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© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1
Managed Services Channel Program
April 08, 2008
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
What This Session Covers
The managed services market opportunity
Cisco’s Managed Services Channel Program Overview
Preview of the MSCP Agent model
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3
What Are Managed Services?
Information Technologies Delivered As Finished Solutions, Managed Remotely by Highly Skilled Professionals from a Network Operation Center (NOC)
Managed Services Are Proactively Monitored and Providers Can Troubleshoot Incidents from the NOC, According to Defined Service Level Agreements (SLAs) Negotiated with End Users
Managed Services Are often Offered on an Operating Expense Basis That Requires No Capital Outlay for the End User Customer
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
Video on Demand
Wireless Mobility
Anywhere, Anytime Network Access
Collaboration Applications
20% of Global Workforce Is Remote
IT Departments Must Support Increasingly
Complex Business Applications
* Source: The Economist 2007
Information Technology Is Critical
Workplace EvolutionThe Way Business Is Done Dramatically Changes
Interactive Business
Video On-Demand
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5
CAGR18%
Security 20%IP Voice 39%Metro E 22%IP VPN 9%
Technology
Huge Growth Opportunity
Managed services growth bests growth rate of overall technology growthKey technologies are more likely to be consumed as managed servicesIT is shifting from technology decisions to solutions/ provider choices
Managed Services Trends:
$57B
2007 2008 2009 2010 2011
$49B
$41B$34B
$29B
2012
$66B
Source: Ovum 2008
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6
Revenue Growth in All Size Classes
18%CAGR (2007–2012)
21%
17%
17%
19%
20%
Global Revenues by Company Size Band, 2007 and 2012
2.07 5.213.51
8.257.81
16.869.0
19.75
6.21
15.83
28.58
65.90
0.0
10.0
20.0
30.0
40.0
50.0
60.0
70.0
2007 2012
US$ B
5000+1000–4999250–999100–24920–99
Segment buying patterns are relatively consistent above 250 seats
*44% of SMB prefer to buy IT from Local VAR or SI—Forrester Research 2007
**
Source: Ovum, 2007
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7
Cisco’s Offer-Based Program Model
OutsourcingManaged ServicesResale
Program model geared to unique needs of MSP’sDrive AT and Cisco IP TransportConsistent with value-based strategyCreate preference for Cisco Powered Services
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8
Fundamental Program Structure
ServiceCoveredby SLA
NetworkOperationsCenter
Tiering ofManaged ServicesRewards
Requirements
Service Portfolio
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9
Requirements
MSCP Criteria based on major industry frameworks:
ITIL (Information Technology Infrastructure Library )
ISO 20000-1
Cisco conducts independent third-party audit of Partner NOC
NOC Procedures and capabilities
Review of partner service portfolio
Services parsed into model
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10
Cisco Powered Managed Services:Managed Unified Communication
Managed ConnectivityManaged Data Center
Managed SecurityManaged Mobility
Cisco AT Based Managed SolutionsCisco Based IP Connectivity
Managed LANManaged Legacy
Connectivity
Rewards Tied to Service Value
Strategic Managed Services
Legacy Managed Services
Rewar
dsReb
ates
*VIP, OIP, SIP Rebates do not apply to MSCP purchases
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11
Managed Service Designations
Managed Service OffersExperience Based Criteria1. Technical Attributes of service
2. Reporting and Management features
3. Resilience and Quality of Service
4. Service Level Agreements
Validated by independent 3rd Party
Inclusive Bills of Material
Pre-approved pricing
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 12
Service Designations
ProgramLevel
Managed Connectivity
Managed Security
Managed Unified Comms
Managed Mobile Comms
Managed Data Center
Cisco Powered Managed Services
MPLS VPNMetro EthernetInternet IP Trunking
FirewallIDS/ IPS
Business CommunicationsUnified Contact CenterHosted UCS
WAAS
*TP Transport*Appl Aware VPN
*Managed TP
*NAC*Video Surveillance
*Service Mesh
Strategic Managed Services
MPLS VPNMetro EthernetInternetIPsec VPNIP Trunking
FirewallIDS/ IPSSecure Router (K9)
Business CommunicationsUnified Contact CenterHosted UCS
Wireless LAN WAAS
*NAC
*Hosting/Co-Location
Legacy Managed Services
RouterFrame Relay/ATMLAN
*Hosting/Co-Location
*Denotes Future Designation
© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13
Conditioning the Market to DemandCisco Powered Managed Services
Cisco Website
CPMSMicrosite
Partner LocatorFind a MSP
SocialMarketing
Viral Videos, “Experience the CPMS Difference”
DigitalMarketing
Google, SEO, Banners Ads
Analyst Thought
LeadershipBusiness
TechnologyRoundtable
Managed Services
CommunitiesWebinars,
Blogs, Research
Demand Generation
Demand Accelerator
Tool
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14
Phase 2Phase 1
Cisco Services and MSCP
Managed Services Channel Program
Shared Support
Co-brand Foundation
Collaborative Services
Collaborative Service Family for Managed
Services
Integrated Program Structure Service Price Predictability Rewards Tied to Value Provided through a Partner’s Managed Services OfferingsAligns Cisco Service Portfolio with WW Channels Managed Services Channel ProgramIntellectual Capital Based Service OfferingsAvailable SLAs
Use Existing Service
Programs
Cisco Service
Promotion for MSCP
or
3% net Rebate on New SMARTnet Orders
Use of E-Promotion Code
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 15
Q and A
MSCP Program Details www.cisco.com/go/mscp
Cisco Powered Program www.cisco.com/go/cpn
Cisco Partnerspace www.ciscopartnerspace.com
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