Jeremy Aston - Cisco · Software is the Path Toward Business Outcomes IT & Business Expectations...

Jeremy Aston

Senior Director

Software Strategy and Operations

Software is the Path Toward

Business Outcomes

IT & Business Expectations Are Increasing

2013 2015 2020

ThreatsData

Connected Devices

Mobility Apps

Cloud


Cisco Software Strategy

Everything Cloud Ready

Customer Experience

First

Simple & Open

Consumption Flexibility

Cisco Enterprise Software Model

Collaboration Security

Data and

Analytics

Enterprise

Agreements

WHAT WHERE

IoE Application

PlatformsVolume Based

Transactional

HOW

Intercloud

Cisco ONE for Infrastructure


What is Cisco ONE Software?

Simple Set of Solutions

Provides Flexibility

Access to Innovation

Cisco ONE:

Cisco ONE ELA

• Single list price SKU

• SW features packaged together to address

common use cases

• Applies to a single device purchase

• Legal agreement with consumption terms

• Entitlements packaged together across entire

offer catalogs

• Applies to an Enterprise-wide purchase

Sell Cisco ONE now – Don’t wait for an ELA opportunity !

Offer Buying Model

What it is.. What it is Not..

Cisco Confidential 8C97-732563-00 © 2014 Cisco and/or its affiliates. All rights reserved.

What Are We Solving For?Too Many License Options – Complex And Hard To Track

Device

Features

Meter

Services

Price

1

2

3

4

5

Nexus

3K

Nexus

5K

Nexus

6K

Nexus

N7K

N1110-

S

UCS

Server

UCS

FI

ISR

1900

ISR

2900

ISR

3900

ISR

4400

ASR

1K

Cat

2K

Cat

3K

Cat

4K

AP

(Wire-

less)

AP Interface Node Routers Switches Sessions Seats Users Endpoints

Get price and TCO for each component separately

Data

Center AccessWAN

Pick and choose SMARTnet coverage for different hardware and software combinationsN

1K

Ad

v.

PI L

ife

cycle

PIA

ssu

r.

DC

NM

DC

NM

-SA

N

LA

N

EL

2

VD

C L

ic.A

dv

VD

C L

ic.

TR

S

MP

LS

FC

oE

SA

N

N7K

-C70

xx

Alg

oB

oo

st

FC

oE

NP

V

Sto

rage P

ort

s

128 C

PU

Lic

.

256 C

PU

Lic

.

CU

BE

CM

E/ S

RS

T

UC

vN

AM

AV

C

SE

C

AE

S/A

IS

Ap

p

Pri

me

Assu

ran

ce

Pri

me

LC

An

yC

on

ne

ct

CW

S

Wirele

ss P

rim

e

CM

X

IPS

/ E

S

wIP

S

MS

E B

ase

AP

Lic

.

Pri

me

Assu

r

Pri

me

LC

Pri

me

Ba

se

EW

IP B

ase

Cisco ONE Software Suites

Cisco Confidential 9C97-732563-00 © 2014 Cisco and/or its affiliates. All rights reserved.

Cisco ONE SoftwareA More Valuable and Flexible Way for Partners to Sell Cisco Software

100s

Current Model

A La Carte,

Separately Priced

Items

Licensing Tied to

Hardware

Perpetual for the

Lifetime of the Box

3x3

Cisco ONE Software

Software Suites

Offered as a Solution

License Portability

Access to Ongoing Innovation

Perpetual, Subscription, and ELA Options

Cisco ONE Partners

Larger Deal Sizes

Lifecycle Mgmt

Higher VIP Rebate

Faster Hardware Refresh

Customer Stickiness

Recurring Revenue


Data Center WAN Access

WAN Switching WirelessComputeNetworking

Advanced

SecurityAdvanced Security Software and Appliances

Advanced

ApplicationAdvanced Capabilities and Applications Software

Core Networking, Security and Systems Softwarewith Network & Energy Management, ACI

Foundation


Data Center WAN Access

WAN Switching WirelessComputeNetworking

Threat Defense for Data Center

Threat Defense for WAN

Identity Services for Access

Advanced

Security

Data Center

Fabric

Enterprise

Cloud SuiteWAN Collaboration

Campus Fabric

AdvancedMobilityServices

Advanced

Application

Foundation for Networking

Foundation for Compute

Foundation for WANFoundation

for SwitchingFoundation for Wireless

Foundation

Software Support Service (SWSS)

Technical Support, Updates/Upgrades,

License Portability, Access to Ongoing Innovation

PSS + SMARTnet or Smart Net Total CareTechnical Support (Hardware + Operating System), Device Replacement

Partner

Professional

Services

Use Cases Enabled by Cisco ONE Software

Enterprise Cloud

Data Center Network

AutomationIntelligent WAN Unified AccessInfrastructure Automation

Connected Mobile

Experiences

Next-Generation

Branch Offices

Converged Data

Center Network

Application Centric Infrastructure


WAN is Key to the Branch Ecosystem

of Employees work in a Branch**

or more revenue is generated from the Branch *

* US Department of Commerce

** Nemertes Research, 2013

WAN


IT Challenges In The Branch

MORE WAN

TRAFFIC

BANDWIDTH

INTENSIVE APPS

POINT OF SECURITY

VULNERABILITY

NO REMOTE

BRANCH

MANAGEMENT

BUDGET

CONSTRAINTS

WAN

Mobility

Explosion

Mobile-connected

devices by 2018(Cisco VNI, 2014)

10B

Application

Proliferation

Yearly Increase in

Enterprise Bandwidth(Gartner, Enterprise Network

Service Forecast Analysis, Q2-

2014)

20-50%

Security

Threats

of Advanced Threats

Target the Branch by

2016 (Up from 5% in

2013)(Gartner 2013)

30%

IT Complexity

of IT Resources Spent

Keeping Lights on(Forrester 2013)

80%

Budget

of Organizations Will

Have no Additional

WAN Budget (Nemertes 2016)

60%


Functionality that Enables an Intelligent WANConnect your branches & campus over any connection - secure and cost optimized

Comprehensive

Branch

Security

Optimized WAN

Usage

WAN over Any

Connection

for

Cost Optimization

Branch Network

Management &

Automation

Uncompromised

Application

ExperienceCisco ONE Foundation for WAN

Cisco ONE:

Selling Cisco ONE


Cisco ONE Case Study: 575 Store Retail Grocery Chain

To this…

WAN Collaboration

• Unified Comm.

• UCS-E Blades

Foundation for WAN

•WAAS/AVC

• Prime

Infra/Assurance

• Prime vNAM

• EnergyWise

• IOS Security

From this…

Future

Traditional

Phone System

Point-of-Sale

Servers

v

v

Now

WAN Optimization

No Network Management

IOS Security

(VPN & Firewall)

v

“With this new model, Riverbed has

lost the 575 store WAAS business

and they don't even know it

happened.”

– Cisco Account Manager

“Cisco ONE easily enabled us to

raise the level of the conversation.”

– Partner Practice Executive

From $1.9M to $2.2M

– a 15% increase

Cisco ONE:

Programs &

Enablement

© 2015 Cisco and/or its affiliates. All rights reserved.Presentation_ID Cisco PublicCisco Confidential 19© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Cisco ONE Partner Programs

10% VIP for software*

OIP/TIP at current rates

Services rebates paid with CSPP**

* Some Cisco ONE Nexus related Software bundles have a 5% rebate

**CSPP Services rebates apply to perpetual licenses, Subscription licenses TBA

*** For ATP products included in bundle, all Partners are eligible to sell the bundle,

however only ATP designated Partners are authorized to install that part of the SW

bundle.

Eligibility

All partners can resell Cisco® ONE***

VIP eligibility: •Existing Specializations per domain •2 pre-sales resources complete Cisco ONE training

Incentives


Call to Action

• Engage your Partner Account Manager to enroll your organization into the Cisco ONE Partner accelerator program

• Encourage your team visit the World of Solutions to learn more

• More resources: www.cisco.com/go/one

20

http://www.cisco.com/go/one

Thank you.

Jeremy Aston - Cisco · Software is the Path Toward Business Outcomes IT & Business Expectations...

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