Cisco Lifecycle Services

Karl Meulema
Vice President, Cisco Services Channels

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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
 Cisco Services

Service Program
Sharing Of Intellectual
Lifecycle Services Development
Assets
Foundation

Prepare
Prepare Plan
Plan Design
Design Implement
Implement Operate
Operate Optimize
Optimize

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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
 But First………………..
• Lifecycle Services is NOT a program – it won’t finish in 6
months’ time!
• Lifecycle Services is NOT a SKU offering or the name of the
Cisco Services portfolio – it cannot be ordered.
• Lifecycle Services will NOT solve all partner issues once
implemented.
• Lifecycle Services is NOT about telling the partner to
discontinueWhat Is Lifecycle
the services Services?
they sell today. It is about ensuring
that they can cover the services lifecycle and how they
leverage Lifecycle Services and our related enablement
programs to do that.
• Lifecycle Services IS a long term, strategic mindset change
that needs to happen across Cisco and our Partner
community. It is the future of how we position and sell our
advanced technologies AND how we can work collaboratively
with our partners.
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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
 What is Driving The Need

Telephony
Business EDI

SOA
MORE Intelligence MORE LAYERS, Custom
APPLICATIONS
Compression
COMPONENTS
Partners
Web
Protocol
B2B Links
ASP Service
Field Organizations
Business Message Mobile
Rules BrokerData Center
Transformation Services
Branch Offices
.Net B2B Gateway

BAM ESB Load Distribution Standards

Database Balancing
Lookup Security
Extranet
MQSeries
J2EE
MORE MORE
Event
Remote
Environments
INTERACTION
Legacy EAI
Compliance
Logging
EXPENSE
Capture
Apps
RFID
Adapters

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 Traditional Approaches to Service
and Support: Basic and Limiting

Point Approaches
Today, a Coordinated
to Service
Sequence
andof
Support
Activities
in the
Is Needed
Design,for
Success In Deploying
Implement, and Operate and
Phases
Operating
WereTechnologies
Once Enoughand
Optimizing their Performance

Prepare
Design Plan
Implement Optimize
Operate

Prepare and Plan Progress Smoothly Continually

Effectively to Set the into Operations Adapt to
Stage for Sound Design Changing
Business
Requirements

Session Number
Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
 Go To Market…Together

The Cisco Lifecycle Services

Joint Go To Market Strategy…
• Provides a framework for Cisco
and our partners to collaborate
• Defines how Cisco and its
partners will make service
PARTNER
CISCO
offerings available to customers
throughout the entire
technology or network lifecycle
• Creates clarity by customer
segment

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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
 Building A Collaborative Go To Market
Technology Joint
Services Stack Cisco Preferred Partner
+ = Go-to-Market + Capabilities = Cisco/Partner
Offering
Coverage Model

Enable the Partner

Î
Legend
Partner or Cisco
Cisco
Partner
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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7
 Sharing Intellectual Assets

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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
 The Cisco Lifecycle Services Approach
Can Help Partners to:

Gain opportunities to increase profitability

Improve skills in selling and delivering service, enhance services
portfolio, and expand service practice
Improve productivity
Repeatable, proven processes for selling, delivering, and supporting
Cisco advanced technology solutions

Improve end customer satisfaction and loyalty

Help customers to successfully deploy and operate Cisco technologies,
and to optimize them throughout the lifecycle of the network
Reduce risk in deploying and supporting new and
complex technologies
Knowledge transfer, partner enablement, and Cisco or Co-Brand
services to increase success across the services lifecycle

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Session Number
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 Web Resources To Help Partners P P D I O O

NEW
Steps to Success
• In-depth content on
Lifecycle Services
• New content available
Dec 2005
• Detailed information on
individual service stack
implementations
• Methodologies, tools,
templates

www.cisco.com/go/stepstosuccess
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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11
 Lifecycle Services Training
Development P P D I O O

• 5 modules in development at present

Foundation Express – Released Dec 05
IPC – Launch Jan 26
Security – Launch Jan 26
Wireless – Launch Feb 23
Routing & Switching – Launch Feb 23
• Free to partners
• All exams completed
• Piloting Foundation Express exam with 5 partners globally
• Update of CSEP
Including - Lifecycle Services / Best Practices

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Presentation_ID © 2005 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12
 Partner Services Enablement Tool—
New Resource for Partners P P D I O O

• Automated tool for specialized partners

designed to drive better productivity
• Focus on how to improve services
business by technology (IPC first phase)
• Identify technology services capability
gaps and provides recommendations to
increase partner success in all phases of
the services lifecycle
• Provides partners access to tools and
templates that partners can put to use
immediately
• Benchmark your services performance
to improve your business – track
progress, reporting functions

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 Services Programs

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 What Do These Have In Common?

?
? ?

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?
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 Organizing Questions

• What are the top 5 activities that partners need to

do to take advantage of Lifecycle Services?
• What are the top 5 activities that must Cisco do to
make partners successful through Lifecycle
Services?

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