October 2019

Earn throughout the lifecycleLifecycle Incentives

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software growth when partners have customer success

practice

2.5xprofitability comes after initial sale

(post-land)

52%

Why Lifecycle-First Approach?

Customer experience will become

TOPbrand differentiator

(Walker Information) (Cisco) (Cisco)

renewal rates for partners with

adoption services

(Global Touch)

3x

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Partner Payment & Investment

Value Realization Checklist

Deployment in Production

Network

Business Outcome

Implement & Connect

Expand value of software

Lifecycle Incentives

Rewarding Across the Lifecycle

Onboard

Implement

Use (Activate)

Adopt

Expand

Lifecycle IncentivesSolution Starter*

* Solution Starter available on EAs only

Customer Outcome

EA Eligible Advanced Architecture Specialization Customer Experience Specialization

$$$ $$$$ % of opportunity$$

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Lifecycle Incentives

Earn incentives throughout the lifecycle for successfully driving software activation and adoption, and for expanding existing deals into new opportunities.

Use (Activate) Incentive – previously part of VIP 33• Earn rebates for activating and scaling software in a production network• Fixed incentive for payment predictability• Quarterly payments that you can attribute to relevant business cost centers• Submit Proof of Performance (POP) or provide telemetry data

Adopt Incentive• Earn rewards for driving adoption success• New tiered model – earn higher incentives based on your investment

and performance• New performance metrics

Expand Incentive• Get rewarded for expanding software bookings that result from your

adoption success• Tiered model rewards you more for higher investment and better performance• New simplified Lifecycle Incentives offers

Get details about the incentives

New Ways to Earn with Your Lifecycle Practice

• Position Solution Starter to customers as part of an Enterprise Agreement to ensure successful onboarding and implementation

• Help customers achieve their business goals with Cisco Use Case and build a plan to get there

• Ensure Cisco DNA Center Appliance is cloud connected and network discovery complete

Solution Starter

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Solution Starter

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Partner Eligibility• EA Eligible (Advanced

architecture specialization or higher)

Offer Eligibility• Cisco DNA Enrollment

$100K net TCV of Wireless and/or Switching Suites

Solution Starter Window

• Partner has 6 months from time of EA Start Date to complete Solution Starter deliverables

Solution Starter

More to come in future

Enterprise Networking

Administered through EA Workspace (Future)

Deliverables1. Ensure customer understands software capabilities 2. Determine business objective and applicable use case3. Verify all hardware & software is present to deploy use case4. Build activation plan and timeline5. Cisco DNA Center Appliance is cloud connected and network

discovery complete 6. Virtual customer acknowledgment Payment• EN = $7500

Which Architectures?

Eligibility Deliverables & Payment Terms

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Requirements: Minimum $100K net TCV, 3/5 year term, enterprise-wide coverage

Solution Starter and Cisco DNA EA Offers

Supporting your DNA Transition

5%10% savings when you purchase all three suites

Buy More, Save More

5% savings when you purchase any two suites

10%

Earn 1 Cisco DNA Center Appliance per deal

Earn $7,500 Cisco DNA Center Appliance onboarding and implementation entitlement

Partnering for Implementation

EN-Wide Ramp1st year costs reduced by 50% as you ramp to full enterprise-wide coverageNote: 3 & 5 year EA qualify, can include Switching, Wireless and/or Routing

1000+ Switch Ramp1st/2nd year costs reduced by 67%/33% as you ramp to full enterprise-wide coverage

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential6 months from the EA start date to complete engagement*Where Global Easy Pay is available

Solution Starter - End-to-End ProcessEngagements validated via email and using telemetry for Cisco DNA Center until EA Workspace is complete

Email completed forms to:

Ask-Solution-Starter@cisco.com

Notification via email (approved, rejected, more

information required)

Paid via Global Easy Pay* (quarterly)

Ensure Cisco DNA Center is cloud

connected and a network discovery

is performed

Engagement template and

content posted on Solution

Starter webpage

Enroll in Solution Starter via PPE

and book eligible Enterprise

Agreements

Download Solution Starter template and

begins customer engagement

Complete engagement activities and connects

Cisco DNA Center Appliance

Completes template and

sends to Solution Starter alias

Cisco reviews template and validates via

telemetryGet paid

Cisco DNA Enrollment

$100K net TCV of wireless and/or switching suites

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Solution Starter

A $7,500 customer entitlement built into the EA to:• Drive understanding of the value • Create a plan to achieve business outcomes • Connect the Cisco DNA Center Appliance to the cloud and perform a network discovery• Get you started down a path for success• Help position services for Use and Adopt

• A credit or incentive• A discount to be used on hardware, software, or services in the deal• Funding for Customer Experience offers• Intended to cover all implementation services

What it is…

What it isn’t…

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Call to Action

Solution Starter

Enroll in Solution Starter via PPE

Visit Solution Starter on

SalesConnect

Learn more about Cisco DNA Enterprise

Agreement Offer

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Use (Activate) Incentive

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Use (Activate) Incentive

Automatic enrollment through Cisco Partner Incentive Agreement

Architecture

Eligibility Behavior and Reward Terms

Data Center Enterprise Networking Security

Partner Eligibility • Advanced product

architecture specializations

• Must have sold software

Offer Eligibility• Eligible software• $10k minimum

bookings size

Milestone based rewards for driving software activation and scale Activity Window

• 12 months from the end of the quarter when software was sold

• Quarterly payoutUse Case

Milestone 2Use Case

Milestone 3Use Case

Milestone 1

Payment increases based on number of milestones met

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Architecture Software Use Case You Can Earn… Get Paid When …

Data CenterIntersight • $5K • Milestone: At least 35% of licensed Cisco UCS servers on Intersight

ACI • $10K • Milestone: Cisco ACI in a production environment with 2 or more leaf switches

NAE • $5K • Milestone: NAE shown in production environment

Enterprise Networking

• Campus Software Image Management

• Network Device Onboarding

• Essentials Now Eligible

Minimum $1,250 -Maximum $12,500

• Milestone: Payout calculated based on number of devices leveraging the use case.• $50 for each router, controller, or switch• $10 for every access point• 1 Milestone = $1,250 payout = approximately 25 devices• Up to 10 total milestone payments per customer for Cisco DNA Center use cases

• Campus Network Assurance

• Scalable Access Policy• Campus Network

Segmentation

Minimum $2,500 -Maximum $25,000

• Milestone: Payout calculated based on number of devices leveraging the use case.• $100 for each router*, controller, or switch • $20 for every access point• 1 Milestone = $2,500 payout = approximately 25 devices• Up to 10 total milestone payments per customer for Cisco DNA Center use cases

ISE • $5K• Milestone: Minimum of 15% of the Base or Plus licenses consumed (activated)

OR• Completion of Scalable Access Policy use case with 1 or more milestone

Stealthwatch • $5K • Milestone: Flow Collection showing a minimum of 30% utilization across all licenses

Security

Tetration

• $3K for first milestone• $7K for second

milestone (coming soon)

• Milestone 1: Tetration in a production environment with at least 100 sensors (i.e. enforcement agents)

• Milestone 2: Micro-segmentation for at least 2 applications (application mapping, policy validation, etc.) ORIdentify process anomalies and software vulnerabilities

Use Case Details

New!

* Routers are not counted toward Campus Network Assurance

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Data Center – ACI & NAEIncentive: Use (Activate)

$5,000 payoutPayment for completion

of NAE milestone

$10,000 payoutPayment for completion

of ACI milestone

Cisco ACI in Production with 2 or more leaf switches validated through

Proof of Performance

NAE in Production validated through

Proof of Performance

Q1 Q2 Q3 Q4

Use (Activate) Incentive window opensEnd of the quarter when software was first booked

Use (Activate) Incentive closes12 months after window opens

Use Case

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Milestone 5 - $2,500

Milestone 2 - $2,500

Incremental Devices Activated

50 Switches* x $10020 Routers* x $100

10 Controllers* x $100100 Access Points* X $20

Incremental Devices Activated

5 Switches* x $1005 Routers* x $100

2 Controllers* x $10040 Access Points* X $20

$10,000 payout

Incremental Devices Activated

50 Switches* x $10020 Routers* x $100

10 Controllers* x $100100 Access Points* X $20

Incremental Devices Activated

10 Switches* x $10010 Routers* x $100

2 Controllers* x $10040 Access Points* X $20

ISE Milestone - $5,000

$10,000 payout

Enterprise Networks – Scalable Access PolicyIncentive: Use (Activate)

Milestone 1 - $2,500

Milestone 6 - $2,500

Milestone 4 - $2,500

Milestone 3 - $2,500

Milestone 9 - $2,500

$10,000 payout

Milestone 10 - $2,500

Milestone 8 - $2,500

Milestone 7 - $2,500

Q1 Q2 Q3 Q4

* All switches, routers, controllers, and access points are net new devices shown in telemetry

Use (Activate) Incentive window opensEnd of the quarter when software was first booked

Use (Activate) Incentive window closes12 months after window opens

Use Case

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialUse (Activate) window is 12 months from the end of the quarter when software was sold

Use Incentive - End-to-End ProcessCisco DNA Center and Cisco Intersight activations validated via telemetry

Notification via PPE (Approved,

Need more info, or Rejected)

Incentives paid quarterly after the activity approval or

telemetry validations

Partner enrolls in the CPIA once

and books SKUs eligible for Use

incentives

Partner delivers solution, activates

software, and completes Proof of Performance

Partner submits Proof of Performance

Cisco processes Proof of

Performance and notifies partner

Partner earns Use incentive

Must activate beyond minimum threshold

PoP submissionvia PPE (Activity

Dashboard)

Cisco DNA Center Use Cases

Stealthwatch

ISE

ACI, NAE

DCNM, Intersight

Tetration

Enterprise Agreements

Cisco DNA Center Essentials, Premier,

Advantage

Cisco Intersight

Cisco ACI, NAE

Cisco Tetration

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Call to Action

Use (Activate) Incentive

Visit the Lifecycle Incentives page for more resources, including use case details, operations

guide, and more

Download the Use (Activate) Incentive Opportunity Report

from Total Partner View

Help build your partner’s technical capabilities with

Mentored Install Networking Training

Partners

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Keep Activating Your Past Bookings… They are still eligible for incentives

Orders Booked July 29, 2018 to January 26, 2019

VIP 32Incentive: VIP

Activation BonusDeadline: Must be validated

through a POP by October 26, 2019 (April 26, 2020 for EA)

Orders Booked January 27, 2019 to

July 27, 2019

VIP 33 Incentive: VIP

Activation BonusDeadline: Must be validated

through a POP by April 26, 2020 (October 24, 2020 for EA)

Orders Booked on July 28, 2019 onward

Lifecycle Incentives Incentive: Use

(Activate) IncentiveDeadline: Must be validated

within 12 months of the end of the quarter when it was ordered

Find out more atwww.cisco.com/go/vip or www.cisco.com/go/lifecycleincentives

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Adopt & Expand Incentives

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Partner Eligibility • Customer Experience

Specialized or Advanced Customer Experience Specialized

• Advanced product architecture specializations

Offer Eligibility• Minimum

bookings size

Rewards for driving adopt continuum and deal/customer size Adoption Window• Submit Customer Success Plan

within 90 days of booking• Submit Successful Business

Outcomes within 9 months of Customer Success Plan

• EA can extend to up to end of EA terms with exception approval

• Quarterly payout• Removed cap for Advanced

Customer Experience Specialized partners*

Adopt Incentive

New!

New!Non EA Enterprise Agreements

Cisco Net Book Value (software)

Customer Success Plan

Successful Business Outcome

Customer Success Plan

Successful Business Outcome

Small ($50K – 499K) $5K $15K Required $25K

Medium ($500K – 1.999K) $5K $25K Required $50K

Large ($2M) $5K $45K Required $100K

*Distribution partners please see Appendix for details

Architecture

Eligibility Behavior and Reward Terms

Collaboration Data Center Enterprise Agreement

Enterprise Networking Security

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Rewards for driving adopt continuum and deal/customer size Adoption Window• 12 months from the end of the

quarter when software was sold • EA can extend up to end of EA

terms with exception approval• Quarterly payout

Expand Incentive

Expand Incentive % of Software

Expand Deal Registration EA

Advanced 6% Based on Adopt actions throughout

EASpecialized 3%

New!

Collaboration Data Center Enterprise Agreement

Enterprise Networking Security

Architecture

Eligibility Behavior and Reward Terms

Partner Eligibility • Customer Experience

Specialized or Advanced Customer Experience Specialized

• Advanced product architecture specializations

Offer Eligibility

• Expand deal results from Adopt success

New!

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Performance Metrics

Performance Metric Performance Requirement Eligible Performance Period

Adopt Performance Conversion Metrics

Customer success plan conversion Metric: Partner must convert 75% of registered adopt engagements to approved customer success plans.

• Partner performance calculated over a period of 4 quarters

• Prior 2 quarters not included in the calculation • If partner does not have registered adopt

engagements for 4 full quarters, performance period will include as many quarters as applicable (up to 4 full quarters of activity)

Successful business outcome metric: Partner must convert 50% of registered adopt engagements to approved successful business outcomes, or 50% of the successful business outcome incentive value.

FY18 FY19 FY20 FY21>Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

Calculate Metrics Performance: Customer Success Plan and

Successful Business Outcomes

Calculate Metrics Performance: Customer Success Plan and

Successful Business Outcomes

Calculate Metrics Performance: Customer Success Plan and

Successful Business Outcomes

Calculate Metrics Performance: Customer Success Plan and

Successful Business Outcomes

Q1

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Call to Action

Adopt & Expand Incentive

Visit the Lifecycle Incentives page

Encourage your partners to apply for the new

Customer Experience Specialization

Explore new individual career certifications &

latest enablement resources on SuccessHub

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Ready to Get Started?

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Start earning rewards throughout the lifecycle today

Getting Started Checklist

Review incentive eligibility requirements

Apply for the new Customer Experience Specialization if applicable

Explore new individual career certifications & latest enablement resources on SuccessHub

Get details about the Lifecycle Incentives program and how to participate