ibm/cisco sales training

2. Industry Trends Ciscos Strategy Cisco/IBM Strategic Alliance Cisco/IBM Key Plays > > > >Data Center Networking Bring Your Own Device (BYOD) Collaboration Switch-ItThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.2 3. 50B Connected Devices by 202080% of enterprise apps were deployed in the Cloud in 2012MobileCloud300K apps available in 2010 > 2M in 2012AppsMore data created in 2012 than the past 5000 yearsBig Data & AnalyticsThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.Connected devices will outnumber people by 2014IoT3 4. The Only Constant Is Change Technology Transitions MobileCloudNew Breed of AppsData & AnalyticsInternet of ThingsChanging Role of ITGrowth & InnovationNew Business ModelsAgility & SpeedExperience ExpectationsBusiness Implications This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.4Security & Privacy 5. Networked Economy Connectivity Digital AccessDigital Business ProcessesInternet of EverythingImmersive ExperiencesDigitize the WorldDigital InteractionsThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.5 6. Ciscos Total Addressable Market (TAM) Is Growing ~6% TAM CAGR$278B Enterprise N/W$230BData Center Collaboration Security SP Video Infrastructure SP Video Software & Solutions SP RoutingSP Mobility ServicesFY13FY17Source: GMV release November 8, 2013. Includes Internet of Things Cisco Addressable Market Planning Scenario Caveat: Numerous external factors affect supply and demand over which we have limited control. Cisco seeks to take these factors into account to the extent possible when predicting future events. Actual results could differ significantly from these scenarios. Data contains natural rounding.This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.6 7. Sustainable Strategy and Execution 1990 1995 ACC1996 2000 Bay Networks2001 2007 AlcatelAscend 3ComSiemens FoundryProteonNewbridgeSynOptics Fore DEC 3Com IBMExtreme NECNortel XylanRiverstone LucentCabletron2015HP EricssonWellFleet2008 TodayJuniper Microsoft Checkpoint Arista Aruba Riverbed AvayaF5ShoreTel HuaweiDellFortinetJuniper RedbackBrocadeThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.Polycom7The Landscape is Constantly ChangingInternet of Everything 8. Cloud Cloud-based delivery Description Platform-led Large ecosystemManaged ServicesEnd-toend Services-led Solution-led SLA-driven HW-SW decided by customer or provider HW-SW decided by providerGood Enough Product-led Lower costFeatures Niche Product-led Focus on specific featuresExamplesNon-traditional Cisco competitorThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.Traditional Cisco competitor8 9. New Business ModelsPartner EcosystemApplications Application InterfacesServicesPlatform Infrastructure InterfacesInfrastructureThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.9 10. Executive Demo: Interop NYC FY13 - John Chamber's SessionThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.10 11. 1) Leadership in the Core (routing/switching/services) 2) Collaboration 3) Data Center/Virtualization/Cloud 4) Video 5) ArchitecturesThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.11 12. The Cisco and IBM 360 RelationshipMajor customers of each otherTechnology integrators of each otherDeliver solutions and services across industriesA level of interdependence unique to the industry This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.12 13. 12% of revenue (FY12)165+ acquisitions R&D spend isOne-third of revenue 25,000EngineersBuildBuyIntegrate Services PartnersCloud ProvidersTechnology PartnersService Providers Independent Software VendorsLearning Partners DevelopersPartnerSolution Providers / Systems Integrators Distributors Consulting PartnersThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.13 14. Acquisition Summary 19932013 010304070609151993199419951996199719981999240205041208081105070406110320002001200220032004200520062007200820092010201120122013This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.14 15. Leadership Across Markets Core MobilityCore SecurityCollaborationDatacenter and VirtualizationVideo $49B market today $26B market today $35B market today $42B market today $22B market today 60% market share in Wireless LAN Entry into the content security market through acquisition of the market leader Built a $4 billion business, making collaboration the most successful product category that Cisco has entered Developed nextgeneration products for the data center market Immediate credibility in the video and consumer markets Created strategic partnerships Increased knowledge of the Service Provider business Helped expand into the Service Provider mobility market Captured market disruption to provide security solutions for mobile workers Captured the transition from voice to videoThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved. Better understanding of the consumerization of IT trend15 16. Market Leadership(Q1 CY13)No. 1No. 1RoutingNo. 1No. 1SwitchingNo. 1Edge/Core/AccessTelePresenceWireless LANModular/FixedVoice51%47%37%69%54%No. 1No. 2No. 2No. 1Web Conferencingx86 Blade ServersStorage Area NetworksSecurity19% 32%40%41%Breadth and Depth of Technology Portfolio Our Focus on Integration Provides our Customers with a Competitive AdvantageOur Diverse Product Portfolio Means Were Here for the Long-termThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.16 17. IBM and Cisco Deep industry expertise and credibility Global partner, customer, and supplier to Cisco Board-level access New IT delivery models: (Cloud, Consumption, etc..) Global presence and reach Distinguished Cisco global partner Dedicated Cisco solution practice and capability Software (Data Analytics, Cognitive Intelligence) Broad IT Service DeliveryDelivering a level of interdependence unique to the industry #1 IT company in the world Transformational customer successGlobal industry leaders Billions in joint revenue Growth plays in growth markets Mutual customers of each other Technology integrators of one another Joint solutions and services across key industries Shared roadmaps and investments Global delivery capacity 25,000 shared customers Faster time to revenue via pre-negotiated Terms and Conditions Highest levels of executive sponsorship Long-term financial strengthThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved. Global market leader in networking Strategic partner, customer, and supplier to IBM Ongoing Strategic Development Funds to drive customer success Comprehensive validated and smart solutions portfolio One of IBMs largest customers Dedicated global IBM team Alignment to Smarter Planet Global governance model Financial strength and stability Internet of Everything19 18. IBM and Cisco: Industry Solutions HealthcareCare at a Distance/ Collaboration MobilityEnergy and UtilitiesFinancial ServicesCyber and Physical SecurityRemote ExpertMobility Collaboration/ Workforce EnablementSmart + Connected CitiesSelf-ServicePhysical Security/Public SafetyPhysical SecurityCyber SecurityVideoVideo TeleHealthCommunications NetworkCollaboration & Contact CenterIntelligent Operations CenterMobilityVideoData CenterData CenterCollaborationThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.20RetailRemote Expert Digital Video Surveillance Video Mobility 19. Todays IT drivers magnify the need for a modern data center as applications, data and access continues to increaseBig DataCloudCentralized Applications, Storage and SecurityMobility Decentralized Users and Access21 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.21 20. A modern data center strives for greater efficiency and cost reductions while meeting the growing demands of business and IT Reduce operational costsReduce operational complexityImprove adoption of virtualization technologiesDesign for scalability VideoReduce time to deploy new services This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.22 21. And, the network strategy must be flexible and adaptable to take advantage of evolving technologies Enhance network programmability and provisioningIncremental BenefitsObtain greater flexibility by centralizing control of VM mobilityApplicationEnhance scalability, performance and manageability Reduce devices and tiers to improve performance and manageabilityCentric InfrastruttureOverlays and Virual Services Ethernet FabricsConsolidation and VirtualizationTime (Maturity of technology) 23 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.23IMPACT 22. Is your network ready for the modern data center? Heres a good starting point: What are your priorities for your Data Center? Are you application services highly available, scalable, and reliable (RAS)? Are you concerned with Heat, Energy Consumption, Physical Space and Weight (HECS)? Are you planning any server or storage refreshes? Is your network ready for the bandwidth that your new servers can support? (10G LOM) Do you have targets for your virtualization deployment? What percentage of your productions servers are virtualized? Are you considering a cloud strategy? What do you use for storage networking? DAS, NFS, iSCSI, FC? Are you considering FCoE in the future? What percentage of your budget do you spend on maintaining operations versus investing in innovation? 24 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.24 23. We recommend starting your data center evaluation and virtualization journey with a Data Center Network Discovery session Capture and review business requirements and IT strategy at a high level Explore improvement opportunities, use cases and business impact potential Discuss the conceptual network architecture to enable use casesConceptual Network Architecture Discuss future technologiesLogical network details Physical network detailsIdentify / prioritize issuesReview structure / next stepsReview DC Strategy25 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.25 24. We recommend starting your data center evaluation and virtualization journey with a Data Center Network Discovery session Capture and review business requirements and IT strategy at a high level Explore improvement opportunities, use cases and business impact potential Discuss the conceptual network architecture to enable use casesConceptual Network Architecture Discuss future technologiesLogical network details Physical network detailsIdentify / prioritize issuesReview structure / next stepsReview DC Strategy26 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.26 25. Delivering Best in Class Collaboration Products but Better Together: Easier to Use, Deploy, Maintain & Integrate Customer CollaborationUnified CommunicationsSERVICESCollaboration ApplicationsThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.TelePresence27 26. Ciscos Video Collaboration Strategy & Vision Video: Better than Being There > A natural part of work interactions > Powerful and useful experience with content & context > Advanced video analytics, transformation & sharing capabilities Video: On Every Pane of Glass > The right endpoints for the right interaction > Seamless interactions between all devices > Eliminating Islands with standards-based technology & interoperability > Scale through hardware, software & cloud architecture strategies Video: As easy as voice > Improving user & IT experiences with an integrated end-to-end offering > Business class experiences > Network intelligence to provide richer user experiencesThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.28 27. Video is a Document: Shareable, Searchable, Editable, Likable, Twe etable New On-Demand ExperienceSelf service recording & streaming Expand reach, transcend time zonesAugmented Live ExperienceTurn videos into useful knowledge storesIncrease engagement & participationAttend on the goExpose what is important and resonating with viewersView after live eventThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.29 28. A Camera and a Pane of Glass Available Everywhere With One User Experience on All DevicesWeb browsers will be another pane of glass: WebRTCThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.30 29. Borderless Networks Solutions Borderless Networks Solutions accelerate business innovation by connecting people, information, and devicessecurely, reliably, and seamlessly in a world with many new and shifting borders. Network ModernizationCustomer Benefit Use video as well as voice and data to enable new ways of communicating and new ways of working from anywhere or on the go. Meet the new demands of mobile device proliferation and bandwidth-intensive applications. Secure wireless networks. BYODThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.31 30. NEW WAYOLD WAY Enterprise provided and managed user devicesEXECUTIVE Work is a place you go tolimited off campus access IT visibility and control into user devices and applications Anywhere, anytime, any device usage Work is a function globally dispersed, mixed device ownershipEMPLOYEE Change in IT control and management paradigm granularity beyond device Security lives in the network to allow for BYOD Security lived on the IT managed endpoint ITThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.32 31. Device Diversity is here to stayUser Wants Consistent experience onmultiple devices Seamless transitionsbetween devices Separation of work and89%personal data26% Keep up with tech and75%10%social trends36%IT Wants Proactive adoption ofconsumer/mobile devices22% 1% Embrace BYOD withoutsacrificing security, management, busin ess standards23% Lower organizational costs Improved agilityThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.33 32. Network TeamCompliance OperationsEndpoint Team Security OperationsApplication Team Human ResourcesThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.34 33. Business Approaches to BYODDenied or RestrictedAllowedEnvironment requires tight controlsFocus on basic services, easy accessCorp Only Device Mfg Environment Trading Floor Classified Gov Networks Traditional EnterpriseBroader Device Types But Internet Only Edu Environments Public Institutions Simple GuestEncouragedSuppliedEnable differentiated services, on-boarding with security onsite/offsiteCorp native apps, new services, full control Any device, any ownership Innovative Enterprises Retail on Demand Mobile Sales Services (Video, Collaboration, etc.)Multiple Device Types + Access Methods Early BYOD Enterprise AdoptersThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.35 34. Solutions for Each Phase of the JourneyDenied or RestrictedAllowedEncouragedSupplied Wired/Wireless/FW Infra AnyConnect IronPort ScanSafe ISE NCS MDM Apps(Webex, Jabber, Quad)Unified Access This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.36 35. IBM Managed Maintenance for Cisco Products World-class support IBM is the single trusted source for Level 1 and 2 supportEnhanced availability and performance Access to service, software updates, and hardware replacementsReduce complexity with a one-stop-shop solution Reduce complexities inherent in support from multiple vendorsThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.39 36. IBM Commitment to Cisco A 360 partnership delivering billions in mutual revenueOne of only four Global Certified Partners in the WorldCisco Global Commerce SpecializationCisco Global Services Alliance PartnerCisco Certified Gold and Silver Partner in more than 50 countriesAdvanced Technology Provider CertificationsOne of Ciscos top five partnersThis presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.40 37. Data Center Networking: The data center network is no longer a LAN in the data center > New technologies, standards, integration with server, storage and systems management, and Cloud Computing are driving a large and growing opportunity space1 Transitioning to dynamic infrastructure / Private Cloud environment > Server and storage virtualization > Centralized application delivery Data Center changes > Move to new data center space > Add backup or redundant data center(s) > Improve data center energy efficiency Integrated Compute Stack opportunities> Workload specific performance > Size and scale of deployment > Existing network readiness43 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.1 IDC and IBM estimates43 38. MobileFirst: Is your network ready for mobile enterprise and BYOD? Clients are at various levels of maturity in adopting BYOD and implementing a mobile strategyRESTRICTSELECTEMBRACEEnvironment Requires Tight ControlsFocus on Easy Access, but to a Limited Set of Users and ApplicationsCorp Native Applications, New Services, Full ControlCorp Only DeviceMix of Corp and user owned devicesAny Device, Any OwnershipBYOD Continuum 44 This presentation contains materials that are either copyright 2013 IBM Corporation or copyright 2013 Cisco Systems, Inc. All rights reserved.44