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Cisco Quick Hit Briefing Cisco WebEx Update - The $$ Opportunity You Are Missing. To join the audio portion, enter a call-back number in the Audio Conference dialog box. Brian Avery. Alternatively, you can call into the meeting by dialing: Toll-Free: (866) 432-9903 - PowerPoint PPT Presentation
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Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 1
Cisco Quick Hit BriefingCisco WebEx Update - The $$ Opportunity You Are Missing Brian Avery
Partner Development Manager – Cisco Systems
December 13, 2012
To join the audio portion, enter a call-back number in the Audio Conference dialog box.
Alternatively, you can call into the meeting by dialing:
1. Toll-Free: (866) 432-9903
2. Enter Meeting ID: 205 899 956
3. Press “1” to join the conference.
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 2
Brian [email protected]
Partner Development ManagerPriors:
President and CEOCisco Premier Partner
Director of SalesCisco Silver Partner
Financial AnalystSprint Corporation
Agenda Introduction Cisco Priorities Business Case for WebEx Making it E-A-S-Y
Why WebEx? What Makes WebEx Better? Identifying Opportunities Getting Support from Cisco
Generating WebEx Business Ideas
Resources, Q&A
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
What Is a Quick Hit Briefing?• A weekly partner briefing series
designed for Cisco Commercial Territory partners
• Concise, relevant updates on:Cisco products and solutionsPartner programs and promotionsPartner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.
• Next Quick Hit Briefing: Customer Intelligence Systems - Contact Center UpdateThursday Jan 10th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205802492&RG=1&UID=0&RT=MiMxMQ%3D%3D
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
1
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Mobility
Security
Any - Any
Key Drivers of the Future of the NetworkThat Strategically Leverage the Power of the Network
Leadership in the Core… Routing / Switching / Services
Collaboration
Data Center / Virtualization / Cloud
Architectures for Business Transformation
Video
Cisco Priorities
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
Harvard Business Review
“The power to bring people together at critical moments, is key to aggregating and amplifying the impact of employees”
Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 6
Cisco WebEx® Quick Hit BriefingThe $$$ Opportunity You Are Missing
Josh Stanley, Nate Clayton – WebEx Team
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 7
WebEx Alignment for FY13Webex Team
Josh Stanley - SOUTH904-996-1332Mobile: 904-485-3760 [email protected]
Nathan Clayton- NORTH904-996-8373Mobile: 904-386-4128 [email protected]
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
WebEx Business Case WebEx Business Update
22% Year over Year GrowthMarket Share Leadership6.3M Registered Hosts1.5 Billion Meeting Minutes/mo3M+ Mobile App Downloads
Changing the Way we WorkDriving profitability and Growth through greater productivityFully integrated experience on any device, anytime, anywhere
Partnering for SuccessProven Sales Process: Available for Partner Resell for 20+ Months50%+ of New Business sold through the Cisco Partner Channel
Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 9
Why WebEx is superior?
Gartner Magic Quadrant for Web Conferencing
1) Superior Mobility
The WebEx mobile app makes it easier than ever to take collaboration on the road. The WebEx app grants users full functionality with the ability to schedule, host, and view meetings on the go.
2) Superior Security
WebEx runs over the Cisco Cloud, Cisco's proprietary network which uses both encryption protocols and intelligent threat detection such as the Cisco Secure(X) Architecture.
3) Superior Uptime
Cisco has invested over $500 million building the Cisco Collaboration Network – a private internet network that's only available to Cisco collaboration customers. With Cisco's dedicated network you'll experience 99.99% uptime, and faster connections no matter where you are.
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 10
Cisco WebEx Cloud
Global Scale
Optimized for Collaboration and
Content Distribution
Highly Availability, Performance/Speed
Multi-layer Security
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Simplified Options:1. Meeting Center
• 25 Person Capacity per Meeting• Includes FREE Audio (Toll & VoIP Included at no cost)
2. Just WebEx Messenger (Hosted Jabber)• Point to Point IM, Video & Presence• UC Integration
3. Consult with WebEx on everything else…..• Several additional options available (Contact Sales Support for info)
• Partner Help Desk: 877-WebEx-Help (877-932-3943)• South Florida: Josh Stanley @ 904-996-1332• North Florida: Nathan Clayton @ 904-996-8373
Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 12
Cisco WebEx Meeting Center
• Share Anything in a WebEx Meeting
• Any Device, Any Time, Anywhere
• Multi-point HD quality (720p) video
• On-demand recording
• 99.9% Uptime
• Private Network (Cisco Collaboration Cloud)
• Integrated WebEx audio options• Free Toll Conferencing
• Free VoIP Conferencing
• Integrated scheduling with:• Outlook, Microsoft Office, Internet Browsers, etc….
• Mobile devices (Phones & Tablets)
• Integrated with Cisco UC Solutions
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Cisco WebEx® Integrated High-Quality VideoPervasive Video
Experience• High Quality resolution –
720p• Active Speaker switching• Full-Screen video mode• Active Speaker window
when in App/Desktop Sharing Mode
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Cisco WebEx Meeting Center on Mobile Devices
iTunes http://itunes.apple.com/WebObjects/MZStore.woa/wa/viewSoftware?id=298844386&mt=8
Google Playhttps://play.google.com/store/apps/details?id=com.cisco.webex.meetings&hl=en
Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 15
WebEx for the Apple iPad
• Mobile video conferencingMultipoint WebEx high quality video with two-way videoVoice-activated video switchingMulti-point video in video carousel or pinch out to full screen
• Host capabilities Schedule, start, cancel a meeting and invite attendeesPass presenter control
• Attendee capabilitiesJoin WebEx meetings and view shared content with annotationsView attendee listChat with meeting participants
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
Cisco WebEx® Network Based RecordingRecord and save to network Access and play on network
Play back many timesEdit recordingRecord one time
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
WebEx Meeting Center SKU:Annual Subscriptions
Part Number Description
Annual Subscriptions
L-WBX-MC-SB-US= WebEx Meeting Center – Small Business Annual Subscription (US Toll + VoIP – North America Only)
Note: Minimum purchase of two annual subscriptions required. US Toll limit 10,000 minutes per month per host.
Prepaid annual subscription
Minimum purchase of two named hosts is required
Priced to provide good partner profitability when selling in alignment with the current WebEx Price
Includes audio package with integrated phone conferencing and free VoIP
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
Presence and Instant Messaging
• Who is available and how• Instantly interact• Desktop &mobile access• Point-to-Point Video• Easily escalate
Audio, video, desktop share
• InteroperableXMPP-based – broad supportFederates with popular solutions
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
WebEx Messenger (Connect) SKU:Annual Subscriptions
Part Number Description
Annual Subscriptions
L-WBX-CON-IM WebEx Connect/Messenger (Available in 1, 2, 3 & 5 year terms)
Note: Minimum purchase of two annual subscriptions required. US Toll limit 10,000 minutes per month per host.
Prepaid annual subscription
Minimum purchase of 25 named hosts is required
Priced to provide good partner profitability when selling in alignment with the current WebEx Price (List Price $42 per license per year)
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
WebEx Quick Hits
• Scheduled a meeting with WebEx with every existing UC customer
• Lead with WebEx as a conversation starter (everyone does conferencing – Web, Video &/or Audio)
• Add WebEx Sku on every BE6k you sell (10 or 20 License Bundles)
• Seed WebEx on every BOM you create over $100k (even if it is only a few licenses)
• Work with WebEx on your “Friendlies” to create a strategy• For Everyone else ask 3 questions
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
Identifying Opportunities
1. How do you do Web Conferencing today?• If no Web, How about Audio Conferencing?• Would you be interested in free Audio
conferencing?
2. How do you do Video Conferencing today?
3. Has your company standardized on one Instant Messaging solution?
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 22
WebEx Everywhere for partners(Expires 7/31/2013)
Offer Details
Full deployment (every knowledge worker) One seat of Webex Meeting Center (up to 25 attendees per meeting)One seat of WebEx Connect (IM only, no spaces) Either use Meeting Place Audio or optionally add integrated WebEx audio at highly discounted per minute rates with no minimum usage
Partner Requirement
Any Cisco Partner with a valid Select, Premier, Silver or Gold certificationAny Cisco Video Partner – Tandberg Migration (Express, Advanced & Masters) and Telepresence Video Specialized partners (Express, Advanced, & Advanced Plus)
Price Point & Contract
$5/user/month = 92% off list 12-month contract Capped or overage determined upon contract WebEx VoIP Free or Telephony at deeply discounted per minute rates
Get Started: www.cisco.com/go/webexnfr
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
Sales Engagement Use WebEx and Jabber internally
• Change the way your team works• Experience and demonstrate value to
customers
Leverage our Expertise• Team of expert sellers in Florida• Learn through sales engagements• Introduce us to your customers
We can help you grow the deal size:• Enterprise Edition Full Deployment• Generate Pull-Through Sales• Reoccurring GPL Revenue
Get your share of WebEx Business
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
WebEx Sales Support - Florida
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Resources
• Cisco Partner NFR Offer – www.cisco/com/go/webexnfr/
• Cisco WebEx Meetings on Cisco.com - http://www.cisco.com/en/US/products/ps12584/index.html
• Cisco WebEx on Partner Central Collaboration site - http://www.cisco.com/web/partners/sell/technology/collaboration/webex/index.html
• WebEx Partner Helpdesk – [email protected]
• Network World Article Rates WebEx “Best in Class” - http://www.ciscofiles.com/share/webexno1.pdf
• Web Conferencing Competitive Landscape - http://www.cisco.com/en/US/partner/prod/collateral/ps10352/ps10362/ps12584/web_ccl.pdf
Thank you.
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
Appendix
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
BE6k Configuration Examples1. Enter top level product number (CBE6K-K9-NEW)
2. After search click “select options” tab
3. Use these options 20 MC Add On ($12,425) Now 60% off list to partners Cloud presence
WebEx Commitment Grow Adoption Grow/Increase Usage Ensure Renewal
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
Screen Shots
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Screen Shots
Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 31
Cisco WebEx Core Applications
Cisco WebEx Collaboration Cloud
Remote Supportand Access
Webinars, Virtual Seminars ,Online Events
Event Center
SupportCenter
Devices
Web, audio and video conferencing
Interactive Online Training
Meeting Center
TrainingCenter
1-1 Voice, Video, Desktop share and
Chat
WebEx Connect
Cisco WebEx Collaboration CloudMeetings Presence
Workspace
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
WebEx Cloud Extension
CiscoWebEx Meetings
(Conferencing)
CiscoWebEx Telepresence
(Video)
Cisco WebEx Social Server
ON PREMISES
CiscoQuad
CiscoWebEx
CiscoCallway
CiscoWebEx Messenger
(IM/Presence)
CiscoWebEx Social
(Social Platform)
CiscoWebEx Connect
Cisco WebEx
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
Cisco WebEx SocialNew Social Collaboration Experience
• Redesigned and simplified UE
• Personalized Homepage with Watch List
• Unified Post
• Social networking(Search, Profiles, Suggestions, Enterprise Q&A etc. – same ason-prem. Quad 3.0)
• Dynamic Communities
• WebEx Meetings and Connect integration
• Email notification
• Mobile support
LimitedAvailability July 2012
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
Evaluation Accounts• “Try before you buy” “Proof of concept” easier than ever
• Scenarios: Upsell existing customersNet new businessCompetitive take-outs – Collaboration Breakaway
• Customer name and email address…That’s it!
• Can be set up for individuals, groups, or entire organizations for 14,30,60, or 90 days…possibly longer.
• Instant set up for: • Enterprise Edition (Meeting Center, Training Center, Event Center, and
Support Center) access• Includes Free Audio (Toll, Toll Free, and VoIP)• Includes 1000 Capacity• WebEx Messenger (WebEx Connect) or Hosted Jabber