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HP Competitive Campaign Overview. 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.

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Hp competitive campaign overview
HP Competitive Campaign Overview

  • 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

Campaign Objectives

  • Application Driven

    • Major upgrades / changes

    • New applications

  • Infrastructure Driven

    • Hardware refresh – 2 socket three year refresh w/ Intel inflection point; 4 socket refresh;

    • Compelling Technology – standardization

    • IT Transformation

    • New Capabilities: Cloud, Big Data, VXI

    • UCS Blades: 3rd WW/Latam

  • Rack Servers

  • Blade Servers

Products/

Solutions

IT / Data Center buying decision makers and recommenders (250 - 1,000 employee)

Target

HP

UCS partners (60+ on list)

Key

Competitors

Partners

Target Opportunities

  • Product: Smart Play Bundles & Velocity

  • Cisco Capital: 3 months grace period to make 1st payment

Promotions

Commercial/ Enterprise

Partner Led / Cisco Led

Segment/

RTM


Be 6k penetration campaign overview
BE 6K Penetration Campaign Overview

  • 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

Campaign

Objectives

  • 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

  • Installed base (BE5K and previous) to BE6K

  • Traditional Telephony migration to UC

  • Video upselling opportunities

  • New/Competitive held accounts

Target Opportunities

Products/

Solutions

  • Midsize IT Buyer (150 - 1,000 employee ; 100 – 1,000 users)

  • Secondary: main influencer (CFO/COO)

Target Audience

  • Product: New Collaboration MM promotion Cisco Capital: 3 months to make first payment

  • Services: Smart Net

Promotions

Key Competitors

  • Avaya, Siemens, Mitel , Alcatel, Polycom, Microsoft

  • Commercial

  • Partner Led / Cisco Led

  • AUC , CAS ( Collaboration Architecture Specialization )

Segment/

RTM

Partners


Iydc secure campaign overview
IYDC Secure Campaign Overview

  • 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.

Campaign

Objectives

  • 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)

  • Nexus 5000 or 7000 installed base

  • Catalyst 6500 installed based

Target Opportunities

Products/

Solutions

  • DC Buyer, Sec Buyer, C-Level, IT Buyer (> 250 employee)

  • Secondary: main influencer (CFO/COO)

Target Audience

  • Product: Cisco Connect

  • Cisco Capital: 3 months to make first payment

  • Services: SmartNet

Key Competitors

  • Checkpoint, Juniper, McAfee, Huawei, IBM, HP, Dell

Promotions

  • Traditional Partners ( Routing + Switching )

  • Commercial. Enterprise and Public Sector

  • Partner Led / Cisco Led

Segment/

RTM

Partners


Tsf phase 2 campaign overview
TSF Phase 2 Campaign Overview

  • 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)

Campaign Objectives

  • Cisco Installed Based Migration:

  • (BN) Switches Catalyst 3750G, 3560G, 3750-E y 3560-E…, 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)

BN: Unified Access

Col: TelePresense, Jabber and Webex

Products/

Solutions

  • Mid Market companies ( 150 – 1000 ee),

  • Ent ( >1000)

  • TDM and BDM (LoB – Sales, Mkt, HR, Finance)

Target Opportunities

Target

  • Col: AUC, CAS, ATP Video, CCE, CVP

  • BN: Traditional Networking Partners

Partners

  • 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)

  • BN: HP, Juniper, Huawei, Check Point,

  • Collab: Avaya, Polycom, Siemens, MSFT

Key

Competitors

Promotions

Segment/

RTM

  • Commercial

  • Partner Led / Cisco Led


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