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