Cisco Quick Hit Briefing
Cisco Jabber versus Microsoft Lync
Brent Morrison, Carl Wagner – Cisco Systems
Mar 30th, 2013
Alternate voice access:
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Toll-Free: (866) 432-9903
Enter Meeting ID: 200 721 977
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© 2012 Cisco and/or its affiliates. All rights reserved.
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 Introduction
 Quick Hit Overview
 Introducing Cisco Jabber
Agenda
 Cisco Jabber
and Aspects of Microsoft
 Promotions
 Summary, Resources
 Conclusion
© 2012 Cisco and/or its affiliates. All rights reserved.
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What Is a Quick Hit Briefing?
• A weekly partner briefing series designed for
Cisco Commercial Territory partners
• Concise, relevant updates on:
Cisco products and solutions
Partner programs and promotions
Partner Enablement – Demand Generation,
Selling Skills, Closing Tools, etc.
• Next Quick Hit Briefing:
Don't Lose on Price - Cisco Certified Refurbished Equipment
Thursday June 6th, 9:30 ET
https://ciscosales.webex.com/ciscosales/j.php?ED=221132187&RG=1&UID=20058855
92&RT=MiMxMQ%3D%3D
© 2012 Cisco and/or its affiliates. All rights reserved.
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Quick Hit Briefing Schedule
http://cs.co/quickhit/
Date
Topic
Date
Topic
Oct-18
Cisco BYOD Update
Mar-28
Telepresence Opportunity for SMB Partners
Oct-25
Holy Promotions Batman - Promotions Update
Apr-04
Strategic Upselling with Cisco
Nov-01
"I've Got Moves Like Jabber" Update
Apr-11
Business Edition 6000 Deep Dive
Nov-08
Unified Computing System Overview
Apr-18
The Evolution of Wireless to 802.11ac
Nov-15
Who's On First? - Navigating Cisco Resources
Apr-25
Demand Generation Events - How to Be Successful
Nov-29
Demand Generation Ideas and Execution
May-02
Financial Selling for Dummies
Dec-06
Cisco "Gear Up" Year-End Sales Opportunity
May-09
Cisco Telepresence - Can You See Me Now?
Dec-13
WebEx Update - The $$ Opportunity You Are Missing
May-16
Borderless Networks - Building a Foundation for Success
Jan-10
Customer Intelligence Systems - Contact Center Update
May-23
Close More Deals with Cisco Capital
Jan-17
Business Edition Update - 3000 and 6000
May-30
Cisco Jabber versus Microsoft Lync
Jan-31
UCS Update - New release, features, pricing, etc
Jun-06
Don't Lose on Price - Cisco Certified Refurbished Equipment
Feb-07
Catalyst Switching Update
Jun-13
Unified Computing System Deep Dive
Feb-14
Security Update - ASA, Anyconnect, ISE, Ironport
Jun-20
Maximize Your Cisco Services Potential
Feb-21
BE6000 Update and New Express Collaboration Specialization
Jun-27
Maximizing Profitability with Cisco
Feb-28
21st Century Contact Centers
Jul-11
Learn to Sell, Demo, and Close more deals with BE 6000
Mar-07
Cisco Wireless Portfolio Update
Jul-18
Cisco Wireless Portfolio Update
Mar-14
HP Competitive Update
© 2012 Cisco and/or its affiliates. All rights reserved.
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Introducing Cisco Jabber
© 2012 Cisco and/or its affiliates. All rights reserved.
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Moves Like Jabber
http://www.youtube.com/watch?v=iEPTlhBmwRg
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Cisco Jabber -The Power to Collaborate
All-in-one UC Application
• Presence & IM
Collaborate from Any Workspace
• PC, Mac, tablet, smart phone
• Voice, Video, voice messaging
• On-premises and Cloud
• Desktop sharing, conferencing
• Integration with Microsoft Office
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Devices Share the Same Infrastructure
Cisco Jabber
Call Control: SIP
• Unified Communications
Manager (CUCM)
• Video Communication
Server (VCS)
© 2012 Cisco and/or its affiliates. All rights reserved.
Presence & IM: XMPP
Meetings, Conferencing
• Unified Presence
• WebEx (SaaS)
• WebEx Connect
service (SaaS)
• TelePresence MCU
Voice Messaging
• Unity Connection
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For More on Cisco Jabber…
Check out these past Quick Hit
Briefings!
• "I've Got Moves Like Jabber"
Update
Watch the replay
Review the presentation
• BYOD Update
Watch the replay
Review the presentation
• Check out Jabber on Cisco.com
Jabber on Cisco.com www.cisco.com/go/jabber
Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Jabber and
Aspects of Microsoft
© 2012 Cisco and/or its affiliates. All rights reserved.
Carl Wagner
Sr. Mgr., Business Development
Advanced Technology
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New Collaboration Experience
Intelligent
Contact Routing
Active
Collaboration Room
Virtual Teams
On-the-Go
Office Communications
Streamlined Workflows
Financial Expert
HD Recording Studio
Virtual Meetings
Expert On Demand
Lobby Ambassador
Training & Education
© 2012 Cisco and/or its affiliates. All rights reserved.
Events
Intercompany
Supplier Collaboration
Classroom
of the Future
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Agenda
• Business Value Approach
• Microsoft: Friend and Foe?
?
• Defining the Battlefield
• A Winning Strategy
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Business Value
Maximizing Collaboration Business Value a Three Part Equation
Drive Higher Value by
Integrating Capabilities
into Processes
III. Business
Transformation
+
I. IT
Efficiency
+
II. Labor
Productivity
Leverage Cost
Savings to Fund
Additional
Investments
Innovation
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Business Transformation
© 2012 Cisco and/or its affiliates. All rights reserved.
Why?
How?
Business
Challenges &
Opportunities
Solution Features
&
Qualified Benefits
So What?
Business Value
Case & KPI’s
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The Battle is for the Collaboration Client
The Battle Field:
• Business Transformation
• User Experience
The Weapons:
• Application Integration
• IM&P
• Conferencing
• Voice/Video
• Mobility
• Ease of use
• Licensing
• Architecture
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Microsoft Selling Strategy
UC
Soft
Client
Office
Familiarity
Experience
Reimagined
Brand
Licensing
Model
© 2012 Cisco and/or its affiliates. All rights reserved.
Create Value to Preserve Office Franchise (~45% of Profits)
Drive affinity towards rest of Microsoft portfolio
Capabilities
Hardware
Choice
Extensive
Partnering
Exchange
&
SharePoint
Active Directory
&
SQL Database
?
“Best On Windows”
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To quote the Master Strategist…
Hence that general is skillful in attack whose
opponent does not know what to defend
- Sun Tzu
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What are My Accounts’ Profiles?
Seats Deployed
100%
Conservatives
Committed
N-2 versions, sweat assets
Deployed 51%+ of users
multiple workloads
IM
P2P Voice/Video
Greenfield / Aspirational
IM
P2P Voice/Video
Conferencing Pilot
Lync Voice
Overbought
Down rev, <51% deployed for workloads or
users
Sametime
Jabber
IM Pilot
(Portion of Company)
0%
Users Licensed
© 2012 Cisco and/or its affiliates. All rights reserved.
100%
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Customer Types
Conservatives
Committed
N-2 versions, sweat assets
Deployed 51%+ of users, multiple
workloads
Seats Deployed
100%
COMMITTED
IM
P2P Voice/Video
MOC
IM
P2P Voice/Video
Conferencing Pilot
Lync Voice
Overbought
Greenfield / Aspirational
Down rev, <51% deployed for workloads or
users
EVALUATING
Sametime
Jabber
IM Pilot
(Portion of Company)
0%
Users Licensed
© 2012 Cisco and/or its affiliates. All rights reserved.
100%
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Let’s Examine the Approach
54% - Integration
33% - Licensing
7% - Features
Evaluating
Technical,
Political &
Emotional
Committed
© 2012 Cisco and/or its affiliates. All rights reserved.
Risk
85% - IM & P Only
15% - Voice/Video/Conf
Don’t Compete On IM/P Only
Use Traditional Motions
Scenario Demonstrations
Executives & LOB
All-Workloads… All Apps
De-fuse Competitive Tension
Situational Differences
Surround – UC Whitespace
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Dialog Framework – Non-linear…
Users
Experience
•
•
•
•
Simple UI
Intuitive/Easy
Functionality
Integrated
Experience
• Devices
• Desktop/Workspace
• Cross-platform
Business
Operations
•
•
•
•
•
•
Emp. Productivity
Use Cases
Critical Processes
Process Productivity
Customer Contact
Business Value
Business Impact
Line of Business
Culture
Innovation
Talent
Customer Expectations
Differentiation
Change Mgmt.
Intellectual Capital
Partnerships
© 2012 Cisco and/or its affiliates. All rights reserved.
Voice Team
•
•
•
•
•
•
•
•
•
•
•
Class of Service
Class of Restriction
Call Coverage
Scale “Golden
Phone”
PSTN Gateways
Endpoints
User Needs
Integrations
Conferencing
Recording
Mobility
DC/Network
Team
Video Team
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
Video Control
Quality
Bandwidth
Bridging
Management
Scheduling
Mobile
Capture
Transform
Share
Use Cases
Planning
Scale
Bandwidth
Virtualization
Quality
Security
Financial
•
•
•
•
•
•
•
Licensing
Operational Cost
Capital Expense
Leasing
UCaaS
Vendor Management
Impairment Risk
Real-time Communications Service Delivery
Value
IT Operations
Risk
Workflow
Complexity
Integrations
Compatibility
Uptime
Troubleshoot
Support
Upgrades/Lifecycle
Omissions Growth
Trapped Downturn
Results Leverage
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Microsoft Can’t Replace a PBX
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Survey says:
• Enterprise voice: “…62.3%, felt that Cisco was the leader in enterprise voice. Avaya was
second with 17.3%, "others" made up 10.6% and only 9% of the audience cited Microsoft… let's
be realistic here--they have a long way to go to catch all of the vendors, not just Cisco. It takes a
long time to do voice well, and Microsoft has an immature product here.”
• Audio and Web conferencing: “Cisco dominated in the survey, with 50% responding
Cisco was the leader, compared to 20% for Microsoft.”
• Enterprise video: “This is another area of UC where Cisco dominates Microsoft. The
survey showed that 54% of the respondents felt Cisco was the leader. If you compare Cisco's
video capabilities to that of Lync, it's not even worth comparing.”
• Mobile UC: “The big Achilles Heel for Microsoft here is their commitment to Windows
first…Cisco's mobility story also extends to the network, Microsoft's is all about the client…”
Source: ZK Research, February 2013
© 2012 Cisco and/or its affiliates. All rights reserved.
http://www.nojitter.com/post/240148879/fueling-the-cisco-versus-microsoft-fire
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Clear
the Puck
It’s
Let’s
About
Talk
the Dialog
• Understand the business processes that drive the need for current
features
• Build a common vision of the future
• Unhook Microsoft by showing that our vision is complete and our ability
to meet today’s mission-critical needs is superior to Microsoft
• Help IT be perceived as defending their company, not their Job
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Microsoft: “From the Living room to the
Boardroom”
“Today people adapt to the
• “Our vision puts people first”
•
Inadequate PBX feature set
•
Video users marooned by proprietary
protocols
requirements of
technology. Multiple
devices, applications and
networks each have their
own rules and identities
and require that we
conform to them.
Shouldn’t it be the other
way around? Our vision
puts people first”
•
Skype so proprietary that Lync interop is
still an aspiration
Tony Bates, President, Microsoft Skype
• Their vision might, but their
products…
Make people suffer from limits imposed by:
•
Dis-integrated product/support model
•
who ya gonna call?
© 2012 Cisco and/or its affiliates. All rights reserved.
Division
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Gartner Agrees on all points...
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Solution Comparison
Microsoft
IP Phones
Cisco
Video Endpoints
Network
Network
Support Contacts
Aastra 1-800-729-1872
SNOM Partner supported
Call Control
UC Gateways Polycom 888-248-4143
HP 800-334-5144
IBM 800-426-7378
Dell 888-242-0938
Audiocodes 800-735-4588
Dialogic 973-993-1443
Sonus 855-GO-SONUS
Hypervisor
Microsoft 800-642-7676
Servers
Cisco TAC 800-553-2447
Operating System
© 2012 Cisco and/or its affiliates. All rights reserved.
Video Endpoints
IP Phones
Database
UC Gateways
Call Control
Cisco TAC 800-553-2447
Servers
Hypervisor
Operating System
Database
Included with Call
Control
Included in
Call Control
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Thank You
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Promotions
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Collaboration
Breakaway PLUS
Mid-Market
Collaboration
Promotion
UC “9 & 3”
Upgrade Offer
• Competitive takeout (Avaya,
Microsoft, Mitel, Seimens, Polycom,
Lifesize, Telris)
• Upgrade of older CUCM
• All Collaboration Products including
video, Jabber
• 59 – 64%
• Cisco Capital 0%, 1%, 2% and 3%
financing offers
• Expiration: Apr 26, 2014
• Focused on BE6000
• Competitive or upgrade (any
competitor)
• Must include a BE6000
• Only specific products are included
(see link)
• Maximum of 1,000 users
• Expiration: July 27, 2013
www.cisco.com/go/
collaborationbreakaway
www.cisco.com/go/
mmcollabpromotion
http://www.cisco.com/web/
partners/sell/technology/ipc/9and3.htm
l
Up to 64% off list
Up to 65% off list
$9 UC upgrade
© 2012 Cisco and/or its affiliates. All rights reserved.
• $9 UC + 3 year UCSS
• Purchase UC product upgrades at
$9 per user per application
• $18 per user for Business Edition
w/Unity Connection
• Must purchase 3 year UCSS
• Expiration: July 27, 2013
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Jabber Now
Promotion
• For existing CUCM users
• Discounted purchase of Jabber licenses
• Full Jabber feature set – IM, Presence,
voice, video, softphone, etc
• CUCM 7.1.5 or 8.x users
• No UCL - Enhanced UCL + Jabber for
$210
• UCL or CUWL – Jabber for $95
• Expiration: Jul 27, 2013
http://www.cisco.com/web/
partners/incentives_and_promotions/jabber_
offers.html
Full Jabber
for as low as $95
© 2012 Cisco and/or its affiliates. All rights reserved.
Jabber for Everyone
Promotion
• IM, Presence and Jabber Mobile for
CUCM users at no add’l cost
• Unified Presence at no add’l cost for
UCM 7.1+ customers
• Requires CUCM licenses for 50+ users
and CUCM 7.1+, CUP 8.6.4
• Must place $0 license order; Upsell for
voice, video, VM integration
• Expiration: Ongoing
www.cisco.com/go/
jabberforeveryone
Deploy Jabber IM, Presence for
FREE
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Conclusion
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WebEx Collaboration
TelePresence
Customer Contact
Unified
Communications
Typical Multi-
Jabber IM and Presence
Cisco
Collaboration
Vendor
Challenge
Workspace Apps
Telepresence Video
Social Media
Customer
Collaboration
Unified Communications
One Vendor, Complete Portfolio
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Market Leadership
#1
Routing
Edge/Core/Access
#1
TelePresence
62%
50%
#1
Web
Conferencing
#1
Switching:
Modular/Fixed
#1
Wireless LAN
55%
#3
X86
Blade Servers
#1
Voice
68%
#2
Storage:
Area Networks
40%
#1
Security
17%
41%
32%
44%
Breadth and Depth of Technology Portfolio
Our Focus on Integration
Provides our Customers with a
Competitive Advantage
© 2012 Cisco and/or its affiliates. All rights reserved.
Our Diverse Product
Portfolio Means We’re
Here for the Long-Term
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Putting the Extraordinary Within Reach
Best
in Class
Comprehensive
Architecture
Open and
Interoperable
Proven
Video, Voice,
Conferencing
Secure, Scalable,
Cloud-ready
Investment
Protection
200,000+ Global
Customers
Social
Mobile
Visual
Virtual
INTEGRATED COLLABORATION EXPERIENCE
BUILT ON AN INTELLIGENT NETWORK
© 2012 Cisco and/or its affiliates. All rights reserved.
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Partner Resources
• Why Cisco is the Answer for Enterprise-Class Collaboration
http://www.cisco.com/en/US/solutions/ns1007/whycisco.html
• Jabber on Cisco.com www.cisco.com/go/jabber
• Partner Resource Page
http://www.cisco.com/web/products/voice/jabber_partner.html
• Sales and Marketing Resources
http://www.cisco.com/web/products/voice/jb_partner_sales.html
• Jabber for Everyone Promotion http://www.cisco.com/go/jabberforeveryone
• Cisco BYOD Smart Solution http://www.cisco.com/go/partnerbyod
© 2012 Cisco and/or its affiliates. All rights reserved.
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Thank You
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