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Cisco Small & Medium Business Strategy Partnering to Win!

Cisco Small & Medium Business Strategy Partnering to Win!. TODD MADGETT DIRECTOR, SMB BUSINESS CISCO CANADA. Accelerating Success for SMBs Worldwide. Delivering Premier Network Experience to SMBs. Profitable Channel Leading with Cisco. It’s Our Time – Cisco and SMBs. SMB.

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Cisco Small & Medium Business Strategy Partnering to Win!

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  1. Cisco Small & Medium Business StrategyPartnering to Win! TODD MADGETT DIRECTOR, SMB BUSINESS CISCO CANADA

  2. Accelerating Success for SMBs Worldwide Delivering Premier Network Experience to SMBs Profitable Channel Leading with Cisco It’s Our Time – Cisco and SMBs

  3. SMB Small Business 5–99 Employees Medium-Sized Business 100–249 Employees Cisco SMB Mission: Integrate your human network with the intelligent network to help your small business make more money, faster. Cisco SMB Profile • Under 250 employees • Minimal IT resources • Relies on partners for recommendations, implementation, support • Buys products and solutions to solve immediate problems • Price sensitive • Concerned about reliability, investment protection

  4. Cisco Small and Medium Business VISION STRATEGY With Our Partners, Deliver Easy to Deploy Solutions that Help Small Businesses to Leverage Network Centric IT to Grow Their Business The Trusted IT and Communications Provider to Small Businesses and Their Partners

  5. WebEx SMB 10pp Linksys Cisco Small Medium Business is Big Business for Cisco $6B

  6. Canadian SMB Networking Market is Big and Getting BiggerSMBs to spend C$482M on addressable technologies in 2008. Source: IDC July 2008

  7. Cisco’s Approach to SMB Power of IT Essentialfor Business Value Proposition Smart Network Empowers IT Agility Differentiator Delivering Smart Business Communications Revenue / Share Execution Strategy Vision

  8. Go-to-Market Scalable Operations Marketing Offer SMB Strategy – FY’08Transformational Focus • Systems capability • Ease of doing business • Easier • Purpose-built • Lower Touch • Scale with Partner • Brand • Demand Generation

  9. Cisco’s Commitment to SMB ü Created new Small Business Council ü ü Created newSmall Business Technology Group Created new World Wide Small Business Sales Organization ü ü Integrated Small Business Marketing Efforts Created Global SMB Channels Program(Cisco, Linksys, WebEx)

  10. Preparing for the Next Phase of Growth Linksys Consumer Product Development Linksys Consumer Partners & Programs Linksys Consumer Marketing Linksys Consumer Worldwide Small Business Channel Sales Small Business Technology Group Small Business Marketing Cisco Small Business Product Development Cisco Small Business Partners & Programs Cisco Small Business Marketing Cisco Linksys Small Business Product Development Linksys Small Business Partners & Programs Linksys Business Series Linksys Small Business Marketing

  11. SMB Diversity is Driving Change • Early adopters • Value high performance technology • Brand value Leading Technology Technology Elite • Tailored solutions • Less price sensitive • Recognize brand Aspiring Elites Spectrum of Needs & Messages • Seek performance, compatibility • Value driven • Recognize brand On the Move Communication Enthusiasts • High interest in UC, conferencing,and wireless • Low brand awareness Simplicity • Limited networking needs • Price conscious • Low brand awareness Basic

  12. Take It to the Next Level:Blend traditional Cisco, Linksys, WebEx to differentiate Cisco and our partners 3rd Party Apps Grow the Business:Enable ITaaS to create new business models and position VARs/SPs as trusted advisors, ensuring sustained profitability Use What Is Already Working: Leverage the industries broadest portfolio of purpose built products for SMB and build solution sets Managed or Hosted Services Partner Service Portfolio Data Storage New Approach for Cisco and Our Partners

  13. Smart Business Communications Cisco Product Portfolio Partner Service Portfolio Linksys Business Series Premium Brand, Advanced Technology Integration, Support & Managed Services Flexible, Value-Priced, Fixed Configuration Premium Value, Customizable, Regulations Highlights of SMB Products & Solutions

  14. Network is not core to the business Defined by Customer Buying Motivation Network is core to the business

  15. Summary Cisco is committed to driving SMB growth through Small Business Partners now have the industry’s broadest ‘S’ portfolio with which to drive their growth An integrated channel program and field team makes it easier for all partner types to work with Cisco in Small Business

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