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
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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
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fully customizable
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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
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48%
© 2006 Cisco Systems, Inc. All rights reserved.
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84%
Percent of
Spending
12%
4%
4
Solving the Needs of Small Business
Save Money
Keep my Customers
Protect my Data
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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
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Unmanaged Switches
Internet
Basic Connectivity

Basic Management

Advanced Management Options 
Presentation_ID
Basic QoS

Advanced QoS

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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
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
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.
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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
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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
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14
Small Business is
Big Business
Routers
Gergely Horváth
SBMM
gehorvat@cisco.com
Presentation_ID
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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
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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
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KIT8: 8 LAN + WLAN
WI-FI
Internet
Modem
ADSL
WRV210
SRW208
10/100
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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
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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)
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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
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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.
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23
Small Business is
Big Business
Network Attached Storage
Gergely Horváth
SBMM
gehorvat@cisco.com
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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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
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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)
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26
Small Business is
Big Business
Voice & Conferencing
Gergely Horváth
SBMM
gehorvat@cisco.com
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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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
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• 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.
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WiFi
802.11G
30
KIT3: 10 analog voice ports
SPA8000-G1
Analog Telephones
Internet
Modem
ADSL
10/100
WRP400-G1
WI-FI
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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
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32
KIT6: 16LAN + 16 ext
US$180.00/cada
WI-FI
Internet
Modem
ADSL
WRV210
SRW248G4P
SPA922
RPTC
SPA400
Presentation_ID
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SPA9000
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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
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34
Small Business Is
Big Business
Promotions
Gergely Horváth
SBMM
gehorvat@cisco.com
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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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.
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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
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Visit www.cisco.com/smallbusiness
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