Drive to 9 partner deck

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1

Drive to 9 Program and Collaboration Breakaway PLUS Promotion

May 1, 2013

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

Drive to 9 CUCM Install Base Upgrade Program

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

Drive to 9 - Objective

Video, Mobility, BYOD, B2B, Virtualization & Contact Center

Enable Customers to leverage next generation Collaboration Experiences by upgrading to Cisco Unified Communications Manager 9.1 or higher!


Video BYOD Cloud/B2B Virtualization Mobility

Drive to 9 Comprehensive Enablement •  Partner Workshops •  Field Workshops •  e-Learning and training •  AS Upgrade Services

Focused Support •  Upgrade Resource Central •  Drive to 9 TAC and PDI help desk •  Licensing SWAT team •  Support Forums

Compelling Offers and Incentives •  Server Hardware offers •  Licensing & Services offers •  Video Accelerator Bundles •  Endpoints & Application Offers

Enable Customers to leverage next generation Collaboration Experiences by upgrading to Cisco Unified Communications Manager 9.1 or higher!

Simplified Upgrade Process •  Customized Upgrade Collateral •  Simplified License Migration •  Readiness Assessment Tools •  VODs


Next Generation Collaboration Experience

Customer

BYOD B2B Mobility IM/Presence

Virtualization Cloud

Video


Partner

Partner Incentives (To be finalized)

Incremental Revenue

(Services, Upgrade Licenses & Hardware)

Account Control


Americas: 50% EMEAR: 39% APJC: 10%

Source: FINBI since 2000

0 2000 4000 6000 8000

US leads with ~ 48,000 Customers, with next tiers listed below


37% <2% 6% 2% 14% 24% 16%

6K 2K 24K 37K 14K 16K <2K #

%

Ease of Upgrading

Unt

appe

d In

nova

tions

6.x, 7.x, 8.x (91% of install base)

4.x, 5.x

Source: CIBU PM


Migration SWAT Team Engineering Escalation Upgrade Services

PDI Help Desk Drive to 9 TAC Upgrade Resource Center

Gaps Identified

No Gaps

Upgrade Resources and Support

Readiness Assessment (HW, SW, Applications,

Licenses, Services) Upgrade & Update

Licenses

Upgrade Server, Endpoints,

Applications, Licenses, UCSS,

ESW

Download 9.1 SW

Partner

Customer

AS

Customer Decides to Upgrade to CUCM 9.x

Remediation


Current Release

Direct UCS

Direct MCS

High Availability

Bridged Jump

8.6(1) – 9.0(1)

8.0.2 - 8.5.1

8.0.1, 7.1.3, 6.1.4 - 6.1.5

7.1.5

7.0.1 - 7.1.2, 6.1.2 - 6.1.3

5.x(x) http://www.cisco.com/en/US/docs/voice_ip_comm/cucm/upgrade/5_1/upgrd513.html

4.x(x) http://www.cisco.com/en/US/docs/voice_ip_comm/cucm/dma/7_0_1/dmaug701a.html

Procedure for In-place Upgrades

(Current HW supported)

Procedure for Migration to new HW (Current HW un-supported)

TBD

Simplified 76 to 7 Groups


6.1.5 or 7.1.5 MCS

8.0.3 MCS

8.0.3 UCS

9.1 UCS

Upgrade

Upgrade

6.1.5 or 7.1.5 MCS

6.1.5 or 7.1.5 (Same Version)

UCS 9.1

UCS Upgrade

Obtain Licenses

Obtain Licenses

Obtain Licenses

DB Transfer

DB Transfer

8-12 hours savings on

each upgrade

•  Customer’s current production environment remains untouched (top ask from customer)

•  Eliminates the intermediate HW requirement to move old releases to 9.1.1

Parallel Upgrade Process Minimum Downtime

Availability June 2013


•  CUCM License Migration Process too complex (RTU-DLU-UCL/CUWL)

•  Instituted a Policy – “Customers with UCSS will be assured the same licensing capability and capacity at no cost as they migrate to CUCM 9.1 or higher”

•  Streamlined the process by having partners & customers call GLO for all Migrations

Pre-9.x Licenses With UCSS Contract

No Licensing Cost 9.X Licenses Same Licensing

Capability/Capacity

Contact GLO ([email protected]) for all CUCM Migrations (already handling 80% of migration cases)

Simple Process to Obtain Licenses (100% Manual Support)

Simple License Migration Process at No Cost to customer on UCSS at the time of Migration


One-stop shop for CUCM 9.1 Upgrade Resources

•  Customized Upgrade Procedures

•  VODs on step by step upgrade process

•  Promotions and Offers

•  Value Proposition

•  Forums and support community

Available Now

Available on Partner Community, Drive to 9 IWE, CTG Website, cisco.com


Availability May 15th

Available Now

Simple & easy way to assess current

CUCM environment & provide

customized recommendations.

•  Upgrade Readiness Assessment App Connect with CUCM to determine the current environment and provide recommendation

•  Upgrade Collateral & VODs

•  Support & Services Information

Available on Upgrade Resource Central


Upgrade Resource Central

Drive to 9 PDI Help

Desk

Drive to 9 TAC GLO

Engineering Escalation

Licensing SWAT Team

•  24x7 TAC & 12x5 PDI Help Desk •  Keyword to Navigate the callers to CUCM upgrade experts •  Coordinated Support backed by BU Engineering Escalation •  Staffing the License SWAT Team to handle 100% Migration Cases

Support Highlights:


Partner Community - Upgrade Resource Central https://communities.cisco.com/community/partner/collaboration/migration

Partner Executive Playbook •  Designed for PAM to

approach Partner Executives around building an Upgrade Business

•  Case Studies, VODs

Partner Sales Workshops •  Target Top 30 Partners •  2-day workshop focused on

Selling Collaboration Upgrades

e-Learning •  1 hour module, self paced •  Partner Licensing, Creating

Demand, Migration

Partner Technical Workshops •  2-day technical lab on

migration, design and installation

•  Train Partner Technical team on Upgrade Process

e-Learning •  1 hour module, self paced •  Upgrade Process,

Licensing, Migration

Drive to 9 Program Team Alias - [email protected]

Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 17 Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 17

Video Velocity Starter Kit (85% Discount on 1 MCU & Expressway)

Endpoints (CB+ Voice 59% Discount, Video 64% Discount)

MCS/BE5K to BE6K (CB+ - 64% Discount) (Mid Market Promo – BE6K + 25 Licenses - 60% Discount)

On-Prem to Cloud* MCS to UCS (CB+ 65% Discount on UCS)

WebEx

Customers not on UCSS Customers on UCSS

•  License Up Level for Free •  5 yr UCSS @ 3 yr price

•  85% Discount on License Up Level •  9 & 3 offer for UCL License

•  UCSS (CB+ 64% Discount) •  ESW (CB+ 33% Discount)

Gateways (CB+ - 59% Discount)

Mid Market Promotions (Available Now)

TelePresence Acceleration Promotions (Only Q4 FY13)

* Available May 20th, 2013

Available Via Collaboration B

reakaway P

lus

Discounts for Partners


Video Velocity Starter Kit (85% Discount on 1 MCU & Expressway)

Endpoints (CB+ Voice 60% Discount, Video 65% Discount)

MCS/BE5K to BE6K (CB+ - 65% Discount) (Mid Market Promo – BE6K + 25 Licenses - 65% Discount)

On-Prem to Cloud* MCS to UCS (CB+ 65% Discount on UCS)

WebEx

Customers not on UCSS Customers on UCSS

•  License Up Level for Free •  5 yr UCSS @ 3 yr price

•  85% Discount on License Up Level •  9 & 3 offer for UCL License

•  UCSS (CB+ 65% Discount) •  ESW (CB+ 33% Discount)

Gateways (CB+ - 60% Discount)

Mid Market Promotions (Available Now)

TelePresence Acceleration Promotions (Only Q4 FY13)

* Available May 20th, 2013

Available Via Collaboration B

reakaway P

lus Discounts for Partners


100 K Customers

x $ 50,000 per Customer

$ 1 B Opportunity

Incremental Revenue Drive to 9

Note: Revenue is from Average Spending on upgrade or additional capabilities

20% Upgrade rate


Customer Upgrade Path Reasons to Upgrade

Incremental Revenue

Components Purchased

New Features & Functionalities

Customer 1 3,000 Users

8.6.2 9.1 New Voice Features & Planning for Future Expansion

$ 500 K UCS Servers, Gateways, UCSS/ESW for 3 years & Implementation Services

Voice Features


7.1.3 9.1 Video, Voice Features, Jabber, SIP URI Dialing & Contact Center Features

$ 800 K UCS Servers, EX/MX Series, License Upgrade to CUWL, UCSS/ESW for 3 years

Video, Jabber, Voicemail, Voice Features, SIP URI Dialing

Customer 3 500 Users

8.0 8.6.2 9.1 Jabber, SIP URI Dialing, Virtualization, ELM

$ 300 K License Upgrade to CUWL Std & Pro, UCSS/ESW for 3 years, EX/MX Series

WebEx, Video (EX, MX Series), ELM


7.1.5 9.1.1a EOS/EOL of MCS HW, Virtualization to reduce server footprint, ELM

$ 400 K UCS, AS Services

ELM, Virtualization

EOL/EOS of CUCM SW & MCS HW is becoming a key driver for Upgrade Consideration


Available Now:

  Upgrade Resource Central on Partner Central

  Readiness Assessment Web Tool

  Customized Upgrade Collateral

  Drive to 9 Offers Available via CB+

  Simplified License Migration Process

  Focused Support Structure Drive to 9 PDI Help Desk – 12 x 5 Drive to 9 TAC – 24 x 7 Global Licensing Operation (GLO) – 24 x 7

Coming in May/June 2013: •  iPad Readiness app •  CUCM Version 9.1.2

•  Jump Upgrade •  ELM Changes

•  Phase 2 of Customized Collateral •  Jump Upgrade Procedures •  Migration to BE6K Procedure


Thank you.

Cisco Confidential 23 Cisco Confidential 23 Cisco Confidential 23 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 23

Shari Maloney, Business Development Manager


Migrate to Cloud Give your customers the choice to

migrate to the CLOUD By partnering with a

Cisco Cloud Provider More information at:

www.cisco.com/go/cloudpartner

Look for information on the Cisco Cloud Services Reseller program

Upgrade On-Prem Up-level your customer’s license

and get more capability at our lowest price EVER

with

Collaboration Breakaway PLUS

Promotion

License Upgrade Options

OR

* Available through participating HCS partners


What’s New With Collaboration Breakaway PLUS?

- New Drive to 9 Upgrade Offer - Simplified Structure - New End Dates

New Lead and Demand Generation Resources

Next Steps


Registrations via CCW Allowed Until January 25, 2014 | Bookings Allowed Until April 26, 2014

Product Discounts Services Discounts OIP discount all other

products including UCS at 65% discount

Learning@Cisco Offers Cisco Capital Financing

Sales Execution and Demand

Generation Assets

Deal Protection!

A “Whole Offer” Designed to Sell the Entire Cisco Collaboration Portfolio – Voice, Video and Applications including Contact Center – in Every Deal, Displace Competitors, Upgrade and Expand the Installed Base, and Drive Customer Demand


License Offer

Upgrade to 9.1 with UCSS (no cost)

Upgrade to Cisco Unified Communications Manager (CM) or BE6K

Customer Type Customers with UCSS


License Offer

Upgrade to 9.1 with UCSS (no cost)


Upgrade to 9.1 with 9 & 3 Upgrade Offer*

Upgrade to Unified CM or BE6K


Customers without UCSS

*9 & 3 extended until July 27, 2013; ESW required with all upgrades


License Offer* Upgrade to Cisco Unified Communications

Manager (CM) or BE6K


Upgrade and step up to next level license for FREE and get 5 yr UCSS at 3 yr price on new license: •  UCL Enhanced CUWL STD •  CUWL STD CUWL PRO

Available May 6, 2013



License Offer* Upgrade to Cisco Unified Communications

Manager (CM) or BE6K

Upgrade and step up to next level license for $XX per user (85% discount) by buying 3 yr UCSS on new license •  UCL Enhanced CUWL STD •  CUWL STD CUWL PRO




Upgrade and step up to next level license for FREE and get 5 yr UCSS at 3 yr price on new license: •  UCL Enhanced CUWL STD •  CUWL STD CUWL PRO




Optional Offer

85% discount •  1 Multipoint Control Unit

(MCU) 5310 or 5320 with 5 licenses

•  1 Expressway (VCS C & VCS E) with 5 licenses

Video Velocity Starter Kit

License Offer*

Upgrade to 9.1 with UCSS (no cost) 1


—OR— Upgrade and step up to next level license for FREE and get 5 yr UCSS at 3 yr price on new license: •  UCL Enhanced CUWL STD •  CUWL STD CUWL PRO

2

Upgrade to 9.1 with 9 & 3 Upgrade Offer* 1—OR—

Upgrade and step up to next level license for $X per user (85% discount) by buying 3 yr UCSS on new license •  UCL Enhanced CUWL STD •  CUWL STD CUWL PRO

2







•  Up-level to CUWL PRO 9.1 (migration SKU discounted at 100%) •  Access all CUWL PRO functionality •  Must buy new CUWL PRO UCSS (5 years of UCSS at 3 year price, discounted at 78%)

•  The 5 years for the price of 3 takes into account any time remaining on current CUWL STD UCSS

•  Eligible for all CB PLUS discounts to add or expand deployment

Customer With CUWL STD below 9.x WITH UCSS


•  Up-level to CUWL STD 9.1 (migration SKU discounted 85%) •  Access all CUWL STD functionality •  Must buy CUWL STD UCSS (3 year UCSS SKU discounted at 64% via CB PLUS discount) •  Eligible for all CB PLUS discounts to add or expand deployment

Customer With Enhanced UCL below 9.x WITHOUT UCSS


Competitive Displacement

Installed Base Upgrade —OR—

Upgrade to 8.6 or Above

Eligible Competitors for UC & TelePresence

Baseline

Products 55%

Baseline + Collaboration

Products 59%

Baseline + Video

Products 60%

Baseline + Video + Collaboration

Products 64%

Services 28%

Services 30%

Services 30%

Services 33%


Competitive Displacement


Upgrade to 9.1 Eligible Competitors for UC & TelePresence

Other Products Receive OIP Discount

•  Phones •  Gateways •  UCL •  Webex Hosted

Group A •  Telepresence •  CUWL •  Contact Center •  WebEx Meeting

Center •  BE6K

Group B •  Cisco Service Partner Program and Cisco Branded Service


Competitive Displacement*


Upgrade to 9.1



Group A •  Telepresence •  CUWL** •  Contact Center •  WebEx Meeting

Center •  BE6K


• Polycom • Avaya • Microsoft

*Additional regional competitors found on CB PLUS Webpage **CUWL SLED 72%

Partner Core 47% until Dec 2013


Competitive Displacement*


Upgrade to 9.1



Group A •  Telepresence •  CUWL •  Contact Center •  WebEx Meeting

Center •  BE6K


• Polycom • Avaya • Microsoft

*Additional regional competitors found on CB PLUS webpage

Partner Core 47% until Dec 2013


•  April 26, 2014 - Last Day for Bookings

•  May 15, 2013 - Registration Ends

•  October 26, 2013 - Bookings End; All Deals in Original Collaboration Breakaway PLUS Expire

•  January 25, 2014 - Registration Ends

* Deals approved (not ordered); optional transfer to enhanced, simplified Collaboration Breakaway PLUS if qualified

Original Collaboration Breakaway PLUS* Enhanced, Simplified Collaboration Breakaway PLUS

•  May 6, 2013 - Registration Begins


•  New Drive to 9 Upgrade Offer

•  New optional Video Velocity Starter Kit

•  Simplified structure: Only 2 tracks AND simplified discounts

•  Extended registration and bookings dates

•  Endpoint upgrades, Seeding Offers & Special Incentives removed

•  Call-control displacement must be with Unified CM 9.1* or above

*Exception made for US DoD requiring UCM 8.6 in place of 9.1


4 x EX60 With optional Premium Resolution

2 x MX200 With optional Premium Resolution

OR

For a minimum $100,000 net Cisco TelePresence endpoint or infrastructure purchase, customers will receive 100% discount on their choice of:

Terms & Conditions: •  $100,000 deals are net and include TP endpoints and TP infrastructure only

•  Partners register for 100% discounted endpoints through CCW (Cisco Commerce Workspace) •  Tax, shipping and/or other fees may apply to 100% discounted endpoints and are the responsibility of the partner and/or customer

•  More details on the TelePresence Acceleration Program http://www.cisco.com/go/tpaccelpromo •  Questions: [email protected]

Ends July 27, 2013!

Limited to 1 order per customer



What’s in it for you? •  Increase Voice and Video Sales •  Pursue upgrade opportunities of customers installed base •  Understand how we compare to our competitors and why

Cisco is the better choice.

Play Overview: •  Drive demand for the installed base to upgrade – Existing IT

decision makers, Leverage Cisco Collaboration Breakaway PLUS promotion, Drive to 9 Upgrade Resources and Cisco Services offers as part of the play.

•  Designed to target IT decision makers •  IT and Line of Business relevant content to create value proposition with decision makers •  Comprehensive demand generation resources and assets Available on 5/13 in Partner Marketing Central


Awareness

Demand

Enablement

Social Media Cisco-Led and Partner-Led Online Banners

Competitive Battle Card

Cisco-Led and Partner-Led Emails

Customer Soft Offers

Cisco-Led and Partner-Led Offer Landing Page

Call Guide

Campaign Landing Page Cisco.com

Play Brief

Coming Soon!



•  Identify target customers with upgrade/competitive displacement opportunities

•  Plan campaigns with new Innovate with a Platform for Voice and Video play

•  Watch replay of UC 9.1 Licensing and License Migration webinar

•  Register for UC 9.x Migration Hands-on Lab

•  Learn about Drive to 9 Resources

•  Engage in Migration Community


•  Drive to 9 Program: https://communities.cisco.com/community/partner/collaboration/migration

•  Drive to 9 Program e-mail alias: [email protected]

•  Collaboration Breakaway PLUS promotion: www.cisco.com/go/cbplus/

•  Collaboration Breakaway PLUS e-mail alias: [email protected]

•  Innovate with a Platform for Voice and Video play: www.ciscopartnermarketing.com

All other Cisco Collaboration promotions: www.cisco.com/web/partners/incentives_and_promotions

Thank you. Thank you.


Video Velocity Starter Kit includes: 1 x Expressway bundle (VCS C and

VCS E) + 1 x Cisco MCU 5310 or MCU 5320 with 5 licenses

Video Velocity Starter Kit provides provides H.323 Interoperability, 3rd party

interoperability, remote access, firewall traversal, B2B video communications and

multi-conferencing.

Available only in Collaboration Breakaway PLUS when upgrading to Cisco Unified

Communications Manager or BE6K

Promotional Discount: 85% off Global Price

List!

Order 1 each parts:

R-VMVCS-CTRL-K9 LIC-VCS-10 R-VMVCS-EXPWY-K9 LIC-VCSE-5 CTI-5310-MCU-K9 LIC-AESMCU53-K9 LIC-5300-4PL

R-VMVCS-CTRL-K9 LIC-VCS-10 R-VMVCS-EXPWY-K9 LIC-VCSE-5 CTI-5320-MCU-K9 LIC-AESMCU53-K9 LIC-5300-4PL

or


When What •  Allows customer on any version to

purchase a la carte Cisco Unified Communications Manager 9.x upgrades for $9 per user, per application, when combined with 3 year Unified Communications Software Subscription* (UCSS) at standard pricing

•  Cisco UC 9 & 3 Upgrade Offer will now end on July 27, 2013

* Exception: Higher education and government institutions that cannot commit to more than one year.

Extended to July 27, 2013!

The most cost-effective way for customers to upgrade from older UC system while investing in UCSS


Included in CB PLUS*

•  9 & 3 Upgrade Offer •  UCS Smart Play Bundles •  Cisco Customer

Collaboration Upgrade Offer

Can be combined with CB PLUS*

•  Value Incentive Program (VIP)

Consider using instead of CB Plus with the midmarket

customer when the deal includes BE6K

•  HCS Drive to 9 Promotion – Available May 20 – January 25, 2014

•  TelePresence Acceleration Promotion – Q4 FY13 Only!

*Other promotions/programs cannot be combined with CB+

•  Mid-Market Collaboration Promotion


Cisco Unified Workspace Licensing and Cisco Unified Communications Software Subscription

Other products will receive OIP-equivalent

discounts

TelePresence*

Gateways

Unified Communications

Collaboration Applications and Customer Collaboration (Contact Center, WebEx, etc.)

* Including TelePresence Content Server products and services

Includes new DX600 Series and 8831 Conference Phone!

All Collaboration Products, Including: Other Products:


•  Cisco WebEx Virtual Events

•  WebEx University Services

•  Planning, Design and Implementation

•  Most comprehensive Cisco training—access over 10,000 training modules

•  71% discount on Cisco Technical Education single user license only if purchased with Collaboration Breakaway PLUS

•  $3,500 worth of training for $1,000 per user license!

•  Purchase, redeem and manage authorized training from Cisco and Cisco Learning Partners

10% Discount on Cisco WebEx

Advanced Services

71% Discount on Cisco Technical Education

(CTE) Training Bundle

Learning Credits as a Deal sweetener!

* No incremental discount over current offer


•  Rates apply to full payout finance agreements or comparable lower rate FMV leases

•  Must contain at least 50% qualifying products in the total Cisco Product BOM

•  No DSA or MDM

•  CB Plus deal ID# required to qualify for

special rates

•  $25K minimum to qualify

•  $10K minimum for deals including BE 6000

•  $5M maximum allowed

Migrate Your Customer’s Legacy Solutions with Rates as Low as 0%*

Available in US and Canada only

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