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
2013-2014 Cisco and/or its affiliates. All rights reserved.

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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
2013-2014 Cisco and/or its affiliates. All rights reserved.

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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

2013-2014 Cisco and/or its affiliates. All rights reserved.

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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

2013-2014 Cisco and/or its affiliates. All rights reserved.

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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.

Cisco Confidential

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

Cisco Confidential

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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.

Cisco Confidential

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

Cisco Confidential

24

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.