
Managed Services Channel Program Next Generation. WW Channels August 2010. Why Managed Services?. Global IT spending growth = 5.1% CAGR Global Manages services spending growth = 25% CAGR. Businesses. Managed Services $68B >16% CAGR (2013). Cisco Partners. Managing
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Global IT spending growth = 5.1% CAGR
Global Manages services spending growth = 25% CAGR
Businesses
ManagedServices
$68B
>16% CAGR
(2013)
Cisco Partners
Managing
Seeking
Environment
…Changing Customer demands: In 2–5 years 40 % of business customers will buy ICT from the cloud.
“20% of companies will no longer run ICT equipmentin-house 3 years from now.”
“Major global telcos…leveraging formidable existing centralized computing and network management assets.”
“By 2013, Hosted UC will represent 30%+ of Cisco’s addressable UC market.”
Business
Managed/Cloud Services
Managing
Economy ForcingAlternatives
Seeking
Environment
$217B
15% CAGR(2014)*
Cisco Partners
* Forrester Research, Jan 2010: Cisco commissioned research on Global Managed Services Opportunity
Cloud Computing (Public Cloud)
PaaS
SaaS
Anywhere, Anyone, Any Service
IT Resources and Services that are abstracted from the underlying infrastructure and provided “On Demand” and “At Scale” in a multitenant and elastic environment
IaaS
Source: Cisco IBSG
Cisco Customer Premise
Equipment
Managed & Cloud Services
Classic Resale
Managed Services
IaaS
(Compute, Network, Storage)
CPE-based Services
CPE
Delivery
Platform
Next Generation Data Center
Hosted
Collaboration Solutions
SaaS
Consumption
Model
Dedicated
On-Demand
Tailored to reward partners who deliver Cisco technologies as a managed or cloud service.
The Cisco Managed Services Channel Program is one of three offer types in Cisco’s Channel Partner Program.
Resale
Managed Services
Outsourcing
Technology sold to
customer by partner
Maintenance Services may be included
Technology or XaaS sold or leased to customer by partner
Proactive Monitoring and Management from partner’s Network Operations Center (NOC) as outlined in Service Level Agreement
Technology sold or leased to customer by partner
Long term contract including physical assets and human resources
Master
Tiered NOC requirements
Managed Services Channel Program FrameworkDiscounts
Rewards
MS Community
Incentives
Branding
Cisco Powered Rebate
Master logo
Cisco Powered logo
ProactiveSLA with the end customer
Certified staff and processes
Requirements
Audited at top two levels of the program
White labeling opportunity across all levels
How does Cisco define Managed Services?
Information Technologies Delivered as a Cloud or Finished Solution, Managed Remotely by Highly Skilled Professionals from a Network Operation Center (NOC)
Managed Services Are Proactively Monitored and Providers Can Troubleshoot Incidents from the NOC, According to Defined Service Level Agreements (SLAs) Negotiated with End Users
Managed Services are often Offered on an Operating Expense Basis That Requires No Capital Outlay for the End User Customer
How is MSCP Structured?
Three levels with graduated benefits and requirements based on depth of capabilities:
ManagedServicesAdvanced
ManagedServicesExpress
I Eligible to apply for Cisco Powered Managed Services I
What are the program requirements?
CertifiedPersonnel
NOCRequirements
ServiceOfferings
CommonRequirements
Levels
All products covered by an end user SLA
Point of Sale Reporting
Direct Cisco Contract or valid ICPA
Subject ATP or Specialization required for any restricted products
Premium ITIL processes and defined SLA reports and metrics
ITIL¹ = 1
CCIE² = 2
Cisco-based MS offers = 2
SLA and references
ITIL¹ = 1
CCNP² = 2
Cisco-based MS offers = 2
SLA and references
Basic ITIL processes and defined SLA reports and metrics
Advanced
Cisco-based MS offers = 1SLA and references
ITIL¹ = 1
CCNA² = 2
Allow white label collaboration with Master or Advanced MSCP partner
NOC Audit
Express
1 = an individual with an ITIL Foundation certificate (version 2.0 or later)
2 = highly recommended that one individual be certified in SP Operations
Get access to resources to help you envision, build, market, and sell your services
Managed Services Community
Product Discounts
Branding and Recognition
Build
Accelerate Your Managed Services Success
Market & Sell
ManagedServicesInsight
Envision
Build
MarketandSell
Consolidated info available by business role: Business Owner, Product Manager, Network Engineer, etc.
Go to: http://www.cisco.com/web/partners/pr11/mscp/benefits/index.html
Find the benefits you need, delivered the way you need them
Automatic subscription for: Cisco Powered Program/MS Community Members
MSCP Partners
Evaluate and prepare all aspects of your business for services roll-out.
Build a customized action plan for your service.
MSCP allows two types of Partner-to-Partner (P2P) collaboration:
Global CoverageHow does MSCP address the global nature of Managed Services?
Global Partner Network:
Extends your geographic reach to support multinational customers
Requires a legal business presence and signed ICPA in each region
White Label (WL)
Extends remote monitoring capabilities
Can MSCP be combined with other Cisco programs?
Yes:
No:
Program combinations does not imply direct discount stacking. See program details for applicability of program combinations.
Assess
Apply
12
11
Audit
10
Approve
9
8
7
1
6
2
5
3
4
Explore MSCP documentationwww.cisco.com/go/mscp
MSCP Onboarding Kit
MSCP Benefits
MSCP At-a-Glance
Prequalification Worksheets
Program Questions & Answers (QA)
Partner to Partner Collaboration At-a-Glance
Read the detailed audit requirements and program policieswww.cisco.com/go/audit
Apply for MSCPwww.cisco.com/go/csapp
MSCP Host/Agentwww.cisco.com/go/hostagent
ResourcesWhat resources are available?
Contact your local CAM or AM for more information
Managed Services Master
Reflects greatest depth of partner expertise
Cisco Powered Managed ServicesReflects capabilities in a particular technology
Global Partner Network (Host-Agent)
Extend Your Global Footprint
Managed Services Host requirements:
Managed Services Agent requirements:
CRM
Monitoring
Incident resolution
Problem Management
Patch Management
Elective Changes
Application Scripting
Operational and
Business issues
CE
Customer
Stewardship and
Escalations
CE
Technical issues
via platform
White Label Producer
Partner
Partner Collaboration White Labeling
Extend Your Capabilities
White Label Marketers at the Managed Services-Express level must:
White Label Producers must: