cisco discovery program overview · what is the cisco discovery program? • cisco discovery is a...

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Cisco Discovery Program Overview

Nara PlitponkarnpimChannel Systems Engineer


Agenda

Business reasons for using Cisco Discovery

Cisco Discovery Partner Eligibility

Analyzing the Inventory Profile Report and Making Recommendations

Q&A


Your Installed Base is Aging

End of Sale(Limited Support Life Remaining)

End of Life(i.e. Beyond Support Life)

Currently Shipping

Approx. 70% of Networks Assessed Included Obsolete Equipment*

28%

20%52%


Top Customer Driven Reasons for Network Upgrades• Security Concerns• New Functionality / Advanced Technologies• Network Bandwidth / Performance• Aging Infrastructure / Support Issue

Customers Want Upgrades

Cisco Primary Research

3.85

3.58

3.53

3.51

3.5

3.42

3.41

3.36

3.31

3.01

2.77

2.58

1 1.5 2 2.5 3 3.5 4 4.5 5

Improved Security

Flexible Architecture

Available Budget

Increased bandwidth

Organisational Changes

End of Natural Life

Lower OPEX

Network Migration

New Functionality

Industry evolution

Peer group moving

Outsourcing

Goldman Sachs

Other7%

Features19%

Capacity28%

End of Life46%


New Technology Niches Growing

SecurityIP Telephony

Wireless LAN ISR Routers

• >55% Voice / Security Bundled

• $3.8B Market• 32% Y-Y Growth• 55% New Installs are IPC

• $1B Market• 35% Y-Y Growth• 60% Share Cisco

• $5B Market• 10% Growth• 39% Cisco Share•Integrated into all products


What is the Cisco Discovery Program?

• Cisco Discovery is a program that allows Cisco Partners to strategically drive product and service revenue.

• A customer network Inventory Profile Report (IPR) is generated for the Partner to proactively provide the customer compelling reasons to upgrade their network hardware and software.

• IPRs enable Partners to identify potential network standardization concerns and the solutions that can improve customer intimacy and satisfaction.


Reduce Engineer Workload While Increasing Productivity

Saves TimeCNC runs unattendedEngagement Dashboard for “one stop shopping”

Increases ProductivityFaster pain point identification using IPRPotential network risks uncovered faster

Reduces WorkloadThe research required for inventory is greatly reducedOld hardware and software highlighted in IPRPSIRTs also identified in IPR to reveal security risks


Challenge: Addressing Customer Concerns Privacy, Security, IntegrityData is Secure

Encrypted data transfers with SSL and 128bitStored in private customer database

Data is PrivateOnly used for analysis with customerOnly available to the engineer who originated the discoveryData on Cisco servers may be purged by the Partner SE at customer request * PC Data is erased when CNC is re-initialized: Users should use standard precautions to protect the data on their PCs

Integrity preservedNo impact to customer network security or performance

Privacy is legally binding with Cisco CD Partner Agreement!Partner agreement protects Partner’s customer data: Data is NOT SHARED.

Ultimately, security concerns are also dependent on a trusting relationship with the customer.


Cisco Discovery Components

Dashboard Inventory Profile Report

Automated Systems and Processes

Cisco Discovery

Data

Cisco Network Collector

EngagementDashboard

Inventory Profile Report

Cisco DiscoveryNetwork Collector

TransactionDashboard


Agenda




Q&A


CNC is very PC resource-intensive1 G of memory, Swap Size of 2 G, 400 MB of disk space, and 60 KB per device, 60 MB per 1000 devices—More RAM is better!Should not run other aps with CNC, especially web or java applicationsSee Install/Quick Start Guide for full requirementsPC Options1. Partner Engineer PC2. Dedicated PC for Discoveries (best)3. Customer provided PC (only recommended when customer

requires this)

Hardware Requirements and Options


Partner Eligibility and Requirements

Pass Cisco Discovery Training and Assessment

CCO ID is needed to access Cisco Discovery Dashboard.

Allocate PC laptop for Cisco Network Collector software

Sign agreement with Cisco (click-accept)


Discovery Education Resources

Partner on-linetraining, documentation and simulationComplete support & escalation via Partner Help Online (PHO).

Support Email [email protected]

Cisco Discovery Dashboardhttps://tools.cisco.com/SnapAudit/Home.do

Cisco Discovery site http://www.ciscodiscovery.com/


Agenda




Q&A


Closing is Key!

Analyzing the reportDetermining strategyDelivering recommendations to customerClosing a deal (eg phased approach)

Resolve top vulnerabilitiesFoundation refresh / redesignSecurity enhancementsAT rollout


Use Lifecycle to Affect Customer Spend

Visibility drives customers to move funds or re-budgetDrive upgrades and deployment of new equipmentKeep competitors out of customer networks with phased recommendationsReward partners for creating profitable services around Cisco solutions


Prioritize PSIRTs in Discovery ReportWhat is PSIRT?

Cisco operational process for notifying customers of security-related vulnerabilityResponse mechanism to worms, viruses, etcSecurity advisories posted to Cisco.comMessage: Urgent, Fix ASAP

Compare withEnd of Sale notification is not security related; plan to migrateDeferral notification is not security related; read to understand potential network impact, plan to migrate

New


How many releases are too many?Standardization lowers costs

Network capabilities more clearly understood and less knowledge required for administration

Easier troubleshooting

Standardization makes change management feasible – required for effective operations and stable network


Detailed snapshot of current network inventory

Reports unsupported HW and SW

Identifies network risks and vulnerabilities

Shows deployment inconsistencies

Reduces operational costs through standardization

Supports Advanced Technology deployments

Simplifies maintenance contracts

Customer Discussion Points


Making RecommendationsRead the Recommendations Preso!

Share Executive Summary with CxOs

Discuss areas of concernSoftware with security advisories issuedHardware and software at EOL and EOS lifecycle milestones

Discuss Network Design, Operations, and Net Management

Sell detailed audits & further assessmentsRoutinely monitor security advisories & manage lifecyclesMigrate software to consolidate and updateDefine & enforce business processes, including change management


Serial Number & Associated Service Contracts: Serial numbers and Cisco contract numbers are now even more accurate, and can be found in the device “Chassis View.” Here is a sample of the serial number and contract summary under Chassis View:

New Serial Number Categorization: Serial numbers are now identified as either Valid, Missing or Illegal for clarification of the Serial Number inventory in the IPR.

11-Dec-11CSSPD281FHK1012F

Cisco 2801 Integrated Services Router

skips01 Expiration Date#

Service Level

Contract Number

Serial Number

Model Host Name

Cisco Discovery Dec release update


Q & A

cisco discovery program overview · what is the cisco discovery program? • cisco discovery is a...

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