AT&T/Cisco Alliance Go-to-Market Successes… - PowerPoint PPT Presentation

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AT&T/Cisco Alliance Go-to-Market Successes… PowerPoint Presentation
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AT&T/Cisco Alliance Go-to-Market Successes…

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  1. AT&T/Cisco Alliance Go-to-Market Successes… June 2006

  2. The AT&T/Cisco Alliance GTM results significantly exceeding prior year’s results … TCV = Total Contract Value ACV = Annual Contract Value • Alliance results only reflect wins where AT&T sales teams agree Cisco treated them with “preference” • “Incremental” TCV since the US alliance was formed in 2003 exceeds $1.85b, as validated by AT&T sales teams • Cisco has paid “uplifted” commissions totaling > $4.7m to Cisco sales teams who work with AT&T to encourage partnering • Recent significant “wins” Sunrise Living (PNT - $36.7m TCV) – Competitive info; joint tech design CA Independent Systems (IPeFR - $36m TCV) – Joint acc’t planning Cushman Wakefield (IPeFR - $4.6m TCV) – Competitive info; joint tech design

  3. TCV = Total Contract Value ACV = Annual Contract Value 2006 Go-to-Market Sales Segment Update

  4. Alliance GTM sales trends…consistently beating prior year quarterly comparisons… Alliance Wins by Quarter ($M)- thru December, 2005: ACV = Annual Contract Value TCV = Total Contract Value

  5. 2006 Alliance Wins – Technology Breakdown…IP leading the way… Millions of $’s