Small Business is Big Business Gergely Horváth Small Business Market Manager Hungary & Romania gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1 Why Cisco? Unique Small Business DNA • Technology • Reliability • Services • Tailored Solutions • VAR Channel • Network as a Platform • IT-as-a-Service • Value • Ease-of-use • Point Products • Retail Channel Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2 New Categories for Small Business Services and Functionality “Elite” high performance • Early Adopter • Values Technology • Architects Growth “Open to Guidance” scalable advanced technology partner installed • Looking to Improve • Knows Technology Can Help • Not Sure Where to Start “Basic” upgradeable partner managed partner supported off-the-shelf • Reactive Buyer • Limited Technology Focus • Price Conscious Presentation_ID fully customizable © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential simple installation easy-to-use affordable 3 Small Business: A Diverse Market Percent of Companies “Elite” • Early Adopter • Values Technology • Architects Growth 1% “Open to Guidance” 51% • Looking to Improve • Knows Technology Can Help • Not Sure Where to Start “Basic” • Reactive Buyer • Limited Technology Focus • Price Conscious Presentation_ID 48% © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 84% Percent of Spending 12% 4% 4 Solving the Needs of Small Business Save Money Keep my Customers Protect my Data Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5 Small Business is Big Business Switches Gergely Horváth Small Business Market Manager Hungary & Romania gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6 Switch Positioning Add Core stack, QoS & Features High availability = SFE & SGE VoIP, Video, other real time apps for SMB’s = SRW VoIP, Video, other real time apps for smaller Companies = Smart Internet Access, Best Effort = Unmanaged Application Richness Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7 Unmanaged Switches Internet Basic Connectivity Basic Management Advanced Management Options Presentation_ID Basic QoS Advanced QoS © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential VLAN VoIP Ready Video RPSU support Stacking 8 Smart Switches SLM2008 SLM2024 Internet SLM2008 WAP200 Upsell: Add Business Class Wireless, add VoIP, Video Sur. Alternative: Position Smart switches as edge switches Basic Connectivity VLAN Basic Management VoIP Advanced Management Options Video Basic QoS Advanced QoS Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential RPSU support Stacking (available for Smart Stackable Switches) 9 SRW Switches SRW2008P SRW2048 Internet SRW2008P WAP200 Upsell: Add Business Class Wireless, add VoIP, Video Sur., Storage Alternative: Position Smart switches as edge switches Basic Connectivity VLAN Basic Management VoIP Advanced Management Options Basic QoS Video Advanced QoS Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential RPSU support Stacking 10 Layer 2+ - SFE and SGE SFE Core Stack SRW2008P Internet SRW2008P NSS6000 WAP200 Upsell: Add Business Class Wireless, add VoIP, Video Sur., RPSU Storage Basic Connectivity VLAN Basic Management VoIP Advanced Management Options Basic QoS Video Advanced QoS Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential RPSU support Stacking 11 Small Business is Big Business Wireless Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12 Wireless Solution Example WiFi IP Phone Key Features: 802.11g WiFi with PoE Multiple SSID->VLAN Mapping Security and QoS –802.1x, WPA, WME Multiple AP Modes Voice SSID –AP, P to P, P to MP Data SSID WAP54GP PoE or AC/DC Power SRW224P Managed PoE SW Customer Data Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13 Wireless Access Points WAP200E • Outdoor 802.11g • Multiple BSSID • Built-In Direction Antenna • PoE Powered • Multiple AP Modes • Improved Weatherized Housing WAP2000 • 802.11g MIMO • Multiple BSSID QoS/VLAN Mapping • Omni-Directional Antenna – 1x2 MIMO • Multiple AP Mode • PoE or DC Powered • Metal Case With Dual Image WAP4400N • Draft N MIMO • Security and QoS • Gigabit PoE or DC WAP200 • 802.11g MIMO • Multiple BSSID QoS/VLAN Mapping • Omni-Directional Antenna – 1x2 MIMO • Multiple AP Mode • PoE or DC Powered Functionality / Performance Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14 Small Business is Big Business Routers Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15 VPN Routers RV016 RVS4000 RV082 RVL200 RV042 • Integrated SPI Firewall • Integrated IPS/IDS (RVS4000 only) • HW Accelerated VPN • Hardware DMZ (RV0XX Only) • SSL VPN Support (RVL200 only) • Trend Micro Protectlink email and filtering Dual WAN Ports Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential Single WAN Port 16 Wireless VPN Routers NEW!! WRV210 WRVS4400N WRV200 • Up to 10 IPSec Tunnels ( five in WRVS4400N) • Integrated SPI firewall • MSSID Broadcast (WRV2xx only) • Integrated IPS/IDS (WRVS4400N only) • Omni Directional Antenna •Trend Micro Protectlink email and filtering - available 1H09 802.11n MIMO / Gigabit WAN 802.11g MIMO Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17 KIT8: 8 LAN + WLAN WI-FI Internet Modem ADSL WRV210 SRW208 10/100 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 18 Small Business is Big Business Security & Surveillance Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19 Boost Productivity & Peace of Mind Cisco Spam & Virus Blocker Keep Your Business Moving Focus More Time on Your Business Simple to Buy, Install and Run Virtually eliminates spam, viruses, phishing, and other email-based threats preventing disruptions to network and business Eliminates the burden and ongoing distractions caused by spam Easy to order, complete solution includes appliance, updates, and support – nothing else to buy Installs in less than 10 mins Continuous, automatic updates Manual spam deletion Searching for messages incorrectly filtered by PC spam software Award-winning enterprise-class protection Technology from IronPort World’s largest spam & virus detection and monitoring network Supports up to 250 email users per appliance Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20 Surveillance Solutions PVC2300 Business Internet Video Camera with 2-way Audio and PoE WVC2300 Wireless-G Business Internet Video Camera with 2-way Audio WVC210 Wireless-G Business Internet Video Camera with 2-way Audio and PTZ (Pan Tilt Zoom) Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 21 Input and Output (IO) ports Inputs Outputs Alarm Panel Smoke Detector Siren PIR (Motion Detector) Open Door Door/ Window Contact Presentation_ID Activate Lights © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22 Typical Usage – Commercial Markets – Insurance companies, tax preparation, lawyers, architects, etc. Benefits – Physical security – Shrinkage (Theft) – Operational improvements – Insurance Evidence Installation – Multiple cameras •At least one per entrance, cameras to cover all customer-accessible areas (conference rooms, desks), and at least one for back office, warehouse/storage room, and delivery dock) – Infrastructure •Wireless Access Point such as WAP4400N and LAN switch such as SLM/SRW/SFE/SGE series for infrastructure connectivity •VPN/Security router such as RVS/SVR Series for access to network from internet •Storage target such as NSS Series Network Attached Storage or computer server. Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23 Small Business is Big Business Network Attached Storage Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24 Features & Benefits BENEFIT-FEATURES HIERARCHY – Most important to less important 1. Performance Designed for Small Business, multi-client access environments. Performance 2. High Availability RAID, UPS, SMART Drive Security 3. Security Active Directory integration for authentication On Disk Encryption for protection of lost/stolen drives Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25 NSS Family Of Storage Products Common Set of Advanced NAS Features With Data Migration Capabilities Rack Mount Common Features: NSS6000/NSS6100 Disk-Less Chassis-Based Design NSS4000/NSS4100 RAID Set Migration Between Chassis Compatible File Encryption Desktop Virtualization Compatible Microsoft Distributed File System Support Iga NSS3000/NSS3100 (4 Bay System) Microsoft Vista Support IBM Continuous Data Protection Cousteau2 NSS2000/NSS2050 (2 Bay System) Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26 Small Business is Big Business Voice & Conferencing Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27 IP Phones SPA932 SPA901 SPA922 SPA942 SPA962 SPA525G WIP310 Phone Lines Ethernet Ports Hi-Res Display PoE BlueTooth Wireless-G SPA932 Support SPA901 1 1 N N N N N SPA922 1 2 Y Y N N N SPA942 4 2 Y Y N N N SPA962 6 2 Y- Color Y N N Y SPA525G 5 2 Y- Color Y Y Y Y WIP310 1 n/a Y- Color n/a N Y N Common Features • QoS support • MB100 Wall Mount kit • Cisco SPA Voice Presentation_ID • 1 Personal Directory (100) • Call Logs (60 each) - Made, answered and missed © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential • Visual VM Message Waiting indicator • Secure Remote Provisioning • Third Party Application Server Support 28 FY08 WW 150K+ Phones Installed IP Centrex Solution Overview Session Border Controller Provisioning Server CSCF SIP Proxy SOHO/Small Business The SBTG PLAY SPA922 SPA942 ACS SS7 SPA921 SPA941 Operator Console: SPA962+SPA932 Circuit-Switched Network IP Media and Signaling Gateway (MG/SG) IP Network Application Server SP Service Offer – Virtual PBX – Telephony services – PBX features – Teleworker Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. SP Addressable market – Initially SOHO and SB What is the SBTG PLAY in IP Centrex – The CPE – Focused on startup and new businesses with multiple branches – Enables recurring service charge Cisco Confidential – SPA IP Phones – SB Switches – Networking CPE equipment 29 Analog Telephone Adaptors PAP2T SPA2102 SPA8000 WRP400 FXS Ports FXO Ports Active Calls 3-Way Conference calls Router PAP2T 2 0 2 1 N N SPA2102 2 0 4 2 Y N SPA3102 2 1 3 1 Y N SPA8000 8 0 16 1 N N WRP400 2 0 4 2 Y Y Device Presentation_ID SPA3102 © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential WiFi 802.11G 30 KIT3: 10 analog voice ports SPA8000-G1 Analog Telephones Internet Modem ADSL 10/100 WRP400-G1 WI-FI Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 31 Example Small/Home Office with the Cisco SPA9000 Voice System Cisco SPA900 SIP IP Phone Small Business Pro Series Cisco SPA9000 Voice System 2 Analog Station Ports (Fax, Door Bell, etc) Internet Cisco Small Business Switch SRW208P/MP Integrated Access Device SR520 PSTN Cisco Small Business Wireless AP WAP2000 Cisco SPA400 PSTN Gateway Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32 KIT6: 16LAN + 16 ext US$180.00/cada WI-FI Internet Modem ADSL WRV210 SRW248G4P SPA922 RPTC SPA400 Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. SPA9000 Cisco Confidential 33 A Platform for Ongoing Growth Expand the Market Opportunity for Partners and Deliver a New Small Business Experience 3rd Party Apps iPortal (e.g.: IBM CDP, TrendMicro Protectlink Gateway) Video Surveillance Management Capabilities Storage Data/Voice/ Internet/Security Mobility/ Wireless Intelligent Network Platform A New Small Business Experience Growth Through Products, Services, Applications, and More Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34 Small Business Is Big Business Promotions Gergely Horváth SBMM gehorvat@cisco.com Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35 27th April to 25th July 2009 – Promotion Code: EUP2-336 Managed Switches SFE2000 SFE2010 SFE2000P SFE2010P SGE2000 SGE2010 Smart Switches SLM2024 SLM2048 Unmanaged Switches SR2024 IP Phones SPA962 SPA922 Cisco Blocker BLKR-SVB-50U-3Y IP Cameras Access Point WVC210 WAP2000 VPN Router Wireless VPN Router WRVS4400N RVS4000 Terms and Conditions · Orders must be invoiced within the promotion period between 27th April and 25th July 2009.. · Promotion is available to Cisco Registered Partners, Select Partners and above. · Discount is valid for selected products only purchased through Cisco authorized Distributors. Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36 Small Business NFR - Terms and conditions Same SKUs for non-standard deal will also be available for NFR Partners MUST be Registered Cisco partners and above Reseller name on the DART is a must Max Discount Max Discount (off Max Quantity per Max Quantity per Theater Rate (for both SB WPL) per reseller technology per SKU per deal (in Basic and Pro) per year reseller per year DART) EM 50% $20K 5 1 Small Business NPR - Approval flow EM Presentation_ID SBMM submits NFR deal to Marc Wallenbereg © 2006 Cisco Systems, Inc. All rights reserved. Marc Wallenbereg enters deal for approval in DART Cisco Confidential Approval by David Morse 37 Claiming Process on Small Business Transactions •There will be ONE DART category for discounts. • For all Small Business there will be no discount via traditional Cisco methods. • If you have a large opportunity ($20k+) you will have to go your DAM/SBMM/CAM to raise a transactional DART. − Only Small Business DART tool is to be used − NO OTHER CLAIMS WILL BE PAID UNLESS IT HAS A VALID SMALL BUSINESS DART REFERENCE. • Ideal Situation : Small Business Accelerator Scenario − Fast Track type discount for limited time period Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38 Visit www.cisco.com/smallbusiness Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39