Cisco APJC Service Provider Roundtable
October 16 – 18, 2012 ● Danang, Vietnam
Agenda
Tuesday, October 16, 2012
Time
Activity
Location
1:00 pm – 6:30 pm
Arrivals & Registration
Hotel Lobby
6:30 pm – 9:00pm
Welcome Dinner
Oriental Restaurant @ Vinpearl Luxury
Danang (Offsite)
Wednesday, October 17, 2012
Time
Activity
Location
7:00 am – 8:30 am
Breakfast
Green House, Ground Level
8:30 am – 8:45 am
Opening Address
Regency Ballroom, Event Centre
Stanimira Koleva, Vice President, APJC Partner Business Group
8:45 am – 9:45 am
Cisco’s Winning Strategy
Regency Ballroom, Event Centre
Jaime Vallés, President, APJC
Jaime Vallés, President of Asia Pacific, Japan and Greater China, will introduce himself and share
impressions of his first 75 days in the region. He will focus on major trends in the market and how
the APJC strategy addresses those trends and he will present the APJC Go-to-Market model and
how this translates to a winning partner strategy.
9:45 am – 10:45 am
Top of Mind
Bruce Klein, Senior Vice President, Worldwide Partner Organization
Edison Peres, Senior Vice President, Worldwide Channels
Regency Ballroom, Event Centre
10:45 am – 11:15 am
Break
Regency Ballroom Foyer, Event Centre
11:15 am – 11:45 am
APJC Partner Business Group FY13 Update
Regency Ballroom, Event Centre
Stanimira Koleva, Vice President, APJC Partner Business Group
11:45 am – 12:45 pm
Executive Dialogue
Regency Ballroom, Event Centre
Bruce Klein, Senior Vice President, Worldwide Partner Organization
Edison Peres, Senior Vice President, Worldwide Channels
Jaime Vallés, President, APJC
Stanimira Koleva, Vice President, APJC Partner Business Group
12:45 pm – 1:30 pm
Lunch
Green House, Ground Level
1:00 pm onwards
Networking Activities
6:30 pm – 9:00 pm
Gala Dinner
Golf – Danang Golf Club
Spa – VIE Spa @ Hyatt Regency Danang
Resort & Spa
Sightseeing – Hoi An Ancient Town
Fullmoon Towns Restaurant (Offsite)
101 Cua Dai Street, Hoi An, Vietnam
9:30 pm onwards
After Hours Drinks
Terrasse, Lobby Level
Thursday, October 18, 2012
Time
Activity
Location
7:00 am – 8:30 am
Breakfast
Green House, Ground Level
8:30 am – 8:45 am
Welcome & Opening Address
Regency Ballroom, Event Centre
Stephen P. Patak, Director, Service Provider Partner Organization, APJC
8:45 am – 9:30 am
Worldwide Service Provider Vision: Cisco’s Service Provider Strategy
Regency Ballroom, Event Centre
Bob Gault, Global Service Provider Partner Organization
In this session, Bob Gault, VP of WW Partner Organization, will discuss Cisco’s vision for the next 3-5 years,
and the role the intelligent network plays in the growing digital economy and new marketplaces. He will
also review how Service Providers can take advantage of this network transformation to maintain market
relevance and provide greater business value to customers.
9:30 am – 10:30 am
APJC Service Provider “Top of Mind”
Regency Ballroom, Event Centre
Jeff White, Vice President, Service Provider Segment, APAC, Japan & China
Jeff White, Vice President of Service Provider Segment Sales will discuss the market trends that Cisco is
seeing in APJC today, how those trends are evolving, and the strategy that Cisco is putting in place to
capitalize on these transitions with our partners. Jeff will talk about the specific areas in which Cisco is
looking to invest to enable your success today and in the future.
10:30 am – 11:00 am
Break
Regency Ballroom Foyer, Event Centre
11:00 am – 12:00 pm
APJC Enterprise Service Provider “Top of Mind”
Regency Ballroom, Event Centre
Ross Fowler, Vice President, APJC Enterprise Segment Sales
Ross Fowler, Vice President of Enterprise Segment Sales will discuss the trends that Cisco is seeing in the
Enterprise market, the exciting growth opportunity that lies ahead for Service Providers, and how Cisco
and our partners can align more efficiently to accelerate monetization.
12:00 pm – 1:15 pm
Lunch
Pool House
1:15 pm – 2:00 pm
Cisco’s GTM Framework: Cloud and Managed Services Program
Regency Ballroom, Event Centre
Bob Gault, Global Service Provider Partner Organization
More than ever, Service Providers are looking for ways to accelerate their Cloud and Managed Services
offerings to customers, to differentiate themselves in the marketplace, and to monetize their network
investments. In this session, Bob Gault will review Cisco’s Go to Market (GTM) strategy and all of the sales
enablement programs and resources available to help SPs drive more business. He will also discuss the
latest updates for the Cloud and Managed Service Program (CMSP), Cisco Powered, and how we’ve aligned
Cloud Compensation to incent our sales force to help you sell Cloud.
2:00 pm – 2:45 pm
Monetizing the Market Transition to Cloud
Regency Ballroom, Event Centre
Andrew Eaton, Director, Sales Operations, Data Centre and Cloud Service Provider, APJC
Andrew Eaton, Director, SP Data Center Sales will lead a discussion on the rapid market transition that is
being led by cloud, and how our partners can accelerate profitability through this paradigm shift. Andrew
will discuss how Cisco is investing to enable our SP partners to manage through this transition.
2:45 pm – 3:45 pm
Hosted Collaboration Services
Regency Ballroom, Event Centre
Guy Reavley, Director, SP Collaboration & Cloud Sales, APJC
The demand for Hosted Collaboration Services in APJC is growing daily, and the opportunity for Service
Providers to succeed in this market is now. Guy Reavley, Director of Collaboration Sales will discuss the
opportunity that exists, the incentives that Cisco has in place to drive demand in the field, and the
capabilities that will enable our partners to succeed.
3:45 pm – 4:15 pm
Break
Regency Ballroom Foyer, Event Centre
4:15 pm – 5:00 pm
Cisco Services: Drives Growth, Profitability and Differentiation
Regency Ballroom, Event Centre
Anandh Maistry, Managing Director, Service Provider, Cisco Services, APJC
Anandh Maistry, Managing Director of Service Provider Segment Sales, will focus on how you, as SP’s, can
leverage the Cisco Services portfolio to both complement and augment your managed service offerings.
In addition to exploring our rapidly changing market, Anandh will also show how, by working together with
Cisco Services and its industry leading ecosystem of partners, you can maximize your profitability and
accelerate your growth.
5:00 pm – 6:00 pm
Executive Dialogue
Regency Ballroom, Event Centre
ALL
6:30 pm – 9:00 pm
Dinner
Brother’s Café
9:30 pm onwards
After Hours Drinks
Terrasse, Lobby Level
* Agenda is subject to changes.