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Cisco Quick Hit Briefing Cisco Jabber versus Microsoft Lync

Cisco Quick Hit Briefing Cisco Jabber versus Microsoft Lync. Brent Morrison, Carl Wagner – Cisco Systems. Mar 30 th , 2013. Alternate voice access: Toll-Free: (866) 432-9903 Enter Meeting ID : 200 721 977 Press “1” to join the conference. Introduction Quick Hit Overview

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Cisco Quick Hit Briefing Cisco Jabber versus Microsoft Lync

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  1. Cisco Quick Hit BriefingCisco Jabber versus Microsoft Lync Brent Morrison, Carl Wagner – Cisco Systems Mar 30th, 2013 Alternate voice access: Toll-Free: (866) 432-9903 Enter Meeting ID: 200 721 977 Press “1” to join the conference

  2. Introduction Quick Hit Overview Introducing Cisco Jabber Cisco Jabber and Aspects of Microsoft Promotions Summary, Resources Conclusion Agenda

  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 solutions Partner programs and promotions Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc. • Next Quick Hit Briefing: • Don't Lose on Price - Cisco Certified Refurbished Equipment • Thursday June 6th, 9:30 ET • https://ciscosales.webex.com/ciscosales/j.php?ED=221132187&RG=1&UID=2005885592&RT=MiMxMQ%3D%3D

  4. Quick Hit Briefing Schedule http://cs.co/quickhit/

  5. Introducing Cisco Jabber

  6. Moves Like Jabber http://www.youtube.com/watch?v=iEPTlhBmwRg

  7. Cisco Jabber -The Power to Collaborate All-in-one UCApplication Collaborate from Any Workspace • Presence & IM • Voice, Video, voice messaging • Desktop sharing, conferencing • PC, Mac, tablet, smart phone • On-premises and Cloud • Integration with Microsoft Office

  8. Devices Share the Same Infrastructure Cisco Jabber Call Control: SIP Presence & IM: XMPP Meetings, Conferencing Voice Messaging • Unified Communications Manager (CUCM) • Video Communication Server (VCS) • Unified Presence • WebEx Connect service (SaaS) • WebEx (SaaS) • TelePresence MCU • Unity Connection

  9. For More on Cisco Jabber… Check out these past Quick Hit Briefings! • "I've Got Moves Like Jabber" Update • Watch the replay • Review the presentation • BYOD Update • Watch the replay • Review the presentation • Check out Jabber on Cisco.com Jabber on Cisco.com www.cisco.com/go/jabber Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html

  10. Cisco Jabber and Aspects of Microsoft Carl Wagner Sr. Mgr., Business Development Advanced Technology

  11. New Collaboration Experience IntelligentContact Routing Active Collaboration Room Events Streamlined Workflows Virtual Teams Financial Expert Virtual Meetings HD Recording Studio Training & Education ExpertOn Demand On-the-Go Office Communications Lobby Ambassador IntercompanySupplier Collaboration Classroomof the Future

  12. Agenda ? • Business Value Approach • Microsoft: Friend and Foe? • Defining the Battlefield • A Winning Strategy

  13. Maximizing Collaboration Business Value - a Three Part Equation Drive Higher Value by Integrating Capabilities into Processes III. Business Transformation + Business Value II. Labor Productivity Leverage Cost Savings to Fund Additional Investments + I. ITEfficiency Innovation

  14. Business Transformation EDUCATION ANDGOVERMENT HEALTHCARE PROFESSIONAL/ TECHNICAL RETAIL So What? Why? FINANCIAL SERVICES MANUFACTURING How? Business Challenges & Opportunities Solution Features & Qualified Benefits Business Value Case & KPI’s

  15. The Battle is for the Collaboration Client • The Battle Field: • Business Transformation • User Experience • The Weapons: • Application Integration • IM&P • Conferencing • Voice/Video • Mobility • Ease of use • Licensing • Architecture

  16. Microsoft Selling Strategy • Create Value to Preserve Office Franchise (~45% of Profits) • Drive affinity towards rest of Microsoft portfolio UC Experience Reimagined Exchange & SharePoint Active Directory & SQL Database Soft Client Brand Capabilities ? Licensing Model “Best On Windows” Office Familiarity Hardware Choice Extensive Partnering

  17. To quote the Master Strategist… Hence that general is skillful in attack whose opponent does not know what to defend- Sun Tzu

  18. What are My Accounts’ Profiles? CommittedDeployed 51%+ of users multiple workloads Conservatives Conservatives N-2 versions, sweat assets Committed 100% IMP2P Voice/Video Conferencing PilotLync Voice IMP2P Voice/Video Overbought OverboughtDown rev, <51% deployed for workloads or users Greenfield / Aspirational Greenfield / Aspirational Seats Deployed Sametime Jabber IM Pilot (Portion of Company) 0% Users Licensed 100%

  19. Customer Types CommittedDeployed 51%+ of users, multiple workloads Conservatives Conservatives N-2 versions, sweat assets Committed COMMITTED 100% IMP2P Voice/Video Conferencing PilotLync Voice IMP2P Voice/Video MOC Overbought OverboughtDown rev, <51% deployed for workloads or users Greenfield / Aspirational Greenfield / Aspirational Seats Deployed EVALUATING Sametime Jabber IM Pilot (Portion of Company) 0% Users Licensed 100%

  20. Let’s Examine the Approach 54% - Integration 33% - Licensing 7% - Features Evaluating Don’t Compete On IM/P Only Use Traditional Motions Scenario Demonstrations 85% - IM & P Only 15% - Voice/Video/Conf Technical, Political & Emotional Risk Executives & LOB Committed De-fuse Competitive Tension Situational Differences Surround – UC Whitespace All-Workloads… All Apps

  21. Dialog Framework – Non-linear… Users Experience Business Operations Voice Team Video Team DC/Network Team Financial • Video Control • Quality • Bandwidth • Bridging • Management • Scheduling • Mobile • Capture • Transform • Share • Use Cases • Class of Service • Class of Restriction • Call Coverage • Scale “Golden Phone” • PSTN Gateways • Endpoints • User Needs • Integrations • Conferencing • Recording • Mobility • Licensing • Operational Cost • Capital Expense • Leasing • UCaaS • Vendor Management • Impairment Risk • Simple UI • Intuitive/Easy • Functionality • Integrated Experience • Devices • Desktop/Workspace • Cross-platform • Emp. Productivity • Use Cases • Critical Processes • Process Productivity • Customer Contact • Business Value • Planning • Scale • Bandwidth • Virtualization • Quality • Security Business Impact Real-time Communications Service Delivery Value Line of Business IT Operations Risk Workflow Complexity Integrations Compatibility Uptime Troubleshoot Support Upgrades/Lifecycle Culture Innovation Talent Customer Expectations Differentiation Change Mgmt. Intellectual Capital Partnerships Omissions Trapped Results Growth Downturn Leverage

  22. Microsoft Can’t Replace a PBX

  23. Enterprise voice: “…62.3%, felt that Cisco was the leader in enterprise voice. Avaya was second with 17.3%, "others" made up 10.6% and only 9% of the audience cited Microsoft… let's be realistic here--they have a long way to go to catch all of the vendors, not just Cisco. It takes a long time to do voice well, and Microsoft has an immature product here.” Audio and Web conferencing:“Cisco dominated in the survey, with 50% responding Cisco was the leader, compared to 20% for Microsoft.” Enterprise video:“This is another area of UC where Cisco dominates Microsoft. The survey showed that 54% of the respondents felt Cisco was the leader. If you compare Cisco's video capabilities to that of Lync, it's not even worth comparing.” Mobile UC:“The big Achilles Heel for Microsoft here is their commitment to Windows first…Cisco's mobility story also extends to the network, Microsoft's is all about the client…” Survey says: http://www.nojitter.com/post/240148879/fueling-the-cisco-versus-microsoft-fire Source: ZK Research, February 2013

  24. Understand the business processes that drive the need for current features Build a common visionof the future Unhook Microsoftby showing that our vision is complete and our ability to meet today’s mission-critical needs is superior to Microsoft Help IT be perceived as defending their company, not their Job Let’s Talk It’s About the Dialog Clear the Puck

  25. Microsoft: “From the Living room to the Boardroom” • “Our vision puts people first” • Their vision might, but their products… • Make people suffer from limits imposed by: • Inadequate PBX feature set • Video users marooned by proprietary protocols • Skype so proprietary that Lyncinteropis still an aspiration • Dis-integrated product/support model • who yagonna call? • “Today people adapt to the requirements of technology. Multiple devices, applications and networks each have their own rules and identities and require that we conform to them. Shouldn’t it be the other way around? Our vision puts people first” • Tony Bates, President, Microsoft Skype Division

  26. Gartner Agrees on all points...

  27. Solution Comparison Microsoft Cisco • IP Phones Video Endpoints • IP Phones Video Endpoints Network Network Support Contacts Aastra 1-800-729-1872 SNOM Partner supported Polycom 888-248-4143 HP 800-334-5144 IBM 800-426-7378 Dell 888-242-0938 Audiocodes 800-735-4588 Dialogic 973-993-1443 Sonus 855-GO-SONUS Microsoft 800-642-7676 Cisco TAC 800-553-2447 UC Gateways Call Control UC Gateways Call Control 800-CALL-PLSP $$$ Cisco TAC 800-553-2447 Servers Hypervisor Hypervisor Servers Operating System Included with Call Control Database Included in Call Control Database Operating System

  28. Thank You

  29. Promotions

  30. Conclusion

  31. WebEx Collaboration Typical Multi-Vendor Challenge TelePresence Jabber IM and Presence Customer Contact Unified Communications Cisco Collaboration Workspace Apps Telepresence Video Social Media Customer Collaboration Unified Communications One Vendor, Complete Portfolio

  32. Market Leadership #1RoutingEdge/Core/Access #1Switching:Modular/Fixed #1TelePresence #1Voice #1Wireless LAN 62% 50% 55% 68% 40% Breadth and Depth of Technology Portfolio Our Focus on Integration Provides our Customers with a Competitive Advantage Our Diverse Product Portfolio Means We’re Here for the Long-Term #1WebConferencing #3X86Blade Servers #2Storage: Area Networks #1Security 17% 32% 41% 44%

  33. Putting the Extraordinary Within Reach Best in Class Comprehensive Architecture Open and Interoperable Proven Video, Voice, Conferencing Secure, Scalable, Cloud-ready Investment Protection 200,000+ GlobalCustomers Mobile Social Virtual Visual INTEGRATED COLLABORATION EXPERIENCE BUILT ON AN INTELLIGENT NETWORK

  34. Partner Resources • Why Cisco is the Answer for Enterprise-Class Collaboration • http://www.cisco.com/en/US/solutions/ns1007/whycisco.html • Jabber on Cisco.com www.cisco.com/go/jabber • Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html • Sales and Marketing Resources http://www.cisco.com/web/products/voice/jb_partner_sales.html • Jabber for Everyone Promotion http://www.cisco.com/go/jabberforeveryone • Cisco BYOD Smart Solution http://www.cisco.com/go/partnerbyod

  35. Thank You

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