Cisco Data Center. Partner Promotions. Thru Q3 FY18. Questions?

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1 Cisco Data Center Partner Promotions Thru Q3 FY18 Questions?

2 What s New? Updates for Q3 Intersight included in VIP Annuity Tetration software VIP changed from flat-rate to Annuity Already existing, but New to this Document MDS switches and discounts added AppD discounts added te added that CWOM not part of VIP31

3 Cisco Data Center Partner Promotions Overview MIP Migration Incentive program Rewarding partners for migration of installed Cisco and/or Competitive equipment 68% 70% N / A HPE Competitive Program Rewarding partners for selling and winning against competitive HPE server opportunities 70% N / A N / A AB Account Breakaway Program Rewarding partners for acquiring net new customers and/or customers that haven t purchased in a specified period of time 70% 6 N / A OIP& TIP Opportunity & Teaming Incentive Programs Rewarding partners for hunting new Cisco business (OIP) or investing with Cisco to win business (TIP) % Base-line discount available to all partners when selling Cisco DC products 61% 20% UCS & HX DC Switching DC Software

4 Cisco Data Center Partner Promotions Detail VIP MIP VIP AB UCS / 6% HX UCS / 6% HX 9% (14% ACI SW) Base+AB+2% 7% (12% ACI SW) 6% Base+AB+2% 4% 7% ***EA s and selected Annuity solutions follow the Annuity Structure (See VIP slide for details) VIP Base UCS / 4% HX (10% ACI SW) 2% 2% Annuity OR Annuity *** MIP Competitive MIP Cisco * * HPE ** 68% OIP/TIP+ 67% OIP/TIP+2% 70% 68% O/T+ O/T+ 64% Yes 70% OIP/TIP/AB+ 69% OIP/TIP/AB+4% 6 OIP/TIP (50%)+20% 64% (N9K/N7K Alternate Stacking Option) 5 O/T+ 54% O/T+4% ****CWOM has no VIP payout, only ECS solution with no VIP AB ** OIP/TIP 70% 68% OIP+ 6 +4% 61% OIP+ 64% Yes Yes 6 OIP+10% % 50% +8% 50% +8% 30% +10% 20% 30% +10% 20% UCS Director UCS Central UCS Perf Mngr VACS IMC Supervisor Cloud Center Prime Service Process Orch UCSD for BD CWOM**** Intersight *MIP does not Require OIP/TIP/AB **HPE & AB Requires OIP/TIP A la Carte UCS HyperFlex UCS SW Smartplay UCS Select HyperFlex Smartplay UCS Rack Paks Config Based Disc UCS C- Series ACI APIC & Software Nexus 9K Nexus 7K Nexus 3K Nexus 5K & 2K Tetration Hardware UCS & Hyperflex DC Switching Analytics ECS MDS 5K & 2K Tetration Software AppD Cisco GPL Only Enterprise Cloud Suite Infrastructure Automation + Cloud Mgmt Bundle

5 Common Scenarios UCS SmartPlay & AB N9K & AB N9K & MIP Incremental Net Price Incremental Net Price Incremental Net Price UCS Smart Play List Price 61% +4% OIP - $100K 61% $39K 6 $35K N9K List Price +1 OIP - $100K $58K 5 $45K N9K List Price +1 OIP - $100K $58K 5 $45K + AB 68% $32K +10% AB 6 $35K +10% AB + MIP Competitive 6 $35K 70% $30K

6 AB Account Breakaway Promotion Rewarding partners with front-end discount for net new customers and/or customers that haven t made a purchase in a specified period of time s & Products Program Details Partner Steps +OIP +OIP Al-a-carte UCS, UCS Software, & Hyperflex Smartplay UCS Select & Hyperflex Deal Must be partner hunted (existing Cisco forecasted deals not eligible) Select Partner Certification minimum required 1. Meet and discuss new or dormant opportunity with aligned Cisco AM 2. Register deal as OIP & AB via CCW ( 10% +OIP Depends on Config Smartplay UCS Rack Paks ACI (APIC & License) & Nexus 2K - 9K UCS C-series Configbased AB Requires OIP registration One of these criteria must be met: Net New UCS, HX, or Nexus customer OR an existing UCS/HX customer with 12 months since last UCS/HX Purchase 3. Cisco AM checks requirements and notifies partner via CCW 4. Partner books deal ID BOM which is valid for 6 months AB UCS 3 rd Party Software (VMware, MSFT, Citrix, etc.) OR an existing Nexus customer with 24 months since last Nexus Purchase Valid Thru FY18

7 HPE Competitive Promotion Rewarding partners with UCS front-end discount for selling and winning against competitive HPE server opportunities s & Products AB Al-a-carte UCS, UCS Software, & Hyperflex Smartplay UCS Select & Hyperflex Smartplay UCS Rack Paks UCS 3 rd Party Software (VMware, MSFT, Citrix, etc.) Program Details Deal can be partner hunted and/or Cisco hunted to be valid Only applies to Cisco Server Products (does not apply to Cisco switches) Select Partner Certification minimum required HPE Requires OIP or TIP registration One of these criteria must be met: Cisco is bidding against HPE in the opportunity, OR At least 25 percent of the customer's data center comprises HPE servers, OR The customer has purchased HPE servers in the previous 12 months Partner Steps 1. Meet and discuss HPE competitive opportunity with aligned Cisco AM 2. Register deal as OIP & HPE Competitive via CCW ( 3. Cisco AM checks requirements and notifies partner via CCW 4. Partner books deal ID BOM which is valid for 6 months Valid Thru FY18

8 MIP Migration Incentive Program Rewarding partners with front-end discount for migration of installed Cisco and/or Competitive equipment s & Products Program Details Partner Steps 2% 4% +AB +AB 1+ Migrating Cisco Servers to UCS/Hyperflex al-a-carte, Smartplays Migrating Competitive Servers to UCS/Hyperflex al-a-carte, Smartplays Migrating Cisco Switches to ACI (APIC & License), Nexus 2K - 9K, & Tetration Hardware Migrating Competitive Switches to ACI (APIC & License), Nexus 2K - 9K, & Tetration Hardware Technology Driven er Competitive Add-on for N7K & N9K Deal can be partner hunted and/or Cisco hunted to be valid Available to all Cisco registered partners Must be in good standing with product return and RMA requirements MIP can stack on OIP or AB but not required (ie. Can stack directly on the standard discount without OIP/AB) 1. Enroll in MIP to participate via PPE ( 2. Register deal as MIP and identify trade in products via CCW ( 3. Cisco AM checks requirements and notifies partner via CCW 4. RMA instructions sent with New products and must be returned within 180 days Depends on Config UCS C-series Config-based Valid Thru FY18

9 VIP Value Incentive Program Rewarding partners for investing in Cisco architecture practices receiving a semiannual payment when program requirements are met s & Products +2% MIP or 4% +2% AB +2% MIP and/or +2% AB UCS al-a-carte & Smartplay Hyperflex al-a-carte & Smartplay Nexus 9K & APIC 10% ACI Software 2% N2K N7K +2% MIP Tetration Hardware - 2% MRR + TCV Land or +1% TCV Renew or +2% TCV Renew for lifecycle advisors, ECS only + (1,3yr) / + (5yr) for TCV Land or +2% (1,3yr) / + (5yr) for TCV Renew ECS Agreements ECS Enterprise Agreements 2.0 Tetration Software Intersight + TCV Activation bonus also available when 2 of total sold licenses are activated Program Details Must have at least one of the following Adv DC Arch Specialization CMSP Master/Adv/Express Gold Certification Minimum booking of $200K (6 mon) and/or $100K (3 mon) VIP bookings payout is based on individual SKU, not all SKU s apply Additional stacked Bonuses available: Gold/CMSP Master: +1% Master / Cisco Powered: +1% Partner Steps 1. Assure all requirements are met 2. Enroll in VIP to participate via PPE ( 3. View Eligible VIP SKU s ( 4. Download eligible and ineligible bookings reports and payment reconciliations via the Program View (TPV) tool ( ashboard/portfolio.jsp) Valid Thru Q4 FY18