Introduction Agenda Speaker Biographies Directory Event Fact … · Introduction Agenda Speaker...

© 2016 Cisco Systems, Inc. All rights reserved.Cisco Partner Confidential

2| Introduction | Agenda | Speaker Biographies | Directory | Event Fact Sheet


Dear Valued Partner,

Welcome to the Cisco APJ Partner Executive Connection here in Bali, Indonesia.

Following on from Partner Summit 2016, this forum presents a timely opportunity for us to focus, strategize and align in order to make sure that we are all one team as we prepare to turn challenges into opportunities for FY17. The objectives of this two-day knowledge sharing and networking forum are to:

This briefing pack contains all the information you need to navigate your way around the program and session venues. It offers you a full view of our agenda, speaker bios, and directory of registered attendees. As you can see from the agenda, there will be plenty of opportunities to ask questions during the sessions. We have lots to talk about and encourage you to be open with your input and feedback on several topics to ensure we execute with precision and support your growth and profitability goals.

Lastly, we would like to thank you for taking the time to join us. We remain committed to our collaborative partnership model, and hope to make this forum a valuable experience for you. We look forward to seeing you soon!

Best regards,

Ruma Balasubramanian Vice President Partner Organization, Asia Pacific & Japan

• Provide a deep dive on key messages from Partner Summit 2016 in San Diego, and how you can leverage Partner Summit announcements to grow your business.

• Focus on the “how” of Digitization as it relates to the Cisco portfolio.• Give you a preview of our FY17 strategy and key initiatives.

• Share with you our strategy and learnings as we transform as a sales organization.• Create a safe environment for your feedback.• Keep you close to Cisco and constantly positioned for success during this time of

transformation.



Sunday, May 8, 2016

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

1:00 pm – 6:00 pm Arrivals Hotel Lobby



Monday, May 9, 2016

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

9:00 am – 1:00 pm Arrivals & Registration Promenade Pre-Function Area, Level 5

12:00 pm – 12:45 pm Lunch The Café, Level 5

1:00 pm – 1:15 pm Welcome & Opening AddressRuma Balasubramanian, Vice President, Partner Organization, Asia Pacific & Japan

Gerbera, Level 5

1:15 pm – 1:45 pm APJ Sales Evolution for the Digital Age Irving Tan, President, Asia Pacific & Japan

The market is changing rapidly, technology disruption is intensifying and our customers are moving quickly to digitize. To ensure that together, we are positioned to capture new digital opportunities and help our customers innovate, we are evolving our Sales Operating Model in FY17. Irving will discuss what’s changing, and how it will help accelerate our joint growth and leadership in the industry.

Gerbera, Level 5

1:45 pm – 2:15 pm GSP Segment and Service Provider Network Evolution Vish Iyer, Managing Director, SP Routing Architecture Sales

With the unprecedented growth in IoT, Cloud and Mobility, the Telcos across the globe are fast transitioning their network infrastructure to be agile, Programmable and capable of meeting next-generation demands. Cisco has architected the GSP Organization, the Service Provider Stack and the Product Portfolio to be aligning with this transition. In this session, we will articulate both the Telco and Cisco transitions in this journey and the need for Partners to innovate and differentiate at a faster pace to be successful in the Service Provider Market Place.

Gerbera, Level 5



Monday, May 9, 2016 (Continued)

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

2:15 pm – 3:00 pm Enterprise Segment: How We Will Help Our Customers Digitize in FY17 Ross Fowler, Vice President, Enterprise Segment & Digital Transformation, Asia Pacific & JapanIrfan Ali, Senior Director, IoT Sales, Global Service Provider & Internet of Things Global Sales Strategy

The market is going through massive digital waves and our Enterprise customers are seeing a strong impact. Cisco is implementing a number of changes to help our customers ride the waves in Asia Pacific and Japan. Please join Ross Fowler, VP, Enterprise Segment and Digital Transformation, APJ, for a discussion on the proposed changes and how Cisco can better work with you to support our customers in these times of market transitions. Following this discussion, both Ross and Irfan Ali, Senior Director, IoT Sales, Global Service Provider & Internet of Things Global Sales Strategy, will also share with you how IOT, analytics and the cloud play an important role in digitizing our Enterprise customers.

Gerbera, Level 5

3:00 pm – 3:30 pm Executive Panel Discussion Moderator: Ruma Balasubramanian, Vice President, Partner Organization, Asia Pacific & JapanIrving Tan, President, Asia Pacific & JapanRoss Fowler, Vice President, Enterprise Segment & Digital Transformation, Asia Pacific & JapanVish Iyer, Managing Director, SP Routing Architecture Sales

Gerbera, Level 5

3:30 pm – 4:00 pm Break Promenade Pre-Function Area, Level 5

4:00 pm – 4:40 pm Winning in the Digital World: Security as a Business Enabler Stephen Dane, Managing Director, Global Security Sales Organization (GSSO), Asia Pacific, Japan & Greater China

Everyone is talking about digitization, and everything that can be digitized will be digitized. In the digital journey, many view security as a “cost of doing business”. However, in order to take advantage of the opportunity, we must view security as a “business enabler”. Compare it to the excellent brakes on a race car – the reason that race cars have brakes is to enable them to go faster – because having control when you need it allows you to go faster the rest of the time. Security in this digital age is a lot like that.

In this session, we will explore what’s needed to digitize securely, and more importantly, explore our investment in security and the best ways to grow your security business and increase your profitability.

Security is Cisco’s #1 business priority. Let’s capture the business out there together and become the #1 trusted Security provider for our mutual customers.

Gerbera, Level 5



Monday, May 9, 2016 (Continued)

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

4:40 pm – 5:20 pm The Next Generation Network for the Digital Business Dave West, Vice President - Enterprise Networking Sales & Chief Technology Officer, Asia Pacific & Japan

Digital disruption will displace 4 out of the top 10 incumbents in every industry over the next five years and the successful digital organizations will have one key asset in common: a virtualized network. This is the next era of Networking, where the network becomes a platform for insights, automation, security, and it’s here today, with Cisco’s New Digital network Architecture (DNA). In this session, we will discuss how the new architecture helps our customers drive business outcomes and how it changes the way we sell networks today.

Gerbera, Level 5

5:20 pm – 6:00 pm Creating a Flexible and Scalable Next Gen DC Strategy Vicki Batka, Managing Director, Data Centre Sales, Asia Pacific & Japan

Applications are driving innovation of infrastructure at an extremely fast pace. Instead of a major shift every 10 years we now see them every 18 to 24 months. Vicki will discuss how to meet this challenge head on with the Cisco Data Center and Cloud portfolio and discuss the Hyperconverged opportunity in FY17.

Gerbera, Level 5

6:00 pm – 6:30 pm Executive Panel DiscussionModerator: Ruma Balasubramanian, Vice President, Partner Organization, Asia Pacific & JapanDave West, Vice President - Enterprise Networking Sales & Chief Technology Officer, Asia Pacific & JapanStephen Dane, Managing Director, Global Security Sales Organization (GSSO), Asia Pacific, Japan & Greater ChinaVicki Batka, Managing Director, Data Centre Sales, Asia Pacific & Japan

Gerbera, Level 5

6:30 pm – 6:45 pm Wrap Up & Key Takeaways Ruma Balasubramanian, Vice President, Partner Organization, Asia Pacific & Japan

Gerbera, Level 5

7:30 pm – 9:30 pm Dinner (Please meet at 6:45 pm at the Grand Ballroom Lobby, Lobby Level for transfers.) Ju-ma-na Restaurant (Offsite)

9:30 pm onwards After Hours Drinks ZJ’s Bar & Lounge, Level 5



Tuesday, May 10, 2016

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

7:00 am – 8:00 am Breakfast The Café, Level 5

8:15 am – 9:30 am Next Generation Collaboration: Changing The Way We WorkDarryl McKinnon, Managing Director, Collaboration Sales, Asia Pacific & Japan Jens Meggers, Sr. Vice President & General Manager, Cloud Collaboration Technology GroupTom Puorro, Vice President & General Manager, Unified Communications Technology Group

Learn about the latest updates to Cisco’s Collaboration strategy. Gain further insight into how Cisco is uniquely positioned to deliver the environments and experiences that help people work better together. Cisco provides best-in-class integrated collaboration solutions that are uniquely designed to work together. Learn how these solutions bring voice, video, IM, presence, content, and meetings together through ubiquitous access with a consistent, delightful experience.

Gerbera, Level 5

9:30 am – 10:15 am Partner Profitability: Leveraging Cisco Capital as a Key Enabler in Digital TransitionsRajiv Menon, Managing Director, Cisco Systems Capital, Asia Pacific, Japan & Greater ChinaChia Cher Hock, Vice President, Sales & Service Finance, Asia Pacific & Greater China

Cisco provides a wealth of partner sales enablement tools and programs to maximize the value of our relationship to your organization. Cisco Capital, a wholly owned subsidiary of Cisco, is a valuable resource you can leverage to develop and grow your business. In this session, we will be discussing how Cisco Finance and Cisco Capital can work with you to benefit your and your customers’ organizations as they accelerate towards digitization.

Gerbera, Level 5

10:15 am – 10:45 am Break Promenade Pre-Function Area, Level 5



Tuesday, May 10, 2016 (Continued)

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

10:45 am – 11:30 am Global Partner Programs EvolutionSandra Flinders, Senior Director, Global Partner Organization, Partner Programs

The rapid pace of change continues to emphasize the importance of accelerating the transformation of partner capabilities, business processes, and models. Cisco’s Partner Ecosystem enables our portfolio of software, services, architectures, and solutions to drive growth and deliver desired business outcomes. Building on the feedback captured during Partner Summit 2016 on the Global Partner Programs plans for the coming fiscal year, we are working with our partners to:

• Focus on transformational capabilities by streamlining programs• Enable, reward and differentiate partners that excel in key performance measures• Capture incremental margin rich opportunities through collaboration with a diverse ecosystem• Build a Lifecycle practice that drives adoption and mutual success

Find out how you can help accelerate this transformation by learning about new incentives, new roles, and new capabilities necessary for success.

Gerbera, Level 5

11:30 am – 12:00 pm Partner Evolution: How We Can Help You SucceedRuma Balasubramanian, Vice President, Partner Organization, Asia Pacific & Japan

The digital world is making more demands than ever on how you partner with Cisco. Partner needs, capabilities and your go-to-market strategy is evolving. Ruma will outline how Cisco envisions the future of Partnering and what this means for our enablement, incentives and programs.

Gerbera, Level 5



Tuesday, May 10, 2016 (Continued)

Sunday, May 8

Monday, May 9

Tuesday, May 10

Agenda

12:00 pm – 1:00 pm FY17 APJ Operating Model Update: Talent EvolutionIrving Tan, President, Asia Pacific & JapanRuma Balasubramanian, Vice President, Partner Organization, Asia Pacific & JapanAndrew Hobby, Managing Director, Systems Engineering, Asia Pacific & Japan

Support and engagement from our SEs and PAMs is vital to our profitable relationship. To that end, Irving will discuss why Cisco’s talent needs to evolve as part of the FY17 operating model. Andrew will do a deep-dive on how this will be accomplished, focusing on SE’s. Furthermore, Ruma will take you through recent efforts with PAM’s and future plans.

Gerbera, Level 5

1:00 pm – 1:15 pm Wrap Up & Key TakeawaysRuma Balasubramanian, Vice President, Asia Pacific & Japan Partner Organization

Gerbera, Level 5

1:15 pm – 2:00 pm Lunch Table 8, Level 5

1:15 pm onwards Departures -

* Agenda is subject to changes.



SpeakerBiographies

Andrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer

Andrew Hobby is the Asia Pacific & Japan lead for Systems Engineering at Cisco, where he is responsible for pre-sales engineering and architecture teams supporting partners and customers across the diverse and rapidly growing region of the world. Andrew is focused on developing Cisco and Partner architectural and technical expertise while ensuring this is aligned to the needs of customers, partners and sales teams across the region.

Andrew has 24 years experience in the Communications and IT industry, including 11 years at Cisco in a variety of sales, engineering and leadership roles. Prior to Cisco, Andrew worked in the systems & network integration industry, IT consulting and the public healthcare sector.

Andrew lives in Singapore with his wife and daughter. He earned a Bachelor of Engineering degree from Monash University in Melbourne Australia.

Managing Director,Systems Engineering,Asia Pacific & Japan

Andrew Hobby



SpeakerBiographies

Chia Cher Hock is Vice President of Sales and Service Finance at Cisco. He partners with the Cisco’s Sales and Service leadership in Asia Pacific and Greater China to deliver profitable growth, manage business performance, enable new business models, and accelerate global sales processes. Previously, Chia was Senior Finance Director partnering Greater China leadership team based out of Beijing.

Chia joined Cisco in February April 2013 from Dell Inc, where he was Vice President of Finance for the APJ Consumer, Small and Medium Business. In his 13 years at Dell, Chia had responsibilities in Accounting and Controls,

Supply Chain, Business Operations and also built up strong partnership with business leaders to drive operational excellence and profitable growth. Prior to Dell, Chia was in Motorola Land Mobile Products Division for 9 years in Financial Planning and Controllership positions.

Chia is a Fellow with the Chartered Association of Certified Accountants, England.

Vice President, Sales & Service Finance

Chia Cher Hock Andrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Darryl McKinnon leads the Collaboration business for Cisco covering Asia Pacific and Japan. Cisco’s Collaboration experience includes Messaging, Meeting, Calling, Video, Hybrid & Cloud offerings for all size of businesses. He is actively engaged with Cisco’s channel partners and is the primary interface with the Collaboration Technology Group in the company’s global headquarters in San Jose.

In his role, Darryl works with customers and partners to help them benefit from Collaboration solutions that help organizations address key business goals in customer satisfaction, productivity, cost control, employee engagement, innovation and growth.

Through his career, Darryl has been successful in implementing new technologies, managing core lines of business, launching key channel partner strategy initiatives, as well as the turnaround and high growth in the businesses & partnerships he has been involved with or under his leadership.

Darryl has over 25 years’ experience in IT consulting, software and solutions working at LBMS, Sybase, EMC, Brocade, Hitachi Data Systems and COPAN Systems. Darryl joined Cisco in 2008 in the high growth Data Center Sales business which he led for 3 years prior to the Collaboration business.

Darryl is passionate that people working together can achieve extraordinary things.

Darryl has a Bachelor of Applied Science (Computer Science) from the Royal Melbourne Institute of Technology. He lives in Singapore with his wife and three kids.

Managing Director, Collaboration Sales,Asia Pacific & Japan

Darryl McKinnonAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Dave West is the Chief Technology Officer (CTO) and the Vice President for Enterprise Networking Sales at Cisco Asia Pacific and Japan (APJ). He is a fifteen-year Cisco veteran with deep experience across engineering, solutions and sales.

Dave is one of the greatest advocates of Cisco’s networking business and technologies in the region, with a strong vision and understanding of the market transitions that need to be delivered in Cisco’s architecture and solution offerings.

Previously, Dave West was the CTO for Cisco’s Worldwide Partner Organization, where he was responsible for working with partners to enable technical excellence in the partner technical community.

Dave has held a variety of other positions at Cisco, including: Sr. Director, Public Sector Systems Engineering and Architectures leading the systems engineers and managers supporting Federal, State and Local Government, Education; Director, Center of Excellence for Public Sector Solutions; Senior Manager, Systems Engineering, Department of Defense and Intelligence; Senior Manager, Advanced Technologies, responsible for voice, security, optical, and wireless engineering and pre-sales support for federal customers and partners.

Dave is a former Marine Officer, graduated from the Virginia Military Institute. He holds an MS in Information Systems from the Naval Postgraduate School.

Vice President - Enterprise Networking Sales & Chief Technology Officer,Asia Pacific & Japan

Dave WestAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Irfan Ali is the Senior Director of sales for global service provider for the Internet of Things (IoT) and is also responsible for global IoT Sales strategy at Cisco. Irfan is also responsible for IoT sales for the Global Service Provider segment enabling network operators, cable operators and Web and entertainment media content companies to consume and create IoT solutions to digitize their business models.

In his sales strategy role, he drives IoT sales acceleration to enable Enterprises and Service provider customers to unlock the potential trapped inside business devices and people so that businesses can utilize the insights to increase revenue, save money and improve experiences. Ecosystems are key in selling to the Line-of-Business (LOB) buyer, Irfan works closely with the IoT business entities, solutions team and our partner organization to identify the right routes to market for IoT.

Irfan holds a two decade track record in sales and leadership in multiple Fortune 100 companies, advancing success within Cisco for 16 years. He previously served as Director of Systems Engineering for US Commercial West, creating effective technical GTM models and leading teams to aggressively capture market share and grow Cisco’s core technology, including Data Center Virtualization, Unified Collaboration, Unified Access and Security. Irfan has led teams in US Enterprise, Commercial and Public Sector, and has held matrix leadership roles in driving Sales, channels, pre-sales engineering and services

for Sales Account Planning, Vertical GTM Strategy, Cisco Addressable Market tracking and Customer Propensity to buy programs.

A seasoned leader, Irfan believes in the power of diversity, leveraging and developing talent, integrated and extended teams, and true business partnerships that translate into long-term business successes in a “flat,” connected, ever-changing world. Prior to joining Cisco, Irfan held leadership roles at Schlumberger Inc. (SLB) in the Oil and Gas industry in the application sales for SCADA and instrumentation.

Born in Pakistan with Indian descent, educated in Italy and the United States, Irfan has lived in 3 continents and speaks 5 languages: Italian, Hindi, Urdu, Spanish and English. He has an undergraduate degree in Electrical Engineering from California State, Long Beach; he has been a Cisco Certified Internetworking Expert in Routing and Switching (#7080) for the past 12 years, and he holds a Masters in Business Administration (MBA) from Pepperdine University. He is on the advisory board for Pepperdine University in Malibu, California for its e-Learning Platform, is the Vice chairman of the Board of Advisors for Sacred Heart Family Medical Clinic in Downey, California and is on the Board of Advisors for eFormshotline.com in Fullerton, California. Irfan and his wife of 22 years, Suraiya, are avid international travelers and are the proud parents of son Shayan, 18, and daughter Imaan, 14.

Senior Director IoT Sales, Global Service Provider and Internet of Things Global Sales Strategy

Irfan AliAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Irving Tan is President for Cisco Asia Pacific and Japan (APJ). APJ represents a core growth opportunity for Cisco globally, comprising five organisations operating across a diverse set of markets and countries: India and SAARC; ASEAN; Korea; Australia and New Zealand; and Japan.

In his role, Irving is responsible for developing Cisco’s strategy, accelerating business growth, and driving Cisco APJ to be the most trusted and relevant IT solutions partner and provider in the industry.

His leadership focus is on advancing a world-class customer experience and dynamic partner ecosystem; investing in innovation and strategic alliances across business and government; and driving an employee experience that emphasises people development to build leaders of tomorrow. As the world becomes increasingly connected, a key priority today is helping organisations become digital enterprises and take advantage of the Internet of Everything to transform their business.

Prior to this role, Irving was Vice President of Cisco ASEAN and before that, the Country Manager for Cisco Singapore and Brunei. He has an excellent track record as a business leader delivering consistent and sustainable growth. Irving brings more than nine years of leadership experience at Cisco in various roles in Enterprise Sales, Strategy, Planning & Operations,

Managed Services and Cisco’s in-house consulting team: Internet Business Solutions Group.

Before joining Cisco, Irving was a principal at A.T. Kearney, a leading management consultancy specializing in mergers & acquisition and merger integration in the IT and Communications industries. He has also worked at HP where he was Business Unit leader for its Communications and Media Solutions Group in Asia Pacific and Japan.

Irving has consulted to governments around the region to help them to identify ways to drive national transformation through the use of Information and Communication Technologies. He has collaborated with Cisco’s ecosystem of partners across key verticals such as Financial Services, Oil & Gas, Manufacturing and Service Providers.

Irving holds an MBA and a bachelor’s degree in Mechanical Engineering from the Nanyang Technological University in Singapore. He lives in Singapore with his wife, Nicole and two kids. He is an avid fan of the Manchester United Football Club.

President,Asia Pacific & Japan

Irving Tan Andrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Dr. Jens Meggers is Cisco’s Senior Vice President and General Manager for the Cloud Collaboration Technology Group (CCTG) at Cisco. He is responsible for managing Cisco’s cloud-focused portfolio of voice, video, and web conferencing. The organization delivers a robust and scalable infrastructure to millions of customers.

Before joining Cisco, Dr. Meggers was Senior Vice President at Symantec Corporation. There he was in charge of the Endpoint Protection and Productivity business unit which included all endpoint protection products, personal cloud, systems management and secure cloud collaboration solutions. Under his leadership, Symantec’s protection products reached record level net promoter scores and garnered many prestigious industry

and customer awards. Prior to Symantec, Dr. Meggers was in charge of engineering at a Silicon Valley startup that focused on mobile photo management and sharing.

Dr. Meggers has a Master and Ph.D. of Computer Science, from RWTH Aachen, Germany and also holds several patents in the area of data communications and security. He enjoys spending time with his wife and 5 children, camping, watching movies and enjoying various outdoor activities.

Sr. Vice President & General Manager,Cloud Collaboration Technology Group

Jens Meggers, PhDAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

As Head of Cisco Systems Capital in Asia Pacific, Japan and Greater China, Rajiv Menon oversees a team of experienced finance professionals across twelve countries, and sits on the Board of Cisco Systems Asia Pacific, Japan and G China. His strategic mandate is to enable the uptake of Cisco solutions through the provision of flexible and tailored financing structures to Cisco customers in the region. As part of the global Cisco Capital Management team, he has played a key role in developing Cisco Capital into the industry-leading, world-class captive financing organization it is today.

Cisco Capital has 3 lines of businesses which include Technology Financing under which Term Financing is offered, Channel Financing under which short term credit lines are provided for Cisco’s Channel Partners and Cisco Refresh under which pre-owned Cisco equipment is refurbished, recertified and resold.

Mr. Menon has over 20 years of experience in corporate lending, factoring, money market trading, vendor financing, wealth management and credit underwriting. Prior to joining Cisco Systems Capital, he co-founded Captive Finance Corporation, a technology financing company, and served as Vice President for Asia with full P&L responsibility. Captive Finance Corp’s controlling shareholders included US Bank owned funds and HK based corporations including a Hang Seng Index listed bank. The company saw

rapid growth in its portfolio through 54 new customer relationships in Asia as well as two acquisitions with a combined portfolio exceeding US$150M. At Captive Finance Corp (“Captive”), Mr Menon was responsible for negotiating and establishing a bank syndicate in Asia for selling down the debt on deals originated by Captive. He also drove private label financing negotiations with Hitachi Data Systems, Dell, ABB, Unisys, Nokia, Ericsson, and Jardine One Solutions for their customers. Captive Finance Corp was sold to Fortis Bank, the international Dutch-Belgian Bank, in December 2006.

As the Sales Manager for Asia at KeyBank N.A., a Fortune 500, NYSE-listed corporation, he established and managed financing relationships with key technology players including Unisys, Nokia, Avaya, EMC, Parametric Technology Corporation and Nortel. He also established the APAC-wide private label financing program for his current employer, Cisco Systems Inc.

Originally from New Delhi, he began his corporate finance career with the $80 billion Tata Group after receiving his Masters in Finance from the University of Delhi. Mr. Menon now resides in Singapore with his family and is an avid Polo player.

Managing Director, Cisco Systems Capital,Asia Pacific, Japan & Greater China

Rajiv MenonAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Ross Fowler leads Cisco’s Enterprise Segment and Digital Transformation initiatives across the Asia Pacific and Japan region, as customers seek to capture the opportunities that arise from the digital transformation of their countries, cities and businesses.

Ross’ areas of responsibility include Enterprise & Public Sector Vertical Practices, Digital Transformation Solutions, Large and Transformational Accounts, Large and Complex Deals and IoT Acceleration.

Ross has more than 40 years of technical, business and sales leadership experience in the ICT industry. He has held several key leadership roles over his 12 years in Cisco, most recently as Cisco’s Executive Sponsor for its Lend Lease relationship and the leader of Cisco’s Asia Pacific, Japan and Greater China Enterprise Segment. Prior to those roles, Ross was the

worldwide sales leader for Cisco’s Enterprise Networking and Security business – based in San Jose California, Cisco’s European Service Provider segment leader – based in London, and Cisco’s Australia and New Zealand leader – based in Sydney.

Ross joined Cisco in 2003 from Alcatel, where he was the CEO for its Australia and New Zealand operations.

Ross holds a bachelor’s degree in Electrical Engineering and an MBA from the University of Technology, Sydney.

Vice President,Enterprise Segment & Digital Transformation,Asia Pacific & Japan

Ross FowlerAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Ruma Balasubramanian is the Vice President of Cisco’s Partner Organization in the Asia Pacific and Japan (APJ) region. She is responsible for developing and enabling the growth strategy of Cisco’s APJ partner ecosystem, including global strategic partners, distributors, independent software vendors, systems integrators and resellers.

Ruma holds an MBA from the Tuck School of Business at Dartmouth and a degree in Computer Engineering from Columbia University. She started her career as an IBM System Engineer and held a role at CSC Consulting before joining A. T. Kearney. Ruma later joined EDS, a HP company, as a Sales Executive, focusing on State and & Local Government Health Care. After 6 years, she was promoted to Industry Sales Director in EDS’ Americas region, where she led a sales team that captured several strategic government wins across the U.S. During her sales career, Ruma earned numerous top performer awards, and she and her teams have been directly responsible for closing US$8 billion in total services contract value.

Ruma relocated to Singapore for Hewlett Packard in 2007, taking on the Vice President ES Sales position for the Asia region, where she was responsible for developing and executing sales plans within the financial services, transportation, government and manufacturing industries. She led a team of 200 sales professionals – improving profitability by 50% in three years. Ruma also led sales support and enablement, sales operations, partnerships and alliances, and talent development. After 4 years, she moved to the Vice

President and General Manager, Enterprise Services (ES) position for Asia. In this role, she had full P&L responsibility for HP’s IT Outsourcing, Applications, and Business Process Outsourcing contracts and client relationships in ASEAN, Korea, Hong Kong, and Taiwan.

In 2012, Ruma joined Cisco as Vice President, Sales Enablement for Asia Pacific, Japan, and Greater China (APJC), where she was responsible for operationalizing the APJC growth strategy and formed a link between regional leaders in terms of sales, services, and channel operations. She and her team were accountable for driving the efficiency and quality of operational processes and systems in the region, balancing standardization with localization. She led change management efforts to transform Cisco’s sales and partner model in the region, for better alignment with global Cisco assets that enabled new business (such as briefing centers, proof of concept capabilities, sales and partner training).

In her current role, Ruma leads a team that collaborates with more than 12,000 partners across the region to drive profitability, growth, and enablement for the partner community. As a member of Cisco’s APJ senior leadership team, she works closely with Cisco’s Global Partner Organization to scale global channel models to the region, driving business growth across all market segments. In addition to nurturing existing partner relationships, Ruma is also responsible for building future partnerships to deliver real business value to Cisco customers.

Vice President,Partner Organization, Asia Pacific & Japan

Ruma BalasubramanianAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

As Senior Director of Programs for the Global Partner Organization, Sandra Flinders leads the partner programs and channel strategy and execution globally for Cisco. Sandra was the central architect and business leader of the Cisco Services Partner Program which extends Cisco’s value-based channel model and provides partners with access to new smart services to help drive their differentiation and strengthen customer relationships. With the merger of the product, software and services organizations, Sandra is now leading a combined global program team that will drive the evolution of Cisco’s Architectures, Software, Managed Services, Cloud, and traditional services with a focus on partner profitability and simplifying our partner’s business relationships with Cisco. Building industry leading programs and infrastructure taught Sandra important lessons about how to streamline and deliver an optimal partner experience worldwide.

As a sought after thought-leader in the industry, Sandra capitalizes on her more than 25 years of executive leadership experience in product and service channel strategy development, management and sales, and has a history for building and launching industry-envied partner programs. Prior to joining Cisco, she was the Director of Channel Service Sales at Avaya where she led the development and execution of their global services strategy and channel program design. While with Lucent Technologies, Sandra led their SMB Channel Sales team for products and services. Sandra has also held director-level positions with AT&T in sales, sales management and operations, and marketing.

Sandra holds a bachelor’s degree from Radford University and an MBA from the Mason School of Business at the College of William and Mary. She resides in Virginia with her husband and four beautiful German shepherds.

Senior Director,Global Partner Organization,Partner Programs

Sandra FlindersAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Stephen Dane is Managing Director of Cisco’s Global Security Sales Organization (GSSO) for Asia Pacific, Japan and Greater China. He is responsible for the growth and profitability of Cisco’s security business in the region, driving Cisco as the No. 1 security partner and advisor to customers and partners.

With more than two decades of expertise in the IT and Telecom industry, Stephen is well-known and experienced in developing security businesses, and in positioning security as integral to the business strategy of all organisations. Stephen has been with Cisco for six years, and was previously the EMEA Vice President for cloud-based web security company ScanSafe, which was acquired by Cisco in December 2009. He was responsible for integrating the ScanSafe business into Cisco, and has since also led the UK Network and Content Security team.

Prior to joining Cisco, Stephen held various positions with BT in the UK and across Asia Pacific, managing teams focusing on the Financial Services industry and the Energy sector. He has also worked for cloud and mobile software start-up companies such as MessageLabs and iPass, where he developed strategic alliances and built business in emerging markets across Europe, the Middle East and Africa. Stephen served as Managing Director of iPass (UK) Ltd before joining ScanSafe.

Managing Director,Global Security Sales Organization (GSSO),Asia Pacific, Japan & Greater China

Stephen DaneAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Tom Puorro is Vice President and General Manager of the Unified Communications Technology Group (UCTG) at Cisco. He is responsible for managing Cisco’s Unified Communications infrastructure portfolio along with existing and next generation IP phones. Cisco is the global leader in the infrastructure and telephony space, holding the #1 market share position for over 10 years.

Tom is focused on driving growth in balance with innovation and customer focus. He brings 15 years of engineering experience in Unified Communications to this role. He joined Cisco in 2000 as a sales engineer,

went to spend a few years at Microsoft and then returned to Cisco to manage the Product Management team for Cisco’s IP Communications endpoints and infrastructure. Most recently, Tom led the global Engineering team responsible for delivering Cisco voice and video devices.

Tom resides in Dallas, Texas and enjoys any and all outdoor activities as well as spending time with his wife and 3 children.

Vice President & General Manager, Unified Communications Technology Group

Tom Puorro Andrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Vicki joined Cisco in December 2015 as Managing Director for Data Center Sales in Asia Pacific & Japan (APJ). Reporting to Irving Tan, Senior Vice President for APJ, Vicki’s primary responsibility is to drive the Data Center & Virtualization business, a key focus area at Cisco. Aside from leading the Data Center team across the region, Vicki drives channel partner relationships and is the primary contact for Data Center-related Business Units at Cisco’s global headquarters in San Jose (USA).

Vicki joined Cisco after working for SAP as their Senior Director, Platform and Systems Group (PSG) APJ, responsible for developing a PSG Channel Route to Market.

Vicki has been based in Asia for over a decade. She is a 25-year veteran of IT, holding senior positions in Management, Sales & Marketing for companies such as SAP, VMware, CA Technologies, Adobe, Toshiba and Network Associates, as well as with technology start-up enterprises.

Vicki has experience across multiple routes to market; from Consumer & Web Sales to Global System Integrators, OEM and Mainstream 2-tier Channel models. Technology and ISV alliances have also been Vicki’s responsibilities over the years.

Vicki has spoken at many Technology events across Asia Pacific and is often called upon by leading industry publications for comments on Channel & IT trends.

In her spare time, Vicki enjoys photography and exploring the wonderful food offerings of Asia, especially with her husband Richard and young son Marcus.

Managing Director,Data Center Sales,Asia Pacific & Japan

Vicki BatkaAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



SpeakerBiographies

Vish Iyer is Cisco’s Managing Director, Global Service Provider business responsible for driving SP Infrastructure business in the APJ theatre. Vish and his team are directly responsible for driving sales topline, bottom-line, business outcomes with customer and partners for the SP Infrastructure Business in the Asia Pacific & Japan. Vish in his current role leads a cross-functional team Business development, technology specialist, Engineering team in each theatre, whose charter is to transform the Mobile Broadband, Fixed Broadband, Digital, Web and OTT players in Developed and Emerging markets.

Vish has over 24 years of experience in working closely with all the major telecom and cable operators in APAC – incubating, executing and monetizing large infrastructure build-outs in the areas of Mobility, Video, Broadband, Cloud and Contact centers.

Vish has worked in a variety of roles in Cisco India from System Engineering, account manager to regional manager to Country Manager from 1998 to 2011. Vish moved to Singapore in early 2011 and lead the Architecture for SP Routing and SP Video business in Asia Pacific & Japan. Vish and team have grown the SP Video and SP Routing business consistently over the last few years from a topline, bottom-line and market-share perspective. Vish is passionate about building high performance teams, nurturing strong executive relationships and delivering business results for Customers, Partners and Cisco.

Prior to joining Cisco in 1998, Vish Iyer used to work for HCL Comnet for 5 years as a founding member and was the regional lead for the system integration business in West/South of India.

Vish Iyer passed from IIT BHU in 1992 after doing his Bachelor of Technology in Computer Science and Engineering.

Managing Director,SP Routing Architecture Sales

Vish IyerAndrew Hobby Chia Cher HockDarryl McKinnonDave WestIrfan AliIrving TanJens MeggersRajiv MenonRoss FowlerRuma BalasubramanianSandra FlindersStephen DaneTom PuorroVicki BatkaVish Iyer



DirectoryPartner Attendees

Cisco Attendees

ASIA PACIFICDavid BellDirector, Strategy & AlliancesDimension Data Asia Pacific Pte [email protected]

Gerard ByrneChief Operating OfficerBT Global Services [email protected]

Lingraju SawkarVice President – Infrastructure Services IBM Asia [email protected]

Steve ClarkHead of Global Solutions Sales Telstra [email protected]

AUSTRALIAPete MurrayDirector of Business Units OperationsDimension Data [email protected]

Rob McCabeDirector, Sales and Solutions UXC [email protected]

INDIARajiv KumarChief Executive OfficerProactive Datasystems Pvt [email protected]

INDONESIAHandy WirawanPresident DirectorPT. Packet Systems [email protected]

Irawan PurwonoChief Executive OfficerPT Nusantara Compnet [email protected]

Joko GunawanDirectorPT. Mastersystem [email protected]

JAPANHideaki MatsuneVice President and Head of Advanced Technology Development BU, Network Service Fujitsu [email protected]

Fumihiko ShinouraVice President, Chief Marketing Officer Net One Systems Co., [email protected]

Shinji KawashimaExecutive Officer, Executive General Manager, Solution CenterMitsui Knowledge Industry Co., [email protected]

Yasuo FukushimaManaging Director Senior Corporate OfficerUNIADEX, [email protected]

Yun Su-hunSenior ManagerNEC Corporation of [email protected]

MALAYSIAMahmoud DasserVice President of Partnership & [email protected]

Wan Ahmad Kamal Wan HalimExecutive Vice President, EnterpriseTelekom [email protected]

PHILIPPINESHasan FardChairman & Chief Executive OfficerTrends and Technologies, [email protected]

mailto:[email protected]





















Cisco Attendees

REPUBLIC OF KOREALee Jong-YeonExecutive DirectorECS Telecom [email protected]

Yoo Gyu SangExecutive DirectorSNet [email protected]

SINGAPOREJames TayChief Executive Officer Logicalis [email protected]

Keith LeongVice President, Customer Delivery Engagement & Sales Support Enterprise Data Managed [email protected]

Lim Hun LeongRegional Vice President, Infrastructure Services & Solutions Fujitsu [email protected]

THAILANDSiripong OontornpanPresident & Chief Executive OfficerAdvanced Information Technology Public Company [email protected]

Thanakorn CharleeChief Operating OfficerMFEC Public Company [email protected]

VIETNAMTran Anh Tuan Chief Executive OfficerSaoBacDau Technologies [email protected]

WORLDWIDENilesh M. MistryHead of Asia PacificWorld Wide Technology, [email protected]













Cisco Attendees

WORLDWIDEIrfan AliDirector, Operations IoE SolutionsUnited [email protected]

Nirav ShethSenior Director, Engineering & Architectures, Global Partner OrganizationUnited [email protected]

Sandra FlindersDirector, Business DevelopmentUnited [email protected]

ASIA PACIFIC & JAPANAndrew HobbyManaging Director, Systems Engineering, Asia Pacific & [email protected]

Choi Ji Hee CathyManager, Partner [email protected]

Chia Cher HockVice President, Sales & Service [email protected]

Clarence Barboza Director, Channel Partner Organization, Asia Pacific & [email protected]

Darryl Mckinnon Managing Director, Collaboration Sales, Asia Pacific & [email protected]

Dave West Vice President - Enterprise Networking Sales & Chief Technology Officer, Asia Pacific & [email protected]

Fernando Gil de BernabeManaging Director, Strategy, Planning and Execution, Asia Pacific & [email protected]

Irving Tan President, Asia Pacific & [email protected]

Martin Janse van RensburgPartner System Engineering Leader, Partner Business Organization, Asia Pacific & [email protected]

Rajiv MenonManaging Director, Cisco Systems Capital, Asia Pacific, Japan & Greater [email protected]

Ross FowlerVice President, Enterprise Segment & Digital Transformation, Asia Pacific & [email protected]

Ruma Balasubramanian Vice President, Partner Organization, Asia Pacific & [email protected]

Sameer ApteManager, [email protected]

Stephen DaneManaging Director, Global Security Sales Organization (GSSO), Asia Pacific, Japan & Greater China Hong [email protected]

Vicki BatkaManaging Director, Data Center Sales, Asia Pacific & [email protected]

Vish IyerManaging Director, SP Routing Architecture [email protected]























Cisco Attendees

THEATERS / COUNTRIESJason BrouwersDirector, Partner Business [email protected]

Shinsuke Takahashi Managing Director, Japan Partner [email protected]

Tatchapol PoshyanondaManaging Director, Partner Business Group and Digital Transformation Office, [email protected]






Breakfast ArrangementsBuffet breakfast will be served at The Café, Level 5 from 7:00 am to 11:00 am. Breakfast is included in your room rate but please be reminded to inform the service staff at the restaurant of your room number.

Cisco Hospitality DeskPlease feel free to approach the Cisco Hospitality Desk if you have any questions or concerns.

Date Opening Hours Location Phone Number Extension number from room

Monday, May 9 7:30 am - 6:00 pm Promenade Pre-Function Area,

Level 5

+62 361 3017777 ext. 6717 Dial “0” followed by 70801

Tuesday, May 10 8:00 am - 1:00 pm Promenade Pre-Function Area,

Level 5

+62 361 3017777 ext. 6717 Dial “0” followed by 70801

Dress CodePlease attend business meetings dressed in Business Casual attire, unless stated otherwise. See the table below for the dress code for other activities.

Date Activities Dress Code

Monday, May 9 Offsite Dinner Smart casual

Monday, May 9 After Hours Drinks Smart casual

Event Fact Sheet

Lost & FoundShould you misplace any items, please report your loss to the Cisco Hospitality Desk for assistance.



Event Fact Sheet

Medical EmergencyIn the case of a medical emergency, please contact the hotel reception or a member of our event staff for assistance.

WeatherThe average temperature in Bali for the month of May is approximately 23°C (min) to 33°C (max).

CurrencyThe official currency for Bali is Indonesian Rupiah (IDR$). Notes come in Rp1,000, Rp5,000, Rp10,000, Rp20,000, Rp50,000 and Rp100,000 denominations and coins come in Rp50, Rp100, Rp200, Rp500 and Rp1,000.

Indonesian Rupiah is accepted in most of the shops in Bali. Some shops accept United States Dollars (USD$) and Australian Dollars (AUD$) but it is highly recommended that you exchange and use Indonesian Rupiah (IDR$).

Transfer TimingsPlease take note of the following schedule and meet at the Grand Ballroom Lobby, Lobby Level for transfer to the offsite dinner:

Date Departure Time Offsite Activity & Venue

Monday, 9 May 6:45 pm Offsite Dinner @ Ju-Ma-Na Restaurant

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