1. Endpoint Refresh Program
Drive to Collab
Endpoint Refresh Program
Cisco Collaboration Technology Group

2. Agenda Objective UC Endpoint Landscape Opportunity
Endpoint Refresh Program
Value Proposition
Offers
Scenarios
Tools and Resources

3. Endpoint Refresh Program - Objective
Refresh UC Endpoints install base with new
Feature Rich and Cost Effective Endpoints
Transform every meeting room

4. Current Landscape Install Base : 60+ Million Cisco IP Phones
70% (41M) of install base is series phones
23M End of Sale phones
18M Currently shipping phones
12M End of Sale phones
11M End of Sale & End of Support phones
CTS MXP3000 AMER EMEA APJC GET
CTS INTP 6000 (MXP) AMER EMEAR APJC GET 379
CTS AMER EMEAR APJC GET 788
Install Base : 60+ Million Cisco IP Phones

5. 11 Million End of Sale/Support Models
End Of Sale 7900 Series Endpoints
11 Million End of Sale/Support Models
12 Million End of Sale
Models
These models are in End of Support state
No TAC support
No maintenance firmware releases
These models are in sustaining-only mode
End of Support will be announced for the above phones shortly

6. Why Refresh Now? End of Sale/End of Support Endpoints
Refreshed Feature Rich Endpoints
(Intelligent Proximity, Bluetooth, WiFi)
Rich User Experience
(Wideband Audio, Hi-Res Display)
Opportunity to Video-enable your desktop
Enhanced Operational Efficiency
(Energy Efficient/Green)
Refreshed End of Sale UC Endpoint Portfolio
Opportunity to video enable your desktop
Attractive Trade-in Program

7. Endpoint Refresh Opportunity $ 46M – $ 2.2B
Refresh 1% of End of Sale Install Base
Refresh 100% End of Sale/Support Install Base
23M Endpoints
11M Endpoints
x $ 200
x $ 200
$ 46M Opportunity
$ 2.2B Opportunity
*Based on FY15 mix of new models
Immediate opportunity to tap into the TAM of 2.2 B and refresh all end of support phones

8. Endpoint Refresh Program
Guided Endpoint Refresh
Simplified Order and refresh process
Endpoint assessment Tools
Compelling Offers
TMP promotion for phones
Collaborate Now for Video
Partner Incentives (OIP/SIP/VIP)
Endpoint Refresh
Comprehensive Support
TAC Support
PDI Help Desk
Program Team Support
Focused Enablement
Partner Portal
Collateral
Trainings
Simplified order and refresh process
Endpoint Assessment Tools 8 8

9. Collaboration TMP Bonus for UC Endpoints
Ongoing
Standard Collaboration Offer
Time Limited Offer
Collaboration TMP Bonus for UC Endpoints
TMP Credit:
+15%
TP->TP Endpoints
UC->UC Endpoints
MCU/Video Conferencing
TMP Credit (Discount)
Cisco Eligible Products for TMP Credits
Eligible Products for Trade-in
+20%
IP Phones*: 7821, 8811, 8841
Cisco IP Phone 7900 Series (Desk Phones & Conference Stations)
+25%
IP Phones*: 7841, 7861, 8851, 8861
+30%
IP Phones*: 8831 Or
**Select models
TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts.
TMP Standard Offer Credits and TMP Bonus Offer Credits Cannot Be Combined for UC Endpoints in the Bonus Offer Program.
Final discounts determined by Cisco Account team.

10. Collaboration TMP Bonus for UC Endpoints
Tiered TMP Bonus Incentive by Model
Up to 30% total TMP credit
TMP credits can be stacked (up to 80% off GPL total + VIP)
TMP “Trade-in” eligibility limited to 7900 Series desk phone and conference station installed base
TMP Bonus “Trade-to” offered with select 78xx / 88xx models
TMP standard program rules apply (requires “Trade-in” product return or certificate of destruction/non-use)
TMP Bonus offer period expires January 31, 2015
30% Credit
25% Credit
20% Credit
7841
7821
7861
8831
8811
8851
8841
8861
TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts.
Collaboration TMP Bonus Credit amount is inclusive of all TMP Credit Discounts.
Final discounts determined by Cisco Account team.

11. TMP Partner Participation for Endpoint Refresh
Open to all Cisco Partners—Gold/Silver/Premier/Select/Registered
Partners must register via Partner Program Enrollment (PPE) and accept the T & C’s
Available to Cisco account teams and all Tier 1 and 2 partners
Trade-In Quotes can be created by partners and Cisco
Partners use Cisco Commerce Workspace (CCW)
Cisco internal use SalesForce.com (SFDC)
Available through Jan 31, 2015 to all partners 11

12. How TMP Credits are Applied?
The net credit amount is applied against the adjusted list purchase amount after applying the partner’s standard and program discounts.
The credits are then applied up front at the time of order as shown on the right:
List Purchase Price
- Customer / Partner Discount
= Normal price without program
- Net TMP Trade-In Credit
= Final Discounted Price 12

13. 7800 Series: Extensible Value with Performance
Priced for Midmarket
Superior Audio Quality – Wideband Audio Support
Lower Power Consumption
Customizable, Options: 2, 4 or 16 Lines
7821: $255; : $365; : $395
Availability (8800)
May 2014: Global availability for first three models: 8841/8851/
8811 and Key Expansion Module has FCS in August.
Orderability for all models turns on May 19th
List Price: $495, $595, $695 US depending on model selected
Successor to the popular 7900 series phones – but NO PLANS TO EoS 7900 at this time….
Superior quality audio performance with wideband audio and ETSI compliance for echo cancellation
New Ergonomic Design with 5 inch High-res widescreen Grayscale & Color Displays
Extensibility with USB, Bluetooth and optional Key Expansion Modules
Charge personal mobile devices
Bring mobile to the desktop with Cisco Proximity for Mobile (8851/61)
Jabber Video/Move Audio Path (tablet support to come later in CY 2014 – requires software update)
The Cisco IP Phone 8800 Series, a highly-reliable, powerful, scalable voice-communications portfolio , is the first IP Phone portfolio to integrate select feature capabilities of Cisco’s Intelligent Proximity
1. Integrating the World’s of Mobile and Desktop: IP Phone 8800 Series models 8851 and 8861 support Cisco’s Intelligent Proximity – enabling the sharing of contacts and call histories, moving of the audio path, during active voice and video calls while on personal mobile devices, to the 8800 Series phone for superior audio performance. It’s all done simply and conveniently, when in range of the 8800 Series, using Cisco’s Intelligent Proximity. In addition, charging of personal mobile devices is also supported on selected 8800 Series models.
IP Phones 8851 and 8861 support Cisco Intelligent Proximity, enabling users when in range of the IP Phone 8800 Series endpoint to share contacts and call histories and even move the audio path from active voice and video calls on personal mobile devices, to 8800 Series phones for a superior audio acoustic experience. In addition, select 8800 Series phone models can use their USB ports to charge personal mobile devices when at the desk. These features bring the worlds of desktop and mobile closer together.
2. Extensible Value with Performance: The 8800 Series family delivers affordable, superior quality audio performance with wideband audio and ETSI compliance for echo cancellation, five-inch high-resolution widescreen displays and extensibility on selected models with USB, Bluetooth and Key Expansion Modules. USB and Bluetooth offer users greater choice in their device accessories, while optional Key Expanison Modules add scalability in line and feature key appearances, beyond those standard with the IP Phone 8800 Series.
The IP Phone 8800 Series (selected models) offers investment protection and extensibility with its planned future support for Key Expansion Modules (KEM’s). (These will be available August 2014 for 8851 and 8861 models). Use cases include managers and administrative staff for additional line appearances beyond those standard with the phones themselves, shared lines (i.e., between administrative assistant and manager for increased responsiveness), speed dials for ease in dialing. KEM’s enable human touch points in smaller departments whose call handling needs are very basic and do not require the sophistication that an Attendant Console position would bring.
3. Simpler, Enhanced User Experience. New ergonomic design and software user-interface delivers a more productive, easier-to-use communications experience. This is facilitated with introduction of backlit, higher-resolution widescreen displays (800 x 480 pixel or WVGA) to view displayed content more easily at-a-glance and a five-way navigation cluster to help both with menus and XML data applications when used on the devices.
New Software Architecture
Presents Cisco Unified Communications features in a more intuitive, modern, user-friendly way. Available communications transactions and user options are presented more clearly and intuitively, without compromising the breadth or power of communications features available from Cisco collaboration solutions.
Common IP Phone Software
With introduction of the IP Phone 8800 Series, the IP Phone software (firmware) is common with the IP Phone 7800 Series. For IT administrators, this can help reduce time and costs to administer Cisco IP Phones, as the same firmware update can apply across both phone series’. This simplifies administration vs. separate firmware software streams for each series.
Video call support on tablets, using Jabber, while moving audio path to 8800 Series will NOT be available at time of FCS of 8800 Series. In addition, voice and video calls with the ability to move audio path to the 8800 Series is model dependent and is not supported on all 8800 Series phone models!
8800 Series phone models supporting these features is model dependent
European Telecommunications Standardization Institute
Our announcement of the new 8800 Series endpoints does not implicate our existing portfolios, such as the 7900, 8900 and 9900 Series endpoints. They shall remain active and available for sale.

14. 8800 Series: Extensible Value with Performance
Brings mobile to the desktop with Cisco Proximity for Mobile
Extensibility with Key Expansion Modules and Jabber on Mobile devices
Charge personal mobile devices
New ergonomic design with 5 inch high resolution displays
8811: $445; : $ : $595; : $695
Cisco Intelligent Proximity for BYOD
Import Contacts and Call History
Move Audio Path During Active Voice and Video Jabber calls on Smartphones & Tablets**
Availability (8800)
May 2014: Global availability for first three models: 8841/8851/
8811 and Key Expansion Module has FCS in August.
Orderability for all models turns on May 19th
List Price: $495, $595, $695 US depending on model selected
Successor to the popular 7900 series phones – but NO PLANS TO EoS 7900 at this time….
Superior quality audio performance with wideband audio and ETSI compliance for echo cancellation
New Ergonomic Design with 5 inch High-res widescreen Grayscale & Color Displays
Extensibility with USB, Bluetooth and optional Key Expansion Modules
Charge personal mobile devices
Bring mobile to the desktop with Cisco Proximity for Mobile (8851/61)
Jabber Video/Move Audio Path (tablet support to come later in CY 2014 – requires software update)
The Cisco IP Phone 8800 Series, a highly-reliable, powerful, scalable voice-communications portfolio , is the first IP Phone portfolio to integrate select feature capabilities of Cisco’s Intelligent Proximity
1. Integrating the World’s of Mobile and Desktop: IP Phone 8800 Series models 8851 and 8861 support Cisco’s Intelligent Proximity – enabling the sharing of contacts and call histories, moving of the audio path, during active voice and video calls while on personal mobile devices, to the 8800 Series phone for superior audio performance. It’s all done simply and conveniently, when in range of the 8800 Series, using Cisco’s Intelligent Proximity. In addition, charging of personal mobile devices is also supported on selected 8800 Series models.
IP Phones 8851 and 8861 support Cisco Intelligent Proximity, enabling users when in range of the IP Phone 8800 Series endpoint to share contacts and call histories and even move the audio path from active voice and video calls on personal mobile devices, to 8800 Series phones for a superior audio acoustic experience. In addition, select 8800 Series phone models can use their USB ports to charge personal mobile devices when at the desk. These features bring the worlds of desktop and mobile closer together.
2. Extensible Value with Performance: The 8800 Series family delivers affordable, superior quality audio performance with wideband audio and ETSI compliance for echo cancellation, five-inch high-resolution widescreen displays and extensibility on selected models with USB, Bluetooth and Key Expansion Modules. USB and Bluetooth offer users greater choice in their device accessories, while optional Key Expanison Modules add scalability in line and feature key appearances, beyond those standard with the IP Phone 8800 Series.
The IP Phone 8800 Series (selected models) offers investment protection and extensibility with its planned future support for Key Expansion Modules (KEM’s). (These will be available August 2014 for 8851 and 8861 models). Use cases include managers and administrative staff for additional line appearances beyond those standard with the phones themselves, shared lines (i.e., between administrative assistant and manager for increased responsiveness), speed dials for ease in dialing. KEM’s enable human touch points in smaller departments whose call handling needs are very basic and do not require the sophistication that an Attendant Console position would bring.
3. Simpler, Enhanced User Experience. New ergonomic design and software user-interface delivers a more productive, easier-to-use communications experience. This is facilitated with introduction of backlit, higher-resolution widescreen displays (800 x 480 pixel or WVGA) to view displayed content more easily at-a-glance and a five-way navigation cluster to help both with menus and XML data applications when used on the devices.
New Software Architecture
Presents Cisco Unified Communications features in a more intuitive, modern, user-friendly way. Available communications transactions and user options are presented more clearly and intuitively, without compromising the breadth or power of communications features available from Cisco collaboration solutions.
Common IP Phone Software
With introduction of the IP Phone 8800 Series, the IP Phone software (firmware) is common with the IP Phone 7800 Series. For IT administrators, this can help reduce time and costs to administer Cisco IP Phones, as the same firmware update can apply across both phone series’. This simplifies administration vs. separate firmware software streams for each series.
Video call support on tablets, using Jabber, while moving audio path to 8800 Series will NOT be available at time of FCS of 8800 Series. In addition, voice and video calls with the ability to move audio path to the 8800 Series is model dependent and is not supported on all 8800 Series phone models!
8800 Series phone models supporting these features is model dependent
European Telecommunications Standardization Institute
Our announcement of the new 8800 Series endpoints does not implicate our existing portfolios, such as the 7900, 8900 and 9900 Series endpoints. They shall remain active and available for sale.
BOARDROOM

15. 790x/791x Series to 7800/8800 Series
2.5M EOS 7902, 7905, 7910, 7912 Phones
7800, 8800 Phones
Example:
Refresh 7906 with 7821
Example:
Refresh 7910 with 7841
Partner List Price for 7821
$255
Partner Standard Discount
42%
OIP / TIP Discount 8%
TMP Discount
20%
Final Partner Upfront Discount
70%
Partner Net Price
$76
Partner List Price for 7841
$365
Partner Standard Discount
42%
OIP / TIP Discount 8%
TMP Discount
25%
Final Partner Upfront Discount
75%
Partner Net Price
$91
78/88xx – 10% on

16. 7940/60 Series to 7800/8800 Series 8M EOS 794x, 796x Phones
Example:
Refresh 7960 to 8851
Partner List Price for 8851
$595
Partner Standard Discount
42%
OIP / TIP Discount 8%
TMP Discount
25%
Final Partner Upfront Discount
75%
Partner Net Price
$148

17. 8831 Series: Conference Phone Portfolio
HD Audio enables high quality in-room collaboration
Greater Flexibility support for wired and wireless microphones
Greater scale with Daisy Chaining support
New ergonomic design with inch displays
HD Audio enables high quality in-room collaboration across participants and sites
Enhanced Usability and Ergonomics via separate/tethered keypad/control unit
Large high-resolution 3.5” Grayscale Backlit Display (396x162)
Greater Flexibility & Scale support for wired and wireless (through DECT) microphones as well as Daisy Chaining
8831: $1395
BOARDROOM

18. 7935/36 Conference Phone Refresh
234K End of Support 7935, 7936 Phones
8831 Conference Phone
7935/36 Conference Phone Refresh
Example:
Refresh 7935 to 8831
Partner List Price for 8831
$1395
Partner Standard Discount
42%
OIP / TIP Discount 8%
TMP Discount
30%
Final Partner Upfront Discount
80%
Partner Net Price
$279
When is VIP applied. – 5% on what partner paid (ASP) 8831
Check if OIP/SIP/TIP are applied at time of placing order.
Is VIP rebate after order is executed

19. Video Empower Every Desk and every Meeting Room
Transform your install base with Video
7960
DX80
DX650
DX70
7910
7940
7935/36
Speaker Track 60
MX200/300
MX700/800
Recommended version CUCM 9.1 or higher
Transform the desk space for greater efficiency
Extend your Collaboration Capabilities
Video Enables faster Innovation
Meet Face-to-Face regardless of location
Collaborate how and when you want
Video Empower Every Desk and every Meeting Room

20. Collaboration Desk Space Portfolio
WebEx
Jabber
DX 650
DX 70
DX 80
EX60
EX90
$0-$89 per user
List Price
No Cost
$1,695
$2,750
$3,990
$8,970
$12,870

21. Cisco Collaboration Room Endpoint Portfolio
SX10
SX20
SX80
Speaker
Track 60
MX200
MX300
MX700
MX800
Single Camera
MX700
MX800
Dual Camera
$7,900 -
$11,900
$17,900 -
$30,500*
$17,900 |
$23,900
List
Price
$3,990
$15,900
$49,900
$55,900

22. Refresh with Video : Use Cases
Desk Space Transformation
Meeting Room Transformation
Quiet Room,
Hot Desking
Knowledge Worker,
Executive
Remote Expert, Teleworking
Development Room
Meeting Room
Briefing Area

23. Video Enable your Desktop
DX80
DX70
7960
7940
Example: (US)
Refresh 7940 to DX70
Example: (US)
Refresh 7960 to DX80
Partner List Price for DX70
$2750
Collaborate Now
60%
Partner Net Price
$1100
Partner List Price for DX80
$3990
Collaborate Now
60%
Partner Net Price
$1596
When is VIP applied. – 5% on what partner paid (ASP) 8831
Check if OIP/SIP/TIP are applied at time of placing order.
Is VIP rebate after order is executed
Add a video architechture slide

24. Video Enable your Meeting Room
7935/36
SX10
7935
Example: (US)
Refresh 7935 to SX10
Partner List Price for DX70
$3990
Collaborate Now
60%
Partner Net Price
$1596
When is VIP applied. – 5% on what partner paid (ASP) 8831
Check if OIP/SIP/TIP are applied at time of placing order.
Is VIP rebate after order is executed
Add a video architechture slide

25. “CUCM Upgrade Central” v4.1 includes Endpoint Assessment
Available
now on the App Store
Readiness Assessment iPad App
CUCM v9.1 and v10.5
Unity/Unity Connection
Contact Center Express
MeetingPlace
Presence Server
Attendant Console
License Count Usage report
Support and Collateral for BE6000/BE7000
English, French, German, Spanish, Portuguese & Mandarin support
iPad App:
Web Tool:

26. Partner Landing Page One-stop shop for Endpoint Refresh Resources
Endpoint Refresh Program Info
Value proposition
Promotions and Offers
Forums and support community

27. Endpoint Refresh - Deal Mechanics
Endpoint Refresh – Step-by-Step Overview
Refresh UC Endpoints install base with new
Cost Effective and Feature Rich Endpoints
Endpoint Refresh Program
Endpoint Refresh - Deal Mechanics 1 2 3 4
Program Enrollment
Quote Creation
Ordering
Returns

28. Endpoint Refresh – Step-by-Step Overview1 2 3 4
Program Enrollment
Quote Creation
Ordering
Returns
Annual Enrollment through Partner Program Enrollment (PPE)
Read and Accept Program T’s and C’s

29. Endpoint Refresh – Step-by-Step Overview1 2 3 4
Program Enrollment
Quote Creation
Ordering
Returns
Partner:
Create Quote in Cisco Commerce Workspace (CCW)
Cisco:
Approve CCW Quote or Initiate Quote Through SalesForce dotcom (SFDC)

30. Endpoint Refresh – Step-by-Step Overview1 2 3 4
Program Enrollment
Quote Creation
Ordering
Returns
Direct Orders:
-Partner Places Order and Provides Deal ID and
TMP Quote Number
-Must Select “Trade-In” as the Order Type
Two-Tier Orders:
Partner Places Order Against Approved Distribution Authorization ID (DART)

31. Endpoint Refresh – Step-by-Step Overview1 2 3 4
Program Enrollment
Quote Creation
Ordering
Returns
Return Materials Authorization (RMA) Notification (Listing Traded-In Products) is Sent to the Partner when Last Purchased Product Is shipped
Schedule Pick-Up Requests Using the Product Online Web Returns (POWR) Tool
Trade-In Products Are Due Back to Cisco Within 180 Days of RMA Notification
Certificate of destruction required if not returned

32. Endpoint Refresh- Resources
Landing Page for All Drive to Collab Resources
Customer Landing Page:
Partner Landing Page:
TMP Promotion:
Support Alias for Drive to Collab Questions
Drive to Collab Program Team:
TMP Team:

33. Call to Action and Key Takeaways
Take UC Endpoints to the next level – extensible value and performance
Lead with business conversations
Accelerate Endpoints Refresh
Win in Video – We have shown really great progress in making business grade video affordable. Now is the time to take that message to your customers. Our new TP endpoints have never been more affordable and easy to deploy. You have just seen how we are doing this for in-room systems, and in the coming months we will continue the momentum on the personal end point side.
We are continuing to improve experiences for the user but also making it much easier for administrators and IT managers to deploy and manage
Remember Cisco is the only vendor to provide collaboration solutions from mobile devices all the way up to the executive suite and do so with a common architecture across any deployment model
Make sure you lead with business conversations – it is the key to winning the hearts and minds of LOB
Reminder Tune in to Cisco Live for all the new & exciting announcements
CMR Takeaways
Prequalify your existing WebEx and Video Customers
Complete your Presales and Deployment Training
Deploy Internally

35. 78xx Key Features CUCM 8.5.1+ BE6K 8.6.x+ CP-7821 CP-7841 CP-7861
Display
396 x 162
Mono (3.5”)
Ethernet Switch
10 / 100
10 / 100 / 1000
Programmable Line Keys 2 4 16
Programmable Soft Keys
Headset Port ✔
EHS Support (AUX)
Full Duplex Speakerphone
Wideband Audio
POE Class 1
Protocol
SIP
Replaceable Bezel
List Prices
$255
$365
$395

36. 88xx Key Features CP-8811 CP-8841 CP-8851 CP-8861 Key Module
Display
800 x 480
Greyscale(5”)
WVGA (5”)
Ethernet Switch
10 / 100 / 1000
Programmable Line Keys
5 x 5
18 * 2 Pages = 36
Programmable Soft Keys 4
Headset Port (RJ9) ✔
EHS Support
Full Duplex Speakerphone
Wideband Audio
Integrated Bluetooth
USB
KEM Support
✔(2)
✔(3)
Wifi
External Audio Port
POE Class 2 3
Protocol
SIP
List Prices
NTE: $445
$495
$595
$695
NTE: $490
Lower price point …