1. 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

2. 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

3. 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.

4. 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

5. 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.

6. 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:
– 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

7. 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

8. 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.
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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

9. 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

10. 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.

11. 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

12. 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.

13. 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

14. 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.

15. 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).

16. 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.

17. 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

18. 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.

19. 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.

20. 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 (

21. 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 (

22. 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

23. Demo

24. 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

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

26. 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

27. 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!

28. SaaS Support
Where do I go for Help?
Go to SaaS Subscriptions Community Page
For assistance creating a Non-Flooring BID, please contact
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 (

29. SaaS Support Additional Resources SaaS Seminar:
SaaS Subscriptions Community Page:
Training Schedule:
Software Operation Exchange Page:
For SaaS additional resources.

30. Thank you.