the time machine - cisco · the time machine. featuring dirk heldner kristina vervoort olaf...
TRANSCRIPT
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TelePresence and Business Videothe time machine
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FeaturingDirk Heldner
Kristina VervoortOlaf Lindenau
Wayne StephensAnd quite some friendly B-Ends
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Vebørn Tandberg founded TANDBERG in the 1930s
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Our history
1933 1952 1960 1970
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We will become one of the leaders
within the video technology industry
Jan Opsahl
Per Kogstad
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John Chambers - 2003
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OJ Winge
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Frederik Halvorsen, former CEO
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Thomas Nicolaus, RD DACH
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Tommy Hilfiger
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2001 2002 2003 2004 2005 2006 20082007
From market share of 19% in 2001 …
to market share of 41% in 2008 …
TAA
Player #2
127
206 201
269301
361
547
693
Can’t be done?!
2009
Est.
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Can’t be done?!Infrastructure Market Share Development
2001
*
2002*
2005 2006 2007 2008 YTD2003*
2004
0 0
10
17
2123
27
45
48
TAA
Player #2
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Premium: > +60%
Can’t be done?!ASP Development: TANDBERG vs. Others
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Tandberg to Cisco Transition
Product Strategy
Cisco Partner Program Overview
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Products Sales
Emerging
TechnologiesEnterprise Global Sales
Generalist Specialist
Service
ProviderConsumer
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DONE!
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Tandberg to Cisco Transition
Cisco Partner Program Overview
Product Strategy
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Today
2 separate programs – enVision and Telepresence ATP
December 31st
Telepresence ATP Program EOL
February 1st
enVision Program EOL
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Lets welcome
Wayne Stephens
Channel Operations Director,
TelePresence Video
to see what‘s next!
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Integrated Program Principles Partner profitability
Selective approach
Investment protection
Value not volume based
Built on existing programs
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Cisco
Selected
Partner Self -
Elective
Cisco’s Deliberate Go to Market
Technology
Specific GTM
Market-Maturity
Specific
Channel Coverage
and Capability
Avoid
Over-distribution
OPEN
GTM
Strategy
Open
Distribution
Selective
Distribution
Open
Open(Specialized)
Specialized(Restricted)
Advanced
Technology
Provider(ATP)
64,000
Partners
1400 UC
60 Master
111 TP
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ATP – New Technologies
MasterBased on technologies
requiring unique skills
Advanced Resource
& Service Capabilities
Customer references
3rd Party Audit
AdvancedBased on Cisco
Architectures
Sophisticated Sales,
Technical, Service skills
with required
courses/proctored
exams for AMs, SEs,
PM’s & FEs
ExpressBased on Cisco
Architectures
– base level skills
Consists of required
courses/exams for
AMs, SEs, and FEsCreating the Framework to Build Partner Expertise
Across Sales, Technical and Service Criteria
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TelePresence Video ATP FrameworkExpress
Partner Profile:
• Video endpoint knowledge
• Limited video infrastructure
focus
• Limited network focus
• Light integration
• Unique skills such as AV
• Internal video usage, basic
Partner Profile:
• Deep & broad video knowledge
• Infrastructure focused
• Light to moderate network focus
• Integration and interoperability
• Managed video conferencing
• Unique access to video buyers
• Internal video usage, medium
Advanced
Partner Profile:
• Cisco TelePresence Advanced
Partner with basic-to-medium level
Call Manager expertise
• Entry level to CTS product suite
Advanced Plus
Partner Profile:
• Deep & broad video
knowledge
• Infrastructure solutions and
architecture focused
• Applications & intercompany
integrations
• Managed Service - video
NOC
• Unique access to CXO level
• Internal usage, pervasive
Master
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Channel Program Benefits
Branding credibility
Financial rewards
Engagement preference
Level playing field
Differentiation opportunity
New TelePresence Video Channel Program
will be launched at the Collaboration Summit
November 16th
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Tandberg to Cisco Transition
Cisco Partner Program Overview
Product Strategy
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Interoperability
Everyone, Everywhere
Ease of Use
Absolute Quality
Intercompany
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Time Places Devices
Content when you
are ready
Access from
anywhere
Best experience
on any device
Content finds you,
easy to consume
Content
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The roadmap is based on the full TANDBERG/CTS portfolio
Customers will have investment protection for what they buy today
BridgedInteroperates today
and in the future
YEAR 1 YEAR 1-2 YEAR 2-3
IntegratedWorks as a unified
system• Switching and transcoding
• Scheduled and ad hoc
• Signaling & mediamanagement
ConvergenceTakes the experience
and capabilities to the next level
High- level timeline
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BUT
we all know
Seeing is Believing!
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USE IT!LOVE IT!SELL IT!
Let‘s make Video the new Voice!
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Special Thanks to
Michael Thissen
Henning HändelRainer Kallies
Our friendly B-Ends
And last but not least: YOU!
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