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Not for ResaleProgram Overview

AgendaVisionOverviewNew! NFR Collaboration SaaS TrackFinancing OptionsRegistering a DealSupport & Resources 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

Not for Resale ProgramThe creation of exponential value for ourPartners and Distributors through theintersection of:ProductEvaluationsDemos &LabsLearningOptionsTechnologyMigration 20212020 AllAll erConfidentialConfidentialconfidential. Not for public distribution.

Expand yourcompetitiveadvantage andvalue exchangewith NFR Programoptions 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.Standard LevelOver 17,000 Participating PartnersEnhanced LevelOver 600 Participating Partners

OverviewAdvantages Global Discounts Purchasing Limits 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

AdvantagesNot for Resale ProgramPartners that are growing in Cisco bookings earn more with Not for Resale Program options.The NFR Program provides you with generous discounts on products used in non-revenue generating activities for your own internal use, in yourdemo and lab environment, or to use for training purposes. Additionally, you will be rewarded for growth with the enhanced program level featuringincreased annual purchasing limits for qualifying partners.DemoEvaluate Desired businessoutcomes Cisco technology in yourback office New processes andservices capabilitiesthrough test environmentsTransform Partner Sales Engineerscan learn how toeffectively stand up andbreak down labs to easethe provisioning processDemonstrate yourcompetitive advantage tocustomersFor a list of eligible products, visit: 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.Learn Build expertise Learning partnersleverage the latesttechnology to gaincompetitive advantageand market differentiationwww.cisco.com/go/NFRMigrate Earn up to an extra 2%discount and support thecircular economy with theMigration IncentiveProgram when migratingold equipment

Global Discount OptionsNot for Resale ProgramEnrolled Partners will have access to discounts for hardware, software, and services that are available on the Cisco global price list (GPL). Everythingon the Cisco GPL is eligible for NFR discount except ATP Products, Solutions Plus Products, and Incentive Restricted SKUs. For a list of Software PIDsincluded at a higher discount than what the base category discount offers, click here. These discounts may be delivered directly by Cisco or by aCisco authorized Distributor. Below are the Base Discounts and the demo/lab software available in by region.Base Discount Categories (All Regions*)All NFR discounts leverage certification-level based discountsAll Products (Core)UCS & HyperConverged (Compute)Small BusinessTechnology Group**Technical ServicesUp to 80%Up to 70%Up to 70%Up to 80%Demo / Lab SoftwareAmericasEMEARAPJCCoreComputeMarketNet – Network ServicesOrchestrator (NSO)80 - 100%70 - 100%90 - 100%80 - 100% 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.80 - 100%Russia 80 - 97%70 - 100%Russia 70 - 97%90 - 100%Russia 90 - 97%80 - 100%Russia 80 - 97%80 - 100%Korea & India 80 - 90%Japan 80%70 - 100%Korea & India 70 - 90%Japan 70-80%90 - 100%Korea & India 90%Japan 80%80 - 100%Korea & India 80 - 90%*2-Tier partners must negotiate final pricing with selected distributor. ** Available through Distribution only. For a comprehensive list of PIDs, click here.Japan 80%

Purchasing LimitsNot for Resale ProgramRegistered partners who are in good standing with Cisco can participate in the Standard Level. As your business grows, consider investing in your capabilities andcompetitive differentiation through Cisco Certifications, and by leveraging the additional purchasing limits to support your business and as you continue to build yourpractice. The Enhanced Level is all about the value exchange. Purchasing limits are based on certification level, list price in US, and on a Cisco fiscal annual basis.Qualification Code*Certification/Specialization LevelStandardList Price Annual Purchasing LimitEnhancedList Price Annual Purchasing Limit 3,000,000 7,000,000GoldGold PartnerPremierPremier Partner 500,000 1,000,000SelectSelect Partner 300,000 1,000,000RegisteredRegistered Partner 100,000N/ADistributorDistributor 3,000,000N/AEcosystem PartnerEcosystem Partner 500,000N/AMSCP-L1Gold Provider 3,000,000N/AMSCP-L2Premier Provider 500,000N/AMSCP-L3Select Provider 300,000N/ASDEVNETDevNet Specialization 500,000N/AASDEVNETAdvanced DevNet Specialization 500,000N/ASTIMACHINEMachine Builder 500,000N/A*If partner has more than one qualification code from the above list, they will get one (1) purchasing limit f the qualification code that gives them the highest amount. 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.

EnrollmentNot for Resale ProgramTo enroll, you must first accept the terms and conditions outlined in the Channel Program Incentive Agreement (“CPIA”). For directions, refer to theCPIA User Guide.Once the CPIA is approved, Cisco will automatically enroll you into the eligible NFR programs where the enrollment prerequisites are met. An emailnotification confirming enrollment will be sent. To check your enrollment status, refer to the “Enrollment Dashboard” tab in the Partner ProgramEnrollment (PPE) tool. For example: Partners who meet the eligibility requirements of the NFR Standard program will be enrolled into the Standardpurchasing level, and if eligibility for the NFR Collaboration SaaS Track is met, will be enrolled in both NFR Standard and NFR Collaboration SaaS Track Level 1. 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

New Collaboration SaaS TrackOverview New Partners Transitioning CUWP 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

OverviewNot for Resale ProgramThe NFR Collaboration SaaS Track offer will optimize and simplify the partner experience when deploying Collaboration Cloud and On-premisesubscriptions for internal usage.ImpactsAbout the New Track Allows partners to adopt the CiscoCollaboration Flex Plan – Cisco’sindustry leading Collaborationsubscription offerings Cisco Unified Workspace for Partners(CUWP) will not be available to newpartners All new, eligible partners will utilize theNFR Collaboration SaaS Track forinternal use and demo subscriptionpurposesContains both Cisco Collaboration Flex2.0 and 3.0 subscription solutions Allows partners to deploy the latestfeatures and products to their internalusers Through a separate purchasing limit,partners can mix and match buying anddeployment models to fit their needs Existing CUWP partners will havemultiple opportunities to transition theircurrent Cloud and On-premise licensecount to the new NFR CollaborationSaaS Track. Reference the NFRCollaboration SaaS Track Guide andother documentation for moreinformation and transition options. 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.Benefits Available to all qualifyingpartners worldwide. Brings simplicity and automation forinternal use and demo labs into oneplace . Allows partners to adopt the CiscoCollaboration Flex Plan (containsboth Flex 2.0 and 3.0subscriptions) and deploy the latestfeatures and products to their internalusers. Participation levels are built for new andexisting partners to meet current andfuture internal usage needs

New PartnersPurchasingLevelNot for Resale ProgramLevel 1Level 2Who QualifiesLevel 4Partners who possess the Collaboration SaaS Specialization,and achieve the following Collaboration SaaS bookings:Partners with:CollaborationSaaSSpecializationLevel 3Level 1 1MLevel 2 4MLevel 3 10MTotal Contract Value (TCV) allowance (TCV at list price on 12-month term):Benefits 125K 300K 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution. 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 750K 2M

TransitioningNot for Resale ProgramCisco Unified Workspace Partners (CUWP)Existing CUWP partners, please refer to the NFR Collaboration SaaS Track Guide and other documentation for more information.PurchasingLevelLevel 1Level 2Level 3Level 4Existing CUWP Partners who currently hold:Who onCollaborationSaaSSpecializationCurrent CUWP licenses that are equal to amount of A-FLEX equivalent (List/TCV):Benefits 0 to 125,000 125,001 300,000 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution. 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 300,001 750,000 750,000

Financing OptionsCisco Capital 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

Financing Options with Cisco CapitalNot for Resale ProgramMake the most out of your IT budget. Our flexible and innovative payment solutions make it easier for you to grow your business and go to market fasterwith Cisco technologies. Finance your lab and internal infrastructure.FlexibleInnovativeAgileWhether consumption models or pay-as-Our adaptable solutions offer new ways toGet the technology you need quickly toyou-go, we offer more payment options toconsume and deliver digital transformationadapt to market dynamics, make fasterdrive your business outcomes.and avoid technology obsolescence.decisions, and boost ROI.Close More DealsCisco RefreshPartner IncentivesIncrease sales and profit by unlockingCompete with the unauthorized market andFind incentives that apply to you and thecustomer opportunity with flexible paymentcapture incremental revenue and customerdeals you are working on.solutions.wallet share with Certified Remanufacturedproducts.TransformAccelerate your digital transformation: www.cisco.com/go/NFR 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.

Registering DealsProcess Steps 20212020 Cisco and/or its affiliates. All rights reserved. Cisco Confidentialpartner confidential. Not for public distribution.

Creating a Deal: Deal ScreenCreate a DealWho’s InvolvedDuring this process, you willneed to create the framework foryour deal including yourcustomer profile.1. Log into Cisco CommerceWorkspace (valid CCO ID andPassword are required)2. Select “Deals & Quotes” tabto create deal3. Complete mandatoryinformation and click “CreateDeal” 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.Not for Resale ProgramAbout the DealIncentivesQuestionnaire

Creating a Deal: Deal ScreenAbout the DealWho’s Involved1. Enter deal name2. Verify partner information3. Complete all requiredinformation in the “About theDeal” tab, including “IntendedUse.”4. For Infrastructure, choose“Internal Business Use”5. For Demo or Lab, choose“LAB”6. Click “Create Deal” then“Save and Continue”Important: For Demo/Lab use,be sure to choose LAB to get thehigher discount. 2020 Cisco and/or its affiliates. All rights reserved. Cisco partner confidential. Not for public distribution.Not for Resale ProgramAbout the DealIncentivesImportant: NFRQuestionnaireStandard and NFRCollaboration SaaS cannot bestacked. You can only select oneincentive on each deal. If you selectmore than one incentive, your dealwill be returned.