© 2013 Cisco and/or its affiliates. All rights reserved. 1 BE6000 9.1 Update & Express Collaboration Specialization Overview Marc Inderhees – Worldwide

© 2013 Cisco and/or its affiliates. All rights reserved. 1

BE6000 9.1 Update &Express Collaboration Specialization OverviewMarc Inderhees – Worldwide Channels Collaboration Sales

March 2013

Jing Zhang – CITG, Product Manager


Cisco Business Edition 6000 Solution Overview

Enterprise-class features

Cisco Business Edition 6000

Optimized Pricing and Ordering

Simple Provisioning and Management

Feature-rich, Enterprise-class Collaboration Solution Optimized for midsize business


Cisco Business Edition 6000 At-a-Glance

SIP Provider

Cisco Business Edition 6000

PoE Switch

Voice Gateway (Cisco ISR)

T1/E

1 A

nalo

g

SIP T

runk

Optional Clustering (across WAN or within LAN)

Up to:• 1,000 Users • 1,200 Total Devices• 1,000 Voicemail Boxes• 100 Contact Center Agents• 1,000 IM Users• 25 Attendant Consoles• 50 Sites• High Availability, LAN or WAN• Survivable Branch


Cisco Business Edition 6000 Applications

Feature rich collaboration applications

Call controlCUCM

VoicemailUnity Connection

IM &Presence

VideoVCS

AttendantConsoleCUxAC

Contact Center CCX

UnifiedProvisioning

Manager

Emergency Responder

CER

Paging Server

) )

Up to 5 applications co-resident on a single server.


Applications ProvidedApplication Scale vCPU vRAM

UCM, Unified Communications Manager, (Required)

1,000 Users or 1200 devices 2 4G

CUC, Cisco Unity Connection 1,000 Voice Mails 1 4G

UPM, Unified Provisioning Manager, installation GUI

1,000 users on UCM, CUC and IM&P

1 2G

IM&P, Instant Messaging & Presence 1,000 Full UC, IM & Presence users

1 2G

CUxAC, Cisco Unified Attendant Console 25 clients 1 2G

CCX, Contact Center Express 100 Agents 2 4G

VCS, Video Communication Server 100 transversal/ 100 non-traversal calls

2 4G

CER, Cisco Emergency Responder 1,000 users 2 4G

Cisco Paging Server 1000 users, 50 phones/group 1 4G

• Any combination of 5 apps allowed with 8vCPU and 16G vRAM, • Sample configurations:

• #1: UCM+CUC+CUPM+IM&P+VCS (Collab Centric with Video)• #2: UCM+CUC+CUPM+IM&P + CCX (Collab Centric with Contact Center, no video)

Virtualized with VMware ESXi


VM 1 VM 2 VM 3 VM 4 VM 5

UPM CUCM CUC IM CCX

CUEAC CUCM CUC IM VCS

VM 1 VM 2 VM 3 VM 4 VM 5

UCS C-Series Server #1

Cisco Business Edition 6000 Flexible applications Redundancy

UCS C-Series Server #2


How to target BE6000 features

Workforce Mobility

• Extension Mobility

• Unified Mobility

• Jabber • BYOD trends

Integrated Video

• Seed VCS Controller• Offer TP/Video endpoints

Customer Interaction

• Native Queuing

• UCCX• Hunt Group• Attendant

Console

Architecture

• MediaNet

BE6000 is all about purpose-built, flexible packaging in Mid-Market


BE6000 vs. Cisco UCM – How to decide?

• Ease of install, simplicity• Managing < 1000 devices• Price Sensitive• Packaged , low-touch solution

BE6000

Customer drivers

• 1000+ users/ growing beyond 1000 users

• 50+ sites deployment • Already invested in Specs

based solution or UCS-B series

Cisco UCM

Customer drivers

Cisco Innovations in

Collaboration S

olution


BE6000 Mid-Market OfferQ1CY13 changes


BE 6000 9.1 Product Enhancements • Ordering Changes: Three-step process

25 User Starter Bundle with better pricing - Orderable NOW !

Step 1: Buy BE6K (BE6K-ST-BDL-K9=) via Disti

Step 2: Order the 25 user UCL or CUWL starter bundle

Step 3: Additional License purchase as needed

• Provisioning Manager Changes: Two provisioning interface optionsOPTION 1: Cisco Unified Provisioning Manager (UPM)-BE

Comes pre-loaded with BE6000 server

OPTION 2: Prime Collaboration (PC) 9.0 – Provisioning Manager

• Device batch provisioning

• Reverse Syncing of settings from device inputs

• Note: Available through Product Upgrade Tool (PUT)

• Pre-loaded Cisco paging server (InformaCast from Singlewire) • Basic paging through phones (at no additional cost)

• Advanced notification features optional


BE6000 9.1 License High LightsDown Market with Full Collaboration

• Small deployment getting cheaper 25 user bundle provides full collaboration solution with competitive price

• Easy to order, same way for both direct order and disti order Simple 3 steps to order: server + start license bundle + adds on

• Support all phones types with starter bundles Start bundle includes Enhanced license with reduced price

• Reduce product lead time with easy stocking and easy to fulfill Only one server SKU to stock, the rest are e-deliverables

• Simplify ordering and quoting, only 3 SKUs to get started. Reduce number of SKU, from 10 to 3, and flexible to order

• Reduce impact to ordering in future when hardware change Limits to hardware SKUs only, no need to creates multiple SKUs

12%Presentation Progress


SKU Simplification and Changes: - Reduce price for small deployment- Simplify ordering structure

Physical delivery:• BE6K-ST-BDL-K9= : $9,400 ( Price

Reduction) Server Bundle with $3,500 price

reduction

Electronic delivery:• BE6K-START-UCL25 : $500 25 UCL ENH + Voice Mail

• BE6K-START-UWL25: $1000 25 UWL Standard

Related Operation• EOS 50 and 100 user bundles• Use existing adds-on license • Enforce only one starter SW bundle

per BE6000 order• Recommend to use the new way to

order, but EOS SKUs still orderable for months

Current Price Structure

DirectBE6K-UCL-50USR BE6K-UCL-100USR BE6K-UWL-50USRBE6K-UWL-100USR BE6K-MIG-BDL

DistiBE6K-ST-BDL-K9=BE6K-STBDL2UCL100 BE6K-STBDL2UCL50 BE6K-STBDL2UWL100 BE6K-STBDL2UWL50

February 2013

Direct & DistiBE6K-ST-BDL-K9=(existing, reduced price), BE6K-START-UCL25, BE6K-START-UWL25

Simplify

Mid Market Promo Applies


E-deliverables through R-CBE6K-K9

Step 3Step 2Choose One From

Step1

How to order RedundancySame steps for Direct order and Disti order

Server Bundle UCL start bundle

CUWL start bundle

Add-on licenseand services

Optional : Second Server Bundle for

redundancy



Step 3Step 2Step1

Example: 25 users with VoicemailSame steps for Direct order and Disti order

Server BundleBE6K-ST-BDL-K9=(Priced reduce to $9400 on Feb 9th)

UCL start bundleBE6K-START-UCL25

Add-on license

$9400 $500 0

$9,900 list price to cover server and user license for 25 users with voicemail!Note: services are not includes here.



Step 3Step 2

Step1

Example: 50 users with Voicemail, Cisco Jabber, Full redundancySame steps for Direct order and Disti order

2 Server BundlesBE6K-ST-BDL-K9=(Price Reduce to $9400 on Feb 9th)

UWL start bundleBE6K-START-UWL25

Add-on licenseBE6K-UWL-BE

$9400 * 2 $1000 $315*25

$27,675 list price to cover server and user license for 50 users with collaboration and server redundancy!Note: services are not includes here.



Step 2

Step1

Example: 50 users Migrate from BE5000 with CUWL to BE 6000 with Voicemail, Cisco Jabber, Full redundancySame steps for Direct order and Disti order

2 Server BundlesBE6K-ST-BDL-K9=(Price Reduce to $9400 on Feb 9th)

No need to order start Bundle

Migrate SKUs with UCSS using 9X3

Note: UCSS is required for CUWL


Cisco Business Edition 6000Street Price per User With High-end PhonesIncludes Routing, trunking, phones and licenses

25 35 50 100 150 200 250 $300

$350

$400

$450

$500

$550

$600

$650 Street Price/User (6961 Phones )

BE6000 Current MM Promo BE6000 new bundle

Street Price for BE 6000 with Mid market Promo before Feb 2013

Street Price for BE 6000 with with Mid Market promo after Feb 2013


Important Information• EOS notification for BE 6000 SKUs

A lot of SKUs are under EOS to simplify the ordering process. Please check the following link for details. Those SKUs will stay orderable for till the specified termination time in the notification.

http://www.cisco.com/en/US/products/ps11369/prod_eol_notices_list.html

• Price Change Announcement

https://www.ciscodistributioncentral.com/news-and-events/news/2082

Please click learn more for more details

• New ordering Guide for New Ordering Process. Please look for 9.1 version

http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/ipc/downloads/be_6000.pdf

• Please send your questions to BE6000 support community http://www.cisco.com/go/be6ksupport









http://www.cisco.com/go/be6ksupport

http://www.cisco.com/go/be6ksupport


Key Takeaways • Reduce cost for server and licenses for 25-100 users

• 25 user bundle, deeply discounted

• Reduced server bundle price

• Bundle includes Enhanced licenses instead of Basic license

• One way to order, same for direct order and order from Disti

• Covered under Mid-market Promo and CB+

• EoS of BE6000 SKUs

• Disti Stockable SKU: BE6K-ST-DBL-K9=, start stocking!


Cisco Express Collaboration Specialization


Specialization Advanced Technology Program

Express TP ATP

Cisco Collaboration Partner Specializations

Market/Segment

SMB Midmarket Enterprise

So

luti

on

Fle

xib

ility

/Co

mp

lexi

ty

Express TP ATP

Small BusinessSpecialization

Master TP ATP

Master Unified CommunicationsSpecialization

TP Video Advanced/Advanced

Plus ATP

TP Video Express ATP

TP Video Master ATP


Plus ATP


TP Video Master ATP


Plus ATP


TP Video Master ATP


Plus ATP


TP Video Master ATP

Advanced Collaboration Architecture Specialization

ExpressCollaboration Specialization

Express Collaboration Specialization Partner Profiles:

• TelePresence partners moving to Collaboration

• SMB Collaboration partners moving to Midmarket

• New UC partners moving to Collaboration


Cisco Express Collaboration Specialization (ECS) New

Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with …• New entry-point into Cisco’s collaboration partner programs

50% lower partner training and investment requirements

• Premier Certification

• Partner Investment Protection

• Enhanced Profitability with Cisco’s Value Incentive Program (VIP)

Payments up to 15%


Collaboration Specializations Portfolios

Small Business & Express Foundation Specialization

• Business Edition 3000• UC 500 Series• UC 300 Series• WebEx WPL• All SPA Phones• Selected Unified IP

Phones

Advanced Collaboration Architecture Specialization (CAS)

Includes all ECS Specialization, plus: • Unified Communications Manager

(Enterprise Edition)• Unified Contact Center Express• Unified Workspace Licensing (All

versions)• Unified Enterprise Attendant Console • WebEx Meeting Server• WebEx Social• VXI/VDI• Session Border Controller

Master Unified Communications Specialization

Includes all Cisco Collaboration products except those designated restricted by ATP requirements

New! Express Collaboration Specialization (ECS)

Includes all Small Business & Express Foundation Specialization, plus:• Business Edition 6000• Unified Communications Manager Express• All Unified IP and Video Phones • Prime Unified Provisioning Manager Business Edition• Prime Collaboration Provisioning • Jabber (Unified Presence)• Unified Mobility • Unified Border Element• Unified SRST• Unified Attendant Console Business Edition • WebEx Meetings • TelePresence MX300/MX200• TelePresence EX90/EX60• TelePresence C20 Quickset• TelePresence SX20 Quickset• TelePresence MCU 5300/4500/4200• TelePresence Profile 42 with C40• TelePresence Profile C65/55/52• TelePresence Integrator C90/60/40• TelePresence Edge 95 or 75 MXP• TelePresence VCS Starter Pack• TelePresence VCS Expressway with TMS• TelePresence VCS Control with TMS


Cisco ECS Training RequirementsInstructor-Led Training

E-Learning Training

Exam

BE6000 for Account Managers2 hrs

TelePresence Video Sales Specialist for Express

2 hrs

TelePresence Video Sales Specialist for Express (PATVSSE v1.0)

#650-292

Account Manager10 training hrs

Cisco Sales Expert6 hrs

BE6000 AM#700-104

Cisco Sales Expert#646-206 CSE

BE6000 for Sales Engineers3 hrs

Architecture System Engineer

43 training hrs

Administering Cisco Voice & Unified Communications

40 hrs

BE6000 SE#700-101

Administering Cisco Voice & Unified Communications (ICOMM) #640-461

Implementing Cisco Voice Communications and QoS v8.0 /

40 hrs

Implementing Cisco Unified Communications Manager, Part 1 /

40 hrs

CIPT1#642-447

Field Engineer101 training hrs

TelePresence Video Field Engineer for Express

5 hrs

Implementing Express TelePresence Video Solutions 16 hrs

CVoice & QOS#641-437

Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0)

#650-294


Roles (AM/SE or SE/FE may be shared)

Account Manager (AM) 1

Sales Engineer (SE) 1

Field Engineer (FE) 1

Maximum Recommended Training Hours (Note: may be as little as 45 hours)

154

With CSE (6) 148

With TP ATP (23) 125

With CCNP Voice (80) 45

Estimated Partner Investment

Exam Cost USD 1.2K

Training Cost USD 2-10K

Express Collaboration Specialization Partner Investment


Deal Details250 User Customer Opportunity

*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins

Increasing Profitability with Higher-value Collaboration Sales

Annual Opportunity1 Deal per Month

$4.1M

$1.2M

Revenue Margins

BE6000 with TelePresence

$0

$50

$100

$150

$200

$250

$300

$125

$10

$135

$75

Core

Partner Services

Total Revenue $345K

Total Margin $97.5K*


Cisco Collaboration Architecture Differentiated Solution

One Vendor, Complete Portfolio

Cisco Collaboration

TelePresence

Unified Communications

Workspace Apps

CustomerCollaboration


Cisco Midmarket CollaborationAll the Right Pieces

Significant Market Opportunity• Evolving Trends

• Business Challenges

• Embracing Collaboration

Industry-leading Collaboration Portfolio• Complete Portfolio

• Award-Winning Collaboration

• Continued Innovation

Award-winning Partner Programs• Simple Requirements

• Enhanced Profitability

• Investment Protection

Strong ValueProposition• Architectural Approach

• Enterprise-Class Collaboration

• Investment Protection


Partner ResourcesCisco Business Edition 6000, Promotions & Programswww.cisco.com/go/be6000

Cisco Collaboration Programswww.cisco.com/go/specializations

Cisco Express Collaboration Specializationwww.cisco.com/go/ecs

Cisco Value Incentive Programwww.cisco.com/go/vip

BE6000 Playbook

www.cisco.com/go/be6kplaybook

http://www.cisco.com/go/be6000

http://www.cisco.com/go/specializations

http://www.cisco.com/go/ecs

http://www.cisco.com/go/vip

http://www.cisco.com/go/vip

http://www.cisco.com/go/be6kplaybook

http://www.cisco.com/go/be6kplaybook


Q&A

© 2013 Cisco and/or its affiliates. All rights reserved. 31Cisco Confidential 31

Documents

© 2013 Cisco and/or its affiliates. All rights reserved. 1 BE6000 9.1 Update & Express Collaboration Specialization Overview Marc Inderhees – Worldwide