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Partner X & Cisco Creating Opportunities through Partnership Business Plan 2011 - 2013

Partner X & Cisco Creating Opportunities through Partnership Business Plan 2011 - 2013. June 28, 2011. Partner X – Cisco Goals . Security Revenue Goal over the next 2 yrs: Attach Rate Goal over the next 2 yrs: Drive a Regional Security Big Bet (min 2):

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Partner X & Cisco Creating Opportunities through Partnership Business Plan 2011 - 2013

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  1. Partner X & Cisco Creating Opportunities through Partnership Business Plan 2011 - 2013 June 28, 2011

  2. Partner X – Cisco Goals • Security Revenue Goal over the next 2 yrs: • Attach Rate Goal over the next 2 yrs: • Drive a Regional Security Big Bet (min 2): • Example 1: Develop Security Assessment Service – Germany, Italy, Austria, France • Example 2: Jointly develop in-country business plans to drive Security revenues and Security message • Example 3: Drive 15% attach to Security Assessments 2012 Drive 25% attach to TLM Assessments 2013 • Example 4: Jointly identify 10 target accounts Regionally to drive Security architecture wins

  3. Partner X – Cisco Joint Investment Goals Cisco Investment $xx (Please indicate any desired Cisco funding) Partner Investment $xx (Must match Cisco funds) Joint $xx Investment 20:1 ROI Yr1 $xM Yr2 $xxM Baseline $xxx (From FY11 figures) Organic growth 15% Yr1 $xxx

  4. Security Milestones – Country Business Plans Step 1Review Investment Objectives with your Security Country leads Step 2 Develop a Joint Security Business Plan with Cisco Country Team • Step 3 - Milestones Inclusive in Business Plans: • Completion and delivery of Regional business development plan(s) that include the following activities: • Agreement on 15% organic growth + 20:1 ROI • Joint go to market plan that includes differentiated solution offer description, market opportunity identification, sales enablement strategy and execution plan and architectural solution awareness and training. • Documented agreement and process on a minimum of 10 named target customers across all Regional business development plans interlocked at the Cisco sales theatre level. Account plan encompassing both Cisco based product and services as well as Partner services and value-added services/solutions for each targeted customer. • Drives the theatre overall Security goals. • Available $’s : $xx Cisco + $xx Partner = 2 x $xx

  5. Discussions • Sales Opportunities • Network Security • Advanced Security • Content Security • Joint Field Execution Opportunities • Secure Mobility & ISE • Territory planning & joint sales calls • New consumption models (ELA) • Partner Services • Professional Services • Managed Security Services Provider (MSSP) • Governance

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