Cloud and Managed Services Program. M. Abdul Munim Cloud & Managed Services Lead EMEAR Partner Organization

Cloud and Managed Services Program

M. Abdul Munim

Cloud & Managed Services Lead

What happened 30 years ago in

1984?

The FTSE 100

Index starts.

Geneticist Alec Jeffreys

discovers DNA fingerprinting.

The English one pound note is

withdrawn after 150 years in circulation

Space Shuttle Challenger,

first time 11 people in space

IBM releases PC

DOS version 3.0

McDonald's made its 50

billionth hamburger

Cisco Systems was founded in 1984

Thirty years ago, Cisco Systems was

founded in

December 1984

, by two

engineers who solved a connectivity

problem between two network islands on

the Stanford University campus, and paved

the way for three dramatic decades of

(1) Cheap sensors & chips (2) Connected devices

(3) Smart solutions (IOT/E Monetization)

IOT/E, Cloud, SDN, Big Data

Big Data

IoT/E

Cloud

SDN

Enterprise Private Clouds

Public

Clouds

Partner Clouds Cloud Services & Applications

u

 

The IoT market will be worth

USD7.1

trillion by 2020, creating a huge

market opportunity for Big Data

u

 

Cloud infrastructure will be the

fastest growing sub-segment

of Big

Data, with CAGR of ~50% until 2017

u

 

SDN is the best suited

approach to

support Big Data analytics AND

can

decrease the

time needed to

complete critical Big Data

operations by 70%

u

 

Big Data

is defined by 4V:

u

 

Volume - data at rest

u

 

Velocity - data in motion

u

 

Variety - (un) structured

GDP

0

5E+10

1E+11

1.5E+11

2E+11

2.5E+11

1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 201 1 2012 2013

Albania

Bulgaria

Bosnia and Herzegovina

Croatia

Kosovo

Moldova

Montenegro

Romania

Serbia

Slovak Republic

Slovenia

1E+12

2E+12

3E+12

4E+12

5E+12

6E+12

7E+12

8E+12

9E+12

1E+13

Brazil

China

India

Russian Federation

South Africa

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

2004 2005 2006 2007 2008 2009 2010 2011 2012

Telephone lines (per 100 people)

Albania

Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia

0.0%

50.0%

100.0%

150.0%

200.0%

250.0%

2004 2005 2006 2007 2008 2009 2010 2011 2012

Mobile cellular subscriptions (per 100 people)

Albania

Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia

0.0%

5.0%

10.0%

15.0%

20.0%

25.0%

30.0%

2004 2005 2006 2007 2008 2009 2010 2011 2012

Fixed broadband Internet subscribers (per 100

people

Albania

Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

2004 2005 2006 2007 2008 2009 2010 2011 2012

Internet users (per 100 people)

Albania

Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia

Source: World

Bank, IMF

Channel Partner Program

Channel

Partner

Program

Specializations

Cloud &

Managed

Services

Program

Cisco

Services

Partner

Program

Partner

Plus

Authorized Technology Provider

Certi

fi

cations

Master

Advanced

Gold

Premier

_Select

Solution

Partner

Program

Channel

Partner

Program

Marketplace

Distribution Learning Partner Program

Cisco

Partner

Ecosystem

Strategic Solution Partners Specializations Cloud & Managed Services Program Cisco Services Partner Program Partner Plus Solution Technology Integrator Authorized Technology Provider Certifications Master Advanced Gold Premier Select Express Solution Partners Solutions Cloud and Managed Services Global Partner Network Preferred Solution Partners

Build More Profitable,

Competitive Services

Intercloud Fabric Cloud-focused Network Services Cisco SaaS Applications and Leading ISVs Application Centric Infrastructure Security, Data Sovereignty & Choice Expansive Ecosystem Enterprise Private Clouds Public Clouds Partner

Clouds _{Cloud Services &}

Applications

CMSP

Enterprise Private Clouds Public Clouds Partner

Clouds _{Cloud Services &}

Announcement on 29-Sep-14:

§

 

More than 30 new Partners

§

 

… with 250 Data Centers

§

 

… across 50 countries

30+ New Partners in the Global Intercloud

Partner Ecosystem

The Cloud Standard from The Leader In Networking

Benefit from:

§

 

Faster Time to Value

§

 

Proven Cisco validated architectures

§

 

Solutions to connect providers and consumers

§

 

Lifecycle of professional services

§

 

Assured Performance

§

 

End-to-end secure, reliable operations

§

 

Third-party audited solutions

§

 

Documented cloud scalability

§

 

Continuous Innovation

§

 

Reputation for leading technology transitions

§

 

Commitment to open standards

§

 

Highest percentage of R&D investment-to-revenue

Cisco Powered Positioning and Value

Web Resources

http://iwe.cisco.com/web/cisco-powered-program/for-partners

Customizable

Marketing Assets

Partner Sales

Enablement Tools

Cisco/Partner

Sponsored Events

Dedicated

Cisco.com Web

Pages

Cisco Powered

Messaging Framework

and Copy Blocks

Cisco Powered

Branding Guide and

Logo

Selling Resources:

Cloud and Managed Services Program (CMSP)

Financial

Rewards

Innovative Cisco

Powered Services

Designation

3

rd

_{Party Audits}

Best-in-Class

Brand Recognition

Leading

Go-to-Market Benefits

Build More

Profitable,

Competitive

Services

Cisco’s Cloud Partners and Terminology

Partner

Category

Build and Sell

Cisco-Centric Clouds

to Customers and

Cloud Providers

Master

Cloud Builder

Create, Manage and Sell

Cisco Powered

Cloud or Managed Services

to Customers

Resell Cloud or

Managed Providers

Cisco Powered

Services to Customers

Goal

CMSP

Cloud or

Managed Provider

CMSP

Cloud or Managed

Services Reseller

Brand

Badge

Master Specialized

Channel Partner under

CMSP:

Master, Advanced, or

Express

Channel Partner under

CMSP:

Service Reseller—Cloud

and Managed Services

Only for

CMSP

Master

Partners

Cloud and Managed Services Program Levels

REQUIREMENTS

§

 

Minimum two (2) Cisco

Powered services

designations; third-party

audited

§

 

Minimum one (1) CCIE on

staff

§

 

Minimum one (1) staff

member with Information

Technology Infrastructure

Library (ITIL) v2 or V3

Foundation Certificate

MASTER

REQUIREMENTS

§

 

Minimum one (1) Cisco

Powered services

designation; third-party

audited

§

 

Minimum one (1) Cisco

Certified Network

Professional or Cisco

Certified Developer

Professional (CCxP) on staff

§

 

Minimum one (1) staff

member with Information

Technology Infrastructure

ADVANCED

REQUIREMENTS

§

 

Minimum two (2) Cisco

based Managed or Cloud

service offerings; third-party

audited

§

 

Minimum one (1) Cisco

Certified Network Associate

(CCNA) on staff

§

 

Minimum one (1) staff

member with Information

Technology Infrastructure

Cisco Powered Cloud and Managed Services

UC as a Service based on HCS

Contact Center as a Service based on HCS

Video and TelePresence as a Service

Cisco Powered Cloud Services

Cisco Powered Managed Services

Business

Communications

Unified Contact Center

Business Video

Internet Service

IP Trunking

Metro Ethernet (ME)

MPLS VPN

Service Provider Wi-Fi

Data Services over Satellite

Managed Security

COLLABORATION

CONNECTIVITY

SECURITY

View Requirements under the CMSP tab located at:

www.cisco.com/go/audit

Infrastructure as a Service

Desktop as a Service

Disaster Recovery as a Service

Foundation for SaaS

BYOD as a Service

Cloud Cell Architecture for SAP HANA

Application

eXperience as a

Service

Hosted Security

as a Service

Cisco Cloud and Managed Services

Options for GOLD (4) & Premier (1)

Cisco Powered Managed Services

Requirement 1

Cisco Powered Cloud Services

Cisco-Based Partner-Created Service

(Managed or Cloud – CMSP Express)

An offer where the key features of the service are provided by

Cisco device(s), or a network-based service is built on Cisco

infrastructure AND the service includes monitoring and

management of Cisco equipment owned or leased by the

customer (Cisco end points or Customer Premises Equipment).

A service that includes the proactive monitoring or

management of Cisco equipment owned or leased by the

customer (Cisco endpoints or customer premises equipment)

Requirement 2

Cisco Cloud

Services

UC as a Service based on HCS

Contact Center as a Service based on HCS

Video and TelePresence as a Service

Infrastructure as a Service

Desktop as a Service

Disaster Recovery as a Service

Foundation for SaaS

BYOD as a Service

Cloud Cell Architecture for SAP HANA

Hosted Security as a

COLLABORATION

INFRASTRUCTURE

SOFTWARE

SECURITY

Business

Communications

Unified Contact

Center

Business Video

Internet Service

IP Trunking

Metro Ethernet (ME)

MPLS VPN

Service Provider Wi-Fi

Data Services over

Satellite

Managed

Security

COLLABORATION

CONNECTIVITY

_SECURITY

BUIL

D or

RESEL

L

BUIL

D or

RESEL

L

RESEL

L

A Cisco-based Cloud Service is: A cloud based service built on

Meraki

Security

Analytics

_{vDesktop aaS}

WebEx

HANA aaS

Cisco Confidential

20

© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Partner Ecosystem Approach:

Cloud and Managed Services Program

Build and Sell

Cisco-Centric Clouds to

Customers and Cloud

Providers

Cloud Builder

Manage and Sell

Cisco-Powered Cloud

Services to Customers

Cloud Provider

Resell Providers’

Cisco-Powered Cloud

Services to Customers

Cloud Services Reseller

Partners Can Participate in One or More Models

Supply

Demand

Enterprise

Midmarket SMB

Cloud Services Reseller

Cloud Services Aggregator

IaaS

Provider

Provided

Cisco

Provider

HCS

Powered

Cisco

SaaS

Independent

_Software

Vendor

Cloud

Services

Aggregator

Build and Sell

Cisco-Centric Clouds

Create, Manage and Sell

Cisco-Powered

Cloud Services

Supply

Partner Ecosystem Approach

Services Catalogue

of Many Services

for Resellers and

End Customers

Resell Providers

Cisco-Powered

Cloud Services

Cloud

Builder

Cloud

Provider

(CMSP)

Cloud

Services

Aggregator

Cloud

Services

Reseller

Demand

Business Transformation Tools and Resources

Cisco Partner Business Transformation Playbook

A PDF guide of detailed steps and best practices for traditional Cisco partners

to transform part of their business to the cloud

Cisco Partner Business Transformation Workshop

A consultative in-person or online workshop with interactive

sessions to help Cisco partners develop a business transformation

action plan

Cisco Partner Business Transformation Video-On-Demand (VOD)

Series

A video-on-demand series with seven modules focused on the solution, business model,

sales/services, marketing and resources that communicate business transformation best

practices and real world insights

Business Transformation Guidance

Identify Cloud

Solutions’ Impact

on Your

Bottom Line

Business

Model

Identify Sales

Structure, Model,

and

Compensation

Program

Changes

Sales

Understand How

to Leverage

Cisco Services to

Create Your

Cloud

Services Portfolio

Services

Learn How to

Become a Cloud

Provider

Leverage Cloud

Services Reseller

to Sell Cisco

Powered

Services

Tools and

Resources

Learn to Tell a

Different Story to

a New Set of

Buyers

Marketing

Understand

Cloud Market

Opportunity and

Cisco

Powered

Services

Solution

and

Opportunity

Cisco Confidential

26

© 2013-2014 Cisco and/or its affiliates. All rights reserved.

CMSP Benefits

§

 

Global Discounts based on

CMSP level

§

 

TIP, SIP, OIP, TMP

§

 

VIP—Global rights

§

 

Simplified Pricing

§

 

TMP

Financial Rewards

§

 

Global designation

§

 

Master badge

§

 

Focus on Cisco Powered

services designations

§

 

Collaborative offer eligibility

under the Cisco Services

Partner Program (CSPP)

Branding and

Designation Benefits

§

 

Cloud Market Development

Fund (MDF)

§

 

Business Acceleration

Benefits (BaBs)

§

 

Cisco AM compensation

for Cisco Powered

Cloud services

§

 

Cisco end-user marketing

aligned to Cisco Powered

§

 

Partner presence in

Cloud and Managed

Services Marketplace

Go-to-Market Support

Opportunity to Expand Revenue, Build Customer Loyalty, and Differentiate Business

Cloud MDF

Partner Eligibility

$250,000

Cloud

Provider

Eligible Activities

Sales

Enablement

Sales and

Account Planning

Sales Incentives

Learning Credits

Training/Certification

Email Campaigns*

Telemarketing*

List Acquisition*

Direct Mail*

Paid Search*

Campaigns

Seminars

Webinars

Tradeshows/Floor Days

Cloud Assessments

Customer

Events

Success Story*

Case Study

White Paper

Video

Success Stories

and Case Studies

Support for Partner Cloud Demand-Generation Activities

Accrual as % of Net Bookings

Annual Cap

* Partner in-house execution

2% for Demand

Cisco Cloud Compensation Program

Program Rules

§

 

Cisco sales paid for selling

Provider’s Cisco Powered

cloud services

Partner Benefits

§

 

Leverage collaborative GTM

model

§

 

Expand Cisco Powered cloud

service sales

§

 

Increase market share

§

 

Enhance market relevance

CMSP Business Acceleration Benefits

Virtual Sales

Business

Transformation

CMSP Activate

SP Global

Advantage

Partner Learning

Virtual SE

Cloud

Onboarding

Domain 10

* Partner eligibility rules apply.

Cisco Cloud GTM Resource Center

Understand Customer’s Cloud Adoption Maturity

§

 

A discussion-generation tool with key focus areas

for

a 30–40 minute session by Sales Account Manager

(AM)/ Systems Engineer (SE)

§

 

Align IT and Technology to the needs of the cloud

§

 

Understand impact of cloud to third-party

collaborations—partners, vendors, suppliers, and

customers

§

 

http://www.ciscowebtools.com/cloud/

§

 

Available as an iPad/iPhone/Android App

§

 

For access, email:

appfridge@cisco.com

Cisco Cloud Readiness Assessment Tool—

Detailed

§ 

Designed for Partner Account Managers (PAM) and Partners

§ 

Helps elevate IaaS proposal to C-level audience using

TCO analysis

§ 

Compares IaaS to customer managed, on-prem solutions

§ 

Output available as Excel, PPT and online presentation

IaaS ROI/TCO Tool

Sync-Up Online and Offline

Input

Access Instructions

ü

 

Register for Salire Business Value Portal

access here:

https://express.salire.com/go/cisco

ü

 

Contact Cisco Cloud GTM team and

request access to IaaS ROI Tool

Jeff Klaubert,

jklauber@cisco.com

§

 

Partner’s own micro-site on cisco.com

§

 

Partner owns content of Cisco solutions, services,

collateral, videos, offers, promos, case studies…

§

 

Helps with lead generation and partnering

opportunities

§

 

“One-Stop-Shop” for customers to find all CMSP

Partners that meet their specific needs

§

 

Cisco Promotion of Partners in Marketplace

Cloud and Managed Services Marketplace

http://marketplace.cisco.com/cloud

CMSP

Partner Marketplace

§

 

Banner ads

§

 

Social media

§

 

Search engine marketing

§

 

Cisco press activities

§

 

Cross-reference from partner

locator

§

 

http://marketplace.cisco.com/cloud

Cisco Partner Locator

Resources

CMSP

§

 

CMSP website

www.cisco.com/go/cmsp

§

 

CMSP Services Reseller

http://www.cisco.com/web/partners/

pr11/mscp/reseller.html

Cisco Powered

§

 

Cisco Powered Services:

http://www.cisco.com/web/partners/

pr11/mscp/

cisco_powered_services.html

§

 

Cisco Powered:

www.cisco.com/go/ciscopowered

Application and Enrollment

§

 

Audit requirements and policies or

application process

www.cisco.com/go/audit

(under Cloud

and Managed Services Program tab)

§

 

CMSP Application Tool

www.cisco.com/go/csapp

§

 

Partner Program Enrollment Tool

www.cisco.com/go/ppe

Partner Payment Options

§

 

Simplified Pricing

www.cisco.com/go/simplifiedpricing

Locate a Partner

§

 

Partner Locator:

www.cisco.com/go/partnerlocator

§

 

Cloud and Managed Services Marketplace:

http://marketplace.cisco.com/cloud

Cisco Services

§

 

Cisco Services Partner Program:

http://www.cisco.com/web/partners/services/cspp/sell_svcs.html

§

 

Branding and GTM

§

 

Partner Logos:

www.cisco.com/go/partnerlogos

§

 

Cloud GTM Resource Center:

https://gotomarket.cisco.com/

Cisco Partner Ecosystem

www.cisco.com/go/partnerecosystem

1. Assess

2. Apply

3. Audit

4. Approval

Review CMSP Audit and

Policies at:

www.cisco.com/go/audit

.

Work with your Cisco

account team to

determine if CMSP

program fits into your

business model.

Submit application online

using CSApp tool:

www.cisco.com/go/csapp

.

Receive response within

five days from Cisco

CMSP Program Manager.

Schedule an audit when

contacted by the auditor.

Onsite audit occurs within

24 hours, the auditor

provides a summary,

including any necessary

action items. Within five

days, auditor submits a

full report to the CMSP

Program Manager

Cisco reviews the report

within 20 days of receipt,

and confirms that the

action items have been

completed. Cisco sends

approval notification