the time machine - cisco · the time machine. featuring dirk heldner kristina vervoort olaf...

TelePresence and Business Videothe time machine

FeaturingDirk Heldner

Kristina VervoortOlaf Lindenau

Wayne StephensAnd quite some friendly B-Ends

Vebørn Tandberg founded TANDBERG in the 1930s

Our history

1933 1952 1960 1970

We will become one of the leaders

within the video technology industry

Jan Opsahl

Per Kogstad

John Chambers - 2003

OJ Winge

Frederik Halvorsen, former CEO

Thomas Nicolaus, RD DACH

Tommy Hilfiger

2001 2002 2003 2004 2005 2006 20082007

From market share of 19% in 2001 …

to market share of 41% in 2008 …

TAA

Player #2

127

206 201

269301

361

547

693

Can’t be done?!

2009

Est.

Can’t be done?!Infrastructure Market Share Development

2001

*

2002*

2005 2006 2007 2008 YTD2003*

2004

0 0

10

17

2123

27

45

48

TAA

Player #2

Premium: > +60%

Can’t be done?!ASP Development: TANDBERG vs. Others

Tandberg to Cisco Transition

Product Strategy

Cisco Partner Program Overview

Products Sales

Emerging

TechnologiesEnterprise Global Sales

Generalist Specialist

Service

ProviderConsumer

DONE!

Tandberg to Cisco Transition

Cisco Partner Program Overview

Product Strategy

Today

2 separate programs – enVision and Telepresence ATP

December 31st

Telepresence ATP Program EOL

February 1st

enVision Program EOL

Lets welcome

Wayne Stephens

Channel Operations Director,

TelePresence Video

to see what‘s next!

Integrated Program Principles Partner profitability

Selective approach

Investment protection

Value not volume based

Built on existing programs

Cisco

Selected

Partner Self -

Elective

Cisco’s Deliberate Go to Market

Technology

Specific GTM

Market-Maturity

Specific

Channel Coverage

and Capability

Avoid

Over-distribution

OPEN

GTM

Strategy

Open

Distribution

Selective

Distribution

Open

Open(Specialized)

Specialized(Restricted)

Advanced

Technology

Provider(ATP)

64,000

Partners

1400 UC

60 Master

111 TP

ATP – New Technologies

MasterBased on technologies

requiring unique skills

Advanced Resource

& Service Capabilities

Customer references

3rd Party Audit

AdvancedBased on Cisco

Architectures

Sophisticated Sales,

Technical, Service skills

with required

courses/proctored

exams for AMs, SEs,

PM’s & FEs

ExpressBased on Cisco

Architectures

– base level skills

Consists of required

courses/exams for

AMs, SEs, and FEsCreating the Framework to Build Partner Expertise

Across Sales, Technical and Service Criteria

TelePresence Video ATP FrameworkExpress

Partner Profile:

• Video endpoint knowledge

• Limited video infrastructure

focus

• Limited network focus

• Light integration

• Unique skills such as AV

• Internal video usage, basic

Partner Profile:

• Deep & broad video knowledge

• Infrastructure focused

• Light to moderate network focus

• Integration and interoperability

• Managed video conferencing

• Unique access to video buyers

• Internal video usage, medium

Advanced

Partner Profile:

• Cisco TelePresence Advanced

Partner with basic-to-medium level

Call Manager expertise

• Entry level to CTS product suite

Advanced Plus

Partner Profile:

• Deep & broad video

knowledge

• Infrastructure solutions and

architecture focused

• Applications & intercompany

integrations

• Managed Service - video

NOC

• Unique access to CXO level

• Internal usage, pervasive

Master

Channel Program Benefits

Branding credibility

Financial rewards

Engagement preference

Level playing field

Differentiation opportunity

New TelePresence Video Channel Program

will be launched at the Collaboration Summit

November 16th

Tandberg to Cisco Transition

Cisco Partner Program Overview

Product Strategy

Interoperability

Everyone, Everywhere

Ease of Use

Absolute Quality

Intercompany

Time Places Devices

Content when you

are ready

Access from

anywhere

Best experience

on any device

Content finds you,

easy to consume

Content

The roadmap is based on the full TANDBERG/CTS portfolio

Customers will have investment protection for what they buy today

BridgedInteroperates today

and in the future

YEAR 1 YEAR 1-2 YEAR 2-3

IntegratedWorks as a unified

system• Switching and transcoding

• Scheduled and ad hoc

• Signaling & mediamanagement

ConvergenceTakes the experience

and capabilities to the next level

High- level timeline

BUT

we all know

Seeing is Believing!

USE IT!LOVE IT!SELL IT!

Let‘s make Video the new Voice!

Special Thanks to

Michael Thissen

Henning HändelRainer Kallies

Our friendly B-Ends

And last but not least: YOU!