We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byRachelle Ormes
Modified over 2 years ago
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 1 Managed Services Channel Program Next Generation WW Channels August 2010
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 2 Why Managed Services? Global IT spending growth = 5.1% CAGR Global Manages services spending growth = 25% CAGR Businesses Environment Cisco Partners Managing Expenses; CapEx => OpEx Employee Productivity Customer Satisfaction Technology Leverage, Risk Economy forcing alternatives Power requirements X as a service culture Virtual vs. in-person acceptance Seeking New, high value, recurring revenue Innovative service delivery models Integrated on-demand services Accelerated time to value Managed Services $68B >16% CAGR (2013)
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 3 Market Landscape By 2013, Hosted UC will represent 30%+ of Ciscos addressable UC market. Major global telcos…leveraging formidable existing centralized computing and network management assets. 20% of companies will no longer run ICT equipment in-house 3 years from now. …Changing Customer demands: In 2–5 years 40 % of business customers will buy ICT from the cloud.
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 4 Why Managed and Cloud Services Managed/Cloud Services $217B 15% CAGR (2014)* BusinessEnvironmentCisco Partners Power needs X as a service culture Virtual vs. in- person acceptance Social Networking Generation New, high value, recurring revenue Innovative service delivery models Integrated on- demand services Accelerated time to value Economy Forcing Alternatives ManagingSeeking Globalization CapEx vs. OpEx Technology risk User experience * Forrester Research, Jan 2010: Cisco commissioned research on Global Managed Services Opportunity
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 5 What is Cloud? PaaS SaaS IaaS Source: Cisco IBSG Cloud Computing (Public Cloud) Anywhere, Anyone, Any Service IT Resources and Services that are abstracted from the underlying infrastructure and provided On Demand and At Scale in a multitenant and elastic environment
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 6 Consumption Models Evolve with Technology New Rules. New Game Next Generation Data Center Cisco Customer Premise Equipment CPE-based Services Hosted Collaboration Solutions IaaS (Compute, Network, Storage) SaaS CPE Managed & Cloud Services Delivery Platform Consumption Model DedicatedOn-Demand Managed Services Classic Resale
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 7 Technology sold to customer by partner Maintenance Services may be included Technology or XaaS sold or leased to customer by partner Proactive Monitoring and Management from partners Network Operations Center (NOC) as outlined in Service Level Agreement Technology sold or leased to customer by partner Long term contract including physical assets and human resources The Cisco Managed Services Channel Program is one of three offer types in Ciscos Channel Partner Program. Managed Services Channel Program Tailored to reward partners who deliver Cisco technologies as a managed or cloud service. ResaleManaged ServicesOutsourcing
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 8 Certified staff and processes Proactive SLA with the end customer Tiered NOC requirements Discounts Managed Services Channel Program Framework Rewards Requirements Branding Financial Rewards Escalating Discounts, Rebates, Incentives Marketing Rewards Envision, Build, Market and Sell Master logo Cisco Powered logo Audited at top two levels of the program White labeling opportunity across all levels
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 9 Information Technologies Delivered as a Cloud or Finished Solution, 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 Qualifying MSCP transactions must meet the following: SLA with terms > than 12 months between partner and end user customer SLA must define service obligations Customer equipment must be proactively monitored from the partners NOC Define Managed Services How does Cisco define Managed Services?
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 10 Three levels with graduated benefits and requirements based on depth of capabilities: Managed Services Advanced Managed Services Express I Eligible to apply for Cisco Powered Managed Services I Cisco MSCP criteria based on major industry framework: Information Technology Infrastructure Library (ITIL ® ) Cisco conducts independent third-party audits of partner NOC procedures and capabilities Annual renewal Program Structure How is MSCP Structured?
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 11 All products covered by an end user SLA Point of Sale Reporting Direct Cisco Contract or valid ICPA Subject ATP or Specialization required for any restricted products Cisco-based MS offers = 2 SLA and references ITIL¹ = 1 CCIE² = 2 Premium ITIL processes and defined SLA reports and metrics Cisco-based MS offers = 2 SLA and references ITIL¹ = 1 CCNP² = 2 Basic ITIL processes and defined SLA reports and metrics Cisco-based MS offers = 1 SLA and references ITIL¹ = 1 CCNA² = 2 Allow white label collaboration with Master or Advanced MSCP partner NOC Audit Levels Express Advanced 1 = an individual with an ITIL Foundation certificate (version 2.0 or later) 2 = highly recommended that one individual be certified in SP Operations Program Requirements What are the program requirements? NOC Requirements Certified Personnel Common Requirements Service Offerings
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 12 Graduated discounts by program level for products on the Global Price List* *Restricted products still require corresponding qualifications New Master Managed Services logo and Cisco Powered Managed Services Get access to resources to help you envision, build, market, and sell your services Connect with the members of the Managed Service Community What are the Program Benefits? Managed Services CommunityBranding and RecognitionProduct Discounts
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 13 Accelerate Your Managed Services Success Target most profitable services Engage in strategic planning Quantify business impact and align with goals Envision Increase staff expertise and optimize network Reduce risks and costs Facilitate highest standard of service delivery Build Increase demand for services and expand market share Connect customers faster Accelerate time-to-revenue Market & Sell
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 14 Managed/Cloud Services Community Benefits for Partners at Two Levels Case studies * Envision (Service Creation) resource kits Business analysis tools Best practice resources Custom managed service market research Market intelligence update Marketing benchmarking studies Partner Practice Builder NEW Managed/Cloud Services Insight Group Subscription NEW Cisco brands * Co-branded press release * Cisco Live Partner Pavilion * Cisco Partner Summit NEW * Partner Space Sales and marketing toolkits Vertical industry resources Go to market DG plays NEW Sales training Educational webcast series Campaign Builder NEW Partner Marketing Central NEW Online technology practice labs * Networkers @ Cisco Live benefits * CCIE support * Service designation architectures Technical whitepapers and best practices Technical training courses 200+ Educational webcast series EnvisionBuild Market and Sell Managed Services Insight
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 15 MSCP Benefits Portal Convenient access to all the tools you need Find the benefits you need, delivered the way you need them Go to: http://www.cisco.com/web/partners/pr11/mscp/benefits/index.htmlhttp://www.cisco.com/web/partners/pr11/mscp/benefits/index.html Consolidated info available by business role: Business Owner, Product Manager, Network Engineer, etc.
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 16 Managed/Cloud Services Insight Group Thought Leadership on Managed/Cloud Services Subscribers can include: All Partner types: MSPs, VARs, SIs, Distis, etc. All Individuals interested in hearing the latest on managed and cloud services Thought Leadership Features: Market perspectives, trends, & analysis Webcats, podcasts, white papers, and more Requirement: Interest in Managed/Cloud Services No cost No special membership No designations/certifications Automatic subscription for: Cisco Powered Program/MS Community Members MSCP Partners
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 17 Partner Practice Builder Build a customized action plan for your services Build a customized action plan for your service. Evaluate and prepare all aspects of your business for services roll-out.
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 18 Global Coverage MSCP grants certification rights globally for all countries registered in our Partner database MSCP allows two types of Partner- to-Partner (P2P) collaboration: Requires a legal business presence and signed ICPA in each region Global Partner Network: Extends your geographic reach to support multinational customers White Label (WL) Extends remote monitoring capabilities How does MSCP address the global nature of Managed Services?
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 19 Yes: Deal Standard Authorizations (DSAs) Technology Migration Program (TMP) Opportunity Incentive Program (OIP) Solution Incentive Program (SIP) Trade In Accelerator (TAP) Special promotions & incentives as outlined in the promo terms and conditions No: Value Incentive Program (VIP) Program Combinations Can MSCP be combined with other Cisco programs? Program combinations does not imply direct discount stacking. See program details for applicability of program combinations.
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 20 2.Partner accesses the Certification and Specialization Application (CSApp) website. 3.Partner completes online application and agrees to the program terms and conditions. 4.Certification Program Manager notified of partner application submission. 5.Certification Program Manager reviews application and responds to partner within 5 business days of submission. 6.Certification Program Manager authorizes audit. Partner information is sent to third-party auditing firm. 7.Auditing firm contacts partner and account team to schedule audit. 8.Onsite audit occurs. 9.Auditor provides audit summary including actionable items to partner within 24 hours of audit completion. 10.Auditor submits full audit report to Certification Program Manager within 5 business days of audit completion. 11.Auditor report is reviewed by Certification Program Manager within 20 days of receipt. Confirms actionable items have been completed. 12.After action items addressed (if applicable) Certification Program Manager sends approval notification to partner. Assess Apply Audit Approve Partner Application Enrollment Process 1.Partner to work with account team to determine if MSCP fits their business model. 1 2 3 4 5 6 7 8 9 10 11 12
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 21 Contact your local CAM or AM for more information Resources Register as a Cisco channel partner www.cisco.com/go/partnerregistration www.cisco.com/go/partnerregistration Explore MSCP documentation www.cisco.com/go/mscp www.cisco.com/go/mscp MSCP Onboarding Kit MSCP Benefits MSCP At-a-Glance Prequalification Worksheets Program Questions & Answers (QA) Partner to Partner Collaboration At-a-Glance Read the detailed audit requirements and program policies www.cisco.com/go/audit www.cisco.com/go/audit Apply for MSCP www.cisco.com/go/csapp www.cisco.com/go/csapp MSCP Host/Agent www.cisco.com/go/hostagent www.cisco.com/go/hostagent What resources are available?
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 22
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 23 Cisco Powered Services for Master and Advanced Managed Services Partners MPLS VPN TelePresence Network Connection Internet Service IP Trunking Metro Ethernet Unified Threat Management Firewall Intrusion Prevention/ Detection Payment Card Industry First Mile Wireless Application Performance Management Data Center Interconnect WAAS Private Cloud (IaaS) Business Comms. HCS (UCaaS) Unified Contact Center TelePresence Cisco Powered Managed Services Reflects capabilities in a particular technology Managed Services Master Reflects greatest depth of partner expertise
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 24 Host Benefits Own customer relationship Deliver in remote location without incremental investment Manage end-to-end deal globally Agent Benefits Incremental revenue opportunity Leverage existing local process Provide proven capability at destination Mutual Benefits Maximize customer opportunity Faster adoption of new technology Global deal deployment Managed Services Channel Program Global Partner Network (Host-Agent) Extend Your Global Footprint Collaborate with other qualified Cisco partners to support customers in remote locations. Managed Services Host requirements: Managed Services-Master approved partner, including audited NOC Select qualified Agent(s) to deliver your solution in remote locations Negotiate terms and conditions with Customer and Agent Manage the entire transaction Managed Services Agent requirements: Premier resale certified, or above, in the landed country Specializations and/or ATPs to purchase restricted access products in landed country Signed agent terms and conditions If Cisco Services are attached, agent is required to use Cisco Branded Resale Services unless agent is a Service Alliance Partner or if Next Business Day delivery is unavailable.
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 25 NOC Delivery Model With Partner to Partner Managed Service White Label Producer will be responsible for Service Activation, Incident, Problem, Change, and Configuration Management, Customer Engineer White Label Marketer will provide Customer Relationship Management and Operational support Relationship Management during Activation, Customer Management, Regular Stewardship, Account Management Monitoring Incident resolution Problem Management Patch Management Elective Changes Application Scripting Customer CRM Operational and Business issues Technical issues via platform Stewardship and Escalations Partner White Label Producer CE
© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 26 Producer Benefits Scale Incremental revenue from distributed sales force Marketer Benefits Extend capabilities to address customer needs Own customer relationship Mutual Benefits Maximize customer opportunity Faster adoption of new technology Global deal deployment Managed Services Channel Program Partner Collaboration White Labeling Extend Your Capabilities The Producer - develops and delivers a managed service, is responsible for the NOC management, monitoring and trouble resolution of the service. The Marketer - re-brands and sells the service as if its their own, is responsible for managing all aspects of the customer relationship (CRM) as defined by the end user contract and Service Level agreement (SLA) White Label Marketers at the Managed Services-Express level must: Have a NOC, or contract NOC services with a qualified provider Provide all customer relationship management Have 2 full time CCNA's Have 1 full time ITIL® Foundation trained employee Have at least one Cisco-based service offering Have a Cisco White Label Addendum and a contract with the Producer White Label Producers must: Be an approved Managed Services-Advanced or -Master partner Have a Cisco White Label Addendum and a contract with the Marketer
December 2010 Partner Support Service Overview. © 2010 Cisco Systems, Inc. All rights reserved. 2 Agenda Collaborative Services, Customer Response Collaborative.
Partner Smart Talk Series 101
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission _.
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge.
© 2007 Cisco Systems, Inc. All rights reserved.Presentation_IDCisco Confidential 1 ICT forum October 30 th Co-Marketing Nikos Botinis Channel Manager Greece,
INTRODUCING OUR VISION To establish a non-exclusive, international travel agency consortium where network partners have the opportunity to earn higher.
Selling Services NetIQ U Sales Enablement Training October 2012 Mary Carty Services Sales Executive
© 2005 AT&T, All Rights Reserved. 11 July 2005 AT&T Enhanced VPN Services Performance Reporting and Web Tools Presenter : Sam Levine x111.
© 2013 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute. C
Chapter 14 Intranets & Extranets. Awad –Electronic Commerce 1/e © 2002 Prentice Hall 2 OBJECTIVES Introduction Technical Infrastructure Planning an Intranet.
© 2007 Cisco Systems, Inc. All rights reserved.Cisco Confidential 1 MAP Value Proposition.
The Representation Approval Process Step 4 – Exclusive Markets Rewarded Exclusive Markets Rewarded Step 3 – Evaluation Period Evaluation Period Step 2.
1 Cisco Public © 2006 Cisco Systems, Inc. All rights reserved. CBSW 2006 CISCO SERVICES DELIVER RECURRING REVENUE STREAMS © 2006 Cisco Systems, Inc. All.
EnterpriseAlert ® Reliable, Auditable Notifications, and Mobile Response for Rapid Incident Management Best in-class Performance ISV Partner Alliance Value.
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1.
The Internet2 NET+ Services Program Jerry Grochow Interim Vice President CSG January, 2012.
Presented by Brad Jacobson The Publisher on the Web Exploiting the new online sales channels.
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 1 Cisco Learning Credits Leverage Training to Drive Customer Value.
10750_03F9_c1 © 1999, Cisco Systems, Inc. Cisco Interactive Mentor Innovative Knowledge Transfer Solutions for the 21st Century.
Grow your business with your head in the cloud. What is Cloud Computing ? Internet-based computing, whereby shared resources, software and information.
© 2007 Cisco Systems, Inc. All rights reserved.Cisco Channel Partner ConfidentialC Cisco Not For Resale Program (NFR) Re-launch Australia.
CISCO SOLUTION INCENTIVE PROGRAM (SIP) Program Overview
© 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco Learning Credits Leverage Training to Drive Customer Value.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Taiwan ITQ.
Consulting Services Worksession Middle East Regional Conference, Abu Dhabi March 2012 Leo Punt Mark Buysse.
The Managing Authority –Keystone of the Control System
REQ Enrollment in Demand Response Programs Process Flow Engineering Firm Retail Customer Demand Response Service Provider (DRSP) Distribution Company.
11 Noemi Carreno-Houshmand Cisco Collaborative Professional Services Program Manager May 24, 2013.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Juniper.
Dell ProSupport: Networking support capabilities update
© 2015 TriZetto Corporation Managed Services Overview Presenter Names 2.
SaaS, PaaS & TaaS By: Raza Usmani
Certified Partner Gold Certified Partner Enroll without qualifying partner points Sign terms & conditions Earn 50 Qualifying partner points Get 2 Microsoft.
1 © 2003 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Commercial Channel Advisory Board 10 th June Australia HB Lim Janice.
Public B2B Exchanges and Support Services
Compete strategically in the enterprise—sell Microsoft Application Platform. Help grow revenue and accelerate adoption and Software Assurance attach. Microsoft.
Microsoft Partner Program Overview. Agenda Microsoft Partner Program Overview Partner Program Benefits Competency Requirements.
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Cisco CloudVerse for Government: Helping Agencies Reduce Costs and Respond.
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Partner Plus Accelerate Your Competitive Edge Speaker Name Speaker.
1 © 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute. Partner Support.
Digital Edge Solutions Overview Services – Application Support.
Cloud Solution Provider Program
Marketing Channels and Supply Chain Management
Knowledge Driven Services Services Partner Program.
10-1 McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.
Reduce Costs, Gain Control, and Improve Processes Insert Date Insert Client Logo.
An Introduction To Real Estate Referrals The Referral Associate Presented By the Referral Center, Inc. & The Real Estate Professionals Society RealtyU,
1 NameMatrix Number Francis YeeHT036029M George Goh Alex LimHT052467E Hoe Swee SimHT052560I Vijay.
© 2017 SlidePlayer.com Inc. All rights reserved.