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Accelerate your business in architectures and industries
Full-Stack Observability to Accelerate Your
Business

11/17/2022

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
 1 FSO Specialization

2 Qualifying opportunities

Today's Agenda
3 New partner tools

4 Additional resources

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
FSO Specialization has arrived
(ThousandEyes)
Full-Stack Observability – Option 1 (AppDynamics and Thousand Eyes focus)
Requires a minimum of two unique individuals. One Sales/One Pre-Sales Engineering

Requirement Training and assessment

AppDynamics Sales Stage 1 FY22 2.0hr

Sales Black Belt - AppDynamics Sales Stage 2 FY22 5.5hr
Black Belt - Full Stack Observability - Sales Stage 1 FY22 3.0hr
Black Belt ThousandEyes Sales Stage 1 FY21 2.0hr
Black Belt ThousandEyes Sales Stage 2 FY22 2.5hr

Black Belt - AppDynamics Presales Stage 1 FY22 $0 1.5hr

Black Belt - AppDynamics Presales Stage 2 FY22 8.5hr
Black Belt - Full Stack Observability - Presales Stage 1 FY22 4.0hr
Technical Black Belt - Full Stack Observability - Presales Stage 2 FY22 6.0hr
Black Belt ThousandEyes Pre-Sales Stage 1 FY21 2.5hr
Black Belt ThousandEyes Pre-Sales Stage 2 FY22 1.5hr

https://www.cisco.com/c/en/us/partners/partner-with-cisco/expertise/specializations/solution/fso.html
 FSO Specialization (Intersight)
Full-Stack Observability – Option 2 (AppDynamics and Intersight focus)
Requires a minimum of two unique individuals. One sales & one Pre-Sales Engineering
Requirement Training and assessment
Sales
AppDynamics Sales Stage 2 FY22 2.0hr
Black Belt - AppDynamics Sales Stage 2 FY22 5.5hr
Black Belt - Full Stack Observability - Sales Stage 1 FY22 3.0hr

Full-Stack Observability – Option 2 (AppDynamics and IWO focus)

Requires a minimum of two unique individuals

Black Belt - AppDynamics Presales Stage 1 FY22 $0 1.5hr

Black Belt - AppDynamics Presales Stage 2 FY22 8.5hr
Technical Black Belt - Full Stack Observability - Presales Stage 1 FY22 4.0hr
Black Belt - Full Stack Observability - Presales Stage 2 FY22 6.0hr
Black Belt - IWO Pre-Sales Stage 1 FY21 2.5hr
Black Belt – IWO Pre-Sales Stage 2 FY22 1.5hr

https://www.cisco.com/c/en/us/partners/partner-with-cisco/expertise/specializations/solution/fso.html
The journey to
building your FSO Capture the FSO Market Opportunity!
practice

Partners will begin from Business Optimization

different starting points… & Orchestration

but the end goal is the same

DevOps, AI Ops &
Integrations

Network & System

management

APM Product
specializations
 FSO Practice Essentials

Are you FSO ready? Automation and Optimization Disciplines

4 key
DevOps, and/or Integration Capabilities
elements of a
successful
Observability Network and System Management Practice
Practice

Application Performance Monitoring Practice

Work with your PAM to assess your practice

building needs!
IDC’s transformation for partners of the future
Transformations Partners of the Past Partners of the Future

Focus Broad Specialized

Customer IT Line of Business, CXO and IT

Consulting-focused / LOB Outcomes-based / RR /
Sales Motion Deal / Transactional
Strategic Relationship
Time Horizon Short Term Long Term

Marketing Traditional Digital

Professional Services
Resale • SW Asset Management/ ITAM
Activities Professional Services • Lifecycle Services / Adoption
Services • Managed Services
• SW Development/ IP

Competition Traditional Non-Traditional

Compensation Up-front / Transactional Recurring Revenue / Consumption

Competitive Advantages Comfortable Advantages Transient Advantage

Alliances Do it ourselves Strategic Alliances and Ecosystems Partnerships

Digital transformation through software
Connects architectures to
deliver business outcomes

Creates open environment for

Technology Smart rapid innovation
Progress Devices
Digital Platform to deliver ongoing
Transformation value to customers
Through Opens new opportunities for
Software services and solutions

Today Enables our customers’ digital

transformations
Digitization
Drives shareholder value
through recurring revenue
 Cisco Full Stack Observability (FSO) architecture
foundation
Hybrid cost App resource Application
optimization optimization security
Use Cases
Hybrid application Modern (cloud-native) App dependency Customer digital
monitoring application monitoring monitoring experience monitoring

Business Context
Business Impact Business Risk Business Experience Business Operations

Applications Performance Network and Internet Application Security Digital Experience Applications Resources Multicloud
Services Monitoring Monitoring Monitoring and Action Monitoring (DEM) Optimization Infrastructure Monitoring

Extensibility

X – MELT | Advanced Traces | Advanced Correlation and Insights (Real time and Predictive) |
Platform Open Telemetry | Network Telemetry | Security Telemetry | Cloud advanced Telemetry
Why are my customers
talking about MELT?
• MELT is not a climate topic
Why are my customers
talking about MELT?
• MELT is not a climate topic
• M.E.L.T. is an industry acronym
related to observability
• Metrics
• Events
• Logs
• Traces

• All of these are sources for

observability
 Full-Stack Observability
with Business Context - Customer Use Cases

Performance Optimization Security

AppOps
and Hybrid Application InfraOps
Hybrid Cost Optimization Application Security
DevOps Monitoring

Modern (Cloud Native) Application Resource

Application Monitoring Optimization

Customer Digital Experience

Monitoring
NetOps SecOps
Application Dependency
Monitoring
Drive benefits for the organization…together

IMPROVE CUSTOMER SATISFACTION

AppOps Reduce MTTR to improve application uptime and
and performance InfraOps
DevOps
LOWER COSTS
Map dependencies between applications and
infrastructure to optimize resources and prevent
over-provisioning

ACCELERATE INNOVATION
Establish common vocabulary between
development team and operations team when it
comes to application performance

INCREASE RESILIENCE
Proactively contextualize data and identify
interactions, interdependencies, and patterns to
NetOps increase application and infrastructure uptime. SecOps
FSO : What the Customer Sees
FSO Current State: What the Customer Sees
Unite and Align Teams Across the Organization

AppOps

Full-Stack Full-Stack Full-Stack

DevOps Visibility Insights Actions
Focus on shared priorities
NetOps
Observable Application Prioritized
and Optimizable and Business Remediations and
Technology Insights Across Optimizations
InfraOps Stack Stack Across Stack

SecOps
MINT Program Evolution

MINT Cisco
Program Services Growing need for governance

Expansion Expansion model to validate MINT

partner proficiency ability to
deliver high quality
# of MINT partners Intersight, Nexus engagements.
and new offers Dashboard, FSO,
TE, etc.
4 Step Qualification

Industry Qualification and certifications survey

Attend required MINT services focused enablement

MINT Partner lab use case(s) configuration

Cisco interview and lab demonstration evaluation

Completion of Qualification steps will be used to assess MINT Partner readiness

FSO Services Lab Environment Requirements
Deploy TeaStore or open-source Multi-Tier demo Application

Deploy AppDynamics application agents

Configure Application agents in controllers

Deploy ThousandEyes Enterprise Agent

Configure ThousandEyes HTTP server tests for API endpoint

Configure Intersight workload and alerting

Deploy Intersight Licenses for workloads

Embed Thousandeyes / IWO widgets into AppDynamics Dash studio

Explain transact flow between features in AppDynamics Dash studio

Insert Error conditions and Explain diagnoses/recommended fixes via Observability Dashboard

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Mint Qualified Partners are ready to support you…

In-process

OnStak
 What It Is What You’ll Accomplish
• Pre-Sales Workshop-in-a-Box • Application landscape discovery
• Partner-delivered • Identify & prioritize target apps
• Consultative engagement tool • Get stakeholders aligned
• Co-create a vision for • Build the business case
operational transformation
• Assess gaps and roadblocks
FSO Design Thinking
Workshop

Partner Customer
The Design Thinking Approach

Discover Define Develop Decide

What are the problems? Which ones can we impact? How could we? How should we?

Expand Focus Create Map

the Field & Prioritize a Vision the Journey
“Expand” Motion Begins Here

Expand Focus Create Map

the Field & Prioritize a Vision the Journey
Launch Phases
1H FY23 2H FY23 1H FY24

• Co-delivery for selected

opportunities
Incubate • 1:1 GRPS-led partner prep
sessions

• GRPS–led partner readiness

training
Amplify • Partners self-deliver
• MINT partner activation

• Incentives to embed Design Thinking

methodology into solution lifecycle
Embed • Partners bootstrap and/or leverage
MINT

1H FY23 2H FY23 1H FY24

Full Stack Observability - Pricing Estimator
Full Stack Observability - Pricing Estimator
 FSO - Pricing Estimator

1 2 3 4
AppD IBL GLP Pricing Only ThousandEyes Web Testing IWO Add CCW export

All products pricing from .Supports ThousandEyes On screen or Results

Full Intersight Workload provided in Downloadable
Cisco GPL. Web Tests only Optimizer ( IWO ) support PDF
AppD Cloud available on Internet Insights in future
released version release Auto-Estimate generation
in CCW (Future Release)
Infarstructure Based
License (IBL) only
Partner Service insertion
( Future Release)
Additional Resources – Sales Connect
• Ordering Guides
• Marketing guides
• Training
• Demo’s
• Technical design
guides
• Black belt learning
maps
FSO Partner Campaign
New campaign kit ebook format
• Generate demand for customers looking to move
beyond domain monitoring into full-stack visibility,
insights, and actions
• Covers the three products that make up the Cisco
FSO solution: AppDynamics, ThousandEyes, and
Intersight
• Use it to cross-sell ThousandEyes and Intersight for
existing AppD customers or begin the FSO
conversation with customers that do not have any of
the three FSO products.
• The Partner Campaign Kit is revised on a regular
basis, and is also available in 13 localized languages,
including:
• German, French, Italian, Arabic, Dutch, Spanish-Spain,
Korean, Japanese, Simplified Chinese, French- Access the campaign
Canadian, Portuguese-Brazil, Spanish-LATAM

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
Campaign resources in a single place

Learn FSO opportunity, target personas, use cases, Cisco solution

Persona messaging AppOps/DevOps, InfraOps, NetOps, and SecOps

Building blocks Copy blocks, social media kit, email copy, landing page copy

Customer sharable Infographics, ebooks, videos, analyst and industry reports

content

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
Next steps

Get Generate Use the Sell the

Specialized Demand tools Offer

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Public
Q&A

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
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