driving digitisation through big data, analytics and our ...€¦ · driving digitisation through...

Driving Digitisation through Big Data, Analytics and our Partner Ecosystem

Denny Trevett, Vice President, Ecosystem Sales Acceleration

Digitisation

“Digitization is fundamentally about Data

… learning what to do with it.”

“New technologies combine to create a business innovation

platform, not just a technology platform, helping transform

every industry on the planet.” IDC (Dec. 2014)

Zorawar Biri Singh, CTO, Cisco

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Source: Data Center Finance, November 2013

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Source: Data Center Finance, November 2013

M1 M3-5 M9

16 servers

$250K

Fraud Detection

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 32 servers

$500K

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Recommendation for Improved Customer

Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 32 servers

$500K

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Recommendation for Improved Customer

Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 16 servers for Use Cases 2 and 3

$250K

Add 32 servers

$500K

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Recommendation for Improved Customer

Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 16 servers for Use Cases 2 and 3

$250K

Add 32 servers

$500K Add 100 servers for full production

use case 1

$1.5M

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Recommendation for Improved Customer

Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 16 servers for Use Cases 2 and 3

$250K

Add 16 servers POC rack to test

Use Cases 4 and 5

$250K

Add 32 servers

$500K Add 100 servers for full production

use case 1

$1.5M

Big Data Growing Exponentially: Ride the Wave Opportunity to land and expand

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Recommendation for Improved Customer

Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 16 servers for Use Cases 2 and 3

$250K

Add 16 servers POC rack to test

Use Cases 4 and 5

$250K

Add 32 servers

$500K Add 100 servers for full production

use case 1

$1.5M

explode!

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Infrastructure

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Infrastructure

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Engaging Solution Partners

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Large Wholesale Distribution Retailer

Become demand driven not supply lead

SAP HANA

SAP HANA

Large Wholesale Distribution Retailer

Become demand driven not supply lead

Infrastructure

Large Wholesale Distribution Retailer

Become demand driven not supply lead

UCS Nexus 9K

Infrastructure

Large Wholesale Distribution Retailer

Become demand driven not supply lead

SAP HANA

UCS Nexus 9K

Digitization is Disrupting Our Go to Market Model

Reseller

Customer Value

Reseller

We are Expanding Your Partnering Opportunity

Cisco Big Data and Analytics Partner Ecosystem

Powered by Partnerships

Data Management Data Integration Analytics / Business Intelligence

Hadoop

Massive Parallel Processing

NoSQL

Data Virtualization

Data Preparation

Cisco Confidential © 2015 Cisco and/or its affiliates. All rights reserved. 25

Who should I partner with?

How do I train our teams to find deals?

How do we all align?

How do we drive accountability?

“HELP!!”

ISV SI

Channel

Driving Big Data and Analytics: Keys to Success

Sales Plays & Training

Driving Big Data and Analytics: Keys to Success

Sales Plays & Training

communities.cisco.com/community/partner/big-

data-and-analytics

Driving Big Data and Analytics: Keys to Success

Ecosystem Partners

Sales Plays & Training

communities.cisco.com/community/partner/big-

data-and-analytics

Driving Big Data and Analytics: Keys to Success

Ecosystem Partners

Sales Plays & Training

marketplace.cisco.com/ solutionsshowcase

communities.cisco.com/community/partner/big-

data-and-analytics

Driving Big Data and Analytics: Keys to Success

Selling Motions

Ecosystem Partners

Sales Plays & Training

marketplace.cisco.com/ solutionsshowcase

communities.cisco.com/community/partner/big-

data-and-analytics

Driving Big Data and Analytics: Keys to Success

Selling Motions

Ecosystem Partners

Sales Plays & Training

marketplace.cisco.com/ solutionsshowcase

communities.cisco.com/community/partner/big-

data-and-analytics

Sales Plays • Scoop Hadoop with:

• Quickstart – coming soon!

• Dunk with Splunk

Sales Training • Partner Training, Demo & Lab Resources

• Dojo Series – Green Belt & Red Belt

Big Data & Analytics Community

Executive Playbook • Big Data Executive Playbook

communities.cisco.com/community/partner/big-data-and-analytics

2. Activation Field Management

Interlock

3. Action Last Mile Sales Team Execution

1. Alignment Ecosystem

Orchestration

Accountability

Busin

ess O

utc

om

es

ACES: Accelerating Cisco Ecosystem Sales

Best Practices, Tools, Training, Facilitation Services

http://cs.co/ACES

Tools & Training • Powerpoint presentations

• Videos on Demand

• Tools

• Webinars

Facilitated Services (fee-based)

• Training Classes

• Facilitated Offerings

ACES Community

Converged Partner Stack Framework

Solution Identification and Business Market Case

outline

Solution Design & Test

Solution Readiness

Ecosystem Orchestration

(Channel Engagement)

GTM Readiness

(Management Alignment

Sales Engagement

(Sales AM Alignment)

Global ACES Framework

Cisco Confidential © 2015 Cisco and/or its affiliates. All rights reserved. 36

Selling Motions

Ecosystem marketplace.cisco.com/solutionsshowcase

Driving Digitisation with Big Data & Analytics

Sell Solutions Faster & Easier!

http://cs.co/ACES

Available Today

Sales Plays/Training https://communities.cisco.com/community

/partner/big-data-and-analytics

Thank you