Your SlideShare is downloading. ×
0
Creating the Architecture      Vision with Cisco© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved. ...
Course Introduction                      Agenda                      Introductions                      Share Architecture...
Learner Introductions        • Your name and Company        • Job Role        • How long have you been          Selling?  ...
Module 2                      Why Architectures Matter© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights rese...
Chapter Objectives        On completion of this chapter, you will:        • Understand Key Business Drivers and Business I...
Business Trends          PCs &                   Android &        Smart                Across All               Any Time, ...
Business Dynamics                                                                     Driving New Opportunities           ...
Business Imperatives                                                       Maintain Regulatory          Enable            ...
From Products to Architectures                                                   A Shift from Technology Products to Busin...
Architecture Framework        An architecture framework is a set of tools and processes which        can be used for devel...
Architectural Difference                                                                           (Do I need an Architect...
EA Methodologies        Many enterprise-architectural methodologies have come        and gone in the last 20 years. At thi...
TOGAF                                                  The Open Group Architectural Framework        TOGAF is a high level...
Introduction to ITIL     • Not an Enterprise Framework!     • A framework of Best Practice guidance for IT Service Managem...
Benefits of ITIL        • Increased user and customer satisfaction with IT                 services        • Improved serv...
The Architecture Approach     •        Business Agility               – Architectures allow processes to be               ...
The Value of Network Architectures                                          Without a Blueprint                 With a Blu...
Architecture Selling     • Architecture Sales Overview by Brad Coleman,       Borderless Networks, Cisco Systems          ...
Architecture Selling - Exercise        In your groups:        • Cisco: List the benefits to Cisco of offering the Architec...
Architecture Selling - Exercise • Cisco: List the benefits to Cisco of offering the Architectural   Approach • Your Custom...
Cisco Architectural Plays                                                  “Cisco is pursuing an architectural play as opp...
Cisco Architectural Plays          The three architectural plays are:          1. Borderless Network: Cisco‟s core area of...
Architectural Strategies                                                  Data Center &                                   ...
Closing Thoughts      Architectural selling has key benefits:               For you, for your customer and for Cisco    ...
© 2011 Cisco Systems, Inc. All rights reserved.   Cisco Architecture Vision Workshop v2.0—25
Module 2          A New Sales Approach© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved.           ...
Chapter Objectives        On completion of this chapter, you will:                     • Thinking in a Different Way – Bus...
Why You Are Here?      • Cisco historically very successful in selling networks and services      • Moved into application...
Product vs Solution vs Architecture Sale    Product Sale                                           Solution Sale          ...
Business How do organisations think                                                       Decision Value Chain            ...
A Company Vision                                                  “To become the most                      Business Vision...
Business Decision Value Chain                                                                 Example : Cisco             ...
Taking a Consultative Approach                                                                                         to ...
Taking a Consultative Approach                                                                   to be Business Relevant  ...
A Story...© 2011 Cisco Systems, Inc. All rights reserved.   Cisco Architecture Vision Workshop v2.0—35
The Story                                                              Vision ‘to be’                                     ...
The Quadrant      Challenges                                  Solutions      Too much unnecessary stress                 N...
Example questions        •        „I would like to be sure I understand the underlying issues here. Can we talk about     ...
Architecture Role Play Exercise                                                      Working in your teams select a sample...
The Quadrant      Challenges                                  Strategy      Vision                                      Pr...
Module 3                      Cisco’s Architecture Plays© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights re...
Chapter Objectives        On completion of this chapter, you will:        • Understand Cisco’s overall DC, BN and Collab S...
Cisco’s Cloud Strategy                     Enabling Cloud Applications/Services by Uniquely Combining                     ...
Introducing Cisco CloudVerse                                                  Key Capabilities for Public, Private and Hyb...
CloudVerse Product Portfolio                                                                                              ...
Journey to IT Delivered as a Service                                                                                      ...
Journey to IT Delivered as a Service                                                                                      ...
Success Stories                                                                                                      • Int...
Unified Data Center                                                                                              The Archi...
Cisco Unified Data Center                                                              New Economics of Agility, Efficienc...
Cisco Unified Data Center Architecture                                                                                    ...
Cisco’s Compelling DC Value Proposition                                                      Business                  Tec...
Collaboration                         Architecture© 2011 Cisco Systems, Inc. All rights reserved.   Creating an Architectu...
The Cisco Vision                                                     The New Collaborative Workspace“The power tobring peo...
Business Use Cases                                                  Click a slide to preview that objective© 2011 Cisco Sy...
The Collaboration Portfolio   Unified                                                                     CustomerCommunic...
Cisco’s Strategic Direction                                                                                Integrated Coll...
Delivering a Consistent Experience                                                            Anywhere, Any Content, on An...
Integrated Collaboration Architecture                              Devices                                                ...
The Value to the Customer…                              Devices                                                           ...
Success Stories                                                                            Business Value of Collaboration...
The Economics of Collaboration•       Average Cisco employee now        telecommutes 2 days per week.•       60% of time s...
Cisco’s Compelling Collaboration Value                                                                 Proposition        ...
Borderless                                 Network                              Architecture© 2011 Cisco Systems, Inc. All...
Why Borderless Networks?                                              BN Accounts for:                                    ...
User Experience is Business Value                       One                         Trusted Network       Session       Fe...
The Impact of IT Consumerization                                         Location                                         ...
Productivity Linked to Workplace                                                                         Flexibility      ...
The New Borderless Organization                                                       Borderless Experience    Anyone     ...
Borderless Network Architecture                                            Architecture for Agile Delivery of the Borderle...
Cisco’s Compelling BN Value Proposition                                                      Business                  Tec...
Architecture Role Play Exercise                                                         Working in your teams, examine you...
The Quadrant      Challenges                                  Solutions      Vision                                      B...
Cross                              Architecture                                   Selling© 2011 Cisco Systems, Inc. All ri...
Architectural Intersection                                                                   Data Center &                ...
Architecture Overlap     – Changes the level of                                                         Virtualisation    ...
Next Generation Virtual Workspace© 2011 Cisco Systems, Inc. All rights reserved.                  Cisco Architecture Visio...
Next Generation Unified Workspace                                                                  Data Center &          ...
Next Generation Unified Workspace        • VXI Smart Solution        • Cisco Jabber                                       ...
Cisco Virtualization Experience Infrastructure (VXI)                                                                      ...
Success Story                                                                   South West Alliance of Rural HealthChallen...
Exercise : Cross Architecture Selling                                                                                     ...
Exercise : Cross Architecture Selling                                                                                     ...
© 2011 Cisco Systems, Inc. All rights reserved.   Cisco Architecture Vision Workshop v2.0—84
The Architecture          Conversation© 2011 Cisco Systems, Inc. All rights reserved.   Creating an Architecture Vision wi...
Chapter Objectives        On completion of this chapter, you will:        • Understand the key tips to get an architectura...
Think Different, Be Different        • Think different, Be different                     • Articulate the business relevan...
Architectural Selling        This is Evolution not Revolution!        The recipe for success is short cycles that deliver:...
Conversation Frameworks for TDMs     • In addition to everything we have already       discussed:                 –       ...
Conversation Framework for TDMs                                                                              Professional ...
Conversation Framework for TDMs                                                                     Cisco Validated Design...
ConversationBusiness Architecture                                                       Smart Framework for TDMs          ...
[Enter TDMs                                                  Conversation Framework for  Title]                           ...
Conversation Frameworks for BDMs                                                                 Elevating the Conversatio...
Executive Level Selling                                                  KNOW MY WORLD                                    ...
Executive Level Presence                                                                    Personal Credibility          ...
Executive Level Selling                                                                                                   ...
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Creating the architecture vision with cisco v2.2
Upcoming SlideShare
Loading in...5
×

Creating the architecture vision with cisco v2.2

1,296

Published on

good presentation from Innovise. All rights reserved...

Published in: Business
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,296
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
124
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide
  • Cisco Architectural Vision & Business Consulting Skills
  • EA is about not just technology but a business architecture incorporating the goals for the business, about information & metadata, the applications and the underlying technologies. It should: describe a method for defining an information system in terms of a set of building blocks show how the building blocks fit together contain a set of tools provide a common vocabulary include a list of recommended standards include a list of compliant products that can be used to implement the building blocksBecause it is so far-reaching this is both its strength – it provides the connection between business and technology –where processes andtechnology merge – but it‘s also its weakness because everyone has a different interpretation and spin on what it means.This is why it‘s important to understand what‘s out there. A range of EAs exist which provide companies with the framework for bringing together these elements of their business into a joined up set of plans which given them the step by step actions to achieve the business goals. TOGAF is one example of an EA framework.And where does Cisco fit? The network as the platform architecture sits within these frameworks and weneed to be able to position Cisco as important to any architectural modelWe‘ve talked about the importance of taking the customer on a journey to business transformation andbeyond through UC. The network as the platform is essential to this because it positions Cisco as thecompany who can truly provide the technology architecture on which to build the business architecture..
  • Since entering this space just over a year ago, we have seen various market forces at play. The economic downturn, capital constraints, increased regulation, energy shortfalls and globalization are shaping a new competitive landscape. At the same time, businesses are trying to cope with the increasing volume of data, devices and technology in a new business environment characterized by constant change. Here at Cisco, this represents a unique opportunity to help our customers transform their business to meet the challenges of the 21st century. The convergence of business and IT into a dynamic networked infrastructure is the foundation that enables business advantage for our customers.
  • Objective: Recognise that selling as a Business Enabler is part of Cisco’s strategy to differentiate and add valueSupporting Point 1: Technology Vendor (focused on Products) does not add value -> Price will be the differentiatorSupporting Point 2: Solution Vendor focuses on Tactical Needs, it does not holistically address Business needs -> Value will be the differentiatorSupporting Point 3: Business Enabler focuses on Business Needs -> Business attributes (incl. ROI) will be the differentiator
  • Chaos and orderWithout the alignment and governance of the Enterprise Architecture the company will form a vision and define strategies to realise the vision. Departments will be impacted by the strategies, each individually, interpreting how to implement the strategy in their own ways, using their own methodologies, processes, technology, vocabulary etc….the result of which is a silo’ed, fragmented approach to implementing the strategies. Under governance of the EA each department has a point of reference leading back to the overall architecture, translating the strategies into department specific action points but still keeping a unified approach and not going off on tangents etc.
  • Chaos and orderWithout the alignment and governance of the Enterprise Architecture the company will form a vision and define strategies to realise the vision. Departments will be impacted by the strategies, each individually, interpreting how to implement the strategy in their own ways, using their own methodologies, processes, technology, vocabulary etc….the result of which is a silo’ed, fragmented approach to implementing the strategies. Under governance of the EA each department has a point of reference leading back to the overall architecture, translating the strategies into department specific action points but still keeping a unified approach and not going off on tangents etc.
  • Many enterprise-architectural methodologies have come and gone in the last 20 years. At this point, perhaps 90 percent of the field use one of these four methodologies:The Zachman Framework for Enterprise Architectures—Although self-described as a framework, is actually more accurately defined as a taxonomyThe Open Group Architectural Framework (TOGAF)—Although called a framework, is actually more accurately defined as a processThe Federal Enterprise Architecture—Can be viewed as either an implemented enterprise architecture or a proscriptive methodology for creating an enterprise architectureThe Gartner Methodology—Can be best described as an enterprise architectural practice
  • TOGAF definition:“the fundamental organization of a system, embodied in its components, their relationships to each other and the environment, and the principles governing its design and evolution”TOGAF is a high level and holistic approach to design, which is typically modelled at four levels: Business, Application, Data, and Technology. It tries to give a well-tested overall starting model to information architects, which can then be built upon. It relies heavily on modularization, standardization and already existing, proven technologies and products.TOGAF is based on four pillars, called architecture domains:Business architecture or business process architecture which defines the business strategy, governance, organization, and key business processes of the organizationApplications architecture which provides a blueprint for the individual application systems to be deployed, the interactions between the application systems, and their relationships to the core business processes of the organization with the frameworks for services to be exposed as business functions for integration.Data architecture which describes the structure of an organization's logical and physical data assets and the associated data management resourcesTechnical architecture or technology architecture which describes the hardware, software and network infrastructure needed to support the deployment of core, mission-critical applications
  • ITIL’s value proposition centres on the IT service provider (internal IT or external supplier) understanding a customer’s business objectives and priorities, and the role that IT services play in enabling these objectives to be met. ITIL adopts a ‘lifecycle’ approach to IT services, focusing on practices for service strategy, service design, service transition, service operation and continual service improvement
  • Understand that an architectural approach on itself produces many benefitsSupporting Point 1: One of the key benefits of an architectural approach is reducing risk, both systemic and of human errorSupporting Point 2: An architectural approach ensures better interoperability of componentsSupporting Point 3: An architectural approach is not slotting in point products to plug gaps in securityComments:What does this mean to the customer?
  • What is the value – without a blueprint you have less control of the overall effectiveness of deployed equipment.Therefore a bigger risk as a supplier.Bigger risk to the customer of failing point products and therefore unnecessary additional cost to support.The network architecture blueprint ensures that the partner and the customer benefit from the lower TCO, delivering standardized designs, optimized for the commercial space- A Gartner report from 2009 shows that there is up to 27% lower cost of ownership by deploying a single vendor solution
  • Split delegates into groups of 4 or 5
  • 47 billion poundsUk Fitch noted that the UK's ratio of debt to economic output had risen faster than in any other AAA-rated country since 2008. Britain's deficit – currently forecast to hit £163bn this year – has ballooned to nearly twice the size of the shortfalls seen during previous economic downturns in the 1970s and early 1990s.
  • In this session we’re going to consider where we have come from as a company, where we are going and why we need a new approach to selling.
  • Historically Cisco, and Cisco Partners have been very successful in selling network components and services. About ten years ago, Cisco moved into the application space, primarily with the advent of IP Telephony. This quickly moved to IP Communications and then into the unification of those communication applications. At the same time Cisco developed the network and it’s capabilities, breaking down the restrictions and borders typically seen with corporate networks. The advances in technology also saw new opportunities around virtualisation and SaaS. The sales opportunities are now very much focused on selling the architecture that capitalises on and supports these new advances, enabling customers to deploy architectures aligned to, and integral to, their business requirements now and in the future. Cisco have moved from a product based model to an architecture based proposition. By aligning the architectural proposition with a customer roadmap, Cisco and Partners will increase deal size, move from a product fulfilment role to a trusted advisor role, eliminate competition and be valued as much for their business acumen as for their technical expertise.
  • Virgin Trains have a very clear vision:It sets out the values of the company, e.g. safety and reliability. It sets out clear commercial targets profitability. It sets out the relationship between the organisation and its people respecting different views and encouraging openness and honestIn the 1980s, Bill Gates had a simple vision: "A personal computer on every desk, and every computer running Microsoft software." Variations of this vision have allegedly inspired and guided him throughout his career
  • So, if the vision is the future state, the place that our customers want to be, how do we help them get there?. We need to understand where they currently are, from both a business point of view and also from a technical point of view. The bit in the middle is the gap.Business gap analysis can be used to help achieve certain goals. This analysis includes a description of the company's current situation, and what the company wants to achieve in the future. The difference between these two items is the gap. The analysis includes specific action steps the company must complete to close this gap and achieve its goals. The specific actions in our case will be the customers roadmap that we have ideally worked on with them.
  • Guy goes into a large department store, wants asprin for headache. Pharmacist asks about headache, discovers it’s stress related. Suggests customer should relax more, directs him to leisure dept. Guy wanders about, thinks what pharmacist said, enquires about leisure activities, buys fishing rod. Assistant sells vision………wonderful evenings, call of the curlew, trout jumping, kingfishers etc. Guy buys season ticket (£600), new clothing. Result…….assistant helped form the vision, increase in sales.
  • If we break the story down, or analyse it, we can start to see the different elements
  • EA is about not just technology but a business architecture incorporating the goals for the business, about information & metadata, the applications and the underlying technologies. It should: describe a method for defining an information system in terms of a set of building blocks show how the building blocks fit together contain a set of tools provide a common vocabulary include a list of recommended standards include a list of compliant products that can be used to implement the building blocksBecause it is so far-reaching this is both its strength – it provides the connection between business and technology –where processes andtechnology merge – but it‘s also its weakness because everyone has a different interpretation and spin on what it means.This is why it‘s important to understand what‘s out there. A range of EAs exist which provide companies with the framework for bringing together these elements of their business into a joined up set of plans which given them the step by step actions to achieve the business goals. TOGAF is one example of an EA framework.And where does Cisco fit? The network as the platform architecture sits within these frameworks and weneed to be able to position Cisco as important to any architectural modelWe‘ve talked about the importance of taking the customer on a journey to business transformation andbeyond through UC. The network as the platform is essential to this because it positions Cisco as thecompany who can truly provide the technology architecture on which to build the business architecture..
  • Cisco’s cloud strategy is to enable our customers to offer cloud services (and applications) by providing them with solutions for private, public and hybrid clouds that uniquely combine the unified data center and the cloud intelligent network and enable the delivery of cloud services. Underlying this strategy are three strategic pillars:Provide the essential architectures, solutionsand integrated systems for customers BUILDING clouds: public, private and hybrid. These include our highly differentiated products such as our unified computing system, our switching and routing products such as Nexus and CRS/ASR/ISR, our cloud enabling services (WaaS, Ace) which radically simplify the building of the cloud infrastructure.Cisco works closely with best-of-breed partners, to provide fully-tested, INTEGRATED SOLUTIONS for customers deploying cloud services. Cisco’s industry leading partners include EMC, Netapp, Vmware, BMC, CA, Redhat, VCE, and others. Together we offer customer a choice of complete solutions which dramatically reduce the time for an enterprise or service provider to deploy cloud servicesCisco simplifies and accelerate the USE of cloud services by providing capabilities to rapidly offer users cloud services. Cisco provides solutions for our customers to deliver cloud services like Collaboration Cloud, Video Delivery, Infrastructure as a service, VxI, security-as-a-service and others. Customers want to access cloud services through a variety of different devices not just their desktops - telepresence, tablets, virtual desktops - all relying on the networkThese pillars work closely together to enable Cisco to best serve our customers in their journey to the cloud and to spur the growth of the overall cloud market. Cisco complements these solutions and services with a comprehensive portfolio of cloud enablement services to rapidly design, stand up and manage cloud solutions. Cisco’s approach directly addresses this issue by providing higher-level building blocks for cloud providers, whether private, public, or hybrid.
  • Today Cisco is announcing Cisco CloudVerse, an set of capabilities that enhance the data center and network to deliver cloud services. Cisco CloudVerse uniquely combines the unified data center with the cloud intelligent network as an integrated platform to deliver the entire universe of cloud services/applications. Cisco CloudVerse enables customers to build private, public and hybrid clouds – enabling IT as a service and people to collaborate in an entirely new wayCisco CloudVerse enables customers to offer industry leading cloud applications and services such as the Cisco Collaboration Cloud, Cisco Videoscape, Infrastructure as a Service, Security as a Service and an comprehensive set of applications and content from suppliers worldwide.The network is the platform that enables the World of Many Clouds– within the data center, between data centers/clouds and delivering the service from the cloud to the end customer. Cisco CloudVerse assure an assured cloud experience by delivering Cloud Applications and Services within the cloud, between clouds and beyond the cloud (to the user).Cisco CloudVerse is composed of three main elements:Unified Data Center – bringing together the compute network and storage elements to offer an integrated platform for applications and servicesCloud Intelligent Network – enhancing the enterprise borderless networks and the SP next generation network with cloud aware capabilitiesTogether the Unified Data Center and Cloud Intelligent Network together form the platform for delivery of cloud servicesCloudVerse enables a wide portfolio of Applications and Services - Cisco offers a complete set of applications and services that are certified for Cisco CloudVerse for companies to build and provide cloud services to individuals and businesses. Cisco enables a compelling user experience for Cloud Services: anywhere, on any device, at any time. The portfolio includes 3rd party cloud services and Cisco applications such as the Cisco Collaboration Cloud, Cisco Videoscape, Cisco IaaS and Cisco Cloud SecurityCisco Cloudverse is supported by a portfolio of Cloud Enablement Services and Commercial ModelsCisco supports rapid deployment of cloud solutions and services with a comprehensive portfolio of professional and technical services - cloud enablement services to help you quickly realize the full value of cloud. Cisco provides flexible commercial terms that enable customers to reduce the risk of moving to cloudCisco GTM and EnablementCisco enhances the GTM model for customers with a cloud partner program. Customers who adopt cloud by certifying clouds build with Cisco and services from Customer’s Cloud – Cisco branded reseller and Cisco cloud Builder
  • Cisco CloudVersebrings together Cisco’s leading Cloud Capabilities, Services and Solutions in an integrated platform with 3 pillars:Cloud Services:Collaboration:Collaboration, TP 2.0, WebexVideo:Videoscape, Medianet3rd Party Cloud Services: Over 50 certified IT applications and services that are pre-tested for CloudVerseUnified Data CenterUCS, B, C, UCS ManagerNexus Family Routing and switching Cloud Platform Management (Cisco Intelligent Automation for Cloud, nVisor (Overdrive))Cloud Intelligent NetworkCloud intelligent network further enhances the enterprise networks (Borderless networks) and SP networks (IP NGN) for cloud with new capabilities:Cloud to Customer Connect: Delivery of services and content from the cloud to the consumer assured by network security, quality of service and application/content accelerationCloud to Cloud Connect: Interconnect solutions between data centers and clouds Enhanced with layer 2 through 7 capabilitiesCloud Enablement PortfolioDeployment of the Cisco CloudVerse solution is accelerated by Cisco and partners portfolio of cloud enablement services. Cisco Cloud Enablement Services include professional and technical collaboration services to facilitate optimal operation of collaboration and video technologies in a cloud.Cisco CloudVersebrings a significant service/solution advantage in each area:Cloud Services:Collaboration: Broad integrated portfolio including Collaboration, TP 2.0, Webex.Consistent Experience, Flexible Models Video: Industry leading delivery of video content (TV, internet and beyond) with Videoscape experience using Medianet capabilities3rd Party Cloud Services: Over 50 certified IT applications and services that are pre-tested for CloudVerseUnified Data CenterIntegrated Compute & Network Management with UCS manager. UCS Bare Metal Scale and Performance RecordsUnified Fabric integrating compute network and stroage traffic on a single physical infrastructure with up to 70% reduction in cabling Simplified Cloud Platform Management (Cisco Intelligent Automation for Cloud, nVisor (Overdrive))Cloud Intelligent NetworkSecure, Quality Customer Experience delivered by enterprise networks (Borderless networks) and SP networks (IP NGN):Cloud to Customer Connect: Delivery of services and content from the cloud to the consumer assured by network security, quality of service and application/content accelerationCloud to Cloud Connect: Interconnect solutions between data centers and clouds Enhanced with layer 2 through 7 capabilitiesCloud Enablement PortfolioDeployment of the Cisco CloudVerse solution is accelerated by Cisco and partners portfolio of cloud enablement services. Cisco Cloud Enablement Services include professional and technical collaboration services to facilitate optimal operation of collaboration and video technologies in a cloud. Professional /technical services torealize the full value of cloudToday Cisco is enhancingCloudVersewith a number of new solutions and capabilitiesCloud Services:Collaboration: Broad integrated portfolio including Collaboration, TP 2.0, Webex.Consistent Experience, Flexible Models Video: Industry leading delivery of video content (TV, internet and beyond) with Videoscape experience using Medianet capabilities3rd Party Cloud Services: Over 50 certified IT applications and services that are pre-tested for CloudVerseUnified Data CenterIntegrated Compute & Network Management with UCS manager. UCS Bare Metal Scale and Performance RecordsUnified Fabric integrating compute network and stroage traffic on a single physical infrastructure with up to 70% reduction in cabling Simplified Cloud Platform Management (Cisco Intelligent Automation for Cloud, nVisor (Overdrive))Cloud Intelligent NetworkSecure, Quality Customer Experience delivered by enterprise networks (Borderless networks) and SP networks (IP NGN):Cloud to Customer Connect: Delivery of services and content from the cloud to the consumer assured by network security, quality of service and application/content accelerationCloud to Cloud Connect: Interconnect solutions between data centers and clouds Enhanced with layer 2 through 7 capabilitiesCloud Enablement PortfolioDeployment of the Cisco CloudVerse solution is accelerated by Cisco and partners portfolio of cloud enablement services. Cisco Cloud Enablement Services include professional and technical collaboration services to facilitate optimal operation of collaboration and video technologies in a cloud. Professional /technical services torealize the full value of cloud
  • There are those that will choose to embark only on a technology path versus an architectural one. While that might seem like the simplest short-term solution, it leads to suboptimal technology benefits. And potentially, complications as you try to scale down the road. With an architectural approach, however, you start seeing reduced total cost of ownership, and better productivity—all resulting from being able to work from anyplace on any device. Ultimately, you’re able to scale your business while managing risk and driving the business to greater growth with increased customer satisfaction and greater customer interactions. This is the architectural advantage.
  • The Cisco vision is of a seamless, collaborative workspace including mobile, social, visual and virtual – anytime, anyplace, from any device. Collaboration is the act of people working together to achieve a common objective. It involves getting the right information to the right people at the right time to make the right decision.If we can do this, then it will have a real profound impact on how business is done and on how an organization can evolve.But to achieve this, we first have to recognize that things have changed………
  • The 8 business objectives are: - Improve Customer Satisfaction- Enhance Citizen Services- Optimize Team Performance- Enable Mobile Users - Improve Organizational Communications- Transform Training and Events- Enhance Facility Management- Optimize IT
  • We’ve simplified our portfolio to 4 key categories:UC, Customer Collaboration, Telepresence And Collaboration Applications. Which can be delivered on premises, from the cloud and in hybrid options. All supported by Cisco and partner services.This is the core message – comprehensive, yet simple. Integrated and robust.
  • So you need to take an architectural approach that abstracts away the infrastructure, and provides an integrated experience to the users (top).It begins with our integrated collaboration architecture that enables people to collaborate anywhere, on any device, accessing any type of content with the control, policy and flexibility that IT requires.Let’s talk about these three ‘anys’ in a bit more detail. First of all anywhere. For end users, what this means is enabling effective collaboration whether you are at home, in the boardroom, in the office, in the hotel or at the soccer game. And what Cisco is doing is delivering the richest possible experience to end users wherever they happen to be. Users are not relegated to just email or voice calls once you move outside the corporate bounds, but instead enjoy video, UC and presence as if they were in the office.For IT, what anywhere means, is that we allow for alternative deployment models whether on premises, cloud based or a hybrid. And the result of this is that we enable innovation around not just intra company collaboration but also inter company collaboration.Any device is next and what this means is supporting the end points and platforms that people use today. Any endpoint of course includes PCs and phones, but increasingly smart mobile devices, and tablets such as Cius and the iPad.And that means supporting multiple platforms including Android, Mac, RIM, Symbian as well as Windows.Third, is any content.This means connection to any media type in the applications that people work in today, including Microsoft and IBM. Of course this means data and voice, but increasingly video for the most engaging interactions, with the best possible experience for each participant.That might mean WebEx on my smart phone in the airport, connected into a high quality TelePresence for participants in the office, and high quality video on a Cius or laptop for someone at home.If you think about it, only Cisco offers standards based support and vendor and platform interoperability for people-centric collaboration not just in Cisco applications, but with native interoperability to others including Apple, Android, RIM, Nokia, Microsoft and IBM.
  • The architecture integrates Devices with applications and the full range of services: client, collaboration, medianet, and networkSecurity is integrated throughout the network, not just at endpoints, and access policies can be configured easily to maintain security and smooth operations. This Architecture model isn’t just about the network, but about the whole solution. Think back to security, with defense in depth- this framework provides for collaboration in depth across all platforms, all services, all aspects of the organization.
  • The different levels of the framework provide different values to the customer, from the foundational Network Services layer, through Medianet, to the actual devices. Without the layered approach, we can’t enable the same level of service to all devices and provide the same experience.
  • Collaboration delivers value to the enterprise with operational ROI by avoiding unnecessary costs, Productivity ROI by improving processes and interactions and Strategic ROI through business transformation. And, time and again, customers validate these value points.
  • Talking Points for Marie:Cisco commissioned the Connected Technology World Report study to look at the challenges that organizations face in addressing workforce and business needs in an increasing mobile and socially interactive world. The survey examined employee behavior and IT policy with particular attention to social networking, corporate mobility, and the impact of both on IT security. . The survey included 100 respondents from each of 13 countries, resulting in a survey pool of 2,600 people66% would accept a lower-paying job (10%) for more work flexibility – i.e working outside of “traditional” office45% work an extra 2-3 hours a day since they are able to work outside of the office (additional 25% work 4+ hours)While 45% of IT professionals unprepared/struggle to make workforces more mobile.. According to Gartner, 80% of IT time is spent trying to “keep the lights on” i.e day-to-day operations of making sure the critical business services are running smoothly.. Which means they have just 20% to innovate and provide strategic services that impact business. Issues are centered around: a. Network Visibility and Control – who, what, when, where, and why .. b. Cost:Limited IT staff must address and troubleshootproblems while also managing ever-growingnetwork. New services must deliver proven business value and cost savings. Prove that the services deliver ROI to the business
  • Transcript:\r\nYOGESH DESAI: Whoa! Whoa, whoa, whoa, Brad! This is a complex slide. Don't tell me we have to remember all this for the test? BRAD COLEMAN: Oh, Yogesh. Anything that looks vaguely complicated, and you all of a sudden go into a flat spin. Well, I could be nasty and say, yes, you need to memorize this, guys. The reality is, not. It's really just to allow me to make a point. As you can see from this slide, we've got a number of boxes around various elements of it, so it's really a way of just showing how switching plays in the borderless network architecture. Now actually, the borderless network architecture is our most powerful tool in our selling portfolio. And I would like to draw your attention to the services. If you're able to position the borderless network services like EnergyWise for energy management, and TrustSec for security, and Medianet for multimedia and video, then you are really in a position to lock out the competition. And that's worth remembering, especially for the test, that if any option is around one of the borderless network services, that's a really good way of locking out the competition. And by getting your customer to adopt one of the services, they're actually adopting the whole architecture, in reality. And the best thing you can do is to get your customer to adopt the whole architecture. Now, there is an engagement model that we were called Transformative Networking, which is run by Ivan Duggan's team. And if you're lucky enough to have that type of engagement within your customer, what they'll do is they will understand what the key business drivers and priorities are within the customer, and from that, create a unique architectural road map that will really link the capabilities of the architecture back to how they will support that customer's business. So yes, the architecture is a very, very powerful tool. I just want to draw your attention to this area around policy management. Typically, Cisco has not been well known for its network management offerings. That's all changing with Cisco Prime, and I really encourage you very strongly to look at Cisco Prime. So let's move on from here before Yogesh gets even more uncomfortable than he is at the moment and just\r\n\r\nAuthor's Original Notes:The diagram you see here outlines the main components of the borderless network architecture – it links applications, users, and end-point devices with operational processes and the network.It serves as both a framework for our system and architecture roadmap, as well as the deployment blueprint for Borderless Organizations. Let me briefly walk through its main elements. There are key pillars of functionality that Cisco Borderless Networks delivers on – primarily video, green, security, mobility, and application performance—on an end-to-end basis. For innovative organizations, these are key areas of investment and differentiation. The critical network services and proof-points of these pillars include Medianet, TrustSec and EnergyWise; they are delivered by the core infrastructure including routing, switching, mobility, security and WAN Optimization components.  The services highlighted in red (EnergyWise, TrustSec, and Medianet) and the Unified Access piece are how we “plug in” to the BN story. It’s important to point out and connect between our switches and the BN.Equally important to the Borderless Network architecture is how the user experience is impacted by these network services—when mobile, when engaging with video, and in the workplace—however it’s defined. Network services integrate with endpoint technologies like AnyConnect, to deliver always-on, seamless, reliable, secure connectivity regardless of location or device.Meanwhile, Borderless Management and Policy are built into Network and User Services, offering a flexible and dynamic framework for policy definition and enforcement that spans across video, green, security, mobility, and application performance. The focus here is to connect the right user, the right device, the right application at the right place, at the right time, to the right network. It enables organizations to offer different levels of access privileges or performance characteristics to users, devices and applications.In this framework, policy definition and administration are centralized while control, visibility and enforcement are distributed via the application of dynamic policy assignments.Finally, we have the end-point devices that Cisco extends intelligence and awareness to, including cameras, video terminals, IP Phones, and mobile devices so that the experience is seamless and end to end.It is this blended approach of technologies and new capabilities that will enable new business models and allow your organization to go Borderless. Let’s take a look now at each of those critical network services I mentioned.
  • Forty-six percent of U.S. government IT officials polled in a recent survey by Ovum said they don't think cloud computing will save their agencies enough money to make using it worthwhile according to Ovum– Information Week, May 2011Only 23% of organizations in the public sector are actually using cloud computing, versus 42% of private-sector companies, according to a Red Shift Research global cloud computing study – InformationWeek, June 2011
  • Transcript of "Creating the architecture vision with cisco v2.2"

    1. 1. Creating the Architecture Vision with Cisco© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved. All rights reserved. Cisco Confidential 1 Cisco Architecture Vision Workshop v2.0—1
    2. 2. Course Introduction Agenda Introductions Share Architecture Sales Experiences Benefits of adopting an architectural approach© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—2
    3. 3. Learner Introductions • Your name and Company • Job Role • How long have you been Selling? • Experience of Cisco Architecture Play engagement© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—3
    4. 4. Module 2 Why Architectures Matter© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved. All rights reserved. Cisco Confidential 4 Cisco Architecture Vision Workshop v2.0—4
    5. 5. Chapter Objectives On completion of this chapter, you will: • Understand Key Business Drivers and Business Imperatives • What is an Architecture Framework? • Enterprise Architectures (ITIL and TOGAF) • Driving Value with Architectures • What is the value to You, Your Customer and Cisco© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—5
    6. 6. Business Trends PCs & Android & Smart Across All Any Time, Any Macs iOS Tablets Phones Devices PlaceVideo Becomes achieve new aThe Enterprise Becomes Socialprofound unlocking the expertise hiddenExplosionneed toPervasive levels of ROI bytransition that is changing Multiple trends are Devices Rise of Mobile causingBusinessesof Cloud ComputingMore mobile lifestyle that integrates workto and do businessin their usethat people interact interact with customers the way being interactionIncreasingorganizations internally and andCloud delivery of videobecoming mainstream personal lifeSocial Softwaremodelsused Customer Employee Cloud-Based Applications Thin Clients Collaboration Collaboration© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—6
    7. 7. Business Dynamics Driving New Opportunities Market Pressure Business Demands IT Drivers© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—7
    8. 8. Business Imperatives Maintain Regulatory Enable Enable unified access and Compliance and Business Speed and support for the next Manage Risk Well Agility generation of knowledge workersPutting people at the By building secure, By delivering Any content heart of scalable and from Any device in Any communication redundant Data location Centers Business Imperatives© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—8
    9. 9. From Products to Architectures A Shift from Technology Products to Business Architectures Architectures Business Relevance Solutions Products Technology Vendor Business Enabler© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—9
    10. 10. Architecture Framework An architecture framework is a set of tools and processes which can be used for developing a broad range of different architectures. It should: • describe a method for defining an information system in terms of a set of building blocks • show how the building blocks fit together • contain a set of tools • provide a common vocabulary • include a list of recommended standards • include a list of compliant products that can be used to implement the building blocks© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—10
    11. 11. Architectural Difference (Do I need an Architecture?) • If you are building a simple, single-user, non-distributed system, you might need no architects at all. • If you are building an enterprise-wide, mission critical, highly distributed system, you might need a database architect, a solutions architect, an infrastructure architect, a business architect, and an enterprise architect, but more importantly, an architectural framework.© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—11
    12. 12. EA Methodologies Many enterprise-architectural methodologies have come and gone in the last 20 years. At this point, perhaps 90% of the field use one of these four methodologies: – The Zachman Framework for Enterprise Architectures – The Open Group Architectural Framework (TOGAF) – The Federal Enterprise Architecture – The Gartner Methodology© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—12
    13. 13. TOGAF The Open Group Architectural Framework TOGAF is a high level and holistic architecture framework, which is typically modelled at four levels: • Business - Describes the processes the business uses to meet its goals • Application - Describes how specific applications are designed and how they interact with each other • Data - Describes how the enterprise datastores are organized and accessed • Technology - Describes the hardware and software infrastructure that supports applications and their interactions . It tries to give a well-tested overall starting model to information architects, which can then be built upon. It relies heavily on modularization, standardization and already existing, proven technologies and products.© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—13
    14. 14. Introduction to ITIL • Not an Enterprise Framework! • A framework of Best Practice guidance for IT Service Management – Has grown to become the most widely accepted approach to IT Service management in the world. – Is of benefit to all IT organizations irrespective of their size or the technology in use. • Core principles within ITIL are: Service Strategy Service Design Service Transition Service Operation Continual Service Improvement© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—14
    15. 15. Benefits of ITIL • Increased user and customer satisfaction with IT services • Improved service availability, directly leading to increased business profits and revenue • Financial savings from reduced rework, lost time, improved resource management and usage • Improved time to market for new products and services • Improved decision making and optimised risk.© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—15
    16. 16. The Architecture Approach • Business Agility – Architectures allow processes to be more interoperable, enabling the re- use services, utilise all features of existing applications and rapid “The artificial walls deployment of new capability as the between business and IT business need changes are crashing down and • Risk Avoidance Enterprise Architecture – An Architectural Approach allows the is the bridge to Operational and Business needs to be integrate business and planned, understood and coherently IT” delivered • Cost Savings – An Architectural Approach reduces the management complexity, Philip Allega, delivering cost savings and minimising operational risk Gartner, 2011© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—16
    17. 17. The Value of Network Architectures Without a Blueprint With a Blueprint Upgrade & Cost Replace Control No roadmap can dead-end equipment Blueprint equals lower TCO Managing Network “Downtime” Performs Time spent solving “point” problems All product features are testedo Many Variables Clear Roadmap Vendors testing equipment 3 architectures - tested end-to-end Point Product Vendors © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—17
    18. 18. Architecture Selling • Architecture Sales Overview by Brad Coleman, Borderless Networks, Cisco Systems • http://www.youtube.com/watch?v=XqGe5kMdSPQ© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—18
    19. 19. Architecture Selling - Exercise In your groups: • Cisco: List the benefits to Cisco of offering the Architectural Approach (Brad mentioned some in the video, but add your own) • Your Customers: List the benefits to your customers of adopting an Architectural Approach • You: List the benefits to you in adopting an Architectural Approach • 15 mins discussion, nominate spokesperson to feedback© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—19
    20. 20. Architecture Selling - Exercise • Cisco: List the benefits to Cisco of offering the Architectural Approach • Your Customers: List the • You: List the benefits to you in benefits to your customers of adopting an Architectural adopting an Architectural Approach Approach© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—20
    21. 21. Cisco Architectural Plays “Cisco is pursuing an architectural play as opposed to competing on just a product by product basis. Its a strategy that will continue to help the company differentiate versus its competitors. “ John Chambers CEO Cisco Systems Inc September 10th 2010 “Over the last decade Ciscos invested approximately $45 billion in research and development as a way to help fuel growth… during that same period, Cisco has also invested $30 billion in acquisitions as another method of building out its product and technology mix.” Frank Calderoni CFO Cisco Systems Inc September 10th 2010© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—21
    22. 22. Cisco Architectural Plays The three architectural plays are: 1. Borderless Network: Cisco‟s core area of routing and switching is evolving into “next-generation routing and switching,” including Cisco WAAS WAN optimization, Security and Mobility 2. Collaboration: Cisco will broaden its emphasis on collaboration tools, make video pervasive, and integrate these tools into networks. 3. Data Center and Virtualization: With its unified computing platform and new server products, Cisco deepens its entry to virtualization and data center markets, posing a threat to the vendors who‟ve traditionally held greater market share.© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—22
    23. 23. Architectural Strategies Data Center & Virtualization Borderless Collaboration Networks© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—23
    24. 24. Closing Thoughts  Architectural selling has key benefits:  For you, for your customer and for Cisco  Cisco is architecturally aligned with TOGAF  But need to find out what your customer does!  Differentiate yourself by becoming a business enabler  Sell the architecture – not products or solutions  Understand the business and technology trends  These drive the opportunity.© 2011 Cisco Systems, Inc. All rights reserved. 24 Cisco Architecture Vision Workshop v2.0—24
    25. 25. © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—25
    26. 26. Module 2 A New Sales Approach© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved. All rights reserved. Cisco Confidential 26 Cisco Architecture Vision Workshop v2.0—26
    27. 27. Chapter Objectives On completion of this chapter, you will: • Thinking in a Different Way – Business Solution Versus Technology Solution • Customer Vision • Story boarding methodology© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—27
    28. 28. Why You Are Here? • Cisco historically very successful in selling networks and services • Moved into application space about ten years ago….. • IP Telephony > IP Comms > Unified Comms > Collaboration > Business Transformation • Network has evolved > Breaking down borders > Virtualisation, SaaS • Holistic, Architectural approach that supports, evolves and grows with the business. • Help you change the way you think about a sale – Change your mind set – Stop focusing on the products, look at customers vision© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—28
    29. 29. Product vs Solution vs Architecture Sale Product Sale Solution Sale Architectural Sale• Doesn’t consider • Solution aligned with • Solution aligned with needs of business business needs business vision• Single detached sale • Delivers business • Delivers business• Often price driven value impact• No scope to upsell • Helps maintain • Strategic rather than price/margin tactical• No scope for growth • Easier to upsell / • Technology is the• doesn’t build loyalty cross sell business enabler or trust • Potential to enlarge • Builds long-term the deal recurring business • Builds customer loyalty & trust © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—29
    30. 30. Business How do organisations think Decision Value Chain Business Vision Consultative Selling VISION Business Vision Approach Business Strategy (s) Early engagement = higher £££ sale STRATEGY Business Solutions Technology Solutions Product Driven Tactical ApproachEXECUTION Products Compete on price = low £ sale© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—30
    31. 31. A Company Vision “To become the most Business Vision Your Vision safe, consistent, reliable and profitable of the train operating franchises in a climate Is that respects different views and people need not be afraid to be open and „what you want to become‟ honest”. To become the worlds leading It must be: Consumer Company for automotive products and services. Imaginable Desirable A personal computer on every desk, Feasible and every computer running our Focussed software." Flexible Communicable and To shape the future of the internet by Challenging creating unprecedented value and opportunity for our customers, partners, shareholders, and employees© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—31
    32. 32. Business Decision Value Chain Example : Cisco Cisco’s Business Vision To shape the future of the internet by Business Vision creating unprecedented value and opportunity for our customers, partners, shareholders, and employees Cisco’s Business Strategy Catching market transitions that affect our customers (such as video, web 2.0, social Cisco’s Business Solutions media, etc) to evolve the network to be the platform that will change the way we work, live, play and learn Technology Solutions Alignment of Cisco’s sales force under three Products multi-billion dollar architectural plays© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—32
    33. 33. Taking a Consultative Approach to be Business Relevant VISION 1. Understand your customer needs at all levels – vision / strategy / execution Alignment of Cisco vision 2. Build your architectural with Business proposition to align with Needs business vision and STRATEGY demonstrate roadmap and architectural strengths against the business needs. Technology Commercial leadership leadership 3. Develop and execute a multi-layer sales strategy to articulateEXECUTION yours and Cisco differentiators© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—33
    34. 34. Taking a Consultative Approach to be Business Relevant Current State Gap Release Plan Requirements Analysis & Roadmap SALES OPPORTUNITES Future State© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—34
    35. 35. A Story...© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—35
    36. 36. The Story Vision ‘to be’ Relaxed Solution Scenario ‘as is’ Fishing equipment, Headache from season ticket overworking! clothes Benefits Requirement Headache Tablets Story Headache gone Relaxed weekend More effective at work Trout for tea© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—36
    37. 37. The Quadrant Challenges Solutions Too much unnecessary stress New carbon fibre fishing rod working too hard Season Ticket Need to do something fun New fishing jacket, waders etc.. Difficult time at work Revenue stream….flies, lines, replacement tackle, next seasons ticket Roadmap….boat, 4 x4 to tow boat Vision Benefits To Relax, glorious summer evenings, Headache gone peace. Relaxing weekend Happier Boss Trout in freezer© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—37
    38. 38. Example questions • „I would like to be sure I understand the underlying issues here. Can we talk about your vision and how it translates into strategy?‟ • „Let‟s step back, examine the big picture and look at how this approach fits in with the company vision. • I‟ve visited your company web site and read the corporate vision, can you tell me how this impacts on your department? • What does the vision mean to you from both a personal and corporate point of view? • Can you talk me through a typical day in your department? • „Can you foresee any concerns the vision and the strategy might not deal with?‟ • What about priorities? • „Are you directly measured against the realisation of the vision?‟ • „How is the company going to realise the vision?‟ • „What do you like and dislike about the ways things are handled now?‟ • „What is it about this approach that makes it useful to you?‟ • „Is there another perspective that someone else might have?‟ or „How will others look at this‟© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—38
    39. 39. Architecture Role Play Exercise Working in your teams select a sample Customer (BN, DC or Collaboration) and using the Quadrant Model, articulate the following: • The customer’s vision • The customer’s challenges • Possible solutions in the form of: • Customer strategy • Customer Priorities Do not focus on Solutions or Benefits yet, we will do that later. Be prepared to present your thought to the rest of the class 45 minutes have been allocated to this exercise© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—39
    40. 40. The Quadrant Challenges Strategy Vision Priorities© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—40
    41. 41. Module 3 Cisco’s Architecture Plays© 2011 Cisco Systems, Inc.© 2006 Cisco Systems, Inc. All rights reserved. All rights reserved. Cisco Confidential 41 Cisco Architecture Vision Workshop v2.0—41
    42. 42. Chapter Objectives On completion of this chapter, you will: • Understand Cisco’s overall DC, BN and Collab Strategy and Vision • Understand Cisco’s DC, BN and Collab Architecture • Understand the value of these architectures to your customer • Understand teh importance of cross-architecture selling© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—42
    43. 43. Cisco’s Cloud Strategy Enabling Cloud Applications/Services by Uniquely Combining the Unified Data Center and Cloud Intelligent Network Tailored Solutions Rich Ecosystem of Innovative for Building Clouds Integrated Solutions Cloud Services Enable cloud services Enable customers to build Enable customers to including people-centric and operate private, deploy tested, best of collaboration and other public or hybrid clouds breed solutions applications© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—43
    44. 44. Introducing Cisco CloudVerse Key Capabilities for Public, Private and Hybrid Clouds Collaboration, Video 3rd Party Cloud Services Cloud Applications Unified Computing Unified Cloud Cloud-to-Cloud Connect Unified Fabric Data Intelligent Cloud-Customer Connect Unified Management Center Network Cisco Prime Cloud Enablement Services© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—44
    45. 45. CloudVerse Product Portfolio Overview Unified Custome Collaboration, Video Communications r Virtual Desk top, Security, IaaS Collabor ation Cloud Collaboration Telepres Applications Applications ence Unified Cloud Data Intelligent Center Network Nexus UCS CRS ASR ISR Family Family Cloud Family Family Family Enablement CIAC, UCSM, NSM Professional Cisco Prime Services Cisco Technical & Professional Services© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—45
    46. 46. Journey to IT Delivered as a Service Customer View World of Many Clouds Deploy Multi-tenancy Automation & Deploy Integrated Orchestration Compute & Storage VM Mobility Unify Operations Profile ApplicationsConsolidate Data and Cloud Centers Readiness Unify Network Fabrics Consolidate Standardize Virtualize the Automate Service Assets Operations Environment Delivery Increased IT Operational Excellence (Agility, Efficiency and Simplicity) Increased Cloud Readiness (Physical - Virtual - Cloud) © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—46
    47. 47. Journey to IT Delivered as a Service Cisco Solutions World of Many Clouds Virtual Multi- Tenant DC (VMDC) Cisco Intelligent Deploy Automation for Cloud UCS, Vblock, FlexPod Network Services Nexus 1000v, Manager ASA 1000v, VSG, Cloud Readiness FabricPath,Consolidate Data Assessment FEX, OTV, LISP Centers Services Nexus Switches Consolidate Standardize Virtualize the Automate Service Assets Operations Environment Delivery Increased IT Operational Excellence (Agility, Efficiency and Simplicity) Increased Cloud Readiness (Physical - Virtual - Cloud) © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—47
    48. 48. Success Stories • Intelligent • Standardization on • Virtualization and Automation Vblock private cloud • Self-service IT • Consolidation and • Integration with • Claims processing on-demand virtualization customers’ application time reduced by over • IT provisioning • 38% power savings servers 50% reduced from 8 weeks with UCS to 7 minutes • Assured application • Greater application availability agility Consolidate Standardize Virtualize the Automate Service Assets Operations Environment Delivery Increased IT Operational Excellence (Agility, Efficiency and Simplicity) Increased Cloud Readiness (Physical - Virtual - Cloud)© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—48
    49. 49. Unified Data Center The Architectural Advantage ExpandRespond to Business Business Imperatives Business Opportunities Challenges Manage Scale the Growth Business Manage Business Risk Resiliency ReduceOperational TCO Efficiency Time to Value Compute Network Storage Security Virtualization Management © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—49
    50. 50. Cisco Unified Data Center New Economics of Agility, Efficiency and Simplicity 30% 30% 90% Deploy 2x 60% Less Cost Faster Less Time Capacity Less Cost No Staff Increase Infrastructure Application Deployment 0 IT Power Costs Performance Times Staffing Cooling© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—50
    51. 51. Cisco Unified Data Center Architecture Simplification Agility Efficiency Benefits Virtual eXperience Infrastructure Cisco Data Center Business Application Integrated Private Cloud Continuity Evolution Solutions Services and Offers Partner Ecosystem Unified Unified Unified Computing Technology Fabric Management Innovation Open Resilient Flexible Highly Secure Scalable Integrated© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—51
    52. 52. Cisco’s Compelling DC Value Proposition Business Technical Value Differentiation Improve Virtualization Business Agility Extend Business Asset Unified Fabric Life Maximize IT Investments Processing Power Memory Density Ensure Compliance Accelerate Team UCS Manager Performance Capex and Opex Application and Database Savings Optimization© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—52
    53. 53. Collaboration Architecture© 2011 Cisco Systems, Inc. All rights reserved. Creating an Architecture Vision with Cisco v2.1—53
    54. 54. The Cisco Vision The New Collaborative Workspace“The power tobring people together Mobile, Social, Visual, Virtualat critical moments, is key toaggregating and amplifyingthe impact of employees” © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—54
    55. 55. Business Use Cases Click a slide to preview that objective© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—55
    56. 56. The Collaboration Portfolio Unified CustomerCommunications Collaboration UCM 9.0 CC Enterprise Unified Customer Cisco Voice Call/VideoCommunications Collaboration Control Portal Mobility CC Express UC on UCS Social Miner Media Sense Collaboration Applications TelePresence WebEx Immersive Collaboration WebEx Social Multipurpose TelePresence Applications Jabber Personal Vertical Extensions© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—56
    57. 57. Cisco’s Strategic Direction Integrated Collaboration Experience ANYWHERE ANY DEVICE ANY CONTENT Secure Enterprise Interoperable Open Intra-company Social Software Architecture Flexible Pervasive Video Consumption Model Wide Variety of Collaboration Technologies© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—57
    58. 58. Delivering a Consistent Experience Anywhere, Any Content, on Any Device Devices Collaboration Applications Client Services Collaboration Services Medianet Services This core is accessed by any combination of Network Services end-user clients, devices and applications from Cisco or third parties© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—58
    59. 59. Integrated Collaboration Architecture Devices Provisioning Desktop Mobile In-Room Federation Conferencing Customer Care Collaboration Enterprise Social Software IP Communications Applications Administration Maintenance Encryption Messaging Telepresence Client Services Medianet Services Client Services Framework Interface Lightweight APIs AAA COMMUNICATION Real-time Presence / Location Metadata Tagging Messaging Real-time Policy Session Mgmt Social Graphing Collaboration Data Sharing Operations Services Scheduling and Calendaring Authoring Semantic Processing Identity Workflow Recording/Playback Search CONTENT Management Services Transcoding Transrating Transcribing Security Services Medianet Services Auto-Discovery Auto-Configuration Resource Control Network Services Transport Signaling QoS© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—59
    60. 60. The Value to the Customer… Devices Provisioning All devices receive the same level of experience Federation Collaboration The entire suite of Cisco Collaboration products is Applications Administration Maintenance available. Encryption Interoperability with 3rd party products allows the customer Client Services to choose their client and endpoint. AAA Policy Collaboration An optimal experience is delivered through integrated Operations services, like roaming between devices, call and video Services quality, as well as location and presence information. Identity Management Services Rich-media or video content from any device can be Security Services Medianet Services delivered across any network and is received in a format that is suitable for the end device Each application gets the level of service needed from the Network Services network.© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—60
    61. 61. Success Stories Business Value of Collaboration Financial Operational Strategic ROI ROI ROI Procter Avoidance  Cost & Gamble  Molina Healthcare Process Optimization  Government of Canada  Business Transformation TP-created “Supply Chain Pooled customer service, Web 2.0 knowledge sharing of Ideas”; saved millions handled 20% more calls  Duke University in travel Guest Lecturers via TP Biesse  Coca-Cola  Comcast WebEx-enabled customer UC-enabled warehouse app, Social software-enhanced support, $5K/day savings 10% productivity increase customer collaboration© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—61
    62. 62. The Economics of Collaboration• Average Cisco employee now telecommutes 2 days per week.• 60% of time saved is spent working• Increased productivity: $320M/year • Shortened sales cycle for high- touch enterprise deals by 9.7% • Increased win rate for these complex deals by 2%, • Reduced product development time from 4 to 3 years • 60% reduction in time to market • Reduced decision cycle time from days to hours • Increased specialist face time with customers by 45% Source : IBSG Economics of Collaboration, June 2010 © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—62
    63. 63. Cisco’s Compelling Collaboration Value Proposition Business Technical Value Differentiation Improve User Experience Business Agility Staff Attention and Integrated Solutions Retention True Business Impact Consistent User Design Device Agnostic ???? Accelerate Team Delivery Models Performance (On-Prem & Cloud) Capex and Opex Savings Breadth of Solution© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—63
    64. 64. Borderless Network Architecture© 2011 Cisco Systems, Inc. All rights reserved. Creating an Architecture Vision with Cisco v2.1—64
    65. 65. Why Borderless Networks? BN Accounts for: • 60% of an AMs Goal • 50% of Ciscos Business Revenue • 60% of Ciscos Share value • 70% of Ciscos Profit© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—65
    66. 66. User Experience is Business Value One Trusted Network Session Fewer Login Detection Persistence Restrictions Office Hotel Room Café Simpler, more transparent + Easy to deploy and easier to maintain + Fewer support calls = Better user experience, better security, and less work for IT teams© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—66
    67. 67. The Impact of IT Consumerization Location More people, Working from more places, Device Using more devices, Accessing more diverse applications. Application© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—67
    68. 68. Productivity Linked to Workplace Flexibility 45% 80% 57% Accept lower- Work extra 2–3 Expect video to IT staffIT time spent on day-to-day struggle IT staff— paying job hours a days if become primary to make security the operations (Gartner) (10%) for work allowed to do so mode of workforces biggest flexibility remotely communications more mobile challenge© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—68
    69. 69. The New Borderless Organization Borderless Experience Anyone Anything Anywhere Anytime Securely, Reliably, Transparently© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—69
    70. 70. Borderless Network Architecture Architecture for Agile Delivery of the Borderless Experience BORDERLESS END-POINT/ USER SERVICES Securely, Reliably, Seamlessly: AnyConnectPOLICY Energy App Multimedia BORDERLESS Mobility: Security: Management: Performance: Optimization: NETWORK SERVICES Motion TrustSec EnergyWise App Velocity MedianetMANAGEMENT BORDERLESS Unified Core Extended Extended NETWORK Access Fabric Edge CloudAPIs SYSTEMS BORDERLESS Application INFRASTRUCTURE Wireless Routing Switching Networking/ Security Optimization SMART PROFESSIONAL AND TECHNICAL SERVICES: Realize the Value of Borderless Networks Faster © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—70
    71. 71. Cisco’s Compelling BN Value Proposition Business Technical Value Differentiation Improve Mobility Business Agility Extend Business Asset Energy Management Life Maximize IT Investments Medianet Performance User Experience (Clean Air/Client Link) Accelerate Team Cisco Prime Management Performance Reduced TCO Security (ISE, AnyConnect, SIO)© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—71
    72. 72. Architecture Role Play Exercise Working in your teams, examine your potential customer and now identify the following: • What elements of Cisco’s architectural plays are relevant to this Customer • Make sure this is in alignment with their strategy and priorities • What benefits will the customer see from implementing a Cisco architecture 45 minutes have been allocated to this exercise© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—72
    73. 73. The Quadrant Challenges Solutions Vision Benefits© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—73
    74. 74. Cross Architecture Selling© 2011 Cisco Systems, Inc. All rights reserved. Creating an Architecture Vision with Cisco v2.1—74
    75. 75. Architectural Intersection Data Center & Virtualization Video Collaboration VXI Borderless Networks Cloud© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—75
    76. 76. Architecture Overlap – Changes the level of Virtualisation engagement – Spot opportunities across other architectures Borderless Networks – Emphasize holistic approach – Satisfied Customers Collaboration© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—76
    77. 77. Next Generation Virtual Workspace© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—77
    78. 78. Next Generation Unified Workspace Data Center & Virtualization Unified Workspace Borderless Networks Collaboration© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—78
    79. 79. Next Generation Unified Workspace • VXI Smart Solution • Cisco Jabber Workspac e of the Collaboration Future Workspace of the • BYOD Smart Solution Future Virtualization Networking© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—79
    80. 80. Cisco Virtualization Experience Infrastructure (VXI) Cross Architecture Play Virtualization-Aware Virtualized Virtualized Collaborative Workspace Borderless Network Data Center UC on UCS Desktop Virtualization without the compromises  Support for Rich Cisco VDI Media / Voice & VXIVirtual Desktop Infrastructure Video © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—80
    81. 81. Success Story South West Alliance of Rural HealthChallenge • Deliver IT services to 13 public health agencies • Support extremely mobile clinician staffSolution • Cisco VXI with Cisco VXC, UC and UCSExpected Impact • Create more efficient and collaborative patient care environments • Optimize patient care experience • Increase staff confidence in electronic health records© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—81
    82. 82. Exercise : Cross Architecture Selling Part One BEAT THE CLOCK: Working in your teams, you know have 10 minutes to list as many customer benefits as possible in leveraging all three architectures 10 minutes have been allocated to this exercise© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—82
    83. 83. Exercise : Cross Architecture Selling Part Two Working in your original teams, now identify 3 strategies on how you would create opportunity for a cross-architecture sale with your customer. • Think about their priorities? • What would be your entry point? • Who would you engage with? 30 minutes have been allocated to this exercise© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—83
    84. 84. © 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—84
    85. 85. The Architecture Conversation© 2011 Cisco Systems, Inc. All rights reserved. Creating an Architecture Vision with Cisco v2.1—85
    86. 86. Chapter Objectives On completion of this chapter, you will: • Understand the key tips to get an architectural conversation started • Understand the importance of professional services • Understand the importance of implementation planning • Know how to deal with typical objections© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—86
    87. 87. Think Different, Be Different • Think different, Be different • Articulate the business relevancy of Cisco‟s architectural solutions, and differentiate that solution from the competition • Transform the roll of a traditional AM from a cost of sale to a trusted business advisor • Elevate the engagement level with end customers from IT/purchasing to LoB and CXO • Input business analysis and business process consulting skills into a architectural sale • Increase revenue income & lockout competition through becoming a trusted advisor© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—87
    88. 88. Architectural Selling This is Evolution not Revolution! The recipe for success is short cycles that deliver: • a clear vision • an actionable roadmap • architectural blueprints (building blocks) • a pragmatic path from the current environment to the target (implementation plan) • governance that facilitates change and delivers business results • measurement and effective communication of results© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—88
    89. 89. Conversation Frameworks for TDMs • In addition to everything we have already discussed: – Professional Services – Architectural Blueprints with CVDs or SBA – Implementation Plan – Migration plan© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—89
    90. 90. Conversation Framework for TDMs Professional Services Product Sales Advanced and Technical Implementation Services Architectural Planning Services© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—90
    91. 91. Conversation Framework for TDMs Cisco Validated Designs© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—91
    92. 92. ConversationBusiness Architecture Smart Framework for TDMs Smart Business Architecture© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—92
    93. 93. [Enter TDMs Conversation Framework for Title] Implementation Plan A common pitfall is to spend too much time on vision, roadmap and blueprints. The place where most EA programs start to go astray is implementation planning. In TOGAF, the implementation planning phase is called Opportunities and Solutions© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—93
    94. 94. Conversation Frameworks for BDMs Elevating the Conversation • For the BDM: • Shift the focus from costs and efficiencies to growth and innovation – E.g. move the DC from a tactical cost center to a strategic competitive weapon • Need to gain CxO Strategic Engagement© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—94
    95. 95. Executive Level Selling KNOW MY WORLD • Do your research and homework •Extraordinarymy pain points Know Preparation: •1. Understand the sensitivities in my role Fact Finding Do they use UC? Are they regulated? How do they communicate globally? •2. Know my pressures External Analysis • Can you be in my green credentials? How good is their customer service? How good are their network? 3. Client‟s Strategic Vision Is collaboration, mobility a part of this? BRING VALUE 4. Objectives Analysis • Prove Value – proof points, where What do youexpect of IT? have they saved money? • Show me what success looks like (and failure) 5. Measures of Success / Identification KPIs and Critical Success Factors (CSFs) cost reduction?, employee productivity?, carbon footprint?, growth? All have • Show me how you can solve my problems forsecond guess what I might need implications – our architectures. • Where can you take cost out & where can you help to protect revenue? • Can you execute? BE PRESENT • Show you want to build a long term relationship • Don’t sell to me – listen • Be on my agenda not yours • Can I rely on you to leverage resources?© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—95
    96. 96. Executive Level Presence Personal Credibility • We won’t be able to tick any of these boxes unless the CxO thinks we are personally credible • Personal Credibility is vital when dealing with senior executives • Your Personal Credibility Statement should not focus on why Cisco or why your company, but why YOU. • Draw on experience with other clients, Cisco’s own I.T. messages (Cisco on Cisco ), successful CxO engagements you have experienced, or any source of personal credibility© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—96
    97. 97. Executive Level Selling CIO Archetypes Function Heads..... Transformational Leaders..... Business Strategists..... • Manage IT Crises • Redesign business processes • Develop/refine business • Develop IT talent • Align It initiatives/strategies with strategies • Improve IT operations business goals/strategies • Study market trends • Improve system • Cultivate the IT/business • Develop external customer performance partnership insight • Manage security • Lead change efforts • Develop business innovations • Manage the budget • Implement new systems and • Identify opportunities for architecture competitive differentiation • Map IT strategies to overall • Reengineer or develop new enterprise strategies sales and distribution channels Traditionalists Incrementalists Strategists focus on operations focus on process focus on enabling business improvement transformation© 2011 Cisco Systems, Inc. All rights reserved. Cisco Architecture Vision Workshop v2.0—97
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×