cisco 810-401 exam - selling business outcomes
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Cisco just announced a new Selling Business Outcomes [SBO] 810-401 exam for its partners. Passing the Selling Business Outcomes exam.https://www.pass4sureexam.com/810-401.htmlTRANSCRIPT
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Cisco Quick Hit BriefingBig Data = Big $$$$Learn how to Monetize Big Data with Cisco
Welcome! Connect using the audio conference box or by calling into the meeting:
1. Toll-Free: (866) 432-9903
2. Enter Meeting ID: 205 376 864
3. Press 1 to join the conference.
Brian J. Avery
Territory Business Manager Cisco Systems
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Cisco Confidential 2 2013-2014 Cisco and/or its affiliates. All rights reserved.
Welcome and Agenda
Introduction
What is a Quick Hit Briefing?
CATCH THE BIG DATA Opportunity WAVE!
What is Big Data?
Big Data Sales Plays
What you can sell
Partners and Competitors
Call To Action
Resources, Conclusion
Brian J Avery
Territory Business ManagerFlorida Territory Commercial
Priors:
Cisco Sales and Channels (9 yrs)
President and CEO (6 yrs)Cisco Premier Partner
Director of Sales (2 yrs)Cisco Silver Partner
Financial Analyst (7 yrs)Sprint Corporation
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Cisco Confidential 3 2013-2014 Cisco and/or its affiliates. All rights reserved.
What Is a Quick Hit Briefing?
A weekly partner briefing series designed for Cisco Commercial Territory partners
Concise, relevant updates on:
Cisco products and solutions
Partner programs and promotions
Partner Enablement Demand Generation, Selling Skills, Closing Tools, etc.
Next Quick Hit Briefing
Year-End Closing Tactics - Bring In All Your Deals
Thursday Dec 11th, 2014 at 9:30 ET
Check http://cs.co/quickhit for registration links and replays
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CATCH THE BIG DATA Opportunity WAVE!
US Commercial Big Data Strategy, Goals and Opportunity
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Cisco Confidential 5 2013-2014 Cisco and/or its affiliates. All rights reserved.
Revolution in Data Driven Decision Making
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Why is Big Data Important?
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The second most popular search term on Gartner.com in the last
year, behind only magic quadrant, was
Hadoop/big data. The rest werent even close.
- Merv Adrian, Research VP, Gartner, Inc.
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Why Big Data?
- Jim Barksdale, CEO, Netscape
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Big data relevance buys us a seat at the business table
Every big data conversation has a key business driver behind it
Big data projects are not just solving technology problems such as tech refresh, organic growth, etc. but usually also business problems
Big data projects are more likely to be driven from the CFO or LOB than the CIO
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Cisco Confidential 10 2013-2014 Cisco and/or its affiliates. All rights reserved.
Big Data wins - Partial list of UCS-based wins
$80M Actuals in FY14, $200M Target in FY15
Enterprise/GSP Commercial
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Cisco Confidential 11 2013-2014 Cisco and/or its affiliates. All rights reserved.
Big Data UCS TAM
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Big Data: Strategic Growth Market for Cisco/DCG/UCS
0
5
10
15
20
25
30
35
2011 2012 2013 2014 2015 2016 2017
Big Data Revenue ($B): 2011- 2017
Services
Software
Infrastructure
Infrastructure TAM $7.8B (2014) - >$16.9B (2017)
@10% Cisco share: $1.69B (2017)
- A Billion Dollar Business
Drives UCS topline ($16.1B TAM, 27.1% CAGR)
100% Cisco infra. wallet share & account control (server/storage/networking
8x higher ASP compared to average UCS C-Series deals
ASP of BD starter deal is $250K
Infrastructure TAM $7.8B (2014) $16.9B (2017)
10% Cisco Share of TAM = $1.69B (2017)
A Billion Dollar Business!
Drives UCS topline ($7B TAM, 27.1% CAGR)
100% Cisco infrastructure wallet share & account control (includes server, storage and networking)
8x higher ASP compared to average UCS C-Series deals
ASP of BD starter deal is $250K, but they grow rapidly
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Why should you care?
The big data market is booming
Every Commercial AM has a Big Data opportunity in their customer base today (you just might not know about it)
Customers can shift money that they are spending on Enterprise Data Warehouses, Oracle Licensing and Support to a Big Data/Hadoop environment and IMMEDIATELY save big money (up to ~50X)
Provides thought leadership/strategic relevance to Cisco and an opportunity for business relevance, beyond IT
We dont have to share the hardware stack
Provides us a beachhead with C-series
The software stack is relatively cheap ($1 of SW drags $4 of HW)
Provides Cisco with an annuity revenue stream
Can reach 7 - 8 figures in two years timeframe
The competition is already actively selling into this market
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What is Big Data?
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Operational
(OLTP)
Traditional Enterprise Data Management
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Operational
(OLTP) ETL EDW BI/Reports
Online Transactional Processing
Extract, Transform, and Load (batch processing)
Enterprise Data Warehouse
Business Intelligence
Operational
(OLTP)
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The Explosion of Unstructured/Semi-structured DataA poor fit for the traditional relational database
2005 20152010
More than 90% is unstructured data
Approx. 500 quadrillion files
Quantity doubles every 2 years Most unstructured data is neither
stored nor analyzed!
1.8 trillion gigabytes of data
was created in 2011
10,000
0
GB
of
Data
(I
N B
ILL
ION
S)
STRUCTURED DATA
UNSTRUCTURED DATA
Source: Cloudera
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Machine
Operational
(OLTP)
Operational
(OLTP)ETL
BI/Reports
Operational
(OLTP)
Enterprise Data Management with Big Data
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Web
ETL
Dashboards
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For our purposes, big data means wide scale-out rack-mount, bare-metal, DAS-centric, spindle-dense distributed computing architectures aimed at the 3 Vs of data: Volume, Velocity, Variety
How Do We Define Big Data?
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What isnt Big Data?
Usually not blade servers(not enough local storage)
Usually not virtualized (hypervisor only adds overhead)
Usually not highly oversubscribed(significant east-west traffic)
Usually not SAN/NAS
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Cisco Confidential 19 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cost, Performance, and Capacity
Enterprise
Database
Massive Scale-Out
Column Store
Hadoop
No SQL
Structured Data: Relational Database
Unstructured Data: Machine Logs, Web Click Stream, Call Data Records, Satellite Feeds, GPS Data, Sensor Readings, Sales Data, Blogs, Emails, Video
$20K/TB
$10K/TB
$500-$1K/TB
Expensive Load1TB/hr ETL
HW:SW $ Split 70:30 and
we dont have to share!
HW:SW $ Split 30:70
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What Is Hadoop?
Apache Hadoop is an open source software project that enables the distributed, fault tolerant processing of large data sets across clusters of servers.
It is designed to scale up from a few servers to thousands of machines
Its two primary components are the Hadoop Filesystem (HDFS) and the MapReduce application engine
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Big Data Sales Plays
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Big data is still an emerging, dynamic market.
New technologies and partners are emerging fast, startups come and go, competition evolves quickly.
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Big Data Sales Play
Data Management: Building the Foundation
Half the worlds data will be processed by Hadoop within 5 years
Proactive sales play involving Cisco and Hadoop Partner sales teams
Target Ciscos existing UCS customers
MapR, Cloudera, HortonWorks will be on Cisco GPL
Get in early to win the Pilot and drive significant Big Data Expansion Sales
When in doubt, stay neutral
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Cisco Confidential 25 2013-2014 Cisco and/or its affiliates. All rights reserved.
Big Data Contacts
Line of Business
CMO
CFO/Head of Finance
SVP/VP of Sales
Merger and Acquisition Leaders
VP of Supply Chain
Data Applications
VP of BI/Analytics
VP of Data Warehouse
Chief Data Scientist
Data Architects/Data Strategy
Access to New Buying Centers
VP of Infrastructure
VP of Operations
Chief Technology Officer
Chief Information Officer
VP of IT
Director of IT
IT
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Financial
ServicesTelco Web / Media Retail
Health /
Life SciencesGovernment
Customer acquisition,retention, and profitability
Fraud detection
Compliance reporting
Trading Risk
Insurance Underwriting
Churn analysis
Subscriber data management
Fraud analysis
Social analysis
Response times
Traffic analysis
Product affinity/bundling
Sentiment Analysis
Content monetization
Advertising optimization
Store operationanalysis
Customer loyaltyprograms
Loss prevention
360 degree view of a customer
Web and Location Analytics
Drug development and launch cost reduction
Regulatory compliance
Product quality
Security/ anti-terror
Budgetary control and management
Asset control and assessment
ETL Offload / Federal Budgetary Pressures
Top Use Cases Are Driving Rapid Big Data Adoption
Most Prominent Big Data Industry Use Cases
By 2016, 25 Percent of Large Global Companies Will Have Adopted Big Data Analytics for at Least One Security or Fraud Detection Use Case
Gartner
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Questions You Should Ask Every Customer
Reducing cost, improving operational efficiency, competitive differentiation and growing top line revenue are key outcomes for many Big Data projects
The Cisco UCS fabric-based architecture delivers exceptional performance, capacity, management simplicity and scale to derive value from the most challenging Big Data deployments
The cost of Data Warehousing by archiving data and offloading ETL processing to Hadoop is 50 times less expensive than enterprise data warehouses
Look for the VP of Business Intelligence, VP of IT, VP of Data Warehousing or LOB Executive. Almost every customer has a Big Data project they are thinking about or that is in process.
What are yourUse Cases for Big Data?
How will you manage and operate your Big Data platform and scale as fast as your data?
Is your Data Warehouse maintenance and capacity expansion getting too costly?
Who in your organization is looking at Big Data, and Hadoop projects?
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Cisco Public 28 2013 Cisco and/or its affiliates. All rights reserved.
Test Initial Use Case Expand Initial Use Case Full Production
Reoccurring Big Data Server Sales
Add 16 servers POC rack to test Use Cases 4 & 5
$250K
Add 16 Server POC Rack to test Use Cases 2 & 3 Add 100 servers
for full production of Use Case 1
16 Server Rack for initial use evaluation
Add 32 Server Expansion Rack,
Initial Production
M3-6
M1
M9
M12
M15
$500K
$250K
$1.5M$250K
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What you can sell
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Easy to order (no missing parts)
Aggressively discounted
Tested and validated with our ISV partners
Address majority of big data apps and workloads
Appliance-like model without lock-in
Matching CVDs show investment
Cisco UCS Common Platform Architecture for Big Data
Single-SKU pre-configured bundlesNet: $250K HW, $250K SW 3 year agreement, doubles annually
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CPA Differentiators
1. Easy to deploy and scale
2. Single management platform
3. Better networking
See Resources slides in the appendix for more information
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MULTIPLE DOMAINSUp to 10,000 Servers
SINGLE DOMAIN Up to 10 Racks, 160 Servers
Easily Scale Cisco UCS CPA for Big Data
Scalability
UCS Manager
UCS Central
SINGLE RACK16 Servers
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Cisco UCS Advantage Simplified Management Throughout Cluster Lifecycle
Provisioning
Monitoring
Maintenance
Growth
UCSM provides:
Speed Ease of experimentation Consistency Simplicity Visibility
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UCS Rack-Mount Servers UCS Blade Servers
Big Data Common Platform
Architecture
NoSQL Database
SAN/NAS Arrays
Enterprise Applications
Single Platform for Traditional and Big Data Applications
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Cisco Confidential 35 2013-2014 Cisco and/or its affiliates. All rights reserved.
Zero Touch Deployment of Hadoop Clusters
On Demand Cluster Sizing
Dashboard for status and health monitoring
Centralized End-to-End Visibility
Accelerating time to value for Hadoop Deployment Single Management Pane for Hadoop Clusters Extends UCS Management value prop into Hadoop
Infrastructure
UCSD Express For Big DataOn-Demand Hadoop Deployment
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Cisco Confidential 36 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cloud Data
Sources Traditional Data
Sources
Cisco Data Virtualization on UCS with Nexus Interconnects
Big Data Sources
BI and Analytics
Deployed on UCS
Composite - Data Virtualization Across the Enterprise
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Partners and Competitors
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Big Data Ecosystem
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Key Hadoop Distributions
Open Source Open Source
HortonWorks Cloudera
MA
NA
GE
ME
NT
Open Source
MA
NA
GE
ME
NT
ARCHITECTURAL
INNOVATIONS
MapR
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Cisco Confidential 40 2013-2014 Cisco and/or its affiliates. All rights reserved.
Competitors
The Usual Suspects
Main Competitors: Dell, HP, IBM, Amazon Arista, maybe Brocade
Less Common: Whitebox Oracle/Sun, Teradata
(appliances) EMC/Netapp*
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Call to Action
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Ask your customer what they are doing with Hadoop?
Go to your B-Series customers and let them know we have a Big Data Reference Architecture that fits seamlessly into their operations
Call To Action
Use the Big Data Sales Expert Mailer for help and resources:[email protected]
Visit http://iwe.cisco.com/web/data-center/technology/big-data
Get to know your Hadoop partners and sales teams
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Cisco Confidential 43 2013-2014 Cisco and/or its affiliates. All rights reserved.
Ask your customer what they are doing with Hadoop?
Go to your B-Series customers and let them know we have a Big Data Reference Architecture that fits seamlessly into their operations
Call To Action
Use the Big Data Sales Expert Mailer for help and resources:[email protected]
Visit http://iwe.cisco.com/web/data-center/technology/big-data
Get to know your Hadoop partners and sales teams
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Sales Resources, Conclusion
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Selling Resources Big Data Playbook V2
http://dcg.cisco.com/attachments/Cisco%20UCS%20Big%20Data%20Sales%20Playbook%20V2%20August%202013.pdf
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Customer/Partner Resources CVDs for all major distroshttp://www.cisco.com/go/bigdata
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Other Big Data Resources
Cisco Big Data Web Page - http://www.cisco.com/go/bigdata
Cisco Design Zone for Big Data (CVDs)
http://www.cisco.com/c/en/us/solutions/enterprise/data-center-designs-cloud-computing/bigdata.html
Cisco UCS Common Platform Architecture for Big Data Solution At-A-Glance
http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/ns1199/at-a-glance-c45-730798.pdf
Cisco UCS Common Platform Architecture for Big Data Analyst Whitepaper
http://www.cisco.com/en/US/solutions/ns340/ns517/ns224/ns1150/ns1199/245209January.pdf
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Cisco Confidential 48 2013-2014 Cisco and/or its affiliates. All rights reserved.
Other Big Data Resources
Big Data Partner At-a-Glance (AAG) (PDF - 410 KB)
Cisco UCS Integrated Infrastructure for Big Data BDM (PPTX - 9.31 MB)
Cisco UCS Director Express for Big Data BDM (PPTX - 2.70 MB)
Big Data Partner FAQ (PDF - 603 KB)
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Cisco Confidential 49 2013-2014 Cisco and/or its affiliates. All rights reserved.
Join Us Next Week!
Next Quick Hit Briefing
Year-End Closing Tactics - Bring In All Your Deals
Friday Dec 11th, 2015 at 9:30 ET
Check http://cs.co/quickhit for registration links and replays
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Thank you.
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Cisco Confidential 51 2013-2014 Cisco and/or its affiliates. All rights reserved.
Big Data/Analytics DCV Big Data Stack
Cisco Data Center
Data Management
Lead with UCS CPA
Data Integration
Target Teradata/Neteeza customers
Analytics / Business Intelligence
Target LOB correlating multiple data sources
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1. Big Data = Big $$$$
2. Customers can shift money that they are spending on Enterprise Data Warehouses, Oracle Licensing and Support to a Big Data/Hadoop environment and IMMEDIATELY save big money (up to ~50X)
3. Every Commercial AM has a Big Data opportunity in their customer base today (you just might not know about it)
4. Line of Business customers are looking to generate additional revenue and grow their business through Big Data and Analytics
Why Should you Care About Big Data?