Information System Paper (1800-2300words)

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Cisco at-a-glance Q4 FY18 Revenue: $12.8B, $9.7B Products, $3.2B Services

FY18 Revenue: $49.3B, $36.7B Products, $12.6B Services (Non-GAAP)

$6.3B Annualized R&D

~72,000 employees

300,000 partners; 62,000 channel partners

480 global sites doing business in 165+ countries

More than 19,000 patents

26,000 engineers (36% of our workforce)

#1 or #2 in most market segments we serve

More than 200 acquisitions since 1993

Broad portfolio of integrated products and solutions

Other Stats

Fiscal Stats

Tom Freeman – Systems Engineer May 2019

The Bridge to Possible Cisco Systems

• Intro • Cisco Overview • Life of an Account Team • Closing Thoughts

Agenda

About Me: • Graduated from UCSC in Fall 2009 • B.S. in Information Systems Management • Cisco employee for ~10 years • Former president of ISMA (Information Systems Management Association)

Professional Experience: • Project Manager: Cross Functional Software Project & Programs • Developer: Web Applications / Mobile • Business Operations Manager: Finance, Staffing, Mlanning, Communications, and Metrics Support • Technical Marketing Engineer: Proof of Concepts, Demos, RFP, Lab Management, Interlocks • Systems Engineer: Commercial Sales, Ent Networking, Data Center, Security, Collaboration

Interests • Music, Acoustics, Climbing, Disc Golf, Drumming • Networking, FPS games, LAN parties

Tom Freeman

Market Research

Web Development

Project Management

PMO Information Systems Administrator

Operations/Finance

Event Management

Mobile App Development

POC Engagement

2014201320122011201020092008 2015

Operations / Chief of Staff

2016

Systems Engineer

2017

PLM / TME

Tom’s Journey 20192018

Cisco Systems

We securely connect everything to make anything possible.

Connecting the Unconnected

For 30 years, we’ve focused on helping to change the way the world works, lives, plays, and learns.

Our vision

We create solutions built on intelligent networks that solve our customers’ challenges.

Our strategy

Digital is transforming business.

Healthcare Digitization Traditional Analog

Clinical Devices Digital Healthcare

“Shadow” Internet of Things coming to every business

63M network

connections per second

by 2020

And everything we do.

Transform processes and

business models

Empower workforce efficiency

and innovation

Personalize citizen/customer/

employee experience

IDC predicts worldwide spending on digital transformation technologies will expand at a compound annual growth rate (CAGR) of 16.8% through 2019 to more than $2.1 trillion.*

In 2019, enterprises will spend

to manage digital business

*IDC FutureScape: Worldwide IT Industry 2017 Predictions, Doc #US41883016, Nov 2016

$2.1 Trillion

The opportunity: Embracing digital business

https://www.idc.com/url.do?url=/getdoc.jsp?containerId=US41883016&term=RnV0dXJlU2NhcGU6IFdvcmxkd2lkZSBJVA==&position=21&page=1&perPage=25&id=37be15b0-63e6-4a1b-a6df-134042f5b9f6

Power a Multicloud

world

Increased pace of innovation

Secure, intelligent platform for digital business

Create meaningful experiences

Reinvent the network

Security is Foundational

Unlock the power of data

Innovation

Customers rely on cisco for innovation

1999 IP Telephony

Patent

2011 ASR 9000 Series

(1st Terabit- router)

2013 Network

Convergence System (Planet’s Fastest Router)

2014 Application-

Centric Infrastructure

2006 TelePresence

1992 Groundbreaking Interior Gateway Routing Protocol

patent

2008 Collaboration

Portfolio

1994 1st major supplier of multiprotocol

products awarded ISO 9001 cert.

2009 UCS

1998 1st small office/

home/ telecommuting cable

modem

2004 Cisco Carrier

Routing System (CRS-1)

1986 1st multi-protocol

router, the Advanced Gateway Server

2014 Advanced Malware

Protection (AMP) Everywhere

1989 Border Gateway

Protocol (BGP) for Service Providers

2005 1st Multiservice Firewall (ASA)

2016 Tetration Analytics

2017 Cisco Spark Board

Network. Intuitive.

Build Our innovation ecosystem

Co-develop

PartnerInvest

Buy

Growth Strategy for Innovation

• $6B Annual R&D Spend

• 26K+ Engineers

• 205 Acquisitions • 300K+ Partners • $250-$300M annually

• 120+ Companies

• 45 LP positions in 27 countries

Co-develop

Build Buy Partner Invest

Build 19K

Patents 26K+

Engineers

$6.3B Annual R&D

spend

Internal Start-ups

Buy 205 Acquisitions

Meraki

Partner

300K+ Strategic Partners

Invest

$2B Fund

120+ Companies

45 Funds in 27 countries Invest $200 to $300 million annually

Co-develop Alliance Partners 2,500

Customers

40 Solutions10

Innovation Centers

FY18 financials

$46.5b Total cash and investments

$36.7b Product revenue

$12.6b Services revenue

$49B* Revenue

*Non-GAAP Rev.

GAAP revenue $49B Total $36.7B Products $12.6B Services

Q4 FY18 financials

$12.8B Revenue

$9.7B Product revenue

$3.2B Services revenue

Total cash and investments

$46.5B

Q4 FY18 revenue highlights Y/Y% Change

Services 3%

Infrastructure platforms 7%

Applications 10%

Security 12%

Other products (18%)

Total Cisco

3,202

7,443

1,339

627

232

12,844 6%

Recurring revenue 32% (+1 pts y/y)

Revenue by geography: Q4 FY18

Americas $7.6B

EMEA $3.2B

APJC $2.1B

Total Q4 FY18

$12.8B

Total revenues do not add up due to rounding.

Market leadership matters

#1 Access routing

79%

#1 Telepresence

55%

#1 Wireless LAN

44%

#1 Campus switching

(managed) 58%

#1 SP core + edge

routing 41%

#1 SaaS web

conferencing 45%

#2 X86 blade

servers 32%

#1 Network security 28%

#1 DC switching (managed)

55%

#1 LAN switching

(managed) 57%

#1 Voice 43%

Partners

Our heritage, their confidence Leading market transitions together

Digital Network Architecture

1993

2006

2009

2014

2017

1999

2008

2012

2016 Integrated Security

Software Defined Networking

Internet of Things

Unified Computing Systems

Unified Communications

Video/Telepresence

VoIP

Switching

Partner routes to market

Resale Ecosystem Designed-inProvider Marketplace

Reinvent our partners’ go-to-market

Change how we position Setting expectations

Activate, adopt, expand Change how we grow

New consumption models Change how we transact

Cisco Partner ecosystem

Customer value

Consultant

ISVIntegrator

TechnologyDistributor

Reseller

Cloud builder

Service provider

Corporate social responsibility

A corporate social responsibility leader

Ranked #1 most sustainable company As ranked by recent Barron’s analysis

We rank No. 1 among all U.S. public companies, after reducing our greenhouse-gas emissions by 41% since 2007 and meeting our goal of getting 80% of our electricity from renewable sources.

Enabling people to reach their full potential in a digital economy.

Advancing environmentally sustainable growth in a digital economy.

People Society Planet

We accelerate global problem solving through our technology and expertise to positively impact people, society, and the planet.

Cisco corporate social responsibility

Partnering to scale inclusive social and economic impact in countries around the world.

Ethical conduct Our people Building skills & entrepreneurship

Building a digital foundation Human rights Responsible sourcing & manufacturing

Energy & greenhouse gas reduction Product end-of-life

FY17 highlights: our CSR impact

Hours of employee volunteering – the equivalent of over 40 years!

Company-wide donations (cash, product, and in-kind)

$355M Students developed skills through Cisco Networking Academy

1.3M -60% Reduction in scope 1 and 2 GHG emissions by 2022

154M People directly benefited from our cash grant investments to nonprofits

358K

Our CSR goals

80% Achieve 80% employee engagement (volunteering and donations) by 2020

Reach 2 million Cisco Networking Academy students per year by 2021

2M -34% Avoid one million ton cumulative of supply chain greenhouse gas emissions by 2020

1B Positively impact one billion people by 2025

People & culture

Culture and employees are our competitive advantage

Corporate Functions

19%

Services

20% Engineering

35%

Sales

26%

74K employees

480 offices

Our People Deal is the culture we all want and our business needs for success. It’s our unique culture of speed, agility, innovation, customer focus, collaboration and doing good for the world. It’s how, together, we connect everything, innovate everywhere, and benefit everyone.

Our Guiding Principles GIVE Your Best TAKE Accountability

Show that desire to be at your best, connect with others to share quickly with whoever needs it; open your mind to ideas from everywhere and anywhere - and use them to build on the possibilities to pour a little drop of love into our customers’ worlds.

Whatever comes your way, understand it and be personally accountable for its success. Assume the answer’s “yes” and that you don’t need to wait in line for permission. Check the data but don’t let that slow down taking responsibility. And ... deliver.

GIVE Your Ego The Day Off TAKE Difference To Heart

It’s the best solution our customers need, not the best-protected Cisco turf, so support that solution, whatever the background of the person or team who came up with it. Have the debate and have a backbone. Make your point, then commit to what’s been agreed and deliver it with agility and pace.

We become bigger as individuals and more powerful as a collective when we respect and value what makes us so special - our unique, personal differences. Inclusion will always beat exclusion.

GIVE Something Of Yourself TAKE A Bold Step

A simple smile or “hi” every day is worth its weight in gold, so don’t hide it away. Show care and consideration to your colleagues, our customers, our communities, our partners and the world we all share. Be worthy of trust. Be an inspiration. Be delightful to everyone. Even if you don’t like them.

Whatever your position, show leadership and courage when it comes to innovating and disrupting. If it doesn’t feel safe, be secure in the knowledge that shooting for the stars will always be a part of who we are. Together we can figure out how to get there so let’s dream big.

21 consecutive years on the Best Companies to Work For list.

See more awards: weare.cisco.com/awards

Great place to work

Top 20 Global Rankings

Latin America (#2) Singapore (#2) Portugal (#2) Peru (#2) Poland (#2) China (#3) Australia (#3)

Europe (#3) Ireland (#3) Costa Rica (#3) United Kingdom (#4) Netherlands (#5) Asia (#5)

#1 Global Rankings Italy Spain Japan Switzerland

United States #1 Most sustainable company by Barron’s #3 Best place for giving back

Poland Mexico

Life of an Account Team

Sales Organization

Systems Engineer Manager

Systems Engineers

Regional Manager

Account Managers

Area VP

Systems EngineerAccount Manager

Customer

Technical Details

Knowledge SharingPartnership

Strategy

Specialists

Consulting Systems Engineer

Product Sales Specialist

Client Services Manager

Partner Account Manager

Domain Specific Account Team

Value-add Services (deployment, survey, etc..)

Partner/Resale Strategy

Territory Sales

SEAM

Select Sales

SEAM

Account Team Role

Represent the Cisco portfolio

Own engagements from a business & technical perspective

Embody Cisco culture & values

Extended Account Team Virtual Sales

Sales & Professional Skills Training Selling Skills

Technical Curriculum

Selling at Cisco: Customer Lifecycle Selling Model Land, Adopt, Expand, and Renew Lifecycle Services

ASE Sales Essentials Financial Acumen

Components of a Network Networking Basics CCNA Bootcamp

Cross-Architecture Solutions with Design & Whiteboarding*

EN LAN* EN Mobility*

WAN* Data Center, Cloud, SDN*

Collaboration* Security*

IOE & Digitization Programmability Service Provider

Cisco One Demo & dCloud

Professional Skills Delivering Persuasive Presentations

with Confidence Professional Skills Workshop

Personal Brand Giving and Receiving Feedback Inclusion and Diversity DISC Leadership Skills Time Management

Business at Cisco Cisco Capital

Driving Profitability with Partners Real Deal Speakers

E-Learning Learn to Speak Cisco

Innovation at Cisco

Post-Bootcamp Requirements *On-the-Job Experience with GVE

Ongoing Assessments 2 Assessed Role Plays (ARP)

Quarterly Professional Development Activities

Quarterly Business Performance Metrics Quarterly Manager Observations

Bootcamp Assessments 4 Assessed Role Plays

Monthly Manager Observations

ASR CurriculumCSAP FY18 – ASE Curriculum:

Certifications Mandatory Cisco Certified Network Associate (ICND1, ICND2) Cisco Certified Network Professional/R Cisco Certified Network Professional/S Cisco Certified Network Professional/TS Stretch – with Manager approval CCDA CCDP

Architectures & Business Outcomes Training

Cisco’s cloud based Global Virtual Team of Technical Sales Support Experts. We provide current and next generation technical sales services and solutions to our customers, partners, and all Cisco employees.

GVE – Who We Are Mexico City

Miami

Raleigh

Toronto

Costa Rica Bogota

São Paulo

Curitiba

Prague

Amsterdam

New DelhiDubai

Singapore

Kuala Lumpur

Seoul Tokyo

Shanghai

Sofia

Moscow

Paris

London

Manila Bangalore

Munich

Beijing

Sydney

Minneapolis Boston

San Jose

Our Global Team Is At Your Service

We provide current and next generation technical sales services and

solutions to our customers, partners, and all Cisco employees.

Partner Help services are delivered by Cisco’s Global Virtual Engineering (GVE) team.

750 + 100 + 42 25

Virtual engineering experts

CCIE – certified engineers

Countries * Languages

* Languages vary by service

Our Impact

You Focus on the Customer

Talk with Subject Matter Experts

Eliminate All-Nighters Finding Info &

Collateral

Outcomes Based Selling

Best Advice Supporting cross

sell - up sell Opportunities

Remove Technical Hurdles of Complex

Designs

Fast Response Times

Support for all Cisco Architectures,

Technologies and Products

4.84* out of 5.0 Partner Satisfaction

Score

Not an expert? No problem. We are here to help you!

Use our Global Team of Technical Sales Enablement Experts to get the

Answers!

Saves Time Faster to Close

24x5

Web

Chat

Phone

Customer Satisfaction New OpportunitiesResource Scalability

*As of December, 2017

“ The Right Virtual Engineering Resource on the Right Opportunity at the Right Time.

Anywhere in the World ”

Cisco Portfolio

DatacenterEnterprise Networking

Security Collaboration

Assure

Meraki

Cloud Managed Networking

WebEx Share

Simple Screen Sharing

HyperFlex

Hyperconverged Infrastructure

CloudCenter

Multi-Cloud Management

Viptela

Software Defined WAN

Stealthwatch

Machine Learning Based Threat Detection

Cisco Digital Network Architecture (DNA)

Closing Thoughts

• Internships – The earlier the better • Educational focus:

• Product development processes • Software development • Supply chain management • Technology classes that interest you

• Stay up on industry trends: • Blogs, News articles, Webinars/Seminars, Reddit

• Participate in local events and organizations e.g. ISMA, Meetups, etc. • Develop yourself through personal projects

Be Relevant

• Understand the interview process • Practice • Be yourself, honesty is critical • Potential is everything when evaluating graduates • NO FEAR !!

Interviewing