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© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12007 WW UCPS
Cisco UnifiedWorkspaceLicensingOne Level Deeper
Taylor CollyerDirector, Unified Communications Business Unit
Jay MeissnerSales Business Development Manager,World Wide Channels
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 2
Cisco Unified Workspace Licensing
The simplest, easiest, most cost-effectiveway to get Cisco UC
Includes
UC client software
UC server software
UC access rights
All in a single user license!
At a killer price
Also provides for 3 years ofupgrades and service
Strategic new licensing model for Cisco
New
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 3
Standard ($315 List) Professional ($415 List)
Video Conferencing
Web Conferencing
Audio Conferencing
Mobile Phone Client
Presence Presence
Mobility (with Sim Ring services) Mobility (with Sim Ring services)
Soft Client Soft Client
Voice Messaging Voice and Unified Messaging
License for One Phone Unlimited Phone Licenses
For Only $100 More Receive
$409 of Value
Priced To Accelerate Applications AdoptionStandard Edition vs. Professional Edition
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 4
Converged Network and Integrated Security
PersonalCommunicator
IP Communicator
Video Advantage
Presence
MobilityAdvantage
MobileCommunicator
Mobility Manager
CommunicationsManager
IP Phones
Desk
Mobile
Video
Unity Messaging
Unity ConnectionMessaging
MeetingPlaceConferencing
Meeting PlaceExpressConferencing
Messaging andConferencing
MobilityClients andPresence
Media Routing andCall Control
Cisco Unified Workspace Products
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 5
What You OrderCUWL Pro
What You OrderA-la-carte
CUWL Pro Cisco Unified CommunicationsManager Software
DLUs for Phones
DLUs for Presence
DLUs for Soft Clients
DLUs for Mobility (Cisco UnifiedCommunications Manager 6.x)
Cisco Unified Mobility Software (CiscoUnified Communications Manager 4.x/5.x)
Cisco Unified Mobility Licenses (CiscoUnified Communications Manager 4.x/5.x)
Cisco Unity or Unity Connection Software
Cisco Unity or Unity ConnectionVoice Mailboxes
Cisco Unity or Unity ConnectionIMAP Licenses
Cisco Unity or Unity ConnectionWeb Access License
Cisco Unified Personal Communicator
Cisco Unified IP Communicator
Cisco Unified Video Advantage
Additional DLUs for Adjunct Phones
Cisco Unity Unified Mailboxes
Cisco Unified Mobility Advantage
Cisco Unified Mobile Communicator
Cisco Unified MeetingPlace Voice Ports
Cisco Unified MeetingPlace Web Ports
Cisco Unified MeetingPlace Express Voice Ports
Cisco Unified MeetingPlace Express Web Ports
Cisco Unified MeetingPlace ExpressVideo Ports
How Does it Compare to the Old Way?
Reduces BOM creation time, quote time, order time
Covers ALL Cisco phone types—Unlimited phones per user
No DLUs
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 6
Existing User Target User Price*
CUCM CUWL Std $120 Introductory$150 List
CUCM CUWL Pro $175 Introductory$225 List
CUCM + Any Application in CUWL CUWL Std $80 Introductory$100 List
CUCM + Any Application in CUWL CUWL Pro $135 Introductory$175 List
CUWL Std CUWL Pro $120 List
Note: Intro Pricing good throughout FY ’08, OIP is not available in all locations
Migrating Existing Customers
A “Better Upgrade” – OIP* and VIP 10 for Upgrades
Discuss Budget today with your customer
Rewards existing Cisco UC customers
Application Integration Multiplier Service Revenue
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 7© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 7
Why CUWL is for you!
UC Apps create customer business relevance
Drive application integration multiplier for service revenue
Customer stickiness—3 years of upgrades
New opportunities for mobility, video, contact center, etc
Forgo unnecessary expense associated withExchange 2007 upgrades
Customer Approach: New & Existing customers
Lead with Cisco UC Advanced applications
Relate: business needs to one or more application
CUWL—All Apps for the price of ONE MORE!
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 8© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 8
Win with CUWL!Partner Comments
Approach with Applications
“What I am finding is that when you start with a conversationabout the advanced apps with Cisco UC… …and then finish thepricing conversation on the CUWL program—We are getting a tonof requests for proposals”
New Customer Value Prop:
“we lined out the price they pay per user today for dial tone andvoicemail, and then tell them that for $80 more they could getMobMan, CUPC, and Presence, they were very excited becauseof how much they would have had to spend on deploying JUSTONE of those apps stand alone.“
“they are also seeing the value of the CUWL licensing so they caninstall when they want, and save 30-50% per user“
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 9© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 9
Upgrade Existing Customers!
“Customer has Unity VM today with CM. They areinterested in going to UM but the price point wassomething they were not sure of and they had also beenthinking about MSFT UM because they have an EA.Cisco UM is $135 per user today when purchasednew. When we showed them how we could upgradethem to a Professional CUWL license for each user for$135 per – and give them Mobility, CUPC, Presence,MPx, and Mobile CUPC for the same price—It was anabsolute no brainer for them.”
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 10
CUWL Pro vs. CM/UM—250 Example
Note: 250 users—Each with a 7961 IP Phone, CM 6.0, Unified Messaging,Smart Net, 3 yr UCSS and 1 yr ESW, and supporting servers
Increase MARGIN by 34% with a 12% deal increaseplus increase application integration services
For $17,310 more and we put $10,659 extra VIP inyour pocket (not including +1% Gold, +2% Master)
VIP for Call Control: 21% in CUWL, 15% A la carte
Description (250 Users) CUWL Pro CM 6.0 & UM
Total Price @ 42% Discount $166,049 $148,739
Product Margin (8% assumed) $22,903 $20,516
Total VIP $28,649 $17,990
Total Margin $51,552 $38,506
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 11
CUWL Std / Pro (50/50) vs. CM/UM
Note: 250 users—Each with a 7961 IP Phone, CM 6.0, Unified Messaging Pro, Std–VM,Smart Net, 3 yr UCSS & 1 yr ESW, and supporting servers
Increase MARGIN by 24% with a 4% deal increaseplus increase application integration services
For $5,439 more, we put $9,132 extra VIP in yourpocket (not including +1% Gold, +2% Master)
VIP for Call Control: 21% in CUWL, 15% A la carte
Description (250 Users) Half & Half CM 6.0 & UM
Total Price @ 42% Discount $154,232 $148,739
Product Margin (8% assumed) $21,273 $20,516
Total VIP $26,365 $17,990
Total Margin $47,638 $38,506
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 12
CUWL Std vs. CM/UM
Description (250 Users) CUWL Std. CM 6.0 & UM
Total Price @ 42% Discount $142,414 $148,739
Product Margin (8% assumed) $19,643 $20,516
Total VIP $24,082 $17,990
Total Margin $43,725 $38,506
Note: 250 users—Each with a 7961 IP Phone, CM 6.0, Unified Messaging, (Std – VM only)Smart Net, 3 yr UCSS and 1 yr ESW, and supporting servers
Increase MARGIN by 14% with a 5% deal decreaseplus increase application integration for Services
For $6,325 less, we put $6,092 extra VIP in yourpocket (not including +1% Gold, +2% Master)
VIP for Call Control: 21% in CUWL, 15% A la carte
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 13© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 13
Do You Have an Upgrade Strategy?
Things to consider in addition to CUWL
Leverage Independent Software Vendor (ISV’s) in your
migration approach
As an extension of your sales force
Applications, Solutions, and Resources
Vertical Applications and Industry Solutions (examples)
Retail: clock in clock out
Education: emergency notification
Where to find them? Tonight in the TSF!
Industry Solution Partner Network (ISPN)
Increase Margins: Solutions Incentive Program (SIP)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 14
Workspace Licensing Pays Off
Initial deal-UC and wireless products
CUWL increased deal size by 25%
Initial roll out to 7200 users, willexpand to 35,000 users
Key conversations:
Simplified license management forthe customer (and the sales person)
Accelerated deploymentof new features
Reduced costs per user
Nissan motor R&D division—JapanInnovative leadership through IT
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 15
* 1-yr Contracts are Allowed for Governmental and Educational Institutions
CUWL Details
Upgrades: CUWL requires 3-year UCSS
Upgrades for all client and server software
1-year option available in select cases
Service/Support: Essential Operate Services (ESW)
Required to activate the UCSS contract
Contracts are offered in 1-year increments
250-user minimum first order size
Additional users in any quantity
Entire cluster must be CUWL
Standard and Pro mixing is allowed
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 16
DaGamaMid 2010
ToledoMid 2009
DublinMid 2008
• New releases of UC Manager, Unity,Meetingplace, Presence, Unified Clients,Mobility
• Platform-independent UC Manager• TP interoperability with non-TP endpoints• Add’l IBM, Microsoft, and WebEx interop• Mobile UC product suite on new platforms
• New releases of UC Manager,Unity,Unity Connection, Meetingplace,Presence, Unified Clients, Mobility
• Next-gen User Experience• Advances in Scalability• Advances in “services in the network”• Advances in TCO
• New releases of UC Manager, UnityConnection, Meetingplace, Presence,Unified Clients, Mobility
• Advances in virtualization• Advances in scalability• Advances in “services in the network”
What Does UCSS Get Me?Select UC Roadmap Items
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 17
EssentialOperate Service
Sample SKU
Cisco Brand Resale ESW CON-ESW-CUWLSTD1
Cisco SharedSupport
SESW CON-SESW-CUWLSTD1
PVSO PESW CON-PESW-CUWLSTD1
Services Provider SP-ESW SP-ESW-CUWLSTD1
CollaborativeServices
CBSW CON-CBSW-CUWLSTD1
Similar to the Multiple Service Programs of Operate Services Available for a la Carte Products, the Same Programs are Extended to the Workspace Licensing
CUWL Eligible for Shared Support
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 18
Call to Action
Lead with the Workspace and CUWL
Enables Business Transformation
Increase application services opportunities and deal size
Save time, be more efficient, make more money
Develop an installed base upgrade strategy with CUWL
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 19
For More Information
WebsitesPartner: http://www.cisco.com/go/partners-uc
External: http://cisco.com/go/workspace_licensing
SupportCustomer and partner email alias for support on Cisco UnifiedWorkspace Licensing pricing, migration, or other questions.cuwl-support@external.cisco.com
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 20
Q and A
© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UCPS 21