In Collaboration with Intel - Cisco · In Collaboration with Intel ... •Microstrategy •Platfora •SAS •Tableau. BI / Analytics •ACI Worldwide •Fiserv •FICO •NCR •SunGard.

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In Collaboration with Intel®

Our Race to Relevance

Todd MeisterVice President, Software and Solutions InnovationAmericas Partner Organization, Cisco

February 9, 2015

Transforming Your Business with ISVs

@tomeisteIn Collaboration with Intel®

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CHANGING

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Increasingly engaged in IT spend

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New consumption models

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Cloud, SDN, IoE

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The world isC HANGING FAS T

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Market Leadership Matters

No. 1

Voice

35%

No. 1

TelePresence

44%

No. 1

Web Conferencing

41%

No. 1

Wireless LAN

50%

No. 2

x86 Blade Servers26%

No. 1

RoutingEdge/Core/

Access51%

No. 1

Security

32%

No. 1

SwitchingModular/Fixed

66%

No. 2

Storage Area Networks

41%

Q1CY14

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Evolution of Our Partner Strategy

Product

Business / IT Process

IT Solution

Architecture

Technology

Business Outcomes

Partn

er P

rofit

abilit

y

Partner Value-Add

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Partner Model EvolutionPath to a Business Outcome Practice

Technology Solutions

Vertical Focus

Vertical Practice

Business OutcomePractice

Enterprise Capabilities / Horizontal

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“We can’t be the same traditional company that we were.”

- Ratnakar Lavu, SVP of Digital Innovation at Kohl's

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“If you don’t like change, you are going to like irrelevance even less.”

- General Eric Shinseki, US Army

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Software and Solutions InnovationEmpowering What’s Next

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Demand Gen / Roadshows

Cisco Referral Program

Building JointSolutions

InvestmentFor Growth

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Enablement Creates TAM

FY14 = $485.5M and FY15 Goal = $745M Enabled Revenue

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Independent Hardware Vendors(IHVs)

ServiceProviders

(SPs)

Cloud Partners

Consultants

InterCloudProviders

Developers

IndependentSoftwareVendors (ISVs)

Partner of Today

TechnologyPartners

LearningPartners

Distributors

Cisco Partner Ecosystem

Partner of Tomorrow

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ISVs

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Win: Cross-Industry Business Analysis Company

A Business Analysis

Company

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Why Go To Market with ISVs?

Earlier deal engagement

Access new buyers

Increase YOUR end-user relevance

Sell more services

Increase deal size 5-7X

Increase gross margin

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Bus Dev “Partner With” ISV

• UCS Validation Play• Cisco SDN Play• Collaboration Play• BYOD/Mobile Play• Security

“Sell-With” ISV

• Joint Solutions for Cisco/Reseller

• Architecture Focus• Deeper and Wider. Access LoB

“Sell-to” ISV

• SaaS Play• Cisco Cloud Provider• ISVs On-Premise Cloud

• ISV-as-a-“Commercial” Play• Dev/Test Play - PaaS

Cisco ISV Engagement “Plays”

ISV-as-a-Reseller (STI or ICPA)

• ISV Resells Cisco products and/or technologies as part of its solution (OEM)

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Software and Solutions InnovationAmericas Focus ISV, IHV and Industrial Automation Partners• Microsoft• SAP • Citrix• RedHat• VMware

Horizontal ISVs

• Emerson• Honeywell• Johnson Controls• Rockwell Automation• Schneider Electric

Industrial Automation / IoT

• Cerner• EPIC• McKesson• Meditech• PegaSystems• Philips HC• Siemens HC

Healthcare

• EMC• VCE• NetApp

IHVs

• Actian• Informatica• Microstrategy• Platfora• SAS• Tableau

BI / Analytics

• ACI Worldwide• Fiserv• FICO• NCR• SunGard

Financial Services / Retail

• Autodesk• ESRI• Landmark Graphics• OSIsoft

Manufacturing / Energy

• Amplify• Canvas by Instructure• CirQLive• Ellucian• Brightspace• Houghton Mifflin (HMH)• Pearson

Education / Public Sector

• Cloudera• Hortonworks• MapR• Pivotal• Splunk

Big Data

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GTM Examples

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Win: Large Health System

A Health System

Customer

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Technology Partners

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Americas Focus Technology Partners

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SAP Systems Integrators Microsoft Systems Integrators

• Red Commerce• Realtech

East

• Decision First• Virtustream

South East

• Decision First• Idhasoft• Itelligence• Promorphics• Pridevel• Utopia

Central

• Cognilytics• Softek

West

• Akili• NTT Data

South West

• Accenture• ATOS• Cap Gemini• Deloitte• Wipro

Nationals

• Atrion• Perficient• Pragmatic Works• Syntel• QTS• Software Logic• VDX

East

• CCO• Convergent Compute• DB Best• Persistent• Slalom Consulting• Uncommon Solutions

West

• Avtex• Kizan• MPS Partners• Oakwood Systems• RightPoint Consulting• SWC Tech Partners

Central

• AT• Catapult• FyrSoft• Hitachi Computing• Scalability Experts

South

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Our Opportunity

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Software and Solutions InnovationFY15 Focus Offers

Microsoft Big Data Healthcare EducationSAP

Windows Server 2003 (EoS)

• SAP HANA• SAP ERP

- RISC Migration

- X86 Refresh

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Find over fifty “channel-ready” 3rd party solutions at the Cisco Solutions Showcase:

• Integrated with Cisco Technologies

• Validated and Endorsed by Cisco

• Solution Incentive Program (SIP)-approved

• Ready to sell to your Cisco Customers

Grow Your Cisco Solutions Practice

marketplace.cisco.com/solutionsshowcase

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ISV Summary Examples

Decide what role you want to play in the ecosystem

Engage your Cisco PAM / ISV BDM & build your plan

Visit Solutions Showcase marketplace.cisco.com/solutionsshowcase

Partner for the roles you cannot fulfill

Call to ActionTransforming Your Business with ISVs

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Coincidence, or not?

IfA B C D E F G H I J K L M N O P Q R S T U V W X Y Z

Equals1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26

THEN…

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Coincidence, or not?

K+N+O+W+L+E+D+G+E11+14+15+23+12+5+5+7+5 = 96%

H+A+R+D+W+O+R+K8+1+18+4+23+15+18+11 = 98%

Both are important, but fall just short of 100%

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Coincidence, or not?

BUT…A+T+T+I+T+U+D+E

1+20+20+9+20+21+4+5 = 100%

Thank you.