Transcript Real, Relevant, Surprising and Fresh: Cisco Brand (Animated)

EN: Just Switch It
Part of “VIBE” in EMEAR, “JSI / Core Acceleration” in APJC, JSI in Americas
Partner Summary Version
Version 18, Nov 2013
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Latest industry trends, Current state of network
For customers, For partners
Offer Highlights, What is New, Migration Services, 3 Principles to Maximize Customer Value &
Partner Profitability
Product Upgrade From-To Tables, Target Product Lifecycle Dates
Key Slide
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For Partners & Sales
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For Customers
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EN
© 2013 Cisco and/or its affiliates. All rights reserved.
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BYOD
& Mobility
Advanced Security
& Compliance
Simplification
& SDN
Manage Mobile Device Surge
Traffic Growth from 802.11ac
Transition from Device Based
To Context Based Security
Every IT department is being Asked
to do More with Less
Pervasive Mobility with Superior Experience
Compliance
At the Same Time, Complexity is
Multiplying
Simplification with Converged Access
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Last Day of Support and End of Sale
For many of deployed infrastructure
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BYOD
& Mobility
Advanced Security
& Compliance
10G uplinks & Scale
IPv6 First Hop Security
Address Growth in Bandwidth, Future Proof, 1-10G Price Parity
Avoid Man in the Middle Attack
Integrated Controller on switch with UADP ASIC
Flexible NetFlow
Consistent Wired & Wireless Functionality
Network as Sensor for Decision Making
PoE/PoE+/UPOE Density
MACsec & TrustSec
Power Pervasive 802.11ac/n AP’s
Integrated Encryption & Context Based Access
© 2013 Cisco and/or its affiliates. All rights reserved.
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Simplification
& SDN
Cisco onePK APIs
Harness the Rich Network Intelligence
OpenFlow 1.3 with UADP
Open Standards
Remote Troubleshooting with Wireshark
Diagnose Problem from Anywhere
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4 Key Reasons for Customers
Speed of Change
Stakes are High
Trends are
Happening Now
End of Product
Life Cycle
Need to be
Proactive
The network is more critical
to business than ever before
BYOD, 802.11ac, 10G, advanced
security & compliance are here today.
Many deployed switches
and AP’s are EoL/EoS.
Don’t Lose Critical Technical Support
New roll outs take time
Don’t lose amortization budget
Embrace
Speed of Change!
Do Not Get
Left Behind!
Refresh
Before it Ends!
Don’t Wait Until
its Too Late!
Now
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Option 1
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5 Key Reasons for Partners : Profitability, Better Profitability, Maximize Profitability
Large Install Base
Ready for Refresh
Mobility & Security Top of Mind
Cisco & Competitor Install Base
Use migration services to start
conversation
Pave the Way,
Protect the Base
Collaborative Services
help build the business case
and provide recurring
revenue streams
If You Don’t,
Your Competitors Will
Gain First Mover Advantage
Refreshed Highly Differentiated
Cisco Portfolio
Aggressive &
Simplified Offers
Limited Time Offers to
Maximize Partner Profitability
Better Account Management
Align with Customer Trends
Architecture Based Selling
Highly Differentiated Portfolio
Account Satisfaction & Support with Services
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Option 2
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4 Key Reasons for Partners : Profitability, Better Profitability, Maximize Profitability
Large Install Base
Ready for Refresh
$1.6B of Catalyst 6K,3K,2K
Install Base LDoS in FY13-15
Amortized Cisco Switches Install
Base (Sold from 2003-2008)
Pave the Way,
Protect the Base
Maximize
Profitability
Collaborative Services
Aggressive Promotions:
Make the business case for
technology migration
UA Breakaway Accelerator +5% discount
for 10G,802.11ac*
Up to 18% TMP discounts for Products
Up to 10% TMP discounts for Technical
Services
VIP up to 10%
Technical Support Services
Protect the base
Continue recurring revenue streams
$2B of Aging HP 5400zl Switches
Holistic Approach to Win:
$28 Billion Competitor
Install Base 2001-10
© 2013 Cisco and/or its affiliates. All rights reserved.
Better
Account Management
Align with Customer Trends
Architecture Based Selling
Highly Differentiated portfolio
Pro-actively Start Migration
& Beat Competition
Architecture, Products, Services & Capital
*More Details Available here - www.cisco.com/go/migratenow
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$1.6B Catalyst 6500 & 3K/2K Install Base LDoS in FY13-15
$1.152B Catalyst 6500 Non-E LDoS chassis
$288M Catalyst 3K/2K LDoS Switches
$63.8B Amortized Cisco Switches Install Base Sold 2003-8*
$102B Cisco install base ( 2001-2010) *
$28 Billion Competitor Install Base 2001-10*
© 2013 Cisco and/or its affiliates. All rights reserved.
*Source: Dell O Oro
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Dell O’ro 2001 to 2010
HP
$7.2B
Without question, largest install base for refresh
Avaya
$5.2B
Declining business, switching is not strategic business for Avaya
3COM/H3C
$4.6B
Brand is being retired
Extreme
$3.1B
Financial troubles, trying to focus on DC now
Brocade
$3.1B
Old foundry switches, trying to resurgence in NA
Enterasys
$2.7B
Bought by extreme, mostly forklift upgrade to extreme
ALU
$2.1B
Not focused on enterprise switching
Total
$28Billion
Compare with Cisco $102B install base
We just need 1% of competitors this year for ~3% growth
$16 Billion between 2003 & 2008
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Places in Network Opportunities; Details in Backup Slides
OLD Products
BYOD, Pervasive Mobility,
Advanced Security, Simplicity/ SDN
NEW Products
Catalyst 2K, 3K and Competitors
Campus Fixed Access Install Base
Catalyst 4K Non-E and Competitors
Campus Modular Access Install Base
Catalyst 6K Non-E and Competitors
Campus Backbone Install Base
Catalyst 6K Non-E
Data Center Install Base
802.11 a/b/g
Access Point Install Base
WiSM, 440, 2100
Wireless Controller Install Base
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Service Opportunities
OLD Products
BYOD, Pervasive Mobility,
Advanced Security, Simplicity/ SDN
Catalyst 2K, 3K and Competitors
Campus Fixed Access Install Base
Catalyst 4K Non-E and Competitors
Campus Modular Access Install Base
Catalyst 6K Non-E and Competitors
Campus Backbone Install Base
Catalyst 6K Non-E
Data Center Install Base
802.11 a/b/g
Access Point Install Base
WiSM, 440, 2100
Wireless Controller Install Base
© 2013 Cisco and/or its affiliates. All rights reserved.
Services to Support Migration
NEW Products
• Collaborative Switching
Assessment
• Collaborative Network
Development
• Cisco Upgrade and Refresh
• Cisco Network Migration Service
• Cisco SDN Services (Cisco ONE, ACI)
• Technical Support
•
•
•
•
Cisco Upgrade and Refresh
Cisco Nexus Planning & Design
Cisco SDN Services (Cisco ONE, ACI)
Technical Support
• Collaborative Network
Development
• Cisco Wireless LAN Services
• Cisco BYOD Service Kit
• Technical Support
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Aggressive &
Holistic Promotions
Removing Barriers
to Upgrade
Super Simplified
Program
Collective Power of Promotions
UA Breakaway + TMP (Cisco/competitive)
+ Capital + Services + Bundles
= Up to 60% or Higher Discounts*
6 Month Customer Deferred Payments
By Cisco Capital
Clear Migration Path for Products
Access & Backbone Switches, AP& WLC
Support Service Contract Transfer
For Eligible Active Support Service
Contracts
Consistent 2 Level Discount Structure
“ Drive” & “Enable” For VIP22 & TMP
Holistic Approach to Win
Architecture, Products, Services & Capital
© 2013 Cisco and/or its affiliates. All rights reserved.
Revamped TMP Program
Simplified Retired Equip Return Certificate
Fixed Credits for Retired Equipment
Cisco Confidential
*Can Vary Across Regions. Details Available here - www.cisco.com/go/migratenow
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Combined Discount (TMP + UA Breakaway) is Capped**
List Price
Reduction
UA Breakaway
10G uplinks,
802.11ac
Switch +
Wireless
List Price
Reduction
Accelerator 5%
Cross Sell 5%
TMP Program
Drive (Competitive) 18%
Drive (Cisco) 12%
TS Services 10%
Enable (Competitive) 14%
Enable (Cisco) 8%
TS Services 10%
Partner Credits on
Partner Purchase Price
VIP-22
Drive 5-10%
Enable 2-5%
Base Partner Discount 50%*
Front End Discounts
© 2013 Cisco and/or its affiliates. All rights reserved.
* With OIP. Can vary for different products & regions
Back End Rebate
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**Cap Varies by region/country. For Details visit - www.cisco.com/go/migratenow
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Combined Discount (TMP + UA Breakaway) is Capped**
List Price
Reduction
UA Breakaway
10G uplinks,
802.11ac
Switch +
Wireless
List Price
Reduction
Accelerator 5%
Total Discount with TMP + Breakaway
= 60% (Cap**)
Net Partner Price
= $4000
Cross Sell 5%
60% Total Discount
Partner Credits on
Partner Purchase Price
TMP Program
Drive (Competitive) 18%
Drive (Cisco) 12%
TS Services 10%
Adjusted Partner
Net Price without VIP = $4000
VIP-22
Enable (Competitive) 14%
Enable (Cisco) 8%
TS Services 10%
Drive 5-10%
Enable 2-5%
Base Partner Discount 50%*
Front End Discounts
© 2013 Cisco and/or its affiliates. All rights reserved.
* With OIP. Can vary for different products & regions
Sample Config List Price*
= 10,000
Back End Rebate
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**Cap Varies by region/country. For Details visit - www.cisco.com/go/migratenow
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Total Deal Size = $10M
Current
Sales Mix
New
Sales Mix
Enable
80%
Catalyst 6500 w Sup720
Catalyst 4500E/Sup7E
Catalyst 3750-X, 2960
20% to 40% shift in “Drive” results in
$103,800
Incremental discount
Catalyst 6800/6500/Sup2T
Catalyst 4500E/Sup8E
Catalyst 3850, 3650,
APs 3700, 3600,
ISE, Prime, CMX
© 2013 Cisco and/or its affiliates. All rights reserved.
Drive
20%
Drive
40%
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Combined Discount (TMP + UA Breakaway) is Capped**
“Drive” & “Enable” Categories for List Price Reduction
Consistent with VIP-22 for simplicity and partner profit maximization
Simple Fixed Price Reduction:
Drive: TMP-Competitive 18%, TMP-Cisco 12% II Enable : TMP-Competitive 14%, TMP-Cisco 8%
No more individualized SKU trade-in complex discounts
TMP = Technology Migration Program
Includes both Cisco and Competitive Trade-in
Technical Services TMP Discount 10%
Not just products, Now Technical Support Services also qualify for discount
TMP Credit Transparency- What You See, What You Get
But still need approval from Partner Account Manager
Simplified Retired Equip Return Certificate
Not-in-Use Certificate Available (Physical Returns are Preferred)
Support Service Contract Transfer
Removing the barriers for install base migration
© 2013 Cisco and/or its affiliates. All rights reserved.
**Cap Varies by region/country
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Combined Discount (TMP + UA Breakaway) is Capped**
5% Discount for Switches + Wireless Cross Sell
Address BYOD and mobility trends
+5% Discount for Accelerator – 10G uplink & 802.11ac AP SKUs
Increase your revenue and profitability
Only One Promo Code to Remember
No more multiple promo codes; focus on sell not on remembering promo codes
Automatic Discount Approval up to Maximum Value in Tool
Simplicity
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**Cap Varies by region/country
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Simple 2 Categories for Rebates: Drive & Enable
Know exactly which products to promote for maximum profitability
More Aggressive Incentives for Target Architectural Solutions
Address customers key trends like BYOD and Cloud
Consistent Nexus and Catalyst Switches Incentives
Get the same VIP payout when selling Catalyst in the campus and Nexus in the data center
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10%
90
TMP Discount
Day Free Trial
on Technical Support Services
EnergyWise - Energy Management Software
Covers SMARTnet, Smart Net Total Care, Smart Care, Partner
Support Service
Reduces overall IT energy costs by up to 35%
Discount available in all regions for limited time only
Enter Trade-from Services Product Number: CON-TMP-SVCFROM
© 2013 Cisco and/or its affiliates. All rights reserved.
Gain 100 percent visibility into energy use
Reduce Total Cost of Ownership (TCO) up to $50 per port per year
Fast-Start $0 SKU: EW-JX-50SW
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6 Months
Deferred Payments
for Customers Through
Cisco Capital*
Removing Budget Barrier
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*Terms and Conditions may differ by region and country
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Program
Offer
Partner Discount (OIP)
50%*
UA Breakaway Cross Sell
Additional 5% discount for selling switching + wireless together
UA Breakaway Accelerator
Additional 5% on 10Gig & 802.11ac SKUs
VIP 22
Up to 10% back-end rebates on Drive products
TMP
Process Simplification – Simplified Retired Equip Return Certificate
TMP
Fixed credits: 18% or 14% for competitive trade-in || 12% or 8% for Cisco trade-in
TMP
10% Technical Services discount
TMP, VIP-22
Consistent 2 level (Drive & Enable) discount structure
Technical Service Contract
Transfer of remaining term
Product Discounts
Product bundles with discounts up to 54%
Stacking of Discounts
Discounts can be stacked up to 60% or Higher per deal* + VIP backend rebates*
EnergyWise
90-Day Free Trial
© 2013 Cisco and/or its affiliates. All rights reserved.
*Can vary by regions
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1. Focus of Architecture Selling & LDoS / Older Install Base
8-18% TMP (Cisco/competitive) credits for LDoS & older install base refresh. Technical Support Discount 10%
2. Always Sell More Products from “Drive” Category
2x promotion discounts with “Drive” products (latest, highly differentiated, arch aligned )
3. Strive for UA Cross-Sell & UA Accelerator
Up to 10% extra promotion discounts for UA Cross-Sell (Switch + Wireless), UA Accelerator (10G, 802.11ac)
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Ready
Set
Go
Familiarize with
“Just Switch It”
Start Customer
Conversation
Close
the Deal
www.cisco.com/go/migratenow
http://www.cisco.com/web/partners/sell/te
chnology/borderless/iblm.html
Start Conversation- Why Upgrade
Create Customer Offer
BYOD/Mobiliy, Advanced Security, Simplicity/SDN
Bundles, Promotions, Services & Capital
Messaging, Install Base Details
Assess & Discover
Close the Deal
Older Switching, Wireless, Services for Refresh
Register the Deal for Credits
Tools & Offers
UA Breakaway + TMP (cisco/competitive) + VIP-22
+ Capital + Services + Bundles
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Accelerate Profitable Migrations with Cisco Smart Services
Collaborative Services
Technical Support Services
Reduce Network and Device configuration Time
by up to 90%
Create a Recurring Revenue Stream
Improve Post-migration Verification Time by 60 to
70%
Protect your Customer by Ensuring
Network Stability and Reducing Risk
Secure your Installed Base from Competition
Provide a Structured Methodology for Product
and Technology Migration
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Lack of
Future
Lack of
Resiliency
Apparent Move to Merchant Silicon
No Major New Functionality Recently
Apparent Lack of Strong Roadmap
Many Single Points of Failure
No Switch Failover Technology
Software & Config Changes Require Reboot
Lack of
Scale
Architecture Limitations Prevent 40G
Cannot Scale to Meet Growth Requirements
of BYOD, 802.11ac, Video & More
Lack of
IT Simplicity
No Device Sensors for Automated Profiles
No IP SLA for Traffic Simulation
No Mediatrace for Troubleshooting, & More
HP Eliminates Partner Revenue by Promoting its Limited Lifetime Warranty
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Migrate HP 5400zl to Catalyst Platforms
$2 Billion* Opportunity
HP 5400zl is one of HP’s most deployed modular access and aggregation switch
Attach Technical support and build recurring revenue streams.
*Estimated from Dell 'Oro reports
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P
2 Categories of Discount for TMP & VIP-22
Enable
Drive
Rest of Cisco’s Currently Selling
Products
Cisco’s Latest & Highly Differentiated
Products Built for Current Trends,
Architectures & Future Proofing
Includes Previous Generation Products
that have Next Generation Options for
Customers
Many Products have Price Parity with
Previous Generation Products
Base Incentives for TMP (Cisco &
competitive), VIP22
Preferred Choice for Consultative Selling
Up to 2x Incentives for TMP (Cisco &
competitive), VIP22
Sample List of Products
Sample List of Products
Access
Catalyst 3850,3650 Switches;
Catalyst SUP 8E Modules**
Catalyst 4500E R chassis;
C4500E R bundles;
C4500E with Redundant SUPs**
© 2013 Cisco and/or its affiliates. All rights reserved.
Backbone
Select Legacy SUP 2T**
Current Model SUP 2T**
Catalyst 4500X
Catalyst 6800
Wireless
Access Points: : 3600 series and modules
Cisco Prime
Connected Mobile Experience (CMX)
** Excludes accessories, cables, power supplies and previous generation products. Refer to official VIP/TMP SKU list for exact SKUs and coverage.
Access
Rest of Catalyst Access Switches
Backbone
Rest of Backbone Switching**;
Legacy SUP 2T**;
C2 (SUP 720)**
Wireless
Access Points:
600 series, 700 series
1600 series, 2600 series
Controllers:
8500, 7500, 5760, 5500, 2500,
Virtual Controller
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Thank you.
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