Cisco Unified Workspace Licensing One Level Deeper · Standard ($315 List) Professional ($415 List) Video Conferencing Web Conferencing Audio Conferencing Mobile Phone Client Presence

© 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


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


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


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


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!


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“


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.”


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


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)


Description (250 Users) Half & Half CM 6.0 & UM



Total VIP $26,365 $17,990

Total Margin $47,638 $38,506


CUWL Std vs. CM/UM

Description (250 Users) CUWL Std. CM 6.0 & UM



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)



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)


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


* 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


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


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


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


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 [email protected]


Q and A


Documents

Cisco Unified Workspace Licensing One Level Deeper · Standard ($315 List) Professional ($415 List) Video Conferencing Web Conferencing Audio Conferencing Mobile Phone Client Presence