Cisco Business Edition 6000 9.0 Welcome to the Product Presentation for Cisco Business Edition 6000. Partner Product Presentation

Selling WebEx Meetings Server Product Overview 1 Opportunity 2 Portfolio Positioning 3 Deployment Scenarios 4 Pricing, Bundles & Promotions 5 Service & Support 7 Partner Sales Tools 8

Product Overview

Cisco Business Edition 6000 Solution Overview Feature-rich, Enterprise-class Collaboration Solution Optimized for Midsize Businesses Business Edition 6000 Large choice of end devices Enhanced Desk Phone Features Unified Messaging Rich media Presence and IM Web conferencing Customer Care Consistent services whether employees work in the office or remotely Capacity for up to 1,000 users, 100 contact center agents, and 50 sites Drives lower TCO, employee efficiency, and business transformation

Why Cisco Business Edition 6000? Grow midmarket share with competitive differentiation. Business Edition 6000 Affordable: Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling – serves up to 1,000 users and 50 sites Interoperable: Links multiple 3rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform Simple: Operational improvements with deployment flexibility with unified provisioning Highly-Available: Optional server redundancy and Survivable Branch (SRST) provides peace of mind Scalable: Increases ROI with agility and 99% investment protection; grows with the company Multiple Collaboration applications on a single server Cisco UCS C220 server Delivers lower CapEx and OpEx, high availability, and increased agility The Cisco Business Edition 6000 is an affordable single-server solution that provides growing businesses with up to 1000 users a choice of flexible deployment options to deliver the exact Collaboration services desired to meet the high- expectations of their employees, customers, and business partners today, while scaling with the pace of their company’s growth. The BE6000 is the game-changer in FY’13 to address the at least $5B global market opportunity.

Cisco Jabber On Any Device Virtualization Experience Clients Supporting How you Want to Work and Interact Cisco IP Endpoint and Client Portfolio From basic to high-quality, multi-media communications enhanced viewing, streamlined user experience. Video Personal & Immersive Media Endpoints Advanced Collaborative Media Endpoints Advanced Professional Media Endpoints Advanced Business Communication Endpoints Business Communication Endpoints EX Series and CTS Systems Basic Voice Communications Endpoints 9900 Series 8900 Series 7900 Series 6900 Series 3900 Series With Cisco Unified Communications for Midmarket, your employees have a choice with a wide array of endpoints and clients that enable them to work and interact the way they wish. Cisco offers you a full portfolio of desk phones – from very low cost, entry-level, high-quality, basic voice endpoints with the SIP Phone 3900 Series for smooth migration from legacy TDM systems, to business voice communication endpoints with monochrome displays with the 6900 Series, to advanced business voice communication desk and 802.11 wi-fi endpoints and both grayscale and color displays with the 7900 Series, to advanced media and collaborative media endpoints that support high-resolution color displays and real-time video communications as simple as a phone call with the 8900 Series for knowledge workers, and the 9900 Series for executives, to personal and immersive video endpoints with the TelePresence EX Series and CTS Room Systems – your organization can take advantage of the entire portfolio of Cisco endpoints, at different price points and feature levels, that are all standards-based for interoperability. Customers who wish to evolve their collaboration experience to include Cloud-based, virtualized desktop computing services, can take advantage of Cisco’s Virtualization Experience Clients (VXC) to reduce their costs vs. administering and managing PC-desktop deployments. VXC clients leverage Cisco’s Virtualization Experience Infrastructure (VXI) to deliver an optimized multimedia experience, including video, avoiding multiple network traversals as is typical of most consumer/commercial VDI deployments. Accessory versions for the 9900 Series are available, which can be added after purchase, as well, standalone clients that support the 6900, 7900 and 8900 IP phones, and EX Series telepresence endpoints are also available. For employees who wish to take advantage of integrated collaborative communications, including voice, HD video, IM and presence on PC’s, MAC’s, and mobile devices such as laptops, smartphones, and tablets, there is Cisco Jabber. We’ll take a deeper look into Cisco Jabber as part of our Cisco Collaboration Application portfolio in our next section. Cisco Jabber On Any Device Virtualization Experience Clients

Cisco UCS C220 M3 Rack Server Cisco Business Edition 6000 What’s New Turn-key Appliance Pre-configured Cisco UCS C220 M3 Rack Server (RAID 10, Battery Cache) at factory Factory-loaded VMware and license Pre-loaded images of core applications Unified Communications Manager Unified Provisioning Manager Instant Messaging/Presence with Jabber Unity Connection Video Communication Server Unified Contact Center Express Unified Attendant Consoles WebEx Web Conferencing Emergency Responder Simplified initial configuration and phone deployment through Prime UPM BE Author's Original Notes: Cisco UCS C220 M3 Rack Server

Cisco Business Edition 6000 Key Take Aways Purpose-built, Advanced UC for Midsize Companies Simple to Install, Deploy, Manage, Administer, Upgrade Enhanced UC and Innovative Collaboration Features Roadmap Affordable Solution, Lowers TCO / Speeds ROI Scalable Solution Grows with Business Strategy / Direction In summary, Cisco Business Edition 3000 is a unified communications solution specifically designed for midsize businesses with up to 300 users & 10 sites. It offers low-cost, essential unified communications including voicemail, auto attendant, conferencing, & mobility features. It is easy-to-deploy with a simple intuitive management interface. Business Edition 3000 is a single server, single box, single SKU solution. & it has been designed with partner profitability in mind. To learn more visit www.cisco.com/go/cmbe3000 or check out the Ordering Guide for detailed ordering information. Affordable. Simple. Scalable. Learn more: www.cisco.com/go/be6000 Contact us: be6000@cisco.com

Cisco Business Edition 6000 The following sections are for Cisco Partners only. *** FOR PARTNERS ONLY ***

Selling WebEx Meetings Server Opportunity 1 Portfolio Positioning 2 Deployment Scenarios 3 Pricing, Bundles & Promotions 4 Service & Support 5 Partner Sales Tools 6

Opportunity First, we’ll cover the market opportunity.

Midmarket Opportunity $7.1B Global Collaboration market opportunity in mid-market 70% of Mid-market companies fall in the 100-249 user sub-segment 75% businesses have yet to upgrade to IP PBX In 100-199 user sub-segment – Of those 75% the TDM legacy equipment mix is: 46% use a Key Telephone System 29% use a PBX We know from research that over 75% of small and midsize businesses have yet to upgrade to IP PBX, creating a huge opportunity for you our Partners as these legacy PBX and Key systems become outdated and the market transition to IP systems accelerates dramatically over the next 3-5 years. Source: Cisco Global Market View and Current Analysis

Identifying Customer Opportunities Look for customers experiencing the following trigger events: Current phone system maintenance contract expiring Current phone system going end of support Aging phone system (7+ years) constantly down for repairs Aging phone system spare parts not readily available Opening new remote office(s) Moving to a new HQ office Recent merger or acquisition Outgrowing an existing system that is not easily expandable Unclear and unreliable existing vendor roadmaps for innovation Existing vendor accumulating debts, with no resources for platform innovation To help identify customer opportunities, look for customers experiencing one the following trigger events that provide a forcing function to drive a need to upgrade their existing phone system: Their current phone system maintenance contract expiring Their current phone system is going end of support They are using an aging phone system that is 7+ years old, perhaps constantly down for repairs They are using an aging phone system whose spare parts are not readily available They are opening new remote office They are moving to a new HQ office They are part of a recent merger or acquisition Outgrowing an existing system that is not easily expandable Unclear and unreliable existing vendor roadmaps for innovation Existing vendor accumulating debts, with no resources for platform innovation

Cisco Business Edition 6000 Partner Value Proposition Solid profitability Full Featured Enterprise class (no feature reduction, 99% investment protection with migration to Cisco Unified Communications Manager) Margin rich (allows for aggressive discounting) Application rich (multiple Collaboration application deployment options) Lower barriers to purchase (low entry point bundles entice collaboration adoption) A solution that is easy to install, deploy, operate and simple to manage, maintain and service Easy to price a complete Business Edition 6000 solution through the Quick Pricing Tool So, what’s in it for you? First and foremost, we have designed Business Edition 6000 to help you improve your profitability. Enterprise class features for the Mid Market with a migration strategy that has 99% investment protection. Next, Business Edition 6000 is a price-competitive solution that can help you improve your deal win rate. Third, it is easy to configure and quote a complete Business Edition 6000 solution through the Quick Pricing Tool, helping you save time.

Portfolio Positioning Next, we’ll cover Business Edition 6000 position within the overall Cisco Unified Communications portfolio.

Addressing Midmarket Business Needs with Flexible Deployment Options Delivering Consistent End User Experience Features/Solution Flexibility (Cisco WebEx Cloud & Cisco HCS) Cisco Collaboration Cloud Cisco Business Edition 6000 (On-premise) Cisco offers you a choice of deployment models – On- premise or Cloud-based in support of Cisco Unified Communications and Collaboration. This choice enables you to choose exactly the right model to best fit your business communications strategies and services. For On-premise options, we offer two excellent solutions: Cisco Business Edition 3000 is designed for companies supporting up to 300 users, 400 devices and 10 sites. The Business Edition 6000 provides advanced communication and collaboration for up to 1,000 users, 50 sites, and 100 contact center agents. For customers preferring to leverage Cloud –based services, Cisco Hosted Collaboration Solutions (HCS) is available. Let’s take a closer look at both our on-premise and our Cloud-based solution offers. Cisco Business Edition 3000 (On-premise) Average Customer Size 0-20 100-250 250-350 350-500 450-1000 20-50 50-100 © 2009, Cisco Systems, Inc. All rights reserved. Presentation_ID.scr

Essential Communications Affordable, Simple Advanced Collaboration On-premise Communications Solutions for Growing Businesses Cost-effective, Easy Essential Communications Cisco Business Edition 3000 Affordable, Simple Advanced Collaboration Cisco Business Edition 6000 Foundational UC Collaboration Applications Video (Point-to-Point) Cisco WebEx Cisco Jabber UC UC Cisco WebEx (Cisco Cloud-hosted) TelePresence IM & Presence (Cisco Cloud-hosted) Messaging High-quality Endpoints Customer Collaboration The Cisco Business Edition 3000 is a highly reliable and secure solution that provides essential communications features for businesses, including the ability to mobile-enable your employees, deliver high quality point to point video with industry-leading endpoints, support unified messaging to access your voicemail and email on any device and connectivity for all locations deployed. In addition, there are cloud-based services available to the Business Edition 3000, which include web conferencing and desktop sharing with WebEx, Instant Messaging and Presence services via Cisco Jabber. We will discuss these capabilities later in this presentation. We also have the Cisco Business Edition 6000. This is our affordable single-server solution that provides growing businesses with full-featured collaboration capabilities, integrated in one virtualized server. The solution is built with the powerful voice and video call control engine in Cisco Unified Communications Manager. The Business Edition 6000 is simple to manage and maintain with embedded Cisco Prime Unified Provisioning Manager, and has a flexible architecture to mix and match collaboration applications and endpoints, delivering to your business interoperable advanced video communications, enhanced mobility and bring your own device (BYOD) capabilities with Cisco Jabber, high-quality conferencing with Cisco WebEx, and award-winning customer collaboration with Cisco Unified Contact Center Express, and more. The Business Edition 6000 enables growing companies like yours the ability to choose the exact Collaboration services you need to meet the high-expectations of your employees, customers, and business partners today, while scaling with the pace of your company’s growth for tomorrow. Speaker Note: For more detail, consult the backup detail section for individual slides on the Business Edition 3000 and 6000. You can pull them into this section, as warranted, based on your customer discussion. Mobility Mobility WIRED WIRELESS WIRED WIRELESS Messaging Right-sized for Right-sized Unified Communications Enterprise-class Collaboration

Simplified Solution Next, we’ll discuss deployment scenarios for Cisco Unified Communications Manager Business Edition 3000.

Cisco Business Edition 6000 Simplification Spotlight Simplified Operations & Management Overview The Cisco Business Edition 6000 delivers simplicity from Day 1 installation, and continues with easy-to-use and administer management functionality, and simplified user-centric licensing. The solution includes new tools from speeding time to dial tone on day 1, to empowering less- skilled users to administer routine tasks whenever required – all without compromising the system and freeing IT resources to focus on higher-value business requirements. Protecting customer investment is a priority for Cisco, and with the Cisco Business Edition 6000 solution, nothing from the initial investment is lost. All of its hardware, software, and licenses pay forward at 99% investment protection when migrating to the higher capacity Cisco Unified Communications Manager solution. Key Capabilities in BE6000 9.0: From the Factory Factory-configured software reducing time to dial tone by 2-3 hours Larger Capacity server (C220 server) no additional cost 5 co-resident VMs for additional application deployment Day 1 Installation User-Centric Jabber Licensing allows partners and customers to simply add-on services based on “user requirements” vs. “devices deployed” best practice Single sign-on, Site setup wizard reduce set up time up to 4 hours, speeds installation freeing up IT/partner resources to focus on high-value projects Out of the box, Custom dial plans reduce set up complexity to mere checkbox selection options enabling less-skilled IT/partner resources to manage setup Day 2+ Operations & Ongoing Management Administrator & User Management Tools Zero-touch provisioning simplifies and automates day 2 management and frees up valuable administration resources Multi-level Administration empowers partners to assign customer administrators to self-service day 2 administrative tasks Self-Care portal enables administrators with minimal training and experience to easily perform MACs without compromising system integrity, and more. User Accessibility Features URI dialing provides users the ability to dial a call from an email address or phone number 2 way video with SNR/WiFI/3G/4G enables feature parity on any video-enabled device with Cisco Jabber Intelligent voicemail notification enables users to play, forward, and delete messages using embedded, actionable links negating the need to dial into voicemail Enhanced Mobility DVO VM detection enables voicemail left at SNR-enabled remote destination/device to be also be lef at the main number for easier access and retrieval Opportunities & Benefits Look for IT/Decision Makers who: Do have PBX/KTS technologies deployed Existing BE5000, CME and UCM5.x and below customers to migrate to BE6000, attach VCS-C bundle offer in the deal Customer Benefits Saving costs with faster time to dial tone and Collaboration deployment Scalable with business need and company growth, Interoperable with existing IT investments Partner Benefits Easier installation, faster deployments, and simpler management saves time, increases customer satisfaction, Boosted service practice profitability with combined voice and video platform (due to added co-res application option) that is easy to manage, maintain, and upgrade for customers Competitive Differentiation Provides key differentiation from traditional vendors such as Avaya, ShoreTel, Mitel, Siemens: Single, integrated solution supports 5 co-resident applications, including advanced video, customer care, IM & presence, and conferencing options Simplified deployment with pre-configured Day 1/installation tools; Day 2 management/self-service tools that lower TCO out of the box From the Factory Pre-configured software 5 co-resident application VMs Larger capacity server Day 1 Installation & Deployment User-centric Jabber Licensing Single Sign-on Installation Tools Out-of-the-Box & Custom Dial Plans Day 2+ Operations & Management Administrator & User Tools User Accessibility Features Mobility Enhancements

Cisco Business Edition 6000 Centralized Deployment Model Branch 1 Central Site IP WAN Capacity: Supported capacity (1,000 users/1,200 endpoints, 100 agents) http://docwiki.cisco.com/wiki/Sup ported_System_Capacities . Branch 49 PSTN Redundancy: Two UCS C220 nodes may be deployed for redundancy/high availability Sites: Up to 50 total sites (central site and up to 49 branch/remote sites

Pricing, Bundles & Promotions Next, we’ll cover the pricing, bundles and promotions for Business Edition 6000.

Licensing Model Business Edition 6000 supports User Connect Licensing & Cisco Unified Workspace Licensing models User Connect Licensing (UCL) Ala-carte License Model User Based Licenses – Single license that covers software entitlement, ports, endpoints etc. Available for all core Unified Communications Applications Cisco Unified Workspace Licensing (CUWL) Bundled User License for the workspace Single license that covers software entitlement, ports, endpoints etc for multiple applications.

Pricing Model Business Edition 6000 requires purchase of Starter bundles Available with UCL and CUWL Bundles include 50 users or 100 user licenses Bundle discount Bundles include server with pre-loaded software along with user licenses. Add more user licenses (UCL or CUWL) to build any configuration. Mix UCL and CUWL with UCL and CUWL bundles. Add-on value bundles available for key applications.

Starter Model Bundles Cisco UCL Bundle Cisco UCL Bundle Bundle Includes 50 UCM Basic UCL, 50 Unity Connection Voicemail UCL 100 UCM BasicOR UCL or 100 Unity Connection Voicemail UCL Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and License Cisco Unified Provisioning Manager Business Edition and licenses. Preloaded UC software suite UCS C220 M3 server Preloaded Software Suite 50 or 100 Basic UCL 50 0r 100 Voicemail UCL Cisco UCL Bundle

Starter Model Bundles Cisco UWL Bundle Cisco UWL Bundle UCS C220 M3 server Preloaded Software Suite 50 or 100 CUWL BE Cisco UWL Bundle Bundle Includes 50 CUWL Business Edition Licenses OR 100 CUWL Business Edition Licenses Factory configured UCS C220 M3 server Factory loaded UC virtualization Hypervisor and License Cisco Unified Provisioning Manager Business Edition and licenses. Preloaded UC software suite

Starter Bundle Pricing UCL CUWL 50 User Bundle $17,395 $21,995 100 User Bundle $22,995 $33,995 Bundle discount 21% w.r.t Server and licenses. More value with embedded Unified provisioning manager Business Edition More value with embedded Cisco UC virtualization hypervisor Migration $0 – New HW required to move from 3K, 5K, 6K

NOW Is the Time to Take Market Share Win the Race! Differentiate to Compete $7.1B Business Edition 6000 - One Platform for Voice, Video & Collaboration All Midmarket Opportunities New, Displacement or Upgrade Compete against ShoreTel, Microsoft Lync, Avaya IP Office, etc. Respond quickly in a competitive race: Simplified Registration Simple, Predictable Discounts Fast Approval – 24 hours or less Total global midmarket opportunity for Unified Communications and Collaboration Turmoil among communications vendors: Acquisition distractions Shifting alliances Challenges for Nortel/Avaya: Diluted R & D resulting in lack of product innovation Financial challenges Platform end-of-life results in expensive, forced upgrades How do I Qualify? Sell Cisco Business Edition 6000! 27

Cisco Midmarket Collaboration Promotion Product Discounts - Overview *Orderable from October 11, 2012 | Registrations Thru July 27, 2013 Cisco Business Edition 6000 (all Cisco UWL/Cisco UCL bundles) Additional Cisco UWL/Cisco UCL Licenses Cisco Unified Communication Software Subscription (UCSS) Cisco Unified IP & Video Phones Cisco TelePresence Systems, Infrastructure & Endpoints Cisco WebEx Meeting Cisco Unified Contact Center Express (UCCX) for BE 6000 Cisco Voice & Unified Communications Gateways Product Discounts Special Incentives www.cisco.com/go/mmcollabpromotion To help Cisco Advance UC and Cisco TelePresence partners to be more competitive selling into midsize opportunities of up to 1,000 users, we are introducing the new Cisco Midmarket Collaboration Promotion. Significant product discounts, as well as special discount incentives, are available on a full Cisco midmarket unified communications and collaboration portfolio offer including: Cisco Business Edition 6000 CUWL and UCL bundles, selected TelePresence endpoints and VCS Expressway server, Cisco WebEx Meeting, Cisco Unified Contact Center Express, Unified Communications Software Subscription, Gateways, and all IP and video-enabled phones. Target sales opportunities include the: Displacement of PBX/KTS technologies especially legacy Avaya, Mitel, Panasonic, Siemens, and Aastra Migration of Cisco installed-base --especially Business Edition 5000 which entered End of Life on September 14, 2012 -- and -- older versions of Cisco Call Manager, especially release 5.x and earlier since these customers require a hardware upgrade anyway Companies running separate voice and video networks today can now be served with Cisco Business Edition 6000 and the Cisco TelePresence Video Communication Server-Control, the new no cost, co-resident application bundle that enables interoperability of 3rd party video conferencing endpoints for B2B and B2C interactions. And there are always upsell opportunities by attaching of Collaboration applications in all of these sales scenarios. This promotion requires no competitive vendor displacement or TMP. We have set up a simple and fast deal registration, approval and ordering process that all work together to help partners win new business. The Cisco Collaboration Midmarket Promotion brings together a simple and cost-effective solution package that enables your midsize customers to immediately experience the broad benefits of collaboration, especially with this easy way to introduce TelePresence and other video applications into their organizations. The promotion is available from October 11th, 2012, with registrations available thru July 27, 2013. Take advantage of this promotion in all of your midmarket opportunities, and capture your share of the $7.1B global opportunity! Deal Protection! When you register midsize deals with Cisco, the Midmarket Collaboration Promotion guarantees deal protection! Easy Registration Fast Approvals More Wins! * Offer varies by region 28

Contact Center Value Bundles Optional Add-on to Business Edition 6000 Easy Button Contact center bundles Ease of ordering with single SKU 20% off GPL discount built-in Discounted 10 or 25 agents (Enhanced or Premium) configurations Available under Business Edition 6000 top level SKUs as optional add-ons Available with both UCL and CUWL bundles 5 Enhanced seat Promo bundle has been extended Single SKU $2995 now includes appliance/OS entitlement Leverage to deploy a simple help desk solution Making available IM and Presence to all Unified Communications Manager customers at no additional license cost Combining presence with voice/video calling is foundational for UC Enables all “click-to-x” user experiences for collaboration Enables deployment of IM and presence to all users across the enterprise, not only those with a Cisco IP Phone Providing CUP server licenses at no additional cost to existing CUCM 7.1+ customers Providing Jabber IM client licenses at no additional cost for all users and any device PC, Mac, Tablet or Phone Cost-effective, full-featured Customer Interaction Solution with Unified CCX value bundles

Meeting Center Value Bundles Optional Add-on to Business Edition 6000 Conference Bundle add-ons 1 year subscription for WebEx Meeting Center for 10 or 20 named hosts @ 20% off GPL pricing! Lowers minimum number of Meeting Center hosts from 25 to 10 Integrated VoIP 1 yr service included (limited) Maximum capacity 25 participants per session Unlimited number of meetings/1 meeting per host at any time Extend subscription terms or add more Named hosts using standard GPL SKUs Author's Original Notes: Cost-effective Web Conferencing with WebEx Meeting Center value bundles

Advanced Video Offer

What’s the Difference? Collaboration Breakaway PLUS Midmarket Collaboration Promotion Architectural Approach Focus on full Enterprise Collaboration portfolio at the onset. Focus on Midmarket Collaboration product portfolio ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms Qualify by selling the Cisco Business Edition 6000 Simplified Qualifying Competitive displacement of call control, voicemail, IM/Presence, web conferencing, TelePresence Upgrade to current UCM release, phone models, video endpoints Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications Services Discounts Special incentives, ‘seed-and-grow’ incentives, Learning@Cisco discounts Enhanced Discount Structure Simplified Discount Structure – no accelerators to qualify All deals get the same discount Enhanced discounts on additional collaboration licenses, applications and TelePresence infrastructure Faster approval All deals approved by Promotion Manager, AM & PAM Single step qualification & approval – usually within 24 hours.

9 and 3 Upgrade Offer What: Upgrade to Unified Communications 8.x or 9.0 using a new bundled package offer of $9/user* for license, and 3 year Unified Communications Software Subscription** (UCSS) at standard pricing Available for all core Unified Communications Products UCM, Unity Connection, BE 5000, BE 6000, Cisco Unified Presence, Cisco Unified Attendant Consoles… 9 & 3 Upgrade Offer can be combined with other promotions and standard discounts*** When: Offer available April 5, 2012 - April 5, 2013 * Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection **Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate Service (ESW) is required with UCSS. ***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco Collaboration Breakaway PLUS. 33

Services & Support Next, we’ll cover services and support.

Cisco SMARTnet Service Rapid issue resolution with anytime access to Cisco engineers and extensive technical resources Customer Profile/Requirements Network is critical to mission critical Skilled IT staff require direct access to Cisco engineers Require flexible device-level coverage Capabilities and Features Advance hardware replacement options including 2- hour 24 x 7 global access to Cisco TAC and onsite resources OS software updates Device diagnostics and alerts on select devices Because communications networks are mission critical to a business, you can offer Cisco SMART NET Service to cover the Business Edition 6000 hardware, which provides the following benefits: Advance hardware replacement options including 2- hour availability 24 x 7 global access to Cisco Technical Assistance Center (TAC) and onsite resources Operating System software updates And device diagnostics and alerts on select devices

Cisco Unified Communications Essential Operate Service Provides maintenance and minor software updates, plus access to online resources and Technical Assistance Center (TAC) support Offers application support service, including 24 x 7 support dedicated to Cisco Unified Communications Access to Cisco.com technical knowledge base including access to: Software advisor Technical Assistance Center (TAC) Case collection My Tech support Output interpreter Peer-to-peer online forums TAC newsletter And much more! And because communications networks are mission critical to a business, you can offer Cisco Unified Communications Essential Operate Service to cover the Business Edition 6000 software, which provides the following benefits: It provides maintenance and minor software updates, plus access to online resources and Technical Assistance Center (TAC) support It provides software application support service, including 24 x 7 support personnel dedicated to Cisco Unified Communications It provides access to Cisco.com technical knowledge base including access to: Software advisor Case collection My Tech support Output interpreter Peer-to-peer online forums TAC newsletter And much more! 36

Cisco Unified Communications Software Subscription Guarantees access to major software version upgrades for duration of the activated subscription term Most cost-effective method to acquire upgrades Priced on a per user basis Complement to Cisco Unified Communications Essential Operate Service In terms of value proposition, from a partner perspective Signing customers to a multi-year refresh plan aligns their goals with your goals and blocks competitors from gaining traction in your account. You can realize a more predictable revenue stream from annual software upgrades UCSS can increase attach rates of the operate services because one of the requirements for UCSS is that the customer has purchased the operate service components. The other benefit for our partners is since UCSS is treated as a product it is eligible for VIP and OIP channel rebate programs offered by Cisco. It will help improve customer satisfaction because they will upgrade to the latest software which protects them from solution obsolescence and diminishing returns. For you our Partners this means – more revenue because when customers choose to upgrade they rely on partner technical support which opens conversations to sell additional services.

Partner Sales Tools Next, we’ll cover partner sales tools that are available for Business Edition 6000.

Marketing Materials Supporting the Sales Engagement Cycle Partner Resources Business Edition Portfolio Comparison At A Glance Promotions Partner and Customer presentations Product Overview Presentation Ordering Guide Go To Market Guide Tools And more

Midmarket Collaboration Sales Tool - Cisco Collaboration Expert for iPAD Lead powerful conversations with prospective Cisco Collaboration customers Interactive tool allows you to select and present the exact Collaboration video demonstration desired, in the order you choose Cisco Business Editions Cisco IP Endpoints Cisco Jabber Cisco Unity Connection Cisco WebEx Meetings Cisco Unified Contact Center Express Download FREE! For Android: https://play.google.com/store/apps/details?id=c om.cisco.midmarket&feature=search_result#?t =W251bGwsMSwyLDEsImNvbS5jaXNjby5taW RtYXJrZXQiXQ Download FREE! For iPAD: http://itunes.apple.com/us/app/cisco- collaboration- expert/id553555637?ls=1&mt=8)

Cisco Quick Pricing Tool Price a System Quickly And Easily For Account Managers Perform quote at customer site Connect with Distributors Saves time and cost Recommends the top 2 platforms that fit customer requirements Covers all core-components – BE 6000, Contact Center, Video endpoints, gateways, services The Cisco Quick Pricing Tool (QPT) is designed to help Cisco partners quickly generate a bill of materials and estimate pricing for Cisco solutions addressing the needs of small to midsized customers. Using a clear graphical interface and user profiles, account managers can easily select products and options without the need for technical assistance. The Cisco Business Edition 6000 is included in the tool in addition to solutions such as the Cisco Unified Communications 300 Series, Cisco Unified Communications 500 Series & Cisco Business Edition 3000 www.cisco.com/go/qpt

Financing – The Benefits of Leading with Cisco Capital Leasing Conserves cash flow and takes system price out of the equation Equipment remains off customer’s balance sheet One low monthly payment Lower costs Equipment Lifecycle Management with ability to up-sell when lease is up for renewal Maximum flexibility – eliminates risk of customer getting stranded with technology When developing and submitting a proposal to your customer for a Business Edition 6000 solution there are multiple benefits to including and leading with a leasing offer in partnership with Cisco Capital. With leasing your customers can conserve cash flow and spread costs over time, preserve credit, and avoid large cash outlays. This removes the system purchase price as an obstacle to closing the sale. Leasing equipment typically does not appear on the accounting balance sheet, eliminating the need for complicated depreciation schedules and accounting One Solution, One Payment: combine Cisco hardware, software, services and complementary third party equipment into one low monthly payment. To lower their costs customers can take advantage of competitive financing rates and residual values that reduce total cost of ownership and accelerate return on investment. Equipment Lifecycle Management means customers can manage costs, meet business demands, avoid obsolescence with flexible upgrade and migration options, and easy equipment disposal. Maximum flexibility: Leasing provides peace of mind that if technology takes a major shift the customer is not stuck with an investment in obsolete technology. When their lease is up for renewal you can help them adjust to any technology transitions that are underway which would impact their existing system. Cisco Capital lease programs are available to all eligible Cisco Customers in participating countries. Learn More: www.cisco.com/go/ciscocapital *Cisco Capital Terms and Conditions apply, subject to credit approval, not available in all countries.

Summary Top 6 reasons to lead with Business Edition 6000 9.0: 6. Core call control platform for midmarket segment (differentiated solution, solid Cisco = right-sized, premium offer) 5. Enterprise-class (no feature reduction, 99% investment protection with migration = customer satisfaction, loyalty) 4. Lower barriers to upsell (more collaboration, more users = same HW) 3. Application rich (rich on box offers + integrated WebEx Cloud offers = expand/grow service practice) 2. Competitive (differentiated offer = wins deals) 1. Improved partner profitability (cost-effective, simple, scalable = margin rich)

Learn More…. Community  Support forum - https://supportforums.cisco.com/community/netpro/collaboration-voice-video TWTV “Fundamentals of BE6000” https://communities.cisco.com/videos/9540#comment-9205 Cisco.com Midmarket main – www.cisco.com/go/midmarket SMB main – www.cisco.com/go/be6000 Product main – www.cisco.com/en/US/products/ps11369/index.html Case Studies – www.cisco.com/en/US/products/ps11369/prod_case_studies_list Partner Resources - www.cisco.com/en/US/partner/products/ps11369/products_partner_resources_list Partner Central Cisco Collaboration Midmarket Promotion - www.cisco.com/go/mmcollabpromotion