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Pervasive Mobility

Rise of the Agile Worker

Customer Experience is King

Rise of Business

Messaging

Platform and API Economy


No plans to use SaaS Using some SaaS to complement Already replaced most/all with SaaS

Plan to complement with some SaaS within 2 years Plan to replace most/all with SaaS within 2 years Don’t know/does not apply

13%

11%

24%

26%

21%

5% Forrester

Technographics, Global, Enterprise (2015)

two years in…

2,000,000

1,500,000

1,000,000

500,000

Daily Active Users

2nd Anniversary 2.3 Million Users

Holiday Season

1st Anniversary 520,000 Users

Public Launch 17,000 Users

Over 675,000 Paid Seats

Over $64 Million Annual Recurring Revenue

plan to move collaboration to SaaS offers

47% 24% now


Video/Audio Collaboration

Enterprise Messaging

Next-Generation Enterprise Messaging

Content Collaboration

Project Management

Slack just reported 2M daily

active users


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15M+ Registered hosts

worldwide

65M+ Meeting attendees

per month

1M+ Active hosts per month

4B+ Meeting minutes

per month

500% CCA SP Growth


7 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

49 Countries

2,800+ Customers

65% YoY Growth

3.3M End-Users


CMR Cloud now included with WebEx Meeting Center for user based subscriptions

Available to new and renewal customers on SaaS Annuity

What How

Available: May 2, 2016 with any PSTN offers

Mid-May, 2016 with VoIP only


§  Opportunity: Cisco CCA-SP partners to have customer access in specific market segments served by VARs/WebEx resellers to increase network footprint and CCA port subscriptions

§  Solution: CCA-SP Dual Partner Model §  Enables both VARs and CCA-SP partners to jointly serve WebEx

and CCA customers §  VARs benefit by offering CCA to their existing and new WebEx

customers delivered through CCA-SP partners §  SP partners have access to new markets/customers via VARs/

WebEx Resellers to drive demand for CCA ports and increase their network footprint with existing and new customers


WebEx Partner

Dual Partner Offer

CCA-SP Certified Partner

§  Not Certified to Sell CCA-SP services.

§  Is the incumbent WebEx partner AND is pursuing a new contract that meets the promotion criteria.

§  Or… is pursuing a new WebEx customer opportunity in partnership with a CCA-SP certified partner.

§  Both parties agree to business arrangement.

§  Each party contracts separately with end-User Customer, or has an Agency Arrangement.

§  Cisco will take first line support unless otherwise agreed to by both partners.

§  Agrees to work with WebEx incumbent partner and offer CCA-SP services attached to new contract that meets the promotion criteria.

§  Resulting new contract represents a new WebEx customer, or conversion to an Active Host or Full Deployment model.

In this scenario, Cisco agrees to allow the WebEx contract to be sold by a WebEx reseller and the CCA-SP services (CCA-SP ports and network services) to be sold by a Certified CCA-SP partner.


Collaboration Digital Experiences

•  Workforce Experience •  Customer Experience •  Customer Care •  Spark-4-Developers

Next Gen Meetings

•  Video •  WebEx •  Rooms

Next Gen Calling

•  Call •  Modernize the Base •  Hybrid

Spa

rk S

ervi

ces

•  Meetings •  Messaging •  Modernize the Base

•  Horizontal LOB Sales Campaigns •  Vertical Integration Sales Campaigns •  Vertical Solutions (Healthcare, Financial, etc.)

Spark Services •  Calling, Rooms, Messaging •  Hybrid, Spark 4 Developers

•  Competitive Takeout •  Mobile (Apple) •  3PCC •  Modernize the Base


“ You’ve got to start with the customer experience and work backwards toward the technology.” - Steve Jobs

“ You’ve got to start with the partner experience and work backwards toward the technology.” - Someone else

12 © 2015 Cisco and/or its affiliates. All rights reserved.


Cloud Success

Cloud Strategy

Cloud Simple

$


Open Platform

Common Management

Application Integration APIs

Spark Hybrid Services Cloud + Prem

Partner Services Interconnect

Message Meeting Call


Message Meeting

Hybrid Services

Communications Manager

Business Edition Series

HCS Delivered Services

Call

Connect existing Cisco calling capabilities to Cisco Spark capabilities in the cloud


APIs


CY15 Q1CY16 Q2CY16 Q3CY16 Q4CY16 CY17

Message and Meet with WebEx

USA Canada Germany UK France Australia Japan Mexico Norway Sweden Denmark Hong Kong Spain Switzerland Italy Netherlands Belgium Ireland

Singapore South Africa Austria Poland New Zealand Thailand Finland Portugal Czech Rep. Slovakia Luxembourg Puerto Rico

Business Messaging and Basic & Advanced Meetings 30 Message and Meet with WebEx countries + continued global rollout…Including Indonesia, India, Malaysia, Philippines, Korea

Room Systems

Cloud Calling

USA

USA

Room Systems

Canada

Room Systems

Germany UK France

Room Systems

Continued global rollout to the All Message and Meet with WebEx countries…

Cloud Calling

Hybrid Services

Cloud Calling

Australia

Cloud Calling

Canada, Germany UK , France, Japan

30 Message and Meet with WebEx countries + continued global rollout…Including Indonesia, India, Malaysia, Philippines, Korea

Room Systems

Australia


Hybrid Cloud Good Better Best

Message Meeting Call


Profitability Tool

Partner Playbook

Self-Paced Training

Cloud-simple On-line trials


Get access to Try & Buy program

Become a Cisco Registered Partner

Get certified to transact Spark

Complete the Spark Training Modules and pass the Spark Training Test

Get access to demo, as well as Cisco Cloud Management Portal (CCMP) for your internal users to use it, know it, sell it.

Visit the Annuity Partner Community, complete the on-boarding checklist, and enroll in the SaaS subscription resale program in the Partner Program Enrolment (PPE) tool.

Visit the Cisco Online Training program for Spark and pass the test. http://cs.co/sparkcertification

Early access to request internal licenses & CCMP through Cloud CUWP go here. For devices please use NFR program.

1

2

3

4

5

If you’re not already a Cisco Partner, read the Cisco Partner eligibility requirements and complete the registration process.

Create trials & convert to orders for your customers. Partners are granted access to Try and Buy once steps 1-4 have been completed.

Start selling Spark! 6 Access additional sales & marketing resources in the Spark Partner Community.


Deals in Pipeline

250+

SaaS-enabled Partners

126

Partners Selling

86

Spark + Endpoint Pipeline

24M


Partners with Cloud

Service Providers

Resellers Integrators Distributors Consultants Aggregators Developers

Value-Added Opportunity

Value added services Packaged offers Integrations Hybrid Services Network

Assessments

Adoption Services Consulting Application Development Resell Support/Lifecycle

© 2016 cisco and/or its affiliates. all rights reserved ... · © 2016 cisco and/or its...

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