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Cisco Unified Workspace Licensing: Everything You Need To Know
Cisco Unified Workspace Licensing: Everything You Need To Know
Cisco Unified Workspace Licensing: Everything You Need To Know
Workspace Licensing:
Everything you need to
know
February 1, 2010
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
What is Cisco Unified
Workspace Licensing and
Why Sell It?
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
Why Sell Unified Workspace Licensing
Contact Center Unified Contact Center Express (25 Cisco UWL = 1 Std Agent)
Intercompany Media
Intercompany Media Engine
Engine
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 5
Cisco Unified Workspace Licensing
Entry Edition
Limited package of call control capabilities
Entry Edition list price: $245 per user
Unified Communications Software Subscription list price: $50/3-year
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 6
Cisco Unified Workspace Licensing
Standard Edition
Base call management, messaging and clients package
Standard Edition list price: $325 per user
Unified Communications Software Subscription list price: $70/3-year
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 7
Cisco Unified Workspace Licensing
Professional Edition
Superset of Standard Edition with advanced capabilities
Professional Edition list price: $500 per user
Unified Communications Software Subscription list price: $100/3-year
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10
Public Space Device Add-ons
Add public space device licenses for conference rooms, lobbies, wall phones, etc.
Public Space IP Phone Price: $150 per phone
UCSS list price: $22/3-year
ESW list price: $7 per phone/year
May not exceed 15% of total IP Phones on order
Not to be used for dedicated employee phones
Cannot use applications with these devices (e.g. no voicemail)
Analog Device List Price: $40 per device
UCSS list price: $7/3-year
ESW list price: $2 phone/yr
Does not include gateways or other hardware
Free migrations for install base of both public
space devices and analog phones
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
Selling to New Customers
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14
Process for New Customers
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15
Business Edition Cost Comparison
Traditional Unified Communications Manager Business Edition
(CMBE) user vs. Unified Workspace Licensing Business Edition
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential Prices indicated here are list prices. Actual prices may vary. 17
Standard Edition Cost Comparison
Unified Workspace Licensing Standard Edition represents a
$60/user “uplift” over 2 popular applications, e.g. a phone and
voicemail seat*
The functionality included for the $40 “uplift” has $380 of value
“Phone and Unified Messaging” Scenario Value of the Unified WL Professional “Uplift”
Added Functionality License Price
Functionality License Price
Video Conferencing $30
A La Carte Price $285 Mobile Smart Phone Client w/ Dual Mode $200
Presence $60
Unified Workspace Licensing $500
Session Management $10
Professional Price
Mobility (with Sim Ring services) $85
Unified Workspace Licensing $215
“Uplift” Video Advantage $100
Soft Client (client plus adjunct license) $135
A La Carte Price $908
Unified Workspace Licensing Professional “Uplift” $215
Prices indicated here are list prices. Actual prices may vary.
Savings $408
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19
How to Sell Cisco Unified
Workspace Licensing:
Migration Scenarios
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
Selling to Existing Customers
Prime Candidates:
Customers who have plans to roll out
significant numbers of soft clients
Customers who have plans to roll out
significant numbers of Mobility seats
Customers who have an upcoming large
teleworker deployment
Customers who are looking to deploy
MeetingPlace
Customers without UCSS contracts looking to
get the latest versions
Customers looking to expand their existing
deployments
Customers who want increased flexibility
UCSS = Cisco Unified Communications
C97-418641-00 Software
© 2007 Cisco Systems, Subscription
Inc. All rights reserved. Cisco Confidential 21
Migrating Existing Users
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22
Cisco Unified Workspace
Licensing Services
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23
Cisco Unified Communication Software
Subscription
Order 4
contracts co-terminated
Order 5
Greatly simplifies contract
Original Purchase Date End of Year 3
management
At end of 3 year term, 1 year
Order 1
UCSS renewals allowed
Easily manage all your users
Order 2
Order 3
Order 4
in a single, fixed-term licensing
Order 5
Essential
Sample SKU
Operate Service
Cisco Shared
SESW CON-SESW-CUWLSTD1
Support
Collaborative
CBSW CON-CBSW-CUWLSTD1
Services
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27
Essential Operate Service Tiered Pricing
Tiers of ESW pricing for different sized deployments
As deployment size increases, price decreases
Unified Workspace Licensing very competitive in both small and large deals
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29
Key Points
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30
Choose CUWL-LIC as Product Number
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 31
Choose the Number and Type of Users
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32
Choose the Appropriate UCSS
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Unified Communications Software Subscription 33
Choose the Conferencing Options (PRO)
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34
Choose the Clients
All quantities above are the number of users for any particular
client
The number of CUVA cannot exceed the total combined number
of Standard and Professional users
The combination of IPC, UPC and MOC integrations cannot
exceed the total combined number of Standard and Professional
users
The number of CUMC clients cannot exceed the number of
Professional users
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35
Choose the UC Manager Version and Qty
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36
Choose the Messaging Version and Qty
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38
Choose the Presence Version and Qty
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39
The Checkout Screen
Clicking “Check Configuration” on the previous screen brings you here
Select a number of years for the Essential Software Service and click “Update”
All items in black represent your selections and the quantity you entered
All items in blue represent auto-generated options
All items ending in –PK or –PAK represent the actual sheets of paper imprinted with an activation code
All items ending in –RTU are pieces of paper that contain the right to use language and a download
location if applicable
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 40
Delivery and Activation
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 41
Unified Workspace Licensing Delivery
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential UCSS = Cisco Unified Communications Software Subscription 42
License Activation
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 43
What is Partial Activation?
Method of Activating Only Some of the License
Say you order 4 Unity 96-port servers and 7200 users
All that information is delivered in ONE PAK
You want:
Server A to contain 1000 mailboxes
Server B to contain 3000 mailboxes
Server C to contain 1000 mailboxes
Server D to contain 2200 mailboxes
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 44
Process for Migrating Users
When migrating customers from Unified CM and/or Unity, you will no longer get new licenses for
servers/nodes
You will still receive DLUs for Unified CM to allow for deployment of Unified Workspace Licensing
capabilities
Continue using existing licenses that customer has already purchased
If an upgrade is desired, activate UCSS and acquire upgrade via product upgrade tool
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 45
License Enforcement
Unified Workspace Licensing leverages the existing license enforcement mechanisms in
each of the products
In the future, products will become “Unified Workspace Licensing aware.” At that point,
additional enforcement will happen. If you fail to comply with the rules today, the
customer may be impacted in the future.
Cisco Unified Workspace Licensing Standard Edition provides:
DLUs for Cisco Unified Communications Manager 5.x/6.x (Phone, Presence, Mobility, Soft
Client)
Cisco Unity/Unity Connection mailboxes
Cisco Unified Workspace Licensing
Professional Edition provides:
DLUs for Cisco Unified Communications
Manager (Phones, Presence, Mobility,
Soft Clients)
Cisco Unity/Unity Connection mailboxes
Cisco Unified Mobility Advantage license
Cisco Unified MeetingPlace/MeetingPlace
Express web (25:1 ratio
user:port ratio)
Cisco Unified Contact Center Express
Standard Agents (25:1 user:agent ratio)
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 46
A note on DLUs
Unified Workspace Licensing is a user-based license; not a DLU-based one
You never need to count DLUs again with Unified Workspace Licensing
While Unified Workspace Licensing Standard Edition ships with 11 DLUs and
Unified Workspace Licensing Professional Edition with 17 DLUs, this is
unimportant
If you have extra DLUs, you may not re-use them for other phones or users
If you need more DLUs simply email cuwl-support@external.cisco.com and
provide a justification and they will be provided
If you are still positioning DLU
counting with your customer,
you have missed an important value
with Unified Workspace Licensing
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 47
Overcoming Obstacles
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 49
Ordering Subscription and Service for
Cisco Unified Workspace Licensing
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 52
Requesting Termination and Credits
Cisco Service Sales (SAM/SSR) must provide Proof of
Purchase and request line Termination and Credit using
standard credit request forms
1) Obtain and complete standard credit request form http://
wwwin.cisco.com/csso/tnt/service_order.shtml
2) Send request to service-credits-us@cisco.com
a) Email subject line = “Termination Request”
b) Specify theatre in email body
c) Provide Proof of Purchase: SO#, PO#, and/or Theatre Sales and Finance
Approvals
d) Attached completed standard credit request form
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 53
Risks
Customer buys Cisco Unified Workspace Licensing from a
different partner than the original UCSS and/or service contract
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 55
C97-418641-00 © 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 56