Presentation on theme: "Collab Systems Release 10 Licensing Update"— Presentation transcript:
1Collab Systems Release 10 Licensing Update CTG Strategic Pricing and LicensingJanuary 2014
2Pricing and Licensing Strategy for FY14 Add Value to Current UC Licensing SolutionsEncourage Strategic Collaboration TrendsDeliver Simple and Consistent Pricing MethodologyEnable Migration between On Premise and CloudImprove Ease of Doing Business with CiscoLicensing Strategy OverviewThere are no changes to the structure of Cisco’s licensing, but significant value has been added. Cisco still offers three main licenses – UCL Enhanced, CUWL Standard, and CUWL Pro. Cisco continues to add value to existing offers by adding products and features into the offers at no additional charge.The following are key elements of Cisco’s Collaboration Pricing and Licensing strategy for FY14.Add Value to Current UC Licensing SolutionsMaintain market price with increased valueProvide features and products customers valueEncourage Strategic Collaboration TrendsOffer flexibility in voice and video offers including cloud and mobileDeliver Simple and Consistent Pricing MethodologyContinue with a consistent user-based bundling strategyEnable Migration between On Premise and CloudImprove Ease of Doing Business with CiscoIncluding ordering, UCSS renewal, License Mgmt.
3UCL ENHANCED / ENHANCED PLUS Cisco Collaboration Systems Release 10 Licensing SummaryMaintaining simplicity with added valueCUWLPROFESSIONALCUWL PROFESSIONALWebEx ConferencingPersonal MultipartyCUWLSTANDARDCUWL STANDARDMultiple DevicesCisco Unified MessagingUCLENHANCED / PLUSUCL ENHANCED / ENHANCED PLUSCisco Prime Collaboration StandardExpressway firewall traversalSupport for All Personal EndpointsOne / Two DevicesCisco’s licensing structure hasn’t changed since last year, with three main licenses – UCL Enhanced/Enhanced Plus, CUWL Standard, and CUWL Pro.As depicted here, each license builds upon the previous.Note that the elements highlighted in green are updates and additions for Systems Release 10. More details on each of these new features will follow in this deck.Note that the UCL Basic and UCL Essential licenses still exist for more basic needs but aren’t shown here. The main three offers are Cisco’s focus for collaboration workers.Updates and additions to System Release 10 listed in green
4UCL ENHANCED / ENHANCED PLUS Cisco Collaboration Systems Release 10 Licensing SummaryUCL ENHANCED / ENHANCED PLUSFirst level of licensing for Collaboration usersCore components:UC application support for one device (UCL Enhanced) or two devices (UCL Enhanced Plus) per userSupport for Cisco’s entire portfolio of personal endpointsExpressway firewall traversal for remote and mobile workers (firewall traversal for IM&P, voice and video within an organization)Cisco Prime Collaboration StandardUCLENHANCED / PLUSUCL Enhanced list price = $210 per userUCL Enhanced Plus list price = $295 per userUCL Enhanced is the first level licensing for Collaboration usersThis hasn’t changed from last year’s release. Key features include …UCL Enhanced supports UC applications for one device and UCL Enhanced Plus supports for 2 devices per userBoth licenses support Cisco’s entire portfolio of personal endpoints (including all Jabber softclients, IP and video- enabled devices, personal telepresence devices)New for System Release 10 is the inclusion of Expressway for remote and mobile workers, which provides a VPN-less option for IM&P, voice and video firewall traversal within an organization. This enhancement makes users truly mobile. Note that B2B and third-party interop firewall traversal are not included here, but that capacity can be purchased separately.Another addition in System Release 10 is the inclusion of Prime Collaboration Standard licensing management. This is included in CUCM.
5Cisco Collaboration Systems Release 10 Licensing Summary CUWL STANDARDMost popular licensing for Collaboration usersCore Components:All features of UCL Enhanced / Enhanced PlusIncluding new additions of Expressway firewall traversal and Cisco Prime Collaboration StandardUC application support for more than two devicesCisco’s unified messagingCUWLSTANDARDUCLENHANCED / PLUSCUWL Standard has become Cisco’s most popular licensing for Collaboration usersThis license includes all features of UCL Enhanced / Enhanced Plus, including the new additions of Expressway and Cisco Prime CollaborationThe key differentiators as compared with UCL Enhanced continue to be …UC application support for more than two devicesCisco’s unified messaging, or Cisco Unity ConnectionCUWL Standard list price = $325 per user
6Cisco Collaboration Systems Release 10 Licensing Summary CUWL PROFESSIONALCUWL PROFESSIONALMost comprehensive licensing for Collaboration usersCore Components:All features of CUWL Standard and UCL Enhanced / Enhanced PlusOne named user license for WebEx on-premise AND year subscription for WebEx in the cloudOne named user license for Personal Multiparty, to host 4-party video conferencesCUWLSTANDARDUCLENHANCED / PLUSThe third and final main software bundle is CUWL Pro, which is the most comprehensive license optionAs you can see here, this includes all features of CUWL Standard and UCL Enhanced / Enhanced Plus. Again, this structure has not changed since last year.There are two key differentiators we’ll discuss as compared with CUWL Standard…The first, is the enhancements made to the WebEx Conferencing component of CUWL Pro licensing. Although WebEx is included in CUWL Pro today, the offer has changed in two significant ways.First, the named user license replaces the existing ratio of ports per user. So instead of one WebEx port for every 10 CUWL Pro licenses, as it is today, the offer includes one named user for each CUWL Pro license.Secondly, the offer is updated to include both the perpetual, on-premises license of WebEx Meeting Server (or CWMS) AND the one-year cloud subscription for WebEx Meetings Center.The second significant enhancement in CUWL Pro is the addition of the named user license for Personal Multiparty. For each CUWL Pro user license, one named host is entitled to host ad-hoc multiparty meetings with up to three additional parties, using a personalized contact address. This is included with CUWL Pro and can also be purchased a la carte to complement lower levels of licensing.CUWL Professional list price = $500 per user
7Enhanced Plus / Enhanced Cisco Collaboration Systems Release 10 Licensing SummaryPersonal MultipartyPersonal Multiparty+N/AWebEx ConferencingUnity ConnectionExpressway firewall traversalJabber UCJabber IM/PCisco Prime Collaboration# of Devices SupportedMultipleTwo / OneOneCUWLProfessionalStandardUCLEnhanced Plus / EnhancedBasicEssentialPrice$500$325$295 / $210$125$40Allows for up to 4 parties in a video conference; included in CUWL ProWebEx ConferencingOne Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server; included in CUWL ProExpressway firewall traversalFirewall traversal for voice and video; included in UCL Enhanced & aboveFirewall traversal for IM&P; included with all UCM licensesCPE & HostedCPE & HostedCisco Prime CollaborationCisco Prime Collaboration Standard; included with CUCM = included w/ licenseThis license overview should look familiar. Last year, a similar graphic was used to depict Cisco licensing, and that structure hasn’t changed. We use this graphic to show more of the details in each license offer.Note that the check marks represent what’s included in the user license, while the plus signs are a la carte options that have additional costs.Again, perpetual pricing has not changed. The list prices shown here have remained constant while Cisco has added products and functionality to the licenses.More details of each enhancement can be found in following slides.While the focus for collaboration users is on the three main licensing levels, Cisco realizes that our customers still need to provision simple phones to put in public spaces or shared use environments. Essential and Basic provide licensing for those scenarios where customers still need to enable endpoints for places, not people. Examples include: conference rooms, lobbies, quiet rooms and fax machines.+ = optional add-onN/A = not available w/ license
8Personal Multiparty Personal Multiparty Collab Systems Release 10 Licensing RevisionsPersonal MultipartyAdded Value to Current UC Licensing SolutionsNamed host for 4-person video conference included in CUWL ProSupports resolutions up to HD w/ OrchestrationAd hoc, Rendezvous, or Scheduled meetingsRich interoperabilityStrategic Collaboration TrendsDrives personal, enterprise-wide HD video adoptionSimple and Consistent Pricing MethodologyPer user license consistent with UC Licensing offersIncluded in CUWL Pro at no additional costOffered a la carte on a per user basisPersonal Multiparty alignment with FY14 strategy
9WebEx Conferencing WebEx Conferencing Collab Systems Release 10 Licensing RevisionsWebEx ConferencingAdded Value to Current UC Licensing SolutionsCustomer provided one Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings ServerPer user license model replaces 1:10 port to license ratioStrategic Collaboration TrendsEncourages customers to deploy in the cloud with no riskSimple and Consistent Pricing MethodologyPer user on premise and cloud options consistent with per user components in all licensing optionsMigration between On Premise and CloudFlexibility to choose on premise deployment after 1 year cloud subscription, at no additional costWebEx Conferencing alignment with FY14 strategy
10Expressway for remote and mobile workers Collab Systems Release 10 Licensing RevisionsExpressway firewall traversalAdded Value to Current UC Licensing SolutionsFirewall traversal for voice and video included in UCL Enhanced, CUWL Standard, CUWL Pro for mobile remote workers registered to CUCMFirewall traversal for IM & Presence included with CUCMStrategic Collaboration TrendsDrives pervasive video and mobilitySimple and Consistent Pricing MethodologyPer user license consistent with UC Licensing offersEase of Doing Business with CiscoInclusion of firewall traversal in licensing reduces need for incremental productsExpressway for remote and mobile workers alignment with FY14 strategy
11Cisco Prime Collaboration Standard Collab Systems Release 10 Licensing RevisionsCisco Prime Collaboration StandardAdded Value to Current UC Licensing SolutionsAllows customers and partners to manage full UC deploymentConfigure and deploy solutions, track performance metrics and trends, view real-time dashboardsSelf-service allows for rapid revisions and deploymentStrategic Collaboration TrendsAccelerates deployment of all UC applications including videoEase of Doing Business with CiscoDirectly addresses one of customers’ key pain points that management of Cisco solutions is difficult and fragmentedSingle, consistent platform enables customers and partners to better manage deployments and track usageAdvanced version of Prime Collab also available a la carteCisco Prime Collaboration alignment with FY14 strategy
12System Codecs and Quickset Platforms Collab Systems Release 10 Licensing RevisionsDevice SupportUCL Enhanced / Enhanced PlusCUWL StandardCUWL ProfessionalTelePresenceRoom69xx89xxUCL BasicJabber DesktopTX / CTS / T Series78xxUCL Essential99xx691179xxMX / Profile SeriesFaxAnalogDX650Jabber Mobile6921792xSystem Codecs and Quickset PlatformsThird PartySIP390569017821EX60 / EX907937 / 8831
13for 4 party video conferencing CUWL Pro Customer EntitlementsBased on License Version and Valid UCSSPersonal MultipartyWebExConferencingExpressway*Named User licensefor 4 party video conferencingNamed User license for WebEx Meeting Center (1 yr) AND WebEx Meetings ServerVoice & Videoand IM/PCUWL Pro9.X and 10.0New 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 UCSSPre-9.XNew CUWL Pro Pre-9.0 UsersExisting Customer On or Upgrading toPre-9.0 with valid UCSS(On-premise only)*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.CUWL Pro AvailabilityMinimum of 50 CUWL Professional user licenses minimumWebEx Meeting Center (cloud) is not available in China and RussiaNew CUWL Professional customers and existing CUWL Pro customers on valid UCSS have the opportunity to take advantage of the updates in Systems Release 10, in both versions 9.X and 10.0.
14UCSS Benefits Most Cost-Effective Way to Upgrade 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 UCSSUCSS Subscription$10 / user / yearA-la-carte Upgrade1 x Standalone UpgradeNew SoftwareApplication1 x User Connect License$100 / user$50 / userExample depicts savings from UCSS compared to a-la-carte upgrades
15Drive to Collab CB Plus Promotion – US/CAN Migrating to CUCM 9.1 or 10.0Competitive DisplacementUp level Licenses(UCL Enh CUWL Std or CUWL Std Pro)Licenses at Same LevelNEW!UCM upgrades eligibleBE7K: 64%CUAC 10.0: 64%VVSK includes ExpresswayEX Series: 78%No UCSSUCSSNo UCSSUCSS85%Get CurrentStay CurrentSKUsContact GLO for licenses;Use CB Plus discountsto expandMigration Licenses85%100%Licenses3 Years UCSS64%5 Years UCSS78%3 Years UCSS64%Phones, Gateways, UCL, WebEx Meetings59%TelePresence, CUWL, CC, Collab SW, UCSS, BE6K, BE7K, CUAC64%65%Services33%UCSVideo Velocity Starter KitEX Series Limited OfferMCU 5310/5320 or TS VM/310/320 & Expressway85%Unlimited EX60 or EX90, BE6K, BE7K, HCS or TPaaS78%
16Maintained Tiered Pricing for UCL Licenses Collab Systems Release 10 LicensingUCLEnhanced PlusEnhancedBasicEssential1 to 999 Users$295$210$125$401,000 to 9,999 Users$280$195$110$2510,000 andAbove Users$275$190$105$20Tiered pricing continues to exist for Cisco’s UCL license offers.
17Typical Use Case Scenarios and Partner Sales Motion Partner OnlyTypical Use Case Scenarios and Partner Sales MotionUse Case ScenarioPartner Sales MotionNew customer (Greenfield Opportunity)Customer does not have Cisco UCMLead with CUWLCUWL Pro for customers considering personal multiparty video and/or WebEx standaloneCUWL Standard for customers primarily focused on call controlCurrent UCM customer on Pre-9 version of UCMUpgrade to 9.x or 10.0Collaboration Breakaway Plus: Drive to CollabCurrent WebEx (Cloud) customerCustomer does not have Cisco UCMLead with CUWL Standard to introduce entire Cisco Unified Communications Manager
18Cisco AM Call to Action Emphasize Key Strategic Initiatives Sales OnlyCisco AM Call to ActionEmphasize Key Strategic InitiativesUpsell to CUWL Pro for Personal Multiparty video and WebEx Named User license enhancementsHighlight Expressway’s value for employees to work as effectively outside the org as inside the org (UCL Enhanced and above)New Customer OpportunitiesLead with CUWL Pro for the most comprehensive collaboration bundleEmphasize the added value in CUWL Pro, CUWL Standard, UCL Enhanced/Enhanced Plus at same competitive market pricesInstalled base on valid UCSS equals new opportunity!Upgrade customers to Release 10 for all product enhancementsService Renewals Quotes (UCSS, ESW)No price changes to UCSS and ESWExpect increased renewal rates tied to increased value of licenses
20Additional Drive to Collab Resources CB Plus:Migrate to Cloud:Midmarket:Video:
21Additional Product Information Personal Multiparty:WebEx Conferencing:Expressway:Cisco Unified Communications Manager:Cisco Unified Communications Software Subscription (UCSS):
22Collab EA Cisco Enterprise Agreement for Collaboration
23Overview of Enterprise Agreement Software and services rights for entire organization in single, co-terminated, multi-year agreementSuites include access to software, upgrade subscriptions (UCSS) and technical support (ESW)Hardware excludedMinimum number of knowledge workers is 2,000Limited to authorized regionsPrice takes into account customers’ previous investments in Cisco collaboration productsPreviously procured perpetual licenses and the residual value of UCSS/ESW are factored into pricingFixed cost over the length of the contract based on # of knowledge workers at time of purchaseCustomer has unlimited applications and services consumption over the term of the agreement without financial true-ups due to growthLicense rights include unlimited organic growth as well as inorganic growth (mergers and acquisitions) up to 20%The Cisco Enterprise Agreement for Collaboration, or Collab EA, provides software deployment and services consumption rights for the entire organization in a single co-terminated, multi-year agreement.Under the Collab EA, each suite includes enterprise-wide access to software, upgrade subscriptions, or UCSS, and technical support, or ESW. Note that hardware is excluded from the Collab EA and must be purchased separately.At least 2,000 knowledge workers are required to qualify for the Collab EA. Please leverage your EA BDM [voice: letters B,D,M] or Licensing Executive if you have potential opportunities you’d like reviewed.[click]Along with the number of knowledge workers, the Collab EA takes customers’ previous investments in Cisco collaboration products into account.Previously procured on-premise licenses and the residual value of the UCSS and ESW are factored into pricing, so customers do not pay twice, depicted here by the reduction in the knowledge workers by the existing installed base.The cost of the Enterprise Agreement is fixed over the length of the contract agreement, based on the number of knowledge workers at the time of purchase.The customer then has unlimited applications and services consumption over the term of the agreement without any financial true-ups due to growth.License rights include unlimited organic growth, as well as inorganic growth, such as mergers and acquisitions, up to 20%.Customer term lengths can be 3 or 5 years. Note that periodic payment options are available through Cisco capital to meet customers’ budget needs and align with their deployment requirements.
24Overview of Enterprise Agreement Offers Enterprise-class IP telephony call controlTelePresence point-to-point call controlMessagingDesktop, Mobile, IM & Presence Jabber clientsEmergency responder, E911Unified Communications SuiteWebEx On-Premises SuiteOn premise conferencing suiteAudio and video conferencingWeb meetings conferencingHCS-LEManagement SuiteProvisions, activates UC services for subscribersAutomates upgrades, produces reports and provisions architectureSupplies root-cause and service impact analysisProvides monitoring and diagnosticsTelePresenceMulti-Party SuiteTelePresence Server with multi-point bridge functionalityTelePresence Orchestrator providing bandwidth managementCustomer Collaboration SuiteBased upon agents and ports, rather than knowledge workers like other suitesEnterprise contact center platform and applications for inbound & outbound call handlingIncludes social media monitoring, queuing, & workflowThere are five Collab EA suites available. As noted here, many are new to the market in FY14. Please contact your EA BDM or Licensing Executives if you have potential opportunities you’d like reviewed.
25Overview of Enterprise Agreement Authorized Collab EA Geographies (as of Q1FY14)To qualify for a Collab EA, the transaction must take place in one of these authorized Collab EA countries and transacted through a Collab EA-authorized partner. Companies with global workforces can deploy on a worldwide basis, as long as their Collab EA transaction occurs in one of these authorized geographies.Cisco is constantly expanding authorized geographies, so please contact your Collab EA BDM or Licensing Executive for the most current listing of authorized Collab EA countries.AmericasEMEARAPJC
27Systems Release 10 Alignment to consumption models
28Collab Systems Release 10 Cisco Enterprise Agreement AlignmentIntroduction of four new product suites to complement the existing Unified Communications Suite:WebEx On-Premises SuiteHCS-LE Management SuiteTelepresence Multi-Party SuiteCustomer Collaboration SuiteAlignment to Systems Release 10 Product EnhancementsPersonal MultipartyIncluded in the Telepresence Multi-Party SuiteWebEx ConferencingOn premise meetings conferencing included in the WebEx On-Premises SuiteExpressway firewall traversal for remote and mobile workersIncluded in Unified Communications Suite (previously VCS-E was included)Prime Collaboration Standard EditionIncluded in Unified Communications SuiteExpected EA integration ~3-6 months after Systems Release 10 launch
29Collab Systems Release 10 Business Edition AlignmentCUWL Standard replaces CUWL BE offer for BE6KReduces confusion from previously separate, but similar CUWL BE and CUWL Standard offersBE6K continues to support up to 1,000 usersBE Systems Release 10 will be available approximately one month after the main CUCM releaseAlignment to Systems Release 10 Product EnhancementsPersonal MultipartyAvailable through CUWL Pro offer only; no license specific to BEWebEx ConferencingExpressway firewall traversal for remote and mobile workersTBDPrime Collaboration Standard EditionPrime Collaboration included in BE6K
30Collab Systems Release 10 HCS AlignmentAlignment to Systems Release 10 Product EnhancementsPersonal MultipartyNot available through HCSWebEx ConferencingExpressway firewall traversal for remote and mobile workersFirewall traversal for IM & Presence included in all HCS offersFirewall traversal for voice and video included in HCS Standard and HCS FoundationPrime Collaboration Standard EditionPrime Collaboration continues to be included in HCS Management Suite