Small Business is
Big Business
Nabil Sheikh – Distribution Account Manager
Alaa Shablak – Channel SE
Ashar Badar – Channel Account Manager SMB
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
1
Agenda
9:30- 10:15 am
Cisco Small Business Value Proposition – Nabil Sheikh
10:15 - 11:30am
Cisco Small Business Product Overview and Positioning –
Alaa Shablak
11.30- 11.45 am
Coffee- break
11:45- 12:45 pm
Partner Incentive Programs and Promotions – Ashar Badar
12:45 pm – 13:30
pm
13:30 pm – 2:30
Partner Key Benefits and Resources – Ashar Badar
Presentation_ID
Closing & Lunch
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
2
Why SMB?
 Largest market segment .
 Global SMB space represents a $15.9 billion market.
 SMB is an important element of regional economy –
particularly in Bahrain due to strong entrepreneurial spirit.
 Competitive environment – customers looking for new
technology to improve their customer service.
 SMB will look for opportunities to outsource their IT
requirements – managed services.
 Faster sales cycle – fewer decision makers & more control
over budget.
Congrats ……
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
3
Solving the Needs of Small Business
Save Money
Keep my Customers
Protect my Data
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
4
The Recovery cycle is faster
Particularly for companies under 500 emp.
Percentage Employment Change
Faster recovery
from recession
Faster recovery
from dot-com bust
and 9/11
5.0%
4.0%
3.0%
2.0%
1.0%
0.0%
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
-1.0%
-2.0%
-3.0%
<500 employees
>500 employees
-4.0%
Less impact
on
Smaller
companies
Less impact
on
Smaller
companies
Data Source: US Census Data
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
5
Why Now?
%
Employee
Change
Faster recovery
after dot-com
bust and 9/11
Faster recovery
after recession
5
4
2
UAE to launch special loans
scheme for SMEs
1
Thursday, 04 June 2009
3
0
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
-1
-2
<500 employees
-3
500+ employees
-4
Harder impact
from recession
Data Source: US Census Data
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
6
Why Cisco & SMB?
 Cisco SMB Strategy – data insight, market testing, technology,
solution rationalization & channel alignment
 Cisco’s $100m investment (SMB technology group)
 Developed Cisco SMB Council - using Anywhere
collaboration technologies to capture dominant share of SMB
market
 Solution Rationalization – Cisco Small Business and Cisco
Small Business Pro (previous Linksys) – solutions to target
basic SMBs & Elite SMBs
 Channels – tight integration with Cisco’s partners. Channel
Support. Select Certification.
Congrats ……
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
7
What the analysts say?
“By 2013, Yankee Group believes Cisco could garner 25 to 30
percent of U.S.$15.9 billion SMB market share. SMB channel
partners need to align with Cisco segments, add certifications
and use collaboration tools to meet the needs of an evolving
SMB market.” Yankee Group, Feb 2009
Congrats ……
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
8
Cisco’s Market Definition
Large & Strategic Accounts –
PS, SP & Enterprise
1
(>500)
High Touch; Cisco Led, Partner Fulfilled
Medium Enterprise
2
(200-499)
High Touch: Partner Leveraged
Mid-Market
3
(100-199)
Medium Touch: Partner Led; Cisco Support
Small & Medium Business
4
(20-99)
Low Touch: Partner Led, Program Driven
SOHO & Ultra Small Business
5
(1-19)
No touch; Marketing led, Partner Leveraged, Program Driven
Source: Collective. Cisco and peers
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
9
Connected Office Portfolio
Products & Solutions for Any Business Need or Budget
Applications
Facilities
Management
Video
Surveillance
Storage Backup/Archiving
Desktop
Backup & Restore
Hosted Security
SaaS
Solutions
Linksys Voice System (LVS)
Endpoints
Metro
Ethernet
IP Phones
Infrastructure
Products
Routing
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Managed
Switches
Cisco Confidential
Unmanaged
Switches
Smart
Switches
Video
Analog Voice
Gateways
Wireless
Security
VoIP
Accessories
Storage
10
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
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