Campaign
Objectives
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•
•
•
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
•
Application Driven
Major upgrades / changes
New applications
•
Target
Opportunities
Infrastructure Driven
Hardware refresh – 2 socket three
year refresh w/ Intel inflection
point; 4 socket refresh;
Compelling Technology –
standardization
Products/
Solutions
Target
Key
Competitors
Promotions
•
•
IT Transformation
New Capabilities: Cloud, Big Data,
VXI
UCS Blades: 3rd WW/Latam
Segment/
RTM
• Rack Servers
• Blade Servers
IT / Data Center buying decision makers and
recommenders (250 - 1,000 employee)
HP
Partners
UCS partners (60+ on
list)
• Product: Smart Play Bundles & Velocity
• Cisco Capital: 3 months grace period to make
1st payment
Commercial/ Enterprise
Partner Led / Cisco Led
Campaign
Objectives
Target
Opportunities
Target
Audience
Key
Competitors
Partners
•
•
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
•
•
•
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Installed base (BE5K and previous) to BE6K
Traditional Telephony migration to UC
Video upselling opportunities
New/Competitive held accounts
•
Midsize IT Buyer (150 - 1,000 employee ;
100 – 1,000 users)
Secondary: main influencer (CFO/COO)
•
•
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
•
•
Product: New Collaboration MM promotion
Cisco Capital: 3 months to make first
payment
Services: Smart Net
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•
Commercial
Partner Led / Cisco Led
Products/
Solutions
Promotions
•
Avaya, Siemens, Mitel , Alcatel, Polycom,
Microsoft
•
AUC , CAS ( Collaboration Architecture
Specialization )
Segment/
RTM
Campaign
Objectives
Target
Opportunities
Target
Audience
•
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.
•
•
Nexus 5000 or 7000 installed base
Catalyst 6500 installed based
•
•
Key
Competitors
•
Partners
•
Products/
Solutions
•
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)
•
•
•
Product: Cisco Connect
Cisco Capital: 3 months to make first
payment
Services: SmartNet
•
•
Commercial. Enterprise and Public Sector
Partner Led / Cisco Led
DC Buyer, Sec Buyer, C-Level, IT Buyer (>
250 employee)
Secondary: main influencer (CFO/COO)
Checkpoint, Juniper, McAfee, Huawei, IBM,
HP, Dell
Promotions
Traditional Partners ( Routing + Switching )
Segment/
RTM
Campaign
Objectives
Target
Opportunities
Promotions
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)
Cisco Installed Based Migration:
• (BN) Switches Catalyst 3750G, 3560G, 3750-E y 3560E…, 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)
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)
Products/
Solutions
BN: Unified Access
Col: TelePresense, Jabber and Webex
Target
• Mid Market companies ( 150 – 1000 ee),
Ent ( >1000)
• TDM and BDM (LoB – Sales, Mkt, HR, Finance)
Partners
• Col: AUC, CAS, ATP Video, CCE, CVP
• BN: Traditional Networking Partners
Key
Competitors
BN: HP, Juniper, Huawei, Check Point,
Collab: Avaya, Polycom, Siemens, MSFT
Segment/
RTM
Commercial
Partner Led / Cisco Led
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HP Competitive Campaign Overview