Selling Cisco Small Business
Cloud Solutions
February, 2012
Bill Dyrek, CCIE 4975
Cisco Systems
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What is Cloud Computing?
What Characterizes Cloud Computing?
What is the Small Business Opportunity?
Cisco WebEx & Hosted Small Business Communications & Video
OnPlus Cloud Service
Smart Design
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What is
"Cloud
Computing"
Cloud is a data center that delivers services
over the internet, or intranet using dynamically
scaled shared resources.
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Cloud
Virtualization
Web
Client Server
Minicomputer
Mainframe
Glass House
1960
1970
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1980
1990
2000
2010
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Traditional
Computing
Scalability
Cost
New services
added manually
Incremental
CAPEX purchases
Cloud
Computing
Scale on-demand
Pay per use, OPEX
Provisioning
Months
Minutes
Ease of Use
Traditional hardware
procurement
Self service
Dedicated
Shared, Multi-tenant
Consumption
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Hosted Cloud
Service
Best-in-Class Cisco CPE
Router
Switch
End User
Customer Site
• Reliable Infrastructure
• Security
• Availability
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Source: Gartner “Defining and Describing
an Emerging Phenomenon,” June 2008
Service
Models
Deployment
Models
Software as a
Service (SaaS)
Public
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Platform as a
Service (PaaS)
Private
Hybrid
Infrastructure as a
Service (IaaS)
Community
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Government
Financial
Services
Media
Healthcare
Games
Communities
of
Interest
Public
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Seamlessly Connected
Securely Accessed
Private
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Customer
 Shift capex to opex
 Focus IT resources
 Streamline business processes
 Accelerate business strategy
 Mitigate technology obsolescence risk
Partner
 Reduce complexity
 Increase agility and speed
 Deliver consistent experience
 Maintain account ownership
 Ensure low cost of entry
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 New applications are being
delivered to the Small Business
through the cloud
 Small Businesses are increasing
use of networked technologies
fueled by simplicity of
cloud/hosted services
 Partners are evolving business
models to grow service/recurring
revenues
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WebEx Offering
 Unlimited meetings to 25 attendees
 WebEx audio on a per minute basis
Cisco WebEx Meeting Center Features




Multipoint, high-quality video
Documents, applications, desktop sharing
Chat, polls, notes, annotation tools
Whiteboarding and file transfer
Cisco WebEx Audio
 Teleconference over regular phone
 Integrated VoIP, mixed mode
Mobile Device Support
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Multi-point High Quality Video
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WebEx Value to Ingram Micro Partners
Partner Benefits
 Access to a high value
application
 Ease of implementation
 Readily needed by all
business segments
Customer Benefits
 Immediate productivity
 Simple billing option
 Integrated conferencing
Market-leading web conferencing
application 50% market share
Grow the value of every
customer
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Cisco WebEx
Meeting Center with *WebEx Audio
*Available Through
Distribution Only
 Initial Order:
 Prepaid Annual subscription
 Minimum Order: (2) licenses
 Co-Term Orders:
 Minimum Order: (1) license
 (11) Monthly Co-Term SKU’s
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 Meeting Attendees
 Meeting Center – (25)
 Microsite, generic branding
 Audio - Included Audio By Geography
 US-VOIP and US Toll up to 10k
Minutes
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Partner NFR Offer
 WebEx Meeting Center + Connect IM
 90% off list price thru July 29th, 2012
 $5 per user per month
For partner internal deployment only
www.cisco.com/go/webexnfr
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• An IP alternative to TDM-based telephone systems that utilizes
call control hosted in the cloud
• Sometimes referred to as IP Centrex or hosted IP voice
• CPE– routers, switches, and phones– resides on the customer
site
• Distinct from a premise-based system in terms of call control,
management and cost structure
Hosted
Premise
Call control
3rd Party softswitch, in
Cloud
Phone device, on
customer premises
Managed by
Service Provider
Customer’s IT Staff
“per-seat per-month”
basis
Purchase equipment
Customer Cost Model
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Cisco HSB Communications is a fully tested infrastructure from a single source –
Cisco routers, switches, and IP phones, all designed to work seamlessly together.
Hosted
Telephony
IAD / SRP
300 Switch
Management
NMS
FAX
SPA Phones
Cisco HSB Communications
• System tested, documented provisioning
• Best-in-class QoS enabled for VoIP
• Back-up SIP proxy server
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•
Bundled services create customer stickiness
Data, local and long distance voice, mobility
•
Easy to add lines, move, make changes
Self-service or remote login
Reduced capital expenditures and risk
Lower overall cost for voice and data
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Cisco Video Cloud Concept
What is Cisco Callway?
Endpoints
PUBLIC
INTERNET
(Hosted service)
Infrastructure
+
•
•
•
•
•
Call control for basic calling
Firewall traversal for intercompany
Gateways (including PSTN calling)
Mgmt suites (including directory)
Multi-conferencing units
Multitenant Hosted Infrastructure
Customer site
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At a glance
Multipurpose
Profile
MX
Callway Service*
Hosted service for plugand-play telepresence
Supported endpoints
Profile 42
with C20
MX300
Te l e P r e s e n c e E xt e n s i o n s
Personal
EX Series
MX200
EX90
EX60
Profile 42
MX300*
MX200
Quick Set SX20*
C20 Quick Set
EX90
EX60
E20
E20
Quick Sets
Quick Set &
Peripherals
•
•
•
•
•
•
•
•
Camera
Jabber Video for
TelePresence
(as a hosted service)
SX20
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C20
PrecisionHD
USB Camera
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Cisco OnPlus™ Service is a cloud
based platform that enables channel
partners to economically deliver
managed network services through
discovery and monitoring of the
entire small business network.
Cisco OnPlus is a unique offer that:
• Helps automate the monitoring, management and
maintenance of small business networks
• Is simple to deploy and use, accessible from anywhere
• Is very affordable, OnPlus can be used even with very
small sites
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 Affordable service with easy to deploy
appliance for each end customer network
 Intuitive interface to PCs and Mobile
Devices
 Dashboard status of customer base
 Inventory of networked devices
 Easy, remote connectivity to devices
 Monitoring, Alerting & Reporting
 Configuration Back-up and Restore,
Firmware Upgrades
 Service Contract & Warranty information for
Cisco Products
 Enable access to future Cloud Applications
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The Cisco OnPlus Team plans to work with the EcoSystem of MSP
Application Vendors that the VAR community is currently using to provide
incremental functionality and value in tools they may be already using
No Managed Service Tools
Cisco OnPlus
Existing Managed Service Tools
Cisco OnPlus Integration with…
PSA Tools
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RMM Tools
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Customer List
Site Event History
Device Access /
Config Backup
Inventory
Dashboard & Status
Topology
• Mobile Web Site Available Now
• Native App for Apple iOS and Android currently in Beta
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Interactive Reports for
Customer
Engagements
Event History and
Maintenance
Report
Network Health and
Trending Analysis
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Network
Recommendations
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OnPlus Subscription = US $250
(includes ON100 Appliance and 3
years access)
Cisco OnPlus is for Registered Cisco
Partners, title is retained by the
partner.
An OnPlus subscription is required for
each customer site to be managed.
Supported Cisco Devices:
$ 250 list
3-year subscription
with Network Agent
https://supportforums.cisco.com/docs/DOC-17501
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• Get a global view of your customer sites to help scale
management tasks within your sales and operations teams
• Provide simple network assessments – Activate the Appliance
and discover network assets and topology before projects begin
• Automate the maintenance of networking tasks with Cisco
devices (Firmware Updates, Configuration BackUp/Restore,
Inventory Tracking, Service & Warranty Status)
• Securely connect to network devices remotely without VPN set
up
• Proactively Monitor the WAN link and devices – Get notifications
on performance and outages
• Provide Automated Summary Reports to Customers
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• All SMART Design
resources can be accessed
at - Smart Designs web
page.
• Additional supporting
resources on deployment
methodology and lifecycle
services are available in
Steps to Success
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Exclusive OnPlus Promotion
Cisco OnPlus free NFR!
Cisco Commerce Workspace) Tool:
www.cisco.com/go/ccw
Promotion Code: PP-NFRC57410-110731
PP-NFRC57410-110731
New Offer
from Cisco!
1.800.456.8000 ext. 76799
myciscoteam@ingrammicro.com
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Cisco On Course
Exclusively through Ingram Micro
1.800.456.8000 ext. 76799
myciscoteam@ingrammicro.com
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Michele Nixon
Sr. Manager –
Cisco BU
800-456-8000 ext.
66312
North Dakota Minnesota
(ND)
(MN)
Montana
(MT)
Oregon
(OR)
Idaho
(ID)
Wyoming
(WY)
50
Nevada
(NV)
South Dakota
(SD)
Nebraska
(NE)
Utah
(UT)
10 Arizona (AZ)
Colorado
(CO)
New Mexico
(NM)
West
SMB MDS – Stephen Woolsey
stephen.woolsey@ingrammicro.com
40
Oklahoma
(OK)
20
Texas
(TX)
New York (NY)
Michigan
(MI)
Iowa
(IA)
Kansas
(KS)
60
30
Wisconsin
(WI)
Missouri
(MO)
Arkansas
(AR)
Louisiana
(LA)
Massachusetts (MA)
Rhode Island (RI)
Connecticut (CT)
New Jersey (NJ)
District of Columbia (DC)
Ohio
Illinois Indiana (OH)
(IN)
(IL)
70
Delaware (DL)
Maryland (MD)
North Carolina
North East
(NC)
SMB MDS –
South
Rachel Weiss
Carolina
(SC)
rachel.weiss@ingrammicro.com
Alabama Georgia
(AL)
(GA)
SMB MDS –
Lindsey Bonasera
lindsey.bonasera@ingrammicro.com
South
SMB MDS – Chris Grizanti
christopher.grizanti @ingrammicro.com
1.800.456.8000 ext. 76799
myciscoteam@ingrammicro.com
Central
SMB MDS – Ian Schmitt
ian.schmitt@ingrammicro.com
© 2010 Cisco and/or its affiliates. All rights reserved.
Maine
(ME)
(NH) New Hampshire
(VT) Vermont
Washington
(WA)
SMB MDS – Brogan McCabe
brogan.mcCabe@ingrammicro.com
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Thank you.
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