CUWL Quick Guide

1. CUWLQuick Guide

2. Transform Your Future… New Skills New Business Models Practice Evolution Expanded Partnerships

3. Business Solutions Selling…“Changing The Conversation” Changes Profitability Comparative Partner Models Customer Retention Rate=+76% Initial Blended Margin = 2.25X Lifetime Product Sales = 3X Lifetime Blended Sales = 5.4 X High Solutions Focused Practices System Integrator Sales and Profitability Evolution Equipment Reseller Low Low High Customer Relationship Evolution Source: 2006 Cascade Group Comparative Practice Analysis With Cisco UC Partners

4. Cisco Collaboration Opportunity The Partner Practice Transformation Innovate Integrate Migrate

5. Evolving Partner Economics A Bigger Pie Discovery Design Deployment Licensing Integration & Customization Product Product Maintenance Annuity Services Managed Services New Recipes For Success

6. The virtual workplace is here… • 58% of IT Executives consider their company to be a virtual workplace • 90% of employees work in locations other than headquarters • Between 60% and 70% of employees work in different locations from their bosses • The number of virtual workers has increased by 800% over the past five years

7. The CUWL FACTOR The easiest way to position UC Applications ! New • Strategic new licensing model for Cisco • The simplest, easiest, most cost-effective way to enable Unified Communications • Includes • UC client software • UC server software • UC access rights • All in a single user license! • Provides for 3 years of upgrades and service

8. Priced To Accelerate Apps Adoption Standard Edition vs. Professional Edition Standard ($325/seat) Professional ($425/seat) Contact Center Video Conferencing Web Conferencing Audio Conferencing Mobile Phone Client Presence Mobility (with Sim Ring services) Soft Client Voice and Unified Messaging Unlimited Phone Licenses

9. Cisco Unified Workspace Products Collaboration Media Routing & Call Control Mobility Clients & Presence • Contact Centre Express • Unity Messaging • Unity Connection Messaging • MeetingPlace Conferencing • Meeting Place Express Conferencing • Communications Manager • IP Phones • Desk • Mobile • Video • Mobility Advantage • Mobile Communicator • Mobility Manager • Personal Communicator • IP Communicator • Video Advantage • Presence Converged Network & Integrated Security

10. Cisco Unified Workspace Licensing (CUWL):Driving Partner Success Partners with >10% Cisco Unified Workspace Licensing 31% Greater 21% Higher 23% More $ Average Partner Y/Y UC Growth Applications Attach Rate % VIP Checks

11. Maximizing Your Margins with CUWL 2% Master Kicker 2% Master Kicker 1% Gold Kicker 1% Gold Kicker 40% More $ $ Advanced UC Core UC Up to 24% VIP CUWL and UCSS Pay Advanced UC VIP Up to 18% VIP 21% VIP Core UC % Adv. UC % 15% VIP Higher Advanced UC Apps % = Bigger VIP $

12. Elevating the Impact with CUWL Leadthe CUWL Factor to: • Increase Advanced Application Attach Rate and Profitability (VIP) • Save time, be more efficient, make more margin • Increase customer retention with Apps and 3 years of software upgrades • Develop a new process for quoting and proposal creation • Develop an installed base upgrade strategy

13. Where it makes the most sense Greenfield customers Unified WL provides the complete UC experience Existing customers looking to add clusters and/or users During a PBX migration in a new location, CUWL provides the whole UC experience Existing customers looking to add applications Get access to all applications for all users at a very compelling price

14. Selling to exsiting Customers Customers who have plans to roll out significant numbers of soft clients, mobility seats or/and teleworkers Customers who are looking to deploy MeetingPlace Customers without UCSS contracts looking to get the latest versions Customers looking to expand their existing deployments Customers who want increased flexibility

15. Overcoming Obstacles? No problem... No need for apps? The combination of products included in CUWL represents only a small uplift per user–small enough to justify investment. CUWL includes all of the server software, which when spread over the total number of users lowers the amount of the uplift Customer already owns a bunch of software? Migration SKUs offer significant discount for those who already own Cisco UC components CUWL includes many new applications that extended the productivity of the workforce UCSS requirement: CUWL UCSS gives you the flexibility to get the newest versions of applications if and when you need them CUWL UCSS also gives you new applications that are added to the package

16. Cisco Unified Workspace LicensingMake It Your Standard UC Offer • Easier to price and quote—from hours to minutes • Easier for the customer to understand • Reinforces UC value—presence and mobility are “standard” • Easy upsell to full UC Pro—“only 6 cents more per day ” • Drives more upfront and ongoing professional services • 3 year “upgrades included” drives stickiness and value • Drives 29–38% higher product margin (due to VIP)

17. How Does it Compare to the Old Way? • Ease of Ordering, User Rights Administration & Management • Covers ALL Cisco phone types — Pro allows users to take advantage of a full range of Unified Communications Apps TODAY

18. Thanks For Your Partnership We are listening! Minimum User lowered to 50 for Business Edition 3rd-party phones now OK w/Cisco Unified Workspace Licensing CUMC for Symbian CUCM 6.1 now included Easier to order add’l conf ports Cisco Unified Workspace for Partners (partner Cisco Unified Workspace Licensing) And we see even more opportunity… New Update

19. For More Information Websites External: http://cisco.com/go/workspace_licensing Support Customer and partner email alias for support on Cisco Unified Workspace Licensing pricing, migration, or other questions.cuwl-support@external.cisco.com