Driving Digitisation with CiscoKen Trombetta, VP – Cisco Global Partner Organization

Partner Profitability

Digitisation Driving Change & Program Transformation

Winning in the Subscription Economy

Agenda

Partner Profitability

Most Profitable Cisco Architectures

#2

Security

#1

Data CentreHighest Profit, Service-related

and Add-on Revenues

The Most Profitable Partners Are…

Selling to Line of Business (LoB)

Typical Partner Most Profitable

16% 50%

10% 34%

21% 72%

Increasing Recurring Revenue

Selling Solutions and Expanding

Professional Consulting Services

Digitisation Driving Change & Program

Transformation

Transforming Our Partner Program

Align

Evolve Our

Value

Exchange

Simplify

Align

• Innovation for Growth

• No Retest Rule

• Recognise Ongoing

Learning

Evolve Our Value Exchange

• New Roles - Software

• XaaS – Recurring Revenue

• Services to Deliver

Outcomes

Simplify

• Incentive Consolidation

• VIP 2.0

• Product Families

• Performance

Winning in the Subscription Economy

- Chuck Robbins

“We’ve seen the market shifting towards a subscription economy, where the value of a customer is realized over time instead of just up front and customers demand tangible proof of outcomes.”

On-Time

Renewals

Renew

Up-Sell

Cross-Sell

Expand

Value

Realisation

Adopt

Recurring

Revenue

Formula For Success

=

Example: Potential Return on Adopt/Expand/Renew Through Lifecycle Services

Services engagement to create

awareness and adoption of WebEx

WebEx adoption improves nearly 80%;

additional sale of 120k WebEx licenses

WebEx adoption improves

nearly 70% after only 5 monthsInitial sale of 30k

WebEx licenses

Month 1 Month 13Month 12Month 11Month 10Month 9Month 8Month 7Month 6Month 5Month 4Month 3Month 2

25,000

20,000

15,000

10,000

5,000

0

Employee Usage

Enablement Lifecycle Workshops

Goal: Enable partners to optimize

the rewards in our role-based

Partner Program

Interactive, executive-level, 1-day

workshop to develop or evolve Partner

Lifecycle Services practice

Interactive, practitioner-level, 1-day

workshop focused on partner execution

of Lifecycle Services

Offer-level workshops that focus on the

lifecycle opportunities specific to an offer

Customer

Business

Outcomes

What’s in it for me?

• Recurring revenues for licenses and support

• Professional and consulting services revenue

• Customer ‘stickiness’ and loyalty

• Additional business and acceleration benefits

• Brand recognition and differentiation

Expand your relationships, and your revenues, by

helping customers make the absolute most of their

investments.

Lifecycle Advisor Practice

Customer

Business

Outcomes

Adopt Expand Renew

Your Rewards Will Increase the More You Invest and the Better You Perform

Lifecycle Advisor: Rewards

Customer Success,

Adoption and

Execution

Earn Incentive

on Renewal

Success!

Earn Incentive on

Expand/Cross

and Upsell

1. Attend Lifecycle Practice Workshops (adoptiongobig@cisco.com)

2. Become a Lifecycle Advisor

3. Start Earning Through Adopt, Expand, Renew, Land!

Next Steps

Land/AttachAdopt Expand Renew

Thank you

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