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Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 3 Cisco UC 9.0
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Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 1
SEN Is Challenged When Competing Against Competitor Offering Streamlined Offers
15,000+ SKUsand counting…
Enterprise Licensing
Enterprise CALCore CAL
Foundation SuiteMobility SuiteCollaboration Suite
CUWL StandardCUWL ProfessionalUCL EssentialUCL BasicUCL Enhanced UCL Enhanced Plus
A La Carte
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 2
Avaya
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 3
Cisco UC 9.0
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 4
Microsoft
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2011. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG
SEN Confidential & Proprietary
For internal use only
Enterprise Licensing ObjectivesSEN & Customer
Page 5
What’s in it for SEN?
1. Improve sales experience by removing traditional GLP sticker shock with competitive software suites
2. Accelerate commerce by streamlining pricing execution with standard discounting versus traditional LoA process
3. Increase attach rate of software applications with value bundling
What’s in it for Customers?
1. Competitive price with 3 year discount commitment and deferred payments
2. Easier to understand value proposition and purchase SEN’s relative to competition
3. Standard global agreement including terms and volume benefits
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 6
Enterprise Licensing Catches Up With CompetitionKey drivers behind SEN’s proposed transformation
Capability Low Medium High
OEL Strategic Drivers
* Benefits include 3 year locked discount, vertical pricing, ability to move up price tier ** Our current requirement for a separate server for collaboration is a gap against many competitors.
Program with benefits*
Industry best practice
Competitive SW suites
Alignment (SW assurance/ support)
Simplicity
Segmentation (volume tiers, education)
1
2
3
4
5
6
Today
ELA
**
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 7
OpenScape Enterprise Licensing SuitesDesigned to optimize purchase value for enterprises
Voice Suite
Includes our award winning voice, soft
phone and mobile client
Team Suite
Includes all the good things from the Voice Suite
plus chat, presence & audio
Collaborate Suite
Includes all the good things of
Team Suite plus web collaboration
and video
* H/W gateway required
Analog Suite
Our award winning voice
solution for analog users
… work anywhere!! … chat away!! … share
anytime!!… talk today!!
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 8
AnalogSuite
Voice SuiteFoundation solution
for anywhere workers
Team SuiteTeam solution for
connected workers
Collaborate SuiteCollaboration solution
for virtual workers
Voice OpenScape Voice
Voice Mail/Unified Messaging OpenScape Xpressions
Mobility OpenScape Mobile
Soft Client OpenScape Personal Edition
Unified CommunicationsOpenScape UC Application
Audio ConferencingAudio Conf. Channel
Web/Video CollaborationOpenScape Web Collaboration
Software Support Maintenance and software assurance 12% of suite list prices
Enterprise Licensing AgreementPriced based on competitive value model
* Hardware gateways are required
*
Less than 1K users 43%
Volume discount
1K-5K users 47% 5K-10K users 52% 10K+ users 58%
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 9
Simple For Sales ForceIt’s as easy as 1 - 2 - 3…
Select
1
Select suites, mix different type of users
Select additional software options
Apply volume discount
100 - 999 43%1K - 4.9K 47%5K - 9.9K 52%10K+ 58%
Add 3 year of software support for 12% of software
Easily review software quote by leveraging clear pricing
Combine OEL software with hardware and services
Price
2
Order
3
Choice and flexibility based on user needs!
Discounting + protection through the life of the contract!
It’s easy to do business together!
No hidden surprises. No hidden costs.
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 10
ELA Removes Sticker Shock Of Traditional List Prices (GLP)
100-1K
1K-5K 5K-10K
10K+ 100-1K
1K-5K 5K-10K
10K+ 100-1K
1K-5K 5K-10K
10K+ 100-1K
1K-5K 5K-10K
10K+
Analog Suite Voice Suite Team Suite Collaboration Suite
0
100
200
300
400
500
600
700
60
295
395
495
SEN GLP "A la carte" Cisco LP Avaya LP SEN OEL GLP
USD
ELA list prices set in line with key competitors including Cisco and Avaya
Slight premium in some scenarios consistent with brand and business strategy (monitor market response before pricing below competition)
Global List Price
Analog
Voice
Team
Collaborate
Traditional GLP
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 11
100-1K
1K-5K
5K-10K
10K+ 100-1K
1K-5K
5K-10K
10K+ 100-1K
1K-5K
5K-10K
10K+ 100-1K
1K-5K
5K-10K
10K+
Analog Suite Voice Suite Team Suite Collaboration Suite
0
50
100
150
200
250
300
34 32 29 25
168156
142
124
225209
190
166
282
262
238
208
SEN OEL Cisco Avaya
After standard discount ELA remains competitive
Price After Standard ELA Discount
ELA Standard Discounts:T1: 43%T2: 47%T3: 52%T4: 58%
Pricing benchmark Cisco: 49-54% off list priceAvaya: 47-52% off list price
Streamlined standard discount to 4 price tiers accelerating pricing process
After standard discount ELA remains competitive against standard discount from competitors
Deal specific discounting remains an option
USD
Analog
Voice
Team
Collaborate
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 12
Pricing of typical voice system use case
Potential to increase attach rate from perceived value versus traditional a la carte
Maintain option to use traditional pricing for specific a-la-carte opportunities
Typicala-la-carte configuration
Traditional pricing for same ELA products
ELAPerceived value
Enterprise Licensing Versus Traditional A-La-Carte Pricing
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 13
TCO (OEL vs. Traditional)
• OEL includes SWA• Traditional includes an upgrade in year 3• Traditional “Apps Attach equal to OEL” includes same configuration as OEL
Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AGPage 14
TCO (OEL vs. Traditional)
• OEL includes SWA• Traditional includes an upgrade in year 3• Traditional “Apps Attach equal to OEL” includes same configuration as OEL