July 2015 Cloud / SaaS Quoting, Ordering, Subscription Management, and Invoicing

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July 2015

Cloud / SaaSQuoting, Ordering, Subscription Management, and Invoicing

2© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Learn:• SaaS at a high level.

• Operational benefits of SaaS for Customers, Partners, and Sellers.

• How to create a quote in CCW for SaaS.

• How to change subscriptions for SaaS.

All names and data contained in this deck are simulated and non-factual.


Create and Share Quotes in CCW2

Agenda

Order via Distributor3

Support5

SaaS Program Overview1

Change Subscriptions in CCW4


SaaS Program Overview


1. Pre-sales Simplicity

Thousands of SKUs simplified down to a few top-level offers

Dynamic configuration tool to easily choose/configure options

2. Billing Flexibility and Transparency

Ability to choose between pre-pay and monthly billing options

Usage and overage information clearly called out

3. Ongoing Ease of Doing Business

One tool for quoting, configuring, provisioning, ordering, and managing subscriptions

Retirement of legacy platforms

Needs

Research

Source

PayMaintain

Repurchase

Purchase

Receive

Use

Customerand Partner Experience

Software Operations Transformation


What is SaaS?Software-as-a-Service defined

A Software application delivered and managed as a

service by Cisco (cloud provider) or a partner (cloud

enabler).

Instead of acquiring the software as a license to run its

own systems, the customer accesses the application/service

through the internet (cloud).


Features and Benefits: Traditional v. SaaS

SaaS ModelTraditional Model

Immediate ROI. “Pay as you grow” Operating expense (more flexible) Minimal integration and implementation cost

and risk No annual maintenance/support costs No upgrade deployment costs

Software paid up front Capital expense (less flexible) Longer/costly integration and

implementation expense & risk Annual maintenance/support costs Upgrade deployment costs


Moving to SaaS – Procurement Changes

Feature Impact Benefit Number of SKUs drastically reduced Fewer SKUs for you to know, track and

manage.- Simpler, easier, and more intuitive configuration and order methodology. - More flexible terms and pricing. - Dynamically change usage and service attributes as needed.

Provisioning in CCW instead of manual process

Instead of provisioning after the order is placed, creating delays, provisioning details are gathered at the time of order.

- Automatic and faster provisioning of order, 72 hours after order is fulfilled.

Quoting, configuring, ordering, invoicing and renewals via CCW

One seamless and integrated process instead of multiple, separate tools and methods.

- Reduced quoting, configuration, order, invoicing and renewal transaction errors. - Faster lookup and response to order history, invoicing and renewals inquiries.

Flexible billing options (recurring, auto-renewal, usage-based)

Avoid the need for leases (application, credit assessment, approval cycle) to provide flexible payment options.

- Greater flexibility for billing/invoicing on customer’s terms. - Set and forget auto-renewals

Traditional Model

SaaS Model


Cloud Collaboration Offer SummaryLicensing Models

Named User Access Offers

• Meet: Spark & Meeting Center (Cap* 25 / 200)• Support Center (Cap 5)• Event Center (Cap 100 / 500 / 1000 / 3000)• Training Center (Cap 30 / 200)• Meet: Spark & Enterprise Edition (Cap 200 / 1000)• Message: Spark & Hosted Jabber (Messenger

Top

Le

vel O

ffers

(Dat

a S

ervi

ces)

Employee Count Offers

• Meet & Message: Spark & Meeting Center Full Deployment (Cap 1000)

• Meet & Message: Spark & Enterprise Edition Full Deployment (Cap 1000)

• Message: Spark & Hosted Jabber (Messenger)

Active User Offers

• Meet & Message: Spark & Meeting Center Active User (Cap 1000)

• Meet & Message: Spark & Enterprise Edition Active User (Cap 1000)

• Message: Spark & Hosted Jabber (Messenger)

*Cap = the max per meeting attendee capacity

• Individually license and assign all users• Pay-as-you-grow

• License all employees• Provide access to all users• Predictable annual spend• Pay for what you use

• License a minimum percentage of all employees and true up based on actual usage

• Provide access to all users• Pay for what you use

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Top-Level Offer

Sample Configuration Options Description

a-wx-named-user

a-wx-emp-count

a-wx-active-user

SKU

Port Offers• Meeting Center• Support Center

• Specify a max amount of concurrent usersa-wx-ports


Procurement Methodology – What’s Changing?

Quoting Ordering

Subscription

Management

Invoicing

Dynamic offer configurations – supports all SaaS offers and drastically reduces number of SKUs

Dynamic pricing – configure based on attributes (quantity, terms, pre-pay and auto renewal options)

Easy quote-to-order conversion

Transactions

Auto-provisioning is enabled for multiple products (including WebEx and Spark today)

Quicker turnaround on site availability

Each offer has pre-defined provisioning rules to help guide you through your configuration

Provisioning

Billing & Metering – periodic payment options (monthly, prepaid)

Usage and overages will also be included

Invoicing

Manage subscriptions directly in CCW – including processing change subscriptions easily and viewing usage data

Flexible options allowing for no-touch auto renewals or initial term only (no renewal) based on what fits your needs

Management/Renewals


SaaS – Partner Flow

Talk to end customer to define order requirements and service needs

Quote & Configure services in CCW – configure based on what the customer wants

Share Quote and Service Description agreement with end customer

Submit quote in CCW and share with Distributor

Submit order to Distributor *Share completed provisioning job aid with Distributor

Quoting & Ordering

Partner Action

CCW

Use Provisioning Job Aid to acquire provisioning details from end customer

Get agreement from end customer to move forward

Distributor enters provisioning information and submits order in CCW

Distributor Action


SaaS – Partner Flow

Monitor usage and communicate with customer to see if changes are needed

Perform Upsells / Downsells in CCW and share with Distributor

Subscription Management & Invoicing

Send Invoice to Customer on a monthly basis

Access invoices in CCW (pdf) or SFTP folder (pdf/xml/xls)

PartnerAction

CCW/SFTP

If auto-renewal option is not selected, share renewal with Disti

Distributor Action

Send invoice to 2-Tier partner

Submit Upsell / Downsell in CCW

Submit Renewal order in CCW


Quoting in CCW


SaaS – Transactional and Operational Process

Quickly create quotes and estimates for your customers, and share with your Distributor. Smaller volume of SKUs to navigate, guided configuration rules, and auto-filled information. Easily add more users or expand product offerings to your existing subscriptions. Utilize existing non-standard processes to gain approvals for flexible quantities, terms, and pricing

(share quote and configuration easily with others). Note that Cisco recommends using “Create Estimates” to create a configuration

Quoting and Configuration

Quoting Ordering

Subscription

Management

Invoicing

End customer would like for all 500 of their employees to have access to schedule & host meetings, send/receive Spark messages, etc., but isn’t sure exactly how many will utilize the WebEx services. Monthly billing has been specified as the preferred billing option.

Scenario


Access CCW using the following link: https://apps.cisco.com/Commerce/homeIn the Deals & Quotes dropdown, click Create Quote.

CCW QuoteCreate Quote

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https://apps.cisco.com/Commerce/home


CCW QuoteCreate a Quote

1 Populate all required fields in the Deal Name, End Customer, and Partner sections as per the standard CCW process.Click Create Deal.

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CCW QuoteAbout the Deal

1 Select the appropriate Intended Use, Deal Category, and Price List, and include any other “About the Deal” information as desired.Click Save and Continue to proceed.

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CCW QuoteAdditional Information

1 Add Install Information and Service To Information (Billing Information is optional).Click Save and Continue to proceed.

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The following slides and screenshots are specific to ordering WebEx Spark offers. For other offers, please refer to offer-specific Ordering Guides.Type in the entire SKU and click Add. Note: SaaS SKUs are hidden and will not be auto-populated.SKU is added to the Quote. A warning triangle will display advising you to configure.Select your Buy Method.Click Select Options to configure your SaaS offer.

CCW QuoteAdd a WebEx SKU

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Click the calendar icon and choose a Start Date.Select the Initial Term. Select the Auto Renewal Term.Select your preferred Billing Model option.The available options may vary by offer.

Note: Configuration options will varyby offer type and may vary by country. Guided messaging is available to help you with the configuration.

To make a selection outside of what isshown, please contact your AM and followthe Non-Standard Deal Approval process.

CCW QuoteDynamic Configuration: Terms & Payments

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Click Spark Meet with WebEx.Enter number of employees.Select the Spark Meet Option.Enter number of users to see list price.Overage will default into configuration. To remove, click the Trash Can icon. Select Video Meeting Type.Enter number of users to see the price and add to configuration.

Note: As you make selections on the right, your configuration builds on the left.

CCW QuoteDynamic Configuration: Spark Meet with WebEx

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Click WebEx Storage Add On.50 GB is included by default for Active User. Enter the amount of additional storage to add to the configuration.Storage Overage in enabled by default; click the Trash Can icon to remove.

CCW QuoteDynamic Configuration: WebEx Storage Add On

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Click WebEx Audio Add On.To add Event Center Audio Broadcast to the configuration, click the Plus icon.Select an option from the Additional Audio Types and continue to configure your offer.

CCW QuoteDynamic Configuration: WebEx Audio Add On

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Select from Committed, Uncommitted, or True-Up billing.

Note: True Up billing is not available for all offers.

True-Up Billing allows you to be billed based on the difference between the committed value set at time of order, and the sum of the accumulated invoice during your true-up term based on actual usage.

This will appear in the subtotal view of your order as the following:

• Recurring charges represent all lines where charge type is ‘Recurring’ and License Model is not ‘Committed Billing’.

• Committed Spend will equal the sum of all lines where Charge type is ‘True Up’ or License Model is ‘Committed Billing’.

CCW QuoteDynamic Configuration: True-Up Billing

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Click Done. This will validate and save the Configuration, completing the Configuration process.

Note: If the configuration is not valid an error message will display. Make necessary corrections and click Done again.

CCW QuoteComplete the Dynamic Configuration

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Read through Terms and Conditions. Click Return to Configuration to modify current Configuration if necessary.Click Done to accept Service Description & End User License Agreement and finalize your Configuration.

Note: Ensure your configuration is complete and valid. After continuing, you can change only the Start Date; you will have to reopen the quote to make other changes to your configuration.

CCW QuoteAccept Terms & Conditions

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http://www.cisco.com/web/about/doing_business/legal/service_descriptions/docs/active_user_subscription_service.pdf

http://www.cisco.com/en/US/docs/general/warranty/English/EU1KEN_.html


Configuration is Valid.Quote summary of selected options and extended list price is displayed. To edit terms and payment, click the pencil icon.Click Save and Continue to save and to move to Discounts & Credits.

CCW QuoteSave & Continue

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Pricing information is displayed in the Discounts and Credits tab. Click the Plus icon to expand the configuration and display the minor lines. You can select different View By options from the drop-down menu.Scroll to the bottom of the screen and click Save and Continue.

Note: Discounts, lead time and final pricing information are only available for items fulfilled through Cisco. Contact your distributor for the final pricing details.

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CCW QuoteDiscounts & Credits

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Review the quote details in the Review and Submit tab.Click Submit Quote for Approval.

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CCW QuoteReview and Submit

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Click Share to share the approved quote with your Distributor.

Note: Standard quotes are automatically approved. Any non-standard quotes require additional approval – contact and share the quote with your Account Manager.

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CCW QuoteQuote Approval

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Select Yes or No for whether or not you would like to grant your Distributor edit access.Populate contact details as desired.Lastly, Click Save to continue.

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CCW QuoteQuote Approval

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Ordering in CCW



After sharing quote, Distributor will place the order on behalf of the Partner. Share end customer provisioning information with your Distributor.

Ordering

Quoting Ordering

Subscription

Management

Invoicing

Partner has submitted the quote and shared with their Distributor. The Distributor will place the order.

Scenario


Manage Subscriptions in CCW



Manage subscriptions directly in CCW – including processing change subscriptions easily Simplified upsell and replace subscription process, all in CCW View usage data, invoices, and more in the CCW Subscriptions tab

Subscription Management

Quoting Ordering

Subscription

Management

Invoicing

Customer has been using their SaaS product for a few months now and has experienced a change in their company. Due to rising employee headcount, they would like to view their usage data and increase their amount of users specified.

Scenario


Manage Subscriptions

Hover over the Subscriptions tab and click on Cloud/SaaS Subscriptions. 1

Subscriptions Tab

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Manage Subscriptions

Hover over the Calendar icon to view the date the subscription is scheduled for renewal. The number of Days to Renewal is also called out.

Click the Subscription to edit/modify and view detailed subscription information.

To search, select a search criteriaand search term, or click the Advanced Search option.

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Search Subscriptions

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Manage SubscriptionsEdit/Modify Subscription

Click Modify/Renew to begin the Change Subscription process.

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Manage SubscriptionsUpsell

After clicking Click to Modify from the listof subscriptions, the selected subscriptiondisplays in the Items tab.

Click Change Options.

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Manage SubscriptionsUpsell (cont.)

To make changes to Terms and Payments, check the box next to Change the terms of my subscription.

Under Configuration Summary, click the category to make changes to.

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To change quantity in an upsell, enter a new, higher quantity (in this example, quantity is updated from 1000 to 1500). Click anywhere on the screen to update the quantity.

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A message displays to inform you when the subscription changes will take effect.

Follow the steps as outlined in the CCW Quoting section to make any other changes to the subscription.

Click Done.

In the Done Messages dialog box displayed, click Done.

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You can click Change Options to verify changes.

Click Save and Continue and complete the quote. 10

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Manage SubscriptionsDownsell

In the Items tab, click Change Options.

Note: To initiate a downsell, you follow the same process flow as for an upsell. Click Change Options, increase an amount marginally in the configuration, and then share the deal with your AM stating the details of your desired downsell. Work with your AM to process the downsell.

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Manage SubscriptionsReplace

In the Items tab, click Replace Subscription to choose a new Subscription.

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Manage SubscriptionsReplace (cont.)

Click the Subscription you would like to switch to.

Click Use Selected Offer to proceed.

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Manage SubscriptionsReplace (cont.)

Click Back to Items Page and follow the process as outlined starting from Slide 16.

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Change SubscriptionsView Subscription Details

Click Details to view subscription details for both major and minor lines.

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Change SubscriptionsView Usage Details

Click Usage.

Click any of the items in the Summary section to update the graph.

Select the Billing Cycle and usage type you would like to View Details By.

Usage Details will be populated based on your selection. Click Download Excel to export. 1

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Change SubscriptionsView Payment and Contact Details

Click Payments and Contacts.

Edit Contacts and Contact Information in the Contacts and Addresses section.

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Support


SaaS SupportWhere do I go for Help?

Go to SaaS Subscriptions Community Page www.cisco.com/go/saassubscriptions

For Subscription Based Billing system or Spark questions, please contact [email protected]

For customer contract migration questions, please contact [email protected]

For all other WebEx program or procurement questions, please contact [email protected]

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

mailto:[email protected]





Documents

July 2015 Cloud / SaaS Quoting, Ordering, Subscription Management, and Invoicing