Worldwide Sales Enablement

Global Quad Metrics

Q2 FY09

Scott Brown

© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

 READY
Build Your Foundation

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

 READY
Build Your Foundation

Cisco Sales Associates Program

FY09 Q2
Financial Quality
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 Quarterized Field Attrition Rate Fie ld Attritio n Ave rage
S A P Fie ld Attritio n
Training Costs $2.30m $2.27m $2.87m $1.16m $0.46m $0.08m
2.0%
Recruiting 1.8%
$2.61m $0.76m $1.47m $4.03m $3.03m $1.55m 2.0% 1.8% 1.7% 1.7% 1.8%
Relocation
1.8% 1.4% 2.1%
All Other 1.4%
$11.80m $12.42m $14.65m $13.76m $14.01m $12.65m 1.5%
Expenses 1.6%
Number of 1.3% 1.5%
379 374 372 363 360 358 1.0% 1.2%
Students 1.1%
Costs per 0.7%
$44,077 $41,309 $46,977 $48,016 $48,614 $39,875
Student 0.2%
0.0%

*C A no t include d in Num ber o f S tude nts no r e xpe ns e s

Utilization Gender Diversity

Num ber of Students in Program Numbe r o f S tude nts by Graduating Class
500 100% 400
363
360
379 379 374 372

Male: 31

Male: 64
363 360 358

Male: 24
Male: 114

Male: 233
Male: 29

Male: 243
Male: 17
334 328

Male: 230
375 331 75% 300

250 50% 188 200

Female: 117
Female: 130
Female: 59

Female: 74
Female: 31

Female: 19

Female: 18

Female: 98
Female: 10

123
125 25% 100
62 42
48
27
0 0% 0
FY05Q1

FY07Q1

FY07Q3

FY08Q3
FY05Q3

FY06Q1

FY06Q3

FY08Q1

FY09Q1
Class of

Class of

Class of

Class of

Class of

Class of

Class of
Class of

Class of
*Updates occur in Q1 and Q3
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
 READY
Build Your Foundation

Cisco Sales Associates Program

FY05 to 1HFY09
Financial - FY08 Cumulative Quality
F Y0 4 F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9 Annualized Field Attrition Rate
8.0%
Training Costs $2.17m $3.32m $5.82m $8.36m $8.60m $0.55m
6.4% 6.5% 6.4%
Recruiting
$0.54m $2.52m $6.68m $6.31m $8.87m $4.58m 6.0%
Relocation
All Other 5.6%
$7.74m $19.84m $28.48m $45.24m $52.62m $26.65m
Expenses 3.5%
Number of 4.0% 3.2%
74 189 241 357 372 358
Students
2.2% 3.1% 2.0%
Costs per
$ 141,140 $ 135,697 $ 170,055 $ 167,687 $ 188,413 $ 88,761 2.0%
Student 2.1%
Fie ld Attritio n Ave rage
S AP Fie ld Attritio n
0.0%
FY05 FY06 FY07 FY08 FY09
*CA not included in number of students nor expenses

Utilization Gender Diversity

Avgerage Num ber of Students in Program Numbe r o f S tude nts by Graduating Class*
500 100% 400
360
363

Male: 48

Male: 93

Male: 138
372

Male: 243
357 359

Male: 233
75% 300
375
230
241 50% 200
250 189 171
Female: 41

Female: 78

Female: 117
Female: 92
25% 100
89
125 74
0% 0
Class of

Class of

Class of

Class of
Class of

FY07
FY05

FY06

FY08

FY09
0

*Updates occur in Q1 and Q3

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
 Cisco Sales Associates Program
FY09Q2
FY09 AM Direct Goals - 231
AT vs Core Bookings Performance
Above Goal Below Goal
9.8% Total Total YTD
6.8%
# of # of Avg Avg % Bookings
Segment Avg %
10.2%
Security AMs AMs %
11.8% IPC / Unified
Comm
3.5% Optical / Video AsiaPac 6 134% 29 46% 61% $45M
4.2% Wireless

Storage
EmergMkts 3 118% 16 50% 60% $31M
ANS
71.1% 74.3% EuroMkts 6 127% 34 49% 60% $64M
Emerging

Core
Japan 5 144% 14 59% 91% $28M
USCan 10 147% 108 50% 57% $215M

CSAP Field Total 30 137% 201 50% 59% $384M

Field Attrition - AM Field Attrition - SE

4.0% 3.0%
CSAP Field Attrit %
CSAP Field Attrit %
Cisco WW Field Attrit % 3.1% Cisco WW Field Attrit %
3.0% 2.0%
2.5% 1.9%
2.0% 1.8% 1.7% 1.8%
2.2% 2.1% 1.7%
1.9% 2.0%
1.5% 1.5% 1.4%
2.0% 1.3%
1.7% 1.5% 1.2%
1.5% 2.0%
1.8% 1.7% 1.7% 1.8% 0.9%
1.0% 0.7%
1.5% 1.4%
1.0% 1.3%
0.5% 0.5%
0.2%
0.3%
0.0% 0.0%
FY07Q1 FY07Q2 F Y07Q3 FY07Q4 FY08Q1 FY08Q2 FY08Q3 FY08Q4 FY09Q1 F Y07Q1 F Y07Q2 FY07Q3 F Y07Q4 FY08Q1 F Y08Q2 F Y08Q3 FY08Q4 F Y09Q1

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

 SET
Strengthen Your Skills

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

 SET
Strengthen Your Skills

Sales Force Development

FY09 Q2
Financial QuickStart Inte rnal Launc he s
P artne r Launc he s
Accessed Q2 FY09 Fie ld S atis fa c tio n
QuickStart Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9
1563
1500
Quarterly 1157
$2.11m $1.81m $2.15m $2.32m $1.85m $1.62m 4.55
Expenses 4.42
1000 4.37
4.29 4.31 4.23
4.28 4.19 4.3
VT Program Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 4.22
527 4.14
Quarterly 465 494
500 298 269 374 286
$2.62m $2.94m $2.37m $0.97m $1.43m $0.81m 251 200 217183 268 4.05
Expenses 110 119
76 69
0 3.8
Sales Masters Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9

ANS

CCF*
UC

Branch WAN
Security

Data Center
SP Video
Wireless
TelePresence
Quarterly
$2.35m $3.34m $1.93m $2.72m $1.95m $1.66m
Expenses

*C C F = C a m p u s C o m m u n ic a t io n F a b ric

Sales Masters Series To ta l Atte nda nc e

Fie ld S atis fac tio n
Virtual Team Program P hys ic al A tte nde e s
Attendance Note this is Q1 FY09 Results Attendance/Accessed Re mo te Atte nde e s
1200 4.77 Fie ld S atis fac tio n4.8
1000 5
1038
1000
4.8 4.6
750
800 4.48
4.58 646 646 4.4
4.6
600 540
500 4.29
4.14 423 437
4.4 4.2
400 343
250 301
4.2 4
200
5
0 4 0 3.8
0
SMS 2.0 SMS 1.0 Partner VT SEVT PSSVT Vertical VT
No te: No SM S 2 .0 fo r Q1 FY0 9 N o t e : P S S V T re p o rt s A c c e s s e d me t ri c s . V e rt i c a l V T re p o rt s C o nc a ll Ev e nt s / A t t e nd

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 SET
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Sales Force Development

FY06 to 1HFY09 Yearly Cumulative Data
Financial - FY08 Cumulative QuickStart ANS
UC
Te l e P r e s e n c e
C u m u la t iv e
F ie ld
Field Adoption Q2 FY09 S e c u rit y
A d o p t io n
QuickStart F Y0 7 F Y0 8 F Y0 9 8000 Wi r e l e s s
55%
S P Vi d e o
Quarterly 7000 B ra n c h WA N
50 %
$8.07m $8.39m $3.47m
Expenses C a m p u s C o m m u n i c a t i o n Fa b r i c

QuickStart Accessed
6000 Da t a Ce n t e r

VT Program F Y0 7 F Y0 8 F Y0 9 5000
30%
Quarterly 4000 2 7%
$10.93m $8.90m $2.24m 24%
Expenses 3000 19 %

2000 11%
Sales Masters F Y0 7 F Y0 8 F Y0 9
8%
Quarterly 1000 7%
$9.91m $10.34m $3.61m
Expenses 0

Q1 FY09
Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q2 FY09
Sales Masters Series S MS 1.0
Virtual Team Program
Ve rtic al VT

14,606
Cumulative Attendance S MS 2.0 P S S VT
Q1 FY09 Data Fie ld S a tis fac tio n 16,000 S EVT 4.80

10,637
4.72 2,693 P artne r VT 4.63
2950 4.70 4.69 4.67 4.66 4.75 14,000 Fie ld S a tis fac tio n
4.63 4.70 4.59
4.60 12,000 4.53 4.54 4.54 4.56 4.60
2450 4.58 4.52

8,766
2,158 2,078
10,000 4.54
4.44
1950 4.50
4.36

6,267
8,000 4.40

5,558
1,384
1450

3,855
4,103

3,322
852 887 6,000
3,027

950 742 4.25

552 4,000 4.20
1,130

450 208 195224 179 301

55 0 2,000
0 0 6
-50 4.00 0 4.00
Q1 FY07

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q1 FY07

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
No te: No SM S 2 .0 fo r Q1 FY0 9

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 SELL
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 SELL
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Customer-Facing Programs
FY09 Q2 (Briefings, Loans, Labs, Proposals, Demonstrations)
Financial Quality
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 Customer Satisfaction
4.80 4.75 4.76
4.73 4.70 4.71 4.72 4.70 4.72 4.72
Expenses* $14.24m $16.89m $18.01m $17.71m $15.43m $12.87m

Nr. Of Cust. 4.60

10,993 11,853 13,585 11,858 12,762 15,302
Interactions
Cost per Cust.
$ 1,295 $ 1,425 $ 1,326 $ 1,494 $ 1,209 $ 841 4.40
Interaction
22%
4.20
US Can
Q3 FY08 EmgMkt
48%
Utilization per 7% AP AC 4.00

Q2 FY08

Q4 FY08
Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q3 FY08

Q1 FY09

Q2 FY09
Theatre
Japan
14% EurMkt
*Customer Demonstrations added Q2 FY08 9% Excludes Demo Loans and Proposal Experts

Time Utilization
Lead Tim e (w eeks) Number of Custom er Interactions 15,302
16,000 13,585
Q2 FY09 1.77 12,762
Q1 FY09 1.57 10,993 11,853 11,858
12,000 9,553
Q4 FY08 1.51 9,244
7,991
Q3 FY08 1.55
8,000
Q2 FY08 2.31
Q1 FY08 2.14 4,000
Q4 FY07 2.05
Q3 FY07 2.23 0

Q1 FY08
Q2 FY07

Q3 FY07

Q4 FY07

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Q2 FY07 2.22

0.00 0.50 1.00 1.50 2.00 2.50

B rie fing P ro g ram De mo Lo an CP OC Labs
*Q2 FY09 does not include Proposal experts. S P Labs P ro po s al Expe rts De mo ns tra tio ns
To tal

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Customer-Facing Programs
FY04 to 1HFY09 (Briefings, Loans, Labs, Proposals, Demonstrations)
Financial - FY08 Cumulative Quality
F Y0 4 F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9 Customer Satisfaction

Expenses $37.83m $40.55m $49.97m $60.89m $66.63m $28.29m 4.80 4.72 4.74
4.71 4.71
4.67
Nr. Of Cust.
18,613 18,834 25,018 34,208 48,878 28,064 4.59
Interactions 4.60
Cost per Cust.
$ 2,080 $ 2,212 $ 1,997 $ 1,780 $ 1,363 $ 1,008
Interaction
22% 4.40
US Can
FY08 EmgMkt
4.20
Utilization per 48%
9% AP AC
Theatre
Japan
4.00
EurMkt
13% FY04 FY05 FY06 FY07 FY08 FY09
8% Excludes Demo Loans and Proposal Experts

Time Utilization
Lead Tim e (w eeks) Number of Custom er Interactions
60,000
FY09 1.89 48,878

FY08 2.19 28,064

40,000 34,208
FY07 2.18
25,018
18,613 18,834
FY06 2.23
20,000
FY05 1.85

FY04 1.81 0
FY04 FY05 FY06 FY07 FY08 FY09
0.00 0.50 1.00 1.50 2.00 2.50 3.00 B rie fing P ro gram De mo Lo ans CP OC Labs
S P Labs P ro po s a l Expe rts De mo ns tratio ns
*Q2 FY09 does not include Proposal experts.

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Briefings and Demonstrations

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Briefings
FY09 Q2
Financial Quality CXO Attendance

Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 55% 54%
54%
100% 6.00
Expenses $5.20m $4.76m $5.93m $5.80m $5.06m $4.50m 5.75 46%
75% 5.50 45% 48%
42%
Nr. of Briefings 1,554 1,798 2,919 2,501 2,582 2,712 5.25 39%
35% 38%
50% 5.00 35% 34% 36%
35%
Cost per 4.75 29% 33%
$ 3,346 $ 2,645 $ 2,033 $ 2,319 $ 1,959 $ 1,659
Briefing 25% 4.50 27% 27% 29%
9% 27%
4.25 25% 24%
10% US Can 0% 4.00 22% 21%

Q1 FY09
Q2 FY08

Q3 FY08

Q4 FY08

Q2 FY09
Q2 FY09 Emg Mkt 15%

Q3 FY08
Q2 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Utilization per 48%
AP AC
Theatre
Cus to me r s atis fa c tio n
Japa n Fie ld s atis fac tio n
30% Exit c us to me r c o nfide nc e EB C CxO All CxO
EurMkt
3% Entry c us to me r c o nfide nc e CB C CxO VB CXO

Multiple Cus to me r Inte rac tio ns

Time Cus to me r B rie fing s Utilization Virtual B rie fings *
Trade s ho ws
Exe c utive B rie fing s
Lead Tim e (w eeks) Number of Briefings Traditio nal Cus to me r B rie fing s
2.10 3,500 Traditio nal Exe c utive B rie fings
Q2 FY09 5.23
3,000 2,919
Q1 FY09 2.08 2,501 2,582 2,712
5.88
Q4 FY08 2.51 2,500
5.45 1,963
1,798
Q3 FY08 2.57 2,000 1,795
6.20 1,554
2.50 1,269
Q2 FY08 6.18 1,500

Q1 FY08 2.18 1,000

7.10
Q4 FY07 2.47
7.48 500
Q3 FY07 2.47
6.47 0
Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Q2 FY07 2.35
6.83

0.00 1.00 2.00 3.00 4.00 5.00 6.00 7.00 8.00

*Includes Traditional Briefings that have a Virtual Briefing component.

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Briefings
FY05 to 1HFY09
Financial - FY08 Cumulative Quality CXO Attendance
F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9
100% 6.00
Expenses $11.90m $15.39m $19.67m $21.69m $9.56m 5.80 54%
5.60 52%
75% 47%
5.40
Nr. of Briefings 3,089 4,024 6,022 8,772 5,294 5.20 42% 40%
50% 5.00 38% 35%
Cost per 4.80 35% 36%
$ 3,851 $ 3,825 $ 3,267 $ 2,473 $ 1,805
Briefing 4.60 32% 30%
25% 30% 30% 29% 26%
10% 4.40 31%
11% US Can 4.20 22% 23% 24% 23% 22%
FY09 0% 4.00
EmgMkt

FY06
FY05

FY07

FY08

FY09
Utilization per 48%
AP AC 12%
Theatre

FY05

FY06

FY07

FY08

FY09
Japan Cus to me r s atis fac tio n
28% Fie ld s atis fac tio n
EurMkt EB C CxO All CxO
Entry c us to me r c o nfide nc e
3% Exit c us to me r c o nfide nc e CB C CxO VB CXO

Time Cus to me r B rie fings

Exe c utive B rie fings
Utilization Multiple Cus to me r Inte ra c tio ns
Virtua l B rie fings *
Tra de s ho ws
Lead Tim e (w eeks) Number of Briefings Tra ditio nal Cus to me r B rie fings
12,000 Tra ditio nal Exe c utive B rie fing s
2.09
FY09
5.57
8,772
2.46 9,000
FY08
6.26 6,022
5,294
2.45
FY07 6,000 4,024
6.87
3,089
2.68
FY06
6.04 3,000

2.45
FY05
5.43
0
0.00 2.00 4.00 6.00 8.00 FY05 FY06 FY07 FY08 FY09

*Includes Traditional Briefings that have a Virtual Briefing component.

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 Loans

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Loans
FY09 Q2
Financial Quality Fie ld S atis fac tio n
Exit Fie ld Co nfide nc e
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 Entry F ie ld Co nfide nc e
100% 5.00
Expenses $3.40m $3.54m $3.19m $4.22m $3.58m $2.79m +43pts
+37pts +39pts +39pts +36pts +47pts
+36pts +36pts
+33pts
80% 4.80
Nr. of Loans 4,377 3,923 4,813 4,554 4,362 3,655
4.71 4.74
60% 4.69 4.70 4.70 4.60
4.65 4.64 4.66
Cost per Loan $ 776 $ 902 $ 663 $ 926 $ 821 $ 764 4.58
*Loan Value-Reporting began Q3 FY07. 40% 4.40
27%
US Can 20% 4.20
Q2 FY09 46% EmgMkt

Utilization per A P AC 0% 4.00

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Theatre 8% J apan
EurMkt
11%
8%

Time Demonstration Loan

Utilization Try & B uy
De mo Lo ans To tal
Va lue o f Lo ans
Equipment Lead Time (w eeks) Program Number of Loans
De mo De po t Le a d T im e N e w
E xt e n d e d Lo a n P ro g ra m
Le a d T im e Us e d
O v e rd u e R a t e 6,000 $400m
$353m $326m $343m
5.0 $317m $327m
5.0 80% $287m
$300m
3.66
3.45

3.44

4.0
4.34

4.0 4,000 $219m

2.93

60%
2.51

3.0 $191m
3.0 29% 30% $200m
24% 21% 40%
2.0 19% 2.0
2.38
2.18
0.78

0.74

2,000
2.00
0.46
0.43

1.0 20% 1.0 $100m

1.49

1.07

1.12

1.49
1.54

0.0 0% 0.0
- $0m
Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q4 FY08
Q3 FY08

Q1 FY09

Q2 FY09

Q2 FY08

Q1 FY09
Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q3 FY08

Q4 FY08

Q2 FY09
Ove rdue ra te inc lude s De m o De po t o nly. Q3-DD & ELP m e rge d a s De m o Lo a n pro gra m .

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Loans
FY05 to 1HFY09
Financial - FY08 Cumulative Quality Fie ld S atis fac tio n
Exit Fie ld Co nfide nc e
F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9 Entry F ie ld Co nfide nc e
100% 5.00
Expenses $14.65m $15.57m $17.86m $14.34m $6.37m
+37pts +36pts +35pts +41pts
+35pts
80% 4.72 4.80
Nr. of Loans 14,569 16,444 18,850 17,667 8,017 4.68
4.65
4.58
Cost per Loan $ 1,005 $ 947 $ 947 $ 812 $ 795 60% 4.54 4.60

*Loan Value-Reporting began Q3 FY07. 17%

40% 4.40
US Can
FY09 45%
EmgMkt 20% 4.20
Utilization per 18%
AP AC
Theatre
Japan 0% 4.00
10% EurMkt FY05 FY06 FY07 FY08 FY09
10%

Time Utilization Try & B uy

De mo Lo ans (Ne w & Us e d)
Lead Tim e (w eeks) and Overdue Rate Dem onstration Loan Number of Loans Lo an Value
D e m o D e po t Program 25,000 $1323m $1400m
E xte n d e d Lo a n P ro g ra m
O v e rd u e R a t e Le a d T im e N e w
$1200m
Le a d T im e Us e d
20,000
3.50

4.0 4.0 $1000m

3.21

44%
3.17

40% $630m
3.0 15,000 $800m
32% 3.0
2.71

2.0 19% 2.0 10,000 $410m $600m

2.00

14% 20%
0.94

$400m
0.46

1.0 1.0
5,000
1.48

1.68

1.42

1.30

$200m
0.0 0% 0.0
FY05

FY06

FY07

FY08

FY08

FY09

- $0m
FY05 FY06 FY07 FY08 FY09
F Y08 is fo r Q1 a nd Q2 o nly. F Y08 is fo r Q3 a nd Q4 o nly.

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 Proposals

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Proposal
FY09 Q2
Financial Quality
Field Satisfaction
5.00
4.86 4.88 4.88
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 4.83 4.82 4.80
4.77 4.74 4.76
Prop. Value $ 5.45b $ 4.32b $6.86b $3.75b $4.53b $ 6.44b 4.80
Expenses $1.33m $1.46m $1.44m $0.79m $1.19m $1.04m
Proposals & 4.60
4,721 4,422 3,526 3,019 3,831 6,640
Dow nloads
Cost per Prop. $ 281 $ 330 $ 408 $ 261 $ 312 $ 156 4.40
*based on Global WWSE actuals.
4.20

4.00

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Utilization by Theater Utilization
Number of Proposals and Content Dow nloads
7,000 6,288 500
Q2 FY09 Proposals Q2 FY09 Proposals
by Theater in $ Value by Theater in # 6,000
352 400
$1.21b 4,483
66 5,000 4,219
US Can 301 270 279
272 300
4,000 229
139 Emg Mkt 214
$2.54b 2,749
$.55b AP AC 3,000 238 3,225 3,552 200
30 2,131 1,884 203
Japa n 1,755
2,000
$.48b 26 EurMkt 100
1,000 Co nte nt Do wnlo ads
P ro po s als
91 0 0
$1.66b

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

 SELL
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Proposal
FY05 to 1HFY09
Financial - FY08 Cumulative Quality
Field Satisfaction
5.00
4.88
F Y0 6 F Y0 7 F Y0 8 F Y0 9 4.85 4.83
4.80 4.79
Prop. Value $ 12.54b $ 15.49b $ 20.38b $ 10.97b
4.80
Expenses $4.90m $7.63m $5.01m $2.23m
Proposals &
3,531 8,191 15,688 10,471 4.60
Dow nloads
Cost per Prop. $ 1,388 $ 931 $ 319 $ 213
*based on Global WWSE actuals. 4.40

4.20

4.00
FY05 FY06 FY07 FY08 FY09

Utilization by Theater Utilization Co nte nt Do wnlo ads

P ro po s als
Number of Proposals and Content Dow nloads
16,000 14,676
FY09 Proposals FY09 Proposals
by Theater in $ Value by Theater in # 1200
$1.87b 12,000 1012
121 911 9,840
US Can
$4.30b Emg Mkt 7,280 800
638
$.65b 8,000 631
284 AP AC 500
45
Japa n
$.77b
EurMkt 2893 400
41 4,000

0
$3.38b 140 0 0
FY05 FY06 FY07 FY08 FY09

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20

 Labs

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 21

 SELL
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CPOC Labs
FY09 Q2
Financial Quality
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9
100% +20pts +18pts +18pts +19pts +18pts +15pts +16pts 5.00
+15pts +18pts
Expenses $3.89m $4.01m $3.97m $4.14m $3.29m $2.58m

4.95
80% 4.90

4.92
4.92

4.91
Number of

4.89

4.89
216 225 262 232 184 229

4.88

4.88
Visits

4.83
60% 4.80
Cost per Visit $17,992 $17,807 $15,139 $17,851 $17,860 $11,245

4.79

4.77
4.77
4.68
4.76
40% 4.70

4.73

4.65
4.72

4.72
14% 20%
US Ca n Cus to me r S atis fac tio n
Q2 FY09 20% 4.60
Fie ld S a tis fac tio n
6% EmgMkt
Utilization per Exit Cus t. Co nfide nc e
Theatre AP AC Entry Cus t. Co nfide nc e
0% 4.50
31%

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Japan

29% EurMkt

Time CP OC Labs
Utilization CP OC Labs
Lead Tim e (w eeks) Number of Custom er Visits TKL Do wnlo ads

Q2 FY09 5.52 1500

1337 1316 1324
Q1 FY09 5.72 350 1285
1190
Q4 FY08 5.27 262
232 229
Q3 FY08 5.35 250 206 216 225
1000
Q2 FY08 4.93 184
963
142 143
Q1 FY08 6.53 150
Q4 FY07 5.34
Q3 FY07 4.51 50 500
Q3 FY07

Q1 FY08
Q2 FY07

Q4 FY07

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Q2 FY07 5.78

0.00 1.00 2.00 3.00 4.00 5.00 6.00 7.00 8.00

TKL=Technical Kno wled g e Lib rary

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22

 SELL
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CPOC Labs
FY05 to 1HFY09
Financial - FY08 Cumulative Quality
F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9
100% +18pts +18pts +19pts +18pts +15pts
Expenses $12.69m $12.59m $13.98m $16.00m $5.86m 4.95
4.93 4.93
80% 4.90 4.91 4.85
Number of 4.89
330 493 612 935 413
Visits
4.78 4.75
4.77
Cost per Visit $38,446 $25,529 $22,840 $17,113 $14,192 60% 4.73 4.72 4.74
4.65
11%
22% 40% 4.55
US Can
FY09 Emg Mkt 4.45
Utilization per 20% Cus to me r S atis fac tio n
AP AC Fie ld S atis fac tio n
Theatre 32% 9% 4.35
Japa n Exit Cus t. Co nfide nc e
Entry Cus t. Co nfide nc e
EurMkt 0% 4.25
FY05 FY06 FY07 FY08 FY09
26%

Time CP OC Labs
Utilization CP OC La bs
TKL Do wnlo ads
Lead Tim e (w eeks) Number of Custom er Visits
1500 7000
FY09 5.61
1300 5262 6000
FY08 5.50 1100 5000
935
900 4000
FY07 5.24
612
700 3000
493 2153
FY06 5.74 500 2000
330 413
300 1000
FY05 4.35
100 0
0.00 1.00 2.00 3.00 4.00 5.00 6.00 7.00 FY05 FY06 FY07 FY08 FY09
*S ta rte d m e as uring Te c hnica l Do wnlo a ds in F Y08

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23

 SELL
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SP Labs
FY09 Q2
Financial Quality
Q 1 F Y0 8 Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1 F Y0 9 Q 2 F Y0 9 +21pts +12pts +22pts +14pts +11pts +15pts +15pts
100% +17pts +5pts 5.00

5.00

5.00
4.99
Expenses $0.43m $0.47m $0.66m $0.63m $0.43m $0.40m

4.96

4.95
4.94
4.92

4.90

4.90
80%

4.85

4.85
Number of 4.75

4.80

4.80
125 122 168 128 135 109

4.77
4.76
Visits
60%

4.60
Cost per Visit $ 3,404 $ 3,815 $ 3,948 $ 4,894 $ 3,222 $ 3,665
4.50

4.50
0% 40%

4.43
US Can Cus to me r S atis fac tio n 4.25
Q2 FY09 20% Fie ld S atis fac tio n
Utilization per Emg Mkt Exit Cus t. Co nfide nc e
Theatre AP AC Entry Cus t. Co nfide nc e
0% 4.00

Q2 FY07

Q3 FY07

Q4 FY07

Q1 FY08

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Japa n
EurMkt
100%

Time S P Labs
Utilization S P Labs
Lead Tim e (w eeks) Number of Custom er Visits
200
Q2 FY09 1.5
168
Q1 FY09 1.35
143
Q4 FY08 1.88 150 131 135
127 125 128
122
Q3 FY08 1.44
109
Q2 FY08 1.40
100
Q1 FY08 1.68
Q4 FY07 1.61
Q3 FY07 1.57
50
Q3 FY07

Q4 FY07

Q1 FY08
Q2 FY07

Q2 FY08

Q3 FY08

Q4 FY08

Q1 FY09

Q2 FY09
Q2 FY07 2.06

0.00 1.00 2.00

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24

 SELL
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SP Labs
FY05 to 1HFY09
Financial - FY08 Cumulative Quality
F Y0 5 F Y0 6 F Y0 7 F Y0 8 F Y0 9
+16pts +15pts +10pts
100% +16pts +18pts 5.00
Expenses $1.31m $1.52m $1.74m $2.18m $0.83m
4.92
4.85 4.87 4.85 4.87
Number of 80% 4.75
346 526 533 543 244 4.77
Visits 4.74
4.70
Cost per Visit $ 3,800 $ 2,895 $ 3,273 $ 4,016 $ 3,420 60% 4.58 4.55 4.50

0%
40% 4.25
FY09 US Can
Utilization per Emg Mkt 20% Cus to me r S atis fac tio n 4.00
Theatre Fie ld S atis fac tio n
AP AC Exit Cus t. Co nfide nc e
Japa n Entry Cus t. Co nfide nc e
0% 3.75
EurMkt FY05 FY06 FY07 FY08 FY09
100%

Time S P La bs
Utilization S P La bs
Lead Tim e (w eeks) Number of Custom er Visits

FY09 1.43
600 526 533 543

FY08 1.60

400 346
FY07 1.70
244

FY06 1.43 200

FY05 1.09
0
0.00 1.00 2.00 FY05 FY06 FY07 FY08 FY09

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25

Customer Demonstrations

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26

 SELL
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Customer Demonstrations
FY09 Q2
Financial Projected Revenue by Vertical
Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1F Y0 9 Q 2 F Y0 9 Q2FY09 USCan By Segment*
Demo Remote US and Canada
Expenses $2.65m $2.82m $2.14m $1.87m $1.56m
Others, $0.00m Theater HQ, $0.00m Global 3.0, $0.00m
Number of Channels, $2.09m
1,363 1,897 1,424 1,668 1,957 AT, $0.85m
Visits Public Sector,
Canada, $2.25m
$13.07m
Cost per Visit $ 1,947 $ 1,488 $ 1,505 $ 1,123 $ 799 SP, $0.00m
Enterpris e Enterprise, $0.00m
Commercial
SP
Canada
AT
Channels
Others
Glo bal 3.0 Com m ercial,
US and Canada Theater HQ $25.60m
P ublic Secto r

Projected Revenue Utilization De mo ns tra tio n Ce nte rs

De mo Re mo te
Q2 FY09 By Theatre
1750 To ta l # Atte nde e s 8000
Demonstration Centers
US and Canada, 1370
1400 6084
Emerging Markets $7.15m 6000
1174
5150
European Markets 3915 1085 4612 5332
1050
US and Canada 909
795 812 4000
2995
700 589 568 587
Em erging Markets, 515 494
$34.90m 2000
350

European Markets,
0 0
$242.85m
Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY08 Q1 FY09 Q2 FY09

*Inc lude s ne w da ta m a pping fo r Q1 F Y09 (a dde d 3 s e gm e nts a nd rem o ve d 1)

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27
 SELL
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Customer Demonstrations
FY08 to 1HFY09
Financial Projected Revenue by Vertical
Q 2 F Y0 8 Q 3 F Y0 8 Q 4 F Y0 8 Q 1F Y0 9 Q 2 F Y0 9 FY09* USCan By Segment
Expenses $2.65m $2.82m $2.14m $1.87m $1.56m
Demo Remote

Number of
1,363 1,897 1,424 1,668 1,957
Visits Public Sector, $20m Enterprise, $20m
Cost per Visit $ 1,947 $ 1,488 $ 1,505 $ 1,123 $ 799
Channels, $3m Enterpris e
Commercial
AT, $1m SP
Canada
Canada, $4m AT
Channels
SP, $0m P ublic Sector

Comm ercial, $54m

Projected Revenue Utilization De mo ns tra tio n Ce nte rs

De mo Re mo te
FY09* By Theatre To tal # Atte nde e s
Demonstration Centers 4000 20000
US and Canada, 3378
17,606
$26.70m
Emerging Markets 3000 15000
Em erging Markets, 2544
European Markets
$84.20m
US and Canada 10,482
1895
2000 10000

1081
1000 5000

European Markets, 0 0
$411.20m
FY08 FY09

*Da ta is fo r F Y08. S e gm e nts re m a ppe d fo r F Y09 s o da ta wo uld no t be pro pe rly refle c te d fo r ye a rly. Will upda te fo r Q2 F Y09
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29
vSearch Overall Metrics
FY’09 Q2 Unique Users
24,566 Unique Users – up 69% Q over Q

85% of users
come back
more than
once!!

Overall Downloads and Launches

All Programs = 123,466
45000
RSSDOWNLOAD
40000 Change % of
LAUNCH
35000 FY09 Q1 FY09 Q2 Q/Q content
DOWNLOAD
30000 Networkers 45,025 20,540 -54% 16%
25000 VT Program 66,582 86,132 29% 70%
20000 Other Programs 19,768 16,794 -15% 14%
15000 Grand Total 131,375 123,466 -6% 100%
10000
5000
0

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30

 vSearch Collaboration Building
Community Usage

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 31