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
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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
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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
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“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
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070208
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Inc. All
Systems,
rights reserved.
Inc. All rights
Cisco
reserved.
Confidential Cisco Confidential
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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
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Cisco Small Business Pro
Unified Communications 500
Why Now?
SMB Spring Update
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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
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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
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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
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12/1
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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
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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
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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
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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
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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
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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
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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
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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
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$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.
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“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
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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
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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
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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
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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
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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
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SMB Spring Update
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While others are exiting, Cisco is
investing…
SMB Spring Update
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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
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$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
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+ 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
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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
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