CISCO S SMB STRATEGY & COMMITMENT TO THE SMB CHANNEL

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1 CISCO S SMB STRATEGY & COMMITMENT TO THE SMB CHANNEL Dale Bristow, National Manager, Small and Medium Business Cisco Canada Cisco Business Solutions Workshop for Resellers Canada

2 SMB Market expected to outpace broader Canadian IT Market SMB IT Market 12,000 SMB Network Equipment Spend 10,000 2,012 1, ,800 1, ,000 1, ,000 3,633 4,330 (C$M) 1, , , ,000 4,467 4, Hardware 1.4% CAGR Software 3.6% CAGR Services 5.8% CAGR Canadian SMBs will spend C$11 Billion on IT in CAGR 3.4% CAGR 3.85% Advanced Technologies 23% CAGR Core Technologies 6% CAGR Cisco WW Network Equipment marketshare Approx. 43% Source: IDC Canada Sept 2003 & Cisco Systems 2

3 Top 3 Canadian SMB IT initiatives over the next 12 months Network infrastructure 34% Application software upgrades 31% Hardware upgrades/consolidation 21% CRM Security/antivirus/disaster recovery Training 13% 13% 14% Storage/storage management 12% System software upgrades General communication 9% 8% ERP 6% Inventory management/asset tracking 5% Source: IDC Canada Sept

4 Voice Over IP and Wireless LANS represent SMB opportunity At what stage in the implementation cycle are the following telecom and communication infrastructure projects over the next 12 months? Internet connectivity 75% 7% 16% Network security infrastructure 61% 18% 17% Routers 54% 8% 35% LAN switches 51% 10% 34% Virtual private networks 46% 15% 37% Hubs 46% 7% 45% Wide area networks 42% 9% 46% Teleworking/mobility/unified messaging 32% 20% 43% Wireless LAN's 24% 22% 52% Call centre technologies 16% 8% 74% Storage area network fibre channel switches 15% 14% 65% 5% Optical networking products 12% 8% 76% 5% Voice Over IP 9% 22% 66% Implementation Complete/Rollout in Progress Acquisition/Piloting/Considering No Plans Don't Know Source: IDC Canada Sept

5 The Network Role in SMB Protected How do I protect my assets? AND do all that with limited staff and budget? How can we be more productive? Collaborative How can I increase my profitability? How can I be more adaptive? Connected Responsive 5

6 Intelligent Networking for SMB Vertical Solutions Retail Healthcare Education K-12 Legal Real Estate Secure, Manageable, Available Manufacturing Financial Services Hospitality Media & Entertainment IP Communications Security Mobility Network Foundation 6

7 Cisco s Commitment to the SMB Market Looking forward, Cisco will invest $2 Billion over the next two years to strengthen its portfolio of SMB Class solutions, enhance its awardwinning channel partner programs, and build awareness of networking solutions relevance in small and medium-sized business success. -- John Chambers, President & CEO RESEARCH AND DEVELOPMENT SERVICE AND SUPPORT MARKETING OPERATIONS Service/Support Applications INTELLIGENT NETWORK Financing Training 7

8 SMB Class Solutions Network Foundation IP Communications Connected Workforce Security Network Foundation Virtual Private Networks (VPNs) Integrated Security Threat Prevention Collaborative Workforce Mobility IPC Solutions for SMBs Contact Center for SMBs All-in-one Bundles Mobility at Work Mobile Professional Protected Workforce Responsive Workforce 8

9 SMB Class Solutions 9

10 Cisco SMB Class Solution Bundles Savings up to 40% Router with Integrated Voice Bundles IP Communications Bundles IP Phone and Phone License Bundles Financing Applications INTELLIGENT NETWORK Router with Integrated Security/VPN Bundles Services Training Distributor Bundles 10

11 SMB Class Content: 70+ Pieces of New Content to Accelerate Partner Success Reference Security Blueprint Main Business Location Users 100 Mbps/GbE Remote Site Access Router WAN + Firewall + VPN + IDS 100 Mbps/GbE External Servers Corporate Servers Cisco Security Agent 100 Mbps/GbE 100 Mbps/GbE Access Router WAN + Firewall + VPN + IDS Cisco Catalyst Switch Private WAN Public Internet Cisco Catalyst Switch Teleworker Desktops/Laptops Cisco Security Agent Broadband Modem Desktops/Laptops Cisco Security Agent This network blueprint is intended to be an educational resource and a starting point in planning your network solution; it is not a final recommendation from Cisco. To determine the deployment most appropriate for your company we suggest you work with a Cisco representative, Cisco channel partner, or a solutions provider. Desktops/Laptops Cisco VPN Client Cisco Security Agent Access Router Firewall Security blueprint updated Jan 15, Sales Marketing Technical Solution Overview Overview Flash / E-Tour Why to Buy Preso Video Success Stories BDM Customer (why bought) TDM Channel (how sold) How to Sell Preso Collateral Builder Templates Success Stories (print) Blast & Direct Mail Telemarketer scripts Solution Blueprints Technical & Business Guides White Papers Q&A 11

12 Cisco Canada SMB Investment SMB Sales & Channels Team Drive SMB Sales & Channels strategy + sales development programs Drive partner sell-with initiatives SMB Call Centre Support Cisco & Partner Lead Identification & Demand Gen. programs eleads Approach Marketing Team Develop Enduser and Channel demand generation programs and Channel enablement tools emarketing Systems Approach Market Intelligence & Brand Awareness Competitive & SMB Market Intelligence Global Power Now Advertising Customer Data Mining & Acquisition 12

13 Canadian Commitment to SMB Partner Success Self Help Tools Collateral Builder Marketing 101 Guide SMB Partner Connections Solution Designer Revenue Growth SMB Class Bundles Great Exchange CCME Program Security Program Cisco-Enabled SMB Partner Practice Solution Skills SMB Class Solutions PELC CBSW Vertical Sales Tools Resources CAM & SMB Sales Call Centre Cisco Capital CA Profitability - Success Builder - SMB Partner Community Program - Product Promotions 13

14 SMB Partner Go-to-Market Engage Cisco CAM or icam Resources Leverage Profitability Programs Channel Partner SMB Readiness Assessment Channel Partner SMB Go-to- Market Strategy Development Leverage SMB Self Help Tools 2003, Cisco Systems, Inc. All rights reserved. Engage Cisco Collateral Builder Engine Seamless Integration 14

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