Table of Contents IBM CISCO COMBINED OFFERING BASICS... 4

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1 Table of Contents IBM CISCO COMBINED OFFERING BASICS... 4 What am I selling?... 4 What are the basics of creating a combined offering bundle?... 4 How do I target new customers with this combined offering?... 5 Can I sell this combined offering to existing IBM Social & Verse customers?... 5 How do I position this combined offering to existing IBM Verse and Social customers?... 5 NEW CUSTOMERS... 6 How do I create a combined offering bundle for new customers?... 6 What are the required terms in a combined offering bundle for new customers?... 6 EXISTING IBM Verse &/or Connections CUSTOMERS... 7 How do I create a combined offering bundle for existing customers?... 7 What are the detailed terms when creating a bundle for Existing IBM Social Connections &/or Verse customers?... 7 What does Added Value mean?... 8 OTHER BUNDLING QUESTIONS... 9 Can I sell the customer Cisco Spark and WebEx as stand-alone products?... 9 Do I need to include (IBM Verse) in the conversation?... 9 Can customers mix M2 and M3 by using Named user?... 9 What if my customer wants the Cisco solutions but not IBM Verse or Connections Cloud Social?... 9 What if my customer only wants WebEx and not Spark?... 9 What if my customer only wants Spark for all of their users and WebEx for part of their users?... 9 I found out that my customer is running WebEx today. Does that mean they are or are not a good prospect to talk to? Can customers mix M1 (free Spark) with M2? Can an offer include audio conferencing add-on options for Spark M2? ORDERING and SALES SUPPORT

2 What is the minimum employee count needed to sell the Combined Solution under the Employee Count model? What is the minimum term for new clients? What is the longest term possible with the new part numbers? Can I sell these solutions along with Dual Entitlement? How do I handle renewals? What are the IBM-Cisco parts that specifically can be added to IBM Verse and/or IBM Connections Social? Which IBM parts specifically can be added to Cisco M2 or M3 to create a bundle? Can orders be cancelled? If a customer pays up-front for the service, and then cancels at some point, does IBM refund the unused portion for remaining Term? What is Overage? How are overages calculated? How/when are clients informed of overages? Why wouldn't a customer just order one seat and let overages handle their usage? How do we create compliance around number of users? How is auto overage covered without a purchase order? Will customers get a separate bill for Overages? PROVISIONING How does IBM provision through Cisco for my customers? Are full Provisioning details required before an order can be approved? CUSTOMER SUPPORT Does IBM provide end-user support to customers and business partners? SALES SUPPORT What are some of the detailed features of Cisco Spark (M2)? What are some of the standard Cisco Spark (M2) included services? What are some of the Cisco Spark (M3) included services? Is Cisco Spark Care (K1) included with the Combined Offering?

3 What are the details of the audio conferencing add-on options: TEC, TEC+ and TEC+ Intl Key IBM Contacts PARTNER ORDERING: Do I need to be both and IBM and a Cisco business partners to resell the solution? How do I sign up as a Cisco business partner? What are the steps? How do I get enabled? If a partner registered a deal in the Cisco system, can they still sell the IBM part numbers? Suppose a partner registers a deal in the Cisco system and then another partner registered the deal in the IBM system. Who will get the OI incentive? Cisco has a partner OI incentive for Spark deals. How will that work with the IBM solution? BP A sold customer xyz a 3 year connections contract. Now customer xyz wants to add Verse and Cisco but BP A isn't a Cisco BP. How do we deal with that conflict? How are we going to deal with the VAD issue especially in Europe. Many of the IBM partners use Arrow as their VAD but Arrow isn't a VAD for Cisco. How will that work? As a Business Partner what are my margins/rebates? BENEFIT OF COMBINED OFFERING What are some of the specific integrated experiences with the combined offering Are there ways to extend or customize the combined solution? MIXING IBM AND CISCO FUNCTIONALITY SPECIFICS How can my customer use both IBM Chat and Cisco Spark or IBM Meetings and Cisco WebEx? Are the Cisco/IBM integrations cloud only? ROADMAP IBM/CISCO COMBINED OFFERING What is your joint cognitive strategy?

4 IBM CISCO COMBINED OFFERING BASICS What am I selling? IBM and Cisco have come together to provide a cloud-based, cognitive-enhanced suite of collaboration tools. Now available for purchase from IBM is an integrated set of industry-leading Cisco and IBM Collaboration products. The IBM/Cisco Collaboration combined offering unites IBM s innovative solutions in business and calendaring (IBM Verse) and IBM s powerful enterprise social networking and content collaboration tools (IBM Connections) with Cisco s industry-leading team communications and meetings platform, Spark. There are two variations of Spark available; the main difference is M2 has basic meetings and M3 contains advanced meetings (powered by WebEx). You are customizing a solution for your client by creating a cloud bundle. A proper bundle must contain one of the following IBM products: IBM Verse, IBM Connections, or a combination of the two. A proper bundle will also contain either Cisco M2 or Cisco M3. Named user licensing may contain a combination of the two. Please see the section of licensing for more details. What are the basics of creating a combined offering bundle? 4

5 How do I target new customers with this combined offering? Any new (to IBM) cloud customer can be targeted. We can sell the joint offering (soft bundle) into whitespace, but also to new Dual Entitlement customers since those are new cloud customers to IBM. As in current whitespace situations, we will likely defer the conversation in many accounts and focus on a surround strategy with Connections + Cisco. Then later, after we have some success, come back and re-visit the conversation. Can I sell this combined offering to existing IBM Social & Verse customers? Yes, as long as the customer has either entitlement to IBM Verse or Connections Social Cloud. Many customers have IBM Verse due to Bridge to Cloud, Dual Entitlement, or a stand alone purchase. Fewer customers have cloud-based Connections (Connections Social Cloud), unless they have the S1 or S2 bundle along with IBM Chat, IBM Meetings, andibm Verse. How do I position this combined offering to existing IBM Verse and Social customers? The value proposition remains consistent across various customer configurations. What changes are the technical aspects of what and how we will sell. To new cloud customers we will sell a combination of IBM Verse and/or Connections Cloud Social along with either Cisco M2 or Cisco M3. For an existing IBM cloud customer, the intention is to grow the business as much as possible. If a customer has Verse today, an option would be to sell them Social + Cisco. If the customer is not ready for Connections in the cloud, we can add the Cisco components to their existing Verse entitlement. This can be done for a minimum 12 month contract in which we extend the associated Verse agreement to the same term. The general value proposition approach is the same but the customer may prefer Employee Count or Named User licensing as they may or may not license all of their users initially. 5

6 NEW CUSTOMERS How do I create a combined offering bundle for new customers? What are the required terms in a combined offering bundle for new customers? Other Bundling Requirements for New Customers: For New IBM Social Connections &/or Verse customer orders 1. All Parts in the bundle (including Add-on Parts, if applicable) commence on the same start date 2. All Parts in the bundle (including Add-on Parts, if applicable) end on the same end date 3. The contract is for a minimum of twelve consecutive months for all net-new contracts 6

7 EXISTING IBM Verse &/or Connections CUSTOMERS How do I create a combined offering bundle for existing customers? What are the detailed terms when creating a bundle for Existing IBM Social Connections &/or Verse customers? Where an IBM customer has an existing agreement for an IBM Part(s) ( IBM Customer Agreement ), IBM may purchase a Cisco Part(s) and a Cisco Add-on Part(s) prior to the end of the IBM Customer Agreement for resale to that customer provided there is Added Value. Added Value is achieved via one of two buying situations: #1: ADD PRODUCT: The existing IBM Mail or Social customer elects to add the remaining IBM Mail or Social product as part of the Combined solution (For example, an existing IBM Verse client who elects to add IBM Social & Cisco) with the following requirements 1. All Parts in the bundle (including Add-on Parts, if applicable) commence on the same start date 2. All Parts in the bundle (including Add-on Parts, if applicable) end on the same end date 7

8 3. The contract is for a minimum of twelve consecutive months #2: EXTEND CONTRACT The IBM existing Mail or Social customer adds 12 months to their existing IBM Mail or Social contract (customer agreement) while adding the Cisco part(s) 1) An IBM customer will purchase the Cisco Part(s) and the Cisco Add-on Part(s) for the number of months remaining in the IBM Customer Agreement plus an additional twelve (12) months such that the contract term for the IBM Part(s) and Cisco Part(s) are co-terminous. For example: IBM Customer Agreement has a term from January 1 st until December 31 st A Cisco Part may be sold in July 2017 provided IBM extends the IBM Customer Agreement until December 31 st In other words, the IBM Customer will purchase the Cisco Part for eighteen (18) months. (See visual) What does Added Value mean? Added Value means that both IBM and Cisco will recognize incremental benefit from the sale of the Combined Offering to an existing IBM customer. Adding the new Cisco parts fulfills the obligation to Cisco but for IBM the new contract needs to have incremental revenue gained via one of two options: Option 1: Additional IBM products are added (such as adding Social to an existing Verse customer s contract) or Option 2: The existing IBM contract for Verse &/or social is extended by at least 12 months. 8

9 OTHER BUNDLING QUESTIONS Can I sell the customer Cisco Spark and WebEx as stand-alone products? IBM is working with Cisco to resell their strategic Spark platform. Traditionally customers have bought WebEx from the legacy packaging and pricing model from Cisco. Going forward Cisco has created a new cloud sales model (Flex Plan) around Cisco Spark. IBM will sell only M2 or M3. M2 is the Cisco Spark platform with basic meetings. M3 is the Cisco Spark platform with advanced meetings (delivered via WebEx). That makes Cisco Spark or Cisco Spark+WebEx as the only two sales options. Do I need to include (IBM Verse) in the conversation? You should follow your understanding of customer requirements and the guidance from the competitive teams on whether and when to open the conversation with your customer. Can customers mix M2 and M3 by using Named user? Yes, for Named User a customer can purchase some M2 and some M3. Mixing M2 and M3 is not possible for the employee count purchasing option What if my customer wants the Cisco solutions but not IBM Verse or Connections Cloud Social? The partnership that IBM and Cisco have entered into is to sell our combined value. IBM is not interested in just reselling Cisco WebEx or some portion of the Cisco portfolio. We want to drive a joint and integrated value proposition and ensure that our combined solution provides us the very best competitive position against other providers in the market. What if my customer only wants WebEx and not Spark? Cisco has realigned their offerings and the products being offered are Spark with Basic Meetings (M2) and Spark with Advanced Meetings (M3). M3 advanced meetings are powered by WebEx. So there is no WebEx standalone offer there are actually two variants of Spark. What if my customer only wants Spark for all of their users and WebEx for part of their users? This is not available through Employee Count licensing. A customer could achieve a mix via Named User but the pricing will likely be higher than just licensing all users for M3 on Employee Count. 9

10 I found out that my customer is running WebEx today. Does that mean they are or are not a good prospect to talk to? There are many reasons to work to understand how this combined offering would help a customer better achieve their collaboration goals. Some scenarios include: Customers who do not currently have the IBM social or mail suites but do use WebEx: Further investigation can bring out how the integration of WebEx with IBM social and mail products and the addition of Cisco s Spark solution would make working collaboratively even more effective. Alternatively, some clients may have an older legacy license and be looking to get a cloud-based flex model for licensing. Can customers mix M1 (free Spark) with M2? Yes. By electing to use the Named User option when creating a Combined Offering, a client can add the benefit of Cisco Meetings (WebEx) for a subset of employees. Can an offer include audio conferencing add-on options for Spark M2? No. Audio subscription plans such as TEC or TEC+ are only available as add-ons with the purchase of the M3 offers. 10

11 ORDERING and SALES SUPPORT What is the minimum employee count needed to sell the Combined Solution under the Employee Count model? The Employee Count option requires a minimum of 250 employees What is the minimum term for new clients? Clients must purchase at least 12 months of the IBM-Cisco Combined Solution subscriptions What is the longest term possible with the new part numbers? 60 months (or 5 years). Contract Terms can be extended beyond 5 years with use of an amendment which has the customer commit beyond standard parts if absolutely necessary. Your deal maker should know how to do this, but reach out to brand pricing if you need to discuss a specific case. o o Term length can be anything from 1-60 months Billing frequency can be monthly, quarterly, annual, or up-front Can I sell these solutions along with Dual Entitlement? Yes How do I handle renewals? We have a flexible renewal model for SaaS. Sellers must choose one of four renewal types from a predefined list display Renew Service Term for 12 months (R), Continuously Bill (C), Renew Service Term for Original Term (O), or Terminate at End of Term (T). This selection is required at a configuration or a line item level during SQO/PGS quote creation. Do Not Use Continuously Bill (C) for Connections Cloud as no Proof of Entitlement (PoE) will be sent for contract extensions. Here is what is outlined in the Connections Cloud TOU sections 1.1, 1.2, 1.3: Automatic Renewal If Client s PoE states that Client s renewal is automatic, Client may terminate the expiring IBM SaaS Subscription Period by written request to Client s IBM sales representative or IBM Business Partner, at least ninety (90) days prior to the expiration date as set forth in the PoE. If IBM or its IBM Business Partner does not receive such termination notice by the expiration date, the expiring Subscription Period will be automatically renewed for either one year or the same duration as the original Subscription Period as set forth in the PoE. Continuous Billing When the PoE states that Client s renewal is continuous, Client will continue to have access to the IBM SaaS and will be billed for the usage of the IBM SaaS on a continuous basis. To discontinue use of the IBM SaaS and stop the continuous billing process, Client will need to provide to Client s IBM sales representative or IBM Business Partner with ninety (90) days written 11

12 notice requesting that Client s IBM SaaS be cancelled. Upon cancellation of Client s access, Client will be billed for any outstanding access charges through the month in which the cancellation took effect. Renewal Required When the PoE states that Client s renewal type is terminate, the IBM SaaS will terminate at the end of the Subscription Period and Client s access to the IBM SaaS will be removed. To continue to use the IBM SaaS beyond the end date, Client will need to place an order with Client s IBM sales representative or IBM Business Partner to purchase a new Subscription Period. What are the IBM-Cisco parts that specifically can be added to IBM Verse and/or IBM Connections Social? here is the list of the 17 Part Numbers that may be used in creating a combined offering Part Number D1T9GLL D1T9HLL D1T9JLL D1T9KLL D1T9LLL D1T9MLL D1T9NLL D1T9PLL D1T9QLL D1T9RLL D1T9SLL D1T9TLL Name Cisco Spark Business Messaging and Basic Meetings Employee Count 3rd Party Per Month Cisco Spark Business Messaging and Basic Meetings Employee Count 3rd Party Overage Cisco Spark Business Messaging and Basic Meetings Named User 3rd Party Per Month Cisco Spark Business Messaging, Basic Meetings and Advanced Meetings Employee Count 3rd Party Per Month Cisco Spark Business Messaging, Basic Meetings and Advanced Meetings Employee Count 3rd Party Overage Cisco Spark Business Messaging, Basic Meetings and Advanced Meetings Named User 3rd Party Per Month Cisco Webex Conferencing Audio Toll Employee Count 3rd Party Per Month Cisco Webex Conferencing Audio Toll Employee Count 3rd Party Overage Cisco Webex Conferencing Audio Toll Named User 3rd Party Per Month Cisco Webex Conferencing Audio Toll Plus Employee Count 3rd Party Per Month Cisco Webex Conferencing Audio Toll Plus Employee Count 3rd Party Overage Cisco Webex Conferencing Audio Toll Plus Named User 3rd Party Per Month 12

13 D1T9ULL D1T9VLL D1T9WLL D1T9XLL D1T9YLL Cisco Webex Conferencing Audio Toll Plus International Employee Count 3rd Party Per Month Cisco Webex Conferencing Audio Toll Plus International Employee Count 3rd Party Overage Cisco Webex Conferencing Audio Toll Plus International Named User 3rd Party Per Month IBM Collaboration Solutions and Cisco Spark Solutions Support Employee Count Per Annum IBM Collaboration Solutions and Cisco Spark Solutions Support Named User Per Annum Which IBM parts specifically can be added to Cisco M2 or M3 to create a bundle? Product Part # Part Description What you get IBM Connections Social Cloud D0NR7LL IBM Connections Social Cloud Authorized User Per Month Business-Grade social collaboration including file sharing, personal dashboard, communities, activities, and instant messaging IBM Connections Cloud S1 D0NQBLL IBM Connections Cloud S1 Authorized User Per Month Everything in IBM Connections Cloud S2 plus the ability to use both IBM Verse and IBM SmartCloud Notes for and calendar, with Traveler for mobile, and calendar synchronization, and IBM Connections Docs for Collaborative editing IBM Connections Cloud S1 Step-Up D0NQ8LL IBM Connections Cloud S1 Step-Up Authorized User Per Month* Everything in IBM Connections Cloud S2 plus the ability to use both IBM Verse and IBM SmartCloud Notes for and calendar, with Traveler for mobile, and calendar synchronization, and IBM Connections Docs for Collaborative editing *Discounted for users with active Subscription and Support IBM Connections Cloud S2 D0NPULL IBM Connections Cloud S2 for Enterprise Deployment Authorized User Per Month Security-rich social collaboration including file sharing, personal dashboard, communities, activities, meetings and instant messaging IBM Connections Cloud S2 Step Up D0NPXLL IBM Connections Cloud S2 for Enterprise Deployment Step Up Authorized User Per Month* Security-rich social collaboration including file sharing, personal dashboard, communities, activities, meetings and instant messaging *Discounted for users 13

14 with active Subscription and Support IBM SmartCloud Notes D0NQMLL IBM SmartCloud Notes Authorized User Per Month Security-rich , calendar and contacts IBM SmartCloud Notes Step Up D0NQTLL IBM SmartCloud Notes Step Up Authorized User Per Month* Security-rich , calendar and contacts *Discounted for users with active Subscription and Support IBM SmartCloud Notes Entry D0PRBLL IBM SmartCloud Notes Entry Authorized User per Month Security-rich , calendar and contacts in a webbased interface IBM Mail Dual Entitlement D1HY2LL IBM Mail Dual Entitlement Only Authorized User per Month Two services in one: 1) Customer deployed mail, calendar and contacts 2) Cloud based mail, calendar and applications optimized for the cloud and mobile that allows you to track actions that need your attention and prioritize based on analytics IBM Dual Entitlement for Mail & Social Collab D1HYBLL IBM Dual Entitlement for Mail & Social Collaboration Authorized User per Month Two services in one: 1) Customer deployed mail, calendar, contacts and applications, Connections social collaboration and Sametime real time collaboration 2) Cloud based security rich social collaboration including file sharing, personal dashboard, communities, activities, meetings, instant messaging, mail, calendar and applications optimized for the cloud and mobile that allows you to track actions that need your attention and prioritize based on analytics, and collaborative document sharing IBM Mail Dual Entitlement D1HY5LL IBM Mail Dual Entitlement plus 14 Two services in one:

15 plus Applications Applications Authorized User per Month 1) Customer deployed mail, calendar, contacts and applications 2) Cloud based mail, calendar and applications optimized for the cloud and mobile that allows you to track actions that need your attention and prioritize based on analytics IBM Mail Dual Entitlement plus App and S1 D1HY8LL IBM Mail Dual Entitlement plus Applications and S1 Authorized User per Month Two services in one: 1) Customer deployed mail, calendar, contacts and applications 2) Cloud based security rich social collaboration including file sharing, personal dashboard, communities, activities, meetings, instant messaging, mail, calendar and applications optimized for the cloud and mobile that allows you to track actions that need your attention and prioritize based on analytics, and collaborative document sharing Can orders be cancelled? No Regardless of billing frequency chosen, clients are responsible to pay IBM for the total contract term (number of months) they signed up for If a customer pays up-front for the service, and then cancels at some point, does IBM refund the unused portion for remaining Term? No What is Overage? Overage is a feature which allows customers the flexibility to provision more users than they have initially ordered/are entitled to, without fear that they will run out of seats or that they will need to stop their deployment to order more seats. Instead, customers can use the Overage feature to continue their deployment and have IBM bill them for their excess usage after the end of each month How are overages calculated? Overage is typically priced at a 25% premium to the standard per-user price. Clients can see how many users are in overage at any time using our administration tool, and they can avoid Overage charges by purchasing additional Cisco entitlements. 15

16 How/when are clients informed of overages? A client can always check their latest Overage use through the Connections Cloud administrator interface for their subscription status. If a customer goes into Overage, they will be invoiced one month in arrears for the amount of subscriptions deployed under the Overage part number. Why wouldn't a customer just order one seat and let overages handle their usage? The main incentive for the customer to plan their needs is financial. The premium for overage is significant, and is meant to handle periodic and temporary increases in usage. If usage steadily grows, they are far better off increasing their entitlement for the service. Also, sellers are not compensated on overage so it s in their best interests to have the overage seats moved into new subscriptions. How do we create compliance around number of users? We capture the entitlement on the customer order. Since customers can exceed user counts, we have a reconciliation process running monthly that checks against provisioned amount, and then charges an overage if applicable. How is auto overage covered without a purchase order? The terms for overage are covered in the Passport Advantage Agreement and Terms of Use. If, over time, the purchase order is not sufficient to coverage overages incurred by the customer, then the customer will be contacted to increase their purchase order. Will customers get a separate bill for Overages? If a customer is billed monthly, they will receive overage charges on their normal monthly bill. If they opted for a different billing frequency (up front, quarterly or annually), they will receive a separate monthly bill for overage. Note that overages and monthly billing occur in arrears. 16

17 PROVISIONING How does IBM provision through Cisco for my customers? Once an order is submitted in SQO, IBM sets in motion the standard provisioning process for the IBM products ordered. With the IBM Cisco Combined Offering, a second, simultaneous process executes whereby the provisioning information for the Cisco parts in the bundle is sent via APIs automatically to Cisco. Note that, depending on the Cisco parts being provisioned, additional configuration may be required by the organizational administrator in the Cisco system. An is sent to the main administrator on the subscription with details, including a link to the application to complete the Cisco configuration. Full activation of the subscription on both the IBM and Cisco sides cannot occur until this configuration is completed. Are full Provisioning details required before an order can be approved? The Provisioning Form is mandatory to fulfill Connections Cloud services. The template can be found on the Parts/Pricing tab in SQO/PGS and populated when order is submitted. CSG bypasses orders submitted without the provisioning form missing required data such as what type of order, how & when to provision. When provisioning of service is delayed it can misalign anniversary/coverage dates causing customer sat issues. Required fields for new orders: Required fields for everything else: a) admin name, phone #, address b) If admin has a guest account, need concurrence to delete c) Data Center (NA, EU, AP) a) Is order for new seats, replacement, add-on, etc. b) If replacement, what is it replacing (clients w/multiple CAs) c) When should new service start (If no date is mentioned, provisioning will occur when lines are released from legal holds 17

18 CUSTOMER SUPPORT Does IBM provide end-user support to customers and business partners? IBM shall provide First-Line Support to End Users for Combined Offerings sold by IBM directly or indirectly through Cisco Registered Partners. IBM shall provide centralized telephone and electronic contact points so that IBM partners that are Cisco Registered Partners and End Users may contact IBM regarding technical and support questions regarding a Combined Offering. 18

19 SALES SUPPORT What are some of the detailed features of Cisco Spark (M2)? Spark M2 has many features clients will experience. Business Messaging Subscribers can exchange messages and share files with another person or a group of people. Message anyone. Choose someone from their company directory or simply enter anyone s address and start messaging customers, partners, or anyone they need to work with. Cisco Spark storage is included with purchase. The amount of storage given will be the number of users purchased times 5 GB, which is pooled across users. In addition, the subscriber administrator will have access to administration capabilities and information, such as Single Sign-On (SSO), call logs, and usage reports. Basic Meetings Cisco Spark Basic Meetings (M2) include video and content sharing and take place within the Cisco Spark app with up to 25 users. Because these meetings are linked to a Cisco Spark message space, they are joinable via the Cisco Spark app and Cisco Spark devices. Capabilities include: Instant Cisco Spark meetings are initiated from within the Cisco Spark app with a simple click. When in the relevant space, simply click the Call activity circle. Once started, anyone in the space can join or add guests from outside of the space. Ability to join a scheduled meeting from the Cisco Spark app or any device registered to Cisco Spark. 19

20 What are some of the standard Cisco Spark (M2) included services? Spark M2 has many included services. Spark Included Service Voice over IP (VoIP) Cisco WebEx storage Cisco Spark storage Customer success Localization Branding Description Unlimited VoIP is included for the Cisco Spark conferencing service, except in restricted countries. Regulatory issues in certain markets may limit or restrict the use of VoIP. VoIP is restricted or limited in China, India, Indonesia, Kuwait, Russia, Saudi Arabia, South Korea, Turkey, and United Arab Emirates. If the VoIP service is ordered and is limited or restricted in the end customer s market, this product will not be provisioned as part of the Cisco Spark conferencing service. Cisco WebEx storage is cloud storage, including Network- Based Recording (NBR) storage and standard storage (files, documents, etc.). The amount of storage given will be 10 GB per C3 or M3 purchase for Cisco Spark Named User and 50 GB per C3 or M3 purchase for Cisco Spark Flex Plan - Employee Count or Shared Meetings. This storage is included only with C3, M3, and Cisco Spark Flex Plan - Shared Meetings purchases. The amount of storage given will be the number of users purchased times 5 GB and will be pooled across users. Enablement User management support Training guidance Service feature and function support Adoption, lifecycle, and optimization support General feature and usage support Implement change requests and customizations Escalation and retention support Identify up-sell opportunities Support in English (US), Chinese (Simplified and Traditional), French, German, Japanese, Korean, Portuguese, and Spanish (Latin America) during regular business hours For supported languages, refer to Meeting Center: Branded Cisco WebEx microsite included in C3, M3, and Shared Meetings purchases. Cisco Spark: Option to include logo on the About and Send Feedback/Support pages in the Cisco Spark app. What are some of the Cisco Spark (M3) included services? Cisco Spark M3 (powered by WebEx) provides the basic meeting capabilities to all clients who elect to buy Spark M3. However there are two additional services provided when clients purchase via the 20

21 Employee Count option. Using M3 with Employee Count clients also receive two services standardly: Cisco Training Center and Cisco Event Center Is Cisco Spark Care (K1) included with the Combined Offering? While Cisco Spark Care (K1) is not available within the IBM Cisco M3 combined offerings but of course all clients are provided with expert customer care via IBM Support What are the details of the audio conferencing add-on options: TEC, TEC+ and TEC+ Intl Cisco WebEx Audio supports the following flat-rate audio subscription plans as an add-on with the purchase of the M3 offers. In these plans, each entitled user has unlimited access to the specified services for a flat monthly fee per user. Only one audio plan from the flat-rate audio plans can be applied to a subscription. Toll User: Each entitled user has unlimited access to Global Toll call-in services. Local Toll call-in number(s) in approximately 27 countries are provided to enable participants to join a Cisco WebEx powered meeting (refer to the Cisco WebEx Audio Offering data sheet at for coverage details). Toll Plus User: Each entitled user has unlimited access to Global Toll call-in plus Bridge Country call-back services. Local Toll call-in number(s) in approximately 27 countries are 21

22 provided to enable participants to join a Cisco WebEx powered meeting, and participants can also join a Cisco WebEx powered meeting by having the meeting call them at the number they specify once they ve joined over the web. Bridge Country call-back coverage is available for the provisioned bridge country, which is one of the following: the United States and Canada or the United Kingdom or Singapore or India. Bridge Country is defined based on the customer s provisioned Cisco WebEx site locale, which is normally based on the customer s billing address and time zone; please note that provisioning to the India bridge is restricted to customers with headquarters in India (refer to the Cisco WebEx Audio Offering data sheet at for coverage details). Toll Plus International User: Each entitled user has unlimited access to Global Toll call-in plus call-back to these same countries plus call-back to India and China plus Bridge Country callback services. Local Toll call-in number(s) in approximately 27 countries are provided to enable participants to join a Cisco WebEx powered meeting, and participants can also join a Cisco WebEx powered meeting by having the meeting call them at the number they specify once they ve joined over the web. Call-back coverage is available to the same approximately 27 countries plus India and China. Bridge Country call-back coverage is available for the provisioned bridge country, which is one of the following: the United States and Canada or the United Kingdom or Singapore or India. Bridge Country is defined based on the customer s provisioned Cisco WebEx site locale, which is normally based on the customer s billing address and time zone; please note that provisioning to the India bridge is restricted to customers with headquarters in India; refer to the Cisco WebEx Audio Offering data sheet at for coverage details. NOTE: The subscriber must purchase a quantity of Toll or Toll Plus or Toll Plus International Users equal to the subscription quantity on the data service(s), and the audio subscription plans must all be the same; that is, you cannot mix Toll Users and Toll Plus Users within the same site. 22

23 Key IBM Contacts Jeff Seifert Worldwide Channel Sales Executive - Cisco Channel Leader IBM Collaboration Solutions jeffs@us.ibm.com Mobile: Office: Alan Hamilton Worldwide Channel Technical Sales Leader IBM Software Sales (Office) (Mobile) alan.hamilton@uk.ibm.com Alan Hamilton/UK/IBM 23

24 PARTNER ORDERING: Do I need to be both and IBM and a Cisco business partners to resell the solution? Yes. Even though this is only sold through IBM, Cisco requires business partners to register with a Cisco VAD to agree to the licensing and access Spark and WebEx training. Business Partners are not required to order or report through the Cisco VADs. How do I sign up as a Cisco business partner? What are the steps? Here is the direct link to Cisco Partner website - Follow the guidance for IBM partners in NewWayToLearn: How do I get enabled? You can get enabled with IBM through the Partnerworld New Way to Learn : If a partner registered a deal in the Cisco system, can they still sell the IBM part numbers? No, the integrated bundle is only offered for resale through IBM in which IBM partner discounts and incentives apply. Suppose a partner registers a deal in the Cisco system and then another partner registered the deal in the IBM system. Who will get the OI incentive? Again, the integrated bundle is only offered for resale through IBM in which IBM partner discounts and incentives apply. Cisco has a partner OI incentive for Spark deals. How will that work with the IBM solution? If a Cisco partner finds a Spark deal, registers it with Cisco and the upsells it to the bigger IBM solution with IBM part numbers, how will the incentives work? The integrated bundle is only offered for resale through IBM in which IBM partner discounts and incentives apply. BP A sold customer xyz a 3 year connections contract. Now customer xyz wants to add Verse and Cisco but BP A isn't a Cisco BP. How do we deal with that conflict? There s nothing preventing the IBM business partners from placing the order. Furthermore, there s no way within the IBM ordering system or Partnerworld SaaS Entry program to capture that. 24

25 How are we going to deal with the VAD issue especially in Europe. Many of the IBM partners use Arrow as their VAD but Arrow isn't a VAD for Cisco. How will that work? Orders will go through an IBM VAD (such as Arrow). The IBM VAD doesn t have to be a Cisco VAD. Note: When an IBM partner registers to be a Cisco registered partner, the partner must provide a Cisco VAD account # to confirm that the partner is able to transact through a Cisco Distributor and has the proper solutions training. However, that doesn t mean the partner must use this VAD when placing any order, including the integrated Cisco/IBM offer. As a Business Partner what are my margins/rebates? IBM Business Partners get compensated through the IBM Channel SaaS Entry Model 25

26 BENEFIT OF COMBINED OFFERING What are some of the specific integrated experiences with the combined offering An organization provisioned for the combined offering will be able to enable their end users to use Cisco Spark for Chat, with access easily from the IBM Verse and IBM Connections Navigation bar. End users will be able to Click to chat from the Important to me bar bubbles in IBM Verse and from the Business Card throughout Verse and IBM Connections. Under the combined offering, end users may also be enabled for Cisco Spark Advanced Meetings (WebEx) and will be able to pivot to their meeting room or meeting dashboard from the navigation menus in Verse and Connections. Users may specify their WebEx meeting as their default online meeting to be used in Verse Calendar entries and meetings can be launched or joined from the calendar bar on the desktop, as well as from the Verse mobile client. On ios devices, users will be able to easily share content from Connections files in Cisco Spark and WebEx meetings. Administrators can also manage user accounts from the IBM Connections Administrative pages. Are there ways to extend or customize the combined solution? Both platforms provide API s that would allow the solution to be extended. Developers wishing to build innovative solutions may use APIs provided by the IBM and Cisco Spark cloud platforms. 26

27 MIXING IBM AND CISCO FUNCTIONALITY SPECIFICS How can my customer use both IBM Chat and Cisco Spark or IBM Meetings and Cisco WebEx? For a customer to use both IBM Chat and Cisco Spark we recommend that they do NOT enable Spark integration via the administration panels. This will keep IBM Chat available to their end users and for those users entitled to Spark they can access it directly via Spark or a browser. Also, for web meetings, a customer administrator can choose to hide access to IBM Meetings (assuming the customer is entitled) or allow end users to view and access both options (if they are so entitled.) This latter option will allow users at a customer with dual entitlement to both IBM Meetings and WebEx access to both options as needed. Are the Cisco/IBM integrations cloud only? No, on-prem Jabber and WebEx can be integrated with on-prem IBM Connections for click-to-chat, click to call, and click to meet. Additionally, the integrations support Jabber presence awareness. These integrations are provided as a software asset deployed through a Lab Services project. The IBM Lab Services and Cisco Advanced Services teams are currently working on integrations to Spark. 27

28 ROADMAP IBM/CISCO COMBINED OFFERING What is your joint cognitive strategy? There was talk about the joint solution being "cognitively enhanced" yet I don't see any mention of cognitive elements, nor any use of Watson Work Services APIs within Spark. Currently Cisco Spark uses public Watson APIs in Spark bots/integrations - for example, Cisco has used these APIs in its event bot, and ISVs/partners have used Watson in bespoke customer apps. Working together - through the alliance IBM is providing Cisco with unique access to Watson and Watson Work Services engineers. Together we're exploring optimal approaches we might both take to integrate IBM cognitive capabilities with Cisco Spark. IBM Verse and Connections, as part of the joint solution, will continue to be enhanced in 2017 with cognitive capabilities. 28