Collaboration

Meeting Room
(CMR)
Paul Todd
WebEx APJ Sales Manager
patodd@cisco.com

Agenda

What is CMR?
CMR and Cisco

Collaboration
Quoting and Ordering

What is CMR?

WebEx History
2009 - WebEx and Cisco
IT develop WebEx CCA
for internal deployment

WebEx
1996 WebEx founded as
ActiveTouch

2014 CMR Launched

2003 - WebEx Releases

TSP APIP

1999 - WebEx Offers

Audio

2007 - Cisco Acquires

WebEx

2012 WebEx CCA

Launches GA

2014 Announce CCA-SP

We are in the bridging
business

JOIN Meeting
Meeting link:

https://cisco.webex.com/cisco/j.php?J=204614009&PW=NZDI1YTlkNTY1

Lets Meet

Lets Meet

How many people

in my meeting?

Lets Meet

How many people

in my meeting?

Where is everyone
joining from?

Lets Meet

What devices
will be used?

How many people

in my meeting?

Where is everyone
joining from?

Lets Meet

How many people

in my meeting?

What devices
will be used?

How do I connect
everyone together?

Where is everyone
joining from?

Lets Meet

How many people

in my meeting?

Where is everyone
joining from?

What devices
will be used?

How do I connect
everyone together?

In one meeting?

Web
Conferencing

Video
Conferencing
Conferencing

Audio
Conferencing

Collaboration Meeting Rooms (CMR)

One Meeting. One Experience. Enabled by WebEx
Invite

One Meeting
One Experience

For Everyone
Anytime

Join

Converged voice, video, and content sharing conferencing

Delivered from the Cisco WebEx Cloud

Across device, secure B2B and B2C

Scheduled, Personal Always-on, Ad-hoc

Collaborate

Join Meeting from web, mobile, video or phone

Desktop
Collaboration

Cisco TelePresence
Endpoints

User

3rd Party Standards

Based
Video Endpoints

Jabber Desktop &

Mobile

WebEx Desktop & Mobile

CMR Cloud
Users

Support 1025 concurrent users in a single meeting

Up to 25 SIP or H.323 videoconferencing endpoints or clients
Up to additional 500 WebEx video participants
Up to additional 500 WebEx audio-only users

Video

Video 720p 30 fps and content to 720p 5fps with support for
standard (4:3) and widescreen (16:9) content
Single and multiscreen standards-based telepresence systems

In-Meeting Controls

See all meeting participants in a unified participant list

Mute, unmute, and drop any participant
Lock meeting to prevent unintended participants from joining
Record sessions with video, audio, and content for future viewing

End-to-End Security

Insert Screen Shot of CMR

One Meeting, One Solution

Elements required for a Cloud CMR/VMR
Endpoints

End point
Registration /
Call Control

Firewall Traversal Solution

Cloud Offer

PSTN

Competitors deliver a partial solution (relies on Cisco elements)

Endpoints

End point
Registration /
Call Control

PSTN

Firewall Traversal Solution

Cisco delivers on all elements of complete solution

Endpoint 1

Cloud Offer

Endpoint N

PSTN

Endpoints Matter
Every
Room

Every
Desk

Every
Pocket

Every
App

Cloud Fabric

CMR and Cisco

Collaboration

Cisco WebEx is on Fire!

21.4%

22.0%

22.5%

23.8%

14.1%

YoY

YoY

YoY

YoY

YoY

12+ Million

54+ Million

1+ Million

3+ Billion

15+ Million

Registered hosts
worldwide

Meeting attendees
per month

Active hosts
per month

Meeting minutes
per month

Meetings hosted
per month

Cisco WebEx Web and Video Conferencing

Driving Value from End User, Line of Business to IT
Easily meet, collaborate, and stay productive
anywhere, anytime, on any device
Increase productivity and drive
measurable business outcomes
Easily integrate into business
processes and meet with anyone
inside/outside the organization
Lower costs. Save Time.
Reduce Travel.

Cisco Collaboration Portfolio

Unified
Communications

Customer
Collaboration

Cloud
Conferencing

Collaboration
Endpoints

Cisco Collaboration Portfolio

Unified
Communications

Customer
Collaboration

Cloud
Conferencing

Collaboration
Endpoints

WebEx Web
Conferencing

Unified
Communications

Customer
Collaboration

Instant Messaging

WebEx Audio or CCA

Cloud
Conferencing

Collaboration
Endpoints

CMR (Hybrid or
Cloud)

Quoting and Ordering

CMR Cloud Licensing Model

CMR Cloud is an add-on feature license to a WebEx Meeting Center license

CMR licenses cant exceed Meeting Center Licenses

CMR requires 3 SKUs - CMR SKU, Meeting Center SKU, and an Audio SKU

For limited deployments, Named User is best option

CMR Named user is available for all WebEx Meeting Center licensing models

Named User minimum is 5

For company-wide deployments, Active User or Employee Count are lower cost options

Active User minimum is 15% of employee base or 100 - In November, CMR AU is 3% or 15 users down and MC AU is
15% and 75

Employee Count is 100% of employee base or 100

WebEx Meeting Center License Model

Named User

CMR
Cloud
License
Model

Named User

Active User
Employee Count

Active User

Employee Count

Ports

Minutes

CMR Cloud Add-on GPL List Price

Per User, Per Month

CMR Add-on List Price

Volume Tier

CMR Pricing Key

Considerations

Named
User

5 99

$105

100 999

$78

1,000 4,999

$50

5,000+

$30

Standard GPL discount

rate applies
Pricing follows existing
WebEx volume tiers
Meeting Center plan not
included

Active
User

Employee
Count

100 999

$45

$30

1,000 9,999

$43

$18

10,000 24,999

$40

$17

25,000+

$35

$15

Volume Tier

Audio Plan not included

through TSP or WebEx
(where available)
New Toll Named User Flat
Rate Unlimited Audio plan
coming for GA

GPL Price List & Ordering Guide

http://www.cisco.com/c/en/us/products/collateral/conferencing/web
ex-meetings/ordering_guide_c07-687399.pdf

Prefix denotes electronic delivery Primary Service

(L - license, R- Software)
(Services Type: CMR)

Picking the Right SKU

L-WBX-CMRNU-S2-NY1

Portfolio of WebEx Offers

All CMR SKUs begin with L-WBX-CMR

1.

2.

3.

Volume Tiers
(Vol of Lic: S2 S5)

Deployment scope determines subscription

model
Deployment size (# of licenses purchased)
determines volume tier
Customer status & subscription duration
determines the rest
Add-on CMR (M) durations are in months - used to make CMR coterminate with remaining term length of the existing Meeting Center
service
New (N), Renewal (R) are in years and are used when CMR and
MC ordered together

See WebEx Ordering Guide for additional details

Subscription Model
(Offers: NU, AU, EC)

Type of service
(New, Renew, Addon)

Model

Model

Deployment

NU

Named User

Limited

AU

Active User

Partial to Company-wide

EC

Employee Count

Company-wide

Tier

NU

AU, EC

S2

5 99

100 999

S3

100 999

1,000 9,999

S4

1,000 4,999

10,000 24,999

S5

5,000+

25,000+

Type of
Service

CMR
Customer

Meeting
Center
Customer

Duration

New

Existing

1-59 mo

New

New

1,2,3,5 yr

Existing

Existing

1,2,3,5 yr

Sample Use Cases - GPL List Price

Per User, Per Month

Greenfield: 5 User Deployment

Customer wants to buy 5 desktop endpoints with CMR Cloud and does not have WebEx
today. Desires simple, low entry cost for 5 users.

Order - L-WBX-MC-ANU-NEW

Service Options (sub-SKUs)

Per user,

Per Month

MC

CMR

Audio

L-WBX-MC
-NU-S2-NY1

L-WBX-CMRNUS2-NY1

L-WBXTOLLUSER-NY1

$66

$105

$16

Named User license limited deployment of CMR Cloud to desktop endpoint owners

Toll Audio SKU simple audio plan for low volume orders, users call in and pay tolls

Standard GPL Discounts apply

Meeting Center (MC) can be optionally be purchased with Enterprise Edition (EE)
EE and MC have decreasing prices as offer length is extended (1y, 2y, 3yr, 5yr terms available)

Total

$187

Sample Use Cases - GPL List Price

Per User, Per Month

Existing WebEx customer

Existing WebeEx Customer wants to provide CMR Cloud for 50 of their users with endpoints.
They are in month 8 of a 2 year commitment.
Order - L-WBX-CMR-NU-ADDON

CMR
Service Options (sub-SKUs)
Per user,

Per Month

Total

L-WBX-CMRNU-M16
$105

$105

Existing customers already have Meeting Center and audio plan in place

CMR Named User license limited deployment to those with endpoints

16 Month term - Add-on must coterminate with existing Meeting Center term

S2 Volume tier 5-99 low volume tier higher volumes tiers available for lower price per user

Standard GPL Discounts apply

Company Wide Unsolicited Proposal Example

10,000 Knowledge Workers (WebEx + Global Toll/VoIP + CMR)
GPL per year to the partner

GRA per month Wholesale

( 1500) WebEx EE1000 AU

$1,920,000

( 1500) WebEx EE1000 AU

$ 42,000

(10000) WebEx Toll NU

$ 885,000

(10000) WebEx Toll NU

$ 123,000

$ 162,000

Sub-Total

$2,967,000

Sub-Total

$172,500

After 65% Collaborate NOW

$1,038,450

After 40% Wholesale

$103,500

Per Month

86,537

Per User Per Month

8.65

Per User Per Month

$ 10.35

300) WebEx CMR AU

300) WebEx CMR AU

7,500

CMR Cloud Service Availability

LA: Limited Availability

GA: General Availability

EMEA
Americas
Available now

Available now

APAC
EFT: Jan 2015
LA: Feb 2015
GA: Mar 2015

CMR Cloud Global Availability

Americas DC

EMEA DC

APJ DC

General
Availability

Oct 2014

Nov 2014

Mar 2015

Countries where
CMR Cloud can
be sold with
WebEx or TSP
Audio

Argentina, Brazil,
Canada,
Chile, Guam
Mexico, Puerto Rico,
US, US Virgin
Islands

Azerbaijan, Belgium, Czech Republic, Cyprus,

Denmark, Estonia, Finland, France, Germany,
Hungary, Ireland, Italy, Kazakhstan, Latvia,
Lithuania, Moldova, Netherlands, Norway,
Poland, South Africa, Spain, Sweden
Switzerland, Ukraine, United Kingdom, Iraq,
Israel,

Australia,
India, Indonesia, New
Zealand, Japan,
Singapore

Armenia, Belarus, Georgia, Kyrgyzstan,

Russia, Tajikistan, Turkey, Turkmenistan,
Uzbekistan, Algeria, Bahrain, Egypt, Jordan,
Kuwait, Lebanon, Oman, Qatar, Saudi Arabia,
United Arab Emirates, Yemen,

Malaysia, Philippines,
South Korea, Thailand

Countries where
CMR Cloud can
be sold only with
TSP Audio

CMR Localization :
TP - English only at GA with future plans to localize.
WebEx - English, Brazilian Portuguese, Chinese (simplified and traditional), Dutch, European Spanish,
French, German, Italian, Japanese, Korean, Russian, Spanish, and Swedish.
Additional Details: http://iwe.cisco.com/web/view-post/post/-/posts?postId=627600104

CMR Cloud Assessment to Quality (A2Q)

A2Q is high level deployment assessment tool used to identify solution issues
and sets service expectations before a deal gets booked

A2Q is automated on-line at: http://tools.cisco.com/atoq

A2Q is a questionnaire submitted and processed through web portal

Exceptions interactively processed

Why A2Q for CMR Cloud? (at least initially)

Webex Specific:

Global rollout over time

Specific WebEx Releases (T29.8
or later)
Not all Audio is supported (no
VoIP only, no Meeting Place
Audio, Some TSP support)

Customer Specific:

Provide TP informational recommendations

ID if the customer can do B2B Internet video
calling
Ability to dial out to SIP/H.323 edge
2-way video through Firewall Traversal
(RMS) capable edge
UDP media allowed through firewall

Conclusion

Think about impact of single meeting experience for your customers

Position the new generation of converged conferencing

Engage in WebEx opportunities to existing and new customers

Build your pipeline of CMR opportunities for EFTs in Jan through to

full delivery in March