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Yasemin YUCEL KARASU Strategy and Business Development, Regional Manager
Who we are ?- key milestones, market shares, technology, culture
What are we selling? – key solutions, technologies, and products Where are we selling? – key segments and theaters How are we selling? – key messages, distribution channels
Len Bosack and Sandy Lerner found Cisco Systems Bosack and Lerner run network cables between two different buildings on the Stanford University campus A technology has to be invented to deal with disparate local area protocols. Cisco Public 3 .Computer scientists. the multi-protocol router is born © 2011 Cisco and/or its affiliates. All rights reserved.
SM The Mission to shape the future of the Internet by creating unprecedented value and opportunity for our customers. Cisco Public 4 . investors and ecosystem partners © 2011 Cisco and/or its affiliates. and learn. All rights reserved. employees. play. live.The Cisco Vision changing the way we work.
employees culture …are our competitive advantage 1/3 1/3 1/6 1/6 72K+ employees sales engineering service other 165+ countries 460+ offices © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Public 5 .
Cisco Public 6 .the idea of community culture cities no longer applies to just towns or countries © 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Public 7 . © 2011 Cisco and/or its affiliates. All rights reserved.community your is wherever you need to interact.
One Seamless. All rights reserved. Cisco Public 8 . Transparent Customer Experience Mobility Video Voice Service Provider Public Sector Enterprise Small Consumer Commercial Data the Information Data network as the platform Mobility Voice Video Entertainment Freedom Communications © 2011 Cisco and/or its affiliates.
5% 69. All rights reserved.1% 60% 40% 20% 0% Cisco Cisco Web Conferencing 44.6% Cisco 40% 20% 0% 60% 40% 20% 0% Voice 100% 80% 60% 40% 20% 0% 100% 80% Wireless: LAN 100% Storage: Area Networks 53. 53% 60% 40% 20% 0% Linksys 23.3% 80% 60% 40% 20% 0% Cisco 37.3% 38% 60% 40% 20% 0% Cisco Public 9 Cisco/WebEx .2% 80% 60% 40% 20% 0% Cisco/SA Cisco/SA 31.Security Security 100% 80% 60% 100% 80% Digital Video: IPTV 100% Switching: Modular/Fixed 64.7% Routing: Edge/Core/Access 100% 80% 100% 80% Networked Home 100% 80% Cisco 60% 40% 20% 0% © 2011 Cisco and/or its affiliates.
5B $6.7B 11% Y/Y APJC Q2 FY12 Fiscal Revenue by Geography © 2011 Cisco and/or its affiliates. All rights reserved.Total $11.6B 9% Y/Y Americas 11% Y/Y $3. Cisco Public 10 .2B 15% Y/Y EMEAR $1.
technology Innovation as a means of evolving through… Build Buy Partner Go-to-Market Investment Strategy © 2011 Cisco and/or its affiliates. Cisco Public 11 . All rights reserved.
All rights reserved.8B+ R&D Investment Annually 20.000 Internal Innovation Patents Issued © 2011 Cisco and/or its affiliates. Cisco Public 12 .000+ Engineers Build 700 Patents Filed Annually 7 Major Labs Worldwide 8.$5.
8B 14% 14% 13% 6% 3% IBM Microsoft Cisco Internal Innovation Intel HP R&D as Percent of Revenue Source: Yahoo Finance. Company Financial Statements for latest reported fiscal year 13 .$5.
Our strategy is guided by the market transitions that affect our customers.0 Network as Platform Network of Networks All in One: Data/Voice/Video 1997 2000 2006 2008 – 2011 . Collaboration/ Web 2.
Business Volatility Personalisation Demographics Rapid Globalisation Ecological Footprint Technology Differentiation and a competitive edge Improve through collaboration ICT driving job growth and competitiveness Increase Revenue Reduce Operating Expenses Faster Decision Making Reform National Infrastructure New Revenue Faster Product to Market More Recurring Revenue Cost Reduction Smart Use Vital Resources Skills Education Safety Healthcare Broadband Access .
.By 2014. CIO magazine 3. Gartner 2. State of the CIO 2011 study. All rights reserved. >50% of Global 1000 companies will have stored customer-sensitive data in the public cloud 4 Enterprise-class Cloud technologies will be used by 70% of Enterprises in 20122 Within the next 3 years around 20% of the Collaboration market will move to Cloud 4 By 2020. Gartner 16 Cisco Public 4. 40% of Enterprise IT spend will be Opex 1 BY 2016. Cisco internal calculations © 2011 Cisco and/or its affiliates. 1/3 of all the data will live in or pass through the cloud 3 Data sources: 1.
Cellular and WiFi traffic will account for 54% of total IP traffic Mobile video data traffic will grow nearly 14 times by 2015. Mobile data traffic in Europe will grow more than 10 fold from 2010 to 2015. © 2011 Cisco and/or its affiliates. the number of mobile-connected devices will exceed the world’s population By 2015. or 125 million years of your favorite 1-hour TV show.2 zettabytes of new information annually. This is equivalent to 1 billion DVDs. and will represent over half of all data traffic The number of things connected to internet will be 50billion by 2020. This is the same as every person on Earth tweeting for 100 years. Mobile data services spending has passed fixed data spending for the first time An estimated 5 exabytes of unique information were created in 2008. Just three years later (today). almost 1 zettabyte of data will traverse the network annually. we are creating 1.In 2012. All rights reserved. Cisco Public 17 .900 million GB of data In 2012. reaching 7.
5 Bringing innovation and expertise to solve customers’ business problems: Link Technology Architecture to Business Architecture 2 3 4 Collaboration Data Center Virtualization and Cloud Video Focus on large markets • Going through transitions where the network is becoming more critical • Which are drivers of future networking growth 1 Our Foundation: Routing. Services Make our networks secure and mobile – Security. Cisco Public 18 . Mobility © 2011 Cisco and/or its affiliates. Switching. All rights reserved.
.Enabling Cloud Applications/Services by Uniquely Combining the Unified Data Center and Cloud Intelligent Network Tailored Solutions for Building Clouds Rich Ecosystem of Integrated Solutions Innovative Cloud Services Enable customers to build and operate private. public or hybrid clouds Enable customers to deploy tested. All rights reserved. best of breed solutions Enable cloud services including people-centric collaboration and other applications Cisco Public 19 © 2011 Cisco and/or its affiliates.
Services Make our networks secure and mobile – Security Make our networks secure and mobile –Mobility © 2011 Cisco and/or its affiliates. Switching.Customer Transformation Partner Centricity Bringing innovation and expertise to solve customers’ business problems: Link Technology Architecture to Business Architecture Data Center Virtualization and Cloud Collaboration Video Focus on large markets • Going through transitions where the network is becoming more critical • Which are drivers of future networking growth Our Foundation: Routing. Cisco Public 20 . All rights reserved.
Customer Transformation is one of the major pillars of the EMEAR GTM and allows us a clear and concise focus on our Transformational and Major customers High touch sales engagement with all Transformational and Major Customers Cisco differentiation through focus & accountability Resource alignment for architectural relevance & deep account coverage High service relevance driving customer transformation © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Public 21 .
Enablement and Sales Broad Market Coverage & Infinite Scalability Reduced complexity for partner interaction © 2011 Cisco and/or its affiliates. That will drive simplicity and allows us to leverage our partner base to reach more customers. All rights reserved. we have now integrated the partner and commercial teams to balance recruitment.To reach all of our customers in a more effective fashion. Integration of Partner Led and Commercial Sales Alignment of Recruitment. Cisco Public 22 . enablement and sales through our partners.
Characteristics Transformational Customer Led Customer Led Major • High touch accounts in Enterprise. SP. Cisco Public 23 . SP and PS segments • Comprises Transformational and Major customers • Focus is “Deep” account penetration • CD/AM: Sales leader and orchestrator/coordinator Partner Led Named Partner Partner Led Non Named Partner • Focus is “Broad” market coverage • Addresses any customer (ENT. All rights reserved. PS and Commercial) not covered by a Cisco CD/AM © 2011 Cisco and/or its affiliates.
Cisco Public 24 . Both product and services GTM is Customer Led. All rights reserved. • The GTM for the remainder of Major customers is Customer Led from a product perspective and Partner Led from a services perspective Customer Led Transformational Customers Customer Led Major Customers = Strategic Service Customers Customer Led Customer Led Major Customers = All other customers Partner Led Partner Led All other customers Partner Led © 2011 Cisco and/or its affiliates. the service organization focuses on a number of “Strategic Service Customers” to accelerate the transformation of a select number of Major customers where services relevance has already been established.• Besides Transformational Customers.
Cisco Public 25 . All rights reserved.Market Transitions Giving Back Trust/ Fairness/ Integrity Open Communication Inclusion Continuous Improvement/ Stretch Goals Innovation Quality Team culture No Technology Religion Profit Contribution (Frugality) Customer Success Collaboration/ Teamwork Empowerment Drive Change Fun © 2011 Cisco and/or its affiliates.