Software Lifecycle Management - Cisco...service contracts at the time of expiration Lifecycle...
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Overview FY15 Collaboration—Partners Software Lifecycle Management
Transcript of Software Lifecycle Management - Cisco...service contracts at the time of expiration Lifecycle...
Overview FY15
Collaboration—Partners
Software Lifecycle Management
< 20% Of CUWL Pro
Customers Turn on All Included Apps
30% CUWL Users Were
‘Not Aware’ that Video Is Available
35% Current UC
Penetration in “Won” Accounts
Activation Is the First Step in Life Cycle Management
The Need for Adoption Services
Presenter
Presentation Notes
Why adoption is important Multiphase approach First phase adoption Software – renewals become more important – with that value perception needs to be high or wont review If don’t activate, wont renewal.. Get it activated and used by the customer Just covered exciting new capabilities – so customers should be excited As you transform your business, want to keep & grow your customers. Want to increase stickiness of your customers Critical message for US – partners feels no compelling reason to upgrade customers – need to hit hard (goal of event) Customers need to be current to take advantage of all the cool new capabilities (Intelligent Proximity, etc) Cost of new customer: Acquiring a new customer is 6 times more costly than retaining a current one (source: Forrester) 70% of companies say it’s cheaper to retain a customer than to acquire one 49% say that they achieve better ROI by investing in growing a relationship (vs acquisition sales/marketing efforts) Source: econsultancy (UK) Installed base opportunity: 17K customers now on Rls 9 (16% of the installed base) – enormous opportunity to upgrade your customers We are averaging 500 collab upgrades/week, Avg deal value US$100K We are making migrations easier, now allow jump upgrades, Attach rate: % of customers have cc, video, WX How many of your customers don’t have WX? Have UCM, but someone else’s cc
Activate Adopt Cross/Up Sell SW Asset Mgmt Renew • SW Activation
involves provisioning and deploying licenses on metered or Perpetual SW
• SW Adoption involves Business/Vertical Use Case development, Change Mgmt, and facilitating customer workshops; also a linkage into Pre-Sales
• SW Cross/Up Sell formalizes the linkage between Lifecycle Mgmt new sales opportunities
• Advanced capabilities include Big Data analytic associative selling (i.e. people like you have purchased…)
• SW Asset Mgmt involves tracking and optimizing licenses, through reporting, portals, and both inbound/outbound calling capabilities
• SW Renewal involves facilitating an extension of both license and service contracts at the time of expiration
Lifecycle Management
Post Sales Engineer
Adoption Consultant Customer Success Manager
• Though requiring new accountabilities, some Partners will resource this role with traditional Field Engineering staff
• Though requiring new capabilities, some Partners will resource this role with traditional Enterprise Architecture or Consultant
• This role cuts across Service, Inside Sales, Ops, and Finance/Analytics; this will likely be a new headcount, and potentially a new department for most Partners
• Given the cross functional nature of these activities, strong executive sponsorship is required in the Partner organization to remove any barriers to success
Func
tion
Activ
ities
R
ole
Lifecycle Practice Development Evolution
Phase 1 Phase 2 Phase 3
• Activation incentives for deals
• 3rd party tool and process to verify
• Global availability
Accelerate Software Activation through Incenting Partners to Activate Applications (Jabber, WebEx)
ENABLEMENT
• Software Activation Incentive (SAI)
INCENTIVES
• FY14–FY15
TIMEFRAME
• Workshops and eLearning + virtual labs
• Collaboration Adoption Incentive (CAI) in addition to SAI
• Playbooks, tools, and training
Enable and Incent Partners to Build a Software Adoption Practice and Apply
Adoption Methodology with Their Customers
• Collaboration Adoption Incentive (CAI)
• FY15–FY16
• Products evolve to provide end user data
• Incentives for target attainment
• Measure installed base usage of partners
Certify and Reward Partners Who Build Robust and Comprehensive Adoption
Practice that Yields Significant Returns and Measured Outcomes
• Bookings → Lifecycle
• FY16+
www.cisco.com/go/collablifecycle
Rebate Incentive for Partners Steps to Qualify • Sell CUCM 9.1 or higher to new or existing customers
(includes BE6K/BE7K platform)
• CUWL Standard/Pro, HCS Foundation+ or ELA
• Activate Jabber for at least 75% of CUWL licenses and/or 75% WebEx Activations on CUWL Pro
• Enroll in SAI Program • Certified AUC/ACAS or ESC partner
• Nominate customer opportunity • CUWL Std/Pro 9.1 or higher, HCS Foundation+ or ELA
• Submit Claim with Proof of Performance • Screen captures of Jabber deployment • WebEx activation validation form
Software Activation Incentive
www.cisco.com/go/sai
CUWL 9.1 STD or PRO, or HCS Foundation Jabber Deployment WebEx Deployment* (CUWL Pro ONLY) Total Opportunity
US, EMEAR APJC, CAN, LATAM 100 to 999 Users 50 to 499 Users $5,000 $5,000 $10,000
1000 to 3000 Users 500 to 1500 Users $10,000 $10,000 $20,000 >3000 Users >1500 Users $20,000 $20,000 $40,000
*WebEx incentive is NO LONGER based upon a 75% Jabber Deployment.
Launched Q1 FY14
Lifecycle Practice Development Evolution
Phase 1 Phase 2 Phase 3
• Activation incentives for deals
• 3rd party tool and process to verify
• Global availability
www.cisco.com/go/collablifecycle
Accelerate Software Activation through Incenting Partners to Activate Applications (Jabber, WebEx)
ENABLEMENT
• Software Activation Incentive (SAI)
INCENTIVES
• FY14–FY15
TIMEFRAME
• Workshops and eLearning + virtual labs
• Collaboration Adoption Incentive (CAI) in addition to SAI
• Playbooks, tools, and training
Enable and Incent Partners to Build a Software Adoption Practice and Apply
Adoption Methodology with Their Customers
• Collaboration Adoption Incentive (CAI)
• FY15–FY16
• Products evolve to provide end user data
• Incentives for target attainment
• Measure installed base usage of partners
Certify and Reward Partners Who Build Robust and Comprehensive Adoption
Practice that Yields Significant Returns and Measured Outcomes
• Bookings → Lifecycle
• FY16+
Rebate Incentive for Partners Steps to Qualify • Sell CUCM 9.1 or higher to new or existing customers
(includes BE6K/BE7K platform)
• CUWL Standard/Pro, HCS Foundation+ or ELA
• Conduct Adoption Activities with customers
1. Enroll in CAI partner program • Collaboration Adoption Workshop or eLearning • AND technical lab or eLearning
2. Nominate customer opportunity • CUWL Std or Pro 9.1 or higher, HCS Foundation+ or ELA
3. Submit Claim with Proof of Performance • Customer Use Case • Adoption Activity Checklist • Documented Customer Training
Collaboration Adoption Incentive
CUWL 9.1 STD or PRO, HCS Foundation+, or ELA REBATE US, EMEAR APJC, CAN, LATAM
100–999 Users 50–499 Users $15,000 1000+ Users 500+ Users $25,000
Launched Q1 FY15
www.cisco.com/go/cai
Collaboration Adoption Incentive: Proof of Performance
Customer Use Case
• Documentation outlining details of customer business needs: • Care abouts of Exec, LOB, IT
• Desired outcomes
• Adoption plan details
• Metrics/KPIs
• Observed outcomes
Checklist
• Documentation of Adoption Activities performed Executive Exchange
Needs Analysis
Deployment Team
System Health Check
Pilot Group Implementation
Application Deployment
Marketing, Communications and Training Documentation
Conduct Training (IT, End User)
IT Open House
Self-Service Collateral
Training
• Training documentation • Number of training sessions
and locations
• Rosters
• Outline of content
• Feedback (surveys)
• Ongoing training program
Software Lifecycle Rebate Opportunity SAI + CAI
www.cisco.com/go/collablifecycle
CUWL 9.1 STD or PRO, or HCS Foundation Jabber Incentive WebEx Kicker
(CUWL Pro ONLY) Adoption Incentive Total Opportunity
US, EMEAR APJC, CAN, LATAM 100 to 999 Users 50 to 499 Users $5,000 $5,000 $15,000 $25,000
1000 to 3000 Users 500 to 1500 Users $10,000 $10,000 $25,000 $45,000 >3000 Users >1500 Users $20,000 $20,000 $25,000 $65,000
Your Bottom Line Opportunity with SAI
$120,000 $320,000
Example:
Sell 16 systems (average 1000 users) + Activate Jabber on eight + Activate WebEx on four
+ Perform adoption on eight
+ CAI
Presenter
Presentation Notes
Lets do some math…..deploy 16 systems a year at 500 user average….activate Jabber on 50% of those and WebEx on 50% of the 50%....that is $60,000 to your bottom line…..not to mention all the other upsides, upsales, and renewals. It’s a great, and easy opportunity. Take advantage of it today… Transition: And, now I want to talk to you a bit about your experience with WebEx and Jabber
