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

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

Cisco Business Edition 6000 9.0Partner Product Presentation

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

Selling WebEx Meetings Server

Opportunity2

Deployment Scenarios4

Pricing, Bundles & Promotions5

Service & Support7

Partner Sales Tools8

Portfolio Positioning3

Product Overview1


Product Overview


Cisco Business Edition 6000 Solution Overview

Feature-rich, Enterprise-class Collaboration Solution Optimized for Midsize Businesses Large choice of end devices Enhanced Desk Phone Features Unified Messaging Rich media Presence and IM Web conferencing Customer Care Consistent services whether employees work in the

office or remotely Capacity for up to 1,000 users, 100 contact center

agents, and 50 sites Drives lower TCO, employee efficiency, and business transformation

Business Edition 6000


Why Cisco Business Edition 6000?

Affordable: Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling – serves up to 1,000 users and 50 sites

Interoperable: Links multiple 3rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform

Simple: Operational improvements with deployment flexibility with unified provisioning

Highly-Available: Optional server redundancy and Survivable Branch (SRST) provides peace of mind

Scalable: Increases ROI with agility and 99% investment protection; grows with the company

Multiple Collaboration applications on a single server

Delivers lower CapEx and OpEx, high availability, and increased agility

Business Edition 6000

Cisco UCS C220 server

Grow midmarket share with competitive differentiation.


6

3900 Series

Basic VoiceCommunications

Endpoints

Advanced Business

CommunicationEndpoints

BusinessCommunication

Endpoints

Advanced Professional

Media Endpoints

AdvancedCollaborative

MediaEndpoints

8900 Series

9900 Series

7900 Series6900

Series

Video Personal &

Immersive MediaEndpoints

EX Series and CTS Systems

Cisco Jabber On Any Device

Virtualization Experience Clients

From basic to high-quality, multi-media communications enhanced viewing, streamlined user experience.

Supporting How you Want to Work and Interact Cisco IP Endpoint and Client Portfolio


Turn-key Appliance

Pre-configured Cisco UCS C220 M3 Rack Server (RAID 10, Battery Cache) at factory

Factory-loaded VMware and license

Pre-loaded images of core applications

Unified Communications Manager

Unified Provisioning Manager

Instant Messaging/Presence with Jabber

Unity Connection

Video Communication Server

Unified Contact Center Express

Unified Attendant Consoles

WebEx Web Conferencing

Emergency Responder

Simplified initial configuration and phone deployment through Prime UPM BE

Cisco UCS C220 M3 Rack Server

Cisco Business Edition 6000What’s New


8

Cisco Business Edition 6000 Key Take Aways

Purpose-built, Advanced UC for Midsize Companies

Simple to Install, Deploy, Manage, Administer, Upgrade

Enhanced UC and Innovative Collaboration Features Roadmap

Affordable Solution, Lowers TCO / Speeds ROI

Scalable Solution Grows with Business Strategy / Direction

Affordable. Simple. Scalable. Learn more: www.cisco.com/go/be6000Contact us: [email protected]

http://www.cisco.com/go/be6000

mailto:[email protected]


Cisco Business Edition 6000*** FOR PARTNERS ONLY ***


Selling WebEx Meetings Server

Opportunity1

Deployment Scenarios3

Pricing, Bundles & Promotions4

Service & Support5

Partner Sales Tools6

Portfolio Positioning2


Opportunity


Midmarket Opportunity $7.1B Global Collaboration market opportunity in

mid-market

70% of Mid-market companies fall in the 100-249 user sub-segment

75% businesses have yet to upgrade to IP PBX

In 100-199 user sub-segment – Of those 75% the TDM legacy equipment mix is:

46% use a Key Telephone System

29% use a PBX

Source: Cisco Global Market View and Current Analysis


Identifying Customer OpportunitiesLook for customers experiencing the following trigger

events:

1. Current phone system maintenance contract expiring

2. Current phone system going end of support

3. Aging phone system (7+ years) constantly down for repairs

4. Aging phone system spare parts not readily available

5. Opening new remote office(s)

6. Moving to a new HQ office

7. Recent merger or acquisition

8. Outgrowing an existing system that is not easily expandable

9. Unclear and unreliable existing vendor roadmaps for innovation

10. Existing vendor accumulating debts, with no resources for platform innovation


Cisco Business Edition 6000Partner Value Proposition

Solid profitability Full Featured Enterprise class (no feature reduction, 99% investment

protection with migration to Cisco Unified Communications Manager) Margin rich (allows for aggressive discounting) Application rich (multiple Collaboration application deployment options) Lower barriers to purchase (low entry point bundles entice collaboration

adoption)

A solution that is easy to install, deploy, operate and simple to manage, maintain and service

Easy to price a complete Business Edition 6000 solution through the Quick Pricing Tool


Portfolio Positioning


16

Addressing Midmarket Business Needs with Flexible Deployment Options

Average Customer Size

Featu

res/S

olu

tion

Fle

xib

ilit

y

0-20 100-250 250-350 350-500 450-100020-50 50-100

Cis

co

Co

lla

bo

rati

on

Clo

ud

(Cis

co W

eb

Ex

Clo

ud

& C

isco

HC

S)

Cisco Business Edition 3000(On-premise)

Cisco Business Edition 6000(On-premise)

Delivering Consistent End User Experience


Video (Point-to-Point)

Cisco WebEx Cisco Jabber

Customer Collaboration

UC

Collaboration Applications

Affordable, Simple Advanced Collaboration

Cost-effective, EasyEssential Communications

Cisco Business Edition 3000

Right-sized for

Cisco Business Edition 6000

Enterprise-class Collaboration Right-sized Unified Communications

UC

On-premise Communications Solutions for Growing Businesses

High-quality Endpoints

Mobility

TelePresence

Foundational UC

WIRED

WIRELESS

Mobility

WIREDWIRELESS

Cisco WebEx (Cisco Cloud-hosted)

Messaging

IM & Presence (Cisco Cloud-hosted) Messaging


Simplified Solution


Cisco Business Edition 6000 Simplification Spotlight

Day 2+ Operations & Management Administrator & User Tools

User Accessibility Features

Mobility Enhancements

Day 1 Installation & Deployment User-centric Jabber Licensing

Single Sign-on Installation Tools

Out-of-the-Box & Custom Dial Plans

From the Factory Pre-configured software

5 co-resident application VMs

Larger capacity server


IP WAN

PSTN

Branch1

Branch49

CentralSite

Cisco Business Edition 6000Centralized Deployment Model

CentralizedDeployment Model

... Capacity:

Supported capacity (1,000 users/1,200 endpoints, 100 agents) http://docwiki.cisco.com/wiki/Supported_System_Capacities

Redundancy:

Two UCS C220 nodes may be deployed for redundancy/high availability

Sites:

Up to 50 total sites (central site and up to 49 branch/remote sites

http://docwiki.cisco.com/wiki/Supported_System_Capacities

http://docwiki.cisco.com/wiki/Supported_System_Capacities


Pricing, Bundles & Promotions


Licensing Model

Business Edition 6000 supports User Connect Licensing & Cisco Unified Workspace Licensing models

User Connect Licensing (UCL)

Ala-carte License Model

User Based Licenses – Single license that covers software entitlement, ports, endpoints etc.

Available for all core Unified Communications Applications

Cisco Unified Workspace Licensing (CUWL)

Bundled User License for the workspace

Single license that covers software entitlement, ports, endpoints etc for multiple applications.


Business Edition 6000 requires purchase of Starter bundles

Available with UCL and CUWL Bundles include 50 users or 100 user licenses Bundle discount Bundles include server with pre-loaded software along with user

licenses.

Add more user licenses (UCL or CUWL) to build any configuration. Mix UCL and CUWL with UCL and CUWL bundles.

Add-on value bundles available for key applications.

Pricing Model


UCS C220 M3 serverPreloaded Software Suite

50 or 100 Basic UCL50 0r 100 Voicemail UCL

Cisco UCL Bundle

Starter Model BundlesCisco UCL Bundle

Bundle Includes

50 UCM Basic UCL, 50 Unity Connection Voicemail UCL

100 UCM BasicOR UCL or 100 Unity Connection Voicemail UCL

Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and

License Cisco Unified Provisioning Manager Business

Edition and licenses. Preloaded UC software suite

http://images.google.com/imgres?imgurl=http://www.mnsu.edu/labman2008/images/VMwareLogo.jpg&imgrefurl=http://www.mnsu.edu/labman2008/Sponsors/&h=157&w=400&sz=32&hl=en&start=2&usg=__1GUXyhBTw3AFPJXKJePNTVjQStU=&tbnid=H-u6zIxs35r30M:&tbnh=49&tbnw=124&prev=/images?q=vmware+++logo&gbv=2&hl=en







UCS C220 M3 serverPreloaded Software Suite

50 or 100 CUWL BE

Cisco UWL Bundle

Starter Model BundlesCisco UWL Bundle

Bundle Includes

50 CUWL Business Edition Licenses OR

100 CUWL Business Edition Licenses

Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and

License Cisco Unified Provisioning Manager Business

Edition and licenses. Preloaded UC software suite








UCL CUWL

50 User Bundle $17,395 $21,995

100 User Bundle $22,995 $33,995

Starter Bundle Pricing

Bundle discount 21% w.r.t Server and licenses. More value with embedded Unified provisioning manager Business Edition More value with embedded Cisco UC virtualization hypervisor


NOW Is the Time to Take Market Share

Total global midmarket opportunity for Unified Communications and Collaboration

Business Edition 6000 - One Platform for Voice, Video & Collaboration

All Midmarket Opportunities New, Displacement or

Upgrade Compete against

ShoreTel, Microsoft Lync, Avaya IP Office, etc.

Respond quickly in a competitive race: Simplified Registration Simple, Predictable Discounts Fast Approval – 24 hours or less

Win the Race!Take Market Share

$7.1B

Differentiate to Compete

How do I Qualify?Sell Cisco Business Edition 6000!


Cisco Midmarket Collaboration Promotion Product Discounts - Overview*Orderable from October 11, 2012 | Registrations Thru July 27, 2013

Deal Protection!

When you register midsize deals with Cisco, the Midmarket Collaboration Promotion guarantees deal protection!

* Offer varies by region

Cisco Business Edition 6000 (all Cisco UWL/Cisco UCL bundles)Additional Cisco UWL/Cisco UCL LicensesCisco Unified Communication Software Subscription (UCSS)Cisco Unified IP & Video Phones Cisco TelePresence Systems, Infrastructure & EndpointsCisco WebEx MeetingCisco Unified Contact Center Express (UCCX) for BE 6000Cisco Voice & Unified Communications Gateways

Easy RegistrationFast Approvals

More Wins!

Product Discounts

Special Incentives

www.cisco.com/go/mmcollabpromotion

http://www.cisco.com/go/mmcollabpromotion


Contact Center Value BundlesOptional Add-on to Business Edition 6000

Easy Button Contact center bundlesEase of ordering with single SKU 20% off GPL discount built-inDiscounted 10 or 25 agents (Enhanced or Premium) configurationsAvailable under Business Edition 6000 top level SKUs as optional add-onsAvailable with both UCL and CUWL bundles

5 Enhanced seat Promo bundle has been extendedSingle SKU $2995 now includes appliance/OS entitlementLeverage to deploy a simple help desk solution

Cost-effective, full-featured Customer Interaction Solution with Unified CCX value bundles


Conference Bundle add-ons 1 year subscription for WebEx Meeting Center for 10

or 20 named hosts @ 20% off GPL pricing!

Lowers minimum number of Meeting Center hosts from 25 to 10

Integrated VoIP 1 yr service included (limited)

Maximum capacity 25 participants per session

Unlimited number of meetings/1 meeting per host at any time

Extend subscription terms or add more Named hosts using standard GPL SKUs

Cost-effective Web Conferencing with WebEx Meeting Center value bundles

Meeting Center Value Bundles Optional Add-on to Business Edition 6000


Advanced Video Offer


Competitive displacement of call control, voicemail, IM/Presence, web conferencing, TelePresence

Upgrade to current UCM release, phone models, video endpoints

Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications

Services Discounts Special incentives, ‘seed-and-grow’

incentives, Learning@Cisco discounts

All deals approved by Promotion Manager, AM & PAM

ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms Qualify by selling the Cisco Business Edition 6000

Simplified Discount Structure – no accelerators to qualify

All deals get the same discount Enhanced discounts on additional

collaboration licenses, applications and TelePresence infrastructure

Single step qualification & approval – usually within 24 hours.

Enhanced Discount Structure

Simplified Qualifying

Faster approval

Architectural Approach

Midmarket Collaboration Promotion

Collaboration Breakaway PLUS

Focus on full Enterprise Collaboration portfolio at the onset.

Focus on Midmarket Collaboration product portfolio

What’s the Difference?


What:

Upgrade to Unified Communications 8.x or 9.0 using a new bundled package offer of $9/user* for license, and 3 year Unified Communications Software Subscription** (UCSS) at standard pricing

Available for all core Unified Communications Products UCM, Unity Connection, BE 5000, BE 6000, Cisco Unified Presence, Cisco Unified Attendant Consoles…

9 & 3 Upgrade Offer can be combined with other promotions and standard discounts***

When:

Offer available April 5, 2012 - April 5, 2013

* Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection**Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate Service (ESW) is required with UCSS.

***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco Collaboration Breakaway PLUS.

9 and 3 Upgrade Offer


Services & Support


Network is critical to mission critical Skilled IT staff require direct access to Cisco engineers Require flexible device-level coverage

Cisco SMARTnet ServiceRapid issue resolution with anytime access to Cisco engineers and extensive technical resources

Advance hardware replacement options including 2- hour 24 x 7 global access to Cisco TAC and onsite resources OS software updates Device diagnostics and alerts on select devices

Customer Profile/Requirements

Capabilities and Features


Provides maintenance and minor software updates, plus access to online resources and Technical Assistance Center (TAC) support

Offers application support service, including 24 x 7 support dedicated to Cisco Unified Communications

Access to Cisco.com technical knowledge base including access to:

Software advisor Technical Assistance Center (TAC) Case

collection My Tech support Output interpreter Peer-to-peer online forums TAC newsletter And much more!

Cisco Unified Communications Essential Operate Service


Cisco Unified Communications Software Subscription

Guarantees access to major software version upgrades for duration of the activated subscription term

Most cost-effective method to acquire upgrades

Priced on a per user basis

Complement to Cisco Unified Communications Essential Operate Service


Partner Sales Tools


Marketing MaterialsSupporting the Sales Engagement Cycle

Partner Resources

Business Edition Portfolio Comparison At A Glance

Promotions

Partner and Customer presentations

Product Overview Presentation

Ordering Guide

Go To Market Guide

Tools

And more


Midmarket Collaboration Sales Tool - Cisco Collaboration Expert for iPAD

Lead powerful conversations with prospective Cisco Collaboration customers

Interactive tool allows you to select and present the exact Collaboration video demonstration desired, in the order you choose

Cisco Business Editions

Cisco IP Endpoints

Cisco Jabber

Cisco Unity Connection

Cisco WebEx Meetings

Cisco Unified Contact Center Express Download FREE!

For Android: https://play.google.com/store/apps/details?

id=com.cisco.midmarket&feature=search_result#?

t=W251bGwsMSwyLDEsImNvbS5jaXNjby5taWRtYXJrZXQiXQ

Download FREE!

For iPAD: http://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?ls=1&mt=8

)

http://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?ls=1&mt=8

http://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?ls=1&mt=8


For Account Managers

Perform quote at customer site

Connect with Distributors

Saves time and cost

Recommends the top 2 platforms that fit customer requirements

Covers all core-components – BE 6000, Contact Center, Video endpoints, gateways, services

www.cisco.com/go/qpt

Cisco Quick Pricing ToolPrice a System QuicklyAnd Easily


Financing – The Benefits of Leading with Cisco Capital Leasing Conserves cash flow and takes system price

out of the equation

Equipment remains off customer’s balance sheet

One low monthly payment

Lower costs

Equipment Lifecycle Management with ability to up-sell when lease is up for renewal

Maximum flexibility – eliminates risk of customer getting stranded with technology

*Cisco Capital Terms and Conditions apply, subject to credit approval, not available in all countries.

Learn More:www.cisco.com/go/ciscocapital


SummaryTop 6 reasons to lead with Business Edition 6000 9.0:

6. Core call control platform for midmarket segment (differentiated solution, solid Cisco = right-sized, premium offer)

5. Enterprise-class (no feature reduction, 99% investment protection with migration = customer satisfaction, loyalty)

4. Lower barriers to upsell (more collaboration, more users = same HW)

3. Application rich (rich on box offers + integrated WebEx Cloud offers = expand/grow service practice)

2. Competitive (differentiated offer = wins deals)

1. Improved partner profitability (cost-effective, simple, scalable = margin rich)


Learn More….Community Support forum -

https://supportforums.cisco.com/community/netpro/collaboration-voice-video TWTV “Fundamentals of BE6000”

https://communities.cisco.com/videos/9540#comment-9205

Cisco.com Midmarket main – www.cisco.com/go/midmarket SMB main – www.cisco.com/go/be6000 Product main – www.cisco.com/en/US/products/ps11369/index.html Case Studies – www.cisco.com/en/US/products/ps11369/prod_case_studies_list Partner Resources -

www.cisco.com/en/US/partner/products/ps11369/products_partner_resources_list

Partner Central Cisco Collaboration Midmarket Promotion - www.cisco.com/go/mmcollabpromotion

https://supportforums.cisco.com/community/netpro/collaboration-voice-video

https://communities.cisco.com/videos/9540

http://www.cisco.com/go/midmarket

http://www.cisco.com/go/be6000

http://www.cisco.com/en/US/products/ps11369/index.html

http://www.cisco.com/en/US/products/ps11369/prod_case_studies_list

http://www.cisco.com/en/US/partner/products/ps11369/products_partner_resources_list

http://www.cisco.com/go/mmcollabpromotion

Thank you.

Documents

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