© 2008 Cisco Systems, Inc. All rights reserved.Cisco Confidential 1 Didier Chesneau Sales Business Development Manager - EAST Public Sector & Technology

© 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

Didier Chesneau

Sales Business Development Manager - EAST

Public Sector & Technology Solutions Segment

Cisco SLED Team and SLED Offers Overview

Q3 FY 2010

“One Channel, One Public Sector, One Cisco”


Agenda

Introduction to new Cisco State & Local Government and Education (SLED) team

Opportunities in Government & Education

Cisco value proposition to customers in Government and Education

Cisco's value to resellers in Government and Education

Success Stories

Education and Government Offers/Programs for 2010


Capacity Development Requirements Capacity Development Requirements

Economic Stimulus

Domain Expertise

Funding impulse for PS GTM

Incremental Revenue

Tier 3/4

Geographic Coverage

Geography Coverage

GTM Plan

Partner Gaps (locations)

Vertical Solutions

Safety & Security

CRE

Healthcare

Etc.

Partner Development/Recruitment

Top SLED Partners (Existing)

Enablement: Selling in SLED

Recruitment: Selling in SLED

Contracts Identify Relevant RTMs– State/Regional

– Country Wide

Partner/Technology Mix (i.e. ensure AT’s have RTM)

Alternate Funding

E-Rate

Grants

Bonds

Cisco Capital

Lead Efforts in…


Tier 3/4: A Definition (sort of)

Cisco Accounts: 24,000 Named Tier 3/4 *

*Excluding markets: ND, SD, Montana, & Alaska

Represents approximately 50% of SLEDRepresents approximately 50% of SLED


Win Profile in Tier 3/4

Tier 3 Customer business needs:

–802.11n coverage for 28 schools

–Local partner trusted advisor

–Flexible budget to seed weight loss application

–Jamie Oliver “Food Revolution USA” - ABC

(VAR) Partner drivers

–Profitability

–Ease of sale

–Customer price sensitivity

Impact

–Growth: ~$600,000 sale

–Profitability: Borderless Offer For Education Discounts

–Competition: Beachhead in HP/3COM account

–Improving kids’ lives through better food choices


Cisco SLED Team Alignment

SLED Field

Channels Field

SLED

Cha

nnel

s Te

am

Alignment and Consistent Focus on SLED Priorities


Public Sector Program Management OfficeVision: A loyal and profitable PS partner eco-system that acts as a transformational force for government.

Penny JohnsonHoralek/Semler

Schlereth

Suzanne JenningsJauch/Cooper

Betts

Didier ChesneauDoyle/Morelli

Rosa

Rusty SmithVinceAdair

TBD

Sales Business Development Managers

TBDEducation

Peter HirschHealthcare

Bob StanberrySafety & Security

John SchlabachCRE

Solutions Business Development Managers

??


Engagement

CAM/VCAM lead

SLED Team as subject matter experts

Business development in…–Economic Stimulus

–Alternate Funding

–Contracts

–Tier ¾

–Partner Development & Recruitment

–Vertical Solutions


Opportunities in Government and Education and Value Propositions


Opportunities in Government and Education

Broadband (Telehealth, distance learning, Public safety

Online services for Constituents – dashboards

Community College Renovations

Classroom modernization (DMS, paging, power management

Security and Alert systems

IP Surveillance and Physical security

Upgrades in Emergency response communications

State wide Education Data Systems

Expanded requirements for data warehouseng/analytics


Addressing Customer Problems

Broadband Online services for Constituents Community College renovations (Power mgmt.) Classroom modernization Security and Alert systems Connection of Parents through Technology

Increased distance learning efforts evolving College experience

IP Surveillance and Physical Security solutions

Upgrades to Emergency response Communications

Community College renovations (DMS)

Statewide Education Data Systems

Expanded requirements for data warehousing/analytics (ARRA compliance)


ATP

Advanced UC

UC Express

Premier

Registered

Status Data Center

Reseller Opportunity

CollaborationBorderless


Case Studies


Borderless Network Case Study

Industry Leadership WorldwideIndustry Experience

This customer operates the primary interstate law-enforcement network in the United States.

The information in messages that travel over their system is instrumental in saving the lives of citizens as well as first responders. They carry over 90 million messages each month to over 30,000 agencies and 500,000 devices at the local, state, and federal levels in the U.S. and Canada.

Because the security, reliability, and flexibility of the network directly affect public safety, they chose a reliable foundation infrastructure from Cisco.

“Our system is defined by the fact that it’s always there. It’s mission-critical, it’s life or

death, and we need equipment we can rely on. That’s why we

chose Cisco.”

- Director of Operations


Collaboration Case Study

Cisco IP Communications, VPN, and Security solutions

New Catalyst 6500 switches with firewall services module

Intelligent access routers with SRST

Call Manager, IP Phones, and Unified Messaging

Results

Replacing Centrex system with Cisco IP Communications will save the city $100,000/year

Reduced time of network management and adds, moves, and changes

Citizens’ needs are met more quickly

Better protect sensitive data and communications

Upgrade over-loaded foundation network and simplify network management

Improve communication between offices/agencies

SolutionsGoals

“No vendor other than Cisco was able to provide the complete solution from one manufacturer. All the other vendor solutions included partners. We tried multiple vendors in the past and there was a lot of finger pointing and it did not work for us. The all-Cisco solution provides us with what we need today and allows us to be able to add what we need in the future, without breaking the bank.”

-Director Of Technology

City government

client


Data Center Case Study

Network and strategy support ‘No Child Left Behind’ legislation

Improved security for data and records

Future

Opportunity

Network architecture is foundation for future growth

Digital video enables enhanced curriculum, improves collaboration

IP telephony improves communications, reduces teacher overhead

Regulatory

Compliance

Enhanced

Education

“Our mission is to provide a world-class education for all of our students, to educate them to their full potential, and to challenge them in ways they’ve never been challenged before.”

Public school system in

metropolitan Washington

Routing and Switching

WLAN

Security

IP voice

Ad

van

ced

Tec

hn

olo

gie

s

IP Video

Content Management

31 Campus/Branches

Data CenterWAN


Education

Orchestrator Case Studies

Government

$ 3 millionannual savings

50,000 PCs centrally managed

across 2,239 retail bank branches in 15 states plus dozens of corporate office locations

- 65% CO2annual reduction

Financial Sector

$ 800,000annual savings

30,000 PCs across 19 campuses with

centralized server & reporting with distributed PC power policy administration

- 7,800 tons CO2annual reduction

$ 480,000annual savings

60,000 PCs across 47 geographically

dispersed state agencies with independent power policy administration

- 4,000 tons CO2annual reduction


Challenges Facing Schools in Today’s Global, Dynamic Economy

Increase efficiencies and contain costs

Improve school safety and security

Facilitate next generation learning to prepare the future workforce


AnyoneAnywhere

Any Device

Any Resource

BORDERLESS NETWORKSA Next Generation Architecture for the Agile Delivery of

Services and Applications

The Transformation: The World Is Our New Campus/Workspace


Schools Are Using Cisco’s Service Ready ArchiteBorderless nesaacture [SRA] and Solutions to…

Benefits:

Enable next generation learning

Enhance safety and security

Increase administrative, operational, and energy efficiency


What could we be doing better? Gaps?

Versus industry peers

Versus competition

What more do we need to grow the reseller?

What more do we need to grow Tiers 3 & 4


GovEd Offers


SLED Offer Update

Technology–Borderless – Borderless offer for Education

–Collaboration –

•Singlewire (ex-Berbee) Informacast SPIF

–All expense-paid vacation for VCAM, CAM or partner

Business–GE Capital

–Grants Office

Other – –Portal - www.cisco.com/go/econstim


Borderless - Smart $aving for your Education Customers in 3 easy Steps

Step 1: Position Cisco’s 802.11n and switch technology

Step 2: Make your customers aware of the 10% - 15% discounts they get through buying bundles:

Step 3: Make your customers aware of the additional 5% - 10% offyou could get them by leveraging the Limited offer for Education

http://www.cisco.com/web/partners/sell/promotions/index.htmlhttp://www.cisco.com/web/partners/sell/promotions/index.html

Collaboration - Informacast

Overview:• InformaCast software ordered for a SLED or FED

customer between March 1st and July 31st, 2010• Partners will be measured on InformaCast sales

to FED and SLED customers• Partner registration and deal reporting is required• Partners can register to play at –

www.singlewire.com/register

8 Partner Winners8 Partner Winners2 CAM/VCAM Winners2 CAM/VCAM Winners

The more you sell the The more you sell the better your chancesbetter your chances

Channel Finance Program StructureGE makes it easy for your partners

$50,000 to $500,000 of incremental credit lines

Apply online: www.echannelfinancing.comRequire at least 1 year in business, registered with Dun & Bradstreet, and annual revenues at least $250,000

No interest 60 day payment terms for Cisco Partners

24-48 hour approvals

Distributor can ship immediately Partners can later apply for credit lines > $500K

Easy to use, reliable, online account management

Nikolas ScaliseFederal & Commercial TechnologyBusiness Development

P: 571-212-6632F: 202-478-5187E: [email protected]

Barry LeporeCisco On-Site ManagerBusiness Development

P: 408-525-3965E: [email protected]


Grants Office Engagement

New Cisco Grants Support Program available to any partner on an opportunity by opportunity basis

Document describes the program, offers best practices, and explains how to engage

Posted on the Economic Stimulus Partner Community https://www.myciscocommunity.com/docs/DOC-15401

Reach out to your CAM to engage the SLED SBDM team for additional questions


Portal

www.cisco.com/go/econstim

Playbooks

Partner Advantage monthly webcast information

Much, much, more!


Documents

© 2008 Cisco Systems, Inc. All rights reserved.Cisco Confidential 1 Didier Chesneau Sales Business Development Manager - EAST Public Sector & Technology