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Accelerating Success with Cisco Partner Ecosystem

Ruma BalasubramanianVP, APJC Partner Organization

© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public 2

KoreaBuild to Capture

Create SP BE strongholds

Expand national agenda

Grow commercial business

ASEANSynergy Through Diversity

Accelerate high growth markets

Grow with vertical focus

Grow partner capacity

IndiaShape the Market

Secure core and expand TAM

Grow SP

Align and shape national agenda

Greater China Reset the Game

Grow commercial business

Tier2+ cities

Local innovation and Partnerships

ANZExpand Cisco’s Business

Rapid cloud take up

Enhance business relevance

Grow Commercial + SP

Expand with IoE

JapanInnovate to Break Through

Expand franchises

Grow through IoE

Leverage partners

Theatre Strategies Help Us Capture Local Opportunities

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Connections: More, Faster and Intelligent

Impact

on B

usin

ess a

nd S

ocie

ty

The IoE Market Opportunity

Cisco Confidential 3©2014 Cisco and/or its affiliates. All rights reserved.

Connectivity

Foundation

Email

Web Browser

Search

Networked

Economy

E-commerce

Digital Supply

Chain

Collaboration

Connecting

Communities

Social

Mobility

Cloud

Video

Internet of

Things

Big Data

Analytics

Internet of

Everything

Connecting

People

Process

Data

Things

© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public 4

The Internet of Everything Offers a Very Real Opportunity…

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…and the Network is the Foundation

Cloud

Security

Analytics

Mobility

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What is the IoE Opportunity for You Right Now?

Data Centre CollaborationEnterprise

NetworkingSecurity

SP Routing/

Switching/

Mobility

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You Play a Critical Role in Delivering on the IoE Promise

SolutionsProviders/Systems

Integrators

TechnologyPartners

Distributors

LearningPartners

ServiceProviders

(SPs)

CloudPartners

IoTDevelopers

IndependentSoftwareVendors (ISVs)

ConsultingPartners

ServicesPartners

How Cisco is Helping You Evolve

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How We Help You Today

Programs and Incentives

Sales Engagement

Practice Enablement

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How Cisco’s Practice Enablement is Helping You Grow

Cisco Systems has best-in-class enablement for partners that cuts across its structure for Specialisations, Technical and Sales training around specific architectures.

We have been able to grow our business by over 35% over the last year despite a weak market and currency.

We attribute that to a differentiated set of solutions and close alignment with Cisco’s product and sales strategy.”

Cisco APJC Gold Partner

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What You’ve Told Us is Important to Your Business

• Better profitability programs (VIP)• More new services• Easier to provision, program & implement

• Lead Customers to the Hybrid Cloud• Deepen leverage of network investments• Create a secure environment in an unsecure world

• Collaborate uniquely together• Build & Implement industry applications• Specialized customer offers and support models

• Develop new services and offers together• Expand into new vertical markets• Expand current customer wallet share

GrowthExpand the Services Practice

DifferentiationRemain Competitive

Maintaining Customer Loyalty and Cross-Selling

ProfitabilityLower Operating Costs

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Our Shared Strategy to Help You Evolve

APJC ANZ

GrowFoundational Business

AccelerateTransformational Business

Operational Excellence • Display excellence in sales fundamentals • Focus on programs

• Lead in the innovation and transformation of the partner ecosystem to enable Cisco to be the #1 in IT

• Build scale and ease of doing business• Maximise revenue opportunities

© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Public 14

My Commitment to You Build profitable partnerships

with a long-term lens

Drive the right engagement with our sales teams

Help you capture the IoE opportunity in ANZ

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My Ask of You Talk to your Cisco Partner

Account Manager and develop a joint plan

Build your Cisco pipeline

Close Core Network Refresh opportunities

Thank you.