2011 september 20 data center ucs specializations evolution update

7/30/2019 2011 September 20 Data Center UCS Specializations Evolution Update

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2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1



Cisco Confidential 1 2010 Cisco and/or its affiliates. All rights reserved.

Cisco

Architecture AwarenessData Center and Virtualization


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Sales Business Development Manager DCV Partner GTM team [email protected]

Program Manager EM VIP Program [email protected]

Program Manager EMEA Specializations and Certifications [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]


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DCV Market Opportunity

DCNI, DCSN and DCUC ATP Retirement

Data Center Specializations EvolutionIncentives

Q&A


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Hannah Baker Sales Business Development Manager DCV Partner GTM team Europe20 September 2011


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Switching Migration

MainstreamNexus

$7.8B TAM

Storage Evolution

MDS, Nexus,FCoE

$3.7B TAMFCoE growth

85%

ApplicationNetworking

WAAS, ACE

$2.7B TAM

Unified Computing

UCS

$28.6B TAMBlade growth: 18%

Cisco Data Center Revenue Grew 16% Y/Y

$14.3B Services TAM

WW DCV Total Addressed Market : CY14: $58B CY10-14 CAGR: 11%


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Nexus orders orders exceeded anannualized run rate of $2.4 billion inFQ4-2011, which represents 45% yearover year growth for FY11

9.500+ Customers have purchased in

excess of 170,000 Nexus chassis . FCoE is now available across the

Nexus/MDS Portfolio and shows a30% attach rate to the Nexus 5000.

Key innovations for Next generationData Centre were delivered in the last

12 months, FabricPath, Unified Port,OTV & LISP

Nexus FabricPath eWeek2010 Product of the Year
http://www.eweek.com/


7/33 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

UCS orders exceeded an annualized run rate of $1.1 billion in FQ4-2011, which represents129% year over year growth

7,400 unique UCS Customers; 2,620 repeatcustomers with average 3.4 repeat buys

158 ATP Channel Partners for UCS B-Series; All for UCS C-Series; Active Distis with Configuration to Order Capability

Ten of Thousands of supported applications 44+ World Record Performance Benchmarks

to date

44+ ISVs writing to UCS API UCS Emulator Guide downloaded over 15,960

times

XML model information Guide downloaded over 7,467 times



Renata ProchazkovaEMEA Theater Certification & Specialization Program Manager

20 September 2011



Retirement of the Advanced DCNI and DCSN Specializations

Retirement of the DCUC ATP Program

New DC Specializations launched

Streamline Cisco Partners DC focus

Simplify the specializations structure and refresh training content

Provide partners with an option of Architectural approach

31 October 2011 ( 1 Nov 2011 CSApp closed for new applications or renewals)



DCNI/DCSN EOL official announcement July 31, 2011 DCNI/DCSN EOL October 31, 2011

Partners have to complete renewals or new applications for

DCNI/DCSN Specializations prior to October 31st

2011

Partners who renewed prior to October 31, 2011 will retain their specialization approval status until their next specialization date whichcould be October 31, 2012 the latest

Encourage partners to start working towards the NEW DCSpecializations



Example 1: DCNI/DCSN Anniversary date 3 rd Aug 2011 ( prior to Oct 31 st 2011 )

May 3 2011 Aug 3 2011 Oct 31 2011 Aug 3 2012

RenewalOpen

AnniversaryDate

DCNI/DCSNRetirement

Next Anniversarydate

90 days Renewal process Specializations in approved status New DC Specializations

Example 2: DCNI/DCSN Anniversary date 15 th December 2011 ( between Nov 1 st 2011 and Jan 31 st 2012 )

Oct 31 2011 Dec 15 2011 Oct 31 2012

RenewalOpen

DCNI/DCSNRetirement

AnniversaryDate


90 days Renewal processcut to 46 days Specializations in approved status New DC Specializations

Sept 15 2011

Example 3: DCNI/DCSN Anniversary date 9th

February 2012 ( After Jan 31st

2012 )

Oct 31 2011 Feb 9 2012

DCNI/DCSNRetirement


Specializations in approved status New DC Specializations

Nov 9 2011

RenewalOpen



DCUC ATP EOL official announcement July 31, 2011

DCUC ATP EOL October 31, 2011

Up to October 31 st 2011 all renewals or applications are to besubmitted as normal

On Nov 1, 2011 all the existing approved DCUC ATP partners will beassigned Oct 31, 2012 as their next anniversary date

Encourage partners to start working towards the NEW DCSpecializations



Renata ProchazkovaEmerging Theater Program Manager

20 September 2011



DCUC ATP

DCNI DCSN

New April 11th

2011Data Center Architectural Specialization

(DCA)

Unified Fabric TechSpec(UFT)

UnifiedComputing TechSpec(UCT)

UCS B & C SeriesNexusMDS

Retiring Oct 31st

2011

Full DCFocus

Specific DCTechnologyFocus

ACE

MDS Nexus ACE

UCS B & C Series


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Move to Architectural

Approach

Streamline andSimplifySpecialization Focus

on Unified Fabric

Scale UnifiedComputing Enablement

Process


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Unified ComputingTechnology

Specialization ( UCT )

VIP on UCS B & C Series

UCS C-Series

Benefits:Access to B-SeriesVIP on UCS B & C SeriesCan count towards Silver

CertificationOpen to all partnersUSC Pricing

Available since

April 11 th 2011!

Data Center ArchitectureSpecialization ( DCA )

Unified FabricTechnology

Specialization ( UFT )

VIP on Nexus, MDS, ACE VIP on UCS B & C Series, Nexus,MDS, ACE

Benefits:VIP on Nexus and MDSCan count towards Silver

CertificationOpen to all partners DCAFree DCV On-Line Labs (dcv-

labs.labgear.net)

UCS B-Series UCS C-Series UCS B-Series

MDS Nexus

Benefits:Highest Level of recognitionAccess to B-SeriesVIP on All Eligible DC productsOpen to all partnersCount towards Gold, Silver and

Premier CertificationATP Lab Investment Critical for Gold

certificationFree DCV On-Line Labs (dcv-

labs.labgear.net ) USC Pricing

ACE ACE

MDS Nexus


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* Above data does not include cost and time investment into Career certifications which an individual needs to hold to qualify for the job role. Only examsare mandatory not training so actual cost to Specialize may be significantly lower.No LAB requirement for any of the 3 specializations. However demo Lab and Support Lab will remain as a requirement during the Silver and Gold

certification audit..

DCUC ATP 330UCT + UFT 289Training hoursSaving -41

DCUC ATP 330DCA 244Training hoursSaving -86

DCSN + DCNI 248UFT 203Training hoursSaving -45

Overview of cost investment into training courses and exams. The data cover total costinvestment into trainings specific to the DC Specialization job roles

Overview of training course (e-learning/ instructor led) duration per specialization.The data cover total time investment into trainings specific to the DC Specialization job roles

DCUC ATP partner $ 29,625

UCT + UFT $ 26,280Training/ExamsCost Saving -$3,345

DCUC ATP partners $ 29,625

DCA $ 22,030Training/Exams CostSaving -$7,595

DCSN + DCNI $ 27,430

UFT $ 20,400Training/Exams CostSaving -$7,030


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Technology Specializations: 1 AM can fulfill a role of Account Manager across 4 Technology Specializations 1 SE can fulfill a role of System Engineer across 2 Technology Specializations 1 FE can fulfill a role of Field Engineer across 2 Technology Specializations

Architecture Specializations: 1 AM can fulfill a role of Account Manager across 2 Architecture Specializations 1 Architecture SE can fulfill a role of System Engineer across 2 Architecture Specializations 1 FE can fulfill another FE role within 1 Architecture Specialization ( FE cannot be shared across

Architecture Specialization! )

Note: Role sharing in technology specialization(s) has no impact on architecture specialization(s)!

Role BorderlessNetwork

Collaboration DataCenter

AM Rob Jack Jack

ASE Mary Mary Jill

FE1 Jane John Tony

FE2 Jane -* Tim

FE3 Bill -* Tony

Role R&S Security UC WLAN UCT UFT

AM Rob Rob Jack Jack Jack Jack

SE Mary Mary Bill Bill Jill Jill

FE Jane Jane Tim Tim Tony Tony


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Header DC Architecture UFT UCT

AM

646-205 CSE 650-987 PSDCUCAM

646-985 DCNSS

(Architecture)SE

650-987 PSDCUCAM

642-357 DCSNS 642-971 DCNID 642-982 DCUCD

FE 1 642-983 DCUCI

FE 2

CCNP 642-359 ICSNS 642-974 DCNI-2

FE 3CCNA

642-975 DCASI

UFT:+ SE role pre-requisite

CCDA or CCDP or CCIE(*which is not mandatory for Arch SE inDCA)


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Launch of DCA, UFT and UCT specializations in April 11, 2011

DCSN, DCNI and DCUC ATP retiring in October 31, 2011

Last day when a partner can hold valid DCSN, DCNI or DCUC ATP is October 31, 2012

Requirements can be viewed at the Data Center ArchitectureSpecialization , Unified Fabric Specialization and Unified ComputingSpecialization website

Online training courses for the NEW Specializations available atPartner Education Connection (PEC) .

ILT Trainings available through Cisco Learning Partners

Only CSE v.5 or later can be counted towards Account Manager rolein the Architecture Specializations ( in this case Data Center

Architecture Specialization ).
http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/go/pechttp://www.cisco.com/go/pechttp://www.cisco.com/go/pechttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.html


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Data Center NetworkingInfrastructure

Entry

Express

Foundation

UnifiedCommunications

Express

Small Business

Foundation

Security

UnifiedCommunications

Master

Security

Unified Communications

Wireless LAN

Advanced

Data Center

Collaboration

Borderless Network

Routing & Switching

Unified Fabric

Unified Computing

D e p

t h o

f E x p e r t

i s e

Small BusinessSpecialization

Data Center StorageNetworking

Retiring Oct 31 st 2011

Architecture

Technology


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Option 1:Small BusinessSpecialization

Option 2:Small BusinessFoundation

Integrated Technology Skills Breadth

Select

1 SB Specialization

T e c

h n o

l o g y

S k i l l s

D e p

t h

Option 1:Express Foundation

Option 2:1 Architecture Spec.:

Advanced BN Advanced DCA Advanced Collaboration

Premier

1 Qualified Specialization

Option 1:2 Architecture Spec.:

Advanced BNAdvanced DCA

Advanced Collaboration

Option 2: *1 Architecture Spec.:


Advanced Collaboration+ 1 Advanced Spec.: Advanced R&S Advanced WLAN Advanced Security Advanced UCAdvanced UCTAdvanced UFT

Silver

2 QualifiedSpecializations


Advanced Collaboration

Gold

3 ArchitectureSpecializations

Customer Satisfaction

Support Infrastructure

4 CCIEs 2 CCIEs

*Advanced Technologyspecialization cannot be inthe same family asArchitecture specializationchosen for thecombination( eg. Advanced UC cannotbe combined withCollaboration ArchitectureSpec. )


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New CertificationProgram Available

Partner CentralWebsite

Partner Central Announcement

CPI Newsletters

Targeted emails sentby WW to all existingDCNI, DCSN and

DCUC ATP partners

NEW Data CenterSpecializations

CSApp tool updatedPartner CentralWebsite


CPI Newsletters

Social Media

DCNI, DCSN, DCUCATP EOL

CSApp tool update byEOB 31 st Oct 2011

DCNI, DCSN, DCUC ATP Applications or Renewals No Longer

Accepted from 1 st November onwards

11 April2011

15 Aug2011

31 Jul2011

31 Oct2011

Announcement ofDC spec. EOL

CSApp tool updatedPartner CentralWebsite


CPI Newsletters

1 Aug2012

New CertificationProgram Required

Any Gold or Silver Certification applicationsor renewals taking placefrom 1 st Aug 2012onwards must meet newrequirements

Based on the Anniversary Date


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Program Period

Program Goal

Architectures

Program

Requirements

AdditionalDetails

July 31, 2011 January 28, 2012 Enrollment Dates: August 14 September 16 (6 Month) Enrollment Dates: October 31 November 18 (3 Month)

Borderless Networks: WAN Optimization, Security, Wireless, Routing andSwitching, Small Business

Collaboration: Unified Communications, TelePresence, WebEx Data Center: Data Center Unified Fabric, Data Center Unified Computing

All three VIP tracks have minimum bookings requirements per subtrack All VIP tracks require associated advanced specializations or ATPs

Minimum CSAT scores and number of valid surveys

Enrollment in VIP tracks is required

The Cisco Value Incentive Program (VIP) rewards partners thathave a comprehensive business practice focused on threemajor architectures. Participating partners receive a semiannualpayment when they meet program requirements.


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Rebate is calculated based on eligible net bookings Eligible SKUs at www.cisco.com/go/skus

Base rebate 5%

Gold bonus 2%

Up to 7% rebatepercentage oneligible VIP 18DC NetBookings

Unified Computing subtrack

Unified Fabric subtrack
http://www.cisco.com/go/skushttp://www.cisco.com/go/skus


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*See SKU List for Actual Rebate %

Track Data Center

Subtrack Data Center Unified Fabric Data Center Unified Computing

Entry Requirement No Entry No entry

Exit RequirementUFT Specialized or DCNI or DCA or

ATP-DCUC UCT Specialized or DCA or ATP-DCUC

Minimum Booking(6 Month / 3 Month)

Varies by country group $50,000/ $25,000

SKU Categories*(A, B, C, D)

5% 5%

CSAT Target(Min 20/10 Qualified Survey)

4.40

Master % N/A

Gold % 2%

Increased from 1% to 2% butDC Accelerator Program is

not extended in FY12


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Product Family Rebate Level Sub-track

UCS - B Series 5% Unified Computing

UCS C Series 5% Unified Computing

Nexus 7000Nexus 5500Nexus 2200Nexus 1000V/1010

5% Unified Fabric

MDS(Fabric Switches Only)

5% Unified Fabric

ACE 5% Unified Fabric

Nexus 5010 and 5020 Not Incented

Nexus 7010 Chassis & CommonEquipment Bundles

Not Incented


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Program period 18: July 31 January 28, 2012

Re-enrollment required for VIP 17 partners

Enrollment windows for new and existing partners

August 14 September 16, 2011 for Q1 and Q2October 30 November 18, 2011 for Q2 only

CSAT survey periodStart: January 31, 2011End: January 28, 2012

Payout datesFirst payment April 2012Second payment June 2012

Partners and PAMs Should Usethe Partner Program Enrollmentto Track Enrollment Status Only:

www.cisco.com/go/ppe


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Open a case online: www.cisco.com/go/prt

Select category Programs and subcategory VIP -Channels whensubmitting your case

VIP URLs:VIP home page: www.cisco.com/go/vipVIP SKUs: www.cisco.com/go/skus PPE Tool: www.cisco.com/go/ppePAL Tool: www.cisco.com/go/palPPI Tool: www.cisco.com/go/ppi


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UCS Partner Pricingo 61% discount on UCS portfolioo 65% discount when combined with OIPo Combinable with VIP

OIP / TIPo Incremental 8% discount on hunted / teaming dealso Incremental 4% on UCS Pricingo Combinable with VIP

PSPPo For Public Sector customerso Discounts by product family (DC portfolio included)o Combinable with VIP


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Thank you.

2011 september 20 data center ucs specializations evolution update

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