1. Partner Smart Talk Series 202 Collaborative Professional Services

2. We will begin at Five Minutes After the hour

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

4. 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

5. 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

6. 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

7. Collaborative Professional Services Video Implementation Validation Methodology1
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

8. Collaborative Professional Services UC Implementation Validation Methodology1
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

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

10. 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.

11. 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

12. 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

13. For More information CPS-BDM@external.cisco.com www.cisco.com/go/cps
An extension of your PS staff

14. 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.

15. 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 ] for all [Smart Services OFFER NAME HERE] questions, issues, and support

16. Thank you