Cisco Solutions Plus Cisco Solutions Plus Program Summary

Cisco Solutions. Plus

Cisco Solutions. Plus Program Summary Overview • Easily order, extend, and deliver complete “applications solutions” to customers • Cisco is able to combine “best-of-breed” products from other vendors as part of a Cisco Solution on our GPL • Solutions. Plus is a hybrid program, falls between “OEM” and “Reference Sell” models • Products carry the Cisco Solutions. Plus vendor’s brand as the primary brand • Solutions. Plus product support is provided by the Solutions. Plus vendor

Solutions. Plus Ecosystem Requirements • Product is identified within a Cisco BU-targeted category • Product meets competitive market pricing when factoring in BU margin/ discounting practices • Revenue pull-through must be significant as defined by BU – Ideally $3 -5 M of partner sales with a 6 -10 X pull-through multiplier • Member of Cisco® Solution Partner Program in good standing • Complimentary to Cisco products/ applications • Financial viability to pass Cisco GSM on-boarding spec • Market share leader - Excellent references with past sales data • Proven service and support organization • Partner quality assurance and testing lab in-house • Sales resources (named pipeline is also recommended) • Cross-BU approval

Atlas. IED on S+ • 40 SKUS Total • All New IPX SKUS – 1 warranty SKU per endpoint per year • Z 2 & Z 4 Sound Masking Solution including generators/speakers • IP-108 -SP (Solutions Plus version) • SHS Speakers: SHS-6 T 2 • Analog speakers: AP-15 T, APX 40 TN

S+ Pricing • Cisco MSRP is set in stone – We do not have the ability to change • Resellers & Cisco AM/PSS can request DSA, discount, etc. – All discounts come out Cisco’s portion of the margin, not ours • Atlas. IED receives a set “transfer price” from Cisco for each SKU sold – Pre-negotiated and will not change until a new contract is agreed on in the future • The best part is we don’t have to talk about pricing…AT ALL!

Why do Cisco Sales Employees Care? • Cisco Sales and Resellers get full commission on the sale of Solutions. Plus products – Sales of Solutions. Plus products retire quota (same as selling Cisco products) • S+ products help fill a solution for a particular market or customer. Pull through is also a major benefit, for example more IPX endpoints means more switches.

Why do Rep Firms Care? • Cisco is responsible for 30 -35% of Atlas. IED IP Endpoint revenue consistently every year • Cisco internal sales and resellers will start selling for you • Teach them to fish, they will do the work for you • Cisco teams are usually included in the conversation way before conversations are had about mass notification, emergency alerts, etc. • Easiest way to scale IPX is to leverage the 25, 000 sales employees, does not take into account all of the resellers

Cisco Live 2019 • Same week as Info. Comm • San Diego Convention Center • Best show for IPX • Please tell any Cisco contacts and resellers you have to please visit us at our booth • We have a great 20 x 10 booth, Manny, Jimmy and I will be there all week

Atlas. IED/Cisco Red Badge • Cisco “employee”/contractor to someone in the Cisco Collab BU • Cisco email • Access to reporting tool, sales hierarchy/structure/directory, tools to identify who Cisco AM’s/PSS/SE’s are for a particular customer. Can also build a ”heat map” of who important people are by region. • Access to internal meetings and invited to internal sales calls to build mind share with our solutions. Specifically school safety but with the addition of the new SKUS, we will be able to go after other verticals. • Cisco Connect events