Cloud and Managed Services Program

M. Abdul Munim
Cloud & Managed Services Lead
EMEAR Partner Organization

What happened 30 years ago in

The FTSE 100
Index starts.

1984?

Geneticist Alec Jeffreys

discovers DNA fingerprinting.

The English one pound note is

withdrawn after 150 years in circulation

IBM releases PC
DOS version 3.0

Space Shuttle Challenger,

first time 11 people in space

McDonald's made its 50

billionth hamburger
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Cisco Systems was founded in 1984

Thirty years ago, Cisco Systems was
founded in December 1984, by two
engineers who solved a connectivity
problem between two network islands on
the Stanford University campus, and paved
the way for three dramatic decades of
Internet-driven innovation.

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(1) Cheap sensors & chips (2) Connected devices

(3) Smart solutions (IOT/E Monetization)

IOT/E, Cloud, SDN, Big Data

IoT/E

u The IoT market will be worth USD7.1

trillion by 2020, creating a huge
market opportunity for Big Data
u Cloud infrastructure will be the
fastest growing sub-segment of Big
Data, with CAGR of ~50% until 2017
u SDN is the best suited approach to
support Big Data analytics AND can
decrease the time needed to
complete critical Big Data
operations by 70%
u Big Data is defined by 4V:

Cloud
Big Data

Enterprise
Private
Clouds

Partner
Clouds

SDN

Cloud
Services &
Applications

u Volume - data at rest

Public
Clouds

u Velocity - data in motion

u Variety - (un) structured
u Veracity - multi-source correlation
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GDP
2.5E+11

Albania
Bulgaria

2E+11

Bosnia and Herzegovina

Croatia

1.5E+11

Kosovo
Moldova

1E+11

Montenegro
Romania

5E+10

Serbia

Slovenia

2013

2012

2011

2010

2009

2008

2007

2006

2005

2004

2003

2002

2001

2000

1999

1998

1997

1996

1995

1994

1993

1992

1991

1990

Slovak Republic

1E+13
9E+12
8E+12
7E+12

Brazil

6E+12

China

5E+12

India

4E+12
3E+12

Russian Federation

2E+12

South Africa

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2016F

2015F

2014F

2013

2012

2011

2010

2009

2008

2007

2006

2005

2004

2003

2002

2001

2000

1999

1998

1997

1996

1995

1994

1993

1992

1991

1990

1E+12

Source: World Bank

Source: World
Bank, IMF

Internet users (per 100 people)

Telephone lines (per 100 people)

90.0%

60.0%
Albania

50.0%

Bosnia and Herzegovina

Bulgaria

40.0%

Croatia

30.0%
20.0%
10.0%
0.0%

Albania

80.0%

Bosnia and Herzegovina

70.0%

Bulgaria

60.0%

Croatia

Moldova

50.0%

Moldova

Montenegro

40.0%

Montenegro

Romania

30.0%

Romania

Serbia

20.0%

Serbia

Slovak Republic

10.0%

Slovak Republic

Slovenia
2004 2005 2006 2007 2008 2009 2010 2011 2012

0.0%

Mobile cellular subscriptions (per 100 people)

Fixed broadband Internet subscribers (per 100

people

250.0%
Albania

Slovenia
2004 2005 2006 2007 2008 2009 2010 2011 2012

30.0%

Albania

Bosnia and Herzegovina

200.0%

Bulgaria
Croatia

150.0%

Bosnia and Herzegovina

25.0%

Bulgaria

20.0%

Croatia

Moldova
Montenegro

100.0%

Romania

Montenegro

10.0%

Romania

Serbia

50.0%

Slovak Republic

0.0%

Moldova

15.0%

Slovenia
2004 2005 2006 2007 2008 2009 2010 2011 2012

Serbia

5.0%

Slovak Republic

0.0%

2004 2005 2006 2007 2008 2009 2010 2011 2012

Slovenia

Channel Partner Program

Master

Advanced

Express

Cisco
Services
Partner
Program
Cloud &
Managed
Services
Program

Specializations

Channel
Partner
Program

Authorized
Technology
Provider

Certifications

Partner
Plus

Gold

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Select

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Cisco Partner Ecosystem

Advanced
Express

Master
Strategic
Solution
Partners
Cloud &
Managed
Services
Program

Preferred
Solution
Partners

Solution
Partner
Program

Cisco
Services
Partner
Program
Specializations

Channel
Partner
Program

Solution
Partners

Authorized
Technology
Provider

Certifications

Cisco
Partner
Ecosystem

Solution
Technology
Integrator

Partner
Plus

Gold
Premier

Learning
Partner
Program

Distribution

Marketplace
Cloud and
Managed
Services

Solutions
Global
Partner
Network

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Select

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Enterprise
Private
Clouds

Enterprise
Private
Clouds

CMSP
Partner
Clouds

Cloud Services &

Applications

Partner
Clouds

Cloud Services &

Applications

Build More Profitable,

Competitive Services

Public
Clouds

Public
Clouds

Security,
Data
Sovereignty
& Choice Application
Centric
Expansive
Infrastructure
Ecosystem

Cisco SaaS
Applications
and Leading
ISVs

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Cloudfocused
Network
Services
Intercloud
Fabric

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30+ New Partners in the Global Intercloud

Partner Ecosystem
Announcement on 29-Sep-14:

More than 30 new Partners

with 250 Data Centers

across 50 countries

http://newsroom.cisco.com/press-release-content?type=webcontent&articleId=1494528

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Cisco Powered Positioning and Value

The Cloud Standard from The Leader In Networking
Benefit from:

Faster Time to Value

Proven Cisco validated architectures

Solutions to connect providers and consumers

Lifecycle of professional services

Assured Performance

End-to-end secure, reliable operations

Third-party audited solutions

Documented cloud scalability

Continuous Innovation

Reputation for leading technology transitions

Commitment to open standards

Highest percentage of R&D investment-to-revenue

Cisco Powered Services Enable You to Connect to the Cloud with Confidence
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Web Resources

Selling Resources:
Cisco Powered Partner Marketing Kit
Cisco Powered
Messaging Framework
and Copy Blocks

Cisco Powered
Branding Guide and
Logo

Customizable
Marketing Assets

Partner Sales
Enablement Tools

Cisco/Partner
Sponsored Events

Dedicated
Cisco.com Web
Pages

http://iwe.cisco.com/web/ciscopowered-program/for-partners
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Cloud and Managed Services Program (CMSP)

Leading Go-toMarket Benefits

Financial
Rewards
Build More
Profitable,
Competitive
Services

Innovative Cisco
Powered Services
Designation

Best-in-Class
Brand Recognition

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3rd Party Audits

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Ciscos Cloud Partners and Terminology

Goal

Partner
Category

Master
Cloud Builder

CMSP
Cloud or
Managed Provider

CMSP
Cloud or Managed
Services Reseller

Build and Sell

Cisco-Centric Clouds
to Customers and
Cloud Providers

Create, Manage and Sell

Cisco Powered
Cloud or Managed Services
to Customers

Resell Cloud or
Managed Providers
Cisco Powered
Services to Customers

Channel Partner under

CMSP:

Channel Partner under

CMSP:

Master, Advanced, or
Express

Service ResellerCloud
and Managed Services

Master Specialized

Only for
CMSP
Master
Partners

Brand
Badge

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Cloud and Managed Services Program Levels

MASTER
ADVANCED

REQUIREMENTS

Minimum two (2) Cisco

Powered services
designations; third-party
audited

Minimum one (1) CCIE on

staff

Minimum one (1) staff

member with Information
Technology Infrastructure
Library (ITIL) v2 or V3
Foundation Certificate

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EXPRESS

REQUIREMENTS
Minimum one (1) Cisco
Powered services
designation; third-party
audited
Minimum one (1) Cisco
Certified Network
Professional or Cisco
Certified Developer
Professional (CCxP) on staff
Minimum one (1) staff
member with Information
Technology Infrastructure
Library (ITIL) v2 or V3
Foundation Certificate

Cisco and/or its affiliates. All rights reserved.

REQUIREMENTS

Minimum two (2) Cisco

based Managed or Cloud
service offerings; third-party
audited

Minimum one (1) Cisco

Certified Network Associate
(CCNA) on staff

Minimum one (1) staff

member with Information
Technology Infrastructure
Library (ITIL) v2 or V3
Foundation Certificate

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Cisco Powered Cloud and Managed Services

Cisco Powered Cloud Services
COLLABORATION

INFRASTRUCTURE

SOFTWARE

SECURITY

UC as a Service based on HCS

Contact Center as a Service based on HCS
Video and TelePresence as a Service

Infrastructure as a Service
Desktop as a Service
Disaster Recovery as a Service
Foundation for SaaS
BYOD as a Service
Cloud Cell Architecture for SAP HANA

Application
eXperience as a
Service

Hosted Security
as a Service

Cisco Powered Managed Services

COLLABORATION

CONNECTIVITY

Business
Communications

Internet Service
IP Trunking

Unified Contact Center

Business Video

Metro Ethernet (ME)

MPLS VPN

SECURITY
Managed Security

Service Provider Wi-Fi

Data Services over Satellite
View Requirements under the CMSP tab located at: www.cisco.com/go/audit
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Cisco Cloud and Managed Services

Options for GOLD (4) & Premier (1)
Cisco Cloud
Services
WebEx

Meraki

Cisco Powered Managed Services

LL

E
RES

CONNECTIVITY

Security

Internet Service
IP Trunking
Metro Ethernet (ME)
MPLS VPN

Analytics

HANA aaS

vDesktop aaS

Service Provider Wi-Fi

Data Services over
Satellite

IOE aaS

Cisco Powered Cloud Services

COLLABORATION

INFRASTRUCTURE

UC as a Service based on HCS

Contact Center as a Service based on HCS
Video and TelePresence as a Service

Infrastructure as a Service
Desktop as a Service
Disaster Recovery as a Service
Foundation for SaaS
BYOD as a Service
Cloud Cell Architecture for SAP HANA

SOFTWARE

D or
BUIL LL
E
RES

Application eXperience as a
Service

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Business
Communications
Unified Contact
Center

SECURITY
Managed
Security

Business Video

D or
L
I
U
B
ELL
S
E
R

Cisco-Based Partner-Created Service

(Managed or Cloud CMSP Express)
Requirement 1

An offer where the key features of the service are provided by

Cisco device(s), or a network-based service is built on Cisco
infrastructure AND the service includes monitoring and
management of Cisco equipment owned or leased by the
customer (Cisco end points or Customer Premises Equipment).

Requirement 2

A service that includes the proactive monitoring or

management of Cisco equipment owned or leased by the
customer (Cisco endpoints or customer premises equipment)

Requirement 3

A Cisco-based Cloud Service is: A cloud based service built on

a Cisco reference architecture. Examples at :
www.cisco.com/go/designzone

SECURITY
Hosted Security as a
Service

COLLABORATION

BUIL

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Partner Roles in Cloud

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Partner Ecosystem Approach:

Cloud and Managed Services Program
Cloud Builder

Cloud Provider

Cloud Services Reseller

Build and Sell CiscoCentric Clouds to

Customers and Cloud
Providers

Manage and Sell

Cisco-Powered Cloud
Services to Customers

Resell Providers
Cisco-Powered Cloud
Services to Customers

Master Specialized

CMSP Master/Advanced

Cloud Services Reseller

Supply

Demand

Partners Can Participate in One or More Models

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Cloud Services Aggregator

Enterprise

Midmarket

SMB

Cloud Services Reseller

Cloud
Services
Aggregator

IaaS
Provider

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Cisco
Provided

HCS
Provider

Cisco and/or its affiliates. All rights reserved.

Cisco
Powered

SaaS

Cisco Public

Independent
Software
Vendor

Partner Ecosystem Approach

Cloud
Builder

Build and Sell

Cisco-Centric Clouds

Cloud
Provider
(CMSP)

Cloud
Services
Aggregator

Cloud
Services
Reseller

Create, Manage and Sell

Cisco-Powered
Cloud Services

Services Catalogue
of Many Services
for Resellers and
End Customers

Resell Providers
Cisco-Powered
Cloud Services

Supply
Presentation_ID

Demand
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Business Transformation Tools and Resources

Cisco Partner Business Transformation Playbook

A PDF guide of detailed steps and best practices for traditional Cisco partners
to transform part of their business to the cloud

Cisco Partner Business Transformation Workshop

A consultative in-person or online workshop with interactive
sessions to help Cisco partners develop a business transformation
action plan

Cisco Partner Business Transformation Video-On-Demand (VOD)

Series
A video-on-demand series with seven modules focused on the solution, business model,
sales/services, marketing and resources that communicate business transformation best
practices and real world insights

Partners Choose the Medium that Works Best

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Business Transformation Guidance

Solution
and
Opportunity

Understand
Cloud Market
Opportunity and
Cisco
Powered
Services

Business
Model

Identify Cloud
Solutions Impact
on Your
Bottom Line

Sales

Marketing

Services

Identify Sales
Structure, Model,
and
Compensation
Program
Changes

Learn to Tell a
Different Story to
a New Set of
Buyers

Understand How
to Leverage
Cisco Services to
Create Your
Cloud
Services Portfolio

Transformation to Cloud Business Model

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Tools and
Resources

Learn How to
Become a Cloud
Provider
Leverage Cloud
Services Reseller
to Sell Cisco
Powered
Services

CMSP Benefits

2013-2014 Cisco and/or its affiliates. All rights reserved.

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26

CMSP Benefits
Branding and
Designation Benefits

Financial Rewards

Global Discounts based on

CMSP level

TIP, SIP, OIP, TMP

VIPGlobal rights

Global designation

Master badge

Simplified Pricing

TMP

Cloud Market Development

Fund (MDF)

Business Acceleration
Benefits (BaBs)

Cisco AM compensation
for Cisco Powered
Cloud services

Cisco end-user marketing

aligned to Cisco Powered

Partner presence in
Cloud and Managed
Services Marketplace

Focus on Cisco Powered

services designations

OR

Go-to-Market Support

Collaborative offer eligibility

under the Cisco Services
Partner Program (CSPP)

Opportunity to Expand Revenue, Build Customer Loyalty, and Differentiate Business

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Cloud MDF

Partner Eligibility

Accrual as % of Net Bookings

Cloud
Provider

2% for Demand
2% for Supply (up to $125k)

Annual Cap
$250,000

Eligible Activities
Customer
Events

Sales
Enablement

Seminars
Webinars
Tradeshows/Floor Days
Cloud Assessments

Sales and
Account Planning
Sales Incentives
Learning Credits
Training/Certification

Campaigns
Email Campaigns*
Telemarketing*
List Acquisition*
Direct Mail*
Paid Search*

Success Stories
and Case Studies
Success Story*
Case Study
White Paper
Video

Support for Partner Cloud Demand-Generation Activities

* Partner in-house execution

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Cisco Cloud Compensation Program

Partner Benefits

Leverage collaborative GTM

model

Expand Cisco Powered cloud

service sales

Increase market share

Enhance market relevance

Improve customer intimacy

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Program Rules

Cisco sales paid for selling

Providers Cisco Powered
cloud services

Cisco Public

CMSP Business Acceleration Benefits

CMSP Activate

Partner Learning

SP Global
Advantage

Virtual Sales

Business
Transformation

Cloud
Onboarding

Domain 10

Virtual SE

* Partner eligibility rules apply.

Business Acceleration Benefits vary by region.
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Cisco Cloud GTM Resource Center

https://gotomarket.cisco.com/
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Thank you.

Cisco Cloud Readiness Assessment Tool

Detailed
Understand Customers Cloud Adoption Maturity

A discussion-generation tool with key focus areas

for
a 3040 minute session by Sales Account Manager
(AM)/ Systems Engineer (SE)

Align IT and Technology to the needs of the cloud

Understand impact of cloud to third-party

collaborationspartners, vendors, suppliers, and
customers

http://www.ciscowebtools.com/cloud/

Available as an iPad/iPhone/Android App

For access, email: appfridge@cisco.com

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IaaS ROI/TCO Tool

Designed for Partner Account Managers (PAM) and Partners

Helps elevate IaaS proposal to C-level audience using

TCO analysis

Compares IaaS to customer managed, on-prem solutions

Output available as Excel, PPT and online presentation

Access Instructions
Register for Salire Business Value Portal
access here:
https://express.salire.com/go/cisco
Contact Cisco Cloud GTM team and
request access to IaaS ROI Tool

Sync-Up Online and Offline

Input

Jeff Klaubert, jklauber@cisco.com

Jim LaMarche, jlamarch@cisco.com

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Cloud and Managed Services Marketplace

Partners own micro-site on cisco.com

Partner owns content of Cisco solutions, services,

collateral, videos, offers, promos, case studies

Helps with lead generation and partnering

opportunities

One-Stop-Shop for customers to find all CMSP

Partners that meet their specific needs

Cisco Promotion of Partners in Marketplace

CMSP
Partner Marketplace

http://marketplace.cisco.com/cloud

Helps Partners Market Their Cisco Powered Services

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Cisco Promotion of Partners in Marketplace

Banner ads

Social media

Search engine marketing

Cisco press activities

Cross-reference from partner

locator

http://marketplace.cisco.com/cloud

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Cisco Partner Locator

www.cisco.com/go/partnerlocator

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Resources

CMSP

Application and Enrollment

CMSP website www.cisco.com/go/cmsp

Audit requirements and policies or

application process
www.cisco.com/go/audit (under Cloud
and Managed Services Program tab)

CMSP Services Reseller

http://www.cisco.com/web/partners/
pr11/mscp/reseller.html

CMSP Application Tool

www.cisco.com/go/csapp

Cisco Powered Services:

http://www.cisco.com/web/partners/
pr11/mscp/
cisco_powered_services.html

Partner Program Enrollment Tool

www.cisco.com/go/ppe

Cisco Powered:
www.cisco.com/go/ciscopowered

Simplified Pricing
www.cisco.com/go/simplifiedpricing

VIP www.cisco.com/go/vip

Cisco Powered

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Partner Payment Options

Cisco Public

Resources

Locate a Partner

Partner Locator: www.cisco.com/go/partnerlocator

Cloud and Managed Services Marketplace: http://marketplace.cisco.com/cloud

Cisco Services

Cisco Services Partner Program:

http://www.cisco.com/web/partners/services/cspp/sell_svcs.html

Branding and GTM

Partner Logos: www.cisco.com/go/partnerlogos

Cloud GTM Resource Center: https://gotomarket.cisco.com/

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For More Information

Cisco Partner Ecosystem

www.cisco.com/go/partnerecosystem

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Becoming a CMSP Partner

1. Assess

Review CMSP Audit and

Policies at:
www.cisco.com/go/audit.
Work with your Cisco
account team to
determine if CMSP
program fits into your
business model.

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2. Apply

Submit application online

using CSApp tool:
www.cisco.com/go/csapp.
Receive response within
five days from Cisco
CMSP Program Manager.
Schedule an audit when
contacted by the auditor.

3. Audit

4. Approval

Onsite audit occurs within

24 hours, the auditor
provides a summary,
including any necessary
action items. Within five
days, auditor submits a
full report to the CMSP
Program Manager

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Cisco reviews the report

within 20 days of receipt,
and confirms that the
action items have been
completed. Cisco sends
approval notification