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Partner Plus

Partner Plus. Evolving Together to Serve Midsize Customers and Thrive. The Midmarket Opportunity Is Now. Together, with our Authorised Distributors— we can help you get more. $55 Billion. Midsize: 100–1000. 1.4M Companies. Products. Services. $30b. $25b.

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Partner Plus

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  1. Partner Plus Evolving Together to Serve Midsize Customers and Thrive

  2. The Midmarket Opportunity Is Now Together, with our Authorised Distributors—we can help you get more $55Billion Midsize: 100–1000 1.4M Companies Products Services $30b $25b

  3. Midsize Customers Are Thinking and Buying Differently 53% SECURITY Of CIOs increasing their security budget Tablet Sales Up SpendingWill Surge Smartphone Sales Up Sales Will Reach 25% 18% 12% $100B Mobility Big Data Cloud IoT Source: Gartner & IDC 2014 report 30% $ 8.9TRILLION By 2020 Revenue Will Reach Spending Will Grow Surpassing $14B With 30B Connected End Points

  4. Sales and Marketing Engagement Model • Customers research on-line (web, social media, blogs) Social Networks Cold Calls • Our opportunity is to engage and educate them during the process Old Sales Model New Sales Model SalesDemos Qualify Leads • Customer intelligence and analytics will drive our targeted approach Educate Engage

  5. Business Priorities in the Midmarket BUSINESS PRIORITIES IT INITIATIVES Supporting Mobility and BYOD Improve Employee Productivity Private, Public andHybrid Cloud Customer Experience Innovation Driving New IT Needs Rapid Deployment of Apps and Services Business Growth Secure and Reliable Efficiencies Rapid and Secure Infrastructure Deployments VirtualisingNetwork and Data Center Continuity, Regulatory, and Compliance

  6. Partner Plus Evolves to Offer You More • Partner Plus 2014 • Expansion Increasing Your Potential for Faster Midmarket Growth and Greater Business Profitability What’s New Benefits scale as you grow your midmarket business. Together with our Cisco Authorised Distributors, you get more. • Partner Plus 2013 • Enhancements Cisco Introduced Midsize Business Solutions Supporting customer awareness and partner enablement resources Accelerating your Cisco Midmarket Business Partner Plus 2012 Introduction

  7. The Keys to Faster Growth and Profitability Business Enablement Help you prepare, build and expand Get your share of the midmarket Incentives and Rewards Recogniseand encourage your success Marketingand DemandGeneration Attract customers and increase sales

  8. Optimise Your Success DRIVE BUSINESS OUTCOMES Generate Demand Lead Development Plan Pitch Close Take Cisco sales training and achieve Cisco specialisations Continue business development to create more leads Target cross/up-sell opportunities Demonstrate Cisco solutions Use pre-sales technical help Offer the best solution and be the expert with your customer Target last day of support opportunities Get priority for Cisco co-funding Motivate and recognise your sales teams Use sales rep tools Select the best marketing campaign Follow-up leads and prospects from Cisco Leverage Midmarket promotions Prepare Midmarket Business Plan BusinessEnablement Marketing and Demand Generation Incentives and Rewards

  9. Your Roadmap for Midmarket Growth Level of Benefits

  10. Partner Plus Aspire Benefits – Distributor Delivered 2 3 1 Partner Plus Aspire Partner Plus Prestige Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of Midsize Business Solutions resources available to all Cisco partners, plus: • Business Enablement • Select training and exams • Onboarding support • Specific annual Partner Plus event • dCloud demonstrations and training • Marketing and Demand Generation • Cisco partner marketing campaigns and collateral via Partner Marketing Central portal • Distribution marketing support • Distributor Enablement Program • Prioritised for Distributor Enablement program enrollment

  11. (upon achievement of quarterly targets and where offered) Partner Plus Prestige Benefits – Distributor Delivered 2 3 1 Partner Plus Aspire Partner Plus Prestige Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings • Business Enablement • Sales Excellence training • Architecture & technical training • Customer network assessments • Dedicated pre-sales support • Marketing & Demand Generation • Demand generation support • Lead generation services • Other Distributor Marketing-as-a-Service offerings • Marketing training • Incentives and Rewards • Distribution Service Catalogue offerings • Winners’ Circle (limited spaces)

  12. Partner Plus Elite Benefits – Cisco delivered 3 2 1 Partner Plus Aspire Partner Plus Prestige Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus: • Business Enablement • Sales Excellence training • Partner Interactive Webinars • In-Class training • Virtual Engineering • Marketing and Demand Generation • Demand generation services and support • Sales generated leads • Joint Marketing Funds • Customer Intelligence • Sales Collaboration Platform (SCP) • Marketing training • Incentives and Rewards • Products and Services benefits setting • Cisco Rewards • Virtual Wallet • Winners’ Circle

  13. (*) Limited availability

  14. (*) Limited availability

  15. What Partner Plus Can Do For You “Cisco distribution has allowed us to grow our Cisco business by 400%and the financing programs that they have allow us to engage in much larger deals that we ever would before” “..as a Partner Plus partner we now realize a 35% growth by maximizing our incentives dollars on big bet marketing activities, education and events” “Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.” “Datacom Australia grew 37% YoYas a result of Partner Plus and the investment made in this partnership.” Brian Lee, CEO, Forte Systems, United States, Premier Partner Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner Tim Fitzgerald, Business Development Manager,DatacomSystems, Australia,SilverPartner

  16. Together with Our Authorised Distributors Brings Added Value To You Find New Customers Through Stronger Marketing Close Deals Faster with pre-sales Support Increase Margins by Selling Services Earn Valuable Rewards for Achieving Results

  17. Partner Plus Eligibility – EMEAR Partner Plus Aspire Partner PlusPrestige Partner PlusElite Eligibility Requirements Small $200,000 Medium $250,000 Large $300,000 Extra Large $1,000,000 Cisco Status or Certification Level Registered and above Select and above Premier and above Small $75,000 Medium $100,000 Large $100,000 Extra Large $300,000 Minimum Annual Cisco Midmarket Revenue $25,000 Maintenance Requirements Working with their Distribution Partners, Prestige partners are required to execute marketing demand generation in support of business plan targets and goals Elite partners are required to execute a consistent level of marketing demand generation in support of business plan targets and goals Achieve a minimum of two quarterly target-based product incentive goals or annual target incentive goal Required to Maintain Status Through Cisco FY16 in addition to above eligibility requirements — Not Required Required Required (Minimum 5% midmarket service sales penetration) Cisco Midmarket Business Plan

  18. Simple Enrollment Process Prepare your jointly owned Midmarket Business Plan with your Cisco Rep* Partner Admin receives and responds to enrollment email invitation Partner Admin responsible for enrolling company into Partner Program Enrollment (PPE) Complete the Enrollment Questionnaire and agree to the Terms and Conditions Receive your growth targets FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014 *Partner Plus Elite and Prestige levels

  19. Connecting You to a World of Possibilities Offer Your Customers More Partner Plus partners belong to an ecosystem to address every business environment and customer need. Master Master Advanced Advanced Express Express Cloud & ManagedServicesProgram Cloud & ManagedServicesProgram StrategicSolutionPartners Cisco ServicesPartnerProgram Cisco ServicesPartnerProgram Specialisations Specializations ChannelPartnerProgram ChannelPartnerProgram Preferred SolutionPartners AuthorizedTech.Provider AuthorizedTech.Provider SolutionPartnerProgram Access the Opportunity Realisemore business potential than you ever thought possible. Certifications Certifications PartnerPlus PartnerPlus SolutionPartners Gold Gold CiscoPartnerEcosystem Premier Premier Select Select SolutionTechnology Integrator Gain the Advantage Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services. Learning PartnerProgram Distribution Marketplace Together, with our Authorised Distributors, we can help you get more. Take a step forward with us. Cloud &ManagedServices Solutions GlobalPartnerNetwork

  20. Together, We Can Thrive • Customers • Partnership Guide our customers’ evolution to become technology companies Our greatest asset is working together to increase our potential and grow faster and more profitably. By partnering with our authorised Distributors you get the resources to help you get more of what you need to make your business soar. Partner Plus Program • Technology • Business Continually improve and innovate to provide best in class solutions Capture market transitions by rapidly adapting to ever-changing conditions

  21. cisco.com/go/ppc

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