Worldwide Sales Enablement

Global
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 2.4 months faster

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase
Onboarding  Higher Bookings Performance
20% Decrease 57.7% Decrease
 Lower Attrition

SET 20% Increase 19.1% Increase

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase
 Higher Bookings Performance
15 Points Increase 15 Points Increase
 Partner & Field Confidence

SELL 20% Increase 14% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase
Impact  Higher Bookings Performance
25 Points Increase 29 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

 Worldwide Sales Enablement – Global
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2

 Worldwide Sales Enablement
US-Canada
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 2.1 months faster

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 40.3% Increase
Onboarding  Higher Bookings Performance
20% Decrease 52.6% Decrease
 Lower Attrition

SET 20% Increase 23.4% Increase

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase
 Higher Bookings Performance
15 Points Increase 15 Points Increase
 Partner & Field Confidence

SELL 20% Increase 2% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 30% Increase
Impact  Higher Bookings Performance
25 Points Increase 27 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3

 Worldwide Sales Enablement – US-Canada
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal

Faster Goal Attainm

Activity

6.0

Higher
5.0 Bookings
Bookings

M
th
n
o

$1.6
4.0

Lower Attrition
$1.4
3.0
Quality

$1.2
n M
ilo
s

$1.0
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
 Worldwide Sales Enablement
Japan
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 2.4 months faster (Global)

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase (Global)
Onboarding  Higher Bookings Performance
20% Decrease 57.7% Decrease (Global)
 Lower Attrition

SET 20% Increase 19.1% Increase (Global)

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase (Global)
 Higher Bookings Performance
15 Points Increase 5 Points Increase
 Partner & Field Confidence

SELL 20% Increase 6% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase (Global)
Impact  Higher Bookings Performance
25 Points Increase 14 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5

 Worldwide Sales Enablement – Japan
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6

 Worldwide Sales Enablement
Channels
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 2.4 months faster (Global)

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase (Global)
Onboarding  Higher Bookings Performance
20% Decrease 57.7% Decrease (Global)
 Lower Attrition

SET 20% Increase 19.1% Increase (Global)

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase (Global)
 Higher Bookings Performance
15 Points Increase 15 Points Increase (Global)
 Partner & Field Confidence

SELL 20% Increase 27% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase (Global)
Impact  Higher Bookings Performance
25 Points Increase 17 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

 Worldwide Sales Enablement – Channels
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8

 Worldwide Sales Enablement
AsiaPac
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 1.7 months faster

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase (Global)
Onboarding  Higher Bookings Performance
20% Decrease 57.7% Decrease (Global)
 Lower Attrition

SET 20% Increase 19.1% Increase (Global)

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase (Global)
 Higher Bookings Performance
15 Points Increase 8 Points Increase
 Partner & Field Confidence

SELL 20% Increase 64% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase (Global)
Impact  Higher Bookings Performance
25 Points Increase 23 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9

 Worldwide Sales Enablement – AsiaPac
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10

 Worldwide Sales Enablement
European Markets
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 0.82 months faster

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase (Global)
Onboarding  Higher Bookings Performance
20% Decrease 57.7% Decrease (Global)
 Lower Attrition

SET 20% Increase 19.1% Increase

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase
 Higher Bookings Performance
15 Points Increase 17 Points Increase
 Partner & Field Confidence

SELL 20% Increase 16% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase (Global)
Impact  Higher Bookings Performance
25 Points Increase 33 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11

 Worldwide Sales Enablement – European Markets
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12

 Worldwide Sales Enablement
Emerging Markets
Initiatives Target FY09 Targets YTD Results Status
Categories (Adopters vs. Non-
Adopters)

READY Attain Goal 1 Qtr faster 0.4 months faster

Accelerate Booking Ramp and  Accelerate Goal Attainment
Improve Loyalty through 5% Increase 13.3% Increase (Global)
Onboarding  Higher Bookings Performance
20% Decrease 32.7% Decrease
 Lower Attrition

SET 20% Increase 19.1% Increase (Global)

Revenue Growth through Field and
Partner Readiness
 Pipeline Growth Following Training
10% Increase 26.1% Increase (Global)
 Higher Bookings Performance
15 Points Increase 15 Points Increase
 Partner & Field Confidence

SELL 20% Increase 2% Increase

 Customer Interactions
Scale Customer Interactions with 10% Increase 15.5% Increase (Global)
Impact  Higher Bookings Performance
25 Points Increase 29 Points Increase
 Customer Confidence

Opportunity Value Proposition

 By raising adoption across all of our services we expect to see significant  Increased adoption will result in accelerated goal attainment, higher
business impact as specified by our FY09 targets which show higher bookings performance, lower attrition and higher confidence
performance among adopters vs. non-adopters.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13

 Worldwide Sales Enablement – Emerging Markets
READY SET SELL
Build Your Foundation Strengthen Sales Skills Close the Deal
Activity
Bookings
Quality

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14

 BACKUP

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15

 Sell Customer Interactions without MCI

 Above chart shows Sell Customer Interactions without including Multiple

Customer Interactions (MCI) for EBC/CBC as MCI data not recorded for Q1FY08

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16

 Explanation Note (1)

 Ready – Goal Attainment

Goal Attainment measures the amount time to reach individual sales goals of adopters and non-adopters of the
Ready training programs. Both adopters and non-adopters’ goal attainment periods are shown in comparison to
highlight the difference. The metric is reported monthly with a unit in months. Each monthly measure is done by
averaging the previous 12-month rolling window. The data source of attainment is Eclipse.

 Read – Bookings Lift

Ready Bookings Lift measures the impact on bookings by the Ready training programs. The metric is reported
monthly with a unit of % increase of bookings of adopters from non-adopters. Each monthly measure is done by
averaging the previous 12-month rolling window. The data source of bookings is Eclipse.

 Ready –Attrition
Attrition measures the % difference in sales employee attrition between adopters and non-adopters of the Ready
training programs. Both adopters and non-adopters’ attrition rates are shown in comparison to highlight the
difference. Each monthly measure is done by averaging the previous 12-month rolling window. The data source of
attrition is HRODS.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17

 Explanation Note (2)

 Set – Pipeline
Pipeline Lift measures the impact on pipeline by the Set training programs. The metric is reported monthly with a unit
of % increase of pipeline of adopters from non-adopters. Each monthly measure is done by averaging the previous
12-month rolling window. The data source of Pipeline is BREES with inputs from OMF and SFDC.
The Adopter Pipeline is the sum of the actual pipelines of both adopters and non-adopters. The Non-adopter Pipeline
is the sum of the “baseline” pipelines of both adopters and non-adopters.

 Set – Bookings Lift

Set Bookings Lift measures the impact on bookings by the Set training programs. The metric is reported monthly with
a unit of % increase of bookings of adopters from non-adopters. Each monthly measure is done by averaging the
previous 12-month rolling window. The data source of bookings is Eclipse.

 Set – Partner & Field Confidence

Set Partner & Field Confidence measures the difference in the confidence of Cisco Field and Partners of Set training
programs before and after the trainings in a particular quarter. After the completion of each of the Set trainings,
participants are asked about their confidence before and after the trainings. The differences of all the Set trainings
are averaged to arrive at the WW or theater measurements for that quarter. The Partner & Field Confidence data
sources are various survey tools (TES, eLustro, MOSES, EBMS, LABMAN, eQuip, etc).
For Q2FY09, only Quick Start trainings done by Cisco Sales are surveyed and used for the Partner & Field
Confidence as SMS survey data are not available. There are also no survey responses assigned to the Channels
organization.

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 18

 Explanation Note (3)
 Sell – Customer Interaction Increase
Sell Customer Interaction Increase measures Year-to-date (YTD) % increase in the # of customer interactions relative to the same
period in the prior year. The metric is reported quarterly with a unit of % difference. Each quarterly measure is done by taking the %
increase of customer interactions from the beginning of the fiscal year (YTD). The Customer Interaction Increase data sources are
EBMS, LABMAN, eQuip, LABVIEW, and Proposal Express.

WBP, CD, DLP, PE, and SEL program customer interactions are used, although not all theaters include the same programs in the
calculations (ie some do not include demo center, demo remote, or SP). Sell Customer Interaction results should NOT be used for
direct comparison with individual program interaction results.

For WBP programs (EBC, CBC, Virtual Briefing), customer interaction definition changed in FY09 to include Multiple Customer
Interactions (MCI) in addition to # of individual customers interacted. However MCI data were not recorded for FY08Q1, so precise
year-over-year comparison is difficult.

Channels results are also included in the theater results, so the data are not double counted in the Global results.
 Sell – Bookings
Sell Bookings Lift measures the impact on bookings by the Sell training programs. The metric is reported monthly with a unit of %
increase of bookings of adopters from non-adopters. Each monthly measure is done by averaging the previous 12-month rolling
window. The data source of bookings is Eclipse.

Adopters and non-adopters are considered to be the top and bottom quartiles of the target population. The Adopter Bookings is the
sum of the actual bookings of both adopters and non-adopters. The Non-adopter bookings is the sum of the “baseline” bookings of
both adopters and non-adopters.
 Sell – Customer Confidence Increase
Sell Customer Confidence Increase measures % increase in customer confidence after a customer interaction relative to the customer
confidence prior to a customer interaction. The metric is reported quarterly with a unit of % difference (cf. trend lines for pre and post
confidence). The Customer Interaction Increase data sources are custom applications such as EBMS, LABMAN, eQuip, LABVIEW,
and Proposal Express.

Channels results are also included in the theater results, so the data are not double counted in the Global results

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19