cisco partnering with success in cloud
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Partnering with
success in cloud
10 Ottobre , 2014
Giulia Gasparini – cloud partner manager
ggaspari@cisco.com
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
The world is changing has changed.
Device
Proliferation
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
From passive consumption to active participation
User
Customer
Producer
Participant
Consumer
Community
User
Person
€
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
The Cloud Ecosystem
Hybrid
Private
Media
Healthcare
Govt
& more
Public
Telco Service Provider
Systems Integrator
Outsourcer
Distributor
Channel Specialist
Software Vendors
(ISV,
SaaS)
Housing/ Hosting/ Facility
Provider
Provider Builder Reseller Distribution/
Broker
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Cisco’s Cloud Strategy
Enable Cloud Providers
and Enterprises to Deploy Differentiated Cloud
Services
Provide Application Platforms for Selected Cloud
Categories, Where Cisco Has Differentiated Application
IP
Smart Solutions
Cisco Cloud Portfolio
Cloud Enablement
Services
Unified
Data
Center
Cisco
Applications
Cloud
Intelligent
Network
Network Management
Video
Collaboration
Security
Powering Cloud Services by Uniquely Combining the Unified Data Center,
the Cloud Intelligent Network, and Selected Cisco Application Software
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
4 out of Gartner’s top 5 Magic Quadrant IaaS leaders are
Cisco Powered
400 Cisco Powered cloud/managed offers in market globally
Cloud Market Traction
Enabling The Cloud Journey
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
Cisco Powered differentiation Strategy
Enabling The Cloud Journey
Cisco Powered clouds are unique:
• Cisco validated architectures
• Rigorous partner certifications
• Deployed solutions are third-party audited
• Documented cloud scalability
• End-to-end security
• Commitment to open standards
• Highest percentages of R&D investment-to-
revenue
Cloud Compensation
Cisco sales force paid on the sale of Cisco Powered cloud services from our partners
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Cisco’s Cloud Demand-side Strategy
Enable Partners to build, provide, white-label & resell
private, public or hybrid Cisco Powered cloud services
Solutions for Building &
Providing Clouds
Accelerating TTM, reducing costs, driving growth and
increasing profitability
Leverage Assets to Drive
Partner Loyalty
Enable Partners to accelerate this transition to
new business models
Develop Awareness, Preference
& Demand for Cloud Solutions
WAN
Webex
Users
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Cloud Builder
Cloud Provider (CMSP)
Build and Sell
Cisco-Centric
Clouds
Manage and Sell
Cisco-Powered
Cloud Services
Demand Supply
Cisco’s Cloud Partner Models
Services
catalogue of
many services
for Resellers &
End
Customers
Cloud
Services
Aggregator
Cloud Services Reseller
Resell Providers’
Cisco-Powered
Cloud Services
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
Opportunity Requirements
Cloud Services Reseller
Resell Providers’
Cisco-Powered
Cloud Services
• Maintain and expand
customer base by
offering validated, Cisco
Powered services
• Predictable recurring
revenue or royalty
• Accelerate new
services to market with
minimum capital
investment
• Choice to deliver
multiple Cisco Powered
cloud services from
multiple Providers
• Cisco registered partner
• Valid contract with
Cisco Cloud Provider
• Dedicated cloud
customer relationship
manager
• To apply submit an
application at
www.cisco.com/go/ppe
Benefits
• Value Incentive Program
(VIP) rebate on sales of
Cisco Powered services
• Access to Cisco
Powered branding
• Cisco’s sales force is
compensated to sell
Cisco Powered services
• Cisco Rewards Program
• Cloud GTM Resource
Center
Virtual Cloud
Connections
Available
Globally
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
• Enhances the Cisco Cloud
Services Reseller model
• Provides guidance to help partners
transform their business to take
advantage of the Cisco cloud
opportunity
Business Transformation Assets
New!
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Business Transformation Focus
Solution &
Opportunity Business
Model Sales Marketing Services
Tools &
Resources
Understand the
cloud market
opportunity and
Cisco Powered
service offerings
Identify the
impacts that
cloud solutions
can have on
your bottom line
Identify key
changes
required in a
sales structure,
sales model,
and sales
compensation
programs
Be prepared to
tell a slightly
different story to a
new set of buyers
Learn how Cisco
can help you
make the
transition to
becoming a
Cloud Services
Reseller
Understand how
to create your
cloud services
portfolio and how
Cisco Services
can help
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
Understand the
cloud market
opportunity and
Cisco Powered
service offerings
Identify the
impacts that
cloud solutions
can have on
your bottom line
Identify key
changes
required in a
sales structure,
sales model,
and sales
compensation
programs
Be prepared to
tell a slightly
different story to a
new set of buyers
Learn how Cisco
can help you
make the
transition to
becoming a
Cloud Services
Reseller
Understand how
to create your
cloud services
portfolio and how
Cisco Services
can help
The Business Transformation
Journey for a Reseller
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
1 Cloud momentum is accelerating: time is now !
2 Cisco’s strategy is to enable the cloud journey
3 The network is the platform for the cloud and the core of Cisco’s differentiation
4 Unified computing, virtualization and the network are critical cloud elements
5 Cisco maintains the indirect model in Cloud market
grazie! Today, tomorrow, together
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