携手协力，，续创双赢续创双赢 - cisco · sabrina lin alliances, architectures &...
TRANSCRIPT
Transforming and Winning Together携手协力携手协力携手协力携手协力，，，，续创双赢续创双赢续创双赢续创双赢
Sabrina Lin 林文怡
MD, GCPO
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
FY10 Initiatives and Results
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3
FY11 – More Leverage with Greater China Theatre
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
FY11 Greater China Partner Organization
Greater China Partner
OrganizationSabrina Lin
Greater China Partner
OrganizationSabrina Lin
Alliances, Architectures & Enablement
Guido Romagnoli
Alliances, Architectures & Enablement
Guido Romagnoli
Programs, Planning &
Business MgmtZoe Lou
Programs, Planning &
Business MgmtZoe Lou
Small & Medium BusinessZoe Lou
Small & Medium BusinessZoe Lou
PRC Channel Ops
James Kuo
PRC Channel Ops
James Kuo
HK Channel Ops
Argon Ho
HK Channel Ops
Argon HoTW Channel
OpsNikie Chan
TW Channel Ops
Nikie Chan
Distribution & Velocity
TBD
Distribution & Velocity
TBD
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5
FY11 – Accelerating Your Growth
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6
FY11 – Increasing Your Profitability
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7
Executive Dialogue: Surinder Brar & Sabrina
© 2006 Cisco Systems, Inc. All rights reserved. 8Cisco [email protected]
Only Metrics That Matter
Customer
Satisfaction
Partner
Profitability
© 2006 Cisco Systems, Inc. All rights reserved. 9Cisco [email protected]
Value-Based Channel Strategy
Solution
Architecture
Product
TechnologyPartn
er Pr
ofitab
ility
Partner Value-Add
© 2006 Cisco Systems, Inc. All rights reserved. 10Cisco [email protected]
Teaming Incentive Program (TIP)
CiscoIdentified
Partner Engagement Incentives
Pre-ApprovedSolutions
Solution Incentive Program (SIP)
HuntedOpportunities
OpportunityIncentive
Program (OIP) PartnerIdentified
EarlyEngagement
Partner or Cisco
Identified
NEW
TIP Availability: Q3FY11
© 2006 Cisco Systems, Inc. All rights reserved. 11Cisco [email protected]
Global and/orTheater (MN)
CertifiedPartnersGlobal
Partner Network
Allows partners to support global needs of their customers
by collaborating with other partners in remote locations through
Host-Agent relationshipsLocalCertifiedPartners
Global Partner Network
Local Central
Global
Customer Procurement (Design and Purchase)
Solut
ion D
elive
ry (In
stall a
nd In
voice
)
GPN Availability: Q4FY11
NEW
© 2006 Cisco Systems, Inc. All rights reserved. 12Cisco [email protected]
Value-Based Channel Strategy
Solution
Architecture
Product
TechnologyPartn
er Pr
ofitab
ility
Partner Value-Add
© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13
TIPTIP
Big BetsBig Bets
GPNGPN
Cisco Cisco CapitalCapital
90 Days 90 Days CreditCredit
JMFJMF
AIPAIP
My CiscoMy Cisco
VIPVIP
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PE toolsPE toolsNetwork Network AssessmentAssessment
