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.