Page 54 - Enterprise Licence Agreement - ELA
P. 54
Collaboration EA Deal Summary:
Adobe Systems
Initial State Deal Profile Cisco Impact Customer Impact
• Transformational Cisco • 3 year Enterprise • Blueprint win for 18 • Growth benefits
customer Agreement upcoming campus
• UC Suite infrastructure • Access to full UC
• Mixed Cisco / Juniper • 10,000 knowledge deployments software suite
(core) footprint; workers • Pervasive desktop
Polycom video • $20 million near-term video
infrastructure • $1.1 million total revenue pull-through
contract value (TCV) • Organization
• UC infrastructure • $540k software • Nexus unification of
upgrade required; • $330k UCSS • WAN Collaboration
CUWL not an option • $240k ESW • WAAS ownership
• Wireless
• Potential MSFT threat • Campus routing / switching
• CSAT issue around UC • Resolve UC CSAT issues
license management
• Positions Cisco to
compete against Polycom
“The Collaboration Enterprise Agreement completely changed our irnelavtiiodnesohips and competitive position at Adobe Systems.
Not only did the EA capture the full Unified Communications footprint, it also enabled a complete campus infrastructure win.
Juniper never knew what hit them.”
– Melinda Gross, Account Manager
