Cisco - SMB
Solution Selling 101
Ray Arasteh
Cisco Technology Solutions Engineer
Ingram Micro
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© 2009 Cisco Systems, Inc. All rights reserved.
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1
Agenda – Cisco SMB Solutions
 Cisco Investments in SMB Business
 Creating SMB Solutions
 Cisco SMB Product overview
 Cisco SMB Solutions Selling
 Cisco Smart Designs
 Cisco NFR Program
 Cisco SMB Services & Support
 Cisco SMB Cash Back Program – PDF
 Cisco Select Certified Path and Partner Benefits
 OIP / PDF Plus
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Commitment to Small Business
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Purpose Built Products
For Small Business
Communicate
Secure
Connect
Purpose-Built
Products and
Services
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Cisco Registered Partner Product
Portfolio
• Integrated phone
system and network
• Unified
Communications
• Selling UC/Voice
Requires SMB Select
Specialization
• Selling Switching
Select Partner
• Real-time IP video
surveillance,
recording and alerting
• Feature-rich cameras
• View camera locally,
or via the Web,
• View on iPhone
• Registered
Partner
• Secure Wireless
• Business class
• wireless coverage
• Wireless security
• Voice over WLAN
• Guest Access
Portal
• Clustering, Rogue
AP Detection
• Centralized storage
and backup
• RAID, On-disk
encryption
• Gigabit Interfaces
• Robust, redundant,
scalable
• Web, eCommerce,
RADIUS and more
• Cisco Security
• Firewall + Content
Filter + anti-Spam /
Virus / Phishing
• Cisco VPN Server
• Remote worker
• Interoffice calling
• Interoffice VPN
• Remote Branch
• Registered
Partner
• Registered
Partner
• Registered
Partner
Certification Requirements: NONE
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Cisco SMB Solution Selling
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Cisco Small Business
Switching Portfolio – Built for Small Business
Managed
Stackable
Price, Performance
Cisco® SFE/SGE
Series Switches
Managed
Cisco® 300 Series
Managed Switches
Smart
Cisco 200 Series
Smart Switches
• Advanced QoS, security,
• Stackable
and availability
• 8- to 48-port 10/100 and
10/100/1000 models
• PoE options
• Manage entire stack as one
• Enhanced QoS, security,
and availability
• 8- to 48-port 10/100 and 10- to
52-port 10/100/1000 models
• PoE options
• Basic QoS, security,
and availability
• Simple, basic
web-managed interface
• Simplified configuration
and troubleshooting
• Designed for small
officewide infrastructure
• 24- to 48-port 10/100 and 18-
to 50-port 10/100/1000 models
• PoE options
• Ideal for building basic network
Unmanaged
• Ready-to-use simplicity,
• 5- to 24-port 10/100 and
Cisco 100 Series
Unmanaged Switches
• Zero configuration,
• Desktop and rack-mount
zero customization
• No security or VLANs
• Do-it-yourself small business
no device management
10/100/1000 models
Function, Flexibility, Scalability
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Switching for Small Business
Functionality
One portfolio—a spectrum of choices
Catalyst
2960 / S
LAN Lite
SFE/SGE
Switches
300 Series
Managed
Catalyst
2960 / S
LAN Base
ESW500
Series
(SBCS
Solutions)
200 Series
Smart
100 Series
Unmanaged
Cost
Cost
Cisco Confidential
© 2010 Cisco and/or its affiliates. All rights reserved.
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8
Feature Differences – Switches
Smart
Cisco® 200 Series Switches
Green Ethernet
26 ports Gigabit Ethernet
Bonjour
Auto voice VLAN
LLDP-MED
IPv6 Host
Cisco Discovery Protocol
Smartports
Cloud support
No
No
802.3af PoE (all enabled)
Budget 1/2 ports at 7.5W
No
No
No
No
No
No
No
No
No
No
Option 66/67
No
No
No
No
No
Managed
Cisco® 300 Series Switches
Green Ethernet
28 ports Gigabit Ethernet
Bonjour
Auto voice VLAN
LLDP-MED
IPv6 Host
Cisco Discovery Protocol
Smartports
Cloud support
Secure copy
Web-based authentication
802.3af PoE (all enabled)
Budget 1/2 ports at 15W
TextView (CLI)
Guest VLAN
IGMP querier
Unauthenticated VLAN
Static routing: 32 routes
DHCP relay
Congestion avoidance
Per-VLAN mirroring
No
No
Option 66/67
No
No
No
No
No
$446
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$611
Cisco Confidential
Managed
Cisco ESW 500 Series Switches
No
24 ports Gigabit Ethernet
No
No
No
No
Cisco Discovery Protocol
Smartports
Cloud support
No
No
802.3af PoE (all enabled)
Budget 1/2 ports at 15W
No
No
No
No
No
No
No
No
No
No
Option 66/67
Protocol-based VLANs
IP Source Guard
DHCP Snooping
Dynamic ARP Inspection
Spanning Tree Root Guard
$1376
Managed
Cisco SGE Switches
No
24 ports Gigabit Ethernet
Bonjour
No
LLDP
IPv6 Host
No
No
No
No
No
802.3af PoE (all enabled)
Budget 1/2 ports at 15W
No
No
No
No
Static routing: 128 routes
No
No
No
Multicast VLAN registration (MVR)
Full stacking
No
Protocol-based VLANs
IP Source Guard
DHCP Snooping
Dynamic ARP Inspection
Spanning Tree Root Guard
$750
9
Wireless for Small Business
Functionality
One portfolio – a spectrum of choices
AP 541N
(clustering)
Aironet
1140 / 1260
Series
WAP4410N
WAP200
WAP2000
WET200
WAP200E
(outdoor)
Cost
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Security for Small Business
Functionality
One portfolio – a spectrum of choices
RV Router
+
ProtectLink
Web
SR 520
Secure
Router
SA 500
Security
Appliance
Integrated
Services
Routers
ASA
5500 Series
Cost
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Surveillance for Small Business
One portfolio – a spectrum of choices
Functionality
PVC 300
VC 220
VC 240
PVC2300
WVC2300
WVC210
Cost
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Storage for Small Business
One portfolio – a spectrum of choices
Functionality
Cisco NSS 300 Series
Smart Storage
Cost
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Unified Communications
Functionality
One portfolio – a spectrum of choices
Cisco Smart Business
Communications
System
Cisco Unified
Communications
Manager Express
Cisco Unified
Communications
Manager
Business Edition
UC320
Cost
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Cisco UC320 Overview
Wireless B/G/N Access Point
Wireless Voice LAN
 Up to 24 users
 Up to 12 PSTN, via SPA 8800
– Up to 4 SIP accounts/trunks
– Lifeline (FXS – FXO failover)
– Local 911 even with SIP
 2 USB ports
 Support for SPA300 and SPA500
wired and wireless phones
Internal Voicemail, 12h capacity
Integrated Auto-attendant
4 FXO/Line ports
(universal config)
Music on Hold
1 FXS port for Phone/fax
Paging out
Up to 1 Gb WAN Ethernet
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4 Gb LAN ports
Cisco Confidential
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Cisco SPA Family of IP Phones
SPA 525G2
SPA 509G
SPA 508G
SPA 504G
SPA 502G
Features
SPA 501G
SPA 303
SPA 301
 3 lines
 Monochrome
display
 1 line
 PC port
 No speakerphone  $125
 1 10/100 port
 $83
 8 lines
 4 fixed
function keys
 No display
 PC port
 PoE
 $135
 1 line
 Backlit display
 PC port
 PoE
 $164
 4 lines
 Backlit
display
 PC port
 PoE
 $189
 8 lines
 Backlit
display
 PC port
 PoE
 $225
 5 lines
 Color display (hi-res)
 Wi-Fi client
 Bluetooth (headset)
 12 lines
 Backlit display  PC port
 PoE
 PC port
 $430
 PoE
 $240
SPA 500S
 Sidecar for SPA 500 Series phones
 32 programmable keys
 No display (paper)
 Up to 2 supported per SPA 500 phone
 Powered by IP phone
 $95
New
Price
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Industry Leading Configuration Utility
 Intuitive, easy to use User Interface
 Takes away the complexity and reduces time to deploy solution
 Intro video allows you to get started quickly
 Guides partner through the install with a step by step wizard
 Backup/Save and continue install at your convenience
 Comprehensive context sensitive Help built into the UI
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Cisco UC320 Admin Screen
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IP Phones for Small Business
Functionality
One portfolio – a spectrum of choices
Cisco SPA
300 Series
IP Phones
Cisco SPA
500 Series
IP Phones
Cisco Unified
IP Phone
6900 Series
Cisco Unified
IP Phone
7900 Series
Cost
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Competitive Matrix
Competitor
Model(s)
Strength
Weakness
Panasonic
KX-TA824
Market share leader - known for reliability and simplicity of operation. KXTA824 is a competitively priced key system.
Voice centric products - lack support for data switching, routing
and WLAN.
KX-TDA50 has advanced features for small businesses: DECT phones,
cordless and cellular mobility and SIP trunking.
Voice mail, auto attendant, caller ID, and video
camera/surveillance are optional at additional cost.
DSX is a strong seller in the small business segment due to aggressive
pricing and loyal dealers/resellers.
No SIP trunking available on the DSX. Voicemail and auto
attendant functionality are optional add-ins at additional cost.
Attractive install base of 100,000 customers to upsell larger more
expensive SV8100 with data switching, routing and mobility options.
No investment protection when you upgrade from the DSX to the
larger SV-8100 – most phones will not be usable.
Avaya has 1.5 million key systems installed over and above the BCM
base and claims 25% lower TCO than any vendor.
No WLAN capability.
KX-TDA50/50G
NEC
DSX-40/80
SV-8100
Avaya
IP Office (Essential
Edition)
BCM50
Aggressively priced Essential Edition includes data switching, routing and
firewall protection built in.
Avaya plans to end of life BCM50 – further investment in BCM is
risky. Migration options from BCM 50 to IP Office are limited
Upgrading older Avaya systems is also known to be expensive.
IP Office supports key system features from the older Partner System
and Partner system phones
Mitel
3000
3300
The Mitel 3000 is a voice centric solution with PBX, voicemail, and
contact center functionality. Optional Broadband module provides
Ethernet switch, WAN port and 802.11g wireless access point and SIP
trunking.
The larger 3300 system provides wide range of advanced voice features
and networking capability.
Toshiba
Samsung
Both the 3000 and the 3300 systems are designed for the larger
SMBs. Smaller customer with 4-16 lines will find the Mitel
solutions pricier and much too large for their needs.
Requirement for optional Broadband module for the 3000 adds
another dimension of complexity and cost for small customers.
Strata CIX40
Known for dependability and extensive calling features.
Toshiba has no expertise in data communications or security.
CIX 40 lacks data support and WLAN
Strata CIX100
CIX40 is a price competitive package with features and upgrade flexibility
for up to 24 users. The larger CIX 100 provides data switching and
routing capability with optional UC modules.
Old-world voice centric technology when compared to UC320.
OfficeServ 7030
Strong products with aggressive pricing for the SMB market.
OfficeServ 7030 does not include an integrated data switch.
OfficeServ 7100
The OfficeServ 7030 includes advanced features such as Wi-Fi
telephony, SIP trunking out of the box. The OfficeServ Connect
application offers dual homing (desk and mobile phone ring
simultaneously).
OfficeServ 7100 does not include an integrated WLAN access
point.
Based on information available at time of publication
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20
SMB Business Feature Comparison
UC 300
Ranges and Target
number of users
Migration Investment
Protection
Survivability
UC 500/SBCS
target 8-50)
4-24
Target 4-16
Investment protection to UC
500 on phones, switches,
wireless and routing
No
IP Phones Support
UC540/560: 8-104 (target 875)
7900 IP phones can be
maintained when migrating to
CME/ISRs or UCMBE
Unified CME
5 - 450
(target 20-300)
Full migration path to Unified
CM
Some features may be lost,
others gained during
migration
No
Yes
SPA 300, 500 Series,
3900, 6900, 7900, 8900,
9900 Series
SPA300, 500 series
Unified IP Phone 6900, 7900
Series
SIP trunking
Yes
Yes
Yes (Opt)
Auto-attendant
Yes
Multiple
Multiple (Opt)
Voicemail
Yes
Adv (CUE)
Adv (CUE Opt)
Voice / FAX-to-email
No
Yes
Yes
Softphone Support
No
Yes
Yes
Single number reach
No
Yes
Yes
Vertical applications
No
Yes
Yes
Multi-site support
No
Yes (Up to 5)
Yes, distributed call control
with unlimited # of sites
Teleworker support
No
Yes (Up to 10)
Yes, Unlimited
GE, xDSL
FE, ADSL2+, T1 (SR520)
FE, xDSL, T1/E1, T3
No
Yes (SR520)
Yes
Yes
Yes
WAN connectivity
Dynamic routing
Enhanced security
No
(Basic
VPN,
Firewall)
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Value of Delivered Service
Small Business
Services and Support Portfolio
Built for Small Business
Fit Small
CiscoBusiness
Cisco Small Business Partner
Rapid Response Service
Cisco SMARTnet
Cisco Smart Foundation
Cisco Small Business Support Service
Cisco Small Business Partner Design Support
Cisco PDI Help Desk
Warranty
RTF
Bug Fixes
1 yr. Phone Support
Warranty
SB Support Center (Phone)
Cisco TAC
SB Support Community (Online)
Relative Size of Partner Opportunity
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Cisco Partner Tools & Resources
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Partner Pre-Sales Support Options
Partner Helpline
Partner Design
Support (PDS)
Small Business
Support Center
Who
Cisco & All Partners
Cisco & All Partners
Cisco & All Partners
What
PRE-Sales –
Product information
& selection, design
support &
implementation
PRE-Sales – Product
information & selection,
design support &
implementation
Pre- and Post-sales
support – Warranty
and technical support
Product
Cisco (traditional
product)
Cisco Small Business
Cisco Small Business
Pro
Cisco Small Business
Cisco Small Business
Pro
How
www.cisco.com/go/ph
www.cisco.com/go/smallbizsales
800-GO-CISCO
menu options 1,2,1,
then 1
877-219-4278,
PIN 106991
www.myciscocommunity.com
/community/smallbizsupport
9:00 – 7:00 EST
24 X 7
When
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24 X 7
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Small Business Support Community
The “Face” of Small Business Support
Web 2.0 Community
 Integrated Cisco, partner
and customer contributions
 Real-time communication
and collaboration
 Insight into customers’
interest
and concerns
“I primarily use the Cisco Small
Business Support Community”
“A wise company will use the community as a
resource to improve the product, support, and
documentation—just like you are doing now!”
–Partner
–Customer
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Growing Your Business
 SMB Practice Builder
Online platform with tools and action plans, specific to partner owners, account
managers, and engineers, to build new practices and develop existing ones to the
fullest
www.cisco.com/go/smbpracticebuilder
 Steps to Success
Web based toolkit to arm partners with an engagement model for sales, delivery
and support of Advanced Technology Solutions.
http://tools.cisco.com/s2s/HomePage.do?method=browseHomePage
 Select Certification
Reflects a partner’s technology and business expertise specific to the Small
Business market
www.cisco.com/go/select
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PDF Tracks for Registered, Service Providers, DMRs
and Ecommerce (Non Specialized/Non Certified) Partners)
Program Details
For Non Specialized or
Certified Registered
Partners
Back-end Payment: 5%
PDF Cash
Back
Products: Cisco Small
Business (no UC), SPA
Phones, traditional Cisco
For DMR, Ecommerce and
SP Registered Partners Invite Only
PDF Cash
Back
Accelerator
Back-end Payment: 5%
Products: Cisco Small
Business, SPA Phones,
traditional Cisco
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Training Your People
 Partner Education Connection - www.cisco.com/go/pec
Online portal with free training on all Cisco solutions, certifications, and
products
 SMB University
 Free, online small business training content
 Sales, technical & business acumen training
 Quick Learning Modules to support new product announcements
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Demonstration Solutions &
Small Business NFR Program
SBCS “The Office” Demo Solution
 Complete, portable SBCS demonstration
solution
 Recommended equipment list, training VOD
and configuration documents
 Located in the Small Business Demo
Lounge
Small Business Not-For-Resale Program
(NFR)
 Incremental discounts for partner NFR demo
or lab purchases (starting at 50% off list)
 NFR purchases to be approved by sales
team
 Select Partners get 70% off list price for
NFR Purchases
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Pre-Sales and Design Support
Smart Designs
www.cisco.com/go/partner/smartdesigns
Simplified network design and implementation guides targeted at Small
Business customers
Modular framework supports incremental products and technologies while
preserving the initial investments
Adaptive designs allow you to use as-is or customize for more complex
scenarios and additional value-add
Role-based documentation that is targeted for different functions -- from
pre-sales support, to maintenance
Trusted network deployment designed and recommended by Cisco
Partner Design Support (PDS)
(discussed earlier)
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Supporting Your Cisco Practice
 Partner Relationship Team (Non-technical)
Support on Cisco tools, applications, logins, etc
1-800-GO-CISCO or www.cisco.com/go/prt
 Cisco Community Central
Cisco Small Business Support Community
www.cisco.com/go/smallbizsupport
Cisco Small Business Sales Community
www.cisco.com/go/smallbizsales
 Find Your SBMM & SBVCAM
 Partner Central
http://www.cisco.com/web/partners/index.html
www.myciscocommunity.com/docs/DOC-10139
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Small Business
Specialization/ Select
Certification
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Cisco Channel Certifications
Select Certification
 An entry point into Cisco’s Award
Winning Channels Program
 New specialization focused on partners
ability to sell, design and deploy Cisco
Small Business solutions
Certified Partners
Small Business Specialization
Gold
Silver
Premier
Select
Registered
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Select Certification
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Added Visibility on Cisco.com
 Added Visibility
 Partners will gain visibility via
Cisco.com Partner Locator Tool
 Partner Locator Tool
 When end users search for specific
solutions within a specific geography,
Cisco Partner Locator provides a list of
qualified partners to chose from
 That partner could be you 
Partner Locator Tool supports the following
partners:
Gold Certified Partner
Silver Certified Partner
Premier Certified Partner
Select Certified Partner
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Cisco Partner Locator
Link:
http://bit.ly/hpgqCR
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Small Business Specialization
and Select Certification Steps
1
SB Account
Manager
Pass Online Exam
650-177 SB AM
2
SB Engineer
Pass Online Exam
650-195 SB EN
3
Select
Certification
Apply for SB
Specialization &
Select Certification
Account Manager & Engineer can be same or
different individual
Presentation_ID
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Programs &
Promotions
Take advantage of our
discount programs
Q1 FY’11
Check Partner Central often for all Small Business
focused promotions and programs:
http://www.cisco.com/web/partners/sell/smb/programs_and_promotions
Always check here or contact your iSBAM to discuss!
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Change Your Voice – Cisco Promotion
Promotion Outline
• Trade-In Rebate:
Up to $1,250/ phone system, $10/phone
Purchase new Cisco SBCS. Trade-In old phone system
Can be combined with Cisco Capital
Eligible for PDF rebates
• Competitive Focus:
All non-Cisco phone systems
• Target Partners:
All SB Specialized Cisco Partners
• Promotional Period:
Expires: July 29, 2011
• Theaters:
US & Canada
• Trade-To SKU’s:
12 SKUs - See following slide
www.ciscochangeyourvoice.com
Convert Competitive Purchasers to Cisco Small Business
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Cisco Fast Track 2 Promotions
 Fast Track Accelerator
 Get an additional 10% discount on select Cisco Small Business managed
switches and security appliances.
 Cash Now – Four for the Price of Three
 Get four select Cisco products for the price of three . Build a Network,
Video Surveillance or Voice solution for less.
 Cash Maximizer – Cisco Stimulus Rebate Program
 End users can receive up to $900 cash back when they trade in their used
networking products and purchase new Cisco products.
Expires: April 29, 2011
More information: http://www.cisco.com/web/partners/sell/smb/programs_and_promotions/index.html#2
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Ingram Micro Start Your Engines
Grow with Cisco and Ingram Micro
Get Cisco Select Certified
Program Overview
Registered Partner – Move to Select!
Earn $3,000 in Agency Express marketing dollars -Marketing Professional to assist the partner in creating an effective
marketing program. Complete program steps to earn $’s:
Steps: Take Select Training, Pass Exams, Sign up for PDF & PRP, Take Training
Contact myciscoteam@ingrammicro.com to get started!
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Cisco Small Business Links
 Cisco SMB Product Selector
http://bit.ly/8A23cm
 Cisco Small Business Portfolio
http://bit.ly/y2YRH
 Cisco Small Business Support
Community
http://bit.ly/cL7K64
 Cisco Small Business Unified
Communications Solution
http://bit.ly/b1UEjy
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Additional Resources
 Small Business Customer Site
www.cisco.com/go/smallbusiness
 Small Business Customer SBCS
www.cisco.com/go/sbcs
 Smart Business Communications System (Partner Central)
http://www.cisco.com/web/partners/sell/smb/products/sbcs.html#~2
 Small Business Support Community
https://supportforums.cisco.com/community/netpro/small-business
 Cisco Capital
www.cisco.com/go/ciscocapital
 Small Business Customer Case Studies
http://www.cisco.com/cisco/web/solutions/small_business/resource_center/i
ndex.html
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Cisco Small Business Contacts
 Cisco Small Business Support Center
 Phone: (866)606-1866
 Ingram Micro Cisco Tech Support:
 Phone: (800)445-5066 x 24041
 Ingram Cisco Technology Solutions Engineer
 Cisco Small Business Focus
 SMB Trusted Technology Advisor
Help you grow your Cisco Business
 Ray Arasteh – Ingram Micro
 Cisco Technology Solutions Engineer
 ray.arasteh@ingrammicro.com
 Ph: 714-382-2517
 Michelle McCrea - Cisco Systems
 Cisco Distribution Account Manager
 mccrea@cisco.com
 Ph: 716-604-2647
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© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
43
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Presentation_ID
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
44
Presentation_ID
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
45