How We Will Help Our Customers Digitize in FY17

Enterprise Segment

Ross FowlerVice President, Enterprise Segment and Digital Transformation, Asia Pacific and Japan

Irfan AliSenior Director, Global Service Provider IoT Sales and IoT Global Sales Strategy

9 May 2016

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Enterprise Segmentation

Vertical Practices

Security

Role of IoT in Digital Transformation

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What We Will Cover

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Enterprise Segmentation

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Enterprise Segment Alignment: Every Country, City and Business Becomes Digital

Customer Engagement Deal Flow OrchestrationInnovation Centers

Cisco Digital Software Platforms

Enterprise Growth Acceleration

Cisco Architectures, Products & Services

Analytics & Automation, Cisco ONE, Cloud

SecurityEnterprise Networks, Data Center, Collaboration, IoT, S&CC

DigitalTransformation Cities CountriesBusinesses

Digital VerticalPractices & Solutions Manufacturing Government Education

FinancialServices

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Global ConsistencyConsistent & aligned strategy on ENT – taxonomy, reporting, etc.

DigitalAlign organizational machinery to focus on digital, e.g. Digital Transformation Office (DTO)

Operational EfficiencyContinue with operational efficiencies – cost to serve, productivity, etc.

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Cornerstones for APJ Segmentation

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Vertical Practices

7© 2016 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialInterlock with Partners

Cisco Architectures, Commercial, Services, Marketing

APJ Vertical

Practices

Solutions with strong vertical relevance & context that enable business outcomes

Selective lighthouse engagements that give us deeper insights, and accelerated learning back into the communities

Vertical communities that scale & replicate best

practices, references, sales assets

Vertical thought leadership –outcome based content

Glo

bal T

eam

sTheater Team

s

APJ Vertical Practices: 4 Strategic Initiatives

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Connected Learning

Smart Campus

Education

Digitized Government

Cybersecurity for Government

Safety and Justice

Government Retail

Connected Manufacturing

Connected Supply Chain

Connected Factory

Manufacturing

Digital Branch

Workforce Transformation

Omni Channel

Financial Services

Selected Verticals, Digital Capabilities and Business Outcomes

Customer Mobile Experience

Unified Retail Platform

Cybersecurity for Retail

9© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

DifferentiatedBrand Experiences

Drive Operational Excellence and

Productivity

Reduce OpEx and CapEx

Respond to Market Change Grow Revenue

Meet Increasing Demands around Risk,

Regulation & Compliance

Increase Distribution Channel Effectiveness

Increase Product Penetration and

Wallet/Market Share

Customer/AgentCentricity and Experience

Automation of Internal Processes

Effectively Train and Educate Remote

Workforce

Enable Virtual, Mobile Workers

Engage Customer via Preferred Channel

Leverage Expertise/SME Across

Corporate Footprint

Transfer Info & Context experience across

channels

Streamline and Maximize Value of

Customer Onboarding

Personalize the Customer Experience

Digital Signage

Remote Expert Kiosk

Data Virtualisation

Tech Enabled Workspace

Virtual Teller

Workplace Management

Tools

Physical Safety & Security

Remote Expert Mobile

Connected Mobile

Experience

Remote Expert

Immersive

Security Data CentreCollaborationEnterprise Networking

Workforce TransformationOmni Channel Digital Branch

Financial ServicesBusiness Value Framework Overview

Domains

Business Outcomes

Capabilities

Solutions

Architectures

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Capturing Vertical Opportunities Together

Tools, templates, processes, expertise for selling solutions with multiple partners

Alignment Activation Action

Accelerated Cisco Ecosystem Sales (ACES) Framework

Extend Cisco Vertical Assets to Partners

Partner Mapping to Vertical Customer Needs

Joint Account Planning with Vertical Focus

11© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Security

12© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Enterprise Segment Alignment: Every Country, City and Business Becomes Digital

Customer Engagement Deal Flow OrchestrationInnovation Centers

Cisco Digital Software Platforms

Enterprise Growth Acceleration

Cisco Architectures, Products & Services

Enterprise Networks, Data Centre, Collaboration, IoT, S&CC

DigitalTransformation

Digital VerticalPractices & Solutions

Security

Security

Analytics & Automation, Cisco ONE, Cloud

Security

Cities CountriesBusinesses

Security

Manufacturing Government EducationFinancialServices Retail

13© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

In Summary

• Everything pivots around Digital Transformation

• Evolve Vertical Practices to drive LOB relevance

• Security as the foundation of every customer

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