Cisco Customer Success Calculator

Total Annual Software Sales
Average Software Deal Size
Average Hardware Margin
Average SmartNet Total Care Margin
Average Professional Services Margin
Current Renewal Rate
Increase in Renewal Rate as a result of Customer Success Organization
Total New Business Opportunity
Increase in Maintenance Services as a result of CSO
Increase in Implementation Services as a result of CSO
New Adoption Consulting Services as a result of CSO
Current Close Rate on Pipeline
Increase in Close Rate as a result of Customer Success Organization
Percent of the business is up for renewal annually
Annual Growth Target
Expand Revenue percentage resulting from having Customer Success Organizaiton
Gross Margin on Software
Gross Margin on Maintenance Services
Gross Margin on Profession Implementation Services
Gross Margin on Application Development
Gross Margin on Adoption Services
Percent of Adoption Services Billable
Number of Adoption Specialist currently employed for Software Practice

% of a managers weekly time to manage Software Adoption Practice
Pipeline needed to achieve Annual Growth Target

	Lifecycle Advisor Incentives
	Non-EA Collaboration / Security / WebEx / DNA	EA Collaboration/Security / Cisco One	Customer Success Plans	Expand Incentive
Payout per deal	Small Deal = $15K Medium Deal = $25K Large Deal = $45K	Small Deal = $25K Medium Deal = $50K Large Deal = $100K	$5K per Success Plan written	3% of software cost on expand opportunity for the same software platform
Quarterly Limit	Maximum 3 Per Quarter Per Software Platform	Maximum 3 EA's Per Quarter in any combination (e.g. 1 Collab + 1 Sec +1 C1 = 3 total)	Maximum 3 Per Quarter Per Software Platform	Assumed Expand percentage of original deal
	Number of Qualifying Software Deals added per quarter	Number of Qualifying Collaboration ELA Deals added per quarter	Number of Qualifying Success Plans written per quarter	Expand Incentive

EA Eligible

Collaboration	Enrolled	Large Deals Per Quarter ($2 Million plus)	N/A
		Medium Deals Per Quarter ($500K to less than $2 Million)	N/A
		Small Deals Per Quarter ($25K to less than $500K)	N/A
		Total Collaboration Deals

Security	Enrolled	Large Deals Per Quarter ($2 Million plus)	N/A
		Medium Deals Per Quarter ($500K to less than $2 Million)	N/A
		Small Deals Per Quarter ($25K to less than $500K)	N/A
		Total Collaboration Deals

Cisco One	Enrolled	Large Deals Per Quarter ($2 Million plus)	N/A	N/A
		Medium Deals Per Quarter ($500K to less than $2 Million)	N/A	N/A
		Small Deals Per Quarter ($25K to less than $500K)	N/A	N/A
		Total Collaboration Deals	N/A

WebEx/Spark	Enrolled	Large Deals Per Quarter ($2 Million plus)	N/A	N/A
		Medium Deals Per Quarter ($500K to less than $2 Million)	N/A	N/A
		Small Deals Per Quarter ($25K to less than $500K)	N/A	N/A
		Total Collaboration Deals	N/A

Digital Network Archicecture	Enrolled	Large Deals Per Quarter ($2 Million plus)	N/A	N/A
		Medium Deals Per Quarter ($500K to less than $2 Million)	N/A	N/A
		Small Deals Per Quarter ($25K to less than $500K)	N/A	N/A
		Total Collaboration Deals	N/A

Quarterly Customer Success Plan Incentive
Quarterly Business Outcome Incentive
Quarterly EA Incentive
Quarterly Margin Increase as a result of Expand Revenue
Quarterly Expand Incentive
Quarterly VIP increase as a result of Expand Opportunity (Assumes 5% VIP Rebate)
Total Net New Quarterly Incentive

IMPORTANT: If you are not participating in the SmartNet Total Care program, please skip this page.

Average Revenue in Partner "Land" (Net New) Deal
Average Hardware Margin
Average SmartNet Total Care Margin
Average Professional Services Margin
Number of SmartNet Customers
Average SmartNet Total Care deal size
Number of existing SmartNet customers using Total Care
% SmartNet Customers Base Converted to Total Care Per Quarter
Historical renewal rate for SmartNet
Total Annual SmartNet Nenewal Opportunity

Annual Growth Target
Number of Adoption Specialist currently employed for SNTC
Number of Data Analysts currently employed
Dedicated tool in place for customer base to leverage
Dedicated tool in place for Adoption Specialist and Data Analystst to leverage
% of Adoption Specialist Time that is Billable
% of a managers weekly time to manage Smart Services Adoption Practice

IMPORTANT: If you are not participating in the SmartNet Total Care program, please skip this page.

Number of SNTC Customers
Annual SmartNet Revenues
Average Renewal Rate
Existing Attach/Renew Rebate %

Current SNTC Annual Revenue

Historical increase in SNTC over SmartNet
Smartnet/ SNTC Margin
Professional Services Margin

	SmartNet Revenue	SmartNet Total Care Revenue	Additional Profit Profit	Percent Increase
Renewal Revenue			N/A	N/A
Partner Purchase Price for SmartNet/SNTC			N/A	N/A
Gross Margin (in Dollars)
Gross Margin (As a %)			N/A	N/A
Discovery of devices w/o Maintenance Contract
Annual Time Saving in hours per contract	N/A	N/A
Adoption Specialists Billable Hours as % of their time	N/A	N/A
Number of Customers Converted to Total Care from Existing Customer Base Annually	N/A	N/A	N/A	N/A
Take-Over Business as a result of Total Care in new customers above	N/A	N/A	N/A	N/A
Resulting Increase of Revenue Resulting from Take-Over Business	N/A
Increase in Attach/Renew Rebate	N/A	N/A
	Annualized Total SNTC Revenue Increase		N/A	N/A
	Annualized Total Profit Increase	N/A

Lifecycle Advisor Collaboration Partner	Yes No
Lifecycle Advisor Security Partner
Lifecycle Advisor Cisco One Partner
Lifecycle Advisor WebEx/Spark Partner
Lifecycle Advisor Digital Network Architecture Partner

Lifecycle Advisor Collaboration Partner	Yes No
Lifecycle Advisor Security Partner
Lifecycle Advisor Cisco One Partner
Lifecycle Advisor WebEx/Spark Partner
Lifecycle Advisor Digital Network Architecture Partner

Lifecycle Advisor Collaboration Partner	Yes No
Lifecycle Advisor Security Partner
Lifecycle Advisor Cisco One Partner
Lifecycle Advisor WebEx/Spark Partner
Lifecycle Advisor Digital Network Architecture Partner

Customer Success Calculator

Lifecycle Advisor Collaboration Partner	YesNo
Lifecycle Advisor Security Partner	YesNo
Lifecycle Advisor Cisco One Partner	YesNo
Lifecycle Advisor WebEx/Spark Partner	YesNo
Lifecycle Advisor Digital Network Architecture Partner	YesNo