1. Cisco OpenStack Private Cloud Partner Overview
WW Services Partner Organization
June 2015

2. Cisco OpenStack Private Cloud summary (1/2)
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CISCO COPC OFFER
Offer description:
Cisco OpenStack Private Cloud offers “OpenStack as a Service” where COPC will build customer’s OpenStack based private cloud on-premise and will continue to run and manage the private cloud remotely for the customer
Key features:
Private cloud on-premise
Built and managed remotely
Partner roles:
Reseller of COPC software and cloud infrastructure (e.g., UCS, Nexus) with opportunity to attach TS for infrastructure
Opportunities to sell:
When customer is upgrading infrastructure (e.g., buying UCS and/or Nexus)
When customer is considering cloud options such as AWS, Azure, VMware
CUSTOMER OPPORTUNITY
Who are the target customers?
Customers that are interested in experimenting with OpenStack, focused on private cloud, and price conscious
Target verticals include Web-Scaling companies, Big Data companies, Retail, Financial Services, Healthcare, Telco, Media, Education
Who is the buying center?
Primary target: CTO, Enterprise Architect
Primary influencer: CFO
Primary decision maker: CIO
What are customer pain points?
How do customers benefit from Cisco OpenStack Private Cloud?
Customer needs flexible and scalable computing resources; want to pay ‘by the drink’
Customer is interested in cloud; but public cloud does not serve security, compliance needs and complex workloads
Customer lacks ability and resources to build out DIY private cloud on their own
Private cloud which provides scalability of cloud with ‘as-a-service’ consumption model
As a private cloud created for the customer, it can be built for security and compliance needs
Cloud is built and managed remotely by COPC, so there is no need for large internal IT department
What are primary drivers for customers’ COPC purchases?
Customer’s desire to shift to private cloud and changing consumption model.
Customer interest in experimenting with OpenStack

3. Cisco OpenStack Private Cloud as part of the Cisco Intercloud Fabric
Offering 1
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Solution overview
Cisco OpenStack Private Cloud as part of the Cisco Intercloud Fabric
VM Portability. Application-Centric Policy Control. Open Standards
Intercloud
Cisco® Intercloud Fabric
Public
Clouds
Cloud Services and Apps
Your
Private Cloud
Partner Clouds
Cisco OpenStack Private Cloud
Microsoft Azure
Amazon Web Services
Google
Control
Choice
Compliance
Consistency

4. Shift towards cloud will accelerate in next 3-5 years
Market Opportunity 2
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Shift towards cloud will accelerate in next 3-5 years
Workloads are increasingly moving to cloud…
…therefore, cloud is a growing percentage of overall it spend
“55% of CIOs indicated they would source all their critical apps in the cloud by 2020”
Gartner, 2013 CIO Survey
Source: IDC, Gartner, Cisco Global Cloud Index (GCI)

5. Cisco OpenStack Private Cloud pricing
Offering 1
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Pricing
Cisco OpenStack Private Cloud pricing
Subscription model
Example pricing
Subscription assigned to each availability zone. Two subscription models available:
Three Month: Covers selected availability zone for 90 days and automatically renews after on a month- to-month basis
One Year: Covers selected availability zone for 12 months and automatically renews on annual basis
Price of ongoing monthly fee based on:
Subscription model (3 month or 1 year)
Number of sockets
Amount of block storage (per GB)
Customers can upgrade subscription at any time by adding additional sockets*, but they cannot reduce until their subscription ends
Installation fee
$17,000 per Availability Zone (One Time Fee)
Sockets*
Standard Socket
Socket Band
3 month
1 year
Tier 1
sockets
$264
$220
Tier 2
sockets
$211
$176
Tier 3
sockets
$165
$138
Tier 4
501-1,000 sockets
$132
$110
Tier 5
1,000+ sockets
$106
$88
Operations
Standard operations
$0 (included with subscription)
Advanced operations
10% of monthly subscription fee
Unlimited CEPH
Storage
$0.017 per GB
Note: * If a customer adds additional sockets to their subscription before the end of its term, the price of a new socket license is determined by aggregating the total number of sockets already under all subscriptions and applying the price of the appropriate band

6. Partner roles exist across stack
Partner Program 4
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Partner role
Partner roles exist across stack
Plan
Build / Implement
Manage
IaaS stack
Products to sell
IaaS Manager & Hypervisor
Cisco OpenStack Private Cloud
Cisco OpenStack Private Cloud offering
Compute
UCS B-series
UCS C-series
Partner
Cisco: monitoring services
Network
Nexus 9000
Storage
Cisco OpenStack Private Cloud CEPH
Cisco CEPH storage offering
Partner
Cisco: capacity planning for server needs
Cisco: capacity planning for network needs
Vendor: capacity planning for storage needs
Cisco: capacity planning for storage needs
Partner

7. Partner profitability business cases
Partner Program 4
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Business case
Partner profitability business cases
Scenario 1:
Customer purchases COPC and COPC CEPH along with necessary infrastructure, such as Nexus 5300 and UCS servers
Scenario 2:
Customer only purchases COPC and COPC CEPH and uses existing infrastructure resources

8. Scenario 2: One year partner profitability business case
Partner Program 4
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Business case
Scenario 2: One year partner profitability business case
DEAL SIZE
DIRECTIONAL
40 sockets on COPC
544TB of CEPH Storage
1 year deal size
SERVICES/ Software Licenses
Product Total List Price
Partner Gross Margin
Customer Discount
Customer Price
Partner Uplift
Partner Buy Price
Partner rebate
Partner rebate
COPC
$105,600
18%
$86,592 7%
$79,200 3%
$2,376
$9,768
CEPH
$110,976
$91,000
$83,232
$2,496
$10,265
One-time installation fee
$17,000
10%
$1,700
TOTAL
$194,592
$162,432
$21,733
PARTNER RESPONSIBILITIES
Partner sells COPC subscription without hardware
OVERALL DEAL ECONOMICS
Customer price
$194,592
Partner cost
$162,432
Partner Gross Margin
(could vary depending on discount passed on to customer)
$21,733
11%

9. Scenario 1: One year partner profitability business case
Partner Program 4
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Business case
Scenario 1: One year partner profitability business case
DEAL SIZE
DIRECTIONAL
40 sockets on COPC
20 UCS servers
544 TB of CEPH storage
2 Nexus 5300 top of rack switches
1 year COPC subscription
SERVICES/ Software Licenses
Product Total List Price
Partner Gross Margin
Customer Discount
Customer Price
Partner Uplift
Partner Buy Price
Partner rebate
Partner rebate
COPC
$105,600
18%
$86,592 7%
$79,200 3%
$2,376
$9,768
CEPH
$110,976
$91,000
$83,232
$2,496
$10,265
One-time installation fee
$17,000
10%
$1,700
TOTAL
$194,592
$162,432
$21,733
Product Total List Price
Partner Gross Margin
Customer Discount
Customer Price
Partner Uplift
Partner Buy Price
Partner rebate
Partner rebate
Hardware
PARTNER RESPONSIBILITIES
Nexus
$150,000
50%
$75,000 5%
$67,500 4%
$2,700
$10,200
UCS*
$1,179,120
60%
$477,898
$417,770 1%
$4,127
$64,257
TOTAL
$552,898
$485,270
$74,457
Partner sells COPC subscription and associated hardware
OVERALL DEAL ECONOMICS
Customer price
$747,490
Partner cost
$647,702
Partner Gross Margin
(could vary depending on discount passed on to customer)
$96,188
13%
Note: (*) Includes UCS service price of $6.25K per year

10. Cisco OpenStack Private Cloud
Partner Program 4
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Partner roles
Cisco OpenStack Private Cloud
Enhanced Managed Services within CSPP
Available to:
All partners who have a purchasing entity in their region
Requires new compensation model
Consistent with CSPP performance management policies
Compensation model:
25% discount (off globally consistent list price)
3% premium rebate
Up-front discounts are applied to transactions:
After COPC is installed at the customer site, partners receive an invoice from Cisco for the full term of the subscription
The standard 25% discount is applied to the invoice
No performance metrics associated with this offer
Offers in this new category are value-added subscription services that can be purchased at any time with no delivery
Partner required to sign terms and conditions which include Service Level Agreements (SLAs) for customer

11. Partner Program 4
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Partner roles
Additional opportunity to build value-added services on top of Cisco OpenStack Private Cloud
On top of solution, partner can provide:
Agile application development, application re-engineering, workload migration, DevOps, ITSM
Value-add services
Big Data as-a-Service
Backup
as-a-Service
SAP
as-a-Service
Etc…
Managed services
Partner can plan, implement, manage all services on top of COPC
IaaS Manager & Hypervisor
Compute
Network*
Storage
Cisco OpenStack Private Cloud offering
UCS
Nexus 9000
CEPH
Note: * Network includes opportunity for security, firewall and load balances

12. Cisco OpenStack Private Cloud Bundle (MetaPod)
NEW!
3rd Party PaaS, SaaS, Database, etc.
Private Cloud Management & Orchestration
Identity & Security
Compute Services
Storage Services
Network Services
Compute & Storage
2 ASR Routers, 2 Nexus 9000, 3 UCS C-Series
Supports 500 Nodes of Capacity
Fast Path to OpenStack
Private Cloud
Customers
Agile IaaS for Developers
Remote SaaS Delivery Model
Alternative to Public IaaS for Developing Cloud-native Applications
Customers:
Fastest way to get a fully configured and operated OpenStack-powered private cloud in data center
Cisco engineered and SaaS operations provide assurance and high SLAs for development and business users
Partners:
Easiest way to qualify, sell, and implement OpenStack private cloud
New, high-margin revenue opportunities on hardware, operations subscription, and application-focused professional services

13. Not For Resale - Proposal
MYAZ1
Installation Fee ($17,500) Waived

14. Solution for Agile and Fast IT Ready to go – Proven Solution
COPC Summary
Solution for Agile and Fast IT
Ready to go – Proven Solution
Professional Services and Pull Through Opportunities

16. Appendix: Technical overview

17. Cisco OpenStack Private Cloud How Is It Deployed?
Availability Zone (AZ)
Self-Contained Managed Set of Resources
Computing
Storage
Network
Identity
Geographic dispersed or same location
On demand multitenant platform
West AZ
OPENSTACK & AWS APIs
OPENSTACK UNIFIED CLI
HA SERVICE ORCHESTRATION
UPDATE SERVICE
24X7 CLOUD OPERATIONS SUPPORT
HARDWARE
Compute
Networking
Storage
Identity
Dashboard
East AZ
Europe AZ
OPENSTACK and AWS APIs

18. Cisco OpenStack Private Cloud Availability Zone What Is “in” an Availability Zone (AZ)
Control Tier
User Access, Control, Orchestration, Management over Virtual Cloud Infrastructure
Hypervisor Tier Hosts pools of on-demand “elastic” virtual resources vm vm vm vm vm vm
Users and Access Enforcement
Projects, Users, and Instances
Virtual Networks
Virtual Volumes

19. AZ Logical Architecture Cisco OpenStack Private Cloud Architecture
Controllers Nodes
Controller Nodes (Controller Tier)
User and Admin Dashboard
OpenStack® Service and Orchestration
OpenStack API Endpoint
Instance Security
Networking
Monitoring, Metrics, Live Stats
Hypervisor Nodes (Computing Tier)
Managed by Cloud Controllers
Host Projects or Tenants
Run the VM Workload
Utilizes Virtual Networking
Consumes Cloud Storage
Scales to 100s of Nodes
Controller 1
Controller 2
Controller 3
Hypervisor

20. Cloud Controller Architecture Features and Benefits
Controllers Nodes
HA Hardware Design
3-Node HA Standard Cluster
Scalable (+2)
HA Core Services
HA Software Services Design
Clustered Databases
Clustered Message Bus
Stateless Services Are 3-Way Active
Failover of Key Services
Controller 1
Controller 2
Controller 3
Stateful Services - 3 way HA cluster - Databases, Messaging System, Metrics System
Core HA Support Services - Corosync, Pacemaker, HA Proxy, Keep-alive
Stateless Services - 3 way active - Dashboard, APIs, Nova Conductor, Nova Cert, Cinder
Network Infrastructure

21. Computing Architecture Computing Features
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Computing Architecture Computing Features
Full Control over Instance Type Definition
OS type, VM size (number of CPUs, RAM, and disk)
Cloud volumes
Security
Wide Variety of Image Types, Including AMI
AMI - Amazon Machine Image
RAW, QCOW2 - KVM
VMDK - VMware
Optimized KVM Hypervisor
Live migration of VM instances (CLI)
VM Memory Deduplication (KSM)
Allowing full hypervisor memory utilization
Modular Instance Scheduler (Filter)
CPU oversubscription (custom)
Advanced placement algorithms
Linux and KVM
Project 1
Project 3
Project 4
x64 Server – Multicore, Large Memory, VT-Enabled Processor vm
Project 2
Hypervisor Node(s)

22. Multiproject or Tenant Capable Projects and Tenant Are Separate Groups in the Platform
Project and Tenant Features
Layer 2 Isolation (via 802.1Q VLANs)
Layer 3 Segregation
Each project has one or more distinct IP subnets
Additional IP subnets are allocated on demand automatically
Users Control Security Resource Within Their Own Project(s)
Public IP addresses
Firewall security rules and groups
Public and private keys
VM access and control
Hypervisor
Project 1 - VLAN A
Project 2 - VLAN B
Project 3 - VLAN C
vm1
Project 1
Project 2
Project 3
vm2
vm3
vm4
vm5
vm6

23. Networking Options Multiple Network Architectures
Cisco OpenStack Private Cloud Gateway Model
VM traffic flows thru gateway controller nodes
Hardware Gateway Model
VM traffic flows through gateway in switches
VLAN + Network Manager
Auto-extend VLANs
Support for VXLAN on pure Layer 3 network
Hypervisor
Project 1 - VLAN A (H/W)
Project 2 - VLAN B (OpenStack)
Project 3 - VLAN C (MC)
vm1
Project 1
Project 2
Project 3
vm2
vm3
vm4
vm5
vm6
Controller Tier
Gateway
Service Provider
Hardware Gateway
Cisco OpenStack Gateway
Service Network
On-demand floating IPs (Cisco OpenStack Private Cloud gateway model) Integrated firewall and NAT Capabilities virtualized load balancing

24. Enhanced Dashboard Cisco® OpenStack Private Cloud Enhanced Dashboard
User and Admin Access
Self-Service Provisioning
Identity
Integration of Live Statistics and Historical Statistics
Cloud Metrics
Custom Branded

25. Support Options Standard and Advanced Operations Support Feature
Description
Standard Operations
Advanced Operations
Support help center
Cloud administrator access to support portal, product documentation, and support engineers 24x7x365
Website and phone
Service-level agreement (SLA) guarantee
Response-time SLA and uptime guarantee
Emergency request ticket response time of 2 hours or less
Emergency request ticket response time of 30 minutes or less, and 99.95% Cisco OpenStack Private Cloud platform availability guarantee
Maintenance and upgrades
Proactive troubleshooting, including operating system, cloud software patches, upgrades, and virtual machine migrations
Yes
Yes; includes customer-defined maintenance windows
24x7 proactive monitoring
Proactive monitoring of cloud servers and private cloud platform
Capacity planning consultation
We work with you on your cloud performance and scaling to meet both current and future needs; includes help with server, storage, and networking equipment choices and architecture
Available through Cisco® Professional Services
Yes; up to 4 hours a month
Additional support available through Cisco Professional Services
Capacity additions
Support for when you need to add to your existing cloud controllers, hypervisors, storage, or networking resources
Hardware replacement and refresh support
Support for when you want to refresh or replace your cloud controllers, storage, or networking resources 
(Note: Support for replacing defective hardware is included.)
Available through Cisco Professional Services
Yes; up to 2 projects per year 
Price
Included
10% of monthly recurring fees