Page 27 - CHCS

Supporting Student Notes:

• $ 8.4B global market opportunity - At the beginning of the presentation we talked about the market being big - $8.4 BB and
growing at rate of 20% per year. – Growing at a rate of 2X the core collaboration rate.

• Increase pace of customer adoption and deployment of new collaboration solutions – Surveys have shown that customers
are moving to the cloud. Cisco is in a unique position to support that migration and provide a platform for future service
offerings.

• Build annuity-based recurring revenue stream - With a cloud based model you receive an ongoing subscription fee over
the life of the customer and these fees compound on themselves as new customers are brought on and renewals take
place.

• Differentiate and drive services - Many of the skill sets that you have in your organization will DIRECTLY transfer over to
the new technology. This means you can LEVERAGE your current practice and expand your capabilities with Cisco
Training and Support.

• Alignment with Cisco sales team - The Cloud Incentive Program is an internal compensation plan program that was
developed to incent the Cisco account managers on promoting and selling partners’ approved Cisco Powered Cloud
Services. --- Cisco Sales Reps now compensated directly for your success.