Executive Briefing Guidecache.krop.com/edomingo-571736f41d46623.pdf · Klein joined Cisco in 2004 and held previous roles leading the U.S. Public Sector and Federal organizations,

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Cisco Partner Executive Exchange | © 2014 Cisco Systems, Inc. All rights reserved.

Executive Briefing Guide Cisco Partner Executive Exchange

St. Maarten, Saint Maarten | June 3-5, 2014

Introduction | Agenda | Speaker Biographies | Directory | Session Abstracts


2Introduction | Agenda | Speaker Biographies | Directory | Session Abstracts

Dear LatAm CPEE Partner,

We are looking forward to our upcoming Cisco Partner Executive Exchange (CPEE) event in St. Maarten. During our time together, we will have the opportunity to discuss strategies for succeeding in our rapidly changing business environment and how we can achieve amazing results together. Our agenda was carefully prepared so we can share our key strategies, initiatives, and joint selling opportunities, while allowing plenty of time for open dialogue with you. We look forward to your feedback on several topics to ensure we execute with precision and support your growth and profitability goals.

This briefing package contains the full agenda, speaker biographies, and a directory of registered attendees. Additionally included are materials to help you prepare for the session topics and discussions where we hope to capture your insights and valuable input.

We will be at a beautiful beach in the Caribbean in a very relaxed environment, and the attire for the event is “Resort Casual.” Light dresses, slacks, khakis, dress shirts, and polo shirts are recommended. You may leave your jackets and ties at home!

Finally, if your schedule allows, we invite you to join us for a morning of volunteering on Tuesday, June 3rd at 9-11am before CPEE officially kicks off. As part of Cisco’s Giving Back initiative, “Full Circle,” we will be working together to assemble backpacks with school supplies, then personally deliver them to local school children in need. This is a special opportunity for us to positively impact the St. Maarten community and help the children receive a quality education. More details for this optional event can be found in the Outlook invitation.

Looking forward to spending quality time with you soon!

Regards,

Ricardo MorenoVice President US and LatAm Field Partner Organization, Americas Partner Organization



AgendaTuesday, June 3Wednesday, June 4Thursday, June 5

T U E S D AY, J U n E 3

12:00 - 13:00 Lunch & Official CPEE StartSoualiga A

13:00 - 13:20 WelcomeRicardo Moreno, Vice President, US and LatAm Field Partner Organization, Americas Partner OrganizationSoualiga C

13:20 - 14:20 Winning TogetherBruce Klein, Senior Vice President, Worldwide Partner OrganizationEdison Peres, Senior Vice President, Cloud and Managed Services Partner OrganizationSoualiga C

14:20 - 15:40 Cisco and Our Partners: Capitalizing on Intercloud and Managed ServicesBob Gault, Vice President, Cloud and Managed Services Partner OrganizationKen Byrnes, Senior Director, Americas Cloud and Service Provider Partner OrganizationSoualiga C

15:40 - 16:00 Break

16:00 - 16:45 Cloud ForumSoualiga C

16:45 - 17:45 The Innovation of Everything, Innovating in a Hyper-connected WorldCarlos Dominguez, Senior Vice PresidentSoualiga C

17:45 - 19:00 Free Time

19:00 - 22:00 DinnerPool Deck at the Hotel

22:00 After HoursPool Deck Bar




W E D n E S D AY, J U n E 4

7:00 - 8:00 BreakfastSoualiga Terrace

8:00 - 8:15 Review Day 1 & Expectations for Day 2Ricardo Moreno, Vice President, US and LatAm Field Partner Organization, Americas Partner OrganizationSoualiga C

8:15 - 9:00 Get Your network Ready for Cloud and MobilityTom Wilburn, Vice President of SalesSoualiga C

9:00 - 10:00 Delivering new Collaboration Experiences TogetherRichard McLeod, Senior Director, Cisco Worldwide Collaboration, Channel SalesSoualiga C

10:00 - 10:20 Break

10:20 - 11:05 Application Centric Infrastructurenirav Sheth, Senior Director, Americas Partner Organization, Systems EngineeringSoualiga C

11:05 - 12:05 Cisco Capital: Investing in Our Partners’ GrowthKen Werner, Senior Director, Cisco Capital AmericasSanjay Kumar, Senior Director, Technology and Channel FinancingSoualiga C

12:05 - 12:50 Executive ForumSoualiga C

12:50 - 19:00 Lunch & networking Activity (Island Jeep Tour or Catamaran Snorkeling)Soualiga A

19:00 - 22:00 DinnerWestin Beach

22:00 After HoursPool Deck Bar




T H U R S D AY, J U n E 5

7:00 - 8:00 BreakfastSoualiga Terrace

8:00 - 8:15 Review Day 2 & Expectations for Day 3Ricardo Moreno, Vice President, US and LatAm Field Partner Organization, Americas Partner OrganizationSoualiga C

8:15 - 9:15 Driving Amazing Together for the Future with Cisco ServicesMarcy Blair, Vice President, Cisco Services, Americas Partner SalesWenceslao Lada, Vice President, Latin America ServicesSoualiga C

9:15 - 10:15 Monetizing the Internet of ThingsChris White, Vice President, Internet of Things, Go-to-Market Solutions General Manager, Sports and Entertainment GroupSoualiga C

10:15 - 10:40 Break

10:40 - 11:25 Amazing Opportunities in 2014: Monetizing the new Security ModelScott Lovett, Vice President, Worldwide Security SalesSoualiga C

11:25 - 12:10 Country Leaders ForumSoualiga C

12:10 - 12:30 Wrap Up & ClosingRicardo Moreno, Vice President, US and LatAm Field Partner Organization, Americas Partner OrganizationJose Antonio Morales, Regional Director, Latin America Partner OrganizationSoualiga C

12:30 - 14:00 Lunch and DeparturesSoualiga A



Ricardo MorenoVice President, US and LatAm Field Partner Organization, Americas Partner Organization

As Vice President of the US and LatAm Field Partner Organization, Ricardo Moreno is responsible for achieving profitable sales growth for Cisco and its partners through partner

enablement, joint planning, and ongoing dialogue. Moreno’s team of more than 300 people manages a business of over US$20 billion in the United States and Latin America, including every customer segment.

Previously at Cisco, Moreno held the position of Senior Director of Strategy, Planning & Programs for Worldwide Channels, where he was responsible for the entire lifecycle of the worldwide programs portfolio, the Channel Competitive Office, and partner pricing. There he and his team developed and launched Cisco’s Architecture Specializations, Teaming Incentive Programs, and the Cloud and Managed Services Program. He also managed Cisco’s portfolio of incentive programs, working to improve expenses and profits for Cisco and its partners through greater efficiency and simplicity.

Since joining Cisco in 1997, Moreno has held a number of roles: Director, Business Development & Operations and Chief of Staff Worldwide Channels; Director, Channels Business Development for Emerging Markets; Director and Head of Channels for Latin America; Senior Manager for Advanced Technologies; Global Partner Manager; and Channel Account Manager.

Moreno has more than 25 years of experience in the IT industry.

Moreno holds a degree in marketing and advertising from Universidade de São Paulo and a technology degree in data processing from Harvard Business School, and has pursued graduate studies in business administration, marketing and strategy at Kellogg School of Management.

Executive BiographiesRicardo Moreno

Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett

Jose Antonio Morales



Bruce KleinSenior 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 with more than 60,000 partners, representing the company’s primary

route to market. This global partner community, which includes systems integrators, value-added resellers, distributors, services, 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 U.S. Public Sector and Federal 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.

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 Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Edison PeresSenior Vice President, Cloud and Managed Services Partner Organization

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 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.

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.

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.

During his twelve years at Cisco, Peres has pioneered many of Cisco’s innovative sales and channel strategies. He helped design and has evolved 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 a Channel Chief and one of the Top 25 Executives by CRn, and as a Top Channel Executive by VAR Business.

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.

Peres holds a bachelor of arts degree in finance as well as a master’s degree in business administration from Florida International University.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Jordi BotifollPresident, LatAm and Senior Vice President, Cisco Americas

Jordi Botifoll is Cisco Systems’ President for the Latin America Theater (LatAm). In this role, he is responsible for developing and executing the company’s strategies to drive growth throughout the region.

With more than 25 years of industry experience, Mr. Botifoll is known for his expertise in people management, business transformation, technology architectures, software and services. In his most recent position as Senior Vice President of Cisco’s EMEAR, South Theater, he was responsible for managing all business in France, Italy, Spain, Greece, Portugal, Malta, Cyprus, Turkey and Israel.

During his 14 years at Cisco, Mr. Botifoll has led or contributed to multiple international projects across market segments with an emphasis in country transformation assignments. He joined Cisco in 1999 as General Manager of Cisco’s Spanish subsidiary, and under his leadership the Spanish business grew by more than 100 percent during the first year. In 2000, Mr. Botifoll was awarded with the best EMEA General Manager Award and was promoted to Managing Director Iberia. After his promotion to VP for the Mediterranean Geography, this region became one of Cisco’s highest-growth areas in European Markets until 2008, leading Mr. Botifoll to be named the best VP of the Year.

Prior to joining Cisco, Mr. Botifoll served as General Manager for the business market segment at Retevision, the second-largest Spanish service provider, as well as leadership positions at Lotus Development Software, IBM and nCR. He has been recognized externally for his achievements, including being awarded in 2013 and 2014 by the Hispanic IT Executive Council as one of the “HITEC 50”—an impressive list of cross-industry leaders and visionaries working to inspire the next generation of IT leaders.

Additionally, he was named Senior Vice President of the Year by Dintel in 2012, as well as awarded the prestigious Engineer of the Year and Executive of the Year awards from the Spanish government’s Telecommunications Professional Institute in 2008 and 2005, respectively.

Mr. Botifoll earned an electronic engineering degree from the Escuela Superior de Telecomunicaciones and a Master’s degree in business administration. In 2002, he received a Master’s degree from the Stanford Executive Program (SEP) at Stanford University.

Mr. Botifoll is Vice chairman of the American Chamber of Commerce in Spain, serves on the Board of Directors for AMETIC and is a member of the Cisco Board Team. Additionally, he is the executive sponsor for a variety of philanthropic projects, including Oxfam International – Darfur and MyTecC.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Bob GaultVice President, Cloud and Managed Services Partner Organization

Bob Gault, Vice President of Cisco’s Cloud and Managed Services Partner Organization, ensures that Cisco effectively addresses the go-to-market needs of all partners

selling cloud and managed service offers globally. His team is responsible for accelerating the adoption of cloud and managed services into all segments of Cisco’s partner organization including service providers, system integrators, ecosystem partners, and independent software vendors (ISVs) around the world. His responsibilities also include developing, supporting, and executing on the architectural go-to-market strategy for partners who are selling into service providers; providing global governance and support.

Gault has more than 25 years experience in sales and marketing with service providers. In his 14 years at Cisco, he has held several positions within the Service Provider Channels and the Service Provider Direct Sales organizations, including sales and senior leadership positions working directly with AT&T, MCI, and Sprint.

Gault holds a Bachelor of Science degree in Business from West Chester University.

Ken ByrnesSenior Director, Americas Cloud and Service Provider Partner Organization

Ken Byrnes leads Cisco’s Americas Cloud and Service Provider Partner Organization for the Americas. He is responsible for the Go-To-Market strategy and execution of the cloud and managed service solutions

developed for Cisco’s partners.

In today’s market, end-user customers are exploring new consumption models in order to drive productivity and profitability. Key solutions include Private Cloud, Public Cloud, Hosted Collaboration Services, and the full suite of managed services that tie together Cisco’s architectures to our Partners network and professional services. To meet customer demand, Ken Byrnes’ organization drives alignment between our service provider partners and Cisco’s direct sales organization.

Ken Byrnes joined Cisco in 2000, after a 13-year career at British Telecommunications. Since then Ken Byrnes has achieved consistent success in selling to Cisco’s service providers and direct customers, while providing direction and support to our valued partners. With his experience comes a broad understanding of Cisco’s company strategy.

Ken Byrnes received his bachelor’s degree in business marketing from Seton Hall University, in South Orange, new Jersey.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Carlos DominguezSenior Vice President

Carlos Dominguez is a Senior Vice President in the office of the Chairman and CEO of Cisco, as well as a technology evangelist. He has deep knowledge of current and emerging technology and trends and is a passionate innovator. He challenges

and motivates audiences worldwide with engaging, highly animated presentations full of deep insight into how adaptable cultures can create winning organizations.

Drawing on his 21 years at Cisco, his personal connections with thought leaders around the world, and his wide-ranging curiosity, Dominguez highlights groundbreaking new trends in exponential technologies and what individuals and organizations need to do to remain relevant.

Among the many topics Dominguez addresses are:

• new World, new Rules: Thriving in a Hyper-Connected World

• The Internet of Everything and the Road Ahead

• Driving Innovation through the Collective Intelligence of the Crowd

• Building an Adaptable Organization

• Leading in an Exponential World

• How not to Become Obsolete – Lessons from a TechnOWist

“Our world is changing at an ever increasing rate,” Dominguez says. “It’s critical to become adaptable and leverage what is available. I call it technOWism, where leveraging the present and preparing for the future is a daily goal. In a new world with new rules, you can’t expect the things that made you successful in the past to be the same ones that will make you successful in the future.”

Before his current role at Cisco, Dominguez ran Cisco’s Worldwide Service Provider Operations and U.S. Service Provider sales for seven years. Under his leadership, Service Provider grew in revenue from $500 million to $11.4 billion. Prior to that, he led Cisco’s enterprise line of business in the northeastern United States, where he established Cisco in the strategic markets of financial services, media, government, and pharmaceuticals.

Prior to Cisco, he held management positions at Timeplex, Inc. in Woodcliff Lake, new Jersey, and at new Jersey Bell/Bell Atlanticom.

Dominguez is a board member of several organizations including the following:

• CDC Foundation, which connects the Centers for Disease Control and Prevention (CDC) to innovative ideas and expertise from outside partners

• Board of Overseers for new Jersey Institute of Technology

• Board of Directors, national Action Committee for Minorities in Engineering

• Board of Directors, Medidata

• Board of Directors, Sprinklr

He is also a member of the Institute of Large Scale Innovation, a group of international leaders who use innovation to help solve complex global challenges.

Dominguez participates in a wide array of social media channels and publishes a daily newsletter on futuristic technology, “The Tech nowist”

You can find him on his website, on Twitter, and on Facebook.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett


http://paper.li/carlosdominguez/1326819839%3Futm_source%3Dsubscription%26utm_medium%3Demail%26utm_campaign%3Dpaper_sub

http://carlosdominguez.cisco.com

http://twitter.carlosdominguez

http://facebook.com/%20carlos.dominguez.cisco



Tom WilburnVice President of Sales

With more than 30 years of industry experience in mobility, switching and routing, Tom Wilburn is Cisco’s Vice President of Global Enterprise networking Sales. Tom is responsible for driving growth in Cisco’s core market, and introducing new offers in

Cloud networking with Meraki.

Tom joined Cisco in 2005 with the acquisition of Airespace, the market leader in controller based wireless LAn systems, where he led world-wide field operations. Most recently at Cisco, Tom successfully drove high growth in Mobility sales, and the sales integration of Meraki, defining the go-to-market for the combined portfolio. He led the transition of Cisco’s sales focus to Unified Access, including Cisco’s mobility portfolio, converged access switches, policy control, and network management solutions.

Before Cisco, Tom held executive positions at CrossComm and Xylan, each of which he joined as private startup ventures, and helped lead through successful public offerings and growth. Following Xylan’s acquisition by Alcatel, Tom served as Senior Vice President and General Manager of Alcatel’s north American Enterprise Business. In this position, he was responsible for the sales, marketing and support of the company’s data networking and enterprise telephony products.

Tom is a graduate of the College of William and Mary with a BA in economics, and conducted his graduate study at the George Washington University in Sales and Marketing Management.

Richard McLeodSenior Director Cisco Worldwide Collaboration Channel Sales

Richard McLeod is responsible for the global collaboration channel strategy, sales and practice development for our channel partner ecosystem. 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 profitably grow their collaboration business practices.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




nirav ShethSenior Director, Americas Partner Organization, Systems Engineering

Professional Experience: nirav has been with Cisco for 13 years, starting his career as a new Product Introduction Program Manager driving key launches on the Catalyst 65xx platform and leading

nPI integration efforts for the netiverse acquisition.

During his tenure with the company, in addition to his 2.5 years in development, nirav has spent 2 years in Advanced (Professional) Services, and 6 years leading TAC Global Delivery Partners providing support to the Americas (including the establishment of 2 delivery centers ‘ground up’ that now comprise of 500 support engineers).

In early 2011, nirav assumed TAC delivery responsibilities for Cisco’s Core Infrastructure portfolio supporting customers across Commercial, Enterprise, and Service Provider – an organization comprised of over 300 engineers across the US, LatAm, and Asia. In addition to forging key partnerships across Cisco Engineering and Sales to drive product improvements and pre-launch readiness, nirav’s organization enjoyed the highest Customer Sat scores 2 fiscal years in a row for Americas TAC. nirav has recently assumed responsibilities for the Americas Partner Organization’s Systems Engineering function.

In his new charter, nirav will lead over 200 SEs supporting partners across the geography driving more than $16B revenue for Cisco.

nirav holds his Bachelors from the University of Alabama-Birmingham, MBA from the Krannert School of Management at Purdue University, and, a Masters in International Affairs from the Fletcher School of Law and Diplomacy at Tufts University.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Ken WernerSenior Director, Cisco Capital Americas

Ken Werner brings more than 30 years of IT Financial Services experience to the Cisco Capital team. He has held a variety of leadership roles in executive sales and management at Xerox, Comdisco and GE Capital.

Prior to joining Cisco, Ken Werner was the VP of Sales/Americas for HP Financial Services. Under his leadership, the Americas region experienced double digit growth for 5 consecutive years and doubled the managed assets in their portfolio through strong customer relationships and flexible product offerings.

Originally from the Midwest, Ken Werner has resided in California for the past 20 years. Ken Werner has been married for 40 years to his wife Irene and has 4 children and 5 grandchildren.

He holds a Bachelor of Science degree in Mathematics from Eastern Illinois University.

Sanjay KumarSenior Director, Technology and Channel Financing

Sanjay Kumar is the Head of Cisco Capital’s Technology and Channel Financing Line of Business.

Sanjay Kumar has over 25 years of financial services, assurance and

consulting experience and has held several leadership and managerial positions at CIT, KPMG and Ernst and Young.

Sanjay Kumar’s responsibilities at Cisco Capital include driving the innovation and integration of financial products and financing promotions with Cisco Technology solutions consumed by Cisco’s end user customers and partners. He also focuses on enhancing the coverage and effectiveness of the 3rd Party Finance Partner execution model. For the Technology and Channel Financing Line of Business he is responsible for balancing enablement with profitable growth.

Sanjay Kumar holds a Bachelor of Commerce Degree in Business from University of Mumbai, India, a Bachelor of Science Degree from Southern University of new Hampshire, a Master’s of Business Administration Degree from Fairleigh Dickinson University, new Jersey and a CPA from new York State.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Marcy BlairVice President Cisco Services, Americas Partner Sales

As Vice President of Cisco Services, Marcy Blair is the leader of the Americas Partner Sales organization. She is responsible for the Americas field engagement to help Partners

successfully grow their services business. Marcy is specifically responsible for leading the Americas Services Partner Program which includes all sales, marketing and enablement programs.

For the past six years, Marcy led Americas Enterprise Sales for Cisco Services. She is recognized for building one of the largest growth segments in the company. Her success attributed to her highly collaborative style and in building trusting relationships with customers, partners and extended teams, all with a focus on mutual success.

Marcy has also led several initiatives within Cisco, driving key strategies and providing measured support of global priorities. With more than 25 years of IT experience, Marcy’s background includes a rich experience in executive leadership positions in other leading IT companies including Avaya, Lucent and AT&T. She holds a Bachelor of Science degree in business from the University of Illinois, Champaign-Urbana. Additionally, she completed the advanced program in Corporate Resource Management from I.M.D. International in Lausanne, Switzerland.

Marcy serves on the board of directors for both the Alliance for Technology, Learning and Society (ATLAS) at the University of Colorado and Junior Achievement. She resides in Denver, Colorado with her family.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Wenceslao LadaVice President LatAm Services

Wenceslao Lada joined the Americas Services leadership team on August 2013 as the Vice President of Latin America Services.

As the LatAm Services sales leader, Wenceslao is responsible for selling the full range of Cisco’s Services across all markets and engaging with the Partner ecosystem in LatAm. In addition, he will work align closely with Services Sales, Product Sales, Operations, Marketing, Channels, Advanced Services, Technical Services and Inside Sales to drive vision, strategy and execution of the business and, ultimately, accelerate the adoption of Cisco Services across the Latin America theater.

With over 30 years in the IT industry, Wenceslao brings a wealth of knowledge and leadership experience across both Europe and the Americas to his role. Prior to this position Wenceslao worked in the Worldwide Channels organization under Edison Peres where he was VP for Borderless networks on the Enterprise Architectures & Solutions team. He joined Cisco in July of 2009 to focus on enabling growth in Cisco’s Borderless networks and Emerging Technologies business through our partners. During his tenure, Wenceslao helped to successfully increase year over year worldwide port shipments, accelerating the switching business and regain market share.

He also introduced the Transformative networking Installed Base Refresh program across all the regions and business consulting certification to partners. This helped Cisco create business relevance and improved business outcomes for our customers, and our Transformative networking partners are better equipped to provide a consultative sale combining the customers’ IT and business needs.

Prior to joining Cisco, Wenceslao spent 20 years at Hewlett Packard in a variety of roles from covering PCs to networking and spanning business development, sales, operations, marketing and services. In fact, as VP and GM HP¹s ProCurve networking business, he ran the profit and loss management for both Europe and the Americas.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Chris n. WhiteVice President, Internet of Things Go-to-Market Solutions General Manager, Sports and Entertainment Group

Chris White is Global Vice President of the Internet of Things, Go-to-Market Solutions for Cisco. The business focuses on the next wave

of connectivity that links objects, devices, camera’s and sensors over an intelligent network, estimated to be a $28b market. White is also the General Manager of Cisco’s Sports and Entertainment Solutions Group where he leads the development and delivery of fan enhancing and revenue generating solutions for premier sporting and entertainment venues worldwide. Cisco created and is recognized as a global leader in both markets with partnerships that include Dallas Cowboys, Real Madrid, Sydney Cricket ground, Rockwell Automation, Duke Energy and many more.

Chris has been with Cisco for 18 years. He previously served as Vice President of Global Sales for the Emerging Technologies, Cisco’s internal start-up unit, including Smart Grid, Worldwide Sales for Linksys, Chief of Staff of the Cisco Globalization Center based in Bangalore, India, and the U.S. Western Area, where he earned Cisco’s Top Sales VP/GM award.

Prior to joining Cisco, White held executive roles at companies in the United States and Europe. White holds a bachelor’s degree in business from Kingston University. Currently he is on the advisory board of the Paul Merage School of Business at the University of California, Irvine.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




Scott LovettVice President Worldwide Security Sales

As Vice President of Cisco’s Worldwide Security Sales, Scott Lovett is an energetic, hands-on leader, who is responsible for driving $1.5 Billion of annual revenue. In his current role, Lovett leads an organization

focused on defining the company’s go-to-market strategy for the Security architecture. By working closely with a variety of cross-functional teams, including technology business units, the Cisco Partner Organization, and other sales organizations across Cisco, Lovett and his organization help customers successfully leverage technology to solve complex business issues. In doing so, customers assemble a wealth of competitive advantages by increasing productivity, profitability, and corporate agility.

Lovett has more than 20 years of experience in the networking and telecommunications industries, and has been with Cisco since 1994. In his previous role, Lovett was Vice President of Sales for the Americas Enterprise Architectures, which drove $5.6 Billion of annual revenue. During his tenure with the company, he has held pivotal sales leadership positions in the Collaboration Architecture, Enterprise, Public Sector, and Service Provider organizations. Prior to Cisco, Lovett held numerous technical and sales leadership roles at Lightstream Corporation, Memorex Telex, and Ungermann-Bass.

In addition to being an active member of Cisco’s Diversity Board, Lovett speaks frequently to professional and educational groups on topics including the impact of technology on business transformation and the characteristics of successful matrix leadership.

Jose Antonio MoralesRegional Director, Latin America Partner Organization

With more than 15 years of telecom industry experience in Europe, the U.S. and in Latin America, José Antonio Morales currently serves as Regional Director for Cisco’s Latin America Partner Organization and is

responsible for leading the newly created Latin America Partner office that includes Architectures, Cloud, Strategy & Planning, and Global & Regional Partner teams.

Prior to his current role, Mr. Morales joined Cisco five years ago as Director of Strategy, Planning and Operations for Cisco in Latin America, where he was responsible for driving alignment of the company’s strategy and regional plans for sales operations in more than 30 countries. He has proven a track record of driving results and building efficient teams, wherein he applied his in-depth understanding of business dynamics, management processes, and long-range planning to provide a strong foundation for continued and success for Cisco in Latin America.

Before his tenure with Cisco, Mr. Morales was Director for Services at Avaya Mexico, where he was responsible for a full P&L operation with a hybrid direct/indirect go-to-market strategy. Additionally, he has served in various executive positions with Atento, Telefónica’s worldwide CRM company in Mexico, Central America, Miami and Spain, as well as with Telefónica Ingenieria de Seguridad (TIS), Telefónica’s worldwide security integrator.

Mr. Morales earned a Master’s of Science degree in electrical engineering, a Master’s degree in business administration, and a Master’s of Science degree in international business, all from the University of Miami.


Bruce Klein

Edison Peres

Jordi Botifoll

Bob Gault

Ken Byrnes

Carlos Dominguez

Tom Wilburn

Richard McLeod

Nirav Sheth

Ken Werner

Sanjay Kumar

Marcy Blair

Wenceslao Lada

Chris White

Scott Lovett




PARTnERS

Jorge Abisambra Ikusi – [email protected]

Ramon Aguilar [email protected]

Angel [email protected]

Mauricio [email protected]

Ronald BorchardtTeletex [email protected]

Diego Brites RamosTeltec [email protected]

Guido Candiani Italtel [email protected]

Antonio [email protected]

Renato Carneiro 2S [email protected]

Raul [email protected]

Luis [email protected]

Alfredo [email protected]

Sergio Farache [email protected]

Facundo [email protected]

David Glait [email protected]

Hugo [email protected]

Alberto [email protected]

Deena LaMarque Piquion Tech [email protected]

Joao Lara [email protected]

Otavio Larazini ComstorOtavio.lazarini@westconcom

Miguel Martinez SPC Internacional [email protected]

Edna [email protected]

Paulo Mello [email protected]

Carlos MondragonDimension [email protected]

Alexander MoralesCPS [email protected]

Juan Jose NogueraDistecna SA [email protected]

Roberto OlmosUnified networks SA de [email protected]

Carlos PinosCompuequip Dos [email protected]

Antenor [email protected]

Felipe Rabia DICE [email protected]

Renata Randi [email protected]

Didier Renault Digicel Business Solutions [email protected]

Rene Rodrigues nD&C [email protected]

Jorge RubioCen [email protected]

Andre Scatolini CapGemini [email protected]

Gustavo Valdez [email protected]

Alvaro Venini [email protected]

Rene WatsonSSA [email protected]

Michael Zillis Ingram [email protected]

DirectoryPartner AttendeesCisco Attendees



C ISCO

Yolanda AlfonsoLatAm Partner Marketing Manager [email protected]

Eduardo Almeida Director, Brazil Partner [email protected]

Steve Benvenuto Sr Director, WW Channel Partner Program [email protected]

Marcy Blair VP, Cisco Services Americas Partner [email protected]

Oscar Bode Director, LatAm new Business [email protected]

Jordi BotifollPresident, LATAM & Senior Vice President, Cisco [email protected]

Ken Byrnes Senior Director, Americas Cloud & Service Provider Partner Organization [email protected]

Mauricio Carrillo Sr Director, LatAm Systems Engineering [email protected]

Martin Cattaneo Manager, LatAm Enterprise Architectures [email protected]

Renato CrepaldiManager, LatAm [email protected]

Rodrigo Dienstmann Managing Director, Brazil [email protected]

Carlos DominguezSenior Vice President [email protected]

Juan Pablo Estevez Managing Director, [email protected]

Bob Gault Vice President, Cloud and ManagedServices Partner [email protected]

Bruce Klein Senior Vice President,Worldwide Partner [email protected]

Sanjay KumarSenior Director, Technology and Channel [email protected]

Wenceslao Lada VP, LatAm [email protected]

Gustavo Larach Manager, LatAm Strategy & [email protected]

Juan Carlos LopezDirector, Partner Organization Cansac [email protected]

Scott Lovett VP, WW Security [email protected]

Armando Matute Manager, Cisco Capital [email protected]




Richard McLeod Senior Director, Cisco Worldwide Collaboration Channel [email protected]

Luis MinvielleManager, LatAm Partner Led [email protected]

Rodolfo MolinaSenior Client Director, [email protected]

Jose Antonio MoralesRegional Director, LatAm Partner [email protected]

Ricardo Moreno VP, US & LatAm Field Partner Organization, Americas Partner [email protected]

Francisco NaranjoDirector, Mexico Partner [email protected]

Lucas Olocco Managing Director, LatAm Service [email protected]

Edison Peres SVP, Cloud & Managed Services Partner Organization [email protected]

Danilo Pozo Director Services [email protected]

Luis RegoDirector, LatAm Enterprise and Public [email protected]

Andrew Sage VP WW Partner Sales [email protected]

Marco SenaDirector, LatAm [email protected]

Nirav ShethSenior Director, Americas Partner Organization, System [email protected]

Gustavo SorgenteManaging Director, [email protected]

Francisco Uribe Director, LatAm Business [email protected]

Flavio VaismanDirector, Cisco Capital [email protected]

Rogelio Velasco Vice President, [email protected]

Ken Werner Senior Director, Cisco Capital [email protected]

Chris White VP, Internet of Things Go-to-Market Solutions, General Manager, Sports & Entertainment [email protected]

Tom WilburnVP [email protected]




Session Abstracts

Winning TogetherBruce Klein, Edison Peres

In our “Winning Together” session, the role our partners play in helping Cisco achieve our vision will be articulated, and the benefits you will realize as we address customer’ needs together. Our evolving partner ecosystem and cloud strategy will continue to provide differentiation and profitability.

Cisco and Our Partners: Capitalizing on Intercloud and Managed ServicesBob Gault, Ken Byrnes

Cloud represents a fundamental change in the way IT is sold, bought and consumed. For Cisco’s LatAm partners in particular, cloud provides a huge opportunity to enter into new conversations with customers, build or resell cloud solutions, enable new OpEx-based business models, and create new revenue streams. During this session, Bob Gault will provide a review of Cisco’s cloud strategy, our Intercloud ecosystem including Cisco Cloud Services and Intercloud Fabric, the new roles that you can play in selling cloud, and how Cisco can accelerate your go-to-market plans. Ken Byrnes will review the market around managed services and provide an update on programs and resources to help you continue to drive growth.

The Innovation of Everything, Innovating in a Hyper-connected WorldCarlos Dominguez

As Cisco and our partners begin enabling the Internet of Everything, the way we work and do business will change at lightning speed. How do you use innovation to drive creativity? How can you optimize technology to free up other resources? Hear from Carlos Dominguez, a visionary, early adopter, and leader in innovation, as he shares his eye-opening ideas about how to prepare for the future.

Get Your network Ready for Cloud and MobilityTom Wilburn

Market transitions around cloud and mobility are disrupting the business and technology landscape and fueling an explosion in network traffic – creating a need for new approaches and more dynamic and scalable networks.

In this session you will hear about the business opportunities available today in Cisco’s enterprise networking portfolio to drive growth and profitable services.

You’ll learn how Cisco’s product and architecture strategy addresses key market transitions, and the programs, tools, and incentives available to help you prepare your customers’ networks for the future.

Delivering new Collaboration Experiences TogetherRichard McLeod

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 and the programs that will impact your profitability.



Application Centric InfrastructureNirav Sheth

In this session, nirav Sheth will quickly recap Cisco’s approach to SDn -- the Application Centric Infrastructure (ACI), discuss customer business benefits from ACI, and cover how Cisco’s SDn strategy extends beyond the Datacenter into LAn and WAn environments. nirav will also highlight some Datacenter related partner programs available to help accelerate profitable opportunities within Latin America.

Cisco Capital: Investing in Our Partners’ GrowthKen Werner, Sanjay Kumar

You asked and we listened. In 2014, with partner profitability and revenue growth being top of mind, Cisco Capital focused on transforming its go to market capabilities to enhance your business outcomes. Our significant investment in people, capabilities, financing structures and solutions will enhance your partnership with Cisco. Join us to understand how our 2015 roadmap highlights our commitment to Latin America and you. Estamos Contigo!

Driving Amazing Together for the Future with Cisco ServicesMarcy Blair, Wenceslao Lada

The increasing pace of technological and market changes are transforming customer business requirements. The Internet of Everything will increase demand for services that can help our customers shape their businesses and lead markets. Cisco is uniquely positioned to not only transform the market, but to lead the disruption.

Join Marcy Blair, VP, Americas Services Partner Sales and Wenceslao Lada, VP, Americas Services Sales, and hear how Cisco, together with our partners, will drive services growth and profitability. We’ve had incredible success in FY14 thus far and our ability to maintain the tight interlock with our partners is

Session Abstracts

critical for that success to continue. Cisco will continue to invest in programs that help our partners grow their Services Practice and drive success together through the adoption of Smart Services, building cloud strategy and roadmaps, and scaling software business models.

Monetizing the Internet of ThingsChris White

Cisco has been gaining momentum addressing the business needs in vertical markets such as Manufacturing, Energy, Financial Services and Transportation through the Internet of Everything (IoE). One of the key enablers of IoE is the Internet of Things (IoT) — networks of sensors attached to objects and communication devices, providing data that can be analyzed and used to initiate automated actions. This session talks about Cisco’s plan and strategy to monetize IoT to drive massive gains in efficiency and business growth for partners and customers.

In addition, the session will provide clear guidance on how to train your sales force to identify opportunities, form industry partnerships and gain the technical skills required to drive future business growth through the Internet of Things.

Amazing Opportunities in 2014: Monetizing the new Security ModelScott Lovett

Driven by headlines and fundamental concerns over business risks, security has risen to become a top concern for C-level decision makers worldwide. In this session, Scott Lovett, VP, WW Security Sales will explore the rapid evolution of security challenges and the strategy and investments Cisco is making to address these issues. Learn how Cisco’s growing security business opens amazing opportunities that will enable us to solve customers’ greatest security challenges. Together, we will become our customers’ #1 security partner.

Documents

Executive Briefing Guidecache.krop.com/edomingo-571736f41d46623.pdf · Klein joined Cisco in 2004 and held previous roles leading the U.S. Public Sector and Federal organizations,