1© 2005 Cisco Systems, Inc. All rights reserved.Session NumberPresentation_ID Cisco Confidential
Cisco Lifecycle Services
Karl MeulemaVice President, Cisco Services Channels
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Cisco Services
Lifecycle ServicesFoundation
Sharing Of Intellectual Assets
Service Program Development
DesignDesign ImplementImplement OptimizeOptimizeOperateOperatePlanPlanPreparePrepare
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• Lifecycle Services is NOT a program – it won’t finish in 6 months’ time!
• Lifecycle Services is NOT a SKU offering or the name of the Cisco Services portfolio – it cannot be ordered.
• Lifecycle Services will NOT solve all partner issues once implemented.
• Lifecycle Services is NOT about telling the partner to discontinue the services they sell today. It is about ensuring that they can cover the services lifecycle and how they leverage Lifecycle Services and our related enablement programs to do that.
• Lifecycle Services IS a long term, strategic mindset change that needs to happen across Cisco and our Partner community. It is the future of how we position and sell our advanced technologies AND how we can work collaboratively with our partners.
But First………………..
What Is Lifecycle Services?
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What is Driving The Need
Data Center
B2B Links
Branch Offices
Distribution
Extranet
Partners
Field Organizations
RemoteEnvironments
MessageBroker
LegacyApps
Security
B2B Gateway
BAM
Transformation
EDITelephonyBusinessIntelligence
BusinessRules
MobileServices
Event Capture
RFID
ComplianceLogging
DatabaseLookup
Load Balancing
Custom Protocol
EAI
Web Service
Adapters
SOA
Standards
Compression
ESB
J2EE
.Net
ASP
MQSeries
MORE EXPENSE
MORE LAYERS, COMPONENTS
MOREINTERACTION
MOREAPPLICATIONS
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ImplementImplement
Today, a Coordinated Sequence of Activities Is Needed for Success In Deploying and Operating Technologies and Optimizing their Performance
Traditional Approaches to Service and Support: Basic and Limiting
Point Approaches to Service and Support in the Design, Implement, and Operate Phases Were Once Enough
Prepare and Plan Effectively to Set the Stage for Sound Design
Continually Adapt to Changing Business Requirements
Progress Smoothly into Operations
DesignDesign OperateOperatePlanPlanPreparePrepare OptimizeOptimize
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Go To Market…Together
CISCO PARTNER
The Cisco Lifecycle Services Joint Go To Market Strategy…
• Provides a framework for Cisco and our partners to collaborate
• Defines how Cisco and its partners will make service offerings available to customers throughout the entire technology or network lifecycle
• Creates clarity by customer segment
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Building A Collaborative Go To Market
=Joint
Cisco/Partner Offering
Enable the Partner
= Cisco Preferred Go-to-Market + Partner
Capabilities
Partner or CiscoCiscoPartner
Legend
Technology Services Stack
+Coverage Model
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Sharing Intellectual Assets
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The Cisco Lifecycle Services Approach Can Help Partners to:
Gain opportunities to increase profitabilityImprove skills in selling and delivering service, enhance services portfolio, and expand service practice
Reduce risk in deploying and supporting new andcomplex technologies
Knowledge transfer, partner enablement, and Cisco or Co-Brand services to increase success across the services lifecycle
Improve end customer satisfaction and loyaltyHelp customers to successfully deploy and operate Cisco technologies, and to optimize them throughout the lifecycle of the network
Improve productivityRepeatable, proven processes for selling, delivering, and supporting Cisco advanced technology solutions
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Web Resources To Help Partners
NEWSteps to Success
• In-depth content on Lifecycle Services
• New content available Dec 2005
• Detailed information on individual service stack implementations
• Methodologies, tools, templates
www.cisco.com/go/stepstosuccess
P P D I O O
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Lifecycle Services Training Development
• 5 modules in development at presentFoundation Express – Released Dec 05
IPC – Launch Jan 26
Security – Launch Jan 26
Wireless – Launch Feb 23
Routing & Switching – Launch Feb 23
• Free to partners
• All exams completed
• Piloting Foundation Express exam with 5 partners globally
• Update of CSEPIncluding - Lifecycle Services / Best Practices
P P D I O O
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Partner Services Enablement Tool—New Resource for Partners
• Automated tool for specialized partners designed to drive better productivity
• Focus on how to improve services business by technology (IPC first phase)
• Identify technology services capability gaps and provides recommendations to increase partner success in all phases of the services lifecycle
• Provides partners access to tools and templates that partners can put to use immediately
• Benchmark your services performance to improve your business – track progress, reporting functions
P P D I O O
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Services Programs
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What Do These Have In Common?
? ?
?
?
?
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Organizing Questions
• What are the top 5 activities that partners need to do to take advantage of Lifecycle Services?
• What are the top 5 activities that must Cisco do to make partners successful through Lifecycle Services?
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