Drive to Collab
Endpoint Refresh Program
Cisco Collaboration Technology Group
© 2014 Cisco and/or its affiliates. All rights reserved.
1
• Objective
• UC Endpoint Landscape
• Opportunity
• Endpoint Refresh Program
• Value Proposition
• Offers
• Scenarios
• Tools and Resources
Refresh UC Endpoints install base with new
Feature Rich and Cost Effective Endpoints
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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70% (41M) of install base is 7900 series phones
23M End of Sale phones
12M End of Sale
phones
18M Currently shipping phones
11M End of Sale &
End of Support
phones
Install Base : 60+ Million Cisco IP Phones
12 Million End of Sale
Models
11 Million End of Sale/Support
Models
6000000
4,9M
5000000
4000000
3,1M
3000000
1,7M
2000000
1000000
141K 258K
97K
214K
25K
0
These models are in End of Support state
• No TAC support
• No maintenance firmware releases
208K
4500000
4000000
3500000
3000000
2500000
2000000
1500000
1000000
500000
0
•
•
3,9M
3,6M
2M
496K
363K
282K
537K
534K
144K
These models are in sustaining-only mode
End of Support will be announced for the
above phones shortly
End of Sale/End of Support Endpoints
Refreshed Feature Rich Endpoints
(Intelligent Proximity, Bluetooth, WiFi)
Rich User Experience
(Wideband Audio, Hi-Res Display)
Opportunity to Video-enable your
desktop
Enhanced Operational Efficiency
(Energy Efficient/Green)
Attractive Trade-in Program
Refresh 1% of End of Sale
Install Base
Refresh 100% End of
Sale/Support Install Base
23M Endpoints
x $ 200
$ 46M Opportunity
*Based on FY15 mix of new models
11M Endpoints
x $ 200
$ 2.2B Opportunity
Guided Endpoint Refresh
Compelling Offers
•
Simplified Order and refresh
•
TMP promotion for phones
process
•
Collaborate Now for Video
Endpoint assessment Tools
•
Partner Incentives (OIP/SIP/VIP)
•
Comprehensive Support
Endpoint
Refresh
Focused Enablement
•
TAC Support
•
Partner Portal
•
PDI Help Desk
•
Collateral
•
Program Team Support
•
Trainings
© 2012 Cisco and/or its affiliates. All rights reserved.
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Ongoing
Standard Collaboration Offer
Time Limited Offer
Collaboration TMP Bonus for UC Endpoints
TMP Credit:
+15%
TP->TP Endpoints
UC->UC Endpoints
MCU/Video Conferencing
Or
TMP Credit
(Discount)
Cisco Eligible Products
for
TMP Credits
+20%
IP Phones*:
7821, 8811, 8841
+25%
IP Phones*:
7841, 7861, 8851, 8861
+30%
IP Phones*:
8831
Eligible Products
for Trade-in
Cisco IP Phone
7900 Series
(Desk Phones &
Conference Stations)
**Select models
TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts.
TMP Standard Offer Credits and TMP Bonus Offer Credits Cannot Be Combined for UC Endpoints in the Bonus Offer Program.
Final discounts determined by Cisco Account team.
Collaboration TMP Bonus for UC Endpoints
Tiered TMP Bonus Incentive by Model
30% Credit
25% Credit
• Up to 30% total TMP
credit
20% Credit
• TMP credits can be
stacked (up to 80% off GPL total +
VIP)
7841
7821
7861
8831
8811
8851
• TMP “Trade-in” eligibility
limited to 7900 Series
desk phone and
conference station installed
base
• TMP Bonus “Trade-to”
offered with select 78xx /
88xx models
• TMP standard program
rules apply (requires “Trade-in”
product return or certificate of
destruction/non-use)
8841
8861
• TMP Bonus offer period
expires January 31, 2015
TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts.
Collaboration TMP Bonus Credit amount is inclusive of all TMP Credit Discounts.
Final discounts determined by Cisco Account team.
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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
Open to all Cisco Partners—Gold/Silver/Premier/Select/Registered

Partners must register via Partner Program Enrollment (PPE) and accept the T & C’s
http://www.cisco.com/go/ppe

Available to Cisco account teams and all Tier 1 and 2 partners

Trade-In Quotes can be created by partners and Cisco


Partners use Cisco Commerce Workspace (CCW)

Cisco internal use SalesForce.com (SFDC)
Available through Jan 31, 2015 to all partners
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• The net credit amount is applied against
the adjusted list purchase amount after
applying the partner’s standard and
program discounts.
List Purchase Price
-
Customer / Partner Discount
= Normal price without program
• The credits are then applied up front at
the time of order as shown on the right:
-
Net TMP Trade-In Credit
= Final Discounted Price
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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Priced for Midmarket
Superior Audio Quality – Wideband
Audio Support
Lower Power Consumption
Customizable, Options: 2, 4 or 16
Lines
7821: $255;
7861: $395
7841: $365;
Brings mobile to the desktop with
Cisco Proximity for Mobile
Extensibility with
Key Expansion Modules and Jabber
on Mobile devices
Charge personal mobile devices
New ergonomic design with
5 inch high resolution displays
8811: $445;
8851: $595;
8841: $495
8861: $695
BOARDROOM
7800, 8800 Phones
2.5M EOS 7902, 7905, 7910, 7912 Phones
Example:
Refresh 7906 with 7821
Example:
Refresh 7910 with 7841
Partner List Price for 7821
$255
Partner List Price for 7841
$365
Partner Standard Discount
42%
Partner Standard Discount
42%
OIP / TIP Discount
8%
OIP / TIP Discount
8%
TMP Discount
20%
TMP Discount
25%
Final Partner Upfront Discount
70%
Final Partner Upfront Discount
75%
Partner Net Price
$76
Partner Net Price
$91
8M EOS 794x, 796x Phones
7800, 8800 Phones
Example:
Refresh 7960 to 8851
Partner List Price for 8851
$595
Partner Standard Discount
42%
OIP / TIP Discount
8%
TMP Discount
25%
Final Partner Upfront Discount
75%
Partner Net Price
$148
HD Audio enables high quality
in-room collaboration
Greater Flexibility support for
wired and wireless microphones
Greater scale with Daisy
Chaining support
New ergonomic design with
3.5 inch displays
8831: $1395
BOARDROOM
234K End of Support 7935, 7936 Phones
8831 Conference Phone
Example:
Refresh 7935 to 8831
Partner List Price for 8831
$1395
Partner Standard Discount
42%
OIP / TIP Discount
8%
TMP Discount
30%
Final Partner Upfront Discount
80%
Partner Net Price
$279
7960
DX80
7940
7910
DX70
DX650
7935/36
Speaker Track 60
MX200/300
MX700/800
Recommended version CUCM 9.1 or higher
Video Empower Every Desk and every Meeting Room
List
Price
WebEx
Jabber
DX 650
DX 70
DX 80
EX60
EX90
$0-$89
per user
No Cost
$1,695
$2,750
$3,990
$8,970
$12,870
SX10
List
Price
$3,990
SX20
$7,900 $11,900
SX80
$17,900 $30,500*
Speaker
Track 60
MX200
MX300
$15,900
$17,900 |
$23,900
MX700
MX800
MX700
MX800
Single Camera
Dual Camera
$49,900
$55,900
Desk Space Transformation
Quiet Room,
Hot Desking
Knowledge Worker,
Executive
Remote Expert,
Teleworking
Meeting Room Transformation
Development Room
Meeting Room
Briefing Area
DX80
7940
7960
Example: (US)
Refresh 7960 to DX80
Example: (US)
Refresh 7940 to DX70
Partner List Price for DX70
Collaborate Now
Partner Net Price
DX70
$2750
60%
$1100
Partner List Price for DX80
Collaborate Now
Partner Net Price
$3990
60%
$1596
7935/36
SX10
7935
Example: (US)
Refresh 7935 to SX10
Partner List Price for DX70
Collaborate Now
Partner Net Price
$3990
60%
$1596
Readiness Assessment iPad App
iPad App: https://itunes.apple.com/us/app/id650114526
Web Tool: http://tools.cisco.com/cucst/upgrade/index.jsp
•
CUCM v9.1 and v10.5
•
Unity/Unity Connection
•
Contact Center Express
•
MeetingPlace
•
Presence Server
•
Attendant Console
•
License Count Usage report
•
Support and Collateral for
BE6000/BE7000
•
English, French, German, Spanish,
Portuguese & Mandarin support
One-stop shop for Endpoint
Refresh Resources
•
Endpoint Refresh Program Info
•
Value proposition
•
Promotions and Offers
•
Forums and support community
www.cisco.com/go/drivetocollab
Refresh
UC Endpoints
install base with new
Endpoint
Refresh Program
Cost Effective and Feature Rich Endpoints
Endpoint Refresh - Deal Mechanics
1
Program Enrollment
© 2012 Cisco and/or its affiliates. All rights reserved.
2
Quote Creation
3
Ordering
4
Returns
Cisco Confidential
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1
Program Enrollment
2
Quote Creation
3
Ordering
4
Returns
• Annual Enrollment through Partner Program
Enrollment (PPE)
http://www.cisco.com/go/ppe
• Read and Accept Program T’s and C’s
© 2012 Cisco and/or its affiliates. All rights reserved.
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1
Program Enrollment
2
Quote Creation
3
Ordering
4
Returns
• Partner:
Create Quote in Cisco Commerce Workspace (CCW)
www.cisco.com/go/ccw
• Cisco:
Approve CCW Quote or Initiate Quote Through
SalesForce dotcom (SFDC)
© 2012 Cisco and/or its affiliates. All rights reserved.
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1
Program Enrollment
2
Quote Creation
3
Ordering
4
Returns
• Direct Orders:
-Partner Places Order and Provides Deal ID and
TMP Quote Number
-Must Select “Trade-In” as the Order Type
• Two-Tier Orders:
Partner Places Order Against Approved
Distribution Authorization ID (DART)
© 2012 Cisco and/or its affiliates. All rights reserved.
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1
Program Enrollment
© 2012 Cisco and/or its affiliates. All rights reserved.
3
2
Quote Creation
Ordering
4
Returns
•
Return Materials Authorization (RMA) Notification
(Listing
Traded-In Products) is Sent to the Partner when Last
Purchased Product Is shipped
•
Schedule Pick-Up Requests Using the Product Online
Web Returns (POWR) Tool
•
Trade-In Products Are Due Back to Cisco Within 180
Days of RMA Notification
•
Certificate of destruction required if not returned
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Landing Page for All Drive to Collab Resources
Customer Landing Page: http://www.cisco.com/go/cucmupgrade
Partner Landing Page: http://cisco.com/go/drivetocollab
TMP Promotion: www.cisco.com/go/tmp
Support Alias for Drive to Collab Questions
Drive to Collab Program Team: ask-drive-to-collab@cisco.com
TMP Team: tmpcollab@cisco.com
© 2012 Cisco and/or its affiliates. All rights reserved.
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Take UC Endpoints to the next
level – extensible value and
performance
Lead with business conversations
Accelerate Endpoints Refresh
© 2012 Cisco and/or its affiliates. All rights reserved.
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33
Thank you.
78xx Key Features
CUCM 8.5.1+
BE6K 8.6.x+
CP-7821
CP-7841
CP-7861
396 x 162
Mono (3.5”)
396 x 162
Mono (3.5”)
396 x 162
Mono (3.5”)
10 / 100
10 / 100 / 1000
10 / 100
Programmable Line Keys
2
4
16
Programmable Soft Keys
4
4
4
Headset Port
✔
✔
✔
EHS Support (AUX)
✔
✔
✔
Full Duplex Speakerphone
✔
✔
✔
Wideband Audio
✔
✔
✔
POE Class
1
1
1
SIP
SIP
SIP
✔
✔
✔
$255
$365
$395
Display
Ethernet Switch
Protocol
Replaceable Bezel
List Prices
35
88xx Key Features
CP-8811
CP-8841
CP-8851
CP-8861
Display
800 x 480
Greyscale(5”)
800 x 480
WVGA (5”)
800 x 480
WVGA (5”)
800 x 480
WVGA (5”)
Ethernet Switch
10 / 100 / 1000
10 / 100 / 1000
10 / 100 / 1000
10 / 100 / 1000
Programmable Line Keys
5x5
5x5
5x5
5x5
Programmable Soft Keys
4
4
4
4
Headset Port (RJ9)
✔
✔
✔
✔
EHS Support
✔
✔
✔
✔
Full Duplex Speakerphone
✔
✔
✔
✔
Wideband Audio
✔
✔
✔
✔
Integrated Bluetooth
✔
✔
USB
✔
✔
✔(2)
✔(3)
KEM Support
Wifi
✔
External Audio Port
✔
POE Class
Protocol
List Prices
2
2
3
Key Module
18 * 2 Pages = 36
4
SIP
SIP
SIP
SIP
NTE: $445
$495
$595
$695
NTE: $490
36