Delivering Software as a Service Cisco Live 2014 9/10/2018 Delivering Software as a Service Mark Myers, ISV Business Development Global Strategic Partner Organization And Partner Panel Session objective - There are market dynamics at play that are driving all of you to look at new ways to expand your business. In this session we are going to talk about Software as a Service and more specifically how the Cisco Connected ecosystem is helping our customers and you. We will bring 3 panel members up here on stage to discuss their experiences, but, keep in mind, the Ecosystem is Vast and here to help. Today’s discussion will leverage our Cisco Powered Providers to help support ISVs, (btw, this whole week has great oppty to learn more about how Cisco, our Master Cloud Builders and Cisco Powered providers can help you whether you are building your own cloud, want to leverage an existing Cisco Powered provider and/or need to upgrade to an existing (more consumer oriented provider to enterprise class… ). You are going to enjoy   Let’s begin and let me set the stage for this discussion….

ISVs Respond to Customer Demand Cisco Live 2014 9/10/2018 Independent Software Vendors (ISVs) ISVs Respond to Customer Demand Migration from CAPEX to OPEX and shift of IT budget from IT to Line of Business Urgent efforts to accommodate corporate users’ appetite for SaaS. North American SaaS market growing 24% CAGR and 19% in EMEA IT Influence Line of Business Influence The world is changing quickly…. And it is being driven by the end customers and the Lines of Business owners that are trying to find new ways to quickly align to those customers. As we look at SaaS it is about expanding marketshare and also expanding wallet share.

ISV Starting The Journey To SaaS Cisco Live 2014 9/10/2018 Expands traditional software market as it enables the consumption of enterprise class technology by organizations that might not be able to utilize it otherwise. The Global SaaS market will continue to expand. ISV (no SaaS) $42B Hybrid (mix SaaS and On-Premise) $1,540B Pure SaaS $153B Recent advances in computing technology significantly increase the viability and relevance of SaaS. This focus by the Lines of Business is pushing many of you taking the leap. Interesting when you look at how few ISVs have no SaaS today, just ahead of them are the Pure SaaS companies. Which leaves the vast majority of you that are in that mixed environment. Most have dipped a toe, we see the Lines of Business jumping around IT and going to Consumer grade Cloud providers, but, more and more we are seeing how this is driving change in the industry where companies like those you will see this week have introduced significant improvements in business level security and services that vastly increase viability, ease and relevance of Software as a Service.

Cisco Partner Ecosystem Channel Independent Software Vendors (ISVs) Service Providers (SPs) Consulting Partners Cloud Partner Distributors Developers System Technology Integrator Technology Partners Cloud Provider Learning Partners Our customers are demanding a unified approach. In our view this starts with you and our entire Connected Ecosystem. Our partners. The Cisco Connected Ecosystem is all about helping you to take advantage of your peers to grow your business. The Soltn Partner Program is a tremendous starting point for this and as our panel will outline, bringing togetehr the experts will help you grow your business and drive down your operational expenses. With that, let me invite our panel up on stage to talk about how they have worked together to address specific needs in expanding a SaaS model

The Panelists Jason Cumberland Kevin Dobbs Ryan Pryomski Cisco Live 2014 9/10/2018 The Panelists Jason Cumberland VP, SaaS Solutions Dimension Data @Jcumb3r @DiDataCloud Kevin Dobbs Founder and CEO Montclare @montclaregroup Ryan Pryomski Director of Hosted Operations Adaptive Insights Jason Cumberland, VP SaaS Solutions, Dimension Data - Jason leads Dimension Data's SaaS Solutions practice, a group dedicated to servicing ISVs and SaaS companies moving their applications to a Cloud delivery model. Ryan Pryomski, Director, Hosting Operations, Adaptive Insights - Ryan manages operations around the world that host approximately 2,000 software-as-a-service (SaaS) customers worldwide. Responsible for the deployment, capacity, security and ongoing operations for hosted customers to ensure reliable service for Adaptive Insights’ cloud users. Kevin Dobbs, Founder and CEO, Montclare - Montclare is a leading advisory firm exclusively focused on building profitable SaaS businesses. The company delivers rich content, business services and an active community, all focused exclusively on SaaS.

Cisco Live 2014 9/10/2018