© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Date: 19 Nov 2019

Global Black Belt OverviewMartin Janse van Rensburg – Global Black Belt Leader Gaurav Sharma – APJC Partner Enablement Leader Seth Greenlaw - APO Partner Enablement Leader Paolo Sileno – EMEAR Partner Enablement Leader Erik Stunes – GPO, Dir PPO

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Our Vision for Black Belt:

To provide a Simplified & Uniform education framework across all Cisco architectures and solutions, to help all of Cisco’s partners’ become proficient in Selling, Deploying, Driving Adoption and Supporting Cisco latest technologies and software solutions into our joint customers.

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

One simplified

enablement framework

Uniform launch

across Cisco

Partner AM and SEs

proficient in selling

Successful deployment

of technology

Partners proficient in

day 2 Support

Return On Education

(ROE) metrics

Simplified & Uniform Framework

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KEY BENEFITS

Cisco Black Belt Partner Academy

Description

The Cisco Black Belt Framework is a simplified & uniform education framework across all Cisco architectures and solutions that helps Cisco partners become proficient in selling, deploying, supporting and adopting Cisco’s latest technologies and software solutions.

Since its launch in APJC in FY19, Black Belt has seen rapid adoption in all partners segments and routes to market. Black Belt delivers unique offerings such as role-based enablement, architectural competency elevation, and Return on Education(RoE) metrics for both Partners and Cisco.

Return on Education - for

Partners & Cisco

Education to Monetization –360 Degree

Continuous Learning Points

Keep Certification

Needle mover Technology

adoption

Partner Profitability – VIP, MIP, SPIFF etc.

Co Investment –Big/ Smart Bets,

Partner Transformation

THE FRAMEWORK

1 2 3

4 5 6

http://cs.co/blackbeltpartners

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Black Belt bridges the gap between main stream education and the latest Cisco technology

Sell

Deploy

Support

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Black Belt Partner Academy FY20 Calendar

Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul

Content Refresh

Stage 1 – 3 and Recertification Releases

(Yearly Refresh)

Ongoing Education Release

Post Cisco Live

(EMEAR and APJC)

Ongoing Education Release

Post Partner Summit,

Cisco Live (LATAM)

Ongoing Education Release

Post Cisco Live

(US)

Cisco LiveJan 27 – 31, 2020BarcelonaSpain

Cisco LiveOct 28 – 31, 2019CancunMexico

Cisco LiveMay 31 – June 4, 2020Las VegasUS

Cisco Partner SummitNov 5 – 7, 2019Las VegasUS

Cisco ImpactAug 27 – 29, 2019Las VegasUS

Cisco Quarters NEW - Content Launch Dates Education Updates

Q1 Aug - Oct October – Week 1Stage 1-3 & Recertification releases (Yearly

Refresh)

Q2 Nov - Jan January- Week 1Ongoing Education Release (Post Partner

Summit, CL LATAM)

Q3 Feb - Apr April- Week 1Ongoing Education Release (Post CL EMEAR &

APJC)

Q4 May – Jul July-Week 1 Ongoing Education Release (Post CL-USA)

Cisco LiveMar 3–6, 2020MelbourneAustralia

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Cisco Black Belt Partner Academy Framework

SE Presales

FE / SE Deployment

FE / SESupport

PartnerSales

CXCSEP, CSM, RM

BA

Stage 1

Pe

rfo

rm

Demo Solution

POC Solution

Cisco Technical Assistance Center

Engagement

Value Proposition and Competitive

Articulate Value of CX

Foundational Role-Based Training

BA Introduction + Value of BA on

Strategic Opportunities

Stage 2Design Solution

CCW QuoteDeploy Solution

Focused Architecture

Support

Cross-Architecture Selling

Advanced Role–Based Training

Business Architect Analyst

Stage 3

Tra

ns

form Close Deal Cross-Architecture

and DevNet Enablement

Install Solution and DevNet Deployment

Advance Architecture and DevNet Support

Cross Architecture and DevNet with Practice Development

Develop and Execute Customer Business

Critical Services Sales Strategy

Business Architect Specialist

Recertification stage - (Learning Maps released during the year)

Ongoing education - (Ongoing Learning Maps with new product releases, Cisco Live, etc.)

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

SERVICE

PROVIDER

DATA

CENTER

ENTERPRISE NETWORKING

MERAKI

COLLABORATION

FIREJUMPER

SECURITY

PROGRAMMABILITY

IOT

CX

SP Routing (FY20-Q1)In Progress

Automation & Orchestration (FY20-Q1) In Progress

ACI Stage 1-3

HyperFlexStage 1-3

App Dynamics (FY20-Q2)

DC ACI / HX Sales Tracks(FY19-Q4)

Cisco DNAStage 1-3

SD-WANStage 1-3

Access EN Sales(FY19-Q4)

Meraki Stage 1-3

Next Gen MeetingStage 1-3

Contact CentreStage 1-3

Collab Sales (FY20-Q1)

App DevelopersStage 1-3

Infrastructure DevelopersStage 1-3

CSM Stage 1

RM Stage 1

CSS(TBC)

Cisco Service Sales Expert(CSEP)

Manufacturing (FY20- H1)

Energy (FY20-H1)

Transportation(FY20-H1)

Smart Cities(FY20-H1)

Network Security(FY19 -Q4)

Visibility and Enforcement(FY19-Q4)

Advanced Threat(FY19-Q4)

Cloud and Content Security(FY19- Q4)

Security Sales(FY20-Q1)

Future Objectives Stage 1-3 Sales focused on AM, BDM in Partners

EN Sales Stage 1 – May 2019Work Started

Black Belt Learning TracksSALES TRACKS

Business ArchitectBusiness Architect Stage 1-3(TBC)

CX

CX

ENGINEERING TRACKS

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Cisco Black Belt Partner Academy –Sales Expert

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

What is Black Belt for Partner Sales?

Black Belt for partner sales is a Simplified & Uniform education framework across all Cisco architectures and solutions, to increase partner sales competency, confidence, and connection with the Cisco brand.

Visit the Black Belt for Sales

Program Today!

https://cs.co/blackbeltpartners

Benefits✓ Organized Learning follows Sales Cycle✓ Common Sales Training as Cisco AM’s✓ Learning maps for each Architecture✓ Counts towards Continuous Learning✓ Earn Incentives for completing training

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Architecture Trainings Layout

Foundational Essentials Recommended

Optional Mandatory Optional

✓ Architecture Overview✓ Foundational technology

Concepts✓ Market Trends✓ Industry Reports

✓ Introduction✓ How to sell Needle mover

technology✓ Competitive

Differentiators✓ Case Studies✓ Demo✓ Who to contact when you

need help.✓ Technology specific

productivity tools

✓ Introduction to advanced technology components.

✓ Competitive Battle cards✓ Presentation Skills

Training✓ Virtual Presentation skills✓ Social Selling

Quiz

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Partner Success

Enterprise Networking Data Center Collab Security

What is needed to become Stage 1 Black Belt – Sales Expert?

DNA, SD-WAN Meraki Hyperflex ACI

Quiz Quiz Quiz Quiz Quiz Quiz Quiz

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Cisco Black Belt Partner AcademyCustomer Experience Lifecycle

Partner

Accelerate

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Black Belt CX Roles - CSEP, CSM and RM

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Cisco Black Belt Partner AcademyBusiness Architect

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Black Belt Business Architect

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Thank You