Page 21 - FY18 Advanced Services Strategic Plan

Americas plan for growth

AS Financials Growth Strategy
FY’17 FY’18 FY’19 FY’20 • Grow sales and adoption of Business Critical Services
Actual Plan Fcst Fcst • Position end to end Security solutions, leveraging Incident Response
Total Bookings 1101 1211 1332 1465 and ATA for beach head “Land and Expand”
• Capitalize on customer migrations to next-generation network, data center
Bookings Y/Y 15% 10% 10% 10% and cloud capabilities
Net Revenue 1055 1226 1348 1483 • Align with GES Segmentation for Transformational accounts; Joint Sales Plays
Revenue Y/Y 6% 10% 10% 10% across Sales and BD organizations
• Empower Partners to leverage AS for growth within the Partners’
Gross Margin $ 374 429 472 519 services business
Gross Margin % 35% 35% 35% 35%

Cisco as Trusted Advisor Accelerate Product Operational Efficiency

• Business Outcomes: Align services to customer • ACI/DNA: Opportunity for Solution-based selling • Ease of Selling: Streamlined scalable processes
business objectives in pre-sales positioning, and to drive next-gen Core Networking services with greater transparency to ensure faster turn
post-sales value communications and product around and higher quality selling deliverables
• Solutions Focus: Translate customer • Sales Plays: Align Services to GES and Latin • Sales Enablement: Business Development and
challenges/ideas into Cisco solutions America Sales Plays Sales Training effectively delivered and aligned
• Business Critical Services: Position and deliver • Security: Incident Response; Advanced Threat to the Americas business priorities
using new framework which measures success Analytics help drive NGFW and next-gen • Revenue Forecast Accuracy: Accurately forecast
against customer business priorities Core Network AS Service revenue via standard global process
• Partners: Empower Partners to leverage • LDOS: Enable LDOS Opportunities for to achieve quarterly commit
and engage product and services through outcome based
value propositions

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