Cisco

Collaboration
Solutions for
Partner Engineers

Course Objectives
Upon completion of this course, you will be able to:

Describe Cisco Collaboration solutions for Small and Midsize customers

Describe the business benefits for Small and Midsize customers of adopting
Cisco Collaboration solutions

Identify the appropriate Cisco Collaborations solution to match customer needs

Articulate the value of Cisco Collaboration solutions over the competition

Describe technical considerations for Cisco Collaboration Solutions for small and
midsize business customers

Describe plan, design, and build considerations for Cisco Collaboration Solutions
for small and midsize business customers
Cisco Confidential

Course Outline
The learning objectives will be covered in the following modules:

Cisco Unified Communications and Endpoint Solutions for Partner

Engineers

Cisco TelePresence Solutions for Partner Engineers

Cisco WebEx Solutions for Partner Engineers

Cisco Collaboration Solutions for Partner Engineers

Cisco Confidential

Cisco Unified
Communications
and Endpoint
Solutions for
Partner
Engineers
Cisco Confidential

Module Objectives
Upon completion of this module, you will be able to:

Describe Cisco Unified Communications and Endpoint solutions for

small and midsize customers

Describe the business benefits for small and midsize customers of

adopting Cisco Unified Communications and Endpoint solutions

Identify the appropriate Unified Communications and Endpoint solution

to match customer needs

Articulate the value of Cisco Unified Communications and Endpoint

solutions over the competition
Cisco Confidential

Module Outline
The learning objectives will be covered in the following sections:

Cisco Unified Communications and Endpoint Solutions for Small and

Midsize Business Customers

Benefits of Cisco Unified Communications and Endpoint Solutions for

Small and Midsize Business Customers

Competing with Cisco Unified Communications and Endpoint Solutions

Cisco Confidential

Cisco Unified Communications

and Endpoint Solutions for
Small and Midsize Business
Customers

Customer Challenges

Increase ROI

Provide Reliability

Boost Productivity

Lower Service &

Support Costs

Greater reliability and

productivity and lower
TCO provide ROI to
customer

Core hardware and OS

design supports
network functionality
with high uptime

Broad features set

enables diverse
workloads

Reduce total cost of

ownership, maximize
contribution of IT

Cisco solutions will address these challenges

Cisco Confidential

Cisco SMB Unified Communications and Endpoint Overview

On-Premise

Hosted

Appliance-based for
midsize to enterprise
companies

Cloud-based for any

size company

Unified Communications

IP Phones

Advanced desktop
endpoints

Jabber

Software-based
endpoint with IM and
video

Unified Communications
Endpoints

Prime
Collaboration

Enterprise wide
management and
control

Enterprise
Management

Cisco Confidential

Cisco Unified Communications Products

The products we will list on the next page, CANNOT be sold by
Cisco Select and Small / Midsized Specialized partners
They are mentioned here to demonstrate the breadth of the Cisco portfolio.
Partners interested in reselling these products can do so by achieving
Cisco Express Collaboration Specialization
There may be other Cisco theatre-specific requirements
Consult the Cisco Partner program website for information on certifications.
http://cisco.com/go/partner

Cisco Confidential

10

Cisco Unified Communications Products

Enterprise UC

Modular, OnPremise

Business Edition
6000

Hosted
Collaboration

Easy Installation

Online

Provide one or more collaboration services, including: call management,

voice mail, presence, contact center, instant messaging and video

Share common enterprise-level code set and capabilities

Provides customer choice in location, scale and feature set

Cisco Confidential

11

Business Edition 6000

Partners are encouraged to pursue Cisco Express Collaboration Certification
if they wish to pursue opportunities with this product
Cisco Unified Communication
Manager
For call control, native call queuing

Cisco TelePresence Video

Communication
For H.323 interoperability, B2B

Cisco Prime Collaboration

Provisioning,
administration, management

Cisco Paging Server

For point- to-point, group paging

Cisco Jabber
For instant messaging,
presence
Cisco Unity Connection
For voicemail, automated
attendant
Cisco Unified Attendant
Console
For call routing, distribution

Cisco Business Edition 6000

on Cisco UCS C220 M3S
Rack-mount Server Solutions

Two Model Options:

8 UC / Collaboration, 1 Management, 2500 Devices
4 UC / Collaboration, 1 Management, 1200 Devices

Concurrently Support Multiple Applications

Cisco WebEx Meetings

For conferencing, Cloud service
Cisco Unified Contact Center
Express
For customer care
Cisco Emergency Responder
For emergency services
Cisco Confidential

12

Cisco Unified Communications Manager

Cisco
Cisco Unified
Unified
Communications
Communications
Manager
Manager
CLOUD
ON PREMISES

Cisco Confidential

13

Cisco Unified Communications Manager (Cont.)

Solid, well-developed and proven engine that manages every interaction

with users, endpoints, and applications

Most widely deployed such engine in the world with more than 40 million
deployments worldwide

Can be used by every endpoint and application deployed in an

enterprise

Ensures that we deliver the right type of user experience to the right
endpoint

Cisco Confidential

14

Hosted Collaboration Solutions

Cisco Hosted

Partner Hosted

Cisco Collaboration Cloud

Meetings

Messenger
Cisco HCS

Social

TelePresence

Social
Social

Cisco
Cisco WebEx
WebEx

Cisco
Cisco Jabber
Jabber

TelePresence
TelePresence

Unified
Unified Communications
Communications

TelePresence Exchange System

Cisco Cloud enables outsourced or scalable hybrid solutions

Cisco Confidential

15

Product Access Guidelines for Partners

Ability of Cisco partners to access and sell certain Unified Communication

products is dependent upon their certification and specialization level with Cisco

Unified Communications systems are a core requirement for Cisco collaboration

solutions, including Cisco Unified Communications Endpoints and TelePresence

Unified Communications solutions fit customer needs best when the widest
possible range of products can be selected, sold and installed by the Cisco
partner

To maximize your access as a partner to the complete small and midsize

business collaboration portfolio, you should pursue additional specializations

Cisco Express Collaboration Specialization is the appropriate next step for most
partners
Cisco Confidential

16

Cisco Express Collaboration Specialization (ECS)

Addresses the midmarket opportunity

Includes:

Cisco Business Edition 6000

Cisco TelePresence

Cisco WebEx

Cisco Jabber

50% lower partner training and investment

requirements than previous requirements

Provides access to Premier Certification

Enhanced Profitability with Cisco Value

Incentive Program (VIP) payments up to
15% on selected
SKUs
Contact Center Express is not part of the ECS Specialization
Cisco Confidential

17

Collaboration Specializations Portfolios

New! Express Collaboration Specialization
New!
Express Collaboration Specialization
(ECS)
(ECS)
Includes all Small Business & Express Foundation
Specialization,
plus:
Includes
all Small Business
& Express Foundation
Business Edition
Specialization,
plus: 6000

Small & Midsize

Small
& Midsize
Specialization
Specialization
Entry-level TelePresence
Entry-level
TelePresence
Products
Products
WebEx WPL
WebEx
WPL Unified IP
Selected
Selected
PhonesUnified IP
Phones

Unified
Communications
Manager Express
Business
Edition
6000

All
Unified
IP
and
Video
Phones
Unified Communications Manager Express
Unified
Prime IP
Unified
Provisioning
All
and Video
PhonesManager Business Edition
Prime
Collaboration
Provisioning
Prime
Unified
Provisioning
Manager Business Edition
Jabber
(Unified Presence)
Prime
Collaboration
Provisioning
Unified
Mobility
Jabber
(Unified
Presence)
Unified
Border Element
Unified
Mobility
Unified
SRST
Unified
Border
Element
Unified
Attendant Console Business Edition
Unified
SRST
WebEx
Meetings
Unified
Attendant
Console Business Edition
TelePresence
WebEx
Meetings MX300/MX200
TelePresence
EX90/EX60
TelePresence
MX300/MX200

TelePresence
C20 Quickset
TelePresence EX90/EX60
TelePresence
Quickset
TelePresence
C20 SX20
Quickset
TelePresence
MCU
5300/4500/4200
TelePresence
SX20
Quickset
TelePresence
42 with C40
TelePresence
MCUProfile
5300/4500/4200
TelePresence
Profile
C65/55/52
TelePresence
Profile
42 with
C40
TelePresence
Integrator
C90/60/40
TelePresence
Profile
C65/55/52
TelePresence
Edge 95
or 75 MXP
TelePresence
Integrator
C90/60/40
TelePresence
Starter
Pack
TelePresence
EdgeVCS
95 or
75 MXP
TelePresence
Expressway
with TMS
TelePresence
VCSVCS
Starter
Pack
TelePresence
Control with
TelePresence
VCSVCS
Expressway
with TMS
TMS
TelePresence VCS Control with TMS

Master Unified Communications

Master
Unified Communications
Specialization
Specialization
Includes all Cisco Collaboration products except
Includes
all Cisco Collaboration
products
except
those designated
restricted by ATP
requirements
those designated restricted by ATP requirements

Advanced Collaboration Architecture

Advanced
Collaboration
Specialization
(CAS) Architecture
Specialization
(CAS)
Includes all ECS
Specialization, plus:
Includes
all ECS
Specialization,
plus: (Enterprise
Unified
Communications
Manager
Unified
Communications Manager (Enterprise
Edition)
Edition)
Unified Contact Center Express
Unified
Contact
Center Licensing
Express (All versions)
Unified
Workspace
Unified
Workspace
Licensing
versions)
Unified
Enterprise
Attendant(All
Console
Unified
Enterprise
Attendant
Console
WebEx
Meeting Server
WebEx
Meeting
WebEx
SocialServer
WebEx
Social
VXI/VDI
VXI/VDI
Session Border Controller
Session Border Controller
Cisco Confidential

18

ECS: Why should you care?

For more information visit
http://cisco.com/go/ecs/

The Express Collaboration

specialization finally allows
me to sell the full Cisco
Collaboration story and fits
the customers I focus on.
Alex Napolitano, Cloud Grid
Computing

Cisco Confidential

19

Cisco Unified Communications Endpoints

For Small and Midsize Business Specialized Partners
Unified

Communications Endpoints are hardware and software

telephones that allow end users to participate in and manage voice and
video calls

Unified

Communications Endpoints require a Cisco Unified

Communication solution for functionality, this means:

The customer will already have a Unified Communication solution in place

Or the partner will require additional specializations to sell a Cisco Unified

Communications solution

The

products that follow can be purchased by Cisco Small and Midsize

Business Specialized partners and resold to customers as needed
Cisco Confidential

20

Cisco Unified Communications Endpoint Portfolio

Basic Voice
Communications
Endpoints
3900 Series

Business
Communication
Endpoints
6900 Series

Advanced Business
Communication
Endpoints
7900 Series

Advanced
Professional Media
Endpoints
8900 Series

Advanced
Collaborative Media
Endpoints
9900 Series

Video-Immersive Media
Endpoints

EX Series

Cisco Jabber on Any Device

Cisco Confidential

21

Cisco Unified IP Phone 9900 Series

Advanced Collaborative Media Endpoints

Knowledge Professionals, Administrative, Managers and

Executives

High-definition voice

Connectivity: Gigabit Ethernet, Wi-Fi, USB

Experience:

IP Phone9951
9971

High-resolution color displays

Bluetooth 2.0 support
Custom language presentation

Green:

Deep sleep power save option

IP Phone 9951
9971
Cisco Confidential

22

Cisco Unified IP Phone 8900 Series

Advanced Professional Media Endpoints

Similar in design to 9900; 5-inch diagonal color screen

8941 and 8945 features:

Built-in VGA camera

8941 supports 10/100 Ethernet
8945 supports 10/100/1000 Ethernet and Bluetooth
No USB support

8961 features:

Supports 10/100/1000 Ethernet

1 USB port (supports optional USB camera)
Bluetooth 2.0 support

IP Phone8961
8961

8945 8945
IP Phone

8941 8941
IP Phone
Cisco Confidential

23

Cisco Unified IP Phone 7900 Series Portfolio

Executive
7975G

Manager

Video
Unified Video
Advantage
Unified Personal
Communicator

7962G/7965G

Business
7942G / 7945G

Multi-button

Mobility
IP Communicator
Unified Personal
Communicator
Unified Wireless IP Phone
7925G/7925G- EX and 7926G

7931G

Basic
7911G

Accessories
Expansion Module 7915/7916
KEM
Cisco Confidential

24

Cisco Unified IP Key Expansion Modules (KEMs)

KEMs provide a bank of line or feature keys as a
modular accessory that can be attached to certain
phone models
Ideal for:

12 to 36 programmable keys per KEM

Power:

KEM

Administrative assistants
Line of business managers
Executives
8961+KEM

Check model for details

Power may be supplied via PoE or may require power brick
Monochrome or graphical, backlit color LCD display
7915/7916
Cisco Confidential

25

Cisco Unified IP Phone 7937G/8831G

Conference Room Speaker Phones

7937 features:

Large LCD & enhanced dial keys

High definition voice

Expanded room coverage with optional microphone kit

Wireless Lapel Microphone Kit

7937

8831 features:

Superior wideband acoustics with the first two-element speaker

Wired and wireless expansion microphones (via DECT)

Expanded room coverage with support for daisy chaining two

units

8831

Cisco Confidential

26

Cisco Unified Wireless IP Phone 7900 Series

Wi-Fi phones for office use and demanding environments such as
healthcare, retail and manufacturing

7925G

7925G-EX

802.11 a/b/g
IP54 rated for dust and splashing water
Up to 13 hours talk time
Bluetooth 2.0 support for headset use
Integrated full-duplex speakerphone

7925G-EX

Based on 7925, but for more hazardous, potentially explosive operating

environments

IP64 rating for dust/water resistance, hermetically sealed

7926G

Integrated EA11 2D bar-code scanner, supports many standards including QR

MIDlets for richer graphics and faster response for custom applications

7925G
7926G

Cisco Confidential

27

Cisco Unified IP Phone 3900 & 6900 Series

Value-oriented, business-grade voice

communications

Simplified, yet robust, telephony capabilities

including:

Video communications support on selected models

Single-line and multi-line models
Dedicated keys for common functions
Choice of colors, handset styles (vary by theatre)
Single call-per-line appearance on selected models

6900 Series

3900 Series provides a dual-line SIP-based IP

Phone
3905
Cisco Confidential

28

Cisco Jabber

All-in-one UC Application

Collaborate from Any Workspace

Presence & IM

PC, Mac, tablet, smart phone

Voice, Video, voice messaging

On-premises and Cloud

Desktop sharing, conferencing

Integration with Microsoft Office

Cisco Confidential

29

Cisco Prime Collaboration

Single interface for provisioning of

users and their voice service

Reverse synch with native interface

Batch provisioning

User self-care portal to allow

preference settings

Easy implementation of Move, Add,

Change and Delete operations without
requiring advanced telephony skills

Provisioning
Simplified
deployment and
configuration

Automates Provisioning, Administration,

and Management
Cisco Confidential

30

Benefits of Cisco Unified

Communications and
Endpoint Solutions for
Small and Midsize
Business Customers

Customer Collaboration Needs

Customers are looking for business-impacting collaboration solutions that:

Address evolving trends

Increase agility

Improve customer responsiveness

Solve business challenges

Help grow their business

Cisco Confidential

32

Business Value of Collaboration

Productivity
Productive and accessible mobile workers
Effective virtual teams
Interactive and engaged employees

Innovation
Strategically aligned organization
Flexible and innovative working options

Growth
Satisfied and loyal customers
New and innovative IT models

Cisco Confidential

33

Cisco Unified Communication Endpoint Benefits

Reduced Total Cost of Ownership
Affordable pathway to Cisco UC
Models with built-in video reduce OPEX
Power save reduces consumption
Easy and scalable expansion with KEM

Expanded Choice
Enhances your ability to tailor solutions to
individual user needs
Color and handset options delivers flexibility for
global deployments

Enhanced User Experience

Fixed keys for common functions
Single-call per-line support for traditional use
High definition voice, USB and Bluetooth on
select models
Cisco Confidential

34

Competing With Cisco

Unified Communications
and Endpoint Solutions

Proven Results
95%

of Fortune 500
Use Cisco
Collaboration

+30k

+50M

TelePresence
EX Series
Sold

IP Phones

1.8B
1.5M

Contact Center
Agents
Worldwide

200K

Customers

WebEx
Minutes
Per Month

1.4M
Jabber
Seats

Cisco Confidential

36

Cisco Leads the Market

Enterprise Voice Revenue Share

The Leader in Collaboration

Cisco

#1 in Enterprise Voice

#1 in Telepresence/Video
Conferencing

#1 in Web Conferencing

#1 in Unified Messaging

#1 in Audio Conferencing

#2 in Contact Center

Avaya+
Nortel

Siemens
Aastra
Alcatel-Lucent
NEC
Nortel

Sources: Synergy Research, Frost & Sullivan, Gartner, Intellicom Analytics, Cisco
Note: Enterprise Voice excludes low-end KTS category
Cisco Confidential

37

Cisco Unified IP Phone Portfolio Positioning

What to sell when
Small/Midsize

Enterprise/Midsize
6900 Series

SPA 500 Series

Cost-effective offerSmall/Midsize/Hosted
MP3 file playback, scrolling picture gallery (SPA525
only)
Advanced features with Color Display, Bluetooth,
Wireless, Speaker
Cisco (SPCP), SIP, 3PCC

3900 Series

Replace Analog/Digital Phones

Basic IP Communications
Bus Edition 3000/5000/6000 and Unified CM
Low power for green solution
Display, speakerphone for productivity

Cisco UC for budget constrained

Business-grade voice (SCCP/SIP)
Needs multiple line options
Basic applications (XML-audio)
Green enhancements important
Reduced TCO & device consolidation with VDI

8900 Series

HQ video and HD Audio elevate communications

Reduced TCO & device consolidation with VDI
Full multimedia applications suite
Flexible connect: USB, BT, GigE
Green enhancements of interest

9900 Series

7900 Series

Numerous options within Series (desk, wi-fi phones,

conf. room)
Full multimedia applications suite
Reduced TCO & device consolidation with VDI
Gigabit Ethernet & color displays (selected models)

Affordable and scalable HQ video

Reduced TCO & device consolidation with VDI
Bluetooth integration for mobility
Largest, high res color displays
Wi-Fi for ROI, reduced costs
Color/handset choice important
Cisco Confidential

38

Unified Communications Message In A Box

Cisco Community

Cisco.com

Partner Central

Support forum https://supportforums.cisco.com/co

mmunity/netpro/collaboration-voice
-video

Midsize main

Partner Communities https://communities.cisco.com/com

munity/partner

Product main
www.cisco.com/en/US/products/ps
11369/index.html

Cisco Unified Business Edition 6000

Playbook http://www.cisco.com/go/be6kplaybook

Case Studies
www.cisco.com/en/US/products/ps1
1369/prod_case_studies_list

Cisco Mid-Market Promotion http://www.cisco.com/web/partners/ince

ntives_and_promotions/midmarket_collab
oration.html
BE6000 Partner Resources http://www.cisco.com/go/be6000

TWTV Fundamentals of BE 6000 https://communities.cisco.com/v

ideos/9540#comment-9205

http://www.cisco.com/go/midsize
Small/Midsize main
www.cisco.com/go/be6000

Partner Resources www.cisco.com/en/US/partner/prod

ucts/ps11369/products_partner_re
sources_list

Cisco Collaboration Midmarket

Promotion www.cisco.com/go/mmcollabprom
otion

Cisco Express Collaboration

Specialization http://www.cisco.com/go/ecs/
Cisco Confidential

39

Module Summary

Module Summary

Cisco provides customers with a wide choice of standards-based, interoperable

endpoints and clients that will enable them to work and interact the way they wish

Partners who achieve Cisco Express Collaboration Specialization can sell a

variety of Cisco Unified Communications products, including: Cisco Business
Edition 6000, TelePresence, WebEx and Jabber solutions

Customers are looking for business-impacting collaboration solutions that

address evolving trends, increase agility and improve customer responsiveness

Cisco collaboration solutions fosters productivity, innovation and growth

Cisco Confidential

41

Review: Built-in Camera

Which of the following Cisco IP Phone Series comes with a built-in video
camera? (choose one)

A) 5900 Series
B) 6900 Series
C) 7900 Series
D) 8900 Series

Cisco Confidential

42

Review: Built-in Camera

Which of the following Cisco IP Phone Series comes with a built-in video
camera? (choose one)

D) 8900 Series

Cisco Confidential

43

Review: Integrated Scanner

Which of the following Cisco IP phones would a customer choose if they were
looking for a wireless IP phone that supports an integrated scanner? (choose one)

A) 8831
B) 9900
C) 7900
D) 7926

Cisco Confidential

44

Review: Integrated Scanner

Which of the following Cisco IP phones would a customer choose if they were
looking for a wireless IP phone that supports an integrated scanner? (choose one)

D) 7926

Cisco Confidential

45

Review: Business Value

Which of the following best describes the business value of Cisco Unified
Communications solutions? (choose one)

A) Growth, Low Price, Competition

B) Broad Product Line, Comprehensive Features, Low Price
C) Innovation, Staff Reduction, Competition
D) Productivity, Innovation, Growth

Cisco Confidential

46

Review: Business Value

Which of the following best describes the business value of Cisco Unified
Communications solutions? (choose one)

D) Productivity, Innovation, Growth

Cisco Confidential

47

Cisco Confidential

48

Cisco
TelePresence
Solutions for
Partner
Engineers

Cisco Confidential

49

Module Objectives
Upon completion of this module, you will be able to:

Describe Cisco TelePresence solutions for small and midsize business

customers

Describe the business benefits to small and midsize business customers

of adopting Cisco TelePresence solutions

Identify the appropriate Cisco TelePresence solutions to match customer

needs

Articulate the value of Cisco TelePresence solutions over the competition

Cisco Confidential

50

Module Outline
The learning objectives will be covered in the following sections:

Cisco TelePresence Solutions for Small and Midsize Business

Customers

Benefits of Cisco TelePresence Solutions for Small and Midsize

Business Customers

Competing with Cisco TelePresence Solutions

Cisco Confidential

51

Cisco TelePresence Solutions

for Small and Midsize
Business Customers

Customer Challenges

Increase ROI

Provide Reliability

Boost Productivity

Lower Service &

Support Costs

Greater reliability and

productivity and lower
TCO provide ROI to
customer

Core hardware and OS

design supports
network functionality
with high uptime

Broad features set

enables diverse
workloads

Reduce total cost of

ownership, maximize
contribution of IT

Cisco solutions will address these challenges

Cisco Confidential

53

Business Priorities for Small/Midsize Companies

Top-of-Mind Imperatives
Market Trends

Business Impact

Voice, video, and data

network convergence

OpEx and CapEx

management

Outsourcing to Cloud Services

to reduce cost

Interoperability and scalability

Content and device explosion

Complex deployments

Personal Factors
Work anywhere
Device flexibility
Trust at a distance
Expertise and information
on demand

Increasingly dispersed
workforce

Cisco Confidential

54

Video Is Transforming Business

Cisco Confidential

55

Business Value of In-Person Communication

Cisco asked the Economist to study the business value of in-person communications

The data revealed current challenges and a desire to increase in-person collaboration:

75% of business leaders indicate that in-person collaboration is critical to business success, affecting
business outcomes more than other forms of communication

More than 60% of communications today do not occur in real time

88% of business leaders indicate business exposure and resources significantly affect business
outcomes

54% of business leaders indicate the most important communication factor to be able to discern the
level of engagement and focus through a combination of visual and audio cues

There is a strong desire to increase in-person collaboration, and survey results show the potential to
increase productivity and business outcomes by more than 20% across critical business processes

Cisco Confidential

56

Cisco
Cisco TelePresence
TelePresence +
+ Video
Video Content
Content =
=
More
More Places
Places || Shift
Shift Time
Time || Devices
Devices || Relevance
Relevance

Cisco TelePresence Features

Transform any conference room into

a TelePresence room

Visually collaborate from your desktop

Support up to 1080p HD video calling

Cisco WebEx for desktop sharing

Turn any display into a powerful

TelePresence system

Cisco Confidential

58

The TelePresence Experience

TelePresence endpoints offer a superior experience over simple video

and audio systems

Cameras are sophisticated, with pan/tilt/zoom technology

Audio capabilities are of higher quality, speakers hear everyone, even if

theyre talking at once

Systems are set-up to capture you in your natural environment, for

example, eye contact without having to look into the camera

Cisco Confidential

59

Cisco TelePresence Immersion Curve

Customer facing
Executive decision making
Time/Mission critical
Persuasion/Negotiation

Cisco Select Partners Can Resell

Beyond the room

Many Participants

Enhancing Voice

Enhanced
Presence
Office and Home

Tactical Meeting
Environment

Strategic Meeting
Environment

Immersive
MultiPurpose
Personal
Video Enabled Web

Video Enabled Voice

TelePresence
Cisco Confidential

60

Cisco TelePresence Solution Overview

Profile 42

Boardroom
TelePresence

MX300, M200

Group or small office

TelePresence

Multipurpose

DX/EX Series

Personal all-in-one
TelePresence

QuickSet C20

Make any screen a

TelePresence screen

Jabber Video for

TelePresence

Software-based
TelePresence

Personal

Cisco Confidential

61

Cisco Unified Communications Products

All Cisco video endpoints require Cisco VCS and/or Cisco CUCM.
Partners interested in reselling these products can do so by achieving
Cisco Express Collaboration Specialization
or
TelePresence Express ATP
There may be other Cisco theatre-specific requirements
Consult the Cisco Partner program website for information on certifications.
http://cisco.com/go/partner

Cisco Confidential

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Cisco TelePresence Profile 42

All

components are connected and

packed together

Just

provide power and network

and position microphone

1080p

HD video

Ideal

camera and display height

for natural communication

Wall,

Floor or Wheel base

mounting options
Cisco Confidential

63

Cisco TelePresence MX200/MX300

1080p/720p

video

High-quality

42-inch
or 55-inch display

Optimal

preset
framing and video
clarity from a
PrecisionHD camera

HD

sound system
with two front
speakers for
superior audio

Simple

Setup

Auto-provisioning

Self-configuration

Easy

Operation

TelePresence Touch
tablet

High

Quality Global
Service

Cisco managed
services
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64

Cisco TelePresence EX-90 Series

1080p30 and 720p60 video resolution for the

Telepresence experience at the desk

High quality 24 PC screen with clear 1920x1200 WUXGA

resolution enables a seamless, one-tool desktop

TelePresence Touch Screen control is standard

Integrated document camera allows for easy sharing of

physical documents and objects with quick flip of the main
camera

Multiple digital inputs (DVI and HDMI) allow for flexible

sharing of various content sources

Dual display capable (HDMI out) enables a second

screen that can be dedicated to content
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65

Cisco TelePresence EX-60 Series

High quality 21.5 PC screen with 1920x1080 resolution

enables a seamless, one-tool desktop

8 Cisco TelePresence Touch Screen for simple control

1080 and 720 video resolution for a desktop telepresence

experience

PrecisionHDTM camera ensures video clarity

2 front speakers for excellent quality audio

Integrated document camera allows for easy sharing of

physical documents and objects with a quick flip of the main
camera

Share your laptop content easily through a digital input (DVI)

Included wideband handset or headset input for privacy

VESA mount for flexible deployment

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Cisco Desktop Collaboration Experience DX 650

Always

on, highly secure, integrated

unified communications based on
Android platform

HD

video, web collaboration and cloud

services support

Supports

Cisco telephony features

including:

Multi-line

Speed dial support

Multi-user login

Single number reach

Secure call recording

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Cisco TelePresence 1080p60 Camera

Optical zoom 1.5x

45 to 55 degree FOV

Privacy Shutter

Tilts down for use as a

document camera

Inverts image automatically

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Cisco TelePresence SX20 Quick Set

Transforms a flat panel display into a
1080p HD meeting space
Includes

a Codec C20, PrecisionHD

1080p Camera, Performance Mic 20,
and a remote control

Best

value offering in the market

more power, better performance

Compact

and flexible for your

individual video needs

Ideal

for small, medium to large

meeting spaces and for organizations
of all sizes
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69

Jabber Video for TelePresence

Enterprise-ready, mobile

HD video

soft client
Two

connection options:

Cloud-based via web subscription

Premise-based via on-site

TelePresence installation

Enables

fast, easy, and reliable

connections to other soft client
users, desktop video systems, and
meeting rooms
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Cisco TelePresence Touch Screen

Staged layouts give you a
preview of what you are about
to see

Easy to collaborate
Preview and share content

Add more participants?

Context based menus and
proper notifications to guide
you
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Cisco TelePresence Touch Screen Availability

Standard

with

Optional

with

EX Series

C Series Codec

Profile C Series

Quick Set C20

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72

Product Access Guidelines for Partners

Ability of Cisco partners to access and sell certain TelePresence products is

dependent upon their certification and specialization level with Cisco

TelePresence systems are most effective when combined with Unified

Communications platforms

TelePresence solutions fit customer needs best when the widest possible range
of products can be selected, sold and installed by the Cisco partner

To maximize your access as a partner to the complete small and midsize

business collaboration portfolio, you should pursue one of two specializations:

Cisco Express Collaboration Specialization

Cisco TelePresence Video Express Authorized Technology Partner

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73

Cisco Express Collaboration Specialization

Addresses the midmarket opportunity

Includes:

Cisco Business Edition 6000

Cisco TelePresence

Cisco WebEx

Cisco Jabber

50% lower partner training and investment

requirements than previous requirements

Provides access to Premier Certification

Enhanced Profitability with Cisco Value

Incentive Program (VIP) payments up to
15% on selected
SKUs
Contact Center Express is not part of the ECS Specialization
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74

Collaboration Specializations Portfolios

Express Collaboration Specialization (ECS)
Express
(ECS)
IncludesCollaboration
all Small BusinessSpecialization
& Express Foundation
Includes
Specialization,
all Small Business
plus:
& Express Foundation
Business Edition
Specialization,
plus: 6000

Small & Midsize

Small
& Midsize
Specialization
Specialization
Entry-level TelePresence
Entry-level
TelePresence
Products
Products
WebEx WPL
WebEx
WPL Unified IP
Selected
Selected
PhonesUnified IP
Phones

Unified
Communications
Manager Express
Business
Edition
6000

All
Unified
IP
and
Video
Phones
Unified Communications Manager Express
Unified
Prime IP
Unified
Provisioning
All
and Video
PhonesManager Business Edition
Prime
Collaboration
Provisioning
Prime
Unified
Provisioning
Manager Business Edition
Jabber
(Unified Presence)
Prime
Collaboration
Provisioning
Unified
Mobility
Jabber
(Unified
Presence)
Unified
Border Element
Unified
Mobility
Unified
SRST
Unified
Border
Element
Unified
Attendant Console Business Edition
Unified
SRST
WebEx
Meetings
Unified
Attendant
Console Business Edition
TelePresence
WebEx
Meetings MX300/MX200
TelePresence
EX90/EX60
TelePresence
MX300/MX200

TelePresence
C20 Quickset
TelePresence EX90/EX60
TelePresence
Quickset
TelePresence
C20 SX20
Quickset
TelePresence
MCU
5300/4500/4200
TelePresence
SX20
Quickset
TelePresence
42 with C40
TelePresence
MCUProfile
5300/4500/4200
TelePresence
Profile
C65/55/52
TelePresence
Profile
42 with
C40
TelePresence
Integrator
C90/60/40
TelePresence
Profile
C65/55/52
TelePresence
Edge 95
or 75 MXP
TelePresence
Integrator
C90/60/40
TelePresence
Starter
Pack
TelePresence
EdgeVCS
95 or
75 MXP
TelePresence
Expressway
with TMS
TelePresence
VCSVCS
Starter
Pack
TelePresence
Control with
TelePresence
VCSVCS
Expressway
with TMS
TMS
TelePresence VCS Control with TMS

Master Unified Communications

Master
Unified Communications
Specialization
Specialization
Includes all Cisco Collaboration products except
Includes
all Cisco Collaboration
products
except
those designated
restricted by ATP
requirements
those designated restricted by ATP requirements

Advanced Collaboration Architecture

Advanced
Collaboration
Specialization
(CAS) Architecture
Specialization
(CAS)
Includes all ECS
Specialization, plus:
Includes
all ECS
Specialization,
plus: (Enterprise
Unified
Communications
Manager
Unified
Communications
Manager
(Enterprise
Edition)
Edition)
Unified Contact Center Express
Unified
Contact
Center Licensing
Express (All versions)
Unified
Workspace
Unified
Workspace
Licensing
versions)
Unified
Enterprise
Attendant(All
Console
Unified
Enterprise
WebEx
MeetingAttendant
Server Console
WebEx
Meeting
WebEx
SocialServer
WebEx
Social
VXI/VDI
VXI/VDI
Session Border Controller
Cisco Confidential
Session Border Controller

75

Cisco TelePresence Video Express Advanced Technology Partner

Authorized

Technology Program
designed as first-to-market program
for partners with specific skills

Partners

are invited for admission

based on their match to required
technology skills

Partners

receive training,
demonstration systems and additional
Cisco support

Authorized

products include:

Cisco TelePresence

Cisco Jabber
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76

TelePresence Video Express ATP Products

TelePresence Video Express ATP
TelePresence
Video
Express
This is an invitation
only
program ATP
This is an invitation only program

Jabber (Unified Presence)

TelePresence
MX300/MX200
Jabber
(Unified Presence)

TelePresence
EX90/EX60
TelePresence MX300/MX200
TelePresence
C20 Quickset
TelePresence
EX90/EX60
TelePresence
Quickset
TelePresence
C20 SX20
Quickset
TelePresence
MCU
5300/4500/4200
TelePresence
SX20
Quickset
TelePresence
42 with C40
TelePresence
MCUProfile
5300/4500/4200
TelePresence
Profile
C65/55/52
TelePresence
Profile
42 with
C40
TelePresence
Integrator
C90/60/40
TelePresence
Profile
C65/55/52
TelePresence
Edge 95
or 75 MXP
TelePresence
Integrator
C90/60/40
TelePresence
Starter
Pack
TelePresence
EdgeVCS
95 or
75 MXP
TelePresence
Expressway
with TMS
TelePresence
VCSVCS
Starter
Pack
TelePresence
Control with
TelePresence
VCSVCS
Expressway
with TMS
TMS
TelePresence VCS Control with TMS

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Benefits of Cisco TelePresence

Solutions for Small and Midsize
Business Customers

Cisco TelePresence Delivers

Integrated Collaboration Experiences

Power of In-Person

People-centric communications
accelerate business transformation

Endpoint Options
Aligned to Your Needs

Transformative business impact and

processes: More than meetings

Cisco
TelePresence
2

An in-person experience for all

Integrated Communication
and Content
Multiply the value of your
video investments

3
Unified User Experiences
Consistent user experience enabled by simple, scalable conferencing

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Cisco TelePresence

Quality
Natural, in-person
interaction
Visible gestures,
body language, facial
expressions, right eye gaze
Imperceptible latency
Audio and visual sync
Normal voice levels

Simplicity
Intuitive interface and controls
Easy to schedule
Initiate ad hoc calls
Add users on the fly
One-button meeting launch

Reliability

Collaboration

Consistent and trusted user

experience

Mirrors in-person work

environment

Interoperable and
intercompany
enabled

Content sharing

Scalable

Enables multiple use

cases beyond meetings

Recording

High Intensity Collaboration

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Business Transformation

Reduce Travel
Costs, Emissions

Optimize
Employee Time

Speed
Decision Making

Transform
Business Models

$604,000 savings on
travel in one month

50% reduction in
repair time

Two weeks to resolve

issues; down from two
months

Three times average

success rate treating
stroke patients

Increasing Business Value

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Competing With Cisco

TelePresence Solutions

Proven Results
95%

of Fortune 500
Use Cisco
Collaboration

+30k

+50M

TelePresence
EX Series
Sold

IP Phones

1.8B
1.5M

Contact Center
Agents
Worldwide

200K

Customers

WebEx
Minutes
Per Month

1.4M
Jabber
Seats

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Cisco Leads the Market

Enterprise Voice Revenue Share
40%

The Leader in Collaboration

Cisco

30%
20%
10%
0%

#1 in Enterprise Voice

#1 in Telepresence/Video
Conferencing

#1 in Web Conferencing

#1 in Unified Messaging

#1 in Audio Conferencing

#2 in Contact Center

Avaya+
Nortel

Siemens
Aastra
Alcatel-Lucent
NEC
Nortel

Sources: Synergy Research, Frost & Sullivan, Gartner, Intellicom Analytics, Cisco
Note: Enterprise Voice excludes low-end KTS category
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Comprehensive TelePresence Endpoint Portfolio

Remote

Personal

Cisco Jabber
Video

Cisco IP Video
Phone E20

Up to 720p

Up to 448p

Device Display

+ Cisco HD
camera or
supply your
own

10.6 LCD

Desktop sharing
receive only

Cisco
TelePresence
System EX60

Multipurpose

Cisco
TelePresence
System EX90

Cisco
TelePresence
System Quick
Set C20, Profile
42 with C20

SX20

Cisco
TelePresence
System Codec
C40, Profile 42
C40

Cisco MX200
Cisco MX300

Up to 1080p

21.5 LCD

24 LCD
Can be your
desk monitor
too

MultiSite

Cisco HD 42 LCD display or supply your own

42 or 55"
LCD

MultiSite

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TelePresence Message In A Box

Cisco TelePresence on Cisco.com

Cisco Telepresence on Partner Central Collaboration site

http://www.cisco.com/go/cbplus

http://www.cisco.com/go/vip

http://www.cisco.com/go/oip

Cisco Collaboration Partner Community

https://communities.cisco.com/community/partner/collaboration/

Cisco Capital

http://www.cisco.com/en/US/partner/products/ps7060/partner.html

Programs and Incentives

http://cisco.com/go/telepresence

http://www.cisco.com/go/ciscocapital

Cisco TelePresence Orderability Resources

http://www.cisco.com/en/US/partner/products/ps7060/mbw_ptr_orderability_resources.html
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Module Summary

Module Summary

The growing demand to converge voice, data, and video networks is

being driven by the need to efficiently deliver real-time multimedia
services such as video on demand to users to support their work

Video is transforming the way organizations communicate and

collaborate with colleagues as well as with customers and partners

The Cisco TelePresence and Video Content portfolio provides the most
comprehensive set of solutions to enable business process
transformation and expand collaboration capabilities

Over 200,000 individual customers use Cisco collaboration solutions,

including 95% of the fortune 500
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Review: MultiPurpose TelePresence

Which of the following are designed for Multipurpose TelePresence? (choose
two)

A) TPS 1000
B) MX 300
C) C20
D) Profile 42

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Review: MultiPurpose TelePresence

Which of the following are designed for Multipurpose TelePresence? (choose
two)

B) MX 300

D) Profile 42

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Review: Business Benefits

Which of the following are business benefits of Cisco TelePresence? (choose
two)

A) Reduce travel costs

B) Optimize employee time
C) Eliminate staff
D) Increase OpEx

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Review: Business Benefits

Which of the following are business benefits of Cisco TelePresence? (choose
two)

A) Reduce travel costs

B) Optimize employee time

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Cisco Confidential

93

Cisco WebEx
Solutions for
Partner
Engineers
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Module Objectives
Upon completion of this module, you will be able to:

Describe the Cisco WebEx solutions for small and midsize business
customers

Describe the business benefits to small and midsize business customers

of adopting Cisco WebEx solutions

Identify the appropriate WebEx solution to match customer needs

Articulate the value of Cisco WebEx solutions over the competition

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Module Outline
The learning objectives will be covered in the following sections:

Cisco WebEx Solutions for Small and Midsize Business Customers

Benefits of Cisco WebEx Solutions for Small and Midsize Business

Customers

Competing with Cisco WebEx Solutions

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Cisco WebEx Solutions for

Small and Midsize Business
Customers

Customer Challenges

Increase ROI

Provide Reliability

Boost Productivity

Lower Service &

Support Costs

Greater reliability and

productivity and lower
TCO provide ROI to
customer

Core hardware and OS

design supports
network functionality
with high uptime

Broad features set

enables diverse
workloads

Reduce total cost of

ownership, maximize
contribution of IT

Cisco solutions will address these challenges

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Cisco Collaboration Product Overview

WebEx Meetings

See, hear and share

content and
applications

Jabber Client

Unified client bringing

together all Cisco
collaboration
platforms

Small and Midsize Business

Collaboration
Cisco Select partners will be able to resell
these solutions

Business
Edition 6000

Midsize Unified
Communications,
TelePresence, and
Video

Specialized
WebEx

For Events, Training,

and Support

Enterprise

On premise Unified
Communications,
TelePresence, and
Video

Midsize / Enterprise Collaboration

Cisco Select partners will NOT be able to resell these solutions

Additional certifications, specializations and approvals are required
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Cisco Enterprise Collaboration Products

The Business Edition 6000, Specialized WebEx and Enterprise Unified
Communications products CANNOT be sold by
Cisco Select / Small and Midsized Business Specialized partners
They are mentioned here to demonstrate the breadth of the Cisco portfolio.
Partners interested in reselling these products can do so through achieving
additional certifications and specializations.
Consult the Cisco Partner program website for additional information:
http://cisco.com/go/partner

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Cisco WebEx Centers Portfolio

Cisco Select partners can only sell Cisco WebEx Meetings

Meetings

Training

Events

Support

Video Conferencing
Audio Conferencing
Best of Breed Solutions Across Different Business Processes
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Cisco WebEx Common Features

Interoperable with Cisco

UC products

Delivered securely over

the Cisco WebEx Cloud

Audio via VoIP, UC

integration, or third party
audio services

Deliver to anyone,
anywhere, anytime

Consistent, cross-platform
experience

Ad-hoc and scheduled

meetings, including
scheduling with Outlook
and Lotus Note

Windows, Mac, Linux,

Unix, Solaris

Supported on mobile
devices

Available in 13 languages

Industry-leading web
conferencing

Cloud-based solution

Integrated data, voice, and

high-definition video

Presentations include
document, application and
desktop sharing

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High-Definition Video
A natural face-to-face video experience with WebEx
720p

High-definition video: WebEx Meetings,

WebEx Meeting Center, WebEx Training
Center

360p

High-quality video: WebEx Event Center

and WebEx Support Center

Two-way

video for WebEx Meetings, Meeting

Center on iPad, iPhone and Android tablets

Integrated

TelePresence experience with

WebEx Meeting Center
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Integrated WebEx Collaboration Experiences

Collaboration Solutions
TelePresence WebEx OneTouch
One button launch, two-way data sharing, video
Mobile Devices
Highest quality conferencing experience
Schedule start and attend WebEx meetings
Audio and Cisco Network Devices
Choice of audio providers
Medianet provides a secure, responsive pathway
Integrated Desktop Solutions
Jabber escalates IM conversation to WebEx Meeting
Makes meetings convenient and fast
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104

Cisco JabberThe Power to Collaborate

All-in-one UC Application
Presence

and IM
Voice, video, voice messaging
Desktop sharing, conferencing

Collaborate from Any Workspace

PC,

Mac, tablet, smart phone

On-premises and Cloud
Integration with Microsoft Office
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Benefits of Cisco WebEx

Solutions for Small and
Midsize Business
Customers

Cisco Collaboration Applications Deliver Value

Best-in-Class
Mobile and Video

Productivity and
Flexible Working

Broad capabilities and device

support, video everywhere

Productivity gains, longterm strategic advantages

Cisco
Collaboration

Intuitive, Blended
User Experience
Ease of use, choice of tools,
better together

Enterprise-Grade IT
Secure, scalable, flexible
deployment, interoperable

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Productivity and Flexibility

Faster
Faster Decision-Making
Decision-Making

Strengthened
Strengthened Innovation
Innovation

Mobile
Mobile and
and Virtual
Virtual Work
Work Teams
Teams

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Best-in-Class Mobile Experience

Broad Capabilities and Device Support

WebEx Meetings

Jabber
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Best-in-Class Mobile Experience (Cont.)

Broad Capabilities and Device Support

Breadth of capabilities helps meet users preferences and delivers

greater business agility

Millions of WebEx and Jabber downloads helping users participate in

virtual meetings

Easy to find users, see if they are available, securely place voice and
video calls

Allows information workers to be more effective, whether at their desk or

in the field
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Best-in-Class Video Experience

Video Gets First-Class Treatment

Video in all offerings

Real-time communications

Shared content

Interoperable

Same call control

Easy as a phone call

Outstanding video experience

H.264 for interoperability

High performance (720p)

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Enterprise-Grade IT

Secure,
Scalable,
Reliable

Integrates with
Existing Investments

Support
Support

World Class Support

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Competing With Cisco

WebEx Solutions

The Power of Cisco WebEx Meetings

Participants
Participants from
from over
over 231
231 countries
countries
Over
Over 9
9 million
million registered
registered hosts
hosts worldwide
worldwide
39+
39+ Million
Million meeting
meeting attendees
attendees per
per month
month
2.2
2.2 Billion
Billion meeting
meeting minutes
minutes per
per month
month
3.8
3.8 Million
Million mobile
mobile downloads
downloads
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Market Share Leader for Global SaaS Web Conferencing

InterCall 4%
Adobe 5%
Others 10%

Citrix Online 20%

Microsoft 9%

Cisco
WebEx
52%

52%
Market Share
Cisco WebEx
Leads the Market

Source: Synergy Research 2012

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Market Opportunity

Revenue from the overall web conferencing market (including integrated audioweb conferences) reached US$1.8 billion in 2012

Revenue is expected to reach US$2.5 billion in 2015

The market is expected to grow at a compounded annual growth rate (CAGR) of

12% through 2015

Market penetration in 2011 was only 15 to 20% of the total addressable market

As users adopt the next generation of communications,

collaboration is quickly becoming the backbone of enterprise
communications.

Frost & Sullivan - Analysis of the Global Web Conferencing Market - November 2012

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WebEx Offers on Cisco GPL

WebEx Offers on Cisco GPL provide a way to position and procure Cisco
WebEx Meetings* and Meeting Center, and Cisco WebEx Messenger to be sold
in conjunction with the broader Cisco Collaboration portfolio

WebEx offers are designed for customers who are looking for the benefits of a
cloud-based collaboration tool with simple licensing and predictable flat-fee
pricing for the entire enterprise or department
These offers are standard Cisco Advanced Unified Communications SKUs sold
from the Cisco Global Price List and through global channel partners
* Not available in all regions
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New SKU Structure and Simplified Provisioning

New

Renewal

New customer to service and model

Annual new SKUs 1-, 2-, 3-, and 5year
Add-on monthly SKUs 1-59 to coterminate with another service

Repurchase service for existing

customer to extend service
Annual renewal SKUs 1-, 2-, 3-, and
5-year

Add-on Service
Additional users for existing customer
Must co-terminate with existing
service
Monthly SKUs 1-59

New SKU structure

Refinement
Require

that differentiates New, Renewal, and Add-on SKUs

renewals to use separate SKU

Configurable optional services

Options

within new structures (Storage, AIM Federation, and Audio)

Monthly

SKUs for AIM Federation

Eliminate PAK registration step in SWIFT

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New, Add-on, and Renewal SKUs

Net New Customer

Purchase Employee Count and Active User model to help ensure access to WebEx services for all employees
L-WBX-EE-EC-NEW, L-WBX-EE-AU-NEW
Purchase Named User or Ports model to have access for a limited number of users
L-WBX-MC-NU-NEW, L-WBX-MC-P-NEW

Add-On Order for More Service

Purchase Add-on SKUs when additional licenses are needed during the existing term
For example, L-WBX-MC-EC-ADDON
For instance, when a customer is 10 months into a 36-month term, select the 26-month add-on SKU for the appropriate
model and service
For example, L-WBX-MC-EC-M26

Renewal Order

Purchase Renewal SKU when the customers subscription term is coming to an end for the renewal of an existing
model and service
For example, L-WBX-EE-AU-RENEW
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WebEx on Cisco GPL Value

Customer

Partner

Capture

discount

Penetrate

Improve

customer experience and satisfaction

Cross-sell

Reduce

transaction costs

Reduce

Capture

value of product integration

Capitalize

Simplify

buyer purchasing decisions

People prefer fewer choices; when

overburdened with choices to analyze, large
numbers of potential customers abandon
purchase

new market segments

transaction costs

on customers willingness to acquire

additional service for small incremental cost

Simplify

offer portfolio

Less expensive than providing all

combinations of separate services

Increase

customer loyalty

Build

on brand strength in web conferencing to

capture larger percentage of customer IT
spending

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Business Decision Maker

Increase Productivity
Enable WebEx meetings on multiple devices and platforms;
integrate across Cisco solutions
Enhance Security
Encrypted audio and file sharing during meetings
Lower Operating Expenses
Manage telephony and services costs with your own staff
Save Employee Time and Reduce Costs
Manage meeting activity online and reduce travel
Easy to Use
Enables quick adoption and works with commonly used business
applications
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Technical Decision Maker

Increase Worker Productivity
Enable WebEx meetings (and WebEx user experience) on
multiple devices and platforms
Extend and Build on Cisco Investments
Build on your existing investments in Cisco UCS, Cisco Unified
Communications Manager, Cisco Jabber platform, etc.
Control Telephony Costs
Drastically reduce additional costs of on-net calls
Reduce Costs and Ease Administration
Easy to deploy, manage, and increase adoption

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Availability and Target Market

Available worldwide except in China and
export-controlled countries*

Opportunity:

Small Business
Commercial
Select

Target market: Small and Midsize

Business customers < 250 employees

Enterprise
Global

*Restricted countries: Cuba, Iran, North Korea, Sudan, and Syria

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WebEx Licensing Models on Cisco GPL

Small
Business
WPL
Cisco

Ports

Cisco

WebEx Meeting Center

and Meetings only
2-user minimum

WebEx Meeting Center

and Meetings ports only
2-port minimum

VOIP
VOIP Included
Included
Up
Up to
to 5
5 year
year Terms
Terms

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WebEx Quote-to Activation Process

1. Develop quote

2. Partner and Cisco account manager go through

Assessment to Quality (A2Q) process
(when required)

3. Submit order

Customer

Cisco
Partner

4. Release from Compliance Hold and Info

Doc with link to Provisioning Form sent via
eDelivery

5. Complete provisioning form

6. Provision device
Dashed-line items: Can be handled by partner or customer
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Attach WebEx to Every Cisco Sale

Lead with multiyear, full-deployment
offers with WebEx Audio
When the preceding offers are coupled
with net new customers, you will
accelerate your bookings
Systems engineers: Dont let a Cisco
Collaboration quote go out the door
without WebEx attached
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WebEx Solutions Message In A Box

Cisco WebEx Meetings on Cisco.com

Cisco WebEx on Partner Central Collaboration site

http://www.cisco.com/go/cbplus

http://www.cisco.com/go/vip

http://www.cisco.com/go/oip

Cisco Collaboration Partner Community

https://communities.cisco.com/community/partner/collaboration/

Cisco Capital

http://www.cisco.com/web/partners/sell/technology/collaboration/webex/index.html

Programs and Incentives

http://www.cisco.com/en/US/products/ps12584/index.html

http://www.cisco.com/go/ciscocapital

Cisco WebEx Competitive Landscape Overview

http://www.cisco.com/en/US/partner/products/ps12584/index.html
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Module Summary

Module Summary

The Cisco solutions appropriate for small and midsize business collaboration that can be
resold by Cisco Select partners include: WebEx Meetings and Jabber Client

WebEx Meeting provides an online meeting environment with document and desktop
sharing, video and chat capabilities

Cisco Jabber is a UC client application that streamlines communications and enhances

productivity with integrated presence, instant messaging, voice and video, voice
messaging, desktop sharing, and conferencing capabilities

WebEx Offers on Cisco Global Price List provide a way to position and procure Cisco
WebEx to be sold in conjunction with the broader Cisco Collaboration portfolio

The customer benefits of Cisco WebEx include increased productivity, enhanced security,
lower operating expenses, and an easy learning curve

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Review: WebEx Centers

Which of the following WebEx Centers can Cisco Select partners sell to
customers? (choose one)

A) WebEx Support
B) WebEx Social
C) WebEx Meeting
D) WebEx Training

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Review: WebEx Centers

Which of the following WebEx Centers can Cisco Select partners sell to
customers? (choose one)

C) WebEx Meeting

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Review: Market Share

What is the approximate WebEx market share for global SaaS Web
Conferencing? (choose one)

A) 10%
B) 25%
C) 50%
D) 75%

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Review: Market Share

What is the approximate WebEx market share for global SaaS Web
Conferencing? (choose one)

C) 50%

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Cisco Confidential

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Cisco
Collaboration
Solutions for
Partner System
Engineers
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Module Objectives
Upon completion of this module, you will be able to:

Describe technical considerations for Cisco Collaboration Solutions for

small and midsize business customers

Describe plan, build and manage considerations for Cisco Collaboration

Solutions for small and midsize business customers

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Module Outline
The learning objectives will be covered in the following sections:

Technical Considerations for Cisco Collaboration Solutions

Plan, Design, and Build Considerations for Cisco Collaboration Solutions

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Technical
Considerations for
Cisco Collaboration
Solutions

Everyone Interacts How They Want

Cisco IP Phone and Client Portfolio

Basic Voice
Communication
Cisco Unified
SIP Phone 3900
Series

Business
Communication
Cisco Unified IP
Phone 6900
Series

Advanced
Business
Communication
Cisco Unified IP
Phone 7900
Series

Advanced
Professional
Media
Cisco Unified IP
Phone 8800 &
8900 Series

Advanced
Collaborative
Media
Cisco Unified IP
Phone 9900
Series

Telepresence
Desktop, Meeting
Room, Endpoints
Cisco EX, MX,
SX & CTS Series

Cisco Desktop Collaboration Experience DX600

Cisco Jabber on Any Device

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Cisco IP Phone Portfolio

Cisco
Cisco Unified
Unified IP
IP Phone
Phone 6900
6900
Series
Series

Cisco
Cisco
Unified
Unified SIP
SIP
Phone
Phone 3905
3905

Single line
TDM
replacement
Power over
Ethernet

Cisco
Cisco Unified
Unified IP
IP Phone
Phone 7900
7900
Series
Series

6901: Single line

6911: Single line, paper insert
6921: 2 lines, graphical display
6941: 4 lines, graphical display
6961: 12 lines, graphical
display

7937G: Conference IP Phone

7925G: Wireless IP Phone
7942G: 2 Line grayscale display
7945G: 2 Line graphical color
display
7962G: 6 Line grayscale display
7965G: 6 Line graphical color
display
7975G: 8 Line touchscreen color
display

Cisco
Cisco Unified
Unified IP
IP
Phone
Phone 8900/9900
8900/9900
Series
Series

Video calls as easy as

phone calls
8941/45: Built-in video
camera
9951/71: Optional
video camera
8961: Key expansion
module

A Broad IP Phone Portfolio for All Types of Users

Entry-Level
Phone

Break Room, Office

Employee

Conference Room,
On-Campus Mobility

Manager, Executive,
Operator
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Cisco Phones for Light to Moderate Users

Light Users

For knowledge workers, lobbies, common areas, manufacturing floors, schools:

3911

6921

7906G

7911G

Moderate Users

For knowledge workers and administrative staff, less call-intensive contact center:

6941

7940G

7942G

7945G

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Cisco Phones for Active Users

Active Users

For managers and administrative staff, knowledge workers, and contact center agents
and supervisors:

6961

7960G

7962G

7965G

8941/8945

Highly Active Users

For executives, managers, administrative staff, attendant operators, and contact center
supervisors:

7975G

8961

9951/9971
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Cisco Phones for Specialty Use

Specialty Uses

Conferencing, and personal desktop video use:

7931G high density multibutton for retail, manufacturing, administrators

7936 and 7937G small to midsize conference rooms

7985 personal desktop video

8831 expanded room coverage for conferencing

Wireless Uses

Portable, small format phones and desktop phones with voice over Wi-Fi capability:

7925G/7925G-EX/7926G mobile device for retail, healthcare, manufacturing

9951/9957 desktop Wi-Fi

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Cisco 8900/9900 Series Phones Design Features

Rounded Keys
Tricolor LEDs

Enhanced
Acoustics

Adjustable Display,
USB, Audio Ports

Line/Feature & Session Keys

Personalization

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Cisco Unified IP Phone Handset Style Options

Slimline and Standard

Slimline weighs 5oz/140G and more

tapered

Standard weighs 6oz/170g with a

fuller earpiece

Both handsets weigh less than

todays 7900 Series

7.4oz/210g for the 7975

Greater Choice and User Comfort

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Cisco Unified Video Camera

Supported on IP Phone 9971 and 9951

USB connection for easy plug-n-play
Integrates directly into ergonomic design
Camera has own CPU, offloads encoding
Key Features:

High-performance H.264 standard interactive video

2.0 megapixel camera
Resolution:

Up to 24fps VGA resolution

Up to 30 fps CIF/SIF

Full screen or picture in picture mode

Pan, zoom and tilt functions via software
Video Preview and Video Mute
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Cisco Unified IP Color Key Expansion Module

Same design and ergonomics as 8900/9900

Supported on 8961, 9951 and 9971

36 programmable line/feature keys per module

18 physical keys

Page 2 key for additional 18 keys

Multiple expansion module support:

8961 supports 1 module for 41 appearances

9951 supports 2 modules for 77 appearances

9971 supports 3 modules for 114 appearances

Tri-color LEDs for call state indication

Deep-sleep option for power savings

Inline or external power cube support

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Cisco Unified IP Phone 7915 / 7916

Easy, scalable expansion

Grayscale (7915) and Color (7916) modules

Support on IP Phone 7962G, 7965G, & 7975G

24 programmable line/feature keys per module

12 physical keys

Page 2 key for additional 12 keys

Shift/page keys illuminate to highlight active page and alert for activity

Up to two modules per endpoint for 48 additional keys

Use same foot stands and power cubes as 7914

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Cisco TelePresence Endpoints

Enabling In-Person Experiences for All
Multipurpose

Personal

Solution
SX20
Quick
Set

EX60 / 90
Profile 42
C40
Cisco Jabber
Video for
TelePresence

Specialty

MX200
MX300

Extensions
Cisco Jabber

DX 600

Cisco WebEx

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Cisco Profile 42 Specifications

1920x1080 Cisco LCD

250 Watt DNAM Digital Natural Audio Module

Low weight

Stereo S/PDIF or analog RCA

PrecisionHD 1080p Camera

12X optical zoom

+15 to -25 degree tilt

+90 to -90 pan

0.3m to infinity focus with 72 degree FOV

Custom Audio-Technica AT841UG microphones

Phantom-powered, RF rejection, omni-directional

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Cisco MX200 / MX300 Specifications

Value line of Multipurpose endpoints:

MX200: 42-inch LCD screen

MX300: 55-inch LCD screen

Both support 1080p30 and 720p60

Simple to deploy, simple to operate

Takes only 15 minutes to setup

If auto-provisioning is enabled, only a password is required for

installation

One-touch sharing of WXGa/720p30 highdefinition content

Cisco TelePresence Touch user interface to make and manage calls

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Cisco EX90 Specifications

High Definition 24 PC LCD Screen

1080p30

720p60

3 way MultiSite at 720p30

Multiple Inputs and Outputs

Main Camera plus 2 HD Inputs

Second HD Monitor Output via HMDI Out

Built-in speaker and microphone

Supports External Microphone

Included wideband handset or headset input for privacy

Cisco TelePresence Touch user interface to make and manage calls

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Feature Comparison Cisco EX Series

EX90

EX60

Screen size / resolution

24 /1920x1200

21.5 /1920x1080

Video quality

1080p30 / 720p60

1080p30 / 720p60

Content sharing

1080p30 / WUXGA

720p15/ WXGA

Camera

1080p30,
45 - 65 view (zoom)
Doc cam

1080p30,
50 view
Doc cam

MultiSite

4-way HD embedded MultiSite (option)

(Multiway in future release)

DVI / HDMI in

1 (PC) / 1 (2nd source)

HDMI out

Dual Display (option)

Audio

2 front speakers and subwoofer

Input device

1 (PC) / 0

2 front speakers
Cisco TelePresence touch screen
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Cisco DX600 Specifications

7 LCD Screen | High resolution 1024 X 600
High Definition Video | 1080p @ 30 fps
Mirror and Dual Independent Display
1920 X 1200 resolution
Full duplex and wideband audio
USB/Bluetooth Support
Leverage external monitor, keyboard, and mouse
Wired and Wi-Fi Connectivity
Android Operating System
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Cisco DX600 Collaborative Experience

Unified Inbox

Presence

See emails
with presence
Recent contacts
with presence
status

Access
calendar to
events and
join meetings

Join
Join

Visual voice
mail
Received calls

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Cisco DX600 and Cisco WebEx

Industry-leading web
conferencing and
meetings

Single touch
integration of WebEx
conferencing and
calendar

In-session chat to
facilitate interactions

View document,
application, and
desktop sharing in
real-time

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Cisco TelePresence C40 Specifications

Transforms

a flat panel display into a 1080p HD meeting space

Bundle

Includes a Codec C40, PrecisionHD 1080p Camera, and

a remote control

Best

value offering in the market more power, better

performance

H.323/SIP up to 6 Mbps point-to-point

Connect up to three HD sources and two microphones directly into

the interface

Full-duplex audio with high-quality stereo sound

Compact

and flexible for your individual video needs

Ideal

for small, medium to large meeting spaces and for

organizations of all sizes
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Cisco SX20 Quick Set Specifications

Transforms any flat panel display into a TelePresence system

Bundle includes:

SX20 codec

TelePresence Precision HD Camera

TelePresence Table Microphone 20

Remote control

Video support:

Up to 1080p60 resolution

Content sharing up to 1080p15

Dual display options available

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Cisco Precision HD Camera Specifications

Three 1080p versions:

2.5x zoom 83 field of view

4x zoom 70 field of view

12x zoom 72 field of view

Dual HDMI output (HD-SDI on 12x model)

Motorized pan and tilt control

Automatic or manual focus/brightness/white balance

Far end camera control

Focus distance 0.3m Infinity

Upside-down mounting with automatic flipping of picture

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Cisco Jabber Video for TelePresence Specifications

Mobile HD video calling soft client for use on PC or MAC computer

Use laptop built-in camera or external Cisco Precision HD camera

Intuitive user interface, easy access to phone books and presence

Provides application and presentation sharing via SIP and H.323

Supports 1080p HD resolution at 30 frames per second

Intelligent bandwidth distribution and dynamic bandwidth adaptation to optimize

network load

ClearPath packet loss protection for non-optimal network conditions

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Plan, Design, and

Build Considerations
for Cisco
Collaboration
Solutions

Plan, Design, Build for Partner Engineers

There are three major

responsibilities of the partner
engineer during the customer
engagement:

Plan the feature requirements and

assess product choice against
features

Design a solution based on

understanding of required functions
and best practices

Build a solution by deploying,

configuring and managing it

Plan
Design
Build

Feature
Requirements
Product Assessment
Determine
Function
Design
Deploy
Configure
Manage

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Planning

In the case of Cisco Collaboration

solutions, one of our key planning
steps is to properly understand and
specify customer endpoint selection

Plan

Feature
Requirements
Product
Assessment

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Phone Survey Questions

How many employees are at your company?

Does each employee require a phone?

Do you have public spaces that require phones?

What type of public spaces do you have?

How many phones are required in each public space?

Using the following categories, and the phone counts collected

previously, how many phones of each type do you require: highly active,
active, moderate, light, specialty, wireless?

What phone features do you require?

What phone models interest you the most?

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Cisco Collaboration Expert

Interactive tool to lead powerful conversations with

prospective Cisco Collaboration customers

Select and present the exact Collaboration video

demonstration desired, including the following:

Cisco Business Editions

Cisco IP Endpoints

Cisco Jabber

Cisco WebEx Meetings

For Android:
For iPAD:
http://itunes.apple.com/us/app/cisco-collab
oration-expert/id553555637?ls=1&mt=8
)

https://play.google.com/store/apps/details?
id=com.cisco.midmarket&feature=search_resul
t#?
t=W251bGwsMSwyLDEsImNvbS5jaXNjby5ta
WRtYXJrZXQiXQ
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Designing

Correct design requires understanding

collaboration capabilities and network
considerations:

Network Requirements

As well as design best practices:

Conference Room Setup

Design

Determine
Function
Design

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Network Requirements

Cisco Select partners may be responsible for the network infrastructure

in a Cisco Unified Communications deployment

Cisco Select partners need to understand the technical requirements of

the Cisco UC infrastructure in order to support optimal performance

Technical considerations include

Single Site and/or Remote Site Deployments

IP Addressing Considerations

DCHP Considerations

VLAN Considerations

QoS Consideration
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Single Site Deployment

Cisco Unified
Communications

Internet

PSTN
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Central Site With Remote Locations

PSTN

Cisco Unified
Communications

Internet
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Considerations - Network

Unique IP subnets for central site and each remote site

Separate VLAN for voice at central site

QoS for voice:

Research and set appropriate bandwidth between sites

Set quality for calls between sites and within site

Set appropriate layer 2 and layer 3 parameters on switches and routers

Determine how DHCP will be provided

Determine VPN configuration for remote sites and teleworkers

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Network Settings IP Addressing

Every device must have a unique IP address

A device is either on the same network as another device on or a
different network:

If on the same network, they share the same subnet and can communicate
without going through a router

If on different networks they must go through a router or default gateway in

order to communicate

Unified Communications call control and IP phones at same location

should be on the same network:

This network should be unique among all other networks at the same location

A unique VLAN should be associated with this network

QoS should be implemented for the voice traffic

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Network Settings DHCP

Dynamic Host Configuration Protocol (DHCP) Recommendations

DHCP is used to automatically grant IP address to devices including PCs and

phones

Range of addresses that can be dynamically assigned to devices on a

common network is called a scope

Cisco Unified Communications call control server and associated

applications will have their IP addresses assigned statically

These addresses must either not be in the scope or they must be reserved

The IP Phones may have their addresses assigned via DHCP

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Network Settings DHCP Scope

DHCP scopes will be configured either on the Cisco router or an existing

DHCP server at the customer site

In addition to granting an IP address and subnet mask, the DHCP scope

for IP Phones should have options configured:

Default gateway
This

should be the IP address of a router that allows the phones to communicate with
other networks

Option 150
Should

point to the primary IP address of the Unified Communications call control

server
Facilitates
Option

the transfer of boot, configuration and firmware files that the phones require

150 tells the phones where to get these files

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Conference Room Setup

Proper positioning of Microphones

Proper positioning of Speakers

Proper positioning of Lighting

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Microphones
Omni-directional Microphones

Pick up area

Uni-directional Microphones
Pick up area

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Positioning Microphones Plan View A

System
CB
Omni-directional
Uni-directional
Microphone
Microphone
Position
AC
A
B
Uni-directional
Microphone
Position
Uni-directional
Microphone
Position
Position

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System

Positioning Microphones Plan View B

Omni-directional
Microphone
Position
BAB C A
Uni-directional
Microphone
Position
Position
Uni-directional
Microphone
Position
Omni-directional
Microphone
Position
C
Uni-directional
Microphone

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Positioning Speakers

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Guidance for Best Audio Quality

Place microphones correctly based on type

Never cover microphones

Never whisper anything that you do not want the far end to hear

Always close the door to avoid noise from outside the room

Close curtains over windows

Use the microphone mute when needed

Always remember that audio may transmit before and after video at the
beginning and end of calls make sure a call is fully disconnected
before saying anything you dont want heard
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Picture Quality

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Lighting
Example 1

Lighting
Lightingisistoo
toobright
brightfrom
from
the
window
and
facial
the window and facial
features
featuresare
arelost.
lost.
Close
the
blinds!
Close the blinds!

Example 2

Sunlight
Sunlightthrough
through
partially
open
partially openblinds
blinds
cause
stripes
cause stripeson
on
the
face
the face

Example 3

Lighting
Lightingisisall
allfrom
from
above,
causing
above, causing
shadows
shadowson
onthe
theface
face

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Optimizing Light Conditions

Key Lighting
Soft Lighting

Back Lighting
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Optimizing Light Conditions

Key light

+ Soft light

+ Back light

Yes!

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Guidance for Best Video Quality

Close the curtains

Make sure the main lights are turned on

Avoid busy backgrounds

Preset camera positions if needed within the call

Dont cover up cameras

Keep monitor screens clean always read the manufacturers

instructions on cleaning

Close doors to avoid any distraction from outside the room

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Build

Building a solution requires

knowledge of the appropriate
configuration and
administration tools:

Cisco Prime Collaboration

Cisco Smart Business

Configurator for Collaboration

Build

Deploy
Configure
Manage

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Simple Administration and Management

User self-care portal to allow preference

settings

Single interface for provisioning of users

and their voice service

Batch provisioning

Reverse synch with native interface

Additional applications supported in future

releases, including video

Migration from Cisco Unified Provisioning

Manager (UPM) 8.6

Available from Product Upgrade Tool (PUT)

with existing Cisco ESW contract

Cisco Prime Collaboration

Automates Provisioning,
Administration, and Management
Provisioning
Simplified
deployment and
configuration

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Cisco Smart Business Configurator for Collaboration (SBCC)

Assists

administrators in installing,
configuring, and deploying Cisco
Collaboration solutions

Available

for PC and MAC

Consists

of multiple modules,
including:

Server and Site

User and Device Profiles

Phone Deployment

Download

from
http://cisco.com/go/sba
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Module Summary

Summary

When matching telephone endpoints to end users, considerations

include the level of phone activity of the end user, use locations, and
desired features

8900 and 9900 series phones are positioned as the top of the phone
portfolio and offer a number of features that distinguish them as
delivering a superior user experience

Cisco Select partners need to understand how a Cisco UC deployment

depends on their network configuration

Cisco partners should be aware of best practices for proper positioning

of microphones, speakers and lighting
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Review: Key Expansion Module

What is the purpose of a Key Expansion Module? (choose one)
A) Provides ability to control end user phones
B) Enable additional softkeys for more features
C) Provides end user monitoring and one touch dialing
D) Enables use of up to 36 simultaneous lines

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Review: Key Expansion Module

What is the purpose of a Key Expansion Module? (choose one)

C) Provides end user monitoring and one touch dialing

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Review: Network Requirements

What DHCP option is required for phones to retrieve their configuration?
(choose one)

A) Option 25
B) Option 44
C) Option 53
D) Option 150

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Review: Network Requirements

What DHCP option is required for phones to retrieve their configuration?
(choose one)

D) Option 150

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Course Summary

Summary

Customers are looking for business-impacting collaboration solutions

that address evolving trends, increase agility and improve customer
responsiveness

Cisco collaboration solutions foster productivity, innovation and growth

Cisco provides customers with a wide choice of standards-based,

interoperable endpoints and clients

Cisco TelePresence and Video Content solutions enable business

process transformation and expand collaboration capabilities

Cisco WebEx benefits include increased productivity, enhanced security,

and lower operating expenses
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