Professional Documents
Culture Documents
Accelerating Opportunity with Small Business Andrew Sage, VP Global Distribution Sales with
The Channel Advantage Philip Wright, Aarti Gurani, Ben Fallon,
Jeremy Bevan
Key takeaways for accelerating in small business Bastiaan Toeset, VP Global Small Business
Jeremy Bevan, VP Global Segments and Industry
Marketing
Cisco Confidential
Small Business is
Big Business
Bastiaan Toeset
VP Global
Small Business
Cisco Confidential
Small Business Global Opportunity
Streamlined Operations
Cisco Confidential
Cisco’s Small Business Purpose-built Portfolio
Routing, LAN Switching, Data Center Next Generation Firewall, Cloud Delivery Security,
Switching, Wireless, Mobility, Management, Advanced Malware Protection, Secure Routing
SDN, IoT
What’s threatening your business?
Your network fuels your ambitions
76,000 18,000
Customers Partners
Competition Offer
H/W, value added services,
Smaller and agile competitors
subscription S/W
Segment Commercial
Growth in Small Business and Prepaid to subscription
SOHO
Cisco Confidential
Cisco Confidential
Accelerating
Opportunity with
Small Business
The Channel Advantage Andrew Sage
VP Global Distribution Sales
Cisco Confidential
Thank You FY 18 2T SB
Thank You
17%
Y:Y
67%
Growth
Cisco Confidential
Our Customers’ Needs Are Evolving.
We must evolve with them.
Choosing Loving
Using
90% of the value comes after the sale with Software / SaaS
Cisco Confidential
$14.5 8.3%
9.0%
$11.3
$9.1 $8.9
$7.5
$5.8
SB MB LB
Source: AMI Partners
Cisco Confidential
Simplified portfolio for the MSP
MSP Practice Today MSP Practice Simplified
Network
Meraki
Security
Meraki Cisco Stealthwatch
Umbrella Cloud
Collaboration
Cisco Confidential
Online Marketplaces
Partners
Offers
Stealthwatch
Cloud
Distributors
Customers
Simplifying procurement,
provisioning & billing for
millions
Cisco Confidential
Simplified Programs to Develop Expertise & Drive Demand
Competitive Intelligence
Global Best Practices * Winning Strategies (65%+ Close Rate) * 24x5 Support
Winning with Customized Content * Research * Cross Architectural Support
Experts and Insights
Cisco Confidential
Cisco SMB Disti & Partner Campaign Localised:
EN, DE, ES,
Campaign Playbook Call guide Top Selling SKU list Copy blocks IT, FR, NL
Customer
Vertical Expertise Sales Support
Intelligence
Marketing &
Financing
Demand Gen
partner opportunity
Why Cisco?
@ Cisco Live
Stefan Eller
Director Competitive Insights,
Cisco
Choice or Confusing? Cisco Confidential
SMB Customers are NOT One size….. Cisco Confidential
Business Tech
Owner Basic
Ease to use Looking for
consumer like reliability to set,
experience built for forget, and get back
business to business.
Tech Tech
Follower Transformer
Exploring advanced IT is run as a business
systems but and is used as an
appreciates ease innovation platform
of use
SMB customer business challengesCisco
are real
Confidential
61%
BY 2021:
43%
{
70% {
Demands of new
apps will force
55% of businesses
to upgrade or
of networked deploy new data
of breaches originate devices will be
on endpoint devices. centers.
mobile-connected.
Effective Incident Detection and Investigation Saves Money, IDC 2016 Cisco Visual Networking Index 2018 IDC FutureScape: Worldwide Datacenter 2018 Predictions
What Causes Sleep Deprivation…..Cisco Confidential
EMM
Wireless Focus
• Is security important?
Static dashlets
No topology
view
• How are the cloud
No actionable and on-prem
items solutions integrated?
No in- • Are you familiar with
building floor No link, mesh, the concept of
maps usage,
information Trustworthy
Systems?
Can Ruckus offer building maps, • OpeX can out pace
heatmaps, devices links & connection CapEx
status
Cisco Confidential
The Security / Application Visibility
Battle Simple. Smart. Secure.
1 Secure
2 Cost Efficient
3 Easy
4 Effective -Scalable
Cisco Confidential
Cisco On-Prem Small Business Portfolio
Small business products, outsize results
Simple. Smart. Secure.
Purpose Built
Portfolio Simple
Simple GUI
Security
Deployment
Flexibility
Best Practice
Service Beyond Guides
a Warranty
The Complete Dashboard Cisco Confidential
Meraki Dashboard
Yesterday’s Model
The HPE/Aruba Flexible Architecture
Limit intelligence to core
controller
No Integrated Security
Expose Limitations in
Wired+Wireless
Interoperability
Remove processing at
the Network Edge
Cisco Secure SDN Offers Cisco Confidential
What we
provide
Engage Expert Comprehensive
Resources Cross-Architecture
Competitive Support
Where you
go
Implement
Competitive
Best SalesConnect
Practices
Cisco Confidential
Small Business is
Big Business
Jeremy Bevan Bastiaan Toeset
VP Global Segments and VP Global
Industry Marketing, Cisco Small Business
Cisco Confidential
Key Takeaways
• This is your biggest market
opportunity in EMEAR