Page 63 - FY18 Advanced Services Strategic Plan

Cloud market profile

Total Addressable Market Market Opportunities
• Multi-cloud is now more commonly accepted as the end state = more
+38% complex than the “All Public” option. Clients need help navigating the
complexity while accelerating implementation / value realization.
• Mixed results for enterprise clients to date resulting in a need to revise their
15,237 strategy. For many we will focus on v2-v3 of strategy.
13,021 • Public Sector lagging industry, but now moving quickly. Opportunity to
11,021
9,133 influence v1 of their strategy.
7,412 • IT Operating Model (roles, metrics, financials, etc.) must evolve with multi-
5,902 cloud, but are often neglected.
• Opportunities begin in one area (e.g., Cloud, Security, Network), but advisory
FY15 FY16 FY17 FY18 FY19 FY20 work will eventually overlap during delivery. Must plan for interlock.
Competitive Landscape (initial assessment)
Market Risk

• Scale and capability are being acquired at an increasing pace, with high valuations. • Cisco has not established a reputation as a strategic consultant within our
High volume of transactions reduces number of quality inorganic options customer base. Success will depend on early wins delivered with excellence.
• Positioning network perspective to cloud implementations and full spectrum • Cisco’s ability to alter the selling motion to incorporate strategic services will
experience (Data Center, Network, Apps, Cloud Services, Security, etc.) helps us require changes in compensation models, and customer interactions.
differentiate from competitors.
• AWS is building strategic consulting capabilities. Their current strategy of lift and • A significant amount of work will be application categorization, prioritization
shift then optimize represents a competitive differentiation for us and migration. While there will be some strategic leadership required, much
• Pointnext (HPE) acquired cloud advisory firm to anchor their cloud professional of this work could be lower margin and will need to be outsourced.
services strategy. • We need to successfully establish ourselves quickly. Must show significant
• SI’s acquiring consulting skills, consultants acquiring software skills as advisory progress in the next 6-12 months or change strategy.
focused firms pulling ahead of non-advisory peers. • Life of cloud advisory market is likely 3-5 years max. Will impact how much
• Accenture and Deloitte, to outperform market by leveraging strategic C-suite staff we hire directly.
relationships and legacy positioning within the strategy market(s)

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