EMEAR DistributionAll Hands Q1FY17September 15, 2016

Topic Speaker

FY16

• The Numbers

• FY16 Highlights

• NPL Review

Philip Wright

Sumi Shukla

Recognition

• DCC Winners

• Chairman’s Club Winner

Craig Osborne

FY17

• Growth Opportunities

• GSX Highlights

• FY17 Fast Start Initiatives

• Talent Development

Tim Thornton

Sumi Shukla

Mathew Pickersgill

Summary Philip Wright

FY16 Numbers & Highlights

EMEAR Distribution FY16 Results (Y/Y)

Africa Central France Germany Middle East North South UKI

-3% -1% -7% -9% 9% 8% 8% 4% 6% 9% 1% 2% 11% 9% 2% 5%

8% 9% - 9% - 12% 3% 3% 8% - 8% - 8% - 1% 0% 3% 13% 11% - 3% - 4%

2T2T

DAP2T

2T

DAP2T

2T

DAP2T

2T

DAP2T

2T

DAP2T

2T

DAP2T

2T

DAP2T

2T

DAP

8% 5% -6% 3% 46% 17% 13% 8% 9% 10% 24% 33% 17% 17% -1% 4%

0% - 6% 10% 9% 25% 26% - 2% -5% - 40% - 32% 14% 29% 31% 27% - 2% 6%

Services 2T Services 2T Services 2T Services 2T Services 2T Services 2T Services 2T Services 2T

Africa Central France Germany Middle East North South UKI

Central Excl. RCIS: 4% 2T, 5% 2T DAP

Central Excl. RCIS: 23% Services growth

GEO

Growth 1%

Product

% of GEO Product Services

43%Total: -1%

2T: 2%

Total: 8%

2T: 10%

FY

Q4

Q

4

FY

Services

EMEAR Distribution Architecture Results FY16 Y/Y

ENT

2% 1%

2T2T

DAP

Security

11% 12%

2T2T

DAP

Data Center

1% 2%

2T2T

DAP

Collab

2% 0%

2T2T

DAP

X2, X3 Growth

Premier +1%

Select +18%

Registered +16%

Commercial -10%

Enterprise +27%

Pub Sec +15%

Premier +7%

Select +21%

Registered -1%

Commercial +3%

Enterprise +23%

Pub Sec +26%

Premier -6%

Select +22%

Registered +19%

Commercial +1%

Enterprise -3%

Pub Sec +3%

Premier +5%

Select +5%

Registered -16%

Commercial -2%

Enterprise +5%

Pub Sec +11%

Switching Wireless

2960X/XR +25%

500 Series +26%

C3650/3850 +38%

Access Points +35%

802.21ac

Transition 89%

Security Data Center Collaboration

DC Switching

N9K +100%

N3K +51%Apple

UCS

UCS C +22%

UCS B -16%

UCS X -23%

Hyperflex

NGFW +7%

Advanced Threat

+113%

Firepower !

TP End Points + 10%

UC Infra +21%

BE6K +11%

RTM

9177New registered

partners

Registered Growth

16% Y/Y

NPL27%

Growth in Q4

Advanced Security

65 New Resources

Select Growth

19% Y/Y

DBF16CSAT 4.69

DCC20% Y/Y growth

DCC104%

of stretch target

2T Services10% Y/Y

Renewals 28% Y/Y

SARA 22% Y/Y

SQLs145%

of target

Meraki Live !

FY16

Highlights

DCC$50.2M

Incremental

FY16 EMEAR Distribution Marketing Highlights

$189m145% Target

98% Stretch

SQLs

44:1

Q1 Q2 Q3 Q4

FY16 SQL ($Mn)

$29m

$69m

$44m $47m

DDI Investment

20%total DDI invested

into EU DG

(FY15 $80 Mio)

37% Open Rate

4000Unique Visitors to

EMEAR Disti Central

Disti Communications

5000+ unique

downloads

Designed for Disti Campaigns

Partner Registration Campaign

Designed for Disti Training

325

Registrations

Global best

practise

Building our Future Partner LandscapeQ4 FY16 NPL DIR Summary

$52M

$Value Target $Achievement

$69M

Resellers

260410% Coverage

2016Q4 Growth

27%YoY

55% Achieved NPL DIR Rebate

Target Failed Target Achieved

0% Reseller YoY Growth

46% Reseller YoY Growth

2016Q4 Target Performance FY16 Reseller YoY Growth

14%

2016Q1 2016Q2

22% 20%

2016Q3

15% growth Q/Q

Guidance

27%

2016Q4

21%FY16 Total YoY Growth

14% of 2T

DAP

Recognition

EN

$49MIncremental

Security

$1.2MIncremental

EN

24%YoY

Security

13%YoY

$50.2MIncremental

Revenue

20%YoY

Growth

$1.42MDCC DIR

Incremental rebate

9.7k visitsHashtags (#DCC)

8.4k Media Video & Twitter

Challenges

28k Tweets to

@CiscoDistEMEAR

285k reach

570 new followers

Social Interaction

FY16 Distribution Champions Club Highlights

104%Stretch Target

Achievement

FY16 Distribution Champions Club

Our Distribution Champion Winners !

ABC DATA AXIZ EXERTIS IRELAND LIMITED METRA COMPUTERS

ABRIS COMPTEK INFO QUEST OCS-CENTER LTD

ALEF DISTRIBUTION SK COMPUTER GROSS INGRAM MICRO RRC

ALLTRON AG COMSTOR INTERDIST SOUTHCOMP POLARIS SA

ASBIS COMTRADE DISTRIBUTION IT DISTRIBUTION LLC TARSUS TECHNOLOGIES

AT COMPUTERSDATA TECH ADVANCED

SOLUTIONSLOGICOM TD BALTIC

AVNET DISTRIWAN MARVEL CT LLC TECH DATA / AZLAN

28Distributors

40Countries

95Attendees

Joseph Zerbe

Chairman’s Club Winner

MarketTransitions

Market Share in Core

ProfitableGrowth

CustomerFirst

Best Placeto Work

SecuritySoftware

& AnalyticsCore

GSX Highlight: Priorities & Focus

Focus on

Apple Partnership – Digital Transformation – Simplicity – Portfolio Consolidation – Ease of Consumption

Key Topics

5 Priorities

GSX Highlights: Digitization

Digital Ready Infrastructure is the Foundation

Connecting people & things

With Security everywhere

It’s our time to lead

In the next year

2/3 Companies with digital at heart of strategy

41% Customers revenues from digitisation

53% Fortune 500 CIO’s now report directly to CEO

It’s a digital world

It’s our world

Cisco the most strategic partner

Innovation at Full Speed

Stock trading at highest for 8yrs

…in Distribution

…a greater sense of urgency

FY17: Growth Opportunities

Distribution at FULL SPEEDFY17 Q1 Revenue Initiatives Overview

PromotionsArchitecture

Priorities

Demand

Generation

Campaigns

Profitability

• Aligned with Stakeholders:

EBG,GSSO, Commercial

• Digitisation Enablement to

drive core refresh

• Specialisations Updates

• Fast Track Pricing

updated discounts

• 2 x Fast Track

Accelerators:

3rd - 24th Sept

2nd – 29th Oct

• Core refresh with DLMP

• Services Multiyear Promo

• Capital offers: easylease,

easypay, commercial

payment options

• Accelerator Rebate 3% on

Fast Track promos+Meraki

• Disti Rebates: DIR’s

across all architectureswith MAD accelerators on

• Mission Transform HPE Year

end (Core EN+UCS)

• Security

• Meraki

• Services

• Capital Financing rebate

kickers

Summary:

Fully integrated Q1 plan

Mission Transform & FT Accelerators: Competitive campaign & promos targeting HPE year end

• Battle cards

• Cheat sheets

• Digital Marketing content

• Videos

• Disti/partner assets

NE

W

Up to 67%

discount

NEW ! 3% Accelerator rebate

Available from 11th Sept 29th Oct

FX Rebate: 3% Disti rebate on Switching & Wireless• Switching: EN + DC Switching

• Wireless: 802.11ac Access Points

• Supports Mission Transform competitive disruption

• Pay-out on FT eligible sku’s and promo utilization ONLY

• 2T POS (Net) Transactions (CBN excluded)

• Applies to all Fast Track and Fast Track Accelerator promotions

Meraki Acceleration: 3% Rebate• Recruit new partners, gain new customers

• Promote See Try Buy model

• Up-sell full Meraki stack (all technologies) and increase revenues up x26

• Rebate on 2T POS CCW bookings only

• Hosted by Edwin Paalvast and Adam Philpott

• Events run in 41 offices across EMEAR

• AM session is for the Cisco salesforce,

• PM session is for partners & distributors

• For locations & timings go to

http://cs.co/GoBigNGFW

Key Ask: Invite your key resellers, Security partners, NPL partners

Monday 19th September, across 40 countries, TP rooms available

Go BIG Security Event

Focused on NGFW

Q1 Marketing Campaigns

Transform the Network

with your Partners

Transform

Enterprise

Networks

Transform Your

Conversations

Transform

Data

Center

There is no excuse not to sell Cisco

Security with your Partners

Your message: Disti to Partner: Security.

No Excuse.

Partner to End User: Effective Security

made simple.

Available Assets

• Why Cisco

• Battle cards

• Cheat sheet

• Digital Marketing content

• Videos

• Promotions assets

• Partner to end user

• and more

Click here to access on PMC today

Plan now… Competitive Focus in October

Mission: Transform

Fast Track Accelerator

Oct 2 - 29

• Significant Discounts on

Switching, Wireless and

Data Center

• Competitive call guide

• Battlecards

• Social/ digital content

• Emails copy

Available on PMC 22nd September

And there is more…

Cisco One Digital Ready Meraki Partner Recruitment

Available Assets

• At a glance

• Playbook

• Call Guide

• Digital Content

• Email Copy

• Copy Blocks

Available Assets

• At a glance

• Playbook

• Call Guide

• Digital Content

• Email Copy

• Copy Blocks

Available Assets

• At a glance

• Playbook

• Call Guide

• Digital Content

• Email Copy

• Copy Blocks

Available Assets

• Why Meraki

• Get registered

mail/digital

content

• Infographic Portal

Click HereClick Here Coming soon…

Enterprise Networks Security CollaborationData Centre

Promotions Promotions

Aug – Oct 2016

Fast Track Volume Promotion

100 & 200 Switches

18 Sept to 29 Oct

Up to 60%

Ongoing:

Technology Migration Programme

Small Business

Switching Accelerator

3 May to 23 May

Fast Track

Wireless Accelerator

10 May to 20 June

Small Business

Fast Track Volume Promotion

7 June to 18 July

Fast Track

Switching Accelerator

21 June to 18 July

Aug – Oct 2016 Aug – Oct 2016 Aug – Oct 2016

Other Relevant Offers:

Cisco Mobility Bundle, easylease 0%

Other Relevant Offers:

easylease 0% financing

Fast Track Pricing Initiative (including UCS SmartPlay not stackable)

Up to 67%

Fast Start: Fast Track Accelerator Enterprise Networking, Data Centre, Security

(including UCS Smart Play not stackable)

3 Sept – 24 Sept

Mission Transform: Fast Track Accelerator Enterprise Networking, Data Centre, Security

(including UCS SmartPlay not stackable)

2 Oct – 29 Oct

FTA 3PCC Volume promotion

11 Sept – Oct

Up to 63%

Ongoing:

Collaborate Now

Fast Track Pricing

(BE6000S / 7800 / SPA

Phones / DX70/80 & SX10/20

End Points)

Phase 1

Fast Start

Phase 2

Fast Start

Discount:

Up to 67%

Q1 Promotions: Highly Competitive Discounts

Discount:

Up to 67%

DD

I/D

IR A

lignm

ent

FY17 Services Promotion: MultiYear Offer

What are the key benefits and opportunities of the Multiyear Offer?

Increases margin opportunity

100% revenue growth opportunity

Locks out Competition, upfront $$

Cost Reduction

Increases Services DIR/CSPP rebates

New sales focus and revenues

Greater control of your customers

Increases Customer Satisfaction

Available now for all of FY17 !

More opportunities with SWSS

Why Multi Year ?

$65

$140

$96

$195

Renewal Rate 100%68%35%

3X1

MY

Per $100

Standard

discount

Minimum 20% Q1 YoY

Minimum 25% Q1 YoY Adv

Full Speed: Q1 Market Accelerator DIR (MAD)

MERAKI(CLOUD)

PRODUCT FAMILIESCNEMM, CNSEC, CNSWTCH,

CNWRL

DIR

OB

JE

CT

IVE

AC

CR

ED

ITA

TIO

N

AN

D T

AR

GE

T D

EF

INIT

ION

Accreditation Required

ENTERPRISE NW

Growth Guidance

Minimum 50% Q1 YoY

• MAD is a picklist selection of New Market Technology opportunities and Architecture Priorities

• In Country differentiation e.g. Disti 1: Meraki, Disti 2: Cisco One, Disti 3: Security

• MAD is a mandatory goal, only one MAD to be selected each Quarter as part of Architecture targets

C1AIRA, C1AIRF, C1I2900,

C1I3900, C1I4300, C1I4400,

C1A1000, C1C296X, C1C356X,

C1C3650, C1C3850, C1C450X,

C1C68MD, C1UCS, C1N5000,

C1N7000, C1N9300, C1N9500,

C1N3000, C1N3500, C1IOTSW

CISCO ONE(SOFTWARE)

PRODUCT FAMILIES

Accreditation Required

ENTERPRISE NW or

DATA CENTER

Growth Guidance

Minimum 150% Q1 YoY

SECURITY(Next Gen Firewall)

Accreditation Required

SECURITY

Growth Guidance

MISSION:

TRANSFORM(COMPETITIVE)

PRODUCT FAMILIESWLAP, AIR1700, AIR1830,

AIR1850, AIR2700, AIR2800,

SW500, SWMAN2, C2960CX,

C2960X, C2960XR, C3560CX,

C3650, C3850, N3000, N3500,

N9300, UCS, UCSB, UCSC,

UCSHX, UCSM, UCSX

Accreditation Required

ENTERPRISE NW

Growth Guidance

Minimum 20% Q1 YoY

PRODUCT FAMILIESASALOW, ASAMID, TAM, TAMC,

TAMCF7K, TAMCF8K, TAMCHI,

TAMCLOW, TAMCMID, TAMF7K,

TAMF8K, TAMHI, TAMID,

TAMLOW, TAMMID, CNSEC

Talent Development

Cisco Sponsorship Model

Skills Alignment

Job Connection

Modular & stackable trainings

• iCoach – 80 hours virtual training (H2 FY17)

• Sales Plays (H2 FY17)

Connecting Cisco and our partners to world-class talent

Distribution Talent AcademyBuilding a Skilled Workforce for the Digitized Economy

- and Management input

- Options

- A new hire in the organization with

limited sales experience

- A new hire in the organization with 2-8

years experience

- A

Distribution Talent Development iCoach for Distribution partners

Summary & Closing

Growth Engine

Speed and Efficiency

Strategic

Partnerships

DistributionFull Speed

MAD

ProfitabilityInnovation

Fast Start

Core RefreshMission TransformSoftware

Security. No Excuse

NPL

Q & A