Cloud / SaaS Quoting, Ordering, Change Subscriptions, and Invoicing Distribution Partner December 2015 Please display slide 1 as everyone is logging on to the call. Good morning/afternoon everyone. Thank you for joining our Cloud/SaaS training session. The session will last approximately 60 minutes. My name is XXXXX and I will be taking you through this training today.

All names and data contained in this deck are simulated and non-factual. Learn: SaaS at a high level. Operational benefits of SaaS for Customers, Partners, and Sellers. How to create a quote and order in CCW for SaaS. How to change subscriptions and view invoices for SaaS. Before we jump into the training content, I wanted to provide some background on the SaaS Program. This session is intended to Distribution partners that order directly from Cisco and work with 2-Tier partners. We’ll cover what SaaS is at a high level, as well as some of the benefits to customers, partners, and sellers. We’ll then spend the bulk of our time on how to use the CCW tool for quoting and ordering SaaS as well as managing your subscription and seeing your invoice post-order.

Agenda 1 2 3 4 5 6 SaaS Program Overview Create Quotes in CCW Create Orders in CCW 3 Change Subscriptions in CCW 4 View Invoices in CCW & SFTP 5 Support 6 We will begin with a high level introduction to SaaS, and then walk you through using CCW to quote, order, change subscriptions, access invoicing, and get support.

SaaS Program Overview Before we dive into the actual ordering tool, let’s conduct a high level overview of the SaaS Program at Cisco

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. As we continue, I will provide more detail, but at a high-level this initiative will provide, among other things, pre-sales simplicity, flexible and transparent billing options, and an easier, streamlined ordering experience.

What is SaaS? Software-as-a-Service defined A Software application delivered and managed as a service by Cisco (cloud provider) or a partner (cloud enabler). Instead of acquiring the software as a license to run its own systems, the customer accesses the application/service through the internet (cloud). 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 example include: 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 Immediate ROI. “Pay as you grow” Operating expense (more flexible) Minimal integration and implementation cost and risk No annual maintenance/support costs No upgrade deployment costs Software paid up front Capital expense (less flexible) Longer/costly integration and implementation expense & risk Annual maintenance/support costs Upgrade deployment costs Highlight in particular – the SaaS model allows for: Ability to pay-as-you-grow Increased flexibility due to OpEx model vs. CapEx Reduced costs related to implementation and maintenance

Moving to SaaS – Procurement Changes SaaS Model Traditional Model Feature Impact Benefit Number of SKUs drastically reduced Fewer SKUs for you to know, track and manage. - Simpler, easier, and more intuitive configuration and order methodology. - More flexible terms and pricing. - Dynamically change usage and service attributes as needed. Provisioning in CCW instead of manual process Instead of provisioning after the order is placed, creating delays, provisioning details are gathered at the time of order. - Automatic and faster provisioning of order, 72 hours after order is fulfilled. Quoting, configuring, ordering, invoicing and renewals via CCW One seamless and integrated process instead of multiple, separate tools and methods. - Reduced quoting, configuration, order, invoicing and renewal transaction errors. - Faster lookup and response to order history, invoicing and renewals inquiries. Flexible billing options (recurring, auto- renewal, usage-based) Avoid the need for leases (application, credit assessment, approval cycle) to provide flexible payment options. - Greater flexibility for billing/invoicing on customer’s terms. - Set and forget auto-renewals Overall, we are moving to a simpler, faster, and more flexible platform Highlight the following: Fewer SKUs – you no longer have to sort through an extensive list of SKUs to find what you want to order; instead, configure one of only a few top-level SaaS SKU based on your specfications Faster provisioning – instead of provisioning taking place after an order is placed, provisioning has now been built into the ordering process and will be complete 72 hours after an order is fulfilled Flexible billing, renewal, and usage options – choose between different billing options, including the ability to be billed monthly, or to set auto-renewals  

Cloud Collaboration Offer Summary Licensing Models Top Level Offers (Data Services) Top-Level Offer SKU Sample Configuration Options Description Named User Access Offers a-wx-named-user Meet: Spark & Meeting Center (Cap* 25 / 200) Support Center (Cap 5) Event Center (Cap 100 / 500 / 1000 / 3000) Training Center (Cap 30 / 200) Meet: Spark & Enterprise Edition (Cap 200 / 1000) Message: Spark & Hosted Jabber (Messenger Individually license and assign all users Pay-as-you-grow Employee Count Offers a-wx-emp-count Meet & Message: Spark & Meeting Center Full Deployment (Cap 1000) Meet & Message: Spark & Enterprise Edition Full Deployment (Cap 1000) Message: Spark & Hosted Jabber (Messenger) License all employees Provide access to all users Predictable annual spend Pay for what you use Active User Offers a-wx-active-user Meet & Message: Spark & Meeting Center Active User (Cap 1000) Meet & Message: Spark & Enterprise Edition Active User (Cap 1000) Message: Spark & Hosted Jabber (Messenger) License a minimum percentage of all employees and true up based on actual usage Provide access to all users Pay for what you use Port Offers a-wx-ports Meeting Center Support Center Specify a max amount of concurrent users As we’ve touched on, the number of SKUs to keep track of is drastically being reduced. Many different offers are available in different capacity and renewal terms. You now have the ability to use one top level SKU to configure a variety of services. In the past, we would need a separate SKU for each individual configuration, even if they were similar to an existing SKU. Instead of having to use separate SKUs for a 25-person capacity or a 200-person capacity, you can now use the same top-level SKU and configure it to your needs.   *Cap = the max per meeting attendee capacity 17

Procurement Methodology – What’s Changing? Quoting Ordering Subscription Management Invoicing Dynamic offer configurations – supports all SaaS offers and drastically reduces number of SKUs Dynamic pricing – configure based on attributes (quantity, terms, pre-pay and auto renewal options) Easy quote-to-order conversion Transactions Auto-provisioning is enabled for multiple products (including WebEx and Spark today) Quicker turnaround on site availability Each offer has pre-defined provisioning rules to help guide you through your configuration Provisioning Manage subscriptions directly in CCW – including processing change subscriptions easily and viewing usage data Flexible options allowing for no-touch auto renewals or initial term only (no renewal) based on what fits your needs Management/Renewals Billing & Metering – periodic payment options (monthly, prepaid) Usage and overages will also be included Invoicing We have talked a lot about why we are moving towards SaaS, but to summarize, we can look at 4 key phases. Transactions: Current state: A very large number of SKUs and complex ordering methodology Future state: Using fewer SKUs and allow for dynamic configuration. More flexible terms/pricing Provisioning Current state: provisioning details gathered after order is placed. Long duration of time between order placement and actual provisioning Future state: provisioning details gathered at time of order, then automatically provisioned 72 hours after order is fulfilled Subscription Management You can manage your subscriptions directly in CCW, including viewing usage details Invoicing & Renewals: Both are new for SaaS/Subscription Billing. You’ll have the option to bill/invoice on flexible terms, and will have an option for overages and auto-renewals.  

SaaS – Partner Flow Quoting & Ordering Partner Action CCW Talk to end customer to define order requirements and service needs Share Quote and Service Description agreement with end customer Get agreement from end customer to move forward Use Provisioning Job Aid to acquire provisioning details from end customer Partner Action Quote & Configure services in CCW – configure based on what the customer wants Submit quote in CCW and share with Distributor Submit order to Distributor *Share completed provisioning job aid with Distributor CCW Distributor Action Quote & Configure services in CCW – configure based on what the customer wants Submit quote in CCW and share with Distributor Distributor enters provisioning information and submits order in CCW We’ll take a quick look at how you’ll interact with your 2-Tier partners, end customer, and the CCW tool throughout the process, starting with Quoting & Ordering and through Subscription Management and Invoicing. The 2-Tier partner will start out by talking to the end customer to understand what they want. They can either create the quote and share it with you, or you can create the quote on their behalf in CCW. The 2-Tier partner will share the service description and license agreement with the end customer, and also work with them to populate the provisioning job aid. Once they have the end customer’s provisioning details, the 2-Tier partner will share the job aid with you, the Disti, to submit the order in CCW.

SaaS – Partner Flow Subscription Management & Invoicing Partner Action Send Invoice to Customer on a monthly basis Monitor usage and communicate with customer to see if changes are needed If auto-renewal option is not selected, share renewal with Disti Partner Action Perform Upsells / Downsells in CCW and share with Distributor CCW/ SFTP Distributor Action Access invoices in CCW (pdf) or SFTP folder (pdf/csv/xml) Send invoice to 2-Tier partner Submit Upsell / Downsell in CCW Submit Renewal order in CCW You can access invoices directly in CCW, or you can set up the secure folder to use for different formats Monitor usage and overages and talk to the customer for potential changes, and transact any changes in CCW

Quoting in CCW Now that we have completed a high level overview of the SaaS program model and the changes in CCW, let’s dive into how we create a quote in CCW This is typically a big part of the pre-sale process. [pause for questions]

SaaS – Transactional and Operational Process Quoting Ordering Subscription Management Invoicing Quickly create quotes and estimates for your customers, easily convert to an a order. Smaller volume of SKUs to manage, guided configuration rules, and auto-filled information. Easily to add more users or new product offerings to your existing subscriptions. Utilize existing non-standard processes to gain approvals for flexible quantities, terms, and pricing (share quote and configuration easily with others). Note that the “Create Configuration” tool in CCW is going away in favor of “Create Estimate” Quoting and Configuration End customer would like for all 500 of their employees to have access to schedule & host meetings, send/receive Spark messages, etc., but isn’t sure exactly how many will utilize the WebEx services. Monthly billing has been specified as the preferred billing option. Scenario One key item to call out is that the Create Configuration functionality is going away in favor of Create Estimates. For this training, we will Create a Quote in CCW. We’ll start out by sharing a potential scenario to mimic what an end customer would be looking for In this case, they want for all 500 employees in their organization to have access to WebEx and Spark, and would like to be billed monthly. For purposes of this training, we’ll go ahead and create the quote on behalf of the 2-Tier Partner. Let’s dive into using CCW to create this quote.

CCW Quote Create Quote Access CCW using the following link: https://apps.cisco.com/Commerce/home In the Deals & Quotes dropdown, click Create Quote. 1 1 1 This training session will assume prior knowledge and familiarity with basic CCW capabilities In the interest of time, we will very quickly go over the basic CCW features and focus our time on the components that are new/exclusive to Cloud/SaaS. To create a Quote in CCW, go to the Deals and Quotes dropdown and select Create Quote

CCW Quote Populate Required Fields to Create Quote Populate all required fields as per the standard CCW process and click Create Deal. Enter “About the Deal” information as directed and click Save and Continue to proceed. 1 2 1 This is standard CCW quoting Submit your partner and customer details as indicated. 2

CCW Quote Add a WebEx SKU 9 The following slides and screenshots are specific to ordering WebEx Spark offers. For other offers, please refer to offer-specific Ordering Guides. Type in the entire SKU and click Add. Note: SaaS SKUs are hidden and will not be auto-populated. SKU is added to the Quote. A warning triangle will display advising you to configure. Select your Buy Method. Click Select Options to configure your SaaS offer. 1 1 2 3 2 4 4 3 This is where things start to change for Cloud/SaaS We will type in a SaaS SKU in box 1. (Refer to slide 9 for a list of SKUs - there is a hyperlink at the bottom right corner of the slide to jump back and forth.) The WebEx SKUs will be hidden in the system, meaning they will not autocomplete, so we have to type out the entire SKU. Click “Add” to add to your quote. Please also note the red warning triangle around Box 2. This indicates that the SKU is not properly configured (in this specific case, not configured at all). If not already selected, select your Buy Method. Click Select Options to configure the offer – this will break us out to what we call the dynamic config screen. 9

CCW Quote Dynamic Configuration: Terms & Payments 1 Click the calendar icon and choose a Start Date. Select the Initial Term. Select the Auto Renewal Term. Select your preferred Billing Model option. The available options may vary by offer. Note: Configuration options will vary by offer type and may vary by country. Guided messaging is available to help you with the configuration. To make a selection outside of what is shown, please contact your AM and follow the Non-Standard Deal Approval process. 2 3 4 2 1 3 4 We are now in the Dynamic Config tool. The left side of the page is the navigation pane and the right side is where you fill in the information required. As you update the right side, the left hand pane will update. In this training session, we will focus on the tool itself rather than the offers. For offer specific questions and clarification, please refer to the ordering guide or talk to your PDM/AM. Please keep in mind that any quote that can be configured using this tool will be considered a standard deal. Selections outside these boundaries will be considered non-standard and you will have to work with your AM. There are multiple Billing Model options, including prepaid term, monthly, quarterly, and annual billing. Note that not all offers will have each option available.

CCW Quote Dynamic Configuration: Spark Meet with WebEx 1 Click Spark Meet with WebEx. Enter number of employees. Select the Spark Meet Option. Enter number of users to see list price. Overage will default into configuration. To remove, click the Trash Can icon. Select Video Meeting Type. Enter number of users to see the price and add to configuration. Note: As you make selections on the right, your configuration builds on the left. 2 3 4 2 5 1 3 6 7 4 5 6 Once again, in order to make this guide more interactive and less repetitive, let’s not focus on the details of each offer configuration. (e.g. Don’t try to define meeting center vs enterprise edition; quickly walk through the steps shown on the slide.) Make a special callout to box 5 – note that overages are automatically added for meeting attendees. To remove overages, use the trash can icon to the right side of box 5. 7

CCW Quote Dynamic Configuration: WebEx Storage Add On 1 Click WebEx Storage Add On. 50 GB is included by default for Active User. Enter the amount of additional storage to add to the configuration. Storage Overage in enabled by default; click the Trash Can icon to remove. 2 3 2 4 1 3 4 [Continue walking through the configuration details as listed on the slide deck] Note that this offer (Active User) comes with 50 GB of storage. Some offers come with 10GB – this will vary by offer. Additional storage is in increments of 50 GBs Similarly to attendees, storage overage is enabled by default. Use the trash icon to remove. Also, notice that the Subtotal value we see on the bottom left of the screen in the Configuration Summary is dynamically updating as we select new options.

CCW Quote Dynamic Configuration: WebEx Audio Add On 1 Click WebEx Audio Add On. To add Event Center Audio Broadcast to the configuration, click the Plus icon. Select an option from the Additional Audio Types and continue to configure your offer. 2 3 2 1 3 Continue walking through the configuration details as listed on the slide deck

CCW Quote Dynamic Configuration: True-Up Billing 1 Select from Committed, Uncommitted, or True- Up billing. Note: True Up billing is not available for all offers. True-Up Billing allows you to be billed based on the difference between the committed value set at time of order, and the sum of the accumulated invoice during your true-up term based on actual usage. This will appear in the subtotal view of your order as the following: Recurring charges represent all lines where charge type is ‘Recurring’ and License Model is not ‘Committed Billing’. Committed Spend will equal the sum of all lines where Charge type is ‘True Up’ or License Model is ‘Committed Billing’. 1 We won’t go through every single configuration option, since they will vary by offer. We’ll use the Active User offer as an example to show the True-Up billing option. True-Up Billing allows you to be billed based on the difference between the committed value set at time of order, and the sum of the accumulated invoice during your true-up term based on actual usage. For further details on true-up billing, please reach out to your PDM/AM.

CCW Quote Complete the Dynamic Configuration 1 Click View Full Summary for a detailed view of every line item in your configuration. If satisfied with your Configuration, Click Done. This will validate and save the Configuration, completing the Configuration process. Note: If the configuration is not valid an error message will display. Make necessary corrections and click Done again. 1 2 When we are done configuring our offer, we can use the left side navigation pane to review the options we have selected. Note that he subtotal amount shown reflects list prices, before any discounts are taken into consideration. Click Done once satisfied with the quote configuration. 2

CCW Quote Accept Terms & Conditions Read through Terms and Conditions. 1 Read through Terms and Conditions. Click Return to Configuration to modify current Configuration if necessary. Click Done to accept Service Description & End User License Agreement and finalize your Configuration. Note: Ensure your configuration is complete and valid. After continuing, you can change only the Start Date; you will have to reopen the quote to make other changes to your configuration. 2 3 1 2 3 These messages have a yellow diamond icon next to them – meaning they are just warnings. They will not stop us from completing the order. A red icon, however, would require updating the configuration. Remember to pass along the Service Description and License Agreements to the end customer, as this is a crucial step of the process. Click Return to Configuration if you would like to change any of the selected options, or click Done to finalize your Configuration.

CCW Quote Save & Continue Configuration is Valid. 1 Configuration is Valid. Quote summary of selected options and extended list price is displayed. To edit terms and payment, click the pencil icon. Click Save and Continue to save and to move to Discounts & Credits. 2 3 3 1 2 We have now exited the dynamic config tool and are back in the standard CCW Quoting page. Notice that the red triangle icon is no longer present in our quote – meaning our quote is valid. Click Save and Continue when ready to proceed.

CCW Quote Discounts & Credits 1 Pricing information is displayed in the Discounts and Credits tab. Click the Plus icon to expand the configuration and display the minor lines. You can select different View By options from the drop-down menu. Scroll to the bottom of the screen and click Save and Continue. 2 3 2 1 3 We can now view all of the discounts that the partner is eligible for. Expand the details by clicking on the plus sign logo. We can use the view by dropdown to filter the list of discounts. Click Save and Continue once you have reviewed the discounts.

CCW Quote Review and Submit 1 Review the quote details in the Review and Submit tab. Click Submit Quote for Approval. Note: For pricing/product adjustments, “share” quote with AM. 2 1 This is part of the standard CCW quoting process. Review the quote and click submit quote when ready. 2

CCW Quote Quote Approval Click View Submitted Quote. 1 Click View Submitted Quote. Note: Standard quotes are automatically approved. Any non-standard quotes require additional approval – contact and share the quote with your Account Manager. 1 Since this is a standard quote, it is automatically approved. Non-standard quotes have to go through your account manager. This is the end of the SaaS quoting process. The next step is converting this quote to an order. [pause for questions]

Ordering in CCW In this module, we will walk through how to convert a quote to an order, and then place the order. Similarly to quoting, we will move through the standard CCW process fairly quickly to focus on SaaS-specific changes.

SaaS – Transactional and Operational Process Quoting Ordering Subscription Management Invoicing Collect provisioning information from your 2-Tier partner. Validate provisioning information formats and values to ensure valid data. System checks if the URLs are available. Enable auto-provisioning from information gathered in order and any corresponding site configuration form on file, including partner/customer branding. Provisioning Validation Service ensures provisioning is completed on time per requested start date. Provisioning Details and Converting Quote to Order Your 2-Tier partner has submitted a quote and shared it with you. Scenario We’ll continue with the scenario we looked at for quoting – in this case, however, your 2-Tier partner created the quote and shared it with you.

CCW Order Convert Quote to Order 1 If you create the quote on behalf of your 2-Tier partner, click the Create a new Order from this quote link. 1 If you created the quote, click Create a New Order from This Quote to begin the order

CCW Order Convert Quote to Order If your 2-Tier partner has created a quote and shared it with you, access it using the Deal ID. Click Create Order in the Orders dropdown. 1 1 If the quote was shared with you by the 2-Tier partner, click Create Order from the Orders dropdown.

CCW Order Convert Quote to Order 1 Enter the Deal ID and click Continue to proceed. 1 Use the Deal ID to access the quote that the 2-Tier partner submitted.

CCW Order Select Items Select the SaaS offer to order. Click Continue. 1 Select the SaaS offer to order. Click Continue. Note: You are now able to purchase multiple product types including hardware, technical services, SaaS, On Premise, and more, all in a single Hybrid order. 2 1 Select the SKU that you want to order using the check box next to the list of SKUs available. Click continue. Note that Hybrid Ordering has now been enabled – multiple product types can be purchased in a single order. 2

CCW Order Edit Start Date Your item is now added to your Order. Click Edit to change the Requested Start Date if necessary. Click View/Edit to add Provision Details. 1 2 2 1 This is where the SaaS process for CCW Orders is different There may have been a long time between the time a quote was created and the time when your customer is ready to place the order. As a result, you have the option to edit the requested start date. Once you are satisfied with the requested start date, click View/Edit on the Provisioning Details.

CCW Order Provisioning – Next-Gen Services Click Next-Gen Services. 1 Click Next-Gen Services. Enter End Customer Admin Email. Select Org Manager from dropdown list, and add Partner and Reseller Admin Emails as required. If the Partner or the Reseller needs access to the Customer’s Administration portal, it is essential that the Partner and/or Reseller Admin emails are provided. These persons will be provisioned with access to the Cisco Spark administration portal of the customer. The Partner and/or Reseller Admin will receive an email with credentials to log into the administration portal once the Cisco Spark service has been provisioned. 2 3 3 1   2       Please submit the End Customer Admin Email. If partner/reseller access to the Customer Administration portal is required, select the appropriate field from the dropdown menu, and submit email addresses for partner and reseller as required.

CCW Order Provisioning – IM Org Information Click IM Org Information. 1 Click IM Org Information. Add IM Org Information (Org Admin eMail, First Name, Last Name, Phone) as required. Enter the details of the person who is going to manage the WebEx Messenger (Jabber) service. This will typically be an IT Administrator in a company. This person will get an email when the service is provisioned with credentials to log into the administration portal for the service. The Organization Name (e.g. Acme Inc, Global Corp) is a mandatory field even if you are not ordering the WebEx Messenger service. 2 1   2   This is the provisioning portal. After populating the provisioning job aid in talks with your End Customer, use the information to fill out the coming fields. Fill out all required IM Org information. Even if you are not ordering the WebEx Messenger service, it is still required to fill out the Organization Name field. The Org Admin is who will be managing the service, typically an IT Administrator. Be sure to not click “Save and Continue” until you have completed all provisioning details. You will encounter an error unless all fields have been filled out. Click “Save” and move on to the next provisioning section.

CCW Order Provisioning – IM Org Information (cont.) 3 Make appropriate selections for Domain Name List, IM Logging, Integration, and Organization Name. Domain Name List – Much like an email service, the IM service needs to be configured for use in a particular domain (e.g. acme.com; company.com). Note that the domain cannot be one of the public domain (e.g. yahoo.com; gmail.com). It needs to be owned by the customer. Organization Name – Name of the Org that the IM service should be provisioned for (e.g. Acme Inc., Global Corp.). IM Logging, CUCM Integration, Messenger Integration: Specific features that can be enabled as part of the order now or can be requested to be enabled later. Please refer to the following product documentation for feature details Click Save. 4 3   Complete the rest of the IM Org information requested, referring to the ordering guide for additional details. The domain name entered must be owned by the end customer and cannot be a public domain. 4

CCW Order Provisioning – Additional Site Information 1 Click Additional Site Information. Add Primary Site URL. This will be URL where the customers WebEx conferencing service will be provisioned (e.g. acme.webex.com). Add Branding Reference URL. If the customer requires that their WebEx site be branded with their company logo, etc. enter the customer’s website address (e.g. www.acme.com). 2 3 3 2     1   Please fill out the Site URL and Branding Reference URL. The tool will automatically check if the URL is valid/available.

CCW Order Provisioning – Additional Site Information (cont.) 4 Select Country Code, Time Zone, and Language Information as directed. This information is collected so that your service (e.g. WebEx Meeting Center) can be provisioned in the Data Center closest to where most of the customer’s users are located, so please choose the country and the time zone where most of the users of this service are located. Select whether to enable Meeting Center and type in the number of licenses. Select whether to enable CMR and type in the number of licenses. For additional sites, click Add Another Site and follow the steps outlined above. Click Save. 5 6 7 8 4   5   6   Submit your Region and Language information, ensuring to choose the country and time zone where most users are located. If you would like to add another site, simply click the Plus icon, and populate details. 7   8  

CCW Order Provisioning – Additional Site Information (pop-up message) If you receive a pop-up message notifying you that the site you entered already exists: Click Return to go back to Provisioning. On the Provisioning tab, check the Override Active Subscription button. Click Save. When the popup message appears once again, click the Continue to CCW button and proceed. 1 2 1   3 2 4   4 If you receive a pop-up message notifying you that the site you entered already exists, click return and check the Override Active Subscription box. Click save; as you continue and the popup appears again after checking the box, simply click Return to CCW and proceed.   3  

CCW Order Provisioning – Additional Site Information (cont.) 1 Once finished submitting all requested Provisioning information, click Save & Continue. Click Continue to CCW to return to the Items tab. 2 2   1   Submit your Region and Language information, ensuring to choose the country and time zone where most users are located. If you would like to add another site, simply click the Plus icon, and populate details.

CCW Order Provisioning Complete Provisioning is Complete. 1 Provisioning is Complete. Click Save and Continue. 2 1   Provisioning is now complete; please click save and continue to proceed with the order 2  

CCW Order Discounts You are now in the Discounts tab. The discount summary and details are available at the header and line levels. Discounts cannot be edited on the order. View header-level discount details. Click the View By dropdown to see different viewing options. Click Filter By dropdown to see different filtering options. 1 2 2 3 3 1 Discounts are reflected here again. The same capabilities are available here as with the quoting process

CCW Order Discounts Click the + icon to view line level details. 1 Click the + icon to view line level details. Click Continue to proceed. 2 1 1 2 Clicking the + icon will allow you to view discount details for each minor line.

CCW Order Shipping and Install You are now in the Shipping and Install tab. Enter Order Shipping Options and Ultimate Consignee information as desired. Edit Shipping Service To Address and End Customer Address as desired. Click Save and Continue to proceed. 1 2 3 2 1 3 This is part of the standard CCW order process. Please verify shipping options and assign a shipping address and customer address. Click Save and Continue once completed.

CCW Order Billing – Tax Information You are now in the Billing tab. Select your appropriate Taxability option from the dropdown menu. Click Save. 1 2 1 2

CCW Order Billing – Billing and Contacts Information Click Billing and Contacts Information. Review the Billing Address listed and edit if necessary. Submit your Billing, Business, and Support Contacts. Click Save. 1 2 3 4 Note: Flooring BIDs are not eligible for SaaS orders and will not be accepted by the system. If you are currently using a Flooring BID, work with your PDM to identify or create an alternate BID to use. Flooring BIDs are NOT eligible for SaaS orders. 2 Definition: A flooring BID is a Bill-to-ID that is tied with a financial clearing house rather than the Partner itself. SaaS orders require a BID that is directly related to the partner. 1 3 Note that you will NOT be able to use a Flooring BID for SaaS orders. Work with your PDM if you typically use a flooring BID. 4

CCW Order Billing – Payment Information Click on Payment Information. 1 Click on Payment Information. Select Purchase Order as your Payment Method. Click the Edit icon to submit your Purchase Order # at the top of the screen. Add a Customer Reference note if you would like to for your own internal invoicing purposes. Click Save & Continue. 2 3 3 4 5 2 4 1 5

CCW Order Review Order Summary 1 All icons are clear, signifying that the order is ready to submit. If an icon is red, click the icon to return to that section and make corrections. Review Financial Summary and Order Summary. Submit your Order Submission Notification preferences. Click Terms and Conditions to review and accept. Upon accepting, the submit button will no longer be greyed out and you will be able to continue to submit the order. Click Submit Order to proceed. 2 2 3 4 3 5 Conduct a final review of your order to ensure accuracy. 4 5

CCW Order View Submitted Order 1 After submission, you receive an order confirmation and can view the submitted order by clicking View Submitted Order. 1   The order is now complete and you will receive an order confirmation {pause for questions]

Manage Subscriptions in CCW Now that we’ve covered the Quoting & Ordering process, we’ll talk about managing your subscriptions in CCW  

SaaS – Transactional and Operational Process Quoting Ordering Subscription Management Invoicing Manage subscriptions directly in CCW – including processing change subscriptions easily. Simplified upsell and replace subscription process, all in CCW View usage data, invoices, and more in the CCW Subscriptions tab Subscription Management Customer has been using their SaaS product for a few months now and has experienced a change in their company. Due to rising employee headcount, they would like to view their usage data and increase their amount of users specified. Scenario [Quickly flash slide to frame what will be covered in this section.] In this section, we will discuss the subscription management capabilities available to you in CCW, including the ability to Search your subscriptions, Upsell, Initiate a Downsell, Replace your subscription, and view usage data and invoices. To continue the scenario we’ve been talking to, in this case the customer has increased their employee headcount and needs to update their subscription accordingly.  

Manage Subscriptions Subscriptions Tab 1 Hover over the Subscriptions tab and click on Cloud/SaaS Subscriptions. 1   Hover over the Subscriptions tab, and select Cloud/SaaS Subscriptions  

Manage Subscriptions Search Subscriptions 1 View the number of Days to Renewal as well as your Auto Renewal term directly on the Cloud/SaaS Subscriptions summary page. Click the Subscription to edit/modify and view detailed subscription information. To search for a specific subscriptions, select a search criteria and search term, or click the Advanced Search option. 2 3 3   1   2   Within the new Subscriptions tab in CCW, you are able to easily view renewal information and search for your existing SaaS subscriptions. Notice the Days to Renewal and Renewal Terms are both easily accessible right here on the Summary page. You can select your search parameter and submit the exact text, or use the Advanced Search feature to find a specific subscription using a variety of search parameters, including Bill-to ID, End Customer, and Site URL. Click on the Subscription to view further details.  

Manage Subscriptions Subscription Details 1 View Details for your subscription at the top of the screen, as well as by Major and Minor line level below.   1   After selecting your subscription, view details at the top of the screen related to BID, End customer, Status, etc. Below, view details by major and minor line level.  

Change Subscriptions View Subscription Invoice Click Invoices. 1 Click Invoices. Click the Invoice number to view your invoice. Click the Information icon to view your Subscription Amount reflects. Click the Dispute icon to raise a dispute on the invoice. 2 3 4 1   3   4 2     Click on the Invoices subtab. Select the invoice number to view the invoice, and select the Dispute icon to raise a dispute. You can click the “I” icon to view exactly what the Subscription Amount shown is referring to.

Change Subscriptions View Usage Details Click Usage. 1 Click Usage. Click any of the items in the Summary section to update the graph. Select the Billing Cycle and usage type you would like to View Details By. Usage Details will be populated based on your selection. Click Download Excel to export. 2 3 4 1   2   3   4   This is a net new functionality in CCW – you can now view Usage details for your subscription. Click any of the options under the Summary section to edit what is shown in the graph. The usage details shown below vary based on your selection of the Billing Cycle, which automatically shows the previous 13 months by default, and View Details By fields. You can export the Usage Details by clicking the Download Excel icon.  

Change Subscriptions View Payment and Contact Details 1 Click Payments and Contacts. Edit Contacts and Contact Information in the Contacts and Addresses section. 2 1   1   2   3   2   [No callouts for payment details since paying with Credit Card is not currently an option.] Next we’ll take a quick look at the Payment and Contacts subtab. You can edit your Billing, Business, and Support contact information directly in CCW.  

Manage Subscriptions Edit/Modify Subscription 1 Click Modify/Renew to begin the Change Subscription process. 1   You can also change your subscription by clicking “Modify/Renew” to proceed with the Change Subscription process.

Manage Subscriptions Upsell 1 After clicking Click to Modify from the list of subscriptions, the selected subscription displays in the Items tab. Click Change Options. 2 1 We will begin by going over the Upsell process. This screen should look very familiar to what we saw in the Quoting process. Notice your existing subscription is already populated; to change it, we will go into the Dynamic Configuration tool by clicking “Change Options”.   2

Manage Subscriptions Upsell (cont.) 3 To make changes to Terms and Payments, check the box next to Change the terms of my subscription. Under Configuration Summary, click the category to make changes to. 4 3 4 We are now back into the Dynamic Config tool. To make any changes to the Terms and Payments section, check the box that reads “Change the terms of my subscription”. Using the Configuration Summary on the left hand side, navigate to the section you would like to change as part of the Upsell. For this example, we will click on Conferencing.  

Manage Subscriptions Upsell (cont.) 5 To change quantity in an upsell, enter a new, higher quantity (in this example, quantity is updated from 1000 to 1500). Click anywhere on the screen to update the quantity. 5 Here, we will increase the quantity of Enterprise Edition users from 1000 to 1500. Clicking anywhere on the screen after typing will update the quantity

Manage Subscriptions Upsell (cont.) 6 6 A message displays to inform you when the subscription changes will take effect. Follow the steps as outlined in the CCW Quoting section to make any other changes to the subscription. Click Done. In the Done Messages dialog box displayed, click Done. 7 8 9 8 9 After making a change to the subscription, a message will appear to inform you when the subscription changes will take effect. Once you have made all desired changes, click the Done button in the Configuration Summary. Just as before, the Done Messages will appear – it is very important to note that you need to pass along the Service Description and License Agreement to your End Customer. Click Done to complete the changes to your subscription and return to the Items tab.  

Manage Subscriptions Upsell (cont.) You can click Change Options to verify changes. Click Save and Continue and complete the quote. 10 10 You can click Change Options once again to verify the changes you have made. Click Save and Continue and complete the quote following the same process as before. Using only CCW, you have now completed the Upsell process.  

Manage Subscriptions Downsell In the Items tab, click Change Options. 1 In the Items tab, click Change Options. Note: To initiate a downsell, you follow the same process flow as for an upsell. Click Change Options, increase an amount marginally in the configuration, and then share the deal with your AM stating the details of your desired downsell. Work with your AM to process the downsell. Unlike the Upsell process, which can be performed fully in CCW, you can only initiate the Downsell process in CCW. Follow the exact same process as you would to perform an Upsell, increasing a quantity in the Configuration by a marginal amount, and then share the deal with your AM. You will be able to complete the downsell process by working with your AM.   1

Manage Subscriptions Replace 1 In the Items tab, click Replace Subscription to choose a new Subscription. 1 We’ll now go over how to replace your subscription with another offer. In the Items tab, click Replace Subscription to begin the process.  

Manage Subscriptions Replace (cont.) 1 Click the Subscription you would like to switch to. Click Use Selected Offer to proceed. Follow the same initial process as outlined starting from Slide 16 to continue with your replacement. 2 1 Choose one of the subscriptions from the populated list, and click Use Selected Offer to proceed Configure your offer using the same process as before and proceed to complete the Replace Subscription process. 2

Invoices in CCW Now that we’ve covered how to manage your subscriptions post-order, we’ll talk about the SaaS Invoicing functionalities available to you in CCW  

SaaS – Transactional and Operational Process Quoting Ordering Subscription Management Invoicing Receive one invoice per end-customer. View credit memos that are generated for negative lines. Access usage details in the SFTP folder or via CCW export. View invoices in .pdf and .csv formats using the Orders tab or the Subscriptions tab in CCW Access invoices.pdf, .csv, and .xml formats using your SFTP folder Invoicing & Reporting Customer has consistently utilized the offer more than anticipated. Partner now needs to bill the customer for overages they have incurred, and needs to have overage and usage details clearly displayed on the Invoice to ensure billing transparency to the end customer. Scenario As we discussed, you can access your invoices in the CCW Subscriptions tab. Continuing our scenario, our end customer has incurred overages on their subscription and would like to see them on their invoice.  

Invoicing Mock Invoice – Key Fields 1 1 View the invoice number (PDF formats are slightly modified for SaaS orders). View Web Order ID, subscription details, total commitment, usage, and true-up verbiage. 2 2 We’re not going to go into too much detail here but we’ll show you some samples of invoices in different formats. You can reach out to your PDM for further questions around Billing and Invoicing. Here we can take a look at some of the fields included on the dummy Invoice – all data has been mocked up. In the top right, find the invoice number as well as subscription details. Below, in the Summary by Service section, find your Web Order ID, total commitment, usage data, and true-up details.

Invoicing Mock Invoice – Additional Bill-to Contact and Partner Information 1 View Partner Information, including Bill-to Partner Name and Bill-to Partner Number. View End Customer information, including End Customer Account Name and End Customer Number. 2 1 2 As we continue to scroll down the invoice, we can see details showing exactly what invoice amount corresponds to each end customer account name.  

Invoicing Sample SFTP PDF and Email PDF Invoice 1 View the overage information, shown here in the Ports Meeting Center Attendee Overage section. 1 Here we have an example of the .pdf format you can access via SFTP or CCW. Notice the Overage details included in the invoice.

Invoicing Sample .csv Invoice This is the format in which you will see your invoices. Note: Your invoice format is different from end customer invoice format. [Very quickly flash slide] This is a sample Excel invoice that would be accessed via SFTP  

Invoicing Sample .csv Invoice (Overage View) [Very quickly flash slide] This is a sample .s invoice that they would access via SFTP Overages are clearly shown here as well.  

Invoices and SFTP Orders Invoicing: Cisco provides invoice data in .pdf, .csv, and .xml formats You will be billed monthly for overages Accessing Invoices: You can access invoices directly within CCW and export in .pdf and .csv formats You can access different invoice types in a secure billing folder with a secured unique user name and password 3 subfolders (.pdf, .csv, .xml) Data kept for 1 month Data archived to subfolders on a monthly basis (deleted on 3 month rolling basis) Now that we’ve seen some sample invoices and seen how to access invoices in CCW, we’ll quickly recap: Invoices will be available in Excel, .pdf, and .xml formats. You will be billed monthly (unless prepay option was chosen). You can access invoices via either CCW or in a secure billing folder (SFTP). Data will be kept for 1 month before being archived. Data will be deleted from archives after 3 months.  

Delivery Schedule and Invoice Notifications Billing Folder Notifications: Billing folder partner contacts will receive an e-mail notification each time a delivery has been made to their billing folder. These notifications will confirm delivery, provide the number of invoices delivered, and provide the total dollar amount of the invoices delivered Delivery Schedule: All bills will generate on the bill date, and will be pushed to folder. This delivery will include all .pdf, .csv, and .xml invoices available Billing summary file will include total number of invoices and customer names All provided partner contacts will be notified each time a delivery is made to their SFTP folder. These notifications will confirm delivery, provide the number of invoices delivered, and provide the total dollar amount of the invoices received. Bills will be generated and pushed to the SFTP folder on the bill date. The billing summary file will include the total number of invoices and customer names.  

Support Now that we’ve covered how to use CCW for SaaS, we’ll quickly touch on how to receive support  

SaaS Support Where do I go for Help? Go to SaaS Subscriptions Community Page www.cisco.com/go/saassubscriptions For Subscription Based Billing system or Spark questions, please contact sparkg2mhelp@cisco.com For customer contract migration questions, please contact webexmigrations@cisco.com For all other WebEx program or procurement questions, please contact webexpartnerhelp@cisco.com 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 more specific questions, use the aliases listed below.

This concludes our session. Thank you very much for your time today This concludes our session. Thank you very much for your time today! We look forward to continuing to work with you.