This document is Cisco Confidential. For internal use only. Not for distribution. Page 1

Cisco WebEx Mail Sales Cheat Sheet Target audience

Primary: IT evaluators/influencers (titles include positions that roll up to the CIO, including Director of IT, Email Administrator, Systems Administrators)

Secondary: CIO, CFO, CEO

Controlled Release customer qualification

Location: US and Canada

Current Email System: Microsoft® Office Outlook® on Microsoft Exchange only (No IBM® Lotus Notes® or Novell® GroupWise®)

Company Size: 200+ employees

Purchase Minimum: 100+ seats (Purchase minimum may be smaller for the 1 month trial)

Mobile Requirements: Microsoft ActiveSync® for iPhone, Windows Mobile® devices only; BlackBerry® will be supported at General Availability (GA)

Archiving and e-Discovery: No requirements (archiving will be supported at GA)

Applications on Microsoft Exchange: No Microsoft Office SharePoint® or custom applications integrated with Microsoft Exchange. Cisco WebEx™ Mail does not support any server side plug-ins.

Elevator pitch Cisco WebEx Mail is the next evolution of corporate email. WebEx Mail overcomes the limitations of traditional email while delivering the bridge to next-generation web-based collaboration. It eliminates the costs and burden of on -premise email management with a cloud-based service that offers native Microsoft® Outlook compatibility, 5 - 25GB mailbox size, high availability, optimized mobile support, advanced security features, and next-generation collaboration capabilities.

Key features and benefits

Native interoperability with Microsoft Outlook. No need for IT to deploy or support a Microsoft Outlook plug-in (as in the case with Google™) because our mail servers “speak” the MAPI protocol natively. Users get the full set of Microsoft Outlook capabilities they expect, without needing to change the way they do business. WebEx Mail will also support future versions of Microsoft Outlook.

5 - 25GB mailboxes. Each WebEx Mail user account provides at least 5 GB storage, and the ability to upgrade to 25GB (only 5GB available for Controlled Release). Providing larger inboxes to users gives IT better control of company data since users won’t need to move files to personal storage (PSTs) or delete email.

Optimized for mobility. Microsoft ActiveSync devices—such as iPhones or Windows Mobile—are supported natively with no client plug-in needed. WebEx Mail will support BlackBerry devices at GA through hosted BES, eliminating the need for organizations to implement a separate BlackBerry Enterprise Server (BES). Syncing mobile devices to on-premise Microsoft Exchange adds significant load to mail servers. As a result, companies often limit the number of mobile email users. This has led to employees implementing unmonitored workaround solutions. WebEx Mail extends IT-controlled mobile email access to the broader organization.

Maximum data security and privacy. Data transferred between Microsoft Outlook, mobile and web clients, and the WebEx Collaboration Cloud is encrypted using only SSL (or equivalent HTTPS). To ensure data privacy, customer data is not readable or accessible at the data center. Cisco data centers, data center personnel, and security processes undergo ongoing, strict third party security audits and have achieved SAS-70 Type II compliance.

Advanced anti-spam and anti-virus. The inbound and outbound mail stream is protected by Cisco IronPort™ anti-spam and anti-virus, the leading enterprise email security solution. Cisco IronPort solutions provide better than 99% filtering accuracy and fewer than one in 1 million false positives. IronPort applications are bundled with WebEx Mail so companies do not need to purchase or manage a separate email security solution.

Enterprise-grade availability. WebEx Mail offers an SLA-backed 99.9% uptime guarantee. Redundant systems are deployed within each Cisco data center to enable local failover, avoiding any single point of failure. All data is replicated to a geographically remote data center for full remote failover. Complete snapshots of customer data are taken regularly in at least two separate locations.

Cisco WebEx Mail Sales Cheat Sheet

This document is Cisco Confidential. For internal use only. Not for distribution. Page 2

Full-featured webmail. For secure, anywhere email access, WebEx Mail offers an advanced AJAX Web 2.0 client with full email, calendar, contacts, notes, public folders, and free/busy features. It also offers context-sensitive, drag and drop capabilities. IT managers can also provide cost-effective webmail-only access to remote or distributed employees.

IT management and control. IT administrators can provision, configure, and manage desktop-based, web client, and mobile accounts using a web-based console. For example, administrators can add or delete users, directory lists and public folders, and perform mobile data wipes. Administrators can also manage domains, monitor usage and view billing details online for better planning. WebEx Mail makes it possible for IT to gain better control over company data by giving all users larger inboxes and IT-sanctioned mobile email.

Next-generation collaboration capabilities. WebEx Mail is built on highly-scalable and flexible technologies that enable companies to migrate to next-generation collaboration approaches that integrate email with a broader set of real-time collaboration features, such as IM and presence notification, conferencing, social networking, unified communications, and much more. WebEx Mail features a cloud-based infrastructure, customizable Web 2.0 AJAX client and an extensible Linux®-based back end.

Competitive traps

Does Cisco have experience with SaaS applications? Cisco is a pioneer in SaaS with over 14 years of experience delivering highly secure and reliable hosted web conferencing services. WebEx Mail, delivered through the WebEx Collaboration Cloud, takes advantage of this extensive SaaS expertise.

Google asserts that Google Mail™ is compatible with Microsoft Outlook. What’s the difference? Google requires a Microsoft Outlook plug-in (Google Apps™ sync) while WebEx Mail is compatible natively and doesn’t require a separate client application to sync with Microsoft Outlook. IT organizations may not want to deploy a plug-in that replaces basic Microsoft Outlook functionality because the risks are high. If Google Apps Sync fails, users may lose mission-critical email and calendar functionality. Google Apps Sync also does not currently support these Microsoft Outlook features: Tasks, Journals, Follow up Flags, Calendar Delegates, Distribution Lists, etc. Find documentation at: http://www.google.com/support/a/bin/answer.py?hl=en&answer=147751. WebEx Mail gives users critical Microsoft Outlook functionality—such as, Calendar Free/Busy, Resource Availability and Booking, Contacts, Public Folders, Tasks, and more—they expect from Microsoft Outlook without the need to run an additional application.

Is WebEx Mail a Microsoft Exchange clone? Cisco didn’t go to market to build a Microsoft Exchange clone. WebEx Mail is MAPI-compatible, eliminating any incompatibilities or disruptions for companies already using Microsoft Outlook, the dominant email client for businesses. Native compatibility with leading email and mobile clients is a key differentiator for WebEx Mail, avoiding the need to retrain employees or deploy and maintain plug-ins. The WebEx Mail Linux back-end offers reliability and scalability advantages over Microsoft Exchange—such as large mailbox sizes, high availability, and scalable mobility. The other key differentiator lies in the Cisco vision for next generation collaboration. In the near-term, Cisco will offer WebEx Mail as a standalone email service. Longer term, Cisco plans to integrate WebEx Mail with other collaboration services.

Additional resources

Customer nomination form: http://try.webex.com/mk/get/CUSTOMERBRIEFINGFORM CSG sales Q4 mid quarter update VoD: http://wwwin-tools.cisco.com/cmn/jsp/index.jsp?id=89922 Data sheet: http://wwwin.cisco.com/csg/docs/CWM_Sales_Datasheet.pdf Sales FAQs: http://wwwin.cisco.com/csg/docs/CWM_Sales_FAQ.pdf White paper – Meeting the Email Challenge:

http://wwwin.cisco.com/csg/docs/SaaS_WebEx_Mail_Whitepaper.pdf

Cisco WebEx Mail Sales Cheat Sheet

This document is Cisco Confidential. For internal use only. Not for distribution. Page 3

Discovery Questions Question: Are you running Microsoft Exchange 2003? Are you considering upgrading to 2007 or 2010?

WebEx Mail opportunity: If they answer “yes,” this would be a prime opportunity to talk to them about moving to WebEx Mail rather than investing time and money on a Microsoft Exchange upgrade.

Until they actually undertake the process, most IT managers are unaware of the challenges and costs of upgrading to Microsoft Exchange 2007 or 2010. This is a forklift migration that will most likely require new server hardware and a complete redesign of their messaging infrastructure to match the multitude of new server roles.

Enterprises using third-party applications—such as backup—will often find that all those applications need to be upgraded, as well as the server itself. For example, Microsoft Exchange 2007 requires substantial reconfiguration of the Microsoft Active Directory routing topology, and the Public Folder architecture.

Licensing costs for Microsoft Exchange 2007 can be 50% higher than for Exchange 2003. Upgrading hardware, storage, and third-party applications for managing the email server—and the associated administrator time—drive up costs further. By factoring in the time and budget needed to retrain staff, upgrade equipment, and perform time-consuming employee migrations, Microsoft Exchange 2007 migration costs can run as high as $244 per employee, according to Osterman Research.

Question: Do you enforce a mailbox size quota? Would you like to offer larger mailboxes to employees?

WebEx Mail opportunity: Companies running Microsoft Exchange on-premise often need to apply restrictive mailbox quotas—often 500MB or less—to all or part of their organization because of the performance impact of larger mailboxes.

WebEx Mail makes it possible for companies to offer multi-gigabyte mailboxes—starting at 5 GB— to everyone in the organization without any performance compromise. Large mailboxes enable IT to better control company data and increase user satisfaction. Users will no longer need to archive email locally—stored as .PST files on desktops or laptops—or arbitrarily delete emails to gain additional storage space. Cloud-based storage eliminates both scenarios, which are risky from a privacy and compliance standpoint.

Question: Do you limit the number of users with mobile email access because of performance issues?

WebEx Mail opportunity: BlackBerry BES users generate 4-6X greater MAPI traffic than a regular Microsoft Outlook user. Adding new BlackBerry users can overload the Microsoft Exchange server, leading to unpredictable performance (for example, Microsoft Exchange performance degrades significantly, and/or Blackberry BES may stop delivering email). As a result, companies often limit the number of employees with mobile email access. Employees who are not covered may seek their own workaround solutions, which are significantly less secure.

Cisco WebEx Mail gives administrators the ability to scale mobile email access on demand. Company-controlled mobile email can be provided to the entire organization without impacting email performance. Microsoft ActiveSync support for iPhones and Windows mobile devices is included with the base subscription and at GA, Cisco will also offer BlackBerry support at an extremely competitive add-on price.

Cisco WebEx Mail Sales Cheat Sheet

© 2009. WebEx Communications, Inc. All rights reserved. Cisco, WebEx, and Cisco WebEx are registered trademarks or trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries. Other brands and products are trademarks or registered trademarks of their respective holders.

This document is Cisco Confidential. For internal use only. Not for distribution. Page 4

Question: Are you managing a separate anti-spam and anti-virus solution (such as Symantec)?

WebEx Mail opportunity: If the answer is “yes,” your IT organization can save time and money with WebEx Mail, which bundles Cisco IronPort Anti-spam and anti-virus in the service. Cisco IronPort anti-spam and anti-virus are the leading enterprise email security solutions, used by 40% of Fortune 1000 companies and offering unparalleled accuracy: 99% accuracy with fewer than 1 in 1 million false positives.

WebEx Mail offers customers inbound and outbound spam, virus, and phishing protection, so IT organizations no longer need to install and manage separate email security software or appliances.

Question: Is your organization expanding through acquisition or organic growth?

WebEx Mail opportunity: If the answer is “yes,” the prospect should consider moving new employees to Cisco WebEx Mail. In the case of an acquisition or office consolidation, one of the hardest things for IT to do is to integrate two or more disparate mail systems—which are usually located in physically different sites. WebEx Mail makes it an easy decision for IT to cut over to new integrated email services. IT will not need to move any equipment, so there’s no downtime or loss in productivity.

In the case of a business expansion, IT can just add new employee accounts on demand rather than invest in new software licenses and hardware.