Cisco Spark Flex Plan Playbook

Transcription

1 Cisco Spark Flex Plan Playbook Lead with Cisco Spark WW Collaboration GTM (Version 1.6) February 2018

2 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 Offer Cloud (Cisco Spark or partner hosted) or on-premises Cisco Spark service Integrate premises and cloud with hybrid services The Commercial offer What to sell and how to buy? The Channel Requirements and what s in it for partners Qualification Target customers How best to position the Cisco Spark Flex Plan? Links and support

3 Overview The offer Introduction 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

4 Overview The offer Pricing Channel Opportunity qualification Introduction Opportunity Cloud unified communications/pbx US$27.7B 33% growth *3-Year GMV TAM

5 Overview The offer 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

6 Overview The offer 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 Calling 1 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.

7 Overview The offer 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 1 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)

8 Overview The offer 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

9 Overview The offer Cisco Spark Flex Plan Cisco Enterprise Agreement for Cisco Spark Flex Plan 1 Meetings Messaging Calling Cisco WebEx OR OR 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)

10 Overview The offer Cisco Spark Flex Plan Cisco Enterprise Agreement for Cisco Spark Flex Plan 1 Meetings Messaging Calling Included: Meeting Center 200 Training Center 1000 Event Center 1000 Support Center 5 Device registration For additional charge: Conference Audio Cisco WebEx Cisco Unified Communications Manager Cisco Unity Connection OR Cisco Expressway Cisco Emergency Responder Device registration OR Cisco Spark Meetings Cisco Meeting Server Cisco TelePresence Management Suite TelePresence Room License Expressway-C and -E OR Cisco Meeting Server Cisco Spark Messaging Cisco Unified Communications Manager Hosted (HCS) Cisco Spark Calling 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).

11 Overview The offer 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 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 Enterprise Agreement for Cisco Spark Flex Plan For all knowledge workers Cisco Spark Flex Plan for everyone

12 Overview The offer 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 for Cisco Spark Flex Plan Cisco Enterprise Agreement 2.0 Collaboration perpetual suites Coverage Terms and conditions Installed base step-up Growth True forward Initial term 12-month minimum (or coterminated to any suites) 100% of organization (knowledge workers) Single agreement, multiple coterminous suites Yes 20% included (over term of contract) Annual 3 or 5 years Minimum 250 knowledge workers 1000 knowledge workers Billing Monthly, annual, or prepay Prepay only Renewal 12 month auto-renewal Enterprise Agreement Follow-on Suites M1, M3, C1, C3 Unified Communications, Multiparty, Cisco Prime, contact center Deployment Cloud, on-premises, and hosted On-premises only Geos, See country availability. 54 countries For audio options, refer to Audio Options with Cisco Spark Flex Plan

13 Overview The offer Cisco Spark Flex Plan Features/capabilities of Cisco Enterprise Agreement for Cisco Spark Flex Plan Feature/capability Cloud On-premises Meetings Audio access (add-on option) Cisco Spark and Cisco WebEx Meeting Center 200, Training Center 1000, Event Center 1000 and Support Center 5 Toll Employee Count (TEC), TEC+, TEC + International, Cloud Connected Audio Single and Dual Partner (dedicated ports), Per-Minute Committed / Uncommitted Audio and VoIP Cisco Meeting Server 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) Public Spaces Entitlements 2 & 3 1 to 1 entitlement of Cisco Spark Device Registrations to knowledge worker count No public space entitlement for Cisco Spark Calling (Cloud) 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 Up to 50% of knowledge worker count. Cisco initially provides 20% of knowledge worker count and balance can be requested Plain old Telephony (POTS / Analog) Not applicable for Cisco Spark Calling 10% of knowledge worker count provisioned at time of order (with Calling) Contract terms 4 1, 2, 3, 4, or 5 years 1, 2, 3, 4, or 5 years True forward Support plan (Cisco Software Support Service [SWSS]) Growth measured above the 20% Knowledge Worker throughout the term of the contract. Measured annually on each anniversary of effective date. Basic (included in subscription purchase) with Enhanced and Premium options Growth measured above the 20% Knowledge Worker throughout the term of the contract. Measured annually on each anniversary of effective date. Basic (included in subscription purchase) with Enhanced and Premium options Notes: 1. Customers that need additional on-premises room registration licenses, these can be requested from licensing@cisco.com. 2. Customer that require additional public spaces licenses up to the 50% entitlement, these can be requested from licensing@cisco.com. 3. Excess public space licenses can now be purchased for scenarios where 50% allocation does not meet customer need. Read more 4. Terms between months possible with fractional years are allowed with non-standard deal approval. Terms < 12months not applicable

14 Overview The offer 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 Cisco Expressway Series (Expressway-C and Expressway-E) On-premises: n/a Hosted: 9, 10, 11 On-premises: 8 Hosted: 8 IP telephony voice/call control 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 Cisco Emergency Responder 911 On-premises: 10, 11 Hosted: 9, 10, 11 Enhanced voice messaging and collaboration. 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 end of C support date. Consult 2017 Cisco End and/or of its Sale affiliates. and End All rights of Life reserved. public pages Cisco for Confidential latest lifecycle status.

15 Overview The offer 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 Pay for what you use meetings 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.

16 Overview The offer 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

17 Cisco Spark Flex Plan Overview Active User metrics The offer 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

18 Overview The offer Cisco Spark Flex Plan Cisco Spark Flex Plan Active User Meetings subscription Active User Minimum subscription quantities that can be ordered 1 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 count 2 Each Active User Meetings subscription provides Meetings entitlement to users 3 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 Pay for what you use Messaging for 100% of KWs 4, 5 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

19 Overview The offer Cisco Spark Flex Plan Features/capabilities of Cisco Spark Flex Plan Active User Feature/capability Cloud On-premises Meetings Audio access Calling Device registration entitlement (for Cisco Spark Devices purchased upfront on Global Price List) Public Spaces Entitlements 2 & 3 Cisco Spark and Cisco WebEx Meeting Center 200, Training Center 1000, Event Center 1000 and Support Center 5 Toll Active User (TAU), TAU +, TAU + International, Cloud Connected Audio Single and Dual Partner (dedicated ports), Per-Minute Committed / Uncommitted Audio and VoIP Enterprise-Wide Calling (Cisco Spark Call or Hosted, Cisco Hosted Collaboration Solution (HCS)) One (1) device registration per Active User Meetings subscription -OR- One (1) device registration per Active User Meetings + Enterprise-Wide Calling subscription up to Knowledge worker count. No public space entitlement for Cisco Spark Calling (Cloud) Cisco Meeting Server Not applicable 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 Plan 1 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 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 Support plan (Cisco Software Support Service [SWSS]) Note: Basic (included in subscription purchase) with Enhanced and Premium options 1. Customers that need additional on premise room registration licenses, these can be requested from licensing@cisco.com. 2. Customer that require additional public spaces licenses up to the 50% entitlement, these can be requested from licensing@cisco.com 3. Excess public space licenses can now be purchased for scenarios where 50% allocation does not meet customer need Read more 4. Terms between months with fractional years are allowed with non standard deal approval. Terms < 12months not applicable 40 Active Users or at least 15% of total knowledge workers (min must be greater than 250), whichever is greater Yearly cadence (obligated) based on average Active Users in months 9, 10, and 11 of current year Basic (included in subscription purchase) with Enhanced and Premium options

20 Overview The offer 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 Cisco Expressway Series (Expressway-C and Expressway-E) On-premises: n/a Hosted: 9, 10, 11 On-premises: 8 Hosted: 8 IP telephony voice/call control 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 Cisco Emergency Responder 911 On-premises: 10, 11 Hosted: 9, 10, 11 Enhanced voice messaging and collaboration. 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 past end C of support date Consult Cisco Cisco and/or End its affiliates. of Sale and All rights End of reserved. Life public Cisco pages Confidential for latest lifecycle status.

21 Overview The offer 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

22 Overview The offer 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 DX Series EX Series 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

23 Overview The offer 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

24 Overview The offer Cisco Spark Flex Plan Cisco Spark Flex Plan: Shared Meetings Benefits Shared Meetings 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 For shared devices

25 Overview The offer 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

26 Overview The offer Cisco Spark Flex Plan On-premises 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 Shared Meetings 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

27 Overview The offer Cisco Spark Flex Plan Features/capabilities of Cisco Spark Flex Plan Shared Meetings Feature/capability Cloud On-premises Meetings delivered by Maximum number of concurrent meetings per Shared Meetings subscription Cisco Spark and Cisco WebEx Meeting Center 200 Cisco Meeting Server 1 1 Maximum number of Shared Meetings subscriptions per customer Add-on: Number of audio minutes per subscription, per month Maximum number of attendees per meeting True forward trigger quarterly events 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 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 Cisco TelePresence Management Suite (TMS) Yes Yes For audio options, refer to Audio Options with Cisco Spark Flex Plan

28 Overview The offer Cisco Spark Flex Plan Audio Options with Cisco Spark Flex Plan1&2 Audio Option Cisco Enterprise Agreement for Cisco Active User Shared Meetings Spark Flex Plan 1 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 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.

29 Overview The offer 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)

30 Overview The offer 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 Support Available for Cisco Enterprise Agreement for Cisco Spark Flex Plan, Active User, and Shared Meetings offers under Cisco Spark Flex Plan

31 Overview The offer Cisco Spark Flex Plan Tiered technical support with customer success Consistent deliverables across on-premises, hybrid, and cloud software Premium Basic 24x7 TAC phone support 1-hour response time Knowledge base access Software update and upgrade Enhanced Basic included 24x7 TAC phone support 30-minute response time Configuration support Technical adoption Customer success 1 Analytics/proactive notifications Learning and training 24x7 TAC phone support 15-minute response time Enhanced included Designated service management Advanced customer success 1 Advanced support analytics Included with Cisco Spark and Cisco WebEx subscription software 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.

32 Overview The offer 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

33 Overview The offer Cisco Spark Flex Plan SWSS for Cisco Spark: Next steps Additional sales information is available: SWSS for Cisco Spark questions to: swssciscospark-pm Sell SWSS for Cisco Spark Enhanced and Premium and increase your total deal size

34 Cisco Spark Flex Plan Overview The offer Cisco Enterprise Agreement for Cisco Spark Flex Plan (MSRP) or or Meetings and messaging $ (M3) Calling and messaging $ (C1) Full suite $ (C3) Pricing notes: 1. Prices shown are per knowledge worker per month. 2. Ranges reflect volume tiers of 250 to 1999, 2000 to 9999, and 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.

35 Overview The offer 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 $ per knowledge worker* or Full suite From $ per knowledge worker 1 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 $ per active user. Add $ per knowledge worker for full suite.

36 Overview The offer Cisco Spark Flex Plan Cisco Spark Flex Plan: Shared Meetings offer 1 Description Shared Meetings subscription per concurrent meeting Manufacturer s suggested retail price (MSRP) $500 Shared Meetings Toll shared minutes (toll dial-in) 2 $36 Toll shared minutes + (includes callback) 3 $54 Note 1: Note 2: Note 3: For each Shared Meetings subscription, up to 250 people can host or schedule meetings 5000 pooled audio minutes per month, per shared audio subscription Toll shared minutes +coverage for US/Canada and United Kingdom The Cisco Spark Services Ordering Guide Is available at For shared devices

37 Cisco Spark Flex Plan Overview The offer 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

38 Overview The offer Cisco Spark Flex Plan Upfront Purchase vs. Subscription Device Cost Where Register 1 Cloud Registration On-Premises Registration Upfront Purchase Higher upfront price (CapEx) for the device $29.50 Monthly Device Registration 2 On-Premises Device Registration 134 Subscription Lower initial price (CapEx) for the device $49/99/199 Monthly Device Subscription $49/99/199 Monthly Device Subscription + On-Premises Device Registration The Cisco Spark Board 55 and Cisco Spark Board 70 can only be registered to the cloud and cannot be registered on-premises. 2. 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. 3. 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 4. DX Series does not require On-Premises Device Registration to be registered on-premises.

39 Overview The offer Cisco Spark Flex Plan Video devices can register to the Cisco Collaboration Cloud regardless of the device plan chosen 1 Upfront purchase Subscription 2 1. Higher upfront device price (CapEx) 2. Lower monthly fee (OpEx) for the upfront purchase registration. Monthly upfront purchase registration included in Flex Plan (EA C1-3, EA M3, or AU) or must be purchased separately ($29.50). Purchase video devices (HW) + Example (Room 55): $23,900 (one-time cost) + $29.50/mo 1 Monthly upfront purchase registration 1 1. Lower initial device price (CapEx) 2. 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

40 Overview The offer Cisco Spark Flex Plan Cisco Spark Device Plans Upfront purchase Subscription Customer pays higher upfront price (CapEx) for the device Device can be registered on-premises 1 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 activation 3 Customer pays a lower initial price (CapEx) for the device and pays a higher monthly subscription (OpEx) 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 Subscription includes: Cisco Collaboration Cloud registration 24x7 help desk and software upgrades OpEx: Reduce initial costs and simplify budgeting 1. 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. 3. C Included in Cisco 2017 Cisco EA for and/or Flex Plan its affiliates. (C1-C3 All & rights M3) and reserved. Flex Plan-Active Cisco Confidential User, as well as Cisco Spark Education offer (A-SPK-EDU).

41 Overview The offer Cisco Spark Flex Plan Cisco Spark Device Plan Upfront purchase Device is purchased separately and can be used in any supported deployment model 1 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 $3,990 $30,500 $21,900 Room 55 Room 70S Room 70D Room Kit Room Kit Plus Room Kit Pus P60 $23,900 $55,900 $79,900 $11,900 $17,900 $14,900 Board 55 Board 70 $23,900 $42,900 Activation options 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%) Cloud registration On-premises registration 24x7 helpdesk Software upgrades Cloud x x x A la carte purchase $29.50 per month/device On-Premises 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 Note: for reference purpose only. Not all devices, bundles or options shown Flex Plan 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

42 Overview The offer Cisco Spark Flex Plan Cisco Spark Device Plan - Subscription Device is purchased in conjunction with the subscription Required Device Subscription $4$49 per month $99 per month $199 per month Tiered $49/$99/$199 per month subscription required if registered to the cloud or on-premises 1 DX Series Cisco Spark Room Kit Cisco Spark Room 55/70 MX Series Lower initial cost requires monthly cloud device subscription 1 DX70 DX80 SX10 SX10 $1,295 $1,795 $1,690 Cisco Spark Room Kit Plus Room Kit Room Kit Plus $3,990 $7,990 Cisco Spark Board Series 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%) $22,995 $22,995 $34, Subscription is mandatory when device is purchased in this model VIP Payable on Subscription only. Hardware RMA can be purchased separately

43 Overview The offer Cisco Spark Flex Plan Cisco Spark Flex Plan Cisco Spark Discount Subscription Levels 1 2 Cisco Spark EA, AU, NU, Shared Meetings & Upfront Purchase Device Subscription Registration Subscriptions +10% * Hunting (OIP) or Teaming (TIP) OR Small Deal Accelerator +10% Cisco Spark Device Subscriptions ($49/99/199 Monthly) Hunting (OIP) or Teaming (TIP) 27% TM Cisco Spark Partner Pricing Program + Market Base Discount 20% Market Base Discount Review Discount Simplification Partner Announcement Discounts vary depending on global regions, Please review Cisco Spark Partner Pricing for region variations

44 Cisco Spark Flex Plan Overview The offer Cisco Spark Devices: Discounts and Promotions Cisco Spark Device Plans Category Base Discount Cisco Spark Partner Pricing Program Discount 1 OIP / TIP Promotion Total Potential Discount to Partner Subscription Device Subscription ($49/99/199 Monthly) 0% 30% Hardware 2 Upfront Purchase Registration ($29.50 Monthly) 4 Market 2 20% 10% 0% 7% 37% Upfront Purchase Hardware Core 42% 0% 8% 8% US 12% EMEAR (Collaborate Everywhere 3 ) 58% US 62% EMEAR 1. See cisco.com/go/sparkpartnerpricing for more information. 2. Reminder, Collaborate Everywhere does not apply to Market Category offers. 3. See cisco.com/go/collaborateeverywhere for more information on discounts in your region. 4. 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.

45 Overview The offer 1.0 Selling Cisco Spark Flex Plan partner certification requirements 1 1 If you re not already a Cisco partner, read the Cisco partner eligibility requirements and complete the registration process. 2 3 Cisco Spark Flex Plan for the cloud Cisco Spark Flex Plan for on-premises 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

46 Overview The offer 2.0 Getting ready to sell Cisco Spark (cloud) 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. 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 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.

47 Overview The offer 3.0 Getting ready to sell Cisco Spark (on-premises) 1& Get certified to transact Cisco Spark 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. Complete the Cisco Advanced Collaboration Architecture Specialization (ACAS) ACAS requirements are available at ACAS_Certs and/o r Complete Cisco Advanced Video Specialization (AVS) AVS requirements are available at AVS_Certs Notes 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

48 Overview The offer Cisco Spark Flex Plan: Subscription lifecycle Lifecycle matrix Quote/order 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 Midyear and true forward Trade-in Trade-in Valid for Cisco Spark Flex Plan EA Valid for Active User Trade-in not part of Shared Meetings Delivery and provisioning Specific process for EA Specific process for Active User Specific process for Shared Meetings Renewal Delivery and provisioning Renewal Applicable Applicable Applicable True forward Specific process for EA Specific process for Active User Specific process for Shared Meetings Note: Review Cisco Spark Flex Plan Quick Tips Guide

49 Overview The offer Simplified process to build a Cisco Spark Flex Plan quote and complete a customer order Renewal Quote/order 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 Delivery and provisioning 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 Convert to order in CCW Note 1: If a customer wants to complete the Smart Account/Virtual Account process prior to quote, Cisco still support this as a process.

50 Overview The offer 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 Determine discounts/ purchase adjustments and build a quote Create Smart Account and register license Convert to order in CCW 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?

51 Overview The offer 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 Determine discounts/ purchase adjustments and build a quote Create Smart Account and register license Convert to order in CCW 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 For all knowledge workers Meetings, Messaging, and Calling 2.0 Active User Pay for the what you use Meetings and Messaging

52 Overview The offer 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 Create Smart Account and register license Convert to order in CCW Migrate from Perpetual unified communications and Cisco Meeting licenses Legacy Cisco WebEx and SWSS contracts Competitive (Leverage Liberator) Fixed $ value per trade-in license Remaining subscription value Leverage competitor UC licenses Cisco Spark Flex Plan Cisco Enterprise Agreement for Cisco Spark Flex Plan Active User Minimum 36-month commitment (or time remaining on existing contract, if longer) All eligible perpetual licenses surrendered 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

53 Overview The offer 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 Create Smart Account and register license Convert to order in CCW 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.

54 Overview The offer 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 * *

55 Overview The offer 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 Create Smart Account and register license Convert to order in CCW 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.

56 Overview The offer 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 Determine discounts/ purchase adjustments and build a quote Create Smart Account and register license Convert to order in CCW 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 5. Partner/customer commences deployment of Cisco Spark for the customer

57 Overview The offer Process to build a Cisco Spark Flex Plan quote and complete a customer order for Cisco Spark Flex Plan Shared Meetings Renewal True forward Quote/order Trade-in Delivery and provisioning 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 Convert to order in CCW

58 Overview The offer Quote/order Trade-in (recognizing the value of your customers install base) Renewal True forward Trade-in 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 Cisco deactivates perpetual licenses and SWSS contract after order Note: Trade-in applies to Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User.

59 Overview The offer Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Installed Base Conversion Renewal True forward Quote/order Trade-in 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**

60 Overview The offer Quote/order Delivery and provisioning Renewal True forward Trade-in 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 Cloud entitlements enabled in Cisco Spark Control Hub Services contract created by Cisco licensing operations Customers will be provisioned with 20% growth annually 1 Cisco Spark Flex Plan Shared Meetings On-premises entitlements enabled through Cisco licensing operations Cloud entitlements enabled in Cisco Spark Control Hub Service contract created by Cisco licensing operations Quarterly review of usage with true forward Note 1: 20% growth applicable to Cisco Enterprise Agreement for Cisco Spark Flex Plan and Active User Enterprise-Wide Calling

61 Overview The offer Quote/order Midterm subscription changes Renewal True forward Trade-in Delivery and provisioning M3 Cloud Cisco Enterprise Agreement Growth Note 1: Shift from premises to cloud for midterm supported for Cisco Enterprise Agreement for Cisco Spark Flex Plan, Active User and Shared Meetings. M2 On- Premises Active User Shared Meetings Note 2: For Cisco Enterprise 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. Cisco Enterprise Agreement for Cisco Spark Flex Plan Applicable to Cisco Spark Flex Plan 1 Applicable to Cisco Spark Flex Plan 2

62 Overview The offer True forward Cisco Enterprise Agreement for Cisco Spark Flex Plan Renewal True forward Quote/order Trade-in 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 Mix of cloud and on-premises updated with count Greater than 20%: Purchase needed Starting count Annual growth Count at anniversary Upgrade to higher entitlement: Purchase needed Less than 20%: No purchase needed

63 Overview The offer Quote/order True forward Active User Meetings Renewal True forward Trade-in Delivery and provisioning 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) Greater than purchased count: Purchase needed Starting count Assessment at true forward Quantity equal to purchased count: No action Active User Meetings exceeds 45% of knowledge workers: Consider Cisco Enterprise Agreement for Cisco Spark Flex Plan

64 Overview The offer Quote/order True forward Shared Meetings Renewal True forward Trade-in 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 Greater than purchased count: Purchase needed Starting Shared Meetings/ shared audio subscription count Quarterly review Quantity equal or less to purchased count: No action Shared Meetings greater than 25 concurrent allowed. Upgrade to alternative offer

65 Overview The offer Quote/order Renewal Renewal True forward Trade-in Delivery and provisioning 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

66 Overview The offer Customer scenarios Tools to determine which Cisco Spark Flex Plan is right for my customer and Accelerate Time to Customer Decision

67 Overview The offer Customer scenarios Where and when do we position Cisco Enterprise Agreement for Cisco Spark Flex Plan? Customers that 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) Cloud and on-premises Simplifying transitions: Industry-leading on-premises to cloud

68 Overview The offer 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

69 Overview The offer 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

70 Overview The offer Customer scenarios Where and when do we position Cisco Spark Named User and Cisco Spark Flex Plan offers? Named User (Cisco Spark) Active User (Cisco Spark Flex Plan) Enterprise Agreement for Cisco Spark Flex Plan Individuals, team, department Replace midterm with Active User Knowledge worker adoption 10%+ 40%+ Add devices Before, during, and after the meeting Replace midterm with Enterprise Agreement

71 Overview The offer 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 Recognize value 2 3 Build estimate in infrastructure Purchase Adjustment Worksheet Cisco Commerce Workspace (CCW) 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

72 Overview The offer 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 1 to determine residual value Note 1: 3-day service-level agreement for Cisco to process.

73 Overview The offer 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

74 Overview The offer 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

75 Overview The offer 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

76 Overview The offer 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

77 Overview The offer Customer scenarios Customer example 2 Existing Cisco customer 1 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 Proposed Cisco Spark Flex Plan offer Our recommended solution is Cisco Spark Flex Plan Active User offer Recognize value 2 3 Build estimate in infrastructure Purchase Adjustment Worksheet Cisco Commerce Workspace (CCW) 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 Note 2: If your customer is transferring from GRA / GPL to Annuity, review and use the resources on the Annuity SaaS Subscriptions portal

78 Overview The offer 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 1 to determine residual value Note 1: 3-day service-level agreement for Cisco to process.

79 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10 Note 1: 3-day service-level agreement for Cisco to process.

80 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

81 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

82 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

83 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

84 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

85 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

86 Overview The offer 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 Add the hardware, Cisco Spark Board 55, quantity 10

87 Overview The offer Customer scenarios Customer example 3 New Cisco customer 1. U.S.-based company with 150 employees across the country 2. No Cisco collaboration in their enterprise 3. Customer wants to use OpEx and cloud solution 4. All employees must have the ability to host and schedule video meetings 5. They have 15 rooms earmarked for the solution 6. 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) 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

88 Overview The offer 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: 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

89 Overview The offer 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: 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

90 Overview The offer 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: 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

91 Overview The offer 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: 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

92 Overview The offer 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: 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.

93 Overview The offer Glossary Useful links Need help: Additional to help you be Successful Description Flip2Flex Portal Landing page to everything Cisco Spark Flex Plan Location Cisco Spark Flex Plan on Sales Connect One location all your Flex Plan collaterals and selling resources Cisco Spark Partner Community Landing page to everything Cisco Spark Flex Plan Partner Pricing Community for Cisco Spark Transfer from to Annuity from GRA / GPL for meetings Scroll to Cisco WebEx GPL and GRA Transfer to Annuity Platform Cisco Spark Flex Plan Quick Tips Guide Trade-In Assessment, Smart Accounts / Virtual Accounts and License delivery and training Purchase Adjustment Worksheet cs.co/ciscosparkflexplan Cisco Spark Flex Plan on Sales Connect Located under Presentations and Playbooks Cisco Spark Flex Plan Purchase Adjustment Worksheet Cisco Technical Support 1. Raise a support case on-line 2. Contact Technical support by phone. Number available on-line Cisco Support for quoting and ordering Help Central Support for Cisco Services

94 Overview The offer Glossary 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

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96 *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 /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 01/30/18 Updated with simplification changes and team requests Updates on Trade-In, EUIF, Price Adjustment.. Other minor additions All Colm McNelis Version 1.5 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 cmcnelis@cisco.com.