Page1. 1. Hire the Right Supplier at the Right Time

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1 Page1 Many founders and Institutions come asking, we need to hire a Business Development supplier, do you know any supplier? Few roles have more varied job descriptions than business development. It s no wonder why it is hard to figure out who to hire, what this supplier should do and how to measure success. Read below for tips on successful business development for startups, including how to avoid many of the typical frustrations with business development. 1. Hire the Right Supplier at the Right Time A supplier with deep industry knowledge and strong network ready to do deals can turn into a disaster if it is too early in a company s product lifecycle. There are three stages in the commercialization process and not everyone is suited for every stage. Scouting: The earliest stage of a company. At this point, business development is about identifying various routes to market, points of leverage and providing the internal team early market feedback. The ability to work with product and engineering teams is a key skill. Testing: At this stage, Business Development will close a few deals to test assumptions and provide measureable input before you scale the business. Analytical skills to set up a framework for what to measure, and examining the data, will determine if and where to scale based on the company s strengths and vision. Scaling: After gathering data from early deals and validating a path to achieve your goals, business development is ready to start replicating deals and putting a support structure in place.

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4 Page4 BAN International as A SOULRIONS PROVIDER Internet Connectivity DIA, Dedicated Internet Access VPN, Virtual Private Network VIP DSL, Digital Subscriber Line RF, WiFi, VSAT, WiMAX Solutions Fiber Connectivity National Connectivity DIA, Leased, Line, Wireless, ATM, P-2-P Fiber Connectivity Corporate Branches Connectivity Point-2-Multi Solutions ATM IP-VPN Voice / Video / Data VPN solutions International Circuits (full / half) Fiber Connectivity Corporate Business Development Co-Location Solutions Premium Hosting Solutions Dedicated / Shared Hosting Solutions Virtual ISPs/ASPs Solutions Community Files Sharing Solutions Business Mail Solutions, Domain Registration Backup As A Service Cloud Servers, Private & Public Managed Service Data Security Anti-Spam Directory Intrusion Detection Systems Directory Disaster Recovery Solutions Data Protection, Integrity Solutions Products and Solutions Infrastructure Applications VOIP Security Cloud Private & Public Software Virtualization Consolidation Services System & Storage Networking

5 Page5 DATA CENTERS SOLUTIONS Converged Infrastructure Disaster Recovery as a Service The Cisco Disaster Recovery as a Service (DRaaS) architecture is a blueprint for creating and deploying scalable, highly secure DRaaS solutions. This architecture includes Cisco Data Center infrastructure design and Cisco partner-based replication software solutions. The DRaaS architecture was validated by Cisco engineering and received the Cisco Validated Design certification. Virtualized Multiservice Data Center The Cisco VMDC architecture is a blue print for creating and deploying scalable, highly secure, and resilient infrastructure for both cloud and traditional data center environments. It can meet the needs of enterprise, service provider, and public sector customers. The architecture consists of modular validated designs that address specific areas, and the VMDC modules can be combined to offer a pre-integrated design approach. FlexPod Secure Multi-Tenancy As virtualization expands within the data center, security and management become more important. The Secure Multi-Tenancy architecture from Cisco, NetApp, and VMware, provides a single shared data center infrastructure with the following benefits: High security High availability Efficiency and flexibility Service assurance Secure Multi-Tenancy architecture supports enterprise applications from server to the desktop or virtual desktop. The architecture scales up and down as needed. It also meets the performance, availability, automation, and security service-level requirements of individual applications required to deliver IT as a service (ITaaS). Data Center Interconnect The Data Center Interconnect (DCI) framework helps to enable new, value-added use cases and service offerings for your internal and external customers and partners. Connecting data centers facilitates distributed resource pooling and sharing, as well as rapid workload elasticity, and the ability to scale vertically and horizontally based on consumer demand. Additionally, DCI can provide an effective IT framework for business continuity and disaster recovery.

6 Page6 Cisco Solutions for Hitachi UCP Select As the data center transitions from a cost center to a business-enablement resource, IT organizations require technologies that respond quickly to business needs while reducing costs and increasing efficiencies. That's why Hitachi and Cisco, two leading advocates of data center infrastructure virtualization, have teamed to develop Hitachi Unified Compute Platform Select for VMware vsphere with Cisco UCS. It is a blueprint for large-scale data center virtualization. Virtualized infrastructures demand a solid foundation that delivers scale, resilience, flexibility, and efficiency. Hitachi UCP Select for VMware vsphere with Cisco UCSgives you an integrated stack of certified, validated, and tested compute, network, and storage components. Now you can create a data center infrastructure that can lower capital and operating expenses. Virtualization Solutions for VSPEX Designs Cisco and EMC are offering VSPEX solutions built on Cisco Unified Computing System (UCS) infrastructure architecture. The VSPEX solutions integrate computing, networking, and storage resources to provide a unified data center framework that delivers outstanding performance for virtualized business applications. In combination with EMC storage solutions, these reference configurations enable flexible solutions that can easily be scaled, optimized for a variety of application workloads, configured for virtual desktop applications, and optimized for mixed application workloads and cloud environments. Find guides that meet your business need for configuring VSPEX solutions: Desktop Virtualization Solutions Deploy and configure the Cisco solution for the EMC VSPEX for VMware architecture. Microsoft Infrastructure Solutions Configure VSPEX solutions built on Cisco Unified Computing System (UCS) infrastructure architecture with Microsoft. VMware Infrastructure Solutions Cisco and EMC offer VSPEX solutions built on Cisco Unified Computing System (UCS) infrastructure architecture with VMware. Cloud / Network Management Cloud Automation Solutions More and more IT organizations are embracing cloud computing methodologies to simplify and accelerate delivery of IT services. They increasingly seek out cloud automation solutions that transparently integrate with infrastructure. This helps IT improve efficiency and reduce total cost of ownership.

7 Page7 Cloud Service Assurance Today's virtualized data center and cloud environments demand increased IT alignment to respond rapidly to new business opportunities. Data center service assurance tools can help IT deliver on business service-level agreements, maintain operational awareness of the service health of private or public cloud tenants, and identify and respond to critical service-affecting performance and availability events. Cisco Data Center and Cloud Service Assurance provides advanced root cause analytics and fault and performance management for virtualized multi-services data center (VMDC) infrastructure through: Cloud instrumentation: Real-time discovery and visualization of computing, virtualization, network, and storage elements Dependency modeling: Dynamic modeling of tenant service dependencies and relationships Impact assessment: Continuous delivery of quantitative impact and root cause analysis Cloud Orchestration with BMC CLM Accelerate deployment of your data center resources. Cisco Cloud Orchestration with BMC Cloud Lifecycle Manager (CLM) can support new business requirements, including: Flexible multi-zone network containers Service catalogs Policy-based management of data center resources Cisco has defined requirements and led joint development and validation activities with BMC to deliver new functionalities for service providers, large enterprises, and large public sector organizations. The joint solution: Offers an end-to-end, standards-based platform for consolidating, virtualizing, and automating resources. Helps accelerate business time-to-market in an efficient and cost-effective manner. Constructs infrastructure-as-a-service (IaaS) offerings in a modular fashion on top of a proven orchestration platform. The Cloud Orchestration with BMC CLM system provides the following capabilities. Network blueprint: Segment and differentiate services with secure network containers based on static services model or a more dynamic runtime-defined model. Service blueprint: Gain the flexibility to create and deploy of single and multi-tier cloud services with configurable options. Service governor: Intelligently allocate resources based on policies. Compliance and governance: Facilitate chargeback billing and auditing with access to (CMDB).

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9 Page9 o Virtual Switching System Cisco Validated Designs for data center networking provide best practices for addressing the following challenges you may face as you look to grow your data center infrastructure: Supporting rapid application growth Managing growing data storage requirements Optimizing investments in server-processing resources Accessing information reliably Securing critical data Controlling the cost of deploying a new data center o Server Networking Data Center Blade Server Integration The data center is the repository for applications and data critical to the modern enterprise. The enterprise demands on the data center are increasing, requiring the capacity and flexibility to address a fluid business environment whilst reducing operational costs. Data center expenses such as power, cooling, and space have become more of a concern as the data center grows to address business requirements. Blade servers are the latest server platforms that attempt to address these business drivers. Blade servers consolidate compute power and suggest that the data center bottom line will benefit from savings related to the following: Power Cooling Physical space Management Server provisioning Connectivity (server I/O) This document explores the integration of blade servers into a Cisco data center multi-tier architecture. o VMware Infrastructure 3 collaboration between Cisco and VMware. It documents a set of suggested best practices for deploying VMware Infrastructure (VI) 3.x and VMware ESX Server 3.x in a Cisco network environment. The document provides details regarding the internal constructs of the ESX Server and their relation to external Cisco network devices are discussed.

10 Page10 Security Secure Integrated Infrastructures Today's IT professionals are looking for computing platforms that not only meet performance and functional requirements, but also instill trust. The Cisco Secure Enclaves architecture helps evolve the current Cisco offerings for converged infrastructure. It simplifies and standardizes the delivery of Cisco application and security services on architecturally consistent platforms. This approach is a logical extension of these data center building blocks, advancing the benefits of standardization beyond the infrastructure to the applications and services required. Secure Data Center Portfolio s enterprise businesses transform their data centers and accelerate their journey to the cloud, they are also challenged to add services and capitalize on new business opportunities. Meanwhile, they face an unprecedented rise in targeted custom attacks known as advanced security threats (APTs). Today's data center operational models have seen a 3000 percent increase in network connections per second and over 100,000 new security threats every day. Unfortunately, traditional security solutions have been complex and fragmented across the enterprise, making businesses reluctant or unable to address these risks. You need a strategy to solve these problems and a solution that can protect your business now and in the future. The Secure Data Center for the Enterprise Solution Portfolio provides design and implementation guidance for enterprises that want to deploy physical and virtualized workloads in their data centers. Using our solutions can provide exceptional protection to address today's advanced data security threats. The solution portfolio covers a number of interrelated solutions that can help security and system architects, network design engineers, advanced specialists, and customers: Cisco Threat Management with NextGen IPS This solution provides a comprehensive set of capabilities for a threat management system. Taking a unique approach, it examines how attackers approach data centers and illustrates how customers can integrate the Source fire Next Gen IPS platform into their architectures to defend against cyber threats.

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12 Page12 Security and Virtualization The Cisco VMDC architecture is a blue print for creating and deploying scalable, highly secure, and resilient infrastructure for both cloud and traditional data center environments. It can meet the needs of enterprise, service provider, and public sector customers. The architecture consists of modular validated designs that address specific areas, and the VMDC modules can be combined to offer a pre-integrated design approach. Architectures Desktop Virtualization o o Desktop Virtualization Solutions with Citrix This guide offers best practice recommendations and sizing guidelines for large scale customer deployments of Citrix XenDesktop. Learn about deploying Citrix Provisioning Server, on Cisco UCS B-Series Blade Servers, running VMware ESXi hypervisor software, connected to an EMC VNX7500 storage array. Desktop Virtualization Solutions with VMware Horizon View Learn design best practices and get validation results and sizing guidance for Cisco Desktop Virtualization Solutions with VMware Horizon View. o Desktop as a Service The Cisco Desktop as a Service (DaaS) Solution helps cloud service providers deliver the missioncritical enterprise benefits of desktop virtualization, such as scalability, security, performance, and efficiency. These benefits are provided using the cloud "as-a-service," which also offers operational capabilities such as management and licensing components. These and other features are built to help cloud service providers achieve time-to-market and economically scale their business. Applications Business Applications o Big Data Common Platform Architecture (CPA) for Big Data is a highly scalable architecture. It is designed to meet a variety of scale-out application demands with simplified data integration and management integration capabilities.

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14 Page14 Business Process Management Management consulting expertise to optimize performance in every aspect of your organization. Business strategy Drive profitable growth by understanding market drivers, creating new business models and increasing competitiveness. Finance, risk and fraud Improve forecasting and reporting, develop predictive capabilities, reduce enterprise risk, and optimize your finance organization. Technology and data Leverage technology to drive business innovation and create sustainable growth while optimizing the IT organization. Marketing, sales and service Apply advanced analytics to create advocacy by optimizing every interaction with customers across multiple channels. Operations and supply chain Improve your operating model and interconnect end-to-end supply chain functions to optimize process efficiencies. Talent and change Manage transformation through organizational change and improved workforce management using analytics.

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17 Page17 Enterprise mobility Plan, manage, and secure complex mobile environments IT infrastructure services Transform your IT infrastructure to achieve critical business and IT goals IT outsourcing Partner to drive innovation IT services sourcing Speed time to market, attract customers, foster innovation IT strategy Develop the right IT strategy to support business objectives Managed services Partner up for better, more agile IT Security services Protect your enterprise from complex IT security threats while reducing costs Workplace services Mobilize, virtualize, and optimize your IT environment to empower end users Technical support services Simplify management and streamline maintenance of multi-vendor environments

18 Page18 BPM Global Technology Services Engineer your business for innovation and growth while driving bottom-line benefits across the entire value chain. Advanced technologies, empowered customers, new business models and an explosion of data: all are contributing to a dramatic shift in the business landscape. For organizations everywhere, these changing dynamics represent an unprecedented opportunity to deliver new value to customers while capturing new value for the enterprise. A sourcing relationship with BPM can help you do both. BPM delivers the combination of deep technological expertise and rich industry insight you need to align your IT and business objectives designing a transparent, agile value chain that supports your current requirements while enabling you to chart a path to innovation and growth. Leverage BPM s expertise managing business processes, applications and IT infrastructure, truly global reach, deep analytics capabilities and experience working with many of the world s most successful businesses in order to reap the rewards of an innovative and collaborative outsourcing partnership. Explore our offerings Business process services Achieve bottom-line savings and top-line growth with analytics-driven, next-generation business process outsourcing. Application management services Apply our patented method of process automation and standardization to realize new levels of agility and business value.

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20 Page20 IT services Business continuity and resiliency Cloud Computing Data center services Integrated communications services Mobility Security services Strategy and design services Technical support services Workplace services Other services Business process outsourcing Microsoft consulting services Outsourcing services Oracle consulting services SAP consulting services Software services Business consulting Application innovation Business analytics Business strategy Smarter commerce Self assessment tools Business continuity and resilience Data mobility Data center energy costs Information infrastructure Maintenance and technical support Risk management Storage optimization Resources BPM Press Books BPM Redbooks Success stories Thought leadership (IBV)

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22 Page22 ONLINE ENGAGEMENT Once you ve set up shop on the relevant social media sites, it s important to use each of them in their unique capacities. Rather than just creating a brand presence, you want to be a presence. Use the different functions of social media to diversify the way you interact with consumers. Ask questions, take feedback, comment on what others are doing and learn from them. SOCIAL LOCAL MOBILE The beating heart of integrated digital marketing is social, local, mobile (SoLoMo). Now that smart phones have penetrated so deeply into our culture, it is important to be conscious of where buyers are when they reach out to you, and how they re doing it. Are they on a cell phone or a computer? Are they stationary or mobile? When are they most likely to need your brand s service or product? Use SoLoMo to make your business the most convenient option during high-relevance opportunities by enticing buyers with timely deals. PERFORMANCE MANAGEMENT Before you even begin to implement all of these other aspects of your integrated digital marketing strategy, it is important to set up metrics by which you can measure their effectiveness. Although it may be difficult to measure the value of presence, it is important to monitor changes in consumer engagement so that you know what s working and what s not. Use digital marketing analytics data to inform ongoing marketing strategy and real-time interaction. THE BOTTOM LINE In 2013, if you don t have an integrated digital marketing plan, you don t have an edge. Brands that don t engage with their consumers via digital media will slowly die out, and the ones that do will win the awareness and loyalty of the mobile user. Businesses are becoming increasingly reliant on marketing technologies such as integrated digital marketing audiences to keep up with the SoLoMo consumer. It s up to you, SMB, to jump on board and start forming the kinds of connections that matter in today s digital marketplace.