30 Jan 2018 - Cloud unified communications/PBX. US$27.7B. 33% growth .... Version support. Core functionality. Cisco Uni
Cisco Spark Flex Plan Playbook Lead with Cisco Spark WW Collaboration GTM (Version 1.6) February 2018
Cisco Spark Flex Plan Playbook • This playbook covers the Cisco Spark™ Flex Plan. • It is intended for sales teams and describes the Cisco Spark Flex Plan solution to lead with Cisco Spark. • It describes the offer and its value to end customers. • It provides detailed understanding on how best to position the offer, as well as information on sales steps, tools, and processes. • To learn more about the complete cloud-based business offering (including messaging, basic meetings, and cloud calling), please refer to the Cisco Spark Playbook. Overview
•
Introduction and opportunities
The Commercial offer
•
What to sell and how to buy?
The Offer
•
Cloud (Cisco Spark or partner hosted) or on-premises Cisco Spark service Integrate premises and cloud with hybrid services
The Channel
•
Requirements and what’s in it for partners
Qualification
• •
Target customers How best to position the Cisco Spark Flex Plan?
Resources
•
Links and support
• •
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview Introduction
The offer
Pricing
Channel
Opportunity qualification
Resources
Opportunity
The shift to subscription Shift to valuebased models
Need to reduce up-front cost
Pay based on consumption
80 percent
“Enterprises are seeing a significant move away from up-front licensing to periodic payments”
Competitive pressures and new efficiencies will cause a shift to subscription models
Consumption-based licenses are one of the evolutions we’ll see
By 2020 more than 80% of software vendors will change from traditional licenses and maintenance to subscription
Price Waterhouse Coopers
CIO from IDG
SD Times
Gartner
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview Introduction
The offer
Pricing
Channel
Opportunity qualification
Resources
Opportunity
Cloud unified communications/PBX
US$27.7B 33% growth
*3-Year GMV TAM
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Flex Plan Cloud and on-premises
Subscription
Flexible options
Simplifying transitions: Industry-leading on-premises to cloud
Easy OpEx purchasing
Decouples deployment from purchasing
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Grow your customer opportunity and build recurring revenue by selling the Cisco Spark Flex Plan The Cisco Spark Flex Plan offers customers the opportunity to feel the power of the Cisco Spark suite and consume that suite either from the cloud or on-premises.
Cisco Spark Meetings, Messaging, and Calling1 • Meetings: Connecting teams and customers easily, the Cisco Spark Flex Plan includes the options to use Cisco Spark Meetings, Cisco WebEx® Meeting, or Cisco® Meeting Server. • Messaging: The Cisco Spark messaging application is central to the Cisco Spark service experience. It provides an unmatched mobile-first experience, including soft phone capabilities and simple escalations to voice and video calls and meetings. • Calling: Voice and video communications through mobile, desktop, and room-based services. Includes the option of delivering call services via the cloud with Cisco Spark Call or Cisco Hosted Collaboration Solution (HCS), or via the customer premises with Cisco Unified Communications Manager or Business Edition (BE).
Note 1: Please refer to the Cisco Spark Playbook for more information on the Cisco Spark suite. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling1 and grow at your own pace
Get started with video meetings
Flexible models that align with your business needs Note 1: Cisco Spark Flex Plan – Named User only applicable to hosted calling powered by Cisco Hosted Collaboration Service (HCS) C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling and grow at your own pace
Get started with video meetings
Flexible models that align with your business needs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Enterprise Agreement for Cisco Spark Flex Plan1 Meetings
Messaging
Calling
OR
OR
Cisco WebEx OR
Cisco Spark Messaging
Cisco Unified Communications Manager
Hosted (HCS)
Cisco Spark Calling
Cisco Meeting Server
Cloud, on-premises
Cloud
Cloud, on-premises, and hosted
Leverage Cisco Spark Hybrid Services to enable seamless team collaboration experiences Note 1: Refer to the Cisco Spark Ordering Guide (cloud, hosted, and on-premises) C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Enterprise Agreement for Cisco Spark Flex Plan1 Meetings
Messaging
Included: Meeting Center 200 Training Center 1000 | Event Center 1000 | Support Center 5 Device registration For additional charge: Conference Audio
Calling • Cisco Unified Communications Manager • Cisco Unity® Connection
Cisco Meeting Server Cisco TelePresence® Management Suite TelePresence Room License Expressway-C and -E
OR
OR
Cisco WebEx Cisco Spark Meetings
• Cisco Expressway™ • Cisco Emergency Responder • Device registration
OR
Cisco Spark Messaging
Cisco Unified Communications Manager
Hosted (HCS)
Cisco Spark Calling
Cisco Meeting Server
Cloud, on-premises
Cloud
Cloud, on-premises, and hosted
Leverage Cisco Spark Hybrid Services to enable seamless team collaboration experiences Note 1: Refer to the Cisco Spark Ordering Guide (cloud, hosted, and on-premises). C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Enterprise-wide: Cisco Enterprise Agreement for Cisco Spark Flex Plan • Companywide entitlement for all knowledge workers for meetings, messaging, and calling
Cisco Enterprise Agreement for Cisco Spark Flex Plan
• Flexible deployment between cloud, on-premises, and hosted • Manage transition to the cloud with consumption (per user per month) • Pricing includes 20% growth, usage above results in annual true forward orders • Recognize Cisco collaboration perpetual and HCS licenses and Cisco Software Support Service (SWSS) with installed base conversion Cisco Spark Flex Plan for everyone
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
For all knowledge workers
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Enterprise Agreement for Cisco Spark Flex Plan is a suite within the Enterprise License 2.0 program
Cisco Enterprise Agreement 2.0 Cisco Enterprise Agreement for Cisco Spark Flex Plan
Coverage
Collaboration perpetual suites
100% of organization (knowledge workers)
Terms and conditions
Single agreement, multiple coterminous suites
Installed base step-up
Yes
Growth
20% included (over term of contract)
True forward
Annual
Initial term
12-month minimum (or coterminated to any suites)
3 or 5 years
Minimum
250 knowledge workers
1000 knowledge workers
Monthly, annual, or prepay
Prepay only
12 month auto-renewal
Enterprise Agreement Follow-on
M1, M3, C1, C3
Unified Communications, Multiparty, Cisco Prime®, contact center
Cloud, on-premises, and hosted
On-premises only
, See country availability.
54 countries
Billing Renewal Suites Deployment Geos
For audio options, refer to “Audio Options with Cisco Spark Flex Plan” C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Features/capabilities of Cisco Enterprise Agreement for Cisco Spark Flex Plan Feature/capability
Cloud
On-premises
Meetings
Cisco Spark and Cisco WebEx Meeting Center 200, Training Center 1000, Event Center 1000 and Support Center 5
Cisco Meeting Server
Audio access (add-on option)
Toll Employee Count (TEC), TEC+, TEC + International, Cloud Connected Audio Single and Dual Partner (dedicated ports), Per-Minute Committed / Uncommitted Audio and VoIP
Not applicable
Calling
Cisco Spark Calling & Hosted, Cisco Hosted Collaboration Solution (HCS)
Cisco Unified Communications Manager or Business Edition 6000
Device registration entitlement (for Cisco Spark Devices purchased upfront on Global Price List)
1 to 1 entitlement of Cisco Spark Device Registrations to knowledge worker count
One (1) on-premises Cisco TelePresence Room license per 100 user subscribers (minimum 1)1 When used in-conjunction with Cisco Unified Communication Manager as part of a Cisco Spark Flex Plan
Public Spaces Entitlements 2 & 3
No public space entitlement for Cisco Spark Calling (Cloud)
Up to 50% of knowledge worker count. Cisco initially provides 20% of knowledge worker count and balance can be requested 10% of knowledge worker count provisioned at time of order (with Calling)
Plain old Telephony (POTS / Analog)
Not applicable for Cisco Spark Calling
Contract terms 4
1, 2, 3, 4, or 5 years
1, 2, 3, 4, or 5 years
True forward
Growth measured above the 20% Knowledge Worker throughout the term of the contract. Measured annually on each anniversary of effective date.
Growth measured above the 20% Knowledge Worker throughout the term of the contract. Measured annually on each anniversary of effective date.
Support plan (Cisco Software Support Service [SWSS])
Basic (included in subscription purchase) with Enhanced and Premium options
Basic (included in subscription purchase) with Enhanced and Premium options
Notes: 1. 2. 3. 4.
Customers that need additional on-premises room registration licenses, these can be requested from
[email protected]. Customer that require additional public spaces licenses up to the 50% entitlement, these can be requested from
[email protected]. Excess public space licenses can now be purchased for scenarios where 50% allocation does not meet customer need. Read more Terms between 12 – 60 months possible with fractional years are allowed with non-standard deal approval. Terms < 12months not applicable C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Supported versions of Cisco Collaboration Software, which can be deployed on-premises or partner hosted with Cisco Enterprise Agreement for Cisco Spark Flex Plan Product name
Version support
Core functionality
Cisco Unified Communications Manager (including Cisco Business Edition 6000)
On-premises:10, 11
IP telephony voice/call control
Cisco Hosted Collaboration Solution
On-premises: n/a Hosted: 9, 10, 11
IP telephony voice/call control
Cisco Expressway Series (Expressway-C and Expressway-E)
On-premises: 8 Hosted: 8
Provides Expressway advanced multimodal firewall traversal for mobile and remote access to unified communications services. Required for Hybrid Services.
Cisco Unified Survivable Remote Site Telephony (SRST)
Latest available
Providing reliable communications to branch offices, teleworkers, and cloud telephony deployments helps to ensure business continuity
Cisco Unified Communications Manager Express (CME) and Cisco Unity Express (CUE)
Latest available
Cisco Collaboration suite for the branch office
Cisco Unified Communications Manager - Session Manager Edition (UCM SME)
On-premises:10, 11
Enables enterprises create a centralized architecture to more easily and efficiently manage and evolve their networks as collaboration needs change.
Cisco Unity Connection
On-premises:10, 11 Hosted: 9, 10, 11
Enhanced voice messaging and collaboration
Cisco Emergency Responder 911
On-premises: 10, 11 Hosted: 9, 10, 11
Identifies the location of emergency callers
Cisco Meeting Server
Latest available
Premises-based video conferencing
Cisco TelePresence Management Suite (TMS)
Latest available
Management platform for video
.
Notes: For a limited time (until end of Q2FY18) Cisco Spark Flex Plan will support license trade of any Cisco Unified Communication Manager. After that date Cisco will not accept Trade-In for versions that are past © 2017 Cisco Cisco End and/or affiliates. All rights Cisco of its Sale and End of Lifereserved. public pages forConfidential latest lifecycle status. end of C96-739288-00 support date. Consult
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Active User Meetings Active User Meetings
Benefits Pay for what users need •
Purchase according to the number of users who host meetings
•
As usage grows, enable a transition to the Cisco Enterprise Agreement for Cisco Spark Flex Plan subscription and unleash the full potential of their investment in Cisco Spark
Highly flexible
Pay for what you use meetings
•
Users can host any type of meeting: on-premises or cloud-based and hybrid
•
Use Cisco Spark, Cisco WebEx, or Cisco Meeting Server
•
Option to add Enterprise-Wide Calling services to enable a full collaboration suite of services for users who need them
Enable users with the meeting services they need, when they need them. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling and grow at your own pace
Get started with video meetings
Flexible models that align with your business needs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Active User metrics
40
15%
Minimum commitment: 40 users
Or 15% knowledge worker count (250 knowledge worker minimum)
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Actual usage is measured annually in months 9, 10, and 11 to determine charges for the following year
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan – Active User Meetings subscription Active User
• Minimum subscription quantities that can be ordered1 • 15% of knowledge worker (min must be greater than 250) or 40 users, whichever total is greater • Enterprise-Wide Calling can be purchased for the entire KW count2
• Each Active User Meetings subscription provides Meetings entitlement to users3 • Cisco Spark in the cloud: Cisco WebEx Meeting Center 200, Training Center 1000, Event Center 1000 and Support Center 5 • On-premises: Cisco Meeting Server
• Messaging for 100% of KWs4, 5 Pay for what you use
• All usage growth is billed at start of annual true-forward date
Note 1: When migrating from Cisco WebEx, minimum subscription quantity is equal to current active usage. Note 2: If a customer wants or needs to purchase the optional Enterprise-Wide Calling, they need to purchase for the entire KW count. Note 3: Will entitle 100% of the KW count of the organization to access to Meetings capability, with usage entitlement for purchased Active User Meetings subscription count.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Note 4: When partners and customers purchase an Active User Meetings subscription, 100% of KWs are entitled to use Cisco Spark Messaging. Note 5: Entitlement for Cisco Spark Messaging (cloud and on-premises subscribers) and/or Cisco Jabber® for on-premises deployments and partner hosted when calling is purchased
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Features/capabilities of Cisco Spark Flex Plan – Active User Feature/capability
Cloud
On-premises
Meetings
Cisco Spark and Cisco WebEx Meeting Center 200, Training Center 1000, Event Center 1000 and Support Center 5
Cisco Meeting Server
Audio access
Toll Active User (TAU), TAU +, TAU + International, Cloud Connected Audio Single and Dual Partner (dedicated ports), Per-Minute Committed / Uncommitted Audio and VoIP
Not applicable
Calling
Enterprise-Wide Calling (Cisco Spark Call or Hosted, Cisco Hosted Collaboration Solution (HCS))
Enterprise-Wide Calling (Cisco Unified Communications Manager or Business Edition 6000)
• •
One (1) on-premises Cisco TelePresence Room license per 100 Active User subscribers (minimum 1) When used in-conjunction with Cisco Unified Communication Manager as part of a Cisco Spark Flex Plan1
Device registration entitlement (for Cisco Spark Devices purchased upfront on Global Price List)
One (1) device registration per Active User Meetings subscription -OROne (1) device registration per Active User Meetings + Enterprise-Wide Calling subscription up to Knowledge worker count.
Public Spaces Entitlements 2 & 3
No public space entitlement for Cisco Spark Calling (Cloud)
Up to 50% of knowledge worker count. Cisco initially provides 20% of knowledge worker count and balance can be requested 1
Plain old Telephony (POTS / Analog)
Not applicable for Cisco Spark Calling
10% of knowledge worker count provisioned at time of order
Accepted minimum contracted Active Users
40 Active Users or at least 15% of total knowledge workers (min must be greater than 250) , whichever is greater
40 Active Users or at least 15% of total knowledge workers (min must be greater than 250) , whichever is greater
Contract terms 4
1, 2, 3, 4, or 5 years
1, 2, 3, 4, or 5 years
True forward
Yearly cadence (obligated) based on average Active Users in months 9, 10, and 11 of current year
Yearly cadence (obligated) based on average Active Users in months 9, 10, and 11 of current year
Support plan (Cisco Software Support Service [SWSS])
Basic (included in subscription purchase) with Enhanced and Premium options
Basic (included in subscription purchase) with Enhanced and Premium options
Note: 1. 2. 3. 4.
Customers that need additional on premise room registration licenses, these can be requested from
[email protected]. Customer that require additional public spaces licenses up to the 50% entitlement, these can be requested from
[email protected] Excess public space licenses can now be purchased for scenarios where 50% allocation does not meet customer need Read more Terms between 12 – 60 months with fractional years are allowed with non standard deal approval. Terms < 12months not applicable C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Supported versions of Cisco Collaboration Software for Cisco Spark Flex Plan – Active User (Active User meetings and enterprise-wide calling) Product name
Version support
Core functionality
Cisco Unified Communications Manager (including Cisco Business Edition 6000)
On-premises:10, 11
IP telephony voice/call control
Cisco Hosted Collaboration Solution
On-premises: n/a Hosted: 9, 10, 11
IP telephony voice/call control
Cisco Expressway Series (Expressway-C and Expressway-E)
On-premises: 8 Hosted: 8
Provides Expressway advanced multimodal firewall traversal for mobile and remote access to unified communications services. Required for Hybrid Services.
Cisco Unified Survivable Remote Site Telephony (SRST)
Latest available
Providing reliable communications to branch offices, teleworkers, and cloud telephony deployments helps to ensure business continuity
Cisco Unified Communications Manager Express (CME) and Cisco Unity Express (CUE)
Latest available
Cisco Collaboration suite for the branch office
Cisco Unified Communications Manager - Session Manager Edition (UCM SME)
On-premises:10, 11
Enables enterprises create a centralized architecture to more easily and efficiently manage and evolve their networks as collaboration needs change.
Cisco Unity Connection
On-premises:10, 11 Hosted: 9, 10, 11
Enhanced voice messaging and collaboration
Cisco Emergency Responder 911
On-premises: 10, 11 Hosted: 9, 10, 11
Identifies the location of emergency callers
Cisco Meeting Server
Latest available
Premises-based video conferencing
Cisco TelePresence Management Suite (TMS)
Latest available
Management platform for video
.
Note 1: For a limited time (until end of Q2FY18) Cisco Spark Flex Plan will support license trade of any Cisco Unified Communication Manager. After that date Cisco will not accept for Trade-In versions that are not C96-739288-00 © 2017 CiscoCisco and/or its affiliates. All rights Cisco Confidential End of Sale and End ofreserved. Life public pages for latest lifecycle status. past end of support date. Consult
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling and grow at your own pace
Get started with video meetings
Flexible models that align with your business needs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan – Named User (Hosted Calling) delivers a rich set of capabilities to our customers Cisco Unified Communication Manager Cisco Unity Connection - Enhanced
Supports all Standard Devices
Cisco Emergency Responder Cisco Jabber client Cisco Spark Messaging (Optional) Cisco Expressway Server Software A La Carte Options for: Expressway RMS and TelePresence Room licenses
Jabber Desktop Jabber Mobile
78/79xx 88/89xx 99xx
Note 1: If you have an opportunity for Cisco Spark Flex Plan – Named User (Hosted Calling) please contact your Cisco Account Manager or Cisco Collaboration Sales Specialist
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
DX Series EX Series
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling and grow at your own pace
Get started with video meetings
Flexible models that align with your business needs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Shared Meetings Benefits • Easily get started with video meetings using shared conference room devices • Allows you to enjoy rich collaboration meeting and video experiences • As usage grows, you can transition to the Cisco Enterprise Agreement for Cisco Spark Flex Plan subscription and unleash the full potential of your investment in Cisco Spark • Allows anyone to host a meeting from shared devices • Maximum of 25 Shared Meetings subscriptions per customer, supporting up to 25 concurrent meetings
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Shared Meetings
For shared devices
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Shared audio enables PSTN audio connectivity from the cloud • 1 shared audio subscription per Cloud Shared Meetings subscription • 5000 pooled audio minutes per month, per shared audio subscription • Available options: Toll shared minutes (toll dial-in) or toll shared minutes + (includes callback) • If the number of shared audio minutes per month is exceeded, the true forward process is applied to increase the Cloud Shared Meetings and shared audio subscription
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
On-premises Shared Meetings Shared Meetings • Each On-Premises Shared Meetings subscription: • Entitles a pool of users to host Cisco Meeting Server meetings • Allows 1 concurrent meeting to be hosted by any entitled user
• Number of meeting participants is limited only by hardware capacity • If the number of on-premises concurrent meetings exceeds the number of On-Premises Shared Meetings subscriptions, the true forward process is applied
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
For shared devices
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Features/capabilities of Cisco Spark Flex Plan – Shared Meetings Feature/capability
Cloud
On-premises
Cisco Spark and Cisco WebEx Meeting Center 200
Cisco Meeting Server
Maximum number of concurrent meetings per Shared Meetings subscription
1
1
Maximum number of Shared Meetings subscriptions per customer
25
25
Meetings delivered by
Add-on: Number of audio minutes per subscription, per month
5000 toll shared minutes (dial-in) or toll shared minutes + (includes callback) Cisco Spark: 25 Cisco WebEx Meeting Center 200: 200 (including up to 25 devices)
Maximum number of attendees per meeting
True forward trigger quarterly events
Maximum number of concurrent meetings exceeded AND/OR shared audio minutes per month exceeded
Not applicable
Up to limit of hardware capacity Maximum number of concurrent Shared Meetings exceeded
Investment protection program (trade-in)
Not applicable
Not applicable
Support plan (Software Support Service [SWSS])
Basic included
Basic included
Yes
Yes
Cisco TelePresence Management Suite (TMS) For audio options, refer to “Audio Options with Cisco Spark Flex Plan “ C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Audio Options with Cisco Spark Flex Plan1&2 Cisco Enterprise Agreement for Cisco Spark Flex Plan1
Active User
Shared Meetings
Toll Employee Count/Toll Active User (Toll, Toll+, Toll+ International) 3
Yes
Yes
No
Toll shared minutes (Toll, Toll+)
No
No
Yes
Per-Minute Committed Billing
Yes
Yes
No
Per-Minute Uncommitted Billing
Yes
Yes
No
Cloud Connected Audio Service Provider (CCA SP)4
Yes
Yes
No
Voice over IP (VoIP)
Yes
Yes
Yes
Audio Option
Note 1: Applicable to Cisco Spark Flex Plan Cloud Meetings and Cloud Meetings deployments Note 2: Cisco Spark Named User provides support for Per-Minute Audio, refer to the Per-Minute Audio for Cisco Spark Quick Ordering Guide Note 3 & 4: Refer to Cisco Spark Ordering Guide for definition (Section 3) For country coverage, please refer to Cisco WebEx Audio Offering. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Flexible ways to buy Cisco Enterprise Agreement (EA) for Cisco Spark Flex Plan
Active User
Named User
Shared Meetings
For all knowledge workers
Pay for what you use meetings
Get started with hosted calling and grow at your own pace
Get started with video meetings
Cisco Software Support Service (SWSS)
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Software Support Service (SWSS)
Cisco Spark Flex Plan: • Technology and support purchased together SWSS for Cisco Spark: • Technical services component • Three tiers to choose from • Technical support, adoption, proactive services
Product
Available for Cisco Enterprise Agreement for Cisco Spark Flex Plan, Active User, and Shared Meetings offers under Cisco Spark Flex Plan C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Support
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Tiered technical support with customer success Consistent deliverables across on-premises, hybrid, and cloud software Premium Enhanced included
Enhanced Basic included
Basic
•
•
• •
24x7 TAC phone support •
• •
1-hour response time
Knowledge base access Software update and upgrade
• • • •
•
24x7 TAC phone support 30-minute response time
Configuration support Technical adoption Customer success1 Analytics/proactive notifications Learning and training
Included with Cisco Spark and Cisco WebEx subscription software
24x7 TAC phone support •
• • •
15-minute response time
Designated service management Advanced customer success1 Advanced support analytics
Sales and partners upsell opportunities
Note 1: Collab CS team provides customer success service as part of Cisco WebEx and Cisco Spark subscriptions. Entitlement may vary by customer size or monthly service commitment to Cisco. Enhanced and Premium service levels provide contractually committed entitlement to delivering full suite of customer success services. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
SWSS Pricing for Cisco Spark Flex Plan Basic
Enhanced
Premium
Included with subscription $0
15% of the net contract value
25% of net contract value
Notes: 1. SWSS Enhanced pricing = Net contract value (standard discounts + installed base trade-in + hosting discount) x 15% 2. SWSS provides support for all software services delivered under Cisco Spark Flex Plan, inclusive of Cisco Spark device subscriptions and audio options (not Cloud Connected Audio) for Cisco Spark Meetings when delivered from the cloud 3. Market category (MSRP) discount structure is not applicable to SWSS
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Cisco Spark Flex Plan
SWSS for Cisco Spark: Next steps Additional sales information is available: • SWSS for Cisco Spark Email questions to: • swssciscospark-pm
Sell SWSS for Cisco Spark—Enhanced and Premium—and increase your total deal size
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Channel
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Enterprise Agreement for Cisco Spark Flex Plan (MSRP)
or
Meetings and messaging $1100-1250 (M3)
or
Calling and messaging $1425-1625 (C1)
Pricing notes: 1. Prices shown are per knowledge worker per month. 2. Ranges reflect volume tiers of 250 to 1999, 2000 to 9999, and 10000+ knowledge workers. 3. Cisco Enterprise Agreement for Cisco Spark Flex Plan requires coverage of 100% of knowledge workers. 4. Excludes PSTN services from Cisco Preferred Media Providers and conference audio. 5. Includes basic support and upgrades. Enhanced and Premium services available for 15% and 25% uplift, respectively. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Full suite $2150-2525 (C3)
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Flex Plan ‒ Active User pricing (MSRP) Get started with meetings, and kick-start user adoption
Meetings and messaging From $383-413 per knowledge worker*
Full suite From $1433-1638 per knowledge worker1
or
Consumption and billing
15%
Included
15%
Included
Fixed
Entitlement
100%
100%
100%
100%
100%
Note 1. Assumes 15% of knowledge workers are active users of meetings at list price of $25.50-27.50 per active user. Add $10.50-12.25 per knowledge worker for full suite. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Flex Plan: Shared Meetings offer1 Description
Manufacturer’s suggested retail price (MSRP)
Shared Meetings subscription per concurrent meeting
$500
Toll shared minutes (toll dial-in)2
$36
Toll shared minutes + (includes callback)3
$54
Shared Meetings
Note 1: For each Shared Meetings subscription, up to 250 people can host or schedule meetings Note 2: 5000 pooled audio minutes per month, per shared audio subscription Note 3: Toll shared minutes +coverage for US/Canada and United Kingdom The Cisco Spark Services Ordering Guide Is available at http://cs.co/SparkOrderGuide
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
For shared devices
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Device Plans: Choose CapEx or OpEx Upfront purchase
Subscription
Lower recurring costs
Lower initial costs
Choose the model that aligns with your business needs C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Upfront Purchase vs. Subscription Device Cost
Upfront Purchase
Subscription
Where Register1
Higher upfront price (CapEx) for the device
Lower initial price (CapEx) for the device
Cloud Registration
On-Premises Registration
$29.50 Monthly Device Registration2
On-Premises Device Registration134
$49/99/199 Monthly Device Subscription
$49/99/199 Monthly Device Subscription
+ On-Premises Device Registration134
1. 2. 3. 4.
The Cisco Spark Board 55 and Cisco Spark Board 70 can only be registered to the cloud and cannot be registered on-premises. The $29.50 Monthly Device Registration is included in Flex Plan (EA C1-3, EA M3, or AU) and Cisco Spark Education (A-SPK-EDU) offers. On-Premises Device registration is included in on-premises calling Cisco EA for Flex Plan (EA C1-3) and Flex Plan-Active User with Enterprise-Wide Calling DX Series does not require On-Premises Device Registration to be registered on-premises.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Video devices can register to the Cisco Collaboration Cloud regardless of the device plan chosen
1 1. 2.
Upfront purchase Higher upfront device price (CapEx) Lower monthly fee (OpEx) for the upfront purchase registration. Monthly upfront purchase registration included in Flex Plan (EA C13, EA M3, or AU) or must be purchased separately ($29.50).
Purchase video devices (HW)
+
Monthly upfront purchase registration1
Example (Room 55): $23,900 (one-time cost) + $29.50/mo1
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Subscription 1. 2.
2
Lower initial device price (CapEx) Higher monthly fee (OpEx) for the device subscription. Tiered monthly device subscription ($49/99/199) must be purchased separately.
Purchase video devices (HW)
+
Example (Room 55): $7,490 (one-time cost) + $199/mo
Monthly device subscription
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Device Plans Upfront purchase
Subscription
Customer pays higher upfront price (CapEx) for the device
Customer pays a lower initial price (CapEx) for the device and pays a higher monthly subscription (OpEx)
Device can be registered on-premises1 or the cloud (except for the Cisco Spark Board) 2 Device registered to the cloud requires lower monthly fee (OpEx) $29.50 per month Cisco Spark devices upfront purchase activation3
Device can be registered on-premises or the cloud Devices require a tiered $49/$99/$199 per month subscription if registered to the cloud or on-premises
Upfront purchase registration includes: • Cisco® Collaboration Cloud registration • 24x7 help desk and software upgrades
Traditional CapEx purchasing model 1.
Subscription includes: • Cisco® Collaboration Cloud registration • 24x7 help desk and software upgrades
OpEx: Reduce initial costs and simplify budgeting
To register Cisco Spark devices on-premises requires a TP room registration, which is included in on-premises calling Cisco EA for Flex Plan (C1-3) and Flex Plan-Active User with Enterprise-Wide Calling 2. The Cisco Spark Board 55 and Cisco Spark Board 70 can only be registered to the cloud and cannot be registered on-premises. C96-739288-00 © Cisco 2017 Cisco its affiliates. reserved. Cisco Confidential 3. Included in EA forand/or Flex Plan (C1-C3All& rights M3) and Flex Plan-Active User, as well as Cisco Spark Education offer (A-SPK-EDU).
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Device Plan – Upfront purchase Device is purchased separately and can be used in any supported deployment model1 DX Series
SX Series
Room Series
Cisco Spark Board
Cisco Collaboration Cloud Only DX70 DX80
$3,250 $4,490
SX10 SX80 Speaker Track 60 SX80 QuadCam
Room 55 Room 70S Room 70D Room Kit Room Kit Plus Room Kit Pus P60
$3,990 $30,500 $21,900
$23,900 $55,900 $79,900 $11,900 $17,900 $14,900
Board 55 Board 70
$23,900 $42,900
Hardware discounts are Core Category + OIP/TIP + Collaborate Everywhere (up to 58% USA) Device subscription is Market Category + OIP/TIP + Cisco Spark Partner Pricing (up to 37%) Activation options
Cloud registration
Cloud
x
On-Premises
On-premises registration
24x7 helpdesk
Software upgrades
A la carte purchase
Flex Plan
x
x
$29.50 per month/device
Included in Cisco EA for Flex Plan (C1-3 & M3) and Flex Plan-Active User Included in on-premises calling Cisco EA for Flex Plan (C1-3) and Flex Plan-Active User with Enterprise-Wide Calling
x
Requires SWSS contract
$650 one time/device
1. The Cisco Spark Board 55 and Cisco Spark Board 70 can only be registered to the cloud and cannot be registered on-premises. Max discount for device activation subscription is 37% | One time purchase cost | VIP Payable on HW purchase and Subscriptions | Hardware RMA can be purchased separately C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Note: for reference purpose only. Not all devices, bundles or options shown
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Device Plan - Subscription Device is purchased in conjunction with the subscription Required Device Subscription Tiered $49/$99/$199 per month subscription required if registered to the cloud or on-premises1
$4$49 per month
$99 per month
$199 per month
Cisco Spark Room Kit Cisco Spark Room 55/70
DX Series
MX Series Cisco Spark Room Kit Plus SX10
Lower initial cost requires monthly cloud device subscription1
DX70 DX80 SX10
$1,295 $1,795 $1,690
Cisco Spark Board Series
Room Kit Room Kit Plus
$3,990 $7,990
Room 55 Room 70S Room 70D Board 55 Board 70
$7,490 $22,990 $34,990 $4,990 $9,990
MX700D MX800S MX800D
Hardware and device subscriptions are Market Category + OIP/TIP (up to 30%) 1. Subscription is mandatory when device is purchased in this model VIP Payable on Subscription only. Hardware RMA can be purchased separately C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
$22,995 $22,995 $34,995
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Cisco Spark Flex Plan
Cisco Spark Flex Plan Cisco Spark Discount Subscription Levels 1
2 Cisco Spark Device Subscriptions ($49/99/199 Monthly)
Cisco Spark EA, AU, NU, Shared Meetings & Upfront Purchase Device Subscription Registration Subscriptions
*
+10%
Hunting (OIP) or Teaming (TIP) OR Small Deal Accelerator
27%
Cisco Spark Partner Pricing Program + Market Base Discount
+10%
Hunting (OIP) or Teaming (TIP)
20%
Market Base Discount
TM
Review Discount Simplification Partner Announcement Discounts vary depending on global regions, Please review Cisco Spark Partner Pricing for region variations C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan
Cisco Spark Devices: Discounts and Promotions Cisco Spark Device Plans
Subscription
Category
Base Discount
Device Subscription ($49/99/199 Monthly) Hardware2
Cisco Spark Partner Pricing Program Discount1
OIP / TIP
Promotion
0%
Market2
20%
Total Potential Discount to Partner 30%
10%
0%
7%
37%
Upfront Purchase Registration ($29.50 Monthly)4 Upfront Purchase Hardware
1. 2. 3. 4.
Core
42%
0%
8%
8% US 12% EMEAR (Collaborate Everywhere3)
See cisco.com/go/sparkpartnerpricing for more information. Reminder, Collaborate Everywhere does not apply to Market Category offers. See cisco.com/go/collaborateeverywhere for more information on discounts in your region. SKU is A-SPK-SH-ND-SR. For automatic co-termination with A-SPK-NAMED-USER subscription, use A-SPK-ND-SR, which is the same product as A-SPK-SH-ND-SR . C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
58% US 62% EMEAR
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
1.0 Selling Cisco Spark Flex Plan ‒ partner certification requirements1 1 2
Cisco Spark Flex Plan for the cloud
3
Cisco Spark Flex Plan for on-premises
If you’re not already a Cisco partner, read the Cisco partner eligibility requirements and complete the registration process.
Note 1: For on-premises deployments, please validate that you have the appropriate collaboration specialization. Note 2: If you have an opportunity for Cisco Spark Flex Plan – Named User (Hosted Calling) please contact your Cisco Account Manager or Cisco Collaboration Sales Specialist C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
2.0 Getting ready to sell Cisco Spark (cloud) 1
2
3
4
5
Get certified to transact Cisco Spark
Complete the Cisco Spark training modules and pass the Cisco Spark training test
Register for Cisco Unified Workspace for Partners (CUWP), Cloud for your internal users to use it, know it, sell it
Receive access to Cisco Spark Control Hub
Start Cisco Spark Try and Buy, and sell Cisco Spark .
Set up your Cisco Spark organization using Cisco Spark Control Hub. Follow these steps to add users and assign sales Getting started with Cisco Spark Control Hub
Sales admins start creating trials and converting to orders. Access sales and marketing resources in the Cisco Spark partner community at cisco.com/go/sparktryandbuy.
Visit the Annuity Partner Community, complete the on-boarding checklist, and enroll in the SaaS subscription resale program in the Partner Program Enrolment (PPE) tool.
Visit the Cisco Online Training program for Cisco Spark and pass the test.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Obtain Cisco Spark via CUWP, Cloud: Go to cisco.com/go/cuwp
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
3.0 Getting ready to sell Cisco Spark (on-premises)1&2 1
2
Get certified to transact Cisco Spark
Complete the Cisco Advanced Collaboration Architecture Specialization (ACAS)
Visit the Annuity Partner Community, complete the on-boarding checklist, and enroll in the SaaS subscription resale program in the Partner Program Enrolment (PPE) tool.
3 Notes Complete Cisco Advanced Video Specialization (AVS)
•
and/o r
ACAS requirements are available at ACAS_Certs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
•
AVS requirements are available at AVS_Certs
When a customer requires Cisco Unified Communications (not on-premises meetings), the partner needs to complete ACAS certifications). If the customer requires on-premises meetings powered by Cisco Meeting Server only, the partner needs to complete only ACAS or AVS certifications
Note 1: For on-premises deployments, please validate that you have the appropriate Collaboration specialization. Note 2: For Partner Hosted opportunities, please work with your Cisco Collaboration Specialist
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Cisco Spark Flex Plan: Subscription lifecycle Lifecycle matrix Quote/order
Midyear and true forward
Trade-in
Lifecycle step
Cisco Enterprise Agreement for Cisco Spark Flex Plan
Cisco Spark Flex Plan ‒ Active User
Cisco Spark Flex Plan – Shared Meetings
Quote/order
Review slide for EA
Review slide for Active User
Review slide for Shared Meetings
Valid for Cisco Spark Flex Plan EA
Valid for Active User
Trade-in not part of Shared Meetings
Specific process for EA
Specific process for Active User
Specific process for Shared Meetings
Applicable
Applicable
Applicable
Specific process for EA
Specific process for Active User
Specific process for Shared Meetings
Trade-in Delivery and provisioning Renewal
Renewal
Delivery and provisioning
True forward
Note: Review Cisco Spark Flex Plan – Quick Tips Guide C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Simplified process to build a Cisco Spark Flex Plan quote and complete a customer order
Resources
Quote/order
Renewal
Trade-in
True forward
Delivery and provisioning
•
Smart Account and Virtual Account creation requirement has moved from the quoting phase to time of order entry in Cisco Commerce Workspace (CCW)1
•
The process for Smart Account/Virtual Account needs to be completed after the customer accepts the quote and before order placement
Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Note 1: If a customer wants to complete the Smart Account/Virtual Account process prior to quote, Cisco still support this as a process.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
1.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Completed by Cisco partner or Cisco Account Manager (AM) with customer input 1. Does our customer have a strategy to consume collaboration via subscription? 2. Is our customer on the journey to take collaboration as a service from the cloud? 3. Are they looking for a commercial offer structure to make the journey from on-premises to the cloud?
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
2.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Completed by Cisco partner or Cisco AM with customer input 1. Is the customer looking for an “all-in” knowledge worker enablement that requires enterprise-wide entitlement of all employees? 2. Is the customer unclear on the level of meeting entitlement that they require, and wants to pay for what they use?
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Convert to order in CCW
1.0 Cisco Enterprise Agreement for Cisco Spark Flex Plan
2.0 Active User
For all knowledge workers Meetings, Messaging, and Calling
Pay for the what you use Meetings and Messaging
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
3.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Determine discounts/ purchase adjustments and build a quote
Migrate from
Create Smart Account and register license
Convert to order in CCW
Cisco Spark Flex Plan
Perpetual unified communications and Cisco Meeting licenses
Fixed $ value per trade-in license
Legacy Cisco WebEx and SWSS contracts
Remaining subscription value
Cisco Enterprise Agreement for Cisco Spark Flex Plan Active User
Competitive (Leverage Liberator) •
•
Minimum 36-month commitment (or time remaining on existing contract, if longer) All eligible perpetual licenses surrendered
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Leverage competitor UC licenses • • •
Unified communication licenses applied to Call packages; Cisco Meeting Server licenses applied to Meetings packages Credit limited by knowledge worker or Active User count Installed base trade-in is a one-time credit US Dollar amount
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
3.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Completed by Cisco partner or Cisco AM with customer input 1. Download the latest Purchase Adjustment Worksheet from Sales Connect 2. Read the ”Instructions” worksheet and then capture in Purchase Adjustment Worksheet existing customer’s on-premises license profile. 3. Capture details of existing SWSS contracts from customer (if applicable). 4. Submit Price Adjustment Worksheet to Cisco Spark Flex Plan Licensing Operations (required only if SWSS residual value needs to be determined) to find the residual contract value.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
4.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Convert to order in CCW
Completed by Cisco partner with Cisco AM 1. Create quote in Cisco Commerce Workspace (CCW) 2. Price adjustment determined from PAW process to quote in CCW 3. Get approval for quote with price adjustment from Cisco Deals Desk 4. Provide quote to customer for agreement and secure customer approval
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
* * * *
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
5.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Determine discounts/ purchase adjustments and build a quote
Completed by the customer with help from partner and Cisco AM 1. Customer creates Smart Account/Virtual Account (SA/VA) once they agree to proceed from quote to order 2. Customer places all trade-in licenses into the SA/VA identified as part of one-time trade-in quoting process 3. Partner requests access to customer’s VA 4. Customer signs End User Information Form (EUIF) 5. Partner MUST uploads EUIF and Purchase Adjustment Worksheet as part of order placement process in CCW Reference Cisco Spark Flex Plan –Quick Tips document for more information on the trade-in and smart accounts process. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Create Smart Account and register license
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
6.0 Subscription lifecycle for Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Qualify customer and determine bundles
Determine the user quantity and mix
One-time trade-in of perpetual licenses and SWSS
Completed by the Cisco partner and Cisco Spark Flex Plan licensing operations 1. Partner places order on CCW (MUST upload EUIF and Purchase Adjustment Worksheet as part of order) 2. Cisco Flex Plan licensing operations deactivates on-premises licenses in the SA/VA 3. For on-premises, new term-based licenses are sent to the customer with the new contract number and how to register the PAKs 4. For cloud customers, licenses are provisioned in the cloud and the customer is notified by email 5. Partner/customer commences deployment of Cisco Spark for the customer
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Determine discounts/ purchase adjustments and build a quote
Create Smart Account and register license
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Process to build a Cisco Spark Flex Plan quote and complete a customer order for Cisco Spark Flex Plan Shared Meetings
Cisco Spark Flex Plan – Shared Meetings
Determine customer’s concurrent Shared Meetings subscription needs
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Determine discounts and build a quote
Agree on final customer bill of materials
Resources
Quote/order
Renewal
Trade-in
True forward
Delivery and provisioning
Convert to order in CCW
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
Trade-in (recognizing the value of your customers install base)
Renewal
Trade-in
True forward
Delivery and provisioning
• Cisco has implemented a Purchase Adjustment field in CCW • Purchase Adjustment Worksheet provides $ value for customer eligible installed base • If there is no residual Cisco Software Support (SWSS) you can proceed to finalizing your quote using the $ value provided by the Purchase Adjustment Worksheet • If there is residual Cisco Software Support complete the “SWSS Residual Value Request” worksheet in the Purchase Adjustment Worksheet and submit to Cisco Spark Flex Plan Licensing Operations • Applies to V9 and later trade-ins (For a short promotional period ending Cisco Q2FY18, we will accept pre-V9 trade-ins to Flex Plan). Review partner post relating to supported versions of Cisco Unified Communications software For product installed base, immediate determination from Purchase Adjustment Worksheet Service contract number(s) provided for trade-in licenses for quoting
Purchase Adjustment Worksheet provides trade-in value and guidance per product ID for Purchase Adjustment credit
Once customer proceeds to order, eligible license must be in Cisco Smart Account
Note: Trade-in applies to Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco deactivates perpetual licenses and SWSS contract after order
Overview
The offer
Pricing
Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Installed Base Conversion
Channel
Opportunity qualification
Quote/order
Renewal
Trade-in
True forward
Delivery and provisioning
• Existing UC and SWSS customers may trade in their existing licenses and services • Installed base trade-in credits are applicable on initiation of the Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User only • Use Purchase Adjustment Worksheet to estimate installed base value and initiate installed base assessment process • **Installed base credits are not applicable at time of renewal**
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
Delivery and provisioning
Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User
Trade-in validated (if necessary) by Cisco licensing operations
Old licenses deactivated, new PAK issued (premises) by Cisco licensing operations
Cisco Spark Flex Plan – Shared Meetings
Cloud entitlements enabled in Cisco Spark Control Hub
On-premises entitlements enabled through Cisco licensing operations
Services contract created by Cisco licensing operations
Cloud entitlements enabled in Cisco Spark Control Hub
Trade-in
True forward
Delivery and provisioning
Customers will be provisioned with 20% growth annually1
Service contract created by Cisco licensing operations
Note 1: 20% growth applicable to Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Enterprise-Wide Calling C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Renewal
Quarterly review of usage with true forward
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
Midterm subscription changes
Cisco Enterprise Agreement
Cloud M3
Growth
Renewal
Trade-in
True forward
Delivery and provisioning
Note 1: Shift from premises to cloud for midterm supported for Cisco Enterprise Agreement for Cisco Spark Flex Plan, Active User and Shared Meetings.
Note 2: For Cisco Enterprise M2
Cisco Enterprise Agreement for Cisco Spark Flex Plan
OnPremises
Applicable to Cisco Spark Flex Plan1
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Active User
Shared Meetings
Applicable to Cisco Spark Flex Plan2
Agreement for Cisco Spark Flex Plan and Active User Enterprise-Wide Calling, if customer has grown > 20%, partner will need to submit change order at yearly true-forward anniversary.
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
True forward – Cisco Enterprise Agreement for Cisco Spark Flex Plan
Renewal
Trade-in
True forward
Delivery and provisioning
• Forward-looking annual process that matches subscription with usage • Customer can grow as needed within year at no charge • First 20% included in initial purchase
Greater than 20%: Purchase needed
• Mix of cloud and on-premises “updated” with count
Starting count
Annual growth
Count at anniversary
Upgrade to higher entitlement: Purchase needed
Less than 20%: No purchase needed
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
True forward – Active User Meetings •
Initiated when Active User Meetings subscriptions exceed the number contracted; the true forward process is initiated
•
Assessment is based on average usage for months 9,10, and 11 of the then-current year
•
Customers can grow as needed within the year with no retroactive charge
•
Active User Enterprise-Wide Calling: Same rules as Cisco Enterprise Agreement for Cisco Spark Flex Plan (provision 20% over KW count and true forward event occurs when 20% is exceeded on Annual basis)
Starting count
Assessment at true forward
Renewal
Trade-in
True forward
Delivery and provisioning
Greater than purchased count: Purchase needed
Quantity equal to purchased count: No action Active User Meetings exceeds 45% of knowledge workers: Consider Cisco Enterprise Agreement for Cisco Spark Flex Plan
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
True forward – Shared Meetings
Renewal
Trade-in
True forward
Delivery and provisioning
•
Cloud or on-premises maximum concurrent meetings and/or shared audio subscription are greater than those purchased: true forward process is initiated
•
The true forward process is quarterly: months 3, 6, 9, 12, etc.
•
Cisco will adjust Shared Meetings and/or shared audio subscription to align to usage in the previous 3 months
•
Shared Meetings subscriptions cannot be reduced; however, the contract can be evolved to a different SaaS offer, such as Cisco Enterprise Agreement for Cisco Spark Flex Plan or A-SPK, A-WX
Starting Shared Meetings/ shared audio subscription count
Quarterly review
Greater than purchased count: Purchase needed
Quantity equal or less to purchased count: No action
Shared Meetings greater than 25 concurrent allowed. Upgrade to alternative offer
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Quote/order
Renewal
Renewal
True forward
• All offers are set to renew automatically at 1-year intervals • Subscription will continue at existing price (excluding price adjustment from one time Trade-In if applied for initial term) • Cloud entitlement: No additional action needed • On-premises entitlement: New term licenses will be issued for renewal term • Customer should be engaged prior to renewal
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Trade-in
Delivery and provisioning
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Customer scenarios
Tools to determine which Cisco Spark Flex Plan is right for my customer and Accelerate Time to Customer Decision
http://refreshcollab.cisco.com/webportal/127/spark-flex C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Customer scenarios
Where and when do we position Cisco Enterprise Agreement for Cisco Spark Flex Plan? Customers that
Cloud and on-premises
1. Are looking to move to the cloud in the next 2 to 3 years and want to use an OpEx consumption model 2. Want to entitle ALL employees/knowledge workers with Cisco collaboration 3. Are going to enable one or all of the following collaboration workloads to all employees/knowledge workers, companywide: • Meetings, either new or renewal • Cisco calling capability • Full Cisco collaboration stack (Meetings, Messaging, and Calling)
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Simplifying transitions: Industry-leading on-premises to cloud
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Customer scenarios
Where and when do we position Cisco Spark Flex Plan – Active User? Customers that:
Active User
1. Are looking to move to the cloud in the next 2 to 3 years and want to use an OpEx consumption model 2. Know that they want “Meetings”, but are unable to determine a commitment level at this time 3. Are willing to commit to an Active User Meetings subscription for 40 or 15% of knowledge workers, whichever is greater 4. Want to see a clear indication of return on investment and visible impact to business before determining growth needs
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Pay for what you use Meetings
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Customer scenarios
Where and when do we position Cisco Spark Flex Plan – Shared Meetings? Customers that
Shared Meetings
1. Are looking to move to the cloud in the next 1 to 2 years and want to use an OpEx consumption model 2. May have no Cisco collaboration video meeting footprint, and are looking to get started with rich video meetings 3. Are unclear on how many video meetings they require, but want to enable a broad set of employees to host and schedule meetings 4. May have a competitive video meeting offer, but it is not meeting the functionality needs that Cisco video meetings can provide 5. Have specific departmental video meeting needs that are not met by centralized IT
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for shared devices
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Customer scenarios
Where and when do we position Cisco Spark Named User and Cisco Spark Flex Plan offers?
Active User
Enterprise Agreement for
(Cisco Spark)
(Cisco Spark Flex Plan)
Cisco Spark Flex Plan
Individuals, team, department
Replace midterm with Active User
Replace midterm with Enterprise Agreement
Named User
Knowledge worker adoption
10%+
40%+ Add devices
Before, during, and after the meeting C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Customer scenarios
Customer example 1 – Existing Cisco customer 1. Cisco Unified Communications Manager Version 10 with1000 users on Cisco Unified Workspace Licenses 2. Not ready to move to cloud just yet, but intends to in the next 2 years 3. Wants to entitle all knowledge workers with Cisco Spark on-premises Meetings, Messaging, and Calling 4. Wants to move to OpEx model to consume collaboration and enter a 2-year contract 5. We need to give our customer an estimate recognizing the value of their Cisco investment
1
Proposed Cisco Spark Flex Plan offer
Our recommended solution is Cisco Enterprise Agreement for Cisco Spark Flex Plan
2
Recognize value in infrastructure
Purchase Adjustment Worksheet
3
Build estimate
Cisco Commerce Workspace (CCW)
1. 1000 knowledge workers fit the requirement for Cisco Enterprise Agreement for Cisco Spark Flex Plan, and V10 is eligible for a trade-in discount. 2. Keep existing hardware in place. 3. C3 for 1000 employees, A-SPK-EMP-COUNT. 4. Basic TAC service (SWSS) is included for on-premises. 5. Order any new phones and other Infrastructure as needed. 6. Turn in current licenses for new licenses with expiration date.
Note 1: If your customer is transferring from GRA / GPL to Annuity, review and use the resources on the Annuity – SaaS Subscriptions portal C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Overview
The offer
Pricing
Channel
Customer scenarios
Purchase Adjustment Worksheet: Estimate existing Cisco collaboration value 1. Download the Purchase Adjustment Worksheet 2. Review the instructions in the Purchase Adjustment
Worksheet and complete the worksheet 3. Enter the number of users and mix; No need to submit
to collaboration support; use U.S. dollar values returned by the Purchase Adjustment Worksheet in your CCW quote 4. If customer has SWSS contracts,
capture contract details 5. Send contract details to collabsubscription
[email protected] to determine residual value
Note 1: 3-day service-level agreement for Cisco to process.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-EMP-COUNT 2. Enter start date, initial term, billing cycle 3. Enter number of users in Employee Count Question 4. Configure Cisco Spark C3: 1000 users on A-SPK-EMP-C3-PRM10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-EMP-COUNT 2. Enter start date, initial term, billing cycle 3. Enter number of users in Employee Count Question 4. Configure Cisco Spark C3: 1000 users on A-SPK-EMP-C3-PRM10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-EMP-COUNT 2. Enter start date, initial term, billing cycle 3. Enter number of users in Employee Count Question 4. Configure Cisco Spark C3: 1000 users on A-SPK-EMP-C3-PRM10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-EMP-COUNT 2. Enter start date, initial term, billing cycle 3. Enter number of users in Employee Count Question 4. Configure Cisco Spark C3: 1000 users on A-SPK-EMP-C3-PRM10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Customer scenarios
Customer example 2 – Existing Cisco customer 1. EU-based company with 1000 employees located in the U.S. and EU 2. Hosted Collaboration Solution (HCS) Version 9 for 1000 employees from partner-hosted platform 3. Customer wants to move to an OpEx-only model to consume collaboration and wants all workloads delivered from the cloud 4. Employees must have access to “Meetings,” but customer is not clear on the level of demand in their organization 5. Customer wants Cisco Spark Board in 10 conference rooms globally
1
Proposed Cisco Spark Flex Plan offer
Our recommended solution is Cisco Spark Flex Plan – Active User offer
2
Recognize value in infrastructure
Purchase Adjustment Worksheet
3
Build estimate
Cisco Commerce Workspace (CCW)
1. 1000 knowledge workers fit the requirement for Active User and V9 is eligible for a trade-in discount 2. Propose Active User Meetings and Enterprise-Wide Calling: Active User Meetings for 150 Active Users 3. Enterprise-Wide Calling for 1000 employees with partner hosted 4. Add Cisco Spark devices and associated device subscriptions 5. Enhanced SWSS is required by customer 6. Turn in current licenses for new licenses with expiration date
Note 1: For opportunities involving HCS, please work with your Cisco Collaboration Specialist to complete the Purchase Adjustment exercise © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Note C96-739288-00 2: If your customer is transferring from GRA / GPL to Annuity, review and use the resources on the Annuity – SaaS Subscriptions portal
Overview
The offer
Pricing
Channel
Customer scenarios
Purchase Adjustment Worksheet: Estimate existing Cisco collaboration value 1. Download the Purchase Adjustment Worksheet 2. Review the instructions in the Purchase Adjustment
Worksheet and complete the worksheet 3. Enter the number of users and mix; No need to submit
to collaboration support; use U.S. dollar values returned by Purchase Adjustment Worksheet in your CCW quote 4. If customer has SWSS contracts,
capture contract details 5. Send contract details to collabsubscription
[email protected] to determine residual value
Note 1: 3-day service-level agreement for Cisco to process.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
Note 1: 3-day service-level agreement for Cisco to process.
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-ACTIVE 2. Enter start date, initial term, billing cycle 3. Complete information elements associated with Active User Meetings 4. Select “Meetings and Calling Bundle” and complete information for “Calling Options” 5. For “WebEx Conferencing Audio” option, select CCA “Single/Non-Dual Partner” 6. Add Enhanced SWSS to quote 7. Add A-SPK-SH to add Shared Meetings subscriptions for Cisco Spark Board 55 quantity 10 8. Add the hardware, Cisco Spark Board 55, quantity 10
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Opportunity qualification
Resources
Customer scenarios
Customer example 3 – New Cisco customer 1. 2. 3. 4. 5. 6.
U.S.-based company with 150 employees across the country No Cisco collaboration in their enterprise Customer wants to use OpEx and cloud solution All employees must have the ability to host and schedule video meetings They have 15 rooms earmarked for the solution Customer really likes our Cisco Spark Board solution, but also wants Cisco Spark room devices for all rooms
1
Proposed Cisco Spark Flex Plan offer
Our recommended solution is Cisco Spark Flex Plan – Shared Meetings offer
2
Build estimate
Cisco Commerce Workspace (CCW)
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1. Propose 15 Shared Meetings subscriptions 2. Propose 2 Cisco Spark Boards and 13 Cisco Spark Devices 3. Customer will require, on an exception basis, toll shared minutes + audio option 4. Order Cisco Spark Room 70S as room devices and Cisco Spark Board 55 for customer requirement for Cisco Spark Board
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-SH 2. Enter start date, initial term, billing cycle 3. Enter number of Cloud Shared Meetings subscriptions: 15 4. Specify the number of room devices (13) and Cisco Spark Board subscriptions (2) 5. Order 13 Cisco Spark Room 70s and 2 Cisco Spark Board 55s
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-SH 2. Enter start date, initial term, billing cycle 3. Enter number of Cloud Shared Meetings subscriptions: 15 4. Specify the number of room devices (13) and Cisco Spark Board subscriptions (2) 5. Order 13 Cisco Spark Room 70s and 2 Cisco Spark Board 55s
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-SH 2. Enter start date, initial term, billing cycle 3. Enter number of Cloud Shared Meetings subscriptions: 15 4. Specify the number of room devices (13) and Cisco Spark Board subscriptions (2) 5. Order 13 Cisco Spark Room 70s and 2 Cisco Spark Board 55s
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-SH 2. Enter start date, initial term, billing cycle 3. Enter number of Cloud Shared Meetings subscriptions: 15 4. Specify the number of room devices (13) and Cisco Spark Board subscriptions (2) 5. Order 13 Cisco Spark Room 70s and 2 Cisco Spark Board 55s
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Opportunity qualification
Resources
Overview
The offer
Pricing
Channel
Customer scenarios
Cisco Commerce Workspace (CCW) quote 1. Enter top-level A-SPK-SH 2. Enter start date, initial term, billing cycle 3. Enter number of Cloud Shared Meetings subscriptions: 15 4. Specify the number of room devices (13) and Cisco Spark Board subscriptions (2) 5. Order 13 Cisco Spark Room 70s and 2 Cisco Spark Board 55s
Note 1: Make sure to select power options and correct mounting mechanism for your customer.
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Opportunity qualification
Resources
Overview Glossary
The offer
Pricing
Channel
Opportunity qualification
Resources
Useful links
Need help: Additional Resources to help you be Successful Description
Location
Flip2Flex Portal
http://refreshcollab.cisco.com/webportal/127/spark-flex
Landing page to everything Cisco Spark Flex Plan
Cisco Spark Flex Plan on Sales Connect
cs.co/ciscosparkflexplan
One location all your Flex Plan collaterals and selling resources
Cisco Spark Partner Community
www.cisco.com/go/sparkpartner
Landing page to everything Cisco Spark Flex Plan
Partner Pricing Community for Cisco Spark
https://www.cisco.com/c/en/us/partners/sell-integrate-consult/promotions/spark-partnerpricing-program.html
Transfer from to Annuity from GRA / GPL for meetings
https://communities.cisco.com/community/partner/collaboration/demandgen/saassubscriptions
Scroll to Cisco WebEx GPL and GRA Transfer to Annuity Platform Resources
Cisco Spark Flex Plan – Quick Tips Guide Trade-In Assessment, Smart Accounts / Virtual Accounts and License delivery and training
Cisco Spark Flex Plan on Sales Connect Located under “Presentations and Playbooks”
Purchase Adjustment Worksheet
Cisco Spark Flex Plan Purchase Adjustment Worksheet
Cisco Technical Support
1. 2.
Cisco Support for quoting and ordering
https://communities.cisco.com/docs/DOC-67915
Help Central Support for Cisco Services
https://help.webex.com/docs/DOC-4092
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Raise a support case on-line Contact Technical support by phone. Number available on-line
Overview Glossary
The offer
Useful links
Cisco Spark bot Cisco Spark Flex Plan pricing 1. Create a new 1:1 space 2. Add “Cisco Spark Flex Plan Pricing” bot 3. Ask questions 4. There is an option at the end to start an opportunity space with SMEs 5. Use Cisco Spark to help us help you
C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Pricing
Channel
Opportunity qualification
Resources
*Change Notification Change date
Change made
**Pages
**Change owner
Content SME
Change playbook version
9/14/16
Draft version
All
Marc Ayres
Version 1
10/4/16
First posting
All
Marc Ayres
Version 1.1
10/9/16
Updates
All
Marc Ayres
Version 1.2
2/20/17
New layout and look and feel
All
Colm McNelis
Version 1.3
6/8/17
Updated with new offer/Active User
All
Colm McNelis
Version 1.4
1/10/17
Updated with simplification changes and team requests
All
Colm McNelis
Version 1.5
01/30/18
Updates on Trade-In, EUIF, Price Adjustment .. Other minor additions
All
Colm McNelis
Version 1.6
Note: *Not all changes are captured here ‒ only significant changes worthy of mention and attention. **Only X is change owner and will release new versions of the playbook. Please forward all change requests to
[email protected]. C96-739288-00 © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential