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Cisco EA renewed at the right shape. $4.2M saved over three years.

A global manufacturing group renewed its Cisco Enterprise Agreement across Networking, Security and Collaboration. The opening Cisco position bundled a Webex extension and a uniform 8% uplift. Twelve weeks later the EA renewed with three suite-level commitments aligned to actual deployment, a Webex step-down, and a documented true-forward instead of an open-ended growth clause.

Manufacturing campus network infrastructure

The contract going in

An EA growing faster than its consumption.

The client's Cisco EA was three years old. Networking consumption had grown roughly in line with the entitlement. Security usage was strong but concentrated in a smaller set of modules than the entitlement covered. Webex had peaked during the post-pandemic period and had since declined.

Three Cisco suites in the EA: Networking, Security, Collaboration.
Webex active-user count down 28% from the contractual baseline.
True-forward terms previously written as growth-only with no step-down mechanism.

Cisco's opening position

Renew the suites. Extend Webex.

The proposal bundled Webex with a multi-year extension, applied a uniform 8% uplift across all three suites, and preserved the existing true-forward language. The Webex extension carried preferential per-user pricing tied to the EA renewal.

What we flagged

A Webex extension priced against a baseline that no longer reflects active users is not a discount. The right step is a step-down to active users first, then a price conversation.

The work

Twelve weeks. Three suite rebuilds.

Each suite carried different leverage. The engagement ran them in parallel.

1. Networking commit rebuild

We aligned the Networking suite to actual deployment scale and a documented three-year growth assumption. DNA Premier and Catalyst Center sub-entitlements were sized against running infrastructure, not against contractual ceiling.

2. Security module rationalisation

The Security suite came down to the modules the SecOps team actually ran. Umbrella, Duo and Secure Endpoint stayed at full scale. Two sub-suites came out.

3. Webex step-down + true-forward

Webex stepped down to active users with documented evidence. The true-forward language was rewritten to allow both step-up and step-down at anniversary, capped against documented active-user counts rather than committed entitlement.

Lesson

A Cisco EA is three contracts wearing one cover. Negotiating it as one contract leaves money on the table on at least one of the suites every time.

The contract going out

Three suites, three commitments. One true-forward.

The renewed EA carried three separately sized suite commitments aligned to consumption, a Webex step-down to active users, and a re-written true-forward with both step-up and step-down at anniversary.

$4.2M

Saved

Versus the 8% uniform-uplift proposal, measured over the three-year term.

28%

Webex step-down

Aligned to active users with documented active-base evidence.

2-way

True-forward

Step-up and step-down both allowed at anniversary, capped against documented active counts.

“Webex was the obvious headline but the true-forward change is what will compound. We have built a path to right-size at every anniversary that we did not have in the previous agreement.”

Head of Infrastructure · Global manufacturing group · Anonymised by client request

Cisco EA renewed at the right shape. $4.2M saved over three years.

An EA growing faster than its consumption.

Renew the suites. Extend Webex.

Twelve weeks. Three suite rebuilds.

1. Networking commit rebuild

2. Security module rationalisation

3. Webex step-down + true-forward

Three suites, three commitments. One true-forward.

More on Cisco negotiation strategy.

Cisco EA renewal this year?

Cisco EA renewed at the right shape. $4.2M saved over three years.

An EA growing faster than its consumption.

Renew the suites. Extend Webex.

Twelve weeks. Three suite rebuilds.

1. Networking commit rebuild

2. Security module rationalisation

3. Webex step-down + true-forward

Three suites, three commitments. One true-forward.

More on Cisco negotiation strategy.

Cisco EA Software Strategy

Cisco Negotiation Practice

Renewal Advisory

Cisco EA renewal this year?