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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
Contact Center Unified Contact Center Express (25 Cisco UWL = 1 Std Agent)
Intercompany Media
Intercompany Media Engine
Engine
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
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
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
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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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
Selling to New Customers
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14
Process for New Customers
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
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 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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
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
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
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
Essential
Sample SKU
Operate Service
Cisco Shared
SESW CON-SESW-CUWLSTD1
Support
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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29
Key Points
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Choose CUWL-LIC as Product Number
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Choose the Number and Type of Users
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32
Choose the Appropriate UCSS
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Unified Communications Software Subscription 33
Choose the Conferencing Options (PRO)
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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36
Choose the Messaging Version and Qty
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Choose the Presence Version and Qty
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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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 41
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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 43
What is Partial Activation?
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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
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 49
Ordering Subscription and Service for
Cisco Unified Workspace Licensing
C97-418641-00 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 53
Risks
Customer buys Cisco Unified Workspace Licensing from a
different partner than the original UCSS and/or service contract
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
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