Commercial Sales Associate

FY - 19

Kavyaa K.
Agenda

👉 H1 Summary
👉 Spiff update.
👉 H2 Expectations

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY ‘19 Q1 Target Vs. Attainment – North & East
North Attn. - 85%
98%

2667K
9%

976K
116%

805K
692K 152%

481K

2618K
133% 104%

316K
26%
20%

243K
234K
214K

199K
161%

161K
150K
20% 176%

106K

88K
66K

63K

52K
44K

36K
30K
9K

New Delhi
(Vijay
Kumar)

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
GEO Target GEO Attainment
FY ‘19 Q1 Target Vs. Attainment – South & West
South Attn. - 70%
51%
135%

2159K
586K
0%

524K
265%
134%

440K
434K
401K

1107K
545%
300K

9%

240K
220K
25%

166K
7%

106K
70K

44K
27K
20K

5K

2K
Ahmedabad Chennai (Sankar Cochin (Lakshmy Goa (Nagesh Hubli (Nagaraj Sri Lanka Surat (Jignesh Vizag (Prem Sai Mumbai (Tunir
(Hardik Shah) Narayanan) Narayanan) Shivaji Adagale) Hudlor) (TBH_Srilanka) Ponkiya) Santosh Reddy ) Mulik)

GEO Target GEO Attainment

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY ‘19 Q2 - W12 Target Vs. Attainment – North &
East
North Attn. - 54%
168% 28%
13%

1508K

2916K
1265K
898K

95%
434%
27%

410K
17%

389K

812K
369K
33% 41%

304K
257K
209K
194K
51%

170K
45%

86K
85K

82K
65K
58K

47K

43K
26K

24K
Agra Bangladesh Bhubaneshwar Bhutan Chandigarh Dehradun Guwahati Indore (Sumit Jaipur Nepal (Sabin New Delhi
(Sheelesh (Md Razibul (Rishi Tiwari) (Amitava (Yogesh (Rajeev (Pranjal Mishra) (Abhimanyu Upadhaya) (Vijay
Kumar) Islam) Bose) Sharma) Nigam) hazarika) Sanyal) Kumar)

GEO Target GEO Attainment

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY ‘19 Q2 - W12 Target Vs. Attainment – South &
West
South Attn. - 56%
56%
78%

2286K
680K
39%

562K

531K
20%

1273K
389K

27%
91% 393%

285K

223K
221K

216K
28%

196K

138K
0%

91K
79K

76K

57K
39K
0K
Ahmedabad Chennai (Sankar Cochin (Lakshmy Goa (Nagesh Hubli (TBH_Hubli) Sri Lanka Surat (TBH_Surat) Vizag (Prem Sai Mumbai
(Hardik Shah) Narayanan) Narayanan) Shivaji Adagale) (Wasantha Santosh Reddy ) (TBH_Mumbai)
Sarkara)

GEO Target GEO Attainment

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
H1 Highlight

What Worked Well -

1. Great traction in Up-country.
2. 360 degree visibility to the Cisco team.
3. Excellent hold/market knowledge on the
territory handled.

What could have been better -

1. Slow down in Volume POS.
2. Service Penetration.
3. Low partner coverage.
BIG WINS
8
167K
282k

120k
164K

130K
Spiff Update – FY19
• Accelerator -110% and above - $625 : 100-109% - $312 USD
• Active partner ratio – >65% - $100 USD/Quarter
• Volume metric – >50% -$150 USD & 60% -$300 USD
• Services – >20% penetration against achievement- $150 USD and
40% - $300.
• Q2 Special spiff – Partner activation – 50% - $500 & 70% - $1000.

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
H2 Expectation
• Territory plan.
• Increase the number of deals in the pipeline to 2.5X.
• SFDC discipline
• More focus on smaller deals <5K.
• Focus on SMB technologies - Meraki/Umbrella/End point
Security/Webex/Collab/ RO Software & Lic.
• Engagement plan with marketing.
• 100% service attach.
• Proactive approach and presence.
© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Always, Look
at the larger
picture.

Thank you

12