HCS Migrations
Partner Instructions
August 2016
Topics Covered
•
Partner Offer: HCS Migrations
•
Partner Program Enrollment
•
Promotion & Migration Overview
•
Partner License Migration
•
Accessing Collaborate Everywhere discounts for endpoints and
gateways associated with HCS migration deals
HCS Migrations
•
Two types of migrations
1.
2.
•
Customer owned UCM licenses to partner owned HCS licenses for the
same customer, or partner owned UCM licenses used for providing
managed services to customers to partner owned HCS licenses (toplevel HCS-MIG-K9)
Partner owned UCM licenses for partner’s own internal use to HCS
licenses (top-level HCS-MIG-PTR-INT-K9)
This deck is focused on the first
(HCS-MIG-K9)
100,000 CUCM Customers Globally
Americas: 50%
8000
7000
6000
5000
4000
3000
2000
1000
0
EMEAR: 39%
APJC: 10%
US leads with ~ 48,000 Customers, with next tiers listed below
Source: FINBI since 2000
What kinds of customer licenses can be
migrated?
CUWL Standard, CUWL Pro,
UCL Enhanced Plus
HCS Standard
UCL Enhanced
HCS Foundation OR
HCS Standard
UCL Basic
•
•
•
HCS Basic OR HCS
Foundation OR
HCS Standard
12 months of SWSS must be ordered for all licenses
UCL Essential is not eligible for migration to HCS
Migrations to HCS Basic do not qualify for promotional pricing (see next slide), and
will be discounted at partner contractual discount level
HCS Migrations Promotional Offer
Cloud Upgrade Offer – HCS
Partners
Available July 26, 2015-July 29, 2017
HCS Migrations
Customers with or w/out UCSS
Migrate existing CUCM customers to an HCS Standard or HCS Foundation license at 85%
discount
UCL Basic/Enhanced/Enhanced Plus-> HCS Foundation or HCS Standard
CUWL Std/Pro/Prem -> HCS Standard
Minimum of 12 months on SWSS required - Normal contractual discounts on SWSS
All HCS Migration Deals may use Collaborate Everywhere to purchase
any on-premise equipment needed
Collaborate Everywhere Discounts
Latest Collaboration Portfolio
Phones, GW, Telepresence, Subscription
WebEx
Migration Licenses enjoy special pricing
•
License Type
Regular License List Price
Migration License List Price
HCS Standard
$411
$297
HCS Foundation
$261
$188
HCS Basic
$156
$119
SWSS is priced at the same level as for regular licenses, and must be purchased at
regular discounts, no promotional pricing or credit on remaining term is applicable.
HCS Migration Promotional Offer
Valid July 26, 2015 – July 29, 2017
•
Migrations to HCS Foundation and Standard qualify for promotional 85% discount
License Type
Migration
License list
Price
License Net
Price (rounded)
HCS Standard
$297
$45
HCS Foundation
$188
$28
•
SWSS must be purchased at regular discounts
•
HCS Basic migrations are not eligible for promotional discounts, but will be discounted
at regular rates.
Example: HCS Standard, Tier 3 discounts
HCS Migration
HCS new license purchase
List Price
Discount
Net Price
List Price
Discount
Net Price
License
$297
85%*
$44.55
$411
68%
$131.52
SWSS
$74
68%
$23.68
$74
68%
$23.68
1-yr TCO
$68.23
$155.20
Migrations are less than half the cost of a regular license even after including
the initial year of SWSS
* Promotional discount
SKU Guide for Migrating to HCS Solution
Current Product (Pre
v10.x)
HCS License to
migrate to
Top Level SKU
License SKU*
SWSS
CUWL STD/CUWL PRO/
BE6K / BE5K UWL
BE3K Collab/USOL/UCL
Enhanced Plus
HCS STD
HCS-MIG-K9
HCS-STD-MIG
CON-HCS-STDMIG
HCS FND
HCS-MIG-K9
HCS-FND-MIG
CON-HCS-FNDMIG
HCS STD
HCS-MIG-K9
HCS-STD-MIG
CON-HCS-STDMIG
UCL Enhanced/CME /
UC500/CM 3.x, 4.x Device
RTU
BE6K/5K/3K Enhanced/
UCL Basic/
UC500/UC320/BE6K/5K/3K
Basic/
VCS
UCL Essential
UC500
UC320
Not eligible
BE6K/5K/3K Essential
ECMU/SWSS must be purchased for a minimum of 12 months
License Migration
Overview
HCS Migrations: Process Overview
1. HCS Partner Enrolls in the “HCS Migrations” via PPE*
• Accepts/Declines HCS “HCS Migrations” terms and conditions
2. HCS Partner Registers the HCS Migration Opportunity in CCW
• Registers Migration Opportunity**
Partner enrolls in Migrate to The
• Initiates Order for Migration License/SKUS
Cloud Promotion/accepts T&Cs
• Receives email with a click-to-accept (C2A) link
3. Cisco initiates Request for License Termination
• Validates partner Information
• Initiates agreement for License Termination
4. Approve Registered Migration Opportunity
Partner Registers Migration
Opportunity and places order
for migration SKUs
Partner provides end-customer
user/license data for migration
Licensee
Cisco request for license
termination
to end-customer
• Receives email with a C2A link
• Accepts/Declines “Notice of License Termination”
Cisco approves/declines
Cisco
registered migration opportunity
• Approves / Declines HCS Partner registered opportunity
and releases approved order
• Releases PAKs / HCS order
• De-activates end-customer premise-based UC licenses within 1 year of receiving enduser’s termination
* Partners who have completed enrollment in the HCS Partner Pricing Program in PPE can skip this step.
** If order being placed is for HCS licenses only, the deal registration can be skipped and a quick quote
can be used to access discounts on HCS licenses
HCS Migrations: Process Overview
Partner enrolls in HCS
Migrations PPE
Program*/accepts T&Cs
Yes
Migration
licenses
only deal?
Partner creates quick quote for
migration licenses and places
order
No
Partner creates quick quote for migration
licenses and places order
Partner registers migration opportunity
and places order for endpoints/gateways
Partner provides end-customer
user/license data for migration
Cisco request for license
termination to end-customer
Cisco approves/declines
registered migration opportunity
and releases approved order
*Partners who have completed enrollment in the HCS Partner Pricing Program in PPE can skip this step.
HCS Migrations
Partner Resources
•
HCS Migrations Partner PPE Enrollment
•
http://www.cisco.com/go/ppe
•
Collaborate Everywhere(Partner Central)
•
http://www.cisco.com/c/en/us/partners/sell-integrate-consult/incentivespromotions/collaborate-everywhere-promotion.html
•
•
•
•
Collaborate Everywhere Overview Presentation
How to Register a Deal Presentation
Terms and Conditions
Marketing/Demand Generation Support (Partner Central)
•
http://www.cisco.com/c/en/us/solutions/hosted-collaboration-solution/hcspartners/sales-resources.html
•
Copy Blocks
Email Templates
White Paper/Case Studies
Web Banners
Event Planning
•
•
•
•
HCS Migrations Partner Resources
Considering building a cloud practice to capture the market transition?
Learn about and enroll in Cisco’s Cloud Services Reseller Program:
http://www.cisco.com/web/partners/pr11/mscp/reseller.html
•
Competitive cloud license migration offer available through participating HCS partners
•
Actual end customer offer determined by HCS partner
•
All cloud migrations eligible for the Video Velocity Starter Kit & all CB Plus discounts for
premise equipment including endpoints and gateways
Cisco Cloud Reseller Program Video:
http://www.cisco.com/web/solutions/trends/cloud/cloud_forpartners.html?bclid=null&bctid=2402785825001
PPE Enrollment Overview
•
HCS Migrations Partner PPE Enrollment
•
•
http://www.cisco.com/go/ppe
Person enrolling must have administrative access to PPE to enroll in
the program
•
Must have legal authority to accept T&C’s on behalf of partner
•
Partner must be either Cisco Powered HCS partner (must have
completed audit) OR enrolled in FastStart MoU for HCS to be eligible
for HCS Migrations
•
Enrollment involves acceptance of T&C’s and is auto-approved.
•
Enrollment is valid for 1 year at the end of which partner must
re-enroll.
Note: If HCS Migrations does not show up as a potential program in PPE, partner may need to enroll in FastStart MoU for HCS
first. This is also available on PPE but has a manual approval step. Be careful to enroll in FastStart MoU for HCS and not FastStart
MoU for HCS CC, unless you are a contact center partner (in which case, you should enroll in both)
Promotion & License Migration Overview
To take advantage of the offer, partners must
register a deal through CCW Quote Registration
and ensure that the existing UCM licenses are
retired through Cisco’s Click to Accept Terms
This is an overview of the process, outlining
Partner, Cisco and Customer actions
Partner
Activity
Cisco
Activity
Customer
Activity
1. Deal Registration & Approval in CCW for any
premise equipment through Collaborate
Everywhere
Partner
Activity
Initiate Deal
Registration
in CCW
Deal Information:
Customer Info
# Users, # Phones
CUCM Version
Submit BOM
Accept T&Cs
Review
Deal Info &
BOM
Submit Order
(Must Use Deal
ID for
Discount)
Cisco
Activity
Choose
“Collaborate Everywhere”
Incentive
Creating a Bill of Materials:
The HCS team recommends that you
create a configuration in CCW to ensure
that the correct services are selected
Approved
Customer
Activity
2. License Migration – “Click to Accept”
Partner
Activity
Promotion Approved,
Cisco Initiates
License Migration
with Partner
License Information:
Customer Contact Info
MAC address, PAK or
original SO number
Accept Migration T&Cs
Notify Customer
Clarification
Required
Review
License
Info and
Acceptance
Cisco
Activity
Customer
Activity
Email Sent to
End
Customer
Approved
Release Order
Hold
&
Notify Partner
Customer
Reviews &
Accepts License
Migration Terms
Customer
License
Terminated
License Migration
After Promotion Approval, the Partner contact
on the deal will receive the email below.
Click to Accept
(1 of 3)
*
Click to Accept
(2 of 3) License Migration Form
Click to Accept
(2 of 3)
Next Steps
•
The End Customer will receive a similar request to accept the terms
of the license migration.
•
The information provided will be reviewed and either approved or
rejected with comments.
•
If approved and an order had been place, the order will be released
from hold to allow order fulfillment.