1. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 1 Enterprise Architecture and the Architect

2. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 2 Enterprise Architecture The Process of Aligning a Business’ Strategic Vision with Its Information Technology Connection Collaboration Communication Customers

3. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 3 Enterprise Architecture The Process of Aligning a Business’ Strategic Vision with Its Information Technology Connection Collaboration Communication Customers Enterprise Architecture

4. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 4 Strategic ArchitectureValidated DesignsNetwork-Aware Services Architects Link Business and Technology Business Event-LedInstantly ResponsiveWorkflow Orchestration

5. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 5 The Changing Role of the Network Business Solutions  Increase customer satisfaction, revenue, and market share  Align business priorities and process IT Architecture and Technology  Networks that deliver reach and control  Resources, systems, sensors, and servers  Communications and collaboration across the enterprise IT Architecture and Technology Business Solutions The Network as the Platform to Enable Business Solutions Enterprise-Wide Communications and Collaboration

6. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 6 Positioning and Selling Cisco SONA

7. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 7 The Network as the Platform Business Architecture Business AgilityCompany DifferentiationProcess Simplification Technology Architecture ConsolidationVirtualizationAutomation

8. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 8 The Network as the Platform Business Architecture Business AgilityCompany DifferentiationProcess Simplification Technology Architecture ConsolidationVirtualizationAutomation Service Oriented Network Architecture

9. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 9 The Network as the Platform Business Architecture Business AgilityCompany DifferentiationProcess Simplification Technology Architecture ConsolidationVirtualizationAutomation Service Oriented Network Architecture “Cisco ® Service-Oriented Network Architecture (SONA) Is an Architectural Approach to Connect Network Services to Applications to Deliver Business Solutions.”

10. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 10 Cisco SONA—Continuing the Journey Scale Network Bandwidth and Connectivity (Web) Communications + Collaboration on IP (IPC) Radical Change in Software Productivity (SOA) Productivity Challenge: Fusion Goals  Platform consolidation  Layer 3 features at Layer 2 speeds Business Enablement 199419992005 AVVIDCisco SONA Goals  Voice, video, and data integration Goals  Network-aware business solutions  Everything on IP IP Telephony UC, Mobility, AON Cisco ® Catalyst ® 5500 Transformational Technology

11. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 11 The Strategy of Cisco SONA  Develop a deeper understanding of customer’s business challenges and future needs (sales planning)  Become a trusted advisor (first to be called)  Gain greater visibility into the customer’s challenges (offer technical solutions)  Reach broader audiences within the company (up-sell and cross-sell opportunities)  Foster technical and business relationships (bottom-up and top-down selling)  Sell a system, not a product (competitive edge; remove point product comparisons)

12. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 12 Architected Systems Industry Solutions  Connect applications with network services  Increase business agility  Partner and industry solutions  Infrastructure architectures  Technology architectures Unified communications Security Mobility Solutions and Systems RetailFinancial Services Healthcare Products  Interactive services support  Advanced technologies support  Modular flexibility Data Center Campus WAN Branch SecurityMobility Unified Communi- cations Interactive Network Services Business Value Increases with Cisco ® SONA Cisco SONA Brings Business Value Cisco SONACisco SONA

13. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 13  Do lead with a business conversation  Do position Cisco expertise and Technical Advisory Board  Do partner with strategic systems integrators and sell solutions together  Do position Cisco expertise  Do position Cisco thought leadership  Do position products developed and supported by Cisco Positioning and Selling Cisco SONA RetailFinancial Services Healthcare  Do position modularity in Cisco SONA system  Do position integration of Cisco products  Don’t fight product vs. product features Data Center Campus WAN Branch SecurityMobility Unified Communi- cations Interactive Network Services Cisco ® Value Increases with Cisco SONA Position Value of Cisco SONA Architected Systems Industry Solutions Products Cisco SONACisco SONA

14. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 14 Cisco SONA Opens New Conversations Infrastructure Architectures Application Services Technology Architectures Network Services Industry Architectures Cisco SONA Talk to IT Director Talk to NetOps Talk to IT Architect Talk to Applications Director Talk to CIO or Enterprise Architect

15. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 15 Cisco Service-Oriented Network Architecture Lifecycle ServicesSelf-Led Business Solutions Design Advanced Services Cisco SONA Workshop Cisco SONA Customer Experience Lab Advisory Services Reference Framework Cisco Validated Designs Industry Solutions Places in the Network Development Program Partner Ecosystem Systems Integration Applications Development Business Process Management Alignment Plan Prepare Implement Operate Optimize Delivering Business Solutions

16. © 2007 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialC97-432900-00 16