the time is now collaborate…innovate…accelerate · sap oracle hp bea intel symantec ......

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 1

The Time is NowCollaborate…Innovate…Accelerate


“Partnering 3.0”Cisco’s EvolvingApproach to TechnologyPartnerships

Zoltan Poleretzky, Director UC Business Development

Shawn Yuskaitis, Sr. Mgr. WW Channels Marketing


Agenda

Network as a Platform

Partner Program Evolution

Opportunities Going Forward


From the Plumbing to the Platform

TRENDS

Virtualized computing

Web 2.0 Applications

Distributed teams

Workspaces

Human network

Life’sExperiences

Co-Creating and Collaborating in the Human Network


Network is the Platform for UC and Apps

Security Collaboration

Speech Conferencing

QoSMobility

PolicyCall

Control

PresenceVideo

Single, Unified, Cost-effective IP Network

Any Application Supported in any Workspace

Highly Available and Resilient

Services in the Network

SONA


Customer Benefits

• Choice

• Confidence

• Speed

Cisco Technology Developer Program (CTDP)

Charter: Unite Cisco with Third-party Developers ofHardware and Software to Deliver Tested,

Interoperable Solutions to Customers

Partner Benefits

• Co-marketing

• TechnicalSupport

• Cisco Brand

Cisco Benefits

• EnhanceOfferings

• Fill Gaps

• Consistency

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6


CTDP Overview

400 members across 9 solution categoriesUC Wireless Contact Center

AON IOS Wireless

Security Network Management Storage

“Partner” and “Affiliate” levels

Elements

Interoperability Verification Testing (IVT)

Partner directory

Developer support subscriptions

Discount purchase, lease programs

Events: Showcases, Developer Forum, Networkers, Summits

Learn More: http://www.cisco.com/web/partners andlook for “other programs”


Why Change?

Network as a Platform

3rd party innovation

Sticky solutions (ISV, IHV)

Cross technology synergy

UC + Wireless + Security

“Network advantage”

Business opportunity

Influence revenue

Scale through channel

Greater value and marginsSiemens

Alcatel

Sources: Synergy Research, Frost & Sullivan, Gartner Dataquest, IDC, Cisco

0%

5%

10%

15%

20%

25%

30%

Q4ﾕ04 Q2ﾕ05 Q4'05 Q2'06 Q4'06 Q2'07

Nortel

Avaya

WW Enterprise Voice Market Share

NEC

Accelerating Growth


Benchmarking “Platform” Providers

Metric IBMMicro-

softSAP Oracle HP BEA Intel Symantec

Marketing tools High High Med. Med. Med. Med. Med. Med.

Marketing planning Med. Med. Med. Med. Med. Med. Low Low

Marketingdevelopment funds(MDF)

Med. Med. High Med. Med. Med. Med. Med.

Field salesengagement/leadsharing

Med. Med. Med. Med. Low Med. Low Low

Salescoverage/rules ofengagement

Med. Med. Med. Med. Low Low Low Low

Relationshipmanagement

Med. Med. Med. Med. Med. Low Low Low

Technical tools High Med. Med. Med. Med. Med. Low Low

Technical planning Med. Med. Low Med. Med. Low Low Low

Technical support Med. Med. Med. Med. Med. Med. Med. Med.

Technology/productintegration andalignment

Med. Med. Med. Med. Low Low Med. Low

Product certification High Med. High Med. High Med. Low Med.

Mark

eting

Sale

sT

echnic

al

Source: “Worldwide Top 10 ISV Partner Programs 2006 Vendor Analysis: Enabling ISV Partners for Success”; IDC 204272


Opportunities for Improvement

Development kits, partner test tools

Cross-technology leverage (presence, location, security)

Enabling existing developer and partner communities

Tiered access, registration, entitlement

Evangelism, promotion: rewards, press, referrals

Highly visible “exchange” for partners and developers

Scaling from 100’s to 1000’s

Global support, testing, certification

Building a vibrant, self-supporting community

Developers are Customers of the Platform

Technology

Support

Marketplace


Marketplace—Destination for Developer Community and Innovation

Support—Scalable Service and Support Model

Technology—Extensions to Industry Frameworks, Interfaces, Connectors, and Toolkits

Guiding Framework forProgram Evolution

Community

Global

Visible

Inclusive

API’s

Top Tier

PartnerTiers

Developers

Online ForumsWiki

DocumentsCase

Management

TrainingWBT, ILT

Trade EventsChannelMatches

OnlineMarketplace

SoftwareLibraries

SDK’sEmulators

SampleApplications

IDE’sTest

Tools

Self-testingservices

KnowledgeBase

Open SourceBlogs, Pubs,References

Services,Downloads


Progress and Plans

Cisco priority and senior sponsorship

Cross Technology Group initiative

Benchmarking

Leveraging industry experts

Phase 1 execution underway

Technology: evolving major platforms, consolidating IVT,recruiting partners

Support: building scalable bench, global testing services,developer portal, Cisco Live! development forum

Marketplace: planning launch, marketplace portal, locator,partner “spaces”, ISPN


Transforming Business Processes

Open Standards Frameworkfor Development

Extensible Clients

Integrate with commonapplications on many typesof devices

Seamless ApplicationIntegration

Access services andapplications API through avariety of languages andweb services

Abstraction of Media Control

Mobility, Presence, Location


Cisco Unified Application EnvironmentAccelerating Innovation

Life cycle management of apps

Develop de-bug test deploy maintain

Clear abstraction layer for connectors

Abstract API variances from release to release

Extensible architecture

Add new component connectors quickly

Presence, location, mobility services

Intuitive visual, drag and drop UI for developers

Reduced level of programming and voice skills required

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 15© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 15

Cisco Unified Application EnvironmentPowerful Enterprise Integration Solutions

Ease of application integration w/choice of applications

Oracle, SAP, IBM

Leverage CRM and ERP investment

Interoperability with various middleware

IBM WebSphere

Oracle AppServer

SAP NetWeaver

BEA WebLogic

MS .NET Framework (IIS/.ASP)

Mobility

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 16© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 16

HealthCare Services—McKessonCritical Results Communications

Business Problem

Critical communication between radiology and doctors ismanually oriented and not as timely as needed

Emergency follow-up for critical results and tracking aremanual processes

Process Issue

Manual process allows for errors

Existing radiology process creates backlog for results

Process does not allow for proper tracking and loggingfor compliance


Critical Results CommunicationsAn Application created with Advanced Services and McKesson

• Ability to leverage software and network infrastructure to automatically connect people

and patient/doctor activities

• Example of CUAE’s ability to connect the network and network based services to

enterprise software while improving business process/productivity

• Potential to influence thousands of hospitals through Enterprise Software offered by

industry leading software vendors selling Cisco infrastructure



APPLICATIONLAYER

TelephonyUnified

MessagingMeeting

Place

CustomerContact

Video IM

Traditional Architecture / Services Oriented Architecture

PLM CRM ERP

HCM Procurement SCM

NETWORKEDINFRASTRUCTURELAYER

Network Virtualization

Data CenterBranchCampus Teleworker

Server Storage Devices

MAN/WAN

INTERACTIVESERVICESLAYER

Ad

ap

tive

Mg

mt

Serv

ices

Application Services

Mobility Services

Storage Services

Security Services

Location Services

Identity Services

InfrastructureServices

Voice Services

Network as the Platform:Service Oriented Network Architecture (SONA)


APPLICATIONLAYER

TelephonyUnified

MessagingMeeting

Place

Video IM

Traditional Architecture / Services Oriented Architecture

PLM CRM ERP

HCM Procurement SCM

NETWORKEDINFRASTRUCTURELAYER

Network Virtualization

Data CenterBranchCampus Teleworker

Server Storage Devices

MAN/WAN

INTERACTIVESERVICESLAYER

Ad

ap

tive

Mg

mt

Serv

ices

Application Services

Mobility Services

Storage Services

Security Services

Location Services

Identity Services

InfrastructureServices

Voice Services

Presence Services

Speech Services

Session Services

Media Services

Queuing Services

Policy Services

CustomerContact

• With CVP, we can view every IOS

terminated call as a conversion opportunity

• Apply self service and/or intelligent call

treatment to every interaction

• Develop any contact center application

and take advantage of web services

and network services

Visually program any ISR To date, there are over20 million VoiceXML

enabled IOS portsshipped


Unified Customer Voice Portal 4.1 Call Studio

Self-service application platform, speech-enabled, VoiceXML 2.1

Visual Eclipse IDE with new visual debugging

Visual Web Services support built-in, no coding required



Unified Customer Voice Portal 4.1 Call Studio



Cable Industry Applications Developed on Cisco

Product Information

Ordering

Order Status and Fulfillment

Billing Enquiry

Make Payment

Registration

Cancellation / Confirmation

Name and Address change

Account Info

Tech Support

Set Top Reset

Appointment

Tech Scheduling

Outage Notification

Callback Application



Cisco Mobile Video Contact Center

Variety of endpoints supportedincluding mobile (3G), kiosk, web, andsoft client

Video-enabled customer service

Agents viewable by customer

“Push” informational videos to customer

Video automatically played during self-service interactions

Improves customer experience

Introduces new self- and assisted-service contact center applicationpossibilities

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco ISPN 24

Cisco Industry Solutions Partner NetworkEvolution of Cisco Channel Strategy

Business Solutions

Integrated Technologies

Technology Specialized

Individual Products

Partner Value-Add

Part

ner

Pro

fita

bili

ty


Cisco Industry Solutions Partner NetworkCustomer Expectations are Changing

Technical Expertise

Vertical Industry Expertise

Business Process Expertise

Reputation in the Industry

Level of Importance


35%Higher services mix

20%Higher gross margin

35%Higher transaction

sizes

3% pts.

Higher operatingmargin

Industry Solution Partners typically have:

Strategic-level customerrelationships.

Larger and more profitabletransactions.

Higher customer retention rate.

Sell to executive decision makers.

Experience growth in the lifetimevalue of a customer.

Cisco Industry Solutions Partner NetworkProfitability Best Practice: Industry Solution Practices


Cisco Industry Solutions Partner NetworkIndustry Solutions that Empower Your Business

The Cisco Industry Solutions Partner Networkwill engage, enable and reward a globalcommunity of:




Channel Partners




Channel Partners

Application Providers




Channel Partners

Application Providers

Industry Experts

to collaboratively deliver network-centric

business solutions to the marketplace.


Cisco Industry Solutions Partner NetworkFour Key Pillars

Four Key Pillars


Cisco Industry Solutions Partner NetworkFour Key Pillars : Solutions

SOLUTIONS

• Industry relevant

• Repeatable

• Validated

• Technical guidance

Four Key Pillars


Cisco Industry Solutions Partner NetworkFour Key Pillars : Enablement

Four Key Pillars

SOLUTIONS ENABLEMENT

• Training

• Sales tools

• Marketing tools

• Industry expertise

• Best practices

• Success stories


• Repeatable

• Validated



Cisco Industry Solutions Partner NetworkFour Key Pillars : Engagement

Four Key Pillars

SOLUTIONS ENABLEMENT

• Field engagement

• Business planning

• Marketing funds

• Demand generation

• Training

• Sales tools

• Marketing tools


• Best practices

• Success stories

ENGAGEMENT


• Repeatable

• Validated



Cisco Industry Solutions Partner NetworkFour Key Pillars : Incentives

ENABLEMENT ENGAGEMENT INCENTIVESSOLUTIONS

• Pre-qualified industry

applications

• Collaborative delivery

• Highest discount

• Field engagement

• Business planning

• Marketing funds

• Demand generation

• Training

• Sales tools

• Marketing tools


• Best practices

• Success stories


• Repeatable

• Validated



Cisco Industry Solutions Partner Network

Collaborative Environment: Partner Space

• Available 24 x 7

• Global Community

• Chats, Blogs, Best Practices

•Identify Applications

•Collaborate with Cisco

•Access Industry Expertise

www.cisco.com/go/ispn


Cisco Industry Solutions Partner NetworkWhat is an Industry Solution?

Partner

Integration

Differentiated

and Repeatable

Industry Solutions


Cross-industry

Education Financial Services Government Healthcare

Manufacturing Real Estate Retail

Building Industry SolutionsWhat Industries are Supported by ISPN?


Education Financial Services Government Healthcare

AeroScout

Airetrak

Acuo

Emergin

Cardiac / Imatis

Cistera

Globestar

Paras & Assoc.

Xevit

Cistera

Berbee

SchoolMessenger

Cistera

eWings Tech

QM Group

Salesforce.com

Accela

Berbee

Cistera

Syclo

Intermec

Building Industry SolutionsWhat Applications are Pre-qualified for ISPN?


Cross-industryRetailReal EstateManufacturing

AeroScout

Intermec

LiteScape

IPcelerate

AeroScout

Calabrio

Berbee

CDC

CNA Group

Maginet

Percipia

Nevotek

Nomadix

Vizelia

Salesforce.com

Nomadix

Building Industry SolutionsWhat Applications are Pre-qualified for ISPN?


Summary

Network is the platform for applications and solutions

Powerful solution development tools (CUAE, CVP)

Powerful together – Industry Solutions Partner Network

Unprecedented opportunities for differentiation

Learn more…and give us your input
