In Collaboration with Intel · 3. CXO LOB IT. Change is Challenging Business at All Levels. Cisco...

Cisco Confidential 1© 2015 Cisco and/or its affiliates. All rights reserved.

In Collaboration with Intel®

ISV + Solution Partner Program & Strategy

Denny TrevettVice President, Global ISV & Technology Partners

4 March 2015

Transforming your Business with ISVs

In Collaboration with Intel®

Beat UmbrichtDirector, EMEAR Strategic Partner Organization

3© 2015 Cisco and/or its affiliates. All rights reserved.

CXO

LOB

IT

Change is Challenging Business at All Levels

Cisco Confidential

Operating Model

Business Model

SecurityData Center Collaboration Service ProviderEnterprise Networking

BUDGETS

BUSINESS

VALUE

SOLUTIONS

CONNECTED

ECOSYSTEM


Cisco Partner Ecosystem

ServiceProviders

(SPs)

Cloud Partner

Channel

TechnologyPartners Learning

Partners

Distributors

Consulting Partners

IoT

ISVs

Influencers

IntercloudProvider


“Software runs on hardware”

Line of Business relevance accelerates sales

Private, Public (SaaS), Hybrid Cloud

Differentiation through integrations:e.g., ACI, Collab, CMX, Intercloud, Integrated Infrastructures

“Sell with” and “Sell to”

ISV Value in theEcosystem


“Sell With”

Capex to OpexAccelerate time to deployReduced costs

End Customers

SaaS

Offer Customers SaaS: Hybrid / Public Cloud

“S ell To”

End Customers

Bringing Solutions to Customers … together


“Sell With”


End Customers

SaaS


“S ell To”

End Customers



Driving LOB Relevance with Solutions

KeySuper Verticals B2C

(Edu, Retail, HC, Hosp, S&E) Manufacturing EnergyGovernment Financial Services

CustomerExperience

Business Operations Innovation

WorkforceExperience

IT Transformation

Horizontal Solutions

InterCloud Analytics Security ACI/IWAN

Technology Building Blocks – Disruptors

New NetworkArchitectures

Enterprise Networking Data Center Security Collaboration Service Provider

Architectural Foundations


“Sell With” ISV Opportunities – Data Center










Public PrivateHybrid








Mobile ExperiencesConnected Analytics

Location-based AnalyticsLogical Data Warehouse

http://www.purplewifi.net/set-up-guest-wifi/








Managed Threat DefenseNetwork Model & Analytics

IT Compliance ManagementSecure Data CenterHosted Security aaS

Customer Threat Intelligence








“Application” Centric Infrastructure



CustomerExperience


WorkforceExperience

IT Transformation









CustomerExperience


WorkforceExperience

IT Transformation


BYODMobile WorkspaceVirtual ExpertiseBusiness Video

Business Conf & TrainingReal Time Communications



CustomerExperience


WorkforceExperience

IT Transformation


Virtual ExpertiseMobile ExperiencesConnected Analytics

Location-based AnalyticsBranch-in-a-Box

Intelligent Contact Center




CustomerExperience


WorkforceExperience

IT Transformation


Product & Service Lifecycle Mgmt

Supply Chain MgmtProduction Process Flexibility

Service Delivery ExcellenceAsset Management

Facilities Management



CustomerExperience


WorkforceExperience

IT Transformation


New Service CreationJourney to Private Cloud

Secure the EnterpriseCost Optimization (Lean IT)

Service Broker/Multi-SourcingPolicy-based Governance



KeySuper Verticals B2C

(Edu, Retail, HC, Hosp, S&E) Manufacturing EnergyGovernment Financial Services


Example ISV and IoT Partners

Business Innovation Transformation

Big Data & Analytics

Employee Experience

Customer Experience Healthcare

Education, Public Sector

Financial Services,

Retail, Hospitality

IndustrialAuto, Mining,

Energy, Manufacturing



EMEAR ISV Plan to address new customer requirements

Infrastructure software (Storage s/w, Security s/w System and Network Management)

Enterprise software (ERM, CRM, SCM, Operations and Manufacturing

Application Development & Deployment (Data Management, Data Analysis and Delivery, Application Development Application Server Middleware)

Strategic10

Big Data / Analytics20+

Vertical and Local200+ (SPP out of EMEAR)

Increase relevance to LoB and outcomes

Increase relevance to Cisco architectures

http://hortonworks.com/

http://hortonworks.com/


Big Data & Analytics ISVs in EMEARwith coverage and joint go-to-market plans

Crosses all Partners and Verticals

Analytics/Business IntelligenceData Management Data Warehouse Optimization

Cisco Confidential 23© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Capture More Value - Building a Big Data Practice Join our Big Data Happy Hour at 5:00 pm to learn more

Business Consulting Practice

Implementation Practice

Sales Practice

Revenue


Solution Partner Program

PreferredSolution Partner

StrategicSolution Partner

Solution Partner

Cisco MarketplaceSolution Catalog

Established Solution Partner Program in EMEAR

38 / 81

133 / 389

32 EMEAR SIP Approved Solutions of 91 WW

EMEAR / WW


Business Outcomes Contest until 26 March 2015

Retail and Hospitality

Manufacturing and Energy

Education

Workforce Experience

Financial Services

Healthcare

Customer Experience

Business Analytics

Security and Compliance

Next Gen Data Center

Network Transformation

Media and Video

Submit Application at Cisco.com/go/BusinessOutcomesContest


“Sell With”


End Customers

SaaS


“S ell To”

End Customers



The SaaS Opportunity – “Sell To”Win ISV today, own their install base tomorrow…

0

45

90

135

180

2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020

BPaaS ($) SaaS ($) PaaS ($) IaaS ($)

2012–2016 SaaS grows 300% > 51,000 ISVs

in EMEAR

Average deals:

• $100k per year IaaS, or

• $500k On-Prem build

Source: Sizing the Cloud, Forrester Research, April 2011


ISV SaaS Sales Drivers and Motions

Upsell • In-country Requirements (Data Sovereignty) with Intercloud• Secure, Hybrid Cloud with Intercloud Fabric

New ISV/Start-Up Established ISVNo SaaS

Established ISVSaaS

OPPORTUNITYCisco Powered

CMSP

OPPORTUNITYCisco Powered CMSP

or On-Premise

OPPORTUNITYMigrate to Enterprise-class

Cisco Powered or On-Premise


Sell To – Example (ISV’s with Sungard AS)

Multiple ISV’sUK Government Clients

Intend to leverage Sungard AS and Intercloud to…

Deal Info

• Customer desire to: Reduce silos and reduce Operational cost

• Facial recognition, Biometrics

• Forensics & fingerprints• Police e-commerce• Collaborative case

management

• Secure IL3 accredited Cisco Powered IaaSPlatform

• Rapid workload expansion

• Expand portfolio with new Solution Partners

• 27 Police Forces signed up

• 200,000 transactions predicted

• Revenue generator for the police forces – fee per transaction & advertising

• Multi-million $ purchase of IaaS


Sell To – Global ISV Example (Amazon Web Services Private Cloud)

Large, Global ISVWill leverage

Intercloud to…Deal Info

Many SaaS offers running on AWS

Desire to “mature” offer and move in-house

Lower TCO

Address data sovereignty

Workload mobility

Reach new markets & partners

Ease migration off AWS

1,500 UCS B-Series in 4 data centers WW

Red Hat OpenStack

$30M Product$10M+ Services18-24 months


Sell To: ISV Campaign Resources

46-page Partner playbook SaaS Guidebook – How to Build SaaS Organization 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

ISV On-boarding to Cisco Solution Partner Program

Joint Sales Engagement Support & Demand Generation

Incubate EMEAR Relevant ISV Solutions

Field & Partner Practice Enablement

ISV Recruitment and Localisation

ISV Engagement - Value to you Partners

Call to ActionTransforming Your Business with ISVs

Check out Solution Catalogue / Marketplace

Make your choice - Roles / Partnerships

Download ISV SaaS Partner Playbook

Sign up for the Big Data-Analytics Partner Training (begins May)

Learn more - attend Big Data Cocktail Reception tonight!

Thank you.

In Collaboration with Intel · 3. CXO LOB IT. Change is Challenging Business at All Levels. Cisco...

Documents

Transcript of In Collaboration with Intel · 3. CXO LOB IT. Change is Challenging Business at All Levels. Cisco...