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

Cisco Learning CreditsLeverage Training to Drive Customer Value

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Cisco Learning Credits (CLCs)What Are They?

CLCs are pre-paid training dollars that are converted to units called "credits"

Each Learning Credit carries a face value of $100 USD and is used towards training with authorized, participating Cisco Learning Partners

CLCs foster learning by making it a default part of every network solution

CLCs are ordered like a Cisco product or service CLCs are valid for one year from date of activation Credits are registered, redeemed and monitored in an

online database called the Learning Credits Management Tool (LCMT)

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Cisco Learning Credits (CLCs)What Can They Be Redeemed For?

Authorized TrainingFrom Cisco Authorized Learning Partners or Cisco Advanced Services Education

Packaged, Certification or Custom Training

Cisco Live Virtual subscriptions

Registration at Networkers/Cisco Live Events (USA only)

Certification Labs as part of authorized training

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How Do CLCs Benefit our Customers?

CLCs empower customers to better optimize their Cisco network investment and benefit from a well-trained IT staff.

Specifically, CLCs:

Eliminate the need to allocate funds for training on an ad hoc basis

Reduce the time, effort, and expense of generating multiple purchase orders for training

Simplify the administrative process between the customer and the Authorized Cisco Learning Partners

Offering a training mechanism, which is an integral and indispensable piece of the networking solution

Encourage discussion about training needs at the point of technology acquisition instead of as an afterthought

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CLCs Benefit Cisco Channel Partners

CLCs enable Partners to Close Deals!Provide CLCs in lieu of greater discounts

Drive Incremental Revenue

Increase Deal Size

CLCs help open new opportunities:Support Advanced Technology Growth

Provides Competitive Advantage

Address RFP Requirements for training

Build customer loyalty

Drive more effective use of Partner SE’s time: less post sales support & training

Partners can use to develop their own staff and meet internal training requirements

Distributors and DVARs receive 10% Resell Margin

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Why Should Cisco Sales Teams Care?

CLCs enable Account Teams to Close Deals!Provide CLCs in lieu of greater discountsIncremental Revenue—include training with product salesIncrease Deal Size

CLCs help open new opportunities:Support Advanced Technology Sales Provides Competitive AdvantageMeet RFP Requirements for trainingBuild customer satisfaction and loyalty

Drive more effective use SE’s time: less post sales support & training delivery

CLCs Sales are eligible for Sales Compensation

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Highlight Value of Authorized Learning

CLCs Maintain Learning Integrity. Only Authorized Cisco Learning Partners can offer:

Latest content authorized by Cisco and created by Cisco product teams

Certified Cisco Instructors

Strict quality guarantee managed by a Cisco online evaluation system

Virtual practice labs using the latest Cisco equipment Simulations created by Cisco to help prepare for Cisco exams

Comprehensive learning needs and skills-gap analysis

Customized courses that use Cisco intellectual property

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How to Include CLCs in a Sale?

Sell as line item on your order, just like you would sell a router or switch

Leasing: Add to your Lease with Cisco Capital Use money available from a Cisco Trade-In Migration

Program (CTMP) to purchase CLCs Discounts—Use Learning Credits as an alternative to

cash discounts Revenue Transfers (requires an approved DSA)

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How Much & What Training to Sell?

Use the Cisco Training Map to Build a Learning Plan for your customer

Work with an Authorized Cisco Learning Partner to customize a training plan with specific courses

For rough estimates, use generic technology based approach, depending on customer training requirements …

Technology Solution Purchase Order Line itemLearning Credits per student

Training Value in USD

Core Routing & Switching Add 170 Cisco Learning Credits $17,000

Data Center Training Add 170 Cisco Learning Credits $17,000

IP Telephony Training Add 150 Cisco Learning Credits $15,000

Security Training   Add 150 Cisco Learning Credits $15,000

Wireless Training Add 80 Cisco Learning Credits $8,000

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Where Do I Go for More Information?

To learn more about the benefits of Cisco Learning Credits and how they can drive growth, accelerate the adoption of Advanced Technologies and close current business, use the following sites:

Public: http://www.cisco.com/go/learningcredits

Success Stories: http://wwwin-dev-new.cisco.com/wwchannels/pde/sales_success_stories.shtml

List of Authorized Cisco Learning Partners: http://www.cisco.com/go/learningpartners

Learning Credits are NOT valid in all countries. For a list of available countries, select the Countries of Operation document at: http://wwwin.cisco.com/go/ciscolearningcredits

How do you estimate how many credits you need? Go to the Training Map for an estimate of each course http://www.cisco.com/go/trainingmap

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