1. Collab Systems Release 10 Licensing Update
CTG Strategic Pricing and Licensing
January 2014

2. Pricing and Licensing Strategy for FY14
Add Value to Current UC Licensing Solutions
Encourage Strategic Collaboration Trends
Deliver Simple and Consistent Pricing Methodology
Enable Migration between On Premise and Cloud
Improve Ease of Doing Business with Cisco
Licensing Strategy Overview
There are no changes to the structure of Cisco’s licensing, but significant value has been added. Cisco still offers three main licenses – UCL Enhanced, CUWL Standard, and CUWL Pro. Cisco continues to add value to existing offers by adding products and features into the offers at no additional charge.
The following are key elements of Cisco’s Collaboration Pricing and Licensing strategy for FY14.
Add Value to Current UC Licensing Solutions
Maintain market price with increased value
Provide features and products customers value
Encourage Strategic Collaboration Trends
Offer flexibility in voice and video offers including cloud and mobile
Deliver Simple and Consistent Pricing Methodology
Continue with a consistent user-based bundling strategy
Enable Migration between On Premise and Cloud
Improve Ease of Doing Business with Cisco
Including ordering, UCSS renewal, License Mgmt.

3. UCL ENHANCED / ENHANCED PLUS
Cisco Collaboration Systems Release 10 Licensing Summary
Maintaining simplicity with added value
CUWL
PROFESSIONAL
CUWL PROFESSIONAL
WebEx Conferencing
Personal Multiparty
CUWL
STANDARD
CUWL STANDARD
Multiple Devices
Cisco Unified Messaging
UCL
ENHANCED / PLUS
UCL ENHANCED / ENHANCED PLUS
Cisco Prime Collaboration Standard
Expressway firewall traversal
Support for All Personal Endpoints
One / Two Devices
Cisco’s licensing structure hasn’t changed since last year, with three main licenses – UCL Enhanced/Enhanced Plus, CUWL Standard, and CUWL Pro.
As depicted here, each license builds upon the previous.
Note that the elements highlighted in green are updates and additions for Systems Release 10. More details on each of these new features will follow in this deck.
Note that the UCL Basic and UCL Essential licenses still exist for more basic needs but aren’t shown here. The main three offers are Cisco’s focus for collaboration workers.
Updates and additions to System Release 10 listed in green

4. UCL ENHANCED / ENHANCED PLUS
Cisco Collaboration Systems Release 10 Licensing Summary
UCL ENHANCED / ENHANCED PLUS
First level of licensing for Collaboration users
Core components:
UC application support for one device (UCL Enhanced) or two devices (UCL Enhanced Plus) per user
Support for Cisco’s entire portfolio of personal endpoints
Expressway firewall traversal for remote and mobile workers (firewall traversal for IM&P, voice and video within an organization)
Cisco Prime Collaboration Standard
UCL
ENHANCED / PLUS
UCL Enhanced list price = $210 per user
UCL Enhanced Plus list price = $295 per user
UCL Enhanced is the first level licensing for Collaboration users
This hasn’t changed from last year’s release. Key features include …
UCL Enhanced supports UC applications for one device and UCL Enhanced Plus supports for 2 devices per user
Both licenses support Cisco’s entire portfolio of personal endpoints (including all Jabber softclients, IP and video- enabled devices, personal telepresence devices)
New for System Release 10 is the inclusion of Expressway for remote and mobile workers, which provides a VPN-less option for IM&P, voice and video firewall traversal within an organization. This enhancement makes users truly mobile. Note that B2B and third-party interop firewall traversal are not included here, but that capacity can be purchased separately.
Another addition in System Release 10 is the inclusion of Prime Collaboration Standard licensing management. This is included in CUCM.

5. Cisco Collaboration Systems Release 10 Licensing Summary
CUWL STANDARD
Most popular licensing for Collaboration users
Core Components:
All features of UCL Enhanced / Enhanced Plus
Including new additions of Expressway firewall traversal and Cisco Prime Collaboration Standard
UC application support for more than two devices
Cisco’s unified messaging
CUWL
STANDARD
UCL
ENHANCED / PLUS
CUWL Standard has become Cisco’s most popular licensing for Collaboration users
This license includes all features of UCL Enhanced / Enhanced Plus, including the new additions of Expressway and Cisco Prime Collaboration
The key differentiators as compared with UCL Enhanced continue to be …
UC application support for more than two devices
Cisco’s unified messaging, or Cisco Unity Connection
CUWL Standard list price = $325 per user

6. Cisco Collaboration Systems Release 10 Licensing Summary
CUWL PROFESSIONAL
CUWL PROFESSIONAL
Most comprehensive licensing for Collaboration users
Core Components:
All features of CUWL Standard and UCL Enhanced / Enhanced Plus
One named user license for WebEx on-premise AND year subscription for WebEx in the cloud
One named user license for Personal Multiparty, to host 4-party video conferences
CUWL
STANDARD
UCL
ENHANCED / PLUS
The third and final main software bundle is CUWL Pro, which is the most comprehensive license option
As you can see here, this includes all features of CUWL Standard and UCL Enhanced / Enhanced Plus. Again, this structure has not changed since last year.
There are two key differentiators we’ll discuss as compared with CUWL Standard…
The first, is the enhancements made to the WebEx Conferencing component of CUWL Pro licensing. Although WebEx is included in CUWL Pro today, the offer has changed in two significant ways.
First, the named user license replaces the existing ratio of ports per user. So instead of one WebEx port for every 10 CUWL Pro licenses, as it is today, the offer includes one named user for each CUWL Pro license.
Secondly, the offer is updated to include both the perpetual, on-premises license of WebEx Meeting Server (or CWMS) AND the one-year cloud subscription for WebEx Meetings Center.
The second significant enhancement in CUWL Pro is the addition of the named user license for Personal Multiparty. For each CUWL Pro user license, one named host is entitled to host ad-hoc multiparty meetings with up to three additional parties, using a personalized contact address. This is included with CUWL Pro and can also be purchased a la carte to complement lower levels of licensing.
CUWL Professional list price = $500 per user

7. Enhanced Plus / Enhanced
Cisco Collaboration Systems Release 10 Licensing Summary
Personal Multiparty
Personal Multiparty  +
N/A
WebEx Conferencing
Unity Connection
Expressway firewall traversal
Jabber UC
Jabber IM/P
Cisco Prime Collaboration
# of Devices Supported
Multiple
Two / One
One
CUWL
Professional
Standard
UCL
Enhanced Plus / Enhanced
Basic
Essential
Price
$500
$325
$295 / $210
$125
$40
Allows for up to 4 parties in a video conference; included in CUWL Pro
WebEx Conferencing
One Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server; included in CUWL Pro
Expressway firewall traversal
Firewall traversal for voice and video; included in UCL Enhanced & above
Firewall traversal for IM&P; included with all UCM licenses
CPE & Hosted
CPE & Hosted
Cisco Prime Collaboration
Cisco Prime Collaboration Standard; included with CUCM
 = included w/ license
This license overview should look familiar. Last year, a similar graphic was used to depict Cisco licensing, and that structure hasn’t changed. We use this graphic to show more of the details in each license offer.
Note that the check marks represent what’s included in the user license, while the plus signs are a la carte options that have additional costs.
Again, perpetual pricing has not changed. The list prices shown here have remained constant while Cisco has added products and functionality to the licenses.
More details of each enhancement can be found in following slides.
While the focus for collaboration users is on the three main licensing levels, Cisco realizes that our customers still need to provision simple phones to put in public spaces or shared use environments. Essential and Basic provide licensing for those scenarios where customers still need to enable endpoints for places, not people. Examples include: conference rooms, lobbies, quiet rooms and fax machines.
+ = optional add-on
N/A = not available w/ license

8. Personal Multiparty Personal Multiparty
Collab Systems Release 10 Licensing Revisions
Personal Multiparty
Added Value to Current UC Licensing Solutions
Named host for 4-person video conference included in CUWL Pro
Supports resolutions up to HD w/ Orchestration
Ad hoc, Rendezvous, or Scheduled meetings
Rich interoperability
Strategic Collaboration Trends
Drives personal, enterprise-wide HD video adoption
Simple and Consistent Pricing Methodology
Per user license consistent with UC Licensing offers
Included in CUWL Pro at no additional cost
Offered a la carte on a per user basis
Personal Multiparty alignment with FY14 strategy

9. WebEx Conferencing WebEx Conferencing
Collab Systems Release 10 Licensing Revisions
WebEx Conferencing
Added Value to Current UC Licensing Solutions
Customer provided one Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server
Per user license model replaces 1:10 port to license ratio
Strategic Collaboration Trends
Encourages customers to deploy in the cloud with no risk
Simple and Consistent Pricing Methodology
Per user on premise and cloud options consistent with per user components in all licensing options
Migration between On Premise and Cloud
Flexibility to choose on premise deployment after 1 year cloud subscription, at no additional cost
WebEx Conferencing alignment with FY14 strategy

10. Expressway for remote and mobile workers
Collab Systems Release 10 Licensing Revisions
Expressway firewall traversal
Added Value to Current UC Licensing Solutions
Firewall traversal for voice and video included in UCL Enhanced, CUWL Standard, CUWL Pro for mobile remote workers registered to CUCM
Firewall traversal for IM & Presence included with CUCM
Strategic Collaboration Trends
Drives pervasive video and mobility
Simple and Consistent Pricing Methodology
Per user license consistent with UC Licensing offers
Ease of Doing Business with Cisco
Inclusion of firewall traversal in licensing reduces need for incremental products
Expressway for remote and mobile workers alignment with FY14 strategy

11. Cisco Prime Collaboration Standard
Collab Systems Release 10 Licensing Revisions
Cisco Prime Collaboration Standard
Added Value to Current UC Licensing Solutions
Allows customers and partners to manage full UC deployment
Configure and deploy solutions, track performance metrics and trends, view real-time dashboards
Self-service allows for rapid revisions and deployment
Strategic Collaboration Trends
Accelerates deployment of all UC applications including video
Ease of Doing Business with Cisco
Directly addresses one of customers’ key pain points that management of Cisco solutions is difficult and fragmented
Single, consistent platform enables customers and partners to better manage deployments and track usage
Advanced version of Prime Collab also available a la carte
Cisco Prime Collaboration alignment with FY14 strategy

12. System Codecs and Quickset Platforms
Collab Systems Release 10 Licensing Revisions
Device Support
UCL Enhanced / Enhanced Plus
CUWL Standard
CUWL Professional
TelePresence
Room
69xx
89xx
UCL Basic
Jabber Desktop
TX / CTS / T Series
78xx
UCL Essential
99xx
6911
79xx
MX / Profile Series
Fax
Analog
DX650
Jabber Mobile
6921
792x
System Codecs and Quickset Platforms
Third Party
SIP
3905
6901
7821
EX60 / EX90
7937 / 8831

13. for 4 party video conferencing
CUWL Pro Customer Entitlements
Based on License Version and Valid UCSS
Personal Multiparty
WebEx
Conferencing
Expressway*
Named User license
for 4 party video conferencing
Named User license for WebEx Meeting Center (1 yr) AND WebEx Meetings Server
Voice & Video
and IM/P
CUWL Pro
9.X and 10.0
New CUWL Pro 9.X and 10.0 Users
(new / migration / add-on)
Existing Customer On or Upgrading to 9.X or 10.0 with valid UCSS
Pre-9.X
New CUWL Pro Pre-9.0 Users
Existing Customer On or Upgrading toPre-9.0 with valid UCSS     
(On-premise only)       
*Expressway voice & video also available in 9.X and 10.0 for UCL Enhanced/Enhanced Plus and CUWL Standard; IM/P available in all license levels.
CUWL Pro Availability
Minimum of 50 CUWL Professional user licenses minimum
WebEx Meeting Center (cloud) is not available in China and Russia
New CUWL Professional customers and existing CUWL Pro customers on valid UCSS have the opportunity to take advantage of the updates in Systems Release 10, in both versions 9.X and 10.0.

14. UCSS Benefits Most Cost-Effective Way to Upgrade
Multi-year subscriptions provide predictable, fixed pricing for upgrades.
If the customer upgrades once in 5-7 years, UCSS costs less than a-la-carte upgrades.
1yr x UCSS
UCSS Subscription
$10 / user / year
A-la-carte Upgrade
1 x Standalone Upgrade
New Software
Application
1 x User Connect License
$100 / user
$50 / user
Example depicts savings from UCSS compared to a-la-carte upgrades

15. Drive to Collab CB Plus Promotion – US/CAN
Migrating to CUCM 9.1 or 10.0
Competitive Displacement
Up level Licenses
(UCL Enh  CUWL Std or CUWL Std  Pro)
Licenses at Same Level
NEW!
UCM upgrades eligible
BE7K: 64%
CUAC 10.0: 64%
VVSK includes Expressway
EX Series: 78%
No UCSS
UCSS
No UCSS
UCSS
85%
Get Current
Stay Current
SKUs
Contact GLO for licenses;
Use CB Plus discounts
to expand
Migration Licenses
85%
100%
Licenses
3 Years UCSS
64%
5 Years UCSS
78%
3 Years UCSS
64%
Phones, Gateways, UCL, WebEx Meetings
59%
TelePresence, CUWL, CC, Collab SW, UCSS, BE6K, BE7K, CUAC
64%
65%
Services
33%
UCS
Video Velocity Starter Kit
EX Series Limited Offer
MCU 5310/5320 or TS VM/310/320 & Expressway
85%
Unlimited EX60 or EX90, BE6K, BE7K, HCS or TPaaS
78%

16. Maintained Tiered Pricing for UCL Licenses
Collab Systems Release 10 Licensing
UCL
Enhanced Plus
Enhanced
Basic
Essential
1 to 999 Users
$295
$210
$125
$40
1,000 to 9,999 Users
$280
$195
$110
$25
10,000 and
Above Users
$275
$190
$105
$20
Tiered pricing continues to exist for Cisco’s UCL license offers.

17. Typical Use Case Scenarios and Partner Sales Motion
Partner Only
Typical Use Case Scenarios and Partner Sales Motion
Use Case Scenario
Partner Sales Motion
New customer (Greenfield Opportunity)
Customer does not have Cisco UCM
Lead with CUWL
CUWL Pro for customers considering personal multiparty video and/or WebEx standalone
CUWL Standard for customers primarily focused on call control
Current UCM customer on Pre-9 version of UCM
Upgrade to 9.x or 10.0
Collaboration Breakaway Plus: Drive to Collab
Current WebEx (Cloud) customer
Customer does not have Cisco UCM
Lead with CUWL Standard to introduce entire Cisco Unified Communications Manager

18. Cisco AM Call to Action Emphasize Key Strategic Initiatives
Sales Only
Cisco AM Call to Action
Emphasize Key Strategic Initiatives
Upsell to CUWL Pro for Personal Multiparty video and WebEx Named User license enhancements
Highlight Expressway’s value for employees to work as effectively outside the org as inside the org (UCL Enhanced and above)
New Customer Opportunities
Lead with CUWL Pro for the most comprehensive collaboration bundle
Emphasize the added value in CUWL Pro, CUWL Standard, UCL Enhanced/Enhanced Plus at same competitive market prices
Installed base on valid UCSS equals new opportunity!
Upgrade customers to Release 10 for all product enhancements
Service Renewals Quotes (UCSS, ESW)
No price changes to UCSS and ESW
Expect increased renewal rates tied to increased value of licenses

19. Additional Licensing Resources
Cisco Unified Communications Licensing:
Partner Licensing Community:
Cisco Promotional Offers:

20. Additional Drive to Collab Resources
CB Plus:
Migrate to Cloud:
Midmarket:
Video:

21. Additional Product Information
Personal Multiparty:
WebEx Conferencing:
Expressway:
Cisco Unified Communications Manager:
Cisco Unified Communications Software Subscription (UCSS):

22. Collab EA Cisco Enterprise Agreement for Collaboration

23. Overview of Enterprise Agreement
Software and services rights for entire organization in single, co-terminated, multi-year agreement
Suites include access to software, upgrade subscriptions (UCSS) and technical support (ESW)
Hardware excluded
Minimum number of knowledge workers is 2,000
Limited to authorized regions
Price takes into account customers’ previous investments in Cisco collaboration products
Previously procured perpetual licenses and the residual value of UCSS/ESW are factored into pricing
Fixed cost over the length of the contract based on # of knowledge workers at time of purchase
Customer has unlimited applications and services consumption over the term of the agreement without financial true-ups due to growth
License rights include unlimited organic growth as well as inorganic growth (mergers and acquisitions) up to 20%
The Cisco Enterprise Agreement for Collaboration, or Collab EA, provides software deployment and services consumption rights for the entire organization in a single co-terminated, multi-year agreement.
Under the Collab EA, each suite includes enterprise-wide access to software, upgrade subscriptions, or UCSS, and technical support, or ESW. Note that hardware is excluded from the Collab EA and must be purchased separately.
At least 2,000 knowledge workers are required to qualify for the Collab EA. Please leverage your EA BDM [voice: letters B,D,M] or Licensing Executive if you have potential opportunities you’d like reviewed.
[click]
Along with the number of knowledge workers, the Collab EA takes customers’ previous investments in Cisco collaboration products into account.
Previously procured on-premise licenses and the residual value of the UCSS and ESW are factored into pricing, so customers do not pay twice, depicted here by the reduction in the knowledge workers by the existing installed base.
The cost of the Enterprise Agreement is fixed over the length of the contract agreement, based on the number of knowledge workers at the time of purchase.
The customer then has unlimited applications and services consumption over the term of the agreement without any financial true-ups due to growth.
License rights include unlimited organic growth, as well as inorganic growth, such as mergers and acquisitions, up to 20%.
Customer term lengths can be 3 or 5 years. Note that periodic payment options are available through Cisco capital to meet customers’ budget needs and align with their deployment requirements.

24. Overview of Enterprise Agreement Offers
Enterprise-class IP telephony call control
TelePresence point-to-point call control
Messaging
Desktop, Mobile, IM & Presence Jabber clients
Emergency responder, E911
Unified Communications Suite
WebEx On-Premises Suite
On premise conferencing suite
Audio and video conferencing
Web meetings conferencing
HCS-LE
Management Suite
Provisions, activates UC services for subscribers
Automates upgrades, produces reports and provisions architecture
Supplies root-cause and service impact analysis
Provides monitoring and diagnostics
TelePresence
Multi-Party Suite
TelePresence Server with multi-point bridge functionality
TelePresence Orchestrator providing bandwidth management
Customer Collaboration Suite
Based upon agents and ports, rather than knowledge workers like other suites
Enterprise contact center platform and applications for inbound & outbound call handling
Includes social media monitoring, queuing, & workflow
There are five Collab EA suites available. As noted here, many are new to the market in FY14. Please contact your EA BDM or Licensing Executives if you have potential opportunities you’d like reviewed.

25. Overview of Enterprise Agreement
Authorized Collab EA Geographies (as of Q1FY14)
To qualify for a Collab EA, the transaction must take place in one of these authorized Collab EA countries and transacted through a Collab EA-authorized partner. Companies with global workforces can deploy on a worldwide basis, as long as their Collab EA transaction occurs in one of these authorized geographies.
Cisco is constantly expanding authorized geographies, so please contact your Collab EA BDM or Licensing Executive for the most current listing of authorized Collab EA countries.
Americas
EMEAR
APJC

26. Additional Information
Collab EA:

27. Systems Release 10 Alignment to consumption models

28. Collab Systems Release 10
Cisco Enterprise Agreement Alignment
Introduction of four new product suites to complement the existing Unified Communications Suite:
WebEx On-Premises Suite
HCS-LE Management Suite
Telepresence Multi-Party Suite
Customer Collaboration Suite
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty
Included in the Telepresence Multi-Party Suite
WebEx Conferencing
On premise meetings conferencing included in the WebEx On-Premises Suite
Expressway firewall traversal for remote and mobile workers
Included in Unified Communications Suite (previously VCS-E was included)
Prime Collaboration Standard Edition
Included in Unified Communications Suite
Expected EA integration ~3-6 months after Systems Release 10 launch

29. Collab Systems Release 10
Business Edition Alignment
CUWL Standard replaces CUWL BE offer for BE6K
Reduces confusion from previously separate, but similar CUWL BE and CUWL Standard offers
BE6K continues to support up to 1,000 users
BE Systems Release 10 will be available approximately one month after the main CUCM release
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty
Available through CUWL Pro offer only; no license specific to BE
WebEx Conferencing
Expressway firewall traversal for remote and mobile workers
TBD
Prime Collaboration Standard Edition
Prime Collaboration included in BE6K

30. Collab Systems Release 10
HCS Alignment
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty
Not available through HCS
WebEx Conferencing
Expressway firewall traversal for remote and mobile workers
Firewall traversal for IM & Presence included in all HCS offers
Firewall traversal for voice and video included in HCS Standard and HCS Foundation
Prime Collaboration Standard Edition
Prime Collaboration continues to be included in HCS Management Suite