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Software Suites Offered as a Solution
Perpetual, Subscription & ELA Options
Licensing PortabilityAccess to
Ongoing Innovation
Cisco ONE Software Overview
A La Carte Separately priced items
The Old Way: Purchase Each Application/License for Each Device
Perpetual for the Lifetime of the Device
Licensing Tied to Hardware
The New Way — Cisco ONE Software: Buy All Applications/Licenses as a Suite
What is Cisco ONE Software?
• Customer buys all licenses in one package and has freedom to turn on what they need
• Customer buys each application/license separately
• Complex and costly lifecycle management
• Discontent due to additional charges for each application
• No flexibilty in licensing
• No incentive to stay with Cisco partner over time
• Each license applies to one device and is non-transferrable
• Costly to upgrade
• Customer not likely to upgrade frequently — running sub-optimum hardware
• License can be moved to new hardware as it is purchased
• Incentive to upgrade frequently to optimize performance
• License can be purchased to be used forever
• License subscription can be purchased for a finite time
• Enterprise License Agreements allow customer to purchase all licenses for multiple devices in one package and distribute over time
© 2015 Cisco Systems, Inc. All rights reserved.
Software Suites Offered as a Solution
Perpetual, Subscription & ELA Options
Cisco ONE Software Overview
Value for Our PartnersCisco ONE Software Helps Partners Offer More and Receive More
Lifecycle ManagementSell a Cisco ONE Software suite and after the customer activates what they need, you have an opportunity for post-sales professional services (discovery workshops, etc.) to expand equipment usage to new use case scenarios.
Faster Hardware RefreshAverage customer hardware refresh = 5 years because of reluctance to throw away assets.
Save a significant portion of assets by leveraging Cisco ONE Software license portability
Customer StickinessHaving a strong foundation and structure makes it harder for customers to move out of your house.
Larger Deal Sizes By offering your customer much more value at a moderate price increase, your deals will be bigger.
CXO RelevanceCisco ONE Software is a simpler model for keeping your customers up to date with hardware and software without risk.
Recurring RevenueCisco ONE Software licensing portability and subscription options save customer costs. Satisfied customers allow you to build stronger relationships.
Higher VIP RebateRebate percent is awarded is higher than if you only sold the standalone license.
Larger deals increase Cisco Value Incentive Program rebates.
New Professional ServicesCisco ONE Software is a platform to build customer data centers and your business. You can sell total flexibility.
Licensing PortabilityAccess to
Ongoing Innovation
Cisco ONE Software Overview
License Sale Bundle Sale Cisco ONE Software Sale
Cisco ONE Software Subscription Sale
Price $$ $$ $$$ $$$$$
Value $$ $$ $$$$ $$$$$
Partner Sales Conversation
IT ManagerWhat bundles do you
need this quarter?
IT ManagerWhat bundles do you
need this quarter?
IT DirectorWhat solutions do you need in the next 12
months?
CXOWhat’s your 3 year plan?
What’s your 5 year plan?
Partner Deal Economics
License features Improved sales productivity
Increased deal size and services
Extended revenue and hardware pull through
For Cisco & Partners For Customers
Business Model Drivers Cisco ONE drives MORE SALES Cisco ONE IS A BETTER VALUE
Upsell A higher software feature attach rate than when I sell Cisco software features standalone
More software at a bundled price that is lower than purchasing Cisco software a la carte
Competitive Spend
Capture additional customer budget that is historically spent on competitive products
Lower pricing compared to purchasing multiple solutions from multiple vendors, which often requires
both hardware and software
License Portability
Opportunity to sell the next generation of hardware
Lower total cost of ownership over the life of the device
Cisco ONE Software Elevates the Customer Conversation
Cisco ONE Software Economic Perspectives
Visit cisco.com/go/one
Learn How to Create Deep Roots and Improve Customer Stickiness
© 2015 Cisco Systems, Inc. All rights reserved.
