Competitive Battle Card: Cisco Hosted Collaboration Solution (HCS) A quick reference guide to help you sell against the Cisco HCS CC Cisco HCS CC – Solution Overview Cisco HCS CC – Strength & Weaknesses Hq’d in San Jose, California Cisco Hosted Collaboration Solution (HCS) is a UC and CC platform for SPs who want to offer Cisco collaboration technologies through their own cloud. The only competitor in the marketplace with a UC + CC + TC offering, along with BroadSoft. Part of a comprehensive product portfolio HCS is a multi-instance, virtualized deployment of Cisco’s on-premise CC solution Has a Packaged Contact Center Enterprise(Packaged CCE) to simplify the management interfaces and reduce installation times. No perpetual licensing. 3-year CUWL + SW and Smartnet maintenance required. Strengths: Part of a comprehensive end-to-end portfolio to meet a variety of needs Very strong branding in CC space Very well-represented in U.S. and EMEA channels. 29 HCS-CC providers WW One of the few companies to provide a cloud migration strategy Weaknesses : Drives customers into all-Cisco environment Expensive pricing. Prohibitive at <250 seats. Not-competitive 250-1000. FUD on Spark CC Does not have dynamic routing capabilities – vs. what Cisco tells… Limited analytics and reporting capabilities Non-native Salesforce integration Positioning & Objection handling against Cisco HCS and UCM: Closed Ecosystem Capabilities FUD on Spark CC Pricing & Licensing Issue 1: Cisco products drives customers into all-Cisco environments while industry is moving toward a multi-vendor strategy. Impact 1: SPs cannot bundle with third-party vendor products/services for additional value Issue 2: Non-customizable products Impact 2: Customers cannot customize products and resolve IOT issues, creating heavy dependency on Cisco’s new releases. BroadSoft Advantage 2: BroadSoft has an open platform, promoting multi-vendor strategies and providing APIs for customization of products Issue: Cisco only has static routing capabilities. Issue 2: Limited analytics and reporting capabilities. Issue 3: Non-native SFDC integration Impact: Customers are limited in their abilities to improve business outcomes, profitability and have a better grasp of their business processes. Visualizing and reporting also very effort-intensive. BroadSoft advantage: BroadSoft CC-One has predictive and dynamic routing capabilities, coupled with state-of-the-art analytics and reporting to optimize business outcomes. Issue: Cisco is heavily investing in their Spark Cloud CC offering. They will be looking to convert their base over to its own Cloud. Impact : Who gets the priority in innovation? Who wins the internal political race? When is HCS getting EOL’d? With Cisco lock-ins and 3 year commitment requirements, Cisco customers’ future are too ambiguous. BroadSoft Advantage: BroadSoft has a powerful end-to-end, complete, modularized platform. CC-One will maintain industry leadership. Issue: Complex and expensive licensing structure. No perpetual licensing model. 3-year CUWL + SW and Smartnet maintenance required. Impact: Prohibitive at <250 seats. Not-competitive at mid segment (250-1000) and still very expensive for larger deployments. 3-year customer agreements lock customers into those very high pricing environments, preventing immediate churn