© 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 1 How to Partner with the Primes Emily Martinez Stein Program Manager Global Supplier.

© 2008 Cisco Systems, Inc. All rights reserved. Cisco Public4/24/2008 EMS 1

How to Partner with the Primes

Emily Martinez Stein

Program Manager

Global Supplier Diversity Business Development Manager

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Agenda

About Cisco

Partnering

Reaching Cisco

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Cisco Systems: Worldwide Leader in Networking for the Internet

Cisco Products Power the Internet

Cisco Runs Its Business

on the Internet

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WORK

LIVE

PLAY

LEARN

The Cisco Vision

Networks

Change Everything….

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Company Mission

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Cisco at Work—Corporate Culture

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Supplier Diversity at Cisco

Strategic business solutions

A globally recognized program

Foster relationships and partnerships

Economically empowering our communities

Included in global spend process

Customer Success

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Strategic Spend Management

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Minimum Supplier Requirements

A Certified MBE

Able to deliver solution(s)

Do business online

Able to work within our culture

Proven success record

Ability to scale

A portfolio of customers

Financially stable

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Agenda

Partnering

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Capitalizing on Customer Knowledge A customer subject matter expert needs to

know…Company culture

Company business model

Pinpoint your playground

Product and service offerings

Industry Trends

Identify influential employees and partners

Rules of engagement

Your value

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Partnering Considerations

Business Challenges Solutions Business Benefits

Lack of resources and limited budgets

Not meeting customer needs

Barriers to enter new markets

Not able to compete for large accounts

Capitalizing on shared resources and budgets

Optimize business processes

Deliver value

New product and service offerings

Effectively address customer and partner needs

Provide repeatable successful and profitable customer engagements

Making easier to do business with large corporations

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Engage as Trusted Resource

Facilitate peer-to-peer interaction

Be prepared

for the long term

Know roles and business

Engage solution

resources

Use face-to-face

meetings

Address business

challenges

Provide objective

and comparative

data

Partnering a Profitable Experience

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Agenda

Reaching Cisco

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Become A Cisco SupplierAre You a Potential Diverse Supplier?

Certification:

Women's Business Enterprise National Council (WBENC)

National Minority Supplier Development Council (NMSDC)

Small Business Administration (SBA)

Next Step

Visit out website: www.cisco.com/supplier/diversity

Supplier Diversity email: [email protected]

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