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Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 1 Collab Systems Release 10 Licensing Update CTG Strategic Pricing and Licensing.

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Presentation on theme: "Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 1 Collab Systems Release 10 Licensing Update CTG Strategic Pricing and Licensing."— Presentation transcript:

1 Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 1 Collab Systems Release 10 Licensing Update CTG Strategic Pricing and Licensing January 2014

2 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 2 Pricing and Licensing Strategy for FY14 Add Value to Current UC Licensing Solutions Encourage Strategic Collaboration Trends Deliver Simple and Consistent Pricing Methodology Enable Migration between On Premise and Cloud Improve Ease of Doing Business with Cisco

3 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 3 Multiple Devices Cisco Unified Messaging Cisco Prime Collaboration Standard Expressway firewall traversal Support for All Personal Endpoints One / Two Devices Updates and additions to System Release 10 listed in green WebEx Conferencing Personal Multiparty CUWL PROFESSIONAL CUWL PROFESSIONAL CUWL STANDARD CUWL STANDARD UCL ENHANCED / PLUS UCL ENHANCED / PLUS CUWL PROFESSIONAL CUWL STANDARD UCL ENHANCED / ENHANCED PLUS Cisco Collaboration Systems Release 10 Licensing Summary Maintaining simplicity with added value

4 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 4 First level of licensing for Collaboration users Core components: UC application support for one device (UCL Enhanced) or two devices (UCL Enhanced Plus) per user Support for Ciscos entire portfolio of personal endpoints Expressway firewall traversal for remote and mobile workers (firewall traversal for IM&P, voice and video within an organization) Cisco Prime Collaboration Standard UCL Enhanced list price = $210 per user UCL Enhanced Plus list price = $295 per user UCL ENHANCED / PLUS UCL ENHANCED / PLUS UCL ENHANCED / ENHANCED PLUS Cisco Collaboration Systems Release 10 Licensing Summary

5 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 5 Most popular licensing for Collaboration users Core Components: All features of UCL Enhanced / Enhanced Plus Including new additions of Expressway firewall traversal and Cisco Prime Collaboration Standard UC application support for more than two devices Ciscos unified messaging CUWL Standard list price = $325 per user CUWL STANDARD CUWL STANDARD UCL ENHANCED / PLUS UCL ENHANCED / PLUS CUWL STANDARD Cisco Collaboration Systems Release 10 Licensing Summary

6 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 6 Most comprehensive licensing for Collaboration users Core Components: All features of CUWL Standard and UCL Enhanced / Enhanced Plus One named user license for WebEx on-premise AND 1-year subscription for WebEx in the cloud One named user license for Personal Multiparty, to host 4-party video conferences CUWL Professional list price = $500 per user CUWL PROFESSIONAL CUWL STANDARD CUWL STANDARD UCL ENHANCED / PLUS UCL ENHANCED / PLUS CUWL PROFESSIONAL Cisco Collaboration Systems Release 10 Licensing Summary

7 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 7 Personal Multiparty ++ N/A WebEx Conferencing ++++ Unity Connection +++ Expressway firewall traversal N/A Jabber UC N/A Jabber IM/P Cisco Prime Collaboration # of Devices Supported Multiple Two / OneOne CUWL Professional CUWL Standard UCL Enhanced Plus / Enhanced UCL Basic UCL Essential Price$500$325$295 / $210$125$40 CPE & Hosted Personal Multiparty Allows for up to 4 parties in a video conference; included in CUWL Pro WebEx Conferencing One Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server; included in CUWL Pro Expressway firewall traversal Firewall traversal for voice and video; included in UCL Enhanced & above Firewall traversal for IM&P; included with all UCM licenses Cisco Prime Collaboration Cisco Prime Collaboration Standard; included with CUCM = included w/ license + = optional add-on N/A = not available w/ license Cisco Collaboration Systems Release 10 Licensing Summary

8 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 8 Personal Multiparty Collab Systems Release 10 Licensing Revisions Added Value to Current UC Licensing Solutions Named host for 4-person video conference included in CUWL Pro Supports resolutions up to HD w/ Orchestration Ad hoc, Rendezvous, or Scheduled meetings Rich interoperability Strategic Collaboration Trends Drives personal, enterprise-wide HD video adoption Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers Included in CUWL Pro at no additional cost Offered a la carte on a per user basis Personal Multiparty

9 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 9 Added Value to Current UC Licensing Solutions Customer provided one Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server Per user license model replaces 1:10 port to license ratio Strategic Collaboration Trends Encourages customers to deploy in the cloud with no risk Simple and Consistent Pricing Methodology Per user on premise and cloud options consistent with per user components in all licensing options Migration between On Premise and Cloud Flexibility to choose on premise deployment after 1 year cloud subscription, at no additional cost WebEx Conferencing Collab Systems Release 10 Licensing Revisions

10 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 10 Expressway firewall traversal Added Value to Current UC Licensing Solutions Firewall traversal for voice and video included in UCL Enhanced, CUWL Standard, CUWL Pro for mobile remote workers registered to CUCM Firewall traversal for IM & Presence included with CUCM Strategic Collaboration Trends Drives pervasive video and mobility Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers Ease of Doing Business with Cisco Inclusion of firewall traversal in licensing reduces need for incremental products Expressway for remote and mobile workers Collab Systems Release 10 Licensing Revisions

11 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 11 Cisco Prime Collaboration Standard Added Value to Current UC Licensing Solutions Allows customers and partners to manage full UC deployment Configure and deploy solutions, track performance metrics and trends, view real-time dashboards Self-service allows for rapid revisions and deployment Strategic Collaboration Trends Accelerates deployment of all UC applications including video Ease of Doing Business with Cisco Directly addresses one of customers key pain points that management of Cisco solutions is difficult and fragmented Single, consistent platform enables customers and partners to better manage deployments and track usage Advanced version of Prime Collab also available a la carte Cisco Prime Collaboration Standard Collab Systems Release 10 Licensing Revisions

12 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 12 UCL Essential UCL Basic UCL Enhanced / Enhanced Plus CUWL Standard CUWL Professional Analog Fax TelePresence Room MX / Profile Series System Codecs and Quickset Platforms 99xx 89xx 792x Jabber Mobile Third Party SIP EX60 / EX / 8831 TX / CTS / T Series Collab Systems Release 10 Licensing Revisions Device Support 79xx DX650 69xx Jabber Desktop 78xx 7821

13 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 13 CUWL Pro Customer Entitlements Based on License Version and Valid UCSS Personal Multiparty WebEx Conferencing Expressway* Named User license for 4 party video conferencing Named User license for WebEx Meeting Center (1 yr) AND WebEx Meetings Server Voice & Video and IM/P CUWL Pro 9.X and 10.0 New CUWL Pro 9.X and 10.0 Users (new / migration / add-on) Existing Customer On or Upgrading to 9.X or 10.0 with valid UCSS CUWL Pro Pre-9.X New CUWL Pro Pre-9.0 Users (new / migration / add-on) Existing Customer On or Upgrading toPre-9.0 with valid UCSS *Expressway voice & video also available in 9.X and 10.0 for UCL Enhanced/Enhanced Plus and CUWL Standard; IM/P available in all license levels. (On-premise only) CUWL Pro Availability -Minimum of 50 CUWL Professional user licenses minimum -WebEx Meeting Center (cloud) is not available in China and Russia

14 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 14 Multi-year subscriptions provide predictable, fixed pricing for upgrades. If the customer upgrades once in 5-7 years, UCSS costs less than a-la-carte upgrades. 1yr x UCSS UCSS Subscription $10 / user / year A-la-carte Upgrade 1 x Standalone Upgrade New Software Application 1 x User Connect License $100 / user $50 / user Example depicts savings from UCSS compared to a-la-carte upgrades UCSS Benefits Most Cost-Effective Way to Upgrade

15 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 15 Video Velocity Starter Kit Phones, Gateways, UCL, WebEx Meetings 59% TelePresence, CUWL, CC, Collab SW, UCSS, BE6K, BE7K, CUAC 64% UCS 65% Services 33% MCU 5310/5320 or TS VM/310/320 & Expressway 85% Drive to Collab CB Plus Promotion – US/CAN Contact GLO for licenses; Use CB Plus discounts to expand No UCSS UCSS 100% Licenses Migration Licenses 85% 5 Years UCSS 78% 3 Years UCSS 64% 3 Years UCSS 64% 85% Get Current Stay Current SKUs No UCSS UCSS EX Series Limited Offer Unlimited EX60 or EX90, BE6K, BE7K, HCS or TPaaS 78% NEW! UCM 10.0 upgrades eligible BE7K: 64% CUAC 10.0: 64% VVSK includes Expressway EX Series: 78% UCM 10.0 upgrades eligible BE7K: 64% CUAC 10.0: 64% VVSK includes Expressway EX Series: 78% Up level Licenses (UCL Enh CUWL Std or CUWL Std Pro) Up level Licenses (UCL Enh CUWL Std or CUWL Std Pro) Licenses at Same Level Migrating to CUCM 9.1 or 10.0Migrating to CUCM 9.1 or 10.0 Competitive Displacement

16 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 16 Maintained Tiered Pricing for UCL Licenses Collab Systems Release 10 Licensing UCL Enhanced Plus UCL Enhanced UCL Basic UCL Essential 1 to 999 Users $295$210$125$40 1,000 to 9,999 Users $280$195$110$25 10,000 and Above Users $275$190$105$20

17 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 17 Partner Only Typical Use Case Scenarios and Partner Sales Motion Use Case Scenario Partner Sales Motion New customer (Greenfield Opportunity) Customer does not have Cisco UCM Lead with CUWL CUWL Pro for customers considering personal multiparty video and/or WebEx standalone CUWL Standard for customers primarily focused on call control Current UCM customer on Pre-9 version of UCM Upgrade to 9.x or 10.0 Collaboration Breakaway Plus: Drive to Collab Current WebEx (Cloud) customer Customer does not have Cisco UCM Lead with CUWL Standard to introduce entire Cisco Unified Communications Manager

18 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 18 Cisco AM Call to Action Emphasize Key Strategic Initiatives Upsell to CUWL Pro for Personal Multiparty video and WebEx Named User license enhancements Highlight Expressways value for employees to work as effectively outside the org as inside the org (UCL Enhanced and above) New Customer Opportunities Lead with CUWL Pro for the most comprehensive collaboration bundle Emphasize the added value in CUWL Pro, CUWL Standard, UCL Enhanced/Enhanced Plus at same competitive market prices Installed base on valid UCSS equals new opportunity! Upgrade customers to Release 10 for all product enhancements Service Renewals Quotes (UCSS, ESW) No price changes to UCSS and ESW Expect increased renewal rates tied to increased value of licenses Sales Only

19 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 19 Cisco Unified Communications Licensing: Partner Licensing Community: https://communities.cisco.com/community/partner/collaboration/licensing Cisco Promotional Offers: Additional Licensing Resources

20 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 20 Additional Drive to Collab Resources Drive to Collab: CB Plus: Migrate to Cloud: Midmarket: Video:

21 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 21 Personal Multiparty: WebEx Conferencing: Expressway: Cisco Unified Communications Manager: Cisco Unified Communications Software Subscription (UCSS): Additional Product Information

22 Collab EA Cisco Enterprise Agreement for Collaboration

23 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 23 Overview of Enterprise Agreement Software and services rights for entire organization in single, co-terminated, multi-year agreement Suites include access to software, upgrade subscriptions (UCSS) and technical support (ESW) Hardware excluded Minimum number of knowledge workers is 2,000 Limited to authorized regions Price takes into account customers previous investments in Cisco collaboration products Previously procured perpetual licenses and the residual value of UCSS/ESW are factored into pricing Fixed cost over the length of the contract based on # of knowledge workers at time of purchase Customer has unlimited applications and services consumption over the term of the agreement without financial true-ups due to growth License rights include unlimited organic growth as well as inorganic growth (mergers and acquisitions) up to 20%

24 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 24 Overview of Enterprise Agreement Offers Unified Communications Suite WebEx On-Premises Suite TelePresence Multi-Party Suite TelePresence Multi-Party Suite On premise conferencing suite Audio and video conferencing Web meetings conferencing HCS-LE Management Suite HCS-LE Management Suite Provisions, activates UC services for subscribers Automates upgrades, produces reports and provisions architecture Supplies root-cause and service impact analysis Provides monitoring and diagnostics TelePresence Server with multi-point bridge functionality TelePresence Orchestrator providing bandwidth management Enterprise-class IP telephony call control TelePresence point-to-point call control Messaging Desktop, Mobile, IM & Presence Jabber clients Emergency responder, E911 Customer Collaboration Suite Based upon agents and ports, rather than knowledge workers like other suites Enterprise contact center platform and applications for inbound & outbound call handling Includes social media monitoring, queuing, & workflow

25 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 25 Overview of Enterprise Agreement Authorized Collab EA Geographies (as of Q1FY14) Americas EMEAR APJC

26 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 26 Collab EA: Additional Information

27 Systems Release 10 Alignment to consumption models

28 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 28 Collab Systems Release 10 Cisco Enterprise Agreement Alignment Introduction of four new product suites to complement the existing Unified Communications Suite: WebEx On-Premises Suite HCS-LE Management Suite Telepresence Multi-Party Suite Customer Collaboration Suite Alignment to Systems Release 10 Product Enhancements Personal Multiparty Included in the Telepresence Multi-Party Suite WebEx Conferencing On premise meetings conferencing included in the WebEx On-Premises Suite Expressway firewall traversal for remote and mobile workers Included in Unified Communications Suite (previously VCS-E was included) Prime Collaboration Standard Edition Included in Unified Communications Suite Expected EA integration ~3-6 months after Systems Release 10 launch

29 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 29 Collab Systems Release 10 Business Edition Alignment CUWL Standard replaces CUWL BE offer for BE6K Reduces confusion from previously separate, but similar CUWL BE and CUWL Standard offers BE6K continues to support up to 1,000 users BE Systems Release 10 will be available approximately one month after the main CUCM release Alignment to Systems Release 10 Product Enhancements Personal Multiparty Available through CUWL Pro offer only; no license specific to BE WebEx Conferencing Available through CUWL Pro offer only; no license specific to BE Expressway firewall traversal for remote and mobile workers TBD Prime Collaboration Standard Edition Prime Collaboration included in BE6K

30 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 30 Collab Systems Release 10 HCS Alignment Alignment to Systems Release 10 Product Enhancements Personal Multiparty Not available through HCS WebEx Conferencing Not available through HCS Expressway firewall traversal for remote and mobile workers Firewall traversal for IM & Presence included in all HCS offers Firewall traversal for voice and video included in HCS Standard and HCS Foundation Prime Collaboration Standard Edition Prime Collaboration continues to be included in HCS Management Suite

31 Thank you. Thank you.


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