APJC Enterprise Networking Connection 2013
Agenda
Tuesday, November 19, 2013 (Day 1)
Time
Program
Location
9:00 am – 6:00 pm
Arrivals & Registration
Main Lobby, Level 3
9:00 am – 5:00 pm
Executive 1:1 Meetings
Meeting Rooms 1/2 & Boardroom 1, Level 1
9:00 am – 5:00 pm
VIP Clinic *
Meeting Room 3, Level 1
Participating partner executives will have the opportunity to join a private session with
Cisco’s VIP program experts, to review Cisco’s Enterprise Networking rebates to their
companies and to discuss optimization practices to increase overall profitability. A
customized ‘Profitability Health Check’ will be provided to each participant. Drop in for a 30
minutes ‘checkup’ during the event!
* VIP Clinic will also be available on November 20 & 21 during session breaks and lunch time.
2:00 pm – 4:00 pm
Distribution Roundtable – Accelerating Next Generation Networking Run Rate Business
Through Distribution (For Distribution Partners Only)
Spice, Level 3
Guido Romagnoli, Director, APJC Distribution
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
Sachin Gupta, Senior Director, Product Management, Enterprise Networking Group
Nathalie Henon, Architecture Lead, APJC Distribution
Chandan Mehndiratta, Senior Product Manager, Enterprise Networking Group
Jerry Chan, Business Development, Midmarket Segment, APJC Commercial Business Group
This session will be highly interactive, enabling discussions with Cisco executives about new
opportunities offered by innovative Cisco solutions such as Unified Access. We are looking
forward to hearing your feedback on the challenges you are facing, the skill set of your
resellers and ability to sell this new value proposition, other feedback from your resellers and
any suggestions you have for Cisco to support you with your business and profitability.
6:30 pm – 10:00 pm
Welcome Reception
Ocean Garden
Wednesday, November 20, 2013 (Day 2)
Time
Program
Location
7:00 am – 9:00 am
Breakfast
Suku, Level 1
9:00 am – 9:15 am
Welcome & Opening Address
Ballrooms I & II, Level 1
Ruma Balasubramanian, Vice President, APJC Partner Organization
9:15 am – 9:45 am
Why the Network? Why Now? The Network is more relevant to the business than ever before
Ballrooms I & II, Level 1
Scott Brown, Vice President, Technology Solutions & Architectures, APJC
The role of the network is increasingly important as companies navigate through multiple
technology, business and socio-economic transitions unique to our region. Scott Brown, APJC Vice
President of Technology Architectures and Solutions will share with you the journey Cisco is
taking to address our customers’ needs and requirements on technology infrastructure. Scott will
discuss the evolution of Cisco’s Enterprise Networks strategy and how, together with you, we can
capture and monetize new opportunities ahead of us.
9:45 am – 10:30 am
Building Today the Network of the Future
Ballrooms I & II, Level 1
Sujai Hajela, Vice President & General Manager, Enterprise Networking Group
Cloud, BYOD, Mobility and infrastructure consolidation/virtualization are megatrends impacting
every enterprise; but, the 2013 Cisco Global IT Impact Survey revealed that current networks are
not ready to support these trends. Join this session to understand Cisco's Enterprise Network
Vision, and the Cisco Open Networking Environment (ONE), which is the foundation to our vision
of an intelligent network that is more open, programmable (SDN), and application-aware — a
vision in which the network is transformed into a more effective business enabler. You will also
learn how Cisco Enterprise Networks are addressing the above trends and creating truly game
changing opportunities for our partners and customers.
10:30 am – 11:00 am
Break
Ballrooms I & II Foyer, Level 1
11:00 am – 11:45 am
Partnering to Win: Networking Sales Opportunities for FY14
Ballrooms I & II, Level 1
Tom Wilburn, Vice President, Global Enterprise Networking Sales
In this presentation, Tom Wilburn, Vice President, Global Enterprise Networking Sales will discuss
Cisco’s “Lucky 6” sales growth opportunities in Enterprise Networking. This presentation will also
discuss the intelligent wide area network and how to save money with a next-gen optimized
WAN.
11:45 am – 12:30 pm
Customer Conversation: The Business Value of Network Innovation
Ballrooms I & II, Level 1
Tsuyoshi Kinoshita, Managing Director, Enterprise Networking Architecture, APJC
Irvan Yasni, Corporate IT Director, Sinar Mas Land
In this session you will hear our Customer share the Cisco business experience as well as the
expectations placed on partners to address key business priorities and drive network
transformation.
12:30 pm – 2:00 pm
Lunch
Suku, Level 1
2:00 pm – 2:45 pm
Innovation Starts with Mobility: Winning the Access Story
Ballrooms I & II, Level 1
Sachin Gupta, Senior Director, Product Management, Enterprise Networking Group
Mobility and our mobile devices have become an intrical part of our lives were we merge our
business and personal lives. This is forcing IT to rethink how they deploy network devices, develop
policies and manage it all. In addition, the business is looking towards IT to find new ways of
delivering innovation via mobile devices that are connected to the network. Join us to see how
Cisco Unified Access and Cisco Connected Mobile Experiences is leading the way to enabling new
connected experiences that will help your customers meet the ever increasing business demands
on the network and drive business growth.
2:45 pm – 3:15 pm
The Connected Mobile Experiences
Ballrooms I & II, Level 1
Mark Krischer, Chief Technology Officer, Enterprise Networking Architecture, APJC
Simone Arena, Technical Marketing Engineer, Enterprise Networking Group
Using smartphones and the mobile Internet, everyone has embraced a connected lifestyle.
Whether your customers are in retail, hospitality, transportation, healthcare, education, or
government, Cisco Connected Mobile Experiences (CMX) gives them the ability to directly engage
with their customers in ways which tap into that lifestyle. Provide them with a highly
personalised mobile experience that builds loyalty and boosts customer satisfaction.
This session will provide real examples of how CMX is being used by customers, and how it is
changing the conversations we have with them.
3:15 pm – 3:45 pm
Break
Ballrooms I & II Foyer, Level 1
3:45 pm – 4:30 pm
SDN and the Changing Enterprise Network
Ballrooms I & II, Level 1
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
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 solve for primary business requirements that include improving customer experiences,
increasing employee productivity, gaining competitive advantage, and creating new services. The
industry is moving toward stronger ties between software platforms and network infrastructure
as a primary element in a holistic strategy to achieving these goals. A software programmable
network in the campus promises to simplify management tasks, while optimizing network
behavior for applications running on shared infrastructures. To address this need, Cisco has
released new campus portfolio and solutions, and a new network architecture for the campus
based on the Open Network Environment (Cisco ONE) to harness the power of network
programmability. This session will give you an overview of our new campus portfolio and
solutions to leverage our campus SDN strategy and execution plan. 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.
4:30 pm – 5:00 pm
Partner Profitability Best Practices
Ballrooms I & II, Level 1
Pankaj Narayan, Director, Architecture Go-To-Market, APJC Partner Organization
Cisco Enterprise Networking is the largest business for our partners and is the foundation upon
which to build and grow Collaboration and Data Center practices. Developing a profitable
Enterprise Networking business requires a clear understanding of your customer's business
requirements, your unique value proposition, clear financial goals, and a targeted plan to drive
execution. This session will discuss the top 10 challenges that we see successful partners
overcome and share 3 key best practices to drive growth and profitability within your Cisco
practice.
5:00 pm – 5:30 pm
Cisco Executive Panel
Ballrooms I & II, Level 1
Andres Sintes, Senior Director, Enterprise Networking Group Partner Sales & Go-to-Market,
Worldwide Partner Organization
And Cisco WW and APJC Executive Team
The Executive Cisco team will join this panel session to discusss overall Enterprise Networking
sales opportunites and to asnwer question on key strategic and business priorities
7:00 pm – 10:00 pm
Dinner
MÉTIS (Offsite)
Jl. Petitenget, No.6 Kerobokan, Kelod, Kuta, 80361
Bali
Thursday, November 21, 2013 (Day 3)
Time
Program
Location
7:00 am – 9:00 am
Breakfast
Suku, Level 1
9:00 am – 12:30 pm
Breakout Session 1 – Enterprise Networking Practice and Profitability Programs
9:00 am – 9:55 am
Maximize Your Profitability with Cisco Programs
Ballroom II, Level 1
Andres Sintes, Senior Director, Enterprise Networking Group Partner Sales & Go-to-Market,
Worldwide Partner Organization
Sachin Gupta, Senior Director, Product Management, Enterprise Networking Group
Tsuyoshi Kinoshita, Managing Director, Enterprise Networking Architecture, APJC
In this session we will review Cisco’s investment portfolio in our partner community and the
new available programs and promotions that can improve partner profitability. We will
review Cisco VIP program and the changes implemented in FY14, and you will hear about
enhancements we made that can guarantee better adoptions of our programs. We will
dedicate some time to an open forum to hear from you and address input and feedback
provided.
9:55 am – 10:55 am
Unlock the Potential of Your Installed Base
Ballroom II, Level 1
Richard Childs, Refresh The Network (RTN) Business Lead, APJC
Janne Hansen, Refresh The Network (RTN) Practice Manager, APJC
Learn the easy way of unlocking new revenue opportunities within your existing customers’
networks by leveraging Refresh The Network Best Practices. Refresh The Network is a
practice that aligns the optimum sequence of Cisco capabilities, marketing programs and
incentives to achieve specific outcomes.
Topics that will be covered during the session will be:
 What is technology refresh and why it is a valuable practice
 The importance of Cisco services in optimising the business value
 Useful Cisco enablers that lay the foundation for technology refresh
At the end of the session we will tie together the capabilities in an end to end practice walk
through and discuss how you can get started leveraging the proven best practices.
10:55 am – 11:15 am
Break
Ballrooms I & II Foyer, Level 1
11:15 am – 11:45 am
Netformx Solutions Can Help You to Accelerate Profitability
Ballroom II, Level 1
Dave Alexander, Vice President, Strategic Sales, Netformx, Inc.
Dave Alexander, Vice President, Strategic Sales at Netformx will talk about multiple offerings
to increase profitability. Netformx DesignXpert is the preferred requirements-to-order
solution for Cisco partners looking to improve their ability to conduct business between their
end customers and Cisco. Collaboration and communication is simplified complete with
seamless uploading of ConfigSets to Cisco backend ordering systems.
The recent acquisition of VARcompliance additionally helps customers drive more
profitability through VIP programs into their technology proposals for enterprises. The
VARcompliance platform automates the process of capturing more reward dollars, removing
labor-intensive and manual tasks to ensure compliance, and significantly improves the
visibility and management of vendor reward and certification programs.
11:45 am – 12:15 pm
Business Transformation Certification
Ballroom II, Level 1
Steve Briscoe, Senior Business Development Manager, APJC Partner Organization
To become the #1 IT company worldwide, Cisco and our Partners must meet the needs of IT
buyers, while also winning with Line of Business decision-makers. Last August 2013, Cisco
announced Business Transformation Certifications, to improve core skills required for sales
success in the future.
This session focuses on 3 topics, all related to the Business Transformation curriculum:
•
Priorities and goals – what is the call to action, and why?
•
Roles, Courses and Exams
•
Adoption: key messages, Cisco support / funding and Partner value
12:15 pm – 12:30 pm
Closing & Wrap Up
Ballroom II, Level 1
Andres Sintes, Senior Director, Enterprise Networking Group Partner Sales & Go-to-Market,
Worldwide Partner Organization
Tsuyoshi Kinoshita, Managing Director, Enterprise Networking Architecture, APJC
9:00 am – 12:30 pm
9:00 am – 10:30 am
Breakout Session 2 - Competitive Differentiation across Enterprise Networking
How to Win with Cisco Switching & Mobility
Adam Radford, Architect, Systems Engineering & Architectures, APJC
Sudheer Matta, Director, Global Enterprise Networking Sales
Andrew Smallridge, Director, Business Development, Global Enterprise Sales
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
Faraz Aladin, Director, Technical Marketing, Enterprise Networking Group
Ballroom I, Level 1
Cisco has been investing considerable R&D resources in core enterprise networking
technology over the past few years. These investments are now surfacing in a newly
refreshed technology portfolio. This session will show you how to win with the new
capabilities in the Switching and Wireless portfolio, beat competitors and solve the
challenges that our joint customers have dealing with the increased speed of business and
technology change. This session will also provide you access to the latest information as well
as the opportunity to provide feedback to Cisco executives with your competitive concerns.
10:30 am – 10:45 am
Break
Ballrooms I & II Foyer, Level 1
10:45 am – 12:15 pm
How to Win with Cisco Routing & Security
Ballroom I, Level 1
Adam Radford, Architect, Systems Engineering & Architectures, APJC
Stephen Dane, Managing Director, Security Sales APJC
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
Faraz Aladin, Director, Technical Marketing, Enterprise Networking Group
Cisco has been investing considerable R&D resources in core enterprise networking
technology over the past few years. These investments are now surfacing in a newly
refreshed technology portfolio. This session will show you how to win with the new
capabilities in the Routing and Security portfolio, beat competitors and solve the challenges
that our joint customers have dealing with the increased speed of business and technology
change. This session will also provide you access to the latest information as well as the
opportunity to provide feedback to Cisco executives with your competitive concerns.
12:15 pm – 12:30 pm
Closing & Wrap Up
Ballroom I, Level 1
Adam Radford, Architect, Systems Engineering & Architectures, APJC
Dave West, Chief Technology Officer, Systems Engineering & Architectures, APJC
12:30 pm – 1:30 pm
Lunch
Suku, Level 1
1:30 pm onwards
Departures
-
* Agenda is subject to changes.