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Tom Freeman Systems Architect November, 2019

Cisco Systems Inc. The Bridge to Possible

• 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/Architect: Commercial Sales - 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/ Systems Architect

2017

PLM / TME

Tom’s Journey 20192018 2020

Cisco Systems

A love story that changed the world.It began, like a lot of things do,

with a basic human desire —the need to connect.

problem solution

hope possible

Our purpose

We build bridges between hope and possibility.

Cisco at a Glance

#1 or #2 in most market segments we serve

480 Offices Globally 73,000 Employees

60,000 Partners

We build bridges between hope and

possibility

More than 200 acquisitions since 1993

More than 19,000 patents

51.7B FY19 Revenue

Strategy

Cisco’s transformation

Threats à advantages

Core innovation

Business model

Culture

Power a Multicloud World

Reinvent the Network

Unlock the Power of Data

Security is Foundational

Create Meaningful Experiences

Increased Pace of Innovation

Secure, Intelligent Platform for Digital Business

A multicloud approach enables customers to consume services from two or more clouds where at least one cloud is public.

Fragmented

Complex

No Data Control

GCP

AWS

Other Public Clouds

Azure

SaaS SaaS

SaaS

SaaS SaaS

SaaS

SaaS Hybrid Clouds

Private Private

Multicloud

Power a Multicloud World

Simplifying Management of the Cloud

I N T E N T C O N T E X T

S E C U R I T Y

L E A R N I N G

WAN Optimize and secure application performance over any connection

Access Segment network; secure user access from edge to cloud

Data Center Run traditional or cloud native applications across any environment

Cloud Edge Securely connect and protect cloud workloads

Reinvent Networking

Multicloud

Reinvent the Network

Intent-Based Network for Agility and Assurance

Real-Time Analytics for Business Insight

Infrastructure Operations

Understand dependencies; migrate across

infrastructure; fix latency issues

Security Operations

Secure apps across network; enforce policies

User

Seamless, secure access; consistent

experience

Business / App Owner

Acquire and retain users; drive

business outcomes

App Developer

Iterate and release faster;

focus on building vs. scale

headaches

App Operations

Run apps with high availability /

performance; resolve issues

quickly

Unlock the Power of Data

Cisco DNA Center

UTM

Network Analytics

Advanced Malware

Secure Internet Gateway

WebW W W

Policy and Access

Cloud Access Security

Threat Protection Visibility Segmentation

Firewall

Security is Foundational

Security Across the Platform

Enabling Better Experiences

Cisco DNACollaboration MulticloudSecurity

Embed innovative services to

improve user experience

Improve flexibility to access favorite tools wherever

users work

Increase simplicity by building

customized vertical solutions

Improve integration

with IT manage- ment tools

Create Meaningful Experiences

Advocate Recommend

Renew

Optimize

Adopt

Engage

Use Implement

Onboard Need

Evaluate

Select

Purchase

Expand

Customer

Choosing Loving

Using

A new approach to services With you throughout your technology journey

People and culture

A way of life… Culture

An inclusive, diverse environment

is the foundation of any thriving culture

Cultures are molded by a company’s beliefs, behaviors,

rituals and principles

Culture is experienced through your work, your leader and your teams

Culture–Cisco’s Perspective

ExperienceCharacteristicsEnvironment

CultureConscious

74,000 individual parts make the bridge to possible, possible.

GIVE Your Best

Our Guiding Principles

GIVE Something Of Yourself

GIVE Your Ego The Day Off

TAKE A Bold Step

TAKE Accountability

TAKE Difference To Heart

Culture and employees are our competitive advantage

Engineering

34%

Customer Experience

21%

Sales & Marketing

29%

Corporate Functions

16%

73K employees

Global Reach

Americas 57%

EMEAR 17%

APJC 26%

100 countries, 480+ offices

Overall Diversity Community Impact

U.S. Workforce by Ethnicity

Employee Communities

Cisco is building an inclusive workplace and community where full spectrum diversity – including gender, age, race, ethnicity, orientation, ability, nationality, religion, veteran status, background, culture, experience, strengths and perspectives – thrives.

46% Volunteering and Giving in 2018 $21.4M donations to charities and matching gifts

29,000 active members

58% diversity on executive leadership team

Leadership Diversity

243 chapters

countries 72

employee volunteer hours

424K Most diverse Cisco since 1998

25% female

75% male

White/Caucasian Asian Hispanic/Latino African American/Black Two or More Races (Not Hispanic or Latino) American Indian or Alaska Native Native Hawaiian/Other Pacific Islander

53% 37% 5.4% 3.6% 1.2% 0.3% 0.2%

Global Workforce by GenderBest Workplaces for Diversity

Diversity and Inclusion at Cisco

Source: Cisco Corporate Social Responsibility Report 2018

550+ CEO Commitment

Cisco signed the CEO Action for Diversity and Inclusion™ Pledge along with 550+ other companies

Inclusive Engagement

Employees Engaged

Pay Parity

Our third global analysis resulted in an investment equal to .04% of global payroll to address gaps. When we find gaps, we fix them.

.04%

#7 Fortune ranked Cisco

100 Best Workplaces for Diversity 2018

A great place to work. And it shows!

Top 5 Global Rankings

Asia (#2) Australia (#3) Costa Rica (#3) Egypt (#2) Europe (#5) Ireland (#2) Latin America (#2)

Netherlands (#5) Peru (#2) Poland (#2) Portugal (#3) Singapore (#2) UAE (#4) United Kingdom (#2)

#1 Global Rankings

United States

#2 Most sustainable company by Barron’s #2 Best place for parents #3 Best place for giving back #6 Best company to work for

Argentina Italy Korea Mexico

Poland Spain Costa Rica

#8 World’s Best Workplace

Switzerland Germany

#1 Best Place to Work - 2019

Corporate social responsibility

Our goal is to positively impact 1 billion people. You can help.

People Society Planet

We aim to create opportunity for people, empower communities, and protect the planet.

Our focus areas and priorities

People can reach their potential when they’re inspired and given the right opportunity

Society is stronger when everyone participates in benefits from the digital economy

We have an obligation to future generations to manage our natural resources responsibility

What we made possible in FY18

383 million

Giving

in cash and in-kind contributions from Cisco and the Cisco Foundations

to destination: Home to address Homelesness in the Bay Area

in Cisco Scope 1 and 2 GHG emissions worldwide since FY07

Homelessness Recognition

Digital Workforce GHG reduction People

Barron’s most sustainable company’s list

50 million #1

Cisco Networking Academy students enrolled worldwide in IT skills education

1.87 million

45% reduction

positively impacted FY16-FY18

445+ million people

Innovation

Build Our innovation ecosystem

Co-develop

PartnerInvest

Buy

Build 19K

Patents 26K+

Engineers

$6.3B Annual R&D

spend

Internal Start-ups

Buy 207 Acquisitions

1-2% Growth

Meraki

Partner

300K+ Ecosystem Partners

Strategic Alliances

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

Financials

Q4 FY19 financials

$13.4B Revenue

$10.1B Product revenue

$3.3B Services revenue

Total cash and investments

$33.4B

Q3 FY19 revenue highlights Y/Y% Change

Services 4%

Infrastructure platforms 6%

Applications 11%

Security 14%

Other products (4%)

Total Cisco

3,308

7,876

1,487

714

13,428 6%

Subscriptions 70% of software revenue (+12 pts y/y)

Revenue by geography: Q2 FY19

Americas $8.1B

EMEA $3.3B

APJC $2B

Total

$13.4B

Total revenues do not add up due to rounding.

FY19 financials

$33.4B Total cash and investments

$38.9B Product revenue

$12.9B Services revenue

$51.7B* Revenue

*Non-GAAP Rev.

GAAP revenue $51.9B Total $12.9B Services $39B Products

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%

Channel Financing

Cisco Refresh

Technology Financing

Countries globally

Assets under management

Channel Financing volume

Cisco Refresh units shipped annually

Cisco Capital

100+ $10.5B $27B 500K

Partners

Our heritage, their confidence Leading market transitions together

Multicloud

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

Customer Experience Lifecycle2019

2018 Intent-Based Networking

100% 80% 60% 40% 20% 0%

Partners are Cisco’s primary routes to market

1996 2000 2004 2008 2014

38%

>80% 62%

<20%

Direct

Channel Partners

2018

TRANSFORMPERFORM

Managing daily business while building new opportunities

Cisco Partner Ecosystem

Customer value

Reseller

ISVIntegrator

TechnologyDistributor

Consultant

Cloud builder

Service provider

Make Developers Successful

Drive Business Growth

Make Innovation Easy

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

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

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