Page 60 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Q&A Interview with:
Pharmaceutical Collab EA win

Demonstrating the business value
Bill John Harlan
Coey Seaton Keirstead
$12.2M TCV in FY14 Q3 (CE) (PA) (LE)

Opening new doors:
Start of a franchise win for Cisco in addition
to a competitive pivot away from Microsoft o Strategic partner to Merck which helps with new
Lync opportunities and focus post FY14

Savings of over $5M with predictable YoY o Q1 FY16 : $10.6M for a 3 year annuity WebEx +
spend by leveraging Cisco Capital CCA-SP win with Cisco Spark access

Ability to leverage CAPEX for Enterprise o Video infrastructure upgrade/ consolidation
Agreement vs. constrained OPEX budget buildout + continued video endpoint expansion

Operational simplification of UC licensing o Deployed Jabber extended to 80k desktops over
management and tracking MSFT Lync in 3 days

Adoption Services insuring that Merck will o 30,000 new Cisco IPT endpoints being migrated
obtain maximum value from the UC solutions from Avaya TDM over the next few years (in
that they will deploy over the next few years addition to the existing 23,000)