Partner Sales Guide - Cisco · virtualization with uncompromised security, visibility, and control, better aligning IT with business objectives • Minimized business risk through

Revision Date 6/2013CISCO CONFIDENTIAL – FOr ChANNEL PArTNEr uSE ONLy. NOT FOr PubLIC DISTrIbuTION. Copyright ©2013 Cisco Systems, Inc. All rights reserved.

Cisco Virtualized Foundation Smart Solution Partner Sales Guide

Copyright ©2013 Cisco Systems, Inc. All Rights Reserved.CISCO CONFIDENTIAL – FOR ChANNEL PARTNER uSE ONLy. NOT FOR PubLIC DISTRIbuTION.

2

Revision Date 6/2013

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Sales Opportunity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Customer Value Proposition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Solution Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Targeting and Sales Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Competition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Partner Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

Table of Contents




3


IntroductionThis guide describes a Cisco solution specifically designed to help Cisco partners work with midsize companies to build an IT infrastructure that utilizes the full potential of virtualization—reducing IT costs, increasing IT efficiency, and serving as the foundation of desktop virtualization, application virtualization and cloud computing.

The Cisco Virtualized Foundation Smart Solution provides fully-tested reference architectures and selling tools to help you zero in on the IT challenges of midsize companies. The solution leverages Cisco’s strength in networking to provide your customers with a compelling end-to-end virtualization solution covering not just

the server infrastructure, but also the LAN, WAN and security infrastructure. The solution helps partners to quickly design and implement a more scalable, agile and cost-efficient infrastructure, that can enable faster delivery of new applications and IT services. Cisco smart solutions have been created to help Cisco partners eliminate much of the risk and cost overruns of ad-hoc approaches.

Furthermore, the Cisco Virtualized Foundation Smart Solution provides you with an opportunity to expand your services portfolio and enrich your business relationships through a consultative sales approach.

Introduction: Partner Value Proposition

Sales Opportunity

Customer Value Proposition

Solution Overview

Targeting and Sales Process

Services

Competition

Partner Resources



4


Partner Value Proposition • Capitalize on a $3 .5 billion midmarket virtualization opportunity for Cisco UCS, growing at about 6 percent per year. This is in addition to the $3 billion opportunity in virtualized infrastructure switching.

• Reduce risk, time-to-sale, and start-up costs through fully tested and validated reference architectures—network, server, management, VMware

• Become a strategic advisor in consolidation and virtualization projects with an end-to-end solution that reduces the complexity of working with multiple vendors and point products, and results in better account control

• Add your professional services to help customers achieve the best outcome for their consolidation and virtualization effort and increase revenue and margin. Accelerate your practice or expand your bench strength with Cisco Collaborative Services, featuring remote expertise and proactive smart capabilities.

• Enhance your market differentiation, uncover new opportunities, and increase customer loyalty through support from Cisco Collaborative Services.

• Shorten sales cycles with Cisco support, assessments, demonstrations, and other resources that help you easily showcase the value of Cisco solutions

• Enhance profitability with Cisco discount programs and incentives that help you protect your presale investment and earn rewards

• Expand your customer pipeline with extensive Cisco sales and marketing resources.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



5


Sales Opportunity• Midsize companies looking to deploy a virtualized infrastructure represent a $3.5 billion Cisco uCS market opportunity, growing at about six percent per year. This is in addition to the $3 billion opportunity in virtualized infrastructure switching. This smart solution can enable you to target this opportunity with significant revenue and profit-margin potential.

• Increase your overall share of IT spending by taking full advantage of Cisco strengths in networking to position an end-to-end smart solution as a superior platform for consolidation and virtualization, comprised of Cisco Nexus®, Cisco uCS®, and VMware.

• The services market opportunity for the Cisco Virtualized Foundation Smart Solution is between $250-400 million depending on the capability and capacity of your professional services organization.

• Virtualization is the pathway to delivering IT as a service (ITaaS). become the strategic technology provider that gives customers a roadmap for improving IT.

• Virtualization of infrastructure applications can also be a gateway to enterprise applications, such as SAP and Oracle. This can lead to new buying centers and more strategic partnerships.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



6


Customer Value Proposition• An easy-to-install and manage solution that improves midsize companies’ IT efficiency and productivity

• Increased IT flexibility and responsiveness through server virtualization with uncompromised security, visibility, and control, better aligning IT with business objectives

• Minimized business risk through a pre-tested and validated design

• Greater business agility through faster provisioning of IT infrastructure and by eliminating the need to acquire additional physical servers

• reduced operational costs by enabling shared resources and eliminating manual tasks

• Increased staff productivity by reducing or eliminating certain maintenance tasks, and simplifying management processes

• World-class competitiveness through enterprise-quality virtualization with lower TCO

• realize the full benefits of technology investments through partner and Cisco services that support expert solution delivery.

• Increased operational efficiency, lowered support costs, and improved availability risk management through automated network-equipment inventory management and award-winning support.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



7


Solution Overview

DescriptionThe Cisco Virtualized Foundation Smart Solution enables on-demand provisioning from shared pools of physical and virtual resources and supports more efficient resource management. Combining the power of Cisco unified Fabric with the innovations of Cisco unified Computing System™ (Cisco uCS), Cisco’s fully-integrated IT infrastructure was designed specifically for virtualization, not adapted afterward to accommodate it. This design advantage provides industry-leading performance, simplifies IT operations, and increases business agility, enabling IT to deploy and utilize infrastructure quickly, with low risk, and minimal staff and budget.

Combining proven best practices and fully tested reference architectures, the Cisco Virtualized Foundation Smart Solution consists of three key elements for partners who want to efficiently build and operate state-of-the-art IT infrastructure for their customers. The experts at Cisco have done the planning, integration, testing, and implementation, eliminating much of the risk and cost overruns of ad-hoc approaches. Cisco further supports partners through two services families: Collaborative Services—sold and delivered by you—designed to differentiate your practice and enhance customer loyalty; and Cisco branded Services—resold through you to enrich your portfolio—include pilot and design services, and our award-winning technical product support.

Leverage Cisco’s core strength to win the network and integrate Cisco Nexus for optimal server connectivity

O�ers customers a dramatic improvement in ease of use and lower capital and operational costs

Virtualization accelerates delivery of new services from IT and reduces the time to market for your customer

Cisco Nexus Family

Cisco Catalyst Family

Cisco UCS B-Series

Cisco UCS C-Series

VMware vSphere

Cisco Nexus 1000V

Unify the Network

Simplify Computing and Management

End-to-End Virtualization

Data Center Deployment Guide Uni�ed Computing System Deployment Guide

Server Room Deployment Guide

Virtualization with UCS, Nexus 1000V, and VMware Deployment Guide

• Cisco Collaborative Services

• Cisco Branded Design, Optimization, and Technical Services


• Cisco Branded Pre-Production Pilot, Optimization, and Technical Services


• Cisco Branded Software, Optimization, and Technical Services

Figure 1 . Three Elements of the Cisco Virtualized Foundation Smart Solution


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/en/US/docs/solutions/SBA/February2013/Cisco_SBA_DC_DataCenterDeploymentGuide-Feb2013.pdf

http://www.cisco.com/en/US/docs/solutions/SBA/February2013/Cisco_SBA_DC_UnifiedComputingSystemDeploymentGuide-Feb2013.pdf

http://www.cisco.com/en/US/docs/solutions/SBA/February2013/Cisco_SBA_DC_ServerRoomDeploymentGuide-Feb2013.pdf

http://www.cisco.com/en/US/docs/solutions/SBA/February2013/Cisco_SBA_DC_VirtualizationWithUCSNexus1000vAndVMwareDeploymentGuide-Feb2013.pdf



8


• Unify the Network: unifying the network helps customers to dramatically consolidate multiple server connections (IP and SAN) into a simple, high-capacity, low-cost unified network. Customers can choose the scalability, availability, and cost points that suit the nature of their business and evolve at a workable pace. Cisco unified Fabric provides the perfect foundation for any organization consolidating IT, implementing virtualization or cloud, or for those who need greater flexibility from their IT and applications.

• SimplifyComputing and Management: Cisco unified Computing delivers flexible, easy-to-manage, and cost-effective compute resources. Delivering the industry’s first converged data center

platform, Cisco uCS delivers world-class servers and network though a single point of management. Cisco uCS significantly reduces complexity and costs to provide fast application and service deployment in bare-metal, virtualized, and cloud-computing environments.

• End-to-End Virtualization: Virtualization allows you to greatly simplify the deployment of new hosts and virtual machines when implementing VMware. This solution increases flexibility, simplifies management, and provides a high level of availability by extending the network into the virtual server.

Figure 2 . Cisco Virtualized Foundation Smart Solution is right-sized for Midsize Customers


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



9


What to SellThe following table outlines Cisco’s recommended components for the Cisco Virtualized Foundation Smart Solution. Partners can use these as an excellent starting point for addressing your customers’ consolidation and virtualization needs and customize them based on your customers’ unique requirements. Note that partners need Cisco unified Computing Technology (uCT) specialization or Cisco Data Center Architecture (DCA) specialization for selling Cisco uCS b-Series Servers.

Solution Elements Rack Server PreferenceBlade Server Preference

or Larger Workload

Unify the Network

Ethernet and SAN Fabric Cisco Nexus 5500 Series Cisco Nexus 5500 Series

Fabric Extender Cisco Nexus 2200 Series

Management network Cisco Catalyst Switches Cisco Catalyst Switches

Simplify Computing and Management

Compute Cisco uCS C-SeriesCisco uCS b-Series with

6200 Series Fls

Storage Array Choice of vendor Choice of vendor

End-to-end Virtualizationhypervisor VMware vSphere ESXi VMware vSphere ESXi

Virtual Switch Cisco Nexus 1000V Cisco Nexus 1000V

Table 1 . recommended Solution Components


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_computing.html

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.html

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/adv_datacenter_arch.html



10


Targeting and Sales ProcessCustomer ChallengesMidsize companies face a broad range of challenges in managing their business:

• They need IT infrastructure that is easy to deploy and manage, with low risk and minimal staff and budget.

• They need to be more responsive to the changing demands of the business and be ready to rapidly deploy any application the business might require.

• They need to keep up with both planned and unplanned growth.

• They need IT infrastructure to improve competitiveness within budget constraints.

Target Customer Prospects for the Cisco Virtualized Foundation Smart Solution are midsize companies in all industries with 250-1000 employees with the following needs:

• Would benefit from consolidating or simplifying server room or data center networks

• Are standardizing on x86 server platforms and implementing virtualization to lower operating costs and enable applications faster

• Need a more scalable and resilient IT infrastructure to manage growth or changes in their business

Qualifying Questions• What are your plans to improve competitiveness, manage growth, and meet increased demand for IT services? Do your plans include implementing cloud computing or delivering ITaaS?

• Do you have concerns about the cost, performance, scalability, agility, or flexibility of your current IT infrastructure?

• Is your infrastructure capable of supporting a highly virtualized IT infrastructure?

• Are you considering virtualization as an alternative to expanding your server room or datacenter?

• Are you looking for a cost-effective solution to increase availability, resilience, and disaster recovery?


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



11


Customer Elevator Pitches• 25-Word Summary: The Cisco Virtualized Foundation Smart Solution combines innovative Cisco products, proven best practices, and fully-tested reference architectures to help midsize companies implement virtualization with less risk, cost and complexity.

• 50-Word Summary: The Cisco Virtualized Foundation Smart Solution combines innovative Cisco products, proven best practices, and fully-tested reference architectures to help midsize companies implement virtualization with less risk, cost and complexity. Cisco’s scalable, flexible infrastructure, coupled with (partner’s) services, enables fast, simple application deployment and more cost-efficient resource management.

• 100-Word Summary: The Cisco Virtualized Foundation Smart Solution combines innovative Cisco products, proven best practices, and fully-tested reference architectures to help midsize companies implement virtualization with less risk, cost and complexity. The solution enables on-demand provisioning from shared pools of physical and virtual resources

and supports more efficient resource management. Combining the power of Cisco unified Fabric with the innovations of Cisco unified Computing System™ (Cisco uCS), Cisco’s fully-integrated IT infrastructure was designed specifically for virtualization, not adapted afterward to accommodate it. Cisco’s scalable, flexible infrastructure, coupled with (partner’s) services, enables fast, simple application deployment and more cost-efficient resource management.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



12


Objection HandlingOBJECTION 1: We already have two computing vendors . What can a networking company offer?

RESPONSE: Cisco uCS implemented on unified fabric brings the advantages of fabric-based infrastructure to IT: reduced capital and operating expenditures, centralized and coordinated management of IT resources, and the ability to quickly respond to changing business needs. Cisco also provides advanced network services that help ensure performance, availability, and security for virtualized applications in the server room or data center. In particular, Cisco provides a superior platform for high-growth scenarios, environments in which IT must respond to changing business requirements, and IT infrastructure that will incorporate some form of cloud computing.

OBJECTION 2: Our CFO requires that we buy the least expensive servers .

RESPONSE: help the CFO understand that Cisco total cost of ownership extends beyond server costs to include:

• Compute – Advantages of superior server scalability with high-density processor and memory technology to reduce future server purchases and the cost of related cabling, switching, and CPu-based software licensing

• Network – Advantages of converged networking, including Fibre Channel over Ethernet (FCoE), to reduce the cost of cabling, switching, and associated maintenance

• Virtualization – Operational efficiency in having a platform (fabric) that tracks every virtual machine, to manage and maintain services such as security and availability as applications move across the network

• Storage – Advantage of easily incorporating existing and emerging storage technologies into a fully virtualized IT infrastructure based on Cisco uCS, and being able to defer purchases of SAN technologies

• Management – Savings gained from the unified management of compute, network, virtualization, and storage resources using Cisco uCS Manager, including integration of legacy and customized management tools into uCS using open XML/API interfaces

OBJECTION 3: HP says Cisco UCS is proprietary and has insufficient bandwidth and that its design causes latency .

RESPONSE: These statements are not true.

• Cisco uCS fabric interconnects are based on industry standards and can act as an access layer switch for any rack or blade server. (Each hP blade server, however, actually contains a pair of proprietary switches.) Deploying Cisco uCS servers offers the additional advantage that after the initial wiring, computing resources can be deployed and redeployed as necessary entirely through software. This eliminates the need for manual rewiring and provides the foundation for automation.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



13


• Cisco uCS delivers—and has documented—industry-leading bandwidth on a variety of virtual machine types. And Cisco uCS is the only mainstream blade solution in the industry that is designed to be ready for 40 Gigabit Ethernet. Visit uCS Performance benchmarks for the latest statistics. As of this writing, Cisco uCS provides:

» 1.92 Tbps switch fabric throughput

» 160 Gbps to the chassis

» 20 Gbps to the blade without oversubscription

» 80 Gbps burst bandwidth to each blade

» 4096 VLANs

» 116 virtual network interface cards (vNICs) per adapter (256 total)

• Cisco fabric extenders use a low-latency design, providing predictable, consistent traffic latency regardless of packet size, traffic pattern, or enabled features.

OBJECTION 4: We have no budget for architecture transformation and can’t afford to replace our entire infrastructure .

RESPONSE: Cisco supports industry standards, so organizations can take an evolutionary approach to IT transformation. Cisco uCS begins with industry-standard, x86-architecture servers and supports all major hypervisors, giving customers the ability to choose their preferred OS and virtualization solution. Cisco uCS fabric interconnects are based on industry standards and can act as access layer switches for any vendor’s equipment. Finally,

Cisco uCS Manager provides a single point of management for the entire converged system, allowing traditional enterprise management tools to obtain status information for every system component with only a single query, further increasing operational scale and interoperability.

OBJECTION 5: We don’t want to use Fibre Channel over Ethernet .

RESPONSE: Convergence is not required. Cisco uCS allows servers to access storage over a variety of media, including Ethernet, Fibre Channel, FCoE, and iSCSI, protecting existing investments while allowing a flexible upgrade path as business needs warrant. Cisco unified Fabric also supports SANs from a wide variety of vendors, including Compellent, EMC, NetApp, NEC, hitachi, hP, and 3PAr, plus host bus adapters and converged network adapters from Emulex and QLogic, further extending its flexibility and preserving existing storage investments.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/en/US/prod/ps10265/industry_benchmarks.html

http://www.cisco.com/en/US/prod/ps10265/industry_benchmarks.html



14


OBJECTION 6: Servers and switches are commodities at this point .

RESPONSE: The Cisco Virtualized Foundation Smart Solution offers both cost and performance advantages in highly virtualized IT infrastructures. Cisco solutions overcome the limitations of commodity products to provide strategic value to the business.

• Manual assembly – The Cisco fabric architecture and integrated management eliminate the time-consuming, error-prone, manual assembly of commodity products and replace it with a highly integrated and policy-based approach that supports automation and fast provisioning.

• Complex and redundant infrastructure – Most blade systems have all of the supporting network infrastructure and management points that would normally service an entire rack. As the infrastructure is scaled, cost and complexity escalates.

• Complex and fragmented management – Cisco brings together computing, networking, storage, virtualization, and management into a single platform that can be more easily adapted and changed to meet business needs.

The unified architecture and management approach makes the Virtualized Foundation Smart Solution able to respond more easily to changing business requirements and support business growth.

Upsell and Cross-Sell Opportunities• The Cisco Virtualized Smart Solution provides a starting point in unifying and accelerating your customers’ business operations. however for midsize organizations wanting a turnkey solution and/or wanting to virtualize storage, position FlexPod, VSPEX or Vblock instead.

• If selling this entire smart solution is not an option, first win the network and continue to position Cisco Nexus and Cisco uCS technologies as a starting point or cross-sell opportunity.

• For organizations interested in unified communications, Cisco Collaboration solutions offer a comprehensive business solution.


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/en/US/netsol/ns1137/index.html



http://www.cisco.com/en/US/solutions/ns340/ns517/ns224/ns945/unified_fabric.html

http://www.cisco.com/en/US/products/ps10265/index.html



15


Grow Services revenuesThe services market opportunity for the Cisco Virtualized Foundation Smart Solution is between $250-400 million depending on the capability and capacity of your professional services organization. This represents a massive opportunity for partners to drive services revenue through this solution, which sets the stage for follow-on virtualization and cloud solution selling opportunities and your related professional services.

Cisco supports partners in building or accelerating their services practice around specific technologies and solutions. We offer a choice of two services families designed to complement your business model. Find the support you need from Cisco at every stage of the solution delivery lifecycle—plan, build, and manage.

For more information contact your local Cisco Partner Services Development Manager.

Lifecycle Phase Business Need Partner Need Cisco Service

Plan Assessment Partners building or enhancing a services practice for Cisco data center.

Collaborative Professional Service (CPS) Data Center Assessment Service

Design Partners looking to complement their practice, extend their geographic reach, or scale to additional customer segments.

Cisco AS-Fixed Pre-Production Pilot for uCS® Service

Partners needing support with complex tasks when planning, designing and implementing Cisco solutions.

Cisco Planning, Design and Implementation (PDI) help Desk

Build Implementation Partners starting a new data center services practice with a total yearly revenue range of $25-50 million.

CPS Data Center Development Service

Partners improving efficiencies in an existing services practice with a total yearly revenue range of $25-50 million.

CPS Data Center Guidance Service

Partners improving efficiencies in an existing services practice with a total yearly revenue range of $25-$50 million.

CPS Private Cloud Development Service

Partners looking to complement their practice, extend their geographic reach, or scale to additional customer segments

Cisco AS-Fixed Nexus Design and Implementation Service

Partners needing support with complex tasks when planning, designing and implementing Cisco solutions.

Cisco Planning, Design and Implementation help Desk

Manage Product Support Partners who want a support service delivered by Cisco. Cisco SMArTnet® Service

Partners who have invested heavily in their services practice. Cisco Partner Support Service (a Collaborative Technical Service)

Product Optimization

For partners building a customer data center architecture that quickly and securely adapts to virtual and cloud environments and delivers operational excellence.

Cisco Data Center Optimization Services

Software Support For partners who want to deliver seamless support for third party software certified for use on Cisco uCS.

Cisco Software Application Service (SAS)/Software Application Service with upgrade (SASu)

For partners who want to deliver seamless support for third party software certified for use on Cisco uCS.

Cisco ISV1 Service*

Table 2 . Cisco Services Support Partners in Accelerating Sales

* requires VMware vSphere Enterprise Plus v5 licensing


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/web/partners/services/programs/collaborative/downloads/services_dc_virtualization_cloud_partner_qrg.pdf


http://www.cisco.com/web/about/doing_business/legal/service_descriptions/docs/LTO_UCS_Pre_Production_Pilot_Service.pdf

http://www.cisco.com/web/about/doing_business/legal/service_descriptions/docs/LTO_UCS_Pre_Production_Pilot_Service.pdf

http://www.cisco.com/go/pdihelpdesk





http://www.cisco.com/web/about/doing_business/legal/service_descriptions/docs/ASF_Nexus_Implementation_Service_for_up_to_8_Cisco_Nexus_7000_Switches.pdf

http://www.cisco.com/web/about/doing_business/legal/service_descriptions/docs/ASF_Nexus_Implementation_Service_for_up_to_8_Cisco_Nexus_7000_Switches.pdf



http://www.cisco.com/go/smartnet

http://www.cisco.com/go/collaborativepss

http://www.cisco.com/go/optimizationservices

http://wwwin-tools.cisco.com/sales/servlet/getDocument?message_id=554069&linkurl=/salesrack/svcs/ps6887/ps6892&portalID=35873

http://wwwin-tools.cisco.com/sales/servlet/getDocument?message_id=554069&linkurl=/salesrack/svcs/ps6887/ps6892&portalID=35873

http://tools.cisco.com/s2s/spotlight.do?method=spotlightDetails&spotlightId=30



16


Competition Traditional systems from hP, IbM, and Dell require or have:

Manual assembly – To support every step from server refresh to virtual machine (VM) deployment, administrators are still burdened with the time-consuming, error-prone, manual assembly of server, storage, and networking components into infrastructure that supports applications.

Complex and siloed infrastructure – The infrastructure that results from manual assembly of components is complex and inflexible and does not adapt dynamically to changing workload demands and business requirements.

Fragmented management – Traditional systems are configured using a collection of individual management tools on discrete management servers that together do not provide an automated, end-to-end way to configure both rack and blade servers all the way from firmware revisions to I/O connectivity.

Rack-in-a-box architectures – Most blade systems in use today incorporate all of the supporting network infrastructure and management points that would normally service an entire rack. As the infrastructure is scaled, cost and complexity escalates.

Multiple switching layers – Typical virtualized environments include hypervisor-based software switches, blade-server-resident switches, and access-layer switches, often each one having unique features and management interfaces. Multiple switching layers make network traffic even more difficult to observe, manage, and debug in virtualized environments.

Additional Cisco Data Center and Virtualization competitive information can be found at http://www.cisco.com/web/partners/sell/competitive/index.html#~three


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

http://www.cisco.com/web/partners/sell/competitive/index.html%23~three

http://www.cisco.com/web/partners/sell/competitive/index.html%23~three



17


Cisco DifferentiatorsThe Cisco Virtualized Foundation Smart Solution uses an innovative, fabric-based architecture to unify IT infrastructure components—computing, networking, virtualization, and management—into a single platform. The resulting solution is more cost-efficient, easier to manage, and faster to deploy, enabling IT to deliver greater value to the business.

unlike legacy platforms and solutions from traditional data center providers such as hP, IbM, and Dell that add layers of management software to deliver new services, the Cisco Virtualized Foundation Smart Solution offers the following:

Technology Innovation

• Radically simplified, fabric-based infrastructure combines compute, network, storage, and management resources into a single platform with fewer components that must be wired together only once, to speed deployment and simplify management.

• Programmable infrastructure helps enable fast, policy-based provisioning and management to support automation, cloud computing, and IT as a service (ITaaS).

• Cisco UCS Manager provides reusable, software-based server profiles to speed deployment, increase staff productivity, improve compliance, increase availability, and reduce the risk of inconsistent configurations.

• A common operating system helps ensure performance, security, and availability within and between data centers.

Systems Excellence

• Low-cost fabric extenders connect data and management directly to the servers, to provide cost-effective scaling.

• Increased memory capacity per server lowers cost and improves the performance of enterprise applications.

• Fabric technology reduces energy consumption through 50 percent fewer components, power supplies that are 92 percent energy-efficient, and improved airflow.

Solution Differentiation

• Exceptional performance is available for any application or workload.

• unified infrastructure helps enable easier application mobility, increased resilience, and cost-effective disaster recovery .

Figure 3 . Changing the Economics of IT for Midsize Companies


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources



18


ResourcesThe Cisco Virtualized Foundation Smart Solution provides design guidance for midsize market opportunities and is part of the Consolidation and Virtualization data center go-to-market play. Visit Partner Marketing Central for more information.

The UCS New Account Breakaway Promotion offers Cisco partners aggressive discounts on Cisco UCS and Nexus products for finding new opportunities and selling to accounts that have not previously purchased Cisco UCS.

Cisco Capital® provides financing solutions designed to support your customers’ business goals and technology needs. Cisco financing solutions can help you increase margins and cash flow, accelerate and grow deals, and increase your customers’ buying power.

Additional Resources: To access the latest resources, go to http://www.cisco.com/go/vfsspartner.

Get Educated Drive Business Engage the Customer Develop the Solution Close the Deal

Partner website

• Partner presentation

• Technical Solution Overview

AM & SE Training VoDs: Coming 2H CY2013

FE Remote Hands-on Labs

Partner Social Media Properties

• Blogs

• Facebook

• Twitter

Demand Generation Campaign: A Better Data Center for Consolidation and Virtualization

Technical Seminar-in-a-Box: Coming 2H CY2013

Customer website Coming 2H CY2013

Partner website

• Customer Presentation

• Customer AAG Document

The Cisco Demo Cloud (dCloud)

Competitive information

Deployment Guides

• Data Center

• Unified Computing System

• Virtualization with UCS, Nexus 1000V, and VMware

Partner website

• Proposal Templates

Planning, Design, and Implementation (PDI) Help Desk

Data Center Labs

Deal registration: Cisco Commerce Workspace (CCW)

Promotion: Cisco UCS New Account Breakaway

Related Customer Stories:

• Credit Acceptance

• Sheridan College

• Lonza

Terms and Conditions

Cisco reserves the right to add, modify, change, or discontinue the price or sale of this and associated products without notice. All products are subject to availability, and all prices are subject to change without notice. For the most current pricing information, please refer to the Cisco pricing tool at www.cisco.com.

Table 3. Partner Resources At-a-Glance


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

https://www.ciscopartnermarketing.com/Orgs/Initiative.aspx?id=1940

http://www.cisco.com/web/partners/incentives_and_promotions/ucs_breakaway_promotion.html

http://www.ciscocapital.com/

http://www.cisco.com/go/vfsspartner


http://dcv-labs.labgear.net/Home.asp

http://dcv-labs.labgear.net/Home.asp

http://blogs.cisco.com/channels/

http://www.facebook.com/CiscoChannels

http://twitter.com/Cisco_Channels





http://demos.cisco.com

http://demos.cisco.com

http://www.cisco.com/web/partners/sell/competitive

http://www.cisco.com/en/US/docs/solutions/SBA/February2013/Cisco_SBA_DC_DataCenterDeploymentGuide-Feb2013.pdf







http://www.cisco.com/web/partners/tools/pdihd.html



http://www.cisco.com/web/partners/downloads/sell/technology/datacenter/c45_655069_00_dc_virt_labs.pdf

http://www.cisco.com/web/partners/events/commerce_workspace.html

http://www.cisco.com/web/partners/events/commerce_workspace.html



http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/credit_acceptance_cs.pdf

http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/sheridan_college_case_study.pdf

http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/lonza_external_casestudy_fnl_01_25_13.pdf

http://www.cisco.com



19


© 2013 Cisco Systems, Inc. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the u.S. and other countries. To view a list of Cisco trademarks, go to this urL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110r) C07-728121-00 06/13


Sales Opportunity


Solution Overview


Services

Competition

Partner Resources

Documents

Partner Sales Guide - Cisco · virtualization with uncompromised security, visibility, and control, better aligning IT with business objectives • Minimized business risk through