LEADing the Future by Partnering with Cisco
Ruma BalasubramanianVP, APJ Partner Organization
Thank You for Your Partnership
Innovation
Simplification
Outcomes Relevance
Software and SaaS Share and Growth
Our Business Demands…
Customers Want…
Our Partner EcosystemLearningPartners
TechnologyPartners
IndependentSoftware
Vendors (ISVs)
Distributors
VARs &
Silver
Partners
SI & Solution Providers
IoT
Consulting Partners
Cloud
Partners
ServiceProviders
(SPs)
Evolving Our Partner Strategy
Product
Business Process
Business Solution
Architecture
Technology
Business Outcomes
Pro
fess
ion
al S
ervi
ces
What You Told Us You Need
Expand Your Practice
Up-Sell and Cross-Sell
Remain Competitive
Partner Programs and Incentives
Customer Loyalty
ProfitabilityGrowth Differentiation
Focus Areas to Help You Succeed
Protect Against Niche Competitors
Expand Across Architectures or
Segments
Build Cloud and SaaS Business
Maximize Rewards from Cisco
ProfitabilitySolutions CloudArchitectures& Enablement
Focus Areas to Help You Succeed
Protect Against Niche Competitors
Expand Across Architectures or
Segments
Build Cloud and SaaS Business
Maximize Rewards from Cisco
ProfitabilitySolutions CloudArchitectures& Enablement
Wireless EverywhereRefresh the NetworkMerakiIntelligent Branch
Enterprise Networking
Architecture Growth Priorities
Next Gen FirewallContent SecurityThreat Defense
Security
Private/Hybrid Cloud UCS 2.0ACI + N9K
Data Center
New Video PortfolioCisco Meeting RoomProject Squared
Collaboration
New Software SolutionsMigration toward ASR9KNew Specializations
SP Architectures
Architectures are Our Foundation
Architecture Specializations & Programs
Enterprise Networking
Security Data Center Collaboration SP Architectures
IoT Specializations
Security Ignite ACI Perfect Pitch Collaborate Now SP Tech PlusEN Ignite
Security Specialization
Advanced Unified Computing & Unified Fabric Specializations
Advanced VideoSpecialization
SP Architectures Specialization
Enablement Drives Profitability and Growth
VIP/CSPP rebates awarded to specialized APJ partners in FY14
$154M
Growth in revenue for Gold Master specialized partners14%
Higher growth among partners who are investing in architecture practices
21%
Partner individuals from 1,100 partner companies trained across 541 courses
18,000
Focus Areas to Help You Succeed
Protect Against Niche Competitors
Expand Across Architectures or
Segments
Build Cloud and SaaS Business
Maximize Rewards from Cisco
ProfitabilitySolutions CloudArchitectures& Enablement
Sales teamsengaging with ISVs had their average deal
increase
5-7X
ISVs’ Unique Position
“Software runs on hardware”
Line of Business relevance accelerates sales
Private, Public (SaaS), Hybrid Cloud
Differentiation through integration:e.g., ACI, Collaboration, CMX, UCSD
“Sell with” and “sell to”
Accelerating a Solutions-Centric Approach
Tools and support for developers
Validation, testing and marketing
support for Solution companies
Solution partner storefront
APJ Focus AreasCustomer and Employee Experience, Security,
Big Data and Analytics, Microsoft, and SAP
DevNetSolution Partner
ProgramMarketplace
Sample “Sell With” ISVs in APJBanking, Finance, Insurance, SP
Healthcare Education, Government
Mining, Energy, Manufacturing
Power, Oil, Gas, Retail
SmartTac盈联科技
Navinfo四维图星
Server 2003 MigrationPrivate CloudSQL 2005 Migration
Big Data &
Analytics
SAP HANATDIITPASAP Cloud
Unix/RISC Migration (Infrastructure Modernization)
SAP ERP Cloud Migration
ISV Campaign Resources • Partner playbook*• SaaS Guidebook• Training webinar• Step-by-step instructions to run a campaign• Updated Email templates & detailed call guides• Supporting materials• Telemarketing or integrated campaign for a fee• Negotiated discounts on call lists
Visit PMC and search “ISV” to find resources*Major update available November
Focus Areas to Help You Succeed
Protect Against Niche Competitors
Expand Across Architectures or
Segments
Build Cloud and SaaS Business
Maximize Rewards from Cisco
ProfitabilitySolutions CloudArchitectures& Enablement
Business Imperatives
New Revenue Streams
Accelerated Deployment
Dynamic, Efficient,
Agile
Security Assured Experience
ITaaS
IT Sourcing Spectrum
Public
Private
Hybrid
SaaS
The World of Many Clouds
Balancing Act of the CIO
Striking the perfect balance
Fixed workloads Elastic workloadsChoice to build / rent across providers
Workload portability Consistent security
DC/Private Clouds Provider CloudsEconomics
SpeedScale
DataSovereignty
Security
Control
Hybrid
World of Cloud Islands (2000s)
Each Cloud is custombuilt with no consistent APIs
Intercloud
Connected for application acceleration with Open APIs
The Intercloud
Intercloud
Web-scale | Automated | Open, Secure, Hybrid
Internet
Islands of Isolated PC LAN Networks (1990s)
Multiple LANs usingmultitude of protocols
The Internet
Connected using IndustryStandard IP protocol
IP Based | Open Standards
The Intercloud Global Marketplace
Intercloud
EnterprisePrivateClouds
Public Clouds
Intercloud Partners
Intercloud Fabric
APIs
Portal
APIs
Enterprise Workloads
Native CloudApplications
Big Data & Analytics
Collaboration & Video
Meraki
Analytics
WebEx
Security
IOE aaS
HANA aaS
vDesktop aaS
Cloud Services & Applications
HCS
IaaS
PaaS
MicrosoftSuite aaS
DRaaS
A network-centric partner ecosystem
will provide the most choice and data sovereignty
over a vendor direct model
CIOs need application
centric policy control across all
IT components and all clouds at
scale
Hybrid Cloud requires the ability
to place VM workloads on any
cloud and move them back
The IoE explosion will require data virtualization at scale, not data
replication
Cisco’s Intercloud Differentiated Principles
Cisco’s Intercloud Ecosystem Partner Roles
Intercloud
EnterprisePrivateClouds
Public Clouds
Partner Clouds Cloud Services
and Applications
Cloud Builder
Private Clouds
Intercloud Alliance Partner
(CCS)
Cisco PartnerTechnology
Partner
Consultant(Influencer)
Cisco Channel PartnerReseller
Application /SaaS PartnerDeveloper
IntercloudProvider
Aggregator
Intercloud
Cloud Revenue Opportunity for Partners
$$
Par
tner
Opp
ortu
nity
• Cloud justification business case
• Project plan• Financial benefit
model
• Infrastructure assessment
• Infra security policy documentation
• Migration plan
• Applications assessment
• Application security policy documentation
• Migration plan
• Service deployment• Compliance &
Security Audit
• User education & Experience
• TCO evaluation
$ $$$ $$$ $$
Clo
ud A
dop
tion
Life
Cyc
le
• Business model & Org changes
• Financial model pressure
• Environment maturity• Fixed vs. mobile users
• Local or remote applications
• Customized vs. Standard
• Licensing Model• Security required
• Service scalability and reliability
• Vertical market compliances
• Global vs. local requirement
• SLAs and Support• Cost
• User education and adoption
• Security policy implementation
• TCO evaluation
Focus Areas to Help You Succeed
Protect Against Niche Competitors
Expand Across Architectures or
Segments
Build Cloud and SaaS Business
Maximize Rewards from Cisco
ProfitabilitySolutions CloudArchitectures& Enablement
Maximising Cisco Incentives
ExtendedTerm Financing
TechnologyMigration Incentives
New AccountBreakaway
VIP, OIP, TIP, SIP Demo/NFR Cloud MDF
Big Bets/Quick Bets
Partner Plus/ Partner 360
Demand Generation -ASAP
CSPP Rebates Marketing and Branding Promotions
Learning Credits
xIP & GDR
• 30% improvement in OIP approval time
• 63% increase in approved deals
• $81M OIP deals in pipeline
• Theatre focus on TIP• Simplification through
programme stacking
Partner Plus
• Expanding Partner Plus in FY15
• Elite partners eligible for up to $35k/quarter
• Access to enablement, marketing and engineering resources
Cloud
• 196% Cloud bookings growth in APJ
• 61 partners enrolled in Cloud Master and Advanced Specialisations
• Opportunity: Leverage Cloud Reseller Programme for growth and profitability
Growing Profitably with Cisco Incentives
Calls to Action
• Create depth in your Cisco architectures practices
• Build your own ecosystem that includes ISVs and other solution partners
• Transition to Hybrid IT and sell private cloud solutions
• Continue the dialogue with Cisco
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