Page 55 - Enterprise Licence Agreement - ELA
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Collaboration EA Deal Summary:
Duke University
Initial State Deal Profile Cisco Impact Customer Impact
• Flagship Cisco UC • 5 year Enterprise • $1 million immediate • Enhanced value of UC
customer Agreement revenue pull-through infrastructure
• UC Suite • UCS infrastructure
• Significant CSAT • 20,000 knowledge • UCCE upgrade • Predictable UC
issues with license and • Related services budgetary spend
upgrade model workers
• Campus and Health • $3-5 million additional • Growth benefits
• Low UCSS and ESW long-term pull-through
coverage levels groups revenue • Access to full UC
• $2.0 million total software suite
contract value (TCV)
• CUCM infrastructure • $0.6 million software • 100% UCSS and ESW • Hardware and software
upgrade required • $0.7 million UCSS coverage platform stability
• $0.7 million ESW
• Potential threat from • Resolve CSAT issues
MSFT • Potential MSFT UC
threat averted
“MSFT and GOOG were positioned to win UC business. Without the Collab EA, we could
have been relegated to a niche player at Duke.”
– Ted Mead, Collaboration SLED PSS
