Cisco Technical Support Services
Bundles for
Cisco Integrated Services Routers
Partner/External
12-13-2004
Session Number
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
1
Table of Content
• Enabling Customer Success with Cisco
Technical Support Services
• Increasing Revenue with Cisco ISRs
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© 2004 Cisco Systems, Inc. All rights reserved.
2
Technical Support Services (TSS)
Maintenance Bundles for Integrated
Services Routers (ISRs)
Session Number
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© 2004 Cisco Systems, Inc. All rights reserved.
3
Cisco Customer Advocacy
Mission:
Customer Success
with Cisco Technology
Strategy:
Lifecycle Services
Go To Market:
Profitable Partners
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© 2004 Cisco Systems, Inc. All rights reserved.
4
ISR Technical Support Services
Bundles provide complete
maintenance coverage enhancing
customer experience & enable
increase in partner profitability
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© 2004 Cisco Systems, Inc. All rights reserved.
5
What Our Customer Needs For ISR
Technical Support Services?
• Single point of accountability
• Direct access to Voice &
Security experts
• Customer network knowledge
• Ease of doing business for
ordering, renewals, and
entitlement tracking
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© 2004 Cisco Systems, Inc. All rights reserved.
6
Technical Support Services Bundles for ISRs
1. Combination of SMARTnet/SPBase & SAU in a single SKU is a TSS bundle
2. 18 ISR product bundles have matching TSS bundles with different levels of
services for ISR 2800 & 3800 family products with voice application for
Cisco direct & Cisco brand resale (1 tier & 2 tier) & Cisco Shared Support
3. An Introductory Promotional Offer with discounts up to 49% off stand alone
SNT & SAS/U will be available from 12/13/2004 – 6/30/2005 for Cisco direct &
Cisco brand resale (1 tier & 2 tier)
4. At the end of introductory promotion each bundle will be priced at 20% off
stand alone SNT & SAU
•
Normal partner discounts apply during and after promotion
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© 2004 Cisco Systems, Inc. All rights reserved.
7
Illustration: Service Bundle At Attractive
Discounts
ISR Stand
Alone
Service
Router SMARTnet
TSS
Bundle
Introductory
PROMOTION
(including Security)
$100
$80
$51
SAU--Voice
$ 100
$80
$51
Total
$200
$160
$102
Save
20%
Save
49%
These are not real prices.
The slide illustrates how
discounts can be calculated.
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
8
Service Bundles At Attractive Discounts
ISR Stand
Alone Service
Router SMARTnet
TSS
Bundle
Introductory
PROMOTION
(including Security)
$100
$80
$51
SAU--Voice
$ 100
$80
$51
Total
$ 200
$160
$102
Normal Partner
Discounts
Yes
Yes
N/A:SIS
MY Pre-Pay
Discount
Yes
Yes
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© 2004 Cisco Systems, Inc. All rights reserved.
Yes: CBR
No: CSSP & SIS
Yes
9
Customer Benefits
• Access to complete maintenance service coverage at
attractive prices
• Ability to leverage Cisco’s world class technical support
expertise for data, voice, video, & security
• Ease of ordering for Hardware & Software services in a
single SKU
• Lower total cost of ownership
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© 2004 Cisco Systems, Inc. All rights reserved.
10
Partner Benefits
• Offer complete
maintenance services at
attractive price
Increase
Revenue and
Margins
• Drive Increase in revenue &
attach rates:
--Facilitate up-sell to
Voice & security services
--Offer PDI revenue
opportunity
• Increase in overall margins
• Ease of selling
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
11
How to Order TSS Bundles & Promotion?
• Quoting & ordering processes remain unchanged
• Service deliverables for both Hardware and Software are incorporated
into a single Hardware service program for relevant product SKUs (i.e.
where SW service is applicable)
• Service Bundle SKUs will use existing SKUs naming convention
Example of TSS bundle SKU: CON-SNTP-C2811SRS
• Promotional pricing is built into Bundle Service SKU price
• Service description in the SKUs will indicate promotion price & SASU
combined with Hardware services
• Hardware & Software services can be purchased/sold for stand alone
products; not for the product bundles
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
12
Product Bundles with Matching TSS Bundles
ISR product families with voice applications will have
matching TSS bundles: 2801, 2811, 2821, 2851, 3825, and
3845
CISCO2801-SRST/K9
CISCO2801-CCME/K9
CISCO2801-V3PN/K9
CISCO2811-SRST/K9
CISCO2811-CCME/K9
CISCO2811-V3PN/K9
CISCO2821-SRST/K9
CISCO2821-CCME/K9
CISCO2821-V3PN/K9
CISCO2851-SRST/K9
CISCO2851-CCME/K9
CISCO2851-V3PN/K9
CISCO3825-SRST/K9
CISCO3825-CCME/K9
CISCO3825-V3PN/K9
CISCO3845-SRST/K9
CISCO3845-CCME/K9
CISCO3845-V3PN/K9
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
13
Call To Action
Educate customers about benefits of
TSS bundles & promotion for
successful ISR implementations
Learn
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
Sell
Promote
14
Cisco Sets The Technology Standard
• Next generation, best-in-class routing
• Concurrent services at wire-speed
• Leading security solutions
• Leading voice solutions
• World class Technical Support Services
A WINNING SOLUTION !!
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© 2004 Cisco Systems, Inc. All rights reserved.
15
More Information
• Visit:
http://www.cisco.com/partner/services/isr/
• Contact your Cisco representation for
further information and/or events in your
area
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© 2004 Cisco Systems, Inc. All rights reserved.
16
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
17
Increasing Revenues with
Cisco’s Integrated Services Routers
Secure, Wire-speed Delivery of
Concurrent Services and Applications
Session Number
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© 2004 Cisco Systems, Inc. All rights reserved.
18
Cisco’s New Integrated Services Routers
Secure, Concurrent Services At Wire-speed!
Up to… 5X service
density, 7X performance,
4X memory!
Embedded security,
tightly integrated
with voice
Integrated
Services
Routers
Backward compatibility
with existing router
modules for solid
investment protection
Industry-leading network
availability and resilience
Plus headroom to grow!
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© 2004 Cisco Systems, Inc. All rights reserved.
19
Top 5 Reasons for Cisco Field and Partners
To Sell Cisco Integrated Services Routers
1. Drive foundation technologies revenues
2. Capture fair share of $6.4B security and voice
opportunity
3. Sell the right-sized solutions to high growth SMB
market
4. Tap into Service Provider managed services revenues
5. Redefine competitive battleground
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© 2004 Cisco Systems, Inc. All rights reserved.
20
Cisco Integrated Services Routers
Deliver on “Top 3” 2004 Spending Priorities
80%
70%
#3 Ranking
20%
#2 Ranking
60%
17%
50%
40%
33%
19%
30%
#1 Ranking
19%
16%
18%
18%
18%
20%
10%
24%
21%
22%
18%
5%
0%
Security
High Availability Connectivity Management
Basic network “refreshes”
pave the way for
branch router upgrades!
Presentation_ID
9%
© 2004 Cisco Systems, Inc. All rights reserved.
9%
6%
9%
Application Communications
ISRs uniquely fulfill
Current & Future
Investment Priorities
Source: Cisco/Yankee Group Survey May 2004 (US, UK, Germany)
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Creating New Opportunities While
Protecting Investments
FCS 4QCY04
FCS 3QCY04
FCS 3QCY04
Cisco 3800
Cisco 2800
Cisco 1800
Cisco 3700
Series
Cisco 2600
Series
Cisco
1751/1760
Cisco
1721
End of Sale or
Obsolete Products
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
New Product for
New Opportunities
Transition and
Upsell
Opportunities
4.4 Million Routers
Ready for Migration
22
Capture Fair Share of $6B Security and
Voice Opportunity
PLUS…
• L2 Switching
• Wireless
• Application
Acceleration
Routing : $3.5 B
Doubles the Opportunity
$3.4B Total
Security
$2.9B Enterprise
IP Telephony
Cisco
Others
29%
Cisco , 29%
29%
CA
6%
Others
26%
Mitel
5%
Nokia NetScreen
9%
10%
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CheckPoint
18%
© 2004 Cisco Systems, Inc. All rights reserved.
Alcatel
6%
29%
Avaya
17%
Cisco
Nortel
17%
Sources: Synergy 1Q04, Infonetics23
1Q04
Redefine the Competitive Battleground:
Cisco Leads In Routing & Services Innovation
Future
Self Defending
Integrated &
Embedded
Services
Presentation_ID
Router Service Evolution
Transport &
Performance
Wireless
Video
Cisco Integrated
Services Routers
Auto Secure
Auto Attendant
Auto QoS
Network Admission
Control
Voice Mail
Software
Distribution
Intrusion Prevention
802.1x
DMVPN
Security
Conferencing
Call Processing
Voice Scalability
Convergence Apps
Integrated
Basic
Integration
Intelligent Application Services
Services
Advanced
Services
System Level
Management
Voice
Prepositioning
Caching
App Optimization
Voice Gateway
Compression
VPN
Toll Bypass
Multiple Apps
Security
Security
Traffic Aware
ACLs
© 2004 Cisco Systems, Inc. All rights reserved.
3rd
Gen
Advanced QoS
(LLQ, MPLS)
IDS
Firewall
4th
Gen
2nd
Gen
Basic QoS
Voice
Other
Vendors
Voice Transport
App Optimization
Application
Transport
Multi-Protocol
(DLSW, etc..)
1st
Gen
24
Scalable from Small Business to Large Enterprises
Right-Sized Router for Customer Requirements
Performance and Services Density
3800 Series
Increased Value Extended
to New Markets
• Substantial increase in
price/performance!
2800 Series
FCS
October 2004
Highest Density and
Performance for
Concurrent Services
• Extension into new markets!
• Greater service densities
across the portfolio!
1800 Series
FCS
September 2004
Embedded, Advanced Voice, Video, Data & Security
Services
FCS
September 2004
Integrated Security & Data
Enterprise Branch Office
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
Small Branch
SMB
25
Cisco 3825 and 3845 Routers
$9,500 to
$13,500 USD
Flagship Enterprise Branch Router
• Integrated Services at Wirespeed
Up to T3/E3 rates with all services turned on
Security: On-board encryption, Firewall with
NAT, IPS, NAC, and more
Voice: On-board DSP slots, up to 240 IP
Phones
• Services Density for Convergence
Maximum density for both connectivity and
service modules
3825
3845
NME Slots
2
4
DSP Slots
4
4
External
Internal
2RU
3RU
RPS
Slots support new modules + existing
interfaces
Optional integrated 802.3af powered
switching
• Enhanced Availability
Hot-swap modules and power supplies
Highly serviceable design (field replaceable)
Form Factor
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
Internal redundant power
26
Cisco 2801, 2811, 2821, 2851 Routers
For the Converged Branch
$1,995 to
$6,495 USD
• Integrated Services at Wirespeed
Up to NxT1/E1 rates with all services turned on
Security: On-board encryption, Firewall with
NAT, IPS, NAC, and more
Voice: On Board DSP Slots, up to 96 IP Phones
• Services Density for Convergence
x2 slots for connectivity w/service expansion
Slots support new modules and existing
interfaces
Optional integrated 802.3af powered switching
2801
2811
2821
2851
NME / EVM
0/0
1/0
1/1
1/1
DSP Slots
2
2
3
3
LAN
2 FE
2 FE
2 GE
2 GE
Form Factor
1RU
1RU
2RU
2RU
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© 2004 Cisco Systems, Inc. All rights reserved.
• “Right-sized” IP Communication
Solutions
Performance and density matched for 24-96
user data + voice solution
New expansion voice module slot for high
density analog/BRI
27
Up to 400% Mpps
improvement with onboard
encryption, up to 1000%
Mbps with AIM
Security Leadership
Self-Defending Network
SECURE CONNECTIVITY
TRUST & IDENTITY
Secure & scalable
connectivity
VPN, DMVPN, V3PN
Secure Voice
Leverage the network to
protect endpoints
Network Admission
Control 802.1x
NETWORK
INFRASTRUCTURE
PROTECTION
THREAT DEFENSE
Prevent & respond to
attacks & worms
Inline Intrusion Protection
Firewall
Protect the infrastructure
from attacks and
vulnerabilities
Control Plane Policing
DSP
AIM
VPN
GE
Presentation_ID
GE
HWIC
HWIC
NME
HWIC
HWIC
© 2004 Cisco Systems, Inc. All rights reserved.
EVM
X
AIM
USB
USB
28
Voice Leadership
Up to 140% improvement
in simultaneously active
voice calls
Services and Applications
ADVANCED VOICE
APPLICATIONS
INCREASED VOICE DENSITY
Integrated HWIC,
DSP and optional AIM cards
Auto attendant
Conferencing
Integrated voice applications
Cisco Unity Express (CUE)
Call Manager Express (CCME)
MORE PERFORMANCE
INCREASED
MODULARITY
Voice silicon for performance
Decreased latency
High performance at higher
density
New VICs
Variety of voicemail modules
DSP
AIM
VPN
GE
Presentation_ID
GE
HWIC
HWIC
NME
HWIC
HWIC
© 2004 Cisco Systems, Inc. All rights reserved.
EVM
X
AIM
USB
USB
29
Increased Density, Flexibility and Performance
Right-Sized Voice in Right-Sized Router
Voice
VOICE & DATA EXAMPLE: BEFORE & AFTER
Number of IP Telephony Users
24
32
CCME/SRST License
36
48
CUE (Voice Mail /AA)
18
24
Conferencing /Transcoding
4/4
6/6
Typical router for data
1760
2611
Platform needed with IPT
3725
3745
$8500
$12,000
Price of Base Chassis
Price per Seat (for
Chassis) -- BEFORE
$354
$372
COMPARE VALUE
Integrated Service Router
Price of Base Chassis
Price per seat (for
Chassis) -- AFTER
2811
2821
$2,495
$3,895
$103
$121
Over 67% Savings
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
• Voice mail across entire 2800/3800
Series
• Conferencing, gateway, voice mail,
auto attendant & call processing -no network module required!
• DSPs slots on ALL 2800 and 3800
routers!
PLUS! Security comes standard
• High performance encryption
• Cisco IOS security: VPN, IPS,
Firewall, URL filtering
Not enough? Add these options:
• Network analysis
• Caching, streaming
• L2 switching with PoE support
30
Making Security Services Sales Faster, Easier:
Cisco 3800, 2800 and 1800 Security Bundles
• Integrated Services Routers Ship with VPN
acceleration
New
But Cisco IOS software is needed to enable security features
• Customers have 3 options:
Enhanced
Security
Bundles
Entry Security
Bundles
Secure WAN
connectivity and
performance
No desire to
integrate voice
Enhanced security
performance
Scale for
concentration
Desire to integrate
voice traffic (only)
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
V3PN
Bundles
For combined:
− Data,
− Voice Gateway,
− IP Communications
Travels across a
secure VPN WAN
31
Making Voice Services Sales Faster, Easier:
Cisco 3800, 2800 IPC Bundles
• Ship with integrated DSP slots
New
• 4 options for each deployment type:
Voice Gateway
Bundles
Adds DSPs that
scale with the
platforms
CME Voice
Bundles
SRST Voice
Bundles
Adds CME
Feature license
to Voice
Gateway Bundle
Adds SRST
Feature license
to Voice
Gateway Bundle
Adds Cisco IOS
feature set IP
Voice
Presentation_ID
V3PN
Bundles
For combined:
− Data,
− Voice Gateway,
− IP Communications
Across a secure
VPN WAN
© 2004 Cisco Systems, Inc. All rights reserved.
32
Cisco Sets The Technology Standard
• Next generation, best-in-class routing
• Concurrent services at wire-speed
• Leading security solutions
• Leading voice solutions
• World class Technical Support Services
A WINNING SOLUTION
Presentation_ID
© 2004 Cisco Systems, Inc. All rights reserved.
33