Selling Business Outcomes 810-401 by pass4sureexam

Cisco Quick Hit Briefing Big Data = Big $$$$ Learn how to Monetize Big Data with Cisco Welcome! Connect using the audio conference box or by calling into the meeting: 1.

Brian J. Avery Territory Business Manager Cisco Systems

2. 3.

Toll-Free: (866) 432-9903 Enter Meeting ID: 205 376 864 Press â&#x20AC;&#x153;1â&#x20AC;? to join the conference.

Welcome and Agenda • Introduction • What is a Quick Hit Briefing? • CATCH THE BIG DATA Opportunity WAVE!

• • • • •

What is Big Data? Big Data Sales Plays What you can sell Partners and Competitors Call To Action

Brian J Avery Territory Business Manager Florida Territory Commercial bravery@cisco.com Priors: Cisco Sales and Channels (9 yrs)

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President and CEO (6 yrs) Cisco Premier Partner Director of Sales (2 yrs) Cisco Silver Partner Financial Analyst (7 yrs) Sprint Corporation Cisco Confidential

What Is a Quick Hit Briefing? • A weekly partner briefing series designed for

Cisco Commercial Territory partners • Concise, relevant updates on:

• Cisco products and solutions • Partner programs and promotions

• Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

Next Quick Hit Briefing Year-End Closing Tactics - Bring In All Your Deals Thursday Dec 11th, 2014 at 9:30 ET Check http://cs.co/quickhit for registration links and replays © 2013-2014 Cisco and/or its affiliates. All rights reserved.

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CATCH THE BIG DATA Opportunity WAVE! US Commercial Big Data Strategy, Goals and Opportunity

Revolution in Data Driven Decision Making

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Why is Big Data Important?

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“The second most popular search term on Gartner.com in the last year, behind only ‘magic quadrant’, was ‘Hadoop/big data’. The rest weren’t even close.” - Merv Adrian, Research VP, Gartner, Inc. © 2013-2014 Cisco and/or its affiliates. All rights reserved.

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Why Big Data?

- Jim Barksdale, CEO, Netscape

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Big data relevance buys us a seat at the business table

• Every big data conversation has a key business driver behind it • Big data projects are not just solving technology problems such as tech refresh, organic growth, etc. but usually also business problems • Big data projects are more likely to be driven from the CFO or LOB than the CIO

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Big Data wins - Partial list of UCS-based wins $80M Actuals in FY14, $200M Target in FY15

Enterprise/GSP

Commercial

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Big Data UCS TAM Big Data: Strategic Growth Market for Cisco/DCG/UCS InfrastructureTAM TAM$7.8B $7.8B (2014) $16.9B (2017) •• Infrastructure (2014) - >$16.9B

Big Data Revenue ($B): 2011- 2017

• (2017) 10% Cisco Share of TAM = $1.69B (2017)

• @10% Cisco share: $1.69B (2017)

A Billion Dollar Business!

- A Billion Dollar Business 25

•

20 Services Software 15

Infrastructure

Drives UCS topline ($7B TAM, 27.1% CAGR) •• Drives ($16.1B TAM, 27.1% 100%UCS Ciscotopline infrastructure wallet share & CAGR) account control (includes server, storage and networking) • 100% Cisco infra. wallet share & account control (server/ storage/ networking • 8x higher ASP compared to average UCS C-Series • 8xdeals higher ASP compared to average UCS CSeries • deals ASP of BD starter deal is $250K, but they • ASP of BD starter deal is $250K grow rapidly

0 2011

2012

2013

2014

2015

2016

2017

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Why should you care? • The big data market is booming • Every Commercial AM has a Big Data opportunity in their customer base today (you just might

not know about it) • Customers can shift money that they are spending on Enterprise Data Warehouses, Oracle

Licensing and Support to a Big Data/Hadoop environment and IMMEDIATELY save big money (up to ~50X) • Provides thought leadership/strategic relevance to Cisco and an opportunity for business

relevance, beyond IT • We don’t have to share the hardware stack • Provides us a beachhead with C-series • The software stack is relatively cheap ($1 of SW drags $4 of HW)

• Provides Cisco with an annuity revenue stream • Can reach 7 - 8 figures in two years timeframe

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What is Big Data?

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Traditional Enterprise Data Management

Operational (OLTP)

Operational (OLTP) Operational (OLTP)

Online Transactional Processing

ETL

Extract, Transform, and Load (batch processing)

EDW

BI/Reports

Enterprise Data Warehouse

Business Intelligence

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The Explosion of Unstructured/Semi-structured Data A poor fit for the traditional relational database 10,000

1.8 trillion gigabytes of data was created in 2011…

UNSTRUCTURED DATA

• More than 90% is unstructured data

(IN BILLIONS)

GB of Data

• Approx. 500 quadrillion files • Quantity doubles every 2 years • Most unstructured data is neither stored nor analyzed!

STRUCTURED DATA 0 2005

2010

2015 Source: Cloudera

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Enterprise Data Management with Big Data Operational (OLTP) Operational (OLTP)

BI/Reports ETL

Operational (OLTP)

Dashboards

Web Machine

ETL

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How Do We Define Big Data? For our purposes, big data means wide scale-out rack-mount, bare-metal, DAS-centric, spindle-dense distributed computing architectures aimed at the “3 V’s” of data: Volume, Velocity, Variety

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What isn’t Big Data? • Usually not blade servers (not enough local storage)

• Usually not virtualized (hypervisor only adds overhead)

• Usually not highly oversubscribed (significant east-west traffic)

• Usually not SAN/NAS

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Cost, Performance, and Capacity HW:SW $ Split 30:70 Structured Data: Relational Database Expensive Load 1TB/hr ETL

Enterprise Database

Massive Scale-Out Column Store

$20K/TB

$10K/TB

Hadoop No SQL

$500-$1K/TB

Unstructured Data: Machine Logs, Web Click Stream, Call Data Records, Satellite Feeds, GPS Data, Sensor Readings, Sales Data, Blogs, Emails, Video

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What Is Hadoop? • Apache™ Hadoop® is an open source software project that enables the

distributed, fault tolerant processing of large data sets across clusters of servers. • It is designed to scale up from a few servers to thousands of machines • Its two primary components are the Hadoop Filesystem (HDFS) and the

MapReduce application engine

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Big Data Sales Plays

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Big data is still an emerging, dynamic market. New technologies and partners are emerging fast, startups come and go, competition evolves quickly.

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Big Data Sales Play

Data Management: Building the Foundation Half the world’s data will be processed by Hadoop within 5 years • Proactive sales play involving Cisco and Hadoop Partner sales teams • Target Cisco’s existing UCS customers • MapR, Cloudera, HortonWorks will be on Cisco GPL • Get in early to win the Pilot and drive significant Big Data Expansion Sales • When in doubt, stay neutral

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Access to New Buying Centers Big Data Contacts IT

Line of Business

Data Applications

• CMO

• VP of BI/Analytics

• VP of Infrastructure

• CFO/Head of Finance

• VP of Data Warehouse

• VP of Operations

• SVP/VP of Sales

• Chief Data Scientist

• Chief Technology Officer

• Merger and Acquisition Leaders

• Data Architects/Data Strategy

• Chief Information Officer

• VP of Supply Chain

• VP of IT

• Director of IT

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Top Use Cases Are Driving Rapid Big Data Adoption Most Prominent Big Data Industry Use Cases Financial Services

Telco

•Customer acquisition, retention, and profitability •Fraud detection •Compliance reporting • Trading Risk •Insurance Underwriting

• Churn analysis • Subscriber data management • Fraud analysis • Social analysis • Response times • Traffic analysis • Product affinity/ bundling

Web / Media

•Sentiment Analysis •Content monetization •Advertising optimization

Retail

•Store operation analysis •Customer loyalty programs •Loss prevention •360 degree view of a customer •Web and Location Analytics

Health / Life Sciences

•Drug development and launch cost reduction •Regulatory compliance •Product quality

Government

•Security/ anti-terror •Budgetary control and management •Asset control and assessment •ETL Offload / Federal Budgetary Pressures

By 2016, 25 Percent of Large Global Companies Will Have Adopted Big Data Analytics for at Least One Security or Fraud Detection Use Case Cisco Confidential

—Gartner

Questions You Should Ask Every Customer

Look forin theyour VP of Business Who Intelligence, organization VP of IT, VP of Data is Warehousingat or Big LOB Data, looking Executive. Almost every and Hadoop customer has a Big Data project they are thinking projects?

about or that is in process.

Reducing cost, improving operational What are your efficiency, competitive Use Casesand for Big differentiation growing top line revenue are key Data? outcomes for many Big Data projects

How will you manage and The Cisco UCS fabric-based operate your Big architecture delivers Data platform and exceptional performance, capacity,as management scale fast as simplicity and scale to derive your data? value from the most challenging Big Data deployments

Is Theyour cost ofData Data Warehousing by archiving Warehouse data and offloading ETL maintenance processing to Hadoopand is 50 times less expensive than capacity expansion enterprise data warehouses getting too costly?

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Reoccurring Big Data Server Sales Test Initial Use Case

Expand Initial Use Case $250K Add 16 Server POC Rack to test Use Cases 2 & 3

$250K 16 Server Rack for initial use evaluation

$500K

Full Production M15 M12

$1.5M Add 100 servers for full production of Use Case 1

$250K Add 16 servers POC rack to test Use Cases 4 & 5

Add 32 Server Expansion Rack, Initial Production M3-6

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What you can sell

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Cisco UCS Common Platform Architecture for Big Data Single-SKU pre-configured bundles Net: $250K HW, $250K SW 3 year agreement, doubles annually



Easy to order (no missing parts)



Aggressively discounted



Tested and validated with our ISV partners



Address majority of big data apps and workloads



Appliance-like model without lock-in



Matching CVD’s show investment

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CPA Differentiators See “Resources” slides in the appendix for more information 1. Easy to deploy and scale 2. Single management platform 3. Better networking

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Scalability

Easily Scale Cisco UCS CPA for Big Data SINGLE RACK 16 Servers

SINGLE DOMAIN Up to 10 Racks, 160 Servers

MULTIPLE DOMAINS Up to 10,000 Servers

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Cisco UCS Advantage Simplified Management Throughout Cluster Lifecycle Provisioning UCSM provides:

Growth

Monitoring

Maintenance

• • • • •

Speed Ease of experimentation Consistency Simplicity Visibility

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Single Platform for Traditional and Big Data Applications Big Data Common Platform Architecture

Enterprise Applications

NoSQL Database

UCS Rack-Mount Servers

UCS Blade Servers

SAN/NAS Arrays

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UCSD Express For Big Data On-Demand Hadoop Deployment

Zero Touch Deployment of Hadoop Clusters

 Accelerating time to value for Hadoop Deployment  Single Management Pane for Hadoop Clusters  Extends UCS Management value prop into Hadoop Infrastructure

On Demand Cluster Sizing

Dashboard for status and health monitoring

Centralized End-to-End Visibility

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Composite - Data Virtualization Across the Enterprise BI and Analytics Deployed on UCS

Cisco Data Virtualization on UCS with Nexus Interconnects

Traditional Data Sources

Big Data Sources

Cloud Data Sources

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Partners and Competitors

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Big Data Ecosystem

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Key Hadoop Distributions

Open Source

MapR

MANAGEMENT

Open Source

Cloudera

MANAGEMENT

HortonWorks

Open Source

ARCHITECTURAL INNOVATIONS

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Competitors The Usual Suspects Main Competitors: • Dell, HP, IBM, Amazon • Arista, maybe Brocade Less Common: • Whitebox • Oracle/Sun, Teradata (appliances) • EMC/Netapp*

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Call to Action

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Call To Action Ask your customer what they are doing with Hadoop? Go to your B-Series customers and let them know we have a Big Data Reference Architecture that fits seamlessly into their operations Get to know your Hadoop partners and sales teams Use the Big Data Sales Expert Mailer for help and resources: bigdata_sales_expert@cisco.com Visit http://iwe.cisco.com/web/data-center/technology/big-data ÂŠ 2013-2014 Cisco and/or its affiliates. All rights reserved.

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Sales Resources, Conclusion

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Selling Resources – Big Data Playbook V2 http://dcg.cisco.com/attachments/Cisco%20UCS%20Big%20Data%20Sales%20 Playbook%20V2%20August%202013.pdf

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Customer/Partner Resources â&#x20AC;&#x201C; CVDs for all major distros http://www.cisco.com/go/bigdata

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Other Big Data Resources • Cisco Big Data Web Page - http://www.cisco.com/go/bigdata

• Cisco Design Zone for Big Data (CVDs) • http://www.cisco.com/c/en/us/solutions/enterprise/data-center-designs-cloud-computing/bigdata.html

• Cisco UCS Common Platform Architecture for Big Data Solution At-A-Glance • http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/ns1199/at-a-glance-c45730798.pdf

• Cisco UCS Common Platform Architecture for Big Data Analyst Whitepaper • http://www.cisco.com/en/US/solutions/ns340/ns517/ns224/ns1150/ns1199/245209January.pdf

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Other Big Data Resources • Big Data Partner At-a-Glance (AAG) (PDF - 410 KB)

• Cisco UCS Integrated Infrastructure for Big Data BDM (PPTX - 9.31 MB) • Cisco UCS Director Express for Big Data BDM (PPTX - 2.70 MB) • Big Data Partner FAQ (PDF - 603 KB)

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Join Us Next Week!

Next Quick Hit Briefing Year-End Closing Tactics - Bring In All Your Deals Friday Dec 11th, 2015 at 9:30 ET Check http://cs.co/quickhit for registration links and replays

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Thank you.

Big Data/Analytics DCV Big Data Stack Cisco Data Center Data Management

Data Integration

Analytics / Business Intelligence

Lead with UCS CPA

Target Teradata/ Neteeza customers

Target LOB correlating multiple data sources

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Why Should you Care About Big Data? 1. Big Data = Big $$$$ 2. Customers can shift money that they are spending on Enterprise Data Warehouses, Oracle Licensing and Support to a Big Data/Hadoop environment and IMMEDIATELY save big money (up to ~50X) 3. Every Commercial AM has a Big Data opportunity in their customer base today (you just might not know about it) 4. Line of Business customers are looking to generate additional revenue and grow their business through Big Data and Analytics ÂŠ 2013-2014 Cisco and/or its affiliates. All rights reserved.

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