How to lead with services
to drive Cisco Cloud
Solution Sales
Cisco Collaborative Professional Services (CPS)
Assessment for Cloud Consumption
April, 2014
Agenda
Trends and Business Imperatives
Customer Challenges
The Opportunity
How Cisco Services Can Help You
Services-led Selling
Next Steps
2013-2014 Cisco and/or its affiliates. All rights reserved.
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Trends and Business Imperatives
2013-2014 Cisco and/or its affiliates. All rights reserved.
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The Move to the Cloud Is Unrelenting
23%
Share of IT spending devoted to public cloud
today. Growing by 17% in 3 years.
(Cisco/Intel)
50%
Global 1000 companies that will have
customer data stored in the public cloud
by 2016 (Gartner)
76%
Respondents who believe IT will be a
broker
of cloud services for LOBs (Cisco/Intel)
2013-2014 Cisco and/or its affiliates. All rights reserved.
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As Customers See How Cloud Drives
Business Outcomes
When deploying cloud,
organizations are looking to
What theyve been able
Drive business agility to
innovate
88% of companies who use cloud
today experience cost savings [1]
Manage public cloud costs
Mitigate public cloud business
risk
32% of companies using cloud have
increased their ability to innovate [2]
55% of companies using cloud saw
an increase in efficiency [2]
to achieve
Implement cloud services
management
[1] CIO.com; [2] CDW 2013 State of the Cloud Report
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Customer Challenges
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Yet Organizational Demands Are Resulting in
Costly and Risky Shadow IT
Organizations want to .
but will see this impact
host applications
5 -10X
collaborate differently
Public cloud services typically
purchased without IT
involvement
(Cisco)
90%
share documents
Percentage of IT expenditure
outside of IT budget by 2020
(Gartner)
Public Cloud
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And Organizations Are Discovering Its
Implications
Global Equipment Manufacturer
Provincial Government
Found 630+ Cloud Service
Providers (CSPs), 90%
unauthorized
Identified more than $1M in
annual spend on CSPs
Blocked 90% of Internet traffic
Employees pushing for
additional cloud services
Identified 220+ CSPs, less than
1% authorized
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The Opportunity
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An Opportunity Exists for Enhanced Public Cloud
Governance
Challenge
Benefits
Public Cloud
Visibility
Visibility
Rising Costs
Optimize Costs
Data Security
and Compliance
Risk
Mitigate
Risk
2013-2014 Cisco and/or its affiliates. All rights reserved.
Outcomes
Understand how cloud is being used
in
the organization by discovering
unknown
cloud services
Reduce costs by consolidating or
discontinuing services
Manage risks by finding cloud security
risks and compliance issues
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10
And Cisco Is Well-positioned to Support You
and Your Customers
Ciscos delivers industry-leading cloud strategy, services
and technology:
Rated #1 for Cloud professional services across all categories in IDC survey
Ranked #1 Cloud infrastructure vendor by Synergy four quarters running
Rated #1 for Private Cloud Strategy by Forrester Research
Ranked Global Major Player in IDC MarketScape for cloud professional services
Rated Leader in IDC MarketScape for DC Support
[1]
[3]
[2]
[4]
[5]
[1] 2013
IDC Services
Group
Survey:
U.S. Professional
[3] Confidential
Cisco
2013-2014
Cisco
and/or
its affiliates.
All rights Services
reserved.Opportunities Related to Cloud Services,Doc #239862,3/2013; [2] The Forrester Wave: Private Cloud Solutions, Q4 2013, 11/25/2013;
Cisco Leads in Public Cloud Infrastructure Market, Synergy Research, 3/24/2014; [4] IDC MarketScape: Worldwide Cloud Professional Services 2013 Vendor Analysis; [5]
IDC MarketScape: Worldwide Datacenter Hardware Support Services 2013 Vendor Assessment
11
How Cisco Services Can Help You
2013-2014 Cisco and/or its affiliates. All rights reserved.
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12
Start with Our Cisco Collaborative Service to
Analyze Customer Public Cloud Consumption
Cisco Collaborative
Professional
Services (CPS)
Assessment for
Cloud Consumption
Sold and delivered by
you, this service can
help you enhance
customer ability to
manage their cloud by
providing full visibility
into cloud usage with a
detailed analysis to
facilitate data-driven
strategic discussions.
2013-2014 Cisco and/or its affiliates. All rights reserved.
Customer benefits:
Identify authorized and unauthorized public cloud
services through 360 degree visibility across on
premise and public cloud
Mitigate downside by proactively identifying risk and
compliance issues associated with cloud usage
Reduce costs by acting on credible data-based reports
and recommendations
Enable greater business agility through strategic cloud
governance
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13
A Service With an Industry-unique Value
Proposition
The Cisco CPS Assessment for Cloud
Consumption is based on best practices
established by Cisco IT in managing 1000+
Cloud Service Providers for more than a
decade
Only Cisco combines a comprehensive
analytic tool with expert engineer
analysis to produce deep insight and
recommendations for the customer
environment
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14
And That Is Essential in Helping You Achieve
These Benefits
CXO
Relevance
Competitive
Differentiation
Position yourself as a
trusted cloud advisor
with C-level decision
makers
Create a disruptive
control point
Enable strong C-level/
LOB conversation on
Cloud
Assist in planning
competitive cloud
strategy vs. public cloud
vendors (AWS, Google,
etc.)
Help CIO become a
cloud service broker
2013-2014 Cisco and/or its affiliates. All rights reserved.
Advise on public /
private cloud strategy
Practice
Growth
Uncover both immediate
and long-term sales
opportunities
Position your managed
cloud services
Create downstream cloud
professional services
opportunities
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15
Heres How You Use the Assessment to Create Visibility
Into
Your Customers
Public Cloud Usage
3
1
2
You install the Cisco
Cloud Usage Collector
in your customers
network
Cisco Cloud
Consumption
Web Portal
You deliver the resulting Cloud
Assessment Report to discuss
findings and determine next steps
s
Webex
Webex
SaaS
Cisco Cloud
Usage
Collector
Data uploads to the Cisco Cloud
Consumption Web Portal and Cisco
expert engineers analyze
more
discovered
cloud services
Salesforce.com
IaaS
Customer
Network
Authorized
Authorized CSP
CSP
2013-2014 Cisco and/or its affiliates. All rights reserved.
PaaS
Windows
Windows Azure
Azure
II
Force.com
Force.com
5-10x
Unauthorized
Unauthorized CSP
CSP
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16
Youll Reveal These Key Data Points with Your
Customers Cloud Assessment Report
Cloud Visibility
Categorized list of known and
unknown cloud vendors and
detailed usage
Financial Analysis
Identifies financial impact of cloud
consumption including savings
strategies
Risk Profile
Initial cloud risk profile, impact, and
mitigation recommendations
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17
Helping You Drive Key Discussions to Identify
New Cloud Projects and New Revenue
Opportunities
Governance-focused
discussions
Strategies to consolidate and/or
eliminate cloud services
Identification of duplicate services
with potential for consolidation
Identification of over- and
underutilized services and next steps
to address
Cost-focused discussions
Early warning of overage and related
charges leading to further analysis of
usage
Estimates
of potential
2013-2014
Cisco and/or its affiliates.
All rights reserved. cost savings
using
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18
Services-led Selling
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19
Heres How to Lead With the Cisco CPS Assessment
for Cloud Consumption to Drive a Solution
Engagement
Identify
target
customers
Create a list of
Qualify
target
customers
Use discussion
customers who
triggers to
may benefit from
an assessment of
their pubic cloud
usage.
engage key
decision makers
and qualify them
for the
assessment.
2013-2014 Cisco and/or its affiliates. All rights reserved.
Sell and
deliver
theSell
lead
the
service
assessment
to reveal to
customers their
true public cloud
usage and its
impact.
Plan
Drive a solution
engagement
Create follow-on
services sales and
technology pull through
by using the resulting
cloud consumption report
to identify customer
shadow IT spend and risk,
and identify
new cloud projects.
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20
Identify Target Customers
Create a list of customers who may benefit from an assessment of their pubic cloud usage
Greater Cloud
Visibility
Has limited visibility of
cloud usage
Experiencing an
increase in cloud
services purchased
without IT approval
Cannot identify or
effectively manage
cloud service
providers
2013-2014 Cisco and/or its affiliates. All rights reserved.
Lower Cloud Costs
Mitigate Cloud Risk
Has difficulties
managing cloud
costs
Needs to better
manage the risks
associated with cloud
Lines of business
rather than IT is
purchasing public
cloud services
Employees are using
unapproved cloud
services
Cant identify if cloud
services meet policies
for security,
performance, and
compliance
Has duplicate costs
from cloud vendors
and cant negotiate
bulk contracts
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21
Qualify Target Customers
Use conversation triggers to engage key decision makers and qualify the customer for an
assessment sale
Chief Information Officer (CIO)
Chief Security Officer (CSO)
Chief Architect
Are you aware of the risk,
compliance, security and
cost implications of public
cloud services
consumption without IT
cloud governance in
place?
Cloud Program
Director/Manager
Do you have visibility
across the organization
into the public cloud
services being consumed
(SaaS, IaaS, PaaS) and
how much money is being
spent them?
Do you have cloud
governance in place to
monitor public cloud
consumption and costs to
your organization?
Chief Financial Officer
(CFO)
Are you aware of how much
you are spending on public
cloud services such as
those provided by the Big 7
(i.e., AWS, Google, HP, IBM,
Microsoft, VMware and
Oracle)?
Target Segments: Enterprise or Commercial Organizations with 500 to 15,000 Connected Users
2013-2014 Cisco and/or its affiliates. All rights reserved.
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Back to How to Lead with
22
Sell and Deliver the Lead Service
Sell the cloud consumption assessment to reveal to customers their true public cloud usage and
its impact
Overview of the Cisco CPS Assessment
for Cloud Consumption
2013-2014 Cisco and/or its affiliates. All rights reserved.
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23
Back to How to Lead with Services
Drive a Solution Engagement
Drive follow-on services sales and technology pull through by using the resulting cloud
consumption report to identify customer shadow IT spend and risk, and identify new cloud
projects your services practice and get to market more quickly with two services families from Cisco
Complement
across the full plan-build-manage IT lifecycle: sell and deliver Cisco Collaborative Services and/or resell Cisco
Branded Services.
Cisco
Cisco Collaborative
Collaborative
Cisco
Cisco CPS
CPS Assessme
Assessme
nt
for
Cloud
nt
for Cloud
Consumption
Consumption
Manage
Manage
Build
Plan
Cisco
Cisco Branded
Branded
Cisco
Cisco Cloud
Cloud Strateg
Strateg
y
Service
y Service
Cisco
Cisco Cloud
Cloud Planni
Planni
ng
and
ng and Design
Design Serv
Serv
ice
ice
Cisco
Cisco Data
Data Center
Center
Assessment
Assessment for
for Clo
Clo
ud
Consumption
ud Consumption
Depending on your practice needs, you can
choose between the Cisco Collaborative and
Cisco Branded version of the assessment
service.
2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco
Cisco Collaborative
Collaborative
CPS
CPS Data
Data Center
Center De
De
ployment
Service
ployment Service ff
or
or Cisco
Cisco UCS
UCS Direc
Direc
tor
tor
Cisco
Cisco CPS
CPS Private
Private C
C
loud
Design
loud Design Service
Service
Cisco
Cisco Branded
Branded
Cisco
Cisco Cloud
Cloud Implem
Implem
entation
Service
entation Service
Cisco
Cisco Data
Data Center
Center V
V
alidation
Service
alidation Service ff
or
or Cloud
Cloud
Cisco
Cisco Cloud
Cloud Enable
Enable
ment
Services
ment Services for
for
DRaaS
DRaaS
Cisco
Cisco Data
Data Center
Center
Services
Services for
for OpenS
OpenS
tack
tack
Cisco
Cisco Data
Data Center
Center
Assessment
Assessment and
and Val
Val
idation
Services
idation
Services
for
for
Cloud
Cloud Onboarding
Onboarding
Acceleration
Acceleration
Cisco
Cisco Collaborative
Collaborative
Cisco
Cisco Partner
Partner Suppo
Suppo
rt
Service
rt Service
Cisco
Cisco Smart
Smart Care
Care
Cisco
Cisco Branded
Branded
Cisco
Cisco Cloud
Cloud Optimiz
Optimiz
ation
Service
ation Service
Cisco
Cisco Data
Data Center
Center So
So
lution
Support
lution Support Servi
Servi
ce
ce for
for Critical
Critical Infr
Infr
astructure
astructure
Cisco
SMARTnet
Cisco SMARTnet
Service
Service
Cisco
Cisco Smart
Smart Net
Net Tot
Tot
al
Care
al Care
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Back to How to Lead with Services
And Ultimately Create Broader Strategic
Sales Opportunities
Services
Cisco
InterCloud
Fabric
Partner or
resold SaaS /
IaaS
Data Center, Cloud, XaaS
Strategy services
Plan-build -manage IT lifecycle services
Cisco ServiceGrid
Cisco Data Virtualization
Enterprise Networks
Professional
Services for
Public Cloud
Adoption
Security and
Risk
Management
Solutions
Cisco CPS
or Branded
Cloud
Consumptio
n
Assessment
Governanc
e
Private Cloud
Plan, Build and
Manage Services
BYOD
NOS
Consulting Services
Partner best practices on cloud governance
Products
Data Center, Cloud
Network
Value
Enhancement
Opportunitie
s
Strategic
Opportunities CXO Relevance Competitive Differentiation
2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Intelligent Automation for Cloud (CIAC)
Cisco Unified Computing System (UCS)
Director
FlexPod
EMC VSPEX
Collaboration
Cisco WebEx
Cisco Hosted Collaboration Solution (HCS)
Security
Practice Growth
Cisco
Cisco
Cisco
Cisco
Cloud Web Security
ScanSafe
IronPort
CiscoServices
Confidential
ASA Next-Generation Firewall
25
Back to How to Lead with Services
Next Steps
Contact your local
Cisco Partner Services
Development Manager
today to find out how
Cisco Services can
accelerate your cloud
business.
Thank you.
