Page 32 - FY18 Advanced Services Strategic Plan

EMEAR plan for growth

AS Financials Growth Strategy

Post-CGEM
w/o CMS FY17A FY18F FY19F FY20F • Alignment with sales in UKI, France, Germany, Sweden, Netherlands, and
Switzerland @ 50% of business
Total Bookings ($M) 376 309 355 408 • Replicate the success recognized in Digitization projects
YoY -18% 15% 15% • Focus on Cloud Advisory Services land and expand
• Capitalize on Services Evolution structure
Normalized YoY * 10% 170,382 195,940 • Focus on people development
• Continue the “Ease of Selling” transformation in motion
Revenue ($M) 284 336 363 390 • Ramping Business Critical Services and DNA
• Work with BDM team on refine strategy and drive execution
YoY 27% 18% 8% 8% • Grow Security Advisory in Germany and Incident Response
• Have an Integrated account plan with Sales including also TS and CMS
COGS ($M) 208 225 236 250
• Cross pollination with GET teams and CGEM accounts to capitalize on
GM ($M) 76 111 126 140 learnings and experiences.
• Working on building a 8% to 10% break-through revenue goal
GM% 27% 33% 35% 36%

Cisco as Trusted Advisor Accelerate Product Operational Efficiency
• Increase Service penetration & capture CGEM • Security: CRT team enablement boot camps • Seeking for efficiencies under
opportunity from global coverage in place and IR focus the One Services program
• Focus on Security Advisory engagements • Software: Developing a specific strategy for DNA • Keep leveraging Ease of Selling
such as Incident Response together with BDM team

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