smart services acceleration plan

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Smart Services Acceleration Plan

Lindsey TaylorJune 4, 2014


Our Smart Services Discussion

Overview of Services

Partner Value Proposition

What’s the Difference?


Smart Services

Smart CarePre-Mix

Smart Net Total CareReady-to-Eat

It’s All About Choice and Differentiation


Smart Net Total CareService Overview


Increase Efficiency • Improve Risk Management

Smart Net Total Care

Device Diagnostics

Alerts(+PSIRTs)

Installed Base andContract Management

Smart Capabilities

Technical Assistance

(TAC)

Online Technical

Resources

SoftwareUpdates

Advance Hardware

Replacement

Foundational Technical Services Capabilities (SMARTnet)


Smart Net Total CareInstalled Base Contract Management

Accurately validate customer’s Cisco installed base• Ongoing collection of Cisco installed base information• Correlation and validation against Cisco intellectual capital

Detailed Inventory reports and analysis via intuitive web portal• Visibility that critical Cisco

products are covered with proper service contract

• Identify those Cisco products that are not covered by a service contract

• Summary reports• Delta reports for changes

between two collections• Contract dates, EoX

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.


Validate your Cisco installed base

Identify products without service coverage, with support about to

expire, or past LDoS


Detailed inventory and reports via an intuitive web portal




Know what changed in your network

Deleted devices

86 devices added

Easily drill down to see details of added device

See changes between July 1 and November 1

Card Added



Alert ManagementAlerts and notifications are correlated against customer’s Cisco installed base

• Product Security Incident Response Team (PSIRT)• Software Alerts•Hardware Alerts• Intellishield Alerts• Field Notice Alerts• Alerts are posted and saved in the portal

Customer sees only those alerts that apply to their Cisco products


Product Security Incident Response Team (PSIRT)

Software alerts

Hardware alerts

Field notice alerts

Smart Net Total CareProactive Alert Management

Alerts are correlated against your Cisco installed base

A complete view of product alerts specific to installed base



Shows all devices affected by specific alertEasily drill down to find

all details of an alert

Smart Net Total CareProactive Alert Management

Alerts are correlated against your Cisco installed base



The NLS1 Service ContractNLS1 service contract provides the following:• Right to use the Cisco-owned software collector

appliance:– Alternative to purchasing the hardware collector appliance– Install onto customer’s own hardware and VMware

platform (program currently evaluating additional options)

• SNTC Portal Access• Standard Deployment Service• Standard Support (Day 2) service• Software updates to the software collector at

Cisco’s discretion



SKU Name IB Size List PriceCON-NLS1-0T5M <$6 M $12,000CON-NLS1-6T15M $6-15 M $13,250CON-NLS1-16T35M $16-35 M $18,500CON-NLS1-36T65M $36-65 M $26,000CON-NLS1-66T95M $66-95 M $34,000CON-NLS1-96T120M $96-120 M $39,000CON-NLS1-121T145M $121-145 M $45,000CON-NLS1-146T170M $146-170 M $49,000CON-NLS1-171T195M $171-195 M $53,000CON-NLS1-196T220M $196-220 M $56,000CON-NLS1-221T250M $221-250 M $61,000CON-NLS1-251T300M $251-300 M $68,000

The installed base is the total value, in US dollars, of the list price of Cisco devices in use by the customer. List Price above in $US, use local pricing outside US.

SNTC NLS1 SKUs



Cisco Smart Net Total Care Acceleration Promotion

QUESTIONS? Please contact Lindsey Taylor at

[email protected]

SAVE

For a Limited Time Only!

up to

2-TIER PARTNERS CAN

• Must purchase through Distribution• Partners to negotiate discount with their Distributor

Discount Applies to Smart Net Total Care SKU CON-NLS1-0T5MPromotion Runs from June 1, 2014 thru October 31, 2014

US • Canada • Latin America only

VIEW US DISTI PROMOTION CODE FOR DETAILS

PP-Smar104954-141031


Enterprise Device Level SNTC SKUsSvc. Level DescriptionNSNT SNTC 8X5XNBDNCAP SNTC 24X7X4OSNC4S SNTC 8X5X40SNCS SNTC 8X5XNBD OSNLAS SNTC SASNLAU SNTC SASUNS2P SNTC 24X7X2NCSP SNTC 24X7X2OSNSTE SNTC 8X5X4NSTP SNTC 24X7X4NSUA SNTC IPS SIG ONLY

Svc. Level DescriptionNSU1 SNTC IPS SVC 8X5X NBDNSU2 SNTC IPS SVC 8X5X4NSU3 SNTC IPS AR 24X 7X4NSU4 SNTC IPS AR 24X7X2NSUW SNTC IPS SIG AND SWNUO1 SNTC IPS SVC 8X5XNBCOSNUO2 SNTC IPS SVC 8X5X4OSNUO3 SNTC IPS SVC 24X7X4OSNUO4 SNTC IPS SVC 24X7X2OSNLSW SNTC ESWNUD5 SNTC UCSDR 8X5XNBDOS

Svc. Level DescriptionNUD7 SNTC UCSDR 24X7X4OSNE4N SNTC ESS24X7X4

NE4T SNTC ESSCOMB 24X7X4OS

NEDN SNTC ESS 8X5XNBDNEDO SNTC ESS 8X5XNBDOSNEEN SNTC ESS 8X5X4NEEO SNTC ESS 8X5X4OS

NEMU SNTC ESSSW SUPP UPGR

NTPB SNTC TP BASE


Smart Net Total CareYour Path, Your Choice

Re-sell, Manage, and Bill for

Services

Re-sell and Leverage

Re-sell and Co-Manage



Customer Sample #1 381 UNCOVERED 34 PAST LDOS

Immediate Partner Opportunity



Smart CareService Overview


1st Line Support Provided by Partner

Smart Care Service

Cisco IOS Updates, Upgrades, and

Software Updates

NBD Hardware Replacement

with Optional 4-Hour Coverage

24/7 Partner Access to Technical

Assistance Center

Cisco.com and Smart Care

Portal/Tools Access

“Four Pillars” Capabilities

Single Contract

Management

Security and Core Assessments

and Repair

Product Alerts and

Notifications

Smart CapabilitiesVoice Assessments

and Quality Monitoring Services

Network Wide Maintenance

Coverage

Remote Network

Monitoring


Cisco® Smart Care Control Panel

Network Monitoring and Assessment

Proactive Maintenance

Reactive SupportRMA

TechSupport

Network Data

TAC

BusinessIntelligence

Installed Base

Value-Add Partner Services

NetworkDiscovery

NetworkAssessment and Repair

Device Diagnostics

C U S T O M E R P A R T N E R C I S C O

How It WorksNetwork Discovery • Assessment • Repair

Cisco Smart Care Virtual or Hardware Network Collector


Smart Care FeaturesSmart Care Control Panel: Central repository for monitoring customers’ networks and performing tasks with a variety of dashboardsInstalled Base Management: Periodic validation of your customers’ Cisco® devices’ service levels against Cisco intellectual capitalProactive Notifications: PSIRTs are correlated with IntelliShield alerts to provide security vulnerability information; EOX alerts for devices are also issuedAssess and Repair: Proactive, periodic assessments to identify and fix issuesAssess and Prepare: Assessment to check a network’s readiness to support new technologiesDisaster Recovery Services: Backs up a customer’s routing, switching, and security devices’ configuration offsiteIPS Services: Helps ensure customer IPS devices have up-to-date signature files to protect against attacks Reports: Monthly business reports and weekly network exception reports for customers


Smart Care BenefitsCisco® Smart Care Service • Partner-led offer •Can enable you to

create your own branded managed service solution

•Quickly take it to market by combining Cisco intellectual capital with advanced “smart” capabilities

PARTNER BENEFITSStrategic advantage with increased visibility into customers’ networks and revenue opportunities

Long-term profitability with a service-led model that can promote recurring revenues

Competitive differentiation with full-featured managed service offering

Enhanced business growth with platform upon which customized services can be added

CUSTOMER BENEFITSComprehensive care for all covered devices

Dual expertise of Cisco and certified partner



Smart Care Rebate Model

Rebate DependenciesPartners have to qualify for the Portal

Usage Rebate before they can qualify for the Active Collector Rebate

Portal Usage5%

Active Collector10%

TWO SMART REBATESStackable RebatesSmart Rebates are in addition to the P4P / CSPP Sales Performance Rebates ⟱


Smart Net Total Care Smart Care

Does it fit your delivery model?

Customer support provided by TACCisco delivers 100%Customer consumed and

Leverages more of the Cisco Support structure. Partner required to take level 0 and 1 cases only, then can escalate customer to TACMust have engineers that can implement collector

Does it fit into your portfolio?

Complimentary to SMARTnet contractsWeekly updated contract and IB visibility portal

Designed for partner branded support offeringsIntegrate into MS practice or start new MS practiceEnables near time network analysis

Does it fit your customer?

Designed for organizations with complex networks of any sizeGlobal locations and unlimited # devices supported

Commercial and SLED accounts – 1,000 devices with hardware appliance, larger networks supported with the virtual appliance

Is it available to you? Generally available everywhere SMARTnet is Generally available everywhere SMARTnet is

Do you qualify? No specific certifications/levels required Partner must have at least Select Certification and passed the Cisco Smart Care Service exam

What’s the Difference?



Why Would You Want Either?

DifferentiationFully customizableAvoid price competition

Average 30%-40% margin

Start / Enhance partner MS practice

Resold

Partner has no risk

Enhanced customer experience

Same margins as SMARTnet

A C C O U N T C O N T R O L

Smart Care Smart Net Total Care


Cisco Smart Services BDM Team

1T / DVARs

Jeff [email protected]

303-308-3659

2T

Jennifer [email protected]

720-875-2994

1T / DVARs

Scott [email protected]

720-253-3728

2T

Chad [email protected]

720-875-3003

1T / DVARs

Gary [email protected]

954-661-9017

Dist’n / 2T

Lindsey [email protected]

919-392-8610

1T / DVARs

Mark [email protected]

508-386-1950

2T

Kerry [email protected]

919-574-9036

Sr.

Manager

Kelli [email protected]

401-207-2113


Thank You

smart services acceleration plan

Documents

ingram micros

portfolio of smart services

written permission

support services

customers cisco

managed service

right service

proper service cont