Profitable GrowthSMB and Mid-Market!Nykaj Nair – GM, Commercial and SP GTM, Australia

• The Opportunity

• Cisco’s GTM and Focus Areas

• Top 4 Solution Plays

• Rebate, Reward, Recognition

• Case Studies

• Call to Action

Agenda

The Opportunity

Scaling

Digital

Digital adoption is on an exponential scale

ISV’s/Start-Ups

Transport

Retail

Property

Aged Care

Education

The Opportunity

Market

Cisco’s Total Addressable Market = $1.8B

25%

25K

60+

250M++

Cisco’s FY’16 GTM

Market Opportunity = $1.8B

Goal: Capture market share through consistent double digit growth

Mid-Market

Market Opportunity = $600M

Larger Accounts/Existing Wallet – High Touch

Sub-segmentation

Geo and Wallet based

Verticals

Business outcomes

SMB

Market Opportunity = $900M

Large Whitespace TAM and SMB – Low Touch

17K Customers

Incumbent Accounts

9K Customers

Competitive Accounts

Partner Led, Cloud, Solution Offers, Marketing

1M

Small Accounts

Cisco

Top 4

SMB and Mid-Market

Solution Plays

Solution Plays and Offers

Digitize with Networking

Wireless – New Access

All in One Branch

Meraki Cloud Managed

Collaboration Meets Cloud

UC & Collaboration

Contact Centre

Video Everywhere

Win Big in DC

UCS Mini

Win the SDN Battle

Hybrid Cloud

Sizzling Security

New NGFW

AMP Everywhere

Secure Everything

Ready collaterals & positioning

Offers and bundles for customers

and partners

Earn Incentives via Commercial Xcelerate

Enablement to Partner+ &

Distributors

Rebate, Reward and Recognition

Profitability Programs

Fast Track

Front-End Discounts

Deal Registration

Preferential Pricing

Partner Plus

Rebate, Campaigns, Winners Circle

Va

lue in

cen

tive

Pro

gra

m (V

IP)

Reward

Commercial Xcelerate

Sales Incentive – worth 4%!!

Recognition

Ultimate Sales Challenge

5 day 4 nights trip to Hokkaido

• Engaging – to plan

• Partnering – to win

• Investing – to grow…..

Call To Action

coming together is a

BEGINNING;keeping together is

PROGRESS;working together is

SUCCESS.- HENRY

FORD

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