© 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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
$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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
% 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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
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
+ +
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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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
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
Technical Knowledge Library
Collaborative Managed Services
Technical Knowledge Library
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Plan Build Manage
Cisco
Branded
Data Center
Services
Cisco VXI Discovery Workshop
Cisco Desktop Virtualization
Assessment
Cisco Desktop Virtualization Strategy
Cisco Desktop Virtualization
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
Cisco Desktop Virtualization
Optimization
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
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.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
“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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
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.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Thank you.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
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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