Migration Acceleration

Program (MAP)
Program Overview for Partners

Dec 2006

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Overview

Installed Base & Market Trends Driving Upgrades

Revenue Opportunity / Size of Opportunity
Triggering Upgrades In Your Installed Base
Ciscos Upgrade Initiatives for Partners

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Installed Base and Market Trends Driving Upgrades

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

How many times have you upgraded your PCs

and servers in the past 7 years?
And, what about your customers network?
When most networks were originally designed:
Network infrastructures included 386/486 class PCs/Servers
Legacy PCs/servers only delivered 10Mb/s Ethernet
(vs. todays Gigabit class throughput)
Data centers supported a small fraction of todays
web/intranet applications

Would your customer still rely on 386/486 era

performance for todays requirements?

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Characteristics of Cisco Installed Base

(Cisco Discovery Results n=468)

72% of Networks are EOL or EOS

Currently Shipping

End of Life
(i.e. Beyond Support Life)

End of Sale

(Still within Support Life)

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Factors Driving Network Upgrades

Goldman Sachs

Wave 2 Research / Cisco

Improve Security
End of Life of Product
Bandwidth / Capacity
New Functionality (Voice, WLAN, PoE,)
Flexible Architecture/Org Change
Available Budget
Driving Upgrades
Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Revenue Opportunity / Size of Opportunity

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Huge Installed Base of Equipment Need Upgrade Now

$4.6B Equipment Purchased In The Past 7 Years Is EOS or EOL

EOL = $304M

EOS = $4,336M

Access Router: 800/1600/1700/2500/2600/3600/5300/5800

SP Router: 7200/7400/7500/6400/12000/BPX/IGX/MGX
Switch: Catalyst 1900/2900XL/3500XL/4000/5000/5500/6000
Security: PIX and VPN3000
Wireless: Aironet 340//350/1100/1200/4100/4800
Presentation_ID

IP Telephony: ATA180 & 7900 IP phones

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Triggering Upgrades in Your Installed Base

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Triggering Upgrades

Integrate Upgrades/Audits Into All Sales

Improve Security
End of Life of Product
Bandwidth / Capacity
New Functionality (Voice, WLAN, PoE,)
Flexible Architecture/Org Change
Available Budget
Customer Upgrade Rational

Security Audit
Product Lifecycle Audit
Bandwidth / Capacity Audit
AT Readiness Audit
Infrastructure Architecture Audit
Support & Resiliency Audit
Partner Network Audit Checklist
Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

10

Ciscos Upgrade Initiative for Partners:

Migration Acceleration Program

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

11

Migration Acceleration Program

Complete Upgrade Program for Partners

Installed
Sales Tools
Base
& Marketing
Data Mining Collaterals

Joint
Planning

MAP For
Partners

Cisco
Financing

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Discovery
Tool

Cisco Technology
Migration Program
Cisco Discovery
Partner Enablement
Tools
Marketing Tools

CTMP

Cisco Confidential

12

Cisco/Partner Joint Planning:

Together we can generate more sales
Cisco/Partner
Joint Planning

Engage Cisco CAM

Attend MAP & CTMP
training

Discovery
Tool

MAP For
Partners

Programs/
Promos

Draft a business plan to

upgrade installed base
Take Cisco Discovery
training and test
Pursue opportunities

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

13

Installed Base Reporting:

Business Intelligence

Start with a research of your

customers purchase history

Cisco

MAP For
Partners

Installed
Base
Data
Mining

Download EOS/EOL product list

from MAP website

Lifecycle
Services

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

14

Sales Tools & Marketing Collaterals:

Enabling our partners to take full advantage of the program

Partner

Cisco

MAP For
Partners

Partner Playbook

Installed
Base
Reports

Sales Tool &

Marketing Collateral

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

End Customer
Upgrade Presentation
Marketing Collaterals
ROI Tool
Competitive Edge
Portal

15

Collateral-on-demand (COD)
Web based solutions for Cisco
partners sales and marketing
team
Empowering our partners with
marketing and sales lead generation
activities
Give partners access to ready creative
design and messaging
Offer high quality personalised
marketing materials
Streamline production and lower costs

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

16

3 easy steps to edit 3 easy steps to customer

View Edit Approve
Cisco Partner - Customer

Cisco Systems

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Partner Enablement
Customised go-to-market
campaigns

Cisco Confidential

Partner Customer
Marketing

17

Co-brand Sample templates

Asset Types: Email , Brochures, Postcard, Advertisement, Poster,
Single-sheet Flyer
Fixed fields: Product specifications and details
Editable Fields: partner logo, headline, call to action and contact details
Generic

Cisco look and feel

look an

d f eel

eDM
BCS co-brand brochure

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

18

Cisco Discovery:

New Tool to Uncover Hidden Opportunity

Marketing
tools

Discovery
Tool

MAP For
Partners

Theater

Lifecycle
Services

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Tool to discover customers

hardware & software lifecycle
status
Identify customer pain points
Assess security, availability,
performance risks.
Custom reports for each
Discovery
Help formulate an effective
sales proposal

19

Cisco Discovery:

Leverage, Qualify or Quantify Opportunities

Identify
Security
Vulnerabilities

Analyze
VoiceReadiness

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Measure
Availability and
Performance

Cisco
Discovery
Network
Inventory

Offer Operations
Outsourcing

Highlight Deployment
Dependencies

Cisco Confidential

20

Cisco Technology Migration Program:

Financial incentive for customers to trade-in their equipment

CTMP

Discovery
Tool

Presentation_ID

MAP For
Partners

2006 Cisco Systems, Inc. All rights reserved.

Programs/
Promos

Cisco Confidential

Global program for

trade-in of Cisco and
competitive gears
Trade-in credit

21

What are the Advantages of Using CTMP?

Customer gets trade-in credit
reduces the net price of new product

Customer associates the extra discount

with the trade-in.
preserves the street price of new Cisco
gear.

Old equipment:
cant be re-used in the customers
network
cant be resold in gray market

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

22

Cisco Technology Migration Program:

Main Product Targets
LAN Switch
Cisco: Catalyst 1900/2900XL/3500XL/4000/5000/5500/6000
Competitors: 3Com, Extreme, Foundry, HP Procurve,

Router
Cisco: 1600/1700/2500/2600/3600/3700/7200(non-VXR)/7500
Competitors: Huawei, Huawei/3Com, Juniper, Nortel, Motorola

Security Appliance
Cisco: PIX, VPN3000
Competitors: Checkpoint, Juniper, SonicWall

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

23

Cisco Capital Leasing

Whats In It For You?

Overcome budget
constraint
Accelerate sales cycle
Cisco

MAP For
Partners

Cisco
Leasing

Provides protection from

competition
Protect discount

Lifecycle
Services

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Discussion with financial

decision maker

24

Cisco Capital Leasing:

Whats In It For Your Customers
Provide a hedge against technology
obsolescence
Increased Profitability
Tax benefits
Improved Cash Flow
Keep network assets
off balance sheet
Convenience
Increase Liquidity
Get everything you need, NOW
Flexibility in upgrade options, payment
schedules, and more
Sell or Lease back current equipment during
phased implementation of new solution

Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

25

Get Engaged!
Next Steps

Presentation_ID

Enroll in Cisco Discovery training

Work with your CAM to develop MAP Business Plan
Data mine your customers purchase history
Download end customer upgrade presentation
Execute planned go-to-market

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

26

Additional Information
Useful Links:
Migration Acceleration Program:
http://www.cisco.com/go/ap/map

Cisco Discovery:
http://www.cisco.com/go/ap/discovery

Partner Central Competitive Edge:

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

Cisco Technology Migration Program:

http://www.cisco.com/go/ap/ctmp

Help :
Migration Acceleration Program: ap-map@cisco.com
Cisco Technology Migration Program: ctmp-help@cisco.com
RMA: asset-recovery-apac-tradein@cisco.com
Presentation_ID

2006 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

27

Presentation_ID
Presentation_ID

2003
Cisco
Systems,
Inc. All rights
reserved.
2006 Cisco Systems,
Inc.
All rights
reserved.
Cisco
Confidential

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