APJ Partner Connection 2017 March 6-9, 2017

14 Pages·2017·0.63 MB·English

APJ Partner Connection 2017
March 6-9, 2017 | Melbourne, Australia

Agenda

Monday, March 6, 2017 Updated: 7 March 2017
Time Activity Location
3:30 pm – 6:30 pm Arrivals & Registration Crown Metropol Melbourne, Lobby Level

1:00 pm – 5:00 pm Executive 1:1 Meetings Crown Conference Centre, Level 1
M3, M4, M5, M7, M8, M9, M10
5:00 pm onwards Open Evening -

Tuesday, March 7, 2017
Time Activity Location
8:00 am – 8:45 am Executive 1:1 Meetings Crown Conference Centre, Level 1
M2, M3, M4
9:00 am – 12:15 pm General Session Crown Conference Centre, Promenade Room,
Level 1
9:00 am – 9:45 am Partnering for Full Speed Crown Conference Centre, Promenade Room,
Irving Tan, President, Asia Pacific and Japan Level 1
Vicki Batka, Managing Director, Partner Organisation, Asia Pacific and Japan

Full Speed in the Digital Age
Irving Tan, President, Cisco APJ will talk about how, working together, Cisco and our
partners are uniquely positioned to capture new customer opportunities and accelerate
joint growth in the digital age.

Partnering for Full Speed
Vicki Batka, Managing Director, Partner Organisation, Asia Pacific and Japan will outline the
opportunities in the APJ region and how Cisco needs to work with Partner, tweak our methodology
and adopt a holistic approach to capture these opportunities. She will also touch on the go-to-market
priorities for the rest of the fiscal year and how Cisco and Partners will do so via the 5 Routes to
Profitability. In addition, Vicki will also introduce the 3Ps, discuss the APJ Partner Program Structure
and introduce APJ partners to Cisco Start and the opportunity that awaits them with Small and
Medium enterprises across the Asia Pacific and Japan region.

9:45 am – 10:15 am The Digital Enterprise Crown Conference Centre, Promenade Room,
Ruma Balasubramanian, Vice President, Enterprise Business and Digital Transformation Level 1
Asia Pacific and Japan

Enterprises are under pressure to digitize, but how do they get started? Ruma Balasubramanian,
VP of Enterprise Business & Digital Transformation in Asia Pacific & Japan, outlines how Cisco tackles
digitization for customers, together with partners, with an industry-focused approach that places
digital Business Outcomes front and center. This session includes a panel whereby Cisco customers
share their own journey to digitizing their business.

10:15 am – 10:45 am Break Crown Conference Centre, Promenade Foyer,
Level 1
10:45 am – 11:15 am Innovation at Full Speed with Cisco’s Architectures Crown Conference Centre, Promenade Room,
Dave West, Vice President, Cisco Architectures & Chief Technology Officer, Asia Pacific and Japan Level 1

Cisco is the only company providing an end-to-end technology platform through its architectures, and
that’s key differentiation for Cisco and its partners. As we build greater integration between them
and expand our business to software and services, we create greater value for our customers to
digitize, and greater value for our partners to sell. We are innovating very fast, and together with our
partners we must execute at full speed as well, levering Cisco’s integrated platform and its key digital
capabilities - analytics, automation and pervasive security.

11:15 am – 11:45 am Accelerate Customer Transformation by Partnering with Pure Storage Crown Conference Centre, Promenade Room,
Vaughn Stewart, Vice President of Technology, Pure Storage Level 1

Attend this session to find out why Pure Storage, the only 100% channel and fastest growing storage
company in the history of technology, wants to be your #1 storage partner. Find out how our
FlashStack solution with Cisco combined with our Evergreen business model helps your customers
achieve 50% TCO reductions, 30% performance gains, and better business outcomes.
Learn how our channel partners worldwide have helped our customers like Mercedes Petronas
Racing, Nielsen Research, KordaMentha, Catholic Church Insurance, and Bethanie, create new
analytics and new revenue streams, all while saving customers money while being profitable
themselves with some of the most lucrative 'stacked' channel partner benefits in the industry.
11:45 am – 12:15 pm Redefining the Data Centre for a Hybrid Cloud, Business Centric Future – The Cisco and Crown Conference Centre, Promenade Room,
Veeam difference! Level 1
Don Williams, Vice President for ANZ, Veeam Software
Nathan Steiner, Head of Systems Engineering, ANZ, Veeam Software

In this session we provide an introduction and touchpoint to the senior management Veeam team
within APJ. Also, a look at Veeams vision, strategy and capabilities alongside the 3 most profitable
competitor differentiating Cisco and Veeam solution sets that can be leveraged by our joint partners
today.

12:15 pm – 1:30 pm Lunch Crown Promenade, MESH, Ground Floor

1:30 pm – 5:00 pm General Session Crown Conference Centre, Promenade Room,
Level 1
1:30 pm – 2:00 pm Increase Your Profitable Growth with DNA Crown Conference Centre, Promenade Room,
Jeff Reed, Senior Vice President, Enterprise Networks Level 1

Cisco In this session you will learn how to move at “full speed” with your customers on their digital
journey with Cisco DNA. You will hear about the new tools and offers designed to help you capitalize
on network transformation for digital, and accelerate software adoption. We will share our roadmap
and strategy, highlight our solutions, and talk about new promotions in our portfolio that enable you
to win across all markets, with expanded reach into small to medium businesses. We have the
innovation and solutions to capture this market transition. It’s our time, join us!

Key Takeaways:
• Find out how you can capture the digital transformation opportunity with a software-driven
strategy
• Understand the new DNA offers and programs created to help accelerate your profitable growth
• Learn how to win across all markets with expanded reach into small to medium business

2:00 pm –2:30 pm Take Your Customers on a Digital Journey with Data Center & Cloud from Cisco. ASAP. Crown Conference Centre, Promenade Room,
Frank Palumbo, Senior Vice President, Global Data Center/Virtualization & Enterprise Networking Level 1
Sales

Understand Cisco’s vision of next gen data center and hybrid cloud. Frank Palumbo will outline our
data center strategy to deliver a policy-driven, integrated infrastructure to extend application policy,
security and analytics across public and private cloud networks and data centers. Cisco’s architectural
approach ties analytics, simplicity, automation, and protection (ASAP) together with a consistent
policy across the hybrid-cloud, and provides you with leading data center networking, security,
converged/hyperconverged Infrastructures and SDN solutions that you can take to your customers
today.
Key Take-aways:
• Provide compelling value proposition for Cisco’s DC Architecture that you can share with customers
• Understand link between public and private cloud and how to monetize a hybrid approach with
Cisco
• Learn how latest Cisco innovations can drive profitable growth and new sales to customers

2:30 pm – 3:00 pm Cisco Security – Your Growth and Profitability Engine Crown Conference Centre, Promenade Room,
Dave Justice, Vice President, Global Security Sales Organization Level 1

The digital evolution is the biggest disruptor in the history of the security industry. With the global
cybercrime economy estimated at more than $500B a year, no organization is immune to the
relentless attacks targeting valuable data and intellectual property. The opportunity for partners is
massive. Join us to understand why Cisco’s strategy of delivering best of breed products through an
integrated security architecture provides you a competitive edge no vendor can match. Together we
are uniquely positioned to deliver the effective security necessary to securely run and grow our
customers’ businesses. Let’s talk about the key solutions that help you leverage Cisco’s architectural
advantage to grow and accelerate your business. (ADDED PERIOD)

3:00 pm – 3:30 pm Break Crown Conference Centre, Promenade Foyer,
Level 1
3:30 pm – 4:00 pm Profiting From Continuous Collaboration Crown Conference Centre, Promenade Room,
Darryl McKinnon, Managing Director, Collaboration Sales, Asia Pacific and Japan Level 1

Productivity is not a one-time event. It happens when people exchange ideas, share content,
collaborate together over time and over many interactions.
Cisco makes collaboration simple. Join this session to learn how the Cisco Collaboration portfolio
including Cisco Spark can enable dispersed team to have a richer, more collaborative meeting
experience through one continuous work stream. And how Collaboration can enable you to be the
trusted advisor to your customers.

4:00 pm – 4:45 pm Panel Discussion Crown Conference Centre, Promenade Room,
Dave West, Vice President, Cisco Architectures & Chief Technology Officer, Asia Pacific and Japan Level 1
Vicki Batka, Managing Director, Partner Organisation, Asia Pacific and Japan
Darryl McKinnon, Managing Director, Collaboration Sales, Asia Pacific and Japan
Courtney Dodds, Managing Director, Data Center Sales, Asia Pacific and Japan

4:45 pm – 5:00 pm Wrap Up Crown Conference Centre, Promenade Room,
Host: Clarence Barboza Level 1
5:30 pm – 7:00 pm Cisco Live! Welcome Reception – World of Solutions Melbourne Convention & Exhibition Centre
(MCEC)

Wednesday, March 8, 2017
Time Activity Location
8:00 am – 10:00 am Executive 1:1 Meetings Crown Metropol, The Office, Level 3
Crown Conference Centre, M11, Level 1
9:00 am – 10:00 am Ecosystem Partner Connections Crown Conference Centre, M12 & M13,
Level 1
Digital Transformation is now. Customers want to transform with agility and speed. Please join us and
hear how to lead this digital era with your current and future customers. At this event, you will hear from
Independent Software Vendors who have digital solutions and want to partner with you to accelerate
business opportunities.
By attending the Ecosystem Partner Connections Event, you can connect with Ecosystem ISVs that can help
increase your portfolio offers, customer base and revenue opportunities. You will also hear from Denny
Trevett, Vice President of Worldwide Partner Sales, who will share Cisco’s strategy in Digital
Transformation.

10:30 am – 11:45 am Cisco Live! Opening Keynote Melbourne Convention & Exhibition Centre
(MCEC)
12:00 pm – 1:30 pm Lunch Crown Promenade, MESH, Ground Floor
12:00 pm – 1:30 pm Innovation Lounge Crown Conference Centre, Pre-Function
Area, Level 2
1:30 pm – 3:00 pm Architectures Breakout Crown Conference Centre, Conference
Hall 1,2,3, Level 2
M12 & 13, Level 1
1:30 pm – 3:00 pm Collaboration Breakout Crown Conference Centre, Conference
Darryl McKinnon, Managing Director, Collaboration Sales, Asia Pacific and Japan Hall 1, Level 2
Steve Vials, Head of Market Development & Digital Experiences, Collaboration Sales, APJ
Gary Wolfson, Head of Global Collaboration Partner Organization
Paul Petterson, Head of Telepresence & Video Sales, APJC
Deborah Wong, Regional Manager, Collaboration Channel, Partner Organization, APJ

Collaboration Reimagined.
Agile business is the future.
Agile organizations learn and respond rapidly through an open flow of information, encouraging
experimentation, learning on an interactive basis and organizing as a network of employees,
customers, and partners motivated by shared purpose.

Being agile is about making the best decisions with the right tools, with the right partners. Cisco
provides new levels of collaboration to deliver significant results, which will enable your customers,
to become innovative, efficient, more competitive and profitable. It also allows you, our valued
partners to have meaningful conversations with line of Business Executives and become a trusted
advisor.

In this session you will see how Cisco is transforming the Workforce, Meetings and Teams
experience, and truly understand the difference between an Agile and Traditional organisations.

1:30 pm – 3:00 pm Data Center Breakout Crown Conference Centre, Conferene
Cynthia Johnson, Global Vice President, Server Sales and Data Center Solutions Hall 2, Level 2
Jeremy Foster, Director, Global Data Center Sales, UCS
Dave Robbins, Regional Manager, Data Center Sales, Asia Pacific and Japan

ASAP DC Unlocked: Innovation, Customer Value and Monetization Opportunities with Cisco Data
Center Portfolio
This session will focus on the new areas of the DC portfolio that will help you drive big revenue in
growing markets like HyperConvergence, Big Data, and the emergence of fully-automated
Data Centre networking. We will also review the latest enhancements to Cisco’s UCS compute, Nexus,
Tetration and software portfolio.

Throughout the session, we will also explore how these innovations might come together with your
expertise to create new business models, improve the productivity of your delivery teams and
ultimately help you grow your business profitability.

The goal is to review the new solutions at a business level, why they matter to your customers and
how to help your sales teams seize the hybrid cloud opportunity.

1:30 pm – 3:00 pm Enterprise Networking Breakout Crown Conference Centre, Conference
Jeff Reed, Senior Vice President, Enterprise Networks Hall 3, Level 2
Greg Dorai, Vice President, Product Management and Strategy, Enterprise Infrastructure and
Solutions Group

Profitable Growth with Cisco DNA
This breakout session will deepen your understanding of Cisco DNA, examining the drivers and
elements required of a modern digital network that is programmable, open and secure. Technology
solutions for automation, security and analytics will be discussed with use cases explaining their
application. This session will provide an overview of Cisco’s 5-phase roadmap toward a self-driving
network and what that means for you and how to prepare for the future. It will cover the offers and
potential profitability scenarios partners can expect to see with Cisco DNA.

Growing Opportunities with Cisco DNA for Mobility
In this session, we will explore how DNA for Mobility drives value for our customers and partners
through Faster Innovation, Reduced Cost & Complexity, and Higher Compliance & Lower Risk.
We will focus on the new innovations of our wireless platforms, including the applications and
services they enable, that are critical to digital businesses as wireless increasingly becomes the
primary access and mission critical. Learn how our partner community is differentiating themselves
with Cisco’s Wave 2 AP platforms, CMX location-based services and analytics, Apple partnership,
and wireless security solutions that help grow wallet-share and increase competitive differentiation.

1:30 pm – 3:00 pm Security Breakout Crown Conference Centre, M12 & M13,
Stephen Dane, Managing Director, Global Security Sales Organization, Asia Pacific and Japan Level 1
Kerry Singleton, Cisco Stealthwatch APJC Sales Manager
Tim Snow, Solutions Architect, Security, Asia Pacific

Accelerating Digital Transformation
Digital Transformation means transforming how you improve workplace experiences, how we deliver
enhanced services to our customers, and how we shorten our planning cycles to go to market faster.
It also transforms how we utilize new technology to enable our businesses to grow and prosper.
Cisco Systems is uniquely positioned to deliver the platform and tools that enables businesses to
securely grow to take advantage of Digital Transformation.

Convergence of Network and Security: The Keys to the Cisco Kingdom
Sometimes the answers come from within.
No one does it like Cisco the one real source of truth is the network.
Customers can leverage what they already own with the network and security layer i.e. Network As
A Sensor (NaaS).
Within this presentation we will identify the market opportunity for partner in APJ and the call to
action.

Protecting Your Digital Journey with Next Generation Security and proactive threat Defense
The Age of Digital delivers new business models to enable richer customer and employee experiences.
It also delivers new challenges daily as Cyber criminals remain persistent in developing new and
innovative ways to compromise vulnerable resources. This requires a strategically focused approach
to defeating these threats and protecting Digital growth. This session will dive into critical security
issues faced today, then articulate a new, architectural approach to protecting digital innovation.

3:00 pm – 3:30 pm Break Crown Conference Centre, Pre-Function
Area, Level 2
3:00 pm – 3:30 pm Innovation Lounge Crown Conference Centre, Pre-Function
Area, Level 2
3:30 pm – 4:45 pm Sponsors Breakout Crown Conference Centre, Conference
Hall 2, 3, Level 2
3:30 pm – 4:00 pm Intel Breakout Crown Conference Centre, Conference
Brad Haczynski, Managing Director, Cisco Global Account Team, Intel Corp Hall 2, Level 2

New Intel Datacenter technologies – real benefits driving Digital Transformation
The world is rapidly changing to a digital business model in every industry across the globe. Intel will
share the concept of the digital vortex that is driving the rapid acceleration of business
transformation and how Intel’s underlying datacenter technologies will help customers create real
business outcomes in the future.

3:30 pm – 4:00 pm Nimble Breakout Crown Conference Centre, Conference
Mark Lazarus, CTO, Nimble Storage, Asia Pacific and Japan Hall 3, Level 2
Sam J. Svitenko, Senior Director, WW Channel Strategy

The Nimble Predictive Flash Platform—A Unique Opportunity for Partners
Nimble Storage is the leader in predictive flash infrastructure. Any slow-down that occurs across the
infrastructure stack (storage, networks, servers and software infrastructure) causes an “app-data”
gap that disrupts data delivery and slows down business. Nimble offers a predictive flash platform
that closes the “app data gap,” giving you the fastest, most reliable access to data. Predictive
analytics combined with flash storage radically simplify IT operations in your data center and in the
cloud. More than 10,000 customers across 50 countries rely on Nimble to power their businesses. In
this session, you will learn how selling Nimble solutions can provide rapid growth and increased
profitability for your business practice.

4:15 pm – 4:45 pm IBM Breakout Crown Conference Centre, Conference
Eric Herzog, Vice President, Product Marketing and Management, IBM Storage Systems and Hall 2, Level 2
Software Defined Infrastructure

Introducing VersaStack for Hybrid Cloud
VersaStack for Hybrid Cloud delivers a converged infrastructure solution with a hybrid cloud
management layer that enables orchestration, deployment, management, and migration of
applications across data center, public cloud, and private cloud environments. The solution delivers
easy-to-consume hybrid cloud deployments for use cases such as:
- Moving applications and data to the cloud
- Choosing the best deployment options for a wide variety of enterprise IT workloads
- Tracking and managing copies, for end-to-end data management
- Freeing up resources in the data center for new generation applications and cognitive workloads
4:15 pm – 4:45 pm NetApp Breakout Crown Conference Centre, Conference
Rick Scurfield, President, Asia Pacific Hall 3, Level 2

Discover FlexPod NOW
Accelerate your business with FlexPod All Flash, leading converged infrastructure from Cisco and
NetApp. Join us and learn about the latest FlexPod innovations, discover how by selling FlexPod Now
can help drive new incremental opportunities and revenue for you.
Be sure to join us for a chance to win a two nights luxury hotel stay in Asia!

6:00 pm – 7:30 pm Cisco Live! Networking Reception – World of Solutions Melbourne Convention & Exhibition Centre
(MCEC)

Thursday, March 9, 2017
Time Activity Location
8:00 am – 10:00 am Executive 1:1 Meetings Crown Metropol, The Office, Level 3

8:30 am – 10:30 am Distribution Roundtable* Crown Conference Centre, M11, Level 1
(*By Invitation Only)
9:30 am – 1:30 pm Cisco Live! World of Solutions Melbourne Convention & Exhibition Centre
(MCEC)
11:00 am – 12:00 pm Cisco Live! Technology Keynote Melbourne Convention & Exhibition Centre
(MCEC)
12:00 pm – 1:30 pm Lunch Crown Promenade, MESH, Ground Floor
12:00 pm – 1:30 pm Innovation Lounge Crown Conference Centre, Pre-Function
Area, Level 2
1:30 pm – 3:00 pm Architectures Breakout Crown Conference Centre, Conference
Hall 1,2,3, Level 2
M12 & 13, Level 1
1:30 pm – 3:00 pm Collaboration Breakout Crown Conference Centre, Conference
Darryl McKinnon, Managing Director, Collaboration Sales, Asia Pacific and Japan Hall 1, Level 2
Steve Vials, Head of Market Development & Digital Experiences, Collaboration Sales, APJ
Gary Wolfson, Head of Global Collaboration Partner Organization
Paul Petterson, Head of Telepresence & Video Sales, APJC
Deborah Wong, Regional Manager, Collaboration Channel, Partner Organization, APJ
Collaboration Reimagined.
Agile business is the future.
Agile organizations learn and respond rapidly through an open flow of information, encouraging
experimentation, learning on an interactive basis and organizing as a network of employees,
customers, and partners motivated by shared purpose.

Being agile is about making the best decisions with the right tools, with the right partners. Cisco
provides new levels of collaboration to deliver significant results, which will enable your customers,
to become innovative, efficient, more competitive and profitable. It also allows you, our valued
partners to have meaningful conversations with line of Business Executives and become a trusted
advisor.

In this session you will see how Cisco is transforming the Workforce, Meetings and Teams
experience, and truly understand the difference between an Agile and Traditional organisations.

1:30 pm – 3:00 pm Data Center Breakout Crown Conference Centre, Conferene
Cynthia Johnson, Global Vice President, Server Sales and Data Center Solutions Hall 2, Level 2
Jeremy Foster, Director, Global Data Center Sales, UCS
Dave Robbins, Regional Manager, Data Center Sales, Asia Pacific and Japan

ASAP DC Unlocked: Innovation, Customer Value and Monetization Opportunities with Cisco Data
Center Portfolio
This session will focus on the new areas of the DC portfolio that will help you drive big revenue in
growing markets like HyperConvergence, Big Data, and the emergence of fully-automated
Data Centre networking. We will also review the latest enhancements to Cisco’s UCS compute, Nexus,
Tetration and software portfolio.

Throughout the session, we will also explore how these innovations might come together with your
expertise to create new business models, improve the productivity of your delivery teams and
ultimately help you grow your business profitability.

The goal is to review the new solutions at a business level, why they matter to your customers and
how to help your sales teams seize the hybrid cloud opportunity.

1:30 pm – 3:00 pm Enterprise Networking Breakout Crown Conference Centre, Conference
Jeff Reed, Senior Vice President, Enterprise Networks Hall 3, Level 2
Greg Dorai, Vice President, Product Management and Strategy, Enterprise Infrastructure and
Solutions Group

Profitable Growth with Cisco DNA