Cisco Enterprise Agreement for
Collaboration – An Overview
Kausar Niyazee – Sales BDM, APJC
28th May 2014
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
1
Geo
Timeline
United States
Sep 2011
EU
Jan 2013
Canada
Feb 2013
ANZ
March 2013
Japan, India,
Mexico,
Brazil, Turkey
Feb 2014
• Extensive Country Vetting Process – Legal, Financial, GTM
• Steady Geo expansion over last 24 months
• Plans underway to bring Collab EA to additional APJC countries
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
3
Number of Contracts = 123
No. of Knowledge Workers (KW) covered ~ 2.1 Million
# KWs
Compounded Quarterly Growth
2,500,000
2,000,000
1,500,000
405%
75%
1,000,000
# KWs
500,000
-
KW
© 2014 Cisco and/or its affiliates. All rights reserved.
TCV
FY12 FY12 FY12 FY13 FY13 FY13 FY13 FY14 FY14 FY14
Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
Cisco Confidential
4
So, What is Collaboration
Enterprise Agreement?
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
5
Business Value
When an organization aspires
to a strategic relationship
based on Cisco’s Collaboration
architecture, an Enterprise
Agreement may be appropriate
As users require more application
rights to collaborate more effectively,
User Connect Licensing and CUWL
provide more inclusive, costeffective licensing options.
Enterprise
Agreement
Unified Workspace
Licensing
CUWL Standard, Pro
User Connect
Licensing
Voice Users, Video Users
Device Licensing
Phone Licenses, DLU’s
Device Licensing was appropriate as
customers migrate PBX to IPTel systems
Application Rights
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
Licensing
options
• Hosted opex
• On-premises Capex
• Managed services
HCS
RTU = Right to use
PAYG = Pay as you go
© 2014 Cisco and/or its affiliates. All rights reserved.
CUWL /
UCL
Collab EA
Cisco Confidential
7
SW access
Deployment
“Pay as you Go”
Enterprise Agreement
T
Transaction
$
Payment
SaaS
deployment
On-premise
deployment
T T T T T T T T
$ $ $ $ $ $ $ $
Characteristics
Time
• Software access limited
• Multiple transactions
• Pay and deploy over
time
© 2014 Cisco and/or its affiliates. All rights reserved.
T
$
$
$
Time
• Full software access
from day 1
• Strategic relationship
• Pay and deploy over
time
Cisco Confidential
8
Cisco Enterprise
Agreement for
Collaboration
Unlimited, enterprise-wide
access to
Collaboration Suites
The Cisco Enterprise Agreement for
Collaboration (Collab EA) provides software
deployment and service consumption rights
for an entire organization in a single,
co-terminated multi-year agreement
•
Productized suites containing software upgrade
subscriptions
•
“All you can eat” license and service consumption
(organic growth included)*
•
Fixed price with budget predictability
* Cloud Conferencing Suites have a 20% maximum growth cap (organic/inorganic)
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
• Price basis: Fixed price based on total
Knowledge Worker population.
Customer Collaboration Suite is based
on agents and ports.
Cisco Enterprise
Agreement for
Collaboration
Unlimited, enterprise-wide
access to
Collaboration Suites
Offer
Basis
• Comprehensive: Unlimited application
consumption without true-ups*
• Term: 3- or 5-year with periodic
payments (e.g. annual) via Cisco Capital
• Investment protection: Favorably
converts existing software and services
End of
Term
Available Suites:
•
•
•
•
•
•
•
• Perpetual rights to deployed on-premise
software
• Subscription, Technical Support, and
Advanced Services renewal options
Cisco Enterprise Agreement Unified Communications Suite
Cisco Enterprise Agreement TelePresence Multi-Party Suite
Cisco Enterprise Agreement WebEx On-Premises Suite
Cisco Enterprise Agreement HCS-LE Management Suite
Cisco Enterprise Agreement Customer Collaboration Suite
Cloud Conferencing Suite (Enterprise Edition)*
* Cloud Conferencing Suites have a 20% maximum growth cap (organic/inorganic)
Cloud Conferencing Suite (Meeting Center)*
© 2014 Cisco and/or its affiliates. All rights reserved.
Impacts EA
sales steps
Cisco Confidential
10
Fixed price based on
knowledge worker quantity.
(less installed base)
Installed Base
Contractors
Enterprise
Deployment rights
enterprise-wide…
organic growth included**
Employees
Knowledge Workers*
Employees
Unlimited, enterprise-wide
access to
Collaboration Suites
Enterprise
Contractors
Cisco Enterprise
Agreement for
Collaboration
*Concurrent Agents and IVR Ports for Customer Collaboration Suite
**Cloud Conferencing Suites have a 20% maximum growth cap (organic/inorganic)
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
Key capabilities
Cisco Enterprise
Agreement for
Collaboration
Unlimited, enterprise-wide
access to
Collaboration Suites
Unified
Communications
TelePresence
Multi-Party
•
•
•
•
•
•
Core UC and video call control
Messaging
Mobility
Emergency response
Multi-party video conferencing
Conference bridging resource management
& administration
•
•
Web conferencing
Audio conferencing
•
•
•
•
Web conferencing
Large events
Training sessions
Remote desktop support
•
•
•
Policy creation, MACD, and service activation
Real-time monitoring, troubleshooting, and testing
Historic quality, performance, technology
consumption and end-user trending
HCS-LE Management
•
•
•
•
Provisioning
Subscriber management
Monitoring, reporting and diagnostics
Capacity planning
Customer
Collaboration
•
•
•
•
Enterprise contact center platform & applications
Inbound/outbound call handling and reporting
Social media monitoring, queuing and workflow
Self-service, call routing platform and reporting
WebEx On-Premises
Cloud Conferencing
Prime Collaboration
Adoption Services available
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
12
Sources of Value
• Eliminate ongoing license
transaction costs
• Simplify license tracking /
management
• Unify global license models
• Eliminate renewal challenges
License
Simplicity
• Extend collaboration
capabilities to all employees /
devices
• Free organic growth*
• Free 20% inorganic growth
Value-add
Opportunities
• Collaboration software for
licensed users / devices
• Software upgrades
• Technical support
© 2014 Cisco and/or its affiliates. All rights reserved.
Soft-value
benefits
Hard-value
benefits
Baseline
Collaboration
Roadmap
Cisco Enterprise
Agreement for
Collaboration
Traditional a la
carte purchases
Enterprise-wide
coverage
* Cloud Conferencing Suites have a 20% maximum growth cap (organic/inorganic)
Cisco Confidential
13
Simplicity
• One transaction with no true-ups
• Single, world-wide, user-based license model
• Consolidated, co-terminated service coverage
Flexibility
• Enterprise wide
• Full set of Collaboration applications
• Future-proofed with updates / upgrades
Value
• Volume price, “extras” included
• All-you-can eat, growth included*
• Budget predictability
© 2014 Cisco and/or its affiliates. All rights reserved.
* Cloud Conferencing Suites have a 20% maximum growth cap (organic/inorganic)
Cisco Confidential
14
Thank you.