View presentation

Report
Smart Net Total Care
Lindsey Taylor
Cisco Smart Services Business Development Manager
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
1
…Which Is Analyzed
and Compared With
…Which Collect
Services with
Automated
Software-Enabled
Capabilities
Network
Diagnostic
Data
+
Cisco’s Deep
Knowledge Base
…to Provide
Actionable
Insight
+
CISCO DEEP KNOWLEDGE BASE
25 Years of Networking Innovation and Leadership
6 Million Annual Customer Interactions
50 Million Installed Devices
90,000+ Technical Documents
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
Cisco
Brand
Partner
Cisco
Brand
2-Tier
Distribution
Smart Net
Total Care
2-Tier
Distribution
Customer
Customer needs
direct access to TAC
Reseller
Smart Care Service
Partner
Support Service
Cisco Collaborative
Services
Partner’s unique service collaboratively delivered
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
3
Are my Cisco products
covered with the right
contracts?
Entitlement issues take
too long to resolve
With so many alerts it’s hard to find the ones
that apply to me
So many products and
contracts – it’s hard to
manage them all
© 2010 Cisco and/or its affiliates. All rights reserved.
Life cycle planning data
is too hard to find and
use
Cisco Confidential
4
RESELL
Smart Net Total Care
Device
Diagnostics
Technical
Assistance
(TAC)
Installed Base and
Contract Management
Online
Technical
Resources
Advance
Hardware
Replacement
Alerts
(+PSIRTs)
Software
Updates
Foundational Maintenance Services Capabilities
Extensive Installed Base and Contract Management
Proactive Device Diagnostics and Alerts
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
5
RESELL
• Accurately validate customer’s Cisco installed base
via CSCC
 Ongoing collection of Cisco installed base information
 Correlation and validation against Cisco Intellectual Capital
• Detailed inventory reports and analysis via intuitive
web portal
 Visibility that critical Cisco products are covered with proper service
contract
 Identify Cisco products that are not covered by a service contract
 Aggregated report for “collected contract view” of IB
 Delta reports for moves/adds/changes
 Contract date, EoX
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
Validate your Cisco
installed base
© 2010 Cisco and/or its affiliates. All rights reserved.
Identify products without
service coverage, with
support about to expire, or
past LDoS
Cisco Confidential
7
RESELL
• Alerts and notifications are correlated
against customer’s Cisco installed base
 Product Security Incident Response Team (PSIRT)
 Software alerts
 Hardware alerts
 Field notice alerts
 Alerts are posted and saved in the portal
• Customer sees only those alerts that apply
to their Cisco products
• Alerts are displayed in the portal
 Eases alert management and access to all details
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
8
Alerts are correlated against your Cisco installed base!
• Product Security Incident
Response Team (PSIRT)
• Software alerts
• Hardware alerts
A complete view of product
alerts specific to installed
base
• Field notice alerts
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
Alerts are correlated against your Cisco installed base!
Shows all devices
affected by specific alert
Easily drill down to find
all details of an alert
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
….with each customer you could reveal their uncovered Cisco products?
 Grow SMARTnet revenue
….you gave each customer an accurate view of their end-of-support Cisco
products?
 Sell new Cisco products
….you gave the customer on-going up-to-date data regarding installed base
and contracts?
 Faster and more efficient SMARTnet renewals
….you could inform your customer about a published Cisco alert that would
preempt network disruption?
 PRICELESS!
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
Smart Net Total Care identifies the customers Cisco inventory and securely communicates this to Cisco’s
data center, where it is analyzed against Cisco manufacturing, security, shipping, and contract data. Resulting in a
comprehensive view of their installed base, service contracts, and product alerts.
Smart Services Capabilities Embedded
• “I want to eliminate surprises and reduce
Increased Strategic Planning Time
escalations.”
• “I need to improve my Network Life Cycle
Management.”
• “I want my records to be accurate and up to
date.”
• “I want to simplify my service renewal
process.”
© 2010 Cisco and/or its affiliates. All rights reserved.
Drive Additional Professional Services
Opportunities
Increased SMARTnet Renewal Potential
Cisco & Partner Benefit
Customer Realized Value
Increased Customer Intimacy
Drive Technology Migration
Cisco Confidential
12
Target Customer –
• Has large and diverse base of Cisco products
• Customers that experience one or more of the challenges identified earlier in the presentation:
Contract insight, Entitlement challenges, Complex renewals
End of Sale data and network relevant Alerts, Improved RMA support.
• Customer’s IT Staff that can support collector deployment.
• Customer has the desire to improve their current contract management processes.
Compelling Events –
• Rapid network growth or recent acquisition
• Network redesign and consolidation as the result of a corporate merger
• New technology purchase plans and need for correct installed base inventory
• Recent participation in a KTN or network assessment
• Approaching SMARTnet contract renewal
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
13
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
14
 When- November 11th, 2013
 Why – Expand market penetration
 Over 600 customer in the Americas, Over 1200 Globally
 Need to migrate to standard processes to continue to scale deployment and support
 Need to Enable Partner Ordering to drive further market penetration
 What – Standardized processes including;






Distributor and Partner Quote to Order enablement
POS Device Level Order-ability
NLS1 SKU Simplification
Hardware Collector Order-ability – Fulfilled by Mfg or
SW Collector; customer owned server and VMware
Deployment and Support
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
15
Partners/Distributors Enabled:
 Leverage sales and ordering power of Cisco partners
 SNTC will be orderable externally in all regions by
1-tier Cisco Brand Resellers (DVARs)
Distributors
2-tier Cisco Brand Resellers (VARs)
Point of Sale:
 SNTC Device Level service SKUs can be sold with original hardware purchase
 Customers, partners and distributors will be able to quote and order SNTC Service at Point of Sale
All SKUs will be available at POS except NLS1 SKUs.
NLS1 SKUs will be available in CSCC, and 2-Tier Next Generation (2TNG)
 SKUs will not be available in SMS3
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
16
NLS1 service contract provides the following:
 Right to use the Cisco-owned software collector appliance:
 Alternative to purchasing the hardware collector appliance
 Install onto customer’s own hardware and VMware platform (PM is currently
evaluating additional options)
 SNTC Portal access
 Standard Deployment service
 Standard Support (Day 2) service
 Software updates to the software collector at Cisco’s discretion
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
17
SKU Name
CON-NLS1-0T5M
CON-NLS1-6T15M
CON-NLS1-16T35M
CON-NLS1-36T65M
CON-NLS1-66T95M
CON-NLS1-96T120M
CON-NLS1-121T145M
CON-NLS1-146T170M
CON-NLS1-171T195M
CON-NLS1-196T220M
CON-NLS1-221T250M
CON-NLS1-251T300M
IB Size
List Price
<$6 M
$6-15 M
$16-35 M
$36-65 M
$66-95 M
$96-120 M
$121-145 M
$146-170 M
$171-195 M
$196-220 M
$221-250 M
$251-300 M
$12,000
$13,250
$18,500
$26,000
$34,000
$39,000
$45,000
$49,000
$53,000
$56,000
$61,000
$68,000
The installed base is the total value, in U.S. dollars, of the list price
of Cisco devices in use by the customer.
List Price above in $US, use local pricing outside US.
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
18
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
19
Component
Hardware Collector
Appliance
PID/SKU
Commerce Tool
1 PID: CAAPL-2110-SNT-K9
List Price $5313
CCW
B2B
(will ship with collector software preloaded)
Maintenance for Hardware
Collector Appliance
CON-NSNT-CA2100 - (8X5XNBD)
List Price $239
Or
CON-SPAR1-CA2100 (8X5XNBD)
(Service Provider only)
Or Software Collector
Appliance
NLS1 Smart Service
Device-level SNTC
foundational technical
services
© 2010 Cisco and/or its affiliates. All rights reserved.
Right to Use is included with NLS1 Contract
Attach in CCW or
B2B
As separate service-only
transaction using CSCC or
B2B
(not orderable)
(Requires customer owned VMware V5 platform and hardware).
Select from 12 New PID/SKUs
SKU selection is Installed Base Size Dependent
90,000+ SKUs for device-level TS Maintenance
CSCC (2TNG)
CSCC (2TNG)
Attach in CCW or
B2B
Cisco Confidential
20
1. Determine the value of customer’s installed base size of Cisco Hardware using
product list price
2. Choose the NLS1 SKU that maps to the customer’s IB size
3. Quote the NLS1 SKU via CSCC or 2TNG
4. Determine customer collector appliance preference
a)
Hardware, Software or pre-existing Cisco AS collector
5. If Hdw collector appliance is selected
a)
b)
Quote the Hdw appliance via CCW or B2B
Attach maintenance for Hdw collector via CCW or B2B
6. Quote all new and renewal maintenance using SNTC GSPs/SKUs at time of;
a)
b)
Renewal via CSCC or 2TNG or
At New Attach via CCW or B2B
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
21
Program Goal
Program Period
Who Is
Eligible to
Participate?
To offer a further incentive to adopt Cisco’s Smart Services capabilities, the Smart Acceleration
Promotion offers partners the opportunity to earn an incremental 15% sales promotion rebate on
previously uncovered equipment leveraging eligible Smart Care and Smart Net Total Care contracts.
July 28, 2013 – January 25, 2014
Partners must:
• Have entered into a Syetems Integrator (SI) Services Amendment or Indirect Channel Partner Agreement (ICPA), which contains
or includes the terms and conditions of the Cisco Services Partner Program
• Meet the minimum Cisco Services Partner Program Attach Rate (AR) and Renewal Rate (RR) rebate thresholds as defined in
Performance Metrics Central
• Have installed and have working within the customer network the appropriate Cisco Services collection device for the services
defined under this promotion
• All new Smart Care, Smart Net Total Care, and Partner Support Service bookings during quarters 1 and 2 of Cisco
What Services
are Eligible?
fiscal year 2014 on devices that are out of contract for a minimum of 12 months
• New service contracts must be a minimum of one year to qualify, or must co-terminate with existing contracts
• Partners must follow a claims process to apply for the promotion rebate. Cisco will validate the uncovered status of devices for which
Promotion
Terms
the partner is requesting the promotional rebate before rebate payments are finalized and paid to the partner
• Partners must submit a Cisco Installed Based Management report from the Cisco collection devices with the claim, highlighting
devices to be covered under this promotion
• The final date on which a claim can be submitted to Cisco is February 28, 2014
• Claims must have a minimum of $150 in net rebate value to qualify for the promotion
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
22
Kelli Kirwin
Senior Manager
Smart Services
[email protected]
401-207-2113
Central
Scott Schell
(1T/DVAR)
Chad Moroni
2T
[email protected]
720-253-3728
[email protected]
720-875-3003
AK
WA
MT
ND
ME
MN
WI
SD
OR
NY
WY
ID
NJ
IA
NE
IL
No CA
NV
VT NH
MI
UT
CO
OH
IN
CT
RI
PA
MO
KS
MD
DC
VA
So CA
Jeff McEachern (1T/DVARS)
[email protected]
303-308-3659
AZ
NM
Kerry Holland
2T
[email protected]
919-574-9036
NC
OK
Mark Stallings
(1T/DVAR)
[email protected]
508-386-1950
MD
KY
WV
West
East
TN
AR
SC
HI
TX
MS
AL
GA
LA
Jennifer Leong
2T
[email protected]
720-875-2994
FL
Lindsey Taylor
Distribution/2T
[email protected]
919-392-8610
© 2010 Cisco and/or its affiliates. All rights reserved.
South
Gary Blandino (1T/DVAR)
[email protected]
954-661-9017
Cisco Confidential
23
Thank You!

similar documents