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© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID

Nick Chrissos – Collaboration, Emerging Markets

Collaboration Breakaway

© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 2

Market Overview


NOW Is the Time to Take Market Share

Shifting Alliances

Challenges for Nortel/Avaya

Acquisition Distractions

75% Cisco Base are onCommunications

Manager pre-7.0 release

(opportunity to upgrade

and expand)

29%Cisco Base

only have one application deployed

$4B+Emerging Markets

Opportunity to capture non-Cisco

phone users


Strike While the Iron Is Hot

―Doing nothing‖ is not an option—every customer has a critical decision to make

Customers are evaluating all their options

Distinguish Cisco as the industry‘s most cost-effective, end-to-end communications provider

Provide customers with stability and market-leading solutions


Why Cisco

Protect Existing

Investments

Drive Business

Value

Minimize Risk

Solve the Problem

Technological Capability

Strategic Partnering Capability

Superior Business

Enablement

Deployment Flexibility/Extensible Platform

Leading Market Performance and

Position

Managing Implementation

and Support Risks

Lower Total Cost of Ownership


Program Overview


Cisco Collaboration Breakaway ProgramEffective August 9, 2010—July 30, 2011*

A complete program designed to enable Cisco and partners to migrate new and existing customers to Cisco Collaboration solutions from competitive legacy solutions

Product Discounts

Services Discounts

Sales Execution and Demand Generation Assets

*Bookings of Cisco Collaboration Breakaway deals will be allowed until October 31, 2011


Terms and Conditions: Eligible Customers

1

New competitive displacement opportunities

2

Existing Cisco Unified Communications Manager * 3.x - 6.x customers who commit to upgrade to 7.x or 8.x any PBX competitor takeout

*Includes Unified Communications Manager Express pre 7.0 releases

Eligible Partners All Cisco Certified Partners(Gold, Silver, Premier and Select)


Terms and Conditions: Target Competitors

EMERGING EAST EU

EMERGING WEST

*Avaya = Avaya and Nortel Branded Equipment

EMERGING EAST

SOUTH AFRICA

EMERGING CENTRAL


Collaboration Breakaway: Product Discounts


Collaboration Drives Business Value

InnovationCompetitive

DifferentiationCustomer Intimacy

Employee Productivity

CostReduction

Eligible Products Include:• All Unified Communications Products • Customer Care/Contact Center Solutions• Unified MeetingPlace and Cisco WebEx*• Select UC-Related Access Routing Products (including UCM Express)

*Cisco WebEx Meeting Center, Enterprise Edition and Connect IM will is added to the list since 08/11/2010.


Ease of Quoting – Predictable Discounts

Baseline Product Discount

Displacement Accelerator

TotalCisco Unified

Workspace Licensing Accelerator

(Applicable when 50%+ of the competitor‘s user

base is displaced)

(Applicable when 50%+ of total user licenses in

BOM is CUWL)

Example 1: Displacement Accelerator Qualification

• 100 Avaya or Nortel Phones, 50 Replaced with Cisco Phones

50% Competitive Base Replacement, Displacement Accelerator Threshold Met

Example 2: CUWL Accelerator Qualification

• 100 Total Cisco User Licenses Bought, Combination of UCL and CUWL

50% of User Licenses in BOM are CUWL, CUWL Accelerator Threshold Met

Discount Accelerators Can Be Used Together orIndividually

Discounts apply for Cisco direct order. Cisco cannot determinediscounts for purchasesthrough Cisco - authorized distributor

Emerging Markets (Fixed)

Russia (Fixed)

55%

57%

Up to 65%

Up to 65%

+5%

+5%

+5%

+3%

EU (Incremental) +13% Up to +22%+5% +4%

Brazil (Fixed) 57% Up to 68%+6% +5%


Eligible Cisco Customers – Upgrading Unified Communications Manager Customers

Without Unified Communications Software

Subscription (UCSS)

Access to major software upgrades when available

With Existing Unified Communications Software

Subscription (UCSS)

72% discount on all Core Cisco Unified Workspace Licensing

upgrade SKU‘s

3 & 3 Upgrade Offer—Purchase a la carte Cisco UC 8.0 product upgrades for $3 per user, per

application when combined with a 3 year minimum UCSS

Promotion Eligible SKUs available at:http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/downloads

http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/downloads





Latest exciting additions

From November 1st

Webex is now part of GPL It includes : Cisco Webex Meeting Centre, Webex Enterprise Edition, Webex Connect IM

From November 8th

Year-End Sprint (YES) enhancement :50% discount to all SKUs not currently available in the Collaboration Breakaway Product List(Available until the 24th December 2010)

For more information please visit :

http://wwwin.cisco.com/voice/programs/collaboration_breakaway/emerging.shtml


Collaboration Breakaway: Services Discount


Emerging Markets Services Discount

Technical services discount now for 1, 2, or 3 years

Services & Products via ONE Registration & Ordering Process!

Discount Structure

1-Year Technical Services DiscountCBR CTS

Shared Support

45% 69% 76%

2-year service contract receive an incremental 4% discount

3-year service contract receive an incremental 7% discount

Available direct to your customer at their organization, via TelePresence

Webinar series: Cisco Interactive Technology Webinar, ―Best Practices for Migrating Legacy Phone Systems‖

Complimentary ―Migrating to Unified Communications Discovery Session‖*

http://www.cisco.com/pcgi-bin/sreg2/register/e_family.pl?&LANGUAGE=E&METHOD=D&FAMILY_CODE=287

http://www.cisco.com/pcgi-bin/sreg2/register/e_family.pl?&LANGUAGE=E&METHOD=D&FAMILY_CODE=287


Collaboration Breakaway: Sales Execution and Demand Generation


Sales Objectives of the Cisco Collaboration Breakaway: Competitive and Migration Play

Play ObjectivesDrive awareness for new Collaboration experiences enabled by migrating legacy voice communications systems to Cisco IP-based solutions, andcreate opportunities to expand Cisco‘s Unified Communications andCollaboration footprint: Start an architectural ROI discussion using the New Collaboration pitch Migrate older versions of Cisco Unified Communications Manager and Cisco Unified Contact Center Solutions Expand Applications Attach of Conferencing and Customer Care by leveraging CUWL

Target Audiences

CIOs/CXOs, IT Decision Makers Still Using PBX SystemsTraditional Cisco Voice/Technical Decision Makers


Cisco Collaboration Breakaway: Competitive and Migration Play

Sales OpportunitiesTarget Audiences: CIO/CXO and ITContact Center New/Replace Competitive Vendor Take-out8.0 Installed-base Migration

Sales Enablement ToolsDiscussion Guide – New Format!Play At A Glance ―How to Use‖ TrainingPartner Central Site

Customer Engagement ToolsEmail and Post CardsBanner AdsContact Center and Competitive Walkabout KitsContact Center BullsEye! KitPartner Marketing Central Campaign

Site

Executive Walkabout and BullsEye! Direct Mail Kits

Customer Email, Post Card and Banner Ad Templates

Sales Discussion Guide and AAG- New Format!


Cisco Collaboration Index Tool

http://www.ciscowebtools.com/index

Pre-sales tool for Cisco and Partner AM‘s

Survey that plots current capabilities across multiple dimensions of collaboration—performance vs. priority/ importance quadrant

Registration and data capture to enable future benchmarking

Localized in 14 languages


Collaboration Breakaway: How to register an Opportunity and Order


Ensure you select the right promotion name out of 4 possible promotion types

Baseline Discount

Baseline + CUWL Accelerator

Baseline + Displacement Accelerator

Baseline + Displacement + CUWL Accelerator

Before CCW registration, use the Promotion ―Name Finder‖ on CB Homepage to select the right promotion name – geo specific

In CCW, Click on ―Other‖ tab, for CB promotion names to show up

Ensure Selection of Correct Promotion Name

1 Registration for Products + Services


Homepage—Quick Start

Click Create, Deal to begin registration process

www.cisco.com/commerceworkspace


Expand the ―Other‖ link to find Collaboration Breakaway (CB) promotions.Refer to CB rules to fully understand pricing structure and promotion options

Complete Each of the Tabs Below

www.cisco.com/commerceworkspace

On Promotion Tab, Expand ―Other‖ button and select the correctCollaboration Breakaway promotion name


Complete CB Questionnaire

Clearly identify the opportunity and the end customer sites that

will be involved in the sale

If this is a Cisco Unified Communications Manager (UCM) opportunity, remember to attach a screen shot of the customer's UCM system

administrators. The end customer‘s system administrator should be able to help capture the installed UCM information on the

'system administration start up screen' or by issuing the CLI command ―show version‖


3. Complete Registration

CB has a Single Approval Step – Include your BOM and submit for approval

CB Promotion Manager verifies you have selected the right promotion

Theater/country approvers review

Confirmation email sent upon final approval (includes Deal ID and/or Distribution Authorization ID)

If booking Cisco direct, the CB ‗Quote‘ tab will confirm discounts

When ordering via distribution, you must negotiate your pricing with the distributor

Phased ordering is allowed with CB, but all orders must be placed prior to deal expiration date


A Few Important Details…

This promotion cannot be used with:

Cisco Technology Migration Program (CTMP)

Opportunity Incentive Program (OIP)

Solution Incentive Program (SIP)

Accelerate to Collaborate (A2C)

Any opportunities with an approved MDM (My Deal Manager) number

Opportunities in bid (i.e. RFP, RFI, RFQ or other similar document) are eligible

Partner must be actively engaged and pursuing the opportunity with the customer


CCW Training Resources

Cisco Commerce Workspace: Self-paced trainings and Show Me mini videos

Watch a quick flash demo on how to enter key information about Who‘s Involved in your deal or quote

Who‘s Involved (1st tab in a promotion)

Watch a quick flash demo on how to enter key details and information about a deal

About the Deal (2nd tab in a promotion )

Watch a quick flash demo on how to select and add a promotion to your deal

Promotions (3rd tab allows you to select a discount promotion)

Watch a quick flash demo on how to add Items to your Quote

Quote—Items (upload of SKUs to buy or Trade-in via TMP)

http://www.cisco.com/web/partners/events/commerce_workspace.html






http://www.cisco.com/assets/swa/flash/partners/training/WI_SM.swf

http://www.cisco.com/assets/swa/flash/partners/training/AtD_SM.swf

http://www.cisco.com/assets/swa/flash/partners/training/Q_Items_SM.swf

http://www.cisco.com/assets/swa/flash/partners/training/Q_Items_SM.swf


CCW Training Resources

Only Cisco Certified Partners May Use CB Promotion

New Partners must obtain a CCO ID

Log into partner self service to get user ID ―associated‖ with your partnership (may take 24 hours to propagate and give you access to Cisco tools

http://tools.cisco.com/WWChannels/IPA/welcome.do

http://apps.cisco.com/WWChannels/GETLOG/login.do

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