Cisco Spark Flex Plan Playbook - Partner

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


Overview Introduction

The offer

Pricing

Channel


Resources

Opportunity

Cloud unified communications/PBX

US$27.7B 33% growth

*3-Year GMV TAM


Overview

The offer

Pricing

Channel


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


Resources

Overview

The offer

Pricing

Channel


Resources


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


Resources


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


Resources



Active User

Named User

Shared Meetings



Get started with hosted calling and grow at your own pace


Flexible models that align with your business needs


Overview

The offer

Pricing

Channel


Resources


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


Resources


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


Cloud, on-premises

Cloud


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


Resources


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



Overview

The offer

Pricing

Channel


Resources


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


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


Resources


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


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


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


Resources


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


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


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


Resources


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


•

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


Resources



Active User

Named User

Shared Meetings







Overview

The offer

Pricing

Channel



Active User metrics

40

15%

Minimum commitment: 40 users

Or 15% knowledge worker count (250 knowledge worker minimum)


Actual usage is measured annually in months 9, 10, and 11 to determine charges for the following year

Resources

Overview

The offer

Pricing

Channel


Resources


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.


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


Resources


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


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])



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


Resources


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


Cisco Hosted Collaboration Solution

On-premises: n/a Hosted: 9, 10, 11


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


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


Resources



Active User

Named User

Shared Meetings







Overview

The offer

Pricing

Channel


Resources


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


DX Series EX Series

Overview

The offer

Pricing

Channel


Resources



Active User

Named User

Shared Meetings







Overview

The offer

Pricing

Channel



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


Shared Meetings

For shared devices

Resources

Overview

The offer

Pricing

Channel


Resources


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


Overview

The offer

Pricing

Channel



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


For shared devices

Resources

Overview

The offer

Pricing

Channel


Resources


Features/capabilities of Cisco Spark Flex Plan – Shared Meetings Feature/capability

Cloud

On-premises

Cisco Spark and Cisco WebEx Meeting Center 200


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


Resources


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


Resources



Active User

Named User

Shared Meetings





Cisco Software Support Service (SWSS)


Overview

The offer

Pricing

Channel



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


Resources


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


Resources


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


Overview

The offer

Pricing


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


Channel


Resources

Overview

The offer

Pricing

Channel



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


Resources


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



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


For shared devices

Resources

Overview

The offer

Pricing

Channel


Resources


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


Resources


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.


Overview

The offer

Pricing

Channel


Resources


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


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


Resources


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


Resources


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



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



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


Resources


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


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


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.


Obtain Cisco Spark via CUWP, Cloud: Go to cisco.com/go/cuwp

Overview

The offer

Pricing

Channel


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


•

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


Resources

Cisco Spark Flex Plan: Subscription lifecycle Lifecycle matrix Quote/order

Midyear and true forward

Trade-in

Lifecycle step


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


Simplified process to build a Cisco Spark Flex Plan quote and complete a customer order

Resources

Quote/order

Renewal

Trade-in

True forward


•

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.


Convert to order in CCW

Overview

The offer

Pricing

Channel


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




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?





Overview

The offer

Pricing

Channel


Resources





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?





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


Resources






Migrate from




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


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


Resources





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.





Overview

The offer

Pricing

Channel


Resources








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


* * * *

Overview

The offer

Pricing

Channel


Resources






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



Overview

The offer

Pricing

Channel


Resources





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





Overview

The offer

Pricing

Channel


Process to build a Cisco Spark Flex Plan quote and complete a customer order for Cisco Spark Flex Plan Shared Meetings


Determine customer’s concurrent Shared Meetings subscription needs


Determine discounts and build a quote

Agree on final customer bill of materials

Resources

Quote/order

Renewal

Trade-in

True forward



Overview

The offer

Pricing

Channel


Resources

Quote/order

Trade-in (recognizing the value of your customers install base)

Renewal

Trade-in

True forward


• 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


Quote/order

Renewal

Trade-in

True forward


• 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**


Resources

Overview

The offer

Pricing

Channel


Resources

Quote/order


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


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


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


Resources

Quote/order

Midterm subscription changes

Cisco Enterprise Agreement

Cloud M3

Growth

Renewal

Trade-in

True forward


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


OnPremises

Applicable to Cisco Spark Flex Plan1


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


Resources

Quote/order

True forward – Cisco Enterprise Agreement for Cisco Spark Flex Plan

Renewal

Trade-in

True forward


• 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


Overview

The offer

Pricing

Channel


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


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


Overview

The offer

Pricing

Channel


Resources

Quote/order

True forward – Shared Meetings

Renewal

Trade-in

True forward


•

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


Overview

The offer

Pricing

Channel


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


Trade-in


Overview

The offer

Pricing

Channel


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


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)


Simplifying transitions: Industry-leading on-premises to cloud

Resources

Overview

The offer

Pricing

Channel


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


Pay for what you use Meetings

Resources

Overview

The offer

Pricing

Channel


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


for shared devices

Resources

Overview

The offer

Pricing

Channel


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)


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


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.



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



Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel


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


Our recommended solution is Cisco Spark Flex Plan – Active User offer

2

Recognize value in infrastructure


3

Build estimate


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




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




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel


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


Our recommended solution is Cisco Spark Flex Plan – Shared Meetings offer

2

Build estimate



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



Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios




Resources

Overview

The offer

Pricing

Channel

Customer scenarios


Note 1: Make sure to select power options and correct mounting mechanism for your customer.



Resources

Overview Glossary

The offer

Pricing

Channel


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”


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


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


Pricing

Channel


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