TECHNOLOGY AND PROGRAM BREAKOUT SESSION ABSTRACTS

Systems Integrators/ Alliances/ VAR Sessions

TEC-101: Business Voice and Business Voice Applications—the Cisco Partner Value Proposition in an Evolving IP Communications Market
Because of popular demand, Cisco is increasing its IP Communications coverage with two breakout sessions. The first IP Communications session will focus on business voice, including Cisco IP Communications systems products, such as Cisco CallManager, Cisco CallManager Express for call processing, Cisco Unity® Voice Mail, Cisco Unified Mail for messaging, and Cisco IPCC Express for core contact center support. In this session, Cisco will discuss sales issues, what Cisco is doing to increase profitability, and real-life examples of how to sell, use, and implement business voice.

The second Cisco IP Communications session on business voice applications elevates the discussion to the next level. Customers want Cisco to address the requirements they have for improving productivity, solving business problems, and using systems to increase their competitive value. Cisco will cover both enterprise and commercial business voice systems and the applications that create unique customer value.

TEC-102: Partner Growth with Cisco Security Products
This session will introduce the Cisco Self-Defending Network Phase 2, which focuses on converting point products into a fully integrated "end-to-end" solution. This presentation will appeal to partners because of its focus on new opportunities for profitability and customer acquisition based on enhanced product sets from Cisco. Emphasis will be placed on building solutions that prevent malicious code outbreaks, distributed denial-of-service attacks, and information theft with new Cisco technologies and partner services.

TEC-103: Storage Networking and the Data Center Opportunity
Storage networking applications continue to migrate into customers' data centers. This session will address the revenue-producing opportunities presented to Cisco partners through the integration of various networking applications in the data center. In this session, Cisco will address three main areas:

• How you can utilize Cisco's high growth in storage revenue and services opportunities presented to VARs
• Plans for the development of the Cisco storage VAR network
• Strategic direction of Cisco storage solutions

Discussions in this session will include the Cisco new pricing strategy in the fabric switch market, revenue opportunities for Cisco VAR partners through the Cisco Clear Advantage program, Cisco Storage Networking Certification, and the associated enhanced profitability opportunities presented to VAR partners.

TEC-104: The Path to Profitable Network Deployments with Cisco Optical Solutions
Cisco's objectives for this session include focusing on real sales examples, what Cisco is doing to increase its profitability in the optical technology field, and how to sell, implement, and provision optical networking solutions. This optical strategy session focuses on:

• Evolving trends in the optical market
• Understanding optical as an important infrastructure technology
• How the optical portfolio integrates with other Cisco products
• How to utilize this knowledge to increase profit potential

In this session, you will learn how the Cisco optical solutions portfolio can help increase your competitiveness in the market. Cisco will discuss optical market evolution and its optical value proposition. You will also be introduced to Cisco's optical product line components. Views from both the enterprise and service provider perspectives will be presented, as well as top implementation examples and optical application best practices. Tools and resources, such as Cisco's optical configurators, software planning tools, and optical certifications, will also be discussed.

TEC-105: Wireless Networking—Freedom, Flexibility, and Funds
The ongoing growth in the wireless networking market creates opportunities for Cisco channel partners to develop new revenue opportunities. Traditional wireless networking applications in industries such as retail and education have been successful, and wireless networking is also gaining broader adoption in healthcare, transportation, manufacturing, the carpeted office,as well as the outdoor metropolitan environment.

In this session, Cisco will examine the various market opportunities and describe the value of an integrated wireless solution from Cisco. Cisco will also explore the value-added opportunities for partners and provide an example of a wireless specialized partner success story. Selling tips, tools, and programs to help improve your success in this fast growing market will also be addressed.

TEC-106: Accelerating New Routing and Switching Opportunities:
Increasing Network Upgrades in Your Enterprise and Small and Medium-Sized Business (SMB) Accounts This session begins with a discussion of the primary customer technical and business requirements that are responsible for significant network upgrades and an evolution of the customer's network. Cisco will discuss how to sell financial decision makers on the business case for investing in new and advanced networks. Building from this, we will cover important channel programs and incentives designed to help increase your profitability and migrate your customers to more powerful solutions.

TEC- 107: The Linksys Opportunity—Solutions for the Small Office and Small Business
Small-business networking is one of the fastest growing market segments. In this session, you will gain a better understanding of the Linksys wireless technology vision, and how Linksys is making it easier for small businesses to get networked. You will also learn about the full range of business solutions that Linksys provides, along with its "go-to-market" strategy, and partner programs. Please join us for this inaugural Linksys breakout session at the Cisco Partner Summit 2005.

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Market Segment Sessions

MS-101: Intelligent Retail Networks
This retail session will communicate how the intelligent retail network makes it easier for you to demonstrate how technology from Cisco can help retailers create a competitive advantage. The session will focus on solutions and technologies that are of greatest relevance to retailers. Cisco will highlight the Business Ready Data Center (BRDC), IP Communications, Radio Frequency ID (RFID), and mobility solutions and show how these solutions can help improve productivity, enable business continuity, and enable retailers to better manage their costs.

The session will also focus on the solutions and tools that Cisco has developed to help partners accelerate their time to market and increase their customer intimacy in retail. Cisco will give you a look at how its market-focused approach and work with ecosystem partners has helped it differentiate itself from retail competitors. Airdefense, a Cisco security technology partner, will participate in the session as an example of how collaborating with technology partners can help create a differentiated solution that meets specific industry needs and identify and develop new business opportunities.

MS-102: Education for All—Growing Demand for Technology in the Education Market
Globally, the education market is in transition, embracing technology to help improve student performance and administrative efficiency. Cisco products, programs, and solutions can help positively impact student performance, while also increasing the productivity of schools and administrators. Cisco partners have experienced success in selling these solutions to the education market.

In this session, Cisco Scottish partner NTL will discuss its $9.5 million content distribution deployment to 3000 schools. Joining NTL will be members of the Scottish Board of Education. Take advantage of this opportunity to hear how Cisco solutions are changing the field of education and how you can use this knowledge to help grow your business.

MS-103: Financial Services Solutions
The financial services industry will spend nearly $200 billion on IT in 2005 according to IDC. Additionally, the consulting group Financial Insights sites "rebuilding IT infrastructure to support business processes" as the top strategic initiative for global banking in 2005. Information and messaging technologies will dynamically increase content access to staff and customers through front and middle-office systems. This session will focus on the networking solutions and IT business opportunities in the banking, insurance, and financial markets industry. Cisco will discuss its available programs and solutions that can help you maximize success and increase profitability in this growing vertical market.

MS-104: Cisco Connected Government Solutions—Cisco's Partner Value
The Cisco Connected Government Solutions session will focus on four primary markets: federal (central) government, local and state (municipal) government, public safety, and transportation. Cisco will discuss the growing market opportunity and how it can partner with you to create unique value propositions to help grow your business while also meeting the productivity and return-on-investment (ROI) needs of Cisco's government customers. This session will focus on global, real-life customer and partner examples where Cisco and its partners have captured and accelerated services and networking revenue growth. Cisco will clearly articulate how to demonstrate the relevance of its core network solutions and advanced technologies to support new applications, business processes, and incremental services revenues for Cisco partners. This session will also introduce you to Cisco Connected Government solutions, a set of secure, responsive, resilient solutions that connect citizens, employees, governments, and suppliers for the purpose of helping to improve safety, increase service effectiveness, and stimulate economic development. Finally, Cisco will summarize its programs and tools that help partners and Cisco work together more effectively in the government market.

MS-105: Healthcare Solutions—Cisco Medical-Grade Networks
Industry analysts estimate that IT spending for the healthcare provider market will increase from US$28 billion worldwide in 2004 to $34 billion by 2007. This presents a tremendous opportunity for Cisco and its partners.

In this session, Cisco will discuss how growth in IT spending can translate into Cisco network sales with the Cisco Medical-Grade Network, a standard for defining your customer's optimal healthcare network. Cisco will explain how the core attributes of a Cisco Medical-Grade Network (resiliency, protection, responsiveness, and interactivity) provide the essential infrastructure needed to deploy the industry's most crucial solutions and applications. You will also learn how the Cisco Medical-Grade Network infrastructure can increase your sales today and in the future. Finally, this session will include an in-depth discussion of the Cisco Medical Messenger deployment at Boston Medical Center. Learn how this IPC-based solution can allow your organization to secure $1 million to $2 million or more in network deals.

MS-106: Transforming Manufacturers through Cisco Intelligent Networked Manufacturing
Capitalize on the manufacturing industry's $200 million partner revenue opportunity. This unique industry is restructuring itself for business—by reducing lead times and delivering better customer value—to compete in the global market. This session will focus on Cisco Intelligent Networked Manufacturing, a robust suite of collaborative solutions that integrate information and processes that span the entire manufacturing workflow. In this session, Cisco will discuss:

• Challenges for today's manufacturer and how to speak to factory and supply chain and logistics decision makers
• How extending the network to the supply chain and into the factory can help transform businesses into more collaborative, visible, flexible, and customer-centric organizations
• How you can leverage application vendors, such as Rockwell Automation in the factory, SAP for supply-chain, and OSIsoft in the data center
• How to increase new business opportunities and solidify customer relationships in the automotive, industrial, oil and gas, high-tech, consumer packaged goods, and pharmaceutical industries

MS-107: Service Provider Partner Update
For the first time, Cisco is offering a session dedicated to the service provider partners attending the Cisco Partner Summit. Hosted by Nigel Williams, Vice President of Service Provider Channels, this two-hour session will be applicable to all service providers from all theatres. It will focus on four main items: (1) Cisco's view of the global service provider market; (2) Growth opportunities for service provider channels; (3) End customer requirements for managed network services and other service provider engagements; and, (4) How Cisco Customer Advocacy is helping to make it easier for service providers to work with Cisco. Please join Cisco for an open discussion and exchange of ideas with Cisco experts.

MS-108: Growing Your SMB Business with Cisco
Cisco CEO John Chambers considers the SMB and commercial marketplace as the fastest growing customer segments of the networking market in 2005. SMBs' growing demand for secure networks and communication applications that increase productivity and competitive advantage is influencing their adoption of high-value networks. This session will address the following:

• Cisco's strategic initiatives and how they can help accelerate your growth in the SMB market
• Segmentation strategies that can help you focus your sales and marketing efforts on prospects and customers most likely to purchase Cisco solutions
• New product and service offerings targeting the SMB customer
• Cisco global marketing campaigns and resources that you can use to support your local marketing campaigns
• Available partner demonstration options, including the Cisco Network on Wheels (NOW) Van, the Cisco Commercial Customer Showcase, and new portable demo kits available specifically for partner use.

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Customer Solution Sessions

CSS-101: Cisco's Remote Operations Services—How Partners Can Participate
Accelerated revenues and high customer satisfaction for advanced technologies, such as IP Communications, are now easier for Cisco partners to achieve. With the addition of its remote operations services (ROS) through the NetSolve acquisition, Cisco partners will revolutionize the way operations or "day 2" services for advanced technologies are delivered and rapidly adopted in the market.

In this session, Cisco will outline the ROS offering and go-to-market strategy. This presentation includes a background of the NetSolve acquisition, an understanding of the market need for operations services, a discussion of the go-to-market models available to partners, an overview of partner benefits, and an introduction to the long-term vision for these services.

CSS- 102: Helping Enable Partners for a Changing Marketplace
As Cisco shifts from products to systems to solutions, the needs of its customers are continuing to grow and change. To realize the full potential of Cisco integrated products and advanced technologies, customers require an end-to-end services solution, or lifecycle services. In this session, Cisco will describe the customer advocacy channel strategy aimed at helping partners deliver lifecycle services and grow a profitable services business. This strategy includes: new services programs, partner change management, partner enablement programs that address the technical and business needs of partners, and the metrics that Cisco will use to measure success.

CSS-103: Worldwide Channel Programs—Including the New Solution Incentive Program
Business solutions are critical to creating incremental budget and increasing the relevance of networking to an organization. This session will cover the newest incentive program from Cisco Systems—the Cisco Solution Incentive Program (SIP)—which is an important part of the company's strategy for helping to increase partner profitability. Cisco SIP provides partners with the opportunity to submit their unique solutions for qualification and receive rewards for transactions that include these solutions. The session will also provide an update on the Cisco Channel Program (including certifications and specializations) and other Cisco incentive programs, such as the Cisco Value Incentive Program (VIP), the Cisco Opportunity Incentive Program (OIP), and the Cisco Technology Migration Program (TMP).

CSS-104: Grow Your Business with Cisco Capital
Interested in finding new ways to grow your business and maximize cash flow? Join host David Rogan, President of Cisco Systems Capital, to find out about Cisco's new Easy Lease Process, tools, and resources - designed to better support your business. During this session, Cisco will discuss its new @oncefinance Tool, which allows you to process customer credit approvals in as little as two hours. Learn how you can also use other Cisco Capital programs to increase your profitability by providing attractive financing options to your customers while maximizing your working capital.

The following are just a few of the programs you will hear about in this session:

• Progress Payments - Accelerate receivables on long term projects.
• Inventory Finance Program - Extend your Cisco terms from net 30 days up to net 60 or 90 days.
• Cisco Authorized Refurbished Equipment Program - Drive incremental sales with price-sensitive customers.