The document summarizes Express Data's "Unlock Cisco Security" program which aimed to increase awareness and sales of Cisco's security products among partners. Key achievements included 49% year-over-year growth in security sales among targeted partners, a AUD$1 million quote pipeline, and various training and enablement activities for partners including security workshops and a proof of concept program. The ongoing program appears to have successfully helped partners unlock opportunities with Cisco's security portfolio.

1.
Program
Review

2.
2
Overview
Cisco’s
renewed
focus
on
the
Security
product
portfolio
coinciding
with
the
launch
of
the
Next
Generation
ASA-­‐X
Firewalls
and
refreshed
content
security
products
led
to
Express
Data
developing
the
Unlock
Cisco
Security
program
led
by
Corrine
Li,
Express
Data’s
dedicated
Cisco
Security
Product
Specialist.
The
program
aimed
to
identify
migration
and
competitive
displacement
opportunities
within
partner’s
end-­‐customers
whilst
increasing
general
awareness
of
the
Cisco
security
product
portfolio
providing
sales
and
enablement
resources
leveraged
by
partner’s
internally
and
in
their
customer
conversations.
The
program,
launched
September
2013,
targeted
forty
new
and
existing
Cisco
Security
partner’s,
taking
them
on
an
awareness,
enablement
and
transacting
journey
designed
to
drive
the
development
of
leads
and
generate
a
sales
pipeline
for
Cisco
Security.
Whilst
the
campaign
is
ongoing,
key
achievements
to
date
include:
-­‐ 49%
YOY
growth
amongst
targeted
partners
for
Cisco
Security.
-­‐ AUD$1mil
current
quote
pipeline
of
Security
products.
-­‐ 27
unique
partner
sales
and
technical
team
training
sessions
(face-­‐to-­‐face
&
remote)
-­‐ Launch
of
an
exclusive
Security
Proof
of
Concept
and
Try
&
Buy
program,
with
9
participating
so
far.
-­‐ Resulting
in
increased
awareness
and
knowledge
of
Cisco
Security
portfolio
and
market
opportunities
available.
We
welcome
your
review
of
the
following
highlights
and
key
achievements
from
the
program
and
hope
they
provide
a
comprehensive
overview
of
how
Express
Data
has
helped
Unlock
Cisco
Security.
Regards,
James
Bright
Cisco
Marketing
Manager
Express
Data.
Corrine
Li
Cisco
Security
Product
Specialist
Express
Data.

3.
3

4.
4
Unlock Cisco Security
Program
Activity
Review
Q1
FY14
September
2013:
Unlock
Cisco
Security
Program
Commences
-­‐ Corrine
Li
is
appointed
Express
Data’
Cisco
Security
Product
Specialist
October
2013:
Launch
of
Express
Data
Unlock
Cisco
Security
program
and
road-­‐show
-­‐ Presented
by
Cisco
Security
Product
Specialists
to
the
targeted
security
partners
in
each
state.
36
partners
attended.
-­‐ Please
refer
to
attached
program
summary
for
full
details
on
the
Unlock
Cisco
Security
Program.
Q2
FY14
November
2013:
Cisco
&
Express
Data
joint
security
target
partner
selection.
-­‐ 40
security
targets
from
5
cities
identified
November
2013:
Launch
of
1st
Security
Targeted
Growth
Campaign.
-­‐ $10k
worth
of
incentives
awarded
to
top
3
performing
partners
achieving
greatest
growth
on
baseline
target
within
the
period:
01/11/13
to
28/02/14
(4
months).
-­‐ 76
security
partners
participated
across
the
country.
Transacting
partners
up
7.5%
revenue
growth
over
the
same
period
last
year
with
an
increase
in
quote
pipeline.
-­‐ Partner
support
provided
to
help
partners
achieve
results
included
customisable
end
user
eDMs,
POC
demo
kit
and
ASA-­‐X
Try
&
Buy
program,
Customised
Firewall
migration
reports,
face-­‐to-­‐face
and
virtual
training
sessions,
sales
support
provided
by
Corrine
li
and
Express
Data
Cisco
BDM’s.
-­‐ Please
refer
to
attached
document
for
details
on
the
eDM
sent
to
participating
partners
November
2013:
Two
day
ASA-­‐X
NGFW
Hands-­‐on
Partner
Workshop
at
Express
Data.
-­‐ 12
partner
attendees
invited
for
exclusive
training
delivered
by
Cisco
training
partner,
Global
Knowledge.
December
2013:
Launch
of
Firewall
migration
program.
-­‐ Firewall
migration
email
campaign
sent
to
148
partners
with
43
Responses.
-­‐ Followed
up
with
reports
and
supplemented
with
Firewall
Migration
eDM,
POC
&
Try
&
Buy
eDM,
leveraged
by
10+
Partners
to
generate
300+
leads.
-­‐ Sales
of
57
ASA-­‐X
Firewalls
have
been
achieved
to
date.
December
2013:
Launch
of
Proof
of
Concept
program.
-­‐ Provide
Next
Generation
Firewall
ASA-­‐X
&
Content
Security
demo
kits
with
Lab
guide
for
partner
demonstration
-­‐ Supplemented
with
Proof
of
Concept
end
user
eDM

5.
5
January
2014:
Next
Generation
ASA-­‐X
Firewall
products
Partner
WebEx
Presentation.
-­‐ Delivered
online
by
Corrine
Li
to
16
partner
representatives.
Q3
FY14
February
2014:
Launch
of
dedicated
Cisco
Security
lead
generation
marketing
support.
-­‐ $2k
marketing
funds
offered
to
18
partners
executed
by
Express
Data
and
Cisco
MConcierge
resources.
Currently
executing
7
partner
lead
gen
activities.
-­‐ Partners
submitted
a
Cisco
Security
lead
generation
proposal
for
how
they
would
use
funds
to
generate
opportunities
and
sales
for
Cisco
Security
within
their
customer
base.
-­‐ Partner
lead
gen
activities
have
included
the
purchase
of
Dunn
&
Bradstreet
industry
customer
lists,
telesales
and
events.
Partners
have
also
leveraged
Express
Data
customised
Cisco
security
collateral
to
communicate
to
their
customers
as
part
of
lead
gen
activities.
March
2014:
QLD
Cisco
Security
Morning
Tea.
-­‐ Content
security
demonstration
and
sales
training
for
selected
partners
delivered
by
the
Cisco
QLD
Security
Team.
March
2014:
Launch
of
ASA-­‐X
Try
&
Buy
Program.
-­‐ Cisco
ASA-­‐5512X
Next
Gen
Firewall
in
stock
and
promoted
with
Try
&
Buy
offer
to
end-­‐users
and
communicated
to
partners
with
customisable
eDM
collateral
created
by
Express
Data.
April
2014:
Launch
of
2nd
Security
Targeted
Growth
Campaign
–
Partner
Appreciation
Evening.
-­‐ Top
performing
partners
between
April
7th
to
June
27th
,
2014,
invited
to
attend
an
exclusive
security
briefing
at
the
Cisco
North
Sydney
CBC
and
dinner
at
Tetsuya’s
restaurant.
-­‐ Partner’s
selected
demonstrated
commitment
to
the
Unlock
Security
program,
achieved
revenue
growth
and
participated
in
various
lead
gen
activities
during
the
period.
-­‐ Targeted
partner
growth
up
49%
YOY
overall
with
15
winners
selected
to
attend.
April
2014:
Express
Security
Specialisation
(ESS)
Partner
WebEx
presentation
-­‐ Delivered
online
by
Corrine
Li
to
15
partner
representatives.

6.
6
Q4
FY14
May
2014:
Cisco
Inner
Circle
Roadshow.
-­‐ Express
Data
featured
the
Unlock
Cisco
Security
Stand
to
partners
attending
the
Cisco
led
roadshow
in
each
state.
-­‐ Demonstrations
of
the
Cisco
Next
Gen
ASA-­‐
X
appliances
were
presented
by
Corrine
Li
and
hardcopies
of
the
program
with
supporting
collateral
placed
in
partner
show
bags.
-­‐ 76
entries
from
partners
for
the
“Win
a
FitBit”
competition
identified
leads
and
opportunities
for
further
sales
team
engagement.
June
2014:
Getaway
&
Save
Promotion.
-­‐ Featuring
selected
ASA
5512-­‐X
&
5515-­‐X
Firewall
SKU’s
offering
applicable
fast
track
discounts
and
$100
travel
vouchers
to
T2
partners
purchasing
from
the
featured
SKU’s
during
the
period
21st
May
to
25th
July,
2014.
-­‐ 7
appliances
sold
generating
$20k
in
revenue
across
6
partners.
July
2014:
Cisco
Security
Partner
Appreciation
Evening.
-­‐ On
Thursday
the
17th
of
July
2014,
Express
Data
hosted
15
representatives
from
selected
key
target
partners
participating
in
the
Unlock
Cisco
Security
program,
along
with
senior
Cisco
Security
product
leads.
The
event
commenced
with
an
exclusive
afternoon
security
briefing
at
the
Cisco
North
Sydney
offices
followed
by
a
fine
dining
experience
at
the
renowned
Tetsuya’s
restaurant
in
the
Sydney
CBD.

7.
7
Partner
Feedback
“It
was
great
to
attend
such
an
event.
I
have
worked
in
IT
for
20
years
and
it
has
been
a
while
since
such
a
great
event
was
held.
Keep
up
the
good
work!”
Ben
Robinson,
Sales
Manager,
Technology
Effect.
“Thanks
again
for
last
week!
Was
a
blast
and
had
a
good
chat
with
Express
Data,
Cisco
and
other
partners”.
Chris
Haigh,
Network
Services
Director,
Mercury
Information
Technology.
“Thank
you
for
a
great
evening
and
awesome
gift.
Much
appreciated!”
David
Abouhaidar,
Sales
Director,
Klikon
Solutions.
“Thank
you
kindly
for
the
hospitality,
the
session
was
informative
and
the
dinner
was
amazing.
Let’s
hope
we’re
able
to
achieve
even
more
success
so
we
can
do
it
again!”
Phon
Nasavanh,
Director,
Integrated
Solutions
Group
Queensland.
“Very
impressive!
You
have
our
promise
to
double
our
Cisco
security
business!”
Jake
Wynne,
Managing
Director,
Oriel.
Just
want
to
express
my
thanks
for
yesterday
and
last
night.
It
was
really
well
organised
and
the
dinner
was
absolutely
amazing!
We’ll
Triple
our
Cisco
security
business!”
Keiran
Barber,
Director,
North
Sydney
IT.
“We’ll
take
all
the
Cisco
Security
opportunities
we
can
get!”
Damian
Higgins,
Managing
Director,
CustomTec.

8.
8
Close
Going
forward,
Unlock
Cisco
Security
with
Express
Data
will
continue
to
evolve
in-­‐line
with
the
recent
acquisition
by
Cisco
of
Sourcefire
Network
Security
Solutions
and
the
many
new
opportunities
now
available
to
our
partners
whom
are
very
keen
to
explore
and
leverage
our
program
resources.
There
will
also
be
a
focus
from
our
business
development
team
around
Cisco
Content
Security
migration
across
existing
and
new
security
partners.
Sincere
thanks
to
Cisco
for
the
assistance,
support
and
resources
to
develop
and
market
this
program.
Regards,
James
Bright
Cisco
Marketing
Manager
Express
Data.
Corrine
Li
Cisco
Security
Product
Specialist
Express
Data.