Page 11 - MCSW - Multicloud Sales Workshop - Atos
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Our PoC - Actual Impact of Cloud / Apps Strategy
Workshop
App-centric cloud advisory approach resulted in a $3M deal with another $12M in pipeline
Customer Data Center Opportunity
Existing Infrastructure Upgrade Project New Infrastructure
Incumbent Partner Approach Used by Cisco Partner
App App App
Replace HW Use Cases Soln Design Project Plan
Infrastructure-Centric Position Strategy Deliverables of Strategy Conduct Proof of Value Application-Centric
Old Non-Cisco Proposal Project Focused Pro Services Project (CloudCtr, AWS/Azure/Google, Hadoop, Proposal
Infrastructure on Applications ServiceNow, Blockchain app, CMDB)
• $3.1M win, FY17Q4 (CloudCenter + UCSD + 64 UCS servers + MDS)
Losing Winning • $1.5M pipeline FY18Q2 (64 more UCS servers)
• $10.5M pipeline FY18H2/FY19 (more software, ~375 UCS servers)
Proposal Proposal • $15M total opportunity, $3.1M already booked
• $300K app migration pro services project for partner; $500K in pipeline
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