KBZ Presents:
Introduction and Presentation Jeff Nicoll Director of Cloud Services, KBZ jeff.nicoll@kbz.com
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
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 2015 17% want UC delivered as a service - $2.4B Infrastructure as a Service (IaaS) expected to be $14.9B in 2015 50% 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
Driving forces around cloud OpEx vs CapEx Time to Value Core vs. Context High Availability & Redundancy IT Staff Skills & Resource Technology updates Predictable costs
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
KBZ - Cisco Cloud Aggregator Reseller Reseller Reseller Reseller Reseller UCaaS Provider TPaaS Provider IaaS Provider DRaaS Provider
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
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
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
Cisco UCaaS (HCS) SMB Bundles 5, 10, 20, 21-74 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
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
Hosted Video Introduction to TPaaS
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
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
TelePresence as a Service (TPaaS)
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
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
How to become a CSR Become KBZ partner if not already Sign XaaS reseller addendum Enroll in CSR program at https://tools.cisco.com/wwchannels/ppp/home.do?actiontype=home Click Profitability and Practices Will need valid CCO ID login for admin
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
ZBucks KBZ rewards program Earn for virtually every PO Quarterly kickers Cloud kicker in place now https://www.kbz.com/zbucks
Cisco Cloud Office Hours Sean Bates Cisco Powered Cloud VPAM sebates@cisco.com