Collaboration Mid Market solutions Partners Collaboration ...Nortel/Avaya Acquisition Distractions...

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential 1© 2010 Cisco and/or its affiliates. All rights reserved.

May 2011

Jordan/Lebanon Partners Workshop

Nizar Saadi

Collaboration Partner BDM

Collaboration Mid Market solutions

Partners Collaboration Programs

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

• Why Mid Market Cisco Unified Communications?

• Why Adopt Now?


Business EditionSolution Overview


Cisco Unified Communications Manager Business Edition 5000

ConferencingTelepresenceEnterprise

Social Software

Mobile

Applications

Customer

Care

IP

CommunicationsMessaging


• Capacity for up to 500 users

• Support for up to 20 sites

• Enhanced Desk Phone Features

Do Not Disturb, Intercom and Audio Message Waiting Indication, Secure Conferencing, Call Recording, and Silent Monitoring

• Integrated Cisco Unified Mobility

Single number reach, single voicemail box, device mobility

• Increased Resiliency

Ensures users have access to key features such as Extension Mobility,Call Forwarding, and Message Waiting Indication even during network outages


• Capacity for up to 1000 users

• Support for up to 50 sites

• Enhanced Desk Phone Features

Do Not Disturb, Intercom and Audio Message Waiting Indication, Secure Conferencing, Call Recording, and Silent Monitoring

• Integrated Cisco Unified Mobility

Single number reach, single voicemail box, device mobility

• Increased Resiliency

Ensures users have access to key features such as Extension Mobility,Call Forwarding, and Message Waiting Indication even during network outages


• Voice messaging and robust Automated Attendant functions

Intelligent call routing using call transfer rules

Easily customizable call screen and message notification options

On-server message store

• Voice recognition features

Simple natural speech commands for voicemail browsing

• Desktop access to your messages

Play voice messages with your e-mail clientor web browser

Visual Voicemail access to your messages on the phone display


• Single business number reach, single voicemail box

Allows business call continuity inside and outside office by extending calls to a max of four phones simultaneously

Preserves enterprise call coverage services

• Desktop pickup and Cell Phone pickup

Device Mobility between desktop and mobile phone

• Support for single mode WiFi phones (Cisco 792x Series)as well as dual mode smart phones (Nokia E-Series)

WIRED WIRELESS


Value Based Business Endpoints

Traditional telephony-like

User Experience

Flexible communications:

Full-duplex speakerphone

Selected basic endpoint

applications (XML)

Energy-friendly

Advanced CollaborativeMedia Endpoints

Interactive video, HD voice, large color displays

Wide array of endpoint applications

USB connectivity, Wi-Fiand Gigabit Ethernet

Energy-friendly

Advanced ProfessionalMedia Endpoints

HD voice, large color displays

Wide array of endpoint applications

USB connectivity

Energy-friendly

Advanced Business Endpoints

Desktop, Conference Room

and Wireless endpoints

High Definition wideband voice

Gigabit ethernet switch port

Wide array of endpoint

applications (XML & Midlets)

Monochrome and color

displays

Power over Ethernet capable

Energy-friendly


Cisco WebEx

Connect

Cisco Unified

Personal

Communicator

3rd Party EIM Client

(Sametime, MOC, XMPP)

Provides On-Ramp to Collaboration

Deployment Options


AnnotationApplication and

desktop sharingWhiteboard

Scalable

capacity

Presentation

documents


• Cisco Unified Workspace Licensing Business Edition

• Procure a broad range of applications and services on a per-user basis

• Includes:

UC client software

UC server software

UC access rights

All in a single user license!

• At an affordable and competitive price

• Combining with Unified Communications Software Subscription provides 3-years of new release upgrades and tech support


Cisco SocialMiner (available April 2011)

Cisco Unity and Unity Connection

Cisco Unified Presence

Cisco Unified Communications Manager

WebEx Meeting Center

Cisco WebEx Enterprise Edition (available May 2011)

Digital Media Suite, including Cisco Show

and Share, Cisco Digital Sign and

Cisco Cast (software)

Cisco Intercompany Media Engine

WebEx Connect 6 Enterprise Instant Messaging

Give Every User the Full Collaboration Workspace Experience,

not Just Dial Tone and Voicemail

Already Discounted at an Estimated 90%

Discount off End-user List Price

Cisco Unified MeetingPlace


Cisco netManager Unified Communications

Cisco IP Communicator

Cisco Adaptive Security Appliance

Cisco Unified Enterprise Attendant Console

Cisco Unified Communications Business Edition

Cisco Unified Communications Management Applications

Cisco Unified Personal Communicator

Cisco Unified Mobile Communicator

Cisco Unified Mobility Advantage

Complimentary Plantronics Headsets

Cisco Unified Communications Widgets

© 2010 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14

Cisco Unified Contact Center Express

Cisco Unity Connection Failover


Call center agent support for:

• Cisco Unified Contact Center Express with up to 100 agents

• Improved customer service quality

• Improved customer service response time

• Shortened customer waiting queues

• First call issue resolution

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16

• See instant availability of contacts in your buddy list

• Send an instant message

• Simple click to initiate a call

• Escalate to a web conference

• Real time collaboration

• Faster decision making

• Improved productivity by connecting on the first try

Available

Away

In a meeting

On the phone

Do not disturb

Off-line


• Introducing ability to deploy Unified Communications applications in a virtualized environment

Supported on Unified Computing System

Based on market-leading VMware vSphere ESXi

• Ensure performance, reliability, management and high availability

• Support across key UC applications

UCS C200

Benefits

Lower TCO

Increased Agility

Investment Protection

17


• Reduced Total Cost of Ownership (TCO) w/server consolidation

• Industry leading hypervisor – Vmware vSphere (ESXi)

Unified CM

Unity Connection

Unified Presence

Unified Contact Center

Express

Unified CM

Business Edition 6000

On Cisco UCS

C200M server

Nizar Saadi

Collaboration Breakawayhttp://www.cisco.com/web/partners/sell/technology/collaboration/collaboration_breakaway.html


Shifting

Alliances

Challenges for

Nortel/Avaya

Acquisition

Distractions

75% Cisco Base are on

Communications

Manager

pre-7.0 release

(opportunity

to upgrade

and expand)

29%Cisco Base

only have one

application

deployed

$4B+Emerging Markets

Opportunity to

capture non-Cisco

phone users


Effective August 9, 2010—July 30, 2011*

A complete program designed to enable Cisco and partners to

migrate new and existing customers to Cisco Collaboration

solutions from competitive legacy solutions

Product Discounts

Services Discounts

Sales Execution and Demand Generation Assets

*Bookings of Cisco Collaboration Breakaway deals will be allowed until October 31, 2011


Eligible Customers

1

New competitive

displacement opportunities

2

Existing Cisco Unified

Communications Manager *

3.x - 6.x customers who

commit to upgrade to 7.x or

8.x

PBX competitor takeout

*Includes Unified Communications Manager Express pre 7.0 releases

Eligible Partners All Cisco Certified Partners

(Gold, Silver, Premier and Select)


Target Competitors

*Avaya = Avaya and Nortel Branded Equipment

SOUTH AFRICA

EMERGING CENTRAL


Baseline Product

Discount

Displacement

AcceleratorTotal

Cisco Unified

Workspace Licensing

Accelerator

(Applicable when 50%+

of the competitor’s user

base is displaced)

(Applicable when 50%+

of total user licenses in

BOM is CUWL)

Example 1: Displacement Accelerator Qualification

• 100 Avaya or Nortel Phones, 50 Replaced with Cisco Phones

50% Competitive Base Replacement, Displacement Accelerator Threshold Met

Example 2: CUWL Accelerator Qualification

• 100 Total Cisco User Licenses Bought, Combination of UCL and CUWL

50% of User Licenses in BOM are CUWL, CUWL Accelerator Threshold Met

Discount Accelerators Can Be Used Together

or Individually

Discounts apply for Cisco direct

order. Cisco cannot determine

discounts for purchases

through Cisco - authorized

distributor

Emerging Markets (Fixed)

Russia (Fixed)

55%

57%

Up to 65%

Up to 65%

+5%

+5%

+5%

+3%

EU (Incremental) +13% Up to +22%+5% +4%

Brazil (Fixed) 57% Up to 68%+6% +5%


Without Unified Communications Software Subscription (UCSS)

Access to major software

upgrades when available

With Existing Unified Communications Software Subscription (UCSS)

72% discount on all Core Cisco

Unified Workspace Licensing

upgrade SKU’s

3 & 3 Upgrade Offer—Purchase

a la carte Cisco UC 8.0 product

upgrades for $3 per user, per

application when combined with

a 3 year minimum UCSS

Promotion Eligible SKUs available at:

http://www.cisco.com/web/partners/downloads/partner/WWChannels/technol

ogy/downloads

http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/downloads





From November 1st 2010Webex is now part of GPL and part of CBIt includes : Cisco Webex Meeting Centre, Webex Enterprise Edition, Webex Connect IM

For more information please visit :

http://wwwin.cisco.com/voice/programs/collaboration_breakaway/emerging

.shtml

From February 1st 2011CUCM Business Edition 5000 and 6000

All the enterprise features in one box• Right price• Robust solution• Upgradable


Technical services discount now for 1, 2, or 3 years

Services & Products via ONE Registration & Ordering Process!

Discount Structure

1-Year Technical Services Discount

CBR CTSShared

Support

45% 69% 76%

2-year service contract receive an incremental 4% discount

3-year service contract receive an incremental 7% discount

Available direct to your customer at their organization, via TelePresence

Webinar series: Cisco Interactive Technology Webinar, ―Best Practices

for Migrating Legacy Phone Systems‖

Complimentary ―Migrating to Unified Communications Discovery Session‖*

http://www.cisco.com/pcgi-bin/sreg2/register/e_family.pl?&LANGUAGE=E&METHOD=D&FAMILY_CODE=287

http://www.cisco.com/pcgi-bin/sreg2/register/e_family.pl?&LANGUAGE=E&METHOD=D&FAMILY_CODE=287


How to Register Opportunities and Order


Ensure you select the right promotion name out of 4 possible promotion types

Baseline Discount

Baseline + CUWL Accelerator

Baseline + Displacement Accelerator

Baseline + Displacement + CUWL Accelerator

Before CCW registration, use the Promotion ―Name Finder‖ on CB Homepage to select the right promotion name – geo specific

In CCW, Click on ―Other‖ tab, for CB promotion names to show up

1 Registration for Products + Services


www.cisco.com/go/joinconversation


Assess your opportunity with 100 to 1000 users Customers with Business Edition 5000 & 6000 Solutions

Use Collaboration Breakaway to be price competitive

Enhance your Collaboration Practice by using Collaboration tools in your office (CUWP)

Enhance your margins by leveraging Cisco Programs & Promotions



Sales Execution and Demand Generation

Collaboration Breakaway:


Cisco Collaboration Breakaway: Competitive and Migration Play

Sales OpportunitiesTarget Audiences: CIO/CXO and ITContact Center New/Replace Competitive Vendor Take-out8.0 Installed-base Migration

Sales Enablement ToolsDiscussion Guide – New Format!Play At A Glance ―How to Use‖ TrainingPartner Central Site

Customer Engagement ToolsEmail and Post CardsBanner AdsContact Center and Competitive Walkabout KitsContact Center BullsEye! KitPartner Marketing Central Campaign

Site

Executive Walkabout and BullsEye! Direct Mail Kits

Customer Email, Post Card and Banner Ad Templates

Sales Discussion Guide and AAG- New Format!


http://www.ciscowebtools.com/index

Pre-sales tool for Cisco and Partner AM’s

Survey that plots current capabilities across multiple dimensions of collaboration—performance vs. priority/ importance quadrant

Registration and data capture to enable future benchmarking

Localized in 14 languages

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