Unified Communications 500 Series - FY10 Helping Your Partners Prepare for Cisco Small Business Pro Alberto Montilla, Andy Hickman, Ignacio Castroverde, John van Gorp, Jens Demmer Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1 Agenda Cisco Unified Communications 500 series, why now? Roadmap – SBCS 1.6/2.0 Small Business Pro UC Sales tools Cisco Small Business Support Center Competition and positioning Demo – Cisco Configuration Assistant 2.1 SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2 Executive Summary Time is now Complete SB Pro SBCS available by November Competitors are stumbling- bad press on Microsoft RP, Avaya buying Nortel Need more SB Pro brand awareness Educate Partners on Why SB Pro SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3 “Cisco Unified Communications solutions unify voice, video, data, and mobile applications on fixed and mobile networks, enabling the human network to effectively collaborate every time, everywhere, everyone’s included.” SMB Spring Cisco SMB UC Update Positioning © 2006 070208 Cisco Systems, © 2008 Cisco Inc. All Systems, rights reserved. Inc. All rights Cisco reserved. Confidential Cisco Confidential 4 Cisco Unified Communications for Small Business - Features Cisco Unified Communications Solutions for Small Business include network powered solutions for: IP Telephony Rich Media Conferencing and Collaboration Integrated Messaging Unified Communications Clients Unified Call Connectors for Industry-leading Applications Mobility Solutions and Presence Collaborative Workspaces Third party Applications Integration SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5 Cisco Small Business Pro Unified Communications 500 Why Now? SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6 EXTERNAL Moving SBCS to Cisco Small Business Pro Now is the time Complete Cisco Small Business Pro UC OfferingScales to 100+ users (November 2009) • Plus new switches, IP phones, Wireless, WAN security Continuing to make it easier than ever to sell Smart Business Communications System (SBCS) solutions • New Partner Profitability Programs • Reduced Pricing • New Pre Sales and Deployment Tools • New Dedicated Support Staff and Support Package Cisco is setting Partners up for success to be able to take advantage of market up turn SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7 Voice Product Delivery US Timelines Internal EOS Announce UC520 UC540 FCS Disti Avail FCS UC560 SPA500 FCS Phones CCA SMB Spring Update Disti Avail Disti Avail 2.1 © 2006 Cisco Systems, Inc. All rights reserved. 2.2 Cisco Confidential 8 Marketing Launch Dates SBCS 1.6 SBCS 2.0 Internal Cisco Announce 7/28 10/6 Disti Announce 8/4 10/13 Channel Partner Launch 8/25 11/17 External Public Customer Launch 9/9 12/1 Partner Virtual Event SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. 12/1 Cisco Confidential 9 EXTERNAL Smart Business Communications System 1.6/2.0 Portfolio Unified Communications IP Phones New SB Pro Product Intro New SB Pro Product Intro SEP-UC540 NOV-UC560 UC540 Unified 500 Series Wireless WAN Security / Teleworker New SB Pro Product Intro New SB Pro Product Intro New SB Pro Product Intro SPA500 NOV-8p ESW NOV - AP500 SR520-T1 US 7900 & 500 Series ESW 500 Series AP500 WLC 500 Switching • PoE & non-PoE • 8 to 64 Voice Users • All Cisco Unified IP models with CDP & Phones are • Desktop & Smartports supported including Rackmount Models new Cisco 500 Series • Replaces CE 520 • Optional Integrated over time with WLAN and WLAN AP on desktop Bluetooth models • Autonomous APs or Unified Wireless Solution with Mobility Express Cisco SR520 • VPN, Wired and Wireless Access, Remote IP Phone extension Business & Productivity Applications Cisco Configuration Assistant SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential ROADMAP 10 Cisco Smart Business Communications System – What’s New in Release 1.6 (SEP) Cisco UC540 platform in UC 500 Series (NA and EMEA WPL) Service Offering with Cisco Small Business Support Center Cisco SR520-T1 WAN Router (NA only) Cisco SPA500 Series IP Phones Cisco Configuration Assistant (CCA) version 2.1 Cisco Smart Designs for SBCS – App Note for Multi-site Two Additional SIP Trunking Providers Third Party and Cisco Applications: Mitchell1 – Automotive Shop Business Management SW Veramark Call Accounting N-able Remote Monitoring SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11 Cisco Smart Business Communications System – What’s New in Release 2.0 (Nov) UC 560 (Pro Series) Supports up to 104 users CCA 2.2 (Pro Series) AP 500 Series Wireless Access Points (Pro Series) Clustering access points 8-port ESW 500 Series Switch (Pro Series) Two new 8-port additions SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12 Cisco Small Business Pro Unified Communications 500 Series Today UC520 Sept ‘09 Nov ‘09 UC540 UC560 Users License Upgrade to 64 License Upgrade to 104 48 User 32 User License Upgrade to 32 16 User 8U 24 User 8U W/L Desktop 8 User w/ Wireless Rack Mount Desktop 16 User Rack Mount UC500: Call Processing, Voice Mail, Security, Wireless SBCS Components: Secure Routers, Switches, IP Phones, CCA & Applications SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13 Cisco Small Business Pro Unified Communications 540 & 560 models Cisco Small Business Pro Series, Cisco Unified Communications 540 & 560 model simply integrates with SBCS and other Small Business Pro products with the following additional benefits: • Less SKU’s for Stocking • Simplified Licensing Model – 1 SKU • Support from Cisco Small Business Support Center • Grows from 8 to 104 Users USD List Price Product SKU Detailed Description UC540W-FXO-K9 UC540W-BRI-K9 8 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 8 POE 10/100 ports, Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users. $3095 UC560-FXO-K9 UC560-BRI-K9 AVAILABLE IN NOVEMBER. 16 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports, and 2 VIC slots. Upgradable to 104 Max Users. $4295 UC560-T1E1-K9 AVAILABLE IN NOVEMBER. 16 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports, 1 T1E1 PRI port, and 1 VIC slot. Upgradable to 104 Max Users. $4995 L-UC-PRO-8U= E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users $1095 CON-SBS-SVC4 Three year Cisco Small Business Pro Service $499 *Check your local distributor for your pricing SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14 EXTERNAL Comparison Between UC520 and UC540/UC560 UC520-8U/16U UC52024U/32U/48U UC540 UC560 Base unit number of users 8 24 8 16 Maximum number of users 16 64 32 104 Wireless G N/Y N Y N Number of POE switch ports 8 8 8 3 (GE uplink) VM capacity (hours) 14 14 32 32* Memory for Smart Applications Max 80 MB Max 80 MB Max 430 MB Max 430 MB* List Price (USD) for 8 Users $3,775 $4,045(W) $8,095 (24 Users) $3,095(W) $6,190 (24 Users) SMARTNET SMARTNET Small Business Pro Service Small Business Pro Service PDI Helpdesk PDI Helpdesk SBSC Partner Design Support SBSC Partner Design Support Features Service Contract Partner Design Support *Can be upgraded in the field SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15 Introducing the SPA500 Family Key Features EXTERNAL Full Duplex Speakerphone with Enhanced Speech Technology Support for Wideband Audio (G.722) Support For Up to Two 32 Button Side Car Modules PC Port and 802.3af Capable WAN Port High Resolution Backlit 128 x 64 LCD Screen Integrated Cisco XML Browser for advanced applications Support for SIP and SPCP (UC500) Protocol SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16 EXTERNAL Cisco Small Business Pro ESW 500 Series Switches The ESW 500 series quickly and simply integrates with SBCS and other Pro products to provide a single high-performance and secure platform for any small business voice, video, data, wireless need Simple portfolio with Fast Ethernet, Gigabit Ethernet, and PoE models Cisco integrated, tested and supported Competitive warranty and services 5 year warranty; 90 day phone service; NBD replacement Gigabit Expansion USD List Price Product SKU Port Configuration ESW-520-24-K9 24-port 10/100 ESW-520-24P-K9 24-port 10/100 PoE ESW-520-48-K9 48-port 10/100 ESW-520-48P-K9 48-port 10/100 PoE $2799 ESW-540-24-K9 24-port 10/100/1000 $1849 ESW-540-24P-K9 24-port 10/100/1000 PoE ESW-540-48-K9 48-port 10/100/1000 CON-SBS-SVC2 Three year Cisco Small Business Pro Service- three year phone and online chat service and software enhancements $659 4 expansion ports: 4 copper + 2 shared mini-GBIC slots for fiber 4 expansion ports: 4 copper shared with 4 mini-GBIC slots for fiber *Check your local distributor for your pricing SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential $1399 $1129 $2699 $3299 $69 17 Cisco Small Business Pro Easier to Sell & Deploy UC Sales Tools Easier Value Sales • Marketing brochure templates “This is well on the way to empowering the little guy to configure the SMB” • Simplified technical documentation for sales teams- Platform Reference Guide and System Feature Reference Guide http://www.cisco.com/go/partner-sbcs/ Easier Installation and Configuration • New features in CCA- dashboard, troubleshooting and 100+ new voice features since CCA 1.0 such as multisite support • Updated SmartDesigns • Partner Design Support SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential “I just downloaded the new CCA, and I am very impressed!! I just wanted to let you know, I am a die hard IOS engineer, but the CCA is even easier for most things right out of the box. Great Work!!!” “[CCA 2.0] is right on the money. It’s easy to use, follow, and “I would prefer to use has wizards that CCA 2.0 compared to really work.” using CLI. I need to start using it on the ground” 18 Cisco Small Business Support Center The “Voice” of Cisco Support Dedicated Telephone Support for Small Business Products: Fast access to technical assistance to meet your needs Telephone support available local business hours in 9 languages Dedicated staff trained to resolve small business networking and communications issues Support community provides collaboration and knowledge exchange for Cisco Small Business products and solutions Focus on your business—not the network http://www.cisco.com/en/US/support/tsd_cisco_small_business_support_center_contacts.html SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19 Cisco Small Business Pro Service “3 Years Peace-of-Mind” $19 SPA525G $69 $149 $499 SA500 SR520-T1 UC540 3 Years “Peace of Mind” for Your Customer: Software Updates for Bug Fixes Next Business Day Hardware Replacement (where available) Extended Access to Small Business Support Center Access to Small Business Support Community Online Chat Support SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20 Cisco Unified Communications positioning The Small Business - Customer Profile Telecommunication is key in Small Business daily activities – Requires full PBX services – Requires one or more Unified Communications’ features • Teleworker, mobility, unified messaging, collaboration, etc. – May require integration of external applications • CRM, applications for vertical markets Key decision factors to adopt Unified Communications - How can it help to increase my business productivity? - How can it help to provide better customer support? - Is it affordable? (hardware and associated service-fees) - Maintenance fees SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 21 Cisco Unified Communications Benefits for the Small Business Small Businesses face the same critical concerns as their corporate counterparts: Deliver a flexible and more effective Customer service, and Increase employee productivity while lowering communication expenses Ensure your customers always reach you – Intelligent call routing helps customers consistently reach the desired destination – Unified Messaging ensures a customer message is never lost Better understand better your customer needs – CRM integration - know the customer history before answering the call Increase employee productivity – Work remotely by using VPN – Collaboration – share documents and presentations, with video! – Presence allows an employee to see the status of a colleague before contact – Applications integration allows streamline management of processes (verticals) Lower your communications costs – Teleworker allows users to use a secure connection to the company network and telephone capabilities when working remotely – VoIP allows the reduction of the associated bill SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22 SMB Select and Registered Partners Positioning Goal is to transition as fast as possible the UC520 revenue associated to SMB Select and registered partners to UC540/60 Lead always with UC540/60 Sell the benefits of UC540 and UC560 over UC520 Sell the benefits of purchasing the Small Business Pro service. SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23 Service Provider (managed services*) Positioning Goal is to perform a smooth transition from UC520 to UC540/60, providing support services according to the SP requirements Facts • Small Business Pro service not adapted to SP support model • CA organization is working on a high-touch support model for SPs (CY10) Recommendations for existing customers (SPs - managed services) • Inform about the transition (EOS - end FY10) and validate new products • Keep sales on UC520 until the SP support service is available (Q3) • Switch product sales to UC540/60 between Q3 and Q4 New SP opportunities • Expected launch date determines product to position (availability of SP support) *This is based on the assumption that SP drives sales and supports the product (not a pure resell). SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24 SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25 While others are exiting, Cisco is investing… SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26 EXTERNAL Cissco Small Business Pro SPA525G SPA500 Family IP Phones Features All Phones Have Support for: - SPCP and SIP Support - Speakerphone (Full Duplex) - Wideband Audio (G.722) - PoE – 802.3af - FE PC Port (10/100BaseT) - Multi-Language Localization - Up to Two 32 Button Side Cars (SPA500S) SPA509G SPA508G • 12 Line • Backlit Display (B&W) • $240 SPA504G • 8 Lines • Backlit Display (B&W) • $225 SPA502G • 5 Lines (Max) • Color Display (Hi-Res) • WiFi Client • Bluetooth (Headset) • 5 Programmable Keys • $430 New Sidecar SPA500S • 4 Lines (Max) • Backlit Display (B&W) • $189 SPA501G • 1 Line • Backlit Display (B&W) • $164 • Sidecar for all SPA500 • 32 Programmable Keys • No Display (Paper) • Up to 2 Supported per SPA500 Phone • Powered by IP Phone • $95 • 1 Line • 4 Fixed Function Keys • No Display • $135 Price CON-SBS-SVC1 Three year Cisco Small Business Pro Service *Check your local distributor for your pricing SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential $19 27 Cisco Small Busisness Pro EXTERNAL UC500 Hardware Platform SKU Equivalents UC520 SKU UC540/UC560 unit UC540/UC560 License and Interfaces UC520-8U-4FXO-K9 UC520W-8U-4FXO-K9 UC540W-FXO-K9 UC520-16U-4FXO-K9 + L-UC-PRO-8U (if UC540 used) UC520W-16U-4FXO-K9 + L-UC-PRO-8U (if UC540 used) UC520-24U-8FXO-K9 + L-UC-PRO-8U + VIC2-4FXO UC520-32U-8FXO-K9 UC560-FXO-K9 UC520-48U-12FXO-K9 + L-UC-PRO-8U (x2) + VIC2-4FXO + L-UC-PRO-8U (x4) + VIC2-4FXO (x2) UC520-8U-2BRI-K9 UC520W-8U-2BRI-K9 UC540W-BRI-K9 UC520-16U-2BRI-K9 + L-UC-PRO-8U (if UC540 used) UC520W-16U-42BRI-K9 + L-UC-PRO-8U (if UC540 used) UC520-24U-4BRI-K9 + L-UC-PRO-8U + VIC2-2BRI-NT/TE UC520-32U-4BRI-K9 UC560-BRI-K9 UC520-48U-6BRI-K9 + L-UC-PRO-8U (x4) + VIC2-2BRI-NT/TE (x2) UC520-48U-T/E/F-K9 UC520-48U-T/E/B-K9 SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. + L-UC-PRO-8U (x2) + VIC2-2BRI-NT/TE + L-UC-PRO-8U (x4) UC560-T1E1-K9 Cisco Confidential + L-UC-PRO-8U (x4) + VIC2-2BRI-NT/TE 28 EXTERNAL SB Pro Desktop- UC 540 Pro brand Desktop form factor with Integrated Wireless License Upgrade to Supports 8 to 32 Users 32 Two Models (FXO or BRI) with integrated wireless built in UC540W-FXO-K9 Desktop 8 User with Wireless UC540W-BRI-K9 One Upgrade License (shared with UC 560 Series) L-UC-PRO-8U (e-delivery) Maximum of 3 license upgrades can be applied to the UC 540 Fully supported in CCA 2.1 SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36 EXTERNAL SB Pro Rack Mount- UC 560 Pro brand Rack Mount form factor Supports 16 to 104 Users License Upgrade to 104 Three Models (FXO or BRI or FXO with T1E1 PRI) UC560-FXO-K9 UC560-BRI-K9 UC560-T1E1-K9 One Upgrade License (shared with UC 540 Series) L-UC-PRO-8U (e-delivery) Rackmount 16 User Maximum of 11 license upgrades can be applied to the UC 560 Fully supported in CCA 2.2 SMB Spring Update © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 37