Cisco ServicesAccelerating Our Growth Together
David Mackinnon Raghunandan K S
Director, APJC Cisco Services Managing Director, Services India & SAARC
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● “One of the most exciting things I see is how quickly the market is changing – and how the network is becoming central to every major transition… But to take advantage of these opportunities requires us to change at a tremendous pace.”
- John Chambers, 2014 Global Partner Summit Keynote
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Technology Transitions and Business Implications
InternetofEverything
People Process
Data Things
Customer Needs Shift
Internet of ThingsNew Breed of
AppsBig Data AnalyticsMobile/VideoCloud
Consumption Models
Outcomes-Based
Buying Centers/LoB
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Product and Technical Services Focused
Deep domain and vertical expertise
Trusted advisor status with lines of business
Software integration and developers
Next-generation, software-enabled services delivery at scale
Flexible consumption models
Business value and outcomes
Managed and Profession Services and Software-Centric
Industry-leading, partner value proposition for Cisco architectures and technologies
Strong customer and partner relationships
Today Tomorrow
Ongoing Partner Journey
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Services for Every Phase of the IT Lifecycle
Improve performance, availability, resiliency
Create an agile infrastructure
Develop a cost effective strategy
Prepare to support new solutions
Speed time to value
Reduce deployment costs
Maintain availability during deployment and migration
Increase efficiency and reduce costs Mitigate risk
Smart Service
Capabilities
Plan Build
Manage
Str
ate
gy
&
An
alys
isA
sses
smen
t
Design Validation
Deploym
entM
igratio
n
Prod
uct
Supp
ort
Solution
SupportOptimization
Operations
Managem
ent
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Automated Software -Enabled Capabilities
…which collectNetwork Diagnostic
Data
…which is analyzed and compared to
Cisco’s Deep Knowledge Base
…to provideActionable Insight
What does this mean to Cisco Partners? More profitability and
margin Added value and relevance
Increased volume Gateway to increased managed and professional services
Cisco Smart Services
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Services that Fit Partner Business Models
Support Services
Managed Services
Professional Services
Drive incremental services revenue
Increase margins using automation
Increase service value and customer loyalty
Optimize Your Existing Practice
Gain architectural expertise to deliver new professional services
Leverage Cisco assets to build a managed services practice
Acquire expertise to deploy certified cloud solutions
Quickly Expand into New Practices
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Cisco’s Cloud Ecosystem Partner Roles
Intercloud
EnterprisePrivateClouds
Public Clouds
Intercloud Partners
Cloud Services and Applications
Cloud BuilderPrivate Clouds
TechnologyPartner
Aggregator
Consultant(Influencer)
Application /SaaS
PartnerDeveloper
Intercloud
Provider
Intercloud Alliance Partner
(CCS)
PartnerCisco
Cisco Channel PartnerDeveloper
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Cisco Services Expanding (Software) Portfolio
Allows eligible partners to sell an expanded portfolio, including:
Provide a simple way to measure, monitor, and
manage energy usage for network and IT systems
across the enterprise without the use of device-side agents, hardware meters, or network
configurations.
Cisco EnergyWise™ Suite
Seamlessly integrate enterprise IT and service
providers to enable automated multi-party
service collaboration in the cloud.
Cisco ServiceGrid™
This software technology connects all kinds of data
from across the network and makes it appear as if it's in
one place.
Cisco Composite
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An APJ Software Case StudyIndia Partner Works with an Enterprise Customer
EnergyWise Suite
Customer Challenges
Partner Value
Helps customers monitor, measure, and manage the energy use of all devices connected to their network
Optimizes data centers and reduces operating expenses by 35% through IT energy savings
Monitor and manage IT energy consumption
Reduce OPEX for IT energy
Provide data and analyze IT energy consumption by device/OEM
Improve operational efficiency
New offering enabled customer to be Green
Allows more relevant customer business discussions when savings discussed
Enhanced sales opportunities to cover multiple locations
Increased customer satisfaction
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14 1-Tier and >2408 2-Tier
Partners in CSPP
69% Attach Rate 2 point improvemet
Renewal Rate
10+ Partner Enablement Workshops
>$12M Paid Out in Rebates
India - FY14 Partner Performance Highlights
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Services Business through Partners
70% Worldwide
75% APJC
88% India & SAARC
Thank You
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Steps to Success: The IoE-Ready Organization
Accelerating Growth and Innovation
Smart Services Increase Business Relevance Leverage Cisco
Smart Portfolio Expanded Services
Opportunities
Annuities Business Focus on Services
Attach/Renew Automation (Auto-
Quotes) IBLM and Uncovered
Products
Professional and Cloud-Centric Services Professional Services Cisco Cloud Programs Partner
Transformations with IoE and New Business Models
Optimize Evolve Transform
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Growth through Customer SuccessADOPT
Accelerate value realization for
customers
RENEWShould be friction-free as customers realize the value of solution they bought
EXPANDCustomers consume more offers, features and functionalities and buy more seats
LAND / ATTACHSelling attach of new product and
services solutions
Land / Attach
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Higher Margins and Profits Increased Reach and Growth
Opportunities Consistent, Recurring
Revenue Increased Business Depth
and Ability to Offer Complete Solutions
Increased Stickiness and Loyalty
Services Lead the Way
With Change Comes Opportunity
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Let’s Bet On Our Future Together
Optimize Annuities Business Optimize Services Attach/Renew Leverage Cisco's Automation and Programs
Evolve to Smart Learn More about Smart Embrace Smart Services to Deliver Business Value to your Customers
Transform Your Business Cisco and Ingram Strategic Cloud and Technology Investments Capitalize on the Internet of Everything
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● “At the heart of what I want to communicate is that it's a partner ecosystem that we are not only deeply committed to, but it's the way we are going to win together.”
- John Chambers, 2014 Global Partner Summit Keynote
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Thank You!