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Conference Guide

Welcome


Dear Valued Partner,

on behalf of cisco, we would like to welcome you to Partner Summit 2011. We are very pleased you have chosen to join us in New orleans for our most important partner event of the year.

our theme for this year’s event is ImPAcT. Together, we have had dramatic impact on our customers, our businesses and the industry. At this year’s event, we will focus on how we can continue to impact our business relevance to customers while capturing market transitions and growth opportunities.

At Partner Summit 2011, you will hear about cisco’s strategic direction for partnering around the globe, while gaining insight about how to profitably evolve your organization to take advantage of exciting new opportunities in our journey together.

New orleans is the perfect city for us to celebrate your role in the cisco channel community. With the incredible food and music the city has to offer, the Wednesday theater events are sure to be a hit once again this year. on Thursday evening, the global event at the House of Blues will feature a musical line-up of some of the best New orleans musicians. You won’t want to miss the evening events.

We’d like to thank you for choosing to spend time with us this week. We value your partnership and we strive to make cisco Partner Summit a truly valuable experience for you.

Best Regards,

Keith Goodwin edison PeresSVP, Worldwide Partner organization SVP, Worldwide channelscisco cisco

4 cisco Partner Summit 2011


Conference Overview

conference Agenda At-a-Glance ..............................................................................11

Global General Session Speaker Highlights ...................................................13

Guest Speaker ...........................................................................................................................19

Business leadership Breakout Speakers ..........................................................20

Conference Schedules

monday and Tuesday. ..........................................................................................................27

Wednesday ..................................................................................................................................29

Thursday .........................................................................................................................................31

Breakout Sessions

overview .........................................................................................................................................35

Schedules ......................................................................................................................................36

Abstracts .........................................................................................................................................39

General Information and Maps

General conference Information ................................................................................49

conference map ......................................................................................................................53

New orleans Walking map...............................................................................................56

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Global Networking Reception

Looking to meet Cisco executives?

Stop by the Global Networking Reception and look for cisco executives that will be easily identified by their mardi Gras beads. cisco executives will be serving an array of beverages. looking to meet partners from theaters around the world? Visit the theater lounges where partners will be feasting on worldly delights and networking with partners from around the globe.

Tuesday, March 1

4:30 p.m. – 6:30 p.m.

Convention Center,

Exhibit Level, Hall I-1

Highlights of Virtual Partner Summit include:

• live streaming of general sessions and business transformation breakout sessions

• live, interactive executive chat sessions

• on-demand sessions to learn about technology programs and solutions

• Social media integration to facilitate interaction with partners and cisco

• opportunity for partners to win prizes for online participation in the environment

• Access to Videos on Demand for general sessions and business transformation breakout sessions

Virtual Partner Summit

Get your teams back home to experience Partner Summit…virtually.

Virtual Partner Summit is open to all cisco registered partners with a cco login. Your colleagues can experience this interactive world that provides access to a vast range of content.

How to Joinwww.cisco.com/go/virtualsummit


Conference Agenda At-a-Glance

Monday, February 28

8:00 a.m. Registration exhibit level, Foyer I-19:00 a.m. Executive 1:1 Meetings exhibit level, Hall I-29:00 a.m. Collaboration Lounge exhibit level, Hall I-1

Tuesday, March 1 Opportunity

7:00 a.m. Registration exhibit level, Foyer I-18:00 a.m. Breakfast exhibit level, Hall H9:00 a.m. Global General Session level 2, Auditorium11:30 a.m. lunch exhibit level, Hall H11:30 a.m. Women in Channels Lunch (by invitation only) level 2, Room 28511:30 a.m. Executive 1:1 Meetings exhibit level, Hall I-211:30 a.m. Collaboration Lounge exhibit level, Hall I-1 1:30 p.m. Theater Sessions level 2 meeting Rooms4:30 p.m. Global Networking Reception exhibit level, Hall I-1

Wednesday, March 2 Innovation

8:00 a.m. Registration exhibit level, Foyer I-18:00 a.m. Breakfast exhibit level, Hall H9:00 a.m. Global General Session level 2, Auditorium11:00 a.m. lunch exhibit level, Hall H11:30 a.m. Business Transformation Breakouts level 2 meeting Rooms11:30 a.m. Executive 1:1 Meetings exhibit level, Hall I-211:30 a.m. Collaboration Lounge exhibit level, Hall I-1 6:00 p.m. Master Reception (by invitation only) level 2, Room 2857:00 p.m. Theater Evening Events

Thursday, March 3 Leadership

8:00 a.m. Registration exhibit level, Foyer I-18:00 a.m. Breakfast exhibit level, Hall H9:00 a.m. Executive Exchange (requires separate registration) level 2 meeting Rooms9:00 a.m. Business Leadership Breakouts level 2 meeting Rooms9:00 a.m. Executive 1:1 Meetings exhibit level, Hall I-29:00 a.m. Collaboration Lounge exhibit level, Hall I-111:30 a.m. lunch exhibit level, Hall H2:00 p.m. Global General Session level 2, Auditorium7:00 p.m. Global Evening Event House of Blues

executive exchange

executive exchange is a unique opportunity to ask top-of-mind questions to cisco leaders in a small, informal group setting. Hosted by Worldwide cisco leaders and theater executives, the exchanges offer an opportunity to ask questions and get to know the cisco leadership team better in a more intimate and informal setting.

If you have already signed up and your plans have changed, stop by the Registration Desk and let us know so we can release your seat for this sold-out program.

Each Exchange is

limited to 50 partners

and pre-registration is

required.


Global General Session Speaker Highlights

Keith GoodwinSenior Vice President, Worldwide Partner OrganizationCisco

Keith Goodwin is Senior Vice President of cisco’s Worldwide Partner organization. His group is responsible for supporting cisco’s global business with more than 60,000 partners, representing the company’s primary route to market. This global partner community, which includes systems integrators, value-added resellers, distributors, services and technology partners, accounts for more than 80 percent of cisco’s revenue. These partners expand cisco’s customer reach with innovative solutions and services based on cisco technology.

Goodwin and his team develop the strategic initiatives and program innovations that create capacity to drive cisco’s growth in existing markets and new areas of opportunity. They also ensure that partners have the right capabilities and skills to meet evolving customer needs, while accelerating market adoption of cisco products and services. Under his leadership, customer satisfaction with cisco’s partners and the loyalty of partners to cisco increased to all-time highs.

Goodwin also co-chairs cisco’s commercial Business council and Small Business council, which govern the global vision, strategy, and execution for the company’s cross-functional efforts in both of these key market segments.

leading channel publications have recognized Goodwin’s impact on the industry. He was named channel executive of the Year by Everything Channel in 2009, one of the “Top 12 channel execs” by eWeek Channel Insider in 2008, and one of the “Top 25 most Innovative executives” by CRN in 2007.



Edison F. PeresSenior Vice President, Worldwide Channels Cisco

edison Peres is Senior Vice President, Worldwide channels at cisco. In this role, he is responsible for the design, enablement and management of cisco’s resale channel business. This industry leading channel model delivers more than 80 percent of cisco’s revenue and is the primary route to market for all of cisco’s products and services, encompassing both resale and distribution channel partners.

Peres and his team focus on creating and driving channel sales, marketing strategies, programs, and engagement models to accelerate cisco’s growth and enable partners to transform and grow their businesses, adopt new technologies, and improve their profitability.

During his nine years at cisco, Peres has pioneered many of cisco’s innovative sales and channel strategies. He helped design and has evolved cisco’s industry leading partner program with unique incentive programs such as the Value Incentive Program (VIP) and opportunity Incentive Program (oIP). These value-based programs have resulted in increased sales, improved partner profitability and customer satisfaction through the channel.

Peres has been recognized for his leadership many times over the years, including being named as a channel chief and one of the Top 25 executives by CRN, and as a Top channel executive by VAR Business. most recently he was named one of the Top 25 channel Sales leaders by CRN for 2010.


John T. ChambersChairman and Chief Executive OfficerCisco

John chambers is chairman and ceo of cisco. He has helped grow the company from $70 million when he joined cisco in January 1991, to $1.2 billion when he assumed the role of ceo, to its current run rate of $40 billion. In November 2006 chambers was named chairman of the Board, in addition to his ceo role.

chambers has received numerous awards for his leadership over his past 16 years at the helm of cisco, including Time Magazine’s “100 most Influential People,” one of Barron’s’ “World’s Best ceos,” the “Best Boss in America” by 20/20, one of BusinessWeek’s “Top 25 executives Worldwide,” “ceo of the Year” by Chief Executive Magazine, the Business Council’s “Award for corporate leadership,” and “Best Investor Relations by a ceo” from Investor Relations Magazine three times. During his tenure as ceo, cisco has been named to Fortune’s “America’s most Admired company” list seven times, BusinessWeek’s “Top 50 Performers” list six times, Forbes’ “leading companies in the World,” and is one of the top 10 places to work in the United States, china, Germany, France, India, UK, Australia, Singapore, and several other countries.

chambers joined cisco in 1991 as Senior Vice President, Worldwide Sales and operations. He assumed the role of President and ceo in 1995. Prior to joining cisco, he spent eight years at Wang laboratories (1982-1990) and six years with IBm (1976-1982).



Michael Capellas Chief Executive Officer Acadia

michael capellas is the chief executive officer of Acadia. Acadia is a joint venture of cisco and emc with investments from Vmware and Intel. Acadia helps organizations leverage best-in-class technologies and disciplines from cisco, emc, and Vmware, to accelerate adoption of virtualized cloud infrastructures. He also is chairman of the Board for the Virtual computing environment coalition and serves on the board of directors of cisco Systems Inc. and the national board of the Boys and Girls clubs of America.

Prior to joining Acadia in 2010, capellas was the chairman and ceo of First Data corp. A 30-year veteran of the IT industry, capellas is a recognized global thought leader in the technology space. In addition to his work with First Data, capellas served as ceo for compaq computer corporation and mcI.

He began his career with Schlumberger limited and went on to hold senior management positions at Schlumberger, oracle corporation and SAP Americas. He joined compaq in 1998 as chief Information officer and was named chairman and ceo in July 1999. After the merger with HP, capellas served as President of HP. In 2002, he accepted the challenge of leading mcI (then Worldcom) through the largest corporate reorganization in history. For three years, capellas served as mcI’s President and ceo and oversaw the successful rebuilding of the company. Turnaround completed, Verizon communications ultimately acquired mcI in 2006. Following mcI, he was a senior advisor to Silver lake Partners, an investment firm that focuses on large-scale investments in technology and related industries.


Robert LloydExecutive Vice President, Worldwide Operations Cisco

As executive Vice President, Worldwide operations for cisco, Robert lloyd leads Worldwide Sales, the Worldwide Partner organization, and the Internet Business Solutions Group. He is also a member of the cisco executive committee, which sets strategic direction for each of cisco’s market segments.

With more than 16 years of global leadership experience at cisco, lloyd has managed the majority of cisco’s worldwide business. Prior to his current role, he held the position of Senior Vice President, U.S., canada and Japan, overseeing two of cisco’s five major “theaters.” lloyd also served as President of cisco’s europe, middle east and Africa (emeA) region for more than four years.

lloyd joined cisco in 1994 as General manager of cisco’s canadian subsidiary. He went on to serve as Group Vice President, emeA, for cisco’s enterprise, service provider, and small to medium-sized business markets.



Padmasree WarriorChief Technology OfficerSenior Vice President/General ManagerEnterprise, Commercial and Small BusinessCisco

As chief Technology officer, Padmasree Warrior helps define cisco’s technological strategy and helps drive innovation across the company, working closely with the senior executive team and board of directors. As an evangelist for what’s possible, she pushes the organization to stretch beyond its current capabilities – not just in technology, but also in its strategic partnerships and new business models.

In her role as the SVP/Gm of enterprise, commercial and Small Business, Warrior sets the vision and strategy for the organization’s strategic priorities especially with respect to the company’s focus on architectural plays: Borderless Networks, Data center/Virtualization, collaboration, Security and mobility. She leads a team of 10,000 engineers.

In addition to her work at cisco, Warrior serves on a broad range of government and industry advisory boards, as well as those of charitable and community organizations. Recently, Fast Company Magazine selected her among the “100 most creative People in Business” and she was one of six women nationwide selected to receive the “Women elevating Science and Technology” award from Working Woman magazine. In 2007, she was inducted into the Women in Information Technology International Hall of Fame.

Warrior joined cisco in 2007. Prior to that, she was the cTo at motorola.


Guest Speaker

James Canton, Ph.D.Futurist, Author and Visionary Business Advisor

Dr. James canton is a renowned global futurist, social scientist, author and visionary business advisor to the Global Fortune 1000. He is the author of The Extreme Future: The Top Trends That Will Reshape the World in the 21st Century, and Technofutures: How Leading-Edge Innovations Will Transform Business in the 21st Century. Dr. canton is ceo and chairman of the Institute for Global Futures, a leading think tank he founded in 1990 that advises business on future trends. He is a Senior Fellow at the center for Research in Innovation at the Kellogg School of management. He has advised three White House Administrations, the National Science Foundation and mIT’s media lab, europe. Dr. canton is a highly sought-after keynote presenter and has spoken to thousands of organizations on five continents. His keynote session focuses on how complex new challenges brought by the customer, technology, competitors and the marketplace will make being successful in business tougher to accomplish in the extreme Future. If there is one skill that may offset these challenges it is navigating extreme change.

managing change has become recognized as one of the key drivers of competitive advantage, growth and success for any business. many of the challenges facing business can be overcome by better managing change. Being a faster, smarter change manager will be a vital competency for the 21st century leader. How leaders understand change and use change differently than the competition may become a secret weapon for building future growth and sustainability into their business. Dr. James canton will teach leaders how to manage change for innovation to get the authentic benefits.


Business Leadership Breakout Speakers

Scott McKainBusiness Thinker and Author

Growing successful businesses and developing corporate leaders within his own $100 million-plus organization has been Scott mcKain’s calling; speaking from experience is his true passion. His understanding of real-world business and his ability to fully engage his audience also enabled the development of Value Added Institute, a think tank with an extensive and diverse faculty that explores the activities organizations must execute to enhance customer loyalty, where he serves as chairman.

In his latest book, The Collapse of Distinction, mcKain takes a revolutionary approach in clearly showing how organizations and individual professionals create differentiation in the market—and it has already been called “one of the most important business books” in recent history.


Dr. J.P. Pawliw-FryAuthor and Performance Coachto Olympic Athletes and Business Leaders

Dr. J.P. Pawliw-Fry is an author and performance coach to olympic athletes and business leaders. Pawliw-Fry is president and co-founder of the Institute for Health & Human Potential (IHHP), a corporate training company specializing in building high performance individuals and organizations. He has had extensive experience working with individuals dealing with stress encountered in a high performance environment.

Using cutting edge research and personal stories from the world of sports and business, Dr. Pawliw-Fry teaches his audiences the principles of emotional intelligence and high performance and inspires them to take their careers, businesses and personal lives to the next level.


Business Leadership Breakout Speakers

Chester EltonSenior Vice President, Carrot Culture Group with the O.C. Tanner Recognition Company

New York Times, USA Today and Wall Street Journal bestselling author chester elton has once again transformed the corporate playing field with The Orange Revolution, recognized worldwide as the premiere book on how breakthrough teams and teamwork revolutionize a company, a community, and the world.

elton is the Senior Vice President of the carrot culture Group with the o.c. Tanner Recognition company. He has delighted audiences from Seattle to Singapore and from Toronto to Turkey. He serves as a recognition consultant to Fortune 100 firms.

called “creative and refreshing” by the New York Times, elton is co-author of several successful leadership books. The Carrot Principle by Simon & Schuster has been a New York Times and Wall Street Journal bestseller, and The 24-Carrot Manager has been called a “must read for modern-day managers” by larry King of CNN.

Get social with Partner

Summit, discuss the

event, and win prizes by

joining us on Facebook,

following us on Twitter, or

by visiting our blog.

• on Twitter, follow @cisco_channels <http://twitter.com/cisco_channels > and the #ciscops11 hash tag.

• like our cisco channels Facebook page <http://www.facebook.com/ciscochannels> so you don’t miss any Partner Summit updates.

• Visit the Channels blog <http://blogs.cisco.com/channels> before and during Partner Summit for event news, interviews, and videos.

• We want to hear from you, so be sure to drop by and say hello.

cisco Partner Summit is Social

Join us in the collaboration lounge located in Exhibit Level, Hall I-1.

The collaboration lounge offers the perfect environment for comfortable networking in a conversational setting. This is your space to conduct a meeting, interact with colleagues and network with fellow attendees.

Hours:

monday 9:00 a.m. – 5:00 p.m.

Tuesday 11:30 a.m. – 1:00 p.m.

Wednesday 11:30 a.m. – 5:00 p.m.

Thursday 9:00 a.m. – 1:30 p.m.

collaboration lounge

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oPPoRTUNITYTime Activity ernest N. morial convention center

Monday, February 28

8:00 a.m. – 6:00 p.m. Registration exhibit level, Foyer I-1

9:00 a.m. – 5:00 p.m. Executive 1:1 Meetings exhibit level, Hall I-2

9:00 a.m. – 5:00 p.m. Collaboration Lounge exhibit level, Hall I-1

Tuesday, March 1 Opportunity


8:00 a.m. – 9:00 a.m. Breakfast exhibit level, Hall H

9:00 a.m. – 11:30 a.m. Global General Session level 2, Auditorium

Keith Goodwin Senior Vice President, Worldwide Partner organization

John chambers chairman and chief executive officer

edison Peres Senior Vice President, Worldwide channels

11:30 a.m. – 1:00 p.m. lunch exhibit level, Hall H

11:30 a.m. – 1:00 p.m. Women in Channels Lunch (by invitation only) level 2, Room 285



Theater Sessions

1:30 p.m. – 4:30 p.m. Asia Pacific level 2, Room 273

1:30 p.m. – 4:30 p.m. Greater china level 2, Room 261

1:30 p.m. – 3:00 p.m. emerging markets level 2, Room 294

3:00 p.m. – 4:30 p.m. emerging markets Innovation lounge level 2, Room 291

1:30 p.m. – 4:30 p.m. european markets level 2, Room 267

1:30 p.m. – 4:30 p.m. Japan level 2, Room 278

1:30 p.m. – 4:30 p.m. US and canada level 2, Auditorium

4:30 p.m. – 6:30 p.m. Global Networking Reception exhibit level, Hall I-1



INNoVATIoNTime Activity ernest N. morial convention center

Wednesday, March 2 Innovation



9:00 a.m. – 11:00 a.m. Global General Session level 2, Auditorium


michael capellas chief executive officer Acadia

Padmasree Warrior chief Technology officer and SVP/Gm enterprise, commercial and Small Business


11:30 a.m. – 5:00 p.m. Business Transformation Breakouts level 2 meeting Rooms



6:00 p.m. – 7:30 p.m. Master Reception (by invitation only) level 2, Room 285

Theater Evening Events

6:30 p.m. Greater china creole Queen

7:00 p.m. Asia Pacific Generations Hall

7:00 p.m. european markets Pavilion of Two Sisters

7:00 p.m. Japan Ralph’s on the Park

7:00 p.m. US and canada mardi Gras World

7:30 p.m. emerging markets The Republic



leADeRSHIPTime Activity ernest N. morial convention center

Thursday, March 3 Leadership



9:00 a.m. – 11:30 a.m. Executive Exchange (requires separate registration) level 2 meeting Rooms

9:00 a.m. – 12:30 p.m. Business Leadership Breakouts level 2 meeting Rooms




2:00 p.m. – 5:00 p.m. Global General Session level 2, Auditorium


James canton, Ph.D.—Guest Speaker Futurist, Author and Visionary Business Advisor

Rob lloyd executive Vice President, Worldwide operations

Keith Goodwin Senior Vice President, Worldwide Partner organization

7:00 p.m. – 11:00 p.m. Global Evening Event House of Blues

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Business Transformation Breakouts

These sessions focus on our Go-to-market (GTm), the motion of the business from point product and technologies to the partner business synergies created by solutions and architectures used to create customer business value.

cisco’s Worldwide Partner organization has established priorities to help guide you towards reaching shared goals. We will tell you our thoughts about the different priorities and share with you how we aim to support.

Objectives:

• continue to focus on partner profitability• Highlight cisco growth opportunities• Showcase channels and technology innovation• Position cisco solutions & architectures as a key differentiator

Business Leadership Breakouts

Don’t miss this unique opportunity to hear from leading business thought leaders that focus on your personal and business development. learn how to increase productivity, gain loyalty and accelerate your bottom-line results. The Business leadership breakout sessions are an important part of our overall commitment to help our partners succeed. Takeaways from the sessions include:

• create profitable experiences• Gain a superior position in the marketplace• learn the key traits to help leaders perform at their best • Successfully conquer barriers through brilliant collaboration


Breakout Session Schedules

Wednesday, March 2 Business Transformation Breakouts

Room 267 Room 271 Room 288 Room 294

11:30 a.m. – 12:30 p.m. BT-115Partner Program Portfolio

BT-113The Workspace Revolution: cisco Virtualization experience Infrastructure

BT-107Data center Solutions: lead customers and Drive Profitability

1:30 p.m. – 2:30 p.m. BT-111Vertical Impact: Increase Business Relevance, Accelerate Profitable Growth

BT-108Borderless Security: capitalize on customer Initiatives and Increase Your market Share

BT-102collaboration Without Boundaries

BT-106Data center & Virtualization Go-To-market: Technology Update, The Unified Data center Architecture Practice, Programs evolution & Partner Incentives

2:45 p.m. – 3:45 p.m BT-110Increasing Business Impact Through Accelerating emerging Technology Sales

BT-109Accelerating Business Innovation the Borderless Network Way

BT-101Video collaboration for everyone, everywhere: How cisco is Fostering the market Transition to Pervasive Video

BT-105cisco cloud Partner Strategy and Programs

4:00 p.m. – 5:00 p.m. BT-114Smarter Together: Accelerating Your Services Practice

BT-112cisco commercial: capitalizing on the Big Business in mid market & Small Business

BT-103Transforming the customer experience: From call centers to customer collaboration

BT-104economics of Partner cloud Business models


Thursday, March 3 Business Leadership Breakouts

Room 267 Room 294

9:00 a.m. - 10:00 a.m. BL-103AThe orange Revolution

BL-101AWhat customers ReAllY Want

10:15 a.m. - 11:15 a.m. BL-102AThe Power of Approach

BL-101BWhat customers ReAllY Want

11:30 a.m. - 12:30 p.m. BL-102BThe Power of Approach

BL-103BThe orange Revolution


Global evening event

Laissez le bon temps rouler!(Let the Good Times Roll!)

Please join us Thursday night as we conclude Partner Summit 2011 with our annual Global Party; an extraordinary evening of great flavors, spirits, and performances.

We are taking over the legendary New orleans House of Blues, located in the heart of the world–famous French Quarter. This evening, the House of Blues is the place to be. With a focus on music, we’ll have a renowned roster of musical headliners in every room as you roam the vast venue. exploring will be the key to this evening as the House of Blues is home to the largest collection of folk art in the country. every floor, every room, every turn will keep you guessing what’s next.

Thursday, March 3

7:00 p.m. – 11:00 p.m.

House of Blues

The Sgt. Peppers Beatles Tribute Band will kick-off the night. You’ll also want to experience the sounds of legendary New orleans musicians including Trombone Shorty, Jeremy Davenport and Dwayne Dopsie.



BT-101 Video Collaboration for Everyone, Everywhere: How Cisco is Fostering the Market Transition to Pervasive Video

Wednesday | 2:45 p.m. – 3:45 p.m. | Room 288

Video is rapidly becoming pervasive and is transforming the way businesses and consumers communicate and collaborate. cisco video solutions and technologies are leading the way and power the new way of working, in which everyone, everywhere can be more productive through face-to-face collaboration. organizations are discovering that pervasive deployments of video solutions offer compelling business benefits and RoI—creating opportunities for our partners to deliver innovative video applications and services.

Join the discussion as we share with you our vision and strategy to deliver and support world-class video collaboration experiences. We will discuss how cisco is enabling you to promote immediate, incremental, and profitable revenue with video applications. learn about the newly launched partner program and strategy that will help ensure a transparent experience for existing and new customers and will provide new opportunities for our partners.

BT-102 Collaboration Without Boundaries


collaboration continues to be a top investment priority for organizations of all sizes. Hear about exciting new industry developments and cisco’s investment priorities in the hottest areas of collaboration. We will demonstrate innovative solutions that will help promote differentiation and growth in your business. We will show specific examples of how partners like you are applying cisco collaboration solutions to their customers’ businesses. We will announce new programs and offers that will accelerate your business.let’s lead this important market transition together.


BT-103 Transforming the Customer Experience: From Call Centers to Customer Collaboration


The customer care market is at the edge of a major transition. The manner in which customers prefer to interact with companies is changing substantially, and businesses of all sizes are challenged with providing customer care in the manner in which customers want to be served. Hear firsthand from top customer collaboration executives how cisco, the worldwide leader in unified communications, is leading the way. See how cisco’s new solutions for social media customer care, network-based multimedia capture and recording, Web 2.0 agent desktop, and focused video solutions will help you promote differentiation and grow your business.

We will discuss how to apply cisco’s solutions to your customers’ business imperatives and how you can increase profitability by expanding your practice. customer collaboration creates customer intimacy and delivers business value by taking advantage of the power of the network and our collaboration architecture. Together with our partners, customer collaboration is truly realizing cisco’s strategic vision of leading the next wave of innovation and productivity.

BT-104 Economics of Partner Cloud Business Models


The transition to cloud is a market disruption that offers customers an opportunity to transform their IT operations. This provides partners significant business opportunities.

Join us to learn how this disruption will help partners make strategic and profitable decisions around the transformation of their own business to support the cloud needs of their customers.

This session will focus on different economic models of being a cloud builder, cloud provider, and cloud services reseller.

BT-105 Cisco Cloud Partner Strategy and Programs

Wednesday | 2:45 a.m. – 3:45 p.m. | Room 294

The IT industry’s rapid transition to cloud offers customers the opportunity to transform and optimize their business. This transformation also provides partners an expanded range of opportunities, especially in their services business.

Join us and be the first to hear about cisco’s compelling partner programs for cloud builders, cloud providers, and cloud services resellers.



BT-106 Data Center & Virtualization Go-To-Market: Technology Update, The Unified Data Center Architecture Practice, Programs Evolution & Partner Incentives


Please join John Growdon for the latest important updates on:1) cisco Data center Technologies2) Programs and Incentives3) Unified Architecture Practice4) Partner & customer Success Stories

John will be joined by Soni Jiandani, VP Server Access and Virtualization Business Unit at cisco for a fast-paced session that will help you set a course for best practice and profitability in 2011 and beyond.

Also in this session, your fellow cisco partners will share how they’ve benefitted from cisco Data center practice development since last year’s Partner Summit. Join us!

BT-107 Data Center Solutions: Lead Customers and Drive Profitability


The industry is increasingly looking towards new and innovative solutions to help companies accelerate their journey towards a more efficient and agile data center. cisco took the market by storm with the introduction of a series of purpose-built integrated compute stacks aimed at dramatically simplifying the transition towards virtualization and eventually private cloud. Built using best of breed technologies from our strategic partners, and designed specifically to stand up the most mission critical applications in a virtualized environment, these integrated solutions deliver compelling business advantages to you, our partner, and your customer.

In this session you will learn more about the business benefits of selling cisco’s data center solutions. Built on an open eco-system of technology partners, cisco’s data center approach offers you pre-validated and integrated solutions to incorporate into your business model.

learn about the roadmap, programs and incentives available to jumpstart your cisco Data center Solutions practice. A new solutions launch will be announced at the session with programs to help drive on-going profitability.


BT-108 Borderless Security: Capitalize on Customer Initiatives and Increase Your Market Share


customers continue to face new threats, and this propels the thriving and fast-moving security market. New borderless security innovations address your customers’ requirements for business agility and speed while protecting the privacy and availability of their critical information and resources. learn how you can capitalize on the top 2011 customer initiatives such as secure mobile computing, identity-aware networks, data center, and cloud security with cisco Borderless Security solutions.

BT-109 Accelerating Business Innovation the Borderless Network Way


Are you taking your “run-rate” business for granted, while your competitors are finding new ways to penetrate your business that helps keep the lights on?

Attend this session to see how your peers are growing their run-rate business and building significantly higher margins than ever before. Also better understand directly from your customers how Borderless Networks are changing their value proposition. Then find out how to use a recent study from a leading network analyst about the economic effects of the Borderless Network.

We know that a $10+ billion network refresh cycle is under way. learn how you can not only protect this business, but also begin to grow it more profitably.

The most amazing part of Borderless Networks is that they will better position your sales opportunity and value proposition for both cisco’s Data center and collaboration offerings. Don’t miss this opportunity to hear directly from the people who are in the center of this change.

BT-110 Increasing Business Impact Through Accelerating Emerging Technology Sales


emerging technologies represent some of the fastest growing areas in the IT industry, with annual growth well exceeding 40 percent. These nascent technologies are also integral to the success of many cisco vertical industry and market adjacency solutions such as Smart+connected communities (S+cc) and sports and entertainment. This session will show partners how to accelerate business growth by selling and implementing the latest emerging technologies from cisco such as digital media systems, physical security, media transformation, telepresence, converged building systems, and smart grid. learn about the latest innovative technologies, programs, and trends that present tremendous opportunity for you and greater effects on your customers’ business. Seize the opportunity of emerging technologies and differentiate yourself from your competitors.



BT-111 Vertical Impact: Increase Business Relevance, Accelerate Profitable Growth


Join us for a lively discussion about how you can differentiate your business from your competitors and become even more relevant to your customers. We will share quantifiable business benefits of developing industry acumen and selling business services and solutions.

You will leave the session with knowledge about industries with tremendous business opportunity for you, examples of business solutions your teams can sell now to increase your customer relevance and profits, and information about the support cisco provides partners to invest in developing or expanding an industry practice.

BT-112 Cisco Commercial: Capitalizing on the Big Business in Mid Market & Small Business


With the commercial segment having a total addressable market of over $26 billion for related products and services, the opportunity for cisco partners has never been better. As a top investment priority for cisco now and in the coming years, cisco’s senior commercial executives will share valuable information about the company’s innovative sales, marketing, and channel programs that will help you promote differentiation and grow your business in this segment. You will also hear about our new solutions developed for small and midmarket customers, along with important profitability programs to help you reduce your time to revenue. During this session, you will learn how to develop effective marketing programs to help increase demand and build your brand. We will highlight how to utilize our training resources to enable your team and programs to be more profitable. This is an exciting time to be in the commercial market space and to capitalize on this fantastic growth opportunity. let’s grow our commercial business together.


BT-113 The Workspace Revolution: Cisco Virtualization Experience Infrastructure


The economics of computing combined with evolved user expectations are promoting a radical shift in desktop computing. User desires for mobility, video, and collaboration are coming together with new technology trends in tablets, multicore cPUs, and virtualization. over the next two years the number of smart phones is expected to double to 800 million devices and tablet adoption to grow to 100 million units, and up to 25 percent of traditional desktops are expected to be virtualized. This presentation will cover cisco’s Virtualization experience Infrastructure (VXI) architecture and cisco’s unique approach to capture the $25 billion opportunity created by these transitions. You’ll learn how you can use your cisco investments across borderless networks, virtualization, and collaboration to provide a differentiated solution and tap into the expected 40 percent annual growth in this market.

Join us and cisco’s ecosystem of VXI partners (Vmware, citrix, emc, NetApp, and more) to discover how you can bring your customers a better cost model for desktop computing while enabling a richer collaborative user experience.

BT-114 Smarter Together: Accelerating Your Services Practice


Join this session to learn the steps cisco is taking to help you accelerate your services business. learn how cisco can help you leverage cisco Services’ intellectual capital and how collaborative Professional Services can help you profitably expand your partner professional service practice. We will also discuss how our Smart Service approach underpins our go-to-market strategy and the progress we made implementing that strategy over the past year.

BT-115 Partner Program Portfolio


cisco is driving multi-billion dollar architectural plays for data center/virtualization, collaboration and Borderless Networks, while expanding into new market adjacencies and driving new technology consumption models.

This session will cover how cisco’s Partner Programs strategy and portfolio is evolving to position partners to capture these opportunities.




BL-101A What Customers REALLY WantThursday | 9:00 a.m. – 10:00 a.m. | Room 294

BL-101B What Customers REALLY WantThursday | 10:15 a.m. – 11:15 a.m. | Room 294

Speaker: Scott McKain

Title: Business Thinker and Author

Back by popular demand…Scott mcKain. At last year’s Partner Summit, Scott mcKain was the highest rated speaker and you asked to have him back. This year, Scott will address a new subject, the customer experience. The purpose of any business is to profitably create experiences so compelling to customers that their loyalty becomes assured and they, in turn, become our advocates in the marketplace. mcKain will touch on why the customer experience is so important in today’s marketplace. He’ll also review the six disconnections between customers and organizations, and how those gaps can be bridged in order to have a superior position in the marketplace.

BL-102A The Power of ApproachThursday | 10:15 a.m. – 11:15 a.m. | Room 267

BL-102B The Power of ApproachThursday | 11:30 a.m. – 12:30 p.m. | Room 267

Speaker: Dr. J.P. Pawliw-Fry

Title: Author and Performance Coach to Olympic Athletes and Business Leaders

Successful leaders are those who learn to push through the high pressure, anxiety and discomfort in order to approach the difficult and do the right thing. Research shows leaders who approach the difficult outperform those who avoid by 21%. If teams performed 21% higher, what impact would that have on an organization and to customers? The Power of Approach identifies five key traits that help leaders consistently perform at their best, under even the most demanding circumstances. This session will reveal these traits, show how the micro decisions of leadership silently sabotage or enable leaders and provide new ways of thinking that will enhance learning capacity, leading to sustained performance and well-being.


BL-103A The Orange Revolution

Thursday | 9:00 a.m. – 10:00 a.m. | Room 267

BL-103B The Orange Revolution

Thursday | 11:30 a.m. – 12:30 p.m. | Room 294

Speaker: Chester Elton

Title: Senior Vice President, Carrot Culture Group with the O.C. Tanner Recognition Company

The orange Revolution session will highlight the key traits found inside the world’s most stellar teams. chester illustrates the steps these teams took to conquer barriers, exceed expectations, and overcome mediocrity through brilliant collaboration. This content reveals the synergy that exists among teams in the world’s most respected and innovative organizations— and how to tap into that power within any group of individuals.

Drawing on research and case studies from leading teams including Pepsi Bottling company and Apple, the orange Revolution Keynote shows how true teamwork produces results that change the world and can immediately increase productivity, loyalty, innovation and bottom-line results.


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General Information

Location

New orleans ernest N. morial convention center900 convention center BoulevardNew orleans, louisiana 70130-1799http://www.mccno.com/

Attire

Business casual attire is appropriate for all meetings. For the Global evening event, casual attire, jacket and comfortable shoes are recommended.

Business Center

The UPS Store is located in lobby F of the convention center. It is both a self-service and full-service operation, depending on customer needs.

Coat and Bag Check

coat and bag check is available in exhibit level, Foyer I-1 during the following hours:

Tuesday, march 1 8:00 a.m. – 8:00 p.m.Wednesday, march 2 8:00 a.m. – 7:30 p.m.Thursday, march 3 8:00 a.m. – 6:00 p.m.

Conference Badge

Badges are required during the entire event so you may be readily identified as an attendee of cisco Partner Summit 2011. every precaution possible is being taken to provide a safe and secure working environment. As such, please be aware that we will ask for photo identification at registration before releasing a conference badge. Don’t forget to bring your badge to the Global evening event.


General Information

Evaluations

Your input is valuable in helping us meet your needs at future Partner Summit events. Please take the time to complete our General Session, Breakout and overall conference evaluation forms, available during the conference.

complete and return your daily General Session evaluation to receive the following:

· Tuesday: Wenger Scan Smart compu-Backpack· Wednesday: 1) entry to win a cisco TelePresence eX90 unit or 2) A personal cisco

TelePresence session with edison Peres· Thursday: 1) A print from New orleans artist, Frenchy and 2) entry to win a personal cisco

TelePresence session with Keith Goodwin

First Aid (Medical Assistance)

First aid is available at level 1, lobby H.

Guest Information

Spouses or guests may only attend the Global evening event and are required to wear their pre-registered guest badge to this function. check with your theater to determine if guests are permitted to attend your Wednesday Theater evening event. All meals, break refreshments, sessions, and executive networking activities are limited to conference attendees only. children or guests under the age of 21 will not be admitted.

Information Desks

There are three Information Desks located on the exhibit level (level 1):· Registration lobby – Foyer I-1 (languages spoken: mandarin, Korean, Japanese and english)· collaboration lounge – Hall I-1 (virtual attendant)· executive 1:1 meeting Area – Hall I-2

There are two Information Desks located on either side of the level 2, lobby.


Internet Stations

The Internet stations allow you to access an online program guide with detailed information regarding cisco Partner Summit 2011. You may access Schedule Builder to make changes to your personalized event agenda, connect to Virtual Partner Summit, check your e-mail, and read up-to-the-minute news from cisco Press. Internet stations are located in the collaboration lounge, exhibit level, Hall I-1.

Lost and Found

event security will track lost and found items. Please visit the Registration Desk for assistance.

Simultaneous TranslationThe official language of the conference is english, and all general sessions are presented in english. Translation service is provided in Japanese, Korean and mandarin for all general sessions. For the theater sessions on Tuesday afternoon, translation is provided in Japanese (for Japan) and Korean (for Asia Pacific). Translation is not provided in the breakout sessions.

Transportation

Transportation is provided to and from the following hotels:

Harrah’s New OrleansHilton LoewsNew Orleans MarriottSheratonW New OrleansWestin

Wireless Internet Access

Wireless access is available at the convention center in all areas where Partner Summit is held.


Conference Map, Level 1ernest N. morial convention center

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Documents

Conference Guide - Cisco - Global Home Page€¢ Apple iTunes Store or Android Market search for “cisco Partner Summit 2011” • Mobile URL ... sales, improved partner profitability