copyright © siemens enterprise communications gmbh & co. kg 2013. all rights reserved. siemens...

Copyright © Siemens Enterprise Communications GmbH & Co. KG 2013. All rights reserved.Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG

SEN Is Challenged When Competing Against Competitor Offering Streamlined Offers

15,000+ SKUsand counting…

Enterprise Licensing

Enterprise CALCore CAL

Foundation SuiteMobility SuiteCollaboration Suite

CUWL StandardCUWL ProfessionalUCL EssentialUCL BasicUCL Enhanced UCL Enhanced Plus

A La Carte


Avaya


Cisco UC 9.0


Microsoft


SEN Confidential & Proprietary

For internal use only

Enterprise Licensing ObjectivesSEN & Customer

What’s in it for SEN?

1. Improve sales experience by removing traditional GLP sticker shock with competitive software suites

2. Accelerate commerce by streamlining pricing execution with standard discounting versus traditional LoA process

3. Increase attach rate of software applications with value bundling

What’s in it for Customers?

1. Competitive price with 3 year discount commitment and deferred payments

2. Easier to understand value proposition and purchase SEN’s relative to competition

3. Standard global agreement including terms and volume benefits


Enterprise Licensing Catches Up With CompetitionKey drivers behind SEN’s proposed transformation

Capability Low Medium High

OEL Strategic Drivers

* Benefits include 3 year locked discount, vertical pricing, ability to move up price tier ** Our current requirement for a separate server for collaboration is a gap against many competitors.

Program with benefits*

Industry best practice

Competitive SW suites

Alignment (SW assurance/ support)

Simplicity

Segmentation (volume tiers, education)

1

2

3

4

5

6

Today

ELA

**


OpenScape Enterprise Licensing SuitesDesigned to optimize purchase value for enterprises

Voice Suite

Includes our award winning voice, soft

phone and mobile client

Team Suite

Includes all the good things from the Voice Suite

plus chat, presence & audio

Collaborate Suite

Includes all the good things of

Team Suite plus web collaboration

and video

* H/W gateway required

Analog Suite

Our award winning voice

solution for analog users

… work anywhere!! … chat away!! … share

anytime!!… talk today!!


AnalogSuite

Voice SuiteFoundation solution

for anywhere workers

Team SuiteTeam solution for

connected workers

Collaborate SuiteCollaboration solution

for virtual workers

Voice OpenScape Voice

Voice Mail/Unified Messaging OpenScape Xpressions

Mobility OpenScape Mobile

Soft Client OpenScape Personal Edition

Unified CommunicationsOpenScape UC Application

Audio ConferencingAudio Conf. Channel

Web/Video CollaborationOpenScape Web Collaboration

Software Support Maintenance and software assurance 12% of suite list prices

Enterprise Licensing AgreementPriced based on competitive value model

* Hardware gateways are required

*

Less than 1K users 43%

Volume discount

1K-5K users 47% 5K-10K users 52% 10K+ users 58%


Simple For Sales ForceIt’s as easy as 1 - 2 - 3…

Select

1

Select suites, mix different type of users

Select additional software options

Apply volume discount

100 - 999 43%1K - 4.9K 47%5K - 9.9K 52%10K+ 58%

Add 3 year of software support for 12% of software

Easily review software quote by leveraging clear pricing

Combine OEL software with hardware and services

Price

2

Order

3

Choice and flexibility based on user needs!

Discounting + protection through the life of the contract!

It’s easy to do business together!

No hidden surprises. No hidden costs.


ELA Removes Sticker Shock Of Traditional List Prices (GLP)

100-1K

1K-5K 5K-10K

10K+ 100-1K

1K-5K 5K-10K

10K+ 100-1K

1K-5K 5K-10K

10K+ 100-1K

1K-5K 5K-10K

10K+

Analog Suite Voice Suite Team Suite Collaboration Suite

0

100

200

300

400

500

600

700

60

295

395

495

SEN GLP "A la carte" Cisco LP Avaya LP SEN OEL GLP

USD

ELA list prices set in line with key competitors including Cisco and Avaya

Slight premium in some scenarios consistent with brand and business strategy (monitor market response before pricing below competition)

Global List Price

Analog

Voice

Team

Collaborate

Traditional GLP


100-1K

1K-5K

5K-10K

10K+ 100-1K

1K-5K

5K-10K

10K+ 100-1K

1K-5K

5K-10K

10K+ 100-1K

1K-5K

5K-10K

10K+

Analog Suite Voice Suite Team Suite Collaboration Suite

0

50

100

150

200

250

300

34 32 29 25

168156

142

124

225209

190

166

282

262

238

208

SEN OEL Cisco Avaya

After standard discount ELA remains competitive

Price After Standard ELA Discount

ELA Standard Discounts:T1: 43%T2: 47%T3: 52%T4: 58%

Pricing benchmark Cisco: 49-54% off list priceAvaya: 47-52% off list price

Streamlined standard discount to 4 price tiers accelerating pricing process

After standard discount ELA remains competitive against standard discount from competitors

Deal specific discounting remains an option

USD

Analog

Voice

Team

Collaborate


Pricing of typical voice system use case

Potential to increase attach rate from perceived value versus traditional a la carte

Maintain option to use traditional pricing for specific a-la-carte opportunities

Typicala-la-carte configuration

Traditional pricing for same ELA products

ELAPerceived value

Enterprise Licensing Versus Traditional A-La-Carte Pricing


TCO (OEL vs. Traditional)

• OEL includes SWA• Traditional includes an upgrade in year 3• Traditional “Apps Attach equal to OEL” includes same configuration as OEL

copyright © siemens enterprise communications gmbh & co. kg 2013. all rights reserved. siemens...

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