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