Cisco ServicesAccelerating Our Growth Together

David Mackinnon Raghunandan K S

Director, APJC Cisco Services Managing Director, Services India & SAARC

Cisco Confidential 2© 2014 Cisco and/or its affiliates. All rights reserved.

● “One of the most exciting things I see is how quickly the market is changing – and how the network is becoming central to every major transition… But to take advantage of these opportunities requires us to change at a tremendous pace.”

- John Chambers, 2014 Global Partner Summit Keynote

Cisco Confidential 3© 2014 Cisco and/or its affiliates. All rights reserved.

Technology Transitions and Business Implications

InternetofEverything

People Process

Data Things

Customer Needs Shift

Internet of ThingsNew Breed of

AppsBig Data AnalyticsMobile/VideoCloud

Consumption Models

Outcomes-Based

Buying Centers/LoB

Cisco Confidential 4© 2014 Cisco and/or its affiliates. All rights reserved.

Product and Technical Services Focused

Deep domain and vertical expertise

Trusted advisor status with lines of business

Software integration and developers

Next-generation, software-enabled services delivery at scale

Flexible consumption models

Business value and outcomes

Managed and Profession Services and Software-Centric

Industry-leading, partner value proposition for Cisco architectures and technologies

Strong customer and partner relationships

Today Tomorrow

Ongoing Partner Journey

Cisco Confidential 5© 2014 Cisco and/or its affiliates. All rights reserved.

Services for Every Phase of the IT Lifecycle

Improve performance, availability, resiliency

Create an agile infrastructure

Develop a cost effective strategy

Prepare to support new solutions

Speed time to value

Reduce deployment costs

Maintain availability during deployment and migration

Increase efficiency and reduce costs Mitigate risk

Smart Service

Capabilities

Plan Build

Manage

Str

ate

gy

&

An

alys

isA

sses

smen

t

Design Validation

Deploym

entM

igratio

n

Prod

uct

Supp

ort

Solution

SupportOptimization

Operations

Managem

ent

Cisco Confidential 6© 2014 Cisco and/or its affiliates. All rights reserved.

Automated Software -Enabled Capabilities

…which collectNetwork Diagnostic

Data

…which is analyzed and compared to

Cisco’s Deep Knowledge Base

…to provideActionable Insight

What does this mean to Cisco Partners? More profitability and

margin Added value and relevance

Increased volume Gateway to increased managed and professional services

Cisco Smart Services

Cisco Confidential 7© 2014 Cisco and/or its affiliates. All rights reserved.

Services that Fit Partner Business Models

Support Services

Managed Services

Professional Services

Drive incremental services revenue

Increase margins using automation

Increase service value and customer loyalty

Optimize Your Existing Practice

Gain architectural expertise to deliver new professional services

Leverage Cisco assets to build a managed services practice

Acquire expertise to deploy certified cloud solutions

Quickly Expand into New Practices

Cisco Confidential 8© 2014 Cisco and/or its affiliates. All rights reserved.

Cisco’s Cloud Ecosystem Partner Roles

Intercloud

EnterprisePrivateClouds

Public Clouds

Intercloud Partners

Cloud Services and Applications

Cloud BuilderPrivate Clouds

TechnologyPartner

Aggregator

Consultant(Influencer)

Application /SaaS

PartnerDeveloper

Intercloud

Provider

Intercloud Alliance Partner

(CCS)

PartnerCisco

Cisco Channel PartnerDeveloper

Cisco Confidential 9© 2014 Cisco and/or its affiliates. All rights reserved.

Cisco Services Expanding (Software) Portfolio

Allows eligible partners to sell an expanded portfolio, including:

Provide a simple way to measure, monitor, and

manage energy usage for network and IT systems

across the enterprise without the use of device-side agents, hardware meters, or network

configurations.

Cisco EnergyWise™ Suite

Seamlessly integrate enterprise IT and service

providers to enable automated multi-party

service collaboration in the cloud.

Cisco ServiceGrid™

This software technology connects all kinds of data

from across the network and makes it appear as if it's in

one place.

Cisco Composite

Cisco Confidential 10© 2014 Cisco and/or its affiliates. All rights reserved.

An APJ Software Case StudyIndia Partner Works with an Enterprise Customer

EnergyWise Suite

Customer Challenges

Partner Value

Helps customers monitor, measure, and manage the energy use of all devices connected to their network

Optimizes data centers and reduces operating expenses by 35% through IT energy savings

Monitor and manage IT energy consumption

Reduce OPEX for IT energy

Provide data and analyze IT energy consumption by device/OEM

Improve operational efficiency

New offering enabled customer to be Green

Allows more relevant customer business discussions when savings discussed

Enhanced sales opportunities to cover multiple locations

Increased customer satisfaction

Cisco Confidential 11© 2014 Cisco and/or its affiliates. All rights reserved.

14 1-Tier and >2408 2-Tier

Partners in CSPP

69% Attach Rate 2 point improvemet

Renewal Rate

10+ Partner Enablement Workshops

>$12M Paid Out in Rebates

India - FY14 Partner Performance Highlights

Cisco Confidential 12© 2014 Cisco and/or its affiliates. All rights reserved.

Services Business through Partners

70% Worldwide

75% APJC

88% India & SAARC

Thank You

Cisco Confidential 13© 2014 Cisco and/or its affiliates. All rights reserved.

Steps to Success: The IoE-Ready Organization

Accelerating Growth and Innovation

Smart Services Increase Business Relevance Leverage Cisco

Smart Portfolio Expanded Services

Opportunities

Annuities Business Focus on Services

Attach/Renew Automation (Auto-

Quotes) IBLM and Uncovered

Products

Professional and Cloud-Centric Services Professional Services Cisco Cloud Programs Partner

Transformations with IoE and New Business Models

Optimize Evolve Transform

Cisco Confidential 14© 2014 Cisco and/or its affiliates. All rights reserved.

Growth through Customer SuccessADOPT

Accelerate value realization for

customers

RENEWShould be friction-free as customers realize the value of solution they bought

EXPANDCustomers consume more offers, features and functionalities and buy more seats

LAND / ATTACHSelling attach of new product and

services solutions

Land / Attach

Cisco Confidential 15© 2014 Cisco and/or its affiliates. All rights reserved.

Higher Margins and Profits Increased Reach and Growth

Opportunities Consistent, Recurring

Revenue Increased Business Depth

and Ability to Offer Complete Solutions

Increased Stickiness and Loyalty

Services Lead the Way

With Change Comes Opportunity

Cisco Confidential 16© 2014 Cisco and/or its affiliates. All rights reserved.

Let’s Bet On Our Future Together

Optimize Annuities Business Optimize Services Attach/Renew Leverage Cisco's Automation and Programs

Evolve to Smart Learn More about Smart Embrace Smart Services to Deliver Business Value to your Customers

Transform Your Business Cisco and Ingram Strategic Cloud and Technology Investments Capitalize on the Internet of Everything

Cisco Confidential 17© 2014 Cisco and/or its affiliates. All rights reserved.

● “At the heart of what I want to communicate is that it's a partner ecosystem that we are not only deeply committed to, but it's the way we are going to win together.”

- John Chambers, 2014 Global Partner Summit Keynote

000000_18

Thank You!