Enterprise Networking Perfect Pitch 2015 Intelligent Branch

Steve Briscoe Enterprise Networking & Meraki Channel GTM BDM Partner Organization

2 Feb 2015

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“Cisco Intelligent Branch provides a unique opportunity to talk to Lines Of Business (outside of IT) and address their own specific business challenges.”

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Announced : APJC Enterprise Networking Connection Event December 9th 2014

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Contest Highlights

Executive Sponsors: Ruma Balasubramaniam & Dave West

Coverage: APJC wide

Timeline: Feb 15th – 15th May 2015

Target participants: Partner SE’s, EN Sales Specialists

Language: Local Language all countries, ASEAN Final round ENGLISH

Web Site & Registration: http://www.cisco.com/web/SG/partners/enterprise_networking_perfect_pitch/index.html

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Presentation Scenario You are attending a Cisco event where CXOs are meeting with Cisco top executives. During break time, you happened to come across your Regional Manager (RM) who is speaking with a CTO of a regional company who is currently considering key technology investment Branch Networking technology.

ASK:

You have a 20 minute window to create a strong linkage to Cisco’s Intelligent Branch and 10 minute to answer questions convincing the CTO of why now is the right time for them to make strategic investment.

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The Process 1. Partners must register their participation at the registration site (link to be provided)

2. The sales pitch training shall be conducted (either in person, over Webex or via video recording)

3. A scheduled timeslot shall be arranged for participants to conduct their sales pitch back to Cisco Partner Account Manager and Collaboration Product Sales Specialist and first round of selection shall take place for Round 1.

4. Shortlisted candidates shall move onto the next to Round 2

5. Next round of shortlisted presentations shall take place at a Cisco Office or over Webex or TP.

6. Finalist shall conduct their presentations to the Cisco Theatre Leaders for final selection of top 3 winners per Theater. ANZ, ASEAN, China, India, Japan & Korea

7. Awards will be presented May 20th 2015

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First Prize – Trip to San Diego– Cisco Live 2015

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Winning Cisco Mentor Prize

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Contest Time Line Registration Opens: 15th February 2015 - Look out for email with

Website and registration link in your email.

April 1st 2014 Round 1 - Will be held onsite at the partners single winner selected per partner

April 20th 2014 Round 2 - top two (2) winners will have dinner for two vouchers in each Country

May 6th 2015 Round 3 - the first winner for each theater will get trip to San Diego for Cisco Live 2015 covering flight, hotel, meals and event fees. Award for second prize : Apple iPhone 6, third prize : Apple iWatch.

May 20th 2014 – Winners will be announced via Webex Webinar

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Judging Selection Criteria

We're looking for some key attributes from the winning pitch. What's most important is that you're able to realistically articulate Cisco's Collaboration Business Video business value to a Line Of Business Managers or C-Level executives - so the conversation needs to be business focused and not too technical.

One of the keys to selling higher Video Volumes is to sell to the lines of business, outside of IT, aligning to business problems to departments with their own budgets.

Three (3) criteria as main focus: 1) Knowledge LOB (40%) 2) Use Case (40%) 3) Creativity (20%)

4) A judging criteria framework is published on our website.

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EN Perfect Pitch Training Session

Mark Krischer Enterprise Networking Systems Engineering, APJ ”Intelligent Branch” 1st Week of April look out for the invite

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FY14 Enterprise Networking Perfect Pitch Winners Cisco Live San Francisco

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Enablement Plan Main theme is on the latest Enterprise Networking Intelligent Branch

Completion of development and field preparation: March 25th 2015

Field enablement • We will use the content developed (Mark Krischer ). Source deck uploaded on web site

1/3/2015 transfer to external site for partners. • Recorded training session uploaded IWE to be uploaded to External Site • Video: 5 minute pitches examples from Routing PSS team and Winning. • SEs are free to expand and elaborate to make it more relevant to their customer segment.

Plenty of reference materials also provided on the external web site. • Refresh webex session + live Q&A in March 25th 2015 • Register all Partner SE Competitors on the EN Activate webinar series

• External Site Launch FEBRUARY 15th 2014 http://www.cisco.com/web/SG/partners/enterprise_networking_perfect_pitch/index.html

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Submission Overview

Language: Round 1 & 2 – Presentation can be delivered in local language Round 3 – English or local Theater Language Televised on webex / TP Theater

Final

Execution steps: Round 1 – Partner - detail execution is on the discretion of PAMs, PSE &

PSEMs Round 2 – Country - Final detail execution is on the discretion of MPO & PSEM Round 3 – Theater - live VIA Webex / Tele Presence streamed to internet by

Webex event Centre with Q&A via Cisco TV (panel judges as CTOs)

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Prizes

Round 1 – 88 winners - (S)he may wish to take a fun photo together with the judges and posted on the external site to proceed to the next round

Round 2 – top two (2) winners will have dinner hosted by Cisco Executives Enterprise networking team in each Country

Round 3 – the first winner for each theater will get trip to San Diego for Cisco Live JUNE 7-11 2014 and (USD$5,000+tickets) award for second prize : iPhone 6 32 GB Wi-Fi + Cellular, third prize : Apple iWatch

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Questions ?