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© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

FY18 Partner Plus
Launch

APJ Partner Plus Team
16 August 2017

Agenda
1. FY18 Partner Plus - Madhukar Tummala
2. FY18 Partner Plus Benefits
a. FY18 Partner Plus Marketing - Kajri Saxena
b. FY18 Partner Plus Enablement - Eugene Ian Antonio
c. FY18 Partner Help Plus - Yew Kan Kong
d. FY18 Commercial Xcelerate - Youn Jeong Shi
3. Q1 FastStart & Call to Action - Madhukar Tummala

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

The Midmarket
Opportunity

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

hire more than 70% © 2017 Cisco and/or its affiliates.The SMB and Mid-market Opportunity in APJ Mid-market is midsized Across the Asia-Pacific The TAM opportunity is: companies: region <1000 They account for $8.4bn employees 98% of enterprises. All rights reserved. Cisco Confidential of workforce .

Cisco Confidential . All rights reserved.A Time of Disruption Digital transformation is sweeping every industry Midsize companies must adapt or fail Midsize customers need your help © 2017 Cisco and/or its affiliates.

IT Buyers are: LOB Buyers are: focused on focused on technology business solutions outcomes So you have to be focused on both.New Buyers = New Conversations Line of Business (LOB) buyers are increasingly determining IT spend decisions. © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential .

© 2017 Cisco and/or its affiliates. Cisco Confidential ....they succeed. we can bring our customers the answers they’re looking for. Customer Partner Disti Cisco Success Together. All rights reserved.. .When We Work Together.

How Do We Do This? © 2017 Cisco and/or its affiliates.So. All rights reserved. Cisco Confidential .

. • A two-level program • Only segment focused partner program in Cisco • Including trainings. All rights reserved.. Cisco Confidential .Partner Plus Is. marketing support and rewards benefits • That helps you build a thriving midmarket practice © 2017 Cisco and/or its affiliates.

000 Revenue Revenue Minimum Minimum 50% Minimum 30% Minimum Contribution to Contribution to MidMarket MidMarket Minimum Select Minimum Certification Premier Certification Benefits increase as your midmarket business grows © 2017 Cisco and/or its affiliates.000 $300.Two Levels $100. Cisco Confidential . All rights reserved.

Cisco Confidential .Three Types of Benefits Enablement Marketing Rewards to build up your team to generate demand to invest in your growth © 2017 Cisco and/or its affiliates. All rights reserved.

What You Get • Enablement • Training Roadmaps • Technical and Professional Trainings • Access to Partner Help Plus Cisco Sales Engineers via your Authorized Distributor • Marketing • Digital Marketing Campaigns • Full service digital marketing activities • Marketing Execution Support • Rewards • Quarterly Incentive Funds via Virtual Wallet: • Prestige Partners will be rewarded 1% for each APJ Midmarket dollar booked for meeting 100% of quarterly target and 2% for exceeding 120% of quarterly target up to a maximum quarterly payment of $5. • Commercial Xcelerate Special offers for your employees © 2017 Cisco and/or its affiliates. Cisco Confidential . Prestige Partners will be rewarded 3% for each APJ Midmarket dollar booked for meeting or exceeding their quarterly target in Services bookings up to a maximum of $2.00 USD. • Additionally.500.000 USD for Product bookings. All rights reserved.

000 USD in Australia. Malaysia. What You Get • All the benefits of Prestige. © 2017 Cisco and/or its affiliates. Philippines. Japan. Cisco Confidential . plus: • Enablement • Exclusive direct access to Partner Help Plus Cisco sales engineers • Rewards • Quarterly Incentive Funds via Virtual Wallet: • Elite Partners will be rewarded 2% for each APJ Midmarket dollar booked for meeting 100% of quarterly target and 4% for exceeding 120% of quarterly target up to a maximum quarterly payment of $25.000. • Additionally. Indonesia. and $35. Thailand and Vietnam. New Zealand and Singapore. Elite Partners will be rewarded up to 3% for each APJ Midmarket dollar booked for meeting or exceeding their quarterly target in Services bookings up to a maximum of $10. Korea. All rights reserved.00 USD.000 USD for Product bookings in India.

All saved balances must continue to be saved and allocated to an activity by the end of Q2 in the following fiscal year Partners across APJ to be rewarded for all Commercial Sub segments . However partners have the option of saving their wallet balances into the next quarter if desired. Better! Role based newsletters to Partners © 2017 Cisco and/or its affiliates.Partners in ASEAN & Korea to note the change One Partner Recognition Event in APJ – Bigger. All rights reserved. FY18 Program simplified to Prestige and Elite levels only Prestige-level Partners can now get up to $2500 cash in Virtual Wallet dollars (Except Australia) Virtual Wallet funds must be acknowledged every quarter or they will automatically expire. Cisco Confidential .

Faster Growth with Partner Plus 16% #1 #1 driver = partners with a great Partner Plus partners grow faster concentration of midmarket (16%) than non-Partner Plus business growth 30% Partners with 30%+ midmarket revenue use Partner Plus benefits more consistently and grow faster © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential .

Cisco Confidential . All rights reserved.How to Enroll 1 2 3 Enrollment is open from Make sure your Partner Look for your invitation— August 15 – September 1 Administrator is set up to and act! receive the program (For Japan it is from August 28 invitation – September 8) © 2017 Cisco and/or its affiliates.

All rights reserved.APJ Partner Plus Marketing © 2017 Cisco and/or its affiliates. Cisco Confidential .

& Enablement • • Prestige partners – PMM support Expert and virtual • Virtual planning sessions Marketing trends – Live and Virtual planning session events. • New marketing campaigns Market With Cisco Partner Marketing Central Metrics • Executable campaign packages. © 2017 Cisco and/or its affiliates. marketing velocity hub. Cisco Confidential . All rights reserved.Email. • Digital Engagement • Solution led campaign content and • Leads Generation Measure and Plan and assets • Pipeline Creation • Services . Social and Seminar in a box • Demand Generation ROI /Events. Telemarketing • Bookings Grow Execute • Digital.Cisco Marketing Engagement Partner Marketing Manager News and Marketing • Elite partners – PMM plans Communication Velocity marketing activities aligned Marketing • Monthly newsletter to business goals.

All rights reserved. Cisco Confidential . Partner Plus Zoom Your monthly P+ newsletter highlighting • How you are tracking against targets • Solution content and marketing campaigns • Trainings and Support • Rewards and Benefits Partner Plus Site • Program details • Your Information • • Business platforms and tools Marketing and Enablement Support Sources Marketing Velocity • Marketing velocity hub • On Air Webcasts • Live Events • Social Media Partner Marketing Central (PMC) • Access Virtual Wallet and other Funds • Solution-led Campaign Content and Services • Marketing Automation Platform © 2017 Cisco and/or its affiliates.

Cisco Confidential *May vary by countries .Paid Other Activities / Full service Activity (FSA) is an End-to-End marketing paid service Integrated Search Engine executed by different Event in a Box Email & Marketing & vendors Services (by quote Data-As-A-Service Telemarketing Telemarketing © 2017 Cisco and/or its affiliates. All rights reserved. • 1 2 Partner Marketing Central (PMC) PMC hosts Solution-led Campaign content and assets to support multiple tactics aligned to market trends Workflows / Self Service .FREE Platform services Web Plugins Syndication Workflows / Self Multi-Touch Services are available Email Blasts on PMC and no Social Analysis investment is required Syndication & Banner Lead Activation Content syndication Scoring Landing Page Vendor services Other Activities/Full Service .

Cisco Confidential . All rights reserved.Partner Marketing Central – Execution Packages © 2017 Cisco and/or its affiliates.

Cisco Confidential .FY18 Partner Plus Enablement © 2017 Cisco and/or its affiliates. All rights reserved.

BDMs. deliver and track sales acceleration focused and program-based enablement exclusive to P+ partner sales teams to help drive sales in Commercial segment Planning Delivery Tracking • Highlight sales • Deliver relevant and timely • Track partner enablement enablement focus channel updates and enablement fulfillment and feedback based on commercial to improve and realign strategy and plans • Focus on sales acceleration to enablement initiatives drive impact • Identify specific sales • Evaluate the success and skills gaps among • Develop commercial partner impact of enablement partner sales reps. All rights reserved. Cisco Confidential . and AMs/SEs © 2017 Cisco and/or its affiliates. and practices around services and initiatives based on refresh initiatives and partners’ commercial sales • set sales enablement opportunities growth goals that ties up with the sales priorities • Improve sales skill sets on through the partner customer presentations and planning process demo focusing on commercial value plays. • Explore specific role-based enablement targeting partner Sales Managers.P+ Partner Sales Enablement Objective: To plan.

Services. 60min Webcasts aligned with Commercial RISE DG Campaign and P+ PIW FY18 Commercial Plays including Commercial Channel Updates. etc. Presentation/Demo Skills. © 2017 Cisco and/or its affiliates. Programs and Tools Enablement (Partner Help Plus. Virtual Wallet. Cisco Confidential . (Webinars) GVE Case Studies. All rights reserved. etc. Workshops (1 Day ILT) 1-to-1: SalesX Workshop using Virtual Wallet funds.) On-demand enablement/training contents including highlights on P+ Sales Hub FY18 Commercial Architecture plays.FY18 P+ Partner Sales Enablement Platforms and Focus Areas Platforms Enablement Focus 1-to Many: Commercial Sales Acceleration workshops including Selling Business Outcomes (SBO). Sales Excellence (SalesX). Additional courses to be added. Sales Acceleration Commercial Services Practice. offers and marketing (SalesConnect) resources.

All rights reserved. Cisco Confidential .FY18 Partner Help Plus © 2017 Cisco and/or its affiliates.

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and Elite level partners All rights reserved.Partner Support Options All Partners  Contact Partner Help (PH) for presales support from Cisco. Cisco Confidential 29 . or  Presales support from their distributor. if available Only Elite Partners   Access to all GVE services via Partner Help Plus (PH+)   Distributor Support Options   • Offer your own pre-sales support  • Use the Cisco GVE escalation when needed to augment your presales support © 2014 Cisco and/or for Prestige its affiliates.

Customer Engagements © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 .

FY18 Commercial Xcelerate Cbmercial Champs © 2017 Cisco and/or its affiliates. Cisco Confidential . All rights reserved.

g. Demand Generation Rewards and Quarterly Campaign Solution rewards. 4. Cisco Confidential . Partner will earn rewards points for Cisco Volume product/service (Cisco START SKUs) sales. 5.Cisco Commercial Xcelerate www. Solution (Cisco Commercial offers) and service sales and selected Sales activities. The program pays Max US$20. if you are not in the program yet. e. 3. Commercial Xcelerate program provides special featured promotions only for P+ partners exclusively.cisco-commercialxcelerate.000 worth of points per quarter. 6. Commercial Xcelerate program will continuously reward partner sales into commercial customers. © 2017 Cisco and/or its affiliates. All rights reserved. 2. Rewards will go to either partners company itself and/or partner sales AM and SE depending on partner company’s choice.com 1. P+ partners will be invited automatically and be pre-registered.

000 ($5.000 CX points (US$100). earn 10.000) CX points in FY18. No limit!! © 2017 Cisco and/or its affiliates.Special Promotion in Commercial Xcelerate in Q1 Catalyst 9K “100” Cisco Meraki Acceleration Rewards Quarterly Campaign Solution Cisco Secure Network First 100 partners who 4 Steps to Sell Meraki. All rights reserved. switches and switches will earn 10. Any deals by Partner Plus partners purchase Catalyst 9K Every steps of your way to achieve composed of security. Cisco Confidential .000 CX Meraki sales will be rewarded up to AP (including Meraki products) will points (US$100) 500.

Cisco Confidential .Cisco Commercial Champs 2018 Commercial Champs 2018 is coming soon in September!! Vote NOW for your dream destination for grand prize of Commercial Champs 2018.cisco-commercialxcelerate.com © 2017 Cisco and/or its affiliates. All rights reserved. www.

FY18 Q1 FastStart & Call to Action © 2017 Cisco and/or its affiliates. Cisco Confidential . All rights reserved.

Cisco Confidential . • First 50 partners who achieve their Product targets by Week10 will receive payout in VW Q1 FastStart • Partners. will Rewards partners for receive bonus in VW achieving targets early Partner tier Product Services Rebate (USD) Rebate (USD) Elite 2000 500 Prestige 1000 500 Payout is over the cap set for the country © 2017 Cisco and/or its affiliates. All rights reserved. who achieve Services targets as well by Week 10.

31st July 2017 to 07th October 2017 ( Week 10 Q1 FY18) Scope of Revenue and rebate Cisco eligible product and services for Q1 for APJ Midmarket accounts Participating Partners All Elite and Prestige partners Incentive • Elite : USD 2000 in VW bonus for achieving Product target by Week 10 in Q1 • Prestige : USD 1000 in VW bonus for achieving Product target by Week 10 in Q1 • Elite and Prestige : USD 500 additional bonus for achieving services target along with Product target by Week 10 in Q1 Bonus payout is over and above the usual Virtual Wallet payout for achieving targets according to program construct Incentive operation Final achievement will be communicated by beginning of Q2FY18 Payment Payout will be made with standard Virtual wallet process and timeline 1st payment run 6-8 weeks after end of Q1 2nd payment 6-8 weeks after end of Q2 Terms & Conditions https://www.cisco.com/c/dam/en_us/partners/downloads/partner/WWChannels/downl oad/spiff-apj.Terms and Conditions : Elite and Prestige Program Period Q1 FY18. Cisco Confidential . All rights reserved.pdf © 2017 Cisco and/or its affiliates.

000 P: 320.VW rebates for P : 270.000 P: 120.000 Product : YES USD 2000 rebate in VW for Elite achieving Product S : 43.000 S : 20.000 Services : YES target only © 2017 Cisco and/or its affiliates. Example Achievement by Partner Program Achievement Proposed Incentive end of W10 Standard Rebate $ Tier Target $ of target including booster Q1FY18 .000 P: 120.000 Services : NO achieving target by W10 target only .000 Product : YES achieving Product Prestige VW for achieving target by S : 23. All rights reserved.VW rebates for USD 1000 + 500 rebate in P : 70.VW rebates for P : 250.000 S : 60.000 S : 30.000 Product : NO Elite achieving Services - S : 43.000 Services : YES target and Services W10 target . Cisco Confidential .

cisco.Next Steps • Enroll by September 1st ! • Check us out at www. All rights reserved.com/go/partnerplus • Follow us on social media at #PartnerPlus • Engage with your authorized distributor • Use your benefits. grow your sales and advance to the next level! © 2017 Cisco and/or its affiliates. Cisco Confidential .

Cisco Confidential .How to Enroll 1 2 3 Enrollment is open from Make sure your Partner Look for your invitation— August 15 – September 1 Administrator is set up to and act! receive the program (For Japan it is from August 28 invitation – September 8) © 2017 Cisco and/or its affiliates. All rights reserved.

All rights reserved.Your Partner Plus Checklist Partner Administrator Enroll by September 1st Build your plan with your PAM Attend P+ Launch Events Q1 FastStart ! © 2017 Cisco and/or its affiliates. Cisco Confidential .

Cisco Confidential . All rights reserved.Accelerate in FY18 with Partner Plus Partner with Help Customers Distributors for Let’s grow SMB & on their Digitization Growth Midmarket with Journey PartnerPlus © 2017 Cisco and/or its affiliates.