Practical Steps to Building a Big Data & Analytics Business Capturing Double Digit Growth! #Unlockbigdata
Our Speakers Pamela Erdman Big Data & Analytics GTM Worldwide Partner Organization Pat Romzek John Hernandez Vice President Vice President and Global General Manager Collaboration Collaboration Sales Technology Group Catherine Taylor Manager Big Data & Analytics ISV GTM Denny Trevett Vice President Worldwide Partner Sales Paul Davies Sales Business Development Manager EBG Data Center EMEAR Cisco Confidential 2
Big Data Revenue ($US Billions) Infrastructure Software Services Growing at CAGR Average traditional UCS deals Big Data spending investments 2011 2012 2013 2014 2015 2016 2017 Source: IDC UCS TAM Big Data Professional Services market opportunity ~ 2017* by *Source: Wikibon Cisco Confidential 3
The 5 Key Big Data Use Cases Big Data Exploration Operations Analysis Enhanced 360 View of the Customer Security/Intelligence Extension Data Warehouse Augmentation Cisco Confidential 4
Cisco Data Center Big Data & Analytics ISVs Data Management Data Integration Analytics / Business Intelligence Crosses all Partners and Verticals Cisco Confidential 5
Data Center - Big Data Sales Plays Data Management: Build the Foundation Proactive sales play involving Cisco, our partners and Hadoop ISV sales teams for a lower cost & scalable storage platform to capture and analyze new & traditional sources of data Data Warehouse Optimization: Save Millions Offload data and move ETL processing from expensive EDW to low cost Hadoop leveraging Cisco Data Virtualization for easy access New Analytics: Turn Data into Business Outcomes Proactive sales play involving Cisco and strategic analytics ISV s to gain insight from your data for competitive business advantage New Cisco Confidential 6
Services Opportunity DC Sales Example of a Big Data Sale and Deployment Test Initial Use Case Expand Initial Use Case Full Production $250K Server Rack for initial use evaluation $500K Server Expansion Rack, Initial Production M3-6 $250K Additional Server POC Rack to test Use Cases 2 & 3 M9 M12 $1.5M Additional servers for full production of Use Case 1 M15 $250K Additional servers POC rack to test Use Cases 4 & 5 M1 $250-500K Complex Big Data and Data Analytics consulting Pilot implementation $250-500K Complex Big Data and Data Analytics consulting Production implementation $250-500K Complex Big Data and Data Analytics consulting Pilot implementation Cisco Confidential 7
Practice Options Impact on Business Outcomes Business Consulting Practice Increased Revenue Implementation Practice Sales Practice Cisco Confidential 8
Big Data/Analytics Sales and Implementation Practice Journey Business Consulting Customer Offerings: Vertical Use Case, Analytical Model Development and Implementation Business Analytics (Vertical use Case) i.e. Next Best Offer, Predictive Maintenance, Fraud Detection, Customer Acquisition Infrastructure Analytics (Network, CC, Collaboration) Data Integration (Positioning Data for Analytics) Cisco Connected Analytics Suite Data Warehouse Optimization Data Management (Structured and unstructured) UCS + Hadoop Distributors: Cloudera, MapR, Hortonworks Building a Sales Practice is the Foundational Step Cisco Confidential 9
Approaches to Building a Big Data Practice Practice Models Roles Required Data Scientist Business Use Cases Business Analytics Data Analyst Solution Architect Solution Engineer Application Developer Technology Use Cases Data Integration Data Base Architect Informatica Certification Cisco Data Virtualization Integrator ATP Platform Decisions Data Management Hadoop Specialist MapR, Cloudera, Hortonworks Certification Cisco Confidential 10
Options to Build Your Practice Cisco Partner to Partner Partner with trained SI or ISV Work with competent partners now Short term solution Benefit: Time to market is short term Employee training Train existing resources Can take up top 9 months for Hadoop skills Best used for more technical skills Benefit: Leverage existing employee base Hire / acquire Hire skilled Big Data resources Acquire/merge with consultancy skills May be required for business analytics practice Benefit: Time to revenue can be months vs. year Staff augmentation / skills transfer Engage skilled SI Jointly staff engagements w/ skills transfer Benefit: Variable cost model aligned with revenue Cisco Confidential 11
Practice Building Approach Examples Unlimited Choices! All In! Hire/Acquire Consultants/Data Scientists Drive initial deals Business outcome consultative approach Hire/Acquire additional skills sets for delivery Mentor Model Hire practice lead Drive initial deals Acquire 1 resource with new skill, trains and mentors team Use cutting edge SW tools for data science Use BD team as overlay to field P2P Virtual Bench Hire practice lead Focus on Data Mgt and Data Integration Train select number of staff but partner for bench Partner for high end consulting and data science Cisco Confidential 12
Assess and Qualify Cisco Big Data/Analytics Practice Development Workshop Accelerate Time to Market, Differentiation and Profitability! 1-2 Day Interactive On-site Engagement Part 1: Kickoff and Partner Business Objectives Partner Business Objectives for Big Data Partner Readiness Partner Current State Business Objectives Alignment to other GTM initiative Growth Opportunity Competitive Differentiation Part 2: Cisco Big Data/Analytics Strategy and Portfolio Review Market Transitions Partner Big Data/Analytics Business Model Opportunities Cisco Big Data/Analytics Solution Overview Ecosystem Partnership Opportunities and Rules of Engagement Cisco / Ecosystem Partner Competitive Positioning Part 3: Building your Practice Development Plan Discuss Partner Readiness Sales Methodology and Approach Develop 30-60-90 day action plan (task/owner/dates) Enablement Training Ecosystem Plan Customer analysis / segmentation based on use case Determine joint customer engagement model Revenue $$$$ Cisco Confidential 13
Get Started Quickly LEARN For AMs and SEs Big Data/Hadoop 101 Data Management & Data Warehouse Optimization Sales Enablement Analytics Ready Sales enablement Big Data Dojo PARTNER Evolution of Partnerships Cisco Sales Team Cloudera, Hortonworks, MapR System Integrators EVOLVE Build and Adapt Practice Dynamic Ecosystem of ISVs and SIs Shadow, Mentor, Partner to Build Competencies Invest in the Future Cisco Confidential 14
Q&A Cisco Confidential 15