How To Sell Cisco Cloud Services To A Customer (For A Fee) For A Year

Transcription

1

2 KBZ Presents:

3 Introduction and Presentation Jeff Nicoll Director of Cloud Services, KBZ

4 Agenda Cloud Market & Key Drivers KBZ Cisco Cloud Aggregator Unified Communications as a Service TelePresence as a Service Infrastructure as a Service Cisco Cloud Services Reseller Program Rewards and Incentives

5 Cloud Opportunity IT spend in cloud today = 8% IT spend in cloud expected by 2020 = 25-30% UC market is estimated to be $14.5B in % want UC delivered as a service - $2.4B Infrastructure as a Service (IaaS) expected to be $14.9B in % of CIO s expect to operate majority of applications & infrastructure in the cloud Meanwhile Traditional resale is growing much slower than Cloud Hardware margins are continually shrinking

6 Driving forces around cloud OpEx vs CapEx Time to Value Core vs. Context High Availability & Redundancy IT Staff Skills & Resource Technology updates Predictable costs

7 Transition to cloud Just because your customer has not asked you about cloud doesn t mean they are not buying it Be aware of shadow IT The power of AND. Don t feel compelled to go all in

8 KBZ - Cisco Cloud Aggregator Reseller Reseller Reseller Reseller Reseller UCaaS Provider TPaaS Provider IaaS Provider DRaaS Provider

9 KBZ - Cisco Cloud Aggregator Reseller Reseller Reseller Reseller Reseller Sales training Partner enablement Engineering Quoting Joint selling Cisco cloud compensation VIP rebates Billing UCaaS Provider TPaaS Provider IaaS Provider DRaaS Provider

10 Unified Communications as a Service (UCaaS) Voice & Video Voice mail & integrated messaging Instant Messaging & Presence Mobility Customer Collaboration Same level of service as on premise

11 TeleSpace Cisco Master Service Provider Offerings include UCaaS (HCS) TPaaS CCaaS Channel focused GEO Redundant backbone PCI, HIPAA, and SOC II Type 2 security compliant

12 Cisco UCaaS (HCS) SMB Bundles 5, 10, 20, per user bundles Includes full UC subscription (i.e. CUWL) Includes PSTN 1000 mins inbound/outbound local per user 5000 mins long distance per customer) Options: Toll free Vanity numbers Mobility TPaaS

13 Cisco HCS for Enterprise 75 users and higher Traditional enterprise subscription sku s Add PSTN plans Add TPaaS Multiple connectivity options MPLS DMVPN Mobility support

14 Hosted Video Introduction to TPaaS

15 Traditional Video Deployment 1. Get video endpoints on corporate network 2. Configuration of endpoints 3. Enable dialing plan and call routing 4. Enable directory on endpoints 5. Enable multi-party conferencing Toronto $20K US TMS $6K US 6. Allow participants on phone to join conf 7. Enable video calling outside corp network: To other companies or home offices on video 8. Start calling on video Vancouver $20K US VCS $30K US VCS $30K US MCU $60K US Endpoint investment = $60,000 US Infrastructure investment = $156,000 US New York $20K US GW $30K US

16 TelePresence as a Service (TPaaS) 1. Get video endpoints on corporate network 2. Configuration of endpoints 3. Enable dialing plan and call routing 4. Enable directory on endpoints 5. Enable multi-party conferencing Toronto $20K US 6. Allow participants on phone to join conf 8. Start calling on video 7. Enable video calling outside corp network: To other companies or home offices on video Vancouver $20K US Endpoint investment = $60,000 US Monthly service cost = $1,200 US New York $20K US

17 TelePresence as a Service (TPaaS)

18 Infrastructure as a Service (IaaS) Compute power Storage Migrate server needs to the cloud Make your technology invisible Custom fit solutions Energy and budget savings Easily scale UC on UCS vs UC on IaaS

19 Cisco Cloud Services Reseller (CSR) Leverage the Cisco Powered brand Parity with on premise Stringent audit requirements Security Partner VIP rebates Up to 3% for cloud No CSAT required Minimum of $12,500 based on POS Cisco Cloud Compensation Account Managers incented to help sell cloud

20 How to become a CSR Become KBZ partner if not already Sign XaaS reseller addendum Enroll in CSR program at Click Profitability and Practices Will need valid CCO ID login for admin

21 CSR Tools & Resources Pre sales engineering Joint selling Demonstration support Deal registration Dedicated sales and support teams Customized pricing tools Sample quotes Custom quotes End user marketing documents How to Sell HCS Training Solution specific training CSR Portal GTM site Lead generation activities Marketing support ZBucks Rewards program

22 ZBucks KBZ rewards program Earn for virtually every PO Quarterly kickers Cloud kicker in place now

23 Cisco Cloud Office Hours Sean Bates Cisco Powered Cloud VPAM

24