Solution Partner Program Evolution Arjun Lahiri Senior Manager

Solution Partner Program Evolution Arjun Lahiri Senior Manager, Strategy & Partner Programs Worldwide Partner Organization

Agenda • Partner Relationships and Solution Categories • Program Benefits • Mainstreaming the Program • Partner Success Stories Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Cisco Partner Ecosystem Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solution Partner Program Solution Categories Complementary Solution Partner Developer Community Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public Optimized Plus Preferred Solution Partner Optimized Cisco Compatibility 24*7 Support Compatible Strategic Solution Partner Platform Ready By Invitation

Partner Relationships

Benefits to Build and Test Solutions Other Benefits Access to Dev. Net SDK’s, API’s, Tech Docs, Communities and Community-based Support Solution Partner Relationship Logo Marketplace Virtual Sandboxes Presentation_ID Agent-based Case Support Partner Central, Marketing Central, and Go-To-Market Resource Center Not for Resale (NFR) Program Business and Technical Webinars © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Benefits to Build and Test Solutions Other Benefits All Previous Tier Benefits Preferred Solution Partner Relationship Logo Greater Access to Dedicated Virtual Sandboxes Preferred Placement in Marketplace Increased Number of Agent-based Case Support Opportunity for Solution Incentive Program (SIP) Eligibility Cisco Event Sponsorship Partner. FIRST Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Opportunities and Access to PR Templates Cisco Public

Benefits to Build and Test Solutions Other Benefits Strategic Solution Partner Relationship Logo All Previous Tier Benefits Assigned Partner Manager and Customized Business Planning Cisco Architecture Strategy Influence Assigned Engineering, Marketing, Services and Sales Resources Access to Cisco Executive Forums Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solution Categories

Platform Ready * § Commercially Available Product § Meets Published Cisco Interoperability Requirements § 8/5 Support * Redefinition underway Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

§ Interoperability Verification Testing (IVT) or Cisco Validated Designs (CVD) Compatible § 24/7 Support Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Optimized Plus § § Current Cisco Compatibility Aligned to Cisco Strategic Direction Solutions Showcase presence SIP Eligible § Meets all Optimized Criteria Plus: § Aligned to New Solution Specializations: § Flex. Pod, Desktop Virtualization, Vblock/VSPEX, Enterprise Mobility and Tele. Health § SIP Plus Eligible Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solution Specializations Business Solutions of Tomorrow Big Data | Omni Channel | Io. T Solution Specializations Today Desktop Virtualization Flex. Pod Enterprise Mobility Vblock / VSPEX Tele. Health ATP Cross Architecture and Ecosystem Enablement Ecosystem Practice Cisco Practice Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public SIP +

Q&A

Mainstreaming Solution Partner Program

Solution Incentive Program (SIP) • Incentive for channel partners to develop and sell solutions – Integrated ecosystem solutions using Cisco technology • Offers deal protection and opportunities for higher profitability • Deal registration program • Establish competitive differentiation Cisco Products (Maximum 80%) Presentation_ID 3 rd Party Solution(s) © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public 3 rd Party HW/SW Services CISCO-BASED SOLUTION

Single Deal Registration Program Coming Q 2 / Q 3 FY 15 • Program designed to automatically award all applicable discounts and promos Hunting Teaming Solutions New Accounts Assessments Migrations • Based on partner value add • Stackable rewards • Differential discount Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

97% 700+ Marketplace 2000+ 100 s of consumers use internet research solution partners promoting solutions daily visitors to cisco. com finding you and your solution of monthly unique MP Solutions Catalog visitors 1500 Marketplace storefronts Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Promote your solutions and connect with customers and channel Marketplace partners, generating leads and accelerating sales Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public Showcase Solutions Generate Leads Accelerate Sales Expand Online Marketing and Sales Channels

Solutions Showcase DIGITAL PLATFORM FOR “OPTIMIZED” SOLUTIONS Cisco Compatible SIP Approved Visit Solutions Showcase at https: //marketplace. cisco. com/solutionsshowcase Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Channel Partner Corner RECENT CHANGES Channel Partner Corner https: //marketplace. cisco. com/catalog EASY SIP Search Pre-populated SIP templates for Channel Partners Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solution Partners and Marketplace Announced at PS 2014 Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public

Digital Experience Enhancements Quick Access to Dev. Net Key Partner Resources at your fingertips Easy Navigation Continuous Program Updates Key Documents and Links Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public Stay Current “Around the Solution Partner Program”

Virtual Sandboxes Technical Support Easy Go-To-Market SDKs/APIs Education and Training GTM Planning Marketing and Sales Enablement Demo and Lab System Discounts Solution Partner Program Marketplace Resources for You. Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public Solutions Showcase

Q&A

We Want Your Feedback on Our Website LOOKING FOR A FEW PARTICIPANTS TO: 15 minute 1: 1 meets at Dev. Net Zone (2 PM – 5 PM) Conduct use case scenarios $20 Starbucks gift card for first 20 participants Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Niels. Public Nelson | Spencer Smith Cisco

Partner Success Stories Marcia Harlow

Solution Partner Panelists Robert Minaglia Jabari Norton Cynthia Bogolub VP, Global Partners and Channel Sr. Director, WW Alliances Director, Global Alliances Partner Since 2010 Partner Since 2012 Partner Since 2013 Presentation_ID © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public