Solution Partner Program Updates Arjun Lahiri Director Strategy

Solution Partner Program Updates Arjun Lahiri Director, Strategy and Partner Programs

What We Heard From You Access to Cisco Channel Partners Alignment and Access to Cisco Field More Awareness/Visitors for Cisco Marketplace Ease of Doing Business © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Focus Areas GTM Acceleration Ease of Doing Business © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Partner Connections New Worldwide Event Series • 11 events currently scheduled for FY 17. Pilots in LATAM and EMEAR • Cloud Partner Connections Event TODAY from 4 -6 • Goal of >6 K connections in FY 17 Pilot Virtual Event Nov 2016 1000+ VARs / 469 Matches Cisco Live Berlin February 2016 VARs, Cloud Partners and Solution Partners Partner Summit March 2016 69 GTM Matches Cloud Partner Connections Cisco Live Vegas 2016 205 Attendees (Goal 100 -150) © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Saa. S and Cloud Strategy for ISVs Partner Connections Event Cisco ISVs and Cisco Cloud Partners 4: 00 – 6: 00 PM Reminder: Partner Dashboard Update Your Solutions ü On-Premise ü Saa. S ü Both Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 6

Incentives Cisco Referral Program (CRP) What: Referral reward program designed for Cisco partners who influence demand for Cisco products through a consulting or solution practice. IS Key Features • 4% reward of net value of product bookings • Applicable to enrolled partners when acting as the influencer or consultant in an opportunity Deal Eligibility • Net-new business to Cisco and substantially assisted or driven by the Influencer • Private sector only (public sector deals are not eligible) www. cisco. com/go/crp Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 7

Cisco Enterprise Solutions Looking for a Few Good ISVs Business and City Operations Digitization and IOT Solutions Catalog Security Offer ISV Framework Cisco Live and GSX New WX and CX Offers ISV Framework Amplify Commercial Markets Roadmap Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 8

The Path to Digitization Is the Cisco Digital-Ready Network Global integration and Go-to-Market Opportunity for Cisco Solution Partners Cisco Digital Network Architecture Security / ISE Automation / APIC-EM Analytics / CMX www. cisco. com/go/dnapartners Networks Reimagined Virtualization / Network Elements You’re invited to an exclusive webinar on Wednesday, September 21 @ 8 -9 AM PST. Look for your invite for the Digital Ready Network Webinar after Cisco Live. Register © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solutions Awareness Campaign Create More Awareness of Solutions and Drive More Channel Partners to the Solutions Showcase The Approach Campaign Results • Targeted channel partners through a variety of media • First phase tested different channels • Tested a variety of messages and ads 38 % Percentage of channel partners who went to Solutions Showcase from the Campaign “Channel-ready solutions” “Better business outcomes” “Boost your portfolio” © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solutions Awareness Campaign Plan FY 16 FY 17 Partner Summit Keynotes Partner Success Stories Cisco Digital Channels Cisco Partner Connections Events Promote stories through ads on Google, Yahoo, Bing, etc. Content Syndication to promote your stories Share success stories through Twitter Tell your stories and promote your solutions Cisco Social Channels Tell Us Your Story Contest Drive more channel partners to the Solutions Showcase © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

What Solution Partner Program Benefits Are the Most Valuable to You? © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 12

Ease of Doing Business Marcia Harlow Senior Manager, Solution Partner Program Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 13

Maximizing Your Program Benefit Consumption Events Based Icons Identify Completed Available: • Criteria met • Criteria not met Support Action Buttons Submit a Solution Contact Us “How To VODs” Resources https: //solutionpartner. cisco. com/site/spp/dashboard/ © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Upgrade to Preferred Solution Partner Tier Requirements: • 1 Solution Current Cisco Compatible • 24 X 7 Customer Support Examples of Added Benefits: • Increased Agent Based Case Support • Increase Dedicated Sandbox Hours (+80) • Opportunity to apply for Solution Incentive Program (SIP) / Solutions Showcase • Better Marketplace search display Have You Taken Advantage of Upgrading Your Membership Yet? https: //solutionpartner. cisco. com/site/spp/dashboard/ © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Technology Support Customer Connection Communities Now Open to Solution Partners Virtual User Groups Benefits • Briefings on Technologies • Early Adopter and Beta Trials • Technical and Roadmap Briefings • Advisory Groups - Influence Product Direction • In-person meet-ups starting Fall 2016 Tracks • Collaboration; Enterprise Networks; Security (new) Requirements • Customer and/or Partner relationship • Become a Member—that’s it! Join Online Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 16

Partner Support Coming Soon …. Information When and How You Need It!! Online Digital Help (Coming Soon) • Embedded within Your Dashboard • Intuitive Search Video on Demand (VODs) On Your Dashboard • Welcome and Introduction to Your Dashboard • Publishing Your Solution to Cisco Marketplace • More on the way… Orientation Webinars • New Partners and/or New Partner Contacts • Next session: August 17 th Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 17

Cisco Marketplace Proposed Enhancements Technology Solutions Catalog Coming Soon Shift From Product Centric To Consumer Friendly Search Browse By Category Analytics > Cloud > Collaboration > Data Center > Digitization > Advanced Threat Networking > Content Security > Interface Redesign Unified Computing > Networking Physical Carousel Curation ü Flexible Content SAMPLE ONLY ü Promotional Opportunities © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Solution Specific Proposed Enhancements Solution Versioning Cisco Compatible Certification Elimination of Solution Specific Versioning Transition from version specific to calendar timelines ü Get your solution approved by Cisco once ü Build your Market. Place storefront once Certification active for 24 -36 months Auto notifications as certification nears expiration Resubmit: New certification required (Yes / No) Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public #

How Can We Evolve the Solution Partner Program to Help You More? © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 20

Solution Partners Steps to Success Financial Incentive for VARs to Integrate 3 rd Party Solutions into End Customer Deals SELECT solutions promoted to VARs Via Showcase Solution Published in Cisco Marketplace Solution Certified Cisco Compatible Share a Success Story: Partner Ecosystem Route to Revenue Shark Tank Talks and Speed Dating Certified and SIP Approved Partner Connections SIP Approved Solutions Showcase ation ased Incre Awar Virtual and Live Events to Connect Solution Partners and VARs lific Amp s enes ional dat Foun Value to Ecosystem © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Thank you Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 23

Making Connections: Who’s in the Room? Cisco Leadership Teams IS Regional Teams: Americas; EMEAR; APJ Dev. Net Presentation ID © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Digital Solutions: Offer Extension Framework Solutions: Top 3 Priorities for Cisco Live San Diego Announced • Introduced Horizontal Practices and Business Outcome Strategy • Discussed aligning ISV’s to accelerate verticals • Building new Routes To Market for ISV’s through Cisco Integrators Demand • FY 16 YTD: $130 M in Digital Solutions using this Business Outcome Sales approach Open This Route to Market for ISVs © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Cisco Marketplace Enhancements Solutions Showcase Coming Soon! Simple Access to All Sales Enablement Solutions Showcase (Carousel Curation and Enhanced Search) How To Sell Sales Connect SIP Registration … © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Maximizing Your Program Benefit Consumption Events Based Icons Identify Completed Available: • Criteria met • Criteria not met Support Action Buttons Submit a Solution Contact Us “How To VODs” Resources https: //solutionpartner. cisco. com/site/spp/dashboard/ © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public

Based on the content provided today, what is the most valuable to you? © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public 29

Solutions Awareness Campaign Create More Awareness of Solutions and Drive More Channel Partners to the Solutions Showcase The Approach • Targeted channel partners through a variety of channels • First phase tested different channels • Tested a variety of messages and ads Campaign Results Totals 8 K 87 4. 6 M Number of clicks on the ads Followers Gained The number of times your solutions were displayed on the social channels in our campaign 38 % Percentage of channel partners “Channel-ready solutions” who went to Solutions Showcase “Better business outcomes” from the Campaign “Boost your portfolio” © 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public