base group platform deck

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 1

Buying and SellingEnablement (BASE)Steve Martino, VPBASE

March 2011

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Cisco at a Glance

$5.3B+R&D Investment

Annually

72K+

Employees

300 Data Center Locations

in 90 Countries

165+

Countries

450+

Offices

20 K Engineers

30 Major LabsWorldwide

service1/6engineering1/3sales1/3

other1/6


How Flexible Is Our Business Model?

“People can have the Model T in any color—so long as it's black.”

– Henry Ford


Solutions/Delivery Strategies

Configurable/Options

How We Buy and Sell Has ChangedPeople want to use cars for different reasons in different ways

New Business Models/Consumption


The Way We Work Has Changed…

Our Partners Demand a New Experience

CollaborationGlobalisation Market Transitions

Customers


Buying and Selling Enablement (BASE)Delivering the industry’s best buying and selling experience,

enabling Cisco’s growth

Empower our team to deliver business and technology architectures to make buying and selling easy

• Reward and recognition programs

• Global communication strategy

• Collaborative leadership model

• Accelerate development programs

• Celebrate, have fun, and give back

Be innovative &

operationally excellent

Align priorities globally

Energize, empower, align, and grow our people

Deliver business & technology

architectures that enable business models, go-to-

market, and globalization

strategies

Provide an intuitive, fast, and

differentiated user experience

• Align SLAs with stakeholders

• Align on Product Life Cycle (PLC)

• Refine SLA & PLC governance, measurement, communications

• Identify SLA & PLC deviations; implement solutions

• Reduce applications, costs, manual repetition; improve execution

• Reward/recognize innovative ideas

• Establish center of excellence

• Playbook new business models

• Architectural roadmap for agility, scalability, resiliency, low cost

• Build capabilities architecture for ongoing enablement

• Assess, solution, enable key business models

• Process, policy, and system experts across functions and business capabilities

• Common User Experience plan (guiding principles, approach, communication)

• Migrate high value/volume transactions to CCW ordering and/or B2B process

• BASE working group and process for stakeholder misalignment

• Situational analysis for alignment and prioritization

• Drive misalignment to agreement through governance

• Communications to end users

• Drive adoption through agreements

V

E

S

5+ Years

2-4 Years

12-18Months


A New Buying and Selling Experience


Creating a Collaborative Environment for Buying and Selling

Collaborative Selling Process—Flexible, Adaptable, Easy

People

Data Process

Tools


Integrated Partner/Customer Experience

Cisco 3.0

Global Transformationals

Multinationals

Small/Med Biz

Partner CiscoCustomer


Relationship Orchestration

Front Office Back Office

Software

Services

Products

OrchestrationEngine

Architectures


Relationship Orchestration for Different Types of Sales


OrchestrationEngine

Type of Sale

Renewal

Add-On/Upgrade

New Customer/Greenfield


…For Different Business Models


OrchestrationEngine

Business Models

Product and Service Attach

SW Subscription

Pay as You Grow

Cloud


…For Different Business Segments


OrchestrationEngine

Business Segments

Enterprise

Global

ServiceProviders

Small/Medium Business


Greenfield – Upgrade – Renewal

Architectures

Behavior and Collaboration

Cross-functional experience

Cisco-Partner-Customer (Cisco-led, Partner-led)

Product and Service Attach

Software Subscription

X as a Service/Cloud

Pay as you Grow

Managed Service

Smart Services

Back Office

Go to Market

Lead to Quote

Quote to Order

Order to Book

Post-Booking

Multinationals

GlobalTransformationals

Cisco 3.0

Service Provider

Small/Medium Biz

SE

GM

EN

TAT

ION

BUSINESS M

ODELS

INTEGRATED SELLING APPROACHES

$80B

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialPresentation_ID 15

Transformation for a New Buying and Selling Experience


Under the Hood Where We Started…Cross-functional Solutions Used by Sales


Under the Hood Where We Started…Cross-functional Solutions Used by Sales

300+ POINT SOLUTIONS!


Simplifying our Engine


BOST Framework

• Source: Proact Business Transformation, Inc.

CA

PA

BIL

ITIE

S

RE

QU

IRE

ME

NT

SBusinessBusiness

OperationsOperations

SystemsSystems

TechnologyTechnology


Goaling Sales coverage Partner on-

boardingand certification

Partner programs Lead generation Content

management

Renewals Opportunity

management Deal regulation

Sales forecast Quote Deal

management

Order capture and change order

SVC quotes/orders Order orchestration

Renewals Order

management Invoicing POS/Claims Crediting Partner MBO IB contracts and

serviceagreements

Software delivery and license

management Commissioning Bookings

reporting Rebates

Where We Are Now

Go to Market

Lead to Quote

Quote to Order

Order to Book

Post-Booking


Where We Are Going

Sales Hierarchy OfferConfiguration/Pricing

Measure and Pay

LSS

CRM

LSS

Ordering

DATA

Go to Market

Lead to Quote

Quote to Order

Order to Book

Post-Booking

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialPresentation_ID 22

The Value of the New Buying and Selling Experience


Compute

StorageNetwork

PrivateCloud

Converged IT Infrastructure


Compute

StorageNetwork

LARGE ENTERPRISE - Virtualized Data Center

Increased Control• Rapid elasticity

• Resource pooling

• On-demand self-service

• Chargeability & Metering

• Agility / Speed of response

Increased Control• Rapid elasticity

• Resource pooling

• On-demand self-service

• Chargeability & Metering

• Agility / Speed of response


Compute

StorageNetwork


PublicCloud

Connected Clouds Businesses and consumers use cloud-services across boundaries

Increased Flexibility• On-Demand

• Low-Cost

• Compute as a Service

• Storage as a Service

• Other IT Services

connected


East

West

San Jose, RTP, Richardson

Deal Management

Quoting LeadsOpportunity Mgmt

Forecasting

Territory Mgmt

Customer Registry

Service Support

Service Contracts

Other Saas Providers …

Enterprise Data

WarehouseHR

3Marketeers

CRM Overview: Integrated Private/Public Clouds


East

West

RTP

Software VPN

Internet

Branch Office

Richardson

IP Address

Filter

San Jose

CVO

Protecting Security


SSO Federation

UserAuthenticatio

n

East

West Firewall

RTPRichardsonSan Jose

Software VPN

Branch Office

CVO

Internet

Security Integration


SF

DC

Quo

ting

(CC

W)

Integrated SFDC for quotingQuoting

ToolLink

QuoteDetail


Right content at right time via

wisdom of the crowd

Targeted information based on

profile and preference

Information aggregated based on

user preferences

Global collaboration

Cross-functional architecture

To

Global Platform for Sales Powered by Cisco Quad

From

Information overload

Irrelevant or redundant content

Disparate platforms, multiple

sources

Silo’d communities

Organizational architecture


My Cisco Workspace:Customer/Partner View

Customized Key Messages

to Sales Field Users

Single Location for All Sales Resources

Connect to WebEx

Communities

Sales Architecture

Content

Real Time Bookings Data

Sales Commissions

Personal Sales Opportunity Alerts and

Notifications

Real Time User Feedback On Functionality


Evolution of the Integrated Workforce Experience

People

Communities Information

RSSDiscussion Forums

Virtual Meetings

Wikis BlogsVideo Sharing

UnifiedCommunications

Social Bookmarking

IM

Platform Building BlocksTechnologies

Web 2.0 Tools &Technologies

Video Communication & Collaboration

Applications &Services

Personalization &Relevancy

New Business CapabilitiesIntegrated Workspaces

New Cisco WorkspacesWebEx/MP Hybrid ClientDirectory 3.0Ciscopedia

FCLNFinance Collaboration & Leadership Network

Mike Gotta

Slides/Notes: We also have SharePoint and Jive - even though those are competitive products to Quad it might be worth considering listing them. All organizations have either these legacy systems (SharePoint) or a specialized tool (Jive) and we needed to unify these past decisions (Quad). It is possible to have Quad on top of those tools.


103k users14m IM chats/qtr.65% growth Y/Y

Instant messaging6k threads

22k messages/qtr.4% growth Y/Y

Forums

27k Expertise profiles 4.9m searches/qtr.

13% growth Y/Y

Directory 3.0

926 units88 k meetings/qtr.62% growth Y/Y

TelePresence

62k users1.9m mins/qtr.

62% growth Y/Y

Conferencing

25k videos364k views/qtr.38% growth Y/Y

Video

378k pages561k edits/qtr.

58% growth Y/Y

Wikis

Growth in Collaboration Services is

Exploding! 160 Communities1.8m hits/qtr.

95% growth Y/YFY’11

IWE


Elements of Collaboration Transformation

Integrated Workforce ExperiencePowered by Cisco Quad

Enterprise Social Software

Instant Messaging

Blogs

Wikis Forums

Communities

Applications &Services

Workforce Services

MyCompensation

MyBenefits

My Approvals

Directory

HR Systems

CRM/ERP

Business Intelligence

Personalization & Relevancy

Search

ContentWorkforce

Data

Tagging

ID Managemnt Policy Management

Cisco Video Communication &

Collaboration

Cisco Cius

Flip Video Conferencing

Unified Communications

Enterprise Video

Result is a personalized, relevant workspace

http://images.google.com/imgres?imgurl=http://www.wizard-systems.com/images/crm_software_lifecycle.jpg&imgrefurl=http://www.wizard-systems.com/&usg=__nq-44RUNGkK4oL6d3j74N8GeA0g=&h=220&w=220&sz=28&hl=en&start=3&um=1&tbnid=a2Fyry9rWtZtcM:&tbnh=107&tbnw=107&prev=/images?q=CRM+systems&hl=en&rlz=1T4GZHZ_enUS228US228&sa=N&um=1

http://www.datatraverse.com/style/ERP1.gif










Document Management

Off-Prem Data On-Prem Data

Web Services Layer

Data Access Policies Layer (entitlements, identity management, authentication)

Common Application Services Layer

Collaboration Applications Layer

Devices LayerMobilityMobility TelePresenceTelePresenceIP CommunicationsIP Communications FlipFlipDesktopDesktop

DirectoryDirectory CommunitiesCommunities Integrated Workforce ExperienceIntegrated Workforce Experience PortalsPortals

Cisco Network Layer TaggingSecurityPolicies

Network Services

Medianet

TransactionalSOA App

AccessRSS Video Wiki Blogs Forums

Calendar Meetings IM TaggingCiscopedia ConferencingEmail Directory

TaggingSearch Grouping Notification Content Exposure Collaboration

Web Services API to transactional

system (CRM, ERP)

Web 2.0 Data Multiway Metadata

Video repository

Transactional System Data

Document Repository HR Data

Transformational /UI Layer (any device, anywhere, anytime)

Data Aggregation Layer

Cisco IT Integrated Collaboration Architecture


Data Centers

215,000 sq ft ofDC space

52 data centers and server rooms

14 production/customer facing

38 product development

20+ MW of UPS power to raised floors

30% servers virtualized

Goal = 70%–80% virtualized

Cisco

300 locations in90 countries

400 buildings

65,000 + employees

Cisco Data Center Profiles


Richardson,Texas Data Center

Challenges•Pressure to cut costs •Underutilized resources•Storage hypergrowth•Integration of inherited DC/tech due to acquisitions•Need to enable new business models

Solution•Migrate all applications to virtual machines•Upgrade data center network to Fibre Channel over

Ethernet (FCOE)•Migrate data center network to Nexus switching

platform•Migrate all servers Cisco to Unified Computing

System (UCS) servers

Results•Cost and operational efficiencies: 40% savings•DC utilization: Up to four times as many virtual

machines; 30% more power available to servers•Agility and happier application developers: major

reduction in provisioning time•Server failover recovery via Cisco UCS

Case Studies:VIRTUALIZATION


Global Data Center Strategy

Capacity Build and occupy

data centers Optimize demand Consolidate where

appropriate

Growth Enablement New markets and business

models Global expansion User experience

Transformation Run IT as a business Internal service

provider model Service-oriented

architecture

Growth Enablement

Capacity

Transformation

Resiliency

Resiliency Increase data

center tiers Multi-site architecture Move out of high risk

geographies


i

Global Data Centers – Target State 2013Shared Resilient Infrastructure Enables Diversified Business Growth

2x Texas

TBD

BB

2x Amsterdam

1x APAC/TBD

B

A

B

Tier-III (Redundant)Dedicated building2x = Dual DC, sync capable

Tier-II (Less Redundant) Existing buildingsProduct Development

Key:B

Globally Centralized:Traditional Business Apps

Continental Hub:Order Processing, Comms

Continental Hub:Communications

Seed & Scale Software-as-a-Service (SaaS):Resilient, Scalable, Cost-effective Presence in Each Continent

B

B

B

B

Traditional Business Model

New Business Models

2013Target Global DataCenter Presence

Latency-SensitiveSoftware Development

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 38© 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Sales, Mkt, Mfg, Engr, IT Workforce

Global Data Centers

ServersServers

StorageStorage NetworkNetwork

Business Services

ERP, CRM, Records Mgmt

Client Services

Webex, IWEeMail, vMail

SOA-based

Pricing

Quoting

Configuration

SOA-based

LocationServices

Presence

Calendaring

OSServices

IPAMServices

File / BlockServices

DataServices

NetworkServices

Database MessagingServices

AuthC /AuthZ App Servers Directories

SaaS

IaaS

PaaS

IT as a Service


Value DriversTransforming the Buying/Selling Experience

Cisco’s new business models Streamlining sales process

Benefits for partner Increased security Ease of doing business

Single sign-on Eliminated duplicate/manual

entries Shortened quoting process

Growth

Experience

Productivity


The New Cisco Buying and Selling Experience


Thank you.

base group platform deck

Business

cisco andor

cisco confidential

key business models

easy people data process

sla plc governance

differentiated user

sla plc deviations

governance communications