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HP Competitive Campaign Overview

HP Competitive Campaign Overview. Heighten awareness of Cisco UCS as a compelling, cost effective solution Pro-actively attack server refresh, run rate and solution opportunities. Dynamically grow UCS market share by enabling increased partner sales worldwide.

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HP Competitive Campaign Overview

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  1. HP Competitive Campaign Overview • Heighten awareness of Cisco UCS as a compelling, cost effective solution • Pro-actively attack server refresh, run rate and solution opportunities. • Dynamically grow UCS market share by enabling increased partner sales worldwide. • Aggressively combat competitive disinformation campaigns with proof point marketing Campaign Objectives • Application Driven • Major upgrades / changes • New applications • Infrastructure Driven • Hardware refresh – 2 socket three year refresh w/ Intel inflection point; 4 socket refresh; • Compelling Technology – standardization • IT Transformation • New Capabilities: Cloud, Big Data, VXI • UCS Blades: 3rd WW/Latam • Rack Servers • Blade Servers Products/ Solutions IT / Data Center buying decision makers and recommenders (250 - 1,000 employee) Target HP UCS partners (60+ on list) Key Competitors Partners Target Opportunities • Product: Smart Play Bundles & Velocity • Cisco Capital: 3 months grace period to make 1st payment Promotions Commercial/ Enterprise Partner Led / Cisco Led Segment/ RTM

  2. BE 6K Penetration Campaign Overview • Increase penetration Commercial: TAM: $153M/ Cisco market share: 18% • Lead conversation with BE6K • Improved business agility • Reduced total cost of ownership (TCO) through server consolidation • Operational efficiency and scale • Improved business continuity Campaign Objectives • BE6000 platform +: IP Phones (Voice – 69XX,79XX), Video Phones (89XX, 99XX), Endpoints: MX200, MX300, EX60, EX90, SX20,VCS-E, MCU 5300, TP Touch 8”, CCX, CUWL, UCSS. Webex Meetings, Jabber • Installed base (BE5K and previous) to BE6K • Traditional Telephony migration to UC • Video upselling opportunities • New/Competitive held accounts Target Opportunities Products/ Solutions • Midsize IT Buyer (150 - 1,000 employee ; 100 – 1,000 users) • Secondary: main influencer (CFO/COO) Target Audience • Product: New Collaboration MM promotion Cisco Capital: 3 months to make first payment • Services: Smart Net Promotions Key Competitors • Avaya, Siemens, Mitel , Alcatel, Polycom, Microsoft • Commercial • Partner Led / Cisco Led • AUC , CAS ( Collaboration Architecture Specialization ) Segment/ RTM Partners

  3. IYDC Secure Campaign Overview • Increase security sales by taking advantage of Nexus installed base in Data Center environments to cross sell physical and virtual security solutions. • Position security as an embedded component of Cisco architecture approach for the Data Center. Campaign Objectives • Physical environment: ASA 5585-X, ASA 9.0, IPS 4500, CSM, (that work with Nexus 7000, UCS) • Virtual environment: ASA 5585-X, ASA 9.0, IPS 4500, CSM, (that work with Nexus 7000, UCS) • Nexus 5000 or 7000 installed base • Catalyst 6500 installed based Target Opportunities Products/ Solutions • DC Buyer, Sec Buyer, C-Level, IT Buyer (> 250 employee) • Secondary: main influencer (CFO/COO) Target Audience • Product: Cisco Connect • Cisco Capital: 3 months to make first payment • Services: SmartNet Key Competitors • Checkpoint, Juniper, McAfee, Huawei, IBM, HP, Dell Promotions • Traditional Partners ( Routing + Switching ) • Commercial. Enterprise and Public Sector • Partner Led / Cisco Led Segment/ RTM Partners

  4. TSF Phase 2 Campaign Overview • Accelerate demand in Commercial and Enterprise • Position Cisco’s Cross Architectural value and solutions that support BYOD • Increase awareness and demand on Cisco’s Borderless Networks Unified Access Solution and Cisco’s Collaboration Win the Workspace solutions ( TelePresence, Jabber and Webex) Campaign Objectives • Cisco Installed Based Migration: • (BN) Switches Catalyst 3750G, 3560G, 3750-E y 3560-E…, Catalyst 4500, 6500 ( not Series E), Access Points 802.11a/b/g • (Col) Call manager previous to version 9 • Cross Sell • (BN) : Cisco Prime, Cisco ISE, Unfied Access (wireless) • (Col): Communications manager video infrastructure • Upselling • (Co): webex, jabber, video endpoints • Competitive Intsalled Based Migration (TUDLA) BN: Unified Access Col: TelePresense, Jabber and Webex Products/ Solutions • Mid Market companies ( 150 – 1000 ee), • Ent ( >1000) • TDM and BDM (LoB – Sales, Mkt, HR, Finance) Target Opportunities Target • Col: AUC, CAS, ATP Video, CCE, CVP • BN: Traditional Networking Partners Partners • Product: • Collaboration Breakaway Plus Simplified • MM Promotion (up to 65% Latam & • 68% Brazil) • Cisco Connect 2.0 (up to 64% discount) • Jabber for Everyone and Webex Trial • Capital – 0% interest, 36 months & 90 days grace • Services ( TBD) • BN: HP, Juniper, Huawei, Check Point, • Collab: Avaya, Polycom, Siemens, MSFT Key Competitors Promotions Segment/ RTM • Commercial • Partner Led / Cisco Led

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