Cisco SaaS Partner Q&A Seminar Date: October 17th, 2017 Intended Audience: Cisco Partners and Distributors Cisco SaaS Partner Q&A Seminar We will start at 8:05 AM Pacific

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

Cisco Software as a Service Customers, Partners, Sellers Cisco Trainers Partner Q&A Seminar Objectives Partner Q&A Seminar - Ground Rules Accelerate our response time to your questions and capability requests Receive your feedback about the SaaS Annuity Platform firsthand Highlight new system functionality Enter questions into the Partner Q&A window Questions will be addressed in the order received Participants will be taken off mute when their question is addressed 360 Relationship My Stakeholders Feedback Manager Our objective is for Cisco to accelerate our response time to your questions and capability requests.  You’ll have direct access to SMEs on the call so you can get direct answers to any of your questions on SaaS.  We’d also like to use these seminars to highlight new system functionalities that have come online. If you do have any questions, please enter them into the Partner Q&A window instead of the Chat window.  We’ll answer questions in the order they’re received and we will take you off mute to answer your questions.  

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

and Partner Experience Software Operations Transformation Needs Research Source Market to Demand Lead to Opportunity Idea to Offer 1. Pre-sales Simplicity Thousands of SKUs simplified down to a few top-level offers Dynamic configuration tool to easily choose/configure options Purchase Receive Quote to Order Fulfill to Activation/ Provision Use Monitor to Usage 2. Billing Flexibility and Transparency Ability to choose between pre- pay and monthly billing options Usage and overage information clearly called out Customer and Partner Experience Pay Maintain Repurchase Renewal to Retention Issue to Resolution Invoice to Cash 3. Ongoing Ease of Doing Business One tool for quoting, configuring, provisioning, ordering, and managing subscriptions Retirement of legacy platforms SaaS is part of Cisco’s larger Software Operations Transformation program. I will provide more detail as we continue, but at a high-level this initiative will provide pre-sales simplicity, flexible and transparent billing options, and an easier, streamlined ordering experience, among other benefits.

What is SaaS? Software-as-a-Service defined SaaS is a software application delivered and managed as a service by a cloud provider like Cisco or a cloud enabler like a Partner. Instead of acquiring software licenses to run on their own systems, Customers access the application/service through the internet (cloud). WebEx Google Docs Salesforce Amazon Skype Gmail Wordpress Citrix Traditionally, software has been sold in the same manner as hardware. You purchase the software, purchase the license, then install and consume it on your own machine. Software as a Service (SaaS) takes software and delivers it to an end user via the internet, or, the cloud. Some common examples you’re aware of are: Email – traditional model was to have a desktop client (ie Outlook); SaaS model is Gmail Word processing – traditional model was to install Word on your PC; SaaS model is Office 365 or Google Drive/Google Docs

Features and Benefits: Traditional v. SaaS Traditional Model SaaS Model Software paid for up-front Capital expense (less flexible) Implementation expense and risk Annual maintenance costs Upgrade deployment costs Immediate ROI where you “Pay as you grow” Operating expense (more flexible) Minimal integration and implementation cost and risk No annual maintenance/support costs No upgrade deployment costs In particular – the SaaS model allows for: Ability to pay-as-you-grow Increased payment flexibility due to OpEx model vs. CapEx Reduced costs related to implementation and maintenance

Why Use SaaS Subscription Billing Platform (SBP)? Market Moving to Cloud OpEx Model New Platform SaaS Capabilities Subscription economy Shift from CapEx to OpEx Simpler and faster transactions Auto renewal flexible consumption So why move to a SaaS Subscription Billing Platform? SBPs feature simplified tools and processes that make your work easier by offering features like auto-renewal and flexible consumption options. /// Simplified Tools and Processes: GPL – thousands of SKU; GRA – form based process; Annuity – limited SKU multiple configurations Annuity is THE ordering platform for new offers

WX CMR & Endpoints What SBP Delivers CCW Simple UI & Support Resources SaaS, Hardware, and Service on one deal Deals qualify for partner programs Easy add-ons and modifications Flexible billing options Guided configuration Auto renewal True Monthly SaaS billing Renewals & Upsells Cisco’s Roadmap is to Move More Software Business to Annuity Cisco offerings enable system capabilities to support SaaS as an "offer" (called annuities) which includes products you’re already familiar with like WebEx and Spark which come with great features like usage-based services so you only pay for what you need, auto-renewing subscriptions which saves time and hassle at the end of a term. Guided SaaS Configuration is also available to ensure easy and accurate quoting for everyone, even if you’re new to SaaS. Buying on Annuity lets you have hardware, software, and services all in ONE deal. This one deal comes with easy add-ons, modifications, and replacements to help sellers respond to change requests mid-contract without having to wait to the end of the term or start over. /// A Single Deal (SaaS, HW, SW, Services all in ONE deal!) The deal registration, partner programs, DSA process (MDM), configuration, quoting and ordering process you know and love AND the BEST of GRA: Easy add-ons, modifications and replacements help sellers respond to change requests mid-contract, to easily make updates mid-term without having to wait to the end of the term or start over Flexible billing options without Cisco Capital Usage-based Services (variable audio, uncommitted and committed, overages, etc.) Auto–Renewing Subscriptions saving time and hassle at the end of a term AND a Guided SaaS Configuration to ensure easy and accurate quoting for everyone even if you’re new to SaaS   © 2015 Cisco and/or its affiliates. All rights reserved. 9

Capability Updates Net Changes Visible in CCW Subscription changes, modifications, and additions that have occurred throughout a subscription, including the billing impact, are now able to be seen with the click of a button in CCW. SaaS Invoice Simplification Portrait mode invoices Ability to sort charges by recurring, non-recurring, and other Elimination of redundant columns New summaries for commitment charges Addition of department charges in PDF invoice format New CSV columns for subscription ID, Site URL, SKU, and Commitment/Overage Other updates include billing contact editability and subscriptions with a grace period to renew To provide Partners with further clarity in when changing subscriptions, quotes, or orders in CCW, the Net Change view will be extended to include line-level billing to the SKU level to help show the impact to their bill. Further enhancements are planned for the December release.

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

Pre-submitted Questions Question One Question Are Cisco CSM (Customer Success Manager) the only ones who can provide usage reports for customers? Will partners have this ability in the future? How do you find out who the CSM are for customers? Answer The SaaS Subscriptions Tab within CCW allows all Users to see basic usage information. Cisco is now building in the Control Hub analytics on usage information which all Partners and Customers should have access to. In Control Hub, there are basic analytics and advanced analytics. The advanced analytics are part of Cisco’s Pro Pack offer.

Pre-submitted Questions Question Two Question If I add additional Users, what impact does it have on my existing agreement. Do I have to cancel my existing agreement? Answer No, do you not have to cancel your existing agreement. You can “Modify” your existing agreement with the following options: Have additional users co-term the existing agreement Restart your agreement

Pre-submitted Questions Question Three Question Where I can find information about what was changed in my subscription? Answer To find information about all the changes that have happened in your subscription, use the Subscription History functionality in Subscription Management. To access this functionality: Find your subscription in CCW Access the Subscription Detail by clicking in your subscription or selecting this option under “More Action” Click on Subscription History found on the right side of your screen (above Usage button) For more information about how to access the Subscription History, please check the Cloud SaaS Subscription Management training material.

Pre-submitted Questions Question Four Question What SaaS changes occurred as a result of the recent CCW upgrade? On October 8th, Cisco introduced the following upgrades: Billing Contact (not available to Resellers), Reseller Contact and Service-to Contact are now editable without the need to initiate a Change Subscription Order. They can be found by clicking on View Subscription Detail in Subscription Management. Users will now be able to view Net Changes in the Line Level showing what was modified, removed or added and the impact to the current subscription. Expired subscription pricing and manual renewal pricing are protected. Expiration is determined at the offer level and thus, some are 14 days while others may be 60 days. Service to address and reseller address changes are not done in the UI but need to be done through Change Modify. (Note: Only the contacts can be updated in the UI).

Pre-submitted Questions Question Five Question What is the grace period and what are the advantages of renewing my subscription under this circumstance? The grace period starts to account +1 day after the end date of the subscription and will remain for 10 business days. For further information on how to renew your subscription under this period, please refer to the Cloud SaaS Subscription Management training material.

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

Quiz Question #1 In September, Cisco introduced a Provisioning Decoupling update. Out of the following updates, which hold true? You can choose whether or not to provide Complete Provisioning Details for all services (recommended) You can choose whether or not to Postpone Provisioning Details Completion (not recommended) The SaaS Order will be “On Hold” until the Provisioning Details are Completed None of the above All of the above Now you can choose whether or not to provide Complete Provisioning Details (recommended) or Postpone Provisioning Details Completion. It is important to emphasize that postponing the Provisioning Detail completion may cause the delay in SaaS Order approval. The SaaS Order will be “On Hold” until the Provisioning Details are Completed. In the next few slides I’ll describe in detail what is needed to Postpone Provisioning which allows you come back to an order later in case you need to verify details with a customer or reseller before finalizing an order.

Quiz Question #1 In September, Cisco introduced a Provisioning Decoupling update. Out of the following updates, which hold true? You can choose whether or not to provide Complete Provisioning Details for all services (recommended) You can choose whether or not to Postpone Provisioning Details Completion (not recommended) The SaaS Order will be “On Hold” until the Provisioning Details are Completed None of the above All of the above Now you can choose whether or not to provide Complete Provisioning Details (recommended) or Postpone Provisioning Details Completion. It is important to emphasize that postponing the Provisioning Detail completion may cause the delay in SaaS Order approval. The SaaS Order will be “On Hold” until the Provisioning Details are Completed. In the next few slides I’ll describe in detail what is needed to Postpone Provisioning which allows you come back to an order later in case you need to verify details with a customer or reseller before finalizing an order.

Quiz Question #2 How does a Partner contact Cisco for SaaS Annuity quoting and ordering support? Call TAC Open a case in my Cisco Workspace Contact the Cisco Account Manager Check the product ordering guide All of the above None of the above For an issues you encounter, there is a robust support model in place. You can refer to the SaaS Subscription community page as a first-line of defense. There is a wide range of material available here for your use. For Quoting and Ordering support, please open a case in My Cisco Workspace (https://www.cisco.com/go/cs)

Quiz Question #2 How does a Partner contact Cisco for SaaS Annuity quoting and ordering support? Call TAC Open a case in my Cisco Workspace Contact the Cisco Account Manager Check the product ordering guide All of the above None of the above For an issues you encounter, there is a robust support model in place. You can refer to the SaaS Subscription community page as a first-line of defense. There is a wide range of material available here for your use. For Quoting and Ordering support, please open a case in My Cisco Workspace (https://www.cisco.com/go/cs)

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

Demo

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Cloud SaaS UI Demo 5 Open Q&A Forum 6 Next Steps

Open Q&A Forum Thank you everyone for attending today’s session. We’ll now open it up for questions.

Agenda list 1 2 3 4 5 6 Overview Pre-submitted Questions Quiz Demo Objectives / Ground Rules Introduction and Update 1 2 Pre-submitted Questions Agenda list 3 Quiz 4 Demo 5 Open Q&A Forum 6 Next Steps

Register for the next SaaS Seminar: Next Steps Feedback Survey Register for the next SaaS Seminar: Thursday, November 30th at 8:00 AM PDT The next SaaS Seminar is currently planned for Tuesday, November 30th at 8AM. After the call I will be sending out a feedback survey so please keep an eye on your inbox for that. Link is provided on here and more information will be sent after this call. Click here to register!

SaaS Support Where do I go for Help? Go to SaaS Subscriptions Community Page www.cisco.com/go/saassubscriptions For assistance creating a Non-Flooring BID, please contact customer-data@cisco.com For Quoting and Ordering support, please open a case (see below): Go to “My Cisco Workspace” Click ”Open a Case” Tab Under Additional Support, click “View All” Click “Software Offer Support” In the drop down menu, select “Anything as a Service-XaaS For an issues you encounter, there is a robust support model in place. You can refer to the SaaS Subscription community page as a first-line of defense. There is a wide range of material available here for your use. For Quoting and Ordering support, please open a case in My Cisco Workspace (https://www.cisco.com/go/cs)

SaaS Support Additional Resources SaaS Seminar: https://communities.cisco.com/thread/68457 SaaS Subscriptions Community Page: http://www.cisco.com/go/saassubscriptions Training Schedule: https://communities.cisco.com/docs/DOC-56985 Software Operation Exchange Page: https://ucrm-cisco.force.com/OperationsExchange/s/ For SaaS additional resources.

Thank you.