Anna Jasniewska – P+ Program Manager Daniel Roy – Commercial Sales Manager Stephanie Feliciano – Territory Business Manager Azar Sheikh – Marketing Manager Jeff Sweeney - Virtual Systems Engineering

September 2017

FY18 Program Overview

Partner Plus

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AGENDA

• Midmarket Opportunity

• FY18 P+ Program

• Virtual Engineering

• P+ Resources and Next Steps

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Commercial Sales

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Q2 & Q3 (Q4, TBD)

#1 Partner Plus Program Worldwide

Thank you!

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An Enormous Market

Midmarket is midsize

companies:

100–1000

employees

>1.4 million

of them

$1.7 billion

Worldwide, there are: The Canada Commercial

opportunity is:

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Faster Growth with Partner Plus

35% Partner Plus partners grow 35%

faster than non-Partner Plus partners in Commercial Territory

12% Territory bookings flowing through

the P+ community

Double-digit Growth • 48% of all Partner Plus partners

showed double-digit growth y/y in FY17

• 77% of those partners showed growth over 50%

30% Partners with 30%+ midmarket focus use Partner Plus benefits

more consistently and grow faster

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P+ Eligible Bookings

Territory : Non-Named

Territory : Named

Territory : Mid-Market

Select & Enterprise

• Sub-100 users

• Geo coverage

• 80K accounts

• 100-500 users

• Virtual coverage

• 5500 accounts

• 500-1500 users

• Dedicated field coverage

• 1200 accounts

• Over 1500 users

• Dedicated field coverage

• 700 accounts

TAM = $850M

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Our Opportunity

2,340 customers served by the P+ Community in FY17

+85K customers to serve together

Less than 3% customer penetration!

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FY18 P+ Program

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Partner Plus Overview

• An exclusive invitation-only program with benefits designed to support our partners’ midmarket business

• Enables you to drive more revenue from midsize customers

• Includes trainings, marketing support and rewards benefits

• Most improved partner realized 305% Y/Y Growth in Commercial Territory

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Eligibility criteria: • Premier Certification • $350,000 CAD Min Commercial Territory Bookings

• $5,000,000 CAD Max Commercial Territory Bookings

• 20% Midmarket focus • No current MOU/MDA

Maintenance: • Commercial Business Plan required • Minimum of 3 Quarter targets met

Partner Plus Criteria

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• Elimination of Aspire Level

• Quarterly VW funds acknowledgement or expiration of earned incentive dollars

• New option for Elite partner to take cash option - up to 50% or max. $5000 in cash payouts – quarterly VW funds

• Incentive funds may be used for training, passes for Cisco Live, Cisco Connect

• Meraki midmarket bookings count towards P+ target attainment

• Elimination of Winner’s Circle

What’s new in P+ FY18

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Three Types of Benefits

To build up your team • Training Roadmaps

• Technical and Professional

Trainings

• Exclusive direct access to Partner Help Plus Cisco sales engineers

Enablement Marketing Rewards

To generate demand • Canadian agencies

• Work with your VPAM/PAM to help you develop a marketing plan for your Virtual Wallet dollars

To invest in your growth • Cisco Rewards - Special offers for

employees • Quarterly Incentive Funds via Virtual

Wallet: • 6% of Shipped Bookings for

Products, $40,000 cap • 4% of Shipped Bookings for

Services, $10,000 Cap

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• Lunch & Learns

• Webinars

• Trade shows, Vendor Fairs, Floor Days

• Call-out Days

• LinkedIn Sales Navigator Licenses

• Video production: Customer Case Study/Testimonial

• Google AdWords

• EBooks

• Social media content

• List acquisition for email & Telemarketing campaigns

• Full Service Activities (FSA): Agencies organize and manage call campaigns on behalf of partner

How our Partner Plus Partners spent their Virtual Wallet funds in FY17

• Cisco training courses

• Gift card incentives for partner reps for Certification renewal

• Cisco Learning Credits

• Sales Incentives/SPIFFs for partner sales reps

• Customer Intelligence & Analytics

Events Enablement Digital Marketing Other Telemarketing & List Acquisition

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Virtual Wallet

Sales Executive Engagement

Key Partner Plus Elite FY17 Accomplishments

Marketing

• Elite partners invested

$387k CAD of their

FY16 Virtual Wallet dollars in 64 demand generation activities.

• Over $751k CAD

earned in FY17 Virtual Wallet dollars.

• Marketing Velocity held in

Canada for the first time. Rating: 4.86/5

• Marketing Coffee Talks inaugurated.

Rating: 4.6/5

• Partners Got Talent inaugurated

in East and Central attended by 55 partner reps

• 22 partners presented their Value Propositions at Cisco Regional Sales meetings.

• Live events across the country that directly connected P+ Executives with Cisco Canada SLT, including 8 Exec dinners

• Partner Summit event exclusively for P+ Execs and Cisco Canada SLT

• Security Executive Roundtable attended by 23 partners

25% y/y growth in Commercial Territory for FY17

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Mark Colella, VP of Sales

Eclipse Technology Solutions

“The Partner Plus program has been a huge success internally at Eclipse. It has allowed us to focus on non-traditional routes to market with the Territory team and build out new solution offerings to broaden our existing solution offerings. Together, Cisco & Eclipse have been able to acquire new long term customers; it has also helped accelerate legacy customers with increased funnel activities.”

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Virtual Engineering

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What is it? • 24/5 pre-sales technical support from

Cisco engineers • Support from Technology & Architecture

Specialists • 6 hour case assignment target (SLA) for

PH+ Elite partners

Partner Benefits • Leverage the same technical resources as

Cisco field sales teams • Scale & augment scarce engineering

expertise to increase productivity during the sales cycle

“The Right Virtual Engineering Resource on

the Right Opportunity at the Right Time

Anywhere in the World”

Virtual Engineering Partner Help Plus (PH+)

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Virtual Engineering – Services Portfolio Partner Help Plus (PH+)

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Web www.cisco.com/go/ph

Canada – English

www.cisco.com/web/CA/channels/helpline/open_case.html

Canada – French

www.cisco.com/web/CA/channels/helpline/open_case_fr.html

Phone

+1-800-553-NETS (6387) Menu Option 5-1-1

Virtual Engineering - Contact Information Partner Help Plus (PH+)

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P+ Next Steps and Resources

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Enrollment

Enrollment is open from August 15 – September 15

Partner Administrator

receives P+ program

invitation.

Enroll your company!

1 2 3

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Building a Plan — Together!

Capability and Capacity

Ensure you have the required specializations and resources to sell the planned product and services categories.

Partner Plus Benefits

Establish how you will make use of all your Partner Plus

benefits to enhance success.

Product and Services

Define the optimal mix that will help you achieve

your targets.

1 2 3

Work with your VPAM/PAM to complete your midmarket business plan by

28 October, 2017.

Grow your midmarket business and achieve your Partner Plus

incentive targets through joint business planning.

Marketing and Demand

Generation Align your marketing

activities to your product and services goals to reach more

customers.

Marketing and Demand

Generation Align your marketing

activities to your product and services goals to reach more

customers.

4

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Partner Plus Admin

• Make sure you’re assigned as the Partner Program Enrollment Administrator so you can enroll your company in Partner Plus

• Ensure your sales manager completes your jointly prepared midmarket business plan with your Cisco rep by October 28

• Access your team’s leads and prospects in the Leads and Prospects system to ensure timely follow-through. Please note, leads are assigned when available throughout the fiscal year.

Partner Plus Lead

• Walk your teams through the program overview presentation

• Alert your sales team to trainings and sales tools on Partner Plus SalesConnect Hub

• Get your sales team to enroll as individuals in the Leads and Prospects system.

• Encourage your marketing team to use the campaigns and free services in Partner Marketing Central.

• Get your sales team enrolled in Cisco Rewards

How to get started if you are a

Sales Manager

• Make sure each of your team members is enrolled in the Leads and Prospects system

• Get customized selling recommendations at Cisco Ready for Partners

• Alert your sales team about Sales Skills Trainings and SNAP New Hire Trainings available in Partner Plus SalesConnect Hub

• Ensure each team member is signed up as an individual for Cisco Rewards

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Sales Engineering Manager

• Develop your team’s strategy for when to take advantage of Partner Help Plus pre-sales engineering experts as part of your go-to-market strategy

• Learn more about Cisco solutions for midsize customers at our Midsize website

• Sharpen your sales skills with our skills trainings on the Partner Plus SalesConnect Hub

• Tap into the collective expertise of your peers at the Partner Help Community

• Ensure each team member is signed up as an individual for Cisco Rewards

Marketing

• Use our prebuilt templates and materials at Partner Marketing Central to launch customized digital campaigns

• Update your website by syndicating our curated content from Partner Marketing Central

• Keep up with the latest marketing trends and trainings at Marketing Velocity

• Be sure to attend upcoming On the Air Webcast and Marketing Coffee Talks

How to get started if you are a

For additional guidance on getting started,

consult your Start Chart.

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• Check us out on Partner Central

• www.cisco.com/ca/partnerplus-en

• www.cisco.com/ca/partnerplus-fr

• Partner Plus inquiries canada-partnerplus-inquiries@cisco.com

• Check your target vs bookings attainment: TPV (Total Partner View) www.cisco.com/go/tpv

• Cisco co-marketing campaigns, assets and your P+ Virtual Wallet – Partner Marketing Central www.ciscopartnermarketing.com

• Cisco Rewards: www.ciscorewards.com

• Monthly Partner+ Snapshot newsletter

• Follow us on social media at #PartnerPlus

• Engage with your Cisco TBM/PAM/VPAM

Partner Plus Resources