Understand Cisco's Enterprise Agreement for Software

Explore the potential benefits and savings of Cisco's transformative EA.

Understand Cisco's Enterprise Agreement for Software

Before you jump into an EA, learn the pros and cons of Cisco's EA and make an informed decision.

EXECUTIVE BRIEF

Analyst Perspective

Explore the secrets of Cisco's Enterprise Agreement (EA)

Back in 2015, when Cisco created its enterprise license agreement (ELA) program and decoupled their software from the traditional model of software embedded in the hardware purchase, it became a disruptive wave among their client and partner base. It provided simplicity to Cisco software-purchasing and at the same time created a lot of confusion for customers.

While they introduced several unique features and benefits that make a compelling case for customers to seriously consider adopting the new model, most were reluctant to embrace it in the early stages. As with most big changes that are introduced to the IT industry, customers were hesitant to adopt the new subscription licensing model until they fully understood the benefits and associated costs.

Now that the program is more mature and Cisco continues to add value to the Cisco EA, it has evolved into a licensing program that organizations should give serious thought to as they review both their Cisco infrastructure and hardware replacements or upgrades.

Ted Walker
Principal Research Advisor, Vendor Management
Info-Tech Research Group

Executive Summary

Your challenge

• CIOs, IT directors, and network managers struggle to manage complex hybrid IT environments.
• You're looking for hardware and software providers with license agreements that are flexible, easy to understand, and can accommodate your needs as they change over time.
• It's always difficult to know what software you own and where it is deployed.

Common obstacles

• The problem with most software subscription licensing is that it can be complex and is typically difficult to understand and manage.
• Traditionally, an enterprise license agreement (ELA) was supposed to help companies simplify license management. But the expansion of software licensing models has created more challenges to license management.
• Understanding required support can be complex and could be an area to consider for savings.

Info-Tech's approach

• Take a holistic approach when considering a Cisco EA:
• Figure out what software and hardware you currently own.
• Understand how the ELA structure is built.
• Align your existing software and hardware to the enrollments.
• Understand the benefits of Cisco's new portal.
• Cisco's new software EA provides a complete change in the way Cisco has traditionally sold their software. For most, there are savings and benefits to be had.

Info-Tech Insight

When we look at major IT vendors, Cisco is fairly new to the enterprise software agreement arena. They have taken a novel approach to enrollment coverage and subscription license model that should produce savings over time. However, be aware that the program is still too young to prove long-term savings that Cisco positions in their ROI models.

Your Challenge

Since CIOs, IT directors, and network managers struggle to manage complex hybrid IT environments, they are looking for hardware and software providers with flexible license agreements.

1. You've bought Cisco gear for years that included a software component. Now, Cisco has decoupled the software from the hardware, and you need to figure out what software licenses are required and how many.
2. You don't really know what Cisco gear you own, what has ongoing software maintenance, and what coverage is available under your SmartNet contracts.
3. You and your team need to fully understand the Cisco One Enterprise Agreement and enrollment structure to be able to maximize any benefits and cost savings of the program.
4. You need to understand how to navigate the new software portal to manage and provision the software and determine who should have access to it.
5. You need to ask if there are really any savings by moving to a software EA and what the benefits of a software EA are over your status-quo approach.

Expected hardware and software savings over point solutions: 20%

Source: Cisco ROI Tool

Common Obstacles

Cisco's goal with its new software EA is to make the end-to-end process simpler, more efficient, and easier to manage.

• The problem with most software subscription licensing programs is that they can be complex – difficult to understand and to manage.
• Traditionally, an enterprise license agreement (ELA) was supposed to help companies simplify licensing management. But the growth of software providers has created complex challenges for license management.
• Understanding the various levels of support available can be complex and could be an area to consider for cost savings.
• Validating the potential benefits and savings of a new ELA program can be difficult when projecting the ROI.

One source projects an 85% savings in the time spent each week on mundane administrative tasks for Cisco licensing:

Info-Tech's Approach

Explore the secrets of Cisco's Enterprise SW agreement.

1. Organize your existing hardware and software positions.
2. Evaluate and understand the Cisco EA model.
3. Establish your licensing requirements.
4. Purchase and manage portal access and governance.

The Info-Tech Difference:

1. Figure out what Cisco hardware and software you own.
2. Understand the short- and long-term savings and benefits associated with the new Cisco EA subscription model.
3. Learn how the ELA is structured to align with the various Cisco product lines.
4. Leverage the Cisco Portal to securely manage, provision, and procure your Cisco software to maximize the cost savings and benefits of the Cisco EA.

Info-Tech's methodology for exploring the secrets of Cisco EA

Insight Summary

Save time and money.

The new Cisco EA has several benefits and can save you time and money, whether you are managing several enterprise Cisco agreements and maintenance contracts or just a few departmental agreements.

Understand what you own.

A better understanding of what you currently own will translate into more effective management and savings in the new EA structure.

Understand Cisco's EA.

Fully understanding how the Cisco EA works with enrollments and advanced support options will ultimately save you time in transition and in the future as you manage your EA.

Discover the savings potential.

The larger your Cisco footprint, the greater your potential savings will be with the Cisco EA.

Don't miss out.

If you delay the move to the new ELA, you could be missing out on several cost saving benefits.

Review for each enrollment.

The total cost of annual support and maintenance for software and hardware could increase in the new EA model; review and choose the required support for each enrollment.

Use the portal to save long-term.

Controlled access and policies in the portal will ensure long-term savings by reprovisioning licenses and controlling compliance.

Blueprint Deliverables

Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals.

Understand Cisco's Enterprise Agreement for Software

Cisco Inventory Workbook

A listing of your Cisco infrastructure assets and software

Key Deliverable:

Cisco Inventory Workbook

A workbook containing your Cisco infrastructure assets that are aligned to the ELA enrollment model and support choices.

Blueprint Benefits

IT benefits

• A full understanding of the licensing agreement and enrollment structure of Cisco EA.
• Potential cost savings by leveraging the enrollment programs and suites.
• Compliance with all managed Cisco software.
• Discover the advantages of a single portal to deploy and manage all Cisco software and licenses.
• Vendor compliance and corporate governance to manage all your Cisco software.

Business benefits

• Ability to expand and use additional Cisco solutions within the business.
• Flexibility to grow your deployments as required without fear of non-compliance.
• Time savings (possibly 80%) in performing mundane licensing admin tasks.
• Predictable annual pricing for all your Cisco software.
• Measurable cost savings over the term of the agreement.

Measure the value of this blueprint

Money saved

• Save what you might have spent on an oversized ELA
• Savings from choosing the right support option
• Savings over the previous CapEx model vs. the new OpEx subscription licensing model
• Overall dollars spent with Cisco
• Negotiated ELA with discounted long-term pricing

Knowledge gained

• How the Cisco ELA structure works
• How to maximize enrollment savings with suites
• Best practices in managing your Cisco software within the workspace portal
• An inventory of your Cisco assets
• How the Cisco channel works and how to benefit from it

Time saved

• Learning on your own how the Cisco EA works
• Hours spent on licensing tasks after signing the Cisco EA
• Managing your license and software deployments
• Security management and efficiencies
• Co-terminated subscriptions
• Cisco software inventory and compliance

Info-Tech Insight

The new Cisco Enterprise Agreement has several benefits and can save you time and money, whether you are managing a large enterprise Cisco infrastructure with maintenance contracts or a mid-sized organization looking to consolidate and manage your Cisco software. Success will be based on your comprehensive understanding of ELA purchasing.

Understanding Cisco's Enterprise Agreement for Software

Blueprint Objectives

• Understand the changes to Cisco's EA and the impact of Cisco moving to a subscription-software-only EA.
• Learn about how Cisco has decoupled the software from the traditional hardware purchase and how the EA is set up with enrollments to cover your different Cisco infrastructure and software requirements.
• Be able to leverage this new EA and enrollment model to license your requirements and realize the savings that are available in the new program.
• Discover how to manage this new program through Cisco's intuitive portal once you plan your agreement requirements. You will need to have corporate governance that will manage, deploy, renew, and reprovision all your Cisco software. This way, you can ensure compliance and cost savings and minimize the time spent on the day-to-day management of your Cisco software infrastructure.
• Learn how Cisco goes to market in the sales channel, with tips and tricks to help get the best deal.
• Understand what to look for in the Cisco EA. As with all new enterprise agreements, there are new terms and conditions to learn.

Explore your unrealized efficiencies

Most enterprise software agreements come with "soft" benefits that are not always measurable up front.

Info-Tech Insight

Sometimes the "soft" benefits of a software agreement are not so obvious.

For the first time in company history, Vivint Solar has true, unified communications.

Case Study

For the first time in company history, Vivint Solar has true, unified communications.

INDUSTRY: Energy & Utilities
SOURCE: Cisco

Challenges

• Had a team of 18 managing a piecemeal solution of eight vendors for their collaboration needs
• Continuous outages, performance issues, and lack of follow-through on roadmap promises
• Needed to allow all employees to work from home quickly

Solution

• Cisco Webex
• Cisco Webex Contact Center
• Cisco Webex Calling
• Webex Meetings
• Webex Teams
• Webex Room Devices

Results

• True, unified collaboration through one vendor – Cisco
• Drastically reduced headcount of infrastructure management from 18 to one
• Increased ROI by taking technologies to the cloud
• Enabled remote work for all employees

Info-Tech offers various levels of support to best suit your needs

DIY Toolkit

"Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

Guided Implementation

"Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track."

Workshop

"We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

Consulting

"Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

Diagnostics and consistent frameworks used throughout all four options

Guided Implementation

What does a typical GI on this topic look like?

A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

A typical GI includes 6 to 7 calls over the course of 4 to 6 weeks.

A review of then and now

Cisco EA is now a separate agreement that allows you to consolidate and purchase all your Cisco software needs.

Then

In the past, Cisco software was bundled with the hardware purchase and expired when the hardware was upgraded or replaced. It could be upgraded via support.

There were several disadvantages to this model:

• Organizations had to rebuy licenses when hardware was replaced.
• It was difficult to manage and understand what software was owned with what version.

Now

Cisco has now decoupled the software from the hardware, and it can be purchased separately in a subscription or on-premises model through a software enterprise agreement. The software is put into an EA enrollment depending on the part of your infrastructure that is being deployed. This new EA has several benefits over the legacy process.

Key components of the Cisco Enterprise Agreement include:

• A standardized three- or five-year contract for Cisco Infrastructure Software EA, security, and/or collaboration suites.
• The ability to pay upfront or spread payments out.
• A 20% growth allowance for security & collaboration enrollments.
• Annual "true forward" billing.
• Access to manage the software in the Cisco EA Workspace Portal.
• Complete, cross-organizational software coverage.
• License portability across cloud, virtual, and on-premises platforms.
• The ability to reduce complexities and minimize the time spent performing licensing-related tasks.
• Software support service (SWSS) that includes 24x7x365 TAC support, major software upgrades and updates, and license portability.

Four phases of understanding and implementing Cisco EA

1. Organize your existing hardware and software positions.
2. Evaluate and understand the Cisco EA model.
3. Establish your licensing requirements.
4. Purchase and manage portal access and governance.

Phase 1: Organize Your Existing Hardware and Software Positions

Phase 1 involves the following steps:

1.1. Find out what you own

1.2. Collect your current Cisco agreement and renewal details

1.3. Activity: Assess your current Cisco inventory

1.1 Find out what you own

Step 1.1 involves understanding your current Cisco hardware and software positions, providing reseller authorization to obtain reports, collecting ITAM inventory, finding current agreements and renewals dates, etc.

1. First, you need to gather and organize what Cisco products you have and list them in the "Worksheet" tab in the Cisco Inventory Workbook tool.
2. Collect your current agreement and renewal details.
3. As you begin to consider the move to Cisco EA, it is vital to understand what Cisco hardware you have and what software is included or embedded with it, as well as how it is being paid for.
4. You need to know what SmartNet contracts are in place, what they cover, and when they expire.
5. Some Cisco software you use could be on Software SmartNet only (such as Webex or Jabber, Server OS, and applications).

Download Info-Tech's Cisco Inventory Workbook tool

1.2 Collect your current Cisco agreement and renewal details

The new Cisco EA separates out legacy hardware and software. Organizing your current hardware inventory and refresh/upgrade timing cycle will allow you to choose the appropriate enrollment(s) to optimize your requirements and save on software needs and costs.

1. Gather your Cisco orders and SmartNet contracts for hardware and software.
2. Understand what software is covered on the hardware orders and break them into the four enrollment areas.
3. Use the "Worksheet" tab in the Cisco Inventory Workbook tool to list your Software and SmartNet coverage.
4. Reach out to your Cisco reseller for summaries and purchasing reports.

Download Info-Tech's Cisco Inventory Workbook tool

1.3 Activity: Assess your current Cisco inventory

Estimated time: 1 – 4 days

1. Work with procurement, ITAM, network administrators, finance, Cisco resellers, and others as necessary to summarize all your Cisco hardware and software inventory.
2. Enter your Cisco assets, hardware, software, and SmartNet contracts into the "Worksheet" tab in the Cisco Inventory Workbook tool.

Download Info-Tech's Cisco Inventory Workbook tool

Input

• Summary of current Cisco hardware
• Existing software list, Webex, Jabber, Server OS, etc.
• SmartNet summary
• ITAM reports

Output

• A summarized listing of your current Cisco hardware and software
• A summary of your SmartNet contracts and expiry dates

Materials

• Agreement summaries
• Reseller purchase reports
• Cisco renewal reports
• Cisco Inventory Workbook tool

Participants

• Procurement
• Network admin team
• Security team
• Vendor management team
• Cisco resellers
• Cisco direct sales representatives

Phase 2: Evaluate and Understand the Cisco EA Model

Phase 2 involves the following steps:

2.1. Understand the new agreement structure

2.2. Review the enrollments and suites

2.3. To suite or not to suite?

2.4. Review minimums and potential savings over three to five years

2.1 Understand the new agreement structure

Overview

The Cisco EA involves a wide range of Cisco software products and support services that cover its entire portfolio. The EA has four different enrollments that correspond to the four principal IT areas for which Cisco provides software.

The four enrollments are:

• Cisco DNA: Cisco's core products for switching, wireless, and routing.
• Collaboration: Cisco Spark Flex Plan, Cisco Unified Communications Suite, Cisco Meeting Server Add-on Suite, Cisco WebEx, Cisco On-Premises Suite, and others.
• Infrastructure Data Center: This includes Cisco's infrastructure and data center technologies that are delivered through Cisco ONE Software suites — Switching, Wireless, WAN, Data Center Networking, Data Center Cloud, and Compute.
• Security: Email Security Suite, Cloud and Web Security Suite, Policy and Visibility Suite, and Security Essentials Suite.
• Services A newer enrollment that allows organizations to better manage both Software & Hardware Support under one enrollment.

In addition to enrollment software coverage, Cisco offers three support options for each. Software support services (SWSS) can vary for each enrollment.

"Our Cisco solution provided a huge growth opportunity and cost savings for the company, and it's an amazing improvement over our legacy systems. When our employees are happy, that's good for our customers as well."

–Todd Stanley
IT Director, Transpo Services
Source: Cisco.com

Cisco ELA enrollment structure

Source: Cisco Enterprise Agreement overview, cisco.com

DNA enrollment

• The DNA enrollment covers software subscription for your core infrastructure, including routers, switches, and wireless devices.
• The DNA EA enrollment requires a subscription across either routing, wireless, or switching.
• Each DNA section contains a list of software products pertaining to the Cisco platforms.
• The DNA minimum requirements to be eligible for the Cisco EA include:
  • The Cisco DNA software subscription tier must be either Cisco DNA Premier or Cisco DNA Advantage.
  • The minimum total contract value must be at least US$100,000.
  • The term must be a three- or five-year agreement.

Data Center enrollment

The Data Center (DC) enrollment covers the primary Cisco DC infrastructure components.

• The DC enrollment allows you to choose from a selection of components for the primary product. There are six suites available:
• Cisco Data Center Networking Advantage and Premier
• Cisco Intersight Premier
• Cisco HyperFlex Advantage and HyperFlex Premier
• Cisco CloudCenter 5.0
• Container Platform
• Workload Optimization Manager (add-on)
• The minimum requirements for Data Center (organizations must satisfy all three):
• Minimum net total contract value (TCV) of US$100,000
• Minimum suites: any two suites
• Coverage: enterprise-wide coverage for Cisco Data Center Networking and HyperFlex, plus application-specific minimum TCV commitment for other suites
• MultiSuite discounts may be offered.

Collaboration enrollment

Collaboration enrollment covers Cisco's broad selection of collaboration products.

The Collaboration enrollment contains the Flex Plan that offers a subscription-based license model for Active Users, Named Users, and Concurrent Agents, all of which include technical support. Buy what you need now with the flexibility to add services as you require.

The Flex Plan includes:

• Cisco Calling App, Cisco Meeting Server
• Cisco Contact Center, Unified Communications Manager
• Cisco Hosted Collaboration Solution
• Cisco Webex Meetings, Webex Teams, and Webex Calling

The Flex Plan allows you to choose what software support (SWSS) you want – either basic, enhanced, or premium.

Security enrollment

The Security enrollment has a set of four suites and several optional add-ons.

The four security suites available are:

• Email Security Suite
• Cloud and Web Security Suite
• Policy and Visibility Suite
• Security Essentials Suite

There are minimum requirements when choosing a suite in the Security enrollment:

• Email Security – 100% of the user population must be covered.
• Cloud and Web Security – 100% of the user population must be covered.
• Policy and Visibility – 100% of the ISE endpoints must be covered, and 100% of the StealthWatch flows must be covered.
• Security Essentials – 100% of the network appliances must be covered, as well as 100% of the endpoints and 100% of the user population must also be covered.

Optional add-ons are available for each suite to provide a more customized fit for most organizations.

Services enrollment

The Services enrollment can cover both Cisco hardware and software under an ELA.

Initially available for Solution Support for Cisco data center networking and Cisco Digital Network Architecture (Cisco DNA) solutions, with the Services enrollment you gain high-value features, including:

• No issue isolation required to open a case (unlike product support) Cisco Intersight Premier.
• A 30-minute service response objective for high-severity issues, versus 60 minutes for product support.
• Case prioritization over product support service requests.

Other advantages include

• Leverage the industry's only True Forward feature.
• Add Solution Support to your Enterprise Agreement and get significant price reductions on purpose-built multiproduct solutions.
• Reduce the number of individual contracts you need to manage.

Software support service options

There are three support levels offered for each enrollment.

Software subscriptions may be a hybrid solution where a software application resides in both the Cisco cloud and on premises, or they may offer the right to use the application in either a cloud or on-premises.

For each application software product, any subset of the following software support options are available for purchase, either at the enrollment or application level. These include basic, enhanced, or premium.

Each support level has a progressively higher level of coverage and a better response time. Complete details of each plan are provided in the Cisco SW Support Document.

Software support covers its associated application software, whether it's sold as:

• An on-premises perpetual software license.
• An on-premises software subscription license.
• A software as a service (SaaS) subscription for software residing in the Cisco cloud.

Info-Tech Insight

Don't over-buy support. Choosing the right level of SWSS for each application or enrollment is critical to saving costs in the new Cisco EA.

2.2 Review the enrollments and suites

Each enrollment has unique benefits and options to review.

• All enrollments have several options to allow organizations to choose features and add-ons that they require.
• Most enrollments offer primarily subscription-based software, while some offer on-premises rights. Choose wisely according to your current and future needs.
• Be aware that add-ons can be purchased when needed or when you're ready to deploy — no need to buy them early.
• Suites can be a requirement or a nice-to-have, so give extra thought when choosing a suite. Make sure you can use all or most of the features or apps.
• As noted previously, some EA enrollments have minimum requirements; be careful not to overspend on unnecessary licenses just to reach these minimums.
• Beware of pressure for potential discounts that Cisco or reseller sales representatives will use to try to entice you into the enrollment.

2.3 To suite or not to suite?

Software suites are designed to offer value and convenience. Do your research to avoid shelfware.

• The suites with value typically have several apps or features that complement each other and provide a valuable solution for the organization when they are all deployed. Prioritize these suites when making your decisions.
• Suites with convenience apps typically have one or two must-have apps and a few filler apps designed to get you to use more Cisco products. Be cautious when choosing these types of suites, as they will likely cost you much more in the long term.
• In most cases, Cisco sells all the suite components separately through other channels rather than the EA. Simply buy the apps or components you need to avoid unnecessary costs.

2.4 Review minimums and potential savings over three to five years

Review your agreement length to maximize your savings and ROI.

• Cisco EA is available in either a three- or five-year term.
• The chosen length for the agreement term will determine the ROI and initial savings.
• A shorter term can be more advantageous for some enrollments, like the Data Center Enrollment, where subscription savings are achieved sooner.
• Aligning the EA term to a hardware refresh or upgrade timing could also be a factor in your decision.

(Note: The table and graph are examples of potential savings from different enrollments over various time periods.

Sample pricing is for illustration purposes, and prices are based on list pricing. Overall savings may vary.

Source: Network World)

Phase 3: Establish your licensing requirements

Phase 3 involves the following steps:

3.1. Map out your current position to the new enrollment structure

3.2. Activity: License mapping

3.3. Establish your basic license requirements

3.4. Choose and map your SWSS options for each enrollment (including activity)

3.1 Map out your current position to the new enrollment structure

Mapping your enrollments will help you verify if you qualify for a particular enrollment.

Aligning your current Cisco hardware and software can be a challenging task. With some common sense and an understanding of the ELA enrollment, you can align your existing software based on the hardware that it sits on. Some considerations:

• Collaboration software like Webex and Jabber as well as Server OS are easy to align, whereas some routing software may be more challenging depending on where it currently sits in your environment.
• In some situations, you may have several software programs running on a particular piece of hardware. In most cases, all the software will fall under the same enrollment. For cases where this may not apply, create another line item in the "Worksheet" tab in the Cisco Inventory Workbook tool and align the software to the enrollment.

Info-Tech Insight

Shelfware and true-ups are principal causes of ELA cost overruns and reduced ROI.

These can be avoided with proper planning and sufficient sizing of the ELA at the outset.

3.2 Activity: License mapping

Estimated time: 1-4 hours

1. Review the enrollment infrastructure coverage outlined in Phase 2.
2. Open the Cisco Inventory Workbook and go to "Enrollment Mapping" (tab 3).
3. In column J, use the drop-down menu to choose the enrollment that each product belongs in.

Download Info-Tech's Cisco Inventory Workbook tool

Input

• Cisco Inventory Workbook tool
• ELA enrollment alignment

Output

• A mapping of your current Cisco assets to the ELA enrollments
• A baseline of your enrollment needs

Materials

• Enrollment overview
• ITAM lists
• SmartNet summary

Participants

• Network admins
• Procurement team
• Infrastructure team
• Security team

Case Study

Farm Credit Mid-America innovates to boost rural prosperity

INDUSTRY: Finance

SOURCE: Cisco

Challenges

• Handle growth in new employees and deliver consistent client experience
• Protect client financial data and comply with regulations
• Deploy new networking infrastructure quickly in old buildings

Solution

• Cisco DNA, SD-Access, and Assurance solutions
• Cisco DNA Center, Cisco Identity Services Engine (ISE)
• Cisco Stealthwatch
• Cisco WebEx, Telepresence, Multidomain Architecture
• Cisco Enterprise Agreement

Results

• Policy integration between user access and applications allows the network to act as the security enforcer
• Segmentation of employees by role and geography ensures regulatory compliance
• Reduced license complexity and better financial planning with Cisco EA

3.3 Establish your basic license requirements

Review additional requirements or needs as you consider a new ELA structure.

• Most ELA enrollments have minimum spend requirements (typically $100,000) as well as coverage requirements to meet.
• After mapping your existing inventory to the new enrollments, review the potential spend and coverage to assess if you qualify for an enrollment or if you need to increase your spend to reach minimums.
• Consider any planned Cisco projects that may roll out in the next 12-24 months. You might be able to add software to the ELA now and take advantage of any negotiated discounts.
• Discover any organizational affiliates that you could add to the program and take advantage of them.

3.4 Choose and map your SWSS options for each enrollment

Choose your SWSS wisely to save on your initial enrollment purchase.

• As described in Phase 2, Cisco's SWSS has three levels: basic, enhanced and premium. Each level has additional service and features.
• You can choose a different SWSS level for each of your ELA enrollments to best suit your needs for the products in each enrollment.
• Choosing just the support you need allows you the flexibility to increase support levels for mission-critical infrastructure while reducing support levels for less critical applications or suites. This could also be an option if you need to reduce costs for your initial EA purchase.
• Keep in mind that the EA requires that when you decouple the software from your hardware, you must maintain SmartNet Total Care (SNTC) for your hardware assets.
• SWSS only applies to software and not the underlying hardware.

3.4 Activity: Choose and map your SWSS options for each enrollment

Estimated time: 1 – 3 hours

1. Review the SWSS options explored in phase 2.
2. Review the detailed SWSS overview and comparison chart on the next slide.
3. Open the Cisco Inventory Workbook tool and go to the "SWSS Mapping" tab (tab 4).
4. Use the drop-down menu in column K to choose the SWSS level for each product.

Download Info-Tech's Cisco Inventory Workbook tool

Input

• Cisco Inventory Workbook tool
• ELA enrollment alignment

Output

• A mapping of SWSS to each product set in your inventory

Materials

• Enrollment overview
• ITAM lists
• SmartNet summary

Participants

• Network admins
• Procurement team
• Infrastructure team
• Security team

Cisco SWSS Overview

Source: Cisco.com, "Cisco Start Catalog Network"

Phase 4: Purchase and manage your EA, portal access, and governance

Phase 4 involves the following steps:

4.1. Understand how Cisco goes to market in the channel

4.2. Negotiate an EA package for your current and short-term needs

4.3. Implement management policy and governance for the Cisco EA Workspace portal

4.1 Understand how Cisco goes to market in the channel

• Cisco has a robust partner channel where partners need to achieve and maintain numerous certifications. Choosing a long-standing, highly certified partner could save you more on your EA.
• Seniority in the partner program has its advantages, too. Like most large vendors, Cisco will favor long-term partners with better terms, pricing rebates, etc. You need to sift through the resellers to find one who can maximize all of these for your organization.
• Some partners buy directly from Cisco, while others buy through distribution. This could add a cost layer to your purchases.
• Cisco has a "deal" registration program for partners in which the first partner to register the deal will get better (preferred) pricing. Shopping around for a deal may not always be beneficial.

Info-Tech Insight

If you are considering an RFP for your EA, make sure to include language that prohibits resellers from registering the "deal." This way, all reseller bids will be based on equal pricing.

Work with a Cisco partner

Real Cisco partners will show their value when it's time to buy.

• Now that you have a basic mapping of your Cisco infrastructure to the new EA and enrollment model and have chosen what support level you require, it's time to engage your Cisco partner.
• Given the tremendous size of the various Cisco software price lists and the complexities of each organization's infrastructure, it is nearly impossible for us to provide a cost estimate for your Cisco software enrollments.
• Once you get to this stage, you will need the expertise and knowledge of your Cisco partner to help
  • consolidate any existing SmartNet contracts.
  • validate your inventory.
  • verify entitlements.
  • provide you with a quote for the Cisco EA.

Download Info-Tech's Cisco Buyer's Advice research

4.2 Negotiate an ELA package for your current and short-term needs

Tips and tricks to consider when working with Cisco or a partner:

• Blended discounts don't always show the whole picture. Request pricing transparency when negotiating your EA pricing. You need to see the line-item price discount versus the list price.
• Partners get rebates, so make sure they have skin in the game. Don't rely just on volume discounts and Cisco deal investments.
• Cisco uses an end user information form (EUIF) to document the exact inventory by type and count of product and services the EA will cover. The EUIF also establishes the growth allowance. You should obtain, review, and validate the EUIF early in your negotiations with Cisco to set the optimal baseline and growth allowance.
• When sizing an enrollment, keep in mind that you are allowed a 20% growth allowance annually. However, also remember that you are restricted to 5% growth in the first six months of the term.
• Review the terms and conditions of the EA and redline accordingly. There may be cost-saving opportunities to be recognized within the agreement. See the Cisco EA Contract Terms and Conditions slide for more details.

Info-Tech Insight

Sizing your ELA correctly is one of the most financially significant considerations when creating an EA for the organization. In addition, you will not have the option to reduce the size of your agreement during the term. This could be a financial burden for many organizations that have needed to downsize due to COVID-19.

4.3 Implement management policy and governance for the Cisco EA Workspace portal

Understand and apply portal governance.

One of the key benefits of the EA is the management portal, which is called "Cisco EA Workspace." This portal was designed to help users save time in administering their Cisco software. Cisco EA Workspace allows admins to perform several activities, including:

Self-service license fulfillment:

• View your EA product entitlements at a glance.
• Generate and fulfill license requests.
• Access online inventory management features.
• Rehost applications easily.
• View historical transactions and suites.

Provisioning of software:

• Provision your Cisco EA and device capacity.
• Reuse and redeploy software after hardware upgrades.

Consumption reporting:

• View your license consumption by product in selectable formats.
• Access programmed and customizable license consumption reports.

Access management:

• Use the secure access function.
• Use Smart Accounts to manage access for other users.

Device management:

• Add devices, license multiple devices at the same time, and review your device list.
• Upgrade your licenses.

Given the wide capabilities of the Cisco EA Workspace portal, Info-Tech recommends that your organization consider who should have access to the portal and in what capacity.

Info-Tech suggests creating a RACI chart to map out and define who should have portal access within your organization.

Info-Tech Insight

ELA benefits and cost savings can be realized through proper management within the Cisco EA Workspace portal.

Cisco EA contract terms and conditions

Here is a brief overview of Cisco software user agreements.

Regardless of who you buy your Cisco software or subscriptions from, you will be bound to the Cisco end-user licensing agreement (EULA). The EULA contains terms and conditions that govern your use of Cisco software and user subscriptions during the term. In addition, if you use or access a cloud service, you will also be bound to the Cisco Universal Cloud Agreement.

Here, Info-Tech provides an overview of the agreements with some commentary on the terms and conditions for your consideration.

EULA is the basic license user agreement and can also contain additional supplementary terms and warranties that are posted via embedded links within the EULA. Be aware of the following contract language considerations:

• There are several embedded links to other related documents that can change at any time and typically without notice.
• The limitation of liability is quite low and capped at 12 months of paid fees.
• Cisco retains the right to audit your software compliance for up to three years after the agreement is terminated. They don't provide a defined advanced notification period for the audit.
• The subscription licenses will auto renew if you do not provide 30-day notice of non-renewal.
• Cisco may store customer and personal data in the USA or outside the country where it originated.

Review these considerations carefully and address any concerns with your business or legal counsel. Request revisions as necessary.

For an in-depth review of your Cisco agreement's terms and conditions, contact your Info-Tech account representative to access Info-Tech's Contract Review Service.

Summary of Accomplishment

Knowledge Gained

• Understanding how the Cisco EA structure works and the potential savings within each enrollment
• Inventory summary of your Cisco environment
• General understanding of each enrollment, including its software suites and coverage
• Mapping of your current infrastructure to the EA enrollments
• Understanding of the support options and aligning them to the enrollments
• How to choose a partner and purchase your EA
• Best practices in managing your Cisco software within the portal
• An overview of EA contract terms and conditions.

Deliverables Completed

• Cisco Inventory Workbook with enrollment and support requirement mapping.

If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

Contact your account representative for more information

workshops@infotech.com

1-888-670-8889

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Bibliography

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"Cisco Case Study: Vivint Solar." Cisco, 4 Aug 2020. Web.
Fox, Ben, and Marc Lindsey. "How to Negotiate a Cisco Enterprise Agreement That Works for You." Network World, 8 Feb. 2018. Web.
Hardy, Marina. "Cisco Enterprise Agreements: Simplified the Softcat Way." Softcat, 17 June 2019. Web.
Inscoe, Candace. "What's Wrong With Enterprise Agreements?" Cisco, 13 Mar. 2018. Web.
Kaufman, Aviv, and Bob Laliberte. "Analyzing the Economic Benefits of the Cisco Enterprise Agreement." Cisco, 10 Sept. 2018. Web.
McKenna, George. "Explaining Cisco ONE." Ideal, 10 Mar. 2017. Web.
Walia, Robert. "Cisco Security Enterprise Agreements: A Tale of Two Options." LinkedIn, 4 Apr. 2019.
Young, Dave. "Cisco Enterprise Agreements: Where's the Beef?" NET(net) Web, 21 Aug. 2019.