Cisco Web Ex Telepesence Sales Playbook 2011 Cisco

Provide guidance to partner sales teams on positioning and ordering Cisco Web. Ex® Telepresence This document is intended for: • Partner Account Managers, Sales Managers, Order Specialists • Partner Sales Specialist Teams (Collaboration, Web. Ex®, and CSEs) • Partner Sales Engineers • Cisco PSM and CSM For internal use only—do not distribute to customers © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

"In-Person" Video Collaboration from the Cloud “In-Person” meetings • Be together with your colleagues, suppliers/partners and customers Select the device right for you • Supports a selection of Cisco’s best-in-class telepresence endpoints – for the office or on the go No previous experience required • Simple activation of your endpoints over the Internet with no complex set-up or installation required Affordable • Monthly subscription pricing model with financing options for the endpoints Feature rich • Enjoy a rich set of features designed to let you reach many business contacts Available in the U. S. and Canada © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5

Business Growth Topics on Your Mind My company is expanding across the globe – how do I get everyone on the same page? How do I scale scarce resources to be in more places at once? How can I maintain better relationships with my customers, partners and advisors? Am I moving fast enough to keep up? Our business is becoming more complex, how do we keep up with the pace of innovation? What are my competitor s doing? Where does video collaboration play for you in solving these problems? © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6

“ © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

75% of business leaders believe in-person collaboration is critical to business success and has the potential to increase productivity by over 20% (Economist study) Business videoconferencing will grow six fold between 2011 -2015 (Cisco VNI) Web-based videoconferencing was 56. 3% of total business videoconferencing traffic in 2011 (Cisco VNI) © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8

25 percent of surveyed companies utilize hosted services, of non-users 47% likely to use hosted services within the next 12 months (Frost and Sullivan) By 2016 over 50% of all net new deployments of video infrastructure will be delivered from the cloud or on a software as a service (Saa. S) basis (Gartner – Aug 2012)* 56% of survey respondents currently use or plan to use collaboration via Saa. S deployment model (Forrester) * Market Trends: Videoconferencing, Worldwide, 2012, August 2012, Scott Morrison © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9

Inevitable Growth • Business videoconferencing will grow six fold between 2011 and 2016. • Desktop and roombased videoconferencing user bases are growing from 2011 -2016 at 43% and 14%, respectively. • 75% of business leaders say in-person collaboration is critical to business success. © 2011 Cisco and/or its affiliates. All rights reserved. Positive Effects at Work Cisco Collaboration is Proven • A study found that the typical video collaboration-enabled project reduced project times by two (2) weeks and that video-enabled companies averaged a 7. 7% reduction in voluntary turnover of talent and a 4% increase in employee productivity • Cisco has shipped more than 50 M IP phones • Web. Ex is the secondlargest public cloud for business applications for collaboration • Collaboration market leadership Cisco Confidential 10

Words convey meaning, a picture says a thousand words, and video does it all

Providing an In-Person Experience Foundation Quality • Natural, in-person interaction • Visible gestures, body language, facial expressions, right eye gaze • Imperceptible latency • Audio and visual sync • Normal voice levels © 2011 Cisco and/or its affiliates. All rights reserved. Simplicity • Intuitive interface and controls • Easy to schedule • Initiate ad hoc calls • Add users on the fly • One-button meeting launch Reliability • Consistent and trusted user experience • Interoperable and intercompany enabled • Scalable Collaboration • Mirrors in-person work environment • Content sharing • Recording • Enables multiple use cases beyond meetings • High Intensity Collaboration Cisco Confidential 12

to resolve issues – down from two months reduction in repair time savings on travel in one month of carbon emissions avoided © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

Leader New! Visionary Strong Positive www. cisco. com/go/gartner 4 collab © 2011 Cisco and/or

Market. Scope for Tele. Presence Gartner Marketscope for Telepresences and Group Video Systems, Robert Mason, Scott Morrison, Kanish SB, 9/12/12, Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16

Customers Partners • Helps replicate “in-person” experiences for critical projects • Offer a secure, cloudbased video collaboration solution • Getting started with limited or no strain on IT resources • Provides recurring revenue opportunities • Connections possible across business ecosystem • Enjoy unlimited video calling and desktop/ application sharing • Utilize multiparty options to include your key stakeholders © 2011 Cisco and/or its affiliates. All rights reserved. • Ease of use and administration, lead to fewer customer support calls Cisco • Protects collaboration footprint • Promotes competitive differentiation • Provides gateway to new market opportunities • Lower TCO, frees up your customer's capital for other technology investments Cisco Confidential 17

Capitalize on a growing market • Desktop and room-based videoconferencing user bases are growing rapidly • Worldwide cloud services market expected to surpass $100 B in 2012 Web. Ex Telepresence can deliver • Shorter sales cycle to reach more customers • Reach untapped small/midmarket customers • Commission on yearly contact; direct profit with recurring revenue/profit stream for endpoint MTC and subscription renewal after 1 st year • Tremendous upsell opportunities within accounts: for additional collaboration solutions and networking products © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

Improve Your Business Help increase innovation, increase revenue opportunities and improve operations with telepresence Collaborate with More Users Reach your customers, partners and suppliers using video Ad Hoc, Simple Video Calling Press ‘Call’ to help connect to your participants immediately Company Directory Enjoy seeing your internal users auto-populate and external participants can easily be added Enable Mobility Use devices like PCs, Macs, i. Pads for video calling while mobile © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19

Easy to Deploy Activate devices over your Internet connection Easy to Manage subscriptions and contact lists in an online portal Easy for Your Users Enjoy a limited learning curve for your users with the auto-synching company directory and “push-button” simplicity to start calls Limited Budget Impact Finance endpoints with Cisco Capital (limits apply) and pay subscriptions monthly Multiparty Options Use the conferencing service to bridge up to 12 users from the Web. Ex Telepresence network, other video networks, as well as voice-only users © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

Customer Collaboration Unified Communications SERVICES CLOUD ON PREMISES Collaboration Applications © 2011 Cisco and/or

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22

"In-Person" Video Collaboration from the Cloud “In-Person” meetings • Be together with your colleagues, suppliers/partners and customers Select the device right for you • Supports a selection of Cisco’s best-in-class telepresence endpoints – for the office or on the go No previous experience required • Simple activation of your endpoints over the Internet with no complex set-up or installation required Affordable • Monthly subscription pricing model with financing options for the endpoints Feature rich • Enjoy a rich set of features designed to let you reach many business contacts Available in the U. S. and Canada © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

Benefits of a Cloud Video Service Purchase Your Video Device Call Anyone Select Your Subscription Web. Ex Telepresence Subscription Internet Video Calling Video Conferencing • Simple device activation • Directory services • Desktop sharing • Video call with multiple participants • Bridge participants from other networks Web. Ex Cloud: Collaboration Applications Web. Ex Telepresence Delivers Interoperability • SIP and H. 323 interworking • IP dialing • PSTN interworking Portals • Customer Portal • Ordering Portal Operations, Management/Upgrades, Policy, Security, Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24

How It Works 1 2 3 4 Plug in to your broadband connection and activate the Web. Ex Telepresence service Video call with your colleagues, partners and customers Jabber Video Premium Bridge Purchase the endpoint(s) appropriate for your business needs © 2011 Cisco and/or its affiliates. All rights reserved. Select a monthly service plan and optional value-added services Cisco Confidential 25

Simple “plug-and-play” deployment is possible 1 Power-on, select Web. Ex Telepresence 2 3 Enter your credentials Ready to make and receive calls Test call: test@webex. com * Example dialog from an EX 90 © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26

Benefits • Helps increase endpoint utilization • No special configuration required • Includes support for voice participants Feature Highlights: • Support to connect a Web. Ex Telepresence Subscribers Other Business Video Systems (SIP, H. 323) Telepresence subscriber to a standards -based video subscriber (H. 323 or SIP when SIP-dialing is used) • Inbound phone users can call Web. Ex Telepresence subscribers (outbound calling subscription available) © 2011 Cisco and/or its affiliates. All rights reserved. Voice Users Cisco Confidential 27

Benefits • Widen your meetings • Included within subscriptions Feature Highlights: • Up to 6 or 9 participants (depending on subscription) • Participants must be on the Web. Ex Telepresence network • 720 p/30 fps HD video • Active. Presence and desktop/application sharing • End-to-end encryption supported A separate bridge subscription is available to connect multiple participants from outside the Web. Ex Telepresence network © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28

Benefits • Auto synchs • Makes video calling easy Feature Highlights: • Your own private company directory • See all your internal video devices and bridges • Newly added company subscriptions auto-populate • Manage through online portal to add external contacts, update addresses and more © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30

Small and Mid. Market Businesses new to video • New and growing businesses • Multi-location firms, small remote offices • Limited or no IT support • Need simple, reliable, flexible solution Re-Entrants • Likely tried video before and re -assessing value • Not yet willing to invest in infrastructure solution • Need fast deployment • Try and Buy can be effective: these customers want access to telepresence prior to full deployment Value Chain Partners • Value chain partners of existing telepresence customers • Web. Ex Telepresence is “B 2 B ready” so connections can be made fast • Endpoint and subscription needs will vary Financial Services, Legal Industry, Healthcare, Creative Services Firms, Professional Services, Manufacturing, Education, Retail © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

• Are you using video conferencing now? • How are you using it? • Are you using Web-based video tools? • Are you using dedicated systems? • Do you think video conferencing is complicated and if yes, why? • Have you investigated the affordability of a video conferencing system? • How do you think it would change your business? © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32

Premium Subscription – Hardware Systems • Choose from: EX, MX and Profile Series; C Series Codecs, SX 20, VX Clinical Assistant • Unlimited video calling and desktop sharing • Up to 1080 p • Up to 9 participants in video calls • $99/mo** Bridge • 6 port bridge ($249/mo) • 12 port bridge ($499/mo) • Include participants outside the Web. Ex Telepresence network Cisco Capital 3% Endpoint Financing Cisco Jabber Video – Enables Flexibility • Windows, Mac or i. Pad* Software application • Unlimited video calling and desktop/application sharing • Up to 720 p • Up to 6 participants in video calls • $29/mo Vo. IP Out Annual or Monthly Service Subscription • • US nationwide only $9/mo Jabber Video Volume Discounts See Partner Order Resources for More Info: http: //www. cisco. com/web/products/webextelepresence/partners. html © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33

Subscription Number of ports Static Bridge Up to 6 or 9 -way calling Bridge Included 6 -port or 12 -port 6 -port or 9 -port 1 Encryption WTP subscriber access SIP or H. 323 video any device access 2 PSTN access Simultaneous user access 1. Based on subscription type 2 Standards-compliant, URI dialing support 1. Based on subscription type 2. Standards-compliant, URI dialing support © 2011 Cisco and/or its affiliates. All rights reserved. Host joins first Cisco Confidential 34

Objection Cisco Tele. Presence is too expensive Answer This discussion is about cost savings and boosting your productivity. Businesses see a definitive reduction in travel and acceleration in productivity when they use Cisco Tele. Presence. With Cisco Capital financing options for your endpoints, along with Web. Ex Telepresence’s subscription pricing, you can reduce Cap. Ex expenditures and make your payments monthly. ROI becomes immediate. Additionally, because Web. Ex Telepresence is a cloud-based service, you save on managing specialized IT resources on-site. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36

Objection A free alternative is good enough. Answer Some customers may never want to trade up from consumer-grade, Web chat experiences. But for businesses that use video for business-critical operations, especially with their partners and customers, Cisco Tele. Presence provides a full-featured business-class experience that is both easy to mange and cost effective. Early Web. Ex Telepresence customers are doing things with telepresence that they weren’t doing effectively, such as integrating acquired businesses, accelerating sales, pitching new ideas to clients or investors, and scaling specialized expertise. Web. Ex Telepresence supports a variety of endpoints, from soft clients on webcam-enabled computers to systems for meeting rooms. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37

Objection I don’t want to get locked into proprietary technology. Answer We absolutely agree with you, and that is why the Web. Ex Telepresence service is standards-based (H. 323 and Session Initiation protocol [SIP] standard compatible) so you aren’t locked into a proprietary technology. Cisco is a market leader in defining and adopting standards. Additionally, your standards-based endpoint investments are protected if you decide to use a different video collaboration platform in the future. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38

• Leverage the Try and Buy program with hot prospects who want to touch and feel the technology before purchasing • This is a no risk program for prospective customers, designed to move them from consideration to close • Try and Buy accounts often convert to active subscriptions • Bottom Line- prospects who experience the technology purchase the technology See the Try and Buy Overview presentation at: http: //www. cisco. com/web/products/webextelepresence/partners. html © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39

3%* Financing for Your Small and Mid-Sized Business Customers • 36 month, 3% financing • Eligible with all Cisco hardware (non-Cisco hardware is not eligible) • Deal amounts $1, 000 to $250, 000 per customer • Available for U. S. small and mid-size business customers only (excludes public sector, service provider, and enterprise customers) • $1 out – customer owns the technology at the end of term • Available through July 28, 2013 *Terms and conditions do apply Cisco is committed to helping our small and mid-sized customers get the technology they need to stay competitive and grow profitably and efficiently © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40

U. S. and Canada • 3 -month, interest-free payment deferral • Can be used in conjunction with 3% customer financing • Applies to all $1 buy-out and FMV financing ($30 M limit per customer) • Deferral period included within term • U. S. and Canada customers eligible • Available through July 28, 2013 *Terms and conditions do apply Get the benefit of turning a large, up-front investment into affordable monthly or periodic payments with this special offer from Cisco Capital © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41

• Position and Sell Cisco Web. Ex® Telepresence everywhere! • Initial success will be in: New Accounts SMB / Commercial United States and Canada • Large opportunity? Engage your Web. Ex or Collaboration Product Sales Specialist • Help with quoting or ordering? webexpartnerhelp@cisco. com © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43

WTP Ordering Portal Ordering on CCW Order subscriptions in the ordering portal, with an enhanced experience Order via CCW, following the familiar process for ordering of Cisco products Best for: • Setting up trials • Simple combined ordering of endpoints and subscriptions in one tool • Applying discounts • Converting quotes to order For Step-by-Step Ordering Instructions © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Web. Ex Telepresence Ordering Guide http: //www. cisco. com/web/products/webextelepresence/partners. html Cisco Confidential 44

Telepresence Market Opportunity Value to Our Customers, Partners, and Cisco Web. Ex® Telepresence: Solution Overview Target Customers and Sales Engagement Ordering Process Resources and Support © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 45

www. cisco. com/go/webextelepresence © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Phone Support A Customer Service team is available to assist with service or billing related questions. You can reach the Customers Service team by dialing 877 -533 -4246 and selecting the prompt for Customer Service, 5 A. M. to 5 P. M. Pacific Time Online Support Resources The Cisco Web. Ex Telepresence Customer Support site offers a wealth of information. http: //support. telepresence. webex. com Feel free to browse the documentation or post a question to the Cisco Support Community. https: //supportforums. cisco. com/community/netpro/small-business/webextelepresence © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 47

Who can I contact for help with quoting and ordering questions regarding Web. Ex Telepresence? Partner Help Desk Available from 5: 30 a. m. to 5: 00 p. m. PT, Monday-Friday Email: webexpartnerhelp@cisco. com Examples of questions for the Partner Help Desk: • How do I place a new order? • How do I update a subscription? • How do I create a free trial for a prospective customer? © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 48

• Cisco® Web. Ex Telepresence Product and Partner pages www. cisco. com/go/webextelepresence www. cisco. com/web/products/webextelepresence/partners. html • Cisco TP SMB Program http: //www. cisco. com/web/partners/sell/smb_partner_program. html • Cisco Partner Education Connection (Search “Cisco Webex telepresence” ) www. cisco. com/go/pec • Cisco Vendor Connect Program http: //www. cisco. com/web/products/webextelepresence/vendor_connect. html • Cisco Capital www. cisco. com/go/ciscocapital © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 49

• Cisco® Collaboration Incentives and Promotions www. cisco. com/web/partners/incentives_and_promotions/index. html • Cisco Collaboration Partner Community communities. cisco. com/community/partner/collaboration • Cisco Partner News Today Webcast Series http: //cs. co/partnernewstoday • Cisco Partner Practice Builder www. cisco. com/go/practicebuilder • Cisco Competitive Edge Portal www. cisco. com/web/partners/sell/competitive/index. html • Cisco Partner Central www. cisco. com/go/partners © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 50

Thank you.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 52

Cisco Web. Ex Telepresence Solution • Endpoint and endpoint maintenance Conf room: (1) SX 20 Quick Set Desktop: (3) EX 90, (10) Jabber Video clients • WTP subscriptions (4) Premium, (10) Jabber Video(JV) (1) 6 -port bridge • Endpoints and Maintenance list price (before discount) Deal Size Partner Endpoints + Mtc + 1 st year subscription fee (1 st year gain with recurring revenue opportunity) EP + Mtc: Cisco GPL EP and Mtc margin (retire quote) same as today $58, 805* WTP subscriptions $10, 620 WTP commission year 1 Total $69, 425 *Incremental to partner revenue WTP - Web. Ex Telepresence 1 deal alone, endpoint margin + subscription commission WTP recurring commission opportunity after 1 st year See Pricing Tool on Web. Ex Telepresence www. cisco. com/go/webextelepresence © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 53