LEADing the Future by Partnering with Cisco

Ruma BalasubramanianVP, APJ Partner Organization

Thank You for Your Partnership

Innovation

Simplification

Outcomes Relevance

Software and SaaS Share and Growth

Our Business Demands…

Customers Want…

Our Partner EcosystemLearningPartners

TechnologyPartners

IndependentSoftware

Vendors (ISVs)

Distributors

VARs &

Silver

Partners

SI & Solution Providers

IoT

Consulting Partners

Cloud

Partners

ServiceProviders

(SPs)

Evolving Our Partner Strategy

Product

Business Process

Business Solution

Architecture

Technology

Business Outcomes

Pro

fess

ion

al S

ervi

ces

What You Told Us You Need

Expand Your Practice

Up-Sell and Cross-Sell

Remain Competitive

Partner Programs and Incentives

Customer Loyalty

ProfitabilityGrowth Differentiation

Focus Areas to Help You Succeed

Protect Against Niche Competitors

Expand Across Architectures or

Segments

Build Cloud and SaaS Business

Maximize Rewards from Cisco

ProfitabilitySolutions CloudArchitectures& Enablement

Focus Areas to Help You Succeed

Protect Against Niche Competitors

Expand Across Architectures or

Segments

Build Cloud and SaaS Business

Maximize Rewards from Cisco

ProfitabilitySolutions CloudArchitectures& Enablement

Wireless EverywhereRefresh the NetworkMerakiIntelligent Branch

Enterprise Networking

Architecture Growth Priorities

Next Gen FirewallContent SecurityThreat Defense

Security

Private/Hybrid Cloud UCS 2.0ACI + N9K

Data Center

New Video PortfolioCisco Meeting RoomProject Squared

Collaboration

New Software SolutionsMigration toward ASR9KNew Specializations

SP Architectures

Architectures are Our Foundation

Architecture Specializations & Programs

Enterprise Networking

Security Data Center Collaboration SP Architectures

IoT Specializations

Security Ignite ACI Perfect Pitch Collaborate Now SP Tech PlusEN Ignite

Security Specialization

Advanced Unified Computing & Unified Fabric Specializations

Advanced VideoSpecialization

SP Architectures Specialization

Enablement Drives Profitability and Growth

VIP/CSPP rebates awarded to specialized APJ partners in FY14

$154M

Growth in revenue for Gold Master specialized partners14%

Higher growth among partners who are investing in architecture practices

21%

Partner individuals from 1,100 partner companies trained across 541 courses

18,000

Focus Areas to Help You Succeed

Protect Against Niche Competitors

Expand Across Architectures or

Segments

Build Cloud and SaaS Business

Maximize Rewards from Cisco

ProfitabilitySolutions CloudArchitectures& Enablement

Sales teamsengaging with ISVs had their average deal

increase

5-7X

ISVs’ Unique Position

“Software runs on hardware”

Line of Business relevance accelerates sales

Private, Public (SaaS), Hybrid Cloud

Differentiation through integration:e.g., ACI, Collaboration, CMX, UCSD

“Sell with” and “sell to”

Accelerating a Solutions-Centric Approach

Tools and support for developers

Validation, testing and marketing

support for Solution companies

Solution partner storefront

APJ Focus AreasCustomer and Employee Experience, Security,

Big Data and Analytics, Microsoft, and SAP

DevNetSolution Partner

ProgramMarketplace

Sample “Sell With” ISVs in APJBanking, Finance, Insurance, SP

Healthcare Education, Government

Mining, Energy, Manufacturing

Power, Oil, Gas, Retail

SmartTac盈联科技

Navinfo四维图星

Server 2003 MigrationPrivate CloudSQL 2005 Migration

Big Data &

Analytics

SAP HANATDIITPASAP Cloud

Unix/RISC Migration (Infrastructure Modernization)

SAP ERP Cloud Migration

ISV Campaign Resources • Partner playbook*• SaaS Guidebook• Training webinar• Step-by-step instructions to run a campaign• Updated Email templates & detailed call guides• Supporting materials• Telemarketing or integrated campaign for a fee• Negotiated discounts on call lists

Visit PMC and search “ISV” to find resources*Major update available November

Focus Areas to Help You Succeed

Protect Against Niche Competitors

Expand Across Architectures or

Segments

Build Cloud and SaaS Business

Maximize Rewards from Cisco

ProfitabilitySolutions CloudArchitectures& Enablement

Business Imperatives

New Revenue Streams

Accelerated Deployment

Dynamic, Efficient,

Agile

Security Assured Experience

ITaaS

IT Sourcing Spectrum

Public

Private

Hybrid

SaaS

The World of Many Clouds

Balancing Act of the CIO

Striking the perfect balance

Fixed workloads Elastic workloadsChoice to build / rent across providers

Workload portability Consistent security

DC/Private Clouds Provider CloudsEconomics

SpeedScale

DataSovereignty

Security

Control

Hybrid

World of Cloud Islands (2000s)

Each Cloud is custombuilt with no consistent APIs

Intercloud

Connected for application acceleration with Open APIs

The Intercloud

Intercloud

Web-scale | Automated | Open, Secure, Hybrid

Internet

Islands of Isolated PC LAN Networks (1990s)

Multiple LANs usingmultitude of protocols

The Internet

Connected using IndustryStandard IP protocol

IP Based | Open Standards

The Intercloud Global Marketplace

Intercloud

EnterprisePrivateClouds

Public Clouds

Intercloud Partners

Intercloud Fabric

APIs

Portal

APIs

Enterprise Workloads

Native CloudApplications

Big Data & Analytics

Collaboration & Video

Meraki

Analytics

WebEx

Security

IOE aaS

HANA aaS

vDesktop aaS

Cloud Services & Applications

HCS

IaaS

PaaS

MicrosoftSuite aaS

DRaaS

A network-centric partner ecosystem

will provide the most choice and data sovereignty

over a vendor direct model

CIOs need application

centric policy control across all

IT components and all clouds at

scale

Hybrid Cloud requires the ability

to place VM workloads on any

cloud and move them back

The IoE explosion will require data virtualization at scale, not data

replication

Cisco’s Intercloud Differentiated Principles

Cisco’s Intercloud Ecosystem Partner Roles

Intercloud

EnterprisePrivateClouds

Public Clouds

Partner Clouds Cloud Services

and Applications

Cloud Builder

Private Clouds

Intercloud Alliance Partner

(CCS)

Cisco PartnerTechnology

Partner

Consultant(Influencer)

Cisco Channel PartnerReseller

Application /SaaS PartnerDeveloper

IntercloudProvider

Aggregator

Intercloud

Cloud Revenue Opportunity for Partners

$$

Par

tner

Opp

ortu

nity

• Cloud justification business case

• Project plan• Financial benefit

model

• Infrastructure assessment

• Infra security policy documentation

• Migration plan

• Applications assessment

• Application security policy documentation

• Migration plan

• Service deployment• Compliance &

Security Audit

• User education & Experience

• TCO evaluation

$ $$$ $$$ $$

Clo

ud A

dop

tion

Life

Cyc

le

• Business model & Org changes

• Financial model pressure

• Environment maturity• Fixed vs. mobile users

• Local or remote applications

• Customized vs. Standard

• Licensing Model• Security required

• Service scalability and reliability

• Vertical market compliances

• Global vs. local requirement

• SLAs and Support• Cost

• User education and adoption

• Security policy implementation

• TCO evaluation

Focus Areas to Help You Succeed

Protect Against Niche Competitors

Expand Across Architectures or

Segments

Build Cloud and SaaS Business

Maximize Rewards from Cisco

ProfitabilitySolutions CloudArchitectures& Enablement

Maximising Cisco Incentives

ExtendedTerm Financing

TechnologyMigration Incentives

New AccountBreakaway

VIP, OIP, TIP, SIP Demo/NFR Cloud MDF

Big Bets/Quick Bets

Partner Plus/ Partner 360

Demand Generation -ASAP

CSPP Rebates Marketing and Branding Promotions

Learning Credits

xIP & GDR

• 30% improvement in OIP approval time

• 63% increase in approved deals

• $81M OIP deals in pipeline

• Theatre focus on TIP• Simplification through

programme stacking

Partner Plus

• Expanding Partner Plus in FY15

• Elite partners eligible for up to $35k/quarter

• Access to enablement, marketing and engineering resources

Cloud

• 196% Cloud bookings growth in APJ

• 61 partners enrolled in Cloud Master and Advanced Specialisations

• Opportunity: Leverage Cloud Reseller Programme for growth and profitability

Growing Profitably with Cisco Incentives

Calls to Action

• Create depth in your Cisco architectures practices

• Build your own ecosystem that includes ISVs and other solution partners

• Transition to Hybrid IT and sell private cloud solutions

• Continue the dialogue with Cisco