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

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

3 What happened 30 years ago in 1984? The FTSE 100 Index starts. Geneticist Alec Jeffreys discovers DNA fingerprinting. IBM releases PC DOS version 3.0 The English one pound note is withdrawn after 150 years in circulation Space Shuttle Challenger, first time 11 people in space McDonald's made its 50 billionth hamburger

4 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 Internet-driven innovation. 4

5 (1) Cheap sensors & chips (2) Connected devices (3) Smart solutions (IOT/E Monetization) 5

6 IOT/E, Cloud, SDN, Big Data IoT/E 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: Cloud Big Data Enterprise Private Clouds Partner Clouds SDN Cloud Services & Applications u Volume - data at rest Public Clouds u Velocity - data in motion u Variety - (un) structured u Veracity - multi-source correlation 6

7 GDP 2.5E+11 Albania 2E+11 Bulgaria Bosnia and Herzegovina 1.5E+11 Croatia Kosovo 1E+11 Moldova Montenegro 5E+10 Romania Serbia Slovak Republic Slovenia 1E+13 9E+12 8E+12 7E+12 6E+12 5E+12 4E+12 3E+12 2E+12 Brazil China India Russian Federation South Africa 1E F 2015F 2016F Source: World Bank 7

8 Source: World Bank, IMF Telephone lines (per 100 people) Internet users (per 100 people) 60.0% 50.0% 40.0% 30.0% Albania Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro 90.0% 80.0% 70.0% 60.0% 50.0% 40.0% Albania Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro 20.0% Romania 30.0% Romania 10.0% 0.0% Serbia Slovak Republic Slovenia 20.0% 10.0% 0.0% Serbia Slovak Republic Slovenia 250.0% 200.0% 150.0% 100.0% 50.0% 0.0% Mobile cellular subscriptions (per 100 people) Albania Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia % 25.0% 20.0% 15.0% 10.0% 5.0% 0.0% Fixed broadband Internet subscribers (per 100 people Albania Bosnia and Herzegovina Bulgaria Croatia Moldova Montenegro Romania Serbia Slovak Republic Slovenia

9 Channel Partner Program Cloud & Managed Services Program Cisco Services Partner Program Channel Partner Program Master Specializations Advanced Authorized Technology Provider Express Certifications Partner Plus Gold Premier Select

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

11 Enterprise Private Clouds Enterprise Private Clouds CMSP Partner Clouds Cloud Services & Applications Partner Clouds Cloud Services & Applications Build More Profitable, Competitive Services Public Clouds Public Clouds Expansive Ecosystem Security, Data Sovereignty & Choice Application Centric Infrastructure Cisco SaaS Applications and Leading ISVs Intercloud Fabric Cloudfocused Network Services

12 30+ New Partners in the Global Intercloud Partner Ecosystem Announcement on 29-Sep-14: More than 30 new Partners with 250 Data Centers across 50 countries

13 Cisco Powered Positioning and Value 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 Services Enable You to Connect to the Cloud with Confidence

14 Web Resources Selling Resources: Cisco Powered Partner Marketing Kit Cisco Powered Messaging Framework and Copy Blocks Cisco Powered Branding Guide and Logo Customizable Marketing Assets Partner Sales Enablement Tools Cisco/Partner Sponsored Events Dedicated Cisco.com Web Pages

15 Cloud and Managed Services Program (CMSP) Leading Go-to- Market Benefits Build More Profitable, Competitive Services Financial Rewards Best-in-Class Brand Recognition Innovative Cisco Powered Services Designation 3 rd Party Audits

16 Cisco s Cloud Partners and Terminology Master Cloud Builder CMSP Cloud or Managed Provider CMSP Cloud or Managed Services Reseller Goal Build and Sell Cisco-Centric Clouds to Customers and Cloud Providers Create, Manage and Sell Cisco Powered Cloud or Managed Services to Customers Resell Cloud or Managed Providers Cisco Powered Services to Customers Partner Category Master Specialized Channel Partner under CMSP: Master, Advanced, or Express Channel Partner under CMSP: Service Reseller Cloud and Managed Services Brand Badge Only for CMSP Master Partners

17 Cloud and Managed Services Program Levels MASTER REQUIREMENTS ADVANCED 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 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 REQUIREMENTS EXPRESS 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 Library (ITIL) v2 or V3 Minimum one (1) staff member with Information Technology Infrastructure Library (ITIL) v2 or V3 Foundation Certificate Foundation Certificate

18 Cisco Powered Cloud and Managed Services Cisco Powered Cloud Services COLLABORATION INFRASTRUCTURE SOFTWARE SECURITY 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 Application experience as a Service Hosted Security as a Service Cisco Powered Managed Services COLLABORATION CONNECTIVITY 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 View Requirements under the CMSP tab located at:

19 Cisco Cloud and Managed Services Options for GOLD (4) & Premier (1) Analytics Cisco Cloud Services WebEx Meraki HANA aas IOE aas RESELL Security vdesktop aas CONNECTIVITY Internet Service IP Trunking Metro Ethernet (ME) MPLS VPN Service Provider Wi-Fi Data Services over Satellite Cisco Powered Managed Services COLLABORATION Business Communications Unified Contact Center Business Video BUILD or RESELL SECURITY Managed Security COLLABORATION Cisco Powered Cloud Services INFRASTRUCTURE Cisco-Based Partner-Created Service (Managed or Cloud CMSP Express) UC as a Service based on HCS Contact Center as a Service based on HCS Video and TelePresence as a Service SOFTWARE BUILD or RESELL 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 SECURITY Requirement 1 Requirement 2 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) Application experience as a Service Hosted Security as a Service Requirement 3 A Cisco-based Cloud Service is: A cloud based service built on a Cisco reference architecture. Examples at : BUILD

20 Partner Roles in Cloud Cisco Confidential 20

21 Partner Ecosystem Approach: Cloud and Managed Services Program Cloud Builder Cloud Provider Cloud Services Reseller Build and Sell Cisco- Centric Clouds to Customers and Cloud Providers Manage and Sell Cisco-Powered Cloud Services to Customers Resell Providers Cisco-Powered Cloud Services to Customers Master Specialized CMSP Master/Advanced Cloud Services Reseller Supply Demand Partners Can Participate in One or More Models

22 Cloud Services Aggregator Enterprise Midmarket SMB Cloud Services Reseller Cloud Services Aggregator IaaS Provider Cisco Provided HCS Provider Cisco Powered SaaS Independent Software Vendor

23 Partner Ecosystem Approach Cloud Builder Cloud Provider (CMSP) Cloud Services Aggregator Cloud Services Reseller Build and Sell Cisco-Centric Clouds Create, Manage and Sell Cisco-Powered Cloud Services Services Catalogue of Many Services for Resellers and End Customers Resell Providers Cisco-Powered Cloud Services Supply Demand

24 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 Partners Choose the Medium that Works Best

25 Business Transformation Guidance Solution and Opportunity Business Model Sales Marketing Services Tools and Resources Understand Cloud Market Opportunity and Cisco Powered Services Identify Cloud Solutions Impact on Your Bottom Line Identify Sales Structure, Model, and Compensation Program Changes Learn to Tell a Different Story to a New Set of Buyers Understand How to Leverage Cisco Services to Create Your Cloud Services Portfolio Learn How to Become a Cloud Provider Leverage Cloud Services Reseller to Sell Cisco Powered Services Transformation to Cloud Business Model

26 CMSP Benefits Cisco Confidential 26

27 CMSP Benefits Financial Rewards Branding and Designation Benefits Go-to-Market Support Global Discounts based on CMSP level TIP, SIP, OIP, TMP VIP Global rights Simplified Pricing TMP OR Global designation Master badge Focus on Cisco Powered services designations Collaborative offer eligibility under the Cisco Services Partner Program (CSPP) 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 Opportunity to Expand Revenue, Build Customer Loyalty, and Differentiate Business

28 Cloud MDF Partner Eligibility Accrual as % of Net Bookings Annual Cap Cloud Provider 2% for Demand 2% for Supply (up to $125k) $250,000 Eligible Activities Customer Events Seminars Webinars Tradeshows/Floor Days Cloud Assessments Sales Enablement Sales and Account Planning Sales Incentives Learning Credits Training/Certification Campaigns Campaigns* Telemarketing* List Acquisition* Direct Mail* Paid Search* Success Stories and Case Studies Success Story* Case Study White Paper Video Support for Partner Cloud Demand-Generation Activities * Partner in-house execution

29 Cisco Cloud Compensation Program Partner Benefits Program Rules Leverage collaborative GTM model Expand Cisco Powered cloud service sales Cisco sales paid for selling Provider s Cisco Powered cloud services Increase market share Enhance market relevance Improve customer intimacy

30 CMSP Business Acceleration Benefits CMSP Activate Partner Learning SP Global Advantage Virtual Sales Business Transformation Cloud Onboarding Domain 10 Virtual SE * Partner eligibility rules apply. Business Acceleration Benefits vary by region.

31 Cisco Cloud GTM Resource Center https://gotomarket.cisco.com/

32 Thank you.

33 Cisco Cloud Readiness Assessment Tool Detailed Understand Customer s Cloud Adoption Maturity A discussion-generation tool with key focus areas for a 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 Available as an ipad/iphone/android App For access,

34 IaaS ROI/TCO Tool 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 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, Jim LaMarche, Sync-Up Online and Offline Input

35 Cloud and Managed Services Marketplace 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 CMSP Partner Marketplace Helps Partners Market Their Cisco Powered Services

36 Cisco Promotion of Partners in Marketplace Banner ads Social media Search engine marketing Cisco press activities Cross-reference from partner locator

37 Cisco Partner Locator

38 Resources CMSP Application and Enrollment CMSP website CMSP Services Reseller pr11/mscp/reseller.html Cisco Powered Audit requirements and policies or application process (under Cloud and Managed Services Program tab) CMSP Application Tool Cisco Powered Services: pr11/mscp/ cisco_powered_services.html Partner Program Enrollment Tool Partner Payment Options Cisco Powered: Simplified Pricing VIP

39 Resources Locate a Partner Partner Locator: Cloud and Managed Services Marketplace: Cisco Services Cisco Services Partner Program: Branding and GTM Partner Logos: Cloud GTM Resource Center: https://gotomarket.cisco.com/

40 For More Information Cisco Partner Ecosystem

41 Becoming a CMSP Partner 1. Assess 2. Apply 3. Audit 4. Approval Review CMSP Audit and Policies at: Work with your Cisco account team to determine if CMSP program fits into your business model. Submit application online using CSApp tool: 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

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