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Lucas Olocco Managing Director Services Provider Latam
June, 2014
SP Summit - BsAs 2014
Cisco Confidential 2 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Market Transitions
T E C H N O L O G Y T R A N S I T I O N S
B U S I N E S S T R A N S I T I O N S
1. Outcomes & Results
2. Cloud & New Consumption Models
3. Software Replacing Hardware
4. OpEx Replacing CapEx
B O T H : Cloud… IoE
Big Data / Analytics
1. Public Cloud
2. SDN / ACI / NFV… Software Defined Integrated Architectures
3. Mobility
4. Security
5. Collaboration
6. Technology Architectures
Cisco Confidential 3 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Pace of Change 2
IT Industry Disruption
Public Clouds
SP Model Disruptions
Software Defined Integrated Architectures
White Label & Open Source
Cisco Confidential 3 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 4 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Brutal Industry Shake Out… Service Providers & IT
What does it take to lead through this transition?
Cisco Confidential 5 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
ACI… Industry Leading TCO
ACI vs. SDN
75% Total Cost of Ownership Savings
NETWORK VIRTUALIZATION +
MERCHANT SWITCHES
$40 OpEx*
$100 VM Tax
$14 Network $25 OpEx $15 Network
$154
$40
APP CENTRIC CISCO
CapEx 27%
OpEx 73%
Before ACI
ACI Network OpEx
35% OpEx savings with ACI
Cisco Confidential 6 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
White Box & Hidden Cost… No CapEx Benefit
CAPEX Switch Hidden Costs
§ Cost of Integration HW, OS, Overlay
§ Multiple SW release trains & Features
§ Multiple Vendors / Maintenance & Support
§ Troubleshooting
NO WHITEBOX ADVANTAGE
3 Year CapEx ToR Example
$5,500* $4,000*
Whitebox $2,500
Standalone Sw/Rtr
SW $1,000 per year Branded
Switch w/ integrated HW/SW
27%
Source: * Deutsche Bank 9/27/2013: “Whitebox Switches Are Not Exactly a Bargain”
Cisco Confidential 7 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco “The Disruptor” Technology Transitions
Network Centric
Unconnected
Video Mobile
Packet Switched Routed
DC
$8B $14B $1B $2B $4B $2.5B
Application Centric
Cloud
Internet of Everything
Voice & Data
Bridged Fixed Circuit Shared
Cisco Confidential 8 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
#1 TelePresence
#1 Web Conferencing
#2 X86 Blade Servers
#2 Storage: Area Networks
#1 Network Security #1 Cloud*
Competitors Lacking Breadth & Architecture
#1 ENT Routing
#1 Wireless LAN
#1 Switching: Modular/Fixed #1 Voice #1 SP
Routing
Cisco Network Security share does NOT include Sourcefire Competitors listed above are not the only competitors in these markets and share shown is relative share versus listed competitors
Customers’ Problems… OpEx à Integrator, Speed of Services Delivery #1 = 12 #2 = 4 #3 = 2
Cisco Citrix Microsoft Adobe IBM Intercall Other
Cisco Brocade HP Qlogic Juniper Other
Cisco HP IBM Dell Other
Cisco HP Juniper Huawei Brocade Other
Cisco Alcatel-Lucent Juniper Huawei Other
Cisco HP Juniper Huawei Other
Cisco HP IBM Dell EMC Other
Cisco Avaya Unify Alcatel-Lucent Aastra Other
Cisco Aruba Ruckus HP Other
Cisco Polycom Huawei Logitech Vidyo Avaya Sony Other
Cisco Checkpoint Juniper Fortinet McAfee PaloAlto Other
Cisco Confidential 9 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Lead The First Two Transitions… We Must Lead the Next One
2010 2005 Today
VIRTUALIZATION IP CONVERGENCE
APPLICATION ECONOMY
Cisco Confidential 10 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Architectures & Silicon Differentiated ASICs…Custom & Merchant Strategy
Set-top box:
1 ASIC
UCS:
7 ASICs
Cat3K:
2x ASICs
Cat4500 Linecard: 4x ASICs
Nexus 2-7K:
30 ASICs
100G DWDM: Optical ASIC
CRS-3
Linecard: 7 ASICs
CRS-3 Fabric
card: 3 ASICs
MDS 9K: 9 ASICs
Custom Silicon Merchant x86
Cisco Confidential 11 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Enterprise & Commercial
Service Provider
Cisco’s Cloud Evolution – Moving to Our Second Phase
PUBLIC
PRIVATE
#1 in Cloud Infrastructure
HOSTED / MANAGED
#1 in Application Centric Cloud
HYBRID
Enterprise Priorities § Flexibility § Lower TCO § Agility § Security
PUBLIC
NFV
Service Provider Priorities § Lower OPEX § Time-to-Revenue § Service Innovation
#1 Platform for Internet of Everything
Cisco Cloud
Services
Cisco Confidential 12 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Technology transitions
Business outcomes
Market growth
Software is Critical to Cisco’s Growth
Cisco Confidential 13 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Monetization & Usability
Ecosystem
Network Effect
Core Value
Elements of a Successful Software Platform
Cisco Confidential 14 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Software Platforms to Drive Growth PRELIMINARY
DC WAN Access IoT Evolved
Programmable Network
Enterprise SP OT
DC $6.3B Enterprise Networking $16.4B SP Routing $4.0B Conn’t Ind. $0.1B SP Mobility $0.9B SP Video Inf. $3.8B FY13 Revenue
Infrastructure
Unified Platform
Application
Cisco Confidential 15 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
CISCO EVOLVED SERVICES PLATFORM
Infrastructure
Unified Platform
Application
Cisco Software Platforms to Drive Growth
IoT SOFTWARE PLATFORM
PRELIMINARY
DC WAN Access IoT
CISCO ONE SOFTWARE PLATFORM
Enterprise SP OT
DC
Access
WAN
NFV
IoT
SECURITY SERVICES AND APPLICATIONS
Video Mobility
CLOUD ENABLEMENT PLATFORM
IoT Connectivity Platform
App Enablement Platform
3rd party apps 3rd Party
Apps
Service Orchestration
Cross-Domain Orchestration
COLLABORATION PLATFORM
UC TP HCS-LE
Cust. Collab WbX Cloud HCS 3rd Party
Apps IoT
Apps Collab Apps
Evolved Programmable
Network
Cisco Confidential 16 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
What’s Wrong? Why Is IT Slow?
Enterprise Infrastructure
Element Management
Controllers Virtual Services Infra Security VM Managers Point Tools
Orchestration Security & Compliance Performance Visibility & Monitoring
Data Center WAN
Provisioning Slow – Poor Agility Difficult to Secure Expensive to Operate
Access
Cisco Confidential 17 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
What’s Wrong? Why Is IT Slow?
Enterprise Infrastructure
Element Management
Controllers Virtual Services Infra Security VM Managers Point Tools
Orchestration Security & Compliance Performance Visibility & Monitoring
Data Center WAN
Provisioning
Access
Cisco Confidential 18 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
What’s Wrong? Why Is IT Slow?
Enterprise Infrastructure
Element Management
Controllers Virtual Services Infra Security VM Managers Point Tools
Orchestration Security & Compliance Performance Visibility & Monitoring
Data Center WAN
Provisioning
Access
Cisco ONE Platform
Cloud Enablement Platform
ACI
Cisco Confidential 19 © 2013-2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Software Architecture Principles of the Application Centric Infrastructure
Policy-based Configuration-driven
Application-centric Infrastructure-centric
Network-wide management Element management
Built on Powerful Network Platforms
Cisco Confidential 20 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Infrastructure Domains
Enterprise Architectures Suites
Network-wide Policy & Control
Data Center Access WAN
Cisco ONE Software Platform: Enabling Our Architectures
Application Policy Infrastructure Controller (APIC)
Unified Data Center
(UDC)
Application-driven, policy-based automation of network and compute
infrastructure
Intelligent WAN (IWAN)
Deliver a secure, uncompromised user
experience across any WAN connection,
leveraging the Internet
Unified Access (UA)
One network, one policy, one management across
wired and wireless networks
Security Services and Applications
Cisco Confidential 21 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Built on Foundation of Cisco ONE SP Architecture
Applications
Unified Platform Policies and Automation
Infrastructure Physical and Virtual
Applications
Evolved Services Platform Service Broker “Business Intents”
Catalog of Virtual Functions Service Profile “Operational Intent”
Orchestration Engine
Evolved Programmable Network
Storage Network Compute
OPEN
Multi-vendor and based on open standards & API
EXTENSIBLE
Comprehensive modular capabilities spanning
entire SP architecture—cloud, video, mobile
and fixed
ELASTIC
Seamlessly and dynamically scale
services and resources whenever
and wherever needed.
Cisco Confidential 22 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
As-a-Service Cloud-based
Scale and Delivery
Simplified Purchasing Models to Transform Business
Repurposed on the Fly Open Interfaces to 3rd Parties Elements that Plug n’ Play
Virtualized Functions + Orchestration + Element Integration SLA certified (Packaged Service Insertion)
Individual Virtualized Functions
(Drop in Elements)
Virtualized Functions with Service Orchestration
(Integrated Capabilities)
OSS BSS
Term-based/Perpetual/Metered pricing Priced as integrated solution Pay-as-you-go
Cisco Confidential 23 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Orchestration Engine
Services
Virtual Functions
Competitors vs Cisco
Orchestrator NFV
(CloudBand)
SDN Controller (Nuage)
Virtual Router (VSG)
vEPC MME/SGW/
PGW
Virtual Router (vPE)
DC Switch QFX
vEPC MME/SGW/
PGW
vGI-LAN
vEPC MME/SGW/
PGW
vGI-LAN vEPC MME/SGW/
PGW
Video Network Mobile
QvPC
Quantum Services Platform
CSR 1000v
Videoscape Media Suite
API GW
vWAAS
Videoscape Distribution Suite
Quantum SON
Nexus 1000v
Virtual Subscriber Database
vASA
Virtual DPI
Quantum Analytics
Quantum WAN Orch.
Virtual Load Balancer
vWLC
Virtual ANDSF
Videoscape Control Suite
vISE
Virtual IOS XR QvBN Virtual IPS
Virtual SaMOG
Quantum Policy Server
Quantum Service Bus
Provisioning Services
Prime Suite
Orchestrator NFV
(CloudBand)
Compute & Storage Services
Partners &
Network Services
Cisco Confidential 24 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Expanding Our TAM…
Data Mobile Cloud Social Security
LOB OT
Products + Services Outcomes
IoE
IT
Cisco Confidential 25 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Services Evolution
Supplier Operating Model
Product Focused
Basic Offer: Level 1 Supplier
Complex Offer: Level 2
Supplier
Optimized Offer: Level 3
Supplier
Outcome Offer: Level 4
Supplier
Product Connected Product Technical Design Services
Implementation Services Education Services
Support & Maintenance Services
Adoption Services
Cloud
Services
Automate
All-In
Bundle
Manual AS
TS Cisco Cloud Services
Platform Services and Analytics
Outcome Focused
Operate Services
Security Services Consulting Services
Cisco Confidential 26 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Consulting Services – $1B Opportunity B
usiness C
onsulting
Internet of Everything
Industry and Business
Architecture
Analytics / Big Data Te
chno
logy
C
onsu
lting
Next-Generation IT
Mobile (Collaboration)
Cloud Security
Build & Manage
$+++M Fee / Use
Case / Strategy & Plan
Strategy & Plan
Fee Value Assessment
Pre-Sales Executive Exchange
Cisco Confidential 27 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cloud and Managed Services Offer Evolution Managed Services
Customer-Owned/Cisco-Operated
Hybrid Cisco-Owned/Cisco-
Operated SaaS
Cisco-Owned/Delivered via Cloud
Video / TP UC / UCC, R&S
Security
Mobility
Managed CPE
Data Center
CaaS
Wi-FiaaS
MCPEaaS
DCaaS
MTD
Analytics/SAS
SolvDirect / Service Grid
CPE Brokerage Services (Channel)
CMX
OSSaaS (Fulfillment Only)
Energy Wise / Joulex
FY14 Ready FY14/15 Ready (prelim) FY15/16 Ready (prelim)
Sub
scri
ptio
n B
ased
U
tility Based
People Heavy/Low Automation Software Heavy/High Automation
Cisco Confidential 28 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Platform and Analytics
Mobile Apps | Web Apps | Custom Portals
Engagement / Experience / Self Service
App Security | Federated Identity Management
App Platforms – Cloud, Mobile, M2M, Fog
API Management
B2B Services Process / Vertical Exchanges
Integration Services App-to-app, Cloud-to-Cloud, M2M
Analytics Data @ Rest & Data in Motion
Data Services Virtualization, Management
Infrastructure Services (Network, Compute, Security…)
Cisco Confidential 29 © 2013-2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Automated Testing Built by developers – no separate Q/
A One Team
Dev, PM, QA & Ops work together
Regular Client Updates Client builds part of the process
More Code, Less Talk Light on documentation and process
Continuous Delivery
Fully Automated Daily deployment to
OpenStack
Cisco Confidential 30 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Our Biggest Opportunity: Internet of Everything
Private Sector
$14.4T
Public Sector $4.6T
Cisco Confidential 31 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Mobility (SP)
IoE Route to Revenue… IoE as Multiplier Accelerator
SP Routing
Enterprise Networking
Data Center
Collaboration
Services
Security
Video (SP)
$980M $318M $236M $176M $167M
$72M $19M $13M
$1.97B 46%
FY14
New TAM (Products &
Sales Motions)
$440M 37%
$269M 138%
Cisco Confidential 32 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cloud service providers
Business process outsourcing
Support services
Influencer
IoT
Inside / outside sales
Financing / credit
Metering and billing
Infrastructure services
Training
Analytics
Technical services
Managed services Process
consulting
Technology provider
Systems Integrator
Delivery and fulfillment
Technical consulting
Distributor
Market Transitions require new Market Capabilities
Flexible Consumption
IT & LoB Customer
Solution Integrator Solution
Integrator
Business Consulting Business
Consulting
Hybrid IT Hybrid IT
SW Developer & ISVs
SW Developer & ISVs
Vertical Expert Vertical Expert
Cisco Confidential 33 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Introduction of the Cisco Partner Ecosystem
Solutions Providers/ Systems
Integrators
Technology Partners
Distributors
Learning Partners
Service Providers
(SPs)
Cloud Partners
IoT Developers
Independent Software Vendors (ISVs)
Consulting Partners
Services Partners
Cisco Confidential 34 © 2013-2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Next Generation of the Channel Partner Program: 4 Key Objectives
Cisco Confidential 34 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Accelerate Global Commerce
Simplify and enrich rewards/profitability
Differentiate with
Solutions
Enable Partner of the Future.
Hybrid IT, LoB selling, Expanded Services
Thank you.
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