Cisco Unified
Communications
Licensing
Enhancements
John Sunzeri, Product Manager
June 3, 2010
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Agenda
Cisco User Connect Licensing
• What is it
• Benefits to you & customers
• Pricing for Specific Applications
• Migrating to User Connect Licensing
• 3 & 3 Upgrade Offer
• User Connect Licensing and Video
Cisco Unified Workspace Licensing
• Enhancements
• Price changes
• Promotion
• Resources and Promotion
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Cisco User Connect Licensing
WHAT
HOW
• Method of purchasing a la carte
(individual products) by licensing per user
• Most Unified Communications products
• Prices change to include software and
licensing per user:
IP telephony, mobility, conferencing,
presence, clients and messaging
• Customers can migrate from basic DLU
to User Connect Licensing
• Combine User Connect Licensing with
Unified Workspace Licensing in the same
cluster
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• Count number
of users and
public space /
analog devices
WHEN
• Available as
products in
Unified
Communications
System Release
8.0 become
available
• Note: Cisco
Unified
Communications
Manager (UCM)
will offer UCL
beginning with
UCM 7.1.5
3
Products Not Available for User Connect
Licensing
Not moving to user-based license:
• Cisco Unified Contact Center Enterprise
• Cisco Unified Customer Voice Portal
• Cisco Unified IP IVR
• Cisco Unified Videoconferencing
• Express products –
Unified Communications Manager
Express, Cisco Unity Express, etc. (Cisco
Unified Contact Center Express already
follows a user-based licensing model)
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Partner Benefits
Improves ease of doing business with Cisco
• Easier to order the customer solution - no need to quote server
software, DLUs, ports, options
Reduces operational costs
• Easier implementation, management and configuration of licenses
Increases opportunities
• Easier to reach and talk with new decision makers
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Customer Benefits
Offer the right applications to the right
users to maximize value
Flexible
Easier to acquire and add applications as
business need dictates
Simple
Ensures consistent pricing across the
portfolio
Increased Productivity
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Less time to track and manage licenses
6
Things to Know
 Cisco Unified Communications System Release 8.0 will only be
available with User Connect Licensing
 Both a la carte and subscription (UCSS) upgrades are supported in
User Connect Licensing
 A la carte upgrades are now based on the User Connect Licenses
the customer owns
 Mostly, Unified Communications Software Subscription
will be much more economical way for
customer to plan and budget for upgrades
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License Enforcement
 Leverages the existing (pre-8.0) license enforcement mechanisms
 You order User Connect Licenses. We ship and enforce DLUs.
 Select those most likely used in first 12 months after deployment
 Future - products will become “user-aware.” At that point,
additional enforcement will happen. If you fail to comply with the
rules today, the customer may be impacted in the future.
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Pricing for Specific
Applications
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IP Telephony and User Connect Licensing
 IP Telephony licensing model shifting from device licensing (DLU)
to User Connect Licensing (UCL)
 Enhanced IP User list price: $210/user
 Basic IP User list price: $125/user
 Cisco Unified Communications Manager Business Edition User:
$235/user
 Public Space, Analog Users (same as CUWL):
Public Space User list price: $150/user
Analog User list price: $40/user
 All users in Cisco Unified Communications Manager will now have
combination of above licensing and/or CUWL licenses.
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More on IP Telephony Users…
 Basic IP User is intended for analog->IP migrations or
other users requiring few IPT capabilities.
License limited to 6901, 6911 models
 Enhanced IP User is principle license for IPT user and
is not limited by phone model. License for single Cisco
IPT or third party phone of any model.
 Adjunct User License can be added to Enhanced IP
User license for additional endpoint, softclient or mobile
phone. List price $85/user.
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Messaging and User Connect Licensing
 Unity Connection list price: $75/user
 Unity list price: $100/user
 Includes EVERYTHING: unlimited ports, high
availability/failover, languages, integrations, etc.
 Simply count required mailboxes and multiply by price
point
 Price points facilitate Unity Connection as the lead
messaging product
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Conferencing and User Connect Licensing
Conferencing model shifting entirely from concurrent users (ports) to
user-based (profiles)
Audio user list price: $80/user
Video user list price (in addition to audio): $30/user
Web conferencing separate in 8.0 (WebEx and on-premise). Not
part of base Unified MeetingPlace 8.0 product
Port ratio for Cisco Unified MeetingPlace 8.0: 1 port for every 10
users, and WebEx Meeting Center is 4 internal ports and 1 external
port for every 100 users for the period of 36 months.
Port ratio for Cisco Unified MeetingPlace 7.0: 1 port for every 10
users for audio and video, and 1 port for every 20 users of web
conferencing
Simply count how many people need to schedule meeting and order
a user for each
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Presence, Clients and User Connect
Licensing
 Presence is $60/user
 No server license or DLUs required for presence -- $60
is all included
 Client pricing is unchanged– it was already user based
 A client is treated like a phone
If it is a first phone, the enhanced IP phone license
covers it
If it is a second phone, it is an adjunct device
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Mobility and User Connect Licensing
 Mobile communicator client list price is $50/user
 Includes the client and server license and access rights
 Dual mode phones are $150/user ($200 for full UC)
 Single Number Reach (SNR) included in Enhanced and
Basic User licenses (does not require additional adjunct
licenses)
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Migrations to User
Connect Licensing
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Case 1 - Migrating From DLU to UCL + CUWL

Scenario: Customer migrating from Unified Communications
Manager to UCL + CUWL STD cluster. No current UCSS.

Migration Path: Order appropriate migration part numbers, mixing
CUWL and UCL as desired, and mandatory UCSS/ESW on all
users.

May take advantage of promo pricing in this case for UCL users.
Migration Path
UCM 7.1(4) or earlier
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Order:
- 500 IP Phones
- 250 User Connect License
Migration part numbers
(promo price)
- 50 Public
Space, Analog
devices
- 250 CUWL STD Migration
part numbers
(550 total users)
-50 Public Space/Analog
© 2009 Cisco Systems, Inc. All rights reserved.
Migration part numbers
UCSS on all users
Cisco Confidential
UCM 8.0
- 250 User Connect
Licenses
- 250 CUWL STD
Licenses
- 50 Public Space,
Analog Devices
(550 total users)
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Case 2 – Migrate From Multiple CUWL + DLU
clusters TO Single CUWL + UCL Cluster
Order:
CUWL on UCM 7.1(4)
- New software version via
Product Upgrade Tool
(PUT)
AND
CUWL + UCL on UCM 8.0
Order:
DLU on UCM 6.x
- 500 CUWL
Users (CUWL
cluster)
500 IP Phones
with DLU’s (DLU
cluster)
- 50 Public
Space, Analog
devices
Presentation_ID
(1050 total users)
© 2009 Cisco Systems, Inc. All rights reserved.
-User Connect
Licensing Migration
part numbers, OR
CUWL Migration
SKU’s as desired
-500 CUWL
Licenses
-Public Space, Analog
Migration part number
- 50 Public
Space, Analog
Devices
-UCSS on all part
number
(1050 total users)
Cisco Confidential
-500 User
Connect
Licenses
18
Case 3 – Customers with existing UCSS

Order software copies via Product Upgrade Tool
(PUT)

UCSS was already user based

Customers upgrade to UCL based on UCSS
Upgrade Path
UCM 8.0
UCM 7.1(4) or earlier
500 IP
Phones,
2000 DLU
Order upgrade
via PUT
(500 users)
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500 User
Connect
Licenses
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Case 4 – Customers without UCSS, option 1

Buy user-based upgrade

Pay full upgrade price for each user, typically 50% of
new user cost

Now migrated to UCL on the new version
Migration Path
UCM 7.1(4) or earlier
500 IP
Phones,
2000 DLU
(500 users)
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© 2009 Cisco Systems, Inc. All rights reserved.
UCM 8.0
Order 500 User
Connect
License
Migration part
number
Cisco Confidential
500 User
Connect
Licenses
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Case 4 – Customers without UCSS, option 2

Buy discounted user based upgrade (with 3 & 3 Upgrade offer)

Required to purchase 3 year UCSS contract at the same time

Now migrated to UCL on the new version

ALWAYS cheaper than the full priced upgrade, plus provides
future version upgrades
Migration Path
UCM 7.1(4) or earlier
500 IP
Phones,
2000 DLU
(500 users)
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© 2009 Cisco Systems, Inc. All rights reserved.
UCM 8.0
Order 500 User
Connect
License
Migration
discounted
part number +
UCSS
Cisco Confidential
500 User
Connect
Licenses
21
3 & 3 Upgrade Offer
What:
Upgrade to 8.0 using a new bundled package offer of $3/user* for license,
and 3 year Unified Communications Software Subscription** (UCSS) at
standard pricing
“3 & 3 Upgrade” offer is available for these select Cisco Unified
Communications 8.0 products:
- Cisco Unified Communications Manager and Business Edition
- Cisco Unity Connection and Cisco Unity to Cisco Unity Connection 8.0
(“3 & 3 Upgrade” offer does not apply to Cisco Unity 8.0)
- Cisco Unified Presence
- Cisco Emergency Responder
When:
Available as Unified Communications 8.0 products ship
Offer ends when each individual 8.0 product above reaches End of Sale
*Exception: $6 per user for Cisco Unified Communications Manager Business Edition migration pricing where user licensing
includes Unity Connection
** Cisco
Unified Communications
Essential Operate
Service (ESW) is required with UCSS
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3 & 3 Upgrade Offer (cont’d)
How to position the offer:
- Always lead with CUWL migration
- CUWL includes version upgrade at no additional charge
- CUWL migration can be mixed with 3 & 3 Upgrade and
User Connect License
- Every upgrade discussion is an opportunity to move any or
all of the customer’s users to CUWL
- If customers will not migrate to CUWL, then “3 & 3
Upgrade” should be the second option. Customers
always have the option to migrate to CUWL at a later
time.
- Third option is to purchase upgrade software (if offered)
priced at ~50% of User Connect Licenses
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“3 & 3 Upgrade” vs. User Connect License
Upgrade Value Comparison
 $10,200 in savings!
 PLUS you receive 3 years of UCSS, which provides you access to major
software upgrades as they become available
 “3 & 3 Upgrade” is clearly the cost-effective method of upgrading to 8.0
 UCSS provides even greater value if upgrading more than once during a 3
year period. Cost savings result in $27,500!
UCL Pricing for 100 Users*
3 & 3 Upgrade Offer for 100 Users*
UC Product
UCL 8.0
Upgrade
Price
UC Product
$3 / User
Upgrade
Offer Price
3 year
UCSS Price
Cisco UCM
$105/user
Cisco UCM
$3/user
$26/user
Cisco Unified Presence
$30/user
Cisco Unified
Presence
$3/user
$16/user
Cisco Unity to Unity Connection 8.0
$38/user
Cisco Unity to Unity
Connection 8.0
$3/user
$20/user
Total Cost
$17,300
Total Cost
*This assumes the customer already has Cisco Unified
Communications Essential Operate Service (ESW)
UCM
– Unified Communications
Manager
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$900 + $6200
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$7,100
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User Connect
Licensing and Video
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Changes to Video Licensing
 ‘Video only’ deployments of Unified Communications Manager
will remain
 Increasingly video deployments will co-exist with
customers’ production voice deployments
 Video endpoints will be licensed as users
• Several license types for video only and mixed voice/video clusters
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Video User Connect Licensing
 Video Desktop User list price: $295/user
For any video device on user’s desktop.*
 Video Telepresence Single Screen User list price: $650/user
For a single screen conference room unit.*
 Video Telepresence Multi-Screen User list price: $1,100/user
For a multi-screen conference room unit.*
 Telepresence Only Starter Bundle list price
$14,750
Includes 2 Cisco Unified Communications
Manager nodes, 50 Video Desktop Users.
* Added
in lieu of©Basic
orSystems,
Enhanced
IPreserved.
User License.
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Enhancements to
Cisco Unified
Workspace Licensing
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Enhancements
Addition
Edition
Cisco WebEx Meeting Center (external)
and Cisco WebEx Node for MCS (internal)
Professional Edition
4 internal and 1 external port per 100 users for 3-years license term
Cisco Unified Communications Manager,
Session Management Edition
Professional Edition
1 session for every 5 users
Unified MeetingPlace 7.0: 1 port for every 10
users for audio and video, and 1 port for every
20 users of web conferencing.
Unified MeetingPlace 8.0 is 1 port for
every 10 users
Cisco Intercompany Media Engine
Professional Edition
All Editions
(Business, Entry, Standard, Professional)
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Price Changes
CUWL Edition
Price Change
Professional Edition
Increase from $425 to $500 per user
Professional Edition –
Unified Communications Software
Subscription
Decrease from $125 to $100
for 3-year term
Standard, Business, Entry
No change
Net $50 increase over 3 years gives you:
• More than twice as much audio and video conferencing
• More web conferencing with a choice
A. Cisco Unified MeetingPlace web conferencing, or
B. Cisco WebEx Web Conferencing for 3-years
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WebEx Node for MCS
WebEx with Unified MeetingPlace Option
Performance
Bandwidth
Policy, Security
External
Internal/VPN
WebEx Node
WAN
Cisco WebEx
Collaboration
Cloud
for MCS
MeetingPlace Audio/Video
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Benefits
More flexible than ever!
 Combine User Connect Licensing with Unified Workspace Licensing
 No separate cluster when ordering Unified Workspace Licensing
 User Connect License migration options are available
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Things to Know
 Must purchase Cisco WebEx Node for MCS to get Cisco WebEx
Meeting Center
 Can order more Cisco WebEx internal and external ports
 Must purchase Unified Communications Software Subscription
(UCSS) for all users when mixing CUWL+ User Connect Licensing
 Unlimited ports - audio conferencing now entirely user based
 Messaging failover now included in UCL.
No longer an extra “option”.
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Existing Professional Edition Users
 Request additional audio and video ports –
email cuwl-support@external.cisco.com
 Can access Cisco WebEx Meeting Center and Cisco WebEx Node
for MCS for duration of UCSS contract
 CUWL Professional future-proofs the customer’s investment in
Cisco conferencing
 Take advantage of Cisco Intercompany Media Engine
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•Resources and
Promotion
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Getting Started
Review resources available
Contact existing CUWL users about new enhancements
Ensure your organization can support the new licensing
model
Start selling today!
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Promotions
 CUWL Migrate NOW promotion
- Provides 50% discount on select CUWL migrations license
SKU’s to close deals to migrate installed base. This is a price
change in the price tool and discount will
be
reflected in all incoming orders.
- Available in all theaters.
- Effective September 8, 2009 to July 31, 2010
 3 & 3 Upgrade Offer
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Resources
 User Connect Licensing
www.cisco.com/web/partners/sell/technolo
gy/ipc/integratedsolutions/user_connect_licensing.html
 Cisco Unified Workspace Licensing
www.cisco.com/web/partners/sell/technolo
gy/ipc/integratedsolutions/workspace_licensing.html
 Licensing Partner Community
www.myciscocommunity.com/community/p
artner/collaboration/licensing
 Partner Email Alias
UCL-support@external.cisco.com
CUWL-support@external.cisco.com
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