How We Will Help Our Customers Digitize in FY17
Enterprise Segment
Ross FowlerVice President, Enterprise Segment and Digital Transformation, Asia Pacific and Japan
Irfan AliSenior Director, Global Service Provider IoT Sales and IoT Global Sales Strategy
9 May 2016
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Enterprise Segmentation
Vertical Practices
Security
Role of IoT in Digital Transformation
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What We Will Cover
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Enterprise Segmentation
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Enterprise Segment Alignment: Every Country, City and Business Becomes Digital
Customer Engagement Deal Flow OrchestrationInnovation Centers
Cisco Digital Software Platforms
Enterprise Growth Acceleration
Cisco Architectures, Products & Services
Analytics & Automation, Cisco ONE, Cloud
SecurityEnterprise Networks, Data Center, Collaboration, IoT, S&CC
DigitalTransformation Cities CountriesBusinesses
Digital VerticalPractices & Solutions Manufacturing Government Education
FinancialServices
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Global ConsistencyConsistent & aligned strategy on ENT – taxonomy, reporting, etc.
DigitalAlign organizational machinery to focus on digital, e.g. Digital Transformation Office (DTO)
Operational EfficiencyContinue with operational efficiencies – cost to serve, productivity, etc.
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Cornerstones for APJ Segmentation
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Vertical Practices
7© 2016 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialInterlock with Partners
Cisco Architectures, Commercial, Services, Marketing
APJ Vertical
Practices
Solutions with strong vertical relevance & context that enable business outcomes
Selective lighthouse engagements that give us deeper insights, and accelerated learning back into the communities
Vertical communities that scale & replicate best
practices, references, sales assets
Vertical thought leadership –outcome based content
Glo
bal T
eam
sTheater Team
s
APJ Vertical Practices: 4 Strategic Initiatives
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Connected Learning
Smart Campus
Education
Digitized Government
Cybersecurity for Government
Safety and Justice
Government Retail
Connected Manufacturing
Connected Supply Chain
Connected Factory
Manufacturing
Digital Branch
Workforce Transformation
Omni Channel
Financial Services
Selected Verticals, Digital Capabilities and Business Outcomes
Customer Mobile Experience
Unified Retail Platform
Cybersecurity for Retail
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DifferentiatedBrand Experiences
Drive Operational Excellence and
Productivity
Reduce OpEx and CapEx
Respond to Market Change Grow Revenue
Meet Increasing Demands around Risk,
Regulation & Compliance
Increase Distribution Channel Effectiveness
Increase Product Penetration and
Wallet/Market Share
Customer/AgentCentricity and Experience
Automation of Internal Processes
Effectively Train and Educate Remote
Workforce
Enable Virtual, Mobile Workers
Engage Customer via Preferred Channel
Leverage Expertise/SME Across
Corporate Footprint
Transfer Info & Context experience across
channels
Streamline and Maximize Value of
Customer Onboarding
Personalize the Customer Experience
Digital Signage
Remote Expert Kiosk
Data Virtualisation
Tech Enabled Workspace
Virtual Teller
Workplace Management
Tools
Physical Safety & Security
Remote Expert Mobile
Connected Mobile
Experience
Remote Expert
Immersive
Security Data CentreCollaborationEnterprise Networking
Workforce TransformationOmni Channel Digital Branch
Financial ServicesBusiness Value Framework Overview
Domains
Business Outcomes
Capabilities
Solutions
Architectures
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Capturing Vertical Opportunities Together
Tools, templates, processes, expertise for selling solutions with multiple partners
Alignment Activation Action
Accelerated Cisco Ecosystem Sales (ACES) Framework
Extend Cisco Vertical Assets to Partners
Partner Mapping to Vertical Customer Needs
Joint Account Planning with Vertical Focus
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Security
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Enterprise Segment Alignment: Every Country, City and Business Becomes Digital
Customer Engagement Deal Flow OrchestrationInnovation Centers
Cisco Digital Software Platforms
Enterprise Growth Acceleration
Cisco Architectures, Products & Services
Enterprise Networks, Data Centre, Collaboration, IoT, S&CC
DigitalTransformation
Digital VerticalPractices & Solutions
Security
Security
Analytics & Automation, Cisco ONE, Cloud
Security
Cities CountriesBusinesses
Security
Manufacturing Government EducationFinancialServices Retail
13© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
In Summary
• Everything pivots around Digital Transformation
• Evolve Vertical Practices to drive LOB relevance
• Security as the foundation of every customer
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