Cisco Architecture Awareness

Data Center and Virtualization

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Cisco Confidential

Sales Business Development Manager DCV Partner GTM team Europe habaker@cisco.com

Program Manager EMEA Specializations and Certifications Program rprochaz@cisco.com

Program Manager EM VIP Program lbrzak@cisco.com

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 DCV Market Opportunity DCNI, DCSN and DCUC ATP Retirement

Data Center Specializations Evolution Incentives

Q&A

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Hannah Baker
Sales Business Development Manager DCV Partner GTM team Europe
20 September 2011

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WW DCV Total Addressed Market :

CY14: $58B

CY10-14 CAGR: 11%

$14.3B Services TAM

$28.6B TAM
Blade growth: 18%

$7.8B TAM

$3.7B TAM
FCoE growth 85%

$2.7B TAM

Cisco Data Center Revenue Grew 16% Y/Y

Unified Computing
Switching Migration Storage Evolution Application Networking

UCS
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Mainstream Nexus

MDS, Nexus, FCoE

WAAS, ACE
Cisco Confidential 5

 Nexus orders orders exceeded an annualized run rate of $2.4 billion in FQ4-2011, which represents 45% year over year growth for FY11 9.500+ Customers have purchased in excess of 170,000 Nexus chassis. FCoE is now available across the Nexus/MDS Portfolio and shows a 30% attach rate to the Nexus 5000. Key innovations for Next generation Data Centre were delivered in the last 12 months, FabricPath, Unified Port, OTV & LISP

Nexus FabricPath eWeek 2010 Product of the Year

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 UCS orders exceeded an annualized run rate of $1.1 billion in FQ4-2011, which represents 129% year over year growth 7,400 unique UCS Customers; 2,620 repeat customers with average 3.4 repeat buys 158 ATP Channel Partners for UCS B-Series; All for UCS C-Series; Active Distis with Configuration to Order Capability
Ten of Thousands of supported applications

44+ World Record Performance Benchmarks to date 44+ ISVs writing to UCS API
UCS Emulator Guide downloaded over 15,960 times
XML model information Guide downloaded over 7,467 times

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Renata Prochazkova
EMEA Theater Certification & Specialization Program Manager
20 September 2011

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 Retirement of the Advanced DCNI and DCSN Specializations Retirement of the DCUC ATP Program

31 October 2011 ( 1 Nov 2011 CSApp closed for new applications or

renewals)

New DC Specializations launched Streamline Cisco Partners DC focus

Simplify the specializations structure and refresh training content

Provide partners with an option of Architectural approach

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Cisco Confidential

 DCNI/DCSN EOL official announcement July 31, 2011

DCNI/DCSN EOL October 31, 2011

Partners have to complete renewals or new applications for DCNI/DCSN Specializations prior to October 31st 2011 Partners who renewed prior to October 31, 2011 will retain their specialization approval status until their next specialization date which could be October 31, 2012 the latest Encourage partners to start working towards the NEW DC Specializations

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10

Example 1: DCNI/DCSN Anniversary date 3rd Aug 2011 ( prior to Oct 31st 2011 )
90 days Renewal process Specializations in approved status New DC Specializations

Renewal Open

Anniversary Date

DCNI/DCSN Retirement

Next Anniversary date

May 3 2011

Aug 3 2011

Oct 31 2011

Aug 3 2012

Example 2: DCNI/DCSN Anniversary date 15th December 2011 ( between Nov 1st 2011 and Jan 31st 2012 )
90 days Renewal process cut to 46 days Renewal Open DCNI/DCSN Retirement Specializations in approved status Anniversary Date New DC Specializations Next Anniversary date

Sept 15 2011

Oct 31 2011

Dec 15 2011

Oct 31 2012

Example 3: DCNI/DCSN Anniversary date 9th February 2012 ( After Jan 31st 2012 )
Specializations in approved status DCNI/DCSN Retirement Renewal Open Next Anniversary date New DC Specializations

Oct 31 2011
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Nov 9 2011

Feb 9 2012
Cisco Confidential 11

 DCUC ATP EOL official announcement July 31, 2011 DCUC ATP EOL October 31, 2011
Up to October 31st 2011 all renewals or applications are to be submitted as normal On Nov 1, 2011 all the existing approved DCUC ATP partners will be assigned Oct 31, 2012 as their next anniversary date Encourage partners to start working towards the NEW DC Specializations

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12

Renata Prochazkova
Emerging Theater Program Manager
20 September 2011

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13

Retiring Oct 31st 2011

Full DC Focus

New April 11th 2011

Data Center Architectural Specialization (DCA)

DCUC ATP
MDS

UCS B & C Series Nexus

ACE

Specific DC Technology Focus

DCNI

DCSN

Unified Fabric Tech Spec (UFT)

MDS ACE
Nexus

Unified Computing Tech Spec (UCT)

UCS B & C Series

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14

Move to Architectural Approach

Streamline and Simplify Specialization Focus on Unified Fabric

Scale Unified Computing Enablement Process

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15

Available since April 11th 2011!

Unified Computing Technology Specialization ( UCT )

UCS C-Series UCS B-Series

Unified Fabric Technology Specialization ( UFT )

ACE

Data Center Architecture Specialization ( DCA )

MDS
ACE

Nexus

MDS

Nexus

UCS C-Series

UCS B-Series

VIP on UCS B & C Series

Benefits: Access to B-Series VIP on UCS B & C Series Can count towards Silver Certification Open to all partners USC Pricing

VIP on Nexus, MDS, ACE

Benefits: VIP on Nexus and MDS Can count towards Silver Certification Open to all partners DCA Free DCV On-Line Labs (dcvlabs.labgear.net)

VIP on UCS B & C Series, Nexus, MDS, ACE

Benefits: Highest Level of recognition Access to B-Series VIP on All Eligible DC products Open to all partners Count towards Gold, Silver and Premier Certification ATP Lab Investment Critical for Gold certification Free DCV On-Line Labs (dcvlabs.labgear.net) USC Pricing
Cisco Confidential 16

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Overview of training course (e-learning/ instructor led) duration per specialization. The data cover total time investment into trainings specific to the DC Specialization job roles
DCUC ATP DCA Training hours Saving 330 244 -86 DCUC ATP UCT + UFT Training hours Saving 330 289 -41 DCSN + DCNI UFT Training hours Saving 248 203 -45

Overview of cost investment into training courses and exams. The data cover total cost investment into trainings specific to the DC Specialization job roles
DCUC ATP partners
$ 29,625

DCUC ATP partner UCT + UFT Training/Exams Cost Saving

$ 29,625

DCSN + DCNI

$ 27,430

DCA $ 22,030 Training/Exams Cost Saving -$7,595

$ 26,280 -$3,345

UFT $ 20,400 Training/Exams Cost Saving -$7,030

*Above data does not include cost and time investment into Career certifications which an individual needs to hold to qualify for the job role. Only exams
are mandatory not training so actual cost to Specialize may be significantly lower. No LAB requirement for any of the 3 specializations. However demo Lab and Support Lab will remain as a requirement during the Silver and Gold certification audit. .
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17

Technology Specializations:
1 AM can fulfill a role of Account Manager across 4 Technology Specializations 1 SE can fulfill a role of System Engineer across 2 Technology Specializations 1 FE can fulfill a role of Field Engineer across 2 Technology Specializations

Architecture Specializations:
1 AM can fulfill a role of Account Manager across 2 Architecture Specializations 1 Architecture SE can fulfill a role of System Engineer across 2 Architecture Specializations 1 FE can fulfill another FE role within 1 Architecture Specialization ( FE cannot be shared across Architecture Specialization! ) Note: Role sharing in technology specialization(s) has no impact on architecture specialization(s)!

Role Borderless Collaboration Data Network Center

Role R&S

Security

UC

WLAN UCT UFT

AM ASE FE1 FE2 FE3

Rob Mary Jane Jane Bill

Jack Mary John -* -*

Jack Jill Tony Tim Tony

AM SE FE

Rob Mary Jane

Rob Mary Jane

Jack Jack Bill Tim Bill Tim

Jack Jack Jill Jill Tony Tony

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Header

DC Architecture
646-205 CSE

UFT

UCT

UFT: + SE role pre-requisite CCDA or CCDP or CCIE

AM

650-987 PSDCUCAM 646-985 DCNSS 650-987 PSDCUCAM

(Architecture)

642-357 DCSNS 642-971 DCNID

642-982 DCUCD

SE

(*which is not mandatory for Arch SE in DCA)

FE 1 FE 2

642-983 DCUCI CCNP 642-359 ICSNS

642-974 DCNI-2

FE 3

CCNA 642-975 DCASI

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 Launch of DCA, UFT and UCT specializations in April 11, 2011

DCSN, DCNI and DCUC ATP retiring in October 31, 2011

Last day when a partner can hold valid DCSN, DCNI or DCUC

ATP is October 31, 2012

Requirements can be viewed at the Data Center Architecture

Specialization, Unified Fabric Specialization and Unified Computing Specialization website

Online training courses for the NEW Specializations available at

Partner Education Connection (PEC).

ILT Trainings available through Cisco Learning Partners Only CSE v.5 or later can be counted towards Account Manager role

in the Architecture Specializations ( in this case Data Center Architecture Specialization ).

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Collaboration

Architecture

Data Center

Borderless Network Data Center Networking Infrastructure Data Center Storage Networking

Retiring Oct 31st 2011

Depth of Expertise

Unified Computing

Technology

Unified Fabric Wireless LAN

Unified Communications

Unified Communications
Small Business Specialization

Unified Communications Express Foundation

Security Routing & Switching

Security

Small Business Foundation

2010 Cisco and/or its affiliates. All rights reserved.

Entry

Express

Advanced

Master

Cisco Confidential

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*Advanced Technology
specialization cannot be in the same family as Architecture specialization chosen for the combination ( eg. Advanced UC cannot be combined with Collaboration Architecture Spec. )

1 Qualified Specialization
Option 1: Express Foundation

2 Qualified Specializations
Option 1: 2 Architecture Spec.: Advanced BN Advanced DCA Advanced Collaboration

3 Architecture Specializations
Advanced BN Advanced DCA Advanced Collaboration

Technology Skills Depth

Option 2: 1 Architecture Spec.: Advanced BN Advanced DCA Advanced Collaboration

1 SB Specialization
Option 1: Small Business Specialization Option 2: Small Business Foundation

Option 2:* 1 Architecture Spec.: Advanced BN Advanced DCA Advanced Collaboration + 1 Advanced Spec.: Advanced R&S Advanced WLAN Advanced Security Advanced UC Advanced UCT Advanced UFT

2 CCIEs
Support Infrastructure Customer Satisfaction

4 CCIEs

Select

Premier

Silver

Gold

Integrated Technology Skills Breadth

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Cisco Confidential 22

NEW Data Center Specializations

Announcement of DC spec. EOL

New Certification Program Available

DCNI, DCSN, DCUC ATP EOL

New Certification Program Required

11 April 2011
CSApp tool updated
Partner Central Website

31 Jul 2011
Partner Central Website Partner Central Announcement CPI Newsletters Targeted emails sent by WW to all existing DCNI, DCSN and DCUC ATP partners

15 Aug 2011
CSApp tool updated
Partner Central Website

31 Oct 2011
CSApp tool update by EOB 31st Oct 2011 DCNI, DCSN, DCUC ATP Applications or Renewals No Longer Accepted from 1st November onwards

1 Aug 2012
Any Gold or Silver Certification applications or renewals taking place from 1st Aug 2012 onwards must meet new requirements

Partner Central Announcement CPI Newsletters

Social Media

Partner Central Announcement CPI Newsletters

Based on the Anniversary Date

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Data Center Incentives

VIP 18 Upfront discount incentives

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Program Goal

The Cisco Value Incentive Program (VIP) rewards partners that have a comprehensive business practice focused on three major architectures. Participating partners receive a semiannual payment when they meet program requirements. July 31, 2011January 28, 2012 Enrollment Dates: August 14September 16 (6 Month) Enrollment Dates: October 31 November 18 (3 Month)
Borderless Networks: WAN Optimization, Security, Wireless, Routing and Switching, Small Business

Program Period

Architectures Program Requirements

Additional Details

Collaboration: Unified Communications, TelePresence, WebEx

Data Center: Data Center Unified Fabric, Data Center Unified Computing All three VIP tracks have minimum bookings requirements per subtrack All VIP tracks require associated advanced specializations or ATPs Minimum CSAT scores and number of valid surveys

Enrollment in VIP tracks is required

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 Rebate is calculated based on eligible net bookings Eligible SKUs at www.cisco.com/go/skus

Gold bonus

2% Up to 7% rebate percentage on eligible VIP 18 DC Net Bookings

Base rebate

5%

Unified Computing subtrack Unified Fabric subtrack

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Track
Subtrack Entry Requirement Exit Requirement Minimum Booking
(6 Month / 3 Month)

Data Center
Data Center Unified Fabric
No Entry

Data Center Unified Computing

No entry

UFT Specialized or DCNI or DCA or

ATP-DCUC

UCT Specialized or DCA or ATP-DCUC

Varies by country group

$50,000/ $25,000

SKU Categories*
(A, B, C, D)

5%

5%

CSAT Target
(Min 20/10 Qualified Survey)

4.40

Master % Gold %
*See SKU List for Actual Rebate %

N/A 2%
Increased from 1% to 2% but DC Accelerator Program is not extended in FY12

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Product Family

Rebate Level

Sub-track

UCS - B Series
UCS C Series

5%
5%

Unified Computing
Unified Computing

Nexus 7000 Nexus 5500 Nexus 2200 Nexus 1000V/1010

MDS
(Fabric Switches Only)

5%

Unified Fabric

5%

Unified Fabric

ACE Nexus 5010 and 5020 Nexus 7010 Chassis & Common Equipment Bundles

5% Not Incented Not Incented

Unified Fabric

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Program period 18: July 31 January 28, 2012 Re-enrollment required for VIP 17 partners Enrollment windows for new and existing partners
August 14 September 16, 2011 for Q1 and Q2 October 30 November 18, 2011 for Q2 only

CSAT survey period

Start: January 31, 2011 End: January 28, 2012

Payout dates
First payment April 2012

Second payment June 2012

Partners and PAMs Should Use the Partner Program Enrollment to Track Enrollment Status Only: www.cisco.com/go/ppe

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Open a case online: www.cisco.com/go/prt Select category Programs and subcategory VIP-Channels when submitting your case

VIP URLs:
VIP home page: www.cisco.com/go/vip VIP SKUs: www.cisco.com/go/skus PPE Tool: www.cisco.com/go/ppe PAL Tool: www.cisco.com/go/pal PPI Tool: www.cisco.com/go/ppi

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 UCS Partner Pricing o 61% discount on UCS portfolio o 65% discount when combined with OIP o Combinable with VIP OIP / TIP o Incremental 8% discount on hunted / teaming deals o Incremental 4% on UCS Pricing o Combinable with VIP PSPP o For Public Sector customers o Discounts by product family (DC portfolio included) o Combinable with VIP

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Thank you.