2011 September 20 Data Center UCS Specializations Evolution Update
Transcript of 2011 September 20 Data Center UCS Specializations Evolution Update
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2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
Cisco Confidential 1 2010 Cisco and/or its affiliates. All rights reserved.
Cisco
Architecture AwarenessData Center and Virtualization
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Sales Business Development Manager DCV Partner GTM team [email protected]
Program Manager EM VIP Program [email protected]
Program Manager EMEA Specializations and Certifications [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected] -
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DCV Market Opportunity
DCNI, DCSN and DCUC ATP Retirement
Data Center Specializations EvolutionIncentives
Q&A
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Hannah Baker Sales Business Development Manager DCV Partner GTM team Europe20 September 2011
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Switching Migration
MainstreamNexus
$7.8B TAM
Storage Evolution
MDS, Nexus,FCoE
$3.7B TAMFCoE growth
85%
ApplicationNetworking
WAAS, ACE
$2.7B TAM
Unified Computing
UCS
$28.6B TAMBlade growth: 18%
Cisco Data Center Revenue Grew 16% Y/Y
$14.3B Services TAM
WW DCV Total Addressed Market : CY14: $58B CY10-14 CAGR: 11%
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Nexus orders orders exceeded anannualized run rate of $2.4 billion inFQ4-2011, which represents 45% yearover year growth for FY11
9.500+ Customers have purchased in
excess of 170,000 Nexus chassis . FCoE is now available across the
Nexus/MDS Portfolio and shows a30% attach rate to the Nexus 5000.
Key innovations for Next generationData Centre were delivered in the last
12 months, FabricPath, Unified Port,OTV & LISP
Nexus FabricPath eWeek2010 Product of the Year
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UCS orders exceeded an annualized run rate of $1.1 billion in FQ4-2011, which represents129% year over year growth
7,400 unique UCS Customers; 2,620 repeatcustomers with average 3.4 repeat buys
158 ATP Channel Partners for UCS B-Series; All for UCS C-Series; Active Distis with Configuration to Order Capability
Ten of Thousands of supported applications 44+ World Record Performance Benchmarks
to date
44+ ISVs writing to UCS API UCS Emulator Guide downloaded over 15,960
times
XML model information Guide downloaded over 7,467 times
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Renata ProchazkovaEMEA Theater Certification & Specialization Program Manager
20 September 2011
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Retirement of the Advanced DCNI and DCSN Specializations
Retirement of the DCUC ATP Program
New DC Specializations launched
Streamline Cisco Partners DC focus
Simplify the specializations structure and refresh training content
Provide partners with an option of Architectural approach
31 October 2011 ( 1 Nov 2011 CSApp closed for new applications or renewals)
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DCNI/DCSN EOL official announcement July 31, 2011 DCNI/DCSN EOL October 31, 2011
Partners have to complete renewals or new applications for
DCNI/DCSN Specializations prior to October 31st
2011
Partners who renewed prior to October 31, 2011 will retain their specialization approval status until their next specialization date whichcould be October 31, 2012 the latest
Encourage partners to start working towards the NEW DCSpecializations
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Example 1: DCNI/DCSN Anniversary date 3 rd Aug 2011 ( prior to Oct 31 st 2011 )
May 3 2011 Aug 3 2011 Oct 31 2011 Aug 3 2012
RenewalOpen
AnniversaryDate
DCNI/DCSNRetirement
Next Anniversarydate
90 days Renewal process Specializations in approved status New DC Specializations
Example 2: DCNI/DCSN Anniversary date 15 th December 2011 ( between Nov 1 st 2011 and Jan 31 st 2012 )
Oct 31 2011 Dec 15 2011 Oct 31 2012
RenewalOpen
DCNI/DCSNRetirement
AnniversaryDate
Next Anniversarydate
90 days Renewal processcut to 46 days Specializations in approved status New DC Specializations
Sept 15 2011
Example 3: DCNI/DCSN Anniversary date 9th
February 2012 ( After Jan 31st
2012 )
Oct 31 2011 Feb 9 2012
DCNI/DCSNRetirement
Next Anniversarydate
Specializations in approved status New DC Specializations
Nov 9 2011
RenewalOpen
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DCUC ATP EOL official announcement July 31, 2011
DCUC ATP EOL October 31, 2011
Up to October 31 st 2011 all renewals or applications are to besubmitted as normal
On Nov 1, 2011 all the existing approved DCUC ATP partners will beassigned Oct 31, 2012 as their next anniversary date
Encourage partners to start working towards the NEW DCSpecializations
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Renata ProchazkovaEmerging Theater Program Manager
20 September 2011
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DCUC ATP
DCNI DCSN
New April 11th
2011Data Center Architectural Specialization
(DCA)
Unified Fabric TechSpec(UFT)
UnifiedComputing TechSpec(UCT)
UCS B & C SeriesNexusMDS
Retiring Oct 31st
2011
Full DCFocus
Specific DCTechnologyFocus
ACE
MDS Nexus ACE
UCS B & C Series
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Move to Architectural
Approach
Streamline andSimplifySpecialization Focus
on Unified Fabric
Scale UnifiedComputing Enablement
Process
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Unified ComputingTechnology
Specialization ( UCT )
VIP on UCS B & C Series
UCS C-Series
Benefits:Access to B-SeriesVIP on UCS B & C SeriesCan count towards Silver
CertificationOpen to all partnersUSC Pricing
Available since
April 11 th 2011!
Data Center ArchitectureSpecialization ( DCA )
Unified FabricTechnology
Specialization ( UFT )
VIP on Nexus, MDS, ACE VIP on UCS B & C Series, Nexus,MDS, ACE
Benefits:VIP on Nexus and MDSCan count towards Silver
CertificationOpen to all partners DCAFree DCV On-Line Labs (dcv-
labs.labgear.net)
UCS B-Series UCS C-Series UCS B-Series
MDS Nexus
Benefits:Highest Level of recognitionAccess to B-SeriesVIP on All Eligible DC productsOpen to all partnersCount towards Gold, Silver and
Premier CertificationATP Lab Investment Critical for Gold
certificationFree DCV On-Line Labs (dcv-
labs.labgear.net ) USC Pricing
ACE ACE
MDS Nexus
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* Above data does not include cost and time investment into Career certifications which an individual needs to hold to qualify for the job role. Only examsare mandatory not training so actual cost to Specialize may be significantly lower.No LAB requirement for any of the 3 specializations. However demo Lab and Support Lab will remain as a requirement during the Silver and Gold
certification audit..
DCUC ATP 330UCT + UFT 289Training hoursSaving -41
DCUC ATP 330DCA 244Training hoursSaving -86
DCSN + DCNI 248UFT 203Training hoursSaving -45
Overview of cost investment into training courses and exams. The data cover total costinvestment into trainings specific to the DC Specialization job roles
Overview of training course (e-learning/ instructor led) duration per specialization.The data cover total time investment into trainings specific to the DC Specialization job roles
DCUC ATP partner $ 29,625
UCT + UFT $ 26,280Training/ExamsCost Saving -$3,345
DCUC ATP partners $ 29,625
DCA $ 22,030Training/Exams CostSaving -$7,595
DCSN + DCNI $ 27,430
UFT $ 20,400Training/Exams CostSaving -$7,030
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Technology Specializations: 1 AM can fulfill a role of Account Manager across 4 Technology Specializations 1 SE can fulfill a role of System Engineer across 2 Technology Specializations 1 FE can fulfill a role of Field Engineer across 2 Technology Specializations
Architecture Specializations: 1 AM can fulfill a role of Account Manager across 2 Architecture Specializations 1 Architecture SE can fulfill a role of System Engineer across 2 Architecture Specializations 1 FE can fulfill another FE role within 1 Architecture Specialization ( FE cannot be shared across
Architecture Specialization! )
Note: Role sharing in technology specialization(s) has no impact on architecture specialization(s)!
Role BorderlessNetwork
Collaboration DataCenter
AM Rob Jack Jack
ASE Mary Mary Jill
FE1 Jane John Tony
FE2 Jane -* Tim
FE3 Bill -* Tony
Role R&S Security UC WLAN UCT UFT
AM Rob Rob Jack Jack Jack Jack
SE Mary Mary Bill Bill Jill Jill
FE Jane Jane Tim Tim Tony Tony
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Header DC Architecture UFT UCT
AM
646-205 CSE 650-987 PSDCUCAM
646-985 DCNSS
(Architecture)SE
650-987 PSDCUCAM
642-357 DCSNS 642-971 DCNID 642-982 DCUCD
FE 1 642-983 DCUCI
FE 2
CCNP 642-359 ICSNS 642-974 DCNI-2
FE 3CCNA
642-975 DCASI
UFT:+ SE role pre-requisite
CCDA or CCDP or CCIE(*which is not mandatory for Arch SE inDCA)
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Launch of DCA, UFT and UCT specializations in April 11, 2011
DCSN, DCNI and DCUC ATP retiring in October 31, 2011
Last day when a partner can hold valid DCSN, DCNI or DCUC ATP is October 31, 2012
Requirements can be viewed at the Data Center ArchitectureSpecialization , Unified Fabric Specialization and Unified ComputingSpecialization website
Online training courses for the NEW Specializations available atPartner Education Connection (PEC) .
ILT Trainings available through Cisco Learning Partners
Only CSE v.5 or later can be counted towards Account Manager rolein the Architecture Specializations ( in this case Data Center
Architecture Specialization ).
http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/go/pechttp://www.cisco.com/go/pechttp://www.cisco.com/go/pechttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.html -
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Data Center NetworkingInfrastructure
Entry
Express
Foundation
UnifiedCommunications
Express
Small Business
Foundation
Security
UnifiedCommunications
Master
Security
Unified Communications
Wireless LAN
Advanced
Data Center
Collaboration
Borderless Network
Routing & Switching
Unified Fabric
Unified Computing
D e p
t h o
f E x p e r t
i s e
Small BusinessSpecialization
Data Center StorageNetworking
Retiring Oct 31 st 2011
Architecture
Technology
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Option 1:Small BusinessSpecialization
Option 2:Small BusinessFoundation
Integrated Technology Skills Breadth
Select
1 SB Specialization
T e c
h n o
l o g y
S k i l l s
D e p
t h
Option 1:Express Foundation
Option 2:1 Architecture Spec.:
Advanced BN Advanced DCA Advanced Collaboration
Premier
1 Qualified Specialization
Option 1:2 Architecture Spec.:
Advanced BNAdvanced DCA
Advanced Collaboration
Option 2: *1 Architecture Spec.:
Advanced BNAdvanced DCA
Advanced Collaboration+ 1 Advanced Spec.: Advanced R&S Advanced WLAN Advanced Security Advanced UCAdvanced UCTAdvanced UFT
Silver
2 QualifiedSpecializations
Advanced BNAdvanced DCA
Advanced Collaboration
Gold
3 ArchitectureSpecializations
Customer Satisfaction
Support Infrastructure
4 CCIEs 2 CCIEs
*Advanced Technologyspecialization cannot be inthe same family asArchitecture specializationchosen for thecombination( eg. Advanced UC cannotbe combined withCollaboration ArchitectureSpec. )
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New CertificationProgram Available
Partner CentralWebsite
Partner Central Announcement
CPI Newsletters
Targeted emails sentby WW to all existingDCNI, DCSN and
DCUC ATP partners
NEW Data CenterSpecializations
CSApp tool updatedPartner CentralWebsite
Partner Central Announcement
CPI Newsletters
Social Media
DCNI, DCSN, DCUCATP EOL
CSApp tool update byEOB 31 st Oct 2011
DCNI, DCSN, DCUC ATP Applications or Renewals No Longer
Accepted from 1 st November onwards
11 April2011
15 Aug2011
31 Jul2011
31 Oct2011
Announcement ofDC spec. EOL
CSApp tool updatedPartner CentralWebsite
Partner Central Announcement
CPI Newsletters
1 Aug2012
New CertificationProgram Required
Any Gold or Silver Certification applicationsor renewals taking placefrom 1 st Aug 2012onwards must meet newrequirements
Based on the Anniversary Date
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Data Center IncentivesVIP 18Upfront discount incentives
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Program Period
Program Goal
Architectures
Program
Requirements
AdditionalDetails
July 31, 2011 January 28, 2012 Enrollment Dates: August 14 September 16 (6 Month) Enrollment Dates: October 31 November 18 (3 Month)
Borderless Networks: WAN Optimization, Security, Wireless, Routing andSwitching, Small Business
Collaboration: Unified Communications, TelePresence, WebEx Data Center: Data Center Unified Fabric, Data Center Unified Computing
All three VIP tracks have minimum bookings requirements per subtrack All VIP tracks require associated advanced specializations or ATPs
Minimum CSAT scores and number of valid surveys
Enrollment in VIP tracks is required
The Cisco Value Incentive Program (VIP) rewards partners thathave a comprehensive business practice focused on threemajor architectures. Participating partners receive a semiannualpayment when they meet program requirements.
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Rebate is calculated based on eligible net bookings Eligible SKUs at www.cisco.com/go/skus
Base rebate 5%
Gold bonus 2%
Up to 7% rebatepercentage oneligible VIP 18DC NetBookings
Unified Computing subtrack
Unified Fabric subtrack
http://www.cisco.com/go/skushttp://www.cisco.com/go/skus -
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*See SKU List for Actual Rebate %
Track Data Center
Subtrack Data Center Unified Fabric Data Center Unified Computing
Entry Requirement No Entry No entry
Exit RequirementUFT Specialized or DCNI or DCA or
ATP-DCUC UCT Specialized or DCA or ATP-DCUC
Minimum Booking(6 Month / 3 Month)
Varies by country group $50,000/ $25,000
SKU Categories*(A, B, C, D)
5% 5%
CSAT Target(Min 20/10 Qualified Survey)
4.40
Master % N/A
Gold % 2%
Increased from 1% to 2% butDC Accelerator Program is
not extended in FY12
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Product Family Rebate Level Sub-track
UCS - B Series 5% Unified Computing
UCS C Series 5% Unified Computing
Nexus 7000Nexus 5500Nexus 2200Nexus 1000V/1010
5% Unified Fabric
MDS(Fabric Switches Only)
5% Unified Fabric
ACE 5% Unified Fabric
Nexus 5010 and 5020 Not Incented
Nexus 7010 Chassis & CommonEquipment Bundles
Not Incented
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Program period 18: July 31 January 28, 2012
Re-enrollment required for VIP 17 partners
Enrollment windows for new and existing partners
August 14 September 16, 2011 for Q1 and Q2October 30 November 18, 2011 for Q2 only
CSAT survey periodStart: January 31, 2011End: January 28, 2012
Payout datesFirst payment April 2012Second payment June 2012
Partners and PAMs Should Usethe Partner Program Enrollmentto Track Enrollment Status Only:
www.cisco.com/go/ppe
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Open a case online: www.cisco.com/go/prt
Select category Programs and subcategory VIP -Channels whensubmitting your case
VIP URLs:VIP home page: www.cisco.com/go/vipVIP SKUs: www.cisco.com/go/skus PPE Tool: www.cisco.com/go/ppePAL Tool: www.cisco.com/go/palPPI Tool: www.cisco.com/go/ppi
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UCS Partner Pricingo 61% discount on UCS portfolioo 65% discount when combined with OIPo Combinable with VIP
OIP / TIPo Incremental 8% discount on hunted / teaming dealso Incremental 4% on UCS Pricingo Combinable with VIP
PSPPo For Public Sector customerso Discounts by product family (DC portfolio included)o Combinable with VIP
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Thank you.