$7.1B Global Market Opportunity

3.7M Midmarket Businesses

1 in 6 Employees Work for a Midmarket Company

Midmarket: 100-1000 Employees

Partner Led Go-to-Market

Midmarket customers are dealing with a multitude of technology trends, challenges and opportunities including…… …an explosion of devices infiltrating their business …..considerations as to how they leverage video as a business strategy ……the consumerization of IT

Midmarket customers are looking for business-impacting collaboration solutions that … • Address evolving trends • Increase agility

• Improve customer responsiveness

• Solve business challenges

• Help them grow!

Midmarket customers need trusted business partners who:

• Understand their business goals and objectives

• Design collaboration solutions that meet these objectives

• Support their business from deployment …and beyond

Results: Increased partner sales, services and profitability

Cisco delivers the most comprehensive offer to partners:

• Award winning partner certifications, specializations and programs

• Marketing & demand generation resources

• Financial strength

• Industry leading collaboration portfolio

Cisco Business Edition 6000 – Sophistication Meets Simplicity • 25-User Starter Package with improved User

Licensing • Enhanced Application Options with Cisco

TelePresence Video Communication Server (VCS) and Singlewire InformaCast paging

• Simplified Administration, Management Tools

Customer Benefits • Architectural Approach • Enterprise-Class Collaboration Services Packaged

and Priced for Midmarket • Right-Sized License Bundles Reduce Cost

Partner Benefits • Increased Sales Opportunities in Midmarket • Simplified License Ordering, Distribution Stocking

Cisco Jabber UC Cisco WebEx

Collaboration Applications

WIRED WIRELESS

TelePresence Customer Collaboration

Mobility Messaging & Paging

Jing Zhang

Collaboration Technology Group

Sophistication Meets Simplicity

ON PREMISE

Unified Communications

TelePresence Collaboration

Applications

Customer Collaboration

ON PREMISE

TelePresence Collaboration

Applications

Customer Collaboration

Cisco Business Edition 6000 Solution Overview

Enterprise-class features

Cisco Business Edition 6000

Optimized Pricing and Ordering

Simple Provisioning and Management

Base solution

Applications

Endpoints

Management

Services

Cisco Business Edition 6000 Building block #1 - The Base

Virtualized: Hypervisor

installed

Prepared: Configured BIOS & RAID Array

Convenient: Application install

files loaded

Low TCO

Ideal Form-Factor

Scalable architecture

No throw-away CAPEX

Ease of procurement

Call Control CUCM

Voicemail Unity

Connection

IM & Presence

Video Interworking

VCS

Attendant Console CUxAC

Contact Center CCX

Provisioning UPM-BE

PCP

Up to 4 UC applications and 1 management application co-resident on a single server.

Emergency Responder

CER

Paging

1000 Users 1200

Devices

1000 VM/UM

Users

Premium Enterprise Business

Department

100 Agents

100 Traversal & 100 non- Traversal

50 Users / Group

1000 IM&P Users

1200 Devices

1000 Phones

Applications Supported Application Scale vCPU vRAM vDisk Distribution Preloaded

UCM 1000 Users/1200 devices 2 4GB 1x80GB ISO & OVA Yes

Unity Connection 1000 VMs 1 + 1* 4GB 1x160GB ISO & OVA Yes

IM & Presence 1000 Full UC, IM & Presence users

1 2GB 1x80GB ISO & OVA Yes

CCX 100 Agents 2 4GB 1x146GB ISO & OVA Yes

CUPM-BE 1000 devices 1 2GB 1x30GB OVA Yes

Prime Collab Provisioning

1000 devices 1 2GB 1x80GB OVA No

CUxAC Dependent on AC Edition 1 4GB 1x72GB OVA No

VCS-C 100 traversal calls 100 non-traversal calls

2 4GB 1x250GB OVA Yes

CER 1000 users 2 4GB 1x80GB ISO & OVA Yes

Paging 50 users per group Unlimited groups

1 4GB 1x80GB OVA Yes

Any combination of 4 UC apps and 1 management app allowed with 8vCPU and 16G vRAM * 1vCPU should be left unused for ESXi scheduler if CUC is deployed in a VM

VM 1 VM 2 VM 3 VM 4 VM 5

VM 1 VM 2 VM 3 VM 4 VM 5

BE 6000 Server #2

BE 6000 Server #1

UPM CUCM

CUxAC

CCX IMP CUC

VCS IMP CUC CUCM

Enterprise class features

All-in-one collaboration solution

Flexible

Affordable

Investment Protection

High Availability

Reduce risk

Business transformation

“BE 6000 surprisingly came well within our budget, and the tools we got were more than what we thought we could afford.” – Jim Phillips, CTO, Stanford Federal Credit Union

Cisco Business Edition 6000 Building block #3 – Endpoint choice

Tele-presence IP Phones Jabber for Mac/ Win

Personal Video Jabber for Mobile

From value-based business endpoints to advanced and collaborative media endpoints

INT

EG

RA

TO

RS

Q

UIC

K S

ET

S

VE

RT

ICA

LS

Solution Platforms

For custom and industry applications

CTS 500

MX Ser ies

Mobi l i ty

TX 1300 Ser ies

TX 9000 Ser ies

PROFILE Ser ies

EX Ser ies

Profile 65 Single or Dual

Profile 55 Single or Dual

Profile 42 MX300 and MX200

TX9000 TX9200 Active Collaboration Room

TX1310-65

500-32 EX90 EX60 Jabber Video for

TelePresence

Codec C90 Codec C60 Codec C40

SX20 Quick Set

Healthcare & Education

Pers

onal

Multip

urp

ose

Im

mers

ive

Cisco Business Edition 6000

TelePresence endpoints

Cisco Jabber

One-one One-to-few Real-time

All-in-one UC Application

Presence and IM

Voice, video, voice messaging

Desktop sharing, conferencing

Collaborate from Any Workspace

PC, Mac, tablet, smart phone

On-premises and Cloud

Integration with Microsoft Office

Jabber Web SDK

Voice & Video

IM & Presence

Voicemail

Meetings

Cisco Business Edition 6000

UC Enable web applications with Jabber SDK

Video is the new voice

BYOD

Business Process Integration

Enhanced Productivity

Competitive advantage

Cisco Business Edition 6000 Building block #4 – Unified Management

Provisioning Manager BE

End-user Selfcare Portal

Enterprise License Manager (UCM)

Factory configured HW / Preloaded

SW

1) 15 min - Unpack

2) 15 min – HW setup

3a) 15-30 Min – setup bios, firmware, drivers etc

3b) 30-45 min – disk/RAID setup + battery cache

4) 15-30 min – Virtualization hypervisor setup

5) 15-60 min / app - load app/install app (4 worst case – 1-4 hours) 30 mins per app

• With the BE6000, the steps in Red no longer apply

Pre-loaded

Cisco Business Edition 6000 Turn-key Appliance

Simplicity of operation for IT staff and end users

Unified : ONE interface, single sign-on

Simplified: business-process and user-oriented

Rapid: <1 minute for service activation

Accurate: Reduce manual and duplicate entry

errors

Delegation: Role-based access for customer

MACs

Self-care: Single portal for end-user preference

settings

Pre-loaded software with pre-provisioned 1000

user license for no extra cost

Cisco Unified Provisioning Manager

Tasks Native Interface Provisioning Manager BE

Duration Duration

Installation 225 120

Set-up DHCP service for Phones 5 5

Configure voice switches and gateways 180 180

Setup admin, site and user defaults 60 15

Add 100 users using Bulk Admin Tool / spreadsheet-based import

300 140

Add 100 users, one at a time individually, using screen-based GUI, including voicemail

380 200

Set-up Hunt Group 5.5 5.5

Add a new user 9 2

Change a user’s name 22 2

What’s Shipping Both Prime Collaboration Provisioning and UPM BE are pre-loaded on BE 6000.

Licenses included.

• Cisco Prime Collaboration Provisioning 9.0

• Pre-loaded on to datastore

• 1000 user license file (separate file)

• Patch file

• Readme file – provides instructions how to apply license and patch file

• DVD Installation Media Kit

• Cisco Unified Provisioning Manager BE 9.0

• Pre-loaded on the datastore

• 1000 user license is included in the OVA file (application software)

• DVD Installation Media Kit

Note: • Require the right version of software release 9.1.1a on the applications as high-lighted above

• Critical COP file for quick patch

- Fix the issue of can not create more than 8 unity connection ports (CSCud86448)

- Please go to the following site to download the COP file, and follow the read me file to install: http://software.cisco.com/download/release.html?mdfid=284603371&flowid=37563&softwareid=282204704&release=COP-Files&relind=AVAILABLE&rellifecycle=&reltype=latest

UPM BE vs PC 9.0 Feature Comparison UPM 9.0BE PC 9.0 Provisioning

Pre-installed on BE6000 Yes Yes, also available through PUT

Greenfield Installations Yes Yes

Brownfield Installation No Yes

Day 1 - Initial Configuration Wizard Yes No

Day 1 – Batch Provisioning/Schedule jobs

Only bulk user import, no scheduling Yes

Dial plan support Pre-built North American dial plan; custom dial plan support

custom dial plan support

Day 2 – Subscriber Provisioning Yes Yes

Reverse Sync No Yes

CUCM Template No Yes

Site based Admin roles No Yes

Migration from CUPM 8.6 No Upgrade path available

Target New / ECS partners Existing AUC / CAS partners

Improved customer satisfaction

Reduced support costs

Reduced TCO

Essential Operate Service and UCSS (UC Software Subscription) SmartNet Service Business Edition 6000 Support Community (www.cisco.com/go/be6ksupport) Virtual Engineering and Partner Helpline PDI Helpdesk TAC (Technical Assistance Center)

Cisco Business Edition 6000 Building block #5 – Services & Support

PSTN

SIP Provider

Voice Gateway (Cisco ISR Router)

Business Edition 6000

Single or multiple sites with centralized CP

Survivability with SRST

LAN and WAN redundancy (CoW)

Add more UCS servers for adjunct applications

• Leader in communications

• Cisco architectural vision

• Financial strength

• Award winning technical support

• Partner led GTM strategy

• Complete portfolio

• Partner profitability

• Industry leading partner programs

Partner Customer

Justin Ramirez – Collaboration Technology Group

• Positioning BE 6K with Customers

• Opportunities & decision makers

• Demonstrate practical solutions for BE 6K

• Demonstrate different pitches to different parts of the business

• Highlight key questions to ask the customer

• Sell Cisco unique by showing the platform combined with other Cisco Architectures

Business Decision Maker

• Business Owner/Director

• Return on Investment

Technical Decision Maker

• IT manager

• Cost driven

• Total Cost of Ownership

Key Workers

• Receptionist/Customer Services

• Functionality

1. Greenfield: Sell full Collaboration pitch

2. PBX replacement: Start with something simple

3. Trojan Horse play: if you can not fully displace the PBX

4. Video led sale: deploy 6K as Video server

5. CUCM upgrade: use 6k to replace an old CUCM

6. Business Process led: use key applications to start business sale

7. Parachute play: no hardware opportunity then sell a service

Customer Scenario New to Collaboration, Broad Pitch Key Sales Points Position Cisco as Market leader in Collab Sell benefits of full collaboration • Video for Everyone • Mobile & Home Working Options • Webex Meeting Center Solution • BE6K for single server for Collaboration • Start with CUWL Pro Bundle • Range of endpoints all inc. video • Jabber for Everyone Supporting Architecture Borderless for Network Security for ISE, VPN for homeworking

White Board

End Points

Key Applications

Customer Scenario Customer has legacy PBX & basic perception of Collaboration Key Sales Points • Position BE 6K as basic IP PBX • Position Low Cost endpoints • Jabber can be added to allow softphone &

IM functions Solution • BE6K for single server for Collaboration • Start with UCL Bundle • Gateway for PSTN access • Jabber for Everyone offer • Basic 6921 Phones Supporting Architecture Borderless for Network & Gateway

White Board

End Points

PSTN & Internet

Customer Scenario Any Multi-site customer Solution • Cisco is the only vendor able to provide a

true end to end solution • Support Branch, home & Mobile sites Key Sales Points • Utilize the Cisco end to end solution • Retain existing gateway investment to

provide local redundancy required for some sites

• Many other vendors will need to deploy the Cisco gateways along side their own gateways

Supporting Architecture Borderless for Network & Gateway

Mobile Workers

Private/Public WAN

White Board

Main Site with BE 6K

Branch Site with Redundancy

Branch Site no Redundancy

Customer Scenario Video Conferencing/Video for Everyone Key Sales Points Position BE 6K as Video Call server Sell benefits Video on all devices • Range of Video endpoints • Link to legacy devices with H323 • Options for Video Phones • 3rd Party SIP Endpoints Solution • BE6K for single server for Video • BE 6K Starter Bundles • Jabber Video Client • MX, EX & TX Series devices Supporting Architecture Borderless for Network & WAN

White Board

9971 Video Phone

Jabber with Video

Room Based

Desktop

Customer Question “How do you differentiate yourself from the competition?” “Would you like to improve you customer service level?” “Could you improve customer query resolution time?” Key Sales Points • Deploy IM to key teams in the business • IM speeds up internal communication by

moving from non-real time email to instant messaging

• Deploy internal to staff and external to customer

ROI • Faster customer query resolution is worth

$$ in service improvement • Improved service vs. competition

White Board

Customers can IM Business Anywhere for information and

updates

Business Key Mobile Workers can IM to

get instant response and answers for

customers

Key Business Teams Enabled

to receive IM from

Customer Scenario Keep PBX add IM as Trojan Horse play Key Sales Points Position BE 6K IM Server along side PBX • Add new users on BE 6K • Jabber will work on any OS Future sell for full collaboration Solution • BE6K IM server • Use UCL Starter Bundle • Jabber for Everyone Offer (Zero Cost) • Link to the PBX for Presence federation

would depend on PBX

White Board

PBX dependant

Extend and Connect

Hybrid OEM Paging Solution

• New, innovative model: InformaCast paging provides customers with immediate functionality

• Ships with CUCM 9.1, available on CCO for 8.5 and newer UCM users

• Basic Paging – ships standard, no license required

• Advanced Notification – optional upgrade with purchase of license

– Special Offer! 60-day trial of Advanced Notification is available on each InformaCast installation

• Advanced Notification features provides license purchase from Cisco:

Perpetual- SolutionsPlus

DVD ISO includes OVA file for VM Deployment and product documentation collateral

LOCKDOWN WEATHER 911

Virtualized Environment

CU

CM

UCS Server hosting multiple Apps

Un

ity Cn

x

IM&

P/CU

AC

Paging

CC

X- P

C 9

.0-

CER

- etc.

Basic Paging- Free, not licensed

Advanced Notification- Optional and licensed (60 day trial)

• Point to Point and Group Live Audio Paging to/from Cisco IP Phones

• Unlimited Groups/Zones of endpoints as configured by admin

• Maximum of 50 endpoint devices per group

• Paging between sites is supported (Multicast on WAN required)

• Pre-recorded/scheduled broadcasts (school bells/shift changes)

• Notification to Jabber IM • Notification to Social Media (key for higher ed) • Communication with mobile and remote users • Triggered notification to/from other systems- M2M

input/output (panic buttons, door locks, lights, etc.) • Integration to existing overhead paging systems • Text and Audio to Cisco IP Phones and other

endpoints • Broadcasts to IP Speakers • 911/emergency call monitoring/alerting/recording • Weather Alerting with CAP • Dynamically-triggered emergency conference calls • And more..

There is no software to include while ordering CUCM, the Cisco Paging Server comes with it automatically

Question : Do you have a Customer facing Team?

• Change the conversation with Contact Center or Customer Collaboration

• Customer facing teams are a Key Performance Indicator for a Business

• Can you report on them?

• Are you using them to full capacity?

• Could you be doing more?

• Could you be generating additional revenue?

• 80/20 Rule on customer base

ROI

• Turn a cost into a revenue stream

Outgoing Campaign

CCX Add Report on Key Team & KPI

Key Customer facing team & KPI for Business

Discuss using 5 Free CCX Licenses on BE6K

+80% Incoming Calls

$$$ Rev. Stream

Does Home Working Mean This? • VPN and Token • I’m available on my Mobile

Cisco Router to Provide Secure

VPN with no Token needed

Video Options: • Laptop Jabber • Cisco Phone • Cisco EX90

2 x Key Home Working Applications: • Webex for meetings • Jabber for IM

Secure Remote Working Across

the Internet

Cisco ASA Provide multiple secure connections to all

home workers

White Board

Solution • Sell full Cisco portfolio • BE 6K for full Collaboration and home

working • Borderless for secure homeworking • Sell concept of “Home Office vs. home

working” • No difference between home & office

• Change the conversation!

• Don’t talk about mobile working...talk about secure mobile working

• Talk about the current trend for “BYOD” and how Cisco enable this

• Solutions Inc: – Cisco Jabber for mobile working on

iPad and iPhone

– User supplies the device themselves

– Cisco ASA for secure remote access

– Cisco “Identity Services Engines” and Context based security

– Cisco “Any Connect” means the device is always connected and secure via VPN to ASA

Cloudlink- Integrage Cisco UC with Google New Features • Included on SolutionsPlus (S+) in April • Valid on-prem (ex. BE6K) and with HCS • Unified Messaging, Rich Presence, Click to Dial, Webex Integration + more

Customer Benefits • Google Apps Integration • Voice and Video capabilities • WebEx integration in Gmail and escalation from Google Hangouts

Partner Benefits • Win more Deals- current and new • Increase reach to 50M+ Google users • Take out all Competitor entry points

by

Esna Collaboration Framework

Cloudlink Demo Video: http://www.youtube.com/watch?v=93p-X5pkGQM

CISCO JABBER SDK

15M Users 85M Users 50M Users

CUCM HCS BE6000 WebEx

TURN GMAIL INTO A LIVE COLLABORATION HUB

Esna Cloudlink integrates Cisco voice, messaging, and presence inside Google Apps for a rich user experience

Jabber SDK APIs:

Cisco REST, CUPI, CUMI and CUNI

Unified Messaging

Rich Presence

Click-to-Dial

Google People Widget

Ask the Question!

Contact esna solution team for details: esna-cloudlink@external.cisco.com

Customer Scenario Customer won’t/can’t refresh their PBX Key Sales Points Trojan horse play with Webex Reduce travel costs Interact with customers & supplier more Low cost of deployment No Capex Solution Monthly Webex meeting Center Service Existing PBX is used for voice or use VOIP Allows mobile & BYOD access Future BE6K sale

White Board

Webex-aas from the

Cloud

Key Question: Are you looking to refresh your IPT or PBX?

Answer: Yes

• Sell the Cisco Collaboration Unique

1. End to End Solution reduced TCO 2. Breadth of solution Voice, Video, Mobile, Social 3. Video with every sale & device 4. BYOD Cisco unique: flexible & secure

• Use MM Promo enhanced discount up to 68%

Answer: No

• Would you like to add a Collaboration service to your existing infrastructure?

– WebEx Meeting, Messenger or social

• Would you like to try a Collabration for free?

– WebEx Basic, Jabber for Everyone