enter
Executive Briefing Guide
Cisco Partner Executive Exchange
September 15-18, 2014 | Osaka, Japan
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
2
Dear APJC CPEE Partner Community,
Welcome to the Cisco Partner Executive Exchange (CPEE) here in the beautiful city of Osaka, Japan!
CPEE presents a timely opportunity for us to focus, strategize and align in order to make sure that we are all one team as we turn challenges into opportunities for FY15.
We have lots 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 pack contains all the information you need to navigate your way around the program and session venues. It offers you a full view of our agenda, speaker bios,
directory of registered attendees, and glossary of Cisco partner programs, promotions and tools. As always, I encourage you to be open with your input and feedback
during our meeting and networking sessions.
Lastly, I would like to thank you for taking the time to join us here in Osaka. CPEE – focused on knowledge sharing and networking at a strategic level – remains one of the
key partner events at Cisco. We remain committed to our collaborative partnership model, and hope to make this forum a valuable experience for you.
I look forward to seeing you soon!
Best regards,
Ruma Balasubramanian
Vice President
APJC Partner Organization
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
3
Agenda
Monday, September 15
Tuesday, September 16
Wednesday, September 17
Thursday, September 18
Cisco Partner Confidential
Monday, September 15, 2014 (Day 1)
1:00 pm – 6:00 pm
Arrivals & Registration
Hotel lobby, Level 20
1:00 pm – 6:00 pm
Executive 1:1 Meetings
Sakura I / Sakura II / Sakura III, Level 2
6:30 pm – 9:00 pm
Welcome Reception
Pierre, Level 20
9:00 pm onwards
After Hours Drinks
Adee Lounge & Bar, Level 20
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
Monday, September 15
Next
Tuesday, September 16, 2014 (Day 2)
6:30 am – 8:30 am
Breakfast
NOKA, Level 20
8:30 am – 8:45 am
Welcome & Opening Address
Hinoki Ballroom, Level 2
Ruma Balasubramanian, Vice President, APJC Partner Organization
Tuesday, September 16
Wednesday, September 17
4
8:45 am – 9:30 am
Hinoki Ballroom, Level 2
Cisco Partnering Strategy
Bruce Klein, Senior Vice President, WW Partner Organization
Thursday, September 18
9:30 am – 10:15 am
Hinoki Ballroom, Level 2
Cisco Services Strategy
Edzard Overbeek, Senior Vice President, Cisco Services
Today companies are trying to adapt to the implications of changing business models,
globalization, and regulatory compliance. With Line-of-Business (LOB) leaders pressured
to rapidly innovate, IT must accommodate fast-moving technology transitions such
as cloud, mobility, and big data in order to meet user demands. With the Internet of
Everything, this pace of change is accelerating. In this session, Edzard will lay out how
Cisco Services has evolved to meet – and exceed – our customers’ expectations. He will
outline Cisco’s Services strategy and how it can transform our partners sales engagement
to a strategic business relationship that drives higher wallet share.
10:15 am – 10:45 am
Break
Hinoki Ballroom Foyer, Level 2
10:45 am – 11:30 am
Cisco Intercloud Partner Strategy
Hinoki Ballroom, Level 2
Edison Peres, Senior Vice President, Cloud & Managed Services Partner Organization
Cloud consumption continues to grow across all segments of our customers, driving
massive Hybrid IT adoption. Cisco is expanding our partner-centric cloud strategy to
address customer concerns about security, portability and data sovereignty. In this
session, Edison will discuss the multiple partner roles available in the Intercloud partner
ecosystem, where you can play, and how to monetize the opportunity with Intercloud.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
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Tuesday, September 16, 2014 (Day 2) (continued)
11:30 am – 12:30 pm
5
The Software Opportunity – Cisco One, Security, and Lifecycle Services
Hinoki Ballroom, Level 2
Ken Trombetta, Vice President, WW Partner Organization – Architectures & Solutions
Monday, September 15
As customers are increasingly looking for simplicity, flexibility and agility, Cisco has the
opportunity to provide capabilities and solutions as a software platform that harnesses the
value of the intelligent network. In this presentation, Ken will discuss the market opportunity
for partners across Cisco’s software portfolio and the Cisco ONE software platform. The
platform provides simplified purchasing, flexible buying options, and investment protection
through license portability. He will walk through Cisco’s go to market strategy, use cases
and the opportunity for partners.
Tuesday, September 16
Wednesday, September 17
Thursday, September 18
12:30 pm – 1:45 pm
Lunch
NOKA, Level 20
1:45 pm – 2:45 pm
Network Programmability & ACI
Hinoki Ballroom, Level 2
Soni Jiandani, Senior Vice President, Marketing
Cisco has introduced a revolutionary approach for Data Center Infrastructure. This holistic
approach is called Application Centric Infrastructure (ACI), and places the focus of the
IT organization towards managing Applications and Business processes rather than
managing individual boxes. This ultimately enables the much sought-after vision of “FastIT”, reducing the overall cost associated with CapEx and OpEx for customers.
In this session, Soni Jiandani (Senior Vice President, Marketing, Insieme Business Unit
- Cisco) will outline the key benefits of Cisco’s ACI strategy, its importance to Cisco and
its partners, and the unique opportunities this transformational approach to Data Center
infrastructure will bring to the entire partner ecosystem.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
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Tuesday, September 16, 2014 (Day 2) (continued)
2:45 pm – 3:30 pm
6
Capture the Mobile-Cloud Opportunity…Before It Passes You By
Hinoki Ballroom, Level 2
Sujai Hajela, Senior Vice President, Enterprise Networking Group
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
Monday, September 15
Tuesday, September 16
The mobile-cloud era is upon us, and your customers are quickly realizing that the
right network solution is paramount to reaching business goals. Cisco is at the helm of
disrupting how business is done, in a good way, by delivering innovations that speed IT
agility, more effectively engage end-users and empower employees. Join us as we explore
the Cisco Enterprise Mobility Vision and Strategy for on-premise and cloud-managed
solutions to capture critical network transitions, including gigabit Wi-Fi, high-density
wireless and multi-gigabit switching that can be attributed to stalling your customers’ key
business initiatives. See real examples where line of business focused sales strategy
drove network value and resulted in high-impacting business outcomes.
Wednesday, September 17
Thursday, September 18
3:30 pm – 4:00 pm
Break
Hinoki Ballroom Foyer, Level 2
4:00 pm – 4:45 pm
Delivering New Collaboration Experiences Together
Hinoki Ballroom, Level 2
Richard McLeod, Senior Director, WW Collaboration Channel Sales
Collaboration is undergoing a major shift – from IT-led decisions to user-driven
experiences, from on-premise to cloud consumption, from complex tools to simplicity.
Cisco is leading the industry and changing the game by delivering exceptional
experiences for every room, every desk and every pocket. With greater opportunities
than ever before, now is the time to accelerate your collaboration practice, differentiate
your services and create customer value. See a demonstration of the new innovative
Cisco Collaboration technologies designed to accelerate video and simplify deployment.
Understand how Cisco is delivering the next generation of collaboration solutions that
enable you to reach more decision makers.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
Tuesday, September 16
Wednesday, September 17
Cisco Partner Confidential
Hinoki Ballroom, Level 2
WW Executive Dialogue
Bruce Klein, Senior Vice President, WW Partner Organization
Edzard Overbeek, Senior Vice President, Cisco Services
Edison Peres, Senior Vice President, Cloud & Managed Services Partner Organization
Soni Jiandani, Senior Vice President, Marketing
Sujai Hajela, Senior Vice President, Enterprise Networking Group
Monday, September 15
Thursday, September 18
Prev
Tuesday, September 16, 2014 (Day 2) (continued)
4:45 pm – 5:45 pm
7
6:30 pm – 9:00 pm
Dinner
Kani Amimoto (Offsite)
9:30 pm onwards
After Hours Drinks
Adee Lounge & Bar, Level 20
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
Monday, September 15
8
Next
Wednesday, September 17, 2014 (Day 3)
6:30 am – 10:00 am
Breakfast
NOKA, Level 20
6:00 am – 2:00 pm
Networking Activity: Golf
ABC Golf Club
9:00 am – 1:00 pm
Networking Activity: Spa
All That Spa @ InterContinental Hotel,
Level 4
9:00 am – 1:00 pm
Networking Activity: Sightseeing
Osaka Castle & Dotonbori area
1:00 pm – 2:00 pm
Lunch
Pierre, Level 20
2:00 pm – 2:15 pm
Opening Address
Hinoki Ballroom, Level 2
Tuesday, September 16
Wednesday, September 17
Thursday, September 18
Ruma Balasubramanian, Vice President, APJC Partner Organization
2:15 pm – 3:30 pm
Evolution of Cisco’s Global Service Provider Strategy
Hinoki Ballroom, Level 2
Chris Heckscher, Vice President, Global Service Provider, APJ
Hanh Tu, Vice President, Next-Generation Service Provider Business, Greater China
Chris and Hanh Tu will discuss the evolution of Cisco’s approach to our Global Service
Providers, the relevance of our strategy within the APJC region, and what this means
for our partner community. We will provide you with insights about Cisco’s approach to
delivering Outcome-based solutions to our customers, and how our partners will continue
to be the foundation of delivering a new level of customer intimacy. We will give you a view
of our top priorities and discuss areas of profitable growth that we see for ourselves and
our entire partner ecosystem.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
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Wednesday, September 17, 2014 (Day 3) (continued)
3:30 pm – 4:15 pm
9
Hinoki Ballroom, Level 2
SP Architecture Go To Market
Pete Wareham, Director, SP Technology Partners
Monday, September 15
The Service Provider environment is going through unprecedented change. Partners must
play key roles in defining, selling, deploying and optimizing technology solutions that will
deliver clear business outcomes. In this session Pete will discuss the market revolution that
is taking place, outline how virtualized, programmable, software driven networks respond
to these changes, show how our Go To Market is evolving to support partners and get
partners thinking about their role in the new paradigm and what changes they need to
consider in their business.
Tuesday, September 16
Wednesday, September 17
Thursday, September 18
4:15 pm – 4:45 pm
Break
Hinoki Ballroom Foyer, Level 2
4:45 pm – 5:30 pm
Capturing Business Opportunities with ISVs & Software Solutions
Hinoki Ballroom, Level 2
Rick Snyder, Vice President, Global & Strategic Partner Organization
More than ever before customers are demanding that their technology providers deliver
greater business outcomes. Although this creates new challenges for all of us, it is also
an unprecedented opportunity. Cisco’s Global and Strategic Partner Organization is
leading the charge in leveraging the full value of the Company’s partner ecosystem though
Independent Software Vendors (ISVs). The ISV initiative helps Cisco partners deliver true
business solutions to customers and provides access to new buyer types — driving larger,
more profitable deals.
Hear about Cisco’s strategy to engage and develop ISV relationships, and how partners
can align to grow revenue. The discussion will highlight:
• Market opportunities through Cisco’s partner ecosystem;
• The specific investments Cisco is making to enable and accelerate the channel via
ISV’s; and
• Examples of how partners can truly differentiate themselves from the competition.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
Prev
Wednesday, September 17, 2014 (Day 3) (continued)
5:30 pm – 6:30 pm
Monday, September 15
Cisco Partner Ecosystem: Channel Partner & Solution Partner Program
Update
Hinoki Ballroom, Level 2
Steve Benvenuto, Senior Director, Channel Partner Program, WW Partner Organization
Tuesday, September 16
Steve Benvenuto will review the Cisco Partner Ecosystem announcements recently
outlined at Cisco Partner Summit, including changes, additions and enhancements to the
Channel Partner Program (including certification and specialization evolution) and the
Solution Partner Program (including partner tiering and incentives). Steve will also lead a
discussion around future partner program considerations for Software, IoT and Verticals.
Wednesday, September 17
Thursday, September 18
Cisco Partner Confidential
10
6:30 pm – 9:30 pm
Gala Dinner
La Fete Hiramatsu (Offsite)
10:00 pm onwards
After Hours Drinks
Adee Lounge & Bar, Level 20
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
Monday, September 15
11
Next
Thursday, September 18, 2014 (Day 4)
6:30 am – 8:30 am
NOKA, Level 20
Breakfast
Asia Pacific & Japan Breakout
Tuesday, September 16
Wednesday, September 17
Thursday, September 18
8:30 am – 8:45 am
Hinoki Ballroom, Level 2
Welcome & Opening Address
Ruma Balasubramanian, Vice President, APJC Partner Organization
8:45 am – 9:45 am
Hinoki Ballroom, Level 2
Building a Bold Future Together
Irving Tan, President, APJ
Dynamic market conditions and ongoing technology disruption continues to create
significant opportunities across the APJ region. Irving Tan will address Cisco APJ strategy
and some of the bold moves the business has taken to ensure we are positioned to drive
joint, sustainable growth and profitability with our Partners and build a bold future together.
9:45 am – 10:30 am
Hinoki Ballroom, Level 2
APJ Architectures & Enterprise Go To Market
Scott Brown, Vice President, Enterprise Segment, APJ
Join us as we share our plans to better engage with Enterprise and Public Sector
customers. We’ll focus on architectures, and then look at the localization and
homologation (certification of solutions in local markets), solutions factory, verticals and
software ELAs. Bring your ideas on how we can capture this joint opportunity to drive more
customer relevancy and to increase sales.
10:30 am – 11:00 am
Break
Hinoki Ballroom Foyer, Level 2
11:00 am – 11:45 am
Winning Together in Commercial
Hinoki Ballroom, Level 2
Bastiaan Toeset, Managing Director, Commercial & Marketing, APJ
An outcome based dialogue on how partners and Cisco can capture the significant
opportunities in the Commercial segment through joint focus and accountability, mutually
agreed initiatives and differentiated programs.
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
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Thursday, September 18, 2014 (Day 4) (continued)
11:45 am – 12:45 pm
12
Hinoki Ballroom, Level 2
APJ Cisco Services Strategy
Raja Sundaram, Vice President, Services Partners & Alliances
Sameer Apte, Senior Manager, Cisco Services, APJC
Monday, September 15
Tuesday, September 16
Raja Sundaram, Vice President, Services Partners & Alliances, and Sameer Apte, Senior
Manager, Cisco Services APJC, will deliver an interactive session targeted to APJ
partners that will complement the worldwide Services Strategy session offered by Edzard
Overbeek. Raja will discuss how Cisco Services creates more opportunity for you by
helping you enable your customers to achieve better outcomes. Raja will share what Cisco
is doing to help you capture the value of the Internet of Everything using Cisco Platform
Software, Industry Solutions, along with Smart Services. This session will cover programs,
offers, go-to-market initiatives and case studies. Attendees will come away with a clear
understanding of where to focus and what services to sell to grow opportunities in APJ.
Wednesday, September 17
Thursday, September 18
12:45 pm – 2:00 pm
Lunch
NOKA, Level 20
2:00 pm – 2:45 pm
Bringing It All Together to Accelerate Growth
Hinoki Ballroom, Level 2
Ruma Balasubramanian, Vice President, APJC Partner Organization
In this interactive session, we will provide you with an update on our partnering strategy
to support, enable, and drive your success. Your ideas and feedback play a critical role in
how we shape this strategy in today’s dynamic environment. We will also discuss our key
sales priorities and how these priorities can help you drive profitability and differentiation,
providing you with specific success stories. Together let’s focus on how to bring it all
together to accelerate your growth.
2:45 pm – 3:45 pm
Hinoki Ballroom, Level 2
APJ Executive Dialogue
Irving Tan, President , APJ
Ruma Balasubramanian, Vice President, APJC Partner Organization
Scott Brown, Vice President, Enterprise Segment, APJ
Bastiaan Toeset, Managing Director, Commercial & Marketing, APJ
Chris Heckscher, Vice President, Global Service Provider, APJ
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Agenda
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Thursday, September 18, 2014 (Day 4) (continued)
3:45 pm – 4:00 pm
Hinoki Ballroom, Level 2
Closing
Ruma Balasubramanian, Vice President, APJC Partner Organization
Monday, September 15
Tuesday, September 16
4:00 pm onwards
Wednesday, September 17
Greater China Breakout
Thursday, September 18
13
9:00 am – 9:10 am
Free & Easy / Departures
-
Welcome & Opening Address
Sakura III, Level 2
Owen Chan, Chairman and CEO. Cisco Greater China
Cisco Partner Confidential
9:10 am – 10:10 am
Hidden Dragon 4.0 Discussion
Sakura III, Level 2
10:10 am – 10:30 am
Break
Hinoki Ballroom Foyer, Level 2
10:30 am – 11:30 am
Operation Issue Discussion
Sakura III, Level 2
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Bastiaan Toeset, managing director for Asia
Pacific and Japan (APJ), is responsible for both
the commercial segment and the marketing
organization in the region.
Cisco Partner Confidential
14
Managing Director, Commercial Segment and Marketing
Asia Pacific and Japan
Toeset’s teams deliver innovative business
outcomes that help our customers take
advantage of rapidly changing market conditions.
He is responsible for driving growth and profitability for Cisco’s Commercial
segment in the APJ region. Key to this is building customer and partner
intelligence and working closely with distribution and partner channels. As
leader of APJ Marketing, Toeset focuses on accelerating revenue growth,
and engaging customers and partners through innovative use of traditional
and digital marketing.
Toeset formerly led the Asia Pacific, Japan, and Greater China (APJC)
Customer Led organization where his charter was to ensure long-term
growth and to expand Cisco’s value proposition to customers, partners and
the industry at large. His responsibilities included the Internet of Everything
solutions, Smart solutions, public and private sector expert teams, and
strategic business development for large customers in the region. Toeset
helped reposition Cisco’s service provider business to support growth in
cloud and improve overall growth in enterprise and public sector segments.
Toeset brings with him solid industry knowledge, extensive channels
experience and international management exposure from leadership roles
in the Caribbean, North America, Asia, and Europe. Since joining Cisco in
Europe in 1999, Toeset has held various leadership positions, including
director for the APJC Partner Led organization, director of strategy and
planning in Japan, and distribution sales manager for the European markets.
He holds a Bachelors degree from Maastricht Hospitality College, The
Netherlands, and an MBA degree from Webster University in Saint Louis,
USA.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
15
Bruce Klein
Senior 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 of more than 60,000 partners,
representing the company’s primary route to
market. This global partner ecosystem, which
includes systems integrators, value-added
resellers, distributors, services partners,
independent software vendors, 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.
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.
Klein joined Cisco in 2004 and held previous roles leading the Federal,
U.S. Public Sector and and Global Public Sector 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, Klein was vice 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, 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 and recently received a lifetime
achievement award from the Institute for Excellence in Sales and Business
Development.
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.
Klein holds a bachelor of science degree in management information
systems from George Mason University. Bruce is married with 3 children
and a grandson.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Chris Heckscher
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Chris Heckscher is Vice President of Global
Service Provider in Asia Pacific & Japan,
responsible for overall strategy and driving
growth, end to end solutions and business
partnerships with our largest SP customers in
the region.
Cisco Partner Confidential
16
Vice President
Global Service Provider, Asia Pacific & Japan, Cisco
Prior to this role, Chris was Vice President of
Advanced Services for Cisco Services in Asia Pacific, Japan and Greater
China. He had full P&L responsibility and led a team of more than 1,500
professionals focused on planning, designing and delivering innovative
solutions to enable business outcomes and success for Cisco’s largest SP,
Enterprise, and Public Sector customers. Under his leadership the Advanced
Services business grew more than 30% CAGR over a five year period
as he has scaled the organization across the region while driving many
transformational engagements in Mobility, Data Center/Cloud, Security,
and Collaboration space, with many of them first of its kind globally. Chris
has a passion for building teams and developing talent, driving innovation in
emerging markets, and developing outcome based solutions across APJC.
Based in Hong Kong, Heckscher has served the APJC region for over 10
years in various leadership roles and capacities spanning Sales, Services,
Operations, and Strategy. He joined Cisco in 1998, and held a number of
management positions at Cisco’s headquarters in San Jose before coming
to APJC to start up the Global Account Sales organization supporting
Cisco’s Top 100 Global Enterprise and Service Provider customers in APJC.
Over a period of 5 years, Heckscher grew the business from US$100 million
to more than US$450 million.
Before joining Cisco, Heckscher spent seven years with AT&T, serving in
various sales leadership roles. Chris was also nominated to participate in
AT&T’s Executive Leadership Continuity Program (LCP) from 1996-1998.
Heckscher holds a Bachelor of Science in Political Science from Rollins
College, and has completed Executive Education studies at the University
of Pennsylvania’s Wharton School of Business. He lives in Hong Kong with
his wife Evonne. In his spare time, he enjoys tennis, yoga, team sports,
cooking and reading.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
17
Dave West
Chief Technology Officer
Systems Engineering and Architectures, APJC
Dave West is the Chief Technology Officer (CTO)
for Systems Engineering and Architectures for
Cisco Asia Pacific, Japan, and China (APJC).
He is responsible for the thousand systems
engineers supporting customers and partners in
the Enterprise, Commercial and Service Provider
markets. In addition, Dave is accountable for
working between Cisco and our customers
to establish processes and procedures for capturing, messaging, and
addressing key business technical requirements and market transitions that
need to be delivered in Cisco’s architecture and solution offerings.
Dave has held a variety of other positions at Cisco, including: Sr. Director,
Public Sector Systems Engineering and Architectures leading the systems
engineers and managers supporting Federal, State and Local Government,
Education; Director, Center of Excellence for Public Sector Solutions; Senior
Manager, Systems Engineering, Department of Defense and Intelligence;
Senior Manager, Advanced Technologies, responsible for voice, security,
optical, and wireless engineering and pre-sales support for federal
customers and partners.
A thirteen-year Cisco employee, Dave is a former Marine Officer and is a
graduate of the Virginia Military Institute. He holds an MS in Information
Systems from the Naval Postgraduate School.
Previously, Dave West was the CTO for Cisco’s Worldwide Partner
Organization where he was responsible for working with partners to enable
technical excellence in the partner technical community.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Edison Peres
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Edison Peres is Senior Vice President, Cloud
and Managed Services Partner Organization at
Cisco. In this role, he leads the recruitment and
enablement of an extensive worldwide cloud
and managed services partner ecosystem, and
is responsible for developing the go-to-market
strategies, programs and field relationships
to drive the adoption of Cisco’s cloud value
proposition.
Cisco Partner Confidential
18
Senior Vice President
Cloud and Managed Services Partner Organization
In his previous role, as SVP of Worldwide Channels, he was known as Cisco’s
“Channel Chief” where he led the design, enablement and management of
Cisco’s industry leading channel model that delivers more than 80 percent
of Cisco’s revenue. For more than a decade, Peres and his team focused
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.
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
across Cisco.
Peres has been recognized for his leadership many times over the years,
including being named as the #1 Channel Chief and one of the Top 25
Executives by CRN, and as a Top Channel Executive by VAR Business.
In his current role, Peres continues his focus on helping Cisco partners
evolve, and enabling them to transform to deliver a hybrid IT experience for
our customers and successfully build a hybrid IT business model.
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, Peres held sales, product, and marketing management
positions at Panasonic and Texas Instruments.
During his twelve years at Cisco, Peres has pioneered many of Cisco’s
innovative sales and channel strategies. He helped design and has evolved
Peres holds a bachelor of arts degree in finance as well as a master’s degree
in business administration from Florida International University.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
19
Edzard J. C. Overbeek
Senior Vice President
Cisco Services
Edzard Overbeek is Senior Vice President for
Cisco Services. He manages the Cisco services
business portfolio, which delivers unique and
strategic consulting, platform, advanced and
technical services solutions to customers and
partners worldwide. His focus is to help our
customers transform their businesses through
intelligent networked-based service offerings
that support their business goals and increase their competitiveness, as
well as ensuring efficient business and technical operations throughout the
lifecycle of the network.
Before taking on his current role, Overbeek was the President of Cisco’s
Asia Pacific, Japan and Greater China region. There he was responsible for
the overall success of this strategic region for all customer segments and
partner engagement activities by designing, implementing, and executing a
strategy for the region that delivered accelerated results during the period
of his leadership.
he oversaw designing and implementing the commercial line of business.
He led the mid- to long-term strategic planning for the European theater,
taking the enterprise, service provider, public sector, and commercial
markets through a sustained period of growth during challenging economic
times. Before that, as Vice President of EMEA Channels, he developed
the partner ecosystem and strategic alliances businesses in Europe.
He was responsible for the activities of Linksys in EMEA, including the
positioning and execution of Linksys into consumer and small/mid-sized
business customers. He joined Cisco in 2000 as Managing Director of the
Netherlands, and was twice named General Manager of the year.
Before joining Cisco, Overbeek held management positions within Fortune
500 companies such as Fujitsu and Siemens, developing technologies,
go-to-market models, and solutions for both consumer and business-tobusiness markets.
Overbeek holds a master’s degree in business administration from NIMBAS,
University of Bradford, United Kingdom.
Previously, Overbeek was the President of Cisco Japan. He was also the
Vice President of the Europe, Middle East and Africa (EMEA) region, where
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Irving Tan
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Irving Tan is President for Asia-Pacific and Japan,
responsible for developing Cisco’s strategy and
driving business growth across the region.
Cisco Partner Confidential
20
President for Asia-Pacific and Japan
Prior to this role, Irving was Vice-President for
ASEAN and before that, the country manager
for Cisco in Singapore and Brunei. He has an
excellent track record as a business leader
delivering consistent and sustainable growth. Irving brings more than nine
years of leadership experience at Cisco in various roles in Enterprise Sales;
Strategy, Planning & Operations, Managed Services and Cisco’s in-house
consulting team: Internet Business Solutions Group.
HP where he was Business Unit leader for its Communications and Media
Solutions Group in Asia Pacific and Japan.
Irving has consulted to governments around the region to help them to
identify ways to drive national transformation through the use of Information
and Communication Technologies. He has collaborated with Cisco’s
ecosystem of partners across key verticals such as Financial Services, Oil &
Gas, Manufacturing and Service Providers.
Irving holds an MBA and a bachelor’s degree in mechanical engineering from
the Nanyang Technological University in Singapore. He lives in Singapore
with his wife, Nicole and two kids. He is an avid fan of the Manchester United
Football Club.
Before joining Cisco, Irving was a principal at A.T. Kearney, a leading
management consultancy specializing in mergers & acquisition and merger
integration in the IT and Communications industries. He has also worked at
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Ken Trombetta
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
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.
Cisco Partner Confidential
21
Vice President
WWPO - 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.
of Commercial East Sales, and as a Client Director in the Global Enterprise
Theatre. Ken also served as a member of Cisco’s Worldwide Channels
Board and helped to establish the Global Partnering Organization.
Ken joined Cisco Systems in October 1998 from Ernst and Young
Entrepreneurial Consulting Services where he co-developed “Vision and
Business Insight” a strategic planning methodology.
Ken lives in Pittsburgh with his wife and four children.
Ken spent the last fifteen years at Cisco leading sales and channel teams.
Prior to his current role, Ken led direct sales teams as the Area Vice President
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Owen Chan
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Owen Chan is Chairman and CEO, Cisco
Greater China. With more than 30 years of solid
management experience in the Asia Pacific
region and extensive knowledge of the Greater
China market, Chan is responsible for developing
and executing Cisco’s overall business strategy
in Greater China.
Cisco Partner Confidential
22
Chairman and CEO
Cisco Greater China
Immediately before this role, Chan was President and CEO of the Greater
China Theater of Cisco. Prior to that, he was President of Asia Pacific
Operations from 2005 to 2010, becoming the most senior Chinese
executive in the company. Under his leadership, the Asia Pacific region
has been one of Cisco’s most consistent and fastest growing regions. With
his straightforward and open approach, as well as his reputation for astute
business acumen for the region’s dynamic complexities, Chan excels at
building results-oriented and enthusiastic teams and inspiring the region’s
highly diverse team members to develop their knowledge and ideas.
Asia Operations from 2004 to 2005. During his tenure, Chan exceeded
his revenue targets every year, led his regions to generate their highest
sales revenue since the worldwide high-tech downturn of 2000, gained
the highest-ever LAN market share for Cisco, and achieved the highest
productivity growth rate in Cisco worldwide.
Prior to joining Cisco, Chan spent over 12 years with General Electric, where
his last position was President of Information Services, Asia Pacific and
Japan Operations. He successfully transformed GE’s regional presence by
introducing the e-commerce service to the China market, establishing GE
as the market leader for a six-year period, and opening China’s market to
other GE services. He also initiated and grew five major GE joint ventures
(with partners including NEC and ISI-Dentsu).
During his spare time, Chan enjoys being with his family, golfing and playing
drums in an amateur rock and roll band. He is also a dedicated volunteer at
orphanages located in mainland China.
Chan joined Cisco in 1999 as Vice President, responsible for the Cisco
Services Group in Asia Pacific and Japan. He assumed the roles of Vice
President, Asia Operations from 2002 to 2004 and Vice President, North
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Patrick Shao
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Effective from May 19, 2014, Patrick Shao was
appointed as Chief of Staff to Owen Chan, SVP
and Chairman of Cisco Greater China.
Cisco Partner Confidential
23
Managing Director
COO, Cisco Greater China
strategy development and initiatives execution targeting middle and small
enterprises in China and Hong Kong market. In this role, Patrick achieved
remarkable accomplishments and helped the business recovering from
global financial crisis across the region.
In August 2012, Patrick was appointed as
Managing Director of Cisco Greater China
Partner Business Group, responsible for
accelerating Cisco partners’ transformation and
also for Partner-Led GTM implementation in Greater China market.
Prior to this position, Patrick was General Manager of China East Region
from February 2007 to August 2009, and General Manager of Channels
Operations from March 2006 to January 2007.
Prior to this position, Patrick Shao took on various management and
executive roles in Cisco.
Patrick joined Cisco in April 2000 and held various positions such as the
Regional Manager of Large Enterprise and Government for China East,
the Regional Manager of Commercial Market for China East, and later the
General Manager of SI Channels in China Channels Operations.
In February 2010, he was appointed as Operation Director and General
Manager of Greater China Theatre Commercial Operations, responsible
for leading various go-to-market functional tracks for achieving accelerated
growth in Commercial Segment in Greater China. The Commercial segment
became the fastest growing segment in Cisco Greater China in FY11. In
Cisco FY11, Patrick also acted as Country Manager of Cisco Taiwan, leading
the Cisco Taiwan team to over-achieve FY11 sales plan and become the
country of highest growth in Greater China Theatre.
With more than 27 years of experience in the IT industry, Patrick Shao has
true insight into the evolution characteristics and customer needs of the
China market. Prior to joining Cisco China, Patrick Shao was the General
Manager of East Region at Compaq China. His career started at Digital
Equipment Corporation, where he had accumulated enriched sales and
management experience through holding a number of sales and operation
related positions.
In April 2011, Patrick Shao was promoted as Managing Director of Cisco
Greater China.
Patrick Shao graduated from The University of Hong Kong and holds a
Bachelor Degree in Computer Science.
Patrick was appointed as General Manager of China and Hong Kong
Commercial Operations in August 2009, taking the overall responsibility of
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Pete Wareham
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
As Director, SP Technology Partners, Pete
Wareham is responsible for building a
Worldwide Channel sales practice, developing
partner capacity and capability with a focus on
accelerating growth in Cisco’s SP Routing, SP
Mobility and SP Video business.
Cisco Partner Confidential
24
Director
SP Technology Partners
and large Enterprises. Prior to joining Cisco, Pete held senior leadership
positions in Sales, Engineering and Project Management.
A native of the United Kingdom, but now a US Citizen, Pete has been in the
United States for 20 years, residing in Texas, New York and is now based in
Atlanta, where he lives with his wife Rosie and two teenage boys, Jack and
Matt.
Pete has been with Cisco for 9 years and has
over 25 years experience in Telecommunications, Networking and IT with
extensive involvement in selling to, through and for Service Providers
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Raja Sundaram
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Vice President Raja Sundaram leads
the Cisco Services Partners and Alliances
organization. This global team develops and
executes strategies that enable Cisco and its
partners to deliver customer business outcomes
while profitably growing and transforming
Cisco’s services business in the world of hybrid
IT, software, and Internet of Everything (IoE)
Cisco Partner Confidential
25
Vice President
Services Partners and Alliances
solutions.
Sundaram is responsible for Services Partner Go-to-Market Strategies,
Programs, and Partner Development. He also leads Services’ Strategic
Alliances with Global System Integrators, Consulting Partners, Service
Providers, Technology Partners, and Independent Software Vendors
(ISVs). Raja also has leadership responsibility for the Services Commercial
Segment.
several significant industry awards for innovation in programs and partner
business consulting.
Sundaram has spent 18 years with Cisco, holding senior management
roles in Sales, Business Development, Marketing, General Management,
Operations, and Engineering.
He serves on the executive advisory board of the Association of Strategic
Alliance Professionals (ASAP) for the Silicon Valley chapter. He has also
been honored with a nomination to the CRN 2014, 2013, and 2012 Channel
Chiefs list.
Sundaram holds a Master of Business Administration from the University of
California at Berkeley and a Master of Science in Electrical Engineering from
Oklahoma State University.
His organization enhances Cisco’s services-led value proposition and
ensures partner differentiation and profitability. The team has received
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
26
Richard McLeod
Senior Director
Worldwide Collaboration Channel Sales
As Senior Director of Worldwide Collaboration
Channel Sales for Cisco, Richard McLeod is
responsible for the global collaboration channel
strategy, sales and practice development for
our channel partner ecosystem. The Cisco
collaboration business sold through partners
includes unified communications, customer
collaboration, telepresence, and collaboration
applications which represents over $4.5B annually and nearly 15% of Cisco’s
overall business.
profitably grow their collaboration business practices. Specifically, Cisco’s
Collaboration Partner Program is consistently recognized as an industry
leader by Channel Champions, and CRN Annual Report Card (ARC). He is
a respected public speaker and an active blogger on industry trends and
channel practice evolution.
McLeod has more than 30 years of sales, channel, marketing and technical
leadership experience. Joining Cisco in 2002, McLeod has led the
company’s channel evolution and growth from early IP telephony start-up to
global unified communications market share leadership. He has pioneered
numerous channel programs that have enabled partners to transform and
McLeod is a graduate of Valdosta State University. He speaks regularly at
industry conferences and partner events, and is a guest lecturer for Leavey
School of Business, Santa Clara University Executive MBA Program.
Prior to Cisco, McLeod held various senior sales management, channel
strategy, business development and marketing leadership positions for a
number of industry leading companies in communications, data networking,
contact center and business application markets.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Rick Snyder
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Rick Snyder leads Cisco’s Global and Strategic
Partner Organization within the Global Sales
Operations group with responsibility for revenue
acceleration and management of Cisco’s global
system integrators and technology partners.
He also leads the strategy development and
execution of the company’s global ISV initiative.
Cisco Partner Confidential
27
Vice President
Global and Strategic Partner Organization
Snyder’s team manages key global system integrators partnerships with
Accenture, Dimension Data, IBM, CSC, Fujitsu, Logicalis, TCS, Wipro, Deloitte,
and Atos. Key technology partnerships managed by his team include
Oracle, Microsoft, SAP, NetApp, EMC, VMware, VCE, Red Hat, Citrix, Hitachi
Data Systems, Apple, Google, Samsung, BMC, CA, Intel and others. His
organization oversees the development and execution of joint solutions, as
well as the development and the execution of go-to-market plans with these
valued partners. Additionally, Snyder’s team is operationalizing Cisco’s ISV
plan. Snyder also serves on Cisco’s Data Center and Virtualization Board.
integration with Cisco. While at TANDBERG, where he served as President
of the Americas, and later as President of Global Business, Snyder helped
to accelerate revenue growth from $320M to over $1B in a five year period.
During that same period, TANDBERG emerged as the videoconferencing
market leader with over 50% market share.
Previously, Snyder was CEO of ReView Video/Westcon, a distributor of
conferencing solutions and services. He spent five years in the enterprise
networking business at Williams Communications/NextiraOne, where he
held executive positions. Prior to that, Snyder held sales leadership and
general management positions at Executone, Octel, and Bell Atlantic/ATT.
Snyder also serves as the Chairman Emeritus of IMCCA, a non-profit
association focused on the advancement of the collaboration industry, and
is a board member of the North Carolina Chamber of Commerce. Snyder
holds a bachelor’s degree in business administration from Loyola College
in Baltimore, Maryland.
Previously at Cisco, Snyder led the TelePresence Sales organization as
Vice President of Global Business. Snyder joined Cisco with the acquisition
of Tandberg, acting as the executive sponsor at Tandberg overseeing its
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
28
Ruma Balasubramanian
Vice President
Partner Organization, Asia Pacific, Japan, and Greater China (APJC)
Ruma Balasubramanian is the Vice President
of Cisco’s Partner Organization in the Asia
Pacific, Japan, and Greater China (APJC)
region. She is responsible for developing and
enabling the growth strategy of Cisco’s APJC
partner ecosystem, including distributors,
global strategic partners, independent software
vendors (ISVs), systems integrators and resellers.
Ruma leads a team that collaborates with more than 16,000 partners across
the region to drive profitability, product and services growth, and enablement
for the partner community. As a member of Cisco’s APJC senior leadership
board, she works closely with the Worldwide Partner Organization to scale
global channel models to the APJC region, driving business growth across
all market segments. In addition to nurturing existing partner relationships,
Ruma is also responsible for building the future partnerships needed to
deliver compelling value to customers.
Prior to her current role, Ruma was Cisco’s Vice President, Sales Operations
& Enablement, APJC, responsible for operationalizing the APJC growth
strategy and served as the executive point of interface for APJC leaders into
sales, services, and channel operations. She and her team were accountable
for driving the efficiency and quality of operational processes and systems
into the region, balancing standardization with localization. She led the
change management efforts to transform Cisco’s APJC sales and partner
model through more direct alignment with global Cisco assets that enable
new business, such as briefing centers, proof of concept capabilities, and
sales and partner training.
Previously, Ruma was HP’s Vice President and General Manager, Enterprise
Services (ES) for the Asia region based in Singapore, where she had full P&L
responsibility for HP’s IT Outsourcing, Applications, and Business Process
Outsourcing contracts and client relationships in ASEAN, Korea, Hong Kong,
and Taiwan. Prior to this role, Ruma was HP’s Vice President, ES Sales for
the Asia region, where she was responsible for developing and executing
sales plans within the financial services, transportation, government and
manufacturing industries. She led a team of 200 sales professionals to
grow profitable signings by 50% in three years. Ruma also led sales support
and enablement, sales operations, partnerships and alliances, and talent
development.
Earlier, Ruma was Industry Sales Director in EDS’ Americas region, where
she led a sales team that captured several strategic government wins
across the U.S. in collaboration with key alliance partners. During her
sales career, Ruma earned numerous top performer awards, and she and
her teams have been directly responsible for closing US$8 billion in total
services contract value. Prior to EDS, Ruma held management consulting
roles with AT Kearney and CSC, and worked at IBM as a systems engineer.
Ruma earned an MBA in General Management from the Amos Tuck School
of Business at Dartmouth College and a BS in Computer Science from the
Columbia University School of Engineering and Applied Science.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
29
Sameer Apte
Senior Manager
Cisco Services, Asia Pacific, Japan and China
Sameer leads the Partner Programs, Strategy
and Enablement teams for the Services Partner
Business Group across Asia Pacific, Japan and
China.
He is based out of Mumbai, India and leads a
team working closely with the Theater Services
resources to drive partner enablement, partner
profitability, demand generation and adoption
of the full range of the Cisco Services portfolio and programs, incentives
and initiatives. His team also focuses on partner enablement activities to
improve skillsets and profitability among partners. He also leads the Theater
Program office governance model and runs the Services Promo Council for
APJC.
Sameer has over 19 years of solid industry work experience in India and Asia
Pacific Markets in the areas of Channel management, Sales and Marketing,
Strategy & Planning. He joined Cisco in 2004 and has held various positions
in the Indian and the Asia Pacific teams in Cisco Services across these 10
years.
Sameer has an Engineering degree and an MBA post graduation from the
Mumbai University.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
30
Scott Brown
Vice President, Enterprise Segment
Asia Pacific and Japan
Scott Brown leads the Enterprise Segment
for Cisco in Asia Pacific and Japan (APJ). This
includes responsibility for Cisco’s relationship
with its largest Global, Enterprise and Public
Sector customers in the region. His organization
includes sales, engineering and consulting
resources that are experts in Architectures,
Verticals and Solutions. His team also leads
the entry into new market areas like the Internet of Everything, SaaS, Cloud
Networking, InterCloud and SDN.
Scott has more than 25 years of business experience in the ICT industry.
Scott held several key leadership roles in Cisco, most recently as Vice
President of the Technology Solutions and Architectures organization for
Asia Pacific, Japan and Greater China (APJC) where he was responsible
for driving architecture product and solution sales across all customer
segments and technology areas. Prior to that, Scott led the APJC Partner
Business Group with responsibilities for managing relationships with the
company’s 16,000+ channel partners that drove 93% of revenues across
the region.
Cisco’s distribution business from $9.6 billion to $13.8 billion in three years.
Prior to this, Scott led Cisco’s 1,300 person Worldwide Sales Enablement
organisation as Vice President for six years delivering award winning
customer facing experiences and leading development of the Cisco sales
force.
Scott also spent eight years in other senior field sales roles leading teams
across Enterprise, Commercial and Public Sector, with management
responsibility for sales, systems engineering, consulting, administrative,
and regional management staff as well as managing partner relationships
and marketing activities. Before joining Cisco, Scott held a number of
sales management positions in the ERP software marketplace and has an
extensive knowledge of application software.
Scott has taught in several MBA programs at highly-regarded American
universities including the University of Wisconsin–Madison, Kellogg
Graduate School of Management at Northwestern University, and The
Fuqua School of Business at Duke University. Scott holds a bachelor’s
degree in marketing from the University of Wisconsin-Eau Claire and a
master of business administration degree from Loyola University-Chicago.
Scott, his wife Sara and their four children reside in Singapore.
Before relocating to the region, Scott was Vice President of Worldwide
Distribution Sales, where he was responsible for leading and growing
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
31
Soni Jiandani
Senior Vice President
Marketing
Soni Jiandani serves as Senior Vice President
of Marketing for the Insieme Business Unit at
Cisco. The Insieme Business Unit is building next
generation data center solutions with its Software
Defined Networking vision with Application
Centric Infrastructure and is responsible for
Cisco’s Merchant and Merchant Plus Switching
Portfolio including the Nexus 3000 and 9000
portfolio. Insieme had been an outside venture until November 2013 when
the team rejoined Cisco. Soni Is driven to deliver a dynamic, agile, fast,
secure, scalable, reliable infrastructure that can respond to automation and
meet the needs and demands of tomorrow’s applications.
and implementation of marketing, technology partnerships and sales
strategy programs.
Soni has been a key member of the entrepreneurial teams that developed
everything from the Nexus 5000 to Cisco’s Unified Computing System.
Prior to Insieme, Soni was the Senior Vice President for the Server Access
Virtualization Technology Group at Cisco. She was responsible for the
development and implementation of the Cisco-wide strategy for Data
Center Access and virtualization solutions including Unified Computing
System and Unified Fabric (Nexus 2K-5K portfolio) which grew to a multibillion dollar portfolio under her leadership and today enjoys #1 market
share in in the US and #2 in Europe.
Soni also served as Vice President of Marketing for the Cisco Internet
Systems Business Unit and Vice President, Marketing for the Workgroup
Business Unit. Her contributions enabled Cisco to secure its leadership
position in Ethernet LAN switching.
Another venture Soni helped to lead focused on Data Center transformations.
At Nuova Systems, Soni was a co-founder and Senior Vice President of
Marketing and Partnerships. At Nuova the executive team which Soni was
part of defined and built the Nexus 2K, 5K Unified Fabric and the Unified
Computing System. In this role, she was responsible for the development
Throughout her career at Cisco, Soni has played key roles in creating and
executing strategic initiatives and driving product marketing development
in the LAN switching arena. She served as Vice President and General
Manager of Cisco’s LAN and SAN switching business unit within the
Data Center, Switching and Wireless Technology Group where she was
responsible for the industry leading Catalyst 6000, 6500 modular switches
which grew to becoming a multi-billion dollar portfolio and a comprehensive
portfolio of intelligent MDS SAN switches taking Cisco to become the
market leader in modular SANs.
Prior to her tenure at Cisco, Soni was a marketing executive at UB Networks
responsible for Virtual LANs and LAN switching market development. She
also took on a sales role as Regional Manager, developing markets for
the company in India. Prior to UB Networks, she drove numerous market
development programs at Novell.
Soni holds a B.S. degree in Computer Science from London University in
England.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Steve Benvenuto
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Steve Benvenuto and his team are responsible
for the lifecycle of the Cisco Channel Partner
Program, including Incentives, Resale and
Business
Management,
Partner
Pricing,
Specialty Programs and Planning.
Cisco Partner Confidential
32
Senior Director
Business Development, Cisco Channel Partner Program, Worldwide Partner Organization
programs such as VIP, OIP, SIP and our ATP and Specialization strategies.
Steve was closely engaged in accelerating Emerging Technologies and
Solutions – most recently for Cisco’s Smart Solutions.
Steve joined Cisco in 1999 as a Senior Account Manager for Software
Sales. He was promoted into the Worldwide Partner Organization in 2002.
Steve has extensive channel GTM business
development
and
program
innovation
experience, including contributing to the development of many existing
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
33
Sujai Hajela
Senior Vice President
Enterprise Networking Group
Sujai Hajela is Senior Vice President of Product
Management and Strategy for the Enterprise
Networking Group (ENG). He is responsible
for the vision, solutions, and product strategy
of Cisco’s Enterprise Routing, Switching, and
Mobility (Wireless LAN) portfolios. His global
organization interfaces with customers and
partners to understand their challenges and
work with engineering to create and take to market, networking solutions
that help IT navigate technology transitions including mobility, cloud, and
the Internet of Things (IoT).
experiences and operational efficiencies to accelerate business innovation
and growth.
Previously, Hajela was Vice President and General Manager of the Wireless
and Cloud Networking Group. He recently led the Cisco acquisitions of
ThinkSmart and Meraki. He has been instrumental in crafting the vision of
Cisco Unified Access, an intelligent platform that enables new connected
He holds a Bachelor of Engineering degree in Computer Science and
Technology from Bangalore University, India, and Master of Business
Administration degree from Haas School of Business, University of
California, Berkeley.
Before joining Cisco, Hajela was Vice President and General Manager at
Motorola where he was responsible for the wireless network solutions
business, including wireless LAN, wireless security (Air Defense),
management (Wireless Valley), wireless broadband, private broadband
and voice over WLAN. In that role, he established Motorola’s vision for
the wireless enterprise and led the development of the distributed next
generation WLAN architecture (WiNG). Hajela has also held domestic and
international positions with Nortel, and Hewlett-Packard.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Speaker
Biographies
Bastiaan Toeset
Bruce Klein
Chris Heckscher
Dave West
Edison Peres
Edzard Overbeek
Irving Tan
Ken Trombetta
Owen Chan
Patrick Shao
Pete Wareham
Raja Sundaram
Richard McLeod
Rick Snyder
Ruma Balasubramanian
Sameer Apte
Scott Brown
Soni Jiandani
Steve Benvenuto
Sujai Hajela
Tuqiang Cao
Cisco Partner Confidential
34
Tuqiang Cao
CTO, Cisco Greater China
Vice President
As the new Chief Technology Officer (CTO)
of Cisco Greater China and corporate vice
president, Tuqiang Cao will lead the technology
direction and thought leadership in Greater
China region while continue to drive world
wide data center & cloud architectural solution
in Enterprise Segment. Prior to the current
position, Tuqiang was Vice President of product
management & marketing in the Data Center Group responsible for the
creation, validation, and promotion of intelligent and scalable data center
product line including Nexus Switch, Virtualization and Unified Compute
System, designs and solutions for Cisco’s enterprise and service provider
customer base. Served as a key member in Cisco leadership team to lead
company wide effort in virtualization, management and provisioning to
offer cloud-computing architecture and infrastructure in the market. He
collaborates globally with Cisco’s worldwide key customers and partners
and is a key contributor to defining and driving overall company data center
technology, marketing strategy and roadmap. Tuqiang Cao was one of the
founding members of the Andiamo Systems Inc. and Nuova System and
helped bring the Cisco MDS 9000 Family of SAN switching and Data Center
Nexus/UCS products to market, respectively.
Previously, Tuqiang Cao held positions at EMC as Technical Alliance Manager
leading a senior storage design engineering team. He was responsible for
driving strategic engineering products and joint solutions between EMC,
Cisco and Oracle (ECO Structure). He has extensive experience in Network,
Storage, Database application, Server platform, Virtualization and Data
Center infrastructure design.
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Directory
Partner Attendees
Cisco Attendees
ASIA PACIFIC
AUSTRALIA
Jiang Yi
Bill Padfield
Ian Poole
Chief Executive Officer
Dimension Data Asia Pacific Pte Ltd
Bill.padfield@dimensiondata.com
Chief Executive Office
UXC Connect
ian.poole@uxcconnect.com.au
President
Qware Technology Group Co., Ltd
jy@qware.com
David Bell
Laurence Baynham
Director, Strategy & Alliances
Dimension Data Asia Pacific Pte Ltd
david.bell@dimensiondata.com
James Tay
Chief Executive Officer
Logicalis Asia
james.tay@ap.logicalis.com
Joe Poon
Vice President, Sales and Strategy, Asia
Logicalis Asia
jkpoon@ap.logicalis.com
John Soumbasakis
President, Technology Solutions Asia Pacific
Ingram Micro
John.soumbasakis@ingrammicro.com
Matteo Bortesi
Managing Director, Accenture Japan
Accenture
Matteo.bortesi@accenture.com
Tony Melloy
Vice President, Major Deals & Pursuit Teams
BT
tony.melloy@bt.com
Cisco Partner Confidential
Group General Manager
Data3 Ltd
laurence_baynham@data3.com.au
Pete Murray
Regional Manager – NSW/ACT
Dimension Data Australia
Pete.murray@dimensiondata.com
Rodd Cunico
Chief Executive Officer
Dimension Data Australia
Rodd.cunico@dimensiondata.com
Tony Geagea
Managing Director
Ethan Group
Tony.geagea@ethangroup.com.au
Chen Zhi
Vice President
Yunnan Nantian Electronics Information Co., Ltd
chenzhi@nantian.com.cn
President
Xiaotong Networking
ing@xiaotong.com.cn
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Wang Wei
Senior Vice President
Wafer Systems Limited
wangwei@wafersystems.com
Wang Wei Hang
Chief Executive Officer
Beijing Teamsun Technology Co. Ltd.
wangwh@teamsun.com.cn
Yu Qiang
Chief Executive Officer
City Cloud Technology (Huang Zhou) Co., Ltd
yq@citycloud.com.cn
Zhou Yibing
Chief Executive Officer
Digital China Information Service Company LTD.
zhouyb@dcits.com
HONG KONG
Victor Share
CHINA
Ivan Ng
35
Chief Executive Officer
Macroview Telecom Ltd
victor_share@macroview.com
INDIA
Bala Mahadevan
Chief Executive Officer
Orange Business Services
Bala.mahadevan@orange.com
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Directory
Partner Attendees
Cisco Attendees
Pankaj Gupta
Manabu Nishizaki
NEW ZEALAND
General Manager, Head Alliances
Wipro
Pankaj.gupt@wipro.com
General Manager
ITOCHU Techno Solutions Corporation
manabu.nishizaki@ctc-g.co.jp
Mark Muru
Prashant Mascarenhas
Shigeo Suzuki
Director, Customer Solution Group
HCL Technologies
prashantm@hcl.com
Executive Managing Officer
Mitsui Knowledge Industry Co., Ltd.
suzuki-shigeo@mki.co.jp
Rajesh Thakur
Shigeru Arakawa
Vice President India Sales
HCL Technologies
rajeshthakur@hcl.com
Corporate Officer, Division Director, Overseas
Business Division
UNIADEX, Ltd
shigeru.arakawa@uniadex.co.jp
INDONESIA
Handy Wirawan
General Manager
Mitsui Knowledge Industry Co., Ltd.
kawashima-shinji@mki.co.jp
Joko Gunawan
Taiji Yanagawa
Director
PT. Mastersystem Infotama
joko@mastersystem.co.id
Chief Manager, SI, Enterprise Network Division
NEC Corporation
t-yanagawa@cd.jp.nec.com
JAPAN
Tetsuya Yamahira
Akiko Kanai
Operation Director, Corporate Marketing Office
Net One Partners Co. Ltd
a-kanai@netone-pa.com.jp
I Cho
Managing Director
Net One Systems Co. Ltd
i-cho @netone.co.jp
Cisco Partner Confidential
Shinji Kawashima
President Director
PT. Packet Systems Indonesia
handy.wirawan@packet-systems.com
Director, Solution & Product Marketing
UNIADEX, Ltd
tetsuya.yamahira@uniadex.co.jp
MALAYSIA
Dennis Koh
Managing Director
CTC Global Sdn Bhd
dennis@ctc-g.com.my
36
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Director
Datacom Systems (Wellington) Limited
mark.muru@datacom.co.nz
PHILIPPINES
Hasan Fard
Chairman & Chief Executive Officer
Trends and Technologies, Inc.
hasan@trends.com.ph
REPUBLIC OF KOREA
Jae Kwan Lee
Chief Executive Officer
Youngwoo Digital
jklee@youngwoo.co.kr
Joung Myoung Choul
Chairman
e-Tech System
mcjoung@youngwoo.co.kr
Lee Jusuk
President
RingNet Co., Ltd.
jslee0@ringnet.co.kr
Won Jong Yoon
Chief Executive Officer
Insung Information
wonj@insunginfo.co.kr
Yoon Sang Hwa
Chief Executive Officer
SNet Systems Inc.
swyoon@snetsystems.co.kr
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Directory
SINGAPORE
Ongarch Intusatitayakul
Elson Chia Huat Seng
Chief Operating Officer
MFEC Public Co., Ltd
thanakorn@mfec.co.th
Partner Attendees
Country Head, Ifrastructure Solutions & Services
Fujitsu Asia Pte Ltd
chiahs@sg.fujitsu.com
Cisco Attendees
Vincent Loh
Director, Vendor Management
NCS Pte Ltd
vincent.loh@ncs.com.sg
TAIWAN
Albert Huang
Senior Vice President & General Manager,
Integration Service Group/ Professional
Service Group
Genesis Technology Inc.
albert_huang@genesis.com.tw
37
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Thanakorn Charlee
Chief Operating Officer
MFEC Public Co., Ltd
thanakorn@mfec.co.th
VIETNAM
Tran Anh Tuan
Chief Executive Officer
SaoBacDau Technologies Corporation
tuanta@saobacdau.vn
Joe Cheng
Vice President
Hwacom System Inc,
Joe.cheng@hwacom.com
Y.T Hsueh
General Manager
Ring Line Corporation
yt_hsueh@ringline.com.tw
THAILAND
Apichai Nimgirawath
Senior Executive Vice President,
Sales & Marketing
Advanced Information Technology Public Co., Ltd
apichai@ait.co.th
Cisco Partner Confidential
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Directory
Partner Attendees
Cisco Attendees
WORLDWIDE
Bruce Klein
Senior Vice President,
Worldwide Partner Organization
United States
klein13@cisco.com
Debbie Dunnam
Senior Vice President, Americas Service Sales
United States
ddunnam@cisco.com
Edison Peres
Senior Vice President, Cloud and Managed
Services Partner Organization
United States
eperes@cisco.com
Edzard Overbeek
Senior Vice President, Cisco Services
United States
eoverbee@cisco.com
Faisal Hanafi
Vice President, Services Partners and Alliances
United States
rsundara@cisco.com
Richard McLeod
Senior Director, Worldwide Collaboration Channel
Sales
United States
rmcleod@cisco.com
Rick Snyder
Vice President, Global and Strategic Partner
Organization
United States
risnyder@cisco.com
Steve Benvenuto
Senior Director, Business Development, Cisco
Channel Partner Program, Worldwide Partner
Organization
United States
sbenvenu@cisco.com
ASIA PACIFIC & JAPAN
Andre Smit
Next
Managing Director, Collaboration Solutions
Sales, Asia Pacific and Japan
Singapore
asmit@cisco.com
Bastiaan Toeset
Managing Director, Commercial Segment and
Marketing, Asia Pacific and Japan
Singapore
btoeset@cisco.com
Chris Heckscher
Vice President, Global Service Provider, Asia
Pacific and Japan
Hong Kong
checksch@cisco.com
Clarence Barboza
Director, APJC Channel Partner Organization
Singapore
cbarboza@cisco.com
Corrie Briscoe
Vice President, Strategy and Partner Experience,
Worldwide Partner Organization
United States
fhanafi@cisco.com
Soni Jiandani
Senior Vice President, Corporate Marketing
United States
sjiandan@cisco.com
Regional Manager, APJC Strategic Partner
Organization
Singapore
corrie@cisco.com
Ken Trombetta
Sujai Hajela
Senior Vice President, Enterprise Networking
Group
United States
suhajela@cisco.com
Darryl Mckinnon
Vice President, Worldwide Partner Organization,
Architecture and Solutions
United States
ktrombet@cisco.com
Pete Wareham
Tuqiang Cao
Dave West
Director, SP Technology Partners
United States
pewareha@cisco.com
Cisco Partner Confidential
Raja Sundaram
38
Chief Technology Officer, Cisco Greater
China and Vice President
United States
tucao@cisco.com
Managing Director. Data Centre & Virtualization,
Asia Pacific & Japan
Singapore
damckinn@cisco.com
Chief Technology Officer, Systems Engineering
and Architectures, Asia Pacific, Japan and Greater
China
Singapore
davwest@cisco.com
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
Directory
Partner Attendees
Cisco Attendees
Dinesh Malkani
Simon Edwards
Hanh Tu
Fernando Gil De Bernabe
Scott Brown
Owen Chan
President Sales Cisco India & SAARC
India
dmalkani@cisco.com
Managing Director, APJ Strategy, Planning &
Execution
Singapore
fgildebe@cisco.com
Irving Tan
President for Asia Pacific and Japan
Singapore
irtan@cisco.com
Ken Boal
Vice President, Australia and New Zealand Sales
Australia
keboal@cisco.com
Kyung-Won Chong
President, Korea Sales
Korea
kwchong@cisco.com
Pramodh Menon
Managing Director, APJC Distribution
India & SAARC
pramodhm@cisco.com
Ruma Balasubramanian
Vice President, Partner Organization, Asia Pacific,
Japan and Greater China
Singapore
rumabala@cisco.com
Sameer Apte
Senior Manager, Cisco Services, Asia Pacific,
Japan and Greater China
India
saapte@cisco.com
Cisco Partner Confidential
Distribution Account Manager – Ingram APJC
Singapore
simoedwa@cisco.com
Vice President, Enterprise Segment, Asia Pacific
and Japan
Singapore
scbrown@cisco.com
Stephen Dane
Managing Director, Security Sales APJC
Hong Kong
stdane@cisco.com
Tatchapol Poshyanonda
Managing Director, ASEAN Enterprise & Public
Sector Sales
Thailand, Cambodia, Laos, Myanmar
tposhyan@cisco.com
Yasufumi Hirai
Senior Vice President, Japan sales
Japan
yahirai@cisco.com
39
Vice President, Operations Sales Greater China
Greater China
hanhtu@cisco.com
Chairman & CEO, Cisco Greater China
Hong Kong
owchan@cisco.com
Patrick Shao
Managing Director, Chief-of-Staff, Cisco Greater
China
Greater China
pshao@cisco.com
COUNTRIES
Jason Brouwers
Director, Partner Business Group
ANZ
brouwers@cisco.com
Pius Lee
Director, Partner Organization, Cisco Korea
Korea
dongclee@cisco.com
GREATER CHINA
Elizabeth Xu
Raghavendran B.
Director, Service Sales
Greater China
bxu@cisco.com
Director, Partner Organization, Cisco India and
SAARC
India
ragb@cisco.com
Fredy Cheung
Shinsuke Takahashi
Vice President Foundation Business, Cisco
Greater China
Greater China
fcheung@cisco.com
Prev
Managing Director, Japan Partner Business
Japan
shintaka@cisco.com
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| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
40
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Facts & Glossary
Facts
Glossary
Breakfast Arrangements
Buffet breakfast will be served at NOKA from 6:30 am to 10:00 am daily. Breakfast is included in your room rate but please be reminded to inform the
service staff at the restaurant of your room number.
Cisco Hospitality Desk
Please feel free to approach the Cisco Hospitality Desk if you have any questions or concerns.
Date
Opening Hours
Location
Monday, September 15
1:00 pm – 6:30 pm
Hotel Lobby, Level 20
Tuesday, September 16
8:00 am – 6:00 pm
Hinoki Ballroom Foyer, Level 2
Wednesday, September 17
8:00 am – 1:00 pm
Hotel Lobby, Level 20
2:00 pm – 6:15 pm
Hinoki Ballroom Foyer, Level 2
8:00 am – 6:00 pm
Hinoki Ballroom Foyer, Level 2
Thursday, September 18
Dress Code
Please attend business meetings dressed in Business Casual attire, unless stated otherwise. See the table below for the dress code for other
activities.
Cisco Partner Confidential
Date
Activities
Dress Code
Monday, September 15
Welcome Reception
Smart Casual
Tuesday, September 16
Offsite Dinner
Casual for sit-down dinner
Wednesday, September 17
Golf
Golf attire with collared T-shirt, long pants (jeans not allowed) or bermudas with knee-length socks and golf shoes. Do note that the golf
club does NOT have golf shoes and golf clubs for rental. Kindly bring
your own.
Wednesday, September 17
Spa
Casual for spa sessions in the hotel
Wednesday, September 17
Sightseeing Tour
Casual for sightseeing tour. It is recommended to wear comfortable
walking shoes.
Wednesday, September 17
Gala Dinner
Smart Casual for sit-down dinner
Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.
| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
41
Facts & Glossary
Lost & Found
Should you misplace any items, please report your loss to the Cisco Hospitality Desk for assistance.
Facts
Transfer Timings
Please take note of the following schedule and meet at Level 1 of InterContinental Osaka Hotel for transfer to your offsite dinners and activities:
Glossary
Date
Opening Hours
Location
Tuesday, September 16
6:30 pm
Offsite Dinner @ Kani Amimoto
Wednesday, September 17
6:00 am
Golf @ ABC Golf Course
Wednesday, September 17
9:00 am
Sightseeing Tour of Osaka
Wednesday, September 17
6:30 pm
Gala Dinner @ La Fete Hiramatsu
Prev
Medical Emergency
In the case of a medical emergency, please contact the hotel reception or a member of our event staff for assistance.
Weather
The average temperature in Osaka for the month of September is approximately 21 Degrees Celsius (min) to 29 Degrees Celsius (max).
Currency
The official currency for Osaka is the Yen (¥). Notes come in 1,000 yen, 2,000 yen, 5,000 yen and 10,000 yen denominations and coins come in 1
yen, 5 yen, 10 yen, 50 yen, 100 yen and 500 yen. Only Japanese yen are accepted in most of the shops in Osaka, Japan. You cannot pay for your
transactions in any other currency.
Cisco Partner Confidential
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| Introduction | Agenda | Speaker Biographies | Directory | Facts & Glossary
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Facts & Glossary
Facts
Glossary
Introduction
The Channel Partner Executive Exchange (CPEE) program glossary provides
channels program descriptions that complement CPEE presentations and
discussions. Review this glossary for key updates to critical Cisco Channels
programs, promotions, and tools that are designed to enable your growth
and increase your profitability. We’ve also included key terms and definitions.
Annuity Renewals
Help every customer stay “on-contract” with the high-value solutions they
depend on.
Architecture / Architectural Play
An architecture is not simply a product, but rather the outcome of Cisco’s
focus on products and services to systems and ultimately, solutions. It’s
the sum of all parts and a truly integrated portfolio of products, services,
technology and business solutions, partnerships, and routes-to-market.
Additionally, an architectural play is simply the way Cisco categorizes
architectures by market opportunity.
The Cisco Enterprise Network Architecture
The network is becoming an enabler of business transformation and
IT organizations have to evolve the way they build and support these
networks, as well as take a bigger role in business decisions. The
Cisco ONE Enterprise Networks Architecture is the evolution of our
Borderless Networks architecture, adding openness, programmability
and network-wide control services such as location-based capabilities.
Through this architectural evolution, we are helping our customers
realize new business opportunities created by the exponential growth
in connected devices and the easy access to cloud services.
Collaboration Architecture
The elements of the Cisco Collaboration Architecture establish a
Cisco Partner Confidential
collaboration core that powers compelling experiences both within
and among organizations. Working together in a modular fashion,
these capabilities allow you to develop an investment plan that helps
ensure interoperability with your existing assets.
Data Center Business Advantage
Cisco Data Center Business Advantage is an architectural framework
that delivers tangible business value for dynamic networked
organizations. To meet the changing business needs of customers
the Cisco Data Center Business Advantage framework provides
architectural flexibility and openness. Leveraging Cisco Unified
Computing System, Unified Fabric and Unified Management, it
increases business value through technology innovation, systems
excellence, and solution differentiation.
Service Provider Architectural Play
The Service Provider Architectural Play combines technology,
services, and go-to-market innovation to deliver our customers’ desired
business outcomes. This Play will enable us to deliver comprehensive
solutions for video, mobility, managed and cloud services and IP NGN,
and simplify the selling process for our customers.
Small Business Advantage Architectural Play
Small Business Architecture helps small companies leverage network-
centric IT to optimize and grow their businesses, through partner-led
solutions that are easy to sell, deploy and use. Everything customers
need for their network, when and where they need it, through
experienced partners.
Architecture Partner Marketing Kits
The Architecture Partner Marketing Kits offer everything you need to bring
data center/virtualization, borderless networks, and collaboration solutions
to your customers. Watch the overview video and get your teams and
customers excited about architectures.
Big Bets Program (BB)
Big Bets (BB) is a Co-Investment model where Cisco and Partner invests to
build a Cisco Practice. The partner is paid progressively based on achieving
a pre-agreed ROI.
Channels Blog
The Cisco Channels Blog is your voice within the Cisco Channel Partner
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Facts & Glossary
Facts
Glossary
Community. Access the blog and stay up-to-speed on developments
within the Cisco Channels community, including products, industry insight,
marketing, and much more!
Cisco Cloud
Cisco’s collective public, managed, and private cloud services.
Cisco Cloud Portfolio
It refers to our complete cloud portfolio, comprised of three major
components:
• Cloud Enablement Products and Solutions (which includes ACI,
Intercloud Fabric, cloud service catalog, cloud orchestration &
automation, infrastructure controller, NFV, FlexPod/vBlock, and Cisco
Powered architectures for cloud providers)
• Cloud Consulting Services (which includes services like Strategy
Service for Cloud, Cloud Consumption Service, Data Center
Optimization Services, Services for OpenStack)
• Cisco Cloud
Cisco Cloud Services
Our range of Infrastructure- and Platform-as-a-Service offerings (i.e., IaaS
and PaaS). GTM as part of the Cisco Cloud. Cisco Cloud Services will appear
in the market in two ways: (1) as Cisco-branded offerings sold directly by
Cisco or resellers and (2) partner-branded offerings endorsed as “Cisco
Powered.”
Cisco Learning Express
Live on-line educational initiative that is intended for Small Business
Partners. The purpose of Cisco Learning Express is to help maximize your
sales by providing Webinar training classes focusing on new products,
technology and current offers. Go to CVENT to register for Learning Express
(AMERICAS) and Learning Express (EMEAR).
Cisco Managed Services
Cisco Managed Services provide the expertise, deep knowledge base,
and tools to help IT simplify monitoring and management of your network,
IT infrastructure, and proactively identify and resolve issues to enhance
Cisco Partner Confidential
performance, availability of your network to support business services
delivery.
• Global 24-hour user defined out-tasking support
• Operations and management of your network and IT infrastructure,
aligned to ITIL standards
• Domain expertise with access to innovative tools, network
intelligence, smart analytics and automation
Cisco Partner Talent - Engage Your Talent Connections!
Cisco Partner Talent is committed to providing Cisco Partners with
programs, events and best practice resources that focus on human capital
management. By working together, our aim is to help partners attract,
develop and retain the right people with the right skills at the right time.
• Cisco Partner Talent: Driving Partner enablement through talent
investments.
• Cisco Fit4Talent: Resources to support your talent management
lifecycle
• Cisco Partner Talent Network (CPTN): An award winning, multilanguage online recruitment platform that helps to connect Cisco
Partners with the right talent.
Cisco Product Quick Reference Guide
Learn about Cisco products, services, and solutions for every part of your
business with this portable, easy-to-use reference tool. The Cisco Product
Quick Reference Guide includes brief product overviews, important features,
technical specifications, part numbers, and ordering information for many
Cisco products and services. It meets the information needs for companies
of all sizes.
Cisco Services Partner Program (CSPP)
CSPP provides partners with a consistent, holistic experience with Cisco
Services by standardizing discounts, rebates, and offer eligibility and
aligning with the Resale Channel Program and Cloud and Managed Services
Program to offer a single, consistent program for all partners. As a valuebased program, the Cisco Services Partner Program includes performance
metrics designed to enhance profitability, reward partners equally for
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performance, reward over performance through rebates, and measure
and reward services sales and delivery independently across all services.
For more information, and complete documentation of the Cisco Services
Partner Program, please visit http://www.cisco.com/go/cspp.
Cisco Small Business Support Service
The affordable Small Business Support Service is a 3-year, device-level
service agreement available only on Cisco Small Business Products.
Increasing profitability is not just about making more money, but giving you
the resources to provide a differentiated, higher level of service to customers
in a sustainable, scalable business model.
Sold by partners and delivered by Cisco, the Small Business Support
Service includes:
• Three-year “peace-of-mind” support for Cisco Small Business
products
• Unlimited telephone and online chat support, 24 hours daily in
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Next-business-day hardware replacement
Major and minor software releases
Open service requests online
Access to the Cisco Small Business Support Center (SBSC), staffed
with Cisco-certified engineers focused on meeting the needs of
Small Businesses and their partners
See available Small Business Service options for your country.
For partners to learn more, visit: http://www.cisco.com/go/partnerservices
For customers, visit: http://www.cisco.com/go/sbs
Cisco Smart Foundation
This service is designed for small businesses with data-only networks, 50 or
fewer network Cisco IOS-based devices and a limited IT staff.
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Hardware replacement - Next Business Day
Access to the Technical Assistance Center (TAC)
Access to small business knowledge base
Network troubleshooting tools
Cisco Unified Workspace for Partners
With Cisco Unified Workspace for Partners (CUWP), partners are able
to deploy most of the applications included in Cisco Unified Workspace
Licensing in their own organization at an estimated 90 percent discount.
When compared to partners who have not invested in this offering, those
partners who have purchased Cisco Unified Workspace for Partners have:
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Grown 21% points more year over year (YoY)
Sold 55% more Cisco Unified Workspace Licensing
Sold 27% more Cisco Unified Communications applications
Received 28% more Value Incentive Program (VIP) checks
Cloud and Managed Services Program
Cloud and Managed Services Program (CMSP) is a certification Program to
validate partner’s capability in delivering a Cisco Powered/based managed
and cloud service practice against industry standards.
• Rewards Partners delivering Cisco Technology as a managed/cloud
service globally
• Provides partners with global, predictable benefits to accelerate their
business via discounts, rebates, promotions, sales and marketing
assistance as well as branding
Cloud Marketing Development Fund
The Cisco Cloud Marketing Development Fund is part of the CMSP to help
Cisco Powered Cloud Providers accrue marketing funds as a percentage
of the net-bookings (on eligible product categories). These funds can be
claimed against Marketing demand generation activities and on submission
of Proof of performance.
Collaboration Breakaway Program
The Cisco Collaboration Breakaway Program is a global sales and demand
generation program that can help you migrate new and existing customers
to Cisco Collaboration and contact center from competitive legacy solutions.
This program supports Cisco and partner sales teams across various
segments and includes:
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Attractive product and services discounts
Special financing options
Sales enablement tools
Demand generation
Collaboration Index Tool
The Cisco Collaboration Index Tool is designed for customers to obtain an
independent assessment of their organization’s collaboration capabilities,
and the considerations and opportunities available to move them to a
more optimized solution. The short assessment provides suggestions and
focus areas for each organization to achieve measurable business effect,
a chart of organizational strengths and weaknesses across dimensions of
collaboration, and insights into leading practices used by other organizations.
Collaborative Professional Services (CPS)
Driving Adoption
Accelerating time-to-business-outcome for solutions customers have
already bought.
CPS are packaged services that enable partners to build and/ or grow their
professional services practice(s) through developing and delivering services
to plan, design, and implement Cisco technologies.
Expand Selling
This allows partners to combine their assets, the knowledge and the
expertise of their CCIEs with Cisco assets such as:
Fast Track Program
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Smart Services innovation
Proprietary methodologies and templates
Engineering expertise and knowledge on specific plans
Designs and implementations of Cisco technologies
Driving more upgrades per account, more users per account, more
consumption per user.
Cisco Fast Track is an end-to-end program designed to make it easier and
faster to offer and price Cisco networking products and solutions. Program
highlights include simplified pricing on key product families and accelerated
partner rewards and incentives.
Global Partner Network
The idea is that partners can combine Cisco’s offering with their own benefits
to accelerate their capabilities and capacity.
Global Partner Network (GPN) enables eligible partners to serve their
customers’ global needs, including customer locations that are beyond the
partner’s geographic presence.
CPN Newsletter (Cisco Partner News)
Hybrid Cloud
Get the latest Cisco news with CPN newsletters that feature current business
and technology information, and highlight the most important partner
offerings. Update Your Profile now using Partner Self Service and opt in to
receive Cisco communications if you are not yet subscribed.
Design Zone for Smart Business Architecture
Cisco Smart Business Architecture (SBA) is a series of prescriptive guides
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that helps you get further in your network design, faster. You’ll find network
design and deployment best practices for organizations with up to 10,000
connected users. Cisco SBA is based on fully tested and validated solutions
to help you purchase and deploy with confidence while realizing a lower
TCO. Designed for modular implementation, Cisco SBA helps ensure your
phased approach to building out your network is tied to a long-term strategic
plan and won’t result in wasted IT dollars and outdated equipment. As a
result, customers can get further, faster. Cisco SBA’s simplified approach to
building a standards-based architecture enables business agility and a solid
foundation for more advanced capability.
Hybrid clouds combine public and private cloud services. In a hybrid
cloud environment, an organization typically provides and manages some
resources in-house and has other resources provided externally by a public
cloud service. The Intercloud is the ultimate hybrid cloud.
Intercloud
An interconnected, global, “cloud of clouds”. The Intercloud requires a
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standards-based, scalable, secure, global approach. Cisco and our partners
are delivering clouds based on Cisco’s Intercloud standards approach and
which can thus connect to the Intercloud.
Land Selling
Acquiring new logos or major new solution deployments within existing
logos.
Not For Resale
Not-for-Resale (NFR) program enables Cisco Partners to purchase
discounted Cisco hardware and software for use in non-revenue generating
activities such as labs, demos and internal course development or training.
Opportunity Incentive Program
Cisco’s Opportunity Incentive Program (OIP) is designed to provide upfront
discount and deal protection for partners that actively identify, develop, and
close new incremental business opportunities.
Partner Advisor
This sales support service offers Cisco Partner Advisor agents to assist new
partners in getting started, and can help existing partners with non-technical
sales, program, and use of tools. Partners can talk or chat online with Cisco
Small Business agents to find the right resource at the right time to help to
accelerate sales.
Partner Education Connection
Online portal with free training on all Cisco solutions, certifications, and
products.
Partner Helpline
Partner Helpline is a direct support path for any partner issues, including
complete presales technical, and product design assistance. On the site
partners can select one of the support groups and search the extensive
knowledge base for information, or open a case for more support.
Partner Leadership Exchange (PLX)
Partner Leadership Exchange (PLX) identifies a Partner Enablement session
tailored for partner leaders who make strategic decisions regarding business
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with Cisco. PLX invitee lists are normally created by Cisco country offices
based on the specific focus of that session. These sessions are primarily
held via TelePresence (Virtual), and allows multi-country participation via a
large number of video bridge connections to Cisco offices.
Partner Led
Partner Led is a scalable go-to-market model that empowers and rewards
Cisco Partners to lead customer engagements in segments where Cisco will
not have a high-touch sales presence.
Partner Plus Program
Partner Plus Program is designed to motivate partners develop their Cisco
midmarket business by providing what partners need to address customers’
business demands. The more a partner achieves, the more benefits a partner
is eligible to receive.
The Program includes three levels in which a Partner may participate. These
levels are defined as follows:
1. Partner Plus Aspire – entry level designed to enhance a partner’s
Midmarket foundation
2. Partner Plus Prestige – middle level designed to develop and drive
demand to advance a partner’s Midmarket business
3. Partner Plus Elite – top level designed to provide greater agility to
address new market opportunities
Partner Practice Builder
Are you interested in accelerating business growth and profitability?
Optimize your business with Cisco Partner Practice Builder, a no-cost
resource offering a step-by-step approach to guide you through business
and financial optimization models for maximum profitability.
Partner Rewards Programs
Cisco is running Partner Reward Programs across Asia Pacific, Japan and
Greater China to incentivize its partner base by enabling partners to earn
points for selling qualified Cisco products, and to redeem those points for
merchandise.
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CCR – Cisco Connect Rewards is an incentive program aimed at Cisco’s
velocity channel across ASEAN, India, Korea, ANZ, Japan, Hong Kong and
Taiwan.
Private Cloud
STARS – also known as “Franchise”, is a channel program launched on Mar
9, 2011, with the objective to incentivize the expansion of partner business
and to help scale our Partner Led business footprint in mainland China.
Capturing the under-tapped market opportunity in Tier-2 and Tier-3+ cities,
this program will leverage our partners to build our presence in these regions
and to capture sales growth through partners. Cisco and STARS partners
will put together the win-win partnership by jointly invest on sales agents,
marketing activities, experience center, etc.
Public Cloud
Partner Support Services (PSS)
PSS is a Collaborative Services offering that provides foundational
technical services, extensive installed base management, alerts, and device
diagnostics. These are structured so that partners can embed them within
their service offerings. PSS provides foundational and smart support
capabilities that partners embed into their services offerings, combining
visibility to end customer devices and networks with Cisco intellectual
capital.
This provides partners access to foundational support capabilities and
smart capabilities, including:
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Advance hardware replacement
Online technical resources
Partner access to Cisco TAC
As well as smart capabilities:
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Installed base and contract management
Alert reporting
Device diagnostics using Cisco Smart Call Home technology
Smart bonding ticketing system integration
Access through APIs and web services
Cloud computing infrastructure and services operated privately by or for a
given business or organization.
A public cloud is one based on the standard cloud computing model, in
which a service provider makes resources, such as applications and storage,
available to the general public. Public cloud services may be free or offered
on a pay-per-usage model.
SMB University
Designed for Select Certified Partners to advance sales, marketing, and
operational efficiency through market transitions, this role-based training
for business owners, account managers, technical managers, and marketing
professionals builds your knowledge from foundational to expert.
Learn More.
SMARTnet Service
Delivers rapid issue resolution, flexible device-by-device coverage, and
premium service options to help maximize operational efficiency of Cisco
IOS devices.
• Global 24-hour access to experts in the Cisco Technical Assistance
Center (TAC)
• Self-help support through online communities, resources, and tools
• Hardware replacement options, including 2-hour, 4-hour and next
business day
• Operating System (OS) software updates
• Smart, proactive diagnostics and immediate alerts on devices
enabled with Smart Call Home
For partners to learn more, visit: http://www.cisco.com/go/partnerservices
For customers, visit: http://www.cisco.com/go/smartnet
Solution Incentive Program
Cisco’s Solution Incentive Program (SIP) is designed to provide upfront
discount and deal protection for partners that actively identify, develop, and
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sell solutions using Cisco technologies and Business applications.
marketing techniques, and share best practices with fellow global partners.
Technology Migration Program
For information on other Cisco Programs, download the Cisco’s FY14
APJC Partner Playbook.
Technology Migration Program (TMP) provides the below benefits to the
partners:
• Provides preapproved customer trade-in credit, effectively allowing
partners to protect their margins.
• Promotes a discussion regarding technology migration strategy.
• Keeps old equipment off the gray market by using an established
global equipment returns process.
• Offers easy return of your customers’ old products, with Cisco paying
for environmentally safe disposal.
Teaming Incentive Program
Teaming Incentive Program (TIP) rewards partners for their pre-sales effort,
value-add and investment when teaming on Cisco-identified opportunities.
Truth about Marketing Blog
Read the Truth about Marketing Blog for insights about marketing concepts
and trends to power Cisco partners’ marketing efforts.
Value Incentive Program
The Cisco Value Incentive Program (VIP) rewards partners that have a
comprehensive business practice focused on four major architectures.
Participating partners receive a semi-annual or quarterly payment when
they meet program requirements.
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Channel Partner Program
Cisco Capital
Cisco Collaborative Professional Services
Cloud and Managed Services Program (CMSP)
Competitive Edge Portal
Global Partner Network
GO! (Generating Opportunities for Growth)
My Cisco: Simplify Your Cisco.com Experience
Opportunity Incentive Program
Partner Central
Partner Marketing Central
Cisco Smart Services Tool Kit (http://www.cisco.com/web/mobile/
partners/apjc_smartsvcs/help.html)
Cisco Smart Care Service
Cisco Partner Support Service
Solutions Incentive Program – Available in APJC (except for India,
Malaysia, Vietnam and Korea)
Teaming Incentive Program (TIP) – APAC Only
Technology Migration Program
Value Incentive Program
Velocity – On-the-Air
Velocity consists of a Webcast Series hosted by GPM or Region and the
topics are aligned with Cisco campaigns and identified by partners and
PMMs. Cisco engage Industry Marketing Experts to present these quarterly
high-level executive webcasts.
Velocity Marketing Event
An annual invite only event where senior-level partners responsible for
marketing Cisco solutions and services join industry experts to discuss
new marketing innovations and trends, learn how to develop cost-effective
Cisco Partner Confidential
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