How to Engage with Cisco’s Global Security Sales Organization · How to Engage with Cisco’s Global Security Sales Organization. Agenda Relationships Capability Sustainability

Frank DeCicco

Americas Security Channel Leader

Comstor EDGE

How to Engage with Cisco’s Global Security Sales Organization

Agenda

Relationships

Capability

Sustainability

1

2

3

Security Account

Manager (SAM)

Acquisition

Teams

Partner Account

Manager (PAM)

Partner

Development

Manager (PDM)

Account Manager (AM)

Investing in Trusted Relationships

Building Capability Around Beachheads

• Retroactive Inspection

• Market Size & Growth

• Protect Everywhere

• Deployment Options

• Endpoint Protection

Advanced Malware

Protection (AMP)

• NGFW (2013)

• Growing Faster than

Competition

• Feature enhancements

(June 2016)

Next Generation

Firewall

• Harness power of the

Network Infrastructure

• Sensor & Enforcer

• NetFlow

Network As A Sensor

& Enforcer

• Cloud-based Protection

• 90%+ Attacks

• 2 of Fortune 5

• 65M Residential Users

• Talos

Open DNS

Consulting Services

Professional Services

Managed Services

Partner Value Add in Security Services

Cisco Advanced Services

Cisco Will Pay Partners to Complete Training!

Fire JumperProgram

4 Competencies

Content Threat

• ESAEmail Security Appliance

• WSAWeb Security Appliance

• CWSCloud Web Security

Malware Control

• AMPAdvanced Malware Protection

• Threat Grid

• CTDCyber Threat Defense

Network Threat

• ASAAdaptive Security Appliance

• NGFWNext Gen Firewall

• NGIPSNext Gen Intrusion Prevention

Secure Access & Mobility

• ISEIdentity Services Engine

• AnyConnect

https://communities.cisco.com/docs/DOC-55046

Sustainability

Customer

Demand

Generation

Incentives

Based on

Partner Value Add

Higher

Profitability

Proof of Value (POVs)

• Retroactive Inspection

• Market Size & Growth

• Protect Everywhere

• Deployment Options

• Endpoint Protection

Advanced Malware

Protection (AMP)

• NGFW (2013)

• Growing Faster than

Competition

• Feature enhancements

(June 2016)

Next Generation

Firewall

• Cloud-based Protection

• 90%+ Attacks

• 2 of Fortune 5

• 65M Residential Users

• Talos

Open DNS

• FREE POVs for

OpenDNS

• Cisco Assessment

Program (AMP &

NGFW)

• 85-90%

Conversion Rates

into Opportunities

Incentives Based on Your Investment

Security Ignite

Additional Upfront Discount

TIP

OIP

Migrate their install base to:

• Upgrade an existing network

• Ensure outdated products

stay off the grey market

Migration

Partners are encouraged

by Cisco to work together

on Cisco-led accounts

TIP = Teaming

Incentive for focusing

your practice on Security

VIP = Value Incentive

Cisco rewards partners

for bringing in new

business

OIP = Hunting

Resources -- https://communities.cisco.com/docs/DOC-67534

• Follow the Partner Security Community/Mailers (Below): Link

• Download this Sales Accelerator: Link

• 5 Minute Overview: Link

• Voice of the AM - Cisco Security Solutions: Link

• Overview Poster – Link --(keep at your desk/cube)

• Safe Architecture: Link

• Technical Series: (For SE’s)

• Architecture Fundamentals: Link

• Voice of the Engineer (VoE): Link

• Tech Talks: Link

• Voice of the Architect (VoA): Link

Partner Mailers Opt-InSecurity-Federal: http://cisco.cvent.com/Security-Federal

Security-Central: http://cisco.cvent.com/Security-Central

Security-East: http://cisco.cvent.com/Security-East

Security-West: http://cisco.cvent.com/Security-West

Security-South: http://cisco.cvent.com/Security-South

Frank DeCicco

949-823-6402 (o)

949-579-0415 (c)

[email protected]

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OpenDNS

Partner Development Team

Channel Director

Eric Berkman

(503) 598-6460

[email protected]

Global Channel Engineering

Jason Gael

(831) 431-0461

[email protected]

Central Channel SE

Marc Dorn

(206) 696-3341

[email protected]

Channel Operations Manager

Michelle Ong(415) 344-3173

[email protected]

West PDM

Heath Birkendahl(408) [email protected]

Central PDM

Mark Thornberry

(224) 723-0613

[email protected]

East PDM

Lisa Farmer

(770) 331-9433

[email protected]

National PDM

(Dimension Data, Presidio, WWT)

Julie Wix

(919) 604-0641

[email protected]

East Channel SE

Thomas Wood(404) [email protected]

West Channel SE

TBH

Global Marketing Manager

Tasha Reasor(208) [email protected]

© 2014 Lancope, Inc. All rights reserved.

North American Channel Org

16

Chris Sullivan

[email protected]

+1 412 237 6289

Bart Adams – [email protected]

+1 310 291 5131

Todd Hyde CSE

Chicago thru Seattle/[email protected]

+1 509 995 4183

Mark Belcher – [email protected]

+1 303 588 9396

Ken Daniels CSE

soCal, TX, [email protected]

+1 602 741 2113

Jeff Edwards –South

[email protected]

+1 919 710 9694

Michael Moriarta

CSE – [email protected]

+1 814 777 7416

Byron Mulhall – [email protected]

+1 703 981 3613

Kurt Eckert

CSE – [email protected]

+1 617 686 6682

© 2014 Lancope, Inc. All rights reserved.