Cisco Business Edition 6000

Report
Cisco Business Edition
6000 9.0
Partner Product Presentation
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
1
1
Product Overview
2
Opportunity
3
Portfolio Positioning
4
Deployment Scenarios
5
Pricing, Bundles & Promotions
7
Service & Support
8
Partner Sales Tools
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
3
Feature-rich, Enterprise-class Collaboration
Solution Optimized for Midsize Businesses
 Large choice of end devices
Business Edition 6000
 Enhanced Desk Phone Features
 Unified Messaging
 Rich media Presence and IM
 Web conferencing
 Customer Care
 Consistent services whether employees work in the
office or remotely
 Capacity for up to 1,000 users, 100 contact center
agents, and 50 sites
© 2010 Cisco and/or its affiliates. All rights reserved.
Drives lower TCO, employee
efficiency, and business
transformation
Cisco Confidential
4
Grow midmarket share with competitive
differentiation.
 Affordable: Lowers TCO with server




consolidation for reduced hardware footprint,
power, and cooling – serves up to 1,000
users and 50 sites
Interoperable: Links multiple 3rd party and
legacy TelePresence devices seamlessly
together to form a true Collaboration platform
Simple: Operational improvements with
deployment flexibility with unified provisioning
Highly-Available: Optional server redundancy
and Survivable Branch (SRST) provides
peace of mind
Scalable: Increases ROI with agility and 99%
investment protection; grows with the
company
© 2010 Cisco and/or its affiliates. All rights reserved.
Business Edition 6000
Multiple Collaboration
applications on
a single server
Cisco UCS C220 server
Delivers lower CapEx and
OpEx, high availability, and
increased agility
Cisco Confidential
5
From basic to high-quality, multi-media communications enhanced viewing,
streamlined user experience.
Basic Voice
Communications
Endpoints
3900
Series
Business
Communication
Endpoints
6900
Series
Advanced
Business
Communication
Endpoints
Advanced
Professional
Media
Endpoints
7900
Series
8900
Series
Advanced
Collaborative
Media
Endpoints
9900
Series
Video
Personal &
Immersive Media
Endpoints
EX Series
and CTS
Systems
Cisco Jabber On Any Device
Virtualization Experience Clients
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
Turn-key Appliance
 Pre-configured Cisco UCS C220 M3 Rack
Server (RAID 10, Battery Cache) at factory
 Factory-loaded VMware and license
 Pre-loaded images of core applications
Unified Communications Manager
Unified Provisioning Manager
Instant Messaging/Presence with Jabber
Unity Connection
Video Communication Server
Unified Contact Center Express
Unified Attendant Consoles
WebEx Web Conferencing
Cisco UCS C220 M3 Rack Server
Emergency Responder
 Simplified initial configuration and phone
deployment through Prime UPM BE
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
7
Purpose-built, Advanced UC for Midsize Companies
Affordable Solution, Lowers TCO / Speeds ROI
Simple to Install, Deploy, Manage, Administer, Upgrade
Enhanced UC and Innovative Collaboration Features
Roadmap
Scalable Solution Grows with Business Strategy / Direction
Affordable. Simple. Scalable.
Learn more: www.cisco.com/go/be6000
Contact us: [email protected]
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
8
Cisco Business Edition
6000
*** FOR PARTNERS ONLY ***
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
1
Opportunity
2
Portfolio Positioning
3
Deployment Scenarios
4
Pricing, Bundles & Promotions
5
Service & Support
6
Partner Sales Tools
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
 $7.1B Global Collaboration market opportunity in
mid-market
 70% of Mid-market companies fall in the 100-249
user sub-segment
 75% businesses have yet to upgrade to IP PBX
 In 100-199 user sub-segment – Of those 75% the
TDM legacy equipment mix is:
 46% use a Key Telephone System
 29% use a PBX
Source: Cisco Global Market View and Current Analysis
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
12
Look for customers experiencing the following trigger
events:
1.
Current phone system maintenance contract expiring
2.
Current phone system going end of support
3.
Aging phone system (7+ years) constantly down for
repairs
4.
Aging phone system spare parts not readily available
5.
Opening new remote office(s)
6.
Moving to a new HQ office
7.
Recent merger or acquisition
8.
Outgrowing an existing system that is not easily
expandable
9.
Unclear and unreliable existing vendor roadmaps for
innovation
10. Existing vendor accumulating debts, with no resources
for platform innovation
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
13
Solid profitability
 Full Featured Enterprise class (no feature reduction, 99% investment
protection with migration to Cisco Unified Communications Manager)
 Margin rich (allows for aggressive discounting)
 Application rich (multiple Collaboration application deployment options)
 Lower barriers to purchase (low entry point bundles entice collaboration
adoption)
A solution that is easy to install, deploy, operate and simple to manage, maintain
and service
Easy to price a complete Business Edition 6000 solution through the Quick
Pricing Tool
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
14
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
15
Average
Customer
Size
Cisco Business Edition 6000
(On-premise)
Cisco Business Edition 3000
(On-premise)
0-20
© 2010 Cisco and/or its affiliates. All rights reserved.
20-50
50-100
100-250
250-350
350-500
Cisco Collaboration Cloud
(Cisco WebEx Cloud & Cisco HCS)
Features/Solution Flexibility
Delivering Consistent End User Experience
450-1000
Cisco Confidential
16
Affordable, Simple
Advanced Collaboration
Cost-effective, Easy
Essential Communications
Cisco Business Edition 3000
Cisco Business Edition 6000
Foundational UC
UC
Video
(Point-to-Point)
Collaboration Applications
Cisco WebEx
UC
Cisco Jabber
Cisco WebEx
(Cisco Cloud-hosted)
TelePresence
IM & Presence
High-quality
Endpoints
(Cisco Cloud-hosted)
Messaging
Customer
Collaboration
Mobility
Mobility
Messaging
WIRED
WIRELESS
Right-sized Unified Communications
© 2010 Cisco and/or its affiliates. All rights reserved.
WIRED
WIRELESS
Enterprise-class
Collaboration
Right-sized
for
Cisco Confidential
17
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
18
From the Factory
Day 1 Installation & Deployment
Day 2+ Operations & Management
 Pre-configured software
 User-centric Jabber Licensing
 Administrator & User Tools
 5 co-resident application VMs  Single Sign-on Installation Tools
 Larger capacity server
© 2010 Cisco and/or its affiliates. All rights reserved.
 User Accessibility Features
 Out-of-the-Box & Custom Dial Plans  Mobility Enhancements
Cisco Confidential
19
Centralized
Deployment Model
Central
Site

Capacity:
 Supported capacity (1,000
users/1,200 endpoints, 100
agents)
http://docwiki.cisco.com/wiki/Sup
ported_System_Capacities

IP WAN
Branch
1
..
.
Branch
49
PSTN
Redundancy:
 Two UCS C220 nodes may be deployed for redundancy/high availability

Sites:
 Up to 50 total sites (central site and up to 49 branch/remote sites
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
20
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
21
Business Edition 6000 supports User Connect Licensing & Cisco Unified
Workspace Licensing models
User Connect Licensing (UCL)
Ala-carte License Model
User Based Licenses – Single license that covers software entitlement,
ports, endpoints etc.
Available for all core Unified Communications Applications
Cisco Unified Workspace Licensing (CUWL)
Bundled User License for the workspace
Single license that covers software entitlement, ports, endpoints etc for
multiple applications.
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
22
Business Edition 6000 requires purchase of Starter bundles




Available with UCL and CUWL
Bundles include 50 users or 100 user licenses
Bundle discount
Bundles include server with pre-loaded software along with user
licenses.
 Add more user licenses (UCL or CUWL) to build any configuration.
 Mix UCL and CUWL with UCL and CUWL bundles.
 Add-on value bundles available for key applications.
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
23
Cisco UCL Bundle
Bundle Includes
 50 UCM Basic UCL, 50 Unity Connection
Voicemail UCL
 100 UCM BasicOR UCL or 100 Unity
Connection Voicemail UCL
 Factory configured UCS C220 M3 server
 Factory loaded UC virtualization Hypervisor
and License
 Cisco Unified Provisioning Manager Business
Edition and licenses.
 Preloaded UC software suite
© 2010 Cisco and/or its affiliates. All rights reserved.
UCS C220 M3 server
Preloaded Software Suite
50 or 100 Basic UCL
50 0r 100 Voicemail UCL
Cisco Confidential
24
Cisco UWL Bundle
Bundle Includes
 50 CUWL Business Edition Licenses
OR
 100 CUWL Business Edition Licenses
 Factory configured UCS C220 M3 server
 Factory loaded UC virtualization Hypervisor
and License
 Cisco Unified Provisioning Manager Business
Edition and licenses.
 Preloaded UC software suite
© 2010 Cisco and/or its affiliates. All rights reserved.
UCS C220 M3 server
Preloaded Software Suite
50 or 100 CUWL BE
Cisco Confidential
25
UCL
CUWL
50 User Bundle
$17,395
$21,995
100 User Bundle
$22,995
$33,995
 Bundle discount 21% w.r.t Server and licenses.
 More value with embedded Unified provisioning manager Business Edition
 More value with embedded Cisco UC virtualization hypervisor
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
26
Take Market Share
$7.1B
Total global midmarket
opportunity for Unified
Communications and
Collaboration
Differentiate to
Compete
Business Edition 6000 One Platform for Voice,
Video & Collaboration
All Midmarket Opportunities


New, Displacement or
Upgrade
Compete against
ShoreTel, Microsoft Lync,
Avaya IP Office, etc.
Win the Race!
Respond quickly in a
competitive race:
 Simplified Registration
 Simple, Predictable
Discounts
 Fast Approval – 24 hours or
less
How do I Qualify?
Sell Cisco Business Edition 6000!
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
27
*Orderable from October 11, 2012 | Registrations Thru July 27, 2013
Product
Discounts
Special
Incentives
Cisco Business Edition 6000 (all Cisco UWL/Cisco UCL
bundles)
Additional Cisco UWL/Cisco UCL Licenses
Cisco Unified Communication Software Subscription (UCSS)
Cisco Unified IP & Video Phones
Cisco TelePresence Systems, Infrastructure & Endpoints
Cisco WebEx Meeting
Cisco Unified Contact Center Express (UCCX) for BE 6000
Cisco Voice & Unified Communications Gateways
www.cisco.com/go/mmcollabpromotion
Deal
Protection!
© 2010 Cisco and/or its affiliates. All rights reserved.
* Offer varies by region
Cisco Confidential
28
Easy Button Contact center bundles
Ease of ordering with single SKU
 20% off GPL discount built-in
Discounted 10 or 25 agents (Enhanced or
Premium) configurations
Available under Business Edition 6000 top level
SKUs as optional add-ons
Available with both UCL and CUWL bundles
5 Enhanced seat Promo bundle has been extended
Single SKU $2995 now includes appliance/OS
entitlement
Leverage to deploy a simple help desk solution
Cost-effective, full-featured Customer Interaction
Solution with Unified CCX value bundles
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
29
Conference Bundle add-ons
1 year subscription for WebEx Meeting Center for 10
or 20 named hosts @ 20% off GPL pricing!
Lowers minimum number of Meeting Center hosts
from 25 to 10
Integrated VoIP 1 yr service included (limited)
Maximum capacity 25 participants per session
Unlimited number of meetings/1 meeting per host at
any time
Extend subscription terms or add more Named hosts
using standard GPL SKUs
Cost-effective Web Conferencing with
WebEx Meeting Center value bundles
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
30
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
31
Collaboration Breakaway
PLUS
 Focus on full Enterprise
Midmarket Collaboration
Promotion
 Focus on Midmarket Collaboration
product portfolio
Collaboration portfolio at the onset.
control, voicemail, IM/Presence, web
conferencing, TelePresence
 Upgrade to current UCM release,
phone models, video endpoints
 Accelerators for competitive
 Simplified Discount Structure – no
displacement and Cisco Unified
Workspace Licensing; voice, video and
collaboration applications
 Services Discounts
 Special incentives, ‘seed-and-grow’
incentives, [email protected] discounts
accelerators to qualify
 All deals get the same discount
 Enhanced discounts on additional
collaboration licenses, applications and
TelePresence infrastructure
 All deals approved by Promotion
 Single step qualification & approval
Manager, AM & PAM
© 2010 Cisco and/or its affiliates. All rights reserved.

ANY new opportunity, competitive
displacement or migration from earlier
versions of Cisco Call Manager platforms
 Qualify by selling the Cisco
Business Edition 6000
 Competitive displacement of call
– usually within 24 hours.
Cisco Confidential
32
What:
 Upgrade to Unified Communications 8.x or 9.0 using a new bundled
package offer of $9/user* for license, and 3 year Unified Communications
Software Subscription** (UCSS) at standard pricing
 Available for all core Unified Communications Products UCM, Unity
Connection, BE 5000, BE 6000, Cisco Unified Presence, Cisco Unified
Attendant Consoles…
 9 & 3 Upgrade Offer can be combined with other promotions and
standard discounts***
When:
 Offer available April 5, 2012 - April 5, 2013
* Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection
**Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate
Service (ESW) is required with UCSS.
***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS
Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco
Collaboration Breakaway PLUS.
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
33
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
34
Rapid issue resolution with anytime access to Cisco engineers and extensive technical
resources
Customer Profile/Requirements
 Network is critical to mission critical
 Skilled IT staff require direct access to Cisco engineers
 Require flexible device-level coverage
Capabilities and Features




Advance hardware replacement options including 2- hour
24 x 7 global access to Cisco TAC and onsite resources
OS software updates
Device diagnostics and alerts on select devices
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
35
 Provides maintenance and minor software
updates, plus access to online resources and
Technical Assistance Center (TAC) support
 Offers application support service, including 24 x 7
support dedicated to Cisco Unified
Communications
 Access to Cisco.com technical knowledge base
including access to:
 Software advisor
 Technical Assistance Center (TAC) Case
collection
 My Tech support
 Output interpreter
 Peer-to-peer online forums
 TAC newsletter
 And much more!
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
36
 Guarantees access to major software version
upgrades for duration of the activated subscription
term
 Most cost-effective method to acquire upgrades
 Priced on a per user basis
 Complement to Cisco Unified Communications
Essential Operate Service
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
37
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
38
Partner Resources
 Business Edition Portfolio Comparison At A
Glance
 Promotions
 Partner and Customer presentations
 Product Overview Presentation
 Ordering Guide
 Go To Market Guide
 Tools
 And more
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
39
 Lead powerful conversations with
prospective Cisco Collaboration customers
 Interactive tool allows you to select and
present the exact Collaboration video
demonstration desired, in the order you
choose
 Cisco Business Editions
 Cisco IP Endpoints
 Cisco Jabber
 Cisco Unity Connection
 Cisco WebEx Meetings
 Cisco Unified Contact Center Express
Download FREE!
For iPAD:
http://itunes.apple.com/us/app/ciscocollaborationexpert/id553555637?ls=1&mt=8)
© 2010 Cisco and/or its affiliates. All rights reserved.
Download FREE!
For Android:
https://play.google.com/store/apps/details?id=c
om.cisco.midmarket&feature=search_result#?t
=W251bGwsMSwyLDEsImNvbS5jaXNjby5taW
RtYXJrZXQiXQ
Cisco Confidential
40
For Account Managers
 Perform quote at customer site
 Connect with Distributors
 Saves time and cost
 Recommends the top 2 platforms that fit
customer requirements
 Covers all core-components – BE 6000,
Contact Center, Video endpoints, gateways,
services
www.cisco.com/go/qpt
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
41

Conserves cash flow and takes system price
out of the equation

Equipment remains off customer’s balance
sheet

One low monthly payment

Lower costs

Equipment Lifecycle Management with ability
to up-sell when lease is up for renewal

Maximum flexibility – eliminates risk of
customer getting stranded with technology
Learn More:
www.cisco.com/go/ciscocapital
© 2010 Cisco and/or its affiliates. All rights reserved.
*Cisco Capital Terms and Conditions apply, subject to credit approval, not available in all countries.
Cisco Confidential
42
Top 6 reasons to lead with Business Edition 6000
9.0:
 6. Core call control platform for midmarket segment
(differentiated solution, solid Cisco = right-sized,
premium offer)
 5. Enterprise-class (no feature reduction, 99%
investment protection with migration = customer
satisfaction, loyalty)
 4. Lower barriers to upsell (more collaboration, more
users = same HW)
 3. Application rich (rich on box offers + integrated
WebEx Cloud offers = expand/grow service practice)
 2. Competitive (differentiated offer = wins deals)
 1. Improved partner profitability (cost-effective,
simple, scalable = margin rich)
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
43
Community
 Support forum - https://supportforums.cisco.com/community/netpro/collaborationvoice-video
 TWTV “Fundamentals of BE6000”
https://communities.cisco.com/videos/9540#comment-9205
Cisco.com
 Midmarket main – www.cisco.com/go/midmarket
 SMB main – www.cisco.com/go/be6000
 Product main – www.cisco.com/en/US/products/ps11369/index.html
 Case Studies – www.cisco.com/en/US/products/ps11369/prod_case_studies_list
 Partner Resources www.cisco.com/en/US/partner/products/ps11369/products_partner_resources_list
Partner Central
 Cisco Collaboration Midmarket Promotion - www.cisco.com/go/mmcollabpromotion
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
44
Thank you.

similar documents