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Cisco Solution Incentive Program:Go-to-Market Template for Solution Partner Program
SPP Solution APPROVED for SIP
This template is designed to help channel partners minimize the risk and learning curve associated with building a solutions practice by linking them directly with a global community of ecosystem partners from the Solution Partner Program.
This go-to-market template outlines the required information to enable Cisco to assess whether your business solution meets the requirements of the Cisco® Solution Incentive Program (SIP).
Instructions to Cisco Solution Partner Program - PartnerNote –Solution Partner, please complete the sections highlighted in grey starting on page 2.
Pre-requisite for submitting your solution for SIP approval:
Solution Partner Program solution (Name and specific release/version number if applicable) must have passed IVT on a current Cisco product and you are eligible to use the Cisco Compatible logo
Solution Partner Program solution must be published on the Cisco Marketplace with your Compatible logo (Solution product name in application must be identical to Solution product name in Marketplace)
Once your section is complete, please submit it to [email protected] Please submit the document in WORD format (not PDF format) to enable the SIP team to apply the “SIP Approved” label if approved. Applications are solution specific – please do not submit multiple solutions on one application.
The review process is conducted on a quarterly basis. SIP applications will be evaluated and approved based on various criteria including the strategic demand from the Cisco sales ecosystem. The SIP team will notify all Solution Partner Program applicants of the outcome once the review has been completed. If approved, the SIP team will apply a “SIP Approved” label on your Cisco Marketplace solution page under the Compatible tab and post this document for partner access.
Please make sure your solution “storefront” on the Cisco Marketplace site is complete and provides the type of detail that will inform the Cisco partners of your solution value proposition, support model and other compelling data that promotes your offering such as product demonstrations and customer testimonials.
Solution Incentive Program
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For CDN and Channel Partner use only. Page 1 of 17
Instructions to Cisco PartnerNote – Cisco Partner, please complete the remainder of the template highlighted in green starting on page 7.
Once your section is complete, enroll in SIP through the Partner Program Enrollment (PPE). Once your solution enrollment has been approved, you must register each individual opportunity, using the Cisco Commerce Workspace Tool. Once the registration has been approved, the deal protection and special pricing can be applied.
For more information about SIP, go to http://www.cisco.com/go/sip.
Solution Partner Program: Solution Partner section to be completed (page 2 to 6)
Solution Partner Program Primary Contact Information:
Solution Partner Program Company Name: __SimpliVity Corporation________________
Contact Name, Title: ____Rob Hazen, Strategic Alliance Manager_____________
E-mail address, Telephone: [email protected] 855-788-4636__
I. Executive Summary (Please be sure to complete this section)
Summarize the potential business opportunity for your business solution. Describe the business problem that customers need to solve and how your combined solution with Cisco technology will create a compelling sale. Summarize the opportunity, market, differentiation, solutions, and strategy. ______________________
SimpliVity's revolutionary Data Virtualization Platform delivered on hyperconverged infrastructure is the first and only technology that comprehensively—and simply—addresses the performance and capacity challenges in today’s virtualized data centers. Ensuring performance, capacity, mobility, manageability, and protection of data without driving up CAPEX and OPEX requires a new data architecture delivered on x86 building blocks.
Launched in 2013, SimpliVity is used by hundreds of enterprises and service providers worldwide, including MLB Network, T-Systems, Waypoint Capital, University of Alberta School of Business, and Wausau Coated.
Headquartered in Massachusetts, SimpliVity's business model is 100% indirect, and its solutions and professional services are available through its network of worldwide resellers and distributors.
SimpliVity’s mission is to simplify IT by providing the best of both worlds: cloud economics with enterprise capabilities. With the new solution from SimpliVity and Cisco, SimpliVity is expanding on that mission. SimpliVity OmniStack integrates with Cisco Unified Computing System (UCS) C240 M4 Series Rack-Mount Servers to provide OmniStack-powered hyperconverged infrastructure. Designed from the ground up to
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 2 of 17
support IT environments of all sizes at a global level, OmniStack is ideal for IT organizations and service providers developing private and public clouds. SimpliVity’s OmniStack technology—including OmniStack software and its revolutionary Accelerator Card—is driving hyperconvergence and the software-defined data center. SimpliVity is a software-defined infrastructure solution providing abstraction, pooling and automation of resources and services. SimpliVity runs on x86 industrystandard servers, delivering a hyperconverged infrastructure solution. Clustering multiple OmniStack-powered hyperconverged infrastructure units forms a shared resource pool and delivers high availability and efficient scaling of performance and capacity. Instances of SimpliVity-powered hyperconverged infrastructure within and across data centers form a federation that can be globally managed from a single interface.
Together, SimpliVity and Cisco offer a unique architecture that unifies data efficiency, policy-based native data protection, and global unified management.
II. Solution Content
Provide the solution details requested below, including a detailed description of the solution, the unique value to the end customer, and the end-customer business problem addressed.
At the root of today’s infrastructure complexity problem is an antiquated data architecture that is not suited for today’s virtualized and cloud-integrated applications. OmniStack solves the data problem with its Data Virtualization Platform.
OmniStack incorporates three breakthrough innovations:
1. Hyperconvergence: A single software stack that combines multiple traditional IT infrastructure functions in a single shared x86 resource pool.
2. Data Virtualization Platform: The core technology that performs inline data deduplication, compression and optimization on all data at inception, enabling data granularity of just 4KB-8KB blocks. The Data Virtualization Platform is powered by the SimpliVity PCIe Accelerator card that offloads compute-intensive tasks to deliver enterprise-class performance.
3. Global Unified Management: The collective OmniStack with Cisco UCS C-Series Systems form an intelligent network of collaborative systems managing billions of fine-grained data elements. It enables data movement and sharing in multi-node and multi-site environments, as well as global VM-centric management. A single administrator manages the entire global infrastructure through a single pane of glass.
By replacing the cluttered infrastructure stack, OmniStack with Cisco UCS delivers the performance, reliability, availability, security, data protection, and disaster recovery that enterprises rely on without the hassle of third-party vendors. The solution takes it a step further by consolidating these benefits in one hyperconverged device resulting in up to 3x TCO savings.
The OmniStack Integrated Solution with Cisco Unified Computing System solution
consists of a Cisco UCS server, and the SimpliVity OmniStack software and Accelerator Card. Clustering
multiple OmniStack- powered hyperconverged infrastructure units forms a shared resource pool and delivers
high availability and efficient scaling of performance and capacity. Instances of OmniStack-powered
hyperconverged infrastructure within and across data centers form a federation that can be globally
managed from a single interface via vCenter (UCS Director Plug-in available by Q4 2015).
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 3 of 17
SimpliVity’s Data Virtualization Platform enables hyper efficiency as it deduplicates, compresses, and
optimizes all data, inline, at inception, once and forever, across the entire data lifecycle.
SimpliVity customers realize an average of 40:1 Data efficiency, with many experiencing 100:1 data efficiency.
A. Solution Details1. Name of solution (Name and specific release/version number)___OmniStack UCSC240 M4____
2. Interoperability Verification Testing (IVT) completion date ______5/27/15_______________
3. Cisco product name and release/version number used in IRack Mounts (C-series) - UCSM 2.2.1
4. Cisco Marketplace solution website:_ https://marketplace.cisco.com/catalog/products/2143 5. Is the solution proprietary? Yes, offered by SimpliVity only_____
6. Describe the function of the solution, why it is business-relevant, and how it helps create a solution that solves a business problem (rather than a technical problem)_OmniStack is a 3.0 Hyperconverged solution that significantly simplifies customers’ IT infrastructure and delivers an average 39:1 storage efficiency.
Typical Use Cases:
1. Remote Office/Branch Office and Multi-Site Central Management Projects – Enable unified Remote Office Management projects by providing data mobility services and the ability to manage remote OmniStack Integrated Solutions from one location and interface.
2. Data Center Consolidation – Completely consolidate IT across two or more sites—all managed from a single pane of glass, where all applications run on OmniStack with Cisco Unified Computing.
3. All-in-one IT modernization projects for broad sets of applications, including mission-critical applications.
4. Backup, disaster recovery, and business continuity projects
5. Data migration, as well as merger and acquisition projects
6. Development, test, and QA projects
7. Technology refresh projects
B. Business Solution Sales Engagement Model 1. Describe your solution sales engagement model.___ SimpliVity's business model is 100% indirect, and
its solutions and professional services are available through the Cisco network of worldwide resellers and distributors.
2. Describe your current installed base, including the number of end customers using this solution, industry coverage, and examples of end customers, etc_______Install base: 400 units at 58 customers
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 4 of 17
across the world (Americas, EMEA, APJ), across the Commercial and Enterprise markets. Representative customers:
a. NBC Universal, USA
b. IDFC, India
c. Land ‘O Lakes, USA
d. Ville Issy les Moulineaux, France
e. Coors Distributing Company, USA
f. MIRO Mineraloelraffinerie Oberrhein GmbH & Co., Germany
g. Florida Power and Light, USA
3. Are any competitive Cisco technologies included in your solution? If so, please describe. _____ ___________ NO _______________________________________________
4. Describe your company’s support model for this solution. Specifically, the planning, design, implementation, and support services needed____
SimpliVity Support directly oversees the planning and design through qualified Cisco partners, and direct manages the design, implementation, and support for all customer deployments.__
OmniStack UCS C240 M4 is also supported by Cisco Solutions Support team in RTP.
5.
6. Support Model Direct to customer
7. Support Coverage Hours24x7 Standard business hours, with after hours pager support
8. TAC Hotline 1-508-536-4151
9. TAC Support Alias [email protected]
10.TAC URL https://www.simplivity.com/company/support/
11. ________________________________________
III. Business Relevance to Cisco
1. Does your solution require any unique integration with Cisco products? Does it work equivalently on networking equipment from a vendor other than Cisco? ________OmniStack UCS C240M4 integrates into the UCS Manager environment (UCS Director plug-in available Q415). OmniStack uses the UCS C-Series C240 class x86 based servers, and is also offered to the market as OmniCube on a Dell 730 server platform__
2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires:
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 5 of 17
X Cisco Technology X Cisco Technology
Application Visibility and Control Mobile Internet
Automation Solutions Network Security
Cloud Intelligent Network Network Software and Systems
Cloud and Systems Management Physical Security
Collaboration Software Defined Network (SDN)
Connected Grid Smart Solutions
Connected Platform Switching
Contact Center Applications TelePresence
x Data Center x Unified Computing
EnergyWise Universal Power Over Ethernet (UPOE)
Integrated Services Routers Videoscape
Medianet Wireless/Mobility
IV. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging, and positioning of the business solution by answering the following questions.
1. What segment(s) does this business solution target? (Put a X next to all that apply)
__x_ Enterprise (1,500+ employees)
__x_ Midsize (250–1,500 employees)
__x_ Small/medium-sized business (fewer than 250 employees)
__x_ Local Government or Education business
_x__ Federal Sector business
2. Are you currently a Cisco certified partner? _x_Yes __No
3. Do you currently resell your products through Cisco certified partners? _x_Yes __No
4. Do you also sell direct? __Yes _x_No
Will you continue to sell direct as well as through Cisco partners? Do not sell direct.
5. Are you interested in working with Cisco certified partners to reach your target customers?_x_Yes __No
If yes, describe the ideal Cisco partner characteristics that would successfully market, sell and support your solution. ______We are already well engaged with Cisco partners across ww theaters
6. Do competitors of Cisco currently resell your solution? __Yes _x_No
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 6 of 17
7. How are your sales and deployment projects managed? Specify the roles involved, key milestones, metrics for success, escalation paths, etc.
__________Sales is managed by Cisco Channel Partners. SimpliVity has a partner management team that supports Cisco Partners. Deployments and support are managed by SimpliVity directly. SimpliVity support escalates UCS C240 issues directly to Cisco TAC when necessary. _
8. What are the job titles of the end-customer contacts you typically target for your solution sale? ___________CIO, VP IT, Director Infrastructure, Storage, Server, IT apps administrators___
9. Identify and estimate the timing of each stage of the sales cycle. __________Validation, Qualifying, Positioning, Closing. Cycle takes 30-60 days.___________
10. Which vertical market do you sell into with this solution? (If more than 1 vertical is selected, please identify in order of
preference.) - No preference at this point – we are a general IT solution
__x_ Financial services ___ Transportation
__x_ Healthcare __x_ Wholesale/distribution
__x_ Government __x_ Energy/utilities
__x_ Education (public/private) ___ Professional services
__x_ Service provider ___ Technical services
__x_ Manufacturing __x_ Media/entertainment
__x_ Retail ___ Other____________
___ Hospitality/hotels and leisure
11. What do you hope to gain by participating in SIP?
_________Make it easier for Cisco Partners to profitably sell OmniStack UCS C240M4 systems.
12. Is your solution applicable globally? _x_Yes __No
Identify the primary office in each theater geography where your company has a presence.
Theater Countries
The Americas Americas
Westborough, MA
+1 [email protected] Technology Drive
Westborough, MA 01581United States
Research Triangle, NC+1 [email protected] Meridian Parkway2nd & 3rd FloorsDurham, NC 27713
Europe, the Middle East, Africa, and Russia (EMEAR)
Europe
Austria+43 664 81 12 666
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 7 of 17
+32 495 58 23 [email protected]
Bulgaria+48 602 217 [email protected]
Croatia+48 602 217 [email protected]
Czech Republic+48 602 217 [email protected]
Denmark+45 31 14 41 [email protected]
France+33 625 55 94 [email protected] rue des EcolesColombes (92700)
Germany+49 171 478 [email protected] Schwabing, 1st floorMarcel - Breuer - Str. 1580807 Munich
Hungary+48 602 217 [email protected]
Ireland+44 207 643 [email protected] Gate Building 1000Units 1201 & 1202Cork, Ireland
Italy+39 349 567 [email protected]
Luxemburg+32 495 58 23 14
Netherlands+31 6 10 24 63 [email protected]
Norway+46 72 206 18 [email protected]
Poland+48 602 217 [email protected]
Romania
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 8 of 17
+48 602 217 [email protected]
Slovakia+48 602 217 [email protected]
Slovenia+48 602 217 [email protected]
Spain+34 618 337 [email protected]
Sweden+46 722 06 18 [email protected]
Switzerland+41 79 417 82 [email protected]
United Kingdom (UK)
+44 207 643 [email protected] PoultryLondon EC2R 8JR
Africa
+27 83 445 0120 [email protected]
Middle East
Israel
+972 52 607 [email protected]
Saudi Arabia
Turkey+90 532 474 21 [email protected]
United Arab Emirates
Asia Pacific, Japan, and Greater China (APJC)
Asia Pacific
Australia
+02 8986 [email protected]
New Zealand
+61 401 890 293newzealand @simplivity.com
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 9 of 17
V. Management, Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
A. Company InformationFull corporate name:______SimpliVity Corporation____________________________
SIP contact name, job title:_____ Rob Hazen, Strategic Alliance Manager ____
SIP contact phone, e-mail:______ [email protected] 855-788-4636____________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 10 of 17
SIP contact address:______ 8 Technology Drive
SIP contact city, state, zip code:____ Westborough, MA 01581
Company Website:_____www.simpliVity.com____________________________
Executive Team:________Shown above____________________________________________
Sales Team:___________ Shown above ________________________________________________
Marketing Team:________ Shown above ____________________________________________
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or sample solution components.
Online: http://demand.simplivity.com/reference-architecture-omnistack-with-cisco-ucs-c240-M4SX
(Also avail on Cisco.com)
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 11 of 17
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 12 of 17
Partner section to be completed (page 7 to 11)
Partner Primary Contact
Company name: ________________________________________________________________________
Contact name: __________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
Cisco Partner Account Manager (PAM)
Name: ________________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
I. Executive Summary
Summarize the potential business opportunity for your business solution. Below you will be asked to describe the details of the solution, including solution description, partner strategy, relevant technology, and solution opportunity.
A. Business Solution Details1. Solution name: ______________________________________________________________________
2. Solution description (in business terms): __________________________________________________
3. Solution website (if applicable):_________________________________________________________
4. Describe the unique value your company delivers with this solution: ____________________________ ____________________________________________________________________________________________________________________________________________________________________
5. What customer problem does your business solution address? (in business terms) ________________
__________________________________________________________________________________ __________________________________________________________________________________
6. Describe your current installed base, including the number of end customers using this solution, industry coverage, and examples of end customers, etc. _____________________________________
____________________________________________________________________________________________________________________________________________________________________
7. Describe the function of the proprietary or third-party applications, why they are business-relevant, and how they create a solution that solves a business problem (rather than a technical problem). _________
____________________________________________________________________________________________________________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 13 of 17
B. Business Solution Components1. List all components and services included in the business solution and the percentage of revenue
apportioned in a typical deal (ensure that the Cisco portion does not exceed 80 percent of the total solution revenue).
___% Application/software (list details for each) ____________________________________________
___% Proprietary components __________________________________________________________
___% Network ______________________________________________________________________
___% Services/support/maintenance ____________________________________________________
___% Professional services ____________________________________________________________
___% Other ________________________________________________________________________
100% TOTAL
2. What is the average total revenue per solution sale, and the Cisco revenue portion?________________
__________________________________________________________________________________
3. Are any competitive Cisco technologies included in your business solution? If so, please describe.____
____________________________________________________________________________________________________________________________________________________________________
II. Business Relevance to Cisco1. Does your solution require any unique integration with Cisco products? Does it work in an equivalent
manner on networking equipment from a vendor other than Cisco? _____________________________
____________________________________________________________________________________________________________________________________________________________________
2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires.
X Cisco Technology X Cisco Technology
Application Visibility and Control Mobile Internet
Automation Solutions Network Security
Cloud Intelligent Network Network Software and Systems
Cloud and Systems Management Physical Security
Collaboration Software Defined Network (SDN)
Connected Grid Smart Solutions
Connected Platform Switching
Contact Center Applications TelePresence
Data Center Unified Computing
EnergyWise Universal Power Over Ethernet (UPOE)
Integrated Services Routers Videoscape
Medianet Wireless/Mobility
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 14 of 17
III. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging, and positioning of the business solution by answering the following questions.
1. What segment(s) does this business solution target?
___ Enterprise (1500+ employees)
___ Midsize (250 to 1500 employees)
___ Small and medium-sized business (fewer than 250 employees)
___ Local Government or Education business
___ Federal Sector business
2. Do you hold the required specialization/authorization to resell and support this solution? ____________
__________________________________________________________________________________
3. Describe your business solution sales strategy _____________________________________________
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
4. Describe your joint lifecycle services methodology for this solution. Specifically, describe the planning, design, implementation, and operation support services that will be provided, and by whom, for both the business application and networking components of the business solution, including end-customer support model, support options, process, escalation path, and resources allocated. Attach supporting documentation if available._____________________________________________________________
____________________________________________________________________________________________________________________________________________________________________
Service Support Phase Business Application Network
Planning
Design
Implementation
Operations
5. Which industry do you sell into with this business solution? (If you select more than one, please identify an order of preference.)___ Financial services ___ Transportation
___ Healthcare ___ Wholesale/distribution
___ Government ___ Energy/utilities
___ Education (public/private) ___ Professional services
___ Service provider ___ Technical services
___ Manufacturing ___ Media/entertainment
___ Retail ___ Other
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 15 of 17
___ Hospitality/hotels and leisure
6. What do you hope to gain by participating in SIP? __________________________________________ __________________________________________________________________________________
7. Identify the primary office in each geography where your company has a presence and is planning to sell this solution.
Theater Countries
The Americas
Europe, the Middle East, Africa, and Russia (EMEAR)
Asia Pacific, Japan, and Greater China (APJC)
IV. Solution Objectives and Forecast
Provide a one-year forecast for your target markets, sales goals, and networking, beginning with the submission date of your SIP business plan. Assume calendar year quarters. You may modify the “Calendar Year” row to reflect the date you are submitting your business plan.
Provide your forecast for Cisco networking products and services sold with this solution for one year.
Calendar Year Q1 Q2 Q3 Q4
Cisco Product
Cisco Services
CDN/3rd Party
V. Management, Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
Partner Information
Partner full corporate name: ______________________________________________________________
Partner SIP contact name, job title: _________________________________________________________
Partner SIP contact number: ______________________________________________________________
Partner SIP contact address: ______________________________________________________________
Partner SIP contact city, state, zip code: _____________________________________________________
Partner Website: _______________________________________________________________________
Partner Cisco PAM: _____________________________________________________________________
Partner Cisco SE: ______________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 16 of 17
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or a sample Bill Of Materials. ______________________________________________________________________________________ ______________________________________________________________________________________ ______________________________________________________________________________________ ______________________________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 17 of 17
Printed in USA C96-699710-00 02/12
