Cisco Quick Hit BriefingCisco Jabber versus Microsoft Lync

Cisco Quick Hit BriefingCisco Jabber versus Microsoft Lync

Cisco Quick Hit Briefing Cisco Jabber versus Microsoft Lync Brent Morrison, Carl Wagner Cisco Systems Mar 30th, 2013 Alternate voice access: 1. 2. 3. Toll-Free: (866) 432-9903 Enter Meeting ID: 200 721 977 Press 1 to join the conference 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Introduction Quick Hit Overview Agenda Introducing Cisco Jabber Cisco Jabber and Aspects of Microsoft Promotions Summary, Resources Conclusion 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

2 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 Equipment Thursday June 6th, 9:30 ET https://ciscosales.webex.com/ciscosales/j.php? ED=221132187&RG=1&UID=2005885592&RT=MiMxMQ%3D%3D 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 Quick Hit Briefing Schedule http://cs.co/quickhit/ Date Topic Date Topic

Oct-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 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 Introducing Cisco Jabber 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Moves Like Jabber

http://www.youtube.com/watch?v=iEPTlhBmwRg 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6 Cisco Jabber -The Power to Collaborate All-in-one UC Application Presence & IM Collaborate from Any Workspace PC, Mac, tablet, smart phone Voice, Video, voice messaging On-premises and Cloud Desktop sharing, conferencing Integration with Microsoft Office 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 Devices Share the Same Infrastructure Cisco Jabber Call Control: SIP Unified Communications Manager (CUCM) Video Communication

Server (VCS) 2012 Cisco and/or its affiliates. All rights reserved. Presence & IM: XMPP Meetings, Conferencing Unified Presence WebEx Connect service (SaaS) WebEx (SaaS) TelePresence MCU Voice Messaging Unity Connection Cisco Confidential 8 For More on Cisco Jabber Check out these past Quick Hit Briefings! "I've Got Moves Like Jabber" Update Watch the replay Review the presentation BYOD Update Watch the replay Review the presentation Check out Jabber on Cisco.com Jabber on Cisco.com www.cisco.com/go/jabber

Partner Resource Page http://www.cisco.com/web/products/voice/jabber_partner.html 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 Cisco Jabber and Aspects of Microsoft 2012 Cisco and/or its affiliates. All rights reserved. Carl Wagner Sr. Mgr., Business Development Advanced Technology Cisco Confidential 10 New Collaboration Experience Intelligent Intelligent Contact Contact Routing Routing Active Active Collaboration Collaboration Room Room Virtual Virtual Teams Teams Financial Financial Expert

Expert On-the-Go On-the-Go Office Office Communications Communications Streamlined Streamlined Workflows Workflows HD HD Recording Recording Studio Studio Expert Expert On On Demand Demand Virtual Virtual Meetings Meetings Lobby Lobby Ambassador Ambassador Training Training & & Education Education 2012 Cisco and/or its affiliates. All rights reserved. Intercompany

Intercompany Supplier Supplier Collaboration Collaboration Events Events Classroom Classroom of of the the Future Future Cisco Confidential 11 Agenda Business Value Approach Microsoft: Friend and Foe? ? Defining the Battlefield A Winning Strategy 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 Business Value Maximizing Collaboration Business Value a Three Part Equation

Drive Higher Value by Integrating Capabilities into Processes III. Business Transformation + I. IT Efficiency + II. Labor Productivity Leverage Cost Savings to Fund Additional Investments Innovation 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 Business Transformation EDUCATION AND GOVERMENT PROFESSIONAL/ TECHNICAL HEALTHCARE Why?

How? FINANCIAL SERVICES MANUFACTURING Business Challenges & Opportunities 2012 Cisco and/or its affiliates. All rights reserved. RETAIL So What? Solution Features & Qualified Benefits Business Value Case & KPIs Cisco Confidential 14 The Battle is for the Collaboration Client The Battle Field: Business Transformation User Experience The Weapons: Application Integration IM&P Conferencing

Voice/Video Mobility Ease of use Licensing Architecture 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Microsoft Selling Strategy UC Soft Soft Client Client Office Office Familiarity Familiarity Experience Experience Reimagined Reimagined Brand Brand Licensing Licensing Model Model

2012 Cisco and/or its affiliates. All rights reserved. Create Create Value Value to to Preserve Preserve Office Office Franchise Franchise (~45% (~45% of of Profits) Profits) Drive Drive affinity affinity towards towards rest rest of of Microsoft Microsoft portfolio portfolio Capabilities Capabilities Hardware Hardware Choice Choice Extensive Extensive Partnering Partnering Exchange Exchange &

& SharePoint SharePoint Active Active Directory Directory & & SQL SQL Database Database ? Best Best On On Windows Windows Cisco Confidential 16 To quote the Master Strategist Hence that general is skillful in attack whose opponent does not know what to defend - Sun Tzu 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 What are My Accounts Profiles?

Seats Deployed 100% Conservatives Committed N-2 versions, sweat assets Deployed 51%+ of users multiple workloads IM P2P Voice/Video Greenfield / Aspirational Sametime Jabber IM P2P Voice/Video Conferencing Pilot Lync Voice Overbought Down rev, <51% deployed for workloads or users IM Pilot (Portion of Company) 0% Users Licensed

2012 Cisco and/or its affiliates. All rights reserved. 100% Cisco Confidential 18 Customer Types Conservatives Committed N-2 versions, sweat assets Deployed 51%+ of users, multiple workloads Seats Deployed 100% COMMITTED IM P2P Voice/Video MOC Greenfield / Aspirational IM P2P Voice/Video Conferencing Pilot Lync Voice Overbought Down rev, <51% deployed for workloads or

users EVALUATING Sametime Jabber IM Pilot (Portion of Company) 0% Users Licensed 2012 Cisco and/or its affiliates. All rights reserved. 100% Cisco Confidential 19 Lets Examine the Approach 54% - Integration 33% - Licensing 7% - Features Evaluating Technical, Political & Emotional Committed 2012 Cisco and/or its affiliates. All rights reserved. Risk 85% - IM & P Only

15% - Voice/Video/Conf Dont Compete On IM/P Only Use Traditional Motions Scenario Demonstrations Executives & LOB All-Workloads All Apps De-fuse Competitive Tension Situational Differences Surround UC Whitespace Cisco Confidential 20 Dialog Framework Non-linear Users Experience Simple UI Intuitive/Easy Functionality Integrated Experience Devices Desktop/Workspace Cross-platform

Business Operations Emp. Productivity Use Cases Critical Processes Process Productivity Customer Contact Business Value Business Impact Line of Business Culture Innovation Talent Customer Expectations Differentiation Change Mgmt. Intellectual Capital Partnerships 2012 Cisco and/or its affiliates. All rights reserved. Voice Team

Class of Service Class of Restriction Call Coverage Scale Golden Phone PSTN Gateways Endpoints User Needs Integrations Conferencing Recording Mobility DC/Network Team Video Team

Video Control Quality Bandwidth Bridging Management Scheduling Mobile Capture Transform Share Use Cases Planning Scale Bandwidth Virtualization Quality Security Financial

Licensing Operational Cost Capital Expense Leasing UCaaS Vendor Management Impairment Risk Real-time Communications Service Delivery Value IT Operations Risk Workflow Complexity Integrations Compatibility Uptime Troubleshoot Support Upgrades/Lifecycle Omissio ns Trapped Results Growth Downtur n Leverag e

Cisco Confidential 21 Microsoft Cant Replace a PBX 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 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 2012 Cisco and/or its affiliates. All rights reserved. http://www.nojitter.com/post/240148879/fueling-the-cisco-versus-microsoft-fire Cisco Confidential 23 Clear the Puck

Its Lets About Talk the Dialog 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 todays mission-critical needs is superior to Microsoft Help IT be perceived as defending their company, not their Job 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 Microsoft: From the Living room to the Boardroom Today people adapt to the Inadequate PBX feature set Video users marooned by proprietary protocols requirements of technology. Multiple

devices, applications and networks each have their own rules and identities and require that we conform to them. Shouldnt it be the other way around? Our vision puts people first Skype so proprietary that Lync interop is still an aspiration Tony Bates, President, Microsoft Skype Our vision puts people first Their vision might, but their products Make people suffer from limits imposed by: Dis-integrated product/support model who ya gonna call? 2012 Cisco and/or its affiliates. All rights reserved. Division Cisco Confidential 25 Gartner Agrees on all points...

2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 Solution Comparison Microsoft IP Phones Video Endpoints Cisco Network Support Contacts Aastra 1-800-729-1872 SNOM Partner supported Call Control UC Gateways Polycom 888-248-4143 HP 800-334-5144 IBM 800-426-7378 Dell 888-242-0938 Audiocodes 800-735-4588 Dialogic 973-993-1443 Sonus 855-GO-SONUS Hypervisor Microsoft 800-642-7676 Servers Cisco TAC 800-553-2447 P S L

-P L L A C 0 80 $$$ Operating System 2012 Cisco and/or its affiliates. All rights reserved. Database Video Endpoints IP Phones Network UC Gateways Call Control Cisco TAC 800-553-2447 Servers Hypervisor Operating System Database Included with Call Control

Included in Call Control Cisco Confidential 27 Thank You 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28 Promotions 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29 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 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 2012 Cisco and/or its affiliates. All rights reserved. $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 Cisco Confidential 30 Jabber Now Promotion 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 http://www.cisco.com/web/partners/ incentives_and_promotions /jabber_offers.html Full Jabber for as low as $95 2012 Cisco and/or its affiliates. All rights reserved. Jabber for Everyone Promotion IM, Presence and Jabber Mobile for CUCM users at no addl cost Unified Presence at no addl 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

www.cisco.com/go/jabberforeveryone Deploy Jabber IM, Presence for FREE Cisco Confidential 31 Conclusion 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32 WebEx Collaboration TelePresence Customer Contact Unified Communications Typical Multi- Jabber IM and Presence Cisco Collaboration Vendor Challenge Workspace Apps Telepresence Video Social Media

Customer Collaboration Unified Communications One Vendor, Complete Portfolio 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33 Market Leadership #1 Routing Edge/Core/Access #1 TelePresence 62% 50% #1 Web Conferencing #1 Switching: Modular/Fixed #1 Wireless LAN 55%

#3 X86 Blade Servers 41% 17% #1 Voice 68% #2 Storage: Area Networks 40% #1 Security 32% 44% Breadth and Depth of Technology Portfolio Our Focus on Integration Provides our Customers with a Competitive Advantage 2012 Cisco and/or its affiliates. All rights reserved. Our Diverse Product Portfolio Means Were Here for the Long-Term Cisco Confidential 34

Putting the Extraordinary Within Reach Best in Class Comprehensive Architecture Open and Interoperable Proven Video, Voice, Conferencing Secure, Scalable, Cloud-ready Investment Protection 200,000+ Global Customers Social Mobile Visual Virtual INTEGRATED COLLABORATION EXPERIENCE BUILT ON AN INTELLIGENT NETWORK 2012 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential 35 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 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36 Thank You 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37

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