Cisco SaaS Partner Seminar Date: September 28th, 2016 Intended Audience: Cisco Partners and Distributors

We will start at 8:05AM Pacific

Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

5

Next Steps

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Software Operations Transformation 1. Pre-sales Simplicity Thousands of SKUs simplified down to a few top-level offers Dynamic configuration tool to easily choose/configure options

2. Billing Flexibility and Transparency

Source Research

Needs

Purchase Ability to choose between pre-pay and monthly billing options

Customer and Partner Experience

Receive

Use

3. Ongoing Ease of Doing Business One tool for quoting, configuring, provisioning, ordering, and managing subscriptions Retirement of legacy platforms

Repurchase Pay Maintain

Usage and overage information clearly called out

What is SaaS?

Software-as-a-Service defined

A Software application delivered and managed as a service by Cisco (cloud provider) or a partner (cloud enabler).

Instead of acquiring the software as a license to run its own systems, the customer accesses the application/service through the internet (cloud).

Features and Benefits: Traditional v. SaaS SaaS Model

Traditional Model

    

Software paid up front Capital expense (less flexible) Longer/costly integration and implementation expense & risk Annual maintenance/support costs Upgrade deployment costs

    

Immediate ROI. “Pay as you grow” Operating expense (more flexible) Minimal integration and implementation cost and risk No annual maintenance/support costs No upgrade deployment costs

Why Use SaaS Subscription Billing Platform (SBP) Market Moving to Cloud

OpEx Model

New Platform

SaaS Capabilities

Subscription economy

Shift from Capex to OpEx

Simpler and faster transactions

Auto renewal flexible consumption

What It Delivers

WX CMR & Endpoints

•

SaaS, Hardware and Service on one deal

•

Deals qualify for partner programs

•

Easy add-ons and modifications

•

Flexible billing options

•

Guided configuration

•

Auto renewal

True Monthly SaaS billing

CCW Simple UI & Support Resources

Renewals & Upsells

Cisco’s Roadmap is to Move More Software Business to Annuity

Moving to SaaS – Procurement Changes SaaS Model

Traditional Model

Feature

Impact

Benefit

Number of SKUs drastically reduced

Fewer SKUs for you to know, track and manage.

- Simpler, easier, and more intuitive configuration and order methodology. - More flexible terms and pricing. - Dynamically change usage and service attributes as needed.

Provisioning in CCW instead of manual process

Instead of provisioning after the order is placed, creating delays, provisioning details are gathered at the time of order.

- Automatic and faster provisioning of order, 72 hours after order is fulfilled.

Quoting, configuring, ordering, invoicing and renewals via CCW

One seamless and integrated process instead of multiple, separate tools and methods.

- Reduced quoting, configuration, order, invoicing and renewal transaction errors. - Faster lookup and response to order history, invoicing and renewals inquiries.

Flexible billing options (recurring, autorenewal, usage-based)

Avoid the need for leases (application, credit assessment, approval cycle) to provide flexible payment options.

- Greater flexibility for billing/invoicing on customer’s terms. - Set and forget auto-renewals

Procurement Methodology – What’s Changing? Quoting

Ordering

Subscription Management

Invoicing

Transactions

Provisioning

Management/Renewals

Invoicing

Dynamic offer configurations – supports all SaaS offers and drastically reduces number of SKUs

Auto-provisioning is enabled for multiple products (including WebEx and Spark today)

Manage subscriptions directly in CCW – including processing change subscriptions easily and viewing usage data

Billing & Metering – periodic payment options (monthly, prepaid)

Dynamic pricing – configure based on attributes (quantity, terms, pre-pay and auto renewal options)

Quicker turnaround on site availability

Easy quote-to-order conversion

Each offer has pre-defined provisioning rules to help guide you through your configuration

Flexible options allowing for no-touch auto renewals or initial term only (no renewal) based on what fits your needs Subscription ID’s now provide transparency through the history of an order

Usage and overages will also be included

Key Capabilities to be Aware of Past Capability Updates • • •

New process to get order support Simplified Upsell and Downsell processes 12 + offers planned for late 2016 – early 2017

Future Capability Updates • • •

New training designed to streamline and simplify learning process. Easier than ever to navigate our annotated, step-by-step guides for mastering SaaS/CCW. Faster responses to your support inquiries via new ticketing/help desk solution.

Note: CCW and the Annuity platform are constantly improving to provide partners a more simplified end-to-end experience

SaaS Support

Where do I go for Help?    



Go to SaaS Subscriptions Community Page www.cisco.com/go/saassubscriptions For Subscription Based Billing system or Spark questions. please contact [email protected] For customer contract migration questions, please contact [email protected] For assistance creating a Non-Flooring BID, please contact [email protected]

For Quoting and Ordering support, please open a case (see below) 1. Go to “My Cisco Workspace” 2. Click ”Open a Case” Tab 3. Under Additional Support, click “View All” 4. Click “Software Offer Support” 5. In the drop down menu, select “Anything as a Service-XaaS”

Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

5

Next Steps

Cisco Software as a Service Partner Q&A Seminar Objectives

Partner Q&A Seminar - Ground Rules



Accelerate our response time to your questions and capability requests



Enter questions into the Partner Q&A window



Receive your feedback about the SaaS Annuity Platform firsthand



Questions will be addressed in the order received



Highlight new system functionality



Participants will be taken off mute when their question is addressed

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Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

4

Next Steps

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Pre-submitted Questions

Question 1:

Answer 1:

How do we do change subscriptions for upsell and downsell scenarios? Are the steps different from offer to offer?

The steps are the same for each offer. A detailed description of this process is outlined in the End to End ordering training that is posted on the SaaS community page. For downsells and non-standard pricing, an Account Manager must approve the change.

Pre-submitted Questions

Question 2:

Answer 2:

Is it possible to do a “asynchronous” training? Not live – can be accessed at any time

Yes, please refer our to our End to End trainings posted on the SaaS Community page. We leverage a tool called BrainShark to provide on-demand training for our partners.

Pre-submitted Questions

Question 3:

Answer 3:

How do we address discrepancies in pricing between GRA and SaaS?

1. we will need to go through the DSA process to have SBP rates align to GRA rates. 2. GRA / GPL will eventually go away and we are looking at starting with not allowing new business to be booked on those two platforms

Pre-submitted Questions

Question 4:

Answer 4:

Several of our initial orders were not quoted as monthly billings. How can we correct them after Cisco has already invoiced us annually?

Every offer in CCW will have a default setting. Most offers will allow you to change it You can follow the standard procedure to do a change modify and update your billing frequency at anytime during the life of the subscription. Cisco will process any necessary credits based on your changes.

Pre-submitted Questions

Question 5:

Answer 5:

Can we change our site URLs or other provisioning fields when migrating to SBP?

Follow the migration process and fill out the migration request form. Partner will enter existing customer’s site URL and the system will do a validation and advise if these sites exist. You will need to check the override box to continue.

After the migration, we can raise a ticket in CCW or work with your PSM to change URLs and other provisioning fields.

Pre-submitted Questions

Question 6:

Answer 6:

Best practices to ensure orders are accepted right when they are submitted.

1. Make sure that the right people have access to the Bill-To-ID needed to place the order. 2. Gather all pertinent information for provisioning and make sure it’s accurate 3. Referring to the ordering guide to ensure you have the latest information on configuration 4. Use a single email instead of an alias for notifications

Pre-submitted Questions

Question 7:

Answer 7:

Can you discuss global availability of SaaS?

SaaS is available globally with the exception of certain entities In terms of offer specific availability, here are the links for Spark and WebEx: Spark: https://support.ciscospark.com/customer/portal/articl es/1940194-where-is-cisco-spark-available

Pre-submitted Questions

Question 8:

Answer 8:

How does the migration of customer owned licenses to the SAAS model work? ?

The process starts with a pre-migration checklist. This first set of steps includes: visiting the SaaS Community page, accepting Enrollment (PPE), looking at all the available offers on annuity and submit a migration request via the Migration Request Tool. Once submitted, the Cisco migration team will investigate the request and determine eligibility. If considered eligible, the partner whom has been approved will begin the process of creating an order. Once the order books and completes provisioning, the URL and site information will be added to the Annuity subscription and cancelled from the previous contract.

Pre-Migration Check List • Visit Saas Community Page: https://communities.cisco.com/community/partner/collaboration/demandgen/s aas-subscriptions • Ensure Partner has accepted Enrollment (PPE) and is able to sell on Annuity • Review available CCW offers in the Collaboration Ordering Guides: http://www.cisco.com/web/partners/sell/technology/ipc/uc_tech_readiness.ht ml • A-WX Ordering Guide: http://www.cisco.com/c/en/us/solutions/collateral/collaboration/cloudcollaboration/guide-c07-732510.pdf • A-SPK Ordering Guide: http://www.cisco.com/c/en/us/solutions/collateral/collaboration/cloudcollaboration/guide-c07-736636.html • Determine which CCW offer meets the customer’s requirements • Submit a migration request through the Migration Request tool http://try.webex.com/mk/get/ciscowebexmigration • The Cisco Migration Governance Team (MGT) will review the migration request and provide guidance throughout the process

WebEx Migration Step by Step Process 1. Review and complete pre-migration checklist (previous slide) 2. Submit migration request to determine eligibility through the Migration Request Tool http://try.webex.com/mk/get/ciscowebexmigration 3. Upon approval, Partner will create quote in CCW

4. Partner will convert quote into an order and enter provisioning information ‒ SaaS Provisioning Job Aide: https://communities.cisco.com/docs/DOC-58012 5. Partner will enter existing customer’s site URL and IM domain. 6. Partner enters requested start date. Requested start date should align with existing contract expiration date 7. Once order books and completes provisioning, site URL and IM domain will be added to Annuity subscription and cancelled from previous contract

Resource and References •

Migration Request Tool: http://try.webex.com/mk/get/ciscowebexmigration

•

Migration Governance Team Alias: [email protected]

•

SaaS Provisioning Job Aide: https://communities.cisco.com/docs/DOC-58012

•

Partner Communities page: https://communities.cisco.com/community/partner/collaboration/demandgen/saassubscriptions

•

End to End Ordering Training: - Tier 1 – https://app.brainshark.com/ciscosales/vu?pi=zHLz19NAX4zOUatz0 - Tier 2 – https://app.brainshark.com/ciscosales/vu?pi=zHxzuk2VCzOUatz0 - Disti – https://app.brainshark.com/ciscosales/vu?pi=zHgzBo2tCzOUatz0

Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

5

Next Steps

Subscription Management in CCW

Manage Subscriptions Subscriptions Tab 1

Hover over the Services & Subscriptions tab and click on Cloud/SaaS Subscriptions.

1

Manage Subscriptions Search Subscriptions 1

View the number of Days to Renewal as well as your Auto Renewal term directly on the Cloud/SaaS Subscriptions summary page.

2

Click the Subscription to edit/modify and view detailed subscription information.

3

To search for a specific subscriptions, select a search criteria and search term, or click the Advanced Search option. 3 3 1

2

Note: Subscription ID’s will now stay the same throughout the lifespan of your order. Will not change during upsell / down sell

Manage Subscriptions Subscription Details 1

View Details for your subscription at the top of the screen, as well as by Major and Minor line level below.

2

The subscription ID will stay consistent throughout the purchase process

1

Change Subscriptions View Subscription Invoice 1

Click Invoices.

2

Click the Invoice number to view your invoice.

3

Click the Information icon to view your Subscription Amount reflects.

4

Click the Dispute icon to raise a dispute on the invoice. 1 3 4

2

Change Subscriptions View Usage Details 1

Click Usage.

2

Click any of the items in the Summary section to update the graph.

3

Select the Billing Cycle and usage type you would like to View Details By.

4

Usage Details will be populated based on your selection. Click Download Excel to export. 1 2

3

4

Change Subscriptions

View Payment and Contact Details 1

Click Payments and Contacts.

2

Edit Contacts and Contact Information in the Contacts and Addresses section.

1

2

Manage Subscriptions Edit/Modify Subscription 1

Click Modify/Renew to begin the Change Subscription process. Note: It is possible to change your provisioning information in the Modify/Renew section

1

Manage Subscriptions Upsell 1

After clicking Click to Modify from the list of subscriptions, the selected subscription displays in the Items tab.

2

Click Edit Options.

Note: A Subscription ID has been assigned to this order. Now during the lifetime of this subscription, you will be able to use this unique Identifier to track its’ past upsell / down sell transactions

1

2

Manage Subscriptions Upsell (cont.) 3

To make changes to Terms and Payments, check the box next to Change the terms of my subscription.

4

Under Configuration Summary, click the category to make changes to.

3

4

Manage Subscriptions Upsell (cont.) 5

To change quantity in an upsell, enter a new, higher quantity (in this example, quantity is updated from 1000 to 1500). Click anywhere on the screen to update the quantity.

5

Manage Subscriptions Upsell (cont.) 6

A message displays to inform you when the subscription changes will take effect.

7

Follow the steps as outlined in the CCW Quoting section to make any other changes to the subscription.

8

Click Done.

9

In the Done Messages dialog box displayed, click Done.

6

8

9

Manage Subscriptions Upsell (cont.)

You can click Change Options to verify changes. 10

Click Save and Continue and complete the quote. 10

Manage Subscriptions Downsell

1

Click Modify/Renew Note: You will need to work with your AM to complete your down sell. Please follow the steps to complete your request

1

Manage Subscriptions Downsell

1

When you click on Change/Modify, you will be sent to your subscription page.

2

Click on the review tab to proceed

1

1 2

Manage Subscriptions Downsell

We have now entered the review and submit section. 1

Scroll to the bottom of the review /submit page, and search for the Account Manager section.

Manage Subscriptions Downsell

1

To continue, select the Cisco Account Manager you would like your quote to be sent to

2

Once completed, select the reason for sending the change.

Note: Select other and specify the reason if not provided in the dropdown

1

2

2 1

Demo – Time Permitting A. Building a Quote/Estimate in CCW

B. Provisioning an order in CCW

C. How to identify if a BID is Flooring/Non-Flooring

Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

5

Next Steps

Open Q/A Forum

Agenda Cisco SaaS Partner Q&A Seminar Overview

1

 

Overview Objectives / Ground Rules

2

Pre-submitted Questions / FAQs

3

CCW Demo

4

Partner Q&A Forum

5

Next Steps

Next Steps

Feedback Survey

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Next Partner Forum October 19th

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SaaS Support

Where do I go for Help?    

Go to SaaS Subscriptions Community Page www.cisco.com/go/saassubscriptions For Subscription Based Billing system or Spark questions. please contact [email protected] For customer contract migration questions, please contact [email protected] For assistance creating a Non-Flooring BID, please contact [email protected]



For Quoting and Ordering support, please open a case (see below) 1. Go to “My Cisco Workspace” 2. Click ”Open a Case” Tab 3. Under Additional Support, click “View All” 4. Click “Software Offer Support” 5. In the drop down menu, select “Anything as a Service-XaaS” © 2016 Cisco and/or its affiliates. All rights reserved.

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SaaS Support

WebEx and Annuity Support



For questions regarding Annuity Support, please out to the following emails below: •



Annuity Support Questions : [email protected]

In case you need to reach out to the Software Ops Helpdesk for any non-standard / new offer incubation type of support, they are available at: •

[email protected]

•

[email protected]

•

[email protected]

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Thank you.

Provisioning in CCW

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CCW Order Select Items 1 2

Select the items you would like to order. Click Save and Continue. Note: You are now able to purchase multiple product types including hardware, technical services, SaaS, On Premise, and more, all in a single Hybrid order.

1

2

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CCW Order Edit Start Date 1 2

Your item is now added to your Order. Click Edit to change the Requested Start Date if necessary. Click View/Edit to add Provision Details.

1

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2

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CCW Order

Provisioning – Next-Gen Services 1 2 3

Click Next-Gen Services. Enter End Customer Admin Email. Select Org Manager from dropdown list, and add Partner and Reseller Admin Emails as required. If the Partner or the Reseller needs access to the Customer’s Administration portal, it is essential that the Partner and/or Reseller Admin emails are provided. These persons will be provisioned with access to the Cisco Spark administration portal of the customer. The Partner and/or Reseller Admin will receive an email with credentials to log into the administration portal once the Cisco Spark service has been provisioned.

3 1

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CCW Order

Provisioning – IM Org Information 1 2

Click IM Org Information. Add IM Org Information (Org Admin eMail, First Name, Last Name, Phone) as required. Enter the details of the person who is going to manage the WebEx Messenger (Jabber) service. This will typically be an IT Administrator in a company. This person will get an email when the service is provisioned with credentials to log into the administration portal for the service. The Organization Name (e.g. Acme Inc, Global Corp) is a mandatory field even if you are not ordering the WebEx Messenger service.

1

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CCW Order

Provisioning – Additional Site Information 1

2

Click Additional Site Information. Add Primary Site URL. This will be URL where the customers WebEx conferencing service will be provisioned (e.g. acme.webex.com).

3

Add Branding Reference URL. If the customer requires that their WebEx site be branded with their company logo, etc. enter the customer’s website address (e.g. www.acme.com). 3 2

1

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CCW Order

Provisioning – Additional Site Information (cont.) 1 2

Once finished submitting all requested Provisioning information, click Save & Continue. Click Continue to CCW to return to the Items tab.

2

1

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CCW Order

Provisioning Complete 1

2

Provisioning is Complete. Click Save and Continue.

1

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Walkthrough of an Invoice

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Delivery Schedule and Invoice Notifications Notifications: 

SFTP folder notifications, of invoices posted, will be sent to billed partner



These notifications will confirm delivery, provide the number of invoices delivered, and provide the total dollar amount of the invoices delivered



Billing folder partner contacts will receive an e-mail notification (Summary File)



The notifications will be send near your bill date

Delivery Schedule: 

All bills will generate near the bill date, and will be pushed to folder.



This delivery will include all .pdf, .csv, and .xml invoices available

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Invoicing

Setting up an SFTP Folder

1

To begin SFTP Folder Setup – email [email protected]. Include: Name, Company Email, Phone Number, and Company Name.

2

Download a file protocol tool – For Example – FileZilla and WinSCP. The link to WinSCP is here.

3

Confirm that you have received an email from Cisco, it will have a username and password used to complete the SFTP folder setup Important: You will only receive 1 username and password for your company. Note: In this example, we will be using the WinSCP file protocol tool.

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Invoicing

Mock Invoice – Key Fields 1

View the invoice number (PDF formats are slightly modified for SaaS orders).

2

View Web Order ID

3

Summary by service, services start and end date.

1

2

Note: The Subscription ID acts as a single identifier to trace a subscription starting from its initial purchase to all future configurations 3

Note 2: Subscription ID can be in the form of SubC####, SubRef### or Sub####. All are valid.

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Invoicing

Sample PDF Overage Invoice 1

View the overage information, shown here in the Ports Meeting Center Attendee Overage section. Important Overage Facts:

- Usage data grouped based on the site

1

- Rate is displayed up to 4 decimal places

- Amount is displayed up to 2 decimal places

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Invoicing

Sample .csv Invoice This is the format in which you will see your invoices. Note: Your invoice format is different from end customer invoice format.

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Invoicing

Sample .csv Invoice (Overage View)

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