Page 61 - FY18 Advanced Services Strategic Plan

IoT plan for growth

AS Financials Growth Strategy

FY’17 FY’18 FY’19 FY’20 Strategy centered around 3 Core Principles
Actual Plan Plan Plan • Foundation
• Earn trusted advisor status, scale the core business, drive automation
Total Bookings $M 39.4 100 182 375 and optimization
Bookings Y/Y 14% 154% 82% 106% • Goal: $100M total bookings in FY18
Revenue $M 30 67
• Accelerate
Revenue Y/Y 9% 125% • Develop edge computing based services, accelerate market penetration by
Gross Margin $ (6.3) 23.3 scaling win – win partnerships, drive software economics in delivery
Gross Margin % -21% 35% • Transform
• Execute inorganic through project David & Goliath, implement data services
business model

Cisco as Trusted Advisor Accelerate Product Operational Efficiency

• Compelling portfolio of market-relevant digitization • Align with Kinetic Brand to leverage broad • Build pricing models that capture 20-30% of the
solutions in four key verticals sales motions perceived customer value
• Establish ownership and playbook for cross- • Continue shift to subscription/managed services • Drive down costs and improve margins
technology delivery of solutions enabling customer • Leverage Security to pull cross-Practice by moving to repeatable solutions
digitization journeys capabilities (e.g., network, cloud, SVS)
• Productize microservices and data services
through software business model & economics

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