FY09Q2_RSS_Biz_Impact_slides

8/7/2019 FY09Q2_RSS_Biz_Impact_slides

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© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1

Initiatives Target

Categories

FY09 Targets

(Adopters vs. Non-Adopters)

YTD Results Status

Accelerate Booking Ramp andImprove Loyalty throughOnboarding

Accelerate Goal Attainment

Higher Bookings Performance

Lower Attrition

Attain Goal 1 Qtr faster

5% Increase

20% Decrease

2.4 months faster

13.3% Increase

57.7% Decrease

Revenue Growth through Field andPartner Readiness

Pipeline Growth Following Training


Partner & Field Confidence

20% Increase

10% Increase

15 Points Increase

19.1% Increase

26.1% Increase

15 Points Increase

Scale Customer Interactions withImpact

Customer Interactions


Customer Confidence

20% Increase

10% Increase

25 Points Increase

14% Increase

15.5% Increase

29 Points Increase

Opportunity Value Proposition

By raising adoption across all of our services we expect to see significantbusiness impact as specified by our FY09 targets which show higher performance among adopters vs. non-adopters.

Increased adoption will result in accelerated goal attainment, higher bookings performance, lower attrition and higher confidence

Worldwide Sales EnablementGlobal

READY

SET

SELL




Worldwide Sales Enablement – Global

Ac t ivit y

SELL Close the Deal

READY Build Your Foundation

SET Strengthen Sales Skills

Bo o king s

Q u a lit y




Initiatives Target

Categories

FY09 Targets


YTD Results Status




Lower Attrition


5% Increase

20% Decrease

2.1 months faster

40.3% Increase

52.6% Decrease





20% Increase

10% Increase

15 Points Increase

23.4% Increase

26.1% Increase

15 Points Increase

Scale Customer Interactions with

Impact



Customer Confidence

20% Increase

10% Increase

25 Points Increase

2% Increase

30% Increase

27 Points Increase




Worldwide Sales EnablementUS-Canada

READY

SET

SELL




Worldwide Sales Enablement – US-Canada

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y Lower Attrition

Higher Bookings

$1.0

$1.2

$1.4

$1.6

Millions

Faster Goal Attain

3.0

4.0

5.0

6.0

Month




Initiatives Target

Categories

FY09 Targets


YTD Results Status




Lower Attrition


5% Increase

20% Decrease

2.4 months faster (Global)

13.3% Increase (Global)

57.7% Decrease (Global)





20% Increase

10% Increase

15 Points Increase



5 Points Increase


Impact



Customer Confidence

20% Increase

10% Increase

25 Points Increase

6% Increase


14 Points Increase




Worldwide Sales EnablementJapan

READY

SET

SELL




Worldwide Sales Enablement – Japan

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y


http://slidepdf.com/reader/full/fy09q2rssbizimpactslides 7/19© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

Initiatives Target

Categories

FY09 Targets


YTD Results Status




Lower Attrition


5% Increase

20% Decrease

2.4 months faster (Global)







20% Increase

10% Increase

15 Points Increase



15 Points Increase (Global)


Impact



Customer Confidence

20% Increase

10% Increase

25 Points Increase

27% Increase


17 Points Increase




Worldwide Sales EnablementChannels

READY

SET

SELL



Worldwide Sales Enablement – Channels

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y



Initiatives Target

Categories

FY09 Targets


YTD Results Status




Lower Attrition


5% Increase

20% Decrease

1.7 months faster







20% Increase

10% Increase

15 Points Increase



8 Points Increase


Impact



Customer Confidence

20% Increase

10% Increase

25 Points Increase

64% Increase


23 Points Increase




Worldwide Sales EnablementAsiaPac

READY

SET

SELL



Worldwide Sales Enablement – AsiaPac

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y



Initiatives Target

Categories

FY09 Targets


YTD Results Status




Lower Attrition


5% Increase

20% Decrease

0.82 months faster







20% Increase

10% Increase

15 Points Increase

19.1% Increase

26.1% Increase

17 Points Increase


Impact



Customer Confidence

20% Increase

10% Increase

25 Points Increase

16% Increase


33 Points Increase




Worldwide Sales EnablementEuropean Markets

READY

SET

SELL



Worldwide Sales Enablement – European Markets

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y





Worldwide Sales Enablement – Emerging Markets

Ac t ivit y

SELL Close the Deal



Bo o king s

Q u a lit y



BACKUP



Sell Customer Interactions without MCI

Above chart shows Sell Customer Interactions without including MultipleCustomer Interactions (MCI) for EBC/CBC as MCI data not recorded for Q1FY08



Explanation Note (1)

Ready – Goal Attainment

Goal Attainment measures the amount time to reach individual sales goals of adopters and non-adopters of theReady training programs. Both adopters and non-adopters’ goal attainment periods are shown in comparison tohighlight the difference. The metric is reported monthly with a unit in months. Each monthly measure is done byaveraging the previous 12-month rolling window. The data source of attainment is Eclipse.

Read – Bookings Lift

Ready Bookings Lift measures the impact on bookings by the Ready training programs. The metric is reportedmonthly with a unit of % increase of bookings of adopters from non-adopters. Each monthly measure is done byaveraging the previous 12-month rolling window. The data source of bookings is Eclipse.

Ready –Attrition

Attrition measures the % difference in sales employee attrition between adopters and non-adopters of the Readytraining programs. Both adopters and non-adopters’ attrition rates are shown in comparison to highlight thedifference. Each monthly measure is done by averaging the previous 12-month rolling window. The data source of attrition is HRODS.



Explanation Note (2)

Set – Pipeline

Pipeline Lift measures the impact on pipeline by the Set training programs. The metric is reported monthly with a unitof % increase of pipeline of adopters from non-adopters. Each monthly measure is done by averaging the previous12-month rolling window. The data source of Pipeline is BREES with inputs from OMF and SFDC.

The Adopter Pipeline is the sum of the actual pipelines of both adopters and non-adopters. The Non-adopter Pipelineis the sum of the “baseline” pipelines of both adopters and non-adopters.

Set – Bookings Lift

Set Bookings Lift measures the impact on bookings by the Set training programs. The metric is reported monthly witha unit of % increase of bookings of adopters from non-adopters. Each monthly measure is done by averaging theprevious 12-month rolling window. The data source of bookings is Eclipse.

Set – Partner & Field Confidence

Set Partner & Field Confidence measures the difference in the confidence of Cisco Field and Partners of Set trainingprograms before and after the trainings in a particular quarter. After the completion of each of the Set trainings,participants are asked about their confidence before and after the trainings. The differences of all the Set trainingsare averaged to arrive at the WW or theater measurements for that quarter. The Partner & Field Confidence data

sources are various survey tools (TES, eLustro, MOSES, EBMS, LABMAN, eQuip, etc).For Q2FY09, only Quick Start trainings done by Cisco Sales are surveyed and used for the Partner & Field

Confidence as SMS survey data are not available. There are also no survey responses assigned to the Channelsorganization.



Explanation Note (3) Sell – Customer Interaction Increase

Sell Customer Interaction Increase measures Year-to-date (YTD) % increase in the # of customer interactions relative to the sameperiod in the prior year. The metric is reported quarterly with a unit of % difference. Each quarterly measure is done by taking the %increase of customer interactions from the beginning of the fiscal year (YTD). The Customer Interaction Increase data sources areEBMS, LABMAN, eQuip, LABVIEW, and Proposal Express.

WBP, CD, DLP, PE, and SEL program customer interactions are used, although not all theaters include the same programs in thecalculations (ie some do not include demo center, demo remote, or SP). Sell Customer Interaction results should NOT be used for direct comparison with individual program interaction results.

For WBP programs (EBC, CBC, Virtual Briefing), customer interaction definition changed in FY09 to include Multiple Customer Interactions (MCI) in addition to # of individual customers interacted. However MCI data were not recorded for FY08Q1, so preciseyear-over-year comparison is difficult.

Channels results are also included in the theater results, so the data are not double counted in the Global results.

Sell – BookingsSell Bookings Lift measures the impact on bookings by the Sell training programs. The metric is reported monthly with a unit of %

increase of bookings of adopters from non-adopters. Each monthly measure is done by averaging the previous 12-month rollingwindow. The data source of bookings is Eclipse.

Adopters and non-adopters are considered to be the top and bottom quartiles of the target population. The Adopter Bookings is thesum of the actual bookings of both adopters and non-adopters. The Non-adopter bookings is the sum of the “baseline” bookings of both adopters and non-adopters.

Sell – Customer Confidence IncreaseSell Customer Confidence Increase measures % increase in customer confidence after a customer interaction relative to the customer

confidence prior to a customer interaction. The metric is reported quarterly with a unit of % difference (cf. trend lines for pre and postconfidence). The Customer Interaction Increase data sources are custom applications such as EBMS, LABMAN, eQuip, LABVIEW,and Proposal Express.

Channels results are also included in the theater results, so the data are not double counted in the Global results

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FY09Q2_RSS_Biz_Impact_slides