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Cisco Business Solutions Workshop

28th October 2010pruta@cisco.com

Petrica RutaArea Sales Manager

Commercial & Enterprise Segment

Romania

Agenda

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Petrica RutaAugust 2010 – FY11 taking new challenges…

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But…

• Very Good Partner Landscape (thank you for support)

• Strong support from Cisco Channel Team

• Experienced team

PAM

PAM

PAM

PAM

PAM

PAM

Sponsor

Marketing

Named 1-tier Partners

Sponsor

Marketing

Sponsor

Named 2-tier Partners

Distributor Managed Partners

Cisco

CAM/ICAM

SupportFunctions

EndCustomer

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

Marketing

D C M

Channel SE

PAM

Cisco AM

Now…

ISAM PL (ex ISAM)

TBM (ex AM)Territory Business Mng

ISAM Disti (ex ICAM)

PSE

PSE

PSE

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Where are we changing our business model?

Let’s dream a little bit....

Cisco, partners and end-users connected

on oneVideo/WebEx/Ordering

platform

Information flow, marketing and sales

enablement via TelePresence

Multi Channel, Virtual Franchise and On-line with transparent pricing

and terms and conditions

Intergraded products, easy to activate, remotely managed by Cisco or a

partner

PartnerLed

PAM

PAM

PAM

PAM

PAM

PAM

Sponsor

Marketing

Named 1-tier Partners

Sponsor

Marketing

Sponsor

Named 2-tier Partners

Distributor Managed Partners

Cisco

CAM/ICAM

SupportFunctions

EndCustomer

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

PAM

Marketing

D C M

Channel SE

PAM

Cisco AM

Partner Led Sales ModelKeep Customer in mind

ISAM PL (ex ISAM)

TBM (ex AM)Territory Business Mng

ISAM Disti (ex ICAM)

PSE

PSE

PSE

Keep it simpleMaking money…

Close The Deal Get your moneyCustomer focus REGISTER in PSF

The Usual Suspects More to come?

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What is Commercial now?

FY10 Mid Market(100 accounts) + SMB

OR

Everything except 30 Enterprises(banking, insurance,

utilities, oil & manufacturing), Public Sector and Service Provider

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Let’s discuss!