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Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved.

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Presentation on theme: "Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved."— Presentation transcript:

1 Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Business Edition Partner Product Presentation

2 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 OpportunityOpportunity 22 Deployment Scenarios 44 Pricing, Bundles & Promotions 55 Service & Support 77 Partner Sales Tools 88 Portfolio Positioning 33 Product Overview 11

3 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

4 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 Feature-rich, Enterprise-class Collaboration Solution Optimized for Midsize Businesses Large choice of end devices Enhanced Desk Phone Features Unified Messaging Rich media Presence and IM Web conferencing Customer Care Consistent services whether employees work in the office or remotely Capacity for up to 1,000 users, 100 contact center agents, and 50 sites

5 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Affordable: Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling – serves up to 1,000 users and 50 sites Interoperable: Links multiple 3 rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform Simple: Operational improvements with deployment flexibility with unified provisioning Highly-Available: Optional server redundancy and Survivable Branch (SRST) provides peace of mind Scalable: Increases ROI with agility and 99% investment protection; grows with the company Multiple Collaboration applications on a single server Multiple Collaboration applications on a single server Cisco UCS C220 server Grow midmarket share with competitive differentiation.

6 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Series Basic Voice Communications Endpoints Advanced Business Communication Endpoints Business Communication Endpoints Advanced Professional Media Endpoints Advanced Collaborative Media Endpoints 8900 Series 9900 Series 7900 Series 6900 Series Video Personal & Immersive Media Endpoints EX Series and CTS Systems Virtualization Experience Clients From basic to high-quality, multi-media communications enhanced viewing, streamlined user experience.

7 Cisco Confidential 7 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 © 2010 Cisco and/or its affiliates. All rights reserved. Turn-key Appliance Pre-configured Cisco UCS C220 M3 Rack Server (RAID 10, Battery Cache) at factory Factory-loaded VMware and license Pre-loaded images of core applications Unified Communications Manager Unified Provisioning Manager Instant Messaging/Presence with Jabber Unity Connection Video Communication Server Unified Contact Center Express Unified Attendant Consoles WebEx Web Conferencing Emergency Responder Simplified initial configuration and phone deployment through Prime UPM BE Cisco UCS C220 M3 Rack Server

8 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 8 Purpose-built, Advanced UC for Midsize Companies Simple to Install, Deploy, Manage, Administer, Upgrade Enhanced UC and Innovative Collaboration Features Roadmap Affordable Solution, Lowers TCO / Speeds ROI Scalable Solution Grows with Business Strategy / Direction Affordable. Simple. Scalable. Learn more: Contact us:

9 Cisco Confidential 9 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Business Edition 6000 *** FOR PARTNERS ONLY ***

10 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 OpportunityOpportunity 11 Deployment Scenarios 33 Pricing, Bundles & Promotions 44 Service & Support 55 Partner Sales Tools 66 Portfolio Positioning 22

11 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11

12 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 $7.1B Global Collaboration market opportunity in mid-market 70% of Mid-market companies fall in the user sub-segment 75% businesses have yet to upgrade to IP PBX In user sub-segment – Of those 75% the TDM legacy equipment mix is: 46% use a Key Telephone System 29% use a PBX Source: Cisco Global Market View and Current Analysis

13 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 Look for customers experiencing the following trigger events: 1.Current phone system maintenance contract expiring 2.Current phone system going end of support 3.Aging phone system (7+ years) constantly down for repairs 4.Aging phone system spare parts not readily available 5.Opening new remote office(s) 6.Moving to a new HQ office 7.Recent merger or acquisition 8.Outgrowing an existing system that is not easily expandable 9.Unclear and unreliable existing vendor roadmaps for innovation 10.Existing vendor accumulating debts, with no resources for platform innovation

14 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 Solid profitability Full Featured Enterprise class (no feature reduction, 99% investment protection with migration to Cisco Unified Communications Manager) Margin rich (allows for aggressive discounting) Application rich (multiple Collaboration application deployment options) Lower barriers to purchase (low entry point bundles entice collaboration adoption) A solution that is easy to install, deploy, operate and simple to manage, maintain and service Easy to price a complete Business Edition 6000 solution through the Quick Pricing Tool

15 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

16 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Average Customer Size Features/Solution Flexibility Cisco Collaboration Cloud (Cisco WebEx Cloud & Cisco HCS) Cisco Business Edition 3000 (On-premise) Cisco Business Edition 6000 (On-premise) Delivering Consistent End User Experience

17 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Cisco WebEx Cisco Jabber Customer Collaboration Customer Collaboration UC Collaboration Applications Affordable, Simple Advanced Collaboration Cost-effective, Easy Essential Communications Cisco Business Edition 3000 Right-sized for Cisco Business Edition 6000 Enterprise-class Collaboration Right-sized Unified Communications UC High-quality Endpoints TelePresence Foundational UC WIRED WIRELESS WIRED WIRELESS Cisco WebEx (Cisco Cloud-hosted ) Cisco WebEx (Cisco Cloud-hosted ) IM & Presence (Cisco Cloud-hosted)

18 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

19 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 Day 2+ Operations & Management Administrator & User Tools User Accessibility Features Mobility Enhancements Day 1 Installation & Deployment User-centric Jabber Licensing Single Sign-on Installation Tools Out-of-the-Box & Custom Dial Plans From the Factory Pre-configured software 5 co-resident application VMs Larger capacity server

20 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 IP WAN PSTN Branch 1 Branch 49 Central Site Centralized Deployment Model Capacity: Supported capacity (1,000 users/1,200 endpoints, 100 agents) ported_System_Capacities ported_System_Capacities Redundancy: Two UCS C220 nodes may be deployed for redundancy/high availability Sites: Up to 50 total sites (central site and up to 49 branch/remote sites

21 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21

22 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Business Edition 6000 supports User Connect Licensing & Cisco Unified Workspace Licensing models User Connect Licensing (UCL) Ala-carte License Model User Based Licenses – Single license that covers software entitlement, ports, endpoints etc. Available for all core Unified Communications Applications Cisco Unified Workspace Licensing (CUWL) Bundled User License for the workspace Single license that covers software entitlement, ports, endpoints etc for multiple applications.

23 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23 Business Edition 6000 requires purchase of Starter bundles Available with UCL and CUWL Bundles include 50 users or 100 user licenses Bundle discount Bundles include server with pre-loaded software along with user licenses. Add more user licenses (UCL or CUWL) to build any configuration. Mix UCL and CUWL with UCL and CUWL bundles. Add-on value bundles available for key applications.

24 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 UCS C220 M3 server Preloaded Software Suite 50 or 100 Basic UCL 50 0r 100 Voic UCL Cisco UCL Bundle Bundle Includes 50 UCM Basic UCL, 50 Unity Connection Voic UCL 100 UCM BasicOR UCL or 100 Unity Connection Voic UCL Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and License Cisco Unified Provisioning Manager Business Edition and licenses. Preloaded UC software suite

25 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 UCS C220 M3 server Preloaded Software Suite 50 or 100 CUWL BE Cisco UWL Bundle Bundle Includes 50 CUWL Business Edition Licenses OR 100 CUWL Business Edition Licenses Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and License Cisco Unified Provisioning Manager Business Edition and licenses. Preloaded UC software suite

26 Cisco Confidential 26 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 © 2010 Cisco and/or its affiliates. All rights reserved. Bundle discount 21% w.r.t Server and licenses. More value with embedded Unified provisioning manager Business Edition More value with embedded Cisco UC virtualization hypervisor

27 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 Total global midmarket opportunity for Unified Communications and Collaboration Business Edition One Platform for Voice, Video & Collaboration All Midmarket Opportunities New, Displacement or Upgrade Compete against ShoreTel, Microsoft Lync, Avaya IP Office, etc. Respond quickly in a competitive race: Simplified Registration Simple, Predictable Discounts Fast Approval – 24 hours or less Win the Race!Win the Race! Take Market ShareTake Market Share $7.1B Differentiate to Compete How do I Qualify? Sell Cisco Business Edition 6000!

28 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28 *Orderable from October 11, 2012 | Registrations Thru July 27, 2013 Deal Protection! * Offer varies by region Cisco Business Edition 6000 (all Cisco UWL/Cisco UCL bundles) Additional Cisco UWL/Cisco UCL Licenses Cisco Unified Communication Software Subscription (UCSS) Cisco Unified IP & Video Phones Cisco TelePresence Systems, Infrastructure & Endpoints Cisco WebEx Meeting Cisco Unified Contact Center Express (UCCX) for BE 6000 Cisco Voice & Unified Communications Gateways Product Discounts Special Incentives

29 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29 Easy Button Contact center bundles Ease of ordering with single SKU 20% off GPL discount built-in Discounted 10 or 25 agents (Enhanced or Premium) configurations Available under Business Edition 6000 top level SKUs as optional add-ons Available with both UCL and CUWL bundles 5 Enhanced seat Promo bundle has been extended Single SKU $2995 now includes appliance/OS entitlement Leverage to deploy a simple help desk solution Cost-effective, full-featured Customer Interaction Solution with Unified CCX value bundles

30 Cisco Confidential 30 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 © 2010 Cisco and/or its affiliates. All rights reserved. Conference Bundle add-ons 1 year subscription for WebEx Meeting Center for 10 or 20 named 20% off GPL pricing! Lowers minimum number of Meeting Center hosts from 25 to 10 Integrated VoIP 1 yr service included (limited) Maximum capacity 25 participants per session Unlimited number of meetings/1 meeting per host at any time Extend subscription terms or add more Named hosts using standard GPL SKUs Cost-effective Web Conferencing with WebEx Meeting Center value bundles

31 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

32 Cisco Confidential 32 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32 © 2010 Cisco and/or its affiliates. All rights reserved. Competitive displacement of call control, voic , IM/Presence, web conferencing, TelePresence Upgrade to current UCM release, phone models, video endpoints Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications Services Discounts Special incentives, seed-and-grow incentives, discounts All deals approved by Promotion Manager, AM & PAM ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms Qualify by selling the Cisco Business Edition 6000 Simplified Discount Structure – no accelerators to qualify All deals get the same discount Enhanced discounts on additional collaboration licenses, applications and TelePresence infrastructure Single step qualification & approval – usually within 24 hours. Midmarket Collaboration Promotion Collaboration Breakaway PLUS Focus on full Enterprise Collaboration portfolio at the onset. Focus on Midmarket Collaboration product portfolio

33 Cisco Confidential 33 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33 © 2010 Cisco and/or its affiliates. All rights reserved. What: Upgrade to Unified Communications 8.x or 9.0 using a new bundled package offer of $9/user* for license, and 3 year Unified Communications Software Subscription** (UCSS) at standard pricing Available for all core Unified Communications Products UCM, Unity Connection, BE 5000, BE 6000, Cisco Unified Presence, Cisco Unified Attendant Consoles… 9 & 3 Upgrade Offer can be combined with other promotions and standard discounts*** When: Offer available April 5, April 5, 2013 * Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection **Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate Service (ESW) is required with UCSS. ***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco Collaboration Breakaway PLUS.

34 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34

35 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35 Network is critical to mission critical Skilled IT staff require direct access to Cisco engineers Require flexible device-level coverage Rapid issue resolution with anytime access to Cisco engineers and extensive technical resources Advance hardware replacement options including 2- hour 24 x 7 global access to Cisco TAC and onsite resources OS software updates Device diagnostics and alerts on select devices Customer Profile/Requirements Capabilities and Features

36 Cisco Confidential 36 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36 © 2010 Cisco and/or its affiliates. All rights reserved. Provides maintenance and minor software updates, plus access to online resources and Technical Assistance Center (TAC) support Offers application support service, including 24 x 7 support dedicated to Cisco Unified Communications Access to Cisco.com technical knowledge base including access to: Software advisor Technical Assistance Center (TAC) Case collection My Tech support Output interpreter Peer-to-peer online forums TAC newsletter And much more!

37 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37 Guarantees access to major software version upgrades for duration of the activated subscription term Most cost-effective method to acquire upgrades Priced on a per user basis Complement to Cisco Unified Communications Essential Operate Service

38 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38

39 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39 Partner Resources Business Edition Portfolio Comparison At A Glance Promotions Partner and Customer presentations Product Overview Presentation Ordering Guide Go To Market Guide Tools And more

40 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40 Lead powerful conversations with prospective Cisco Collaboration customers Interactive tool allows you to select and present the exact Collaboration video demonstration desired, in the order you choose Cisco Business Editions Cisco IP Endpoints Cisco Jabber Cisco Unity Connection Cisco WebEx Meetings Cisco Unified Contact Center Express Download FREE! For Android: https://play.google.com/store/apps/details?id=c om.cisco.midmarket&feature=search_result#?t =W251bGwsMSwyLDEsImNvbS5jaXNjby5taW RtYXJrZXQiXQ Download FREE! For iPAD: collaboration- expert/id ?ls=1&mt=8) collaboration- expert/id ?ls=1&mt=8

41 Cisco Confidential 41 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41 © 2010 Cisco and/or its affiliates. All rights reserved. For Account Managers Perform quote at customer site Connect with Distributors Saves time and cost Recommends the top 2 platforms that fit customer requirements Covers all core-components – BE 6000, Contact Center, Video endpoints, gateways, services

42 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42 Conserves cash flow and takes system price out of the equation Equipment remains off customers balance sheet One low monthly payment Lower costs Equipment Lifecycle Management with ability to up-sell when lease is up for renewal Maximum flexibility – eliminates risk of customer getting stranded with technology *Cisco Capital Terms and Conditions apply, subject to credit approval, not available in all countries. Learn More:

43 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43 Top 6 reasons to lead with Business Edition : 6. Core call control platform for midmarket segment (differentiated solution, solid Cisco = right-sized, premium offer) 5. Enterprise-class (no feature reduction, 99% investment protection with migration = customer satisfaction, loyalty) 4. Lower barriers to upsell (more collaboration, more users = same HW) 3. Application rich (rich on box offers + integrated WebEx Cloud offers = expand/grow service practice) 2. Competitive (differentiated offer = wins deals) 1. Improved partner profitability (cost-effective, simple, scalable = margin rich)

44 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 44 Community Support forum - https://supportforums.cisco.com/community/netpro/collaboration- voice-videohttps://supportforums.cisco.com/community/netpro/collaboration- voice-video TWTV Fundamentals of BE6000 https://communities.cisco.com/videos/9540#comment-9205 https://communities.cisco.com/videos/9540#comment-9205 Cisco.com Midmarket main – SMB main – Product main – Case Studies – Partner Resources - Partner Central Cisco Collaboration Midmarket Promotion -

45 Thank you.


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