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Partner or Cisco

Identified

CiscoIdentified

PartnerIdentified

OpportunityIncentive Program (OIP)

Partner Led/HuntedOpportunities

Teaming Incentive Program(TIP)

Solution Incentive

Program (SIP)

Pre-ApprovedSolutions

Cisco LedOpportunities

Continue strategy of 100% Partner Alignment in all Opportunities

Easy to use programs to drive partner loyalty, profitability and specific behaviors

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• SIP rewards partners who can develop and sell complete repeatable solutions that integrate Business Application, Lifecycle Services and Cisco technology.Objective

• Upfront fixed discount• Hardware +4 points (Baseline 42%)• UCS up to +3% (Baseline 61%)

Reward Type & Value

• Select, Premier and Gold Partners, Master, Advanced, or Express Managed Services Certified PartnersPartner Eligibility

• Open to all customer market segments. Each opportunity must:• Include one or more business-relevant third-party or proprietary application that directly

affects the End Users business function, processes, or productivity.• Ensure that the Cisco components and services included in the business solution comprise

no more than 80 % of the total solution.• SMB/Comm = $10,000 CDN List price minimum deal size• Enterprise = $50,000 CDN List price minimum deal size

Solution/Opportunity Eligibility

• Partner must register solution in PPE, then individual deals in CCW• Approval requires BOM uploadHow to use

• Can be combined with OIP, TIP, TMP, Collaborate Everywhere and Security IgniteStacks & Combinations

• Ongoing• Eligibility Timeframe: 6 months from qualification dateValidity Dates

• www.cisco.com/go/sip-canadaFind out More

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§ Stackable discount off list priceo Hardware up to 4% (Baseline 42%)o UCS up to +3% (Baseline 61%)

§ Combines with other incentivesa) OIPb) TIPc) Trade Ind) Collaborate Everywheree) Security Ignite

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• Develop your solution with a proprietary or third-party application.• Develop your solution by taking advantage of the Cisco Solution

Partner Program.• Develop your solution with a Cisco Validated Design using a Cisco-

Validated Template (CVT) such as:• VersaStack ™• FlexPod• FlexPod Express• Citrix XenDesktop• VMWare Horizon View

• If Partner has a global presence, can leverage SIPs already created by their offices in other countries.

Go to www.cisco.com/go/sip and download the business plan for the solution you will position.Upload completed business plan in PPE. Upon enrollment approval partner starts registering deals in CCW.

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Stackable Incentives and Promotions (Example - % may vary)

Hunting (OIP) or Teaming (TIP) +8%

New Account (NAB) +4%

Displacement (Collaborate

Everywhere) +17%

Solution (SIP) +4%

Promotions (i.e. Fast Track +5%)

Trade-in (Variable%)

Tota

l Dea

l Pric

ing

Hunting/Teaming are the exclusive differential incentives

Multiple behavior rewards can be combined

Promotions can stack with Hunting or Teaming

Base discounts form the foundation of the discount stack on partner led business

Incentive for upgrading old Cisco or replacing competitor equipment

Base Discount (42%)1Tier Direct: Buy at certification discount (Ex: 42% Gold)

2Tier through Distribution – No change

Base DiscountsCurrent list pricing will not change for items in the current catalog.

Base Discount Categorization*

*up to

Compute (UCS) 61%

Core (Classic) 32-42%

Market (Future Offers) 20%

Net (Future Offers) 0%

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Cisco can discuss:To Customer :

• Cisco employee cannot confirm or deny who has earned a program discount.

To Non-Program Partners :

• For inquiring partners we can confirm that they’re not eligible for a program registration.

• Cisco will not confirm nor deny if another partner or if any partner has received a program discount.

Program holding Partner can discuss: To Customer :

• Program holding Partner can only confirm that they have been given an earned discount but cannot say what that discount is.

To Non-Program Partners:

• Nothing

Non-Program Partners cannot discuss details with customers.

Thank you.