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Today’s Discussion

Cloud Consumption Professional Services Engaging CIOs on How to Successfully Manage Cloud Adoption. Today’s Discussion. Cloud Consumption Professional Services Defined. The market for Cloud Consumption. How can Cloud Consumption grow your business.

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Today’s Discussion

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  1. Cloud Consumption Professional ServicesEngaging CIOs on How to Successfully Manage Cloud Adoption

  2. Today’s Discussion Cloud Consumption Professional Services Defined The market for Cloud Consumption How can Cloud Consumption grow your business

  3. Cloud Consumption Assessment Service Details Risk Profile Financial Analysis Cloud Visibility • Initial cloud risk profile • Risk ranking for each Cloud Service Provider, analysis by category • Impact of personal vs. corporate usage • Recommendations for risk mitigation • Identifies financial impact of cloud consumption • Overall cloud spending • Potential cost savings & avoidance strategies • Highlight financial & brand exposure • Outlines multiple cost avoidance scenarios • Categorized list of cloud vendors & detailed usage • Vendor categorization • Addition of new vendors from discovered services • Initial assessment of an organizations cloud governance processes • Stakeholder interviews & initial governance maturity assessment • Cloud management workshop to provide best practices for managing CSPs Cloud Governance

  4. Cloud Consumption Routes to Market Cisco Branded Resale Cloud Consumption Service Large Enterprise Customer Cisco-Led Engagement Cisco Partner Mid Market Customer Collaborative Partner-Led Engagement Cisco Collaborative Professional Services

  5. Cloud Adoption Trends IT Cloud Consumption 80% enterprises have implemented public cloud services in 2012 Cloud Market By 2014, 10% of IT budgets will be spent on Cloud By 2020, $159B Market Shift: On premise  Cloud + On Premise Shadow IT Democratization of IT By 2015, 35% of IT spend outside of IT department Risk shifting from customer to vendor Sources: Forrester, InformationWeek, Cisco, Gartner

  6. Business Demands Are Driving Shadow IT, Cloud Sprawl • … social to connect with customers…. ..use SalesForce.com to host our customer application… … we want to host an application on AWS…. 23% Share of IT spending devoted to cloud today. Growing by 17% in 3 years. (Cisco/Intel, Impact of Cloud on IT Consumption Models Study) with customers …. • …Google docs and Dropboxto share documents… … our customers use a different collaboration solution… $210B Projected size of cloud market in 2016 (Forester)

  7. Shadow IT Creating Challenges for CIO/IT 5-10X Cloud services typically purchased without IT involvement (Cisco) • Limited visibility of public cloud usage • Inability to identify and govern cloud providers Visibility • Partial understanding of cloud costs • Duplicate costs from unknown service providers • Minimized buying power 90% Percentage of IT expenditures spent outside of IT budget by 2020 (Gartner) Cost • Possible exposure of confidential information can lead to negative business impact • Data security, compliance risks 50% Global 1000 companies that will have customer data stored in the public cloud by 2016 (Gartner) Risk • Challenges in establishing automated Cloud governance processes to help organizations efficiently select and deploy cloud services 79% Survey respondents who believe that they will need to automate cloud service deployments (Cisco/Intel) Governance

  8. Inserting Cisco into Public Cloud Conversation • With Cloud Consumption Services, you can gain visibility into customer’s public cloud consumption and achieve… • Customer Loyalty • Competitive Differentiation • Growth • Establish disruptive cloud control point • Assists in planning competitive cloud strategy vs. public cloud vendors (AWS, Google, etc) • Understand your options • Position Cisco Powered Cloud Services • Identify new sales opportunities – products and services: ex. UCS, Nexus, CIAC, UCS Director, Ironport, ScanSafe, SourceFire, etc. • Private Cloud and Cloud platform services • Enable strong C-level/ LOB conversation on Cloud • Establish Ciscoas trusted cloud advisor • Advise customer on their public/private cloud strategy based on their cloud usage, risk and cost profile

  9. Benefits of Cloud Consumption Services Deliverable, Outcome Challenge Benefit • Dashboard view of public cloud vendors • Full visibility of authorized and unauthorized cloud services Public Cloud Visibility Visibility • Risk profile - ranking for each provider, mitigation recommendations • Protect brand by identifying, mitigating cloud risk and compliance issues Mitigate Risk Data Security & Compliance Risk • Financial analysis -Identifies public cloud spending • Helps optimize costs by consolidating redundant or under-utilized cloud services Optimize Costs Little Control of Cloud Costs Business Agility Limited Governance Processes • Initial cloud governance assessment • Improves business agility with governance processes to help organizations launch cloud services quickly

  10. Creating Strategic Sales Opportunities with Cloud Consumption Services • Products • Borderless Networks • Cloud Web Security (ScanSafe) • IronPort • Next Generation ASA • DC & Cloud • DC Management (CIAC, UCS Dir) • UCS/Nexus • Collaboration • Webex / HCS Security & Risk Management Solutions Cloud Strategy Services Private Cloud Infrastructure Cloud Consumption Service Private Cloud Plan, Build & Manage Services Cloud Based Service Opportunities • Services • Cloud Program Office • DC, Cloud, XaaS • Strategy Services • Plan, Build and Manage Services • SolveDirect • Composite Software • Borderless Networks • BYOD • NOS Governance, Cloud Program Office Network Value Enhancement Opportunities • Strategic Opportunities • CXO relevance • Competitive differentiation • Customer loyalty

  11. Meeting Customer Needs With Tiered OffersCPS/Partner Offer CPS Offer • One-time assessment of public cloud consumption • Financial analysis and risk profile • Cloud usage dashboard • One-time assessment of public cloud consumption • Financial analysis and risk profile • Cloud usage dashboard • Access to the full assessment plus financial and risk analysis in a yearly subscription Small Enterprises (<5,000 users) Medium Enterprises (5,000-15,000 users) Optimization Description • Discovery: 1 collector, 4 week • Discovery: 3 collectors, 4 week Components • In Development List $34,500 $59,500 TBD Discounting CSPP Rules, Standard Product Discount Pricing • Collaborative Professional Service – Sold and delivered by partner working Collaboratively with Cisco Delivery

  12. Cloud Consumption Qualification Questions Are you aware of how much your customer is spending on Public Cloud Services such as those provided by the Big 7: AWS, Google, HP, IBM, Microsoft, VMware and Oracle ? Is your Customer (CIO, CISO or Chief Architect) aware of the risk, compliance, security and cost implications of the Public Cloud Services consumption without the IT Cloud Governance in place? Does your Customer have visibility on the Public Cloud Services (SaaS, Iaas, PaaS) consumed across the organization (ex. AWS, Dropbox, Google Computing, etc.) and how much money they are spending with it across the entire organization? Does your Customer have Cloud Governance in place to monitor Public Cloud Consumption and incurred costs to their Company? If the answer is NO for at least one of these questions than your customer is a good candidate for the Cloud Consumption Professional Services.

  13. Cloud Consumption Assessment Case Study: WorldVision “Regarding the analytics and classification of the different cloud applications and providers, [Cisco Cloud Consumption Assessment] is very intuitive and useful, and provides a clear high level view of the cloud usage for the network segment in analysis. The pre-defined categories are very rich.” ~Luis Antonio Vargas, World Vision • Automatic identification of all authorized and unauthorized Cloud Service Providers (CSP) • Ability to trace unauthorized usage to specific owners in order to bring CSPs into compliance • Decreased security and compliance risks • Identified cost savings Business Value Challenges Solution • Organization dedicated to eradicating poverty serving 100 million people in 100 countries. • A global satellite network connecting sites by a remote VSAT systemand used as gateway to Internet • Cloud services being deployed by end-users without IT knowledge and with increased security and compliance risks • No available tools to automate discovery process • Cisco Cloud Consumption Assessment provided information on cloud usage and identify the users • Service provided detail analytic behavior of the internal users Cisco Internal Use Only

  14. Cloud Consumption Assessment Case Study: Cisco IT “Being able to monitor under and over utilization rates is very valuable to our organization. I can envision leveraging this service on an on-going basis.” -Ken Hankoff, Program Manager, Cisco IT Global Risk Mitigation • Automated identification of all Cloud Service Providers (CSP) within 1 week • Identified many more CSP deployed than originally known • Ability to trace unauthorized usage to specific owners in order to bring Cloud Service Providers into compliance • Decreased security and compliance risks • Cost savings after identifying duplicate or underutilized services Business Value Challenges Solution • Instituted process to require CSPs to go through rigorous security vetting process • Cloud services being deployed by end-users without IT knowledge • Undertook manual 1-month exercise to discover Cloud usage • Inability to identify all cloud services, specifically those that are unauthorized • No automation tools to automate discovery • Partnered with Cisco Services to pilot Cloud Consumption Assessment • Internal customer validating software solution and service

  15. More Information Paul Grew CPS BDM pgrew@cisco.com 1-978-936-4066 Boxborough, MA Partner Data Sheet http://www.cisco.com/web/partners/services/programs/collaborative/downloads/datasheet_c78_729142_080513.pdf

  16. Assessment Report Examples

  17. Example: Cloud Usage Cloud Traffic • CSPs constitute 46% of traffic; remaining driven by websites • 638 CSPs discovered (162 GB) • 5 Authorized CSPs discovered (Amazon EC2 & S3, IBM, Salesforce, Webex, ScanSafe)

  18. Example: Cloud Usage CSP by Type Traffic by Type • Most CSPs are SaaS providers • Average per CSP traffic highest in IaaS and lowest in SaaS

  19. Risk Analysis: Top 20 Corporate CSPs Risk = f(CSP Profile, Relative Usage, Relative Business Criticality, Authorization) Least Critical Most Critical High Usage High Risk Low Usage Low Risk Auth Unauth Low Risk High Risk I Investigate A Assess

  20. Example: Financial Model • Designed to show what-if dynamic financial model Annual Spend Total Top 10 $786K $713K

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