APJC Distribution Forum 2014
Agenda
Tuesday, January 14, 2014 (Day 1)
Time
Program
Location
9:00 am – 6:00 pm
Arrivals & Registration
Main Lobby
9:00 am – 6:00 pm
Executive 1:1 Meetings
Naga, Rainbow, Mouhot’s Dream & Library
7:00 pm – 10:30 pm
Awards Dinner
Bayon Temple (Offsite)
Wednesday, January 15, 2014 (Day 2)
Time
Program
Location
6:00 am – 9:00 am
Breakfast
The Citadel
8:00 am – 9:00 am
Registration
Phokeethra
Ballroom Foyer
9:00 am – 9:15 am
Welcome & Opening Address
Phokeethra
Ballroom
Adel Eid, Business Development Lead, APJC Distribution
9:15 am – 10:00 am
The Power of Distribution – Growing Together
Julie Hens, Vice President, Worldwide Distribution Sales
Phokeethra
Ballroom
Technology and market changes create tomorrow’s opportunity, and together we can lead in
targeted business transformation that capitalizes on your value added capabilities. In this
session you will learn Cisco’s overarching vision on today’s most impactful technology shifts,
and how we can capitalize on the power of distribution to grow our businesses together.
1
10:00 am – 10:45 am
APJC Distribution FY14 Strategy & Priorities
Diana Lusso, Interim Distribution Lead, APJC
Phokeethra
Ballroom
This presentation will look back at past performance, forwards to FY14 strategy, key focus
areas and opportunities for the future and at how we Run, Grow and Transform the
Distribution business in APJC.
10:45 am – 11:00 am
Break
Phokeethra
Ballroom Foyer
11:00 am – 11:45 am
Grow Together: Making Money in Commercial
Phokeethra
Ballroom
Sabrina Lin, Vice President, Commercial Business & Marketing, APJC
The APJC commercial world is bursting with US$14B business opportunities and potential
waiting to be captured. At Cisco, we are committed to investing in the commercial market
and growing this business together with our distribution partners. Join us at this exciting
session where Sabrina Lin, Vice President of Commercial Business, APJC, will review our
commercial strategy and priorities to accelerate the business in this region. She will also
share with you the market and customer potential for commercial, along with opportunities
and incentives to effectively and profitably capture this market.
11:45 am – 12:30 pm
Winning in Mid-Market is as Easy as 1-2-3
Gordon Mackintosh, Director, Worldwide Mid-Market Business Transformation
Phokeethra
Ballroom
Cisco continues to invest in resources, tools and incentives for the Mid-Market segment, to
support selling enablement activities for Cisco’s ever-expanding built-for-Mid-Market
solutions portfolio. During this session, Cisco’s worldwide corporate priorities, investments
and best practices will be shared to highlight how winning in Mid-Market is “as Easy as 1-23.”
2
12:30 pm – 1:15 pm
Cisco Services – Enabling Transformation and Profitable Growth
Rachel Forke, Director, Worldwide Services Partners – Distribution
David Mackinnon, Director, APJC Services Commercial & Distribution
Phokeethra
Ballroom
The distribution game is changing and has evolved from the pre-dot-com era of the volumebased product fulfillment model to a diversified, complex and value-based one. Expanding
channel portfolios, including an ever-expanding range of services and service delivery
models, are creating even more opportunities for distributors to add value and increase
margin. In this presentation, Rachel Forke and David Mackinnon will outline the evolution on
the horizon, the Cisco Services solutions distributors can easily implement and sell today, and
how distributors can evolve their role with partners to increase differentiation and grow
profitability.
1:15 pm – 2:30 pm
Lunch
The Citadel
3:00 pm – 5:00 pm
Charity Activities
Srah Srang School
7:00 pm – 10:00 pm
Dinner
Hotel Poolside
Thursday, January 16, 2014 (Day 3)
Time
Program
Location
6:00 am – 9:00 am
Breakfast
The Citadel
8:30 am – 10:30 am
Executive 1:1 Meetings
Naga, Rainbow, Mouhot’s Dream & Library
9:00 am – 10:30 am
Innovation Lounge
Phokeethra
Ballroom Foyer
10:00 am – 10:30 am
* Innovation lounge will also be available on January 16 during session breaks and lunch
time
Break
Phokeethra
Ballroom Foyer
3
10:30 am – 11:30 am
Distributing During the Digital Transformation
Steve Brazier, Canalys, President and CEO
Phokeethra
Ballroom
It is no longer possible to define a standalone 'IT industry'. Instead IT has become pervasive,
with digital technologies coming to glasses and watches, to cameras, cars, medical devices,
drones and television. It will be soon easier to say where technology does not exist, rather
than where it does.
This success has not translated into success for all the industry participants. The switch to
tablets has devastated ASPs, while the move to virtualization and data centers has stalled
the server industry. The channel is struggling to profit from cloud, social, mobile and the
Internet of everything fast enough to compensate from the declines it sees elsewhere.
This presentation will suggest paths that distributors can take to maximize their profits
during this rapid digital transformation.
11:30 am – 12:15 pm
Distribution Accreditation Program: Differentiation through Architectured-focused
Business Practices
Mirco Horst, Distribution Landscape Lead, Worldwide Distribution Strategy & Planning
Phokeethra
Ballroom
The Distribution Accreditation Program creates a platform for our Distributors to
differentiate through their value propositions and rewards them for their investment and
sales achievements. By offering them extended capabilities, this important strategic step
helps drive an architectures sale led approach whilst providing Distributors a platform to
create service rich value propositions.
12:15 pm – 1:30 pm
Lunch
The Citadel
1:30 pm – 2:15 pm
Unlock the Potential of Collaboration: Empower. Engage. Innovate.
Andre Smit, Managing Director, Collaboration Solutions Sales, APJC
Phokeethra
Ballroom
Cisco Collaboration empowers people to engage and innovate—anywhere, on any device.
Cisco is the leader in the 2013 Gartner Magic Quadrant for Unified Communications. In this
exclusive session you will have opportunity to:
- Understand how you could accelerate your top-line growth in the midmarket segment with
Cisco Collaboration
- See how the ongoing shift in customer consumption preferences offers new opportunities
for your business
- Explore how trends such as mobility and cloud are changing the collaboration landscape
4
2:15 pm – 3:00 pm
The Evolving Enterprise Network for Distributors
Dave West, Chief Technology Officer, APJC
Injoon Song, Product Manager, Enterprise Networking Group, APJC Market Strategy
Phokeethra
Ballroom
Partner organizations are looking to build practices and monetize trends, such as cloud,
mobility, social networking and video, to fuel the next wave of customer business innovation.
Our partners need to address our customers’ most pressing business requirements, such as
improving experiences, increasing employee productivity, gaining competitive advantage
and creating new services. The industry is moving toward stronger ties between software
platforms and network infrastructure to achieve these goals, as well as leveraging new
mobility services with business applications in ways to improve business profitability and
agility. Cisco’s evolving enterprise network promises to simplify management tasks and
optimize network behaviors for applications running on shared infrastructures. To address
this need, Cisco has released a new campus portfolio and business solutions, and a new
network architecture for campuses based to simplify network operations, enable greater
agility in delivery network services, and in the end allowing for better total cost of ownership.
This session will give you an overview of our new campus portfolio and solutions to leverage
our campus strategy and execution plan, including new programs, and offers. Partner
insight, perspective and guidance is a very important part of our approach, as it will help us
shape our strategy, direction, investment and GTM as we work together to take advantage
of this opportunity.
3:00 pm – 3:15 pm
Break
Phokeethra
Ballroom Foyer
3:15 pm – 4:00 pm
Data Center Strategy and Directions
Antoine Hue, Regional Sales Manager, APJC Data Center
Shirley Deng, Data Center Sales Lead, APJC Distribution
Phokeethra
Ballroom
We will review how technology innovations are driving transformation of IT, how they open
doors for new ways for IT consumption to address the new demands of today’s businesses.
We will also review the market opportunity, how Cisco is leading the transformation and
how Cisco Distributors can get ready to tap into the new opportunity.
4:00 pm – 4:30 pm
Closing and Wrap Up
Adel Eid, Business Development Lead, APJC Distribution
4:30 pm onwards
Departures
* Agenda is subject to changes.
Phokeethra
Ballroom
5