PMaaS BB Training Section 3

Partner Managed
Services
Black Belt Training
Cisco Partner Sellers
November 2021
Partner Managed Services
Black Belt Training
Section 1 – What is Managed Services

Section 2 – Market dynamics
Section 3 – Cisco Managed Services story Today’s topic
Section 4 – Profitability and margins
Section 5 – Partner Managed Services value to customers
Section 6 – Conversation starters and pitch
Section 7 - Growing your business when shifting to managed
services
Section 8 – Resources
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Section 3
The Cisco Partner Managed
Services story
Why work with Cisco
Choice, simplicity, and opportunity
Profitability
Partner success Extensibility
Breadth of
Relevance
portfolio
Cisco Partner managed business snapshot
2,150 Services available from our Provider partners
$5.6B
Estimated FY21
product bookings
750 1,400
Provider Gold and Premier Provider Select
Differentiated Cisco Powered Financial Deal velocity and Go to market

branding services incentives protection support
Bolstered by the Cisco Partner Program - Provider

Cisco and Partners
How we will win the future together
Industry Customer
Transitions Outcomes
New operating model for

joint success
What we are doing to drive your success
Areas of strategic focus
Managed-ready Integrated and Systems and goals that Partnering framework

offers to help you industrialized service create a virtuous cycle with rewards and
accelerate time to creation and sales for selling and incentives built for
market and capture acceleration framework investment alignment managed services
new buying centers
We’re investing to ensure success in key markets and
market transitions
Securing and modernizing the network across multiple locations More than 2/3 of SD-WAN is
Managed SD-WAN & SASE expected to go managed
79% of the SP business globally

Delivering complete cloud IT solutions to optimize branch environments, with rich insights
transacted with customers using 3+
Cloud-Managed Branch products from Meraki
Simplifying IT services (with connectivity via a single subscription service) from a single provider Meraki is the largest driver of new
Cloud-Managed Solutions for SMBs logo acquisitions in SMB
There’s an estimated ~$1B

Managing & securing workforces no matter where they are
opportunity in home-based
Enabling Secure Remote Work SD-WAN solutions
Optimizing unified communications in the cloud with enterprise-grade reliability & scale Managed UCaaS to grow to $29B by
Shift to Cloud Calling with the Webex Suite 2025 at 12% CAGR
Global market anticipated to grow to

End-to-end services across data center workloads with flexible consumption & lifecycle
$50B with a 17.8% CAGR between
Hybrid Cloud 2020-2028
Plus: Managed Campus, Full Stack Observability, and Private 5G & IoT
Accelerate your demand
Market planning Awareness Consideration
Videos, scripts Infographics & stats Topical whitepapers Buyer’s guides & use cases
Sales enablement
Messaging briefs
Social and Email campaign assets

Turnkey campaigns Relevant product marketing assets
Go-to-market and selling tools to Product and use case driven campaigns in
grow your success Marketing Velocity Central
The Cisco Partner Program
Integrator Provider Developer Advisor
Gold Gold Gold Gold
Premier Premier Premier Premier The Provider role describes

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

Select
Unified program structured around the roles partners play with

customers instead of how they transact with Cisco.
How you win with Cisco
$5.6B est. FY21 Breadth of offerings Award-winning

product bookings and portfolio Partner program
We’re winning together with partners Managed-ready offers and a roadmap for Pricing, incentives, and go-to-market
in market today and investing for success strategic and emerging offer innovation funding to help you differentiate and
in the future profitably grow your managed service
business
Cisco sellers #
Market Leader Success Framework
and specialist
Global team of sellers and specialists who Cisco is an industry leader, leading the market Dedicated resources to help you
are opening up new opportunities for you with innovative networking, security, data co-create offers and accelerate sales
to grow your business center and collaboration solutions. We have a
recognized brand across the globe.

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Partner Managed

Section 1 – What is Managed Services

Partner success Extensibility

Differentiated Cisco Powered Financial Deal velocity and Go to market

Bolstered by the Cisco Partner Program - Provider

New operating model for

Managed-ready Integrated and Systems and goals that Partnering framework

79% of the SP business globally

There’s an estimated ~$1B

Global market anticipated to grow to

Social and Email campaign assets

Gold Gold Gold Gold

Premier Premier Premier Premier The Provider role describes

Partner benefits Premier

Unified program structured around the roles partners play with

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

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