Agenda*

Tuesday 7 March 2017

Time Topic Room
10:30am – 10:55am Registration and Morning Tea Exhibition Centre Concourse / Melb Room 2 Foyer
11:00am – 11:05am Opening address: Why the MC Gig and Sharing the Drawcard for Your Customers
Tara Ridley, Director Services Sales, Cisco, Australia and New Zealand
You spoke, we listened. Tara Ridley, Director of Services Sales takes you through the differentiator of Partner Insight this year and the many missed opportunities she sees based on the customers she works with every day.
Melbourne Room 2 - Plenary Circle
11:05am – 11:15am The ANZ Partner Arena and Rewarding Partner Success
Jason Brouwers, Managing Director, Partner Business Group, Cisco, Australia and New Zealand
Partner host, Jason Brouwers, shines the light on how the partner landscape is changing across Australia and New Zealand and highlights some of the key successes of our partners.
Melbourne Room 2 - Plenary Circle
11:15am – 11:30am Confessions of a Partner With 2-time Winning UKI Partner of the Year, CAE Technology Services
Justin Harling, Managing Director, CAE Technology Services
Interviewed by Vikki Morris, Regional Manager, Partner Business Group, Cisco, Australia

How did this UKI partner achieve YoY commercial growth together with Cisco and what can your business learn from them? Get the inside scoop on the key investments we've made together and where this partner's focuses have been, allowing them to score and maintain a key position in the UK market.
Melbourne Room 2 - Plenary Circle
11:30am – 11:50am The Blunt Truth About Your Growth and Spotting the Window of Opportunity Before Your Competitor
Jeff Reed, Senior Vice President Enterprise Networks, Cisco
Jeff addresses how you could be missing the growth signals of your customers and how to effectively spot and deliver on the window of opportunity. Find out how Cisco responds to partner and customer needs and what you can do to replicate, both in the short and long term. We'll guide you on where to spend your efforts, enabling growth areas and adapting to inevitable digitisation.
Melbourne Room 2 - Plenary Circle
11:50am – 12:10pm Making It Clear: My 2020 Sales Vision for Partners and Driving Immediate Impact
Chris Dedicoat, Executive Vice President, Worldwide Sales and Field Operations, Cisco
See the anticipated 2020 vision for sales from Cisco's EVP of Worldwide Sales. Chris will take you through Cisco's priorities for its salesforce so we can align and you can drive better experiences and business outcomes for your customers. He'll talk about picking the low-hanging fruit to make immediate sales impact, upskilling your salesforce and what our prime focus areas are for the long-term.
Melbourne Room 2 - Plenary Circle
12:10pm – 12:40pm Changing Up the Partner Game For You. Here's How
Vicki Batka, Managing Director, Partner Organisation, Cisco, Asia Pacific and Japan
Jason Brouwers, Managing Director, Partner Business Group, Cisco, Australia and New Zealand
Wendy Bahr, Senior Vice President, Cisco Global Partner Organisation, Cisco

The key pillars of Cisco's partner organisation from around the world join forces to address your biggest concerns across the region and how some of the global developments for partners and customers can affect Australia and New Zealand. They will shine the spotlight on how we're transforming the Partner Program to help you combat some of your biggest challenges and uncover the resources, programs and people that will shift the way you think about Cisco's partner program.
Melbourne Room 2 - Plenary Circle
12:40pm – 1:00pm Confessions of a Customer:
Richard Armstrong, Head of Managed Network Services, National Australia Bank Limited
Interviewed by Jason Brouwers, Managing Director, Partner Business Group, Cisco, Australia and New Zealand

Hear first-hand what an effective partnership looks like from this customer and get the insights and the do's and don'ts to ensure you continue to play a feature role in the customer buying cycle.
Melbourne Room 2 - Plenary Circle
1:00pm – 1:05pm Morning Close
Tara Ridley, Director Services Sales, Cisco, Australia and New Zealand
Melbourne Room 2 - Plenary Circle
1:05pm – 2:00pm Lunch Melbourne Room 1 & 2 Foyer
2:10pm – 2:30pm Breakout 1 Getting Realistic About Your Digital Network
Rob De Nicolo, Director Enterprise Networking, Cisco, Australia and
New Zealand

Transitioning to a digital network can be simple for some yet a business shifting decision for others. Understand the window of opportunity through real use cases and get our support to change with Cisco at a pace that's realistic for your organisation.
Session repeated at 3:10pm
Melbourne Room 2 - Plenary Circle
Breakout 2 Strategy Session: Adapting Your Business Strategy to the Changing Face of IT
Dave West, Vice President Architectures and Chief Technology Officer, Cisco, Asia Pacific and Japan
What you are missing when developing an effective business strategy and how to choose your focus areas and build on your strengths in the market.
Melbourne Room 2 - Theatre 1
Breakout 3 Customer Adoption and Lifecycle Management Best Practices.
Sanjiv Mahajan, Customer Success Lead, Cisco, Australia and New Zealand
Today, 89% of companies expect to compete mostly on the basis of customer experience, versus 36% four years ago, according to Gartner. Learn how we can enable customers together to realise the maximum lifetime value from Cisco Software and Service solutions.
Melbourne Room 2 - Theatre 3
Breakout 4 Before They Move to Cloud
Rodney Hamill, Director, Data Centre and Cloud, Cisco, Australia and New Zealand
Be more involved and discover more opportunity by seeing the links that exist as your customers move. There is more in play than simply where their data is stored including security and much more.
Session repeated at 3:10pm
Breakout Room 203
Breakout 5 Next-Gen Security Needs an Integrated Approach
Diwakar Dayal, Security Channel Director, Cisco, Asia Pacific, Japan and China
Learn how to integrate security into the cross-architecture conversation so you expand on your value proposition to the customer. 'Next-gen' security shouldn't just mean an advanced world-class security solution for your customer, today, next-gen security means protection is at the heart of everything you and your customer deliver.
Session repeated at 3:40pm
Breakout Room 204
2:30pm – 2:40pm Break
2:40pm – 3:00pm Breakout 1 How on Earth Do I Scale? The Missed Opportunities and Wins For Mid-Market Players
James Smart, Regional Manager, Cisco, Australia and New Zealand
Interviewed by Vickie Madeleine, Business Manager - Distribution, Cisco, Australia and New Zealand
Hear why Cisco commercial partners are in a strong position to make money and achieve growth and how you can with better enablement, incentives and more.
Melbourne Room 2 - Plenary Circle
Breakout 2 The Essential Partner Toolkit
Franz Koppl, Partner Account Manager, Cisco, Australia
On behalf of your very own Cisco Partner Account Managers, our partner expert will give you a clear snapshot of the key partner programs your teams could be leveraging right now to boost customer experience and drive demand.
Session repeated at 3:40pm
Melbourne Room 2 - Theatre 1
Breakout 3 Customers Don’t Buy Like They Used To. A Digital Digest With Cisco's Director of Marketing
Ray Kloss, Director Marketing, Cisco, Australia and New Zealand
Why the digital marketing boom is far from just getting started and how your most successful marketing campaign could be hiding in the data.
Melbourne Room 2 - Theatre 3
Breakout 4 Small and Medium Business and Mid-Market: Are You Missing Out on the Blatant Market Opportunity?
Helena Ng, Sales Business Development Manager, Cisco, Australia and
New Zealand

Maeva Save, Distribution Marketing Manager, Cisco, Australia and New Zealand
New research from Cisco shows 72% of SMB owners and managers in Australia believe their business would benefit from increasing the use of technology to support digitisation. Learn from our volume sales and marketing professionals about the barriers and opportunities in that space plus much more as they take you through our latest findings. Hear them explore key pain points for SMB owners that could be addressed by IT and tech providers like yourself right now to drive profitability.
Session repeated at 3:40pm
Breakout Room 203
Breakout 5 Are You Riding The Wave of Collaboration?
Vaughan Klein, Director Collaboration, Cisco, Australia and New Zealand
It's clear that collaboration technology is accelerating in adoption as your customers' needs evolve. Is your business suited up and ready to ride the wave? Learn how to drive profitability today.
Session repeated at 3:40pm
Breakout Room 204
3:00pm – 3:10pm Break
3:10pm – 3:30pm Breakout 1 The Changing Landscape Within Public Sector and How Your Business Can Capitalise on Key Growth Drivers Like the Digitisation of Government
Myron Stein, Public Sector Operations Director, Cisco, Australia and
New Zealand

Interviewed by Matthew Banks, Partner Account Manager, Cisco, Australia and New Zealand
Melbourne Room 2 - Plenary Circle
Breakout 2 What Can We Learn From The New Zealand Market as Digital Transformation Takes Hold?
Dave Wilson, Country Manager, Cisco, New Zealand
Interviewed by David Dela Cruz, Territory Account Manager, Cisco, New Zealand
Explore some of the key learnings from the New Zealand market. This session could have you leveraging best practices from the region as your customers digitally transform their businesses.
Melbourne Room 2 - Theatre 2
Breakout 3 Before They Move to Cloud
Rodney Hamill, Director, Data Centre and Cloud, Cisco, Australia and New Zealand
Be more involved and discover more opportunity by seeing the links that exist as your customers move. There is more in play than simply where their data is stored including security and much more.
Melbourne Room 2 - Theatre 3
Breakout 4 The Hybrid: The Current and Future State of Data Centre Convergence
Frank Palumbo, Senior Vice President Worldwide Data Centre and Enterprise Networking Sales, Cisco
Explore the key considerations your customers may face when building the modern data centre. Strategise how to integrate your data centre strategy with multiple solutions by assessing the complete tech stack requirements.
Session repeated at 3:40pm
Breakout Room 203
Breakout 5 Getting Realistic About Your Digital Network
Rob De Nicolo, Director Enterprise Networking, Cisco, Australia and
New Zealand

Transitioning to a digital network can be simple for some yet a business shifting decision for others. Understand the window of opportunity through real use cases and get our support to change with Cisco at a pace that's realistic for your organisation.
Breakout Room 204
3:30pm – 3:40pm Break
3:40pm – 4:00pm Breakout 1 Option 2
Next-Gen Security Needs an Integrated approach

Stephen Dane, Managing Director, Global Security Sales Organisation (GSSO), Cisco, Asia Pacific and Japan
Learn how to integrate security into the cross-architecture conversation so you expand on your value proposition to the customer. 'Next-gen' security shouldn't just mean an advanced world-class security solution for your customer, today, next-gen security means protection is at the heart of everything you and your customer deliver.
Melbourne Room 2 - Plenary Circle
Breakout 2 Are You Riding The Wave of Collaboration?
Vaughan Klein, Director Collaboration, Cisco, Australia and New Zealand
It's clear that collaboration technology is accelerating in adoption as your customers' needs evolve. Is your business suited up and ready to ride the wave? Learn how to drive profitability today.
Melbourne Room 2 - Theatre 1
Breakout 3 The Essential Partner Toolkit
Franz Koppl, Partner Account Manager, Cisco, Australia
On behalf of your very own Cisco Partner Account Managers, our partner expert will give you a clear snapshot of the key partner programs your teams could be leveraging right now to boost customer experience and drive demand.
Melbourne Room 2 - Theatre 2
Breakout 4 Small and Medium Business and Mid-Market: Are you missing out on the blatant market opportunity?
Helena Ng, Sales Business Development Manager, Cisco Australia and
New Zealand

Maeva Save, Distribution Marketing Manager, Cisco, Australia and
New Zealand

New research from Cisco shows 72% of SMB owners and managers in Australia believe their business would benefit from increasing the use of technology to support digitisation. Learn from our volume sales and marketing professionals about the barriers and opportunities in that space plus much more as they take you through our latest findings. Hear them explore key pain points for SMB owners that could be addressed by IT and tech providers like yourself right now to drive profitability.
Melbourne Room 2 - Theatre 3
Breakout 5 Advancements in the Enterprise Landscape and How Your Business Can Take Advantage in the Short and Long-Term
Sam Gerner, Director, Enterprise Sales, Cisco
Interviewed by Christine Low, Partner Account Manager, Cisco, Australia and New Zealand
Breakout Room 203
Breakout 6 Option 2
The Hybrid: The Current and Future State of Data Centre Convergence

Frank Palumbo, Senior Vice President, Worldwide Data Centre and Enterprise Networking Sales, Cisco
Explore the key considerations your customers may face when building the modern data centre. Strategise how to integrate your data centre strategy with multiple solutions by assessing the complete tech stack requirements.
Breakout Room 204
4:00pm – 4:20pm Afternoon Tea Melbourne Room 1 & 2 Foyer
4:20pm – 4:55pm #What'sTrending? Kevin Bloch's Predictions for the Technology Market
Kevin Bloch, Chief Technology Officer, Cisco, Australia and New Zealand
As the CTO of Cisco Australia and New Zealand, Kevin Bloch must have his finger on the pulse. Kevin's reading of trends keeps our business growing and evolving. His knowledge can do the same for you.
Melbourne Room 2 - Plenary Circle
4:55pm - 5:10pm Knowing Where to Focus. Ken Boal Takes All the Possible routes Forward in ANZ and Prioritises 3.
Ken Boal, Vice President, Cisco, Australia and New Zealand
The leader in charge of Cisco Australia and New Zealand, Ken shares the 3 opportunities he believes will bring the biggest growth for us all.
Melbourne Room 2 - Plenary Circle
5:10pm - 6:10pm Networking Function Melbourne Room 2

*The Cisco Partner Insight agenda is subject to change

Connect to us:

Top