Post on 25-Feb-2018
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How to lead with serviceto drive Cisco CloudSolution SalesCisco Collaborative Professional Services (CPS)Assessment for Cloud Consumption
April, 201
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Aenda
rends and *usiness +mperatives
Customer Challenes
he pportunit-
How Cisco Services Can Help .ou
Services$led Sellin
/et Steps
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rends and *usiness +mperative
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2#Share of + spendin devoted to public cloudtoda-' rowin b- 13 in # -ears'(Cisco%+ntel)
40lobal 1000 companies that will have
customer data stored in the public cloudb- 2015 (artner)
356espondents who believe + will be a
7bro8er9of cloud services for :*s (Cisco%+ntel)
he ;ove to the Cloud +s
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=1> C+'com? =2>C@ 201# State of the Cloud 6eport
@rive business ailit- to
innovate
;anae public cloud costs ;itiate public cloud business
ris8
+mplement cloud services
manaement
BB of companies who toda- eperience cost s
#2 of companies usin
increased their abilit- to
44 of companies usinan increase in e&cienc-
hen deplo-in cloud,oraniations are loo8in to D
hat the-Eve been ab
to achieve D
As Customers See How Cloud @rives*usiness utcomes
http://www.cio.com/article/730036/How_Cloud_Computing_Helps_Cut_Costs_Boost_Profits?page=1&taxonomyId=3016http://www.cdwnewsroom.com/wp-content/uploads/2013/02/CDW_2013_State_of_The_Cloud_Report_021113_FINAL.pdfhttp://www.cdwnewsroom.com/wp-content/uploads/2013/02/CDW_2013_State_of_The_Cloud_Report_021113_FINAL.pdfhttp://www.cdwnewsroom.com/wp-content/uploads/2013/02/CDW_2013_State_of_The_Cloud_Report_021113_FINAL.pdfhttp://www.cio.com/article/730036/How_Cloud_Computing_Helps_Cut_Costs_Boost_Profits?page=1&taxonomyId=30167/25/2019 Cisco Cloud Solution
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Customer Challenes
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D but will see this impact
5-10XPublic cloud services t-picall-purchased without +involvement(Cisco)
90%Percentae of + ependitureoutside of + budet b- 2020(artner)
Public Cloud
.et raniational @emands Are 6esultin inCostl- and 6is8- 7Shadow +9
raniations want to D'
D host applications
D collaborate diFerentl-
D share documents
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Gound 5#0 Cloud ServiceProviders (CSPs), I0unauthoried
+denti!ed more than J1; inannual spend on CSPs
*loc8ed I0 of +nternet tra&
Kmplo-ees pushin foradditional cloud services
+denti!ed 220 CSPs, less th1 authoried
Provincial overnmentlobal KLuipment ;anufacturer
And raniations Are @iscoverin +ts+mplications
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he pportunit-
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An pportunit- Kists for Knhanced Public Covernance
Challene
Public CloudMisibilit-
@ata Securit-and Compliance6is8
*ene!ts
Misibilit-
;itiate6is8
6isin Costs
ptimie Costs
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And Cisco +s ell$positioned to Support .ouand .our Customers
CiscoEs delivers industr-$leadin cloud strate-, serand technolo-N
6ated O1 for Cloud professional services across all cateories in +@C surve-
6an8ed O1 Cloud infrastructure vendor b- S-ner-four Luarters runnin =#>
6ated O1 for Private Cloud Strate- b- Gorrester 6esearch=2>
6an8ed lobal 7;aor Pla-er9 in +@C ;ar8etScape for cloud professional serv 6ated 7:eader9 in +@C ;ar8etScape for @C Support=4>
=1> 201# +@C Services roup Surve-N he Gorrester aveRN Private Cloud Solutions, 201Cisco :eads in Public Cloud +nfrastructure ;ar8et,S-ner- 6esearch, #%2%201? => +@C ;ar8etScapeN orldwide Cloud Professional Services 201# Mendor Anal-sis? =4>+@C ;ar8etScapeN orldwide @atacenter Hardware Support Services 201# Mendor Assessment
https://www.srgresearch.com/articles/cisco-leads-public-cloud-infrastructure-market-hp-1-private-cloudhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttps://www.srgresearch.com/articles/cisco-leads-public-cloud-infrastructure-market-hp-1-private-cloudhttps://www.srgresearch.com/articles/cisco-leads-public-cloud-infrastructure-market-hp-1-private-cloudhttp://idcdocserv.com/242401e_Ciscohttp://idcdocserv.com/242401e_Ciscohttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://idcdocserv.com/242401e_Ciscohttp://idcdocserv.com/242401e_Ciscohttps://www.srgresearch.com/articles/cisco-leads-public-cloud-infrastructure-market-hp-1-private-cloudhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.cisco.com/c/dam/en/us/solutions/collateral/enterprise/enterprise-medianet/idc_marketscape_datacenter_hardware_support_services.pdfhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttp://www.forrester.com/pimages/rws/reprints/document/104661/oid/1-N6X2FIhttps://www.srgresearch.com/articles/cisco-leads-public-cloud-infrastructure-market-hp-1-private-cloud7/25/2019 Cisco Cloud Solution
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How Cisco Services Can Help .o
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Start with ur Cisco Collaborative Service toAnal-e Customer Public Cloud Consumption
Customer bene!tsNCisco CollaborativeProfessionalServices (CPS)Assessment forCloud Consumption
Sold and delivered b--ou, this service canhelp -ou enhance
customer abilit- tomanae their cloud b-providin full visibilit-into cloud usae with adetailed anal-sis tofacilitate data$drivenstrateic discussions'
+dentif- authoried and unauthoried public services throuh #50 deree visibilit- acrosspremise and public cloud
;itiate downside b- proactivel- identif-in compliance issues associated with cloud usa
6educe costs b- actin on credible data$basand recommendations
Knable reater business ailit- throuh stratovernance
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A Service ith an +ndustr-$uniLue MalueProposition
he Cisco CPS Assessment for CloudConsumption is based on best practicesestablished b- Cisco + in manain 1000+Cloud Service Providers for more than adecade
Only Cisco combinesa comprehensiveanalytic tool ith e!pert en"ineeranalysis to produce deep insiht andrecommendations for the customer
environment
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And hat +s Kssential in Helpin .ou Achievehese *ene!ts
CT
6elevance
Competitive
@iFerentiation
Practic
rowt
Position -ourself as atrusted cloud advisorwith C$level decisionma8ers
Knable stron C$level%
:* conversation onCloud
Help C+ become acloud service bro8er
Create a disruptivecontrol point
Advise on public %private cloud strate-
Assist in plannincompetitive cloudstrate- vs' public cloudvendors (AS, oole,etc')
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#2
#
$indos A%ure
Cisco Cloud
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'inancial Analysis+denti!es !nancial impact of consumption includin savinstrateies
Cloud *isibilityCateoried list of 8nown andun8nown cloud vendors anddetailed usae
.ouEll 6eveal hese Ue- @ata Points with .ouCustomersE Cloud Assessment 6eport
is Pro,le+nitial cloud ris8 pro!le, impamitiation recommendations
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-overnance.focuseddiscussions Strateies to consolidate and%or
eliminate cloud services
+denti!cation of duplicate serviceswith potential for consolidation
+denti!cation of over$ and
underutilied services and net stepsto address
Cost.focused discussions
Karl- warnin of overae and relatedchares leadin to further anal-sis ofusae
Kstimates of potential cost savinsusin
Helpin .ou @rive Ue- @iscussions to +dentif-/ew Cloud Proects D and /ew 6evenuepportunities
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Services$led Sellin
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#dentifytar"etcustomers
/ualifytar"etcustomers Sell the
assessmentto reveal tocustomers theirtrue public cloud
usae and itsimpact'
HereEs How to :ead ith the Cisco CPS Assefor Cloud Consumption to @rive a SolutionKnaement
Pla
Create services
technolo-
b- usin
cloud consuto identi
shadow + sand
new clou
Sell anddeliverthe leadservice
Create a list ofcustomers whoma- bene!t froman assessment oftheir pubic cloud
usae'
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+dentif- aret CustomersCreate a list of customers who ma- bene!t from an assessment of their pubic clo
Has di&cultiesmanain cloudcosts
:ines of businessrather than + ispurchasin publiccloud services
Has duplicate costsfrom cloud vendorsand canEt neotiatebul8 contracts
/eeds to bmanae thassociated
Kmplo-eeunapproveservices
CanEt idenservices mfor securitperformancomplianc
Has limited visibilit- ofcloud usae
Kperiencin anincrease in cloudservices purchasedwithout + approval
Cannot identif- oreFectivel- manaecloud serviceproviders
reater CloudMisibilit- :ower Cloud Costs ;itiate C
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ualif- aret Customers
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Sell and @eliver the :ead ServiceSell the cloud consumption assessment to reveal to customers their true public cits impact
verview of the Cisco CPS Assessmentfor Cloud Consumption
*
http://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdfhttp://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdfhttp://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdfhttp://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdfhttp://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdf7/25/2019 Cisco Cloud Solution
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Complement -our services practice and et to mar8et more Luic8l- with two services families froacross the full plan$build$manae + lifec-cleN sell and deliver Cisco Collaborative Services and%or
*randed Services'
@rive a Solution Knaement@rive follow$on services sales and technolo- pull throuh b- usin the resultinconsumption report to identif- customer shadow + spend and ris8, and identif- nproects
Cisco *randedCisco Collaborative Cisco *randedCisco Collaborative Cisco Collaborative
Cisco CPS Assessment for CloudConsumption
Cisco Cloud Strate- Service
Cisco Cloud Plannin and @esin Service
Cisco @ata CenterAssessment for Cloud Consumption
@ependin on -our practice needs, -ou canchoose between the Cisco Collaborative andCisco *randed version of the assessmentservice'
CPS @ata Center @eplo-ment Service for Cisco
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And
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/et Steps
Contact -our localCisco Partner Services@evelopment ;anaertoda- to !nd out howCisco Services can
accelerate -our cloudbusiness'
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han8 -ou'