BE6000 9.1 Update & Express Collaboration Specialization Overview

1. BE6000 9.1 Update &Express Collaboration Specialization Overview Marc Inderhees – Worldwide Channels Collaboration Sales March 2013 Jing Zhang – CITG, Product Manager

2. Cisco Business Edition 6000 Solution Overview Feature-rich, Enterprise-class Collaboration Solution Optimized for midsize business Enterprise-class features Simple Provisioning and Management Optimized Pricing and Ordering Cisco Business Edition 6000

3. Cisco Business Edition 6000 At-a-Glance SIP Provider T1/E1 Analog SIP Trunk • Up to: • 1,000 Users • 1,200 Total Devices • 1,000 Voicemail Boxes • 100 Contact Center Agents • 1,000 IM Users • 25 Attendant Consoles • 50 Sites • High Availability, LAN or WAN • Survivable Branch PoE Switch Voice Gateway (Cisco ISR) Cisco Business Edition 6000 Optional Clustering (across WAN or within LAN)

4. Cisco Business Edition 6000 Applications Feature rich collaboration applications ) ) Voicemail Unity Connection Attendant Console CUxAC Emergency Responder CER Paging Server Call control CUCM IM & Presence Contact Center CCX Video VCS Unified Provisioning Manager Up to 5 applications co-resident on a single server.

5. Applications Provided Virtualized with VMware ESXi • Any combination of 5 apps allowed with 8vCPU and 16G vRAM, • Sample configurations: • #1: UCM+CUC+CUPM+IM&P+VCS (Collab Centric with Video) • #2:UCM+CUC+CUPM+IM&P + CCX (Collab Centric with Contact Center, no video)

6. Cisco Business Edition 6000 • Flexible applications Redundancy UCS C-Series Server #1 UCS C-Series Server #2

7. How to target BE6000 features BE6000 is all about purpose-built, flexible packaging in Mid-Market

8. BE6000 vs. Cisco UCM– How to decide? Cisco Innovations in Collaboration Solution

9. BE6000 Mid-Market OfferQ1CY13 changes

10. BE 6000 9.1 Product Enhancements • Ordering Changes: Three-step process • 25 User Starter Bundle with better pricing - Orderable NOW ! • Step 1: Buy BE6K (BE6K-ST-BDL-K9=) via Disti • Step 2: Order the 25 user UCL or CUWL starter bundle • Step 3: Additional License purchase as needed • Provisioning Manager Changes: Two provisioning interface options • OPTION 1: Cisco Unified Provisioning Manager (UPM)-BE • Comes pre-loaded with BE6000 server • OPTION 2: Prime Collaboration (PC) 9.0 – Provisioning Manager • Device batch provisioning • Reverse Syncing of settings from device inputs • Note: Available through Product Upgrade Tool (PUT) • Pre-loaded Cisco paging server (InformaCast from Singlewire) • Basic paging through phones (at no additional cost) • Advanced notification features optional

11. BE6000 9.1 License High LightsDown Market with Full Collaboration • Small deployment getting cheaper 25 user bundle provides full collaboration solution with competitive price • Easy to order, same way for both direct order and distiorder Simple 3 steps to order: server + start license bundle + adds on • Support all phones types with starter bundles Start bundle includes Enhanced license with reduced price • Reduce product lead time with easy stocking and easy to fulfill Only one server SKU to stock, the rest are e-deliverables • Simplify ordering and quoting, only 3 SKUs to get started. Reduce number of SKU, from 10 to 3, and flexible to order • Reduce impact to ordering in future when hardware change Limits to hardware SKUs only, no need to creates multiple SKUs 12% Presentation Progress

12. Mid Market Promo Applies SKU Simplification and Changes: - Reduce price for small deployment- Simplify ordering structure Physical delivery: • BE6K-ST-BDL-K9= : $9,400 ( Price Reduction) • Server Bundle with $3,500 price reduction Electronic delivery: • BE6K-START-UCL25 : $500 • 25 UCL ENH + Voice Mail • BE6K-START-UWL25: $1000 • 25 UWL Standard Related Operation • EOS 50 and 100 user bundles • Use existing adds-on license • Enforce only one starter SW bundle per BE6000 order • Recommend to use the new way to order, but EOS SKUs still orderable for months Current Price Structure Direct BE6K-UCL-50USR BE6K-UCL-100USR BE6K-UWL-50USR BE6K-UWL-100USR BE6K-MIG-BDL Disti BE6K-ST-BDL-K9= BE6K-STBDL2UCL100 BE6K-STBDL2UCL50 BE6K-STBDL2UWL100 BE6K-STBDL2UWL50 Simplify February 2013 Direct & Disti BE6K-ST-BDL-K9=(existing, reduced price), BE6K-START-UCL25, BE6K-START-UWL25

13. How to order RedundancySame steps for Direct order and Disti order E-deliverables through R-CBE6K-K9 Step1 Step 2 Choose One From Step 3 UCL start bundle Server Bundle Add-on license and services Optional : Second Server Bundle for redundancy CUWL start bundle

14. Example: 25 users with VoicemailSame steps for Direct order and Disti order E-deliverables through R-CBE6K-K9 Step1 Step 3 Step 2 Add-on license UCL start bundle BE6K-START-UCL25 Server Bundle BE6K-ST-BDL-K9= (Priced reduce to $9400 on Feb 9th) $9400 $500 0 $9,900 list price to cover server and user license for 25 users with voicemail! Note: services are not includes here.

15. Example: 50 users with Voicemail, Cisco Jabber, Full redundancySame steps for Direct order and Disti order E-deliverables through R-CBE6K-K9 Step1 Step 3 Step 2 2 Server Bundles BE6K-ST-BDL-K9= (Price Reduce to $9400 on Feb 9th) UWL start bundle BE6K-START-UWL25 Add-on license BE6K-UWL-BE $9400 * 2 $1000 $315*25 $27,675 list price to cover server and user license for 50 users with collaboration and server redundancy! Note: services are not includes here.

16. Example: 50 users Migrate from BE5000 with CUWL to BE 6000 with Voicemail, Cisco Jabber, Full redundancySame steps for Direct order and Disti order E-deliverables through R-CBE6K-K9 Step1 Step 2 2 Server Bundles BE6K-ST-BDL-K9= (Price Reduce to $9400 on Feb 9th) No need to order start Bundle Migrate SKUs with UCSS using 9X3 Note: UCSS is required for CUWL

17. Cisco Business Edition 6000Street Price per User With High-end PhonesIncludes Routing, trunking, phones and licenses Street Price for BE 6000 with Mid market Promo before Feb 2013 Street Price for BE 6000 with with Mid Market promo after Feb 2013

18. Important Information EOS notification for BE 6000 SKUs A lot of SKUs are under EOS to simplify the ordering process. Please check the following link for details. Those SKUs will stay orderable for till the specified termination time in the notification. http://www.cisco.com/en/US/products/ps11369/prod_eol_notices_list.html Price Change Announcement https://www.ciscodistributioncentral.com/news-and-events/news/2082 Please click learn more for more details New ordering Guide for New Ordering Process. Please look for 9.1 version http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/ipc/downloads/be_6000.pdf Please send your questions to BE6000 support community http://www.cisco.com/go/be6ksupport

19. Key Takeaways Reduce cost for server and licenses for 25-100 users 25 user bundle, deeply discounted Reduced server bundle price Bundle includes Enhanced licenses instead of Basic license One way to order, same for direct order and order from Disti Covered under Mid-market Promo and CB+ EoS of BE6000 SKUs DistiStockable SKU: BE6K-ST-DBL-K9=, start stocking!

20. Cisco Express Collaboration Specialization

21. Cisco Collaboration Partner Specializations • Express Collaboration Specialization Partner Profiles: • TelePresence partners moving to Collaboration • SMB Collaboration partners moving to Midmarket • New UC partners moving to Collaboration Master Unified Communications Specialization TP Video Master ATP TP Video Master ATP TP Video Master ATP TP Video Master ATP Master TP ATP Advanced Collaboration Architecture Specialization Solution Flexibility/Complexity TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP Express Collaboration Specialization Small Business Specialization TP Video Express ATP Express TP ATP TP Video Express ATP TP Video Express ATP TP Video Express ATP Express TP ATP SMB Midmarket Enterprise Specialization Advanced Technology Program Market/Segment

22. New Cisco Express Collaboration Specialization (ECS) • Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with … • New entry-point into Cisco’s collaboration partner programs • 50% lower partner training and investment requirements • Premier Certification • Partner Investment Protection • Enhanced Profitability with Cisco’s Value Incentive Program (VIP) • Payments up to 15%

23. Collaboration Specializations Portfolios • New! Express Collaboration • Specialization (ECS) • Includes all Small Business & Express Foundation Specialization, plus: • Business Edition 6000 • Unified Communications Manager Express • All Unified IP and Video Phones • Prime Unified Provisioning Manager Business Edition • Prime Collaboration Provisioning • Jabber (Unified Presence) • Unified Mobility • Unified Border Element • Unified SRST • Unified Attendant Console Business Edition • WebEx Meetings • TelePresence MX300/MX200 • TelePresence EX90/EX60 • TelePresence C20 Quickset • TelePresence SX20 Quickset • TelePresence MCU 5300/4500/4200 • TelePresence Profile 42 with C40 • TelePresence Profile C65/55/52 • TelePresence Integrator C90/60/40 • TelePresence Edge 95 or 75 MXP • TelePresence VCS Starter Pack • TelePresence VCS Expressway with TMS • TelePresence VCS Control with TMS Master Unified Communications Specialization Includes all Cisco Collaboration products except those designated restricted by ATP requirements • Advanced Collaboration Architecture Specialization (CAS) • Includes all ECS Specialization, plus: • Unified Communications Manager (Enterprise Edition) • Unified Contact Center Express • Unified Workspace Licensing (All versions) • Unified Enterprise Attendant Console • WebEx Meeting Server • WebEx Social • VXI/VDI • Session Border Controller • Small Business & Express Foundation Specialization • Business Edition 3000 • UC 500 Series • UC 300 Series • WebEx WPL • All SPA Phones • Selected Unified IP Phones

24. Instructor-Led Training E-Learning Training Cisco ECS Training Requirements Exam Field Engineer 101 training hrs Architecture System Engineer 43 training hrs Account Manager 10 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Administering Cisco Voice & Unified Communications 40 hrs Cisco Sales Expert 6 hrs BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 2 hrs Implementing Express TelePresence Video Solutions 16 hrs TelePresence Video Field Engineer for Express 5 hrs Cisco Sales Expert #646-206 CSE CVoice & QOS #641-437 Administering Cisco Voice & Unified Communications (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #700-101 Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0) #650-294

25. Express Collaboration Specialization Partner Investment

26. Increasing Profitability with Higher-value Collaboration Sales Deal Details250 User Customer Opportunity Annual Opportunity1 Deal per Month Partner Services Core BE6000 with TelePresence • Total Revenue $345K • Total Margin $97.5K* *Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins Revenue Margins

27. Cisco Collaboration Architecture Differentiated Solution TelePresence Cisco Collaboration Unified Communications Workspace Apps Customer Collaboration • One Vendor, Complete Portfolio

28. Cisco Midmarket CollaborationAll the Right Pieces • Award-winning Partner Programs • Simple Requirements • Enhanced Profitability • Investment Protection • Significant Market Opportunity • Evolving Trends • Business Challenges • Embracing Collaboration • Industry-leading Collaboration Portfolio • Complete Portfolio • Award-Winning Collaboration • Continued Innovation • Strong Value • Proposition • Architectural Approach • Enterprise-Class Collaboration • Investment Protection

29. Partner Resources Cisco Business Edition 6000, Promotions & Programs www.cisco.com/go/be6000 Cisco Collaboration Programs www.cisco.com/go/specializations Cisco Express Collaboration Specialization www.cisco.com/go/ecs Cisco Value Incentive Program www.cisco.com/go/vip BE6000 Playbook www.cisco.com/go/be6kplaybook

30. Q&A