The following slides and explanation were sent out to interested parties by Cistera IR. Anyone can sign up for this email list at the website www.cistera.com or by emailing Kathy Lane at Klane@cistera.com
Last week Cistera participated in Cisco's World Wide Partner Summit in Honolulu, Hawaii. This is the biggest event of the year for Cisco and Cisco Value-added Resellers (VARs) from around the world, and it was a great opportunity to increase the company's visibility. The Industry Solution Partner Network (ISPN) was a key focus of the event, so the presentations highlighted its value to VARs. Cistera was one of the first applications providers to participate in the program, so in addition to being invited to have a demo booth in the Technology Solutions Forum throughout the three day event so that VAR representatives could see the Cistera solutions in action, Derek Downs, president and CEO, participated in several events including two panel discussions for media and industry analysts and was a speaker for the Government breakout session.
Derek spoke at the "Grab Your Share of the Infinite Possibilities in Government" along with Bryan Tate, Chairman and CEO of VAR partner Digitel and Frank Ruge, Cisco's Global Industry Lead for Government. The complete slide presentation is available at: cisco.com
Slides 22 and 23 are of particular interest to Cistera investors.
This slide shows the impact of Cisco's Industry Solutions Partner Network (ISPN) which was launched in September 2007 on Cistera's pipeline. Cistera has actively assisted VARs in the registration for this program and in developing their Go-to-Market plans, which qualify them for the Solution Incentive Program--additional discounts on Cisco gear if VARs sell solutions including third party applications. The light blue bars reflect quotes provided to VARs that are approved for the program and the discounts. The dark blue bars reflect quotes provided to VARs that are engaged in the application process but not yet approved. The sum of the two bars reflects the pipeline of quotes for each quarter. The quarters reflected are calendar quarters, thus Q2 represents the pipeline estimate for the current quarter as of the date of the presentation. The pipeline includes all requested deal quotes, and should not be confused with actual or projected revenues. Cistera further defines booked orders and installed orders which are not broken out here. Orders are booked when received and revenues are recognized in the quarter in which orders are installed. Of particular note...even VARs that are not yet approved for the additional discounts have increased the number and size of quote requests as a result of solution selling.
Cistera was mentioned as a key partner in the presentation "Collaboration in Practice" which addressed how partnerships drive industry solutions, and featured the Industry Solutions Partner Network (ISPN) program. The presentation focused on the increased size of deals, margins and customer retention realized by solutions sellers. The panel included Mark Hiltz, President of INX, a Cistera VAR partner, and one of the nation's largest Unified Communications Solutions providers.
The presentation is available here:http://www.cisco.com/web/learning/le21/le34/partnersummit/2008/partner/presos/MS_101.pdf
Slide17 discusses Cistera
As a result of solutions selling in the ISPN program, INX’s total pipeline grew from $500k to $7m. The pipeline represents all quotes, and should not be confused with revenues booked. Cistera's portion of these solutions quotes is about 10%.
Bullet two refers to a sale to a school district that has not yet been announced. The initial order was just for a Unified Communications phone deployment. The Event Alerting and Notification, Quality Assurance and Compliance and Productivity and Collaboration solutions that Cistera offered led to the current order for close to $3 million -- an increase of almost 100% in the initial order.
If you have trouble opening these emails, let me know and I will send them with the slides removed, and you can just refer to the presentation at the link provided.
Kathy |
