Secure Email Simplified Offers SC

Cisco Secure Email
Simplified Offers
‣ Complexity demystified
‣ Cisco Secure Email - Simplified Offers
‣ Why Malware Defense?

Agenda
‣ Key benefits
‣ Migration Discounts
‣ Migration Flow: TnC
‣ Migration Flow: SBP
‣ Resources & Communication

Biggest Obstacle to Success is Complexity
Simplify the naming Easier to sell
Simplify Cisco Security offers Easier to buy
Simplify the product experience Easier to use
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
Offer Simplification
More value for money, Tailored for Cloud, Better
monetization
On-prem to Cloud Improve monetization

Value for money
migration of long-term contracts
Incentivize cloud migration by Optimize 3- and 5- year term

Benchmark offers with competition discounts
leveraging one-time discount to
to offer better functionality at
new offers
attractive price points
Cisco Secure Email – Simplification Journey May 2017
Q1 F21 Q2 FY21 Q1 FY22 Q1 FY 22 Q3 FY 22
 Band  Simplified  Simplified Offers  EOS Annoucement  EOS of existing

Consolidation rollout +Smart of existing offers offers
rebranding Account Mandate
 TnC to SBP  EMAIL-SEC-  EMAIL-SEC-
Migration  New offer -> SUB(Sep-28-2021) SUB(Mar-28-2022)
CSEMAIL-SEC-SUB  L-CES-SUB (Sep-  L-CES-SUB (Mar-
 Launched on Sep-14- 28-2021) 28-2022)
2021
 ALC + EA
Cisco Secure Email
Simplified Offers
Simplified Offers – Essentials, Advantage & Premier
Available in EA
• Inbound Email (ESI) Essentials
Inbound • Malware Defense with file analysis Limited File Advantage
Perimeter Defense (AMP/TG) Samples
(based on seat band)
Premier
(+GSU)
Outbound • Data Loss Prevention (DLP) $$ Unlimited File
• Encryption (CRES) Add-Ons
Perimeter Defense Samples
(+GSU)
Internal • Cloud Mailbox (MS 365 only) $$ Unlimited File
• Security Awareness Training* (CSA) Add-Ons
Within Perimeter Samples
Extend • Domain Protection* (DP) Add-On

Perimeter Defense
• Advanced Phishing Protection* (APP)
• Intelligent Multi-scan (IMS)
Specialized • McAfee Anti-Virus Add-On
Capabilities • Image Analyzer (IA)
• Management Appliance (SMA)
*Standalone Offers (as offered today); 100% AMP/malware defense attach across all offers
Note: Premier is a new bundle offer with all TAC support levels
Offer mapping(Features) - Existing to Simplified
(Cloud)
CES Inbound/
O365 Inbound CES Essentials
CES Inbound+
CES Advantage
NE
CES Premium/ W
O365 Premium CES Premier
CES Premium+
Add-On(Essentials)
CES Outbound
Offer mapping(Features)-Existing to Simplified ( On-
Prem)
ESA Inbound
ESA Essentials
ESA Inbound+
ESA Advantage
ESA Premium NE
W
ESA Premier
ESA Premium+
Add-On(Essentials)
ESA Outbound
Malware Defense is essential for Email security
Malware Ransomware Payload
10.52 billion $20 billion 92.4%
malware attacks in Estimated size in 20212 of malware is distributed
20184 with email3
1. 2019 Cybersecurity Almanac

2. 2019 Annual Cybersecurity Series: Email
What is Secure Email Malware Defense?
Combat targeted malware with a powerful ecosystem
Find out if a file contains Analyze new files in a Get alerted when Automate removal from
a threat secure environment malware emerges in your Microsoft 365 and
network Exchange inboxes
Correlate threats across the endpoint, network and cloud email to block threats faster
and more efficiently with Secure Endpoint Unity
Cisco Secure Email with Malware Defense (by default)
Malware continues to evolve and is more disruptive than

ever. Protection against advanced malware not an option
anymore.
Sell complete solutions tailored to business problem than

piece meal solution(s).
Malware Defense with Cisco Secure Email comes with

un-limited uploads in ‘Advantage’ and ‘Premier’ offers
How do new bundles stack up against competition?
Cisco Secure Email
New bundles provides Customers need Targeted Customers need E3+ATP or

superior functionality per $ Attack Protection (TAP) (in E5 just to match the
spent than competition bundle), but also need TRAP functionality of our new
at an additional cost just to bundle. ATP and E5 require
match the capabilities we additional investments for
provide in our new bundle customers
Higher (>22%) long-term
contract discounts Minimal long-term contract Minimal long-term contract
discounts discounts
Position based on business needs
Premier
Advantage
Inbound, Outbound and Internal
protection
Inbound and Outbound protection
with
Essentials with
Un-limited malware defense samples
Un-limited malware defense
Inbound Protection
samples
With
limited malware defense (Essentials + Data Loss Prevention + (Advantage + Security Awareness and Training +
Encryption + Graymail Safe Unsubscribe)
samples Internal Mail Scanning for MS365)
Available in EA
Migration discounts
Renewals: Old PIDS to New PIDS
NE
Old PIDs NEW PIDS W
Term and Content PIDS* SBP PIDS

On-Prem
Secure Email GatewaySecure Email Cloud Gateway Secure Email Gateway ESA-ESS-LIC
ESA Inbound Cloud Email Security (CES) Inbound Essentials ESA Inbound ESA-ADV-LIC
ESA-ESI-1Y-S1 Bundle ESA-ESI-LIC
ESA-ESI-3Y-S1 L-CES-ESI-1Y-S1 ESA-PRE-LIC
ESA Premium
ESA-ESI-5Y-S1 L-CES-ESI-3Y-S1 ESA-ESP-LIC Cloud
L-H-ESA-ESI-1Y-S1 L-CES-ESI-5Y-S1 CES-ESS-LIC
L-H-ESA-ESI-3Y-S1 L-CES-O365I-1Y-S1
L-H-ESA-ESI-5Y-S1
Secure Email Cloud Gateway CES-ADV-LIC
L-CES-O365I-3Y-S1
CES Inbound CES-PRE-LIC
L-CES-O365I-5Y-S1
CES-ESSENTL-BNDL
ESA Premium Hybrid
CES-O365ESS-BNDL
ESA-ESP-1Y-S1 Cloud Email Security (CES) Premium Bundle H-ESA-ESS-LIC
CES Premium
ESA-ESP-3Y-S1 L-CES-ESP-1Y-S1
ESA-ESP-5Y-S1
CES-PREMIUM-BNDL H-ESA-ADV-LIC
L-CES-ESP-3Y-S1
CES-O365PREM-BNDL H-ESA-PRE-LIC
L-H-ESA-ESP-1Y-S1 L-CES-ESP-5Y-S1
L-H-ESA-ESP-3Y-S1 L-CES-O365P-1Y-S1
L-H-ESA-ESP-5Y-S1 L-CES-O365P-3Y-S1
L-CES-O365P-5Y-S1
*Applies to all seat bands
One-time migration discounts (renewals only)
Gateway Hybrid Gateway Hybrid
• Existing customers on non- On list price Essentials Essentials Advantage Advantage
malware defense bundles will
experience significant increase Gateway Inbound 15% 23%
in price
Gateway Premium 9% 17%
• To address it, one time discount
on list price will be offered to
Cloud Gateway Cloud Gateway
renewing customers who are
Essentials Advantage
not using malware defense
today – namely, Inbound and Cloud Gateway Inbound 13%
Premium bundles
Cloud Gateway Premium 6%
Note: Applicable for entire renewal term (1,3 or 5Y)

One PID One Price applied in the new offer – CSEMAIL-SEC-SUB
Term & Content Migration Flow – In CCW
Agenda
1 Cisco Partner logs into CCW and selects “Create Deal”
Agenda
1 Cisco Partner logs into CCW and selects “Create Deal” (Continued)
Agenda
2 Enters Bill of Material (BOM) with new Email PID
Agenda
2 Enters Bill of Material (BOM) with new Email PID (Continued)
Agenda
2 Enters Bill of Material (BOM) with new Email PID (Continued)
Agenda
2 Apply Migration and Conversion Incentive(Continued)
 Expand the Migration and

Conversion Section
 Select - I am converting a
Current Email term and
Content License
Note : These Promo cannot be

used in combination with
Hunting and Teaming promos
Agenda
3 CCW will require Partner to input SO/Contract number of the current T&C subscription
Agenda
3 CCW will require Partner to input SO/Web Order/Contract number of the current T&C subscription ( Continued)
Agenda
4 Cisco Partner submits CCW Deal Registration for Approval
SBP Migration Flow – In CCW
Agenda
1 Cisco Partner enters Subscriptions Billing Platform (SBP)
2 Selects current subscription and performs a Change/Replace for new Email PID
3 Cisco Partner needs to click on “Explore Incentives” for discount to auto-apply
Agenda
1
Cisco Partner enters Subscriptions Billing Platform (SBP)
Agenda
Agenda
Agenda
Agenda
Agenda
Agenda
Agenda
3Agenda
Cisco Partner needs to click on “Explore Incentives” for discount to auto-apply
3 Agenda
3Agenda
Agenda
3 Cisco Partner needs to click on “Explore Incentives” for discount to auto-apply
Auto Renewals IT Capabilities
EMAIL-SEC-SUB/L-CES-SUB-Expiring Offer CSEMAIL-SEC-SUB – New offer
ESA-ESI-AT-LIC ESA-ESS-LIC
ESA-ESP-AT-LIC H-ESA-ESS-LIC CES-PRE-ULT-LIC

ESA-ESI-LIC CES-ESS-LIC
CES-PRE-IMD-LIC
ESA-ESP-LIC ESA-ADV-LIC
CES-PRE-IMD-UL-LIC
CES-ESSN-AMP-BNDL Child PIDs H-ESA-ADV-LIC
ESA-MA-ULTD-LIC
CES-PREM-AMP-BNDL CES-ADV-LIC
CES-OUTBOUND-BNDL
CES-MA-ULTD-LIC
ESA-PRE-LIC
CES-ESSENTL-BNDL H-ESA-PRE-LIC
SA-ULT-LIC
CES-PREMIUM-BNDL CES-PRE-LIC
CES-O365ESS-BNDL ESA-PRE-ULT-LIC
CES-O365PREM-BNDL H-ESA-PRE-ULT-LIC
Email BU is EoL’ing an entire offer to be replaced with a new offer

TRON Biz Ops team to CCW Cloud/SaaS Subscriptions doesn’t have the capabilities to
replace an entire offer.
Auto Renewals Handling
1 BU has agreed to extend Auto renewals leveraging existing offers ( EMAIL-SEC-SUB/L-CES-SUB) until LDoS Mar’2027
2 The EoS announcement would be updated in Mar Wk1 to remove any replacement PIDs
3 BU, CCW IT team & CX renewals team to devise a plan for Automatic / manual transition to new offers in next 1-2 years
EOS Auto Renewal Scenario Action

Subscription has End of Sale (EOS) PID and the end date of No change. Subscription Auto Renews without changes to
Auto Renew* does not exceed Last Date of Support (LDOS- PIDs (as-is process). No notification to customer/partner
Mar’2027 ) of EOS PID
Subscription has EOS PID and the end date of Auto Renewal Auto Renewal will be turned off for the entire subscription
exceeds (LDOS-Mar’2027 ) of the EOS PID and no automatically 30 days before the end of term and existing
replacement PID is available notifications will indicate this and a net new notification will
be sent informing Partners that Auto Renewal has been
turned off.
*End Date of Auto Renew is the end date of the renewal term (not the end date of the initial term when the auto renewal term would start)
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Understanding EoS/EoL impact on Auto Renewals
September 28, 2021 March 28, 2022 March 28, 2022 March 31, 2027
End-of-Life End-of-Sale End of Last Date of Support**:

Announcement Date Change/Renewal Subscription
Date Date*: Subscription The last date to receive applicable subscription
entitlements, service and support for the product
The date the document The last date to order The last date to Renew or as entitled by active subscriptions and service
that announces the end- the product through Add to an existing contracts(as applicable) or by warranty terms
of-sale and end-of-life Cisco point-of-sale subscription and conditions.
of a product is mechanisms. The
No manual renewals can Auto Renewal “ON” subscriptions would
distributed to the product is no longer
be booked using EMAIL- continue to Auto renew on EMAIL-SEC-SUB/L-
general public. available for sale
SEC-SUB/L-CES-SUB CES-SUB until this date
after this date.
Migrate Customers to Auto Renewal will be turned off for the entire
No new orders can be subscription automatically 30 days before the
CSEMAIL-SEC-SUB
booked using end of term and existing notifications will
leveraging one time
EMAIL-SEC-SUB/L indicate this and a net new notification will be
migration discount.
-CES-SUB sent informing Partners that Auto Renewal has
been turned off.
OTB-4168: EOS/EOL at Auto Renewal
Notification Templates
Scenario: AR End Date beyond
LDOS/EOL date and no replacement PID
is setup
Auto Renewal will be turned off for the

entire subscription automatically and this
notification will be sent to the Partner
90/60/35 days before the end of term.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Email Security Ordering Guide (will be updated by Oct Wk1) -
WIP
Sales Connect -WIP
FAQ page on Sales Connect –WIP
Offers Comparison on Cisco.com
Notice 14501 email-sec-sub and L-CES-SUB
Resources and Notice 14511 Last 5 TnC PIDs
Communications GSSO newsletter
Power Hours - Scheduled
Partner Interactive Webinars
CX Renewals regional Team calls - Scheduled
Partners/Distis announcement
Communication shared on aliases
Malware Defense & GSU value proposition docs
© For
@ 2021. This document is Cisco Confidential. 2021Channel
Cisco and/or
Partner its
useaffiliates.
only. Not All rights reserved.
for general Cisco Confidential
distribution. 45

Secure Email Simplified Offers SC

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Cisco Secure Email

‣ Cisco Secure Email - Simplified Offers

‣ Why Malware Defense?

‣ Migration Flow: TnC

‣ Migration Flow: SBP

‣ Resources & Communication

Simplify the naming Easier to sell

Simplify Cisco Security offers Easier to buy

Simplify the product experience Easier to use

On-prem to Cloud Improve monetization

Incentivize cloud migration by Optimize 3- and 5- year term

Q1 F21 Q2 FY21 Q1 FY22 Q1 FY 22 Q3 FY 22

 Band  Simplified  Simplified Offers  EOS Annoucement  EOS of existing

Extend • Domain Protection* (DP) Add-On

1. 2019 Cybersecurity Almanac

Malware continues to evolve and is more disruptive than

Sell complete solutions tailored to business problem than

Malware Defense with Cisco Secure Email comes with

Cisco Secure Email

New bundles provides Customers need Targeted Customers need E3+ATP or

Term and Content PIDS* SBP PIDS

Note: Applicable for entire renewal term (1,3 or 5Y)

 Expand the Migration and

Note : These Promo cannot be

3 Cisco Partner needs to click on “Explore Incentives” for discount to auto-apply

ESA-ESP-AT-LIC H-ESA-ESS-LIC CES-PRE-ULT-LIC

Email BU is EoL’ing an entire offer to be replaced with a new offer

EOS Auto Renewal Scenario Action

End-of-Life End-of-Sale End of Last Date of Support**:

Auto Renewal will be turned off for the

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