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Offre Cisco Data Center Une formidable opportunité

Offre Cisco Data Center Une formidable opportunité. Bruno Dutriaux Partner PSS, Data Center, Cisco France bdutriau@cisco.com. Cisco Experience Days – Data Center. Offre Cisco Data Center - Une formidable opportunité Marché – Positionnement et évolution - Programmes

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Offre Cisco Data Center Une formidable opportunité

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  1. Offre Cisco Data CenterUne formidable opportunité Bruno Dutriaux Partner PSS, Data Center, Cisco France bdutriau@cisco.com

  2. Cisco Experience Days – Data Center Offre Cisco Data Center - Une formidable opportunité • Marché – Positionnement et évolution - Programmes UnifiedComputing Systems – UCS • Session technique - UCS Data Center Business Advantage • Session technique – Architecture & produits

  3. Agenda • Introduction • Bâtir sur un succès • Evolution de l’offre • Différentiation durable • Logique de partenariat • Aide à la vente • Certifications et programmes

  4. Agenda • Introduction • Bâtir sur un succès • Evolution de l’offre • Différentiation durable • Logique de partenariat • Aide à la vente • Certifications et programmes

  5. De l’origine … 2008 • Annonce Nexus 7000 – NX-OS • Annonce Nexus 5000 • Annonce Nexus 2000 2009 • Annonce UCS • Annonce Nexus 1000 • Annonce Nexus 2000 2ième génération 2010 • Annonce Nexus 4000 • Annonce Nexus 5000 2ième génération • Annonce VSG, vWAAS – Services réseau en environnement virtuel Principalesannoncesproduitsgamme Data Center Cisco

  6. … à la dynamique Gamme Nexus • 3000 Clients • 1,5 Millions de ports 10Gb/s • Très forte croissance (+ de 350% Y/Y) Gamme UCS • 1700 clients au 31/07/2010 • Prise de part de marché importante • (3ième fournisseur N.A. Q2CY10) Reconnaissance de la vision • Par les analystes • Par le marché

  7. Cisco based DC/Cloud Services - Public Announcements June 2010 April 2010 Jan 2009 Sept 2009 Oct 2009 Nov 2009 Feb 2010 March 2010 Sept 2010 4 Public Announcements over 10 months 10 Public Announcements over 5 months

  8. Remerciements Cisco est indirect • Forte originalité sur le marché • Logique d’accompagnement des partenaires En France • Sept 2010 9 partenaires DCNI • 5 partenaires DCNI & DCSN • 4 partenaires ATP UCS • Objectif FY11 : doublement

  9. Agenda • Introduction • Bâtir sur un succès • Evolution de l’offre • Différentiation durable • Logique de partenariat • Aide à la vente • Certifications et programmes

  10. Data Center Business Advantage Architectural Framework Solutions New Service Creation and Revenue Generation Driving Profitability New Bus. Models, Governance and Risk BUSINESS VALUE Architecture Efficient Agile Transformative Cisco Lifecycle Services Policy Partner Ecosystem Data Center Business Advantage Systems SOLUTION DIFFERENTIATION Innovation Automation Consolidation Virtualization Cloud Open / Standards App. Performance Energy Efficiency Security Continuity Workload Mobility SYSTEMS EXCELLENCE Unified Computing Unified Fabric Unified Network Services TECHNOLOGY INNOVATIONS Application Networking Switching Security Storage OS Management Compute

  11. Data Center Business Advantage Architectural Framework Solutions New Service Creation and Revenue Generation Driving Profitability New Bus. Models, Governance and Risk BUSINESS VALUE Architecture Efficient Agile Transformative Cisco Lifecycle Services Policy Partner Ecosystem Data Center Business Advantage Systems SOLUTION DIFFERENTIATION Innovation Automation Consolidation Virtualization Cloud Open / Standards App. Performance Energy Efficiency Security Continuity Workload Mobility SYSTEMS EXCELLENCE Unified Computing Unified Fabric Unified Network Services TECHNOLOGY INNOVATIONS Application Networking Switching Security Storage OS Management Compute

  12. Data Center Business Advantage Architectural Framework Solutions New Service Creation and Revenue Generation Driving Profitability New Bus. Models, Governance and Risk BUSINESS VALUE Architecture Efficient Agile Transformative Cisco Lifecycle Services Policy Partner Ecosystem Data Center Business Advantage Systems SOLUTION DIFFERENTIATION Innovation Automation Consolidation Virtualization Cloud Open / Standards App. Performance Energy Efficiency Security Continuity Workload Mobility SYSTEMS EXCELLENCE Unified Computing Unified Fabric Unified Network Services TECHNOLOGY INNOVATIONS Application Networking Switching Security Storage OS Management Compute

  13. Data Center Business Advantage Architectural Framework Solutions New Service Creation and Revenue Generation Driving Profitability New Bus. Models, Governance and Risk BUSINESS VALUE Architecture Efficient Agile Transformative Cisco Lifecycle Services Policy Partner Ecosystem Data Center Business Advantage Systems SOLUTION DIFFERENTIATION Innovation Automation Consolidation Virtualization Cloud Open / Standards App. Performance Energy Efficiency Security Continuity Workload Mobility SYSTEMS EXCELLENCE Unified Computing Unified Fabric Unified Network Services TECHNOLOGY INNOVATIONS Application Networking Switching Security Storage OS Management Compute

  14. Data Center Business Advantage Architectural Framework Solutions New Service Creation and Revenue Generation Driving Profitability New Bus. Models, Governance and Risk BUSINESS VALUE Architecture Efficient Agile Transformative Cisco Lifecycle Services Policy Partner Ecosystem Data Center Business Advantage Systems SOLUTION DIFFERENTIATION Innovation Automation Consolidation Virtualization Cloud Open / Standards App. Performance Energy Efficiency Security Continuity Workload Mobility SYSTEMS EXCELLENCE Unified Computing Unified Fabric Unified Network Services TECHNOLOGY INNOVATIONS Application Networking Switching Security Storage OS Management Compute

  15. Trois focus Unified Fabric Unified Network Services Unified Computing Unified Computing Unified Fabric Unified Network Services

  16. Trois focus Unified Fabric Unified Network Services Unified Computing Unified Computing Unified Fabric Unified Network Services

  17. Unified FabricConvergence, Scalability, Intelligence • 2nd Generation Nexus 5500 platform NEW INNOVATIONS • Convergence • Scalability • Intelligence Network-based approach for systems excellence Unified Fabric Unified Network Services Unified Computing • Application Networking • Security Services • Policy • Ethernet Network • Storage Network • Data Center OS • Compute • Network • Storage Access BUILDING BLOCKS ATTRIBUTES

  18. Cisco Data Center Platforms Nexus 7000 MDS 9000 Core Distribution Unified Access Layer Nexus 5000 LAN SAN Direct Attach 10GE Nexus 4000 10GE Blade Switch w/ FCoE (IBM) Nexus 2000 Nexus 2000 Nexus 2000 10GE Rack Mount Servers Nexus 1000V Cisco UCS 1 & 10GE Blade Servers w/ Pass-Thru 1GE Rack Mount Servers 10GE Rack Mount Servers UCS Compute Blade & Rack

  19. NEW Cisco Nexus Data Center PortfolioIndustry Leading Technologies and Solutions Nexus 7018 Nexus 7010 Nexus 5548 Nexus 5020 Nexus 5010 Nexus 4000 Nexus 2232 Nexus 1010 Nexus 2248 Nexus 1000V Nexus 2224 VN-Link NX-OS Compute Access-Aggregation Aggregation/Core

  20. Evolutions La virtualisation demande des domaines L2 de grande taille • Extension au Data Center en améliorant stabilité et performance (FabricPath) • Extension des domaines L2 entre différents sites (OTV) • Multiplication des solutions en améliorant la rapport qualité / prix (Unified Port, Nexus 5500, Nexus 2224) • Amélioration des solutions FCoE (Nexus 5500, futures cartes pour MDS, N7k*) • Ouverture vers des cas clients différents (L3 dans Nexus 5500 *) * : fonctionnalité annoncée pour CY11 Maturité - Capacité - Versatilité

  21. Trois focus Unified Fabric Unified Network Services Unified Computing Unified Computing Unified Fabric Unified Network Services

  22. Cisco Unified Network Services Vision Application Delivery Others Flexibility and Choice For Any Deployment Model Policy framework ANY SERVICE ….. ANY DELIVERY MECHANISM Dynamic “On-demand” Dedicated(Hardware coupled) Feature Consistency ANY FORM FACTOR Appliance Module Integrated Virtual ANY ENVIRONMENT Compute Cloud Network Workload mobility

  23. Unified Network Services Provides a Common Framework For Physical and Virtual Services VDC-1 App App App OS OS OS VDC-2 Physical Network Services Private Cloud Public Cloud Virtual Firewall Virtual WAN Opt SLB/ADC WAN Opt Firewall Hypervisor • Application-specific service nodes • Form factors: • Appliance • Switch module • Router-integrated • Virtual appliance form factor • Elastic Instantiation/Provisioning • Service transparent to VM mobility • Support scale-out • Large scale multi-tenant operation

  24. UNS Architectural Innovations and Benefits FY11 FLEXIBILITY Virtual services Agility and on-demand delivery Policy-aware VMs Workload Portability and Mobility Cloud optimization RESPONSIVENESS Secure multi-tenant cloud experience Fabric Integration Rapid Service Enablement CONSISTENCY Policy-based provisioning Operational simplicity Open APIs Seamless Integration and automation

  25. UNS Product Innovations Virtual WAAS Virtual Security Gateway (VSG) On Nexus 1000V Virtual NetworkManagement Center (VNMC) UCS /x86 Servers ESX ESXi Hypervisor w/ Nexus 1000V Nexus 1000V vPath vPath: Fabric Intelligence for Virtual services • Traffic interception/redirection, Fast-path off-load

  26. Trois focus Unified Fabric Unified Network Services Unified Computing Unified Computing Unified Fabric Unified Network Services

  27. Consolidation des ressources Stockage, années 90/2000 • Baies de stockage : contrôleurs + disques + réseau interne • Provisionning / réplication / sauvegarde : services au niveau du contrôleur • Résultat : globalement un modèle de coût linéaire / capacité

  28. Consolidation des ressources UnifiedComputing System • Système UCS : contrôleurs + serveurs + réseau interne • Provisionning / gestion des accès réseau : services au niveau du contrôleur • Résultat : globalement un modèle de coût linéaire / capacité 28

  29. Advantage: Built for ScalabilityAdd Capacity For System, Not Single Service Available Capacity Service 1 Service 2 Available Capacity Capacity Consumed Service 3 Service 4 Added infrastructure is dynamically discovered, and comes online to meet any required demand. Time +

  30. Cisco’s Position in the Cloud Value Chain Software ISVs Technology Partners Cisco Architectures Cisco Capital Cisco Delivery Services Systems and Service Mgmt. Technology Partners Cloud Provider Technology Specialized VARs Vertical Specialized VARs End User Cloud Delivery Services: Includes Professional Services and Partner Delivery Cloud Provider: Includes SIs and Enterprise Internal IT

  31. UCS Developer EcosystemEcosystem Expansion Continues; 40+ ISV’s and Partners Developing to UCS • Recently released UCS Platform Emulator enables rapid, lower cost development • Hosted developer sandbox UCS instance available • Certified integration with 24 management applications from industry leaders • New features in UCSM 1.4 including power capping

  32. Agenda • Introduction • Bâtir sur un succès • Evolution de l’offre • Différentiation durable • Logique de partenariat • Aide à la vente • Certifications et programmes

  33. Enabling the Unified Data Center PracticeSpecializations & ATP (UCS B Series) Data Center Network Infrastructure Storage Networking Compute & Virtualization Program Specialization Advanced Data Center Storage Networking (DCSN) ATP DC UCS - B-Series (Invitation only Program) Specialization Advanced Data Center Network Infrastructure (DCNI) Product Access Not restricted Not restricted (MDS Director only via OSM) UCS B Series restricted to ATP only Program Benefits ($$) Up to 6% rebate (VIP) Up to 8% hunting reward(OIP) Up to 6% rebate (VIP) Up to 8% hunting reward(OIP)* Up to 6% rebate (VIP) Up to 4% hunting reward *Cisco resale only, not OSM RTM

  34. Investment to Establish Unified Data Center Practice DCNI Specialization 5 Roles 208 Hours DCSN Specialization 3 Roles 56 Hours DCUCS ATP 2 Roles 56Hours Practice/ Program DCNI SE /Architect DCNI Field Engineer DCAS SE /Architect DCAS Field Engineer DC AM (shared with DCSN Specialization) DCSN SE /Architect DCSN Field Engineer DC AM (shared with DCSN Specialization) UCS SE /Architect UCS Field Engineer UCS AM (DC AM exam +delta WBT) Online! Online! Roles Optional Nexus 5k bundle @ $20k less 70% NFR discount (Certified partners) Optional MDS 92xx kit $5-10k net approx via OSM Distributor Mandatory UCS B Series lab kit $70k approx net via DSA Lab investment

  35. Discount Programs Supporting DCV Cisco Resale Channel – 1 Tier Partner example Varies by tech & deal (not currently available on UCS ) PSPP OIP Commercial OIP Enterprise* DC 8% DC 6% DC & UCS 4% UCS 4% UCS 4% UCS: 57% (PSPP) UCS: up to 57% (flat Promo) DC: 47% (PSPP) DC: up to 42% (Certification discount) • DCNI & DCSN Specialization needed for hunting reward on Nexus 5k, 2k, 1k & UCS B • Distributors determine discounts for 2 tier

  36. OIP rules per track New Commercial / SB OIP Enterprise OIP • Provide Economic incentives for Partners that actively identify, develop and close new business Program Objective • From September 27, 2010 • To July 30, 2011 • From August 01, 2010 • To July 30, 2011 Program Period • Extra 8% off List Price* • Min deal size $25k • Extra 6% off List Price* • Min deal size $5k Program Details • Gold, Silver, or Data Center Specialized / ATP partners • All certified partners: Select, Premier, Silver and Gold Program Requirements • Partner driven, incremental opportunities • Registration valid for 6 month Add’l Requirements * Excluding UCS which is at 4%

  37. VIP 16 Virtualization Track Track Virtualization XL: UK – L: Austria, Belux, Netherlands, Germany, Italy, Spain, France, Ireland, Norway, Sweden, Denmark – M: Greece, Portugal, Israel, Finland, Iceland, Luxembourg *See Sku List for Actual Rebate %

  38. Formation / Suivi Renforcement des équipes de support partenaire Focus très fort sur la formation • Multiplication des séminaires en ligne – enregistrés • En anglais ET en français • « Masters Data Center » en évolution • Nombreux séminaires partenaires (17/09, 04/11, …) Focus sur les Cisco Validated Design • Accélérateur de montée en compétence • Multiplication des designs (VDI, exchange, SAP, …)

  39. Résumé Les certifications donnent accès aux programmes L’accent est mis sur la chasse Les programmes s’enrichissent et évoluent • Restez à l’écoute (Q2 FY11) Source: Placeholder for Notes Is 14 Points

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