1 / 4

HP Competitive Campaign Overview

HP Competitive Campaign Overview. Heighten awareness of Cisco UCS as a compelling, cost effective solution Pro-actively attack server refresh, run rate and solution opportunities. Dynamically grow UCS market share by enabling increased partner sales worldwide.

lysander-theron
Télécharger la présentation

HP Competitive Campaign Overview

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. HP Competitive Campaign Overview • Heighten awareness of Cisco UCS as a compelling, cost effective solution • Pro-actively attack server refresh, run rate and solution opportunities. • Dynamically grow UCS market share by enabling increased partner sales worldwide. • Aggressively combat competitive disinformation campaigns with proof point marketing Campaign Objectives • Application Driven • Major upgrades / changes • New applications • Infrastructure Driven • Hardware refresh – 2 socket three year refresh w/ Intel inflection point; 4 socket refresh; • Compelling Technology – standardization • IT Transformation • New Capabilities: Cloud, Big Data, VXI • UCS Blades: 3rd WW/Latam • Rack Servers • Blade Servers Products/ Solutions IT / Data Center buying decision makers and recommenders (250 - 1,000 employee) Target HP UCS partners (60+ on list) Key Competitors Partners Target Opportunities • Product: Smart Play Bundles & Velocity • Cisco Capital: 3 months grace period to make 1st payment Promotions Commercial/ Enterprise Partner Led / Cisco Led Segment/ RTM

  2. BE 6K Penetration Campaign Overview • Increase penetration Commercial: TAM: $153M/ Cisco market share: 18% • Lead conversation with BE6K • Improved business agility • Reduced total cost of ownership (TCO) through server consolidation • Operational efficiency and scale • Improved business continuity Campaign Objectives • BE6000 platform +: IP Phones (Voice – 69XX,79XX), Video Phones (89XX, 99XX), Endpoints: MX200, MX300, EX60, EX90, SX20,VCS-E, MCU 5300, TP Touch 8”, CCX, CUWL, UCSS. Webex Meetings, Jabber • Installed base (BE5K and previous) to BE6K • Traditional Telephony migration to UC • Video upselling opportunities • New/Competitive held accounts Target Opportunities Products/ Solutions • Midsize IT Buyer (150 - 1,000 employee ; 100 – 1,000 users) • Secondary: main influencer (CFO/COO) Target Audience • Product: New Collaboration MM promotion Cisco Capital: 3 months to make first payment • Services: Smart Net Promotions Key Competitors • Avaya, Siemens, Mitel , Alcatel, Polycom, Microsoft • Commercial • Partner Led / Cisco Led • AUC , CAS ( Collaboration Architecture Specialization ) Segment/ RTM Partners

  3. IYDC Secure Campaign Overview • Increase security sales by taking advantage of Nexus installed base in Data Center environments to cross sell physical and virtual security solutions. • Position security as an embedded component of Cisco architecture approach for the Data Center. Campaign Objectives • Physical environment: ASA 5585-X, ASA 9.0, IPS 4500, CSM, (that work with Nexus 7000, UCS) • Virtual environment: ASA 5585-X, ASA 9.0, IPS 4500, CSM, (that work with Nexus 7000, UCS) • Nexus 5000 or 7000 installed base • Catalyst 6500 installed based Target Opportunities Products/ Solutions • DC Buyer, Sec Buyer, C-Level, IT Buyer (> 250 employee) • Secondary: main influencer (CFO/COO) Target Audience • Product: Cisco Connect • Cisco Capital: 3 months to make first payment • Services: SmartNet Key Competitors • Checkpoint, Juniper, McAfee, Huawei, IBM, HP, Dell Promotions • Traditional Partners ( Routing + Switching ) • Commercial. Enterprise and Public Sector • Partner Led / Cisco Led Segment/ RTM Partners

  4. TSF Phase 2 Campaign Overview • Accelerate demand in Commercial and Enterprise • Position Cisco’s Cross Architectural value and solutions that support BYOD • Increase awareness and demand on Cisco’s Borderless Networks Unified Access Solution and Cisco’s Collaboration Win the Workspace solutions ( TelePresence, Jabber and Webex) Campaign Objectives • Cisco Installed Based Migration: • (BN) Switches Catalyst 3750G, 3560G, 3750-E y 3560-E…, Catalyst 4500, 6500 ( not Series E), Access Points 802.11a/b/g • (Col) Call manager previous to version 9 • Cross Sell • (BN) : Cisco Prime, Cisco ISE, Unfied Access (wireless) • (Col): Communications manager video infrastructure • Upselling • (Co): webex, jabber, video endpoints • Competitive Intsalled Based Migration (TUDLA) BN: Unified Access Col: TelePresense, Jabber and Webex Products/ Solutions • Mid Market companies ( 150 – 1000 ee), • Ent ( >1000) • TDM and BDM (LoB – Sales, Mkt, HR, Finance) Target Opportunities Target • Col: AUC, CAS, ATP Video, CCE, CVP • BN: Traditional Networking Partners Partners • Product: • Collaboration Breakaway Plus Simplified • MM Promotion (up to 65% Latam & • 68% Brazil) • Cisco Connect 2.0 (up to 64% discount) • Jabber for Everyone and Webex Trial • Capital – 0% interest, 36 months & 90 days grace • Services ( TBD) • BN: HP, Juniper, Huawei, Check Point, • Collab: Avaya, Polycom, Siemens, MSFT Key Competitors Promotions Segment/ RTM • Commercial • Partner Led / Cisco Led

More Related