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AT&T/Cisco Alliance Go-to-Market Successes…. June 2006. The AT&T/Cisco Alliance GTM results significantly exceeding prior year’s results …. TCV = Total Contract Value ACV = Annual Contract Value.

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At t cisco alliance go to market successes

AT&T/Cisco Alliance Go-to-Market Successes…

June 2006


The at t cisco alliance gtm results significantly exceeding prior year s results
The AT&T/Cisco Alliance GTM results significantly exceeding prior year’s results …

TCV = Total Contract Value ACV = Annual Contract Value

  • Alliance results only reflect wins where AT&T sales teams agree Cisco treated them with “preference”

  • “Incremental” TCV since the US alliance was formed in 2003 exceeds $1.85b, as validated by AT&T sales teams

  • Cisco has paid “uplifted” commissions totaling > $4.7m to Cisco sales teams who work with AT&T to encourage partnering

  • Recent significant “wins”

    Sunrise Living (PNT - $36.7m TCV) – Competitive info; joint tech design

    CA Independent Systems (IPeFR - $36m TCV) – Joint acc’t planning

    Cushman Wakefield (IPeFR - $4.6m TCV) – Competitive info; joint tech design


2006 go to market sales segment update

TCV = Total Contract Value ACV = Annual Contract Value

2006 Go-to-Market Sales Segment Update


Alliance gtm sales trends consistently beating prior year quarterly comparisons
Alliance GTM sales trends…consistently beating prior year quarterly comparisons…

Alliance Wins by Quarter ($M)- thru December, 2005:

ACV = Annual Contract Value TCV = Total Contract Value


2006 alliance wins technology breakdown ip leading the way
2006 Alliance Wins – Technology Breakdown… quarterly comparisons…IP leading the way…

Millions of $’s