Partner Case Study

Business Challenge Part of Bailey Teswaine - the ICT systemsintegration and infrastructure arm of NGBailey - s2s is a UK-based Cisco Goldpartner specialised in security, unifiedcommunications and wireless LANsolutions. This includes the design,implementation, operation, andmaintenance of large-scale networks forcompanies, primarily in the media, legal,financial and retail sectors. In recognitionof its achievements, s2s won the CiscoSecurity Partner of the Year in 2005 and2007 and was recently included in theSunday Times Tech Track 100 list of fastestgrowing technology companies. Financinghas been instrumental in this success.

Craig Wiltshire, Sales and MarketingDirector for s2s, explains: “While we'vereally benefited from the adoption ofCisco's Lifecycle Services approach,taking it to market was not straight-

forward. Many SMB and mid-marketcustomers simply don't have the luxuryof big IT budgets. By bridging this gap,Cisco CapitalSM EasyLease has helpedus to grow order values and, ultimately,accelerate the growth of our business.Over the last few years it's proven to bean absolute winner.”

Solution The Cisco Capital EasyLease programmeallows customers to deploy thetechnology they need - rather than thetechnology their budgets dictate - and atthe same time increases profitability andcash flow for Cisco channel partners. Withflexible rental plans and leases, rangingfrom one to five years, EasyLease isdesigned to help strengthen and develop customer relationships, resulting in highersales volumes and larger deals.

EasyLease helps s2s to fast track to the Sunday Times Top 100 high-growth technology companies s2s has discovered that the best way to beat revenue forecasts is toput finance at the heart of your sales strategy. The Cisco Gold Partnerhas seen growth rocket by using Easylease to lower the upfront costand risk of technology for its UK-based customers.

Executive Summary

Cisco Partner s2s

Business Challenge • To maximise sales

opportunities arising from aCisco Lifecycle Servicesapproach in the SMB andmid-markets, where manycustomers have limited IT budgets

Solution • Cisco Capital EasyLease

Business Results• s2s customers can acquire

the technology they needwithout jeopardising cashflow management andcommercial targets

• Solution has enabled s2s towin more business and closelarger deals

• Awarded Cisco SecurityPartner of the Year in 2005and 2007

• Listed in the Sunday TimesTech Track 100 fastest growingtechnology companies

Partner Case Study

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Dale Nursten, Financial Director for s2s,says: “We had a recent case where oneof our customers - a specialist managedservices provider of high-bandwidthconnectivity solutions - wanted to carryout a technology refresh of their MPLSbackbone to increase servicecapabilities. To make the deal work, weneeded to find a way to speed up returnon investment for the customer.”

Business ResultsUsing the EasyLease solution, s2s wasable to provide a way to avoid theupfront cost of purchasing theequipment outright. A Cisco Capitaloperating lease allowed the customer toamortize the cost of Cisco hardware andsoftware and associated s2simplementation services - effectivelymoving the expense from CapitalExpenditure (CapEx) to OperatingExpenditure (OpEx).

Instead of taking an immediate financialhit, the customer was able to spread thecosts over three years. This offered a'pay as you grow' model - something that is very important to many serviceproviders. By matching costs (of theinvestment) to revenue (from customersmigrating over), it allows the provider togradually ramp up service whilemitigating against any adverse effects onprofitability or other commercial targets.

Craig Wiltshire sums up: “The secret todriving growth is to create a realpartnership model that works. This iswhere financing really scores. Withflexible upgrade and refresh options, it allows our customers to scale theirCisco solution to meet the demands ofbusiness expansion or to ride the next'wave' of technology innovation. This provides us with exciting newopportunities to talk with our customers.”

“While we've reallybenefited from theadoption of Cisco'sLifecycle Servicesapproach, taking it to market was notstraightforward. Many SMB and mid-market customerssimply don't have the luxury of big ITbudgets. By bridgingthis gap, Cisco CapitalEasyLease has helpedus to grow ordervalues and, ultimately,accelerate the growthof our business. Over the last fewyears it's proven to bean absolute winner.”

—Craig Wiltshire, Sales and Marketing Director, s2s