Петрески territory business manager macedonia & kosovo · theatre (multipl e items)...

1 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Андреј Петрески Territory Business Manager Macedonia & Kosovo


Спонзори

Platinum Gold Silver


Македонија и Регионот


EMEAR Macro-economic heat map (CY15)

Source: IHS Global Insight, FocusEconomics Consensus Forecast. Cisco EMEAR Market Intelligence calculations.

How countries in EMEAR have performed relative to their region average and how they are

likely to perform this year

Hot: Countries with above-average growth in CY14; set to improve further in CY15.

Heating up: Countries with below-average growth in CY14; set to improve in CY15.

Lukewarm: Countries with above-average growth in CY14; stable or somewhat lower growth in CY15.

Cooling: Countries where CY15 growth will remain positive but 1.5 percentage points slower than in CY14.

Freezing: Countries with below-average growth in CY14; decelerating further or contracting in CY15.


Top 20 Europe Top 20 by: Real GDP

Growth (%) 2015

Theatre (Multiple Items)

Cluster 2 (All)

Real GDP Growth (%) 2015 Country Total Ireland 4.9Luxembourg 4.1Iceland 3.8Macedonia 3.7Poland 3.5Malta 3.4Montenegro 3.4Romania 3.3Israel 3.1Spain 3.1Slovakia 3.0Hungary 3.0Czech Republic 3.0Lithuania 2.9Latvia 2.8Sweden 2.6United Kingdom 2.6Albania 2.6Bulgaria 2.4Estonia 2.4

Top 20 by: IT Spend ($B) as % of GDP 2015

Top 20 by: ICT Spend ($B) as % of GDP 2015

Theatre (Multiple Items) Theatre

(Multiple Items)

Cluster 2 (All) Cluster 2 (All)

IT Spend ($B) as % of GDP 2015

ICT Spend ($B) as % of GDP 2015

Country Total Country Total Finland 4.0 United Kingdom 5.5United Kingdom 3.9 Finland 5.2Denmark 3.9 Denmark 5.1Sweden 3.6 Bulgaria 4.9Netherlands 3.3 Sweden 4.9Switzerland 3.0 Netherlands 4.7Germany 2.6 Switzerland 4.5France 2.5 Croatia 4.4Czech Republic 2.5 Czech Republic 4.2Israel 2.5 Hungary 4.2Belgium 2.5 Portugal 4.1Norway 2.3 France 4.1Austria 2.3 Slovenia 3.9Hungary 2.1 Belgium 3.9Bulgaria 2.1 Germany 3.8Spain 2.1 Spain 3.8Croatia 2.1 Slovakia 3.7Slovakia 2.0 Israel 3.6Poland 2.0 Poland 3.4Portugal 1.9 Austria 3.3

Top 20 by: IT Spend ($B) as % of GDP 2015

Top 20 by: ICT Spend ($B) as %of GDP 2015

Theatre Central Theatre Central Cluster 2 SEE Cluster 2 SEE

IT Spend ($B) as % of GDP 2015

ICT Spend ($B) as % of GDP 2015

Country Total Country Total Hungary 2.1 Bulgaria 4.9Bulgaria 2.1 Croatia 4.4Croatia 2.1 Hungary 4.2Slovenia 1.7 Slovenia 3.9Romania 1.5 Macedonia 3.3

Macedonia 1.2 Montenegro 3.3

Montenegro 1.2 Bosnia and Herzegovina 3.3

Bosnia and Herzegovina 1.2 Albania 3.3

Serbia 1.2 Serbia 3.3Albania 1.2 Romania 3.0


Internet Penetration


Cisco


Market Leadership Matters

No. 1 Voice

37%

No. 1 TelePresence

46%

No. 1 Web

Conferencing 50%

No. 1 Wireless LAN

51%

No. 2 x86 Blade Servers

27%

No. 1 Routing Edge/Core/

Access

50%

No. 1 Security

35%

No. 1 Switching Modular/Fixed

66%

No. 1 Storage Area

Networks

52%

Q3 CY14

Cisco Confidential 9 © 2013-2014 Cisco and/or its affiliates. All rights reserved. © 2013-2014 CCisco and/od/orr its af

culture employees are our competitive advantage

71K+ employees

380+ offices

19% other

35% engineering 20%

services

26% sales

Cisco Confidential 10 © 2013-2014 Cisco and/or its affiliates. All rights reserved. CCiscoo Connfidential 10© 20© 20© 2© 00200©© 13-213-213-213-23-2001401401401411 CisCisCisCisCisCisCi co aco aco aco aco a ac nd/ond/ond/ond/ond/ond/oor ittr itr i s afs asss as ass aafaafafafaffffafs afs affaffffafs afafafafafffs afs affffs aafs aaaaffaaaaaffafafafaafffffs afaaafffffs aaafafafffafafaaaaaaffffafafaaaaaaffffffs aaaaffffafafafaffffffafafffffffilififffffililiiliff liilililiffffiliiliff atesaaaatesate . AlAlAl. l rl rl ril rigghtsghtsg resresreresreseserveerved.ddddd

Our Partnerships Put

You First

Nearly 70,000 Channel Partners

More than 28,000 CCIE Professionals

Strong Relationships with Industry-Leading Partner Companies

Cisco Confidential 11 © 2013-2014 Cisco and/or its affiliates. All rights reserved.

1997 2010 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2011 2012

5.0

4.0 2013 2014

Our Greatest Supporters: Our Customers

Source: Cisco annual survey; measured on a scale of 1 to 5 in fiscal years

4.06

4.15

4.22

4.33 4.33 4.30

4.33

4.37 4.37 4.36

4.41 4.44 4.43 4.43

4.45 4.45

4.49 4.47

Cisco Confidential 12 © 2013-2014 Cisco and/or its affiliates. All rights reserved.

Leading for Nearly 30 Years

WellFleet

SynOptics

3Com

ACC

DEC

S Proteon

IBM

Bay Networks

Newbridge

Cabletron

Ascend

Fore

Xylan

3Com Nortel

Ericsson

Alcatel

Juniper Lucent

Siemens

Lucen NEC

Foundry

Redback

Riverstone

Extreme Arista

HP

Avaya

Juniper

Huawei

AvaAAruba

Brocade

A bCheckpoint

rocadedFortinet

HShoreTel

Polycom

A i tMicrosoft

tititiF5

Riverbed

Dell ei eilel

comcom

Internet of

Everything

1990 – 1995 1996 – 2000 2001 – 2007 2008 – Today 2015

10 години Cisco Македонија

14© 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Digital Transformation & Digital Disruption


Digital Transformation is the application of information technology

to implement innovative business models, improved customer

experience and/or operational improvements that

have the potential to Disrupt entire industries.

What is Digital Transformation?

Physical Physical + Virtual business models

Virtual business models


What is Disruption: Before Digital Disruption in an Industry


What is Disruption: After Digital Disruption


The Disrupters Creative Mindsets Thinking in New Ways to Serve Customers

Physical Physical + Virtual business models

Cisco is well-positioned to capture the opportunity


The ‘Digital Business’ Is Powered by IoE

The “Digital Business” Defined “Digital business is the creation of new business designs that

not only connect people and business, but also connect people and business with things to drive revenue and efficiency.

“Digital business helps to eliminate barriers that now exist

among industry segments while creating new value chains and opportunities that traditional businesses cannot offer.”

— Gartner, 2015

t ff ”


Дигиталниот вртлог


Seismic Changes Will Displace Nearly 40% of Top Incumbents, and It Will Happen Soon

*Disruption = Substantial change in market share among incumbents

Source: Global Center for Digital Business Transformation, 2015

Expected time to disruption*:

3 years

In your industry, how many companies will lose their place in the top 10 due to digital disruption (over next five years)?


However, Most Companies Are Not Responding to the Threat

45% of respondents

say digital disruption is NOT

a board-level concern

Does not recognize or is not

responding appropriately

Taking “follower” approach

Actively responding

by disrupting our own business

43%

32% 25%

Responses to Digital Disruption

In general, what is the attitude of your company’s leadership toward digital disruption?


Digital Disruption Resembles a Vortex: A Relentless, Chaotic Force Pulling Industries Toward a Digital Center

•  A vortex pulls everything toward the center

•  Chaotic: objects drawn to the center with exponentially increasing velocity

•  Objects may break apart and recombine

•  The center is the “new digital normal,” and its constant change can be a threat or an opportunity

© 2015 Global Center for Digital Business Transformation. All rights reserved.

25served. Cisco Confidential

In the Digital Vortex, Technology, Media, and Retail Industries Are Most Vulnerable to Disruption

© 2015 Global Center for Digital Business Transformation. All rights reserved.

Source: Global Center for Digital Business Transformation, 2015

#7 Hospitality &

Travel #8 CPG &

Manufacturing

#9 Healthcare

#10 Utilities

#11 Oil & Gas

#12 Pharmaceuticals

#1 Technology

Products & Services`

#2 Media &

Entertainment

#3 Retail

#4 Financial Services

#5 Telecommunications

#6 Education


Source of Disruption


Success Requires Ability To Innovate and Compete at a Blistering Pace

Internet of Everything (IoE) accelerates all aspects of business

IoE connects people, process, data, and things

The resulting exponential change creates

$19 trillion* in value

13 billion connections (2013) growing to 50 billion (2020)

3 billion connections (2013)

growiiing ttto 555000 bibibilllllliiion (2020)

New revenue streams

Better customer or citizen experiences Greater efficiency and value Better customer or citizen experiences

New revenue streams

Greater efficiency and value

*$19 trillion combined IoE Value at Stake for public and private sector organizations from 2013-2022


Most Firms Will Attempt Digital Transformation, But Most Will Fail

By 2020

75% of businesses will be digital or have

digital business

transformations underway Only 30% of those will be successful, in part from lack of

specialized talent and

technical expertise

78% have not established the capability

to manage and transform

processes across different

parts of the organization

Source: Gartner; 2014, 2015


Hyper-Aware

Sense the location, status, and context of assets, users

Monitor customer sentiment and behaviors in real time

Identify market and competitive changes

Predictive

Anticipate market transitions

Optimize performance of assets, operations

Foresee and proactively address security threats

Agile

Achieve differentiation by responding more quickly

Foster disruptive innovation, build “platforms” for sustainable advantage

Respond to rapidly evolving threats

To Succeed, the Digitally Transformed Organization Requires 3 Basic IoE Attributes


These Capabilities Rely Heavily on the Ability To Turn Data into Insights

Analytics will drive nearly

To progress from data to insight requires analytics across the entire spectrum of IoE:

People

Process

Data

Things

Analytics at the “edge” [at or near the location where

the data is generated]

can be particularly valuable where there are latency or

bandwidth constraints

of IoE Value at Stake 40%

Source: Cisco Consulting Services, 2014


Across Industries, Disruption Reigns and Digital Opportunities Abound

To prepare, they must implement business models that combine the right technology and business processes

Retail

Financial Services

Public Sector

Oil & Gas

Organizations can become disruptees just as quickly as

they once disrupted


Hyper-Relevance enables consumers to

receive what they

want, when and how

they want it

Hyper-relevance is made possible by digital solutions

that deliver value

efficiency/savings/engagement in real time

Personalization is when the retailer knows your name

In Retail, Tech-Savvy Customers Demand Hyper-Relevance Over Personalization

Hyper-Relevance is when the retailer knows

your needs in the moment

Personal Hyper-Relevant vs.

Implementing key

IoE solutions can add

15.6% to a

retailer’s bottom line [based on $20B annual revenue]


* For $10 billion bank (U.S.) or $5 billion bank (all others)

Source: Cisco Consulting Services, 2014 (7294 global respondents)

Customers want high-value services anytime, anywhere

75% would move their money for one or more IoE-enabled concepts, including:

•  Virtual Financial Advice

•  Virtual Mortgage Advice

•  Automated Advice

•  Branch Recognition

•  Mobile Payments

Banks can close the “value gap” with digital

transformation

Implementing IoE concepts to improve advice and create

convenient and contextual customer experiences can

deliver profit increases of up to 15.2%*.

In Financial Services, a ‘Value Gap’ Is Eroding Customer Trust


For Oil & Gas, Lower Prices Demand Digital Transformation In a time of unprecedented uncertainty, O&G firms must rethink their strategies

Key areas of opportunity: •  Aligning IT and OT

•  Improving data management and analytics

•  Automating manual processes

Digital transformation unlocks benefits for individual firms and

entire economies

11% annual bottom-line improvement for firms

Up to $816B in incremental GDP growth by 2025

Sources: Cisco Consulting Services, 2015; Oxford Economics, 2015 34© 2015 Ci d/ it ffili t All i ht d Ci C fid ti l


IoE helps public sector

organizations:

Increase Efficiency

Reduce Costs

Save Energy

Improve Lives of Citizens

IoE is expected to generate

$4.6 trillion in value for the global public sector (2013-2022)

In Public Sector, Going Digital Helps Meet New Citizen Demands

35© 2015 Ci d/ it ffili t All i ht d Ci C fid ti l

There is a gap between what citizens expect and what governments deliver

Source: Cisco Consulting Services, 2014


Are You Ready? Assess Your Digital Maturity

Ideation: Do you mine social media and “crowdsourcing” or do you still rely on traditional, “closed” R&D processes?

Create: Do you have the ability to make real-time, analytics-driven adjustments to avoid production delays?

Engage: Do you still make your customers endure arduous, paper-based processes, or have you made customer data accessible and transferable across multiple services?

Offer: Do you offer deliver the services and solutions that your customers truly want, and in a manner that enables anytime, anywhere access?

Monetization: Are you leveraging IoE to identify assets that are not fully monetized and to deliver revenue-generating solutions where they did not previously exist?

Adapt: Are you modifying critical factors such as your organization’s culture, workforce skill sets, and governance?

Source: Gartner, 2015


Lead from the Top Down Digital transformation must involve most members of the executive leadership team and the board

Create the Workforce of the Future Transformation requires workers that are tech savvy, creative, and accustomed to constant change

Merge Business Processes and Technology Knock down silos and unite IT and OT to drive real-time agility and deliver new levels of efficiency

How To Accelerate Your Digital Transformation

Ideate and Innovate Fast Endow employees with the tools, data, processes, and interactions to excel

Cultivate the Partner Ecosystem Build an ecosystem around digitization and benefit from the “network effect” of partners’ efforts


Be Bold!!! - You Can Drive Disruption?

Digital Transformation Disruption

Partnerships


Cisco Partner Ecosystem Sample

Architectures Security Collaboration Enterprise Networking Data Center

Innovations Mobility InterCloud ACI Analytics

SmartTac

Solutions IT Transformation Business Innovation Workforce Experience Customer Experience

Manufacturing Energy Government Financial Retail Healthcare

Internet of Everything


Cisco Strategy and Strategic Imperatives

SWITCHING | ROUTING MOBILITY | SP | UCS

DATA CENTER I SERVICES

Innovate and differentiate with

Application-Centric and Converged Infrastructure

SECURITY | INTERCLOUD COLLABORATION

Drive market transitions with architectures

SOLUTIONS DATA AND ANALYTICS IOE ARCHITECTURE

Deliver outcomes; Lead Internet of

Everything

We create solutions built on intelligent networks that solve our customers’ challenges


Housekeeping


Collaboration - интерактивна сесија


Спонзори

Platinum Gold Silver


Награди


Талони и Прашалник

Како би ги оцениле презентациите на кои присуствувавте:

Cisco визија за иднината – Андреј Петрески 1 2 3 4 5

The Future of Cisco Security – Љупчо Јошевски 1 2 3 4 5

Supporting Innovation From Device to Cloud – Aleksandar Lukic, Intel 1 2 3 4 5

The Future of Work and Collaboration - Razvan Atimariti 1 2 3 4 5

vce vBlock Converged Systems – Сашо Тасевски, EMC 1 2 3 4 5

DataCenter Trends and evolution - Martina Herceg Jungic 1 2 3 4 5

Cisco UCS - Server or a Game Changer - Martina Herceg Jungic 1 2 3 4 5

Design and Deployment of Enterprise WLANs - Aleksandar Stepancev 1 2 3 4 5

Cisco Powered Managed Services

– Игор Серафимовски, Македонски Телеком 1 2 3 4 5

FTTH отворена пристапна мрежа – генератор за развој на паметни

сервиси – Никола Василиќ, САГА Македонија 1 2 3 4 5

Intelligent Cybersecurity for the Real World - Dan Gavojdea 1 2 3 4 5

Switching/Routing Update - Aleksandar Stepancev 1 2 3 4 5

Threat-Centric Security Solutions - Gyorgy Acs 1 2 3 4 5

Cisco Content Security Update - Gyorgy Acs 1 2 3 4 5

Gain Control over Cloud Services,

Make the Most of Hybrid Cloud - Josip Zimet 1 2 3 4 5

Secure Data Center and Enterprise – new ASA Clustering with Integrated

FirePOWER Services – Сашо Стојановски, Asseco SEE MK 1 2 3 4 5

Cisco Data Center Updates: Unified Computing & Unified Fabric

– Горан Ацевски, Asseco SEE MK 1 2 3 4 5

Ве молиме да ја оцените целокупната организација на Cisco Day 2015 конференцијата:

1 2 3 4 5

Дали сметате дека присуството на конференцијата беше корисно за Вас:

1 2 3 4 5

Ве молиме да го пополните овој прашалник и да го предадете на пултот за регистрација. Со тоа станувате потенцијален добитник на вредни награди кои ќе се доделуваат на затворањето на конференцијата.

Evaluation Form

ИМЕ И ПРЕЗИМЕ

КОМПАНЈА

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непознато нема планови за купување

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Која е Вашата улога во процесот на донесување одлуки:

Enterprise Networking (LAN, WLAN)

Collaboration (IP Telephony, Instant Messaging, Webex, Telepresence)

Data Center Virtualization

Data Center Switching (Nexus)

Security

Storage Networking

Cloud

Internet of Things

Managed Services

Services

Долоку имате, наведете го времето кога ја планирате набавката / имплементацијата на проектот:

Наведете го предвидениот буџетот за горенаведените технологии:

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Петрески territory business manager macedonia & kosovo · theatre (multipl e items)...

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