1. Cloud|XaaS Acceleration Partner Pilot Internal Onboarding
Channels Operations Team
Christine Salazar
November 05, 2013
Version 6.0

2. Agenda Cloud|XaaS Goals & Objectives Team Structure Pilot Overview
Partner Onboarding
Capabilities by Release
Partner Process Flows
Q&A

3. SaaS Enablement via Cisco ERP Goals
Leverage Cisco Commerce Workspace
Configure: Supports all SaaS offers
Quote: Produce SaaS subscription quotes
Price: Dynamic pricing of subscription SKUs, attribute based (quantity, term, pre-payment)
Order: Create SaaS subscription contracts in CCW through integration to Subscription Billing Platform (SBP)
Subscription Billing Platform (SBP) and Cisco’s ERP (Invoice to Cash) Systems
Provisioning with integration to Cisco Prime
Subscription Management
Billing & Metering: Periodic payment (monthly, quarterly, annually)
Finalize & Enable Policies to support SaaS
Success for Pilot Partners :
Align to Policies
Use CCW for config, quote & order WebEx SaaS
Manage subscriptions and billing
Provide E2E Customer Support
Customer Subscription Lifecycle Management

4. Customer facing front end applications for ordering
Used Today : 6
With SaaS Enablement : 1
Order Time, Steps
Today: 12 steps
With SaaS Enablement: 3-4
SaaS Simplification
Today with GPL (static) ~ 1,800+ SKUs
Add on storage ~ 60
Add on Audio ~ 65
99.8% Reduction with SaaS (dynamic) ~ 3 SKUs
Add on storage ~ 1
Add on Audio ~ 11
Green Box:
Consistent buying and ordering experience for partner
Partner Self-Serve Quote and Order creation
Faster service enablement through auto renewal and instant provisioning
Blue Box:
Today with GPL (static) ~ 1,800+ SKUs
Add on storage ~ 60
Add on Audio ~ 65
99.8% Reduction with SaaS (dynamic) ~ 3 SKUs
Add on storage ~ 1
Add on Audio ~ 11

5. 2
Team Structure

6. Cloud|XaaS Acceleration Program Structure
Executive Sponsor
Brian Jeffries
Steering Committee
Andy Starr CBOX Sesh Tirumala IT
Glenn Bray , Arthur Johnson CCATG Jim Delia CPE Shared Services
Parisa Naseralavi Finance Amy Kwan Finance Shared Services
Chris Tzortzis Sales Richard McLeod Channels GTM Strategies
Andy Starr CBO | GTM Capabilities Prasanna Deshmukh IT
Program PMO
Koti Padmanabhuni (SP&A Lead); Judy Chow (Execution Lead); Ramsina Babaoghli (PM); Dee McCrorey (CM)
Strategy Planning & Architecture
Execution
Track Leads
Business View Koti P.
Pooja K., Jeff B.
Ops. Architecture Paul J.
IT Architecture Ananth S.
Policy Koti P. Richard H.
SaaS Op. Model Wenjin M.
Offer Leads Matt Duke
Track Q1Leads
Quote To Order (CCW) Jerry H/Djuki M
Subscription Mgmt Rashmi K.
Finance, I2C Emily T.
Sales Ops Jessie W.
Channel Ops Christine S.
IT Execution Arun T., Ram J.
Ops Readiness Eva B.

7. Channels’ Track Alignment & Scope
Idea to Order (Q2O)
Track Lead:
Jerry Huang
Dujki
Subscription Management and Provisioning
Track Lead:
Rashmi Kiran
Invoice to Cash
& Record to Report
Track Lead:
Emily Tran
Sales Enablement
Track Lead:
Jerry McMillan
Jessie Wang
Channels Enablement
Track Lead:
Christine Salazar
End-2-End Partner Experience
Identify partner requirements and get roadmap commitment.
Align to the tracks BRDs and System development.
Collaborate with SME to ensure required materials are developed within schedule.
Change Management for Partners.
IT Execution
Track Lead: Arun Taneja / Ram Jayaram
Channels Track established February 2013
BRDs approved & System development underway
Change Management
Track Lead: Dee Mccrorey
Ops Readiness
Track Lead: Eva Bernardo

8. Channel Ops and Channel GTM Roles & Responsibilities
Channel Ops Change Mgmt
Linda Shannon
- CM Strategy, Plan, Execution
- Stakeholder & Impact Assessments
- Capabilities Training
- Communications
Business Analyst
Connie Kish
- Document Channel Requirements
- Integrate with IT teams across tracks
- Manage UAT and other testing
Channel Ops Project Mgmt
- Oversee deliverables for Channels Track
- Integrate with Program Team
- Facilitate Stakeholder Workshops
Channel Go To Market Jeff Bruce
- Go To Market Strategy
- Partner Engagement
Channel Sales PDM
Per Assignment
- Own Partner Relationship
- Partner onboarding
- SaaS ATP Training Setup
- Product Training Setup
Cisco Sponsorship & Stakeholder Engagements

9. Channel Enablement Internal Stakeholders
Role
Name
Organization
PMD, Intercall
Rich Wachsman
WWPO
PDM, CDW & Nexus
Joanne Adducci-Schulz
PSM, Intercall
Michelle Grossman
CCATG, Support
PSM, CDW
Brandon Klein
PSM, Nexus
Geoff Stoddard
GRA WebEx ATP Sales Enablement
Ina Lee
CCATG BU
WebEx Partner Support
Dave Freiberg
Policy, Ops, Strategy
Matt Duke
Product Training
James Riseman
WebEx Pricing, Offer Mgmt.
H. Keeley Keating
Operations
Pooja Kapoor
Channels Track established February 2013
BRDs approved & System development underway

10. 3
Pilot Overview

11. Partner Benefits Participating in Pilot presents opportunities for:
Inclusion in a Cisco global strategic, innovative offering
Ability to share direction of future capabilities/releases
Ahead of the learning curve for general launch
Partnership and visibility in innovation, sharing the success

12. As Is WebEx Reseller Models
WebEx Global Resale Agreement (GRA)
WebEx Global Price List (GPL)
Contract
Based on standalone WX Global Resale Agreement
Based on standard Cisco Indirect Channel Partner Agreement (ICPA) or SI Agreement
Partner Entry Costs
40+ hours of training by role (AM, FE, SE, TS) & billing integration
AUC Certification Required
Partner Profitability
Partner discount based on full SaaS Practice, added roles for AMs, SEs, L1 Support, Practice Lead & GTM expense
Determined deal to deal based on Partner enterprise operating model. Partner may purchase through distribution, changes the profitability model
Payment Model
WebEx invoices partner, partner invoices end-customer; monthly subscription – variable consumption w/ potential overage
Cisco Invoices Partner- Partner Invoices Customer (typically annual - upfront). Fixed price, no variable consumption
Partner Responsibilities
Full e2e transaction ownership. Partner responsible for sales, L1 support, adoption, retention, tech support, billing (automation integration option). WebEx bills Partner, Partner bills Customer
Introductory services and PAK activation only. WebEx responsible for L-1 Support, Adoption & Retention led by WebEx with the goal to drive through the partner, Tech Support). Cisco Bills Partner, Partner bills Customer.
Price List
Stand alone WebEx Partner Price List. Tier 1 Products are discounted. Tier 2 products are not.
Cisco Global Price List. WebEx offers limited to finite SKU set including EE, MC, Connect – other offers following
Partner Implementation
Cisco Sales Enablement PM manages implementation, PSM manages post-sales support
Partner Ordering Guide
Certifications
SaaS ATP
AUC Certification

13. Pilot Partner Attributes
Invited 1-Tier partner
Direct Credit Line with Cisco (no flooring financing)
Cisco Advanced Collaboration Architecture Specialized (ACAS) (OR Advanced Unified Communications (AUC) Specialized until expired)
Cisco SaaS ATP Certified
Reseller must have a Cisco SIA Order process requires acknowledgement of new WebEx Meeting “Service Descriptions”

14. Pilot Parameters
Net new WebEx Meetings 1.2 orders (microsites only, no shared sites)
Must quote and place SaaS orders via CCW
Must absorb changes to the invoice process (from WebEx to Cisco)
Must have subscription-based or metered billing capabilities
Partner to own the entire end-customer lifecycle
Partner must maintain current WebEx business using As Is Processes, while adding SaaS pilot model for new ‘WebEx 11 Meetings’ business

15. Pilot Constraints
Partner invitation and onboarding to be managed manually
Use of automated systems for onboarding partners (eg: Legal Agreements, ATP, some programs enrollments, marketing programs such as MDF and PMC) are not yet available
Partners cannot migrate existing WebEx contracts
Some incentive programs (VIP, SIP) may not be immediately available
Hybrid Quotes - combining SaaS SKUs with other SKUs – available via manual process on a case by case basis.
Automated TSP (audio) integration is not yet available
Support via manual provisioning

16. 4
Partner Onboarding

17. Activities for Partner Orderability
Internal Onboarding & Partner Invitation
Partner Kickoff
Legal Requirements
ID Tiger Team
BID set-up direct credit for flooring partners
Ops Setup (e.g. SFTP, Tax Exemption Certificates)
SaaS ATP
Role Based Training
Resourcing Need dedicated SMB team (1.2) - Sales - Support
SaaS Capability Training
CCW
Invoicing
Provisioning
Product Training on WebEx 11
Provisioning Training
Sales Training
Activities for Partner Orderability
Place Orders
Create new SaaS deals and orders via CCW
Provide Feedback & Surveys
Owner: Channel Ops
Owner: BU Product Mgmt
Owner: Partner & Cisco Channels
Owners: WWPO & Channel Ops
Owners: PDMs & Channel Ops and Partner

18. Cisco Roles Dedicated Assigned Cisco Account Team (Partner Facing)
Partner Development Manager (PDM)
Partner Service Manager (PSM) for post-sales support
Cisco|WebEx ATP Sales Enablement Program Manager for pre-sales implementation (to help partners with ATP enrollment to implementation)
Channel GTM & Operations team (Supporting Account Team and Partner)
Jeff Bruce, Channels GTM Strategy
Christine Salazar, Channels Operations (Pilot Program Manager)
Linda Shannon, Channels Operations (Pilot Program Change Manager)
Ina’s Role:
For CDW, during pre-sales phase: I will be coordinating cross  pre-sales peering calls for all required trainings and implementation to ensure all last mile hookups are done properly before go live.
Role: Cisco WebEx ATP Sales Enablement Program Manager
Responsibility:
Walk alongside of Partner Organization throughout the entire Sales Onboarding and Enablement Process
Coordinate cross functional peering calls for Billing, Technical Support Training, Order Form Training, and Site Configuration Form Training
Ensure all customized pre-sale last mile hookup are done properly
Monitor and track onboarding progress

19. High-Touch Onboarding Model
High-touch training model for partner success
Cisco ATP role-based training to ensure partner’s staff is well prepared to operate within the ATP program
Customized product training from the WebEx BU consisting of two segments: Provisioning and Sales
System and process training to support new end to end SaaS capabilities & processes
High-touch first order
Cisco tiger team to assist partner with first orders (CCW log-in, using new CCW features, provisioning form, offer branding)
Cisco tiger team to support with new invoicing process/features

20. Partner's Role
Accept Invitation and review requirements to join SaaS ATP program
Identify Partner ‘Tiger’ Team (POC/SMEs per focus area)
Establish direct credit line with Cisco (BID) if partner is a flooring partner.
Submit Tax Exemption Certificates (per state for US partners). Per Cisco tax team:
The partner’s complete legal name must appear on the documents, and they must be addressed to Cisco WebEx, LLC
Include all the registration numbers for each state which they are registered and claiming exemption. We will validate the registration number with the states
Provide the reason for sales tax exemption. Documents must be signed and dated.
Obtain the Necessary Training
Cisco SaaS ATP role-based training, training can be accessed through the SaaS ATP program page, or by visiting the Partner Education Connection
WebEx 11 Product training; this training will be scheduled by the PDM and held in person or via WebEx
SaaS Capabilities Training (CCW & other processes); this training will be scheduled by PDM and the Channels Ops Change Manager will deliver in person or via WebEx
Participate in surveys and provide feedback, as requested
Tiger Team

21. Partner Orderability Schedule
Overall Ops Readiness, Dependent on Point Releases
Sales Reporting Dependency
Credit Check Management
Revenue
Other Dependencies for Channels
Legal – Service Descriptions (update CCW pop-up)
BU Product Ordering Guide (early Oct.)
Complete Training Content
Send Partner Capabilities Training Invitations
Partner Capabilities Training Sessions
Channel Track
RR Criteria
9/9
9/23
9/30
10/7
10/14
10/21
10/28
11/4
11/11
11/18
10/28– 11/01
11/08
11/21
10/06
11/01
11/04
11/04-08
11/17
11/18
Orderability
Q1 Rel
Oct Rel
NPI Complete
PR1 (9/15)
PR2 (9/22)
Program Readiness
User Acceptance Testing
Change Management Deliverables
Partner SaaS Playbook
Partner SaaS Training Material
Partner Private SaaS Community
MEA Deals Manual Process in Q1FY14 Scope
Partner Requirements
Tax Exemption Certificates
Training Completion
Q2 Rel (Change Sub & WX Taxation)
Final NPI Validation

22. 5
Capabilities by Release

23. Channels Track: Framework
Onboard, Legal, Access
GRA or GPL/SIA with addendum, T&C
Tax exemption
Onboarding playbook
US, Canada, UK
Market & Develop
Material to assist partners with value proposition for selling SaaS
VIP23
Commerce & Subscription Management
CCW SaaS features
Hidden SaaS SKUs
Dynamic Pricing
Non-Standard Approval Process
Subscription Lifecycle Management & Renewals
Change Orders
Provisioning& Billing
Partner submits in CCW all provisioning information.
Leverage 11i for billing partner based on usage and method selected at ordering (periodically or 1x)
- SFTP files for invoicing
Customer Support
Partner responsible for entire End-Customer lifecycle: Sales, Marketing, Customer Support, Technical Support, and Customer Billing
No system Changes
No system Changes
Change Management

24. Q1FY14 Quarterly Release - Scope Enabling SaaS Foundational System Capabilities
Q1FY14 Quarterly Release (September 08)
CCW Config, Quote & Price of dynamic subscription SKUs
CCW Ordering integration with Subscription Billing Platform to create SaaS subscription contracts
Provisioning: integration of Cisco Prime and SBP to perform cloud provisioning
Billing & metering: usage-based monthly invoices
Q1FY14 Point Release (September 22)
Q1FY14 Monthly Release (October 06)
For a complete list of Q1 scope items, please view the Q1FY14 Execute Commit
Q1Q2 Invited Partners, U.S.

25. Q2FY14 - Scope Building on Prior Release
Change Subscription Capabilities:
Change term and payment attributes – length of term, prepay
Change item count (upsell) - # ports, # hosts, etc.
Replace Offer
Change item count (downsell) - # ports, # hosts, etc
Add new items to the Quote / Order – add Messenger, Storage, Audio
Cancel an Order before Provisioning
NPI SKU set-up (e.g. config rules)
WebEx Taxation changes in US
Need to collect Tax Exemption Certificates with ‘Cisco WebEx , LLC’

26. Q3FY14 - Scope New and Enhanced Capabilities, Extended Global Reach
Q3FY14 Invited Partners
Offer Specific
WebEx Meetings 1.4 (Enterprise customer focused)
Build out E2E Foundational Capabilities
Price SKUs differently (MDM)
Extend Global Reach
Add Canada and UK
Scale Existing Capabilities
Invoicing Requirements (descoped from Q1)
For a complete list of scope items, reference the Q3FY14 Execute Commit
Canada UK

27. 5
Partner Focus Pilot Process Flows

28. Onboard, Legal, Access Call Outs
Flooring partners will require a Cisco direct credit line, 30-day net, for SaaS orders. Using the ‘SaaS BID’ required for Ordering for correct finance terms
If partner is only a WebEx partner, they need to sign the Cisco ICPA
If partner only has a SIA, they need to sign the SaaS addendum

29. Market & Develop Call Outs
OIP discount can be attached for ‘hunted deals’ when using “Create Deal” in CCW
MDF not available

30. Commerce, Subscription Management
Call Outs
Hidden SKUs for SaaS
Dynamic Attributes for Pricing
No manual renewals, need to place new order
Provisioning Form
[Insert flow diagram]
Step 3.2: Refer to Q2O flows for details

31. Provisioning & Billing
Call Outs
Manual process to add partner domain as site admin (work around)
Tax exemption certificate to avoid tax as resale agent
PO reference line – unique identify for partner reference
FTP changes, usage details by end customer on .xls file via FTP (CR in process, to support current as-is)
[Insert flow diagram]

32. Subscription Lifecycle Management
Call Outs
Invoice summary (currently on bottom of existing invoice) not available. Partner is responsible to reconcile Invoice and Credit Memo for summary.
Invoice will remove negative lines and create new Credit Memo
FTP process, Invoice/CM data, summary and reconciliation files changes (CR in progress)
[Insert flow diagram]