cisco quick hit briefing cisco webex update - the $$ opportunity you are missing

Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 1

Cisco Quick Hit BriefingCisco WebEx Update - The $$ Opportunity You Are Missing Brian Avery

Partner Development Manager – Cisco Systems

December 13, 2012

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Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 2

Brian [email protected]

Partner Development ManagerPriors:

President and CEOCisco Premier Partner

Director of SalesCisco Silver Partner

Financial AnalystSprint Corporation

Agenda Introduction Cisco Priorities Business Case for WebEx Making it E-A-S-Y

Why WebEx? What Makes WebEx Better? Identifying Opportunities Getting Support from Cisco

Generating WebEx Business Ideas

Resources, Q&A

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

What Is a Quick Hit Briefing?• A weekly partner briefing series

designed for Cisco Commercial Territory partners

• Concise, relevant updates on:Cisco products and solutionsPartner programs and promotionsPartner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

• Next Quick Hit Briefing: Customer Intelligence Systems - Contact Center UpdateThursday Jan 10th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205802492&RG=1&UID=0&RT=MiMxMQ%3D%3D


1

2

3

4

5

Mobility

Security

Any - Any

Key Drivers of the Future of the NetworkThat Strategically Leverage the Power of the Network

Leadership in the Core… Routing / Switching / Services

Collaboration

Data Center / Virtualization / Cloud

Architectures for Business Transformation

Video

Cisco Priorities


Harvard Business Review

“The power to bring people together at critical moments, is key to aggregating and amplifying the impact of employees”


Cisco WebEx® Quick Hit BriefingThe $$$ Opportunity You Are Missing

Josh Stanley, Nate Clayton – WebEx Team


WebEx Alignment for FY13Webex Team

Josh Stanley - SOUTH904-996-1332Mobile: 904-485-3760 [email protected]

Nathan Clayton- NORTH904-996-8373Mobile: 904-386-4128 [email protected]


WebEx Business Case WebEx Business Update

22% Year over Year GrowthMarket Share Leadership6.3M Registered Hosts1.5 Billion Meeting Minutes/mo3M+ Mobile App Downloads

Changing the Way we WorkDriving profitability and Growth through greater productivityFully integrated experience on any device, anytime, anywhere

Partnering for SuccessProven Sales Process: Available for Partner Resell for 20+ Months50%+ of New Business sold through the Cisco Partner Channel


Why WebEx is superior?

Gartner Magic Quadrant for Web Conferencing

1) Superior Mobility

The WebEx mobile app makes it easier than ever to take collaboration on the road. The WebEx app grants users full functionality with the ability to schedule, host, and view meetings on the go.

2) Superior Security

WebEx runs over the Cisco Cloud, Cisco's proprietary network which uses both encryption protocols and intelligent threat detection such as the Cisco Secure(X) Architecture.

3) Superior Uptime

Cisco has invested over $500 million building the Cisco Collaboration Network – a private internet network that's only available to Cisco collaboration customers. With Cisco's dedicated network you'll experience 99.99% uptime, and faster connections no matter where you are.


Cisco WebEx Cloud

Global Scale

Optimized for Collaboration and

Content Distribution

Highly Availability, Performance/Speed

Multi-layer Security


Simplified Options:1. Meeting Center

• 25 Person Capacity per Meeting• Includes FREE Audio (Toll & VoIP Included at no cost)

2. Just WebEx Messenger (Hosted Jabber)• Point to Point IM, Video & Presence• UC Integration

3. Consult with WebEx on everything else…..• Several additional options available (Contact Sales Support for info)

• Partner Help Desk: 877-WebEx-Help (877-932-3943)• South Florida: Josh Stanley @ 904-996-1332• North Florida: Nathan Clayton @ 904-996-8373


Cisco WebEx Meeting Center

• Share Anything in a WebEx Meeting

• Any Device, Any Time, Anywhere

• Multi-point HD quality (720p) video

• On-demand recording

• 99.9% Uptime

• Private Network (Cisco Collaboration Cloud)

• Integrated WebEx audio options• Free Toll Conferencing

• Free VoIP Conferencing

• Integrated scheduling with:• Outlook, Microsoft Office, Internet Browsers, etc….

• Mobile devices (Phones & Tablets)

• Integrated with Cisco UC Solutions


Cisco WebEx® Integrated High-Quality VideoPervasive Video

Experience• High Quality resolution –

720p• Active Speaker switching• Full-Screen video mode• Active Speaker window

when in App/Desktop Sharing Mode


Cisco WebEx Meeting Center on Mobile Devices

iTunes http://itunes.apple.com/WebObjects/MZStore.woa/wa/viewSoftware?id=298844386&mt=8

Google Playhttps://play.google.com/store/apps/details?id=com.cisco.webex.meetings&hl=en

http://itunes.apple.com/WebObjects/MZStore.woa/wa/viewSoftware?id=298844386&mt=8

https://play.google.com/store/apps/details?id=com.cisco.webex.meetings&hl=en


WebEx for the Apple iPad

• Mobile video conferencingMultipoint WebEx high quality video with two-way videoVoice-activated video switchingMulti-point video in video carousel or pinch out to full screen

• Host capabilities Schedule, start, cancel a meeting and invite attendeesPass presenter control

• Attendee capabilitiesJoin WebEx meetings and view shared content with annotationsView attendee listChat with meeting participants


Cisco WebEx® Network Based RecordingRecord and save to network Access and play on network

Play back many timesEdit recordingRecord one time


WebEx Meeting Center SKU:Annual Subscriptions

Part Number Description

Annual Subscriptions

L-WBX-MC-SB-US= WebEx Meeting Center – Small Business Annual Subscription (US Toll + VoIP – North America Only)

Note: Minimum purchase of two annual subscriptions required. US Toll limit 10,000 minutes per month per host.

Prepaid annual subscription

Minimum purchase of two named hosts is required

Priced to provide good partner profitability when selling in alignment with the current WebEx Price

Includes audio package with integrated phone conferencing and free VoIP


Presence and Instant Messaging

• Who is available and how• Instantly interact• Desktop &mobile access• Point-to-Point Video• Easily escalate

Audio, video, desktop share

• InteroperableXMPP-based – broad supportFederates with popular solutions


WebEx Messenger (Connect) SKU:Annual Subscriptions

Part Number Description

Annual Subscriptions

L-WBX-CON-IM WebEx Connect/Messenger (Available in 1, 2, 3 & 5 year terms)

Note: Minimum purchase of two annual subscriptions required. US Toll limit 10,000 minutes per month per host.

Prepaid annual subscription

Minimum purchase of 25 named hosts is required

Priced to provide good partner profitability when selling in alignment with the current WebEx Price (List Price $42 per license per year)


WebEx Quick Hits

• Scheduled a meeting with WebEx with every existing UC customer

• Lead with WebEx as a conversation starter (everyone does conferencing – Web, Video &/or Audio)

• Add WebEx Sku on every BE6k you sell (10 or 20 License Bundles)

• Seed WebEx on every BOM you create over $100k (even if it is only a few licenses)

• Work with WebEx on your “Friendlies” to create a strategy• For Everyone else ask 3 questions


Identifying Opportunities

1. How do you do Web Conferencing today?• If no Web, How about Audio Conferencing?• Would you be interested in free Audio

conferencing?

2. How do you do Video Conferencing today?

3. Has your company standardized on one Instant Messaging solution?


WebEx Everywhere for partners(Expires 7/31/2013)

Offer Details

Full deployment (every knowledge worker) One seat of Webex Meeting Center (up to 25 attendees per meeting)One seat of WebEx Connect (IM only, no spaces) Either use Meeting Place Audio or optionally add integrated WebEx audio at highly discounted per minute rates with no minimum usage

Partner Requirement

Any Cisco Partner with a valid Select, Premier, Silver or Gold certificationAny Cisco Video Partner – Tandberg Migration (Express, Advanced & Masters) and Telepresence Video Specialized partners (Express, Advanced, & Advanced Plus)

Price Point & Contract

$5/user/month = 92% off list 12-month contract Capped or overage determined upon contract WebEx VoIP Free or Telephony at deeply discounted per minute rates

Get Started: www.cisco.com/go/webexnfr


Sales Engagement Use WebEx and Jabber internally

• Change the way your team works• Experience and demonstrate value to

customers

Leverage our Expertise• Team of expert sellers in Florida• Learn through sales engagements• Introduce us to your customers

We can help you grow the deal size:• Enterprise Edition Full Deployment• Generate Pull-Through Sales• Reoccurring GPL Revenue

Get your share of WebEx Business


WebEx Sales Support - Florida


Resources

• Cisco Partner NFR Offer – www.cisco/com/go/webexnfr/

• Cisco WebEx Meetings on Cisco.com - http://www.cisco.com/en/US/products/ps12584/index.html

• Cisco WebEx on Partner Central Collaboration site - http://www.cisco.com/web/partners/sell/technology/collaboration/webex/index.html

• WebEx Partner Helpdesk – [email protected]

• Network World Article Rates WebEx “Best in Class” - http://www.ciscofiles.com/share/webexno1.pdf

• Web Conferencing Competitive Landscape - http://www.cisco.com/en/US/partner/prod/collateral/ps10352/ps10362/ps12584/web_ccl.pdf

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

http://www.cisco.com/en/US/products/ps12584/index.html



http://www.cisco.com/web/partners/sell/technology/collaboration/webex/index.html




mailto:[email protected]

http://www.ciscofiles.com/share/webexno1.pdf

http://www.ciscofiles.com/share/webexno1.pdf

http://www.cisco.com/en/US/partner/prod/collateral/ps10352/ps10362/ps12584/web_ccl.pdf



Thank you.


Appendix


BE6k Configuration Examples1. Enter top level product number (CBE6K-K9-NEW)

2. After search click “select options” tab

3. Use these options 20 MC Add On ($12,425) Now 60% off list to partners Cloud presence

WebEx Commitment Grow Adoption Grow/Increase Usage Ensure Renewal


Screen Shots


Cisco WebEx Core Applications

Cisco WebEx Collaboration Cloud

Remote Supportand Access

Webinars, Virtual Seminars ,Online Events

Event Center

SupportCenter

Devices

Web, audio and video conferencing

Interactive Online Training

Meeting Center

TrainingCenter

1-1 Voice, Video, Desktop share and

Chat

WebEx Connect

Cisco WebEx Collaboration CloudMeetings Presence

Workspace


WebEx Cloud Extension

CiscoWebEx Meetings

(Conferencing)

CiscoWebEx Telepresence

(Video)

Cisco WebEx Social Server

ON PREMISES

CiscoQuad

CiscoWebEx

CiscoCallway

CiscoWebEx Messenger

(IM/Presence)

CiscoWebEx Social

(Social Platform)

CiscoWebEx Connect

Cisco WebEx


Cisco WebEx SocialNew Social Collaboration Experience

• Redesigned and simplified UE

• Personalized Homepage with Watch List

• Unified Post

• Social networking(Search, Profiles, Suggestions, Enterprise Q&A etc. – same ason-prem. Quad 3.0)

• Dynamic Communities

• WebEx Meetings and Connect integration

• Email notification

• Mobile support

LimitedAvailability July 2012


Evaluation Accounts• “Try before you buy” “Proof of concept” easier than ever

• Scenarios: Upsell existing customersNet new businessCompetitive take-outs – Collaboration Breakaway

• Customer name and email address…That’s it!

• Can be set up for individuals, groups, or entire organizations for 14,30,60, or 90 days…possibly longer.

• Instant set up for: • Enterprise Edition (Meeting Center, Training Center, Event Center, and

Support Center) access• Includes Free Audio (Toll, Toll Free, and VoIP)• Includes 1000 Capacity• WebEx Messenger (WebEx Connect) or Hosted Jabber

cisco quick hit briefing cisco webex update - the $$ opportunity you are missing

Documents

cisco andor

cisco products

cisco webex quick hit

webex alignment

weekly partner

meeting id

missing josh stanley

development managerpriors