1 © 1999, cisco systems, inc. xircom partner wireless bootcamp ecosystem partners

1© 1999, Cisco Systems, Inc. Xircom Partner

Wireless BootcampWireless Bootcamp

Ecosystem PartnersEcosystem Partners

2Xircom Partner © 1999, Cisco Systems, Inc.

Why Ecosystem Partners?Why Ecosystem Partners?

• Goal: Drive Cisco networking infrastructure sales

• Seek relationships with partners who:

Lead in their respective markets (and are complementary to Cisco)

Enable wireless clients

Reach new customers

Provide new channels

Offer exciting new wireless applications

3Xircom Partner © 1999, Cisco Systems, Inc.

• Xircom

Worldwide leader in PC CARD networking solutions

• Symbol/Telxon

Leader in barcode scanning technology

• Intermec

Revolutionary new Intellitag RFID technology

New line of ruggedized mobile PCs

• Nokia and others

802.11b handset manfacturer

• LXE, Handheld, Teklogix

Another maker of scanners and mobile PCs

Ecosystem Partners in Ecosystem Partners in DevelopmentDevelopment

4Xircom Partner © 1999, Cisco Systems, Inc.

XircomXircom

• Xircom has 46% of PC Card Ethernet and modem market

• Developing 802.11b modules for Handspring & other handhelds

• RealPort2 PC Card form factor enables multiple functions in a single Type 3 slot bay (802.11b, modem, 10/100, GSM/GPRS, bluetooth)

• Growing retail presence to reach the consumer

• Strong OEM and PC integrator channels with embedded MPCI and PC Card devices

5Xircom Partner © 1999, Cisco Systems, Inc.

Why Partner With Xircom?Why Partner With Xircom?

• Excellent partner to compete with Lucent in the OEM channel

• Xircom sells to the “PC” buyers of enterprise organizations

Xircom offers another point of entry in Enterprise

• Client expertise with drivers, compatibility testing and customer support

6Xircom Partner © 1999, Cisco Systems, Inc.

• Xircom licenses technology from Cisco, Xircom NIC’s completely compatible with Cisco infrastructure

• Xircom sales reps do not sell AP’s or other Cisco infrastructure gear

• Cisco sales reps do not sell Xircom branded product

• Xircom client wins will be sales leads for Cisco infrastructure

• Xircom will boast connectivity to Cisco infrastructure as a competitive advantage

How Do Cisco And Xircom Engage?How Do Cisco And Xircom Engage?

7Xircom Partner © 1999, Cisco Systems, Inc.

• Cisco SE’s should refer technical questions on driver software and NICs to Xircom SE’s

• Both sales organizations win with the success of the other

• We have common enemies in Lucent, 3Com, Proxim and other radio suppliers

• We need to eliminate these competitors from the Enterprise space!

How Do Cisco and Xircom Engage?How Do Cisco and Xircom Engage?

8Xircom Partner © 1999, Cisco Systems, Inc.

Cisco Contact On XircomCisco Contact On Xircom

Dan Cusickdcusick@cisco.com

330-664-7954

9Xircom Partner © 1999, Cisco Systems, Inc.

Symbol/TelxonSymbol/Telxon

• Wordwide leader in barcode scanning technology

• Strong sales presence in retail, logistics and other verticals

• Strong wireless professional services capability with Telxon acquisition

• Manufacturer of several wireless clients

Pocket PCs, consumer scanners, 802.11/VOIP handsets

• 3COM, Nortel, Intel wireless solutions based on Symbol technology (PRISM based)

10Xircom Partner © 1999, Cisco Systems, Inc.

Symbol/Telxon StatusSymbol/Telxon Status

• Symbol has assumed Telxon GSIA and PS contractsCisco AP’s are part of the infrastructure, Symbol focus on mobile computers, applications, professional services

Partner on opportunities where the customers wants Cisco infrastructure

Joint effort to guarantee compatibility between Cisco infrastructure and Symbol client devices

Continue to partner on VOIP handsets

Symbol changing sales compensation to motivate desired behavior w/ Cisco

11Xircom Partner © 1999, Cisco Systems, Inc.

Symbol GadgetsSymbol Gadgets

Cyberpen Personal scannerPalm and PocketPC with built-in scanner

Thumb-sized portable scannerNetVision data phone

12Xircom Partner © 1999, Cisco Systems, Inc.

Symbol GadgetsSymbol Gadgets

• 802.11 wireless handsets

NetVision phone 802.11 frequency hopping (embedded radio) not compatible w/ Cisco AP. Will support AVVID

802.11b direct sequence due April ‘01. Design effort for Cisco AP support underway

NetVision data phone available now (PC Card slot)

13Xircom Partner © 1999, Cisco Systems, Inc.

Cisco Contact On Symbol/TelxonCisco Contact On Symbol/Telxon

Brian Williams or Dan Cusick

brianwil@cisco.com

14Xircom Partner © 1999, Cisco Systems, Inc.

802.11 Wireless Handset Status

15Xircom Partner © 1999, Cisco Systems, Inc.

Candidates For 802.11b Wireless Candidates For 802.11b Wireless HandsetsHandsets

• SpectraLink

Has 802.11 handset to work with a variety of APs including Aironet

Netlink will support both FH and DS

Requires SpectraLink gateway, using propietary protocol

• Symbol

Demonstrated FH NetVision handset with skinny

Plans to have NetVision or similar to support DS

• Telxon

Demonstrated interopability with call manager and PTC-1800

TBD if continued/supported by Symbol

16Xircom Partner © 1999, Cisco Systems, Inc.

Other Possible CandidatesOther Possible Candidates

• Nokia

Taking a wait-and-see attitude

Current timeframe 2001+

• E-tel

Wireless desktop phone demo’d at Internet Telephony show

• Vtech

Interested in contract manufacturing

Talks with Cordless phone division is still pending

• Panasonic

Held talks, would be interested in joint development

17Xircom Partner © 1999, Cisco Systems, Inc.

SpectraLink FeaturesSpectraLink Features

• 2.4-2.483 GHz

• Part 15.247

• 100mW peak, 7.2 mW average

• NetLink FH & NetLink DS

• 2x16 character alphanumeric, plus line and status indicators

• 6.0 ounces

• 2 hours talk time

• $749 list price

• Requires Spectralink gateway

• No skinny

18Xircom Partner © 1999, Cisco Systems, Inc.

Symbol NetVision FeaturesSymbol NetVision Features

• 3-line display

• Last number redial

• Headset port

• Paging

• External serial port

• External (POTS/PBX) calls via gateway

• Vibrating, visual and audio ring signals

• Roaming

• has demonstrated skinny integration

• supports on FH

• DS in the works

• Volume control for ringer and handset

• Address book

• Call waiting

• Caller ID

• Call forwarding/transfer

• Mute

• Redial key/busy redial

• Hold

• Speed dial

• about $650 list price

19Xircom Partner © 1999, Cisco Systems, Inc.

Telxon PTC-1800Telxon PTC-1800

• Portable transaction computer

• Great for retailing and warehousing

• Voice/data client support

• Simultaneous voip and wireless internet

• H.323 protocols compliant

• Intel SA1100 RISC process

• Windows CE

• Easy viewing backlit 1/8 VGA monochrome display

• Microbrowser

• Voice and text paging

• 150 mHh NiMH bridge battery

• Supports both FH and DS

• Built-in scanner

• About $1800 list price

20Xircom Partner © 1999, Cisco Systems, Inc.

Cisco Contact On 802.11 HandsetsCisco Contact On 802.11 Handsets

Mike Noonenmnoonen@cisco.com

408-525-0032

21Xircom Partner © 1999, Cisco Systems, Inc.

Other Vertical Wireless IntegratorsOther Vertical Wireless Integrators

• Traditional wireless suppliers in Retail, Logistics, Warehousing, Factory, Healthcare markets (ADC suppliers- Auto Data Capture)

• Industrialized handsets and mounted units for mobile computing

• They work closely with end users to customize applications, develops loyalty in customer base

• Existing wireless technology based on Lucent or Proxim due to competing Telxon/Aironet relationship

22Xircom Partner © 1999, Cisco Systems, Inc.

Other Vertical Wireless IntegratorsOther Vertical Wireless Integrators

• Extremely interested in partnering with Cisco and becoming Cisco resellers

• Large installed base with proprietary technology requiring upgrades within next couple of years

• Actively converting to Cisco technology

• Great partners for deploying wireless, ENGAGE AND PROMOTE CISCO

23Xircom Partner © 1999, Cisco Systems, Inc.

Other Vertical Wireless IntegratorsOther Vertical Wireless Integrators

• Intermec currently uses Lucent NIC’s and Intermec AP

Active discussions with Cisco on Intermec IP and becoming Cisco reseller

RFID technology maybe synergistic with Cisco wireless infrastructure

Can be thought of as the next evolution of data carrier technology

24Xircom Partner © 1999, Cisco Systems, Inc.

Other Vertical Wireless IntegratorsOther Vertical Wireless Integrators

• LXE now offering Cisco technology in handsets and reselling Cisco AP’s

• HandHeld products integrating Cisco/Xircom NIC’s in Dolphin handhelds

• Psion/Teklogix actively reviewing Cisco technology

25Xircom Partner © 1999, Cisco Systems, Inc.

Cisco Contact On VerticalsCisco Contact On Verticals

Mike Francini or Dan Cusick

francini@cisco.com

408-526-5584

26Xircom Partner © 1999, Cisco Systems, Inc.

Potential Partners In Public AccessPotential Partners In Public Access

• BroadLink

Start-up company

Rolling out 802.11b carrier network

• HereUare

Very early stage start-up company

Rolling out backoffice billing and reconciliation system for public access networks

• MobileStar

Public access 802.11b network

27Xircom Partner © 1999, Cisco Systems, Inc.

Cisco Contact for Public AccessCisco Contact for Public Access

Jim Biggsjbiggs@cisco.com

408-525-1416

28Xircom Partner © 1999, Cisco Systems, Inc.

SummarySummary

• Xircom will enable Cisco wireless clients in the Enterprise leading to more AP’s sold

• Other partners to be developed (Intel, IBM, …)

• Symbol is the leading client manufacturer ushering in new applications

• No affordable 802.11b handset yet. Make, buy or partner?

• Wireless still mostly a vertical application, need to partner with the vertical leaders

• 802.11b public access emerging