Cisco SLED Team and SLED Offers Overview Q

Cisco SLED Team and SLED Offers Overview Q 3 FY 2010 Didier Chesneau Sales Business Development Manager - EAST Public Sector & Technology Solutions Segment “One Channel, One Public Sector, One Cisco” © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

Agenda § Introduction to new Cisco State & Local Government and Education (SLED) team § Opportunities in Government & Education § Cisco value proposition to customers in Government and Education § Cisco's value to resellers in Government and Education § Success Stories § Education and Government Offers/Programs for 2010 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2

Lead Efforts in… Capacity Development Requirements Economic Stimulus § Domain Expertise § Funding impulse for PS GTM § Incremental Revenue Vertical Solutions § Safety & Security § CRE § Healthcare Capacity Development Requirements Tier 3/4 Geographic Coverage Partner Development/ Recruitment § Geography Coverage § GTM Plan § Partner Gaps (locations) § Top SLED Partners (Existing) § Enablement: Selling in SLED § Recruitment: Selling in SLED § Etc. Contracts § Identify Relevant RTMs – State/Regional – Country Wide Alternate Funding § Grants § Bonds § Partner/Technology Mix (i. e. ensure AT’s have RTM) © 2010 Cisco Systems, Inc. All rights reserved. § E-Rate § Cisco Capital Cisco Confidential 4

Tier 3/4: A Definition (sort of) § Cisco Accounts: 24, 000 Named Tier 3/4 * Represents approximately 50% of SLED *Excluding markets: ND, SD, Montana, & Alaska © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5

Win Profile in Tier 3/4 § Tier 3 Customer business needs: – 802. 11 n coverage for 28 schools –Local partner trusted advisor –Flexible budget to seed weight loss application –Jamie Oliver “Food Revolution USA” - ABC § (VAR) Partner drivers –Profitability –Ease of sale –Customer price sensitivity § Impact –Growth: ~$600, 000 sale –Profitability: Borderless Offer For Education Discounts –Competition: Beachhead in HP/3 COM account –Improving kids’ lives through better food choices © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6

Cisco SLED Team an ne ls Te Ch am Alignment SL ED ld Fie ls C ha n ne SLED Field Alignment and Consistent Focus on SLED Priorities © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

Public Sector Program Management Office Vision: A loyal and profitable PS partner eco-system that acts as a transformational force for government. Sales Business Development Managers TBD Penny Johnson Horalek/Semler Schlereth Suzanne Jennings Jauch/Cooper Betts Didier Chesneau Doyle/Morelli Rosa Rusty Smith Vince Adair Solutions Business Development Managers ? TBD Education © 2010 Cisco Systems, Inc. All rights reserved. Peter Hirsch Healthcare Bob Stanberry Safety & Security Cisco Confidential John Schlabach CRE 8

Engagement § CAM/VCAM lead § SLED Team as subject matter experts § Business development in… –Economic Stimulus –Alternate Funding –Contracts –Tier ¾ –Partner Development & Recruitment –Vertical Solutions © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9

Opportunities in Government and Education and Value Propositions © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10

Opportunities in Government and Education § Broadband (Telehealth, distance learning, Public safety § Online services for Constituents – dashboards § Community College Renovations § Classroom modernization (DMS, paging, power management § Security and Alert systems § IP Surveillance and Physical security § Upgrades in Emergency response communications § State wide Education Data Systems § Expanded requirements for data warehouseng/analytics © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11

Addressing Customer Problems § Statewide Education Data Systems § Expanded requirements for data warehousing/analytics (ARRA compliance) § Increased distance learning efforts evolving College experience § IP Surveillance and Physical Security solutions § Upgrades to Emergency response Communications § Community College renovations (DMS) § § § © 2010 Cisco Systems, Inc. All rights reserved. Broadband Online services for Constituents Community College renovations (Power mgmt. ) Classroom modernization Security and Alert systems Connection of Parents through Technology Cisco Confidential 12

Reseller Opportunity ATP Advanced UC UC Express Premier Registered Status © 2010 Cisco Systems, Inc. All rights reserved. Borderless Collaboration Cisco Confidential Data Center 13

Case Studies © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14

Borderless Network Case Study Industry Leadership Worldwide Industry Experience § This customer operates the primary interstate law-enforcement network in the United States. § The information in messages that travel over their system is instrumental in saving the lives of citizens as well as first responders. They carry over 90 million messages each month to over 30, 000 agencies and 500, 000 devices at the local, state, and federal levels in the U. S. and Canada. § Because the security, reliability, and flexibility of the network directly affect public safety, they chose a reliable foundation infrastructure from Cisco. © 2010 Cisco Systems, Inc. All rights reserved. “Our system is defined by the fact that it’s always there. It’s mission-critical, it’s life or death, and we need equipment we can rely on. That’s why we chose Cisco. ” - Director of Operations Cisco Confidential 15

Collaboration Case Study Goals Solutions Results § Better protect sensitive data and communications § Cisco IP Communications, VPN, and Security solutions § Upgrade over-loaded foundation network and simplify network management § New Catalyst 6500 switches with firewall services module § Replacing Centrex system with Cisco IP Communications will save the city $100, 000/year § Improve communication between offices/agencies § Intelligent access routers with SRST § Call Manager, IP Phones, and Unified Messaging “No vendor other than Cisco was able to provide the complete solution from one manufacturer. All the other vendor solutions included partners. We tried multiple vendors in the past and there was a lot of finger pointing and it did not work for us. The all-Cisco solution provides us with what we need today and allows us to be able to add what we need in the future, without breaking the bank. ” § Reduced time of network management and adds, moves, and changes § Citizens’ needs are met more quickly City government client -Director Of Technology © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16

Data Center Case Study Enhanced Regulatory Future Education Compliance Opportunity Routing and Switching § Digital video enables enhanced curriculum, improves collaboration § Network and strategy support ‘No Child Left Behind’ legislation § IP telephony improves communicatio ns, reduces teacher overhead § Improved security for data and records § Network architecture is foundation for future growth Advanced Technologies WLAN IP voice IP Video 31 Campus/ Branches Data Center WAN Content Management “Our mission is to provide a world-class education for all of our students, to educate them to their full potential, and to challenge them in ways they’ve never been challenged before. ” © 2010 Cisco Systems, Inc. All rights reserved. Security Cisco Confidential Public school system in metropolitan Washington 17

Orchestrator Case Studies Financial Sector Education Government $ 3 million $ 800, 000 $ 480, 000 annual savings 50, 000 PCs 30, 000 PCs 60, 000 PCs centrally managed across 2, 239 retail bank branches in 15 states plus dozens of corporate office locations across 19 campuses with centralized server & reporting with distributed PC power policy administration across 47 geographically dispersed state agencies with independent power policy administration - 65% CO 2 - 7, 800 tons CO 2 - 4, 000 tons CO 2 annual reduction © 2010 Cisco Systems, Inc. All rights reserved. annual reduction Cisco Confidential annual savings annual reduction 18

Challenges Facing Schools in Today’s Global, Dynamic Economy § Increase efficiencies and contain costs § Improve school safety and security § Facilitate next generation learning to prepare the future workforce © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19

The Transformation: The World Is Our New Campus/Workspace Any Resource Any BORDERLESS NETWORKS Device Anyo A Next Generation Architecture for the Agile Delivery of Services and Applications Anywhere ne © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20

Schools Are Using Cisco’s Service Ready Archite. Borderless nesaacture [SRA] and to… Solutions Benefits: Increase administrative, operational, and energy efficiency © 2010 Cisco Systems, Inc. All rights reserved. Enhance safety and security Cisco Confidential Enable next generation learning 21

What could we be doing better? Gaps? § Versus industry peers § Versus competition § What more do we need to grow the reseller? § What more do we need to grow Tiers 3 & 4 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22

Gov. Ed Offers © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23

SLED Offer Update § Technology –Borderless – Borderless offer for Education –Collaboration – • Singlewire (ex-Berbee) Informacast SPIF –All expense-paid vacation for VCAM, CAM or partner § Business –GE Capital –Grants Office § Other – –Portal - www. cisco. com/go/econstim © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24

Borderless - Smart $aving for your Education Customers in 3 easy Steps Step 1: Position Cisco’s 802. 11 n and switch technology Step 2: Make your customers aware of the 10% - 15% discounts they get through buying bundles: Step 3: Make your customers aware of the additional 5% - 10% off you could get them by leveraging the Limited offer for Education http: //www. cisco. com/web/partners/sell/promotions/index. html © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25

Collaboration - Informacast 8 Partner Winners 2 CAM/VCAM Winners The more you sell the better your chances Overview: • Informa. Cast software ordered for a SLED or FED customer between March 1 st and July 31 st, 2010 • Partners will be measured on Informa. Cast sales to FED and SLED customers • Partner registration and deal reporting is required • Partners can register to play at – www. singlewire. com/register

Channel Finance Program Structure GE makes it easy for your partners $50, 000 to $500, 000 of incremental credit lines Apply online: www. echannelfinancing. com Require at least 1 year in business, registered with Dun & Bradstreet, and annual revenues at least $250, 000 No interest 60 day payment terms for Cisco Partners 24 -48 hour approvals Distributor can ship immediately Partners can later apply for credit lines > $500 K Easy to use, reliable, online account management Nikolas Scalise Federal & Commercial Technology Business Development Barry Lepore Cisco On-Site Manager Business Development P: 571 -212 -6632 F: 202 -478 -5187 E: nikolas. scalise@ge. com P: 408 -525 -3965 E: barry. lepore@cisco. com

Grants Office Engagement § New Cisco Grants Support Program available to any partner on an opportunity by opportunity basis § Document describes the program, offers best practices, and explains how to engage § Posted on the Economic Stimulus Partner Community https: //www. myciscocommunit y. com/docs/DOC-15401 § Reach out to your CAM to engage the SLED SBDM team for additional questions © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28

Portal § www. cisco. com/go/econstim § Playbooks § Partner Advantage monthly webcast information § Much, more! © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29

© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30