Executive Briefing Guidecache.krop.com/edomingo-571736f51d46624.pdf · responsible for building a...


2Introduction | Agenda | Speaker Biographies | Items to Think About | Directory | Session Abstracts | Additional Recources

Dear LatAm CPEE Partner Community,

Our upcoming CPEE event in Cancun, Mexico, arrives as Cisco starts off fiscal year 2014. The year ahead looks strong and we are excited to share the accelerated growth opportunities we see across Latin America. During our time together, we will discuss joint selling opportunities, go-to-market strategies and ways we will collectively focus on key growth areas in your business.

We have much to talk about and want your feedback on several topics to ensure we execute with precision and support your growth and profitability goals.

This briefing package offers you a full view of our agenda, speakers, directory of registered attendees, and additional resources.

The program agenda includes materials to help you prepare for the session topics and discussions where we hope to capture your insights and valuable input.

The requested attire for this event is “Resort Casual”. Jackets and ties are not required (items to be avoided are jeans, short shorts, t-shirts, and flip-flops).

We look forward to meeting with you soon.

Ricardo MorenoVice President, US and LatAm Field Partner Organization

Introduction



AgendaTuesday, September 17Wednesday, September 18Thursday, September 19

T U E S D Ay, S E P T E M B E R 1 7

12:00 - 13:00 LunchSouth Pool

13:00 - 13:20 Building Partner Value - Today, Tomorrow, Together!Ricardo Moreno, Vice President, US and LatAm Field Partner OrganizationPlaza I

13:20 - 14:05 Transforming Tomorrow TogetherNick Adamo, Senior Vice President, The AmericasPlaza I

14:05 - 14:50 Our Strategy and Partnership Together - Successful Fy14 FormulaJordi Botifoll, President, LatAmPlaza I

14:50 - 15:35 Extracting Value from the Internet of Everything Through Collaborative Innovation.Rick Hutley, Vice President, Internet of Everything Solutions, Cisco Consulting ServicesPlaza I

15:35 - 16:05 Break

16:05 - 17:35 Partner Business Model TransformationEdison Peres, Senior Vice President, Worldwide ChannelsPlaza I

17:35 - 18:35 The Cloud Market - Transforming BusinessKen Byrnes, Senior Director, Americas Cloud and Service Provider Partner OrganizationPlaza I

18:35 - 19:30 Free Time

19:30 - 22:00 Dinner by the PoolSouth Pool

22:00 After Hours



W E D N E S D Ay, S E P T E M B E R 1 8

7:00 - 8:00 BreakfastSouth Pool

8:00 - 8:15 Review Day 1 and Expectations for Day 2Ricardo Moreno, Vice President, US and LatAm Field Partner OrganizationPlaza I

8:15 - 9:45 Get your Share of the Profitable LatAm Mid-MarketCarlos Torales, LatAm AP Business Development DirectorAndrew Sage, Vice President, Americas DistributionPlaza I

9:45 - 10:00 Break

10:00 - 11:30 Cisco Capital - Enabling GrowthKen Werner, Senior Director, Cisco Capital AmericasSanjay Kumar, Senior Director, Technology and Channel Financing, Cisco CapitalPlaza I

11:30 - 12:30 Executive ForumNick Adamo, Senior Vice President, The AmericasJordi Botifoll, President, LatAmBruce Klein, Senior Vice President, Worldwide Partner Organization Wendy Bahr, Senior Vice President Americas Partner Organization Edison Peres, Senior Vice President, Worldwide ChannelsPlaza I

12:30 - 19:00 Lunch and Networking ActivitiesCatamaran Snorkel / Sail or Maya Museum and San Miguelito Ruins

19:00 - 22:00 Dinner Off-site: La Habichuela Restaurant

22:00 After Hours




T H U R S D Ay, S E P T E M B E R 1 9

7:00 - 8:00 BreakfastSouth Pool

8:00 - 8:15 Review Day 2 and Expectations for Day 3Ricardo Moreno, Vice President, US and LatAm Field Partner OrganizationPlaza I

8:15 - 9:45 The Evolution of Cisco’s Partner ProgramsSteve Benvenuto, Senior Director, Business Development, Strategy, Planning Worldwide OrganizationRaja Sundaram, Vice President, Worldwide Services Partner and CommercialPlaza I

9:45 - 11:15 The Model for Next Generation ITKen Trombetta, Vice President, Worldwide Channels - Enterprise, Architectures and SolutionsRyan Tischer, Solutions Architect, Connected Architectures Partner OrganizationPlaza I

11:15 - 12:30 Country Leader ForumRodrigo Dienstmann, Managing Director BrazilJuan Pablo Estevez, Managing Director MCOGustavo Sorgente, Managing Director CANSACRogelio Velasco, Vice President MexicoPlaza I

12:30 - 12:45 Wrap Up and ClosingRicardo Moreno, Vice President, US and LatAm Field Partner OrganizationPlaza I

12:45 Box Lunch and Departures




Ricardo MorenoVice President, US and LatAm Field Partner Organization, Americas Partner Organization

Ricardo Moreno is Vice President of the US and LatAm Field Partner Organization, where he is responsible for driving profitable sales growth for Cisco and its partners through partner

enablement, joint planning, and ongoing dialogue. With more than 300 people, the US and LatAm Field Partner Organization manages a business of more than US $20 billion across every customer segment.

Previously, Ricardo Moreno was Senior Director of Strategy, Planning and Programs for Worldwide Channels at Cisco, where he oversaw the entire lifecycle of the worldwide programs portfolio, the Channel Competitive Office, and Partner Pricing. In this role, Ricardo Moreno led the team that developed and launched Cisco’s architecture specializations; teaming incentive programs which reached a pipeline of more than US$3 billion; and the Cloud and Managed Services program. He also managed Cisco’s portfolio of incentive programs while driving efficiency and simplification of several programs with direct impact on Cisco and its partners’ top and bottom lines.

Ricardo Moreno has more than 25 years of global experience in the IT industry in his home country of Brazil, and in the UK and the United States. His areas of expertise include sales and business development, go to market, strategy and planning, partnerships, and alliance management.

Since joining Cisco in 1997, Ricardo Moreno has held several leadership positions in Cisco’s Channels organization including Director of Business Development and Operations for Worldwide Channels, Director of Channels Business Development for Emerging Markets, and Head of Channels for Latin America.

Ricardo Moreno has a degree in Marketing and Advertising from the Universidade de Sao Paulo in Brazil, and a Technology Degree in Data Processing, with Graduate studies in Business Administration, Marketing, and Strategy from Harvard Business School and Kellogg School of Management.

Executive BiographiesRicardo Moreno

Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Jordi BotifollPresident, LatAm

Jordi Botifoll is Cisco’s President for the Latin America Theater (LatAm) and is responsible for developing and executing the company’s strategies to drive growth throughout the region.

With 25 years of industry experience, Jordi Botifoll is known for his expertise in people management, business transformation, technology architectures, software and services. In his most recent position as Senior Vice President of EMEAR, South Theater, he was responsible for managing all business in France, Italy, Spain, Greece, Portugal, Malta, Cyprus, Turkey and Israel.

During his 13 years at Cisco, Jordi Botifoll has led or contributed to multiple international projects across market segments with an emphasis in country transformation assignments. Prior to joining Cisco, Jordi Botifoll served as General Manager for the business market segment at Retevision, the second-largest Spanish service provider, as well as leadership positions at Lotus Development Software, IBM and NCR.

He has been recognized externally for his achievements, including being awarded the prestigious Engineer of the year and Executive of the year awards from the Spanish government’s Telecommunications Professional Institute in 2008 and 2005, respectively, as well as being named Senior Vice President of the year by Dintel in 2012.

Jordi Botifoll earned an electronic engineering degree from the Escuela Superior de Telecomunicaciones and a Master’s degree in business administration. In 2002, he received a Master’s degree from the Stanford Executive Program (SEP) at Stanford University.

Jordi Botifoll is Vice Chairman of the American Chamber of Commerce in Spain and serves on the Board of Directors for AMETIC. Additionally, he is the executive sponsor for a variety of philanthropic projects, including Oxfam International – Darfur and MyTecC.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Bruce KleinSenior Vice President, Worldwide Partner Organization

Bruce Klein is Senior Vice President of Cisco’s Worldwide Partner Organization, which 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.

Bruce Klein and his team develop the strategic initiatives and program innovations which create capacity to promote 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.

Bruce Klein joined Cisco in 2004 and held previous roles leading the U.S. Public Sector and Federal organizations, which are responsible for building a vision, strategy, and execution plan to further advance Cisco’s relationship with customers, partners, and suppliers in this market segment.

Prior to joining Cisco, Bruce Klein was Cice President of Federal at Hewlett-Packard, where he managed sales, services, support and marketing into the federal government. As the leader of HP’s federal business, he oversaw significant growth in the company’s federal sales. He was responsible for reorganizing the federal sales operation to become more focused on customer satisfaction, and he teamed with resellers and systems integrators to grow HP’s business. He also led the integration of HP’s consulting and support services into a single organization to position HP as a total solutions provider to federal customers.

With a strong background serving customers over several decades, Bruce Klein is a well-respected thought leader within the IT industry. He has twice received the prestigious Federal Computer Week’s “Federal 100” award, an industry recognition for his contributions in information technology across the federal government market. He was also named the 2010 Executive of the year by Government Computing News.

Bruce Klein serves on numerous industry boards and councils, including the United Service Organizations (USO) by assisting them in their efforts to provide comfort and support to members of the military services around the world; AFCEA International helping them advance professional knowledge and relationships in the fields of communications, IT, intelligence, and global security; and the Northern Virginia Technology Council, the largest technology council in the nation.

Bruce Klein holds a Bachelor of Science Degree in Management Information Systems from George Mason University.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Wendy BahrSenior Vice President, Americas Partner Organization

Wendy Bahr is the Senior Vice President of the Americas Partner Organization for Cisco. Through a team of nearly 700 employees and over 23,000 partners, Wendy Bahr is responsible for partner enablement,

partner profitability, and product and service sales growth with our partners in Cisco’s largest geographical region (United States, Canada, and Latin America) with annual revenues over $22 billion. Wendy Bahr helps Cisco partners expand their businesses with new business models, enter new markets, and solve customer business needs with new solutions.

Previously at Cisco, Wendy Bahr led the Global and Strategic Partner Organization where she was responsible for more than $9.5 billion in revenue through Cisco’s largest and most strategic systems integrators, service provider, and ecosystem partners. She was also responsible for Cisco’s Global Executive Briefing Centers and Proposals Team, supervising more than 30 Executive and Customer Briefing locations around the world. Wendy Bahr also oversaw Cisco’s Global Sales Associates Program, which trains new college hires as sales and engineering professionals. Wendy Bahr has also been the Senior Vice President of US and Canada Channels, Vice President of U.S. Commercial and Field Channels, Operations Director of Federal Civilian Agencies, and Operations Director of Network Service Providers.

Wendy Bahr has spent more than 20 years in sales and technology. Prior to joining Cisco, she was with Verizon for more than 10 years. In her latest role there she was the Director of Enterprise Sales, leading a sales and engineering team focused on Fortune 500 companies and the public sector.

During her time at Cisco, Wendy Bahr has received numerous industry accolades and was most recently recognized in the Top Women of the Channel by CRN for 2007-2013, as a 2009 and 2010 CRN Channels Chief for Networking and Unified Communications, and as a 2013 CRN’s Power 100. Wendy Bahr was also a yWCA TWIN Honoree in 2012.

Wendy Bahr is a member of the Women’s Action Network at Cisco and a former member of the Gender Diversity Operations Committee. She is a coach and mentor for Cisco’s Women Unlimited program, while also personally mentoring over a dozen Cisco employees. Her passion for diversity underlies her participation in Cisco’s Women’s Perspective Sessions, Senior Leadership Diversity Panels, and the Women’s Channel Leadership Forum.

Wendy Bahr holds a Bachelor of Business Administration Degree in Communications from Old Dominion University.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Edison PeresSenior Vice President, Worldwide Channels

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.

Edison 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 eleven years at Cisco, Edison 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.

He has led numerous cross-functional efforts to transform internal processes, streamline new product introductions, and integrate channel and field sales strategies. He also actively represents the partner agenda on many of Cisco’s boards and councils.

Edison 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.

He brings to Cisco more than 25 years of successful sales, product management, and business leadership in the networking, unified communications, and computer markets. Before joining Cisco, he served as Vice President, Channel Sales at Avaya and was President, Latin America and Canada, Enterprise and Consumer Products at AT&T/Lucent. Before joining AT&T, Edison Peres held sales, product, and marketing management positions at Panasonic and Texas Instruments.

Edison Peres holds a Bachelor of Arts Degree in Finance as well as a Master’s Degree in Business Administration from Florida International University.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Nick AdamoSenior Vice President, The Americas

Nick Adamo is Senior Vice President of the Americas, Cisco’s largest geographic region. As such, he is responsible for more than $25 billion in annual sales for the company and over 6500 employees in the United States, Canada, and Latin America.

With 28 years of sales experience in IT and communications, Nick Adamo brings a deep working knowledge of Cisco’s technology architectures and experience from both Enterprise and Service Provider segments. He is valued for his hands-on leadership style, ability to effectively balance strategy and execution, success at building long-standing customer relationships, and deep commitment to his people. He serves as the executive sponsor for some of Cisco’s top customers and partners, fostering strategic relationships, guiding business and technology discussions, and identifying new opportunities that drive shared success.

Prior to leading the Americas, Nick Adamo was Senior Vice President for the newly formed Global Segments and Architecture team where he helped play a critical role in defining and leading Cisco’s strategy for aligning company resources to deliver unique business and technology solutions. Before that, Nick Adamo was Senior Vice President for the service provider business globally where he’s given credit for significant segment growth and increased business relevance for customers in the rapidly evolving telecommunications industry. Previous to this, he headed up the U.S. service provider sales team, managing Cisco’s overall relationship, investment, and growth strategy for wireline, wireless, cable, and emerging carriers. Previously, he was Vice President of the U.S. incumbent local exchange carrier market responsible for Cisco strategy and business relationships with these strategic service provider customers. Previous to that Nick Adamo was Vice

President of the Northeast Area, responsible for the enterprise sales organization spanning New york, New England, and New Jersey, and Operations Director of the Global Finance Operation in New york City, where he managed the global relationship of Cisco’s largest banking, brokerage, and market-data customers in New york City.

Before joining Cisco in 1995 as an Account Executive supporting Merrill Lynch, Nick Adamo spent 11 years with IBM in sales and sales management assignments in the finance industry.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Rick HutleyVice President, Internet of Everything Solutions, Cisco Consulting Services

Rick Hutley is Vice President of Cisco Consulting Services, leading the rollout of technology-based business and IT solutions to enterprise and service provider customers globally. His work is focused on how the Internet

of everything (IoE) will drive innovation and transform business operations and profitability over the next decade.

Rick Hutley has extensive experience in successfully guiding some of the world’s largest and most complex customers through their use of technology throughout the Internet era. He is now using that experience to help companies navigate the transition from the Internet age to the age of the Internet of Everything, including their use of ‘Things’, Big Data, and Analytics to drive innovative customer experiences, employee productivity and new business models.

Prior to Cisco, Rick Hutley was Chief Information Officer for British Telecom’s Concert Communications Company, a $1.5 billion global telecommunications service provider operating through 53 distributor companies around the world. As CIO, he was responsible for the development and operation of Concert’s network and business management systems, including its intranet and extranet solutions for both Concert and their global partners.

Prior to Concert, Rick Hutley was Director of Information Systems for Synchordia Corporation in Atlanta, Georgia, responsible for the development and operation of all systems for the first global telecommunications outsourcing company.

Rick Hutley holds an honors degree in computer science from Hatfield University, UK and an MBA from Cranfield University, UK. He has appeared on BBC Television’s series computing and is a frequent speaker at industry conferences and seminars.

Ken ByrnesSenior Director, Americas Cloud and Service Provider Partner Organization

Ken Byrnes leads Cisco’s Americas Cloud and Service Provider Partner Organization for the Americas. He is responsible for the Go-To-Market strategy and execution of the cloud and managed service solutions

developed for Cisco’s partners.

In today’s market, end-user customers are exploring new consumption models in order to drive productivity and profitability. Key solutions include Private Cloud, Public Cloud, Hosted Collaboration Services, and the full suite of managed services that tie together Cisco’s architectures to our Partners network and professional services. To meet customer demand, Ken Byrnes’ organization drives alignment between our service provider partners and Cisco’s direct sales organization.

Ken Byrnes joined Cisco in 2000, after a 13-year career at British Telecommunications. Since then Ken Byrnes has achieved consistent success in selling to Cisco’s service providers and direct customers, while providing direction and support to our valued partners. With his experience comes a broad understanding of Cisco’s company strategy.

Ken Byrnes received his bachelor’s degree in business marketing from Seton Hall University, in South Orange, New Jersey.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Carlos ToralesLatAm AP Business Development Manager

Education:

Master on Business Administration Washington University Graduation Date: May 1998

Science of industrial Engineering Administrative Systems. Instituto Tecnologico y de Estudios Superiores de Monterey (I.T.E.S.M.) Graduation Date: May 1997

Experience:

Cisco (2012 to present): Latin America Business Development Director. Datacenter, Collaboration and Borderless Network sales and business development management for Latin America and the Caribbean. In charge of sales, go to market strategy, and channel deveopment and specialized product sales organization.

Cisco (2008 to 2011): Collaboration Sales and Business Development Regional Manager Latin America. Regional Collaboration Business manager in charge sales and business development initiatives on marketing and channels to increment Cisco participation on the Unified Communications, Customer Collaboration, Business Video solutions, Webex, and Collaboration Hosted and Managed Services Solutions.

AVAYA (2001 to 2005): Regional Small Medium Sales & Business Development Director Latin America. Regional CRM Product Manager. Regional New Product Introduction Manager for Latin America

Lucent Technologies (1997 to 2001): Global Systems Engineer Bell Labs R&D for Enterprise Networks. Lucent Technologies BCS Mexico, Design Department.

Andrew SageVice President, Americas Distribution

As Vice President of Americas Distribution, Andrew Sage is responsible for all aspects of sales, marketing, operations and logistics for the multi-billion dollar Americas Distribution Channel, a cornerstone of our Partner Led sales strategy.

Most recently, as Vice President of Worldwide Partner Led, he was responsible for accelerating the global success of the Partner Led selling model -- one of two selling models for Cisco that empowers and rewards Cisco Partners to lead sales with midsize and small customers.

Prior to this role, Andrew Sage held the positions of Vice President, Worldwide Small Business Sales and Vice President, Worldwide Channels Marketing.

Andrew Sage joined Cisco in August, 1999 and has more than 20 years of networking industry experience. He brings a broad knowledge of the high tech industry to his current position. He has led several key initiatives to successfully introduce Cisco into new markets, and build new go-to-market capabilities.

Prior to joining Cisco, he spent three years as Regional Vice President for Olicom, Inc. and has also held positions with CrossComm Corporation and Olivetti Canada, Limited.

Andrew Sage has a degree in Economics from the University of Toronto. He currently lives in Pleasanton, California with his wife and three children.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Ken WernerSenior Director, Cisco Capital Americas

Ken Werner brings more than 30 years of IT Financial Services experience to the Cisco Capital team. He has held a variety of leadership roles in executive sales and management at Xerox, Comdisco

and GE Capital. Prior to joining Cisco, Ken Werner was the VP of Sales/Americas for HP Financial Services. Under his leadership, the Americas region experienced double digit growth for 5 consecutive years and doubled the managed assets in their portfolio through strong customer relationships and flexible product offerings.

Originally from the Midwest, Ken Werner has resided in California for the past 20 years. Ken Werner has been married for 40 years to his wife Irene and has 4 children and 5 grandchildren.

He holds a Bachelor of Science degree in Mathematics from Eastern Illinois University.

Sanjay KumarSenior Director, Technology and Channel Financing

Sanjay Kumar is the Head of Cisco Capital’s Technology and Channel Financing Line of Business.

Sanjay Kumar has over 25 years of financial services, assurance and

consulting experience and has held several leadership and managerial positions at CIT, KPMG and Ernst and young.

Sanjay Kumar’s responsibilities at Cisco Capital include driving the innovation and integration of financial products and financing promotions with Cisco Technology solutions consumed by Cisco’s end user customers and partners. He also focuses on enhancing the coverage and effectiveness of the 3rd Party Finance Partner execution model. For the Technology and Channel Financing Line of Business he is responsible for balancing enablement with profitable growth.

Sanjay Kumar holds a Bachelor of Commerce Degree in Business from University of Mumbai, India, a Bachelor of Science Degree from Southern University of New Hampshire, a Master’s of Business Administration Degree from Fairleigh Dickinson University, New Jersey and a CPA from New york State.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Steve BenvenutoSenior Director, Business Development Strategy, Planning and Programs Worldwide Partner Organization

Steve Benvenuto is Senior Director of Business Development for the Strategy, Planning and Partner Programs team in the Worldwide

Partner Organization at Cisco. Steve Benvenuto and his team are responsible for the entire lifecycle of Cisco’s Partner Program, Incentives, Partner Pricing, Planning and Competitive Intelligence.

Steve Benvenuto has extensive channel GTM business development and program innovation experience, including contributing to the development of many of our existing programs such as VIP, OIP, SIP and our ATP and Specialization strategies. Steve Benvenuto has also been closely engaged in driving acceleration around Emerging Technologies and Solutions – most recently around the launch and acceleration of Cisco’s Smart Solutions such as ByOD, Remote Expert and Connected Industries.

Steve Benvenuto joined Cisco in 1999 as a Senior Account Manager in the Software Sales group and was promoted into the Worldwide Channels Organization in 2002 where he has held various leadership roles.

Steve Benvenuto has a Bachelor of Science degree in Business Administration from California State University, Long Beach. He currently lives in Danville, California with his wife, Kathryn, and their two children, Kristina and Jennifer.

Raja SundaramVice President, Worldwide Services Partner and Commercial

Raja Sundaram is Vice President of the Worldwide Services Partner and Commercial organization at Cisco, which develops and executes strategies that enable Cisco and our partners to profitably grow and

transform our services business. He is responsible for Services Partner go-to-market strategies, programs, distribution, and partner development. His global team, chartered to enhance Cisco’s services-led value proposition and ensure partner differentiation and profitability, has won several significant industry awards for innovation in programs and partner business consulting. He also has leadership responsibility for the services commercial segment.

Raja Sundaram has spent 16 years with Cisco, holding Senior Management roles in sales, business development, marketing, general management, operations, and engineering.

In addition to his role at Cisco, Raja Sundaram serves on the Executive Advisory Board of the Association of Strategic Alliance Professionals (ASAP) for the Silicon Valley chapter and is the Vice Chair of the Technology Services Industry Association (TSIA) Support Services Partner Community of Interest. He was also nominated to the CRN 2012 and 2013 Channel Chiefs list.

Raja Sundaram holds a master of business administration degree from the University of California at Berkeley and a master of science degree in electrical engineering from Oklahoma State University.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Ken TrombettaVice President, Worldwide Channels Enterprise, Architectures and Solutions

Ken Trombetta is Vice President for Cisco’s Worldwide Partner Organization and leads a team that develops channel go-to-market strategies for technology architectures

and solutions.

He is responsible for driving sales globally through partners by positioning Cisco’s four key enterprise architectures (Data Center, Collaboration, Enterprise Networks and Security) and cross-architecture solutions.

Ken Trombetta spent the last fifteen years at Cisco leading sales and channel teams. Prior to his current role, Ken Trombetta led direct sales teams as the Area Vice President of Commercial East Sales, and as a Client Director in the Global Enterprise Theatre. Ken Trombetta also served as a member of Cisco’s Worldwide Channels Board and helped to establish the Global Partnering Organization.

Ken Trombetta joined Cisco in October 1998 from Ernst and young Entrepreneurial Consulting Services where he co-developed “Vision and Business Insight” a strategic planning methodology.

Ken Trombetta lives in Pittsburgh with his wife and four children.


Jordi Botifoll

Bruce Klein

Wendy Bahr

Edison Peres

Nick Adamo

Rick Hutley

Ken Byrnes

Carlos Torales

Andrew Sage

Ken Werner

Sanjay Kumar

Steve Benvenuto

Raja Sundaram

Ken Trombetta



Items to Think About

Transforming Tomorrow Together• With the ongoing discussions on the digital divide in

Latin America and plans to stimulate further technology demand across the region, what do you feel are the largest opportunities for your business and for Cisco’s?

• How do you see technology consumption models shifting as your customers’ expectations change? What impact is this having on how your own company is organized?

• What do you believe are some of the opportunities that the Internet of Everything brings to your company, and value at stake?

The Cloud Market - Transforming Business• Are the partners seeing customers look for Cloud solutions

in LatAm. What are those solutions?

• What are they doing to prepare for Cloud?

• Do they see this as a threat or an opportunity?

Get your Share of the Profitable LatAm mid-market• Do you have a plan to capture a greater share of the mid-

market business in LatAm?

• Are you aware of new Cisco mid-market offers such as Meraki Cloud Networking, Business Edition 6000, and Data Center Virtualization with FlexPod/Express Pod and VSPEX? Do you believe they are competitive in your country?

• Do you see demand for Cloud offerings such as hosted collaboration and IaaS with your mind sized customers (<1000 employees)?

• What can Cisco do to help you be more successful in winning new customers in this market?

• Are you participating in the Partner Plus program? How can we change it to make it better for you?

Cisco Capital - Enabling Growth• What steps do we proactively take to integrate Cisco Capital

in the front end of your sales process?

• What specific financing needs have you identified in your respective markets?

• What challenges or barriers do you have to leveraging Cisco Capital end user financing capabilities?

• How can you use Cisco Capital end user financing to help grow your business?

The Model for Next Generation IT• Which (if any) of your customer segments and/or markets

are actively exploring SDN solutions? What are the key use cases and what role are they asking you to play?

• How do you see SDN affecting your business in 6 months, 12 months, and 2 years? What skills do you see being required to take advantage of this market? What role do you want/need Cisco to play?

• Do you currently have a cloud strategy that drives orchestration and automation? What technologies are you using today? Do you see this growing over the next 6 to 12 months? What can Cisco do to help you drive Cloud/SDN?

Business Transformation Playbook• Please click here to view this document.

http://www.cisco.com/web/partners/downloads/partner/WWChannels/download/cisco_business_transformation_playbook.pdf



PARTNERS

Ramon AguilarPresidentGBM [email protected]

Robin BarquinCEOCPS [email protected]

Mauricio BlancoCEOMtel Tecnologia [email protected]

Ronald W. Borchardt Jr.Operation DirectorTeletex Comp. Sistemas [email protected]

Marcio BuenoAlliances [email protected]

Carlos BussoCEOADEXUS [email protected]

Guido CandianiVice President - Market Region [email protected]

Antonio CarcobaGeneral [email protected]

Renato CarneiroPresident2S Inovacoes [email protected]

Susseth CastilloLatAm Enterprise and SMB Sales LeaderAmerica [email protected]

Daniel CelisIntegrated Communications Services Offering [email protected]

Armando De la TorreCEOHola Innovacion S.A. de [email protected]

Nicolas Di BiaseRegional ManagerAvnet [email protected]

Alfredo EimerCEOTRANS [email protected]

Mervyn EyreCEOFujitsu Caribbean and Central [email protected]

David GlaitManaging Director MexicoGetronics [email protected]

DirectoryPartner AttendeesCisco Attendees



Alberto GranadosManaging Director ColombiaGetronics Colombia [email protected]

Eduardo [email protected]

Otavio LazariniSVP Latin AmericaWestcon [email protected]

Scott MacfeeLatAm VPDimension [email protected]

Erick ManceraGeneral [email protected]

Miguel MartinezCEOSPC [email protected]

Jose [email protected]

Alberto MerinoRegional Manager and Alliance [email protected]

Juan Jose [email protected]

Luis OliveiraVP and GM Techdata Latin AmericaTech Data [email protected]

Roberto OlmosCEOUnified [email protected]

Antenor PaglioneVP Marketing and SalesDamovo do Brasil [email protected]

Jose Antonio [email protected]

Rodrigo ParreiraCEO Latin America [email protected]

Carlos PinosCEOCompuequip Dos [email protected]

Javier [email protected]

Felipe RabiaSales DirectorGrupo Dice S.A. de [email protected]

Diego Brites RamosCEOTELTEC [email protected]

Renata RandiRegional Manager and Aliances [email protected]

Daniel RodriguezLatAm [email protected]

Ignacio RojasVP Miami ExportIngram [email protected]

Jorge RubioCEOCEN SySTEMS SA DE [email protected]

Mark SlagaAmericas CEODimension [email protected]

Julio SpiegelDirectorGrupo [email protected]

Gustavo TerreroDirectorOPENLINK SISTEMAS DE REDES DE [email protected]

Oscar TrujilloGeneral [email protected]

Gustavo ValdezMexico Managing [email protected]

Alvaro VeniniGeneral Manager SalesBGH [email protected]

Herberto YamamuroPresidentNEC [email protected]




CISCO

Nick AdamoSVP, The [email protected]

Yolanda AlfonsoLatAm Partner Marketing [email protected]

Eduardo AlmeidaDirector, Brazil Partner [email protected]

Wendy BahrSVP, Americas Partner [email protected]

Steve BenvenutoSenior Director, Business Development Strategy, Planning and Programs Worldwide Partner [email protected]

Jordi BotifollPresident, [email protected]

Ken ByrnesSr. Director Cloud and SP Partner [email protected]

Martin CattaneoSr. Mgr., LatAm Connected Architectures Partner [email protected]

Renato CrepaldiLatAm Distribution [email protected]

Rodrigo DienstmannManaging Director [email protected]

Juan Pablo EstevezManaging Director [email protected]

Paul FecteauSr. Director - APO [email protected]

Faisal HanafiVP, Strategy and [email protected]

Chris HurstVP, Americas Strategy and [email protected]

Rick HutleyVice President, Internet of Everything Solutions, Cisco Consulting [email protected]

Bruce KleinSVP, Worldwide Partner [email protected]

Sanjay KumarSr. Director Cisco [email protected]


mailto:[email protected]



















Gustavo LarachStrategy and Planning Manager LatAm Partner [email protected]

Juan Carlos LopezDirector, Cansac Partner [email protected]

Armando MatuteBusiness Development Manager - Channel [email protected]

Andres MazDirector, Technology [email protected]

Luis MinviellePartner Led Channels [email protected]

Jose Antonio MoralesLatin America Strategy, Planning and Operations [email protected]

Ricardo MorenoVice President, US and LatAm Field Partner Organization, Americas Partner [email protected]

Francisco NaranjoDirector, Mexico Partner [email protected]

Christian OnettoManager, MCO Partner [email protected]

Edison PeresSVP, Worldwide [email protected]

Josse PontoreiroDirector SP Technology [email protected]

Luis RegoSales Director, Public [email protected]

Andrew SageVP, Americas [email protected]

Marco SenaLatin America Commercial [email protected]

Gustavo SorgenteManaging Director [email protected]

Raja SundaramVice President, Worldwide Services Partner and [email protected]

Cindee TeerExecutive [email protected]

Rui TeixeiraDirector, Service [email protected]

Carlos ToralesLatAm AP Business Development [email protected]

Ken TrombettaVice President, Worldwide Channels Enterprise, Architectures and [email protected]

Francisco UribeDirector Business [email protected]

Ken WernerSenior Director, Cisco Capital [email protected]

Flavio VaismanDirector, Cisco Capital [email protected]

Rogelio VelascoVP [email protected]

Victor VleeschowerLatAm PSE [email protected]





























Session Abstracts

Building Partner Value - Today, Tomorrow, Together!Ricardo Moreno, Vice President, US and LatAm Field Partner Organization

This session will kick off the event with an overview of the topics and special activities planned for the three days. We will explore the impact of changing technology, market transitions, and shifts in customer requirements on current business models. Helping partners build and deliver customer value is part of Cisco’s DNA and we will discuss how you can take advantage of the current changes and compete in new ways. Cisco is the company to partner with today, tomorrow and together!

Transforming Tomorrow TogetherNick Adamo, Senior Vice President, The Americas

The rate of change in today’s business environment is unprecedented. The rapid market transitions taking place across the Americas, and the globe, are forcing our customers to adapt more quickly or risk losing their competitive edge. Customers that are ready to address these market transitions head-on need the ability to turn innovation into practice. They are looking to Cisco and our partner community to lay the groundwork for their success by driving significant, measurable business value that allows them to compete more effectively and positively impact their bottom line. In this interactive session, Nick Adamo, Senior Vice President of The Americas for Cisco, will lead a discussion on the market transitions affecting customers across The Americas today and how, working in lock-step with our partner community, we can “transform tomorrow together,” making a valuable impact on our customers’ business and our own.

Our Strategy and Partnership Together - Successful Fy14 FormulaJordi Botifoll, President, LatAm

This session will enable us to share a common vision and strategy for the new fiscal year. We will discuss and better understand LatAm’s changing engines of growth and

the specific initiatives and programs we have in place to successfully adapt to these changes and seize the opportunties. This will be another excellent year!!

Extracting Value from the Internet of Everything Through Collaborative Innovation.Rick Hutley, Vice President, Internet of Everything Solutions, Cisco Consulting Services

The internet of Everything is not just a future trend, but one that customers are taking advantage of today to improve productivity, reduce costs, and become leaders in sustainable, secure solutions. During this session we will explore the $14.4 trillion dollar opportunity at stake and the specific actions you can take to help your customers realize the true business transformation. As customers work to transition to this next evolution of the Internet, they need your help to connecting with people and bring together, data, processes, and things. We will review case studies and real-world examples of how the IoE is transforming Cisco’s, and our customers’, businesses.

Partner Business Model TransformationEdison Peres, Senior Vice President, Worldwide Channels

As cloud fundamentally changes the way customers consume technology, partners need to evolve their business models to capture the opportunities and adjust to the changing market landscape. Adopting a Hybrid IT business model means providing on-premise solutions, applications, managed services, private and public cloud, all packaged with professional services with different SLAs and consumption models. In this session, we’ll discuss the implications and some areas where partners can begin to make the transition. There will be a table-top discussion to gather feedback and on how partners are being impacted today and what Cisco can do to assist partners in this transition.



The Cloud Market - Transforming BusinessKen Byrnes, Senior Director, Americas Cloud and Service Provider Partner Organization

In this session, Ken Byrnes will talk about the cloud market. What is Cisco’s role in this market. He’ll give an update on the “supply and demand” portion of the market, what are the key drivers that is causing this move and how is Cisco enabling our partners.

Get your Share of the Profitable LatAm Mid-MarketCarlos Torales,LatAm AP Business Development Manager Andrew Sage, Vice President, Americas Distribution

The Commercial market in Latin America is Cisco’s fastest growing business, exceeding $500M in Fy13 and with a market potential of well over $2B in technology and services. We are making significant investments in the portfolio, the partners and the marketing programs that will allow you to capitalize on this growth. In this session we will discuss how CPEE partners can capitalize on these investments to grow profits in the mid-market.

Cisco Capital - Enabling GrowthKen Werner, Senior Director, Cisco Capital Americas Sanjay Kumar, Senior Director, Technology and Channel Financing

Business Innovation and new consumption models are changing the way our customers acquire technology. Cisco Capital is strategically positioned to help you and our customers adjust and grow with these rapidly changing directions. Cisco Capital will discuss how they are enhancing their existing capabilities and raising the level of visibility through broad scale marketing and CFO activities to help you grow your business in 2014.

Session Abstracts

The Evolution of Cisco’s Portfolio, Ecosystem and ProgramsSteve Benvenuto, Senior Director, Business Development, Strategy, Planning and programs, Worldwide Partner Organization Raja Sundaram, Vice President, Worldwide Services Partner and Commercial

Raja Sundaram and Steve Benvenuto will discuss important shifts in the IT landscape and how Cisco’s portfolio and programs are evolving as a result. All of this presents exciting opportunities for our partners. Raja Sundaram will share how Services can help partners create more value by teaming with Cisco to deliver more software based services and complex solutions. Steve Benvenuto will lay out avenues partners will have in the ecosystem of the future and programs for the ecosystem of partners. Then both speakers will invite partner feedback.

The Model for Next Generation ITKen Trombetta, Vice President, Worldwide Channels - Enterprise, Architectures and Solutions

In this session you will hear updates on enterprise networking portfolio and how they are the building blocks for the software defined network of the future. We’ll discuss our strategy to address it and how this technology can reduce operating expenses and increase business agility through programmatic control of network infrastructure.



Additional Recources

Partner Central:http://www.cisco.com/web/partners/index.html

LatAm specific site:

http://www.cisco.com/web/partners/sell/americas.html

Cisco Partner Guide:The Partner Guide offers overviews and links to programs, tools, and recources. Provides quick access to information, through the Acronym and Table of Contents hot links.

www.cisco.com/go/partnerguide

Cisco Partner Summit 2013 - Summary of Announcements:http://www.cisco.com/web/learning/le21/le34/partnersummit/ps_announcements_summary.pdf

Partner Tools:http://www.cisco.com/web/CA/channels/tools_partner.html

The SELL:An easy-to-use online recource created to assist Partners with becoming more productive, knowledgeable and competent in selling Cisco solutions. Quickly navigate Cisco’s training and resources available to partners.

www.cisco.com/go/thesell

Partner Marketing Central (PMC):www.cisco.com/go/partnermarketing

Partner Marketing Professional - Individual Certification Information:www.cisco.com/go/marketingprofessional

Customer Success Cases:http://www.cisco.com/web/LA/partners/sell/casestudies/ index.html

http://www.cisco.com/web/partners/index.html

http://www.cisco.com/web/partners/sell/americas.html

http://www.cisco.com/go/partnerguide

http://www.cisco.com/web/learning/le21/le34/partnersummit/ps_announcements_summary.pdf

http://www.cisco.com/web/learning/le21/le34/partnersummit/ps_announcements_summary.pdf

http://www.cisco.com/web/CA/channels/tools_partner.html

http://www.cisco.com/go/thesell

http://www.cisco.com/go/partnermarketing

http://www.cisco.com/go/marketingprofessional

http://www.cisco.com/web/LA/partners/sell/casestudies/index.html

http://www.cisco.com/web/LA/partners/sell/casestudies/index.html



Thank you. For program related questions contact Kate Azevedo ([email protected])or for logistics related questions contact Melissa Hofmann ([email protected]).

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