1. BE6000 9.1 Update & Express Collaboration Specialization Overview
Marc Inderhees – Worldwide Channels Collaboration Sales
Jing Zhang – CITG, Product Manager
March 2013

2. Cisco Business Edition 6000 Solution Overview
Feature-rich, Enterprise-class Collaboration Solution Optimized for midsize business
Enterprise-class features
Optimized Pricing and Ordering
Simple Provisioning and Management
Cisco Business Edition 6000

3. Cisco Business Edition 6000 At-a-Glance
SIP Provider
T1/E1 Analog
SIP Trunk
Up to:
1,000 Users
1,200 Total Devices
1,000 Voic Boxes
100 Contact Center Agents
1,000 IM Users
25 Attendant Consoles
50 Sites
High Availability, LAN or WAN
Survivable Branch
PoE Switch
Voice Gateway (Cisco ISR)
The BE6000 is well suited for the Mid-Market. Supporting up to 1,000 users with full VM and IM support. Businesses of this size are usually covered with 100 customer agents and 25 attendant consoles. System availability is one of the reasons customers have been buying Cisco for years, and the BE6000 shines nicely here with redundancy over the LAN or WAN. Additionally it can control up to 50 sites, and these sites can continue to operate even if the internet is lost.
This is server based call control; the BE6000 can use existing routers and infrastructure (sell to anyone on any network), unlike UC500 that was call control and the router, DHCP server, Firewall and more all in one box. So BE6000 can work in gray-field setup that likes their existing firewall or router, etc.; many more opportunities than UC500.
Notes:
PRI, Primary Rate Interface, has 24 channels (23 use able + a D (data) channel that is duplex) and T1 24 channels, and use all 24 channels, but due to just one data channel only get DID or caller ID. So get two T1s, so customer can have both caller ID and direct inward dialing, an E1 is out side North America, 31 channels.
SIP gives customer same functionality as T1 or E1, but need CUBE (Cisco unified border element) to access the world beyond the LAN, so we are traversing the firewall.
Survivable Branch is where BE6K is at one site and the remote site just has an ISR and then the internet goes down, the ISR will assume control of the phones and trunks at that location until the internet comes back and BE6K resumes control
Clustering is usually where within the same data center, there is a master device, and it will handle the load of slave devices that fail, enhanced but perhaps too much redundancy for most businesses
Cisco Business Edition 6000
Optional Clustering (across WAN or within LAN)

4. Cisco Business Edition 6000 Applications
Feature rich collaboration applications
) )
Voic
Unity Connection
Attendant
Console
CUxAC
Emergency Responder
CER
Paging
Server
Call control
CUCM
IM &
Presence
Contact Center CCX
Video
VCS
Unified
Provisioning
Manager
CUCM – your IP PBX
Unity Connection – Unified Voic
Unified Presence – instant messaging
Attendant console – console for th ereceptionist
CCX – IVR, ACD
VCS – video server
Virtualized with Vmware ESXi
Up to 5 applications co-resident on a single server.

5. Applications Provided
Virtualized with VMware ESXi
Application
Scale
vCPU
vRAM
UCM, Unified Communications Manager,
(Required)
1,000 Users or 1200 devices 2 4G
CUC, Cisco Unity Connection
1,000 Voice Mails 1
UPM, Unified Provisioning Manager,
installation GUI
1,000 users on UCM, CUC and IM&P 2G
IM&P, Instant Messaging & Presence
1,000 Full UC, IM & Presence users
CUxAC, Cisco Unified Attendant Console
25 clients
CCX, Contact Center Express
100 Agents
VCS, Video Communication Server
100 transversal/ non-traversal calls
CER, Cisco Emergency Responder
1,000 users
Cisco Paging Server
1000 users, 50 phones/group
Cisco Unified Attendant Console is not installed at the factory and needs to be installed, the other 7 are pre-installed at the factory
Any combination of 5 apps allowed with 8vCPU and 16G vRAM,
Sample configurations:
#1: UCM+CUC+CUPM+IM&P+VCS (Collab Centric with Video)
#2: UCM+CUC+CUPM+IM&P + CCX (Collab Centric with Contact Center, no video)

6. Cisco Business Edition 6000
Flexible applications Redundancy
UCS C-Series
Server #1
VM 1
VM 2
VM 3
VM 4
VM 5
UPM
CUCM
CUC IM
CCX
CUEAC
CUCM
CUC IM
VCS
VM 1
VM 2
VM 3
VM 4
VM 5
UCS C-Series
Server #2 6

7. How to target BE6000 features
BE6000 is all about purpose-built, flexible packaging in Mid-Market
Workforce Mobility
Extension Mobility
Unified Mobility
Jabber
BYOD trends
Integrated Video
Seed VCS Controller
Offer TP/Video endpoints
Customer Interaction
Native Queuing
UCCX
Hunt Group
Attendant Console
Architecture
MediaNet

8. BE6000 vs. Cisco UCM – How to decide?
Collaboration Solution
Cisco Innovations in
Ease of install, simplicity
Managing < 1000 devices
Price Sensitive
Packaged , low-touch solution
BE6000
Customer drivers
users/ growing beyond 1000 users
50+ sites deployment
Already invested in Specs based solution or UCS-B series
Cisco UCM

9. BE6000 Mid-Market Offer Q1CY13 changes

10. BE 6000 9.1 Product Enhancements
Ordering Changes: Three-step process
25 User Starter Bundle with better pricing - Orderable NOW !
Step 1: Buy BE6K (BE6K-ST-BDL-K9=) via Disti
Step 2: Order the 25 user UCL or CUWL starter bundle
Step 3: Additional License purchase as needed
Provisioning Manager Changes: Two provisioning interface options
OPTION 1: Cisco Unified Provisioning Manager (UPM)-BE
Comes pre-loaded with BE6000 server
OPTION 2: Prime Collaboration (PC) 9.0 – Provisioning Manager
Device batch provisioning
Reverse Syncing of settings from device inputs
Note: Available through Product Upgrade Tool (PUT)
Pre-loaded Cisco paging server (InformaCast from Singlewire)
Basic paging through phones (at no additional cost)
Advanced notification features optional
PRIME Collaboration Provisioning 9.0
Same Application for CUCM and CUCMBE
Fresh installations only
Available through PUT with current ESW contract
Migration path from UPM 8.6 to Provisioning 9.0 coming in March
No upgrade path from CUPM 9.0 BE to Provisioning 9.0
Why a customer will choose Provisioning 9.0 to currently pre-loaded UPM 9.0BE
Batch provisioning
Reverse Sync with native interface
Cisco’s direction to converge to single Provisioning tool
Additional applications support in future releases
Video provisioning support in future releases
CBE6K-K9-NEW – For new system,  migration starter bundle and add-on value bundles
R-CBE6K-K9 – Electronic licensing for expansion, add-ons, upgrades and migrations.
BE6K-ST-BDL-K9 – Disti stockable (NEW !)
BE6K-MIG-BDL

11. BE6000 9.1 License High Lights Down Market with Full Collaboration
Small deployment getting cheaper
25 user bundle provides full collaboration solution with competitive price
Easy to order, same way for both direct order and disti order
Simple 3 steps to order: server + start license bundle + adds on
Support all phones types with starter bundles
Start bundle includes Enhanced license with reduced price
Reduce product lead time with easy stocking and easy to fulfill
Only one server SKU to stock, the rest are e-deliverables
Simplify ordering and quoting, only 3 SKUs to get started.
Reduce number of SKU, from 10 to 3, and flexible to order
Reduce impact to ordering in future when hardware change
Limits to hardware SKUs only, no need to creates multiple SKUs
Presentation Progress
12%

12. Mid Market Promo Applies
SKU Simplification and Changes: - Reduce price for small deployment - Simplify ordering structure
Physical delivery:
BE6K-ST-BDL-K9= : $9,400 ( Price Reduction)
Server Bundle with $3,500 price reduction
Electronic delivery:
BE6K-START-UCL25 : $500
25 UCL ENH + Voice Mail
BE6K-START-UWL25: $1000
25 UWL Standard
Related Operation
EOS 50 and 100 user bundles
Use existing adds-on license
Enforce only one starter SW bundle per BE6000 order
Recommend to use the new way to order, but EOS SKUs still orderable for months
Current Price Structure
Direct
BE6K-UCL-50USR
BE6K-UCL-100USR
BE6K-UWL-50USR
BE6K-UWL-100USR BE6K-MIG-BDL
Disti
BE6K-ST-BDL-K9=
BE6K-STBDL2UCL100 BE6K-STBDL2UCL50 BE6K-STBDL2UWL100 BE6K-STBDL2UWL50
Simplify
Add cost for 7900 and 8900
February 2013
Direct & Disti
BE6K-ST-BDL-K9=(existing, reduced price),
BE6K-START-UCL25, BE6K-START-UWL25

13. How to order Redundancy Same steps for Direct order and Disti order
E-deliverables through R-CBE6K-K9
Step1
Step 2
Choose One From
Step 3
UCL start bundle
Server Bundle
Add-on license
and services
Optional : Second Server Bundle for redundancy
CUWL start bundle

14. Example: 25 users with Voicemail Same steps for Direct order and Disti order
E-deliverables through R-CBE6K-K9
Step1
Step 3
Step 2
Add-on license
UCL start bundle
BE6K-START-UCL25
Server Bundle
BE6K-ST-BDL-K9=
(Priced reduce to $9400 on Feb 9th)
$9400
$500
$9,900 list price to cover server and user license for 25 users with voic !
Note: services are not includes here.

15. Example: 50 users with Voic , Cisco Jabber, Full redundancy Same steps for Direct order and Disti order
E-deliverables through R-CBE6K-K9
Step1
Step 2
Step 3
2 Server Bundles
BE6K-ST-BDL-K9=
(Price Reduce to $9400 on Feb 9th)
UWL start bundle
BE6K-START-UWL25
Add-on license
BE6K-UWL-BE
$9400 * 2
$1000
$315*25
$27,675 list price to cover server and user license for 50 users with collaboration and server redundancy!
Note: services are not includes here.

16. Example: 50 users Migrate from BE5000 with CUWL to BE 6000 with Voic , Cisco Jabber, Full redundancy Same steps for Direct order and Disti order
E-deliverables through R-CBE6K-K9
Step1
Step 2
2 Server Bundles
BE6K-ST-BDL-K9=
(Price Reduce to $9400 on Feb 9th)
No need to order start Bundle
Migrate SKUs with UCSS using 9X3
Note: UCSS is required for CUWL

17. Cisco Business Edition 6000 Street Price per User With High-end Phones Includes Routing, trunking, phones and licenses
Street Price for BE 6000 with Mid market Promo before Feb 2013
Street Price for BE 6000 with with Mid Market promo after Feb 2013

18. Important Information
EOS notification for BE 6000 SKUs
A lot of SKUs are under EOS to simplify the ordering process. Please check the following link for details. Those SKUs will stay orderable for till the specified termination time in the notification.
Price Change Announcement
Please click learn more for more details
New ordering Guide for New Ordering Process. Please look for 9.1 version
hnology/ipc/downloads/be_6000.pdf
Please send your questions to BE6000 support community

19. Key Takeaways Reduce cost for server and licenses for 25-100 users
25 user bundle, deeply discounted
Reduced server bundle price
Bundle includes Enhanced licenses instead of Basic license
One way to order, same for direct order and order from Disti
Covered under Mid-market Promo and CB+
EoS of BE6000 SKUs
Disti Stockable SKU: BE6K-ST-DBL-K9=, start stocking!

20. Cisco Express Collaboration Specialization

21. Cisco Collaboration Partner Specializations
Express Collaboration Specialization Partner Profiles:
TelePresence partners moving to Collaboration
SMB Collaboration partners moving to Midmarket
New UC partners moving to Collaboration
Master Unified Communications
Specialization
TP Video Advanced/Advanced Plus ATP
TP Video Express ATP
TP Video Master ATP
TP Video Advanced/Advanced Plus ATP
TP Video Express ATP
TP Video Master ATP
Master TP ATP
Advanced Collaboration
Architecture Specialization
Solution Flexibility/Complexity
Express
Collaboration Specialization
Small Business
Specialization
Express TP ATP
Express TP ATP
Market/Segment
SMB
Midmarket
Enterprise
Specialization
Advanced Technology Program
© 2009, Cisco Systems, Inc. All rights reserved.
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22. Cisco Express Collaboration Specialization (ECS)
New
Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with …
New entry-point into Cisco’s collaboration partner programs
50% lower partner training and investment requirements
Premier Certification
Partner Investment Protection
Enhanced Profitability with Cisco’s Value Incentive Program (VIP)
Payments up to 15%

23. Collaboration Specializations Portfolios
New! Express Collaboration
Specialization (ECS)
Includes all Small Business & Express Foundation Specialization, plus:
Business Edition 6000
Unified Communications Manager Express
All Unified IP and Video Phones
Prime Unified Provisioning Manager Business Edition
Prime Collaboration Provisioning
Jabber (Unified Presence)
Unified Mobility
Unified Border Element
Unified SRST
Unified Attendant Console Business Edition
WebEx Meetings
TelePresence MX300/MX200
TelePresence EX90/EX60
TelePresence C20 Quickset
TelePresence SX20 Quickset
TelePresence MCU 5300/4500/4200
TelePresence Profile 42 with C40
TelePresence Profile C65/55/52
TelePresence Integrator C90/60/40
TelePresence Edge 95 or 75 MXP
TelePresence VCS Starter Pack
TelePresence VCS Expressway with TMS
TelePresence VCS Control with TMS
Master Unified Communications Specialization
Includes all Cisco Collaboration products except those designated restricted by ATP requirements
Advanced Collaboration Architecture Specialization (CAS)
Includes all ECS Specialization, plus:
Unified Communications Manager (Enterprise Edition)
Unified Contact Center Express
Unified Workspace Licensing (All versions)
Unified Enterprise Attendant Console
WebEx Meeting Server
WebEx Social
VXI/VDI
Session Border Controller
Small Business & Express Foundation Specialization
Business Edition 3000
UC 500 Series
UC 300 Series
WebEx WPL
All SPA Phones
Selected Unified IP Phones

24. Cisco ECS Training Requirements
Instructor-Led Training
E-Learning Training
Exam
BE6000 for Account Managers
2 hrs
TelePresence Video Sales Specialist for Express
TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #
Account Manager
10 training hrs
Cisco Sales Expert
6 hrs
BE6000 AM #
# CSE
BE6000 for Sales Engineers
3 hrs
Architecture
System Engineer
43 training hrs
Administering Cisco Voice & Unified Communications
40 hrs
BE6000 SE #
Administering Cisco Voice & Unified Communications (ICOMM) #
Implementing Cisco Voice Communications and QoS v8.0 /
40 hrs
Implementing Cisco Unified Communications Manager, Part 1 /
CIPT1 #
Field Engineer
101 training hrs
TelePresence Video Field Engineer for Express
5 hrs
Implementing Express TelePresence Video Solutions 16 hrs
CVoice & QOS #
Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0) #

25. Express Collaboration Specialization Partner Investment
Maximum Recommended Training Hours (Note: may be as little as 45 hours)
154
With CSE
(6)
148
With TP ATP
(23)
125
With CCNP Voice
(80) 45
Roles (AM/SE or SE/FE may be shared)
Account Manager (AM) 1
Sales Engineer (SE)
Field Engineer (FE)
Estimated Partner Investment
Exam Cost
USD 1.2K
Training Cost
USD 2-10K
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26. Increasing Profitability with Higher-value Collaboration Sales
Deal Details 250 User Customer Opportunity
Annual Opportunity 1 Deal per Month
Revenue
Margins
Partner
Services
Core
BE6000 with TelePresence
Total Revenue $345K
Total Margin $97.5K*
*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins

27. Cisco Collaboration Architecture Differentiated Solution
TelePresence
Unified Communications
Cisco Collaboration
Workspace Apps
Customer
Collaboration
One Vendor, Complete Portfolio

28. Cisco Midmarket Collaboration All the Right Pieces
Award-winning Partner Programs
Simple Requirements
Enhanced Profitability
Investment Protection
Significant Market Opportunity
Evolving Trends
Business Challenges
Embracing Collaboration
Industry-leading Collaboration Portfolio
Complete Portfolio
Award-Winning Collaboration
Continued Innovation
Strong Value
Proposition
Architectural Approach
Enterprise-Class Collaboration
Investment Protection 28

29. Partner Resources Cisco Business Edition 6000, Promotions & Programs
Cisco Collaboration Programs
Cisco Express Collaboration Specialization
Cisco Value Incentive Program
BE6000 Playbook

30. Q&A