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Collab Systems Release 10 Licensing UpdateCTG Strategic Pricing and Licensing

January 2014

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Pricing and Licensing Strategy for FY14

Add Value to Current UC Licensing Solutions

Encourage Strategic Collaboration Trends

Deliver Simple and Consistent Pricing Methodology

Enable Migration between On Premise and Cloud

Improve Ease of Doing Business with Cisco

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Multiple Devices

Cisco Unified Messaging

Cisco Prime Collaboration Standard

Expressway firewall traversal

Support for All Personal Endpoints

One / Two Devices

Updates and additions to System Release 10 listed in green

WebEx Conferencing

Personal Multiparty

CUWL PROFESSIONAL

CUWL STANDARD

UCL ENHANCED / PLUS

CUWL PROFESSIONAL

CUWL STANDARD

UCL ENHANCED / ENHANCED PLUS

Cisco Collaboration Systems Release 10 Licensing SummaryMaintaining simplicity with added value

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• First level of licensing for Collaboration users

• Core components:

• UC application support for one device (UCL Enhanced) or two devices (UCL Enhanced Plus) per user

• Support for Cisco’s entire portfolio of personal endpoints

• Expressway firewall traversal for remote and mobile workers (firewall traversal for IM&P, voice and video within an organization)

• Cisco Prime Collaboration Standard

UCL Enhanced list price = $210 per userUCL Enhanced Plus list price = $295 per user

UCL ENHANCED / PLUS

UCL ENHANCED / ENHANCED PLUS

Cisco Collaboration Systems Release 10 Licensing Summary

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• Most popular licensing for Collaboration users

• Core Components:

• All features of UCL Enhanced / Enhanced Plus

• Including new additions of Expressway firewall traversal and Cisco Prime Collaboration Standard

• UC application support for more than two devices

• Cisco’s unified messaging

CUWL Standard list price = $325 per user

CUWL STANDARD

UCL ENHANCED / PLUS

CUWL STANDARD

Cisco Collaboration Systems Release 10 Licensing Summary

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• Most comprehensive licensing for Collaboration users

• Core Components:

• All features of CUWL Standard and UCL Enhanced / Enhanced Plus

• One named user license for WebEx on-premise AND 1-year subscription for WebEx in the cloud

• One named user license for Personal Multiparty, to host 4-party video conferences

CUWL Professional list price = $500 per user

CUWL PROFESSIONAL

CUWL STANDARD

UCL ENHANCED / PLUS

CUWL PROFESSIONAL

Cisco Collaboration Systems Release 10 Licensing Summary

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Personal Multiparty + + N/A N/A

WebEx Conferencing + + + +

Unity Connection + + +

Expressway firewall traversal N/A N/A

Jabber UC N/A N/A

Jabber IM/P

Cisco Prime Collaboration

# of Devices Supported

Multiple Multiple Two / One One One

CUWLProfessional

CUWLStandard

UCLEnhanced

Plus / Enhanced

UCLBasic

UCLEssential

Price $500 $325 $295 / $210 $125 $40

CPE & Hosted

CPE & Hosted

Personal Multiparty

Allows for up to 4 parties in a video conference; included in CUWL Pro

WebEx Conferencing

One Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server; included in CUWL Pro

Expressway firewall traversal

Firewall traversal for voice and video; included in UCL Enhanced & above-------------------------Firewall traversal for IM&P; included with all UCM licenses

Cisco Prime Collaboration

Cisco Prime Collaboration Standard; included with CUCM

= included w/ license+ = optional add-onN/A = not available w/ license

Cisco Collaboration Systems Release 10 Licensing Summary

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Personal MultipartyCollab Systems Release 10 Licensing Revisions

Added Value to Current UC Licensing Solutions Named host for 4-person video conference included

in CUWL Pro Supports resolutions up to HD w/ Orchestration Ad hoc, Rendezvous, or Scheduled meetings Rich interoperability

Strategic Collaboration Trends Drives personal, enterprise-wide HD video adoption

Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers Included in CUWL Pro at no additional cost Offered a la carte on a per user basis

Personal Multiparty

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Added Value to Current UC Licensing Solutions Customer provided one Named User license for both

WebEx Meeting Center (1 year) AND WebEx Meetings Server

Per user license model replaces 1:10 port to license ratio

Strategic Collaboration Trends Encourages customers to deploy in the cloud with

no risk

Simple and Consistent Pricing Methodology Per user on premise and cloud options consistent

with per user components in all licensing options

Migration between On Premise and Cloud Flexibility to choose on premise deployment after 1 year

cloud subscription, at no additional cost

WebEx Conferencing

WebEx ConferencingCollab Systems Release 10 Licensing Revisions

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Expressway firewall traversal

Added Value to Current UC Licensing Solutions Firewall traversal for voice and video included in

UCL Enhanced, CUWL Standard, CUWL Pro for mobile remote workers registered to CUCM

Firewall traversal for IM & Presence included with CUCM

Strategic Collaboration Trends Drives pervasive video and mobility

Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers

Ease of Doing Business with Cisco Inclusion of firewall traversal in licensing reduces need for

incremental products

Expressway for remote and mobile workersCollab Systems Release 10 Licensing Revisions

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Cisco Prime Collaboration Standard

Added Value to Current UC Licensing Solutions Allows customers and partners to manage full UC

deployment Configure and deploy solutions, track performance

metrics and trends, view real-time dashboards Self-service allows for rapid revisions and

deployment

Strategic Collaboration Trends Accelerates deployment of all UC applications

including video

Ease of Doing Business with Cisco Directly addresses one of customers’ key pain points that

management of Cisco solutions is difficult and fragmented Single, consistent platform enables customers and partners

to better manage deployments and track usage Advanced version of Prime Collab also available a la carte

Cisco Prime Collaboration StandardCollab Systems Release 10 Licensing Revisions

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UCL Essential

UCL Basic

UCL Enhanced / Enhanced Plus CUWL StandardCUWL Professional

Analog

3905 6901

6921

6911

Fax

TelePresenceRoom

MX / Profile Series

System Codecs and Quickset Platforms

99xx

89xx

792x

Jabber Mobile

Third Party SIPEX60 / EX90

7937 / 8831

TX / CTS / T Series

Collab Systems Release 10 Licensing RevisionsDevice Support

79xx

DX650

69xx

Jabber Desktop

78xx

7821

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CUWL Pro Customer EntitlementsBased on License Version and Valid UCSS

Personal Multiparty

WebEx Conferencing

Expressway*

Named User license for 4 party video

conferencing

Named User license for WebEx Meeting Center (1 yr) AND WebEx Meetings

Server

Voice & Video and IM/P

CUWL Pro 9.X and

10.0

New CUWL Pro 9.X and 10.0 Users (new / migration / add-on)

Existing Customer On or Upgrading to 9.X or 10.0 with valid UCSS

CUWL Pro Pre-9.X

New CUWL Pro Pre-9.0 Users (new / migration / add-on)

Existing Customer On or Upgrading toPre-9.0 with valid UCSS

*Expressway voice & video also available in 9.X and 10.0 for UCL Enhanced/Enhanced Plus and CUWL Standard; IM/P available in all license levels.

(On-premise only)

CUWL Pro Availability- Minimum of 50 CUWL Professional user licenses minimum- WebEx Meeting Center (cloud) is not available in China and Russia

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• Multi-year subscriptions provide predictable, fixed pricing for upgrades.

• If the customer upgrades once in 5-7 years, UCSS costs less than a-la-carte upgrades.

1yr x UCSSUCSS Subscription $10 / user /

year

A-la-carte Upgrade 1 x Standalone Upgrade

New SoftwareApplication

1 x User Connect License $100 / user

$50 / user

Example depicts savings from UCSS compared to a-la-carte upgrades

UCSS BenefitsMost Cost-Effective Way to Upgrade

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Video Velocity Starter Kit

Phones, Gateways, UCL, WebEx Meetings

59% TelePresence, CUWL, CC, Collab SW, UCSS, BE6K,

BE7K, CUAC

64%UCS

65%Services

33%

MCU 5310/5320 or TS VM/310/320 & Expressway85%

Drive to Collab CB Plus Promotion – US/CAN

Contact GLO for licenses;Use CB

Plus discountsto expand

No UCSS UCSS

100%

LicensesMigration Licenses

85%

5 Years UCSS

78%3 Years UCSS

64%3 Years UCSS

64%

85%

Get Current Stay Current

SKUs

No UCSS

UCSS

EX Series Limited Offer

Unlimited EX60 or EX90, BE6K, BE7K, HCS or TPaaS78%

NEW! UCM 10.0

upgrades eligible

BE7K: 64%

CUAC 10.0: 64%

VVSK includes Expressway

EX Series: 78%

Up level Licenses (UCL Enh CUWL Std or CUWL

Std Pro)Licenses at Same Level

Migrating to CUCM 9.1 or 10.0Competitive

Displacement

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Maintained Tiered Pricing for UCL LicensesCollab Systems Release 10 Licensing

UCLEnhanced Plus

UCLEnhanced

UCLBasic

UCLEssential

1 to 999 Users $295 $210 $125 $40

1,000 to 9,999 Users $280 $195 $110 $25

10,000 and Above Users $275 $190 $105 $20

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Partner Only

Typical Use Case Scenarios and Partner Sales Motion

Use Case Scenario Partner Sales Motion

New customer (Greenfield Opportunity)

Customer does not have Cisco UCM

Lead with CUWL

• CUWL Pro for customers considering personal multiparty video and/or WebEx standalone

• CUWL Standard for customers primarily focused on call control

Current UCM customer on Pre-9 version of UCM

Upgrade to 9.x or 10.0

• Collaboration Breakaway Plus: Drive to Collab

Current WebEx (Cloud) customer

Customer does not have Cisco UCMLead with CUWL Standard to introduce entire Cisco Unified Communications Manager

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Cisco AM Call to Action

Emphasize Key Strategic Initiatives

• Upsell to CUWL Pro for Personal Multiparty video and WebEx Named User license enhancements

• Highlight Expressway’s value for employees to work as effectively outside the org as inside the org (UCL Enhanced and above)

New Customer Opportunities

• Lead with CUWL Pro for the most comprehensive collaboration bundle

• Emphasize the added value in CUWL Pro, CUWL Standard, UCL Enhanced/Enhanced Plus at same competitive market prices

Installed base on valid UCSS equals new opportunity!

• Upgrade customers to Release 10 for all product enhancements

Service Renewals Quotes (UCSS, ESW)

• No price changes to UCSS and ESW

• Expect increased renewal rates tied to increased value of licenses

Sales Only

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• Cisco Unified Communications Licensing:http://www.cisco.com/en/US/partner/products/ps9156

• Partner Licensing Community:https://communities.cisco.com/community/partner/collaboration/licensing

• Cisco Promotional Offers:http://www.cisco.com/web/partners/incentives_and_promotions/

Additional Licensing Resources

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Additional Drive to Collab Resources

• Drive to Collab:www.cisco.com/go/drivetocollab

• CB Plus:www.cisco.com/web/partners/incentives_and_promotions/cbplus.html

• Migrate to Cloud:www.cisco.com/web/partners/incentives_and_promotions/cmcp.html

• Midmarket:www.cisco.com/web/partners/incentives_and_promotions/midmarket_collaboration.html

• Video:www.cisco.com/web/partners/incentives_and_promotions/cisco_video_collaboration_promotion.html

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• Personal Multiparty:http://iwe.cisco.com/web/conferencing/sales-resources

• WebEx Conferencing:http://wwwin.cisco.com/voice/products/conferencing/

• Expressway:http://iwe.cisco.com/web/expressway

• Cisco Unified Communications Manager:http://iwe.cisco.com/web/enterprise-call-control-and-session-management/home

• Cisco Unified Communications Software Subscription (UCSS):http://www.cisco.com/en/US/partner/products/ps9158

Additional Product Information

Collab EACisco Enterprise Agreement for Collaboration

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Overview of Enterprise Agreement

• Software and services rights for entire organization in single, co-terminated, multi-year agreement

• Suites include access to software, upgrade subscriptions (UCSS) and technical support (ESW)

• Hardware excluded

• Minimum number of knowledge workers is 2,000

• Limited to authorized regions

• Price takes into account customers’ previous investments in Cisco collaboration products

• Previously procured perpetual licenses and the residual value of UCSS/ESW are factored into pricing

• Fixed cost over the length of the contract based on # of knowledge workers at time of purchase

• Customer has unlimited applications and services consumption over the term of the agreement without financial true-ups due to growth

• License rights include unlimited organic growth as well as inorganic growth (mergers and acquisitions) up to 20%

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Overview of Enterprise Agreement Offers

Unified Communications Suite

WebEx On-Premises Suite

TelePresence Multi-Party Suite

On premise conferencing suite Audio and video conferencing Web meetings conferencing

HCS-LE Management Suite

Provisions, activates UC services for subscribers Automates upgrades, produces reports and provisions architecture Supplies root-cause and service impact analysis Provides monitoring and diagnostics

TelePresence Server with multi-point bridge functionality TelePresence Orchestrator providing bandwidth management

Enterprise-class IP telephony call control TelePresence point-to-point call control Messaging Desktop, Mobile, IM & Presence Jabber clients Emergency responder, E911

Customer Collaboration Suite

Based upon agents and ports, rather than knowledge workers like other suites Enterprise contact center platform and applications for inbound & outbound call handling Includes social media monitoring, queuing, & workflow

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Overview of Enterprise AgreementAuthorized Collab EA Geographies (as of Q1FY14)

Americas EMEAR APJC

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Collab EA:http://iwe.cisco.com/web/collaboration-enterprise-agreement

Additional Information

Systems Release 10Alignment to consumption models

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Collab Systems Release 10 Cisco Enterprise Agreement Alignment

Introduction of four new product suites to complement the existing Unified Communications Suite:

• WebEx On-Premises Suite• HCS-LE Management Suite• Telepresence Multi-Party Suite• Customer Collaboration Suite

Alignment to Systems Release 10 Product Enhancements

Personal Multiparty• Included in the Telepresence Multi-Party Suite

WebEx Conferencing• On premise meetings conferencing included in the WebEx On-Premises Suite

Expressway firewall traversal for remote and mobile workers• Included in Unified Communications Suite (previously VCS-E was included)

Prime Collaboration Standard Edition• Included in Unified Communications Suite

Expected EA integration ~3-6 months after Systems Release 10 launch

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Collab Systems Release 10 Business Edition Alignment

CUWL Standard replaces CUWL BE offer for BE6K• Reduces confusion from previously separate, but similar CUWL BE and CUWL Standard offers• BE6K continues to support up to 1,000 users• BE Systems Release 10 will be available approximately one month after the main CUCM release

Alignment to Systems Release 10 Product Enhancements

Personal Multiparty• Available through CUWL Pro offer only; no license specific to BE

WebEx Conferencing• Available through CUWL Pro offer only; no license specific to BE

Expressway firewall traversal for remote and mobile workers• TBD

Prime Collaboration Standard Edition• Prime Collaboration included in BE6K

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Collab Systems Release 10 HCS Alignment

Alignment to Systems Release 10 Product Enhancements

Personal Multiparty• Not available through HCS

WebEx Conferencing• Not available through HCS

Expressway firewall traversal for remote and mobile workers• Firewall traversal for IM & Presence included in all HCS offers• Firewall traversal for voice and video included in HCS Standard and HCS Foundation

Prime Collaboration Standard Edition• Prime Collaboration continues to be included in HCS Management Suite

Thank you.Thank you.