Partner Managed

Services
Black Belt Training
Cisco Partner Sellers

November 2021
Partner Managed Services
Black Belt Training

Section 1 – What is Managed Services

Section 2 – Market dynamics
Section 3 – Cisco Managed Services story Today’s topic
Section 4 – Profitability and margins
Section 5 – Partner Managed Services value to customers
Section 6 – Conversation starters and pitch
Section 7 - Growing your business when shifting to managed
services
Section 8 – Resources

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Section 3
The Cisco Partner Managed
Services story

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Why work with Cisco
Choice, simplicity, and opportunity

Profitability

Partner success Extensibility

Breadth of
Relevance
portfolio

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Cisco Partner managed business snapshot
2,150 Services available from our Provider partners

$5.6B
Estimated FY21
product bookings
750 1,400
Provider Gold and Premier Provider Select

Differentiated Cisco Powered Financial Deal velocity and Go to market

branding services incentives protection support

Bolstered by the Cisco Partner Program - Provider

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Cisco and Partners
How we will win the future together

Industry Customer
Transitions Outcomes

New operating model for

joint success
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What we are doing to drive your success
Areas of strategic focus

Managed-ready Integrated and Systems and goals that Partnering framework

offers to help you industrialized service create a virtuous cycle with rewards and
accelerate time to creation and sales for selling and incentives built for
market and capture acceleration framework investment alignment managed services
new buying centers

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We’re investing to ensure success in key markets and
market transitions
Securing and modernizing the network across multiple locations More than 2/3 of SD-WAN is
Managed SD-WAN & SASE expected to go managed

79% of the SP business globally

Delivering complete cloud IT solutions to optimize branch environments, with rich insights
transacted with customers using 3+
Cloud-Managed Branch products from Meraki

Simplifying IT services (with connectivity via a single subscription service) from a single provider Meraki is the largest driver of new
Cloud-Managed Solutions for SMBs logo acquisitions in SMB

There’s an estimated ~$1B

Managing & securing workforces no matter where they are
opportunity in home-based
Enabling Secure Remote Work SD-WAN solutions

Optimizing unified communications in the cloud with enterprise-grade reliability & scale Managed UCaaS to grow to $29B by
Shift to Cloud Calling with the Webex Suite 2025 at 12% CAGR

Global market anticipated to grow to

End-to-end services across data center workloads with flexible consumption & lifecycle
$50B with a 17.8% CAGR between
Hybrid Cloud 2020-2028

Plus: Managed Campus, Full Stack Observability, and Private 5G & IoT
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Accelerate your demand
Market planning Awareness Consideration

Videos, scripts Infographics & stats Topical whitepapers Buyer’s guides & use cases
Sales enablement

Messaging briefs

Social and Email campaign assets

Turnkey campaigns Relevant product marketing assets

Go-to-market and selling tools to Product and use case driven campaigns in
grow your success Marketing Velocity Central

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The Cisco Partner Program
Integrator Provider Developer Advisor

Gold Gold Gold Gold

Premier Premier Premier Premier The Provider role describes

Select Select Select Select partners that deliver as-a-service
and managed solutions through
Entry
flexible consumption models -
Gold
aligning to customer business
Partner incentives Premier goals, reducing CapEx costs,
Select
and lower operating risk.
Gold

Partner benefits Premier

Select

Unified program structured around the roles partners play with

customers instead of how they transact with Cisco.
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How you win with Cisco

$5.6B est. FY21 Breadth of offerings Award-winning

product bookings and portfolio Partner program
We’re winning together with partners Managed-ready offers and a roadmap for Pricing, incentives, and go-to-market
in market today and investing for success strategic and emerging offer innovation funding to help you differentiate and
in the future profitably grow your managed service
business

Cisco sellers #
Market Leader Success Framework
and specialist
Global team of sellers and specialists who Cisco is an industry leader, leading the market Dedicated resources to help you
are opening up new opportunities for you with innovative networking, security, data co-create offers and accelerate sales
to grow your business center and collaboration solutions. We have a
recognized brand across the globe.

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