A: A. The Cisco Trade-In Accelerator Program (TAP) provides financial motivation for partners to migrate their installed base of Cisco and competitive networking equipment. The program does this by rewarding partners with a back-end payment that is proportional to the total trade-in credit dollars a partner has booked and shipped during the program period. Cisco?s standard trade-in program, the Cisco Technology Migration Program (TMP), provides significant trade-in credits to end customers to encourage them to upgrade. The Trade-In Accelerator Program also requires the return of qualified Cisco TMP-quoted equipment per the associated return materials authorization (RMA).

A: The program aims to:
1. Grow revenue by encouraging faster migration of the installed base
2. Create partner incentive to migrate installed base
3. Reward partners for migration of both Cisco installed base and competitive installed base
4. Support the channel partner value model

A: This program:
1. Addresses existing customer and product areas not covered by other Cisco programs
2. Improves opportunities for partner profitability
3. Aligns engagement with the Cisco field

A: Cisco Trade-In Accelerator Program Requirements
Requirements to Enroll in Program
Certification Must be Cisco Gold, Silver, or Premier Certified Partner to enroll. Select is also allowed in APAC.
Optional trade-in plan can be submitted during enrollment. It is encouraged to complete the plan to ensure solid understanding of trade-in opportunities and returns processes within the partners operations. Key subjects including:
1. Actions to migrate accounts
2. Forecast trade in US$
See the TAP Website for a downloadable template.

Requirements to Receive Rebate
Return requirement Partner is required to return trade-in gear on products booked during program period to qualify.
Minimum booked trade-in credits during period a. U.S. and Europe: $25,000 in trade-in credits
1. Rest of world: Theater-defined

Payment amount of 10 to 15 percent of total trade-in credits on qualified bookings during period depending on the theater incentive.

A: The enrollment process is now online at www.cisco.com/go/taptool. Partners need to complete the online application via the TAP Tool. Each partner must complete the noted required fields and upload a Business Plan during enrollment. They have the option to save their information and submit their application at a later time. The same Website contains the enrollment and metrics status for the TAP period in question.

A: The transactions that are eligible for the Trade-In Accelerator Program are done through Cisco TMP, the standard Cisco trade-in program. Cisco TMP covers trade-ins for most Cisco products and many competitive products. When a partner uses the Cisco TMP, trade-in credits (US$) are generated on a quote based on the set of products being traded in and traded to. The total of these trade-in credits (US$) booked during the Cisco TMP program period (and ultimately shipped) become the basis for the potential payment calculation. Payment is calculated as a percent of the total qualified trade-in credits during the period (percentage varies by theater, see theater terms and conditions).

A: Partners should participate in the program because it makes business sense for them to do so. Cisco's trade-in program is already one of the largest channel programs that the company runs, in terms of revenue. The Cisco Trade-In Accelerator Program increases the partner incentive and encourages partners to increase and grow their levels of trade-ins.

A: The Cisco Trade-In Accelerator Program is currently available in the U.S., Europe, Emerging Markets (see country list in terms and conditions for eligible countries), APAC and Canada.

A: This program provides economic incentives for partners to migrate their existing customers to the next generation of networking equipment. The installed base is aging, customers have incentives to migrate (provided by the Cisco TMP)and the timing is right to take advantage of this opportunity to grow. In addition, supporting efforts such as marketing and tools will help partners put more momentum behind this effort.

A: Participation in this program could add three to five partner gross margin points on standard trade-in transactions. Therefore, on any single deal a partner closes, the program significantly enhances the partner's margin on the total Cisco business related to the transaction. The program benefits scale directly with the amount of trade-in business a partner does. The more business a partner transacts, the greater the rewards.

A: 1. Develop a trade-in plan with your CAM to migrate your installed base. See the TAP Website for a downloadable template. While optional this is recommended to map out your trade-in strategy and opportunities.
2. Begin to implement your trade-in plan. Trade-in bookings count from the beginning of the TAP bookings period.
3. Where available attend the Cisco Trade-In Accelerator Program Webcasts or view the recorded Webcast VoDs on the TAP Websites.
4. Enroll in the Cisco Trade-In Accelerator Program when registration opens.
5. Log into the TAP Tool at www.cisco.com/go/taptool and review the Status Report tab where TMP bookings credits and key RMA data can be downloaded and used to track RMA activity with the Order Status Tool (http://tools.cisco.com/qtc/status/tool/action/LoadLandingScreen).

A: Cisco has provided a multiperiod calendar, located on the Trade-In Accelerator Program website.

www.cisco.com/go/tap

Be aware this is a guideline only, and official dates will be found in the TAP period rules in case of errors on the calendar.

A: Use the TAP Tool (www.cisco.com/go/taptool) to download the TAP data for valid TAP transactions. You will see data under the "Periods" tab for transactions that fall into the standard and Excluded transaction criteria, and under the "Large Deals" tab for any deals qualifying under the US$200k minimum TMP credit qualification. These data sets are a snapshot of data typically updated once per month for bookings credits and weekly for returns information after the bookings cycle is complete. These include RMA numbers, order information, RMA value, and returns percentage. Review these data for accuracy and raise any issues to the Partner Relationship team where a case will be created to track your issue. Identify RMAs that are not completely closed and work with the partner sales teams to locate the nonreturned equipment. If a weekly returns information is not adequate, the TAP team encourages the use of the live tool to obtain status of RMAs located via the Order Status Tool (http://tools.cisco.com/qtc/status/tool/action/LoadLandingScreen). Launch the tool and look up data using the RMA numbers provided on the TAP Tool. RMAs created from distribution ordered transactions will need to be tracked by contacting your Asset Recovery representative or by creating a case with the Partner Relationship Team if you don't know your contact or by contacting Asset Recovery team at asset-recovery-tradein@cisco.com for the US/Canada, and asset-recovery-emea-tradein@cisco.com for European countries.

A: The TMP credits data on the TAP Tool is typically updated monthly.

The RMA returns information is updated weekly once the bookings period (through first 6 months) is over. If partners need an update on an RMA more frequently than 1 week, Cisco encourages partners to use the Cisco Order Status Tool to obtain live RMA status information on the TAP RMAs listed on the TAP Tool.

A: Partners can contact the Cisco Asset Recovery team at asset-recovery-tradein@cisco.com for the US/Canada, and asset-recovery-emea-tradein@cisco.com for European countries and report the issue with details on when and what equipment was picked up, RMA number, TMP quote number, and Cisco Sales Order number.

Also create a case by contacting the Partner Relationship team with the potential issue so the appropriate TAP team will be notified of the issue.

A: 1. VIP and OIP -Yes in most theaters; see TAP theater terms and conditions

2. SIP is an upfront credit and cannot be combined with TMP and therefore TAP.

A: Possible reasons include not meeting the minimum certification requirement in your theater. See theater terms and conditions for requirements.

A: Possible reasons include:
a. Partner fails to achieve the minimum percentage threshold for the total trade-in credits for eligible equipment returned by the partner and received by Cisco
b. Partner fails to maintain Cisco Gold, Silver, or Premier certification throughout the program period
c. Partner fails to achieve the minimum threshold for total trade-in credits booked and shipped during the specified period

A: Yes. This is specified in the Cisco Technology Migration Program Terms and Conditions, at: http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf

A: Yes. The Cisco TMP supports both order methods; therefore, the Trade-In Accelerator Program is compliant with both. Please review the Cisco Trade-In Accelerator Program Terms and Conditions at the TAP Website. Only resale and certain two-tier orders can be admitted in the program.

A: No. Similar to the VIP Tool, trade-in credit bookings and returns will be viewable by CAMs and partners via the TAP Tool at www.cisco.com/go/taptool. The TAP Tool will provide monthly updates for Cisco TMP bookings and associated returns rates.

A: TAP has two potential methods for partners to gain more time or have a custom return date to earn payments.

1) TAP Exclusion process to remove orders within one TAP period with TMP credits of US$50,000 or more with the due date on the associated RMA set beyond the final TAP returns measurement. Typically orders will be flagged in the TAP data with an "EP" (Exclusion Potential) and only requires an RMA Extension on the affected RMAs to dates at or beyond the period final measurement date to qualify. Partners have until the end of the 10th month of the period (see Terms and Conditions for exact dates) to completely close the RMA Extension to qualify. If qualified as an Exclusion, the RMA or set of RMAs (same Deal ID #) will receive approximately 90 additional days to return the equipment on the RMA. If partners believe orders should be identified under the same Deal ID # and can prove this with documentation (same end customer, etc), they can create a case with the Partner Relationship team prior to TAP Exclusion deadlines and attach the completed "TAP Exclusion and Large Deal request/recategorization form" to count for an Exclusion review (see specific TAP period rules for deadlines and details to apply for a TAP Exclusion). Note that if both TMP credit size, RMA due dates and deadlines for extending meet the requirement the orders will automatically be qualified as an Exclusion and show on the next TAP upload as Exclusions. Exclusions require the base TAP period payment to have been earned to qualify for receiving an Exclusion payment; failing the standard TAP automatically disqualifies the partner from anExclusion payment for that period.

2) TAP Large Deals are single or grouped sets of orders that combined meet a US$200,000 TMP credit minimum. There is no RMA minimum requirement. Cisco will determine the furthest RMA due date on the combined orders and use that as the final measurement date for that particular Large Deal. Large Deals are measured andpaid independently from standard TAP or Exclusions. Large Deal qualified orders are shown in the "Large Deal" section of the TAP tool and have been flagged as "LD" in the detailed data. See Terms and Conditions for more information concerning Large Deals.

A: TAP Exclusions for trade-in deals of US$50,000 in TMP credits but less than US$200,000 are handled as follows:
● The TAP reports will automatically group transactions by deal id to determine size of deal
● All transactions to be combined must have RMA due dates meeting or exceeding the final TAP measurement date (April 24, 2010 for period 9) to be considered for Exclusion qualification
● Benefit: An approximately 90-day extension to the TAP measurement deadline is granted to all grouped transactions that meet the deal size and RMA date requirement for Exclusions.
● Excluded transactions must occur within a single TAP period.
● The TAP period standard payment must also have been achieved before being considered for an Exclusion payment.
● The payment is measured for all Excluded transactions combined for that period and pays the theater TAP payment percent of the Excluded TMP credits booked in the TAP period

A: A TAP Large Deal is a deal that can span multiple periods of
US$200,000 or more in TMP credits which receives a special measurement date and is paid individually. These are handled as follows:
● Deals for the same end customer must have US$200,000 in TMP credits or more starting in TAP period 7 and continuing through period 9.
● A Large Deal can span multiple TAP periods and be considered as one TAP Large Deal for measurement and payment (for example, one transaction falling in TAP period 7 and another with the same deal identifier and customer name falling in TAP period 8).
● These types of TAP Large Deals are measured and reported separately from the typical period, based on the farthest RMA due date for the orders qualifying for that deal. Extending RMA due dates can give additional time for qualifying Large Deals.
● Large Deals can earn payment based on the period that the orders book or are qualified within TAP. See individual period payment percentages in the terms and conditions. If the 85 percent return rate is achieved on the sum of the RMA value due to Cisco, that particular Large Deal will earn a payment provided certification rules within the period are also met. The period in which the transaction books determines the percentage payment approved for that period. TAP data shows what period it originates from and will dictate the percent of payment if earned.

A: If there are transactions you believe are incorrect for either qualifying or already qualified for Exclusions or Large Deals and you wish to change the status you must request this from the TAP team using the Partner Relationship Team case creation process. You must do the following:

1) Download and complete the ¿TAP Exclusion and Large Deal Request / Recategorization Form¿ and send it to the Partner Relationship Team via case
2) This must be done by the TAP Exclusion and Large Deal Request / Recategorization Form deadline as detailed in the rules and also seen on the calendar. This typically corresponds to the end of the 10th month of the period.

If after review the transactions are viewed as meeting the guidelines you will receive feedback via the case as such or a rejection of the request. If approved the transactions will be moved into the appropriate TAP transaction category and the next upload will show the data as such.

A: The process for requesting RMA Extensions is found here:

http://www.cisco.com/web/partners/pr11/incentive/tmp/rma_ext.html

RMA Extension requests can take weeks to process so please allow at least 2 weeks to process if you need RMA dates changed to meet Exclusion or Large Deal critical deadlines to qualify or measure respectively.

A: The TAP application has a section in the View/Update Application tab called Additional Partner Cisco.com IDs. Partner application key owners and prime CAMs as listed on the TAP application can add additional partner Cisco.com IDs to allow those people read-only access to the application data. Sensitive banking information is not visible to the read-only viewers.

A: The TAP tool has the ability for the main CAM as identified by the partner to add other Cisco e-mail IDs to the application in the View/Update Application section under the heading Additional Cisco CAM E-Mail IDs. The main CAM can add as many Cisco e-mail IDs as required (ie. chambers, jrichard).

A: The program is open to all Cisco Gold, Silver, and Premier Certified Partners (APAC also allows Select Certified Partners). The program period for TMP bookings depends on which period the partner is enrolled in (see specific program rules document for details). It covers resale and non-internal use leasing Cisco and competitive trades booked during the program period through the standard Cisco TMP. Two-tier orders must be booked as Cisco TMP-type DARTs and the distributor claim must be approved by Cisco before the order is included in TAP. The partner must enroll in the program in order to be eligible. TAP periods have varying enrollment dates. Please see the appropriate program terms and conditions document for details. Program payments will be paid on eligible transactions provided the minimum credit threshold is met, the 85 percent of RMA valued equipment is received and shows on the

A: RMA status tool, and all other certifications and requirements are in good standing.

Cisco Trade-In Accelerator Program Overview
Goal Accelerate trade-in of installed base of Cisco and competitive networking equipment.
Program concept: payment to partner is based on total qualified trade-in value booked during program period. Each six months booking period aligns with the Cisco fiscal quarters. Typically odd TAP number periods will combine Q4 and Q1 orders and even TAP number periods will combine Q2 and Q3 orders.

A: 1. Program equipment returns final deadline (must show on Order Status Tool to qualify)
See TAP calendar at www.cisco.com/go/tap to find a simple consolidated multi-period calendar showing the returns, bookings deadlines and deadlines for requesting review of potentially incorrect information.

2) Products covered
a. All Cisco and competitive products through Cisco TMP trade-ins
b. Resale transactions only - no internal purchases
Reward structure
c. Payment percentage varies by theater. This is based on total qualified TMP trade-in credits
d. Partner must book a minimum qualifying TMP credits (varies by theater) during the program period and return 85 percent of the RMA credit values of trade-in equipment to qualify

3. Eligible partners Partners must maintain Cisco Gold, Silver, or Premier Certified Partner status throughout the program period to remain eligible. APAC also allows Select in maintaining eligibility.

4. Payment timeframe: occur based on one of two measurement periods. Partners that meet the payment requirements at the first measurement period will receive the full payment. Partners that did not initially meet payment requirements will be re-measured at the second date, and paid if they meet all qualifications.