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Emerging Markets Service Provider Analyst SummitCloud, Data Centre and Managed Services, Part 1Andreas Enotiadis, Director Managed Services Emerging Markets
Emerging Markets SP Analyst SummitGAAP RECONCILIATIONDuring this presentation references to financial measures of Cisco will include references to non-GAAP financialmeasures. Cisco provides a reconciliation between GAAP and non-GAAP financial information on our website atwww.cisco.com under “About Cisco” in the “Investor Relations” RD-LOOKING STATEMENTSThis presentation contains projections and other forward-looking statements regarding future events or the futurefinancial performance of Cisco, including future operating results. These projections and statements are onlypredictions. Actual events or results may differ materially from those in the projections or other forward-lookingstatements. Please see Cisco’s filings with the SEC, including its most recent filings on Form 10-K and Form 10-Q,for a discussion of important risk factors that could cause actual events or results to differ materially from those inthe projections or other forward-looking statements.EM SP Analyst Forum 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential2
The Emerging Markets overall opportunity is 30.0B in 2014. Thisrepresents an overall 17% CAGR. UCC, Data Center and Metro E offerthe most growth.In 2014 Large firms will still dominate the Emerging Managed Services; high contribution and growth willcome from the commercial segment over the 5-year horizon.Emerging Markets 2014 Percent Distribution OfRevenues By Company Size20 to 99employees 100 to 249employees4%10%Total Services - Emerging Markets Revenues 35,0005,000 or moreemployees28% 30,0001,000 to 4,999employees32%Emerging Markets 2014 Percent Distribution OfRevenues By IndustryEducation8%FinancialServices14%Other41% 20,000 15,000 10,000In 2014 Financial Services will lead inthe Emerging Markets ManagedServices industry.Retail8% 25,000USD (millions)250 to 999employees26%Government11%Healthcare9% 5,000 0200920102011201220132014CAGRUCC 1,973 3,051 4,043 5,135 6,362 7,09229.2%Security 1,387 1,607 1,826 1,995 2,173 2,27210.4%Metro E 1,130 1,386 1,677 2,058 2,436 2,89820.7%IP VPN 3,732 4,186 5,042 5,536 5,944 6,02910.1%Data Center 5,282 6,712 7,733 8,946 10,690 11,71017.3%In 2013 Contribution will come from a diverse set ofindustries, but Financial services, and Public Sectorwill represent more than 40% of the MS marketManufacturing9%Emerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential3
Managed and Cloud Services Offer Biggest GrowthPotentialY/Y Growth12% formsLimited toCPEPlatformsHCSIronPortWebExPostPathData formCPENext Gen Data CenterOn PremiseOn Demand* IronPort has a integrated hosted and CPE solution* Cisco commissioned research on Global Managed Services OpportunityEmerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential4
Emerging Markets Service Providers LeapfrogRIYADH, SAUDI ARABIA--(Marketwire - 10/05/10) – Cisco announced today that it will support Mobily inthe kingdom of Saudi Arabia, in launching managed services based on Cisco solutions. A managedhosted-server service, a managed back-up and recovery service, managed firewall security service and amanaged business communications service. The managed services are designed to support all types ofbusinesses in Saudi Arabia from smaller businesses to large enterprises in banking and finance, oil andgas, healthcare, education and petrochemicals.Khaled AlKaf, CEO, Mobily and WayneFullerton, managing director for Cisco inSaudi ArabiaEmerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential5
From MS to Cloud: VSP modelThe vertical approachTHE CUSTOMER VOICEWe sought a comprehensive service that would help the school system enhance thedelivery of services and its productivity. Since the expertise in packaging such a servicerequired a partnership, we chose the Cisco VSP go-to-market approach.”—Francisco Sant’Anna, Head of Corporate Marketing, Oi Complete end2end Vertical offer(from connectivity to application) Partnership based full “as a servicemodel” ZERO upfront CAPEX investment Clear roles and responsibilitiesamong Partners (SLAs) One stop shop (“One Bill”)Emerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential6
Unified Service DeliveryFoundation for Service Provider Cloud ServicesUnifiedComputingIOS, nSP Data CenterIP NGNAPM, WAAS,Mgd. SecurityNexus 1000VUnifiedService DeliveryUnified Fabric: StorageCRS / ASRFamiliesNexus FamilyEM SP Analyst Forum 2010 Cisco Systems, Inc. All rights reserved.Video DeliveryProduct SuiteCisco ConfidentialNetworkIntelligenceand QualitySecurity andApplicationPerformanceMedia AwareDistributionPeering andInterconnect7
The Cisco Managed AdvantageHolistic Support, from Service Ideation to LaunchEnvisionBuild & OperateMarket & Sell Products Implementation Training Architecture Validation Enablement Consulting Designation Rewards Ecosystem Operation SupportInc.Systems,All rightsInc.reserved.Cisco ConfidentialEM SP Analyst Forum 2009 Cisco Systems,2010 CiscoAll rights reserved.Cisco Confidential88
Cisco Response: Hosted CollaborationSolutionDelivery & Operations Multi customer UC 8.0 on UCS Web & videocollaboration Provisioning &management Accelerate platformdelivery Assure platformavailabity Enable end useradoption and activationCommercial TermsGo-to-Market Support Flexible financing –Capex to utility pricing Single contact (HW, SW& services) Joint business modeldevelopmentEmerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco compensationCisco sales engineJoint marketingSales enablementMSCP9
In Summary We are in a market transition to managed &cloud services Emerging Markets SPs are well placed toleapfrog technology trends Vertical service offers are most compelling Cisco’s strategy for winning is to enablemanaged service providers Cisco uniquely enables MSPs with the rightsolutions, architecture and business modelsEM SP Analyst Forum 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential10
Q&AEmerging Markets Playbook 2010 Cisco Systems, Inc. All rights reserved.Cisco Confidential11
the kingdom of Saudi Arabia, in launching managed services based on Cisco solutions. A managed hosted-server service, a managed back-up and recovery service, managed firewall security service and a managed business communications service. The managed services are designed to support all types of
