© 2014 Cisco and/or its affiliates. All rights reserved. 1 Drive to Collab Endpoint Refresh Program Cisco Collaboration Technology Group

© 2014 Cisco and/or its affiliates. All rights reserved. 1

Drive to CollabEndpoint Refresh Program

Cisco Collaboration Technology Group

Agenda• Objective

• UC Endpoint Landscape

• Opportunity

• Endpoint Refresh Program

• Value Proposition

• Offers

• Scenarios

• Tools and Resources

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

Endpoint Refresh Program - Objective

Refresh UC Endpoints install base with newFeature Rich and Cost Effective Endpoints

Install Base : 60+ Million Cisco IP Phones

Current Landscape

70% (41M) of install base is 7900 series phones

18M Currently shipping phones23M End of Sale phones

11M End of Sale & End of Support

phones

12M End of Sale phones

11 Million End of Sale/Support Models

End Of Sale 7900 Series Endpoints

12 Million End of Sale Models

These models are in End of Support state• No TAC support• No maintenance firmware releases

• These models are in sustaining-only mode• End of Support will be announced for the

above phones shortly

7902 7905 79107910SW7912 7940 7960 7935 79360

1000000

2000000

3000000

4000000

5000000

6000000

141K 258K 97K 214K

1,7M

4,9M

3,1M

25K 208K

7906 7911 7941 7941GE 7961 7961GE 7970 7971 79370

500000

1000000

1500000

2000000

2500000

3000000

3500000

4000000

4500000

496K

3,9M3,6M

363K

2M

282K537K

144K534K

Why Refresh Now?

End of Sale/End of Support Endpoints

Opportunity to Video-enable your desktop

Refreshed Feature Rich Endpoints (Intelligent Proximity, Bluetooth, WiFi)

Enhanced Operational Efficiency(Energy Efficient/Green)

Rich User Experience (Wideband Audio, Hi-Res Display)

Attractive Trade-in Program

Endpoint Refresh Opportunity $ 46M – $ 2.2B

23M Endpoints

$ 46M Opportunity

Refresh 1% of End of Sale Install Base

Refresh 100% End of Sale/Support Install Base

11M Endpoints

$ 2.2B Opportunity

*Based on FY15 mix of new models

x $ 200 x $ 200


Endpoint Refresh Program

Focused Enablement• Partner Portal

• Collateral

• Trainings

Comprehensive Support • TAC Support

• PDI Help Desk

• Program Team Support

Compelling Offers • TMP promotion for phones

• Collaborate Now for Video

• Partner Incentives (OIP/SIP/VIP)

Guided Endpoint Refresh• Simplified Order and refresh

process

• Endpoint assessment ToolsEndpoint Refresh

Collaboration TMP Bonus for UC Endpoints

TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts. TMP Standard Offer Credits and TMP Bonus Offer Credits Cannot Be Combined for UC Endpoints in the Bonus Offer Program.

Final discounts determined by Cisco Account team.

TMP Credit (Discount)

Cisco Eligible Products for

TMP Credits

Eligible Products for Trade-in

+20%IP Phones*:

7821, 8811, 8841 Cisco IP Phone

7900 Series (Desk Phones &

Conference Stations)

+25% IP Phones*: 7841, 7861, 8851, 8861

+30% IP Phones*: 8831

Ongoing Standard Collaboration Offer

Time Limited OfferCollaboration TMP Bonus for UC Endpoints

**Select models

TMP Credit:+15%

TP->TP EndpointsUC->UC Endpoints

MCU/Video Conferencing

Or

Cisco Confidential 10© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Tiered TMP Bonus Incentive by Model

20% Credit25% Credit30% Credit

Collaboration TMP Bonus for UC Endpoints

7821

8811

• Up to 30% total TMP credit

• TMP credits can be stacked (up to 80% off GPL total + VIP)

• TMP “Trade-in” eligibility limited to 7900 Series desk phone and conference station installed base

• TMP Bonus “Trade-to” offered with select 78xx / 88xx models

• TMP standard program rules apply (requires “Trade-in” product return or certificate of destruction/non-use)

• TMP Bonus offer period expires January 31, 2015

8841

8831

7841

8851

7861

8861

TMP Credits are discount off List Price on top of Standard Partner Discount and on top any other applicable program discounts. Collaboration TMP Bonus Credit amount is inclusive of all TMP Credit Discounts.

Final discounts determined by Cisco Account team.


TMP Partner Participation for Endpoint Refresh

Open to all Cisco Partners—Gold/Silver/Premier/Select/Registered

Partners must register via Partner Program Enrollment (PPE) and accept the T & C’s http://www.cisco.com/go/ppe

Available to Cisco account teams and all Tier 1 and 2 partners

Trade-In Quotes can be created by partners and Cisco Partners use Cisco Commerce Workspace (CCW) Cisco internal use SalesForce.com (SFDC)

Available through Jan 31, 2015 to all partners

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



• The net credit amount is applied against the adjusted list purchase amount after applying the partner’s standard and program discounts.

• The credits are then applied up

front at the time of order as shown on the right:

How TMP Credits are Applied?

List Purchase Price

- Customer / Partner Discount

= Normal price without program

- Net TMP Trade-In Credit

= Final Discounted Price

Priced for Midmarket

Superior Audio Quality – Wideband Audio Support

Lower Power Consumption

Customizable, Options: 2, 4 or 16 Lines

7800 Series: Extensible Value with Performance

7821: $255; 7841: $365; 7861: $395

8800 Series: Extensible Value with Performance

BOARDROOM

Brings mobile to the desktop with Cisco Proximity for Mobile

Extensibility with Key Expansion Modules and Jabber on Mobile devices

Charge personal mobile devices

New ergonomic design with 5 inch high resolution displays

8811: $445; 8841: $495 8851: $595; 8861: $695

790x/791x Series to 7800/8800 Series2.5M EOS 7902, 7905, 7910, 7912 Phones

Partner List Price for 7821 $255

Partner Standard Discount 42%

OIP / TIP Discount 8%

TMP Discount 20%

Final Partner Upfront Discount 70%

Partner Net Price $76

Example:Refresh 7906 with 7821

Example:Refresh 7910 with 7841




TMP Discount 25%



7800, 8800 Phones

7940/60 Series to 7800/8800 Series




TMP Discount 25%



Example: Refresh 7960 to 8851

8M EOS 794x, 796x Phones 7800, 8800 Phones

8831 Series: Conference Phone Portfolio

BOARDROOM

HD Audio enables high quality in-room collaboration

Greater Flexibility support for wired and wireless microphones

Greater scale with Daisy Chaining support

New ergonomic design with 3.5 inch displays

8831: $1395

7935/36 Conference Phone Refresh

8831 Conference Phone




TMP Discount 30%



Example: Refresh 7935 to 8831

234K End of Support 7935, 7936 Phones

Transform your install base with Video

DX70DX650

DX807960

7910 7940

Recommended version CUCM 9.1 or higher

7935/36

Video Empower Every Desk and every Meeting Room

Speaker Track 60 MX200/300 MX700/800

Collaboration Desk Space Portfolio

WebEx Jabber DX 650 DX 70

$2,750

DX 80 EX90

List Price

EX60

$0-$89 per user

No Cost $1,695 $3,990 $8,970 $12,870

Cisco Collaboration Room Endpoint Portfolio

SX10

$3,990

SX20

$7,900 -$11,900

SX80

$17,900 -$30,500*

SpeakerTrack 60

$15,900

MX200MX300

$17,900 |$23,900

$49,900

MX700 MX800

Dual Camera

$55,900List Price

MX700 MX800

Single Camera

Refresh with Video : Use Cases

Quiet Room,

Hot Desking

Knowledge Worker,

Executive

Remote Expert, Teleworking

Development Room

Meeting Room

Briefing Area

Desk Space Transformation Meeting Room Transformation

Video Enable your Desktop

Partner List Price for DX70 $2750

Collaborate Now 60%


Example: (US) Refresh 7940 to DX70

DX70DX807960 7940


Collaborate Now 60%


Example: (US) Refresh 7960 to DX80

Video Enable your Meeting Room


Collaborate Now 60%


Example: (US) Refresh 7935 to SX10

7935/36

SX107935

Readiness Assessment iPad App

• CUCM v9.1 and v10.5

• Unity/Unity Connection

• Contact Center Express

• MeetingPlace

• Presence Server

• Attendant Console

• License Count Usage report

• Support and Collateral for BE6000/BE7000

• English, French, German, Spanish, Portuguese & Mandarin support

iPad App: https://itunes.apple.com/us/app/id650114526Web Tool: http://tools.cisco.com/cucst/upgrade/index.jsp

“CUCM Upgrade Central” v4.1 includes Endpoint Assessment

Available

now on the

App Store

https://itunes.apple.com/us/app/id650114526

http://tools.cisco.com/cucst/upgrade/index.jsp

Partner Landing Page

One-stop shop for Endpoint Refresh Resources

• Endpoint Refresh Program Info

• Value proposition

• Promotions and Offers

• Forums and support community

www.cisco.com/go/drivetocollab


1 2 3 4

Program Enrollment Quote Creation Ordering Returns

Endpoint Refresh – Step-by-Step Overview

Refresh UC Endpoints install base with newCost Effective and Feature Rich Endpoints

Endpoint Refresh - Deal Mechanics

Endpoint Refresh Program



• Annual Enrollment through Partner Program Enrollment (PPE)


• Read and Accept Program T’s and C’s

1 2 3 4




1 2 3 4


• Partner: Create Quote in Cisco Commerce Workspace (CCW)www.cisco.com/go/ccw

• Cisco:Approve CCW Quote or Initiate Quote Through SalesForce dotcom (SFDC)



1 2 3 4


• Direct Orders:-Partner Places Order and Provides Deal ID and TMP Quote Number-Must Select “Trade-In” as the Order Type

• Two-Tier Orders: Partner Places Order Against Approved Distribution Authorization ID (DART)



1 2 3 4


• Return Materials Authorization (RMA) Notification (Listing Traded-In Products) is Sent to the Partner when Last Purchased Product Is shipped

• Schedule Pick-Up Requests Using the Product Online Web Returns (POWR) Tool

• Trade-In Products Are Due Back to Cisco Within 180 Days of RMA Notification

• Certificate of destruction required if not returned


Endpoint Refresh- Resources

Landing Page for All Drive to Collab Resources

Customer Landing Page: http://www.cisco.com/go/cucmupgrade

Partner Landing Page: http://cisco.com/go/drivetocollab

TMP Promotion: www.cisco.com/go/tmp

Support Alias for Drive to Collab Questions

Drive to Collab Program Team: [email protected]

TMP Team: [email protected]

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

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

http://cisco.com/go/drivetocollab




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

mailto:[email protected]

mailto:[email protected]


Call to Action and Key Takeaways

Take UC Endpoints to the next level – extensible value and performance

Lead with business conversations

Accelerate Endpoints Refresh

Thank you.

CUCM 8.5.1+BE6K 8.6.x+

CP-7821 CP-7841 CP-7861

Display396 x 162

Mono (3.5”) 396 x 162

Mono (3.5”)396 x 162

Mono (3.5”)

Ethernet Switch 10 / 100 10 / 100 / 1000 10 / 100

Programmable Line Keys 2 4 16

Programmable Soft Keys 4 4 4

Headset Port ✔ ✔ ✔

EHS Support (AUX) ✔ ✔ ✔

Full Duplex Speakerphone ✔ ✔ ✔

Wideband Audio ✔ ✔ ✔

POE Class 1 1 1

Protocol SIP SIP SIP

Replaceable Bezel ✔ ✔ ✔

List Prices $255 $365 $395

78xx Key Features

35

CP-8811 CP-8841 CP-8851 CP-8861 Key Module

Display 800 x 480Greyscale(5”)

800 x 480WVGA (5”)

800 x 480WVGA (5”)

800 x 480WVGA (5”)

Ethernet Switch 10 / 100 / 1000 10 / 100 / 1000 10 / 100 / 1000 10 / 100 / 1000

Programmable Line Keys

5 x 5 5 x 5 5 x 5 5 x 5 18 * 2 Pages = 36

Programmable Soft Keys

4 4 4 4

Headset Port (RJ9) ✔ ✔ ✔ ✔

EHS Support ✔ ✔ ✔ ✔

Full Duplex Speakerphone

✔ ✔ ✔ ✔

Wideband Audio ✔ ✔ ✔ ✔

Integrated Bluetooth ✔ ✔

USB ✔ ✔

KEM Support ✔(2) ✔(3)

Wifi ✔

External Audio Port ✔

POE Class 2 2 3 4

Protocol SIP SIP SIP SIP

List Prices NTE: $445 $495 $595 $695 NTE: $49036

88xx Key Features

Documents

© 2014 Cisco and/or its affiliates. All rights reserved. 1 Drive to Collab Endpoint Refresh Program Cisco Collaboration Technology Group