Partner Smart Talk Series 202 Collaborative Professional Services

We will begin at Five Minutes After the hour

Collaborative Professional Services AGENDA Collaborative Professional Services Why Use CPS CPS Refresher “Fitting the Peg Into the Hole”

Your customers are changing Over the next 3 years, 35% of known IT budgets will shift from IT to the business units. Customers’ Perception of Differentiation is Changing We have to meet that Change Source: Forrester March 2013 Are you ready to be an IT Solutions Provider? 58% of new IT investments in 2013 will involve direct participation by line-of-business executives, most notably by those in charge of customer-facing front-office functions. By 2016, that number will rise to 80% of new IT investments, with LOBs taking the lead decision maker role in half or more of those investments. Source: IDC February 2013

Why CPS Sales Differentiation & Resource Optimization A formula that is Unique to You Focus on what is “Core” and outsource “Context” Leverage a Proven Service Global Reach An extension of your PS staff

Collaborative Professional Services Cisco – Partner Collaboration Cisco provides: engineering expertise, smart services innovation, best practices, proprietary methodologies Partner provides: intellectual capital, resources, and customer knowledge SKU based - Fixed scope / price Orderable in CCW * Delivered to partner remotely and virtually via Cisco NCEs/CCIEs Project based Invoiced upon project completion * * Exception Knowledge Services

Collaborative Professional Services Video Implementation Validation Methodology 1 Conduct TP Network Path Assessment Identify network capability to carry TP video traffic Focus on specific recommendations for network upgrade 2 Upgrade network elements as recommended by Network Path Assessment 3 Conduct Video Planning & Design Development This could be for a partner that has not previously sold a lot of TP in the past. They lack a standard methodology that was based on a couple senior engineers who are either not available for an implementation or have left the company. 4 Validate entire Video Implementation Develop As Built Documentation for End User or MS Business Unit Conduct TP Network Path Assessment Ensure functionality of completed implementation

Collaborative Professional Services UC Implementation Validation Methodology 1 Install UC Core Elements 2 Perform CPS UC Assessment Assess UC Core Implementation Modify Configuration Prior to End User Rollout 3 Rollout End User UC Elements 4 Perform CPS UC Assessment Validate entire UC Implementation Develop As Built Documentation for End User or MS Business Unit

Collaborative Professional Services Knowledge Enablement + Maintenace Services Technical Knowledge Library SmartNet (TotalCare)

ITQAN engaged Cisco for UC on UCS Development Service UC on UCS Guidance Service Success Story – Presidio/Marathon VSLA Assessment Service Dickinson, AMER Business Challenge PSAT – 5.0 Ensure successful deployment of TelePresence Solution Determining if the underlying network infrastructure is robust enough to handle the added traffic generated by TelePresence session XYZ opportunity… Experience with CPS – Getting the test results was an excellent experience. The turnaround was very fast. Impressed with the level of flexibility CPS offered during delivery cycle. Terry Cornman – Networking Solutions Enablement Cisco Solution The Cisco TelePresence Manager must be able to interact and communicate with key network resources or else the system will not work. Determining this early in the deployment process is difficult without the proper tools. The Video SLA Assessment Service provides network engineering staff with Cisco intellectual capital and technology expertise that they can leverage to shorten the planning and implementation cycle and improve the quality of system deployments. Utilize to highlight key/significant customer win or success. Consider how this could be a best practice for re-use across other theatres/architectures. AS Revenue $K Expected Product Revenue $M Business Impact Degree of confidence and assurance that network can support business objectives through the use of Cisco expertise and manage and maintain it in optimal condition.

High Impact in Norway Datametrix – ShipEquip : Unified Communications Guidance Service Norway : EMEA Challenge’s PSAT – 4.8 XYZ opportunity… Lack of experience with UC over satellite Identify potential risk in the design that could affect Implementation. Wanted to ensure project milestones and testing Experience with CPS –Limited to WLAN engagement 12 months prior Business Impact and Benefits – The CPS report is a valuable document for Datametrix and our customer ShipEquip especially the best practice guidance and experience with VSAT. ShipEquip is now a managed service customer for Datametrix (break/fix) Value of the service – Because of the confidence the customer now has with Datametrix ShipEquip is now a managed service customer for Datametrix (break/fix) Trond Lindeman – Senior Engineer Hardware: $275k Solution Datametrix engaged Cisco for Unified Communications Guidance Service. Recommended to VSAT design considerations and project rollout Utilize to highlight key/significant customer win or success. Consider how this could be a best practice for re-use across other theatres/architectures. Impact Was able to improve their relationship with Avinor (Customer) through CPS. Partner was able to complete the engagement within timeline and budget AS Revenue $K Expected Product Revenue $M

Why CPS Sales Differentiation & Resource Optimization A formula that is Unique to You Focus on what is “Core” and outsource “Context” Manufacturer “Skin in the Game” Leverage a Proven Service An extension of your PS staff

For More information CPS-BDM@external.cisco.com www.cisco.com/go/cps http://www.cisco.com/web/about/doing_business/legal/service_descriptions/index.html#~5 An extension of your PS staff

Welcome to Smart Talk Series We will get started 5 minutes after the hour to allow other participants to join this session. The Smart Talk Series is designed for Cisco field sellers, Cisco customers, Cisco partners, and other internal team members. It provides use cases to illustrate the value of Cisco Smart Services. Importantly, Smart Talk sessions are presented weekly—at the same time and on the same day each week—to give field sellers, customer and partner attendance a predictable schedule to help facilitate. Ask your PSDM about the upcoming sessions.

Tools & Resources For More Information – internal audience only Visit the Americas Smart Services WebEx Social page to access webinar recordings, presentations, training, information, and sales tools Checkout the upcoming Smart Talk Series sessions – 101, 202, and 303 and register here Contact [PRESENTER NAME] at [PRESENTER EMAIL] for all [Smart Services OFFER NAME HERE] questions, issues, and support

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