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Driving Digitisation through Big Data, Analytics and our Partner Ecosystem
Denny Trevett, Vice President, Ecosystem Sales Acceleration
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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
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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
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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
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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
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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
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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
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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
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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
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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!
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Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Infrastructure
Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Infrastructure
Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Engaging Solution Partners
Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Large Wholesale Distribution Retailer
Become demand driven not supply lead
SAP HANA
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SAP HANA
Large Wholesale Distribution Retailer
Become demand driven not supply lead
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Infrastructure
Large Wholesale Distribution Retailer
Become demand driven not supply lead
UCS Nexus 9K
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Infrastructure
Large Wholesale Distribution Retailer
Become demand driven not supply lead
SAP HANA
UCS Nexus 9K
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Digitization is Disrupting Our Go to Market Model
Reseller
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Customer Value
Reseller
We are Expanding Your Partnering Opportunity
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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
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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
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Driving Big Data and Analytics: Keys to Success
Sales Plays & Training
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Driving Big Data and Analytics: Keys to Success
Sales Plays & Training
communities.cisco.com/community/partner/big-
data-and-analytics
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Driving Big Data and Analytics: Keys to Success
Ecosystem Partners
Sales Plays & Training
communities.cisco.com/community/partner/big-
data-and-analytics
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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
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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
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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
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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
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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
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http://cs.co/ACES
Tools & Training • Powerpoint presentations
• Videos on Demand
• Tools
• Webinars
Facilitated Services (fee-based)
• Training Classes
• Facilitated Offerings
ACES Community
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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
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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
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Thank you