FY 11 Cisco Partner Update 2010 12 16

FY 11 Cisco Partner Update 2010년 12월 16일 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

Korea Organization Structure (FY’ 11) GM Bum-Coo Cho Ops & Strategy Won Kyun Cho Transformation Chris Yang Enterprise Public Il-Gwon Shon Sun Mok Son Industry Government Youn-Gwi Jeong Se Jin Kim Mid-Ent Vertical Chung Chae Cho Han Seok Lim FSI IFEZ Chang Ho Kang Sun Mok Son SEC, HMC (Global) SP Commercial Jae Hyung Jin Hee Beom Park MSO Metro Chang Seop Kim Sang Bong Nam LGT BDM Team S + CC Branch Jong Soo Kim Won Young Kim Managed Service SE Channel Il Yong Seong Kyeong Deog Kim Architecture (APAC) CA/AS/TS J W Kim Data Center Marketing/PR Collaboration Finance Borderless Network HR KT (CD) Jae Duck Ahn ECO Partners Capital SKT (CD) Joong Wan Shin IBSG WPR / Legal Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2

Scaling the Expert Organization Improve Collaboration… High Availability of Cisco Team… To Support Your Sales Teams! Sales Services PRM Channel Services My Cisco Portal Quoting & Ordering Cisco Experts Marketing Services Partner Interactions Partner’s Customers Virtual Concierge Click to Chat Business Advisory Tele. Presence Technical Services Training Face to Face Business Intelligence Web. Ex Incentives Desktop & Phone App Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential End Users 3

New Partner-Led Structure Distribution JK Kang JY Cho James Nah Philip Park 안병설SM 이혜원SB 신준섭 김태훈TJ JH Shim 서길영CJ 박선영KJ 왕미정 김춘이DR 이광섭CJ 이동열BJ DI Kim Metro : Tier 1 City 유고명SB 변재형BJ 김민권BJ 박민욱CJ 류기훈CJ 이원희KJ Ted Nam 서상진CJ 정정례KJ 양혜경DR 임혜정KJ 이경준KJ 김능환GJ Branch : Tier 2 City 조대식BJ 박성덕SB 서혜선BJ WO Kim Busan Gwangju Daegu Daejeon 변경록BJ 김양미 김용남DR Presentation_ID 박찬량CJ © 2006 Cisco Systems, Inc. All rights reserved. 백승록GJ 송은정KJ 안혁 BJ Cisco Confidential 최웅석CJ 4

Avant Garde : What in it for your!! Prospects Reduced cost of Sale through Business Intelligence Engagement & Communication Priority Access to Management Recognition Rewards for top performing PAMs & OIPD for AG & facilities Partner Sales Tools & Marketing Sales Training Exclusive access to AG platform, performance reports & Marketing content Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. accelerating Sales Exclusive training Cisco Confidential 5

Geographical Diversity Europe 3, 613 U. S. & Canada 2, 762 Emerging 3, 403 Japan 564 Asia Pacific 2, 149 12, 610 certified Partners across globe Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6

Cisco Korea Partner Status (FY’ 11 Beginning) Gold SI (14) Distributor(3) SK Networks, Inetbank, Youngwoo SNN Silver SI (4) Technology Depth AIRQUAY ECS TELECOM HUNEED POSCO ICT Registered Reseller (620) Register Select Reseller (53) Select Premier Reseller (66) Premie r Silver Reseller (2) UNNET SEOUL COMMTECH Silver (6) AUTOEVER COMTEC DATACRAFT KOREA FUJITSU KOREA IBM KOREA ICENT INNET INSUNG LG N-SYS RINGNET SAMSUNG SDS SICC SNET YOUNGWOO DIGITAL Gold Reseller (4) HIT KDC KT NETWORKS JINDOO I. S Gold (18) Integrated Technology Breadth Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

Cisco Channel Route Direct VARs, Systems Integrators Distributors Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential Reseller Customers 8

My Cisco 제공 정보 url: www. cisco. com/go/mycisco Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9

Cisco Partner Bulletin(시스코 파트너 게시판) 현재 시스코 채널에서 진행되는 모든 프로그램 / 공지 / 프로모션 업데이트 url: www. networkers-seoul. com/channelbbs/ ID : cisco PW: partner Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10

Cisco Partner Bulletin(시스코 파트너 게시판) Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11

파트너 센트럴 - 한국어 자료실 www. cisco. com/kr/partners Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 총 12개의 기술 부문에 대한 자료와 Vo. D 제공 12

CSG ( Channel Specialist Group ) Channel Services Capital 1. 2. 파트너 운영 지원팀 Cisco Channel Operation Single Po. C for Channels – 원스톱&비즈니스 지원 Product Service cases Proactive Engagement 한국 전담지원팀 : csg-kr@cisco. com 080 -377 -0880 한국어무료전화 파트너 툴 Presentation_ID 파트너 프로그 인센티브 프 램reserved. 로그램 © 2006 Cisco Systems, Inc. All rights Cisco Confidential 리포트 프로세스 프로그램 교육 프로모션 PEC 기타 14

고객을 위한 CBC 지원 시스코의 다양한 AT (Advanced Technology) 솔루션을 직접 체험할 수 있는 데 모 센터가 새롭게 꾸며 집니다. § 현재까지 CBC 진행내역 - 2007년 4월 이후, 약 1200번의 브 리핑 진행 - 약 5, 000명 고객 참석 § CBC의 새 단장 - 인천도시 축전 소개 솔루션 추가 - Real Estate & Healthcare, Virtual Concierge - 본사연동 - EBC Virtual Demo, Business Video Demo Center - UCS (Unified Computing System) 추가 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15

Cisco Capital as Platform to Transform Customer Experience Leasing, Svc financing Loan Project financing, Service financing Financing offer is optional. BUSINESS PARTNER SOURCE: Services Portfolio Council © 2006 Cisco Systems, Inc. All rights reserved. One account plan, Integrated offer Financial proposal become must. TECHNOLOGY PARTNER Presentation_ID New Business Model (Utility, Revenue sharing, Build to Grow) Cisco Confidential 16

NFR (Not for Resale) § Eligible Partners: Certified Partner Silver, Premier, Select, Registered**) (Gold, Specialize Partners Authorized Distributors § Technology : All Technologies § Proposed discounts: Special DC (Contact Distributor) § Eligible products : All products in GPL excludes ATP, Services and Refurbish product § Registered** partners can only purchase NFR for demo lab equipment to meet specialization requirements § Note: ATP partners are not eligible at this moment Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17

Distribution vs. CBN NORMAL DISTRIBUTION SALES PATH Creates oppty or Registers a deal Creates & Approves DART Build quote Places order & auto-approved Cisco ships Post-Sales 1 Disti stock fulfillment AM Partner CAM CBN Sales Path 2 Disti ORDER BOOKED DART approver AM CAM Places order & CS validates DVAD ORDER BOOKED © 2006 Cisco Systems, Inc. All rights reserved. Po. S Commission AM Receives Bookings Credit CBN SALES PATH Communicate Deal summary Presentation_ID Cisco Ships Cisco Confidential AM Receives Bookings Credit Cisco ships Post-Sales Cisco Ships Sales Out Report Commission Business Controls Metrics 18

CBN Split Deals Overview § CBN Split Deals will be made available on May 17 th, 2010. § This means that one single deal id can be used for both CBN and DART(POS). § Cisco Commerce Workspace will be enhanced to allow Distis to select the product lines which will be fulfilled via CBN. § The selected CBN lines will still need to meet the CBN threshold of minimum US$100 K. § Disti will need to request for DART for the lines not flagged as CBN via the current as-is process for DART. Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19

Connect Rewards https: //www. cisco-connectrewards. com/ Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20

Channel Incentive Program Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 21

OIP 및 OIPD 구분 OIP – Non Named Account OIPD – Named Accounts OIPD For Avant Garde Commercial – Non Named Accounts * Exclude Government Enterprise & Service Provider – Named Accounts * Include Government Commercial acquire Accounts (as reflected in Partner Eligibility Certified Partners (include SELECT) Premier and above only (exclude SELECT) Certified Partners (include SELECT) Eligible Cisco Products All Cisco products Approved Deal Availability Window Valid 3 months Valid 6 months End Customer Eligibility Non-forecasted Non named Commercial accounts Non-forecasted Named accounts or Deal Size, documents (presale, BOM, project plan etc) required Non-forecasted Opportunities. Acquire Accounts, documents (presale, BOM, project plan etc) required Incentive Model upfront discount Minimum Deal Size Min US$5 K List Target Market Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential the Avant Garde tool) 23

차세대 VIP 16 (Value Incentive Program) VIP는 Cisco 및 Cisco 채널 파트너 프로그램 진화와 더불어 적격한 아 키텍처 범주 내의 Advanced 솔루션을 판매하는 파트너를 대상으로 한 혜택을 지속적으로 발전 및 확대하고 있음 UC -> 협업(Collaboration) DC -> 가상화(Virtualization) 보안, 무선 -> 무경계(Borderless Network) § 비즈니스 혁신을 주도하는 아키텍처 § 최대 22%까지 Rebate Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24

Incentive for VIP Partner Name Presentation_ID Total Amount ( $ ) AHNLAB, INC 44, 988 UNNET SYSTEMS INC 18, 717 JANG INTERACTIVE INC 16, 475 INFOSEC 15, 159 SHINSEGAE IC 14, 678 © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25

PDF (Partner Development Fund) 트랙 SB PDF Cash Back Accelerator (Invitation만 해당) 하위트랙 해당 없음 PDF Plus VIP 파트너 대상 SKU SBTG Traditional Cisco SBTG DMR, Ecomm, SP SB Specialization 보유 파트너 또는 Express Foundation Specialization 보 유 파트너 대상 파트 너 등록 파트너 PDF Plus PDF Commercial UC EUC BE IP 폰 ISR G 2 Gateways CUCME CUMCBE SB Specialization 보유 파트너 또는 Express Foundation VIP 등록 파트너 EUC Specializati on 보유 파 트너 공인 BE 파 트너 SBTG A등급: 10% SBTG B등급: 5% 10% A등급: 16% B등급: 10% 리베이트 5% 5% SBTG Tier A: 10% SBTG Tier B & Traditional: 5% 최소 한도 300달러 5, 000달러 300달러 1, 000달러 최대 한도 5, 000달러 250, 000달러 125, 000달 러 125, 000달러 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27

Incentive for PDF PARTNER PAYOUT ( $ ) partner name Presentation_ID ACE NET 68, 377 I NET BUILDER 67, 784 TAE KWANG NETWORK INFO CO LTD 61, 761 ISONET 50, 636 UGENT CO. , LTD 48, 229 © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28

Q 2 Fast Track 2 Accelerator SBTG - Managed Switch + Security Appliance @ 10% discount SRW 2024 -K 9 SRW 2024 P-K 9 SRW 224 G 4 -K 9 NEW 300 Series SRW 224 G 4 P-K 9 SRW 2024 P SRW 224 G 4 Old SRW Series SRW 224 G 4 P SA 520 -K 9 SA 520 W-K 9 SA 540 -K 9 SA 520 -WEB-BUN 3 -K 9 Security SA 520 -GW 25 -BUN 3 -K 9 SA 520 W-WEB-BUN 3 -K 9 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29

Q 2 Fast Track 2 Accelerator 2 K, 3 K Switches, 1900 ISRs @ 5% discount WS-C 2960 S-24 TS-L WS-C 3750 G-24 TS-S 1 U WS-C 2960 S-24 PS-L WS-C 3750 G-24 PS-S WS-C 2960 -24 TT-L WS-C 3750 G-12 S-S WS-C 2960 -24 PC-L WS-C 3750 G-12 S-E WS-C 2960 -24 TC-L CISCO 1941/K 9 WS-C 2960 -8 TC-L CISCO 1941 -SEC/K 9 WS-C 2960 G-8 TC-L WS-C 3560 G-24 PS-S WS-C 3560 G-24 TS-S WS-C 3560 -8 PC-S Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30

Q 2 Cash Now Buy 3, get the 4 th one FREE Access Points WAP 4410 N AIR-AP 1142 N-x-K 9 AIR-AP 1242 AG-x-K 9 Video Surveillance WVC 2300 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 31

Small Business Allscripts Communicate CRM Secure Mitchell 1 Firewall Anti-Virus Connect Anti-Spam Timecard View Security/UTM Broadest Portfolio of Products and Solutions for Small Business Storage VPN Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Communications 32

Small Business As of Dec. 2010 현재 KCC 인증 요청 제품 Jan 2011 Order 가능한 제품 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 33 33

Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34

Q&A Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35

Portfolio of Specializations Presentation_ID Ability to Deliver Technology Depth Sales, Technical and Lifecycle Services URL: http: //www. cisco. com/web/partners/program/specializations/index. html Master Specialization UC / Security Advanced Specialization UC / Security / Routing & Switching / Wireless LAN / Data Center Network Infrastructure / Data Center Storage Networking Express Specialization UC / Foundation Entry Specialization SMB Specialization © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36

Certification Portfolio URL: http: //www. cisco. com/web/partners/pr 11/pr 8/partners_pgm_category_page. htm l UC Master Any two Adv. Technology Depth New Certification SMB Spezn. Select Security Express Foundation Any Adv. * + Exp. UC 2 CCIE’s Adv. UC Adv. Sec. Adv. WLAN 4 CCIE’s Silver Premier Adv. R&S Gold Integrated Technology Breadth Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 37

TAP - Trade-in Incentive 프로그램 TMP (Technology Migration • 보상 판매 프로그램 • 시스코 제품 / 경쟁사 제품 • Upfront Discount /Credits Program) • TMP 연장선 상의 프로그램 • Backend Rebates (based on TMP credits amount & returns) • 6 -month Period TAP (Trade-in Accelerator Program) Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38

TAP 프로그램 내용 Requirements to Enroll and be Approved in TAP 대상 파트너 장비 반환 요건 Cisco Gold, Silver, Premier or Select certified throughout entire program period 파트너는 프로그램 기간에 Booking된 제품에 대해 TMP에 등록된 보 상 판매 장비를 반환해야 함 최소 85% 의 보상 판매 장비를 반환해야 함 기간중에 Booking 되 어야 하는 최소 보상 판매 Credit Rebate 금액 Presentation_ID § $25 K TMP credits § 총 보상 판매 Credit의 10%를 리베이트로 제공 © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39

ATP & APP Status ATP Partners Category Partner Name ATP-UCCE INSUNG, ECS TELECOM, GS NEOTEK, BUTTLE INFORMATION ATP-TLP DCK, FUJITSU, IBM, ORANGE, BT, HUNEED, RINGNET, SNET, INSUNG, ECS TELECOM, LG N-SYS, COMTEC ATP-CVP INSUNG, ECS TELECOM, GS NEOTEK Web. Ex BSG, UCWare, INNET, INSUNG, RINGNET , SNET ATP-UCS YOUNGWOO DIGITAL, LG N-SYS, DCK ATP-OWM AIRQUAY, RINGNET, TONEZ ATP-VS INSUNG, SO-NET, COMTEC, SNET, FUJITSU ATP-IPICS INSUNG , ICENT APP-DMS COMTEC, INSUNG, ICENT, SMT&C Collaboration Virtualization BN ET (a. k. a SA VPI) KCC, DAEYOU, U-TIER ASPVPP Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. LG N-SYS, RINGNET, NAWOO KOREA, ICENT, SCG SOLUTIONS Cisco Confidential 40