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Cisco Unified

Workspace Licensing:
Everything you need to
know

February 1, 2010

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
What is Cisco Unified
Workspace Licensing and
Why Sell It?

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
Why Sell Unified Workspace Licensing

Reflects that Cisco Unified Communications solution


extends beyond the desktop and the licensing
strategy must unlock the full workspace potential of
its users
Provides customers the freedom to cost-effectively
give every user the full unified communications
workspace experience rather than just dial tone and
voicemail
Higher percentage of UC quota attainment must
come from the applications bucket. Unified
Workspace Licensing is considered an application.
Competitors in your accounts right now selling their
software strategies. Unified Workspace Licensing
gives you a better story.
Offer customers a way to future-proof their
investment in UC. They will have everything they
need going forward and you will have guaranteed
recurring revenue.
Gives the field and channel a powerful competitive
advantage over Microsoft, Avaya, etc

UCSS = Cisco Unified Communications


C97-418641-00 Software
2007 Cisco Systems, Subscription
Inc. All rights reserved. Cisco Confidential 3
Cisco Unified Workspace Licensing Defined
Functionality Included in the Cisco Unified Workspace Licensing

Video Conferencing Cisco Unified MeetingPlace

Web Conferencing Cisco WebEx Meeting Center or Cisco Unified MeetingPlace

Audio Conferencing Cisco Unified MeetingPlace

Contact Center Unified Contact Center Express (25 Cisco UWL = 1 Std Agent)

Mobile Phone Client Cisco Unified Mobile Communicator Client

Cisco Unified Communications Manager,


Session Management
Session Management Edition

Presence Cisco Unified Presence Profile

Mobility (with Sim Ring


Cisco Unified Mobility Profile
services)

Intercompany Media
Intercompany Media Engine
Engine

Cisco Unified Personal Communicator or Cisco Unified


Soft Client
IP Communicator with Cisco Unified Video Advantage IPC

Messaging Cisco Unity or Cisco Unity Connection Unity


Connection
Phone/Call Control License for One or Unlimited Cisco IP Phones per User One One One Unlimited

Business Edition Entry Edition Standard Edition Professional Edition


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UWL= Unified Workspace Licensing 4
Cisco Unified Workspace Licensing
Business Edition
Edition optimized for smaller businesses
Workspace Licensing Business Edition list price: $315 per user
Unified Communications Software Subscription list price: $70/3-
year, ECD per user $21/1-year
Built on top of with Unified CMBE workspace Bundle

Functionality What Is Included in Cisco Unified Workspace Licensing


Presence Cisco Unified Presence Profile
Mobility (Unified CMBE) Cisco Unified Mobility Profile (with Sim Ring services)
Soft Client Cisco Unified Personal Communicator or Cisco Unified IP
Communicator with Cisco Unified Video Advantage
Messaging (Unified CMBE) Voice Messaging Mailbox w/Web and IMAP Accessibility,
Advanced Speech recognition and Text to speech
Call Control (Unified CMBE) License for One Cisco IP Phone Per User

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 5
Cisco Unified Workspace Licensing
Entry Edition
Limited package of call control capabilities
Entry Edition list price: $245 per user
Unified Communications Software Subscription list price: $50/3-year

Functionality What Is Included in Cisco Unified Workspace Licensing


Mobility (with Sim Ring services) Cisco Unified Mobility Profile
Soft Client Cisco Unified IP Communicator
Call Control License for One Cisco IP Phone Per User

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 6
Cisco Unified Workspace Licensing
Standard Edition
Base call management, messaging and clients package
Standard Edition list price: $325 per user
Unified Communications Software Subscription list price: $70/3-year

Functionality What Is Included in Cisco Unified Workspace Licensing


Presence Cisco Unified Presence Profile
Mobility (with Sim Ring services) Cisco Unified Mobility Profile
Soft Client Cisco Unified Personal Communicator or Cisco Unified IP
Communicator with Cisco Unified Video Advantage
Messaging Cisco Unity or Cisco Unity Connection User
Call Control License for One Cisco IP Phone Per User

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 7
Cisco Unified Workspace Licensing
Professional Edition
Superset of Standard Edition with advanced capabilities
Professional Edition list price: $500 per user
Unified Communications Software Subscription list price: $100/3-year

Functionality What Is Included in Cisco Unified Workspace Licensing


In addition to everything you get in Cisco Unified Workspace
Licensing Standard Edition
Video Conferencing Cisco Unified MeetingPlace
Web Conferencing Cisco WebEx Meeting Center (100 UWL = 4 internal, 1 external port) Cisco
Unified MeetingPlace Port (20 UWL=1 Port)
Audio Conferencing Cisco Unified MeetingPlace
Session Management Cisco Unified Communications Manager, Session Management Edition (5
user=1 session)
Contact Center Cisco Unified Contact Center Express Standard Agent (25 UWL=1 Agent)
Mobile Smart Phone Client Cisco Unified Mobile Communicator Client
Call Control License for Unlimited Cisco IP Phones Per User
UWLC97-418641-00
= Cisco Unified Workspace
2007 Cisco Licensing
Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 8
What is a Unified Workspace Licensing User?

Total Number of Users is Equal


To:
Number of people administered in the
Unified Communications Manager
The number of public space devices

Shift Workers / Sharing Phones


Workers sharing a number and the
associated voicemail, presence, mobility,
and soft client services, count as one user
Workers sharing a device using extension
mobility, but each using their own
voicemail, presence, mobility, and soft
client, count as multiple users

* Multiple endpoints for a single user are counted as one Unified


Workspace Licensing Professional Edition user
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9
Examples of Public Space IP Devices

Conference room phones


Lobby phones
Kitchen phones
Hallway phones
Quiet room phones
Manufacturing floor phones
Guest room phones
(hospitals, hotels, cruise ships,
etc. that are not using any
applications)

* Extension Mobility Devices are NOT public space devices

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10
Public Space Device Add-ons
Add public space device licenses for conference rooms, lobbies,
wall phones, etc.
Public Space IP Phone Price: $150 per phone
UCSS list price: $22/3-year
ESW list price: $7 per phone/year
May not exceed 15% of total IP Phones on order
Not to be used for dedicated employee phones
Cannot use applications with these devices (e.g. no voicemail)
Analog Device List Price: $40 per device
UCSS list price: $7/3-year
ESW list price: $2 phone/yr
Does not include gateways or other hardware
Free migrations for install base of both public Cisco Unified IP Conference Station 7937G
space devices and analog phones
UCSS = Cisco Unified Communications Software Subscription
ESW = Cisco Unified Communications Essential Operate Service
Prices indicated here are list2007
C97-418641-00 prices.
CiscoActual prices
Systems, Inc. may vary.
All rights reserved. Cisco Confidential 11
Unified Workspace Licensing Requirements
Three-year Unified Communications Software
Subscription (UCSS) and Essential Operate
Service required
One year available for government where
three year is not allowed
When mixing with User Connect Licensing, all
users must be covered
Minimum Order Sizes
Entry, Standard and Professional Editions 100
users
Business Edition -- 50 users
Once system purchased, add-ons may be of
any size
UCSS and Unified Essential Operate Service
purchased on Unified Workspace Licensing
SKUs; not individual components
Discounting (DSA, volume pricing agreements)
follows normal processes

UCSS = Cisco Unified Communications


C97-418641-00 Software
2007 Cisco Systems, Inc. Subscription
All rights reserved. Cisco Confidential 12
How to Sell Cisco
Unified Workspace
Licensing: New
Customer Scenarios

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
Selling to New Customers

Opportunity to tell complete UC story and sell


a solution rather than a point product
Talk to a higher-level decision maker, blocking
the competition
Gives a new customer the most positive view
of doing business with Cisco
Simplicity and the completeness of the
experience
Unified Workspace Licensing provides the
most competitive end-user UC experience
Strength when competing against Microsoft,
ShoreTel, Avaya, etc

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14
Process for New Customers

Work with the customer on a design:


Number and type of application servers
Number of users who will be using the Cisco Unified Communications
Manager cluster
Number of conference room, lobby, other public space phones
Work with the customer to determine the Cisco Unified Workspace
Licensing applications they want to roll out to determine the
application versions and servers they may need.
Take that information and use the
Dynamic Configuration tool to create
a bill of materials (BOM).
Work with the channel partner to create
a services quote.

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15
Business Edition Cost Comparison
Traditional Unified Communications Manager Business Edition
(CMBE) user vs. Unified Workspace Licensing Business Edition

Unified Workspace Licensing Business Edition represents a $40/user uplift


over a phone and voicemail seat with traditional Unified CMBE licensing*
The functionality included for the $80 uplift has $380 of value
For the first 50 users, workspace bundle costs less than traditional Unified
CMBE bundle

Phone and Voicemail Scenario Value of Uplift


Functionality License Price Added Functionality License Price
Presence $60
Call Control + Messaging $235
Mobility (with Sim Ring services) $85
Unified CMBE $235
Video Advantage $100
Workspace Licensing BE $315
Soft Client (client plus adjunct $135
Uplift $80 license)
Total Price $380
Unified Workspace Licensing BE $80
Uplift
Savings $300
Prices indicated here are list prices. Actual prices may vary.
BE =C97-418641-00
Business Edition 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16
Entry Edition Cost Comparison
Unified Workspace Licensing Standard Edition represents a $45/user uplift
over base call management*
The functionality included for the $35 uplift has $225 of value
Note: no voicemail in this package

Phone and Voicemail Scenario Value of the Unified WL Uplift


Functionality License Price Added Functionality License Price
Mobility (with Sim Ring services) $85
Call Control $210*
Soft Client (IPC plus adjunct $175
A La Carte Price $210 license)
Unified Workspace $245 A-La-Carte Price $260
Licensing Entry Price
Unified Workspace Licensing $35
Unified Workspace $35 Standard Uplift
Licensing Uplift
Savings $225

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 17
Standard Edition Cost Comparison
Unified Workspace Licensing Standard Edition represents a $60/user
uplift over 2 popular applications, e.g. a phone and voicemail seat*
The functionality included for the $40 uplift has $380 of value

Phone and Voicemail Scenario Value of the Unified WL Uplift


Functionality License Price Added Functionality License Price
Presence $60
Messaging $75
Mobility (with Sim Ring services) $85
Call Control $210*
Video Advantage $100
A La Carte Price $285
Soft Client (client plus adjunct $135
Unified Workspace $325 license)
Licensing Standard Price A-La-Carte Price $380
Unified Workspace $40 Unified Workspace Licensing $40
Licensing Uplift Standard Uplift
Savings $330
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 18
Professional Edition Cost Comparison

Unified Workspace Licensing Professional Edition represents a $160/user


uplift over 2 popular applications, e.g. a phone and unified messaging seat*
The functionality included for the $215 uplift has $908 of value

Phone and Unified Messaging Scenario Value of the Unified WL Professional Uplift
Added Functionality License Price
Functionality License Price
Video Conferencing $30
Messaging $75 Web Conferencing $184
Audio Conferencing $80
Call Control $210
Contact Center $24

A La Carte Price $285 Mobile Smart Phone Client w/ Dual Mode $200
Presence $60
Unified Workspace Licensing $500 Session Management $10
Professional Price
Mobility (with Sim Ring services) $85
Unified Workspace Licensing $215 Video Advantage $100
Uplift
Soft Client (client plus adjunct license) $135
A La Carte Price $908
Unified Workspace Licensing Professional Uplift $215
Prices indicated here are list prices. Actual prices may vary. Savings $408
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19
How to Sell Cisco Unified
Workspace Licensing:
Migration Scenarios

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Selling to Existing Customers

Prime Candidates:
Customers who have plans to roll out
significant numbers of soft clients
Customers who have plans to roll out
significant numbers of Mobility seats
Customers who have an upcoming large
teleworker deployment
Customers who are looking to deploy
MeetingPlace
Customers without UCSS contracts looking to
get the latest versions
Customers looking to expand their existing
deployments
Customers who want increased flexibility
UCSS = Cisco Unified Communications
C97-418641-00 Software
2007 Cisco Systems, Subscription
Inc. All rights reserved. Cisco Confidential 21
Migrating Existing Users
Get more out of your existing investments in Cisco Unified
Communications
Greatly reduced pricing for migrating existing users
Move from basic telephony to the full Unified Workspace

Migration paths at reduced costs to all versions of Cisco Unified Workspace


licensing from:
Unified Communication Manager only
Unified Communications Manager
plus Unity / Unity Connection
Unified Communications Manager
plus other UC applications
Only Unity / Unity Connection
Only other UC application
UCM Business Edition

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22
Cisco Unified Workspace
Licensing Services

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Cisco Unified Communication Software
Subscription

Cisco Unified Workspace Licensing requires a three-year UCSS


contract* which entitles customers to upgrade to all client and server
application software covered under the license for three years*
When new applications are added to the Unified Workspace
Licensing package in the future, UCSS entitles them to these
applications as well
A valid Unified Workspace Licensing ESW contract is required to
activate the UCSS contract
ESW contracts are offered in increments of one year
If customers purchase only one
single-year ESW contract, they must
renew it after one year to keep
the UCSS active

UCSS = Cisco Unified Communications Software Subscription


* 1-yr contracts are allowed for Government and Education institutions.
ESWC97-418641-00
= Cisco Unified Communications Essential
2007 Cisco Systems, Inc.Operate
All rightsService
reserved. Cisco Confidential 24
Unified Communications Software
Subscription contract management

3 year service term with


Order 1

Order 2

Order 3

Order 4
contracts co-terminated
Order 5
Greatly simplifies contract
Original Purchase Date End of Year 3 management
At end of 3 year term, 1 year
Order 1
UCSS renewals allowed
Easily manage all your users
Order 2

Order 3

Order 4 in a single, fixed-term


Order 5
licensing
Original Purchase Date End of Year 3

UCSS = Cisco Unified Communications Software Subscription


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25
Cisco Unified Communications Essential
Operate Service for Unified Workspace
Licensing

ESW is an integral part of the Cisco


Unified Workspace Licensing solution
ESW provides minor and
maintenance updates and technical
support for UC applications
Single Service SKU maps to a Single
Product SKU
Simplifies quoting, ordering and sales
of the complete solution
The ESW for Unified Workspace
Licensing Entry Edition, Standard
Edition and Professional Edition
entitles the customer to services and
support for the complete stack of
applications

UWL = Cisco Unified Workspace Licensing


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26
ESW = Cisco Unified Communications Essential Operate Service
Operate Service Programs for Unified
Workspace Licensing
Similar to the multiple service programs of Essential Operate
Services available for a la carte products, the same programs
are extended to Unified Workspace Licensing.

Essential
Sample SKU
Operate Service

Cisco Brand Resale ESW CON-ESW-CUWLSTD1

Cisco Shared
SESW CON-SESW-CUWLSTD1
Support

Services Provider SP-ESW SP-ESW-CUWLSTD1

Collaborative
CBSW CON-CBSW-CUWLSTD1
Services

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27
Essential Operate Service Tiered Pricing
Tiers of ESW pricing for different sized deployments
As deployment size increases, price decreases
Unified Workspace Licensing very competitive in both small and large deals

Deployment Size Entry Edition Standard Edition Professional Edition


1 year ESW 1 year ESW 1 year ESW
100 to 1,000 users $15 $21 $30

1,000 to 10,000 $12 $15 $26


users

Over 10,000 users $10 $12 $20

ESW = Cisco Unified Communications Essential Operate Service


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 28
How to Order
Bill-of-Material Creation

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Key Points

Use the Cisco Configuration Tool


It will always be the most accurate way of ordering
When changes are made - it changes first
Quote Builder and Solution Expert change later

Be Sure to Choose the Right Version and Quantity


The choices determine the disks and licensing we ship
If you dont know, always choose quantity one of the latest version
The Product Upgrade Tool can be used to add more copies later

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30
Choose CUWL-LIC as Product Number

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Choose the Number and Type of Users

This example is for Professional Edition, but the same


applies to Standard or Entry Editions
The minimum number of total users (any combination
of Standard, Professional and Entry they can be
mixed) is 100

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32
Choose the Appropriate UCSS

The quantity entered must be identical to the number of


users entered or the tool will present an error
You must order a 3-year contract unless your customer is a
government or educational institution that is prohibited
from entering into multi-year contracts
The monthly SKU is used for ensuring co-termination
multiply the number of users by the number of months and
put the total in the box

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Unified Communications Software Subscription 33
Choose the Conferencing Options (PRO)

The quantity you need to enter is the number of


SERVER LICENSES needed for your design. So if
your design includes to MPE servers, you should
enter quantity 2 here
This is NOT the number of user or ports

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34
Choose the Clients

All quantities above are the number of users for any particular
client
The number of CUVA cannot exceed the total combined number
of Standard and Professional users
The combination of IPC, UPC and MOC integrations cannot
exceed the total combined number of Standard and Professional
users
The number of CUMC clients cannot exceed the number of
Professional users
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35
Choose the UC Manager Version and Qty

All quantities above are the number servers in your UC


Manager design (e.g. If you plan to deploy 3 nodes, order
quantity 3) choose the appropriate version from the Item
Category menu on the left
Choose the appropriate server class and total number of
server instances in your cluster
If the customers design changes, the Product Upgrade Tool
can be used to order more server licenses at no charge.

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36
Choose the Messaging Version and Qty

All quantities above are the number of primary servers in your


messaging design
Failover and Message Store servers are not counted here
If the customers design changes, the Product Upgrade Tool can be
used to order more server licenses at no charge.
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 37
Choose the Mobility Version and Qty

Cisco Unified Mobility Advantage is the back-end


server to the Cisco Unified Mobile Communicator
Client
All quantities above are the number servers in
your CUMA design
CUMA is mandatory if you have any Professional
users selected

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38
Choose the Presence Version and Qty

All quantities above are the number servers in


your Cisco Unified Presence design
CUP is a mandatory selection

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39
The Checkout Screen
Clicking Check Configuration on
the previous screen brings you here
Select a number of years for the
Essential Software Service and
click Update
All items in black represent your
selections and the quantity you
entered
All items in blue represent auto-
generated options
All items ending in PK or PAK
represent the actual sheets of paper
imprinted with an activation code
All items ending in RTU are pieces
of paper that contain the right to use
language and a download location if
applicable

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 40
Delivery and Activation

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Unified Workspace Licensing Delivery
For new orders, a single folder will be shipped to the customer
(it is important that the customer keep this folder in
a safe place).
All media will be included in the folder.
All Product Activation Key (PAK) claim certificates will be in the folder and
clearly identified.
Instructions will be provided to activate licenses and UCSS subscription (it
is important that the customer activates their subscription to obtain
upgrades).
A cover letter will be included in the folder
welcoming the customer to Cisco Unified
Workspace Licensing
Terms and conditions for Cisco Unified
Workspace Licensing will also
be included for your customers review
Addons utilize e-delivery and will be purely
electronic

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Cisco Unified Communications Software Subscription42
License Activation

A link is provided to the activation


web page.
MAC addresses of the various Cisco
MCS and MeetingPlace hardware is
needed to activate licenses.
Partial activation is supported.
Customers can place some licenses
on server A and some on server B.
Licenses can also be moved from
one server to another by e-mailing
licensing@cisco.com which opens
a service request with the licensing
team.

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 43
What is Partial Activation?

Method of Activating Only Some of the License


Say you order 4 Unity 96-port servers and 7200 users
All that information is delivered in ONE PAK
You want:
Server A to contain 1000 mailboxes
Server B to contain 3000 mailboxes
Server C to contain 1000 mailboxes
Server D to contain 2200 mailboxes

Partial activation allows you to


activate in this fashion
Each MAC address can be activated with a certain
number of ports and user
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 44
Process for Migrating Users

When migrating customers from Unified CM


and/or Unity, you will no longer get new licenses
for servers/nodes
You will still receive DLUs for Unified CM to allow
for deployment of Unified Workspace Licensing
capabilities
Continue using existing licenses that customer
has already purchased
If an upgrade is desired, activate UCSS and
acquire upgrade via product upgrade tool

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 45
License Enforcement
Unified Workspace Licensing leverages the existing license enforcement
mechanisms in each of the products
In the future, products will become Unified Workspace Licensing aware. At
that point, additional enforcement will happen. If you fail to comply with the
rules today, the customer may be impacted in the future.
Cisco Unified Workspace Licensing Standard Edition provides:
DLUs for Cisco Unified Communications Manager 5.x/6.x (Phone, Presence, Mobility,
Soft Client)
Cisco Unity/Unity Connection mailboxes
Cisco Unified Workspace Licensing
Professional Edition provides:
DLUs for Cisco Unified Communications
Manager (Phones, Presence, Mobility,
Soft Clients)
Cisco Unity/Unity Connection mailboxes
Cisco Unified Mobility Advantage license
Cisco Unified MeetingPlace/MeetingPlace
Express web (25:1 ratio
user:port ratio)
Cisco Unified Contact Center Express
Standard Agents (25:1 user:agent ratio)
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 46
A note on DLUs
Unified Workspace Licensing is a user-based license; not a DLU-based one
You never need to count DLUs again with Unified Workspace Licensing
While Unified Workspace Licensing Standard Edition ships with 11 DLUs and
Unified Workspace Licensing Professional Edition with 17 DLUs, this is
unimportant
If you have extra DLUs, you may not re-use them for other phones or users
If you need more DLUs simply email cuwl-support@external.cisco.com and
provide a justification and they will be provided
If you are still positioning DLU
counting with your customer,
you have missed an important value
with Unified Workspace Licensing

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 47
Overcoming Obstacles
I dont need all the applications included in Workspace Licensing:
The combination of products included in Unified Workspace Licensing represents only a small
uplift per usersmall enough to justify investment.
Unified Workspace Licensing includes all of the server software, which when spread over the
total number of users, lowers the amount of the uplift
I already own some of the software included in Workspace Licensing:
Unified Workspace Licensing also includes the addition of new server software licenses for
clusters that grow as well as upgrades
Migration SKUs offer significant discount
for those who already own Cisco UC
components
Unified Workspace Licensing includes
many new applications that extended
the productivity of the workforce
Why do I need the 3 year UCSS
required in Workspace Licensing?
Unified Workspace Licensing UCSS gives
you the flexibility to get the newest versions
of applications if and when you need them
Unified Workspace Licensing UCSS also
gives you new applications that are added to
the package, meaning your investment in
Workspace Licensing gains more value over
time

UCSS = Cisco Unified Communications Software Subscription


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 48
Migration of Existing
Unified Communications
Software Subscription and
Essential Operate Service

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Ordering Subscription and Service for
Cisco Unified Workspace Licensing

All Unified Workspace Licensing orders must include at least


and 3 years of UCSS* at the time of purchase and a minimum
of 12 months of ESW for UCSS to be activated
Contract activation leverages an automated process that expects
these minimums; they cannot be pro-rated for co-termination
The buyer can indicate that this is additional product to be added to
an existing ESW or UCSS contract
Standard ordering process and contract activation requirements
apply
If no existing contract is designated, the order will generate
a new contract number
under standard business practices.
SMARTnet (SNT) must be
ordered separately for the
hardware and phones
*1-yr contracts are allowed for government and
education institutions.

ESW = Cisco Unified Communications Essential Operate Service


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Cisco Unified Communications Software Subscription 50
Migration Process at Contract Renewal

Migrating to Unified Workspace


Licensing is straightforward when
ordered at the service and UCSS
contract renewal period
The UCSS and ESW contracts
ordered with the license simply go
into effect.
No further action is required to get
TAC support or order upgrades
through the Product Upgrade Tool
(PUT)

ESW = Cisco Unified Communications Essential Operate Service


C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Cisco Unified Communications Software Subscription 51
Migrating Prior to Contract Renewal

Existing contracts must be cancelled and


the remaining value credited back to the
customer
It is the responsibility of the customer to
request and obtain termination approval and
credits from the originating reseller or
distributor
Cisco does not engage in third party credit
or termination discussions
Cisco cannot be responsible for missing
refunds in the event that the originating
reseller of the existing contract does not
provide a refund to the customer, even if it is
after Cisco has provided that reseller with
a credit
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 52
Requesting Termination and Credits
Cisco Service Sales (SAM/SSR) must provide Proof of
Purchase and request line Termination and Credit using
standard credit request forms
1) Obtain and complete standard credit request form
http://wwwin.cisco.com/csso/tnt/service_order.shtml
2) Send request to service-credits-us@cisco.com
a) Email subject line = Termination Request
b) Specify theatre in email body
c) Provide Proof of Purchase: SO#, PO#, and/or Theatre Sales and Finance
Approvals
d) Attached completed standard credit request form

Two teams are involved in the process


1) Customer Service (CS) Service Contract Management (SCM) team handles contract
termination
2) Disputes team handles credit

Upon receipt of the termination/credit request, CS SCM


validates the new purchase and terminates applicable old
lines
Once contract termination completes, CS SCM routes the
case to Disputes team for credit approval process
Standard Service Level Agreements (SLA) for contract
changes may apply
All credits are subject to Cisco finance approval and
credit policies.

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Risks
Customer buys Cisco Unified Workspace Licensing from a
different partner than the original UCSS and/or service contract

If originating partner does not


request credit or refund to the end
customer, there could be a dispute
situation and delays could occur in
the end customer receiving their
refund
End customer could have cash-flow
issues, as the credit for the migration
may not be processed prior to
payment being due for the purchase

C97-418641-00 UCSS
2007 Cisco Systems, Inc. All rights = Cisco Unified
reserved. Communications
Cisco Confidential Software Subscription 54
Additional Information
Detailed CS SCM termination process:
http://www-
tac.cisco.com/Support_Library/CS/Service_Contract_Management__SC
M_/Service_Contract_Management/scm_terminating_products_services.
htm

Service credit and cancellation policy:


http://wwwin.cisco.com/CustAdv/process/policy/sales/prepare-
quote.shtml

Standard Credit Request Form:


http://wwwin.cisco.com/csso/tnt/service_order.shtml

C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 55
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 56