Similarly to the technology pillars, there are four main pillars of an EA that make the price attractive and provide immediate cost savings:
– Rebate for existing perpetual licenses
– Rebate for the remainder of SWSS purchase
– 20% growth factor
– Lowered price of entry vs perpetual licenses
The rebate eliminates the double-dip scenario commonly encountered when switching licensing models. The same goes for getting a rebate on the residual on your existing SWSS (software and subscription services). These savings go directly to the bottom line of the Enterprise Agreement.
Next up is a significant offering of 20% free growth during the term of the contract. In simple terms, let’s say your initial contract is $300k over three years. Cisco will allow an expansion of your software utilization up to 60k of additional value at no charge during the term of your contract. An example: you have a collaboration plan and are adding 50 new users who will need Webex and calling. In this scenario, you can simply enable all those users without buying anything new or incurring a charge at any point during the length of the contract.
For fast-growing companies who exceed that 20% threshold, there’s good news. You only pay for what’s beyond the 20% and Cisco only charge you going forward once the annual review has taken place. To recycle the example above, if you had 100 additional users and you were 30% above your initial license count, at the time of the annual review, Cisco would charge an additional 10% going forward only! No charge back costs to account whatsoever. This concept is referred to as “True Forward.”
Finally, the cost per unit is just outright lower than buying the equivalent perpetual licensing and the software support associated. That’s a direct saving.