Cisco Avant Garde Plus Program. © 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 2 An exciting new approach

Cisco Avant Garde Plus Program

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 2

An exciting new approach to partnering

With Avant Garde Plus, you get closer to Cisco than ever.

This newly launched collaborative sales enablement program is the easiest possible way to grow your business through financial rewards and improved sales skills.

It specifically targets commercial and small business accounts with up to 1499 employees.

And with five unique elements, and generous rewards, it’s exactly the program you need for the future.


Avant Garde Plus is specifically for you

Your business profile and performance pre-qualifies you to participate

Simplified elements are easily accessible

Cisco personnel are dedicated to your business

To take part simply register online, select your sales targets and submit a business plan


28% of each customer’s technology spend captured: opportunity to increase our customer wallet share

The small business and commercial opportunity

$4.19bn revenue opportunity

113,000 accounts to target in this segment

Commercial accounts have 1.14 Cisco technologies: opportunity to increase technology and services penetration


Drives more business through migration sales with the first joint business development initiative, IBLM – Migrate to Accelerate

Avant Garde Plus benefits

Sharpens your sales skills and technical understanding

Shares Cisco customer intelligence and highlights new revenue opportunities

Gives extensive access to co-marketing

resources and materials

Delivers industry leading financial rewards based on collaborative performance


Shared customer Intelligence

Use Cisco intelligence to target and win new business

Joint Business DevelopmentDevelop business with Cisco IBLM – Migrate to Accelerate

Co-marketingLeverage Cisco co-marketing resources to drive campaigns

Avant Garde Plus Elements

Cisco and Partner Teamingto close Sales profitablyto close Sales profitably

Sales and technical trainingTrain your sales and engineer team

Financial RewardGain MBO rewards

when meeting agreed business targets


Element 1: Sales and technical training

Tailored to your specific partner needs:

A no-cost curriculum of training and workshops for partner account managers and technical personnel

Aligned with Cisco’s Technology Master curriculum

In-person and online via Cisco’s Webex

Improves your sales ability with commercial and small business accounts


Avant Garde Plus training content

Collaboration

Architecture Workshop

Opportunity Discovery Workshop

ROI/TCO

The Executive Sale

Virtualization



The Executive Sale

Borderless Network



The Executive Sale

Partner Led

VCX

CIO Relevance

Cisco/MS Competitive Workshop


Element 2: Shared customer intelligence

Using Cisco’s Intelligence Network Effect to more effectively target and win new business:

Shared high-value intelligence on customers

Support for territory planning, account planning and demand generation

Targeting uncaptured revenue and incremental revenue opportunities

Campaign of continuous customer engagement


RetainLarge

RetainMedium

RetainSmall

DevelopLarge

DevelopMedium

DevelopSmall

AcquireLarge

AcquireMedium

AcquireSmall

The Intelligence Network Effect

Targeting customer / prospect according to value and propensity to buy data

Intelligence: how it works

R

D

A

S M L

Sh

are

of

Po

ten

tia

l

Size of Potential

CUBECUBE


Element 3: Migration sales with Joint Business Development, IBLM – Migrate to Accelerate

Drive more business with Cisco’s Installed Base Lifecycle Management - Migrate to Accelerate program:

Tools to assess and optimise the customer’s network architecture

Incentive rewards for following the sales methodology

Increases your customer retention and loyalty

Identify opportunities by understanding your customer’s business and technology needs


Element 4: Co-Marketing

Help to create, qualify and close deals:

Materials and training to execute professional marketing campaigns

Data intelligence on best customer prospects

Sales enablement support including ‘Reason to Call’ telemarketing guides

Full support of a Cisco internal channel account manager


UC 40%

Co-marketing: how it works1. Which technology? 2. Which Co-Marketing

campaign?

3. What type of activity?

4. Who to target?

LAN Switching

20%

Security 25%

Routing 10%

WLAN5%

CUBECUBE

Commercial

Small business


Element 5: Financial rewards

A 3-tiered quarterly reward scheme based on agreed Management by Objective (MBO) targets:

MBO 3: Rewards specific behaviours, pays out 0.5% of commercial net bookings

MBO 2: Net new customer bookings, pays out 4% of achievement

MBO 1: Total commercial net bookings, pays out 1% of achievement


MBO2

MB

O2

Tar

get

70%Linear scale: 80% achievedPayout= 80% x 4% x achievement

115% 5% Rebate

6% Rebate130%

4% Rebate

Rewards: how they work

Rebate calculations

MBO1

MB

O1

Tar

get

Linear scale: 80% achievedPayout= 80% x achievement

1% Rebate

70%

130%


Avant Garde Plus: Benefits summary

Enables closer working with our partners

Reduces complexity

Improves rewards and support elements

Exclusively for our best performing partners


Begin targeting and winning new revenue streams

Your next step: Registration

Provide your details online at www.cisco.com/go/ppe

Select your target commercial booking and provide a business plan

Commit to a target higher than 110% of FY09 revenues

Allocate sales account managers and engineers

Documents

Cisco Avant Garde Plus Program. © 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 2 An exciting new approach