APJ Cisco Collaboration FY17 2H Top of Mind. For Partners

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1 APJ Cisco Collaboration FY17 2H Top of Mind For Partners

2 CAGR (%) Market in Transition Growth 15% 10% 5% AR/ VR TBD APIs ($1.8B ; 15%) Hosted UC/ Mgmnt PBX ($10.8B; 9%) Business Messaging ($0.9B; 85%) NG Meeting (TP and WebEx, Spark Board) ($14.4B; $3B 5.1% Contact Center ($2.8B;8.4 %) 0% -5% 2020 UC Infrastructure UC Endpoints (2.6; -3%) -10% -15% TP Infrastructure ($0.3B, -5%) TP Endpoints Cloud Hybrid On Prem Size of bubble reflects FY19 TAM in B$ (not in scale), CAGR FY16-19

3 Web Conferencing

4 Initiatives To Drive Top Of Mind Investments Modernize on-premises Embrace Cisco Spark Invest in application development Build a lifecycle practice Focus on recurring revenue Collaboration88 NFR Promotion

5 Modernize on-premises APAC Collaboration88 Not-For-Resale Promotion

6 Cisco Collaboration88 TelePresence Video NFR Promotion 13 SKUs T&Cs applied Min and Max quantity Valid until Jul 7, % Off List* BR Promo codes required APAC only * T&Cs applied. Indirect partners to consult preferred distributors for final discounts.

7 Promotion Overview Objective To provide Not-For-Resale (NFR) ownership opportunity for all T1 and T2 partners in who would like to expand their existing demo and POC environment. This promotion is made available to all qualified APAC (Excluding Japan) partners with SaaS qualification. Mandatory Qualification Partners who are SaaS qualified Additional Qualification SMB Select Express Collaboration Specialization (ECS) Advanced Collaboration Architecture Specialization (ACAS) Master Unified Communications Specialization Host Express Video Specialization Advanced Video Specialization Advanced Unified Computing Technology Specialization ATP - Cisco TelePresence Video Master ATP - Cisco TelePresence Video Master - MS Remote ATP - Cisco TelePresence Video Master Global ATP - Cisco TelePresence Video Master Satellite NFR Quota Partners orders for APAC Collaboration88 NFR Promotion would not impact their annual allowance

8 Promotion Overview Proposed SKUs SX Series Min Unit Max Unit* Endpoint Approved Discount CTS-SX10N-K % CTS-SX20N-12X-K % CTS-SX20N-P40-K % CTS-SX80-IP40-K % CTS-SX80-IP60-K % CTS-SX80-IPST60-K % MX Series CTS-SX80-K % CTS-MX200-K % CTS-MX300-K % CTS-MX700D-1CAM-K % CTS-MX800D-2CAM-K % CTS-MX800S-1CAM-K % CTS-MX800S-2CAM-K % Promotion Highlights* Endpoints - 13 TP Video K9 SKUs at 88% off GPL/ APL Services - Selected Services SKUs 80% off GPL/ APL Software Selected Software SKUs at 95% off GPL/ APL Strictly no stacking of this NFR promotion with any other incentives Cisco reserves the right to amend or update the Terms & Condition during the course of the promotion Theatre Availability A/NZ, ASEAN, India and Korea only Validity and End of Order Date Tier 1 Partners : Mar 13 Jul 14 (End of order Date) Distributors & T2 : Jan 13 Jul 7 (End of order Date) Promotion Codes APAC GPL (USD) : BR-Coll APL (AUD) : BR-Coll Ordering Via CCW BR Codes All orders will be routed for approval by Theatre appointed leads * Limits are per SKU per partner per country, eg : Partner A in each country can get up to 5 units of SX10N & 3 units of MX200. This promotion would not affect the quota of standard NFR. Indirect partners to consult preferred distributors for final discounts.

9 Ordering Process At-A-Glance NOTE: The process below applies to all Tier-1 and Tier-2 partners Quote Creation Deal ID Approval Orders Placement Goods Shipment In CCW under Deals & Quotes, click on Create a Quote. Select partner address as End Customer Address. From Deal tab - Under Intended Use, choose either Internal Business Use or Lab. Under Deal Category, select Not Known. Ensure correct Price List is chosen. Save and Continue. Partner then is directed to incentive page in CCW to select the NFR incentive BR code. From Quote tab Enter the correct SKU PIDs according to the sample BOM. BOM submission Partner submits BOM in CCW Deal ID to be created Deal ID and BOM routed to Promo Governor* for review * Refer to next page on assigned Promo Governors Approve If quantity ordered is within min and max cap & partners stay within overall limit Return To If BOM contains incorrect configuration PARTNERS WITH DIRECT PURCHASE AGREEMENT Partners to directly place orders with Cisco PARTNERS BUYING THROUGH DISTIS - DISTIS to process the order Governance Steps BR codes Deal ID approval Min and max order quantity Placed products will be shipped to Partner Decline If qtt ordered is NOT within min and max cap or partners exceed overall quota

10 Resources Available To find more about the Cisco Video Suites in this NFR offer Telepresence SX series, Telepresence MX series Other products information Cisco Collaboration Video overview Spark Board Support Primary Support Please type your query in the APJ Collaboration Partner Community Space. If you are not a part of the Space, please contact Deborah Wong (deborawo@cisco.com) to be added. Secondary Support Theatre Designated Promo Governors Cisco Spark ID ANZ Maarten Rooij ASEAN Deborah Wong deborawo@cisco.com India Avanti Misra Japan Shota Sando Korea Sung Joon Hwang

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