Offre Cisco Data Center Une formidable opportunit Bruno
Offre Cisco Data Center Une formidable opportunité Bruno Dutriaux Partner PSS, Data Center, Cisco France bdutriau@cisco. com
Cisco Experience Days – Data Center § Offre Cisco Data Center - Une formidable opportunité Marché – Positionnement et évolution - Programmes § Unified Computing Systems – UCS Session technique - UCS § Data Center Business Advantage Session technique – Architecture & produits Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
Agenda § Introduction Bâtir sur un succès § Evolution de l’offre Différentiation durable Logique de partenariat § Aide à la vente Certifications et programmes Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
Agenda § Introduction Bâtir sur un succès § Evolution de l’offre Différentiation durable Logique de partenariat § Aide à la vente Certifications et programmes Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
De l’origine … § 2008 Annonce Nexus 7000 – NX-OS Annonce Nexus 5000 Annonce Nexus 2000 § 2009 Annonce UCS Annonce Nexus 1000 Annonce Nexus 2000 2 ième génération § 2010 Annonce Nexus 4000 Annonce Nexus 5000 2 ième génération Annonce VSG, v. WAAS – Services réseau en environnement virtuel Principales annonces produits gamme Data Center Cisco Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
… à la dynamique § Gamme Nexus 3000 Clients 1, 5 Millions de ports 10 Gb/s Très forte croissance (+ de 350% Y/Y) § Gamme UCS 1700 clients au 31/07/2010 Prise de part de marché importante (3 ième fournisseur N. A. Q 2 CY 10) § Reconnaissance de la vision Par les analystes Par le marché Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
Cisco based DC/Cloud Services Public Announcements Jan 2009 Sept 2009 Oct 2009 Nov 2009 Feb 2010 March 2010 April 2010 June 2010 Sept 2010 4 Public Announcements over 10 months 10 Public Announcements over 5 months Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7
Remerciements § Cisco est indirect Forte originalité sur le marché Logique d’accompagnement des partenaires § En France Sept 2010 9 partenaires DCNI 5 partenaires DCNI & DCSN 4 partenaires ATP UCS Objectif FY 11 : doublement Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
Agenda § Introduction Bâtir sur un succès § Evolution de l’offre Différentiation durable Logique de partenariat § Aide à la vente Certifications et programmes Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9
Data Center Business Advantage Architectural Framework Driving Profitability New Service Creation and Revenue Generation Efficient Cisco Lifecycle Services Agile New Bus. Models, Governance and Risk Transformative Partner Ecosystem Consolidation Open / Standards Policy App. Performance Unified Fabric Switching Presentation_ID Virtualization Application Networking Automation Energy Efficiency Security Storage © 2009 Cisco Systems, Inc. All rights reserved. OS Cloud Continuity Workload Mobility SOLUTION DIFFERENTIATION SYSTEMS EXCELLENCE Unified Computing Unified Network Services Security BUSINESS VALUE Management Cisco Confidential Compute TECHNOLOGY INNOVATIONS 10
Data Center Business Advantage Architectural Framework Driving Profitability New Service Creation and Revenue Generation Efficient Cisco Lifecycle Services Agile New Bus. Models, Governance and Risk Transformative Partner Ecosystem Consolidation Open / Standards Policy App. Performance Unified Fabric Switching Presentation_ID Virtualization Application Networking Automation Energy Efficiency Security Storage © 2009 Cisco Systems, Inc. All rights reserved. OS Cloud Continuity Workload Mobility SOLUTION DIFFERENTIATION SYSTEMS EXCELLENCE Unified Computing Unified Network Services Security BUSINESS VALUE Management Cisco Confidential Compute TECHNOLOGY INNOVATIONS 11
Data Center Business Advantage Architectural Framework Driving Profitability New Service Creation and Revenue Generation Efficient Cisco Lifecycle Services Agile New Bus. Models, Governance and Risk Transformative Partner Ecosystem Consolidation Open / Standards Policy App. Performance Unified Fabric Switching Presentation_ID Virtualization Application Networking Automation Energy Efficiency Security Storage © 2009 Cisco Systems, Inc. All rights reserved. OS Cloud Continuity Workload Mobility SOLUTION DIFFERENTIATION SYSTEMS EXCELLENCE Unified Computing Unified Network Services Security BUSINESS VALUE Management Cisco Confidential Compute TECHNOLOGY INNOVATIONS 12
Data Center Business Advantage Architectural Framework Driving Profitability New Service Creation and Revenue Generation Efficient Cisco Lifecycle Services Agile New Bus. Models, Governance and Risk Transformative Partner Ecosystem Consolidation Open / Standards Policy App. Performance Unified Fabric Switching Presentation_ID Virtualization Application Networking Automation Energy Efficiency Security Storage © 2009 Cisco Systems, Inc. All rights reserved. OS Cloud Continuity Workload Mobility SOLUTION DIFFERENTIATION SYSTEMS EXCELLENCE Unified Computing Unified Network Services Security BUSINESS VALUE Management Cisco Confidential Compute TECHNOLOGY INNOVATIONS 13
Data Center Business Advantage Architectural Framework Driving Profitability New Service Creation and Revenue Generation Efficient Cisco Lifecycle Services Agile New Bus. Models, Governance and Risk Transformative Partner Ecosystem Consolidation Open / Standards Policy App. Performance Unified Fabric Switching Presentation_ID Virtualization Application Networking Automation Energy Efficiency Security Storage © 2009 Cisco Systems, Inc. All rights reserved. OS Cloud Continuity Workload Mobility SOLUTION DIFFERENTIATION SYSTEMS EXCELLENCE Unified Computing Unified Network Services Security BUSINESS VALUE Management Cisco Confidential Compute TECHNOLOGY INNOVATIONS 14
Trois focus § Unified Fabric § Unified Network Services § Unified Computing Unified Fabric Presentation_ID Unified Network Services © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Computing 15
Trois focus § Unified Fabric § Unified Network Services § Unified Computing Unified Fabric Presentation_ID Unified Network Services © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Computing 16
Unified Fabric Convergence, Scalability, Intelligence ATTRIBUTES NEW INNOVATIONS • Convergence • Scalability • Intelligence § 2 nd Generation Nexus 5500 platform Network-based approach for systems excellence Unified Fabric BUILDING BLOCKS Presentation_ID § Ethernet Network § Storage Network § Data Center OS Unified Network Services § Application Networking § Security Services § Policy © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Computing § Compute § Network § Storage Access 17
Cisco Data Center Platforms Nexus 7000 MDS 9000 Core Distribution LAN SAN Unified Access Layer Direct Attach 10 GE Nexus 2000 1 GE Rack Mount Servers Presentation_ID Nexus 1000 V Nexus 5000 10 GE Rack Mount Servers 1 & 10 GE Blade Servers w/ Pass-Thru © 2009 Cisco Systems, Inc. All rights reserved. 10 GE Rack Mount Servers Cisco Confidential Nexus 4000 10 GE Blade Switch w/ FCo. E (IBM) Cisco UCS Compute Blade & Rack 18
Cisco Nexus Data Center Portfolio Industry Leading Technologies and Solutions NEW Nexus 7018 Nexus 7010 Nexus 5020 Nexus 5548 Nexus 4000 Nexus 1010 Nexus 2232 Nexus 2248 Nexus 1000 V Nexus 2224 VN-Link NX-OS Compute Presentation_ID Access-Aggregation © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Aggregation/Core 19
Evolutions § La virtualisation demande des domaines L 2 de grande taille Extension au Data Center en améliorant stabilité et performance (Fabric Path) Extension des domaines L 2 entre différents sites (OTV) Multiplication des solutions en améliorant la rapport qualité / prix (Unified Port, Nexus 5500, Nexus 2224) Amélioration des solutions FCo. E (Nexus 5500, futures cartes pour MDS, N 7 k*) Ouverture vers des cas clients différents (L 3 dans Nexus 5500 *) Maturité - Capacité - Versatilité * : fonctionnalité annoncée pour CY 11 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
Trois focus § Unified Fabric § Unified Network Services § Unified Computing Unified Fabric Presentation_ID Unified Network Services © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Computing 21
Cisco Unified Network Services Vision Policy framework Application Delivery Others ANY SERVICE …. . Dedicated (Hardware coupled) Dynamic “On-demand” Feature Consistency Appliance Network Workload mobility Module Integrated Compute Virtual Cloud ANY DELIVERY MECHANISM ANY FORM FACTOR ANY ENVIRONMENT Flexibility and Choice For Any Deployment Model Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22
Unified Network Services Provides a Common Framework For Physical and Virtual Services Physical Network Services Private Cloud Public Cloud Virtual Firewall WAN Opt VDC-1 App App OS OS OS WAN Opt Firewall SLB/ADC • Application-specific service nodes • Form factors: • Appliance • Switch module • Router-integrated Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Hypervisor VDC-2 • Virtual appliance form factor • Elastic Instantiation/Provisioning • Service transparent to VM mobility • Support scale-out • Large scale multi-tenant operation Cisco Confidential 23
UNS Architectural Innovations and Benefits FY 11 FLEXIBILITY RESPONSIVENESS CONSISTENCY Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Virtual services Agility and on-demand delivery Policy-aware VMs Workload Portability and Mobility Cloud optimization Secure multi-tenant cloud experience Fabric Integration Rapid Service Enablement Policy-based provisioning Operational simplicity Open APIs Seamless Integration and automation Cisco Confidential 24
UNS Product Innovations Virtual WAAS Virtual Security Gateway (VSG) On Nexus 1000 V ESXi Hypervisor w/ Nexus 1000 V Virtual Network Management Center (VNMC) UCS /x 86 Servers v. Path Nexus 1000 V v. Path: Fabric Intelligence for Virtual services • Traffic interception/redirection, Fast-path off-load Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25
Trois focus § Unified Fabric § Unified Network Services § Unified Computing Unified Fabric Presentation_ID Unified Network Services © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Unified Computing 26
Consolidation des ressources § Stockage, années 90/2000 Baies de stockage : contrôleurs + disques + réseau interne Provisionning / réplication / sauvegarde : services au niveau du contrôleur Résultat : globalement un modèle de coût linéaire / capacité Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27
Consolidation des ressources § Unified Computing System Système UCS : contrôleurs + serveurs + réseau interne Provisionning / gestion des accès réseau : services au niveau du contrôleur Résultat : globalement un modèle de coût linéaire / capacité 28 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28
Advantage: Built for Scalability Add Capacity For System, Not Single Service Capacity Consumed Available Capacity Service 1 Service 2 Available Capacity Service 3 Service 4 Time + Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Added infrastructure is dynamically discovered, and comes online to meet any required demand. 29
Cisco’s Position in the Cloud Value Chain Technology Partners Cloud Delivery Services: Includes Professional Services and Partner Delivery Cloud Provider: Includes SIs and Enterprise Internal IT Cisco Architectures Cisco Capital Systems and Service Mgmt. Cloud Provider Software ISVs Cisco Delivery Services Technology Partners Technology Specialized VARs Vertical Specialized VARs End User Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30
UCS Developer Ecosystem Expansion Continues; 40+ ISV’s and Partners Developing to UCS Os and Virtualization Application Microsoft SAP VMware Oracle Red Hat Microsoft Novell Mc. Kesson Oracle Murex Citrix Greenplum/EMC Hytrust Par. Accel Gigaspaces SAS Informatica § Recently released UCS Platform Emulator enables rapid, lower cost development § Hosted developer sandbox UCS instance available Presentation_ID Management Infrastructure Storage BMC CA IBM Microsoft Zenoss EMC VMware Symantec HP Dynamic Ops Compuware new. Scale Solarwinds NEC Powerassure Platform Computing RSA Security / EMC Zeus Hytrust EMC Net. App 3 PAR HDS IBM Compellent Falconstor © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential § Certified integration with 24 management applications from industry leaders § New features in UCSM 1. 4 including power capping 31
Agenda § Introduction Bâtir sur un succès § Evolution de l’offre Différentiation durable Logique de partenariat § Aide à la vente Certifications et programmes Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32
Enabling the Unified Data Center Practice Specializations & ATP (UCS B Series) Program Product Access Program Benefits ($$) Data Center Network Infrastructure Storage Networking Compute & Virtualization Specialization Advanced Data Center Network Infrastructure (DCNI) Specialization Advanced Data Center Storage Networking (DCSN) ATP DC UCS - B-Series (Invitation only Program) Not restricted (MDS Director only via OSM) UCS B Series restricted to ATP only Up to 6% rebate (VIP) Up to 8% hunting reward(OIP)* Up to 6% rebate (VIP) Up to 4% hunting reward *Cisco resale only, not OSM RTM Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 33
Investment to Establish Unified Data Center Practice/ Program DCNI Specialization 5 Roles 208 Hours DCNI SE /Architect DCNI Field Engineer DCAS SE /Architect DCAS Field Engineer Roles O nl in e! DCSN Specialization 3 Roles 56 Hours DCSN SE /Architect DCSN Field Engineer O nl in e! DC AM (shared with DCSN Specialization) DCUCS ATP 2 Roles 56 Hours UCS SE /Architect UCS Field Engineer UCS AM (DC AM exam +delta WBT) DC AM (shared with DCSN Specialization) Lab investment Presentation_ID Optional Nexus 5 k bundle @ $20 k less 70% NFR discount (Certified partners) © 2009 Cisco Systems, Inc. All rights reserved. Optional MDS 92 xx kit Mandatory UCS B Series $5 -10 k net approx via OSM lab kit $70 k approx net via Distributor DSA Cisco Confidential 34
Discount Programs Supporting DCV Cisco Resale Channel – 1 Tier Partner example Segment Commercial CTMP/Trade in Base Discount Public Sector Varies by tech & deal (not currently available on UCS ) OIP Commercial Hunting reward Enterprise DC 6% UCS 4% DC: up to 42% (Certification discount) OIP Enterprise* DC 8% UCS 4% UCS: up to 57% (flat Promo) PSPP DC & UCS 4% UCS: DC: 47% (PSPP) 57% (PSPP) • DCNI & DCSN Specialization needed for hunting reward on Nexus 5 k, 2 k, 1 k & UCS B • Distributors determine discounts for 2 tier Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35
OIP rules per track New Enterprise OIP Program Objective Provide Economic incentives for Partners that actively identify, develop and close new business Program Period From September 27, 2010 To July 30, 2011 Program Details • Extra 8% off List Price* • Min deal size $25 k Program Requirements Add’l Requirements Commercial / SB OIP Gold, Silver, or Data Center Specialized / ATP partners From August 01, 2010 To July 30, 2011 • Extra 6% off List Price* • Min deal size $5 k All certified partners: Select, Premier, Silver and Gold • Partner driven, incremental opportunities • Registration valid for 6 month * Excluding UCS which is at 4% Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36
VIP 16 Virtualization Track Subtrack Entry Requirement Minimum Booking 6 Month period XL, L, M countries Virtualization Data Center Unified Computing Data Center Storage Switching Data Center Networking Unified Computing Host ATP Advanced Data Center Storage Network Data Center Network Infrastructure 50 20 15 15 300 250 200 CSAT Target 4. 40 Min 20/10 Qualified Survey SKU Categories *Rebate based on Cat D: 5% ( A, B, C, D) Masters % N/A Gold % Rebate 1% XL: UK – L: Austria, Belux, Netherlands, Germany, Italy, Spain, France, Ireland, Norway, Sweden, Denmark – M: Greece, Portugal, Israel, Finland, Iceland, Luxembourg *See Sku List for Actual Rebate % Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 37
Formation / Suivi § Renforcement des équipes de support partenaire § Focus très fort sur la formation Multiplication des séminaires en ligne – enregistrés En anglais ET en français « Masters Data Center » en évolution Nombreux séminaires partenaires (17/09, 04/11, …) § Focus sur les Cisco Validated Design Accélérateur de montée en compétence Multiplication designs (VDI, exchange, SAP, …) Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38
Résumé § Les certifications donnent accès aux programmes § L’accent est mis sur la chasse § Les programmes s’enrichissent et évoluent Restez à l’écoute (Q 2 FY 11) Source: Placeholder for Notes Is 14 Points Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39
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