managed and cloud services cisco service provider gtm · worldwide.” “…will allow us to...

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Managed and Cloud services

Cisco Service Provider GTM

Fabio Gori Head of SP Marketing, EMEAR [email protected]


Agenda

•  Demand and Supply Dynamics •  Cisco MS&Cloud Solutions and Case Studies •  The Cisco GTM Competitive Advantage

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 3

Demand Dynamics in the Business Market Complexity increases

•  Consumerisation of Enterprises…End-user Devices and Applications

•  Video and Mobility •  Data Center and Virtualization…Cloud effect •  New Branch / WAN capabilities required •  Environment / Green issues •  Compliances

•  Declining IT budgets…New Business Models


The European overall opportunity is $56.2B in 2014 This represents an overall 12% CAGR…

Source: Forrester

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5

Service Providers

Systems Integrators & Server Vendors

•  Priced higher than OTTs •  Professional service

capabilities vs. large SIs •  Business agility

Typical Players

Challenges

Unique Assets - Competitive Advantage

Service Providers: Unique opportunity in converged Network-IT Cloud services

Source: Cisco IBSG SP

Internet Companies (“OTT”)


SP’s Business Architecture Transformation Cisco Lessons Learnt in Europe (1)

•  Innovation and Time to Market From 18/24 months to 3/6 months development and launch

•  Competitive Positioning & Differentiation From Technology-Centric to Customer-Centric (Brand and Experience differentiation) Leverage unique assets – Large Scale economies, Mass Scale Billing, Local Loop & Radio Spectrum, Installed Base From Walled Gardens to Open Service Aggregation

•  Pricing & Commercial Models From Flat to Tiered / Usage Base / Dynamic From Traditional Outsourcing to Managed&Cloud Services


SP’s Business Architecture Transformation Cisco Lessons Learnt in Europe (2)

•  Sales Model From Cyclical (Network Upgrades) to Consultative Selling (Network + IT)

•  Technology Infrastructure Network de-layering, Simplification Fewer technology partners, Strategic Partnerships, System oriented engineering

•  Operations Model From to Classical to Agile Operations Tiered Customer Service Rapid OSS/BSS…NOT 1 CRM window / 6 Months…


Introducing Cisco Cloudverse

Cloud Intelligent Network

Unified Data

Center

Cloud Applications

Cloud Enablement

Services

Enabling Cloud Applications/Services by Uniquely Combining the Unified Data Center and Cloud Intelligent Network


Increased Demand for New Consumption Models New deployment options outpacing traditional CPE

•  * Forrester Research, Mar 2009,: Cisco commissioned research on Global Managed Services Opportunity

CAGR 2013 12%+ 27%+ 23%+ 18%+

Customer Care

Conferencing TelePresence Enterprise

Social Software Mobile

Applications Messaging IP

Communications


UC on UCS HCS Management

Hosted Private Network Pure Hosted Hybrid On Premises

REMOTE MANAGED

UC on UCS UC on UCS UC on UCS

Cisco Hosted Collaboration Solution Flexible Deployment Models

PSTN

3G/4G Mobility Network

VMWare ESXi Server

HCS Apps HCS Apps HCS Apps

HCS PARTNER CLOUD Hosted Private Cloud


VXIaaS Solution: What is it?

Virtual Desktops

•  Active Directory •  Corporate Apps •  User Data •  eMail •  Unified Communication •  Collaboration

Integrate Corporate Resources

•  Cloud based Hosted workspace solution for delivering desktop, collaboration and applications

•  Support multiple models: hosted shared desktops, full desktops and desktop + collaboration all hosted on a common infrastructure in SP cloud

•  Full Multi-tenancy (network, storage, compute, desktops, collaboration, virtualization)

•  Self-service management, provisioning, deployment of virtual desktops

Benefits:

•  Better ROI than single tenant architecture

•  Solution provides uncompromised user experience by eliminating hair-pinning bottlenecks

•  Faster time for adoption as solution is validated on Cisco Cloud Verse (VMDC based architecture)

Virtual Infrastructure

Service Provider Cloud

UC/Collaboration

Cisco VXC 6215


CloudVerse Cloud Intelligent Network

Cloud Intelligent Network

C N S

C N S

C N S

Cloud to Cloud Connect

Cloud to Customer Connect

Network Management

User Experience Assurance and

Security

Public

Private


Premises-based Equipment

Cus

tom

er E

xper

ienc

es

Cloud Extensibility

Enterprise Network Elements

Web Security Email Security

IPS 7.0

ASA with Botnet Traffic

Filter

Cisco WebEx Collaboration Cloud

WebEx Node for ASR 1000

Cisco Security Cloud Services Global Correlation Email Security

Network-aware Cloud

footprint

ISR G2 with AXP

Application Cloud

Cisco AXP

Branch

Application Survivability. Local Performance. Security Compliance

WAN

Enterprise

On-Demand


“…an important milestone on Verizon’s path to deliver ‘Everything-as-a-Service’ for our customers worldwide.”

“…will allow us to achieve [our] goal with an excellent operational efficiency and profitability for our clients.”

“…designed to simplify operations and deliver services in the most efficient and profitable manner.”

Anthony Recine VP of Networking and Communications Solutions

Paul Molinier VP, Unified Communications and Collaboration Business Unit

Roger Wuethrich-Hasenboehler Executive VP and Board Member

Hosted Collaboration Solution Market Momentum Accelerating


Swisscom & Cisco – HCS Solution Hosted Virtualized Collaboration Platform


Small Cells revolutionize Mobility


Sell

Service Creation

(supply side)

Service Acceleration

(demand side)

Consult

Envision

Build

Operate

Enable

Market

Sustain

• Partner Strategy Alignment • Partner requirements analysis • Cloud Strategy Assessment

• Market and Opportunity Assessment • Account Strategy and Plan • Service Ideation

• Implementation • Testing and Validation

• Post Deployment Design Support

• GTM Engagement • Sales Operations Readiness • Field Readiness

• Planning • Launch • External Awareness • Demand generation

• Governance • KPI's • Monitor, Refresh

Cisco Cloud Partner Value Proposition


DT-Cisco co-Marketing Deutschland TelePresence Demand Generation


Cloud and Managed Services Locator The Cloud and Managed Services Locator provides an easy-to-use search interface to identify and message SP Cloud and Managed Services offerings to Cisco direct sales.

What is it? Sales engine to identify SP Cloud and Managed Services for Cisco direct sales team to sell to Enterprise, Commercial, and Public Sector customers

What’s in it? • Offerings from 84 SP partners globally • Search by region, architecture, Cloud Comp / MSCP, or SP • Sales resources like SP Sales Kit (SPSK), one-page value

proposition for sales, and Cisco contacts for more info

Why is it important? • Opportunity for SP to differentiate and extend Cloud/MS

reach through Cisco direct sales • Cisco sales to have visibility into Cloud/MS consumption

options to better address customer needs

More than 600 Managed and Cloud services in the locator tool!!

Partner Locator Tool

managed and cloud services cisco service provider gtm · worldwide.” “…will allow us to...

Documents