solution platforms for an agile infrastructure - garton & kloempken · ©2013 72016(...

Solution Platforms for an Agile Infrastructure

Andy Garton - EMEAR Data Center Sales

Dave Kloempken - Global Data Center Solutions Sales

April 2016

Cisco Confidential 2© 2013-2015 Cisco and/or its affiliates. All rights reserved.

Why focus on solution platforms?Business Opportunities


Cisco UCS Solutions TAM

Cisco Confidential

$42B UCS TAM

$5.2BMicrosoft

$7.2BUCS

IntegratedInfrastructure

$4.74BOracle

$1.0BEnterprise Cloud Suite

$2.7BSAP HANA/

SAP

$5.0BBig Data

$3.6BVDI

$3.2BOpen Stack Enabled

Infrastructure


Expanding the Opportunity

FASTIT services delivered in minutes, not days or weeks

IT

BUSINESS OUTCOMESIdentify new buying centers seeking a competitive advantage

LINE OF BUSINESS

SELF SERVICEControl shifting to the customer

APP DEVELOPER


Partner Opportunities

Partners Who Sell

UCS Solutionsare 36% more likely to GROW than those who don’t

LARGER Deal Size

Faster GROWTH

Repeat business

*Based on Partners who sold at least $150k in UCS Solutions in FY15Source: Global Data Center Sales, November 2015

36%


Strong Year for Enterprise Investments

85% 30%

More than 30% anticipating major server & storage refresh projects this year

85% of enterprises expected to increase spend on hyperconverged in 2016

Significant strength for converged infrastructure vendors in 2016

Research 451


Where should we start?

Immediate Opportunities for UCS Based Solutions


Total Opportunity in EMEAR

$ 141MUCS Opportunity

$35MDCS Opportunity

15,000UCS Servers Ready for 3 Year Refresh


What’s Delaying Refresh Cycles?

ECONOMICS

• I don’t have budget for refresh this year

• Once the asset is fully depreciated, it’s free

• Focused on meeting the business’ needs.

• We are too focused on “keeping the lights on”

TIME

• Virtualization extends my refresh cycles.

• Application impact is minimized/negligent.

TECHNOLOGY


36%

11%1%

33%

3%

16%

TOTAL EXPENSE

Servers and Chassis

Data Center Fabric

Racks and Cabling

Infrastructure Software

Maintenance and SupportPower and Cooling

Understanding Total Economic Impact


The Economics of Moore’s Law

100Servers

100Servers

100 Servers

300 Servers

80 Servers

220 Servers

$193KTotal Annual Expense

$457KTotal AnnualExpense


$1.107MTotal AnnualExpense



2010 2011 2012 TOTAL REFRESH SAVINGS

36 Month Sweet Spot75% Consolidation with increased performance


What are the UCS solutions?

Solution Opportunities


1 Best of BreedInnovation oriented, aggressively deconstructing tech stack and developing unique IP

Architectural2

INTEGRATEDINFRASTRUCTURE

Outcome oriented: focused on delivering a flexible IT service

Simplification oriented: willing to make specific tradeoffs to dramatically simplify IT

Simplified IT3

HYPERCONVERGED INFRASTRUCTURECOMPONENT

“Our idea for the solution was unique, uniting technology from across the market to give us the capability to innovate and differentiate faster”

“With a common reference architecture, we can provision

services rapidly and have a single pane of glass”

“With hyperconverged infrastructure, we’re writing a run book so easy, an intern can run our datacenter”

Customer IT Model Drives ArchitectureExpanding Opportunity for Cisco - Single Infrastructure Management Model

$42B $7B+ $2B


Both Growing and Expands the Opportunity for Partners

Source: IDC Worldwide Converged Systems Forecast, 2016–2019: Special Report, February 2016

Concurrent Opportunities

0

2

4

6

8

10

12

14

2015 2016 2017 2018 2019

WW Revenue, $B

$7.2B 20165.2% CAGR

$1.9B 201665% CAGR

INTEGRATED SYSTEMS

HYPERCONVERGED SYSTEMS


Data Center Solutions Building Blocks

DATA CENTER INFRASTRUCTURE

Comprehensive Management and

Automation

Security

INTEGRATED INFRASTRUCTURE

APPLICATIONS


Cisco UCS Integrated Infrastructure SolutionsOffering Choice & Flexibility – Market Differentiator

FLEXPOD SmartStack VersaStack VBLOCK

Cisco UCS Cisco NexusCISCO UCS INTEGRATED INFRASTRUCTURE

POLICY-DRIVEN PROVISIONING

Enterprise Cloud Suite

Cisco UCS for Red Hat

OpenStack

Integrated Infrastructure for

Big Data

Specialty Stacks


Integrated Infrastructure Market Share(Q2 2015 vendor revenue)

Source: IDC Worldwide Integrated Infrastructure & Platforms Tracker Q2 2015 Vendor Revenue

Dell5.3%

EMC16.9%

Hitachi2.9%

HP17.2%

Lenovo5.1%

Others2.5%

Cisco UCS 50.1%

BUSINESS VALUE

Cisco and Our Partners Lead the Integrated Infrastructure Solutions Market


FLEXPOD SOLUTIONS

• Flexpod Advantage• FSA ONE• FlexPod Automation • Flexpod Refresh

VBLOCK SOLUTIONS• Enterprise Application Focus • VblockRefresh• Vscale Architecture

VERSASTACK SOLUTIONS

• All Flash• Real Time Compression• VersaStack with SQL, DB2 and PureApplication

SMARTSTACK SOLUTIONS• New All Flash Arrays • SmartStack for SQL Server• SmartStack with UCS Mini• SmartStack with M-Series

New innovations, new opportunities


Cisco ONE Enterprise Cloud SuiteHybrid-Ready Private Cloud Opportunities

Automated Infrastructure Delivery

Tools to Accelerate Application Deployment

Hybrid-Ready Private Cloud

Hybrid Cloud Management

Policy-based Infrastructure Provisioning and Management

Self Service Portal and Catalog for

On-Demand Services

Out-of-box Application Templates

and Pre-Configured Virtual Network Services

Self-Service User

Experience

CISCO ONEENTERPRISE CLOUD SUITE

Stand-up, monitor and offer self-service ordering and lifecycle management of hybrid-ready private clouds


Data Center Solutions Building Blocks

DATA CENTER INFRASTRUCTURE

Comprehensive Management and

Automation

Security

INTEGRATED INFRASTRUCTURE

APPLICATIONS


Data Center Enterprise Application Solutions

Accelerate performance by

50%Reduce

deployment times by

90%

Reduce costs by

30%

83%Reduction in provisioning

times

Big Data

Data Management

Customer / Business Analytics

IT Operations / Security Analytics

SAP HANA

Traditional ERP

Big Data & VORA

Database Migration

Application Upgrades

RISC Migration

SQL Server Migration and Consolidation

Desktop Virtualization

Mid-market/ ROBO

GPU acceleration

INTEGRATED INFRASTRUCTURE SOLUTIONS


Big Data Solutions: Ride the Wave

Fast Growing Market Pulls Through Significant Infrastructure and Professional Services for Partners

Fraud Detection

Improved Customer Experience

New Customer Acquisition

Source: Data Center Finance, November 2013

M1 M3-5 M9 M12 M15

16 servers

$250K

Add 16 servers for Use Cases 2 and

3$250K

Add 16 servers POC rack to test Use Cases 4 and

5$250K

Add 32 servers

$500KAdd 100 servers for full production

use case 1$1.5M

IT Operations Analytics

Security Analytics


Big Data & Analytics

Smartphones and Devices

Online Services

PublicCloud

Security

Telecoms

NetworksWeb

Services

Web Clickstreams

RFID

Call Detail Records

On-Premises

GPS Location

Databases

Packaged Applications

Storage

PrivateCloud

Servers

Messaging

Desktops

OnlineShopping Cart

Use Untapped Data: Any Source, Type, Volume

Cisco Big Data

Solutions Data AnalyticsIT Operations, Security, and Customer Analytics

Data ManagementWin the Data Management Platform

Easy to Order / Deploy

Single Management Platform Better NetworkingScalable+ + +

Energy Meters


IDC


SAP - Take Advantage of the Transition

• SAP is the #1 Business Application and ERP Vendor in the World

• Drives $5B Total Infrastructure Opportunity Annually

• Significant RISC to x86 Transition Opportunity

• SAP HANA - SAP Creating a Compelling Event with SAP HANA

• SAP Install Base - SAP with Oracle & MSSQL

• SAP HANA and Big Data

BWoH SoH S/4 HANA HANA VORANetWeaver

MARKET KEY OPPORTUNITIES


SAP HANA Deployment Models

Appliance

Customized Designs(TDI - Tailored Data Center Integration)

Policy DrivenAutomated TDI

SIMPLE FLEXIBLE SIMPLE + FLEXIBLE

Easy

Easy Flexible Secure

SAPHANAServer

Storage

Application Server

Database

Operating System

Virtualization

Server (CPU, RAM)

Network

Storage

SAPHANAServer

EnterpriseStorage

Server (CPU, RAM)

Network

Storage

Enterprise Network SAP

HANAServer

SAPHANAServer

SAPHANAServer

Performance Security Availability

BUSINESS AGILITY

Flexible

APIC


Creating Business Value and New Opportunities for Partners

• Refresh Existing Hardware• Reaching new, emerging buying centers

• Selling Cisco Data Center Solutions

• Integrated Infrastructure• Enterprise Cloud Suite• Enterprise Applications Solutions

KEY OPPORTUNITY AREAS KEY SOLUTIONS FOR GROWTH


EMPLOYEE TRAINING

PARTNER-TO-PARTNER

HIRE/ACQUIRESTAFF

AUGMENTATION/SKILLS TRANSFER

Build Your Solutions Practice


Cisco Big Data and Analytics Practice Development WorkshopAccelerate Time to Market, Differentiation and Profitability

1–2 DAY, INTERACTIVE, ON-SITE ENGAGEMENT

RevenueAssess

and Qualify

Part 1:Kickoff and Partner Business Objectives

Part 3:Building your Practice Development Plan

Part 2:Cisco Big Data/Analytics Strategy and Portfolio Review

Thank you.

solution platforms for an agile infrastructure - garton & kloempken · ©2013 72016(...

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