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Cisco Unified Communications
PAUL CARANTO
Product Manager – Cisco Collab (Ardent Networks Inc.)
Experience Collaboration at its best
Today Interdependent work
Flexible, agile teams
Team from anywhere
Work with employees, partners, & customers
Yesterday Individual work
Fixed, long-term teams
Teams in the office
Work mostly with employees
Work is changing
Right now, it’s at $16.2 billion globally. And demand for these services is growing. The collaboration services opportunity is expected to grow globally to $37.9 billion by 2018.*
Is your business ready to capture new sales in the collaboration market?
Now is the perfect time to get your share of this opportunity. Your customers are embracing mobile, social, and video solutions as part of how they work—every day. New collaboration solutions and devices are driving accelerated business change. There is a great opportunity for you to capture new markets and new revenue. Your customers need cost-effective collaboration solutions to help them connect, engage, and grow their business.
The new Cisco Collaboration portfolio and campaign is the answer. It supports you in positioning the innovative, award-winning collaboration and communications solutions that your customers are looking for. In this new and fresh campaign, you’ll find everything you need to market and sell Cisco Collaboration solutions. The messaging is focused on line-of-business decision makers, and it includes content that’s easy to read with quick-to-grasp concepts. You’ll get targeted buyer insights, customer journeys, creative resources, concise content, and program design guidance. You’ll also get sales and services enablement to help you maximize and close deals.
This marketing campaign has been built to help you engage customers with content that fits your specific needs. The content is easy to consume, and it’s modular to allow for differentiation and personalisation. Take advantage of a whole new look and feel built just for you.
The Buyer Is First
• Buyers today are more informed and more proactive, and they expect to be engaged on their own terms. Users, influencers, and buyers alike are all being pushed by the consumerisation of business technology. They expect their work devices, applications, and supporting infrastructure to be as well designed, easy to use, and as powerful as the devices they use personally.
• Today, you must expand your target audience to reach line-of-business (LOB) leaders as well as core IT decision makers. Reach them using messaging, content, and incentives that drive consensus demand across the entire organisation. Please refer to specific campaign information in the tabs on the left.
Value
• Bring your customers an experience they can’t get anywhere else. These solutions offer pull-through opportunities for Cisco® products and generate partner services opportunities, and they mean pursuing traditional buyers and competitively held accounts. With new, innovative technology; streamlined and simple execution of products; and competitive pricing throughout our portfolio, you’re in a prime position to win every deal.
• Now is the time to capitalized on the $53 billion global collaboration market as individuals and organizations around the world are embracing mobile, social and video solutions to transform the way they work, live and play.
• FY’15 Collaboration Total Addressable Market (TAM) is $16.2 Billion (with mid-market collaboration at $7.2 Billion). FY’15 Collaboration Technology Group (CTG) bookings goals: Base: $4.3B (+$235 M, 5.8%) Stretch: $4.6B (+$468M, 11.4%) FY’15 Services goals: $359M Collaboration Professional Services (18% increase Y-Y) $1.3B Technical Support Services (6.4% increase Y-Y).
• For Collaboration (full portfolio) the strongest CAGR growth and largest TAM share in all regions expected to come from the mid-market segment.
• Campaign promotes end-to-end solutions:
• Inclusive of Cisco Collaboration Services. Focused on helping channel partners and customers successfully implement collaboration solutions to achieve competitive advantage and other desired outcomes.
• Inclusive of attractive finance offers. Make collaboration technology affordable while protecting the capital and cash resources of customers.
• This campaign targets the right audience with the right message. Exceptional collaboration solutions (products + services from Cisco or partners) will close the sale and deliver connected experiences. And Cisco’s new line-up of Cisco collaboration products, solutions and services are truly exceptional.
Core Buyers: CIO, VP/Director of IT, Communications Buyer
The IT decision maker in mid-market is typically part of a small IT team responsible for a wide range of IT applications and services, and makes up between about 5-6% of organizations’ staff (Gartner). While their IT requirements are often as complicated as those of larger enterprises, because they have fewer resources, they will prefer to look for integrated, turnkey solutions that are easy to deploy, use and manage.
Line of Business Influencers:
VP of Customer Service. Responsible for customer satisfaction, customer churn, and customer service metrics. Owns relationships with call center managers and the partners they work with. Cares about how the company’s customer care compares to similar businesses. Responsible for the largest employee base in the company: call center agents. Cares about agent churn, satisfaction, efficiency, coaching, and training. Worries about the company getting negative customer service publicity. Gets emails directly from the CEO if the CEO’s friends have a bad customer service experience.
VP of Human Resources. Influencer. Concerned with information systems used in human resources applications. Evaluates procedures and technology solutions to improve human resources data management. HR technology concerns include strategic training and organizational development and systems to support or improve company culture.
VP of Sales. Wants solutions that maximize the ability of sales teams to be productive, win and keep customers, and make quota. This means systems that minimize the time they spend on administrative tasks and reporting, and makes it possible to have as much personal interaction as possible with as many customers.
Chief Marketing Officer / VP of Marketing. Has own budget and shares budget with marketing colleagues. Where CMO is a primary decision maker in funding or co-funding initiatives, likely to be buying technology related to marketing technology. Champions initiatives concerned with strengthening data analysis, managing content, marketing automation systems, internal collaboration, digital presence, and social media monitoring. In mid-market works closely with the CEO, LOB, and IT to prioritize technology initiatives.
Pure plays / Niche Plays
Voice/CC Social Video Web Conf.
Team Microsoft
Enterprise Software Consumerization/BYOA Wildcards
Facilitating the use of multiple enterprise communications modes to improve user productivity and to enhance business processes
Unified
Communications
Customer Care Telephony IM / Presence Conferencing Endpoints
Every Desk
Every Room
Every Pocket
One Experience
Experience
Software
Hardware
Infrastructure
Network
Design /
Architecture
In Meeting
Experience
Management
& Visibility
Interoperability
Cisco UC Core Components
IM / Presence
Video Voice
Content Sharing
CLOUD
ON PREMISES
HYBRID Unified
Communications
Audio, video, web conferencing
Always-on, personal meeting rooms
Works with 3rd party endpoints
On-premises, cloud or hybrid
TelePresence WebEx
Collaboration
Meeting
Rooms
Mobile
Workers Teleworkers
Cloud Analog
Devices
PSTN
Or
IP PSTN Consumers
B2B TDM or
IP PBX
3rd
Parties
Branch
office
Gateways
Session border control
Firewall traversal
Survivability
Cloud connectivity
Interoperability
Experience the Difference
Mobile Remote Access – No VPN required
Single Sign On
Cloud Connectivity
Interoperability
Single platform and interface for all management activities
Prime Collaboration Standard Edition* bundled with UCM 10.0 and up
Provision, activate, and manage your UC services
Provisioning & Self Care
Monitor, diagnose, and
report on performance
and activity
Assurance & Analytics
Manage UC system upgrades and migrations
Deployment
Manage fulfilment and license upgrades, and report on usage
License Management
All-in-one UC application Collaborate from any workspace
Presence and IM
Voice, video, and voice messaging
Desktop sharing and conferencing
PC, Mac, tablet, and smartphone
On-premises and cloud
Integration with 3rd party productivity tools
Introducing: Cisco Business Edition 6000S for SMB Packaged Collaboration Solution for Entry-level Voice/IPT Deployments
New entry-level Packaged Collaboration Solution
• Single box, Small form-factor, Integrated router/gateway/server
• Maximum capacity 150 users, 300 devices, 10 sites
• Expected sweet spot 25-75 users
“Just right”
• Same UCM/CUC/IMP/Paging software as BE6000MD – no feature gaps
and same feature velocity
• Same deployment process optimization as BE6000MD
• Right-sized/priced with easy migration and investment protection
Rounds out portfolio
• Increase penetration in <150 user space
• Make ECS/ACAS partners more successful
Packaged for
Smaller Customers ISR 2921-V
PSTN interface card
(PRI, or FXO)
UCS E160D M2
OEM VMware
Preloaded Apps:
- UCM
- CUC
- PCP
- IM&P
- Paging Server
BE6000S
BE6000S for Smaller Deployments Up to 150 users, 300 devices, 10 sites
Simple, turnkey solution delivers entry-level voice/IPT capabilities for all users.
BE6000S scalable, single-box design Server model:
• Blade server/Router chassis with 5 (fixed) collaboration apps; $10,800
SKU: BE6S-PRI-M2-K9 / BE6S-BRI-M2-K9 / BE6S-FXO-M2-K9
• Use SRST for redundancy
• Preloaded with virtualization and application software
Distributor-configured/service -or- factory-configured/on-box
License options (purchased separately, delivered electronically):
• 25-user UCL Enhanced or CUWL Standard Starter Packs
• Same ordering SKU for all BE6000 products
UC Virtualization
Hypervisor
150 Users 150 VM/UM
Users
50 Users /
Group 150 IM&P
Users
150
Users
Call Control
Unified CM
Voicemail
Unity
Connection
IM &P
Jabber
Provisioning
Management
Prime Collab
Paging
Paging
Server
UCS E160D M2
on ISR 2921-V With 10 CUBE sessions
and either: 1-port PRI
2x2-por
4-port FXO
Call Control
CUCM
1000U/2500D
Messaging
Unity® Connection
IM/P
Jabber
Paging
Paging Server
Provisioning Mgt
Prime
1000 VM/UM 1000 IM/P
Users
50
Users/Group 1000 Users
Attendant
Console
Adv/Standard
Contact Centre
UCCX Management
TP Mgt Suite
Record Video
TP Content
Server
Control
Cisco TP
Conductor
100 Agents 4 MCU’s
1vCPU
1 Recording
2 Streaming
2vCPU
30
MCU’s
BE
60
00
M/H Media
Processing
Cisco TP
Server
Collab Edge
Expressway
10 HD ports per
instance/VM
200 Audio
100 Video
Cisco UCS® C220 M4*
Rack Server
It’s where teams come together to discuss, connect, and share
Rooms for everyone
Enables the agile worker
Better together
Consumer ease with IT manageability
Mobile and desktop
Spark For Mobile Messaging & Team Collaboration
Experience the Difference
High Quality Voice & Video on Any Device, Anywhere
Seamless Meeting Escalation
Consistent Meeting Experience
Next Generation Mobile Messaging
IP Phones IP Wireless Phone and Soft Client IP Conferencing
Voice Endpoints
Quick Set SX10
and SX20
MX300 and
MX200 G2 IX5000 Series
TX9000 Series
Collaboration Desk Endpoints
Standard Definition Endpoints DX650 DX70 and DX80 EX Series
Telepresence Integration Solutions
Soft Clients
Jabber and WebEx
MX700 and MX800
Codec SX80 and C90
For custom and industry applications
Collaboration Rooms
Cisco TelePresence®
MX700/MX800
Cisco® TelePresence
MX200/MX300 G2
Cisco TelePresence
SX10 and SX20 Quick Sets
Endpoints Collaboration Rooms
Value and Simplicity Cost-effective, easy-to-install and
simple-to-use room systems -- for simple
adoption and broad deployment.
Performance and Flexibility The most realistic audio and video
experience possible in medium-to-large,
non-customized rooms.
MX Series, SX Quick Sets
Cisco TelePresence®
System Codec C90
Cisco® TelePresence
SX80 Integrator Packages
Endpoints Telepresence Integration Solutions
Powerful Audio and Video Engine Integrator codec and integrator packages
bring customized HD video to large
meeting rooms.
Industry-leading Imaging Technology State-of-the-art cameras offer powerful
integrator imaging solution for meeting
rooms of all sizes.
Codecs: SX80 and C90 Cameras: SpeakerTrack 60
and Precision Cameras
Endpoints Desktop
Business Quality Video and Audio Unified desktop collaboration in one
device, professional quality at consumer
prices.
Delightful to use, easy to deploy, scalable.
Increase Productivity with Integrated
Business Applications
Load business apps directly onto the DX;
voice/video communications, UC features
and content sharing.
DX Series: DX650, DX70, DX80
Range of options to support all users and environments
Basic voice to integration with BYOD and video
Focused on ease of use and superior experience
Cisco® IP Phone Portfolio
Basic Voice
Communications
Professional
Voice & SD Video
Collaboration
Business
Voice & SD Video
Collaboration
General
Business &
Specialty Voice
Communications
General
Business Voice
Communications
Next Generation
Desktop &
Specialty Voice
Communications
3900 Series
9900 Series 8900 Series
8800 Series 7900 Series
7800 Series
Endpoints IP Phones
Case Study: Loggoss uses Cisco Spark Spain
Case Study: SickKids Foundation uses Cisco Jabber, TP
Canada
Case Study: Napier University uses Cisco Webex Scotland
Leading the Industry
• 95%
•of Fortune 500 use Cisco®
Collaboration.
3.5 million Cisco
contact center agents.
70 million
Cisco IP phones.
2.7 billion Cisco WebEx® minutes per month.
200,000 Cisco Collaboration customers.
21 million Cisco Jabber® seats.
2 million
Cisco TelePresence® endpoints.
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