Practical Steps to Building a Big Data & Analytics Business Capturing Double Digit Growth!

#Unlockbigdata

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Our Speakers

Pat Romzek Vice President

Global Collaboration Sales

John Hernandez

Vice President and

General Manager

Collaboration Technology

Group

Denny Trevett

Vice President

Worldwide Partner

Sales

Catherine Taylor

Manager

Big Data & Analytics ISV GTM

Pamela Erdman

Big Data & Analytics GTM

Worldwide Partner Organization

Paul Davies

Sales Business Development

Manager

EBG Data Center EMEAR

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Growing at CAGR

Average

traditional UCS deals

Big Data spending

investments

Big Data Professional Services

market opportunity ~ by

2017* 2011 2012 2013 2014 2015 2016 2017

Infrastructure Software Services

Source: IDC – UCS TAM *Source: Wikibon

Big Data Revenue ($US Billions)

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The 5 Key Big Data Use Cases

Big Data Exploration Operations Analysis Enhanced 360 View

of the Customer Security/Intelligence

Extension Data Warehouse

Augmentation

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Cisco Data Center Big Data & Analytics ISVs

Data Management

Data Integration

Analytics / Business Intelligence

Crosses all Partners and Verticals

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Data Center - Big Data Sales Plays

Data Management: Build the Foundation • Proactive sales play involving Cisco, our partners

and Hadoop ISV sales teams for a lower cost & scalable storage platform to capture and analyze new & traditional sources of data

Data Warehouse Optimization: Save Millions

• Offload data and move ETL processing from

expensive EDW to low cost Hadoop leveraging

Cisco Data Virtualization for easy access

Analytics: Turn Data into Business Outcomes

• Proactive sales play involving Cisco and strategic analytics ISV’s to gain insight from your data for competitive business advantage

New

New

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Test Initial Use Case Expand Initial Use Case Full Production

Example of a Big Data Sale and Deployment

Additional servers

POC rack to test

Use Cases 4 & 5

$250K

Additional Server

POC Rack to test

Use Cases 2 & 3 Additional

servers for full

production of

Use Case 1

Server Rack for

initial use

evaluation

Server Expansion

Rack, Initial

Production

M3-6

M1

M9

M12

M15

$500K

$250K

$1.5M $250K

DC

Sa

les

Se

rvic

es

Op

po

rtu

nity

• Complex Big Data and

Data Analytics

consulting

• Pilot implementation

$250-500K • Complex Big Data and

Data Analytics

consulting

• Production

implementation

$250-500K • Complex Big Data and

Data Analytics

consulting

• Pilot implementation

$250-500K

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Practice Options

Business

Consulting Practice

Implementation Practice

Sales Practice

Increased

Revenue

Impact on

Business

Outcomes

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i.e. Next Best Offer, Predictive Maintenance,

Fraud Detection, Customer Acquisition

Data Management (Structured and unstructured)

Data Integration (Positioning Data for Analytics)

Infrastructure Analytics (Network, CC, Collaboration)

Business Analytics (Vertical use Case)

Business Consulting

UCS + Hadoop Distributors:

Cloudera, MapR, Hortonworks

Data Warehouse

Optimization

Cisco Connected Analytics

Suite

Vertical Use Case, Analytical Model

Development and Implementation

Customer Offerings:

Big Data/Analytics Sales and Implementation Practice Journey

Building a Sales Practice is the Foundational Step

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Approaches to Building a Big Data Practice

Business

Use Cases

Technology

Use Cases

Platform

Decisions

Data

Management

Data

Integration

Business

Analytics

Data Scientist

Data Analyst

Solution Architect

Solution Engineer

Application Developer

Data Base Architect

Informatica Certification

Cisco Data Virtualization

Integrator ATP

Hadoop Specialist

MapR, Cloudera,

Hortonworks Certification

Practice Models Roles Required

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Options to Build Your Practice

Staff augmentation / skills transfer • Engage skilled SI

• Jointly staff engagements w/ skills transfer

• Benefit: Variable cost model aligned with revenue

Hire / acquire • Hire skilled Big Data resources

• Acquire/merge with consultancy skills

• May be required for business analytics practice

• Benefit: Time to revenue can be months vs. year

Employee training • Train existing resources

• Can take up top 9 months for Hadoop skills

• Best used for more technical skills

• Benefit: Leverage existing employee base

Cisco Partner to Partner • Partner with trained SI or ISV

• Work with competent partners now

• Short term solution

• Benefit: Time to market is short term

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Practice Building Approach Examples – Unlimited Choices!

All In!

• Hire/Acquire Consultants/Data Scientists

• Drive initial deals

• Business outcome consultative approach

• Hire/Acquire additional skills sets for delivery

Mentor Model

• Hire practice lead

• Drive initial deals

• Acquire 1 resource with new skill, trains and mentors team

• Use cutting edge SW tools for data science

• Use BD team as overlay to field

P2P “Virtual Bench”

• Hire practice lead

• Focus on Data Mgt and Data Integration

• Train select number of staff but partner for bench

• Partner for high end consulting and data science

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Cisco Big Data/Analytics Practice Development Workshop Accelerate Time to Market, Differentiation and Profitability!

Part 1: Kickoff and Partner Business Objectives

Partner Business Objectives for Big Data

Partner Readiness

Partner Current State

Business Objectives

Alignment to other GTM initiative

Growth Opportunity

Competitive Differentiation

Part 2: Cisco Big Data/Analytics Strategy and Portfolio Review

Market Transitions

Partner Big Data/Analytics Business Model Opportunities

Cisco Big Data/Analytics Solution Overview

Ecosystem Partnership Opportunities and Rules of Engagement

Cisco / Ecosystem Partner Competitive Positioning

Part 3: Building your Practice Development Plan

Discuss Partner Readiness

Sales Methodology and Approach

Develop 30-60-90 day action plan (task/owner/dates)

Enablement

Training

Ecosystem Plan

Customer analysis / segmentation based on use case

Determine joint customer engagement model

Re

ve

nu

e $

$$$

1-2 Day Interactive On-site Engagement

Asse

ss a

nd Q

ualif

y

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Get Started Quickly

For AMs and SEs • Big Data/Hadoop 101

• Data Management & Data Warehouse Optimization Sales Enablement

• Analytics Ready Sales enablement

• Big Data Dojo

LEARN

Evolution of Partnerships • Cisco Sales Team

• Cloudera, Hortonworks, MapR

• System Integrators

PARTNER

Build and Adapt Practice • Dynamic Ecosystem of ISVs and SIs

• Shadow, Mentor, Partner to Build Competencies

• Invest in the Future

EVOLVE

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Q&A