cisco quick hit briefing cisco jabber versus microsoft lync

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

Cisco Quick Hit BriefingCisco Jabber versus Microsoft LyncBrent Morrison, Carl Wagner – Cisco Systems Mar 30th, 2013

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

Agenda

Introduction Quick Hit Overview Introducing Cisco Jabber Cisco Jabber

and Aspects of Microsoft Promotions Summary, Resources Conclusion


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

Cisco Commercial Territory partners

• Concise, relevant updates on:Cisco products and solutions

Partner programs and promotions

Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

• Next Quick Hit Briefing: Don't Lose on Price - Cisco Certified Refurbished EquipmentThursday June 6th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=221132187&RG=1&UID=2005885592&RT=MiMxMQ%3D%3D


Quick Hit Briefing ScheduleDate Topic Date TopicOct-18 Cisco BYOD Update Mar-28 Telepresence Opportunity for SMB Partners

Oct-25 Holy Promotions Batman - Promotions Update Apr-04 Strategic Upselling with Cisco

Nov-01 "I've Got Moves Like Jabber" Update Apr-11 Business Edition 6000 Deep Dive

Nov-08 Unified Computing System Overview Apr-18 The Evolution of Wireless to 802.11ac

Nov-15 Who's On First? - Navigating Cisco Resources Apr-25 Demand Generation Events - How to Be Successful

Nov-29 Demand Generation Ideas and Execution May-02 Financial Selling for Dummies

Dec-06 Cisco "Gear Up" Year-End Sales Opportunity May-09 Cisco Telepresence - Can You See Me Now?

Dec-13 WebEx Update - The $$ Opportunity You Are Missing May-16 Borderless Networks - Building a Foundation for Success

Jan-10 Customer Intelligence Systems - Contact Center Update May-23 Close More Deals with Cisco Capital

Jan-17 Business Edition Update - 3000 and 6000 May-30 Cisco Jabber versus Microsoft Lync

Jan-31 UCS Update - New release, features, pricing, etc Jun-06 Don't Lose on Price - Cisco Certified Refurbished Equipment

Feb-07 Catalyst Switching Update Jun-13 Unified Computing System Deep Dive

Feb-14 Security Update - ASA, Anyconnect, ISE, Ironport Jun-20 Maximize Your Cisco Services Potential

Feb-21 BE6000 Update and New Express Collaboration Specialization Jun-27 Maximizing Profitability with Cisco

Feb-28 21st Century Contact Centers Jul-11 Learn to Sell, Demo, and Close more deals with BE 6000

Mar-07 Cisco Wireless Portfolio Update Jul-18 Cisco Wireless Portfolio Update

Mar-14 HP Competitive Update

http://cs.co/quickhit/

http://cs.co/quickhit/


Introducing Cisco Jabber


Moves Like Jabber

http://www.youtube.com/watch?v=iEPTlhBmwRg

http://www.youtube.com/watch?v=iEPTlhBmwRg


Cisco Jabber -The Power to Collaborate

All-in-one UC Application Collaborate from Any Workspace• Presence & IM• Voice, Video, voice messaging• Desktop sharing, conferencing

• PC, Mac, tablet, smart phone• On-premises and Cloud• Integration with Microsoft Office


Devices Share the Same Infrastructure

Call Control: SIP

• Unified Communications Manager (CUCM)

• Video Communication Server (VCS)

Presence & IM: XMPP

• Unified Presence• WebEx Connect

service (SaaS)

Meetings, Conferencing

• WebEx (SaaS)• TelePresence MCU

Voice Messaging

• Unity Connection

Cisco Jabber


For More on Cisco Jabber…Check out these past Quick Hit Briefings!

• "I've Got Moves Like Jabber" Update

Watch the replayReview the presentation

• BYOD UpdateWatch the replayReview the presentation

• Check out Jabber on Cisco.comJabber on Cisco.com www.cisco.com/go/jabber

Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html

https://cisco.webex.com/ciscosales/lsr.php?AT=pb&SP=MC&rID=64123097&rKey=ebd4cdc4fa0ffa66

http://www.ciscofiles.com/go/cisco_qh11012012.pptx

https://cisco.webex.com/ciscosales/lsr.php?AT=pb&SP=MC&rID=63843757&rKey=efca57a8b0ce645f

http://www.ciscofiles.com/go/cisco_qh10182012.pptx

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

http://www.cisco.com/web/products/voice/jabber_partner.html


Cisco Jabber and Aspects of Microsoft

Carl WagnerSr. Mgr., Business Development

Advanced Technology


New Collaboration Experience

Training & Education

Virtual Meetings

Events

Streamlined Workflows

Active Collaboration Room

Financial ExpertExpert On Demand

Lobby Ambassador

IntelligentContact Routing

HD Recording Studio

On-the-GoOffice Communications

IntercompanySupplier Collaboration

Classroomof the Future

Virtual Teams


• Business Value Approach

• Microsoft: Friend and Foe?

• Defining the Battlefield

• A Winning Strategy

Agenda

?


Bus

ines

s Va

lue

Innovation

++

III. Business Transformation

I. ITEfficiency

II. Labor Productivity

Drive Higher Value by Integrating Capabilities into Processes

Leverage Cost Savings to Fund Additional Investments

Maximizing Collaboration Business Value - a Three Part Equation


How?

Business Challenges & Opportunities

Why?

Solution Features &

Qualified Benefits

So What?

Business Value Case & KPI’s

EDUCATION ANDGOVERMENT

FINANCIAL SERVICES

HEALTHCARE

MANUFACTURING

RETAIL

Business Transformation

PROFESSIONAL/TECHNICAL


The Battle is for the Collaboration ClientThe Battle Field:• Business Transformation• User Experience

The Weapons:• Application Integration• IM&P• Conferencing• Voice/Video• Mobility• Ease of use• Licensing• Architecture


Microsoft Selling Strategy

SoftClient

ExperienceReimagined

Brand Capabilities

UCCreate Value to Preserve Office Franchise (~45% of Profits)

Drive affinity towards rest of Microsoft portfolio

Exchange&

SharePoint

Active Directory&

SQL Database

OfficeFamiliarity

Licensing Model

Hardware Choice “Best On Windows”Extensive

Partnering

?


To quote the Master Strategist…

Hence that general is skillful in attack whose opponent does not know what to defend

- Sun Tzu


What are My Accounts’ Profiles?S

eats

Dep

loye

d

100%

0%

Users Licensed 100%

OverboughtDown rev, <51% deployed for workloads or

users

CommittedDeployed 51%+ of users

multiple workloads

Greenfield / Aspirational

Conservatives

N-2 versions, sweat assets

IMP2P Voice/Video

IMP2P Voice/Video

Conferencing PilotLync Voice

IM Pilot(Portion of Company)

Sametime Jabber

Conservatives

Greenfield / Aspirational Overbought

Committed


Customer TypesS

eats

Dep

loye

d

100%

0%

Users Licensed 100%

OverboughtDown rev, <51% deployed for workloads or

users

CommittedDeployed 51%+ of users, multiple

workloads

Greenfield / Aspirational

ConservativesN-2 versions, sweat assets

IMP2P Voice/Video

IMP2P Voice/Video

Conferencing PilotLync Voice

IM Pilot(Portion of Company)

MOC

Sametime Jabber

EVALUATING

Conservatives

Greenfield / Aspirational Overbought

COMMITTED

Committed


Committed

85% - IM & P Only15% - Voice/Video/Conf

Don’t Compete On IM/P OnlyUse Traditional MotionsScenario Demonstrations

All-Workloads… All AppsDe-fuse Competitive TensionSituational DifferencesSurround – UC Whitespace

Let’s Examine the Approach

Evaluating

54% - Integration33% - Licensing7% - Features

Executives & LOBRiskTechnical,

Political &Emotional


Dialog Framework – Non-linear…Users

ExperienceBusiness

Operations FinancialVoice Team Video Team DC/Network Team

IT OperationsLine of Business Risk

• Simple UI• Intuitive/Easy• Functionality• Integrated Experience• Devices• Desktop/Workspace• Cross-platform

• Emp. Productivity• Use Cases• Critical Processes• Process Productivity• Customer Contact• Business Value

• Class of Service• Class of Restriction• Call Coverage• Scale “Golden

Phone”• PSTN Gateways• Endpoints• User Needs• Integrations• Conferencing• Recording• Mobility

• Video Control• Quality• Bandwidth• Bridging• Management• Scheduling• Mobile• Capture• Transform• Share• Use Cases

• Planning• Scale• Bandwidth• Virtualization• Quality• Security

• Licensing• Operational Cost• Capital Expense• Leasing• UCaaS• Vendor Management• Impairment Risk

Real-time Communications Service DeliveryBusiness Impact Value

WorkflowComplexityIntegrationsCompatibility

UptimeTroubleshoot

SupportUpgrades/Lifecycle

CultureInnovation

TalentCustomer Expectations

DifferentiationChange Mgmt.

Intellectual CapitalPartnerships

OmissionsTrappedResultsGrowth

Downturn

Leverage


Microsoft Can’t Replace a PBX


Survey says:• Enterprise voice: “…62.3%, felt that Cisco was the leader in enterprise voice. Avaya was

second with 17.3%, "others" made up 10.6% and only 9% of the audience cited Microsoft… let's be realistic here--they have a long way to go to catch all of the vendors, not just Cisco. It takes a long time to do voice well, and Microsoft has an immature product here.”

• Audio and Web conferencing: “Cisco dominated in the survey, with 50% responding Cisco was the leader, compared to 20% for Microsoft.”

• Enterprise video: “This is another area of UC where Cisco dominates Microsoft. The survey showed that 54% of the respondents felt Cisco was the leader. If you compare Cisco's video capabilities to that of Lync, it's not even worth comparing.”

• Mobile UC: “The big Achilles Heel for Microsoft here is their commitment to Windows first…Cisco's mobility story also extends to the network, Microsoft's is all about the client…”

Source: ZK Research, February 2013 http://www.nojitter.com/post/240148879/fueling-the-cisco-versus-microsoft-fire


Clear the Puck

• Understand the business processes that drive the need for current

features

• Build a common vision of the future

• Unhook Microsoft by showing that our vision is complete and our ability to meet today’s mission-critical needs is superior to Microsoft

• Help IT be perceived as defending their company, not their Job

Let’s TalkIt’s About the Dialog


• “Our vision puts people first”

• Their vision might, but their products…Make people suffer from limits imposed by:

• Inadequate PBX feature set• Video users marooned by proprietary

protocols• Skype so proprietary that Lync interop is

still an aspiration

• Dis-integrated product/support model• who ya gonna call?

“Today people adapt to the requirements of technology. Multiple devices, applications and networks each have their own rules and identities and require that we conform to them. Shouldn’t it be the other way around? Our vision puts people first”

Microsoft: “From the Living room to the Boardroom”

Tony Bates, President, Microsoft Skype Division


Gartner Agrees on all points...


Solution ComparisonIP Phones

Servers

UC Gateways

Video Endpoints

Call Control

Hypervisor

Operating SystemDatabase

Network

IP Phones

Servers

UC Gateways

Video Endpoints

Call Control

Hypervisor

Operating System

Included with Call Control

Database

Included in Call Control

Network

Microsoft Cisco

Cisco TAC 800-553-2447

Support ContactsAastra 1-800-729-1872

SNOM Partner supportedPolycom 888-248-4143

HP 800-334-5144IBM 800-426-7378Dell 888-242-0938

Audiocodes 800-735-4588Dialogic 973-993-1443

Sonus 855-GO-SONUS Microsoft 800-642-7676

Cisco TAC 800-553-2447

800-CALL-PLSP

$$$


Thank You


Promotions


Collaboration Breakaway PLUS

Mid-Market Collaboration Promotion

UC “9 & 3”Upgrade Offer

• Competitive takeout (Avaya, Microsoft, Mitel, Seimens, Polycom, Lifesize, Telris)

• Upgrade of older CUCM• All Collaboration Products including

video, Jabber• 59 – 64%• Cisco Capital 0%, 1%, 2% and 3%

financing offers• Expiration: Apr 26, 2014

• Focused on BE6000• Competitive or upgrade (any

competitor)• Must include a BE6000• Only specific products are included

(see link)• Maximum of 1,000 users• Expiration: July 27, 2013

• $9 UC + 3 year UCSS• Purchase UC product upgrades at

$9 per user per application • $18 per user for Business Edition

w/Unity Connection• Must purchase 3 year UCSS• Expiration: July 27, 2013

www.cisco.com/go/collaborationbreakaway

www.cisco.com/go/mmcollabpromotion

http://www.cisco.com/web/partners/sell/technology/ipc

/9and3.html

Up to 64% off list Up to 65% off list $9 UC upgrade

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

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

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

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

http://www.cisco.com/web/partners/sell/technology/ipc/9and3.html





Jabber NowPromotion

Jabber for EveryonePromotion

• For existing CUCM users• Discounted purchase of Jabber licenses• Full Jabber feature set – IM, Presence,

voice, video, softphone, etc• CUCM 7.1.5 or 8.x users• No UCL - Enhanced UCL + Jabber for

$210• UCL or CUWL – Jabber for $95• Expiration: Jul 27, 2013

• IM, Presence and Jabber Mobile for CUCM users at no add’l cost

• Unified Presence at no add’l cost for UCM 7.1+ customers

• Requires CUCM licenses for 50+ users and CUCM 7.1+, CUP 8.6.4

• Must place $0 license order; Upsell for voice, video, VM integration

• Expiration: Ongoing

http://www.cisco.com/web/partners/incentives_and_promotions

/jabber_offers.htmlwww.cisco.com/go/jabberforeveryone

Full Jabber for as low as $95

Deploy Jabber IM, Presence for FREE

http://www.cisco.com/web/partners/incentives_and_promotions/jabber_offers.html




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



Conclusion


Cisco Collaboration

TelePresence

Unified Communications

Workspace Apps

CustomerCollaboration

Typical Multi-Vendor

Challenge

Unified Communications

Telepresence Video

Jabber IM and Presence

WebEx Collaboration

Customer Contact

Social Media

One Vendor, Complete Portfolio


Market Leadership

Our Focus on Integration Provides our Customers with a

Competitive Advantage

Our Diverse ProductPortfolio Means We’reHere for the Long-Term

Breadth and Depth of Technology Portfolio

62%

#1Routing

Edge/Core/Access

50%

#1TelePresence

55%

#1Wireless LAN

68%

#1Switching:

Modular/Fixed

40%

#1Voice

41%

#1Web

Conferencing

17%

#3 X86

Blade Servers

44%

#2Storage:

Area Networks

32%

#1Security


Putting the Extraordinary Within ReachBest

in ClassVideo, Voice, Conferencing

ComprehensiveArchitecture

Secure, Scalable, Cloud-ready

Open andInteroperable

Investment Protection

Proven

200,000+ GlobalCustomers

BUILT ON AN INTELLIGENT NETWORKINTEGRATED COLLABORATION EXPERIENCE

Mobile Virtual

VisualSocial


Partner Resources• Why Cisco is the Answer for Enterprise-Class Collaboration

http://www.cisco.com/en/US/solutions/ns1007/whycisco.html

• Jabber on Cisco.com www.cisco.com/go/jabber

• Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html

• Sales and Marketing Resources http://www.cisco.com/web/products/voice/jb_partner_sales.html

• Jabber for Everyone Promotion http://www.cisco.com/go/jabberforeveryone

• Cisco BYOD Smart Solution http://www.cisco.com/go/partnerbyod

http://www.cisco.com/en/US/solutions/ns1007/whycisco.html

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



http://www.cisco.com/web/products/voice/jb_partner_sales.html

http://www.cisco.com/web/products/voice/jb_partner_sales.html



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

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


Thank You

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