1. Cisco’s Action Plan
Sep 2004

2. Topic 1 – Channel Engagement and Resources
Janice Hulse

3. Channels - Action Plan (Tactical)
Action Items
Objective
Actions
Milestone
1. Evaluate options for Partner Help Desk
Set up APAC help desk for Partners
Evaluate Options & select Vendor
Define Scope & deliverables
Negotiate and award SOW and Contract
Kick off Helpdesk for English language support
Help desk Launch in India, Sri Lanka, Singapore, Malaysia, Indonesia
Help desk Launch in Hong Kong, Philippines, Vietnam, Thailand, Taiwan, Korea
Help desk Launch in China
Complete
Q1 FY05
Q2 FY05
2. Develop communications plan including partners, distributors and end users
Partner Communications
Partner Newsletter Qtr Print
Communicate CCAB updates to member partners.
Completed first issue
Ongoing
Distributor Communications
To work with Disty team on establishing communication strategy
End-user Communications
SMB E-newsletter. TDM and BDM
FY05

4. Channels - Action Plan (Tactical)
Action Items
Objective
Actions
Milestone
3. Review training programmes and develop plan for short term
Expand AT training development coverage to 2-Tier Partners
Outsourcing training pre-sales & remote lab classes delivery to selected CLPs to cover 2-Tier Partners
1. Pilot sessions with Indonesia on Q4FY04
2. Mainstream roll-out in FY05
4. Review Distributor RMA/DOA process
Establish clear policy and guideline on distributor return process
Evaluate the current return process
Define the area of improvement
Build new policy and process
Completed
Q1 FY05
Q2 FY05
5. Develop comprehensive guide to training/e-Learning for Partner management
Rectify & enhance CLPs’ training delivery quality
WW Channels (LPBD) is building a Measurement Metrics framework to assess the delivery performance of CLPs
Awaiting for confirmation from WW Channels

5. Channels - Action Plan (Strategic)
Action Items
Objective
Actions
Milestone
1. Roll out new cert / spec formats to include vertical / horizontal focus
Adapt Specializations to be in line with business & market requirements
Work with WW Channels team to evaluate new specialization.
Localize, adapt and launch new specialization.
Ongoing
Q1 FY05
2. Strategy for Premier level in Certification /Specialisation programme
Re establish the Premier Brand and rejuvenate it to drive Commercial Growth
Assess current situation
Work with in-country teams and Regional teams to identify key issues
Draft action Plan
Execute Plan
Completed
3. Evaluate opportunity of financing options for 2-tier
Develop channel finance offerings to extend credit capacity and payment terms for our disty and 2-tier partners
Conduct needs assessment by country
Identify potential finance partners and develop business case
Pilot in 1-2 key geographies
TBD
4. Technical Competency for Distributors
Develop the technical capabilities of distributor to align with Cisco GTM strategy
Establish the process to assess the current distributor competency
Develop distributor technical training roadmap
Build the training execution with Technical Operation Team
Q2 FY05

6. Channels - Action Plan (Strategic)
Action Items
Objective
Actions
Milestone
5. Evaluate demo/NFR programme options
To assist partners to purchase and deployment Cisco products for demo lab
AT team to revert on product eligible list
Confirmed backend process
Proposal to country upper mgt
Further update to be advised
6. Cisco Lab Lease program
- To allow Channel Partners to acquire demo/lab equipment with little or no upfront costs
Open to Gold, Silver, Premier & Spec partners
Up to 1% of GLP per month for hardware
Available in AU, HK, SG, TW, KR, NZ & China, MY & Thon separate price basis
Ongoing
7. Value Incentive Program IV
- Reward specialized partners who invest in Cisco IPC & Security
Ongoing 6 –month program FY05Q1 – Q2
Maintain threshold & payout
Leverage Global CSAT survey
Revised growth targets 30%/35%
Q1FY05 – Q2 FY05

7. Topic 2 – Cisco Services and Support
Thomas Lam

8. Services Action Plan – Tactical
Action Items
Objective
Actions
Milestone
1. Creation of SMB Service solution that is part of the overall product offering
Develop a service offering that will meet the requirements of the SMB market in terms of function and price
Launch SMB Support Assistant (SSA) program for APAC countries
Develop service communication toolkit
In Country launch of campaign with participating Resellers
Review success metric with country stakeholders
General Availability of programme to all other countries
FY05
2. Develop Marketing toolkit & communications programme
Service offerings, processes & support tools
How to sell Cisco Services
Increase Awareness and Relevance of Cisco services in SMB
Develop SSA Starter Kit for distributors and resellers
Phased launch Internal, Distributors and resellers
Leverage APAC Channel resources, ie Distributor portal and 360 website to educate partners on services
Complete
On going

9. Services Action Plan – Tactical
Action Items
Objective
Actions
Milestone
3. Branding of Cisco Services to end-customer
Define Cisco Services value proposition, “why services” messaging
Embed services messaging into all outbound campaigns
Development of messaging and content
Phased launch Internal, Channel, End Users
Develop Integrated Product/Channel/Services SMB Demand Generation Programmes
Ongoing
4. Launch Services Deep Dive for Commercial Market by country
Develop commercial business plan jointly with in-country cross-functional teams for key countries
Phased approach:
Internal to brainstorm GTM strategy
External
Completed selected countries.

10. Services Action Plan – Strategic
Action Items
Objective
Actions
Milestone
1. Review Cisco Service Engagement & process
Phased approach based on requirements from partners
#1 Item: to explore product + service bundling “ease-to-order” option
Initiate discussion with Corporate to discuss and feedback requirements
Ongoing
2. Formation of APAC Commercial Service Board
Establish relationship with key partners to garner feedback on services strategy and direction
To build up services information to these selected partners prior to the next CCAB meeting for a more fruitful discussion

11. Cisco SMB Support Assistant will…
Reduce your inventory and operational costs
Reduce your return shipping costs
Provide faster response time through local depots
Increase service revenue through complementary services offerings
Provide renewal opportunities through better contract management

12. Topic 3 – Commercial/SMB
Stephen Sinclair

13. Commercial / SMB – Action Plan (Tactical)
Action Items
Objective
Actions
Milestone
1. Focus on Vertical and Horizontal campaigns… which ones are TBD, However Security a key focus. Fewer, impactful (targeted) programmes
Develop Integrated Channel and End User Demand Generation Programmes
Develop Security Threat Defense Campaign (Promotional Bundles ,, Channel Marketing Toolkit, Channel Rewards, End User Demand Gen)
160 Resellers registered for toolkit
End User DG Launched in 6 Countries to date  (HK, M'sia, Philippines, Thailand, India, Indonesia)
Program future waves: - Worm Mitigation Q1, Endpoint Security & Outbreak Prevention Q1-Q3
Review impact and Channel Feedback
Complete
Ongoing
Q1 FY05
2. Partner protection for hunting new customers.. Programmatically
to provide incentives for partners that actively, develop, and close new business opportunities.
Launch Opportunity Incentive program (OIP) Pilot in Malaysia in FY05Q1
Open to Gold Silver, Premier & Registered Partners
Provide a 5% backend rebate
3. Trade in Programme for old Telephony Products
Provide buying incentive through trade in discount
Great Exchange Program launch in Thailand

14. Commercial / SMB – Action Plan (Tactical)
Action Items
Objective
Actions
Milestone
4. Increased marketing to drive relevance of networking in SMB space… TBD
Increase Awareness and Relevance of Cisco in SMB
APAC localization of SMB Class Solutions Initiative (Solutions for market include Products, Service & Support, Financing, Training)
Phased launch Internal, Channel, End Users
Leverage launch to drive PR & Awareness in market
Develop Integrated Channel / End User SMB Demand Generation Programmes
Q1 FY05
Q2 FY05
5. Bundled solutions for SMB users
Product Pricing Bundles for SMB Customers
6. Defining, communicating, and selling Cisco ‘Value’ proposition… executive and sales level
Develop “Why Cisco” presentations that Reseller executives and Account Managers can deliver to End Users
Development of messaging and content
Review with CCAB Board Members
In Progress
Next CCAB

15. Commercial / SMB – Action Plan (Strategic)
Action Items
Objective
Actions
Milestone
1. SMB Products… appropriate price/value trade-off for customers
Introduce products tailored to Commercial customers
“Corporate” is actively working new product development for Commercial customers, including both new hardware and software functionality
Cisco does not comment on new products pre- launch, but multiple new Comm’l-focused products will be launched in the next 12 months
2. IPC - Hand-set pricing & bundles apps
Creation of specific product for Commercial / SMB market
Formation of NEW Cisco BU CV2BU
Strategy, product direction and roadmap development
Completed
Q1 FY05
3. SMB Leasing
Establish easy to use leasing programmes for 2-tier partners to grow the commercial & SMB market
Pilot in 2 / 3 countries
ANZ pilot in progress, financing partner identified & program launch end Aug
Assessing opportunity to run pilots in Korea, Singapore or China in FY05
ANZ program go live – expected Aug 2004
Korea, Singapore and China feasibility to be assessed and go / no go decisions made by end Q1 FY05
4. Evaluate opportunity of financing options for 2-tier
Develop channel finance offerings to extend credit capacity and payment terms for our disty and 2-tier partners
In Review - Dedicated Channel Finance headcount to be secured as first step.
TBD