Cisco Enterprise Agreement

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2 PSODGT-1076 Cisco Enterprise Agreement John Marshall, Global Director: Cisco Enterprise Agreement strategy Vinay Nichani, WW Software Sales

3 Cisco Spark How Questions? Use Cisco Spark to communicate with the speaker after the session 1. Find this session in the Cisco Live Mobile App 2. Click Join the Discussion 3. Install Spark or go directly to the space 4. Enter messages/questions in the space cs.co/ciscolivebot#psodgt Cisco and/or its affiliates. All rights reserved. Cisco Public

4 Agenda Introduction Cisco EA Details Use Cases Conclusion

5 Enterprise Software is Difficult to Manage 25% Additional Cost of Complexity 1 75% Out of Compliance 2 30% Plan to Renegotiate Contracts 3 20% Pay +$1M in True-Up Costs 2 93% Waste Money on Shelfware 2 Too Many Vendors Unmanageable Software & Licensing Terms Never-ending Negotiation & Renegotiation Unpredictable & Spiraling Costs Inability to Maximize Investment Value 1. IDC Software Licensing and Pricing Predictions 2016: Top 10 Predictions. 2016, IDC. 2. The State of the (Software) Estate: Waste & Risk Running Rampant in Enterprises. A 2016 Key Trends in Software Pricing & Licensing Survey Report. 2016, Flexera. 3. Cisco Enterprise Agreement: Meeting the Challenges of Shifting Business Trends. How Product and Service Purchasing Must Evolve to Meet Modern IT Requirements. 2017, ESG. PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 5

6 Customers Tell Us They Need to Easily Manage Software Respond to Consistent Changes Get the Most Value for Their Investments Leverage new buying programs and consumption models PSODGT

7 Cisco Software Journey Delivering Investment Protection to Drive Customer Value Embedded Software Software Suites Single Architecture EA Cross-Architecture EA Infrastructure (Cisco ONE) Infrastructure (Cisco ONE) Collaboration Security Infrastructure (Cisco ONE) Cisco Enterprise Agreement (EA) Cisco Enterprise Agreement (EA) Deeper Relationship Between Cisco, Customer and Partner Choice of software features available on hardware Software suites to address most relevant scenarios, access to ongoing innovation Access to Cisco s portfolio in one, simple agreement that enables growth and productivity Cross-portfolio synergy with cross-sell and up-sell opportunities PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 7

8 Cisco Enterprise Agreement Value 1 Easy to Buy agreement term 20% Built-In Growth (co-term) Better together pricing True Forward: No retroactive billing On demand deployment Easy to Consume Anytime Anywhere Access to New Software Financial Predictability Lower Costs Easy to Manage One Technology Partner End to End Better visibility with the EA Workspace PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 8

9 Let s Look at a True Forward Example Scenario: Customer Purchased 2000 Access Points with a 3-year Cisco EA for Access Wireless Licenses Deployed 2000 Wireless APs 2400 Wireless APs 2500 Wireless APs True Forward Annual Quote No charge 100APs + 1 year of SWSS Contract Term Contract Start End of Year 1 End of Year 2 PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 9

10 Cisco Enterprise Agreement Single Enterprise Agreement for entire Cisco portfolio Networking Wireless Applications Switching WAN Compute Spark Flex: Messaging, Meeting, Calling Unified Communications Prime Multiparty Contact Center Security Cloud and Web Security Security Essentials Policy and Visibility Infrastructure (Cisco ONE) Collaboration Security Cisco Enterprise Agreement PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 10

11 Cisco Enterprise Agreement Evolution Portfolio Expansion Infrastructure (Cisco ONE) Collaboration Security App Dynamics Meraki IoT Service Provider Services Hardware Others Cisco Enterprise Agreement (EA) One Contract One Term One Portal PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 11

12 Use Cases How Cisco EA Applies to You

13 Retail Company Westfield Corporation Retail Cross-Architecture Background 1200 retail stores Global presence Flagship stores across London, New York, San Francisco, and Los Angeles. Opportunity Create premium, secure consumer experience Drive personalized messaging and engagement Solution Cisco ONE Wireless, Collaboration, and Security solution Cisco Enterprise Agreement (EA) helps with their evolving needs. Our digital platform converges with our physical portfolio to better connect retailers, brands and consumers. The Cisco EA allows us to focus on innovation, because we can adapt and grow so easily. Denise Taylor, Global CIO, Westfield Corporation 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

14 HR Company Technology Cisco ONE Software Background Presence in 192 countries 33+ million customers Opportunity Needed a homogenous, standardized environment that would enable future growth Solution Cisco ONE Enterprise Cloud Suite Simplicity of consuming software when needed without additional POs Clearer license management through the EA Workspace 20% growth allowance enables scaling on demand, decreasing response times and time to market 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

15 Insurance Company Farmers Insurance Insurance Collaboration Background Large vehicle, home, small business insurer, and more Serves more than 10 million households across all 50 states Opportunity Unreliable, unintegrated, and complex collaboration environment with over 5 different tools Inefficient internal and external collaboration Solution Cisco Spark Flex Plan Employee Count Cost reduction from eliminating expensive overages, maintenance, and managed services for former collaboration tools Security with Spark's end to end encryption 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

16 National Bank Financial Security Background Presence in 192 countries 33+ million customers Opportunity Digitization goal requiring fast execution due to aging technology Unintegrated security technology, mulitple contracts, and no co-termination Solution Security Essentials, Cloud & Web Security, Policy & Visibility, and Security Consolidation of contracts and termination dates with better product integration Positioned for successful, planned infrastructure upgrade with the ease of building on Cisco EA platform 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

17 As Simple as 1, 2, 3 Step 1 Step 2 Step 3 Determine Top Needs Risk avoidance, cost reduction, other... Evaluate TCO Cisco EA is the best value buying program offered Use Available Tools EA Workspace EA Learning Center Contact Your Cisco Account Manager for Next Steps PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 17

18 Cisco Enterprise Agreement Value 1 Easy to Buy agreement term 20% Built-In Growth (co-term) Better together pricing True Forward: No retroactive billing On demand deployment Easy to Consume Anytime Anywhere Access to New Software Financial Predictability Lower Costs Easy to Manage One Technology Partner End to End Better visibility with the EA Workspace PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 18

19 Cisco Spark How Questions? Use Cisco Spark to communicate with the speaker after the session 1. Find this session in the Cisco Live Mobile App 2. Click Join the Discussion 3. Install Spark or go directly to the space 4. Enter messages/questions in the space cs.co/ciscolivebot#psodgt Cisco and/or its affiliates. All rights reserved. Cisco Public

20 Please complete your Online Session Evaluations after each session Complete 4 Session Evaluations & the Overall Conference Evaluation (available from Thursday) to receive your Cisco Live T-shirt All surveys can be completed via the Cisco Live Mobile App or the Communication Stations Complete Your Online Session Evaluation Don t forget: Cisco Live sessions will be available for viewing on-demand after the event at Cisco and/or its affiliates. All rights reserved. Cisco Public

21 Continue Your Education Demos in the Cisco campus Walk-in Self-Paced Labs Tech Circle Meet the Engineer 1:1 meetings Related sessions PSODGT Cisco and/or its affiliates. All rights reserved. Cisco Public 21

22 Thank you

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