Data Center Services Opportunities - Cisco · Expand services portfolio beyond networking to...

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1

Data Center Services Opportunities Making the Deal Size Bigger Together with Cisco

TOMORROW starts here.

Kjell Peterson

Cisco, Senior Manager, World Wide Services

Partner Architectural Solutions Organization


$150 Billion Opportunity

0

10

20

30

40

50

60

70

80

90

2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

Data Center

Virtualization

Services

Opportunity

$274B

$110B

$150B

Serv

ers

(Mill

ions)

Logical

Server Install

Base

Physical

Server Install

Base

*Data from Forrester 2012


% renewal rate 91

% time savings in inventory management

90

by Executing Together with Cisco Services

Partners using Cisco Smart Services have realized these results:

% Y/Y growth in Cloud and managed services

52

% of Smart Care deals lead to additional business

40


Simplify Data Center Transformation

Exis

ting S

yste

m In

tegra

tions

Process and Governance

Security and Compliance

Serv

ice

C

ata

log a

nd

M

anagem

ent

Serv

ice

Fin

an

cia

l M

anagem

ent

Compute Storage Network

Facilities and Infrastructure Space, Power, Cooling

Virtualization and Abstraction

Platform

Applications

1

2

7

8

9

10

5

User P

orta

l

Auto

matio

n a

nd

Orc

hestra

tion

3 4

6


SALES ENGAGEMENT STRATEGYDefined rules of engagement, drive sales

opportunities, and provide guidance to both

Cisco and Partners

INNOVATIVE SERVICES PORTFOLIO Smart, proactive offerings drive

services growth and profitability

PARTNER-CENTRIC PROGRAMSBuild on existing investments to help Partners

expand and manage their business

SMART

SERVICES

SALES

ENGAGEMENT

PARTNER

PROGRAMS


Cisco Branded Services

Cisco CBR Intellectual Capital and Services Infrastructure

Partner uses Cisco Service Capabilities as an ingredient “inside”

their unique service offerings

Partner uses Cisco Services to easily extend

their service offerings

Partner builds upon, sells and delivers Cisco delivers

Partner sells

Collaborative Services

+ +


Basic Resell Partial Differentiation Full Differentiation

Network Optimization Service

Collaborative Professional Services

Collaborative Professional Services

Smart Net Total Care Smart Care Partner

Support Service

Smart Care Partner

Support Service

Ready-to-Eat Pre-Mix From Ingredients

PROFESSIONAL

SERVICES

SUPPORT

SERVICES

MANAGED

SERVICES


Plan Build Manage

Develop an Architectural Strategy, Transformational

Roadmap, and Designs

Validate, Implement, and Migrate New Solutions

and Applications

Optimize Your Infrastructure, Applications, and Service Management

Validation Service Collaborative Technical Services

Technical Knowledge Library

Assessment Service

Practice Accelerators

Lab Demonstration Accelerator

Design Development Services

Design Guidance Services


Collaborative Managed Services



Plan Build Manage

Develop an Architectural Strategy, Transformational

Roadmap, and Designs

Validate, Implement, and Migrate New Solutions

and Applications

Optimize Your Infrastructure, Applications, and Service Management

Deployment Optimization Assessment

Validation Product Support

Solution Support Preproduction Pilot

Strategy and Analysis

Proof of Concept

Implementation Operations Management Planning and Design

Migration


Plan Build Manage

Cisco

Branded

Data Center

Services

Cisco VXI Discovery Workshop

Cisco Desktop Virtualization

Assessment

Cisco Desktop Virtualization Strategy


Preproduction Pilot

Cisco Desktop Virtualization Planning

and Design

Cisco VXI Solution Support

Cisco SMARTnet

Collaborative

Data Center

Services

UCS Lab Demonstration Accelerator Cisco Smart Care

Cisco UCS Collaborative Support Cisco CPS Data Center Development

Cisco CPS Data Center Guidance

Cisco Data Center Assessment Cisco Partner Support Service Cisco VXI Technical Consulting

Accelerator

Cisco Data Center Knowledge

Service

Cisco Data Center Knowledge Service

Cisco Data Center Knowledge Service

Cisco Desktop Proof of Concept Cisco Desktop Virtualization

Implementation


Optimization


Partner Methodology

Working Together to Make the Deal Bigger

Partner

Service

Collaborative

Service

Partner

Service

Cisco

Branded

Service

Complement Your Offering with Cisco Services

Partner

Service

Collaborative

Service

Collaborative

Service

Plan Build Manage

Partner

Service

Cisco

Branded

Service


Challenge

Solution

• Expand services portfolio beyond networking to provide end-to-

end solution to customers

• Enhance employees’ cloud computing capabilities and cloud

market impact

• Deliver NIL’s cloud offerings as efficiently and effectively as

possible, backed by market leader

• Cisco Collaborative Professional Services Cloud Builder provides

access to Cisco expertise, best practices, and certification

• Cisco validates design, processes, and effectiveness of NIL’s cloud

solutions

• Cisco Cloud Builder Accelerator offers automated tools and templates to

streamline cloud deployments, speed to market

Business Value

•Awarded Most Innovative Data Center, Cloud and Virtualization Project at Cisco Live

London 2012

•Gained competitive advantage with cloud offering certified by major technology

vendor

•Significantly reduced deployment time for customers, from three weeks to just four

hours

“From our point of view, networking is a central part of the cloud story. And it’s just another reason why Cisco is such a

perfect match for our company. Combining our own engineers’ expertise with Cisco’s has resulted in the optimal solution

for our customers.” –Robert Turnsek, Special Projects Director, NIL Data Communications Ltd.


Cisco Partner Practice Builder

Build a plan for a new services practice

Cisco Steps to Success

Grow productivity and profitability through

best practices and templates

Cisco Accelerate Program

Effectively position, sell and increase

services sales with training and incentives


Partner Marketing Central

Create co-branded materials, develop

campaigns, and organize market events

PDI Help Desk

Planning, design, and implementation

support for your customer solutions—

now with dedicated Data Center

Cloud Support Team


“The combination of value-based rewards and access to new smart services will help us continue to meet customer

requirements, distinguish ourselves from the competition, and maintain the profit levels to support continued growth.”

– Peter Stavropoulos, President and CEO, FlexITy Solutions

“The Cisco Services Partner Program offers partners an opportunity to differentiate themselves through performance and expanded capabilities, and I believe this will have a definite and

positive impact on customer loyalty.”

– Bill Griggs, Global Sales Leader, IBM Maintenance and Technical Support

“[Collaborative Professional Services is] the perfect way to fill in the knowledge gaps when needed, while continuing to hone the skills and expertise of our internal engineers.” – Brede Bjornstad, Chief Technology Officer, Datametrix


Cisco Helps You Make the Most of Tomorrow’s Opportunities

Special Offer for

Cisco Data Center Partner Connect

Additional discount on a

Collaborative Professional Service (CPS)

relevant for your practice to help you:

Reduce costs

Hasten project funding decisions

Focus critical staff on sales

Expand into new technology and markets

Contact [email protected]

within the next 60 days

to discuss your needs and get started.

mailto:[email protected]






Thank you.


Challenge

Solution

• Capitalize on cloud market opportunity with new architecture, product,

and service offerings

• Validate and refine hybrid data center and cloud offerings to better

serve customers and grow business

• Expand knowledge of converged and cloud technologies and services

within Forsythe

• Cisco Cloud Partner Program delivers access to training and tools for

partners building cloud practices

• Cisco Cloud Builder certifies skills in infrastructure, management applications,

and professional services

• Cisco business planning tools help project revenues and profitability

Business Value

• Doubled number of hybrid data center and cloud-related engagements, and developed more agile

response to increased customer demand for cloud solutions

• Secured new business and grew Cisco UCS revenue 300 percent year over year

• Created competitive differentiation with higher-level engagements and skill sets above typical VAR

capabilities

“Our hybrid data center and cloud-related engagements have doubled since we have been certified as a Cisco Cloud Builder. And we already have

approximately 40 clients with some form of hybrid and/or cloud solution initiatives under way.” –David Mossinghoff, Managing Director, IT-as-a-Service,

Forsythe Solutions

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