Cisco Unified Workspace Licensing: Everything you need to know

1. Cisco Unified Workspace Licensing: Everything you need to know February 1, 2010

2. What is Cisco Unified Workspace Licensing and Why Sell It?

3. Why Sell Unified Workspace Licensing • Reflects that Cisco Unified Communications solution extends beyond the desktop and the licensing strategy must unlock the full workspace potential of its users • Provides customers the freedom to cost-effectively give every user the full unified communications workspace experience rather than just dial tone and voicemail • Higher percentage of UC quota attainment must come from the applications bucket. Unified Workspace Licensing is considered an application. • Competitors in your accounts right now selling their software strategies. Unified Workspace Licensing gives you a better story. • Offer customers a way to future-proof their investment in UC. They will have everything they need going forward and you will have guaranteed recurring revenue. • Gives the field and channel a powerful competitive advantage over Microsoft, Avaya, etc UCSS = Cisco Unified Communications Software Subscription

4. Cisco Unified Workspace Licensing Defined IPC UnityConnection One One Unlimited One Business Edition Standard Edition Professional Edition Entry Edition UWL= Unified Workspace Licensing

5. Cisco Unified Workspace LicensingBusiness Edition Edition optimized for smaller businesses Workspace Licensing Business Edition list price: $315 per user Unified Communications Software Subscription list price: $70/3-year, ECD per user $21/1-year Built on top of with Unified CMBE workspace Bundle Prices indicated here are list prices. Actual prices may vary.

6. Cisco Unified Workspace LicensingEntry Edition Limited package of call control capabilities Entry Edition list price: $245 per user Unified Communications Software Subscription list price: $50/3-year Prices indicated here are list prices. Actual prices may vary.

7. Cisco Unified Workspace LicensingStandard Edition Base call management, messaging and clients package Standard Edition list price: $325 per user Unified Communications Software Subscription list price: $70/3-year Prices indicated here are list prices. Actual prices may vary.

8. Cisco Unified Workspace LicensingProfessional Edition Superset of Standard Edition with advanced capabilities Professional Edition list price: $500 per user Unified Communications Software Subscription list price: $100/3-year UWL = Cisco Unified Workspace Licensing Prices indicated here are list prices. Actual prices may vary.

9. What is a Unified Workspace Licensing User? • Total Number of Users is Equal To: Number of people administered in the Unified Communications Manager The number of public space devices • Shift Workers / Sharing Phones Workers sharing a number and the associated voicemail, presence, mobility, and soft client services, count as one user Workers sharing a device using extension mobility, but each using their own voicemail, presence, mobility, and soft client, count as multiple users * Multiple endpoints for a single user are counted as one Unified Workspace Licensing Professional Edition user

10. Examples of Public Space IP Devices Conference room phones Lobby phones Kitchen phones Hallway phones Quiet room phones Manufacturing floor phones Guest room phones (hospitals, hotels, cruise ships, etc. that are not using any applications) * Extension Mobility Devices are NOT public space devices

11. Public Space Device Add-ons • Add public space device licenses for conference rooms, lobbies, wall phones, etc. • Public Space IP Phone Price: $150 per phone UCSS list price: $22/3-year ESW list price: $7 per phone/year May not exceed 15% of total IP Phones on order Not to be used for dedicated employee phones Cannot use applications with these devices (e.g. no voicemail) • Analog Device List Price: $40 per device UCSS list price: $7/3-year ESW list price: $2 phone/yr Does not include gateways or other hardware • Free migrations for install base of both public space devices and analog phones Cisco Unified IP Conference Station 7937G UCSS = Cisco Unified Communications Software Subscription ESW = Cisco Unified Communications Essential Operate Service Prices indicated here are list prices. Actual prices may vary.

12. Unified Workspace Licensing Requirements • Three-year Unified Communications Software Subscription (UCSS) and Essential Operate Service required • One year available for government where three year is not allowed • When mixing with User Connect Licensing, all users must be covered • Minimum Order Sizes • Entry, Standard and Professional Editions – 100 users • Business Edition -- 50 users • Once system purchased, add-ons may be of any size • UCSS and Unified Essential Operate Service purchased on Unified Workspace Licensing SKUs; not individual components • Discounting (DSA, volume pricing agreements) follows normal processes UCSS = Cisco Unified Communications Software Subscription

13. How to Sell Cisco Unified Workspace Licensing: New Customer Scenarios

14. Selling to New Customers • Opportunity to tell complete UC story and sell a solution rather than a point product • Talk to a higher-level decision maker, blocking the competition • Gives a new customer the most positive view of doing business with Cisco • Simplicity and the completeness of the experience • Unified Workspace Licensing provides the most competitive end-user UC experience • Strength when competing against Microsoft, ShoreTel, Avaya, etc

15. Process for New Customers • Work with the customer on a design: • Number and type of application servers • Number of users who will be using the Cisco Unified Communications Manager cluster • Number of conference room, lobby, other public space phones • Work with the customer to determine the Cisco Unified Workspace Licensing applications they want to roll out to determine the application versions and servers they may need. • Take that information and use the Dynamic Configuration tool to createa bill of materials (BOM). • Work with the channel partner to create a services quote.

16. Unified Workspace Licensing Business Edition represents a $40/user “uplift” over a phone and voicemail seat with traditional Unified CMBE licensing* The functionality included for the $80 “uplift” has $380 of value For the first 50 users, workspace bundle costs less than traditional Unified CMBE bundle Business Edition Cost ComparisonTraditional Unified Communications Manager Business Edition (CMBE) user vs. Unified Workspace Licensing Business Edition Prices indicated here are list prices. Actual prices may vary. BE = Business Edition

17. Entry Edition Cost Comparison Unified Workspace LicensingStandard Edition represents a $45/user “uplift” over base call management* The functionality included for the $35 “uplift” has $225 of value Note: no voicemail in this package Prices indicated here are list prices. Actual prices may vary.

18. Unified Workspace LicensingStandard Edition represents a $60/user “uplift” over 2 popular applications, e.g. a phone and voicemail seat* The functionality included for the $40 “uplift” has $380 of value Standard Edition Cost Comparison Prices indicated here are list prices. Actual prices may vary.

19. Unified Workspace Licensing Professional Edition represents a $160/user “uplift” over 2 popular applications, e.g. a phone and unified messaging seat* The functionality included for the $215 “uplift” has $908 of value Professional Edition Cost Comparison Prices indicated here are list prices. Actual prices may vary.

20. How to Sell Cisco Unified Workspace Licensing: Migration Scenarios

21. Selling to Existing Customers Prime Candidates: • Customers who have plans to roll out significant numbers of soft clients • Customers who have plans to roll out significant numbers of Mobility seats • Customers who have an upcoming large teleworker deployment • 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 UCSS = Cisco Unified Communications Software Subscription

22. Migrating Existing Users • Get more out of your existing investments in Cisco Unified Communications • Greatly reduced pricing for migrating existing users • Move from basic telephony to the full Unified Workspace Migration paths at reduced costs to all versions of Cisco Unified Workspace licensing from: • Unified Communication Manager only • Unified Communications Manager plus Unity / Unity Connection • Unified Communications Manager plus other UC applications • Only Unity / Unity Connection • Only other UC application • UCM Business Edition

23. Cisco Unified Workspace Licensing Services

24. Cisco Unified Communication Software Subscription • Cisco Unified Workspace Licensing requires a three-year UCSS contract* which entitles customers to upgrade to all client and server application software covered under the license for three years* • When new applications are added to the Unified Workspace Licensing package in the future, UCSS entitles them to these applications as well • A valid Unified Workspace Licensing ESW contract is required to activate the UCSS contract • ESW contracts are offered in increments of one year • If customers purchase only one single-year ESW contract, they must renew it after one year to keep the UCSS active UCSS = Cisco Unified Communications Software Subscription * 1-yr contracts are allowed for Government and Education institutions. ESW = Cisco Unified Communications Essential Operate Service

25. Unified Communications Software Subscription contract management • 3 year service term with contracts co-terminated • Greatly simplifies contract management • At end of 3 year term, 1 year UCSS renewals allowed • Easily manage all your users in a single, fixed-term licensing Order 1 Order 2 Order 3 Order 4 Order 5 Original Purchase Date End of Year 3 Order 1 Order 2 Order 3 Order 4 Order 5 Original Purchase Date End of Year 3 UCSS = Cisco Unified Communications Software Subscription

26. Cisco Unified Communications Essential Operate Service for Unified Workspace Licensing • ESW is an integral part of the Cisco Unified Workspace Licensing solution • ESW provides minor and maintenance updates and technical support for UC applications • Single Service SKU maps to a Single Product SKU • Simplifies quoting, ordering and sales of the complete solution • The ESW for Unified Workspace Licensing Entry Edition, Standard Edition and Professional Edition entitles the customer to services and support for the complete stack of applications UWL = Cisco Unified Workspace Licensing ESW = Cisco Unified Communications Essential Operate Service

27. Operate Service Programs for Unified Workspace Licensing Similar to the multiple service programs of Essential Operate Services available for a la carte products, the same programs are extended to Unified Workspace Licensing.

28. Essential Operate Service Tiered Pricing • Tiers of ESW pricing for different sized deployments • As deployment size increases, price decreases • Unified Workspace Licensing very competitive in both small and large deals ESW = Cisco Unified Communications Essential Operate Service Prices indicated here are list prices. Actual prices may vary.

29. How to OrderBill-of-Material Creation

30. Key Points • Use the Cisco Configuration Tool • It will always be the most accurate way of ordering • When changes are made - it changes first • Quote Builder and Solution Expert change later • Be Sure to Choose the Right Version and Quantity • The choices determine the disks and licensing we ship • If you don’t know, always choose quantity one of the latest version • The Product Upgrade Tool can be used to add more copies later

31. Choose CUWL-LIC as Product Number

32. Choose the Number and Type of Users • This example is for Professional Edition, but the same applies to Standard or Entry Editions • The minimum number of total users (any combination of Standard, Professional and Entry – they can be mixed) is 100

33. Choose the Appropriate UCSS • The quantity entered must be identical to the number of users entered or the tool will present an error • You must order a 3-year contract unless your customer is a government or educational institution that is prohibited from entering into multi-year contracts • The monthly SKU is used for ensuring co-termination – multiply the number of users by the number of months and put the total in the box UCSS = Unified Communications Software Subscription

34. Choose the Conferencing Options (PRO) • The quantity you need to enter is the number of SERVER LICENSES needed for your design. So if your design includes to MPE servers, you should enter quantity 2 here • This is NOT the number of user or ports

35. Choose the Clients • All quantities above are the number of users for any particular client • The number of CUVA cannot exceed the total combined number of Standard and Professional users • The combination of IPC, UPC and MOC integrations cannot exceed the total combined number of Standard and Professional users • The number of CUMC clients cannot exceed the number of Professional users

36. Choose the UC Manager Version and Qty • All quantities above are the number servers in your UC Manager design (e.g. If you plan to deploy 3 nodes, order quantity 3) – choose the appropriate version from the Item Category menu on the left • Choose the appropriate server class and total number of server instances in your cluster • If the customer’s design changes, the Product Upgrade Tool can be used to order more server licenses at no charge.

37. Choose the Messaging Version and Qty • All quantities above are the number of primary servers in your messaging design • Failover and Message Store servers are not counted here • If the customer’s design changes, the Product Upgrade Tool can be used to order more server licenses at no charge.

38. Choose the Mobility Version and Qty • Cisco Unified Mobility Advantage is the back-end server to the Cisco Unified Mobile Communicator Client • All quantities above are the number servers in your CUMA design • CUMA is mandatory if you have any Professional users selected

39. Choose the Presence Version and Qty • All quantities above are the number servers in your Cisco Unified Presence design • CUP is a mandatory selection

40. The Checkout Screen Clicking “Check Configuration” on the previous screen brings you here Select a number of years for the Essential Software Service and click “Update” All items in black represent your selections and the quantity you entered All items in blue represent auto-generated options All items ending in –PK or –PAK represent the actual sheets of paper imprinted with an activation code All items ending in –RTU are pieces of paper that contain the right to use language and a download location if applicable

41. Delivery and Activation

42. Unified Workspace Licensing Delivery • For new orders, a single folder will be shipped to the customer (it is important that the customer keep this folder in a safe place). • All media will be included in the folder. • All Product Activation Key (PAK) claim certificates will be in the folder and clearly identified. • Instructions will be provided to activate licenses and UCSS subscription (it is important that the customer activates their subscription to obtain upgrades). • A cover letter will be included in the folder welcoming the customer to Cisco Unified Workspace Licensing • Terms and conditions for Cisco Unified Workspace Licensing will alsobe included for your customer’s review • Addons utilize e-delivery and will be purelyelectronic UCSS = Cisco Unified Communications Software Subscription

43. License Activation • A link is provided to the activation web page. • MAC addresses of the various Cisco MCS and MeetingPlace hardware is needed to activate licenses. • Partial activation is supported. Customers can place some licenses on server A and some on server B. • Licenses can also be moved from one server to another by e-mailing licensing@cisco.comwhich opens a service request with the licensing team.

44. What is Partial Activation? • Method of Activating Only Some of the License • Say you order 4 Unity 96-port servers and 7200 users • All that information is delivered in ONE PAK • You want: • Server A to contain 1000 mailboxes • Server B to contain 3000 mailboxes • Server C to contain 1000 mailboxes • Server D to contain 2200 mailboxes • Partial activation allows you to activate in this fashion • Each MAC address can be activated with a certain number of ports and user

45. Process for Migrating Users • When migrating customers from Unified CM and/or Unity, you will no longer get new licenses for servers/nodes • You will still receive DLUs for Unified CM to allow for deployment of Unified Workspace Licensing capabilities • Continue using existing licenses that customer has already purchased • If an upgrade is desired, activate UCSS and acquire upgrade via product upgrade tool

46. License Enforcement • Unified Workspace Licensing leverages the existing license enforcement mechanisms in each of the products • In the future, products will become “Unified Workspace Licensing aware.” At that point, additional enforcement will happen. If you fail to comply with the rules today, the customer may be impacted in the future. • Cisco Unified Workspace Licensing Standard Edition provides: • DLUs for Cisco Unified Communications Manager 5.x/6.x (Phone, Presence, Mobility, Soft Client) • Cisco Unity/Unity Connection mailboxes • Cisco Unified Workspace Licensing Professional Edition provides: • DLUs for Cisco Unified Communications Manager (Phones, Presence, Mobility, Soft Clients) • Cisco Unity/Unity Connection mailboxes • Cisco Unified Mobility Advantage license • Cisco Unified MeetingPlace/MeetingPlace Express web (25:1 ratiouser:port ratio) • Cisco Unified Contact Center ExpressStandard Agents (25:1 user:agent ratio)

47. A note on DLUs • Unified Workspace Licensing is a user-based license; not a DLU-based one • You never need to count DLUs again with Unified Workspace Licensing • While Unified Workspace Licensing Standard Edition ships with 11 DLUs and Unified Workspace Licensing Professional Edition with 17 DLUs, this is unimportant • If you have extra DLUs, you may not re-use them for other phones or users • If you need more DLUs simply email cuwl-support@external.cisco.com and provide a justification and they will be provided • If you are still positioning DLU counting with your customer, you have missed an important value with Unified Workspace Licensing

48. Overcoming Obstacles • “I don’t need all the applications included in Workspace Licensing: • The combination of products included in Unified Workspace Licensing represents only a small uplift per user–small enough to justify investment. • Unified Workspace Licensing includes all of the server software, which when spread over the total number of users, lowers the amount of the uplift • “I already own some of the software included in Workspace Licensing: • Unified Workspace Licensing also includes the addition of new server software licenses for clusters that grow as well as upgrades • Migration SKUs offer significant discount for those who already own Cisco UC components • Unified Workspace Licensing includes many new applications that extended the productivity of the workforce • “Why do I need the 3 year UCSS required in Workspace Licensing?” • Unified Workspace Licensing UCSS gives you the flexibility to get the newest versions of applications if and when you need them • Unified Workspace Licensing UCSS also gives you new applications that are added to the package, meaning your investment in Workspace Licensing gains more value over time UCSS = Cisco Unified Communications Software Subscription

49. Migration of Existing Unified Communications Software Subscription and Essential Operate Service

50. Ordering Subscription and Service forCisco Unified Workspace Licensing • All Unified Workspace Licensing orders must include at least and 3 years of UCSS* at the time of purchase and a minimum of 12months of ESW for UCSS to be activated • Contract activation leverages an automated process that expects these minimums; they cannot be pro-rated for co-termination • The buyer can indicate that this is additional product to be added to an existing ESW or UCSS contract • Standard ordering process and contract activation requirements apply • If no existing contract is designated, the order will generate a new contract number under standard business practices. • SMARTnet (SNT) must be ordered separately for the hardware and phones*1-yr contracts are allowed for government and education institutions. ESW = Cisco Unified Communications Essential Operate Service UCSS = Cisco Unified Communications Software Subscription