the time is now collaborate…innovate…accelerate · • autonomous aps or unified wireless...

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential2007 WW UC PS 1

The Time is NowCollaborate…Innovate…Accelerate


Solutions for Smalland Medium Business

Vikas ButaneySenior Director, Product Management, ARTG

Robb BergerSenior Manager, WW Channels


Unprecedented Opportunity: Small BusinessVoice Communications Systems

0

500

1000

1500

2000

2500

3000

CY

2003

CY

2004

CY

2005

CY

2006

CY

2007

CY

2008

CY

2009

CY

2010

20-249

sub 20

Small Business (1-99 Employees)

By 2010 the Majority of MBs Will Move to

IP Based Voice Solutions* Market opportunity in the SB segment surpasses the MB in 2007-2008

* Over half the market will adopt IP PBX solutions by 2010

WW TAM—$3.1b by 2010CAGR 2006-2010 18%*

*as of 1/2007

“More than 89% of businesses in the

United States have 2 to 19 employees.”

Source: Yankee Group

$0.0

$2.0

$4.0

$6.0

$8.0

$10.0

2005 2006 2007 2008 2009 2010

IP PBX Spend ($M) Traditional PBX Spend ($M)

IP Phones/Adaptors Spend ($M)

IP Centrex Spend ($M)


Premium Brand,World ClassService and

Support

Premium Value,Customizable,Regulations

Simple, All-in-One, Efficient

Business ModelFlexible, Value-Priced, FixedConfiguration

Cisco Product Portfolio

LinksysBusiness

Series

Linksys One Smart BusinessCommunications

SP Hosted,Agent Delivered

Linksys Connected Office Cisco Products

Medium Business

* In some cases the VAR may be a SP

Small Business Typical Model*

Portfolio of SMB Products and Solutions


Solution Packaged for 8 User OfficePOE-Enabled 8-Port Switch

Desktop, Wall-Mount or Rack-MountPower Failover to PSTN

Cisco 1861 Integrated Services Router

September2007

Unified Communications solutionfor small branch office

Integrates call control, messaging,routing and switching

Simplifies ordering, operation,and deployment

Offers right level of flexibility

Lowers capital and operational costs

Full UnifiedCommunication support

Survivable Remote Site Telephony

Communications Manager Express

Cisco Unity Express

Comprehensive security

IPSec VPN acceleration

Firewall, IPS, SSL—VPN, GET VPN

Comprehensive routing and QoS


Cisco Unified Communications ManagerBusiness Edition

Unified Communications for 100-500 Person Companies on aSingle Server

Cisco Unified CommunicationsManagerCisco Unified MobilityCisco Unity Connection

Simplified installation and management

Integrates With Cisco UnifiedCommunications SystemApplications

Cisco Unified MeetingPlace Express,Cisco Unified Contact Center Express


Best in Class Cisco TechnologySolutions for Enterprise and

Commercial

Cisco Smart BusinessCommunications System:

purpose-built for SMB

Cisco Solution Offerings

NetworkManagement

Voice

Data Center

Security

MobilityRouting

Switching


Business ChallengesEnhance customer service and responsiveness

Increase revenue by improved productivity for technicians and sales and service staff

Reduce costs and simplify administration of voice and network equipment

SolutionCisco Unified Communications 500 Series for Small Business

Cisco Catalyst Express 520 Series Switch

Cisco Unified IP and Wireless Phones

Business ResultsFreed up 30 minutes/day for service manager drive incremental sales of $200-$400

Customers can reach the right resource on the first try

Reduced number of network devices to manage from four to one

Automotive Repair Shop Drives Success with theCisco Smart Business Communications System

“By saving 30 minutes a day for our service manager, our Cisco solution increasesthe average number of daily repair jobs by one or two and our average daily partssales by US$200 to US$400.”

Donny Seyfer, Operations ManagerSeyfer Automotive


Smart Business Communication SystemsSimple, Complete, Secure Communication Solution for Small Businesses

• 8 to 48 Voice Users• Desktop and

Rackmount Models• Optional Integrated

WLAN AP on desktopmodels

IP Phones

• All Cisco Unified IPPhones aresupported

Switching

• 8 port desktop and24 port rack mountmodels

• Companion Switchfor UC500

Wireless

• Autonomous APs orUnified WirelessSolution with MobilityExpress

Teleworker

• VPN, Wired andWireless Access,Remote IP Phoneextension

UC500 Series 7900 Series CE520 SeriesAP500

WLC 500

UnifiedCommunications

Business and Productivity Applications

Cisco Smart Assist Features

Cisco Configuration Assistant

Cisco Monitor Manager / Cisco Monitor Director

Cisco 870W


Example Network with the Cisco SmartBusiness Communications System

Access Points

Teleworker

Secure Remote Phone support

UC500

CE520

WLC500

AP500

4 Analog Station Ports(Fax, Door Bell, etc)

System Management Tools forConfiguration and Monitoring

Communications,Productivity and

Business Applications

InternetDSL/CableModem or

Router for WAN

Switching

Wireless

NetworkFoundation

Example Smart Assist Features

PSTN


Cisco Unified 500 Series Overview

Platform for UC Services, Switching, VPN,Tele-worker support, and optionalwireless LAN

Call Processing - Cisco UnifiedCommunications Manager Express

Voice Mail and Auto Attendant—Cisco Unity Express Voice Mail

Full portfolio of Cisco Unified IP phones tomeet small medium business needs

Full featured Voice over IP GW capabilityusing H.323 and SIP protocols

System level configuration and managementsolution for day 0, 1 and 2

UC500

UC500

8-16 User Desktop Models Available Now

32-48 User Rack MountShipping !

Simple, Secure, Complete

New


SBCS ApplicationsController-Based Advanced Mobility Services

Improves Communications, Productivity, and Business Operations

Customized portal page forguest login and authentication

Simple set-up and admin ofsecure access for visitors

Segments guest traffic onseparate VLAN

Guest Access

Single and Dual Mode Phones

Optimized QoS, Call AdmissionControl, and fast inter-APhand-off

Voice optimization button easesAP and 7921 configuration

Voice configuration templates

Voice over WLANNew


SBCS ApplicationsCisco Unified CallConnector for MS Windows

Improves Communications, Productivity, and Mobility

Installs on User’s PC

Telephony Integration with CME

Toolbars and Contact-Apps in IEand Outlook

Screen-Pop with Caller Informationfrom Outlook

Quick Search and Click to dial

Personal

Requires MCS or customer-providedWindows Server 2003

Same Toolbar Interface, easy to Install

Adds Presence and Telephone StatusIntegrated in Contacts

Includes QuickMessage IM

Call Log on Server from Radius Messages

Server

Mobility Enhancements• Provides Single Number Reach to cell phone or other phone

• Remote control of mid-call features (i.e. transfer, hold, conference)

• User-defined rules for reachability based on CLID (boss, spouse, etc.)

New


A Quick Look at IPsmartSuite™

Applications for Cisco’s Smart BusinessCommunication System that address thebusiness requirements for small businesses

IPsmartSuite turns IP Phones into ‘smart’business devices that are integrated into thefabric of the small business operation

Addresses the challenges facingsmall businesses

Staffing and Payroll Cost Controls

Task Alerts with Alert Notification

Client/Customer Billing and Customer Out-Reach Enhancements

Emergency Response

Available from distribution channel and soldthru partner community in smallbusiness environment


Cisco Configuration Assistant 1.5

Configures Voice,Switching Security,Wireless, Routing,Teleworker and more

Local, remote,or offlineconfiguration tool

Interactive topology

Front panel views

Drag-and-dropIOS upgrades

Easy Set Up with Intuitive GUI for AllSmart Business Communication System Devices

Out of Band Configuration

T1/E1 configuration

Migration of configs and data for

RMA

Voice Feature enhancements

Auto Attendant

Shared Lines

Translation Rules

BLF

Mobility enhancements

Guest Access

New SIP Trunk Provider – AT&T

What’s New?

Cisco ConfigurationAssistant

New


Cisco Monitor Manager and Director

Monitors the operational

health of the customer’s

data and IP

Telephony network

Proactive and central

24X7

Comprehensive

automated monthly

reporting

Empowers partners to

move to Managed SP

business offering

Easily downloadable fromhttp://www.cisco.com/go/sbnm

NFR Kit Available for 1.1.2

Remote Monitoring and Reporting for Cisco VARs

Now Supports up to 100

customer networks

Monitors third party

devices

Enhanced Voice

Monitoring Features

Future Orion Program to

add scaled MSP

services for Tier

1, 2, 3 SPs

What’s New?

Monitor Manager 1.1.2

New


Partner Value Proposition


Create Profitable Business with CiscoSMB solutions

Simplify Product and Ordering

Deliver purpose built platforms that combine appropriate functionality

Unified Communications, Switching, Routing, Wireless, Security

Simpler Licensing: SBCS/UC-500, CUWL

Keep enhancing and utilizing Quote Builder, Solutions Expert

Simplify Product Installation

Support Plug and Play operation with default configuration

Provide Configuration GUI to customize default configuration

Simplify Selling Process and Services

Provide sales tools, such as quoting and demo capabilities

Provide SMB appropriate specializations and channel programs.

Simplify warranty and support for SMB customers.

Offer Value Add services and applications to extend system value

Enable remote monitoring/service as a service enabler for VARS & SPs

Enable applications to tie to system—Presence, mobility, business processes,video, WebEx…


Complete Systems Management

Quick Set Up

Easy toCustomize

Create Monitor andReporting Services

Know When toOffer Upgrades

CiscoSmart Assist

Features

Auto configurationfeatures to reduce

set up time

CiscoConfiguration

Assistant

Single GUI toeasily customize

systemconfigurations

locally or remotely

New service revenue potential withmonitoring and reporting tools

Cisco MonitorManager and Director


Cisco Is the Only Vendor that CanDeliver All Components

SwitchingUnified

CommunicationsMobility Routing Security

HP Avaya Aruba Juniper Juniper

3COM Shoretel 3COM Huawei Sonic Wall

Nortel Mitel Adtran

Nortel BCM

NEC

…add Services, Network, Applications to the Solution


SIP Trunk: The Benefits

Service Providers VARs Customers

• Enables expansioninto SMB markets

• Lower costs

• Enables value addedservices simplification(i.e. network callrecording,presence services)

• Enables highermargin for installswith reducedconfiguration time

• Enables finders’ fees

• Enables monthlycommission fees

• Continue to provideother services

• More choices fromcarriers and services

• Lower telephonycosts

• DID services, evenfor the smallcustomers


Software-as-a-Service:Future of Software

By 2010…

25% of NewBusiness Software

$30–40B Opportunity

*Gartner “SaaS Delivery Challenges On-Premise Software,” September 2006

“As software increasingly is delivered as a service,legacy vendors like Microsoft face the innovator’sdilemma in transitioning not just technologyapproaches but their own business models.”

Credit Suisse on UC, July 2007


Cisco and WebEx Strategic Vision

Collaboration is a core Cisco initiative

WebEx is core to the Cisco UC strategy

Integration with Cisco UC Solutions

Accelerate both Cisco UC and WebEx growth

WebEx + Cisco UC create Web 2.0 leadership


WebEx Today and Tomorrow:WebEx Connect—Shaping The Future of SaaS

SugarCRM

Everdream

GeoLearning

LiteScape

DreamFactory

Business Objects

Cordys

BMC SoftwareOracle CRM


FY ’08 Channel Go-to-Market Plan

UC Partner Pilot - Commission Model

Leverage UC partners to expand reach

100 WW pilot partners in Q1; ramp to all UC partners in 2nd Half

Test 20% commission fee + OIP “Finder’s Fee”

Today

Primarily Direct

SP Model

1H FY08

WebEx Direct + SP+

UC Partner Pilots

2HFY08

WebEx Direct + SP

Commission Model

Resale Pilots

New Models


Partner Advantages Of The SaaS Model

Low initial customer cost = easy try and buy, thenviral adoption…driving more UC needs

Platform for upsell, business transformation,“blended UC” and services opportunities

New partner economics—No inventory, installationor AR cost, and low support cost

Expand market opportunities with functional andvertical applications/decision makers

the time is now collaborate…innovate…accelerate · • autonomous aps or unified wireless...

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