Cisco Developer Network
Executive Business Discussion
Marcello Scippa, Manager, CDN Program Office
Bert Parayno, Communications, CDN Program Office
Denny Trevett, Director Sales Strategy
Rick Tywoniak, Voice Technologies, Business Development
July 10th, 2011
Agenda
 3:00 Welcome – Marcello
 3.05 CDN Update – Marcello
 3.15 Marketplace Demo, Lead
Generation and Call to Action for
Technology Partners
 3.35 AppHQ Demo and Feedback
- Rick
 4.00 Marketing Update, PMC
Demo, Joint Marketing discussion
 4.20 Open Discussion - Marcello
Cisco Developer Network
Open Developer Community
• 78 Open SDKs, interfaces
• 16 Technology Categories
• 62K+ Members, Cisco SMEs
• developer.cisco.com
Marketplace & AppHQ Developer Program
• Marketing & Sales Platform
• AppHQ launching with Cius
• No Co-marketing
• $99 Annual Fee Waived
• marketplace.cisco.com
Technology Partner Program
• 570 Companies
• 800+ Interoperable Products
• Three-tiered Program
• Annual Fee
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Cisco Confidential
• Incremental Requirements, Benefits
• Technical, Marketing Enablement
• Marketplace Presence
• developer.cisco.com/web/partner
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What is Cisco Developer Network?
For Customers
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Source of highly secure, validated enterpriseclass apps, products, services, and solutions
For Technology Partners and Developers
Developer tools, resources, and go-to-market
programs – the quickest path from development
to revenue
For Cisco and Channel Partners
Deliver compelling end-to-end business solutions
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Cisco Confidential
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Foundations of a Developer Program
Developer Program
Technical
Enablement
Marketing
Enablement
Sales
Enablement
Driving successful relationships by supporting
the full life-cycle activity of technology partners
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Accelerating Development
Accelerate Time-to-Market*
Cisco Developer Community
Technical Support
Interoperability Labs
Developer Kits & Materials
Expert Support Engineers
Virtual easy access globally
Self service support
Global with localized staff
Test planning services
Blogs, wikis, forums
Allocated support cases
Flexible pricing model
* Varies by tier
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Broaden your reach
Leverage Cisco Brand*
Developer Logos
Solutions Catalog
Leverage Cisco brand
Promote relationship
Meet customer demands
for interoperability
Marketing Tools
Reach Cisco Field,
Channel & Customers
Partner website links
Press release templates
Rich search capability
Virtual storefront for
collaboration & leads
Collateral templates
* Varies by tier
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Increase your revenue
Drive Revenue*
Cisco Events
GTM Programs
Field Engagement
Showcase at Cisco Live
Solution Plus Program
Trade show collaboration
Industry Solution Partner
Network (SIP)
Local events
Adhoc – focus moving
forward
* Varies by tier
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Reducing costs & enhancing
productivity
Increase Operational Efficiencies*
Discount Purchase Program
70 % discount off list of
Cisco gear for dev & test
Significant annual savings
Relationship Management
Systems & Tools
Business & GTM planning
Easy online application
Connection to Cisco Sales
Access to PRM tool for self
update of account info
Deal registration to show
value to Cisco
Maximize joint customer
opportunities
* Varies by tier
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Cisco Confidential
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Cisco Developer Network Marketplace
Marketplace Demo,
Lead Generation,
Discussion
What does the Cisco Field and our
Resale partners think about the
Marketplace?
Cisco’s Opportunity to accelerate growth with
Technology Partners and Developers
Providing Relevance
Selling outside of IT
Becoming the Trusted Advisor
Creating Stickiness
in Our Customers
Protecting your install base
now and into the future
Building your Pipeline
660+
Technology
Partners &
Developers
with 1100+
Products
Cisco Developer Network Ecosystem
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Creating opportunities for you
Accelerating upgrades
Accelerating Business
Transformation
Creating budgets
Expanding deals and bookings
Increase close rates
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Why Aren’t You Leveraging this Ecosystem?
Cisco Resale Partner and Field Perspective
There are
1100+ CDN
products
today. Really?
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How do I find
the products
that will help
me make
money?
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Cisco Confidential
How do I
engage with
these
developers?
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“Marketplace” Feedback (Field & Resellers)
 “This is a bloody relief.” – London RM
• “Hats off to Cisco for going down this path.”
 “Apps provide the sizzle. Now Cisco can
flex our muscles in this space.” -AM
• “Finally, one centralized place to understand
 “This will help me build my strategic
account plan.” – Enterprise AM
 “The ‘Market Place’ differentiates Cius in
the enterprise.”
 “This will help us get out of the layer 2
and layer 3 discussions in our accounts
,and be more relevant to our customers.”
 “This is VERY MUCH ALIGNED WITH
OUR STRATEGY. We’ve been talking
about fixing this for 10 years. You’re
beginning to crack the code!”
 “Driving adoption & awareness is critical.”
 “The future of Cisco is very much aligned
with what we are talking about today.”
 “Keep it simple. Cisco makes things too
complicated.
This looks
simple… easy,
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© 2010 Cisco and/or its affiliates. All rights reserved.
all of the value that we can provide to our
customers.”
• “This should get your PSSs selling solutions,
not just iron. This will help your partners.”
• “Brilliant on Cisco’s part. Great strategy.
The culture of Cisco sales must change (to
sell solutions). This will help.”
• “This makes too much sense… Great idea”
• “We need to plug our cloud offerings into
this.”
• “We (Cisco) need this to get to where we
want to go.”
• When asked if we will see more competition
and channel conflict: “We will have more
channel conflict, because we all will have
more opportunity! This is good.”
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Demo
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Top Follow-up Question from CDN
Forum at Cisco Live London:
“How much do I have to pay to show
up as a Top Selling or Most Popular
product in the Marketplace?”
Vendor Lead Flow and Monetization
Example from “Vendor A”
And browse product details
Customer searches
Marketplace
Vendor engages with
Customer on opportunity
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Vendor registers
deal as closed
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Request info
This triggers
revenue share
Vendor Sales
Closed Deals results
in prioritization
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Marketplace Call To Action
JUL
CONTENT READINESS
New
Marketing Assets
New
• Screen shots
• YouTube videos
for business and technical
decision makers
• Brochures
• At-a-Glance
• Presentations
• Case Studies
Rich Content
• Data Sheets
• White Papers
• Q&A
• Bulletins
• Product images
• Logos
Content Refresh
• Company Info
• Product Info
• Contact Info
• Support Info
Look for email with next steps, webinar invite, and more details
AUG
CONTENT MIGRATION, UPLOAD, REVIEW
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1. Accept Agreement
3. Review Profile
2. Upload Assets
4. Publish & Promote
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Cisco Developer Network Marketplace
AppHQ Demo and
Feedback Session
AppHQ Demo
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© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Cisco Developer Network Marketing
Marketing Update
Partner Marketing
Central Demo Joint
Marketing Discussion
Introducing Partner Marketing Central
Powerful Co-marketing Resource for CDN Partners
Create
Promote
Get Results
[Available Now or Coming in [MONTH YEAR]]
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What is Partner Marketing Central
Free self-service campaigns
One-stop-shop
Pay-to-play marketing services
Emails
Flyers
Postcards
Events
Emails Metrics
[tbd]
[tbd]
Event Registration
Customizable
Trackable
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Why Partner Marketing Central
Wizard-based
Templates
Creative
Assets
Email Blasts
Event Setup
Save Time
Save Money
Free
Asset Creation
Reporting
Cisco Messaging
Cisco Imagery
Cisco Branding
Your Value Prop
Stay on Message
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Partner Marketing Central
DEMO
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Get Started or Stay Tuned
[Testimonials]
[Call to Action]
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Joint Marketing Funds
Justification and Prioritization
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Help us justify and prioritize:
Joint Marketing Funds Request
1. Templates to customize your sales materials with the Cisco messaging?
2. A service to help you build your own success stories (video or doc)?
3. More Cisco PR to drive Customers and Channels to the “Market Place”?
4. Additional opportunities to participate in other Cisco events (e.g. local,
events with Cisco & Resellers in AM, and Customers in PM)?
5. Assistance in creating and managing your own Virtual and Live Events?
6. Social Media Assessments & Consulting to enhance your Marketing?
Everyone vote for 2 Items!
Find me later if you can help show a return on JMF!
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Thank you.
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4:15 Developer Forum 2011 Town Hall
Marcello Scippa, Manager, CDN Program Office
Bert Parayno, Communications, CDN Program Office
Denny Trevett, Director Sales Strategy
Rick Tywoniak, Voice Technologies, Business Development
July 10th, 2011
Agenda
 Welcome and Introductions
 Technical Enablement
Emailed Questions
Open Floor
 Marketing & Sales Enablement
Emailed Questions
Open Floor
 What’s Working, What’s Not
Successes
Where Can We Be Better?
 Continue Conversation During Happy Hour
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Marcello Scippa | Manager, CDN Program Office
• Portal
• Support
• IVT
• Developer Enablement
• Top Shelf Coffee
• Haute Couture
Rick Tywoniak | Senior Manager, VTG Business Development
• Business Development
• Relationship Management
• Marketplace & AppHQ
• Extreme Weight Training
• Cycling
• Cal Basketball
Denny Trevett | Director, Sales Strategy & Planning, WW Sales
• Channels
• Cisco Field
• Partner Go-to-Market
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• Boston Bruins Hockey
Cisco Confidential
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Emailed Questions
[Question]
[Question]
[Question]
[Question]
[Question]
[Question]
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