1

Partner Smart TalkSeries 202

Collaborative Professional Services

22

We will begin at Five Minutes After the hour

3

AGENDA

Collaborative Professional Services• Why Use CPS• CPS Refresher • “Fitting the Peg Into the Hole”

4

Your customers are changing

Source: IDC February 2013

Over the next 3 years, 35% of known IT budgets will shift from IT to the business units.

Source: Forrester March 2013

58% of new IT investments in 2013 will involve direct participation by line-of-business executives, most notably by those in charge of customer-facing front-office functions.

By 2016, that number will rise to 80% of new IT investments, with LOBs taking the lead decision maker role in half or more of those investments.

Are you ready to be an IT Solutions Provider?Customers’ Perception of Differentiation is Changing

We have to meet that Change

5

Why CPS

Sales Differentiation & Resource Optimization

A formula that is Unique to You

Focus on what is “Core” and outsource “Context”

Leverage a Proven Service

Global Reach

6

Collaborative Professional Services• Cisco – Partner Collaboration

Cisco provides: engineering expertise, smart services innovation, best practices, proprietary methodologies Partner provides: intellectual capital, resources, and customer knowledge

• SKU based - Fixed scope / price• Orderable in CCW * • Delivered to partner remotely and

virtually via Cisco NCEs/CCIEs

• Project based• Invoiced upon project completion *

* Exception Knowledge Services

7

Collaborative Professional Services Video Implementation Validation Methodology

1

3

Conduct TP Network Path Assessment

Conduct Video Planning & Design Development

4

• Validate entire Video Implementation• Develop As Built Documentation for End User or MS Business Unit

2 Upgrade network elements as recommended by Network Path Assessment

• Identify network capability to carry TP video traffic• Focus on specific recommendations for network upgrade

Conduct TP Network Path Assessment• Ensure functionality of completed implementation

8

Collaborative Professional Services UC Implementation Validation Methodology

1

3

Install UC Core Elements

Rollout End User UC Elements

4 Perform CPS UC Assessment • Validate entire UC Implementation

• Develop As Built Documentation for End User or MS Business Unit

2 Perform CPS UC Assessment • Assess UC Core Implementation

• Modify Configuration Prior to End User Rollout

9

Technical Knowledge Library SmartNet (TotalCare)

Collaborative Professional Services Knowledge Enablement + Maintenace Services

10

Success Story – Presidio/MarathonVSLA Assessment ServiceDickinson, AMER

• XYZ opportunity…

AS Revenue $K

Expected Product Revenue $M

Business Challenge

Ensure successful deployment of TelePresence Solution Determining if the underlying network infrastructure is robust enough to handle the added traffic

generated by TelePresence session

PSAT – 5.0

Cisco Solution

The Cisco TelePresence Manager must be able to interact and communicate with key network resources or else the system will not work. Determining this early in the deployment process is difficult without the proper tools.

The Video SLA Assessment Service provides network engineering staff with Cisco intellectual capital and technology expertise that they can leverage to shorten the planning and implementation cycle and improve the quality of system deployments.

Business Impact

Degree of confidence and assurance that network can support business objectives through the use of Cisco expertise and manage and maintain it in optimal condition.

Experience with CPS – Getting the test results was an excellent experience. The turnaround was very fast.

Impressed with the level of flexibility CPS offered during delivery cycle.

Terry Cornman – Networking Solutions Enablement

11

High Impact in Norway

Datametrix – ShipEquip : Unified Communications Guidance Service Norway : EMEA

• XYZ opportunity…

AS Revenue $K

Expected Product Revenue $M

Challenge’s

Lack of experience with UC over satellite Identify potential risk in the design that could affect Implementation. Wanted to ensure project milestones and testing

PSAT – 4.8

Solution Datametrix engaged Cisco for

Unified Communications Guidance Service. Recommended to VSAT design considerations and project rollout

Impact

Was able to improve their relationship with Avinor (Customer) through CPS. Partner was able to complete the engagement within timeline and budget

Experience with CPS –Limited to WLAN engagement 12 months priorBusiness Impact and Benefits – The CPS report is a valuable document for Datametrix and our customer ShipEquip especially the best practice guidance and experience with VSAT. ShipEquip is now a managed service customer for Datametrix (break/fix)Value of the service – Because of the confidence the customer now has with Datametrix ShipEquip is now a managed service customer for Datametrix (break/fix)

Trond Lindeman – Senior Engineer

Hardware: $275k

12

Why CPS

Sales Differentiation & Resource Optimization

A formula that is Unique to You

Focus on what is “Core” and outsource “Context”

Manufacturer “Skin in the Game”

Leverage a Proven Service

13

For More information

CPS-BDM@external.cisco.com

www.cisco.com/go/cps

http://www.cisco.com/web/about/doing_business/legal/service_descriptions/index.html#~5

14

Welcome to Smart Talk SeriesWe will get started 5 minutes after the hour to allow other participants to join this session.

The Smart Talk Series is designed for Cisco field sellers, Cisco customers, Cisco partners, and other internal team members. It provides use cases to illustrate the value of Cisco Smart Services. Importantly, Smart Talk sessions are presented weekly—at the same time and on the same day each week—to give field sellers, customer and partner attendance a predictable schedule to help facilitate. Ask your PSDM about the upcoming sessions.

15

Tools & ResourcesFor More Information – internal audience only

• Visit the Americas Smart Services WebEx Social page to access webinar recordings, presentations, training, information, and sales tools

• Checkout the upcoming Smart Talk Series sessions – 101, 202, and 303 and register here

• Contact [PRESENTER NAME] at [PRESENTER EMAIL] for all [Smart Services OFFER NAME HERE] questions, issues, and support

16Cisco ConfidentialCisco Confidential 16© 2011 Cisco and/or its affiliates. All rights reserved.

Thank you