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The more intuitive way to work.
The More Intuitive Way to WorkAPJ Collaboration Partner Launch Briefing
April 26, 2018, Thursday
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Cisco Collaboration Summit
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Cisco Partner Disclaimer
The Cisco products, service or features identified in this document may not yet be
available or may not be available in all areas and may be subject to change without notice.
Consult your local Cisco business contact for information on the products or services
available in your area. You can find additional information via Cisco’s World Wide Web
server at www.cisco.com. Actual performance and environmental costs of Cisco products
will vary depending on individual customer configurations and conditions.
This is a confidential Cisco Partner document and not for external customer
distribution.
Please DO NOT SHARE this information prior to the following date:
• April 18, 2018: the public press release will be published
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Today’s Agenda and Speakers
1. New Phase of Team Collaboration
2. Cisco Cloud Collaboration Strategy
3. Cloud Care (Broadsoft directional update)
4. Collaboration Flex Plan
5. Work. Intuitive. Campaign Preview
6. Sales Plays
7. Collaboration Programs Portfolio
8. Key Takeaways
Deborah Wong
APJ Collaboration Partner Sales Lead
Astrid Gintz
Marketing Manager, Product and Solution Marketing
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
This is the Age of Teams
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“Agility plays a central role in
the organization of the future,
as companies race to replace
structural hierarchies with
networks of teams
empowered to take action.”
A
B
DC E
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Source: Deloitte
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What Makes Teams Successful
Focus on goals and results
Organized for speedStrong
communication
Diverse team members where everyone
contributes
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New Phase of Team CollaborationDelivered Through the Cloud
Meetings integrate with workflows
Support emerging & enhanced workstyles
More intuitive and intelligent tools
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Cisco Cloud Collaboration Strategy
OneCore Experience
OneCloud Platform
OneBrand Name
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One Converged Cloud Backbone
One Cloud Platform
One global IP network backbone
Converged technology stack
Integrated back end systems
Spark WebEx
Open & Extensible
Video Optimized
Enterprise Grade Security
Hybrid ServicesUnified
Management
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One Core Experience Simple and Fast However You Work, Wherever You Work
Empower a more intuitive way to work
One button to push
Mobile optimized
App and device optimized
Video first
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One Brand NameThe Open Platform for Teams
Knowledge worker recognition6B Meeting minutes/monthTrusted brand
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Cisco WebexSingle Cloud Platform for Cisco Collaboration Suite
Enterprise grade security
IntegrationsAPI & SDK
Award winning devices
Calling Team CollaborationMeeting
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Whiteboard
Messaging
Content
Tools
APIs
Meeting Calling
Team collaboration
WebexTeams
Rich Modular Services Designed for How You Work
WebexMeetings
Easy schedule
Content share
Recording
Lobby
Instant or scheduled
Host control
Events, training, support,
webcasting
Video
Meeting
WebexCalling
Voice mail
PBX features
IP phone
Call history
PSTN access
Contact list
Calling
Calendar
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The Value of Common Platform
Webex tools connect all users inside and outside
the organization
Unified participant lists, controls, recording
Designed for customer evolution
Cisco Webex Teams Cisco Webex Meetings
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Cisco Webex TeamsEvolution of Cisco Spark
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Team ToolsMeetings
Meeting
Message
White Board
File share
3rd party integrations
Calling
Designed for Customer EvolutionExpansion, Not Migration
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Built for the new era of team productivity
All the right people from inside or outside
your company
All interactions happen in a space for each
group or project to keep things organized
Anyone can schedule, start, record, mute others –no need to rely on a single
“host”
Support all work styles and tasks with a
complete set of tools
Connect everyone in spaces to get
work done
Cisco Webex TeamsEmpower Everyone to Move Work Forward Anytime, Anywhere
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• View participant list – whether you are there or not
• Connected devices provide best experience and remove friction with intelligent noise suppression
• Come prepared to meetings – view RSVP and connected teamwork before the meeting start
Meetings with better engagement
• No plugin/downloads with WebRTC
• PSTN access
• Lobby for guests
Expanded Guest Experience
Schedule, start, control, record by anyone on the team
Democratized meetings
April2018
Evolution of Meeting Experiences for Teams
Includes options to host meetings outside of your team circle
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Increase Team Creativity & Communication
+ View in-app from anywhere and available in the space after a meeting
Extend white boarding across cloud connected devices
April2018
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“OK Webex, join my meeting” Hi John,Joining your meeting
Remove distractions, automate key tasksWith noise suppression in Webex Room Series devices and
Cisco Webex Assistant in Webex Teams
AI Powers Smarter Ways to Work
Smarter Ways to WorkEnhanceVisibility
EFTExpanded
April Noise Suppression
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VR & AR in Webex Teams
Smarter Ways to WorkEnhanceVisibility
Virtual Reality: Multi-dimensional imaging and context across workflows
Augmented Reality: Mobile and remote expert engagement and collaboration
VR API Beta
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Evolved UX to Move Work Forward
EarlySummer
2018
New experience with improved navigation
Welcome screen with new features advertised
Meetings are front and center
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Simple and affordable• Priced for every huddle space
• Scalable to every corner of your business
• Simple user experience with automatic pairing and one-click to share
Consistent experience
• Unified user experience across all rooms with Cisco Webex devices
Built for enterprise • Enjoy single-pane-of-glass management and analytics
• Manage securely at scale
• Integrate enterprise calendar to enable reservations and to view upcoming events
Cisco Webex ShareDelivering expanded productivity for Cisco Webex customers
May: limited orderability
Sept: GA
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Cisco Webex MeetingsEvolution of Cisco Webex Business Suite
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A New Webex Meetings ExperienceJune2018
New in-meeting control bar with one click to the most
common tools
Modern video-first experience, everyone can be seen no matter
how they join
Simplified dashboard provides single view of your Webex meeting capabilities
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A New Meeting ExperienceMobile and Web Optimized
Using WebRTC – no plug-ins to host or join a meeting
Reimagined mobile meetings equal participation
April2018
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New Desktop AppFastest Join Experience
One click to start or join Integrated calendar Proximity for device pairingand content share
April2018
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Enable best meeting experience from 3rd party tools
From your car
From your calendar
From messaging apps
From where you learn
Meet Where You WorkAvailable
Now
Beta
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Augmented Reality in Webex MeetingsWith iOS
Beta NowAvailable
Place, resize, and rotate a physical object anywhere in your immediate
physical area
Share 3D augmented reality files in your meeting directly from your iOS
device
Applications in product design, manufacturing, architecture, etc.
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SHA-256 Signed Certificates
FIPS certification
MIFID compliance
Enterprise Security & ComplianceApril 2018
FedRAMPmeetings with video devices
GDPR compliance
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Cloud Care
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Cisco Customer Journey Platform Delivered from the Cloud
• BroadSoft CC-One offer
• Omni-channel cloud contact center
• Predictive analytics-based routing
• Integrated collaboration that increases first contact resolution and customer satisfaction
• Native Salesforce integration
• Proven solution in market
• Powerful analytics with real-time operational insights
Cloud Contact Center
April 2018
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Customer Care Portfolio
Hosted Collaboration Servicefor Contact Center
Connected Messaging
Connected AI
Context Service
CC-One + Cisco cloud-care capabilities
Cloud
On-Premises
Contact Center Enterprise
Contact Center Express
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Cisco Collaboration Flex PlanEvolution of Cisco Spark Flex Plan
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Cisco Collaboration Flex Plan EvolutionMeetings Subscription Now Includes Everything You Need
Meetings
Core Meetings Capabilities
Cisco Spark Flex Plan Cisco Collaboration Flex Plan
Core Meetings
Larger meetings
More storage
Security and Analytics
April2018
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Named User CallingBuy What You Need, Grow at Your Own Pace
Calling
Named User Calling allows you to buy what you need today
Add more as adoption increases
Migrate to Enterprise Agreement when you need calling for everyone
Cisco Spark Flex Plan Cisco Collaboration Flex Plan
Enterprise Agreement for everyone
April2018
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Cisco Collaboration Campaign
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Work. Intuitive. Overview
CollaborationBuyers
KnowledgeWorkers
WH
O
USFR, AU
ROW
WH
ER
EW
HY
Captivate Audience
Target Interests
Enable SalesWH
AT
HO
W
Activate Cisco marketing Scale through partners
Extend reach through media partnerships
Awareness
Engagement
Introductionin May
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Summary
One Platform. One Core Experience. One Brand.Cisco Webex
• Cisco Webex Meetings – industry leading meetings
• Cisco Webex Teams – meetings for teamwork
• Shared meeting experience
Enhanced Meetings
• Intelligent video devices and extended whiteboarding
• Digital assistant
• New workstyles
Smarter Ways to Work
• New meeting bundle
• New Named User CallingFlexible Licensing
Cisco Confidential: Under NDA Until April 18
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APJ Collaboration Programs Portfolio
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Building a
Collaboration
Practice
CUWP &
Collaboration
Partner DLT Bundle
Enroll in these two programs to help you use, know, and sell Cisco collaboration solution
Hunt
Team with Cisco
OIP Program
TIP Program
• Incremental 4.6% to 16% up front discount on Core category approved opportunities
• Incremental 7.6% to 10% up front discount on Market category approved opportunities
Collaboration
made Simple
Collaborate
Everywhere
Upfront discounts via Market Share & Midmarket or Dormant & Reactive qualifying tracks. Selection under Hunting/Teaming on
the incentive page.
Migrate to New
Products
Migration Incentive
Program
Receive up-front discount when migrating to Collaboration products (stacks with MIP).
• Up to 25% for Cisco Unified Communications endpoints
• Up to 20% for Cisco TelePresence Immersive
• Up to 15% for eligible Cisco endpoints
Power of the
CloudHCS Partner Pricing
Provides Hosted Collaboration Solution (HCS) partners holding Cloud and Managed Service Provider (CMSP) certification, a
simplified pricing structure for HCS licenses which includes discounts starting at 55% and up, depending on their region,
certification level (Advanced or Master) and license volume commitment
Expand a
Collaboration
Practice
Cisco Spark Partner
Pricing Program
• Provides partners with programmatic pricing and discounts on Cisco Spark offers
7% Up front discount to enrolled program partners
Be Profitable $ VIP Program Receive backend rebates with Collaboration and Collaboration SaaS Architecture Track with VIP 30
Land, Adopt ,
Expand & RenewLifecycle Advisor Rebates for Delivering adoption services Meeting business outcomes Expanding expanded sales
Enable Business
OutcomesCisco Capital Win deals with customer with our attractive Cisco Capital Financing Solutions
Hardware Software Services (CBS) BE6K Services (CBS)
Asia 68% 68% 45% 50%
Australia (APL) 70% 70% 45% 50%
Japan 65% 65% 45% 50%
Hong Kong 70% 70% 45% 50%
Taiwan 72% 72% 45% 50%
For orders placed through Distribution, final pricing is negotiated through the distributor.
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Key Takeaways
Learn how to tell the Collaboration story
1Understand how to compete
2
Get your marketing ready
3Learn how to demo
with excellence
4
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Key Launch Resource Links
• Collaboration Partner Launch page (Partner Communities)
• Collaboration Launch Hub (SalesConnect)
• Press Release
• John Graham’s Blog Post
• Rowan’s Keynote Replay
• Partner Launch FAQ (SalesConnect)
• Webex Marketing Style Guide (SalesConnect)
• Flex Plan Announcement (Partner Communities)