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Cisco Confidential 1© 2012 Cisco and/or its affiliates. All rights reserved.
Collaborative Professional Services (CPS)Portfolio Overview
Antonio Carlos MachadoDecember, 2014
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Commodities / Margins
Maximizing investment
Solutions x Box move
Relationship
Frequent Presence
Budget 2015
Warm up Brainstorm
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Addressing the Needs of Today’s Partner Businesses
CPS in Action
Collaborative Professional Services (CPS) Portfolio
Who CPS is for, Eligibility
Delivery
Main Topics
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Cisco Confidential 4© 2012 Cisco and/or its affiliates. All rights reserved. For Partners in United States and Canada Only
CapabilitiesGap
• Profitable service practice
• New revenue streamsInsight
Accelerate knowledge consumption faster
InsightAccelerate knowledge
consumption faster
Market Transitions/ Opportunities
Market Transitions/ Opportunities
New Technologyi.e. cloud, video, etc
New Technologyi.e. cloud, video, etc
CPSCPS
+ 1 Layer
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Cisco Confidential 5© 2012 Cisco and/or its affiliates. All rights reserved. For Partners in United States and Canada Only
Increase Operational Efficiency
• Improve business processes• Increase the use of information/analytics• Develop workforce effectiveness• Manage change initiatives effectively
• Improve business processes• Increase the use of information/analytics• Develop workforce effectiveness• Manage change initiatives effectively
Differentiation – Remain Competitive
• Collaborate uniquely• Create new sources of competitive advantage• Deliver services faster, more efficiently• Support regulation, compliance, reporting
• Collaborate uniquely• Create new sources of competitive advantage• Deliver services faster, more efficiently• Support regulation, compliance, reporting
Profitability – Lower Operating Costs
• Reduce Investment Costs• Inefficient collaboration tools• Reduce lengthy time to market
• Reduce Investment Costs• Inefficient collaboration tools• Reduce lengthy time to market
Maintaining Customer Loyalty and Cross Selling
• Increase customer satisfaction• Better evaluate customer needs• Reduce customer wait time• Accelerate services updates
• Increase customer satisfaction• Better evaluate customer needs• Reduce customer wait time• Accelerate services updates
Growth – Expand the Services Practice
• Create new services (innovation)• Expand into new markets and geographies• Expand current customer relationships
• Create new services (innovation)• Expand into new markets and geographies• Expand current customer relationships
What they can do about it What partners want
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
Partner Value Proposition
Support/Grow Existing Practices – DataCenter, Collaboration, Borderless Networks
Augment Resources – fill GapsKeep CCIE’s in presales mode/offload document creationSupport/Mentor Junior EngineersSupport Remote Engagements
Mitigating Cost of Entry to New Practice AreaCost overruns, unbillable hours, loss of training investmentCPS uses same consulting engineers as Advanced Services Take advantage of Cisco’s expertise and leading practices
Cisco’s “skin in the game”Customer’s require Cisco’s involvementPartner’s looking for that insurance policy
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Achieve Right Outcome
Partners combine their assets and resources with Cisco intellectual assets to provide end customer a collaborative solution through:
• Engineering expertise• Best practices • Proprietary methodologies • Smart services innovation• Plan/Design validation
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
• Portfolio of 35+ Plan/Design, Assessment and Partner Enablement Servicessold to qualified Partners - not directly to end clients.
• Portfolio covers all key technologies under 3 Architectures:• Data Center • Collaboration• Borderless Networks
• Virtually delivered – Cisco’s core group of NCEs• Project-assigned NCEs • Project Coordinator and Delivery Manager
• Prepare Plan and Design- not on-site Implementation
• Fixed Scope/Fixed Price/SKU
• 7 Day SLA from order placement to delivery kickoff
Partner-Centric
CPS Target Market“Sweet Spot”
Global/Strategic/Premier Enterprise
Enterprise
Commercial
SMB/Consumer
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Cisco Confidential 9© 2012 Cisco and/or its affiliates. All rights reserved. For Partners in United States and Canada Only
AUTOMATION to embed Cisco’s knowledge, experience and expertise into services that we sell directly to partners to deliver professional or managed services
SERVICE DELIVERY available through a scalable infrastructure; partners access CPS no matter where they are in the world.
INTELLECTUAL CAPITAL to get partners to market faster, deliver services more profitably, and with less risk.
Partners combine their assets and resources with Cisco intellectual assets:
• Engineering expertise• Smart services innovation• Best practices • Proprietary methodologies
It provides:
The Collaborative Professional Services portfolio helps you build or add to your managed and professional services practices. It provides you with access to Cisco intellectual assets to cost effectively develop and deliver high value services for planning, designing and optimizing Cisco technologies.
The Collaborative Professional Services portfolio helps you build or add to your managed and professional services practices. It provides you with access to Cisco intellectual assets to cost effectively develop and deliver high value services for planning, designing and optimizing Cisco technologies.
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Better information to manage networks for increased reliability and improved risk management
• Realize higher margins for professional services by optimizing resources and automating repeatable tasks
• Develop proactive, personalized solutions that enable customer success
• Combine Cisco power with partner offerings to respond to end to end lifecycle needs
• Profitably expand practice with reusable assets for building a range of services
• Engage virtually to simplify how services are delivered
Increased operational efficiency and improved risk management through a smart services foundationIncreased operational efficiency and improved risk management through a smart services foundation
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Growth Differentiation Profitability
++Sold by and Delivered by
Partners, Working
Collaboratively with Cisco
Sold by Cisco or Partner,
Delivered by Cisco
Partner ValuePartner Value
Collaborative ServicesCollaborative Services Cisco Branded ServicesCisco Branded Services
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
Collaborative Professional Services
Collaborative Professional Services
Collaborative Technical Support
Collaborative Technical Support
Full Portfolio of Offers• Routing and Switching
• Security
• WLAN
• Unified Communications
• TelePresence
• Data Center/Virtualization
Smart Care
Partner Support Service
Collaborative ServicesCollaborative Services
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
PartnerPartner
• High Margin Service Revenues
• Market Differentiation
• Customer Loyalty
• High Margin Service Revenues
• Market Differentiation
• Customer Loyalty
• Drive Product Acceleration
• Support Partner Architectural Selling
• Minimized Escalations
• Drive Product Acceleration
• Support Partner Architectural Selling
• Minimized Escalations
CustomerCustomer
• Higher Satisfaction
• Proactive Visibility and Support
• Improved 3-Way Relationship
• Higher Satisfaction
• Proactive Visibility and Support
• Improved 3-Way Relationship
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Full suite of solutions to meet
customer business needs
Full suite of solutions to meet
customer business needs
Cisco+
PartnerExpertise
Smart InteractionsEnhanced plan and
build services and socialmedia collaboration
Smart InteractionsEnhanced plan and
build services and socialmedia collaboration
CustomersCustomers Cisco/PartnersCisco/Partners
Machine-To-MachineAutomated, real-time network and application visibility and
issue resolution
Machine-To-MachineAutomated, real-time network and application visibility and
issue resolution
CustomersCustomers
Cisco Smart Services ConnectionCisco Smart Services Connection
Cisco/PartnersCisco/PartnersSelf ServiceAccess to analysis and
proactive advice via portal
Self ServiceAccess to analysis and
proactive advice via portal
CustomersCustomers
Cisco/PartnersCisco/Partners
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Cisco Confidential 15© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Confidential 16© 2012 Cisco and/or its affiliates. All rights reserved. For Partners in United States and Canada Only
There are more than 40 services in the CPS portfolio, but can be classified in 5 categories:
Partner Need
Partner Need
CPS Category
CPS Category
What Cisco
Delivers
What Cisco
Delivers
Aid starting a practice for a given technology
Practice Accelerators
Practice Accelerators
• Technical selling and consulting
• Design and Delivery methods
• Project management
• Labs and Demonstrations
Access to Cisco Intellectual Capital and collector to evaluate customer’s IT infrastructure
Assessment Services
Assessment Services
• Access to data collection software
• Detailed report run by GSP correlates customer data to Cisco Best Practices
• Delivery methodologies support and procedures
Cisco to complete a review of the customer’s IT infrastructure
Guidance ServicesGuidance Services
• High Level Design• Detailed Design
Review
• Migration Plan Review
• Implementation Plan review
• Systems Acceptance Test Review
Cisco’s assistance in completing a review of a customer’s IT infrastructure
Development Services
Development Services
• High Level Design• Detailed Design
• Migration Plan
• Implementation Plan
• Systems Acceptance Test
Access to technical modules to bolster new and existing technology practices
Knowledge Services
Knowledge Services
• Web-based library of technical resources
• Accessible via Android and iOS
• Purchased as modules by technology or as a complete library
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Delivered By Cisco and Partners
Create an Agile Infrastructure
Develop a Cost Effective Strategy
Prepare to Support New Solutions
Speed Time to Value
Reduce Deployment Costs
Maintain Availability During Deployment and Migration
Improve Performance, Availability, Resiliency
Increase Efficiency and Reduce Costs
Mitigate Risk
Smart Service
Capabilities
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
Analyze and collect data to automate professional service capabilities
Cisco reviews or creates customer designs and test plans
Best Practices, knowledge transfers, lab demos help you build or scale your Professional Service Practice
Access to technical modules to bolster new and existing technology practices
PlanPlan BuildBuild ManageManage
Analyze and collect data to automate professional service capabilities
Analyze and collect data to automate professional service capabilities
DevelopmentServices
DevelopmentServices
Readiness AssessmentReadiness
AssessmentValidation
AssessmentValidation
AssessmentHealth-Check Assessment
Health-Check Assessment
GuidanceServicesGuidanceServices
Accelerator ServicesAccelerator Services Knowledge ServicesKnowledge Services
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
Transaction
+For partners investing in emerging Cisco technologies who want to minimize adoption time of the new technology and reduce time to revenue. Benefits include: in-depth technical knowledge transfer and lab demonstrations
Partners interested in enhancing their diagnostic capabilities will benefit from a holistic view of the customer’s network in conjunction with analysis and recommendations steeped in Cisco’s networking expertise.
For partners that want their customer design project validated by a Cisco engineer while building in-house experience and confidence. Guidance Services will help reduce project risk. Cisco reviews their design plan, migration plan, and system acceptance test plan.
For partners who need to develop reference architectures and customer site designs. Partners will benefit from Cisco’s delivery of custom designs, migration plans, and systems acceptance tests.
For partners in need of bolstering new and existing technology practices. Knowledge services provides access to a collection of videos and documentation of Cisco’s intellectual capital.
Practice Accelerators
Assessment Services
Guidance Services
Development Services
Knowledge Services
+
+
+
Subscription
Transaction
Transaction
TransactionData Center | Data Center |
Cloud
Borderless Borderless Networks
Collaboration
Data Center | Data Center | Cloud
Borderless Borderless Networks
Collaboration
Data Center | Data Center | Cloud
Borderless Borderless Networks
Collaboration
Data Center | Data Center | Cloud
Borderless Borderless Networks
Data Center | Data Center | Cloud
Partner Need and Benefits Offers Provide
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Cisco Provides:
• Access to data collection software
• Detailed report run by GSP correlatescustomer data toCisco best practices
• Delivery methodologies support and procedures
Cisco Completes a Review of the Following:
• High Level Design
• Detail Design Review
• Migration Plan Review
• ImplementationPlan Review
• Systems Acceptance TestPlan Review
Provide information to support Cisco deliverable development activity (ie: customer business, network data, requirements, etc)
Completes deliverables noted above
Cisco Completes andProvides to Partner:
• High Level Design
• Detailed Design
• Migration Plan
• Implementation Plan
• Systems Acceptance Test Plan
Partner works with Customer to:Partner works with Customer to:
Assessment Services
Guidance Services
Development Services
Complete most engagement activities including final report recommendations
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
Cisco Provides to Partner IP to enable the establishment of a new Practice:
• Technical Selling and Consulting
• Design/Delivery Methods
• Project Management
• Lab/Demo
Practice Accelerators
Knowledge Services
Cisco Provides to Partner:
• Subscription-based experiential knowledge for Cisco® solutions
• Access to proprietary technical learning modules via an online knowledge portal available 24 x 7
• Accessibility via a web browser or a mobile application
• Content that covers the plan, build, and manage phases of the network lifecycle
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Cisco Confidential 22© 2012 Cisco and/or its affiliates. All rights reserved.
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
“The end customer really wanted good design and implementation documentation, and what Cisco provided was exceptional. This first project went well and now we want to learn about all the CPS offers.”Darren Olson, MidWave
• Data Center Implementation: Nexus; co-location facility to house SAP applications
• First time partner implementation
• Need to build best practices
• CPS: Reviewed and enhanced design, engineers leveraged best practices, available during implementation
Challenge
• Seamless implementation in under 12 hours
• Completed on schedule
• End customer extremely satisfied/knowledge enhanced
Results
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
• UC Development deliverable
• Ensure best practices applied
Service Solution• Seamless implementation
• No escalation, no hardware failure
• Completed on time
Impact on Customer• Implementation of UC and integrate
with legacy TDM PBX
• 3 Stage Project – 2 campus locations
• Pepperdine University –graduate e-learning
• Stage 1 completed over winter break
Customer Challenge
Highlights:
• $500K hardware sales
• $85K Services sales
• Successful implementation will lead to additional projects at the university
• Partner testing for future business model
Highlights:
• $500K hardware sales
• $85K Services sales
• Successful implementation will lead to additional projects at the university
• Partner testing for future business model
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
• UCS Program Manager Accelerator: 8 sessions/90 minutes
• (8) 90 minute weekly sessions to “work out” NexusIS and to provide NexusIS with partner enablement material in a digestible manner
Service Solution• Detailed UCS enablement plan
touching sales, marketing and operations of NexusIS
• Measurable impact to UCS sales productivity – survey scheduled in 45 days
Impact on Customer• NexusIS struggling to develop
UCS practice
• Challenge navigating the large amount of Cisco UCS partner enablement material
Customer Challenge
• Measurements
• Productivity
• Closed two UCS deals at $1M+ each within 2 months time
• Measurements
• Productivity
• Closed two UCS deals at $1M+ each within 2 months time
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
• Routing and Switching Assessment (hardware assessment)
• Assessment service augmented by guidance to partner CCIEs at customer premises to address challenges and get to faster resolution
Service Solution• Increase in customer satisfaction;
partner retains trusted advisor position
• Reduced the number of hours to perform network assessments
• Stable network; outage issue resolved
• Partner gained significant upsell opportunity
Impact on Customer• Need to gain insight on current state of
the network
• Challenged to increase network availability onsite
• Frequent outages have put partner credibility at risk
Customer Challenge
• Partner positioned as trusted advisor; integrating technology faster and delivering more sophisticated solutions by harnessing the network as the platform
• Partner testing for future business model
• Partner positioned as trusted advisor; integrating technology faster and delivering more sophisticated solutions by harnessing the network as the platform
• Partner testing for future business model
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
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Cisco Confidential 29© 2012 Cisco and/or its affiliates. All rights reserved. For Partners in United States and Canada Only
Partner TypesPartner Types• Gold, Silver and Premier• Globally available• Gold, Silver and Premier• Globally available
Partner Types• Gold, Silver and Premier• Globally available
Customer SegmentsCustomer SegmentsServing organizations with 250-5000 employees or connected users, including:
• Mid market• Small Enterprise• Local Government• Education
Serving organizations with 250-5000 employees or connected users, including:
• Mid market• Small Enterprise• Local Government• Education
Partner PrerequisitePartner PrerequisiteMust have achieved Advanced or Master specialization in specific technologyMust have achieved Advanced or Master specialization in specific technology
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
All Guidance Services and Advanced Technology Services (UCS)
All Guidance Services and Advanced Technology Services (UCS)
Accelerator, Knowledge, Development, and Assessment Services
Accelerator, Knowledge, Development, and Assessment Services
Cisco Gold, Silver and Premier certified partners who are eligible to sell Cisco products
Base certification requirements and Advanced Technology or Architecture specialization
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
CustomerCustomerPlatformPlatform
Assessment Service Data
Collection
Access platform and
select services from catalog
Complete planning checklist
11
22
55
Install & configure tool and
collect data (Assessment)
Customer-specific plan (Guidance/
Development) OR report (Assessment)
to partner
Deliver plans (Guidance/Development)
OR reportand recommendations to customer (Assessment)33
44
PartnerPartner
Online Collaboration Interface
Partner EnablementTools
Ongoing Partner Support
Virtual CiscoSME/Engineer
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
Service Developer
Publishes theService Product
Service Consumer
Service Partner
Packages, Sells and Delivers the Service
Consumes theService Product
Service Aggregator
Creates Composite Services Out of Available Services
Network ServiceCloud
Virtual Service Exchange
• Dynamic construction, provisioning,&management
• Multi-point and composite services
• Participants maintain asset control
• Margin created by efficiency (software, delivery)
• Dynamic construction, provisioning,&management
• Multi-point and composite services
• Participants maintain asset control
• Margin created by efficiency (software, delivery)
Key RequirementsKey Requirements
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
CPS Package for: Project Sizing Criteria
Unified Communication: Unity + Call Manager
5000 IT Enabled Employees / Handsets
Unified Communication: UCCX Agents: 300 (maximum)
Data Center: WAAS Up to 10 Branch Offices or Remote Sites
Data Center: ACE Up to 4 ACE Servers/Devices
Data Center: Nexus Up to 4 Nexus 7K Switches
Security: ‘EndPoint Security Solution (CSA, ASA, NAC)
CSA (1 CSAMC , 1 client OS, 1 Server OS, 1 user profile and 1 server profile, up to 5 servers), NAC: Medium (700-1500 users in one site, one guest and one profiler), ACS: 1 ACS server or 1 ACS Solution engine
Security: ‘Unified Security Solution Package (Firewall, IPS and VPN)
Firewall (2 ASA with no virtualization with redundancy and no policy creation), VPN: (ASA VPN, 1 VPN Hub, 1 remote hardware and software profile, 1 SSL VPN, 1 LDAP RADIUS), integration), IPS (2 IPS box or 2 IPS module on ASA, NO tuning)
Security: ‘Unified Security Management Solution’ (CS MARS and CSM)
CSM (1 CSM installation and integration with 1 Firewall, 1 IPS and 1 ACS), CS MARS (1 LC installation and integration with 1 CSM, 1 Firewall and 1 IPS)
Virtual Offerings: Routing & Switching, UC, UCC, Unity, TP, Security, DCN
Technology audits limited to 500 devices; 5000 employees, 150-2000 Devices
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
Supporting Service Eligibility Criteria Characteristics
UC Planning and DesignGuidance Service
� High Level Design Review� Detailed Design Review� Implementation Plan Review� Migration Plan Review� System Acceptance Plan Review
•UC ATP Partner program• UC Specialization – Advanced or Master
• Each Deliverable Qty• Per package offer: 1
UC Planning and DesignDevelopment Service
� High Level Design� Detailed Design � Implementation Plan� Migration Plan� System Acceptance Plan � Knowledge Transfer
•UC ATP Partner program•UC Specialization – Advanced or Master
• Each Deliverable Qty• Per package offer: 1
DC Planning and DesignGuidance Service
� High Level Design Review� Detailed Design Review� Improvement Plan Review� System Acceptance Plan Review
•DCNI Specialization – Advanced or Master • Each Deliverable Qty• Per package offer: 1
DC Planning and DesignDevelopment Service
� High Level Design� Detailed Design � Improvement Plan� Migration Plan� System Acceptance Plan � Knowledge Transfer
•DCNI Specialization – Advanced or Master • Each Deliverable Qty• Per package offer: 1
SEC Planning and DesignGuidance Service
� High Level Design Review� Detailed Design Review� Improvement Plan Review� System Acceptance Plan Review
•SECURITY Specialization - Advanced or Master • Each Deliverable Qty• Per package offer: 1
SEC Planning and DesignDevelopment Service
� High Level Design� Detailed Design � Implementation Plan� System Acceptance Plan � Knowledge Transfer
•SECURITY Specialization - Advanced or Master • Each Deliverable Qty• Per package offer: 1
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Cisco Confidential 36© 2010 Cisco and/or its affiliates. All rights reserved.
Practice Accelerators
Practice Accelerators
Assessment Services
Assessment Services
Guidance ServicesGuidance Services
Development Services
Development Services
Knowledge Services
Knowledge Services
Bor
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Net
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Col
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Virt
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and
Clo
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Dat
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ente
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and
Clo
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Technical Know
ledge Library
• Network Infrastructure Knowledge Service
• Wireless Knowledge Service
• Security Knowledge Service
• Collaboration Knowledge Service
• Data Center Knowledge Service
• Unified Security Development Service
• WLAN Development Service
• WLAN Voice Development Service
• Unified Communications Development Service
• Unified Communications on Unified Computing System Development Service
• Unified Contact Center Express Development Service
• TelePresence Development Service
• Unified Computing System Development Service
• Data Center Wide Area Application Services Development Service
• Data Center Nexus Development Service
• Data Center Application Control Engine Development Service
• Unified Communications Guidance Service
• Unified Communications on Unified Computing System Guidance Service
• Unified Contact Center Express Guidance Service
• TelePresence Guidance Service
• ATP Immersive Shadowing Service+
• Unified Computing System Guidance Service
• Data Center Wide Area Application Services Guidance Service
• Data Center Nexus Guidance Service
• Data Center Application Control Engine Guidance Service
• Unified Security Guidance Service
• WLAN Guidance Service
• WLAN Voice Guidance Service
• Identity Services Engine Guidance Service
• MIT ATP ASR5K Guidance Service*
• Routing & Switching Assessment Service
• Routing & Switching Assessment Service Multipack
• Multi-Day Router & LAN Switch Audits Service
• Network Device Security Assessment Service
• Video Service Level Agreement Assessment Service
• Unified Communications Readiness Assessment Service
• Unified Communications Manager Assessment Service
• Unified Messaging Assessment Service
• Unified Contact Center Assessment Service
• Unified Computing System Program Manager Accelerator Service
• Unified Computing System Partner Practice Lab DemonstrationAccelerator Service
• Practice Management Foundation Service
• Unified Computing System Technical Consulting Accelerator Service
• Cloud Builder Accelerator Service
• FlexPod Technical Consulting Accelerator Service
• Virtualization Experience Infrastructure Technical Consulting Accelerator Service
Prefix for all service names: Cisco Collaborative Professional Services
*SP offer. Remove from outbound mid-market slides+ATP Immersive Shadowing is a Guidance Service with onsite engineering deliverables
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Cisco Confidential 37© 2010 Cisco and/or its affiliates. All rights reserved.
CPS - Collaborative Professional Services
http://www.cisco.com/web/about/doing_business/legal/service_descriptions/index.html#~5
Sell Services – Collaborative Professional Services
http://www.cisco.com/web/partners/services/programs/collaborative/cps/index.html
Sell Services for Partners
http://www.cisco.com/web/partners/services/index.html
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Cisco Confidential 38© 2010 Cisco and/or its affiliates. All rights reserved.
• Share these concepts
� Read the material and links mentioned
� Contact us
• Know the Installed Base (asset)
� Ideas to increase support
� Refresh the environment
• Sell solutions instead box / BOM
� View each deal as a consulting services
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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39