Migration Acceleration Program MAP Program Overview for Partners

Migration Acceleration Program (MAP) Program Overview for Partners Dec 2006 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

Overview § Installed Base & Market Trends Driving Upgrades § Revenue Opportunity / Size of Opportunity § Triggering Upgrades In Your Installed Base § Cisco’s Upgrade Initiatives for Partners Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2

Installed Base and Market Trends Driving Upgrades Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3

How many times have you upgraded your PCs and servers in the past 7 years? And, what about your customers’ network? When most networks were originally designed: • Network infrastructures included 386/486 class PCs/Servers • Legacy PCs/servers only delivered 10 Mb/s Ethernet (vs. today’s Gigabit class throughput) • Data centers supported a small fraction of today’s web/intranet applications Would your customer still rely on 386/486 era performance for today’s requirements? Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4

Characteristics of Cisco Installed Base (Cisco Discovery Results n=468) 72% of Networks are EOL or EOS Currently Shipping End of Life (i. e. Beyond Support Life) End of Sale (Still within Support Life) Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5

Factors Driving Network Upgrades Goldman Sachs Wave 2 Research / Cisco • Improve Security • End of Life of Product • Bandwidth / Capacity • New Functionality (Voice, WLAN, Po. E, …) • Flexible Architecture/Org Change • Available Budget Driving Upgrades Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6

Revenue Opportunity / Size of Opportunity Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

Huge Installed Base of Equipment Need Upgrade Now $4. 6 B Equipment Purchased In The Past 7 Years Is EOS or EOL = $304 M EOS = $4, 336 M § Access Router: 800/1600/1700/2500/2600/3600/5300/5800 § SP Router: 7200/7400/7500/6400/12000/BPX/IGX/MGX § Switch: Catalyst 1900/2900 XL/3500 XL/4000/5500/6000 § Security: PIX and VPN 3000 § Wireless: Aironet 340//350/1100/1200/4100/4800 § IP Telephony: ATA 180 & 7900 IP phones Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8

Triggering Upgrades in Your Installed Base Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9

Triggering Upgrades Integrate Upgrades/Audits Into All Sales • Improve Security • End of Life of Product • Bandwidth / Capacity • New Functionality (Voice, WLAN, Po. E, …) • Flexible Architecture/Org Change • Available Budget Customer Upgrade Rational • Security Audit • Product Lifecycle Audit • Bandwidth / Capacity Audit • AT Readiness Audit • Infrastructure Architecture Audit • Support & Resiliency Audit Partner Network Audit Checklist Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10

Cisco’s Upgrade Initiative for Partners: Migration Acceleration Program Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11

Migration Acceleration Program Complete Upgrade Program for Partners Installed Sales Tools Base & Marketing Data Mining Collaterals Joint Planning MAP For Partners § Cisco Technology Migration Program § Cisco Discovery Tool § Partner Enablement Tools § Marketing Tools Cisco Financing Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. CTMP Cisco Confidential 12

Cisco/Partner Joint Planning: Together we can generate more sales Cisco/Partner Joint Planning § Engage Cisco CAM § Attend MAP & CTMP training Discovery Tool MAP For Partners Programs/ Promos § Draft a business plan to upgrade installed base § Take Cisco Discovery training and test § Pursue opportunities Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13

Installed Base Reporting: Business Intelligence § Start with a research of your customers’ purchase history Cisco MAP For Partners Installed Base Data Mining § Download EOS/EOL product list from MAP website Lifecycle Services Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14

Sales Tools & Marketing Collaterals: Enabling our partners to take full advantage of the program Partner Cisco MAP For Partners § Partner Playbook Installed Base Reports Sales Tool & Marketing Collateral Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential § End Customer Upgrade Presentation § Marketing Collaterals § ROI Tool § Competitive Edge Portal 15

Collateral-on-demand (COD) Web based solutions for Cisco partners’ sales and marketing team § Empowering our partners with marketing and sales lead generation activities § Give partners access to ready creative design and messaging § Offer high quality personalised marketing materials § Streamline production and lower costs Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16

3 easy steps to edit – 3 easy steps to customer § View – Edit – Approve § Cisco – Partner - Customer Cisco Systems Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Partner Enablement Customised go-to-market campaigns Cisco Confidential Partner Customer Marketing 17

Co-brand Sample templates § Asset Types: Email , Brochures, Postcard, Advertisement, Poster, Single -sheet Flyer § Fixed fields: Product specifications and details § Editable Fields: partner logo, headline, call to action and contact details Generic Cisco look and feel look an d feel e. DM BCS co-brand brochure Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 18

Cisco Discovery: New Tool to Uncover Hidden Opportunity Marketing tools Discovery Tool MAP For Partners Theater Lifecycle Services Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential § Tool to discover customer’s hardware & software lifecycle status § Identify customer pain points § Assess security, availability, performance risks. § Custom reports for each Discovery § Help formulate an effective sales proposal 19

Cisco Discovery: Leverage, Qualify or Quantify Opportunities Identify Security Vulnerabilities Analyze Voice. Readiness Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Measure Availability and Performance Cisco Discovery Network Inventory Offer Operations Outsourcing Highlight Deployment Dependencies Cisco Confidential 20

Cisco Technology Migration Program: Financial incentive for customers to trade-in their equipment CTMP Discovery Tool Presentation_ID MAP For Partners © 2006 Cisco Systems, Inc. All rights reserved. Programs/ Promos Cisco Confidential § Global program for trade -in of Cisco and competitive gears § Trade-in credit 21

What are the Advantages of Using CTMP? § Customer gets trade-in credit reduces the net price of new product § Customer associates the extra discount with the trade-in. preserves the street price of new Cisco gear. § Old equipment: can’t be re-used in the customer’s network can’t be resold in gray market Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22

Cisco Technology Migration Program: Main Product Targets § LAN Switch Cisco: Catalyst 1900/2900 XL/3500 XL/4000/5500/6000 Competitors: 3 Com, Extreme, Foundry, HP Procurve, § Router Cisco: 1600/1700/2500/2600/3700/7200(non-VXR)/7500 Competitors: Huawei, Huawei/3 Com, Juniper, Nortel, Motorola § Security Appliance Cisco: PIX, VPN 3000 Competitors: Checkpoint, Juniper, Sonic. Wall Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23

Cisco Capital Leasing What’s In It For You? § Overcome budget constraint § Accelerate sales cycle Cisco MAP For Partners Cisco Leasing § Provides protection from competition § Protect discount Lifecycle Services Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential § Discussion with financial decision maker 24

Cisco Capital Leasing: What’s In It For Your Customers § Provide a hedge against technology obsolescence § Increased Profitability § Tax benefits § Improved Cash Flow § Keep network assets off balance sheet § Convenience § Increase Liquidity § Get everything you need, NOW § Flexibility in upgrade options, payment schedules, and more… § Sell or Lease back current equipment during phased implementation of new solution Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25

Get Engaged! Next Steps • • • Presentation_ID Enroll in Cisco Discovery training Work with your CAM to develop MAP Business Plan Data mine your customers’ purchase history Download end customer “upgrade” presentation Execute planned go-to-market © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26

Additional Information Useful Links: Migration Acceleration Program: http: //www. cisco. com/go/ap/map Cisco Discovery: http: //www. cisco. com/go/ap/discovery Partner Central Competitive Edge: http: //www. cisco. com/web/partners/sell/competitive/index. html Cisco Technology Migration Program: http: //www. cisco. com/go/ap/ctmp Help : Migration Acceleration Program: ap-map@cisco. com Cisco Technology Migration Program: ctmp-help@cisco. com RMA: asset-recovery-apac-tradein@cisco. com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27

Presentation_ID © 2006 Cisco Systems, © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Inc. All rights reserved. Cisco Confidential 28 28