Campaign Objectives • • • • 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 • • • • 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 • • 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