Contents Introduction... 3 Demonstration Format... 3 Scoring Rules and Criteria... 4 Criteria for Success... 4 Customer Profile (Preparation)...

Transcription

1 1

2 Contents Introduction... 3 Demonstration Format... 3 Scoring Rules and Criteria... 4 Criteria for Success... 4 Customer Profile (Preparation)... 5 Strategic Objectives and Initiatives... 6 Goals, Priorities and Planned Activities Partner Capabilities (Sales Evaluation) Partner Discussion Solution Presentation Solution Summary Digital Readiness Review Customer Challenge (Sales or Technical Evaluation) Outcomes to be Delivered (Technical Evaluation or dashboard during Sales Evaluation) Management, Automation and Orchestration Platform Customer Challenge (Sales or Technical Evaluation)- Cloud Based Management Outcomes to be Delivered (Sales or Technical Evaluation)-Cloud Based Management Customer Challenge (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud Outcomes to be Delivered (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud On-Prem Data Center Customer Challenge (Sales or Technical Evaluation)- SDN Infrastructure Outcomes to be Delivered (Sales or Technical Evaluation)- SDN Infrastructure Customer Challenge (Sales or Technical Evaluation)- Open SDN Core Infrastructure Outcomes to be Delivered (Sales or Technical Evaluation)- Open SDN Core Infrastructure Customer Challenge (Sales or Technical Evaluation)- UCS Infrastructure Outcomes to be Delivered (Technical Evaluation)- UCS Infrastructure Customer Challenge (Sales or Technical Evaluation)- Converged/Hyperconverged Infrastructure Outcomes to be Delivered (Technical Evaluation)- Converged/Hyperconverged Infrastructure Multicloud Workload Support Customer Challenge (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud

3 5.1.1 Outcomes to be Delivered (Technical Evaluation)- Management, Automation & Orchestration and Cloud Customer Challenge (Sales or Technical Evaluation)- Analytics Outcomes to be Delivered (Technical Evaluation)- Analytics Customer Challenge (Sales or Technical Evaluation)- Virtual Machines and Containers Outcomes to be Delivered (Technical Evaluation)- Virtual Machines and Containers Summary and Close The Cisco Data Center and Multicloud Solution...16 APPENDIX...17 Introduction Partner candidates have an opportunity to demonstrate their expertise and knowledge of Cisco s Data Center and Multicloud Solutions during the evaluation portions of the Master Cloud Builder Specialization audit. The intention of the evaluations is to ensure the partner has the skills to engage the customer in a strategic discussion to determine how Cisco solutions can solve their business problems and support those solutions during and after deployment. NOTE: Some technologies are difficult to physically demonstrate during a Sales Evaluation for various reasons. In these cases, it is acceptable to allow the partner to describe the features and functions as related to the proposed solutions. For Technical Evaluations, it is expected the partner will demonstrate or explain as noted in the requirements. Demonstration Format There are two types of evaluations noted in this document: 1. Technical Evaluation 2. Sales Evaluation The Technical Evaluation and Sales Evaluation will be scheduled as two separate sessions on two individual dates. The Technical Evaluation must be completed and passed before the date of the Sales Evaluation will be confirmed. Failure of the Technical Evaluation will require re-evaluation before any further sessions will be scheduled, and will be at the partner s expense. The Sales Evaluation will be scheduled in conjunction with the audit as outlined in the current Cisco Channel Program Audit and Policies document. Technical Evaluation may not exceed 3 hours in duration. Sales Evaluation may not exceed 2 hours in duration. Exceeding these limits may result in automatic failure of the evaluation. Cisco Master Cloud Builder candidates may reference either (1) the provided customer scenario or (2) one of their own customer experiences in developing a demonstration that incorporates the criteria 3

4 defined in the Cisco Master Cloud Builder Solution Guidelines. Should the partner candidate use their own sales scenario(s), it should encompass a broad enough spectrum of the Cisco Data Center and Multicloud portfolio to meet the evaluation requirements and include either open source or eco-system partner products (Open Daylight, containers, NetApp, Veeam, Commvault, etc.). The Solution Guidelines are to be used as a guide. The Sales Evaluation begins with a high-level discussion of business goals and the Data Center and Multicloud solutions that can help achieve those goals. With the goals and solutions discussed in Section 1 as a basis, use the remaining sections for detailed explanations and demonstrations of solutions being recommended. For the Technical Evaluation, items must be completed as noted. Technical Evaluations do not need to be structured as a complete narrative as is expected for the Sales Evaluation. Instead, it is conducted as a skills testing session, with narrative provided by the partner at their discretion to further the context or provide explanation as needed to supplement technical demonstrations. Recommended approach to the Technical Evaluation is to treat it as a Customer workshop leveraging Cisco s Data Center and Multicloud POV format and Cisco s Data Center and Multicloud dcloud demonstrations ( Partners may choose to cover the requirements in any way they would normally approach a customer in this scenario. Scoring Rules and Criteria All identified sections must be covered during the Master Cloud Builder audit. The Technical Evaluation must be passed prior to moving to the Sales Evaluation. For the Technical Evaluation, partners must address the following sections: Digital Readiness Review (2.0), Management, Automation, Orchestration and Cloud (3.2 or 5.5), UCS Infrastructure (4.3), Converged/Hyperconverged Infrastructure (4.4), and one additional solution of the partner s choosing. All demonstration items will be scored using the following criteria, with each item graded from 0 to 3: 0 = Requirements not met (none of the conditions in the specification are met) 1 = Requirements partially satisfied (some, but not all, conditions in the specification are met) 2 = Requirements satisfied (all conditions in the specification are met) 3 = Requirements exceeded (all conditions in the specification are met, and some or all are exceeded) You must pass each section by achieving the minimum score for each section to pass the demonstration phase of the audit. In each section, at least 85 percent of the items must be rated 2 or above to pass. If you fail any one section, the auditor or subject matter expert (SME) may give you the opportunity to retake that section during the current scheduled session, time permitting. Failure any sections results in a failed audit. Criteria for Success The intent of the evaluations is to ensure that the partner has a repeatable customer demonstration process and capacity that is available and scalable to meet customer needs. As a preface to the provided customer scenario or the partner s own customer experience(s), the partner should explain how each 4

5 evaluation will be executed and how it was prepared (production or lab environment). The partner should also explain whether this evaluation is part of an on-going demonstration methodology. The evaluations can be any combination of production environment and lab environment located in any partner office or hosted such that it is available for use in customer demonstrations on an ongoing basis. Partners may use multiple lab environments, if necessary, to demonstrate all the technologies required in this document, including Cisco dcloud. The Sales Evaluation should be presented in the context of a business discussion with a customer. The Technical Evaluation should be presented in the context of a skills test, SME-to-SME, as evidence of the partner s technical expertise to support the solutions proposed. The partner should be prepared to articulate and answer questions on the Master Cloud Builder solution portfolio. However, during the audit, only a small subset of this portfolio will be examined in detail, mostly as it relates to the customer solution being proposed. In a situation in which a product or portfolio is not available to sell in the partner s Theater, the partner can describe the solution instead of demonstrating it. Partners will be measured on their ability to: Describe the major components of Cisco s Master Cloud Builder solutions and clearly articulate their importance for customers Identify the issues on the CFO s and CEO s agendas (business issues, financial issues, long-term goals, etc.) in the current climate and the implications for investment and funding decisions Map the customer requirements to the Cisco s Master Cloud Builder solutions and position the business and technical benefits Identify and explain Cisco s solution differentiators Customer Profile (Preparation) Partner Expectation: Partner will develop the existing customer topology based off the high level of information provided. GDS Healthcare Corporation is a 50-year-old healthcare provider committed to providing the highest quality patient care through integrated clinical practice, education, and research. The GDS Healthcare Corp has a centralized main campus with 5 regional campus locations. Each regional campus location has a data center and supports multiple clinics, up to 20 within their respective region. In 2017, GDS Healthcare Corp provided direct care to over 1.5 million people worldwide. In addition, an International Clinic Care Network with 30 members provides virtual consultations to providers and patients, and will likely continue to expand. Current Employee/Personal Staff physician and scientist: 5,200 Administrative and health staff: 72,000 5

6 GDS Healthcare Corp has decided to take a comprehensive approach and journey into digital transformation. This will allow them to deliver new services, launch new care options, and boost innovation. They would like to understand the impact that digitization has on their current business model, IT architecture, and processes. They are also concerned that digital transformation can stall for many reasons, a limited understanding of specific ways of implementing new technologies across complex product and service lines. GDS Healthcare Corp has set the following strategic objectives and initiatives. The hospital CXOs have attended several conferences put on by leading industry consultancy companies. From those conferences they have come away with the following conclusions: They recognize that digital transformation is necessary to realize both business process transformation and business model transformation. The hospital will deploy new applications in multiple public and private clouds while leaving legacy business applications in on-premises data centers. Effectively, multicloud has become the new data center. In order to be successful they realize their multicloud initiatives will require a comprehensive approach to data center infrastructure. The hospital was not born digital, they have legacy business processes, applications, and infrastructure that require modernization and automation. The goal is a cloud or IT-as-a-service model that supports self-service provisioning, enables real-time insights, and empowers agile operations. In order to achieve that modernization effort the hospital knows that it needs to cater to the application developers, they have become the heart of business transformation. They have become invaluable customers of the hospitals enterprise IT staff and are determining whether this new wave of business applications resides in the public cloud or the private cloud. If Enterprise IT works more collaboratively with developers it can mitigate the spread of shadow IT They also know that the successful deployment and delivery of multicloud applications, will require data center infrastructure that provides an all-encompassing architectural approach that addresses the evolution of applications, the proliferation of workload locations, and the resulting complexity of IT management and operations. The data center infrastructure consisting of compute, storage, networking, and security must be modernized to accommodate both existing and new applications. They also expect to have to define and apply a common, consistent intent-based policy model that spans on-premises datacenters and public clouds. As well as leverage pervasive, real-time analytics that extend across multicloud domains to ensure that the prescribed intent is being enforced properly throughout the distributed multicloud environment. Intent must be not only well defined but also consistently applied. Strategic Objectives and Initiatives Manage data as a strategic asset and improve security, availability and access to the company s most vital assets. Identify and prioritize their critical sources of value. Identify the key products and services they provide that lead to competitive differentiation and that would benefit most from digitization. Build service-delivery capabilities, not just in physically integrating and managing new digital technologies, but also in implementing new approaches to product development and distribution (DevOps). 6

7 Modernize their data center and move to a Multicloud solution, understanding and developing a hybrid approach with on-premise solutions, as well as evaluating what applications would benefit most from digital platforms such as cloud and using software-as-a-service. GDS Healthcare Corp is seeking a strategic partnership to help with their digital transformation. Goals, Priorities and Planned Activities The following have been identified as digital transformation goals, priority initiatives, and planned activities: Digital transformation to support highly personalized patient care and provide a broad spectrum of health services. Improve efficiencies and innovations across the board. Provide policy driven data center network access with an enhanced trust model. Segment users to provide consistent application policy for virtual machines and containers. Investing in state-of-the-art equipment, facilities and technology, including a new healthcare record and revenue cycle management system, and they need data center and Multicloud infrastructure and security upgrades to support digital readiness of these systems. Investigate data center and Multicloud automation and orchestration to facilitate changes, troubleshooting, and operations. Investigate automation for the new research facility. Improve deployment of new applications and services. Reduce time to problem resolution and move from reactive to proactive. Reduce application costs by using Multicloud solutions. 7

8 1.0 Partner Capabilities (Sales Evaluation) 1.1 Partner Discussion The following items are identified as required topics for discussion. Additional items may be included if the partner identifies the value. Partner overview: Who are you, and why would you be a good integration/business partner? Review of the customer s business: How does it differentiate itself? How does it make money? What are the areas within the customer s current business practice that might be improved? Partnership with Cisco Competitive advantage of the Cisco solution Services options offered by Cisco and the partner Productivity benefits Operational benefits Strategic benefits Management and administration Training and education Licensing and purchasing options - Describe Licensing and purchasing options (licensing must cover perpetual, subscription and smart accounts for license tracking and purchasing must include Cisco Capital) Investment protection Summary of business value and competitive advantage 1.2 Solution Presentation Present to the customer using the requirements above. This presentation will include a detailed discussion of the customer s business and how you can help them with their digital transformation journey. This should be a high-level, value-add conversation and presentation on your sales and service delivery methodology. An example would be Cisco s Multicloud solution. 1.3 Solution Summary Summarize with the customer how you can transform their business with this proposal and the products that comprise the solution. Be specific and provide real-life examples that reinforce your discussion. 2.0 Digital Readiness Review 8

9 2.1 Customer Challenge (Sales or Technical Evaluation) The customer has expressed frustration in being unable to move to a modern Data Center Architecture due to a lack of visibility of their Applications. They would like to be able to base line all of their current Applications and understand the dependencies of each Application regardless of its location - onpremises data center, public cloud or private cloud. They are equally concerned about their current, static security policies implemented at the perimeter of the network not being sufficient enough to meet security requirements for the modern applications. They also do not have an accurate inventory of their software packages and the versions installed on their servers Outcomes to be Delivered (Technical Evaluation or dashboard during Sales Evaluation) Provide a demonstration and discussion on how the Digital Readiness assessment can address their stated business objectives. Overview of assessment process and tool(s) - discuss key components Present what the following items will look like: Application discovery, Application inventory, Application dependencies and an Application topology map Describe Security segmentation based on a zero trust model using a white list policy Describe the tools interaction with existing or new security devices/policies Describe competitive advantage over most likely competitor (only 1 needed) 3.0 Management, Automation and Orchestration Platform 3.1 Customer Challenge (Sales or Technical Evaluation)- Cloud Based Management The customer wants the ability to manage all of the servers in their data centers and remote locations through a simple interface. The management platform should provide detailed inventory of all of their servers and visibility into any errors and warnings being generated by the servers. In addition, it should provide the ability to launch existing element managers from any location. The customer wants to leverage analytics to improve server performance and avoid problems. They also want to streamline server troubleshooting and how they interact with vendor support. The customer has multiple management platforms today, is not interested in maintaining another one, and is therefore looking for a SaaS based solution. Discuss how the management platform can address the customer s stated business objectives Outcomes to be Delivered (Sales or Technical Evaluation)-Cloud Based Management Provide a demonstration of the proposed management platform. Demonstrate the following and include any additional features that support your proposed solution. Overview of the proposed solution and discuss capabilities Searching, tagging, and detailed inventory views 9

10 Overview of error and warning detail, cross-launching of element managers Analytics capabilities Explain how the system integrates into the proposed orchestration solution. Describe the Security aspects of this solution 3.2 Customer Challenge (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud The customer is considering moving some workloads to the cloud to speed new application deployment but have not decided on a cloud vendor. They are concerned not only with the security of their application, but also with the security of data collected and stored, and availability of the application to their users. The applications support remote access to data by doctors to review high-definition medical images, insurance providers to process claims, and patients to review their treatment plans. The security team has defined requirements for using clouds that includes VPN tunnels and encryption for in-flight and at-rest data. The devops team s requirements includes self-service deployment of applications in the data center or public cloud, with governance and security with automated test dev workloads. Onboarding applications to or from a cloud without lock-in and with immediate workload management. Finally, automating the application with consistent network configuration and security and capacity optimization Outcomes to be Delivered (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud Provide a demonstration of the proposed management platform(s) that includes support for both virtual machines and containers. Demonstrate the following and include any additional features that may benefit the customer. Integration of cloud with the existing continuous development and integration process the devops team uses Fast and easy deployment of application updates Integration of application into data center network to meet application requirements Use existing devops tools to support management of containers Data security in-flight and resting Role-based access to data (doctor, insurance company, patient) Elastic workload burst to cloud to support traffic spikes Model an Application Profile and deploy a three-tier application to both private and public cloud that after deployed is customized with a company logo. Model an Application Profile with container services and deploy that to a Kubernetes cluster. Model an Application Profile that includes container-based service along with VMbased services and deploy that single hybrid blueprint to Kubernetes and traditional VM environments. Create and demonstrate an environment for development workloads in which VMs are suspended after 2 hours after deployed. 10

11 Create and demonstrate an environment for testing workloads in which the deployment is terminated after 1 hour after deployed. Create and demonstrate the capability of an end user deploying an application from a portal which only requires the name field to be entered and then submitted. The application should be deployed in an existing ACI tenant and create new EPGs in ACI automatically. Create and demonstrate a single workflow that spins up a bare metal server that a VM is then deployed. Demonstrate benchmarking an application showing cost and performance for an application using different instance types. Describe the Security aspects of this solution 4.0 On-Prem Data Center 4.1 Customer Challenge (Sales or Technical Evaluation)- SDN Infrastructure The customer realizes they need a complete refresh of their datacenter networks with a softwaredefined network (SDN) core. They expect to see accelerated application provisioning and delivery by automating the network buildout. Also they d like the network to provide real-time end-to-end application health monitoring. They want to see improvements in IT productivity and policy enforcement by reducing manual processes and a reduction in the possibility of unscheduled downtime and security breaches through the use of orchestration and automation. They also want to manage security policies more effectively Outcomes to be Delivered (Sales or Technical Evaluation)- SDN Infrastructure Provide a demonstration and discussion on how the Digital Readiness assessment can address their stated business objectives. Overview of proposed SDN Solution and a discussion key components Reduce costs by increasing IT productivity with SDN automation Mitigate risks of costly security incidents Maintain competitive advantage by accelerating time-to-market of new healthcare applications Describe competitive advantage over most likely competitor (only 1 needed) Describe the Security aspects of this solution 4.2 Customer Challenge (Sales or Technical Evaluation)- Open SDN Core Infrastructure The customer realizes they need a complete refresh of their data center networks with a softwaredefined network (SDN) core. They are open to vendor specific SDN offerings but will also consider a standard based architecture that could not be challenged by others as being closed and proprietary. Today the hospital spends most of their time trying to make sure that the network works by staging and testing it. This involves cumbersome, disjointed, and error-prone manual tasks to provision and change the network. They also use manual processes to identify the potential sources of network problems. 11

12 The customer is interested in learning how a programmable network can enable automation of the full network lifecycle, supporting agile development and achieving operational efficiency via a programmable and open network software operating system Outcomes to be Delivered (Sales or Technical Evaluation)- Open SDN Core Infrastructure Provide a demonstration and discussion on how the Digital Readiness assessment can address their stated business objectives. Overview of proposed Open SDN Solution and a discussion of key components Describe Next-generation Virtual Extensible LAN (VXLAN) fabric using standards-based BGP and Ethernet VPN (EVPN) for scale and workload mobility Explain the importance of open APIs and third party applications (Chef, Puppet) Explain the benefits of having an open, programmable and agile network infrastructure Describe the Security aspects of this solution 4.3 Customer Challenge (Sales or Technical Evaluation)- UCS Infrastructure The customer needs to update compute infrastructure in their data center to run bare metal and virtualized workloads. They also need to add compute infrastructure in their smaller regional locations. The new resources have to be easily deployed and managed. The infrastructure needs to support the agile deployment of the applications that will fuel the customer s competitive differentiation. Policy based configuration and automated deployment of a secure compute environment will be required Outcomes to be Delivered (Technical Evaluation)- UCS Infrastructure Provide a demonstration and discussion on the following: Describe the UCS server family Highlight differentiators between UCS B-Series, C-Series and S-Series Describe a use case for each Discuss UCSM managed system architecture. Role of UCSM Server and network connectivity Failure scenarios Unified Fabric RBAC Demonstrate policy based server configuration via Service Profiles and the benefits to the customer. Highlight re-usable polices and profiles and their value to customer. Describe how these features are unique to UCS. Demonstrate configuration of HW components unique to UCS. Examples include: Cisco VIC 12

13 Multiple NICs FC HBA Unified ports Demonstrate multi-server management via Intersight, UCS Central or Cisco IMC Supervisor Describe the Security aspects of this solution. 4.4 Customer Challenge (Sales or Technical Evaluation)- Converged/Hyperconverged Infrastructure The customer will be migrating to a new compute and storage infrastructure in their data centers. In the past they have struggled with the complexity of deploying systems that require manual integration and that are managed independently. To simplify integration into their network infrastructure, the customer is looking for a cohesive solution that includes not only storage and compute, but networking as well. They would like a system that can be managed through a simple to use interface and can be integrated with their orchestration goals discussed in section 3.0. The customer wants a solution that will allow them to independently scale out their compute and storage resources as future growth dictates. Most of the customer s applications are VSI and VDI based but they anticipate adding container-based applications in the future. Discuss how the Converged or Hyperconverged Infrastructure system can address their stated business objectives Outcomes to be Delivered (Technical Evaluation)- Converged/Hyperconverged Infrastructure Provide a demonstration of the management console of the proposed Converged or Hyperconverged Infrastructure solution. Demonstrate the following and include any additional features that support your proposed solution. Discuss how analysis was conducted on existing customer environment using tools available to the partner (CWOM, HX Sizer, bonus for using HX Profiler w/ HX Sizer) If CI stack is recommendation, please present findings from the UCS Sizer Tool Discuss output from the UCS TCO-ROI Advisor or similar analysis to differentiate UCS from the competition (1 competitor needed) Present recommendations using tech decision maker format from HX Sizer Overview of the proposed solution and discuss key components Simplified interface for managing the system and typical management tasks Provisioning of new datastores from existing storage Process for adding compute and storage resources to the system (This can be demonstrated or explained.) Explain how the system integrates into the rest of their infrastructure. Describe the Security aspects of this solution 13

14 5.0 Multicloud Workload Support 5.1 Customer Challenge (Sales or Technical Evaluation)- Management, Automation & Orchestration and Cloud The customer is considering moving some workloads to the cloud to speed new application deployment but have not decided on a cloud vendor. They are concerned not only with the security of their application, but also with the security of data collected and stored, and availability of the application to their users. The applications support remote access to data by doctors to review high-definition medical images, insurance providers to process claims, and patients to review their treatment plans. The security team has defined requirements for using clouds that includes VPN tunnels and encryption for in-flight and at-rest data. The devops team s requirements includes self-service deployment of applications in the data center or public cloud, with governance and security with automated test dev workloads. Onboarding applications to or from a cloud without lock-in and with immediate workload management. Finally, automating the application with consistent network configuration and security and capacity optimization Outcomes to be Delivered (Technical Evaluation)- Management, Automation & Orchestration and Cloud Provide a demonstration of the proposed management platform(s) that includes support for both virtual machines and containers. Demonstrate the following and include any additional features that may benefit the customer. Integration of cloud with the existing continuous development and integration process the devops team uses Fast and easy deployment of application updates Integration of application into data center network to meet application requirements Use existing devops tools to support management of containers Data security in-flight and resting Role-based access to data (doctor, insurance company, patient) Elastic workload burst to cloud to support traffic spikes Model an Application Profile and deploy a three-tier application to both private and public cloud that after deployed is customized with a company logo. Model an Application Profile with container services and deploy that to a Kubernetes cluster. Model an Application Profile that includes container-based service along with VMbased services and deploy that single hybrid blueprint to Kubernetes and traditional VM environments. 14

15 Create and demonstrate an environment for development workloads in which VMs are suspended after 2 hours after deployed. Create and demonstrate an environment for testing workloads in which the deployment is terminated after 1 hour after deployed. Create and demonstrate the capability of an end user deploying an application from a portal which only requires the name field to be entered and then submitted. The application should be deployed in an existing ACI tenant and create new EPGs in ACI automatically. Create and demonstrate a single workflow that spins up a bare metal server that a VM is then deployed. Demonstrate benchmarking an application showing cost and performance for an application using different instance types. Describe the Security aspects of this solution 5.2 Customer Challenge (Sales or Technical Evaluation)- Analytics The customer is considering moving some workloads to the cloud to speed new application deployment but have not decided on a cloud vendor. They are concerned not only with the security of their application, but also with the performance. The devops team s performance requirements includes governance and security as well as an automated application performance feedback loop that flags performance issues in both the application and the environment in which it runs. Workload management and performance metrics are critical to the success of this business initiative. Service quality must be maintained while optimizing resources and code so that migration includes metrics to assure success Outcomes to be Delivered (Technical Evaluation)- Analytics Provide a demonstration of analytics solution(s) that includes support for both virtual machines and containers. Demonstrate the following and include any additional features that may benefit the customer. Automated workload deployment to multiple environments, with seamless integration of monitoring agents Describe the Security aspects of this solution Baseline the application ecosystem to identify issues before they impact the business Right-size resources or migrate to/from cloud to consume just enough to ensure performance Deliver granular performance data to identify code issues that may reduce efficiency Deploy or migrate applications with assurance that business needs are met Automate response based on health rules to resolve issues before they impact business Describe competitive differentiators for the solution 15

16 5.3 Customer Challenge (Sales or Technical Evaluation)- Virtual Machines and Containers The customer is considering moving some workloads to the cloud to speed new application deployment but have not decided on a cloud vendor. They are concerned not only with the security of their application, but also with the performance. The devops team s performance requirements includes governance and security as well as an automated application performance feedback loop that flags performance issues in both the application and the environment in which it runs. Workload management and performance metrics are critical to the success of this business initiative. Service quality must be maintained while optimizing resources and code so that migration includes metrics to assure success Outcomes to be Delivered (Technical Evaluation)- Virtual Machines and Containers Provide a demonstration of migrating an application from virtual machines to containers and show support for both virtual machines and containers. Demonstrate the following and include any additional features that may benefit the customer. Automated workload deployment to multiple environments, with seamless integration of monitoring agents Baseline the application ecosystem to identify issues before they impact the business Right-size resources or migrate to/from cloud to consume just enough to ensure performance Deliver granular performance data to identify code issues that may reduce efficiency Deploy or migrate applications with assurance that business needs are met Automate response based on health rules to resolve issues before they impact business Describe competitive differentiators for the solution Describe the Security aspects of this solution 6.0 Summary and Close Summarize with the customer the solution as presented, and submit a customer solution overview. The report should include an overview of the customer requirements and how the solution meets and exceeds these requirements for each product that makes up the solution. Please limit this overview to 15 pages, and present it to the customer at the end of the presentation. 6.1 The Cisco Data Center and Multicloud Solution Overview should include Partner overview Component differentiation Solution overview 16

17 Overview of specific requirement meet Licensing Models 1 or 2 pages on each section and the customer value Partner specific use-case scenarios and references Training Timeline Summary 6.2 Present the Cisco Data Center and Multicloud Solution Overview to the Customer and discuss next steps to close out the presentation. APPENDIX Renewal Guidelines: Renewal will be changed from required audit every several years to entry audit with net new Masters Partners and validation ongoing with activities based on business activities, for which they will earn points. Partners may still choose to validate with an audit process after the initial audit but this choice that is paid for by the Partner. 17

18 18