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Cisco Confidential 1© 2013-2015 Cisco and/or its affiliates. All rights reserved.
In Collaboration with Intel®
Cisco Data Center Partner Conference AthensCapturing The Market Opportunity with UCS Solutions
Cynthia Johnson, Senior Director, Global Data Center Sales
March 2015
@1cynthiaj
Cisco Confidential 3© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Key Themes for FY15 Solutions
UCS Solutions OverviewTaking Advantage of the Market Opportunity
UCS Integrated Infrastructures Expanding Customer Choice
Microsoft SolutionsCapture Immediate Revenue Opportunity
Big Data Solutions Unlock Significant New Buying Center Opportunities
Desktop and App Virtualization The Time is Now
SAP Solutions Penetrate The Data Center For Mission Critical Business Applications
Cisco Confidential 4© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Cisco Data Center SolutionsIT Optimization
UCS INTEGRATED INFRASTRUCTURES ENTERPRISE APPLICATION SOLUTIONS
Compute
Network
Storage
Compute
Network
Storage
Application
Vblock
FlexPod
• SAP HANA
• Big Data Hadoop
• Microsoft
• Desktop Virtualization
Cisco Confidential 5© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Data Center Solutions UCS Opportunity
UCSIntegrated
Infrastructure
$5.06B
SAP$2.8B
Microsoft $9.1BOracle$4.2BVDI
$1.3B
Big Data
$1.6B
Microsoft$9.1B
VDI$1.3BOpenStack
$4.3B
RISC$3.6B
Cisco Confidential 6© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Connect with New Buying Centers
IT
VP of Infrastructure
VP of Operations
Chief Technology Officer
Chief Information Officer
VP of IT
Director of IT
Technology
VP of Business Intelligence/ Analytics
VP of Data Warehouse
Data Scientist/Data Architects
VP of Applications
VP of Application Development
Line of Business IT Leader
CTO
Database Administrator
Line of Business
CMO
CFO/Head of Finance
SVP/VP of Sales
Merger and Acquisition Leaders
VP of Supply Chain
KEY CUSTOMER CONTACTS
Cisco Confidential 7© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Winning with UCS Integrated Infrastructures
*IDC Worldwide Integrated Infrastructure & Platforms Tracker, April 29, 2014
Cisco Confidential 8© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Partners selling UCS solutions can achieve
3-5x biggerdeal sizes
Partners selling UCS solutions grew their UCS
60% y/y
Cisco Confidential 9© 2013-2015 Cisco and/or its affiliates. All rights reserved.
UCS Integrated Infrastructure
Cisco UCS Cisco NexusUCS Director
VblockFlexPodHDS UCP
SelectVSPEX
*IDC Worldwide Integrated Infrastructure and Platforms Tracker, April 29, 2014
VersaStackUCS for Red
Hat OpenStack
Cisco is #1 and a partner in ~69% of all Integrated Infrastructure*
UCS Integrated Infrastructure
NEW NEW
Cisco Confidential 10© 2013-2015 Cisco and/or its affiliates. All rights reserved.
UCS Integrated Infrastructure Value Proposition
Sources: Cisco UCS Changing the Economics of the Data Center, Customer Case Studies, Cisco UCS Performance Benchmarks
GreaterBusiness Agility
Lower ComputingCost
Faster Fact-based Decision Making
84%Reduced
Provisioning Times
Lower OperatingExpenses
77%Reduced Cabling
Reduced Costs/Complexity
61%Reduced
Management Costs
54%Reduced Power & Cooling Costs
90World-Record Performance Benchmarks
Cisco Confidential 11© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Profit from Market Transitions
Transition former IBM x86 customers to the Cisco
UCS platform
Expand existing footprints while delivering the value of
UCS Integrated Infrastructure
Penetrate IBM storage and application customers with a validated design from Cisco
and IBM
Capture services revenues around the transition from
the divested IBM x86 server footprint
Cisco Confidential 12© 2013-2015 Cisco and/or its affiliates. All rights reserved.
VersaStack Solution Overview EASY | EFFICIENT | RELIABLE
Cisco®
UCS B & C Series Servers, UCS Manager, UCS Director
Cisco Nexus®
9000 Switches
Cisco MDS Switches
IBM Storwize V7000 Unified Disk System
Cisco Confidential 13© 2013-2015 Cisco and/or its affiliates. All rights reserved.
UCS Integrated Infrastructure for OpenStack with RedHat (UCSO)
Simplified OpenStack
Deployments
Leverage Market
Momentum
Address New Buying
Centers
Expanded Services
Engagement
New Wave of Business Applications
Cisco Confidential 14© 2013-2015 Cisco and/or its affiliates. All rights reserved.
UCSO Starter and the OpenStack Market
Total Core $864 $1,208 $1,544 $1,933 31%Total Adjacent $497 $681 $900 $1,139 32%
$864
$1,208
$1,544
$1,933
31%$0
$500
$1,000
$1,500
$2,000
$2,500
USD
(Milli
ons)
UCSO TAM 1
1= Cisco SMO analysis of 451 report
Cisco validated hardware and software solution for KVM cloud-native workloads with 300-500 VMs to run on OpenStack
Ability to deploy virtual private data center with tenants and VMs on a Cisco Powered™ cloud
Excellent starting point for DevOps deployments
FY14 FY15 FY16 FY17 FY14-17
Cisco Confidential 15© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Microsoft - Capture Immediate Revenue Opportunity
Cisco Confidential 16© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Why Is Cisco Partnering with Microsoft
Cisco and our Data Center Partners can help customers transform their data centers as they migrate off older software and hardware into new models
Microsoft & Cisco are very complementary in the data center space – “Better Together”
There is a $9.1 billion total addressable market for Microsoft applications on x86 platforms
There are immediate compelling events that Cisco and our Data Center Partners can drive revenue with Windows Server 2003 & SQL Server 2005 end-of-support
Cisco Confidential 17© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Microsoft Data Center Ubiquity Drives the Cisco Opportunity
Windows Server 2003
Support Will End
DAYS HOURS MINUTES SECONDS
132 07 58
A Leader in Database and Business Intelligence with SQL Server IDC Magic Quadrant Database Management Systems
The Dominant Operating System Platform with Windows Server73% Market share. IDC
Magic Quadrant Leader in Cloud with Private, Hybrid, and Public offeringsIDC Magic Quadrant Cloud IaaS
19
Cisco Confidential 18© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Windows 2003 Licenses
Source: Microsoft Research July 2014, estimate only that may be revised based on updated research
Windows Server 2003 Represents a Major Opportunity in Software, Cloud, Hardware, Migration and Development Services
Estimated Windows Server 2003 instances running worldwideRepresenting 39% WS IB
23.8M1
~12 M Physical Servers
20% Run SQL 2005
July 2015 EOS Date
Azure Component
Cisco Confidential 19© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Benefits to Migrating Off Windows 2003
Benefits tothe Customer
EOS means no more bug fixes or patches for Win 200337 Major bug fixes for Win 2003 in 2013 alone.
Win 2003 will no longer be in compliance for many companies. Win 2012 r2 fixes this problem for them.
VISA/MC won’t do business with companies still running Win 2003 based POS apps
Benefits to Partner
Provides large opportunities for PartnersMajority of older Win 2003 servers not on UCS
Services opportunity for partners
Opens door for Data Center TransformationWindows 2003, SQL Server 2005, etc. – Data Centers on out-datedsoftware & infrastructure
Benefits to Microsoft
Opportunity to expand Hyper-V market-share
Windows 2012 r2 is cloud-ready and ties into Microsoft’s private cloud and AzureMicrosoft field—30% of comp plans in FY’15 tied to Azure
Catalyst for migrating workloads at same time— i.e., SQL Server 200525% of Win 2003 customers are running SQL 2005
Cisco Confidential 20© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Big Data- Unlock Significant New Buying Center Opportunities
Cisco Confidential 21© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Why Big Data Is Strategic to You?
There is a Big Data opportunity in every account
Selling Big Data opens new LOB opportunities
Fast growing market pulls through significant infrastructure and professional services for partners
Establish recurring revenue streams
Large eco-system that is best delivered by partners
Cisco Confidential 22© 2013-2015 Cisco and/or its affiliates. All rights reserved.
The Explosion of Unstructured/Semi-structured DataA poor fit for the traditional relational database
2005 20152010
• More than 90% is unstructured data
• Quantity doubles every 1-2 years• Most unstructured data is neither stored nor analyzed!
• Companies are challenged by Volume, Velocity, Variety
10,000
0
GB
of D
ata
(IN B
ILLI
ON
S)
STRUCTURED DATA
Source: Cloudera
UNSTRUCTURED DATA
Cisco Confidential 23© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Typical Big Data Use Cases | Crosses all Industries and Verticals
MEDIA/ENTERTAINMENTViewers / advertising effectiveness
COMMUNICATIONSLocation-based advertising
EDUCATION &RESEARCHExperiment sensor analysis
CONSUMER PACKAGED GOODSSentiment analysis of what’s hot, problems
HEALTH CAREPatient sensors, monitoring, EHRsQuality of care
LIFE SCIENCESClinical trialsGenomics
HIGH TECHNOLOGY / INDUSTRIAL MFG.Mfg qualityWarranty analysis
OIL & GASDrilling exploration sensor analysis
FINANCIALSERVICESRisk & portfolio analysis New products
AUTOMOTIVEAuto sensors reporting location, problems
RETAILConsumer sentimentOptimized marketing
LAW ENFORCEMENT & DEFENSEThreat analysis - social media monitoring, photo analysis
TRAVEL &TRANSPORTATIONSensor analysis for optimal traffic flows Customer sentiment
UTILITIESSmart Meter analysis for network capacity
ON-LINE SERVICES / SOCIAL MEDIAPeople & career matchingWeb-site optimization
Cisco Confidential 24© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Data Center - Big Data Sales Plays
Analytics Ready Infrastructure: Turn Data into Business Outcomes
Proactive sales play involving Cisco, Data Center Partners and strategic analytics ISV’s to gain insight from your data for competitive business advantage
Data Warehouse Optimization: Save Millions
Offload data and move ETL processing from expensive EDW to low cost Hadoop leveraging Cisco Data Virtualization for easy access
Data Management: Build the Foundation
Proactive sales play involving Cisco, our Data Center Partners and Hadoop ISV sales teams for a lower cost & scalable storage platform to capture and analyze new & traditional sources of data.
NEWNEW
Analytics for Driving Better Business Outcomes: February 24 www.cisco.com/go/unlockbigdata
Cisco Confidential 25© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Cisco Big Data and Analytics Partner Ecosystem
Data Management Data Integration Analytics / Business Intelligence
Hadoop
Massive Parallel Processing
NoSQL
Cisco Confidential 26© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Cisco UCS Integrated Infrastructure for Big DataOptimized for Big Data Workloads Today & Tomorrow
UCS 6200 SeriesFabric Interconnects
UCS Manager, UCS Director Express
UCS C220/C240 M4 Servers
LAN, SAN, Management
Performance Optimized
HighPerformance
Big Data Starter
Single SKU Big Data Bundles
Capacity Optimized
Extreme Capacity
• Pre-tested and pre-validated reference architectures
• Fabric-based infrastructure integrates computing, networking, and storage resources
• Accelerate infrastructure deployment and automate management with a single management pane for Hadoop clusters
Cisco Confidential 27© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Desktop & App Virtualization – The Time Is Now
Cisco Confidential 28© 2013-2015 Cisco and/or its affiliates. All rights reserved.
The Time Is Now For Desktop & App Virtualization
The market and technology have matured. Our customers are asking for this
We now have multiple infrastructure options to choose. Private, Cloud, Hybrid
The proliferation of mobile devices is driving demand to have your enterprise apps accessible everywhere
Market leading eco-system that is best delivered by partners
Business are expected to add 59M more virtual desktops by 2016. This growth can drive sales of 500k servers1
1 Gartner Forecast: Hosted Virtual Desktops,WW 2012-2016 (G00234666)
Desktop OS continues to be in transition. This creates a compelling event.
Cisco Confidential 29© 2013-2015 Cisco and/or its affiliates. All rights reserved.
• High Speed• Low Latency• Flash & SSD
• Medium Scale• Appliance-based• Shared Storage
• Scale-out• Switch-based• Storage Area
Network
• Medium &Large Scale
• Turnkey
Cisco Desktop Virtualization Solution Architectures
CISCO DESKTOP AND APPLICATION VIRTUALIZATION SOLUTIONS
On-board Architecture
Industry-Leading Portfolio
SimplifiedArchitecture
Scalable Architecture
UCS Integrated
Infrastructure
Ecos
yste
mD
esig
ns
Cisco Confidential 30© 2013-2015 Cisco and/or its affiliates. All rights reserved.
SAP Applications and HANA - Penetrate The Data Center For Mission Critical Business Applications
Cisco Confidential 31© 2013-2015 Cisco and/or its affiliates. All rights reserved.
The Best Run Businesses Run SAP on UCS
INFRASTRUCTURE REFRESH
• RISC Migration • X86 Competitive Refreshes • Data Base Migrations• Applications Upgrades
• 30% installed base on RISC/UNIX platforms
• 77% run on Oracle and Microsoft SQL Server Relational Databases
• 54% sit on the Windows OS• HANA, Big Data and Cloud are
Strategic Initiatives for SAP
What does SAP run on?Strong Portfolio to Support SAP Solutions Future Solutions in FY15
• Traditional SAP Environments on UCS Integrated Infrastructure
• HANA Appliances and Partner Customizable HANA Solutions
• Big Data Integration with SAP
• ACI – Application Aware Network• Private/Public Cloud – Flexible
Resource Utilization and Reduced TCO
• IoT – Delivering intelligence from the Edge to the Data Center
SAP HANA
• Scale Up & Scale Out solutions for:o Analytics, BI and Business Warehouseo Business Suite on HANA o SAP Big Data
SAP CLOUD
• Partner Public Cloud • Enterprise Private Cloud
SAP Solution Plays
Cisco Confidential 32© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Seize the Opportunity!
Thank you.@1cynthiaj
Cisco Confidential 34© 2013-2015 Cisco and/or its affiliates. All rights reserved.
Prove IT
Data Center Solution Challenge
Learn IT Book IT1 2
9weeks
3
Big Data & Analytics
Cloud Solutions
Data Center Applications
Desktop Virtualization
• Do the Online trainings
• UCT or DCA Partner
• Do the assessments and earn points.
• Top 20 partners with highest score win an Intel smart watch.
• Register a deal
• Top 3 Partners registering biggest deals win a Cisco UCS Mini
1 2 3
April 6th June 8th