How to Engage with Cisco’s Global Security Sales Organization · How to Engage with Cisco’s...

transcript

Frank DeCicco

Americas Security Channel Leader

Comstor EDGE

How to Engage with Cisco’s Global Security Sales Organization

Agenda

Relationships

Capability

Sustainability

Security Account

Manager (SAM)

Acquisition

Partner Account

Manager (PAM)

Partner

Development

Manager (PDM)

Account Manager (AM)

Investing in Trusted Relationships

Building Capability Around Beachheads

• Retroactive Inspection

• Market Size & Growth

• Protect Everywhere

• Deployment Options

• Endpoint Protection

Advanced Malware

Protection (AMP)

• NGFW (2013)

• Growing Faster than

Competition

• Feature enhancements

(June 2016)

Next Generation

Firewall

• Harness power of the

Network Infrastructure

• Sensor & Enforcer

• NetFlow

Network As A Sensor

& Enforcer

• Cloud-based Protection

• 90%+ Attacks

• 2 of Fortune 5

• 65M Residential Users

• Talos

Open DNS

Consulting Services

Professional Services

Managed Services

Partner Value Add in Security Services

Cisco Advanced Services

Cisco Will Pay Partners to Complete Training!

Fire JumperProgram

4 Competencies

Content Threat

• ESAEmail Security Appliance

• WSAWeb Security Appliance

• CWSCloud Web Security

Malware Control

• AMPAdvanced Malware Protection

• Threat Grid

• CTDCyber Threat Defense

Network Threat

• ASAAdaptive Security Appliance

• NGFWNext Gen Firewall

• NGIPSNext Gen Intrusion Prevention

Secure Access & Mobility

• ISEIdentity Services Engine

• AnyConnect

https://communities.cisco.com/docs/DOC-55046

Sustainability

Customer

Demand

Generation

Incentives

Based on

Partner Value Add

Higher

Profitability

Proof of Value (POVs)

• Retroactive Inspection

• Market Size & Growth

• Protect Everywhere

• Deployment Options

• Endpoint Protection

Advanced Malware

Protection (AMP)

• NGFW (2013)

• Growing Faster than

Competition

• Feature enhancements

(June 2016)

Next Generation

Firewall

• Cloud-based Protection

• 90%+ Attacks

• 2 of Fortune 5

• 65M Residential Users

• Talos

Open DNS

• FREE POVs for

OpenDNS

• Cisco Assessment

Program (AMP &

• 85-90%

Conversion Rates

into Opportunities

Incentives Based on Your Investment

Security Ignite

Additional Upfront Discount

Migrate their install base to:

• Upgrade an existing network

• Ensure outdated products

stay off the grey market

Migration

Partners are encouraged

by Cisco to work together

on Cisco-led accounts

TIP = Teaming

Incentive for focusing

your practice on Security

VIP = Value Incentive

Cisco rewards partners

for bringing in new

business

OIP = Hunting

Resources -- https://communities.cisco.com/docs/DOC-67534

• Follow the Partner Security Community/Mailers (Below): Link

• Download this Sales Accelerator: Link

• 5 Minute Overview: Link

• Voice of the AM - Cisco Security Solutions: Link

• Overview Poster – Link --(keep at your desk/cube)

• Safe Architecture: Link

• Technical Series: (For SE’s)

• Architecture Fundamentals: Link

• Voice of the Engineer (VoE): Link

• Tech Talks: Link

• Voice of the Architect (VoA): Link

Partner Mailers Opt-InSecurity-Federal: http://cisco.cvent.com/Security-Federal

Security-Central: http://cisco.cvent.com/Security-Central

Security-East: http://cisco.cvent.com/Security-East

Security-West: http://cisco.cvent.com/Security-West

Security-South: http://cisco.cvent.com/Security-South

Frank DeCicco

949-823-6402 (o)

949-579-0415 (c)

frdecicc@cisco.com

MTONSK

NSNBPE

PA NJDE

MDWVVA

IL INIA

MOCADC

OpenDNS

Partner Development Team

Channel Director

Eric Berkman

(503) 598-6460

eberkman@cisco.com

Global Channel Engineering

Jason Gael

(831) 431-0461

jgael@cisco.com

Central Channel SE

Marc Dorn

(206) 696-3341

madorn@cisco.com

Channel Operations Manager

Michelle Ong(415) 344-3173

michon2@cisco.com

West PDM

Heath Birkendahl(408) 605-0991hbirkend@cisco.com

Central PDM

Mark Thornberry

(224) 723-0613

mthornbe@cisco.com

East PDM

Lisa Farmer

(770) 331-9433

lifarmer@cisco.com

National PDM

(Dimension Data, Presidio, WWT)

Julie Wix

(919) 604-0641

jwix@cisco.com

East Channel SE

Thomas Wood(404) 514-0833thomawoo@cisco.com

West Channel SE

Global Marketing Manager

Tasha Reasor(208) 484-0715treasor@cisco.com

North American Channel Org

Chris Sullivan

csulliv2@cisco.com

+1 412 237 6289

Bart Adams – Westbaradams@cisco.com

+1 310 291 5131

Todd Hyde CSE

Chicago thru Seattle/NorCaltodhyde@cisco.com

+1 509 995 4183

Mark Belcher – Centralmarbelch@cisco.com

+1 303 588 9396

Ken Daniels CSE

soCal, TX, Denverkendani@cisco.com

+1 602 741 2113

Jeff Edwards –South

jefedwar@cisco.com

+1 919 710 9694

Michael Moriarta

CSE – Southeastmimoriar@cisco.com

+1 814 777 7416

Byron Mulhall – Eastbymulhall@cisco.com

+1 703 981 3613

Kurt Eckert

CSE – Northeastkueckert@cisco.com

+1 617 686 6682

How to Engage with Cisco’s Global Security Sales Organization · How to Engage with Cisco’s...

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