cisco partnering with success in cloud

Partnering with

success in cloud

10 Ottobre , 2014

Giulia Gasparini – cloud partner manager

[email protected]


The world is changing has changed.

Device

Proliferation


From passive consumption to active participation

User

Customer

Producer

Participant

Consumer

Community

User

Person

€


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


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


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


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


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


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


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


• 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!


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


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


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

cisco partnering with success in cloud

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