Post on 23-May-2020
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Pervasive Mobility
Rise of the Agile Worker
Customer Experience is King
Rise of Business
Messaging
Platform and API Economy
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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
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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
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49 Countries
2,800+ Customers
65% YoY Growth
3.3M End-Users
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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
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§ 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
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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.
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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
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“ 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
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Cloud Success
Cloud Strategy
Cloud Simple
$
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Open Platform
Common Management
Application Integration APIs
Spark Hybrid Services Cloud + Prem
Partner Services Interconnect
Message Meeting Call
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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
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APIs
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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
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Hybrid Cloud Good Better Best
Message Meeting Call
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Profitability Tool
Partner Playbook
Self-Paced Training
Cloud-simple On-line trials
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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.
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Deals in Pipeline
250+
SaaS-enabled Partners
126
Partners Selling
86
Spark + Endpoint Pipeline
24M
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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
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