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Welcome to YourCisco Connect & Grow SeriesHow to Run a Successful Smart Net Total Care Practice

Cisco Connect & Grow SeriesBEFORE WE TAKE OFF This webinar is being recorded and will be available 48 hours after the event athttp://us-new.ingrammicro.com/ciscowebinarsThis is your event – So please ask questions! Utilize the Q&A box or take theopportunity to call in and ask your question live during the broadcast. We love tohear from you!We value your feedback, please help us to ensure we bring you the most valuablecontent in our trainings by completing the brief post event surveyThank you for being a valuedCisco partner!And now, let’s get going

Incentive DrawingThree U.SPartners will beselected*announced live.Three CanadianPartners will beselected*contactedseparately.Three 50 AmEx Gift Cards will bedrawn at the close of the session

How to Run a Successful Smart Net Total CarePracticeLindsey TaylorSmart Services Business Development Manager, CiscoJune 17, 2015Confidential and proprietary information of Ingram Micro Inc. — Do not distributeor duplicate without Ingram Micro’s express written permission.

2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d. Services Overview Partner ValueProposition ConvergenceCisco Confidential5

PartnerCis coBra ndS ma rt Ne tTota l Ca reCustomerCis coBra ndCus tome r ne e dsdire ct a cce s s to TACRe s e lle rP a rtne rS upport S e rvice /S ma rt Ca reCisco CollaborativeServices 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.100% of cus tome rs upport a nds e rvice de live re dby P a rtne rP a rtne r’s unique s e rviceCisco Confidentialcolla bora tive ly de live re d6

Services that have which is analyzedand compared to which k DiagnosticData Cisco’s IntellectualCapital to provideActionableInformation CISCO INTELLECTUAL CAPITAL25 years of networking innovation and leadership50 million installed devices 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.90,000 technical documentsCisco Confidential7

When it comes to your customer’s network, here’s what iskeeping them up at night Are my Ciscoproductscovered by theright contracts?I don’t have enoughinformation to easilycreate a strong migrationand lifecycle plan.Managing contractsand the renewalcycle is verydifficult!How do I figure outwhich Cisco alertsapply to my network? 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Verifyingentitlementis painful!It’s difficult to keeptrack of what’suncovered in mynetwork and at risk!Is there a morestreamlined wayto manage, planand budget?How do Imanage securityvulnerabilities?My manualinventory processtakes way too longand is inaccurate!Cisco Confidential8

Smart Net Total lled Base andContract eplacementSmartCapabilitiesAlerts( PSIRTs)SoftwareUpdatesFoundationalTechnical ServicesCapabilities(SMARTnet)Incre a s e ope ra tiona l e fficie ncy a nd improve ris kma na ge me nt through s ma rt s e rvice s ca pa bilitie s 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential9

Smart Services – How It WorksCustomerNetworkSecureTransportCollectorCisco Data CenterSmart PortalEnabled SmartCall Home 1011.The Collector identifies your Cisco inventory and securely communicates this to Cisco’s datacenter, where it is analyzed against Cisco manufacturing, security, shipping, and contract data.2.Through the portal you get a comprehensive view of your installed base, service contracts, andproduct alerts. 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential10

Smart Delivers Actionable DataInstalledBaseContractStatusEOX Infoand DetailsWhat is deployed inmy network?What is themaintenancecoverage on mydevices?For lifecycle planningand budgetingDeltaReportsRelevantProduct AlertsWhat has changed inmy network?Specific to yourdevicesCovered/UncoveredDevices 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Where am Iat risk?Cisco Confidential11

Validate your Ciscoinstalled base 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Identify products withoutservice coverage, withsupport about to expire,or past LDoSCisco Confidential12

Easily drill down tosee details ofadded deviceDeleteddevicesCardAdded 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.See changesbetween July 1and November 186 devicesaddedCisco Confidential13

Product SecurityIncident ResponseTeam (PSIRT) Software alerts Hardware alertsA complete view ofproduct alerts specificto installed base Field notice alerts 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential14

Shows alldevices affectedby specific alertEasily drill downto find all detailsof an alert 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential15

Drill down on eachcategory for detailedinformationKnow your risk! EoXstatus detail andnumber of deviceseffected 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.OR run the AggregatedReport for acomprehensive viewCisco Confidential16

Search forspecific deviceDevice DetailEoX Dates 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential17

.with each customer you could reveal their uncovered Cisco products? Grow SMARTnet revenue .for each customer you had an accurate view of their end- of- support Ciscoproducts? Sell more Cisco gear .you gave the customer on- going up- to- date installed base and contractinformation? Faster and more efficient SMARTnet renewals .you had visibility into your customers network and could provide them with aroadmap to achieve their business goals with new technology? Migration of your customer to new technology and products .you could inform your customer about a published Cisco alert that would preemptnetwork disruption? 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential18

Target Customer – Has large and diverse base of Cisco products Customers that experience one or more of the challenges identified earlier in the presentation: Contract insight, Entitlement challenges, Complex renewals End of Sale data and network relevant Alerts, Improved RMA support. Customer’s IT Staff that can support collector deployment. Customer has the desire to improve their current network collection practice management processes.Compelling Events – Rapid network growth or recent acquisition Network redesign and consolidation as the result of a corporate merger New technology purchase plans and need for correct installed base inventory Recent participation in a KTN or network assessment Approaching SMARTnet contract renewal 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential19

NLS1 service contract provides thefollowing: Right to us e the Cis co-owne d s oftwa recolle ctor a pplia nce : Alte rna tive to purcha s ing the ha rdwa recolle ctor a pplia nce Ins ta ll onto cus tome r’s own ha rdwa re a ndVMWa re pla tform (progra m curre ntlye va lua ting a dditiona l options ) S NTC P orta l Acce s s S ta nda rd De ployme nt S e rvice S ta nda rd S upport (Da y 2) s e rvice S oftwa re upda te s to the s oftwa re colle ctora t Cis co’s dis cre tion 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential20

SKU 1-196T220MCON-NLS1-221T250MCON-NLS1-251T300MIB SizeList Price 6 M 6-15 M 16-35 M 36-65 M 66-95 M 96-120 M 121-145 M 146-170 M 171-195 M 196-220 M 221-250 M 251-300 M 12,000 13,250 18,500 26,000 34,000 39,000 45,000 49,000 53,000 56,000 61,000 68,000The ins ta lle d ba s e is the tota l va lue , in U.S . dolla rs , ofthe lis t price of Cis co de vice s in us e by the cus tome r.Lis t P rice a bove in US , us e loca l pricing outs ide US . 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential21

SNTC Acceleration PromotionFor a limited time only, the Smart Net Total Care Acceleration Promotion will beavailable to our distributors!Discounts around 70% are available to all US partners.*Promotion runs through April 30th, 2015.Contact your Distributor for details on the promo and orderinginformation22Cisco Confidential2013-2014Cis co aisnd/orits a fromffilia te sJune. All rightss e rve d.* Thispromotionvalid1, re2014through October 31, 2014 in Cisco’s Americas sales region and can be modified and/or cancelled by Cisco at any time. Promotionaldiscount cannotbe combined with any other promotion or offer. Promotional pricing offer is based on recommended resale discount only. The Cisco distributor and/or partner determines the actual sell price.

SNTC Partner NFR PromotionProgramobjectiveRewardAllow partners to build out proof of concept labs, create demo kits and upgrade internal networksby receiving generous discounts on select Cisco equipment100% off on SNTC NLS UPLIFT SKU’sPartnerrequirementsRegistered, Select, Premier, Silver & GoldValidity DatesOngoingHow to useCombinationsRegister deal in CCW. Once approved, simply claim the reward when orderingCannot be combined with other programs or promotions 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential23

Smart Net Total CarePartner Value 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential25

Smart Partner Shift from Transactional to ConsultativeCustomer Smart Data Consumption Portal maintenance and utilization Billable vs. non-billable servicesProfessional Services Visibility into customer network facilitatesselling new solutions SNTC deployment supportCustomer Loyalty & Stickiness Minimize network disruptions Network Roadmap discussions Faster , more efficient SMARTnet RenewalsPartner PracticeUnique, Competitive AdvantageYour ChoiceResellandLeverage 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Reselland CoManageResell, Manage,and Bill forServices Smart is being positioned, do not be leftbehind or lose the deal Related services combined with existingmanaged servicesCisco Confidential26

Smart Net Total Care – Transactional to ConsultativeUSE SNTC DATA TO BUILD A CONSULTATIVE PRACTICE ENABLING STRATEGICCONVERSATIONS WITH YOUR CUSTOMERS – THE STICKINESS FACTOR! Show your customer all changes to their network on a weekly basis, ensure they know what ishappening in their environment Inve ntory De lta Re port As s ure a ll RMAs a nd othe r MACDs a re confirme d a nd S MARTne t a djus tme nts a re ma de Inve ntory De lta Re port, Contra cts Re port P re e mpt ne twork dis ruptions by proa ctive ly ide ntifying a nd notifying us e rs of ins ta lle d de vice simpa cte d by Cis co publis he d s e curity a le rts a nd a dvis orie s Ale rt De lta Re port De ve lop a migra tion pla n with the cus tome r for EoS /EoL de vice s , re moving the ris k of ne tworkdis ruption a nd a llowing time ly re pla ce me nt a nd a ccura te budge ting of cos t for the cus tome r Aggre ga te d Re port QBR S upport – s how your cus tome r the cha nge s in the ir ne twork, illus tra te the ris k a voida ncefrom de vice cove ra ge , a le rts , EoL/EoS Inve ntory Re port, Inve ntory De lta Re port, Ale rtDe lta Re port, Aggre ga te d Re port, Contra cts Re port 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential27

Customer Sample #1 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.381 UNCOVERED, 34 PAST LDOSCisco Confidential28

SNTC ConvergenceA Glimpse into Updates in FY’16 2013-2014 Cis co a nd/or its a ffilia te s . All rights re s e rve d.Cisco Confidential29