Transcript Better Together 2.0 Plan West Enterprise & Commercial

B
etter
Together
Better
Together
2.0
Better Together 2.0
Cisco & NetApp Sales Teams
2.0
Session Agenda
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3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Better
Together
2.0
Executive
Kick-Off
Gary Osredker | NetApp Mountain Region Director
Erica Beckstrom | Cisco Enterprise PNW Operations Director
FlexPod By the Numbers
Better
Together
2.0
5,000
1,000
Customers
4
Years
80
Validated
Designs
Channel
Partners
3 100
$
Billion
Joint Sales
Countries
Thank You!
Better
Together
2.0
2014 Cisco
& NetApp
West AMs
that sold
FlexPod
Better Together
Better
Together
2.0
“Our current run-rate is $1B
each. Lets now accelerate
FlexPod to $2B each.”
- John Chambers, CEO Cisco
- Tom Georgens, CEO NetApp
Integrated Infrastructure Market Momentum
Better
Together
2.0
“ By year-end 2015, “ By 2015, converged
35% of total
infrastructure will
server shipped
represent 9.5% of
value will be as
the $64B services,
integrated
software, and
systems.”
hardware markets.”
“ By 2017, nearly
two-thirds of all
enterprise
application
infrastructures will
be packaged in the
form of a converged
solution.”
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Better Together
Better
Together
2.0
Built first Apple
Computer
Together:
Revolutionized
Personal Computing
Steve Wozniak
Made it into a
Business
Steve Jobs
Better Together
Better
Together
2.0
Laid Foundation for
IBM Contract
Together:
Revolutionized
Computer Software
Paul Allen
Made it a World
Wide Empire
Bill Gates
Better Together
Better
Together
2.0
John Chambers
Tom Georgens
Better Together
Better
Together
2.0
#9
Global
Ranking
#1
X86 North
America
Market
Unified
Compute
Server & Networking
relationships
John Chambers
Best Companies to Work
for in 2014
Best of Breed products
Common Product Strategy
Unique Customer
Relationships
#3
#1
Global
Ranking
Storage
Operating
System
Unified
Storage
Storage & Systems
relationships
Tom Georgens
Why Integrated Infrastructure?
Better
Together
2.0
FlexPod Benefits
Better
Together
2.0
1 Validated 2 App-Centric 3 Flexible 4 Supported
Design
Plan
Procure
Deploy
Test
Traditional
Plan
Procure
Deploy
Test
50%
Less
Deployment
Time than
traditional
17
Applications
Validated across
80+ Designs
SCALE
FlexPod
With Unified Compute &
Storage plus Flexible
Architecture
6
Vendors included in
back-end
Cooperative Support
Means…..
Means…..
Means…..
Means…..
Faster time-to-Market and
Reduced Risk
More Relevance to App
& Business Owners
IT can scale to Meet
Business Demands
Faster Time to
Resolution
Market Trends
Better
Together
2.0
Cloud
SDN
Big Data
Hyper-
Converged
UCS Director
TBD…
ACI
InterCloud
NetApp
Private
Storage
FlexPod
cDOT
FlexPod
FlexPod
FlexPod Plays
Better
Together
2.0
1 Cloud
Private
2
System Manager
Business
XenDesktop
View
HyperVisor
4
3 Apps
Virtual
Desktop
Business
Database
5 Data
Big
6 Refresh
FlexPod
ERP
Windows
Server 2003
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
FlexPod Financing
Better
Together
2.0
Unified FlexPod Financing enabled via
joint marketing agreement between
Cisco & NetApp Capital Solutions
Provides NetApp customers with
ability to conserve investment capital,
reduce TCO, and attain greater
flexibility in positioning for future
technology refresh cycles
Ability to finance total customer
solution - NetApp and Cisco hardware,
software, professional services, and
third-party content
FlexPod Financing
Better
Together
2.0
FlexPod Financing Benefits
 Capital & Operating leases - on or off-balance sheet
 Flexible Consumption Models - i.e., Pay as You Grow
 Deferred payments - aligning investment to business benefits
 Ability to finance 3rd-party products and services
Cisco Financing to
NetApp as a
* Client Executive, NetApp
Customer
** Region Manager, Enterprise West
Since 2003, Cisco Capital has financed over $152MM in Cisco
infrastructure investments for NetApp
Operating leases reduce
NetApp’s
TCO, while
* Region
Manager, Commercial
West providing
greater flexibility for future technology refresh cycles
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Better
Together
2.0
Winning
with FlexPod
FlexPod Win | Bellevue
• Win background: Umpqua Bank has been a FlexPod customer for just
over 3 years. Cisco UCS and NetApp storage are data center
standards.
• Key to success with winning:
• Understanding Umpqua Bank’s requirements
• Established trusted relationship
• Great partnership between Cisco & NetApp
• Total revenue sold: $1.2M in UCS and Nexus | $4.3M in FAS
• Competitive pressure: IBM & EMC
• Partnership dynamic: We jointly developed the take out story. Jointly
called high into the account to explain what the books told us about
the IBM / Sterling deal. And jointly developed a full list price, less a
“trade-in” discount for the replacement gear.
• Moving forward in the account: Allowed Cisco to seed Nexus 9K/ACI
into the account.
CONFIDENTIAL - Cisco and NetApp Internal Only. All rights reserved.
Better
Together
2.0
FlexPod Win | Bellevue
Background
-
-
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RFP Released 4/11/2014
Had already been discussing FlexPod as
solution of choice with partner ASG
Central to RFP was “cloud first
strategy”
Need for solution that could start
small, scale big, and integrate
seamlessly with Azure as needed
Competing primarily against IBM and
Dell
Aging HDS/Dell infrastructure difficult
to manage and lacked cloud capability
Initial Revenue: $300K (Cisco), $470K
(NetApp)
CONFIDENTIAL - Cisco and NetApp Internal Only. All rights reserved.
Better
Together
2.0
Why we Won
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Validated Reference Architecture
Longstanding Reseller Partner
Relationship
Integration with Hyper-V, Azure and
Systems Center
Joint Support Model
Productive meetings with NetApp cloud
and MS teams
King County as local reference running
Hyper-V FlexPod
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Key Asks for Each AM
Better
Together
2.0
•
Add 1 – 2 New Opportunities in your
pipeline using provided account
planning guide by January 31
•
Maintain Monthly Cadence with
Cisco/NetApp counterpart after
completed session (First Cadence in
January)
•
Get a Customized NFL Jersey with your
name on it when you Commit a $100K
FlexPod deal by April 24*
*Includes Cisco & NetApp AM & SE / Limited to first 10
NFL Jersey FlexPod Pipeline Incentive
Better
Together
2.0
Get a Customized NFL
Jersey with your name
on it when you Commit
a $100K FlexPod deal by
April 24*
*Includes Cisco & NetApp AM & SE / Limited to first 10
Introductions
Better
Together
2.0
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Name
Company
Role
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Account Planning
Account List
MSFT/SAP Upgrade
+
Mapping
2.0
White-Space
Account List
Account
Better
Together
FlexPod Refresh
Account
Targets
+
Joint Account
Planning Guide
Account
Planning
Resources
Better
Together
2.0
Claude Steinmayer
NetApp FlexPod BDM
Nor Cal & Mountain States
Kim Wallace
NetApp FlexPod BDM
So Cal & SouthWest
David Pugh
Cisco FlexPod BDM
West Area
cisconetapp.com
Session Agenda
•
•
•
•
•
•
3:30 | Executive Kick-Off
3:40 | Better Together Overview
4:00 | FlexPod Financing
4:05 | Winning with FlexPod
4:20 | Wrap-Up & Introductions
4:35 | AM / SE Break-Out
AM Account Planning
SE Technical Deeper Dive
• 5:30 | Off-Site Happy Hour
Better
Together
2.0
Happy Hour - Bellevue
Better
Together
2.0
Seastar
Down the Hall!
Better
Together
2.0
Better
Together
2.0
Resources
Better
Together
2.0
Cisco Capital Enterprise West Team
Sales Contact
Location
Email
Phone
Denver
[email protected]
303.330.5678
San Francisco
[email protected]
415.786.3116
Irvine
[email protected]
949.383.7811
Greg Novak*
Portland
[email protected]
503.347.8107
Cole Schultz
Seattle
[email protected]
317.507.4039
Scott Wenning**
Dallas
[email protected]
214.704.0969
Matt Creer
Jon Lenzi
Chester Nemeth
* Client Executive, NetApp
** Region Manager, Enterprise West
Cisco Capital Commercial West Team
Sales Contact
Location
Email
Phone
San Francisco
[email protected]
408.527.9099
Carl Curtis
Irvine
[email protected]
949.823.3752
Dominic Garcia
Irvine
[email protected]
949.823.3711
[email protected]
408.526.7116
[email protected]
408.894.6878
[email protected]
925.223.0095
Collin Chow
*
**
Rod Magat
San Jose
Client
Executive, NetApp
Region
Enterprise
West
Amanda Manager,
Romero
Pleasanton
Dave DuFresne*
Pleasanton
* Region Manager, Commercial West
* Region Manager, Commercial West