Country Enablement: Russia - Cisco - Global Home Page€¦ · 7/7/2011 · Cisco Confidential Country Enablement Russia Partner Forum 1 Revaz Khetaguri, CE Russia Lead Russia Country

© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1 Country Enablement Russia Partner Forum

Revaz Khetaguri,

CE Russia Lead Russia

Country Enablement: Russia

Welcome!

Moscow Russia

07 July 2011


Our priorities – Paul Betsis

Country Enablement – Allen Hsu

Local Business update – Mikhail

Kristev

Marketing support for RVPN –

Mikhail Kristev

Current project status – Revaz

Khetaguri

Next Steps – Revaz Khetaguri

Agenda


Paul Betsis

GM, Russia Sales


Our Priorities

Moscow Russia

07 July 2011


Long Term Strategic Country Priorities

Russia 3.0

Innovations

Networking

Academies Skolkovo Local

Manuf.

Local

Buy-Sell DDU/DDP,

Decryption

Source

Code

Inspection

Business

Operations

Country Enablement team

Imp

ort

co

mp

lian

ce


Allen Hsu

CE Lead for Emerging


Moscow Russia

07 July 2011

Country Enablement


Implementation of the new selling company will help capitalize on the tremendous opportunity in the country.

Mid- to Long-Term Benefits

Bring new business models and other Cisco acquisition offerings to the marketplace

Access to broader product portfolio through local manufacturing

Short-Term Benefits

Better access to Cisco products and services

Reduced delivery lead time

Local trade

Competitive prices for STB achieved through local manufacturing capabilities

Russia Business Strategy What are the Benefits to Cisco’s Partners?


Russia Enablement Primary Elements

• Select products to be manufactured in Russia to support the local market

Establish Local

Manufacturing

• Support the purchase and sale of locally manufactured products

• Selling services locally

Enable Local Product &

Services Sales


Team Support Local Russia Team

Legal Finance

Accounting

Sales & Services Finance

Tax & Customs

Cisco Services

Sales

Sales Operations

Channels

Logistics Customer Operations


Mikhail Kristev

Director, Channels


Moscow Russia

07 July 2011

Local Business Update & Marketing Support


Business Drivers: Local Manufacturing and Buy-Sell

Customs

Duties

Business Drivers What Are We Doing to Address this Concern Products

Trusted Vendor Status

Local Mfg, Russian crypto and Source code

inspection achieve the status of “trusted

platform”

RVPN

Trusted platform is targeted Governmental

account and Account with critical infrastructures

for the purposes of managing Confidential data

(new market)

Customs Duties

Key is to reduce EU price to win the market

Set Top Boxes

Local manufacturing will reduce duties from 20%

to 10%

Incoming regulation is expected to reduce duties

to zero


Limited Products:

Russian VPN Blade (RVPN)

Set Top Boxes (STB)

Maintaining route-to-market: Distribution and 1-tier model

RVPN: Through Distribution

All other products: All Channels (excluding Direct)

Russia LLC Scope and Local Manufacturing Roadmap


Marketing support

1. RVPN Roadshow – 11 городов (Москва, Владивосток, Ханты-Мансийск, Красноярск, Самара, Санкт-Петербург, Тюмень, Омск, Краснодар, Казань, Челябинск)

2. Презентация в рамках IronPort Roadshow – 5 городов (Москва, СПб, Хабаровск, Казань и Новосибирск)

3. Продвижение модуля на

• Russian CSO Summit (Москва),

• CISO Forum (Москва),

• IT & Security Forum (Казань), Инфофорум (Москва),

• Cisco Security Day (Москва),

• IDC IT Security Roadshow (Москва),

• клубе ИТ-директоров (Нижний Новгород),

• CiscoExpo Learning Club (Москва),

• FastLane Exchange (СПб),

• конференции «Информационная безопасность банков» (Магнитогорск),

• СвязьЭкспокоме (Москва)


Marketing support

4. Печатные материалы

5. Выпуск роликов на YouTube

6. Продвижение в социальных медиа (ВКонтакте, Facebook, SlideShare и т.д.)

7. Создание минисайта www.cisco.ru/go/rvpn

8. Активный PR

9. Баннер на главной странице сайта

http://www.cisco.ru/go/rvpn










Revaz Khetaguri,

CE Russia Lead Russia


Current Project Status & Next Steps

Moscow Russia

07 July 2011


Current Status

1. Handbook for partners prepared

2. Local Contracts are discussed with partners:

• meeting on June 1st

• meeting on July 7th

3. Training for partners is under preparation


Cisco Russia LLC Channel Partner Handbook

Objective: To provide Partners with a guide of operational changes related to doing business with Cisco Russia LLC.

– Handbook is organized around key tasks that a Partner will perform to purchase from Russia LLC.

– Provides information regarding key changes, actions required, step-by-step procedures for managing changes, and sources for additional support where available.

Key Focus Areas

1. Product Availability.

2. Price List.

3. Quoting

4. Ordering

5. Order Status

6. Submitting Payments

7. Order Pick-Up

8. Order Changes, Cancellations, & Returns

9. Service Contract Management.


Documents

Country Enablement: Russia - Cisco - Global Home Page€¦ · 7/7/2011 · Cisco Confidential Country Enablement Russia Partner Forum 1 Revaz Khetaguri, CE Russia Lead Russia Country