cisco smart services webinars

Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 1

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http://www.cisco.com/web/LA/partners/sell/smb/learningexpress/index.html



© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

• Carlos Arias

• Claudia Tinoco

• David Chancusi

• Elidan Aguirre

• Emely Deledesma

• Fabiola Jiménez

• Franklin Mérida

• Franks Huacho

• Gabriel Torres

• Gustavo Salinas

• Jeismy Rodríguez

• Jorge Enrique Gómez

• Jorge Polo

• Jorge Rene Caballero

• Juan Luis Martínez

• Karla Ledesma

• Lea Ditamo

• Lidia Alum

• Lidice Guerra

• Luis Sáenz

• Mildred García

• Néstor Martínez

• Pedro Carrillo

• Perla Angélica Revilla

• Peter Moscol

• Ray Plinio Zuleta

• Ricardo Pinzón

• Roosevelt Alzate

• Rosa Parra

• Sergio Arias Navarrete

• Albert Moya

• Alberto Balderas

• Alfredo Villalobos

• ANA BEATRIZ Rubio

• Andrés Ceballos

• Arturo Cárdenas

• Carlos Herrera

• Cesar Coria

• Christian Essayan

• David Canul

• Diana Valencia Fernanda

• Erika Edith Moya

• Evelin Barzabak

• Flavio Francisco Campos

• fredy Olivares

• Glenda Hurtado

• Héctor Ruiz

• Hernan Foronda

• Magdalena Mirama

• Marco Antonio Lerma

• Mario Ruiz

• Michael Gómez

• Miguel Angel Leyva

• Miguel Fernando Barrios

• Pavel Altamirano

• Rafael Moreno

• Román González

• Servando olivares

• Vanessa de la Rosa

• Victor Ramírez


Cisco Smart Services Addressing customer business challenges,

Andres Carcache Smart Serv Bus Dev. Manager LatAm


• It took us more than 20 years to get two billion people on the Internet, but estimates suggest the next two billion will connect to the network in less than half that time. And the growth of connected “things” is even more incredible. Sometime around 2009, the number of things connected to the Internet surpassed the number of connected people, at which point we began to experience what some call the “Internet of Things.”

John Chambers


Solutions

Customer preference for integrated solutions driven by need for

simplicity

Outcome Based

Customers insisting on business outcome assurance

and risk sharing

Declining value on systems and services on their own

Shifting buying power from IT to business

Buyers

Business Outcomes are the priority

Consumption Models Rapid uptake of flexible consumption models and cloud based delivery

Systems Leverage

Customers focused on software and services to maximize value of systems


• Mobility

Globally mobile data will increase 39 times from 2009 to 2014

• Cloud and Virtualization

More than 25% of software likely purchased on a hosted basis over the next 5 years

• Video

Within three years, 91% of all consumer internet traffic will be video

Today, 50% of all Cisco IT network traffic is video


Reactive Model Responding to problems as they arise, resulting in costly redundancies and overinvestment in constant monitoring

Proactive Model

Relies on awareness

capabilities to detect potential

problems and analytical

capabilities to predict damage

before it occurs

Reactive

Incident-Based

Services

Proactive

Support

Services

Delivery:

Self Support

Field Support

Remote Support

Community

Delivery:

Intellectual Capital

Instrumentation

Automation

Analytics

Forrester: “Smart services will become increasingly important to enterprises as more and more business and IT activities move into the cloud and onto the network.”


Smart Services The Future of Cisco Services

Breadth of Services

Smart

Devices

Smart

Networks

Smart Operations

Smart Applications

Dep

th o

f S

erv

ices

Reacti

ve

Proactive

Predictive

Pre-

Emptive

•SMARTnet

•Smart Call Home

•Smart Net Total Care

•Smart Care

•Partner Support

Service

•Focused Technical Support (FTS)

•Remote Management Service

(RMS)

• Network Optimisation

Service

• Smart Analytics

http://www.cisco.com/en/US/products/svcs/ps3034/ps2827/ps2978/serv_group_home.html



http://www.cisco.com/en/US/products/ps7334/serv_home.html

http://www.cisco.com/en/US/services/ps2827/services_genericcontent_nlssurvey.html



http://www.cisco.com/en/US/products/ps7343/serv_group_home.html

http://www.cisco.com/web/partners/services/programs/collaborative/index.html

http://www.cisco.com/web/partners/services/programs/collaborative/index.html


http://www.cisco.com/en/US/products/ps6192/serv_category_home.html





http://www.cisco.com/en/US/services/ps2961/ps6897/Network_Optimization_Service_AAG.pdf


Services that have …which collect …which is analyzed and compared to

…to provide

Actionable Insight Cisco’s Intellectual Capital

Network Diagnostic Data

Automated Software-enabled

Capabilities

+ +

CISCO INTELLECTUAL CAPITAL

25 years of networking innovation and leadership

50 million installed devices

6 million annual customer interactions

90,000+ technical documents


Unparalleled

Intellectual Capital 80%+ automation

Unique Differentiation

Smart Services Analytics Support

Leadership

World’s largest

installed base


Smart

Services Analytics Install Base

Business

Relevance


For customers, smart

services help…

• Improve operational

efficiency

• Reduce costs

• Speed problem resolution

• Mitigate risk

• Generate greater return on

investment

For partners, smart

services help…

• Grow business

• Increase revenue

• Strengthen customer

relationships

• Differentiate partner

practices

For Cisco, smart

services help…

• Improve efficiency

• Increase sales

• Ease the renewal process

• Increase partner loyalty

• Build for the future


Transformational

Customers

• One Portfolio -- Assurance Services

• Four Services Tiers:

Reactive, Proactive, Pre-emptive, Operate

• Single SKU to customer

• Smart Net Total Care

• NOS with Smart Analytics

• Remote Management

Services

• Focused Technical

Services

• SMARTnet w/ SCH • Smart Net Total Care

• SMARTnet w/ SCH



• Remote Management Services

• Focused Technical Services

• SMARTnet w/SCH

Commercial & Small

Business

Enterprise, Public Sector

Service

Provider

• Partner

Support

Service

• PSS

• Smart Care

• CPS

Cisco Branded Services Collaborative Services

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 For Partners in LATAM Only

• Some are delivered ready-to-consume (SNTC)

• Some are baked and sold by others that do the finish work (Smart Care)

• Some are baked and sold by others that use raw ingredients (PSS)

Ready-to-eat Pre-mix From Ingredients

Smart Net Total Care Smart Care PSS

(not available under CSPP yet)


SMART Capabilities


Smart Services

Portal:

• Cisco.com

credentials

• User can see only

their data

100101111111001101

1001110101111111110

100101111111001101

1001011110111011011111001101

10011100101010001101111111110

1001011110111011011111001101

SECURE

Secure Transport Cisco

Collector Customer

Network

Cisco

Data Center

Cisco Services Portal

Collector on Customer

Network:

• Hardened

• No direct root login

access

• Password policy

enforcement Transport to Cisco Data Center:

• AES 128-bit data encryption

• Transport over HTTPS or SSL

connection

• Sensitive credentials removed

before transport

Cisco Data Center:

• Only accepts connections from

registered systems

• Secure Cisco IT lock-and-key

facility


Partner Reward Program CSPP


Compensation strategy that allows partners to manage their services

cost from Cisco as they maximize performance

Performance Rebates Discounts

Use the

Compensation

Dials…

Start End Previous Next


Pro

gra

m

Off

er/

s

Cisco Services

Partner Program

Collaborative

Services

Cisco Brand

Services

Partner Support

Service

Smart Services

Smart Net Total

Care

SAS.. etc

SMARTnet

Tomorrow

Shared

Support (cobrand

foundation

bridge)

4 pillars of

Shared

Support

Cisco

Brand

Services

GSA

Collaborative

Technical

Services

Cisco

Brand

Services

CBR

Cisco

Brand

Services

Today


Cisco® Branded Services

Collaborative Services

Performance

Management

Eligibility Compensation


Two Distinct Service Families:


Branded Services


* Certain Advanced Services may require technology specific ATPs

Partner Sells

+

Cisco Delivers

No eligibility requirements * beyond maintaining Cisco

contractual relationship


• Network Optimization Service (NOS)

• Remote Management Services


• Cisco® SMARTnet® Service with Smart Call Home



• Partner Support Service

• Smart Care

• Collaborative Professional Services


Offer specific specialization, certification, and

performance-based eligibility requirements

Partner builds upon, sells, and delivers

+

Partner purchases Cisco intellectual capital

and services infrastructure


Reb

ate

Paym

en

ts

Metric Performance

1.0%

10.0%

60% 90%

Static Approach Pays the Same Rebate

Payment Within the Standing Level

Min Rebate Threshold

Not Met

<60% >

Linear Approach Pays Rebates Based on Function of Partners

Precise Metrics Result

Rebate% = 0.3*AR -17.0% Max Rebate% = 10%

Min AR =70%



Reb

ate

Paym

en

ts

Metric Performance

1.0%

12.0%

50% 90%

Static Approach Pays the Same Rebate

Payment Within the Standing Level

Min Rebate Threshold

Not Met

<50% >


6.50%

70%

Linear Approach Pays Rebates Based on Function of Partners

Precise Metrics Result

Rebate% = 0.275*RR -12.75% Max Rebate% = 12%

Min RR = 55%


NEXT STEP


1: Present the offering to Internal Commercial & technical team

2: Develop own offering around Cisco Smart Services

3: Plan and prepare Go To Market strategy

4: Identify top new and renewal accounts to present Smart Offering

6: Engage your Cisco Services team. Lets us help you win

5: prepare presentations and demos to customers


• https://supportforums.cisco.com/community/netpro/solutions/smart_services

• http://www.youtube.com/watch?v=6RblcQLXwHw

https://supportforums.cisco.com/community/netpro/solutions/smart_services




http://www.youtube.com/watch?v=6RblcQLXwHw



Thank you.

cisco smart services webinars

Documents

cisco andor

cisco confidential

cisco smart services

internet of things

value of systems

number of things

customer business challenges

business outcome assurance