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Accelerate your business in architectures and industries
Full-Stack Observability to Accelerate Your
Business
11/17/2022
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
1 FSO Specialization
2 Qualifying opportunities
Today's Agenda
3 New partner tools
4 Additional resources
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
FSO Specialization has arrived
(ThousandEyes)
Full-Stack Observability – Option 1 (AppDynamics and Thousand Eyes focus)
Requires a minimum of two unique individuals. One Sales/One Pre-Sales Engineering
Requirement Training and assessment
AppDynamics Sales Stage 1 FY22 2.0hr
Sales Black Belt - AppDynamics Sales Stage 2 FY22 5.5hr
Black Belt - Full Stack Observability - Sales Stage 1 FY22 3.0hr
Black Belt ThousandEyes Sales Stage 1 FY21 2.0hr
Black Belt ThousandEyes Sales Stage 2 FY22 2.5hr
Black Belt - AppDynamics Presales Stage 1 FY22 $0 1.5hr
Black Belt - AppDynamics Presales Stage 2 FY22 8.5hr
Black Belt - Full Stack Observability - Presales Stage 1 FY22 4.0hr
Technical Black Belt - Full Stack Observability - Presales Stage 2 FY22 6.0hr
Black Belt ThousandEyes Pre-Sales Stage 1 FY21 2.5hr
Black Belt ThousandEyes Pre-Sales Stage 2 FY22 1.5hr
https://www.cisco.com/c/en/us/partners/partner-with-cisco/expertise/specializations/solution/fso.html
FSO Specialization (Intersight)
Full-Stack Observability – Option 2 (AppDynamics and Intersight focus)
Requires a minimum of two unique individuals. One sales & one Pre-Sales Engineering
Requirement Training and assessment
Sales
AppDynamics Sales Stage 2 FY22 2.0hr
Black Belt - AppDynamics Sales Stage 2 FY22 5.5hr
Black Belt - Full Stack Observability - Sales Stage 1 FY22 3.0hr
Full-Stack Observability – Option 2 (AppDynamics and IWO focus)
Requires a minimum of two unique individuals
Black Belt - AppDynamics Presales Stage 1 FY22 $0 1.5hr
Black Belt - AppDynamics Presales Stage 2 FY22 8.5hr
Technical Black Belt - Full Stack Observability - Presales Stage 1 FY22 4.0hr
Black Belt - Full Stack Observability - Presales Stage 2 FY22 6.0hr
Black Belt - IWO Pre-Sales Stage 1 FY21 2.5hr
Black Belt – IWO Pre-Sales Stage 2 FY22 1.5hr
https://www.cisco.com/c/en/us/partners/partner-with-cisco/expertise/specializations/solution/fso.html
The journey to
building your FSO Capture the FSO Market Opportunity!
practice
Partners will begin from Business Optimization
different starting points… & Orchestration
but the end goal is the same
DevOps, AI Ops &
Integrations
Network & System
management
APM Product
specializations
FSO Practice Essentials
Are you FSO ready? Automation and Optimization Disciplines
4 key
DevOps, and/or Integration Capabilities
elements of a
successful
Observability Network and System Management Practice
Practice
Application Performance Monitoring Practice
Work with your PAM to assess your practice
building needs!
IDC’s transformation for partners of the future
Transformations Partners of the Past Partners of the Future
Focus Broad Specialized
Customer IT Line of Business, CXO and IT
Consulting-focused / LOB Outcomes-based / RR /
Sales Motion Deal / Transactional
Strategic Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Professional Services
Resale • SW Asset Management/ ITAM
Activities Professional Services • Lifecycle Services / Adoption
Services • Managed Services
• SW Development/ IP
Competition Traditional Non-Traditional
Compensation Up-front / Transactional Recurring Revenue / Consumption
Competitive Advantages Comfortable Advantages Transient Advantage
Alliances Do it ourselves Strategic Alliances and Ecosystems Partnerships
Digital transformation through software
Connects architectures to
deliver business outcomes
Creates open environment for
Technology Smart rapid innovation
Progress Devices
Digital Platform to deliver ongoing
Transformation value to customers
Through Opens new opportunities for
Software services and solutions
Today Enables our customers’ digital
transformations
Digitization
Drives shareholder value
through recurring revenue
Cisco Full Stack Observability (FSO) architecture
foundation
Hybrid cost App resource Application
optimization optimization security
Use Cases
Hybrid application Modern (cloud-native) App dependency Customer digital
monitoring application monitoring monitoring experience monitoring
Business Context
Business Impact Business Risk Business Experience Business Operations
Applications Performance Network and Internet Application Security Digital Experience Applications Resources Multicloud
Services Monitoring Monitoring Monitoring and Action Monitoring (DEM) Optimization Infrastructure Monitoring
Extensibility
X – MELT | Advanced Traces | Advanced Correlation and Insights (Real time and Predictive) |
Platform Open Telemetry | Network Telemetry | Security Telemetry | Cloud advanced Telemetry
Why are my customers
talking about MELT?
• MELT is not a climate topic
Why are my customers
talking about MELT?
• MELT is not a climate topic
• M.E.L.T. is an industry acronym
related to observability
• Metrics
• Events
• Logs
• Traces
• All of these are sources for
observability
Full-Stack Observability
with Business Context - Customer Use Cases
Performance Optimization Security
AppOps
and Hybrid Application InfraOps
Hybrid Cost Optimization Application Security
DevOps Monitoring
Modern (Cloud Native) Application Resource
Application Monitoring Optimization
Customer Digital Experience
Monitoring
NetOps SecOps
Application Dependency
Monitoring
Drive benefits for the organization…together
IMPROVE CUSTOMER SATISFACTION
AppOps Reduce MTTR to improve application uptime and
and performance InfraOps
DevOps
LOWER COSTS
Map dependencies between applications and
infrastructure to optimize resources and prevent
over-provisioning
ACCELERATE INNOVATION
Establish common vocabulary between
development team and operations team when it
comes to application performance
INCREASE RESILIENCE
Proactively contextualize data and identify
interactions, interdependencies, and patterns to
NetOps increase application and infrastructure uptime. SecOps
FSO : What the Customer Sees
FSO Current State: What the Customer Sees
Unite and Align Teams Across the Organization
AppOps
Full-Stack Full-Stack Full-Stack
DevOps Visibility Insights Actions
Focus on shared priorities
NetOps
Observable Application Prioritized
and Optimizable and Business Remediations and
Technology Insights Across Optimizations
InfraOps Stack Stack Across Stack
SecOps
MINT Program Evolution
MINT Cisco
Program Services Growing need for governance
Expansion Expansion model to validate MINT
partner proficiency ability to
deliver high quality
# of MINT partners Intersight, Nexus engagements.
and new offers Dashboard, FSO,
TE, etc.
4 Step Qualification
Industry Qualification and certifications survey
Attend required MINT services focused enablement
MINT Partner lab use case(s) configuration
Cisco interview and lab demonstration evaluation
Completion of Qualification steps will be used to assess MINT Partner readiness
FSO Services Lab Environment Requirements
Deploy TeaStore or open-source Multi-Tier demo Application
Deploy AppDynamics application agents
Configure Application agents in controllers
Deploy ThousandEyes Enterprise Agent
Configure ThousandEyes HTTP server tests for API endpoint
Configure Intersight workload and alerting
Deploy Intersight Licenses for workloads
Embed Thousandeyes / IWO widgets into AppDynamics Dash studio
Explain transact flow between features in AppDynamics Dash studio
Insert Error conditions and Explain diagnoses/recommended fixes via Observability Dashboard
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Mint Qualified Partners are ready to support you…
In-process
OnStak
What It Is What You’ll Accomplish
• Pre-Sales Workshop-in-a-Box • Application landscape discovery
• Partner-delivered • Identify & prioritize target apps
• Consultative engagement tool • Get stakeholders aligned
• Co-create a vision for • Build the business case
operational transformation
• Assess gaps and roadblocks
FSO Design Thinking
Workshop
Partner Customer
The Design Thinking Approach
Discover Define Develop Decide
What are the problems? Which ones can we impact? How could we? How should we?
Expand Focus Create Map
the Field & Prioritize a Vision the Journey
“Expand” Motion Begins Here
Expand Focus Create Map
the Field & Prioritize a Vision the Journey
Launch Phases
1H FY23 2H FY23 1H FY24
• Co-delivery for selected
opportunities
Incubate • 1:1 GRPS-led partner prep
sessions
• GRPS–led partner readiness
training
Amplify • Partners self-deliver
• MINT partner activation
• Incentives to embed Design Thinking
methodology into solution lifecycle
Embed • Partners bootstrap and/or leverage
MINT
1H FY23 2H FY23 1H FY24
Full Stack Observability - Pricing Estimator
Full Stack Observability - Pricing Estimator
FSO - Pricing Estimator
1 2 3 4
AppD IBL GLP Pricing Only ThousandEyes Web Testing IWO Add CCW export
All products pricing from .Supports ThousandEyes On screen or Results
Full Intersight Workload provided in Downloadable
Cisco GPL. Web Tests only Optimizer ( IWO ) support PDF
AppD Cloud available on Internet Insights in future
released version release Auto-Estimate generation
in CCW (Future Release)
Infarstructure Based
License (IBL) only
Partner Service insertion
( Future Release)
Additional Resources – Sales Connect
• Ordering Guides
• Marketing guides
• Training
• Demo’s
• Technical design
guides
• Black belt learning
maps
FSO Partner Campaign
New campaign kit ebook format
• Generate demand for customers looking to move
beyond domain monitoring into full-stack visibility,
insights, and actions
• Covers the three products that make up the Cisco
FSO solution: AppDynamics, ThousandEyes, and
Intersight
• Use it to cross-sell ThousandEyes and Intersight for
existing AppD customers or begin the FSO
conversation with customers that do not have any of
the three FSO products.
• The Partner Campaign Kit is revised on a regular
basis, and is also available in 13 localized languages,
including:
• German, French, Italian, Arabic, Dutch, Spanish-Spain,
Korean, Japanese, Simplified Chinese, French- Access the campaign
Canadian, Portuguese-Brazil, Spanish-LATAM
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
Campaign resources in a single place
Learn FSO opportunity, target personas, use cases, Cisco solution
Persona messaging AppOps/DevOps, InfraOps, NetOps, and SecOps
Building blocks Copy blocks, social media kit, email copy, landing page copy
Customer sharable Infographics, ebooks, videos, analyst and industry reports
content
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
Next steps
Get Generate Use the Sell the
Specialized Demand tools Offer
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Public
Q&A
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
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