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JEFF NICOLLSENIOR DIRECTOR OF COMMERCIAL SALESSCANSOURCE KBZ, DEDICATED CISCO BUSINESS UNIT
Cisco SparkThe app-centric cloud-based service for teams
Cisco Spark BoardAll-in-one device for team collaboration
January 24, 2017
San Francisco, CA
AGENDA• Launch Recap• Offers and Pricing• Operationalizing Spark• Spark and Spark Board in the SLED space• Partner Offers • Tools• Q&A
“You can’t learn anything
new, until you are open enough to
forget everything youthinkyou know”
Get Creative with the Cisco Spark Board
Introducing The ScanSource KBZ: Spark Board Mobility SolutionPowered By AVTEQ
• Spark Board now has a Mobile Solution via AVTEQ carts and custom mount
• True Story: This innovation was inspired, requested and executed with the ScanSource KBZ & AVTEQ teams by starting a Spark Space in February! AVTEQ was in motion with the prototype within 30 minutes
• New Spark Board mounting kit converts ELT, RPS and GMP top-selling carts into compatible Spark Board carts and stands
• Mounting kit works with DynamiQ series of height adjustable carts, stands and mounts
• Ordering SKUs will originate with “CSB-XXX” to dictate Cisco Spark Board compatibility
DynamiQ RPS-500
DynamiQ 400
Less than 10% of rooms globally have any advanced collaboration technology*
Trends are more toward smaller rooms and ad hoc spaces
*Wainhouse estimates
Cisco SparkOne of the industry’s most advanced collaboration suites
Cisco Spark
Audio, Video and Web Conferencing
Bring people together with continuous communication
before, during & after the meeting on any mobile or
video device for truly effective meetings
• advanced meetings powered by WebEx
• Anyone can join – incl. 3rd party standards-based
• instant and scheduled
• voice, video, whiteboard, & content sharing
• control your meeting experience from the app
• ability to deploy Cisco Spark meetings on-premises
MEETINGS
Easily join
from any
mobile
device
Room Devices Spark BoardDesk Devices
IP phones and desk devices Video enable conference
rooms
Get creative
Control everything from the Cisco Spark app
AppApp
Any device
App Centric
Cisco Spark & the SLED Space • Brings collaboration to every classroom, desktop and pocket• Create a new experience by interacting the way that students use
technology every day • Benefits by key SLED personas:
– Administrators: • Creates better faculty development, staff connections and increases visibility and control
within the school system– Educators:
• Supports both group and individual instruction giving every student a voice, enablement teachers to assess progress and respond quickly (Think: Homework questions corrected on the spot, fewer gaps in class the next day)
• Improves communications and collaboration among teachers, across the building or campus• Enables flexibility to traditional office hours for advising, tutoring, and parent/teacher
conferences– Students:
• Opportunity to engage with teachers at any time, from any place• Expand relationships with teachers and their peers
Choose Your
Message and
Meeting Service 1
Choose Your
Call Service 2
Choose Your
Spark Service
Add-ons 3
Choose Your Message and Meeting Service
2 31
M1Business Messaging
• Business-class Messaging
• 1:1 and 3-party video calling
with screen sharing
• Join Spark and SIP-
based meetings
M2Business Messaging
and Basic Meetings
Everything in M1, and:
• Host 25-party meetings with
screen sharing with other
Spark users
M2Business Messaging
and Basic Meetings
Everything in M1, and:
• Host 25-party meetings with
screen sharing with other
Spark users
M1Business Messaging
• Business-class Messaging
• 1:1 and 3-party video calling
with screen sharing
• Join Spark and SIP-
based meetings
Choose Your Message and Meeting Service
2 31
M3Business Messaging
and Advanced
Meetings
Everything in M2, and:
• Host WebEx-powered
meetings with screen
sharing and with external
participants
• Personal Meeting Room
• Scheduled Meetings
Choose Your Call Service
Cloud
Calling
Hybrid
Calling
2 31
Call ServiceCloud
2 31
*Excludes PSTN Services. Sourced via Media Provider partners
M1Business Messaging
• Business-class Messaging
• 1:1 and 3-party video calling
with screen sharing
• Join Spark and SIP-
based meetings
M2Business Messaging
and Basic Meetings
Everything in M1, and:
• Host 25-party meetings with
screen sharing with other
Spark users
M3Business Messaging
and Advanced
Meetings
Everything in M2, and:
• Host WebEx-powered
meetings with screen
sharing and with external
participants
• Personal Meeting Room
• Scheduled Meetings
Cloud Calling*
Cloud
Calling
UCM/BE/HCS
Call ServiceHybrid
2 31
M1Business Messaging
• Business-class Messaging
• 1:1 and 3-party video calling
with screen sharing
• Join Spark and SIP-
based meetings
M2Business Messaging
and Basic Meetings
Everything in M1, and:
• Host 25-party meetings with
screen sharing with other
Spark users
M3Business Messaging
and Advanced
Meetings
Everything in M2, and:
• Host WebEx-powered
meetings with screen
sharing and with external
participants
• Personal Meeting Room
• Scheduled Meetings
Hybrid
Calling
Choose Your Spark Service Add-ons
2 31
Additional
CentersEvent
Training
Support
Conference
AudioDial-in
Callback
Rooms+
Spark Board
ADD
Additional CentersEvent
Training
Support
Conference AudioDial-in
Callback
Rooms
+
Spark Board
M1Business Messaging
• Business-class Messaging
• 1:1 and 3-party video calling
with screen sharing
• Join Spark and SIP-
based meetings
M2Business Messaging
and Basic Meetings
Everything in M1, and:
• Host 25-party meetings with
screen sharing with other
Spark users
M3Business Messaging
and Advanced
Meetings
Everything in M2, and:
• Host WebEx-powered
meetings with screen
sharing and with external
participants
• Personal Meeting Room
• Scheduled Meetings
Full Offer Structure
UCM/BE/HCS
Cloud Calling*
2 31
*Excludes PSTN Services. Sourced via Media Provider partners
2
3
1
SO – WHAT’S NEXT?NOW THAT YOU HAVE THE SPARK UPDATES…
ARE YOU READY TO SELL SPARK & SPARK BOARD?
INTRODUCING……
Sparkx is your tool to amplify your Spark practice to the xth power.
• ScanSource KBZ = your Cisco dedicated, Cisco aligned business unit• Most experienced in Cisco Collaboration and Cloud: inclusion in early
field trials yields unrivaled Spark experience• Dedicated Cloud & Spark Team ready for joint selling & sales strategy• Cloud CUWP Registration – with you! • Your xth power = Custom Spark training, custom quotes, custom
recommendations for the right “Spark flavor” for your practice
What’s in our Sparkx playbook?
#1: Things To Consider• Monthly or Annual Billing• Must provide provisioning information with your PO• Work with your customer to ensure full understanding of T’s & C’s• Different discount structures from “traditional” Cisco hardware &
services • Must be “certified” to resell Spark
– Enroll in SaaS resale program– Complete training and COLT assessment (2 people)
What’s in our Sparkx playbook?
#2: Enablement Opportunities • Engage our Spark Team for your custom path: we’ll customize the
right play to Xcellerate your spark practice• Understanding powerful use cases: Spark is more than innovation! • Cloud CUWP: Free C3 offer for up to 250 users• Spark Trials
– C3 offer at no cost for up to 90 days– Up to 4 new phones– Up to 3 video systems (SX10)
What’s in our Sparkx playbook?
#3: Spark-Xperience Live!• Coming Soon! Monthly demo series for The Spark Xperience
– How to Use Spark & overview of functionality– How to move from Spark Spaces to Meeting Xperiences (From “messaging” to
calls, meetings, Spark Board integration & collaboration value)– Best practices & Spark Etiquette– Spark Adoption: within your organization and end users – Pop Up Topics based on your requests : Calling & PSTN plans, Updates, Spark
Depot, etc. – Live and ready to drive the Xperience for your Q&A and challenges!
What’s in our Sparkx playbook?
#4: Tools & Resources • Consider our Spark Team the “X Factor” to your success• Cisco Communities: Forum for IT professionals, Q&A and resources
– Spark Community: https://communities.cisco.com/community/partner/collaboration/spark– Know Spark Build your practice Drive Demand Sell Spark
• Spark Playbook:– Make sure you have the latest playbook: cs.co/sparkpartnerplaybook – Overview, Offers, Business Proposition, The Customer, Competitors, Sales &
Marketing, Resources • Cisco Sales Connect
Common Q&A for Spark & Spark Board• What are lead times?
– 55” shipping now – approximately 90 days– 70” – FCS late April
• How much does the 55” weigh?– 187 lbs./ 85 kgs
• Can you add a 2nd camera?– No, however…Companion mode is coming!– A Spark Board and a video system will be able to be deployed in the same room.
• Can I add mics to the Spark Board?– Not necessary. The unique 12 mic array will conform to the room.
• Can I place and receive SIP video calls?– Yes, Spark and Spark Board are fully SIP compatible.
• Can I record in Spark?– Not yet but it is near term on the road map.
Common Q&A for Spark & Spark Board• How many points of touch does Spark Board have?
– Currently 2, but capable of more
• Will Touch 10 be available for Spark Board?– No plans. – Control is direct on board or via your personal device.
• Can I annotate a document in a Spark Space?– No, however on near term road map.
• Are there any usage reports for Spark?– Yes, via Cloud Collaboration Management portal (total users, active users, files
shared and store space, registered devices such as Spark Boards, Room Systems, Phones; Device media quality, call and meeting metrics)
• Are there any plans to support local PSTN connectivity with Spark Calling?
– Yes, on the road map but without time commitment yet.
Simple Secure Complete Open
The most complete
cloud and premises
service
End-to-end
encryption of all
data and content
Simple subscription
and app-centric
intuitive experience
Digitize your
business with APIs,
integrations, and
bots
Why Choose Cisco Spark
THANKS!Any questions?You can contact our dedicated Cisco Spark Team at
spark@scansource.com
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