Page 64 - FY18 Advanced Services Strategic Plan

Cloud plan for growth

AS Financials Growth Strategy
• Two distinct paths into a client engagement require differentiated approaches.
CAGR Product attach will require rapid proof of value and build from there. Strategy /
+14% Service-led will be 4-12 week initial engagement structured to meet clients priorities.
$521 • Focus on leveraging existing buying centers to establish engagement based on
$448 client-stated need and then expanding. Anticipate many client engagements will
$386 begin as tactical and then expand (e.g., Application Migration).

Bookings $303 $326 • Establish key partnerships with product and other services that support strategy
engagements. First choices would be App D for app migration / dependency
($ Mil) mapping, Cloud lock for cloud discovery, and Tetration as a Service for applications
dependency mapping.
• Approach strategy work as a how, where, by whom IT, and on who’s assets
FY16 FY17 FY18 FY19 FY20 activities are performed. Thus work will expand across Managed Services, XaaS,
outsourcing practices.
Bookings -3% 7% 18% 16% 16% • Leverage sales and CXTs to position cloud services solutions.
Growth • Align with Cloud BU roadmap and pursue attach of strategy services.

Cisco as Trusted Advisor Accelerate Product Operational Efficiency
• Engage clients early in their cloud journey • Accelerate adoption of Cisco Cloud Platform by • Leverage Services Model (Operating Model
wherever possible, but recognize many are already helping clients realize benefits more quickly Transformation) to drive client operating costs down
actively migrating • Leverage on site opportunities to build insights • Enable devops, agile, continuous delivery (Operating
• Address customer demand for multi-cloud lifecycle resulting in additional pull through opportunities Model Transformation) to improve development
including: assessments, architecture design, app • Pull $1 cloud PS= $4 product & $3 post production processes and governance
migration, analytics, and optimization services. • Mature architectural practices and improve linkage
• Differentiate from service providers who only want between Tech and Business architectures
to migrate to their platform(s) • Utilize Advanced Delivery Network for reach and
scale improving margins
* Data from LRP – Financials.xls • Establish key partner relationships to reduce costs
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