GET STARTED SELLING NORTEL S DATA PORTFOLIO

GET STARTED SELLING NORTEL S DATA PORTFOLIO

Today s Agenda Kurt Ruesch Introduce the Get Started Program and Nortel s Data Edge Promotion Future Product Training Webinars Jenna Pitcher How to Get started Katherine Henderson Placing an Order with Westcon Jenna Pitcher Introduce the Data Edge Promotion Enterprise Routing Switches How to Position the products Edge, Core or Data Center? 11/13/09 2

Nortel s Unrestricted Data Portfolio 802.11n Wireless Solutions Business Series SMB Solutions No Accreditation Required Enterprise Routing Switches Secure Router Portfolio Secure SSL/VPN Gateways 11/13/09 Comprehensive Management & Security 3

The Nortel Edge Program Overview Network Expansions or Network Upgrades Intended to entice edge and branch customers to Upgrade their existing hardware or buy hardware for network expansions. Purchase any ERS 4500, ERS 5000, SR 2330 or SR 4134 and receive an automatic 20% OFF WPP + any partner discounts Valid between September 8, 2009 and December 11, 2009 Cannot be combined with any other promotion or SBA ERS 5000 SR 4134 4 ERS 4500 SR 2330

On-demand Guide: How to Get Started http://us.convergencepoint.westcon.com/content/vendors/ nortel/become-a-nortel-partner/get-started 11/13/09 5

How Do You Get Started? 1. Download Essential Program Documents a) Limited Time Offer Nortel Data Edge pdf b) Nortel Data Edge Application Spreadsheet c) *Placing an Order with Westcon pdf d) Data Services and Pricing spreadsheet ($US or $CDN) 2. Fill in the Nortel Data Edge Application Forward to BKlein@nortel.com 24 to 48 turn around 3. Product and Services Pricing Information and Order Codes Refer to the Nortel Data Services and Pricing spreadsheet, Determine Order codes and Pricing 4. Refer to the Placing an Order with Westcon pdf How to Request a Quote or Order Information Required When Placing an Order 11/13/09 6

Application Form 11/13/09 7

Order Codes, Pricing and Eligibility ERS 4548GT-PWR Open the Nortel Data Services and Pricing spreadsheet Select the Data Price List Tab Search/Find the Model Number Write down the Order Code 1 2 3 4 Note the WPP Price 11/13/09 8

Check for Product Eligibility ERS 4548GT-PWR Select the Data Edge Eligible Products Tab Search/Find the Order Code 1 2 3 Product is Eligible if the Order Code is Listed 11/13/09 9

Service and Support Options 1. Software and Support Service Model GE6300000 2. Software, Support and Parts Next Business Day Service Model GF6300000 3. Software, Support and Parts Same Business Day Service Model GG6300000 4. Software, Support, Parts and Labour Next Business Day Service model GJ6300000 5. Software, Support, Parts and Labour Same Business Day Service Model GK6300000 11/13/09 10

Pricing Service and Support Service Line Item Number 2 4 GE6300000 + CA8 = GE6300CA8 3 11/13/09 11 1

Pricing Service and Support Service Order Code 2 GE6300000 + CA8 = GE6300CA8 3 4 1 11/13/09 12

Placing an Order With Westcon 11/13/09 13

Placing an Order with Westcon When placing your Data order with Westcon, there are a few key steps you need to know to ensure your order flows through properly. If Requesting a Quote Be sure you have the part/sku # and or description Quantities needed Onsite Date required

Placing the Order Correct & Complete Enduser Information & Ship to Address: If this information isn t provided when you submit your order this will delay the order flow process unnecessarily. See Slide 6 for Details Sku s/part# s : Be sure you have the correct part/sku# and or description listed. Be careful not to confuse zero s with O s on your order. Quantities Needed: Make sure the proper quantities are listed on your order. Reseller Cost: Check to ensure you calculate your expected cost on your PO.

Placing the Order cont d SBA(Special Buying Agree.)/MPR (Marketing Promo Codes): Some orders qualify for additional discounts based off Nortel driven promotions i.e the Nortel Data Edge Promotion. To take advantage of the Data Edge promo SBA#323124 (which represents the total discount off applicable parts on your order) will need to be added to your PO. Ship Method: Specify how your order needs to ship i.e Same day, Next day, 2 day etc.

Lead Times, Expedites and Services Lead Times: If not in stock, at Westcon, Data products carry a minimum of 2 weeks for shipment from Nortel. Generally orders are fulfilled from our stock. From time to time, due to supply constraints, product availability may be delayed beyond the standard 2 week leadtime. Please take these points into consideration when placing your orders. Expedites: If stock is unavailable due to supply & demand an Expedite is needed. If your product is required before the standard lead time an Expedite form needs to be submitted with proper justification. Expedites are best effort only, there are no guarantees. Nortel Express Services/Nortel Support Services: When ordering Technical/Product Replacement Support Services contracts, include quantities, part # of items to be covered. Please provide the information listed on the next slide.

Nortel Service Attachment Form for Express/ Assurance EU Company name EU Company Address OR SITE ID # EU POC full name EU POC phone # EU POC email address RS POC full name RS POC phone # RS POC email address VAR PO# MODEL # (eg: al2012e14,cv1001014) SN#: IT IS MANDATORY THAT YOU INCLUDE THE BELOW INFO: QTY: DATES OF SUPPORT: BOARDS IF ANY IN CHASSIS (eg: 8600 chassis) QTY's FOR EACH BOARD SPECIAL NOTES:

The Nortel Edge: Nortel s Stackable Ethernet Routing Switches Performance and Scalability 10/100/1000 & 10GbE Interfaces High Performance Stacking The Nortel Edge is a Enterprise Class QOS Resiliency stackable portfolio that Industry-leading Resilient Stacking is highly differentiated All links active Clustering and brings substantial Sub-second fail-over recovery value to the enterprise Security customer Identity Engines for Network Access Control DoS and Spoofing Attack Prevention Efficiency Price/Space/Energy-efficient Plug and Play IP Telephony Lifetime - Next Business Day Replacement - Warranty 19

Ethernet Routing Switch Portfolio Price/Performance Access / Edge Stackable 8 high ERS 5000 ERS 8600 ERS 8300 Modular Chassis ERS 4500 Core ERS 2500 Func%onality Delivering the Building Blocks for a Unified Communications Network 20

Flexible Fast Ethernet solution for the edge of the network Models & Port Configuration Fast Ethernet Gigabit Ethernet Switch Fabric 48-78 Gbps 6.6 138 Mpps Models & Port Configuration 2 FAST320 connectors per Switch 320 Gbps throughput ERS 4526FX ERS 4526T ERS 4526T-PWR ERS 4550T ERS 4550T-PWR 24 x 100BASE-FX + 2 combo 10/100/1000/SFP ports 24 10/100BASE-TX ports + 2 combo 10/100/1000/SFP ports 24 10/100BASE-TX 802.3af PoE ports + 2 combo 10/100/1000/SFP ports 48 10/100BASE-TX ports + 2 combo 10/100/1000/SFP ports 48 10/100BASE-TX 802.3af PoE ports + 2 combo 10/100/1000/SFP ports

Perfect for high density gigabit to the desktop deployments Models & Port Configuration Fast Ethernet Gigabit Ethernet 2 FAST320 connectors per Switch 320 Gbps throughput ERS 4524GT ERS 4524GT-PWR ERS 4526GTX ERS 4526GTX-PWR ERS 4548GT ERS 4548GT-PWR Switch Fabric 88-184 Gbps 6.6-138Mpps Models & Port Configuration 24 10/100/1000BASE-T ports + 4 SFP ports 24 x 10/100/1000BASE-T 802.3 PoE + 4 x Combo 10/100/1000BASE-T or 100/1000BASE-SFP 24 10/100/1000BASE-T ports + 4 SFP ports & 2 10GE XFP slots 24 10/100/1000BASE-T 802.3af PoE ports + 4 SFP ports & 2 10GE XFP slots 48 10/100/1000BASE-T ports + 4 10/100/1000/SFP ports 48 10/100/1000BASE-T 802.3af PoE ports + 4 10/100/1000/SFP ports

Always On Access to Business Critical Applications Intelligent Stacking Resilience Intelligent stacking scalability and resilience ERS 4500 stack remains operational in case of unit or cable failure Add a new unit into an exiting stack seamlessly Hot swappable Switch Clustering technology for sub-second resilience & high levels of performance Ensures network availability from the edge to the core of the network All links are active resulting in maximum utilization lower TCO End Result Uninterrupted voice/data/video services Trunks distributed between switches in a stack Access / Edge Up to 4 links and 6 trunk groups per stack Switch Cluster 23

Nortel Ethernet Routing Switch 5500 Models and Port Configuration 160Gbps Switch Fabric Fast 640 Gbps Stacking Bandwidth (80Gbps/Switch) Models & Port Configuration ERS 5510-24T 24 port 10/100/1000 with 2 SFP GBIC uplinks 37.5Mpps ERS 5510-48T 48 port 10/100/1000 with 2 SFP GBIC uplinks 71.4Mpps ERS 5520-24T-PWR 24 port 10/100/1000 with Power over Ethernet, 4 SFP GBIC uplinks 37.5Mpps ERS 5520-48T-PWR 48 port 10/100/1000 with Power over Ethernet, 4 SFP GBIC uplinks 71.4Mpps ERS 5530-24TFD 24 port 10/100/1000, 12 shared SFP ports, 2 10 Gigabit XFP Ports for uplinks 71.4Mpps * All ERS 5500 products come with 2 built-in stacking ports and an 18 stacking cable

Ethernet Routing Switch 5600 Series Up to 384Gbps switch fabric per unit, non-blocking design Increased stack bandwidth 144Gbps between ERS 5600 units 1.15Tbps bandwidth in a stack of 8 Complements ERS 5500 family Stackable w/ ERS5510/20/30 Common software image Enhanced N+1 redundant power supply design with AC and DC options Models ERS 5698TFD ERS 5698TFD-PWR ERS 5650TD ERS 5650TD-PWR ERS 5632FD Port Configuration 96 10/100/1000, 6 shared SFP ports + 2 10GbE XFP slots 96 10/100/1000 802.3af PoE, 6 shared SFP ports + 2 10GbE XFP slots 48 10/100/1000 ports + 2 10GbE XFP slots 48 10/100/1000 802.3af PoE ports + 2 10GbE XFP slots 24 SFP + 8 10GbE XFP slots

ERS 5698 at the Edge High-Density Wiring Closet Solution ERS 8600 5698TFD 5698TFD-PWR Core or Distribution 96-ports of full PoE ideal high-density wiring closet solution Enhanced IP phone auto-discovery & configuration to simplify UC deployments Dynamic & active Power Management for efficiency ERS 5698 Edge

5632FD ERS 5632 for Core and Aggregation Flexible, high density configurations make this unit ideally suited for, aggregation, small core: Stack of 8 units yields: 192 SFP ports and 64 XFP ports 1.152Tbps stack bandwidth Advanced 5000 Series Layer 3 Routing * OSPF, RIP, VRRP, etc Multicast support including PIM-SM and IGMPv3 Resilient, not just redundant 8 links, 32 link/trunk groups All links pass traffic Sub-second stateful failover N+1 Power redundancy High-bandwidth, scalable solution Server(s) ERS 2500 ERS 2500 PoE NSNAS ERS 5632 ERS 5632 Edge Core or Distribution Edge * Advance layer 3 Routing Licensed

ERS 5650 For Wiring Closets and Data Centers Horizontal Stacking Extends Data Center Design Options 5650TD SMLT to Core/Distribution IST 5650TD-PWR High-Performance Wiring Closets PoE and non-poe Cost-effective alternative Highly-resilient data center solution Server racks dual-homed to 2 ERS 5600 stacks All hardware and links are redundant and active, maximizing throughput Performance near zero downtime and low latency TCO based on low CAPEX, OPEX and energy consumption Server Racks

Ethernet Routing Switch Family Resilience and Scalability Value Proposition Scalable performance through stacking Auto-Unit Replacement / Dual Agent Switch Clustering (SMLT) Redundant Power Supplies Secure Attack Resistant Flexible Deployment Mix Models in a Series in one Stack Wiring closets / LAN Edge Distribution / aggregation layer Resilient Data Center applications Use the 5000 Series in small/medium core routing applications Convergence Ready Built-in Power over Ethernet Auto-discovery of IP handsets supporting the 802.1AB protocol Quality of Service support for timely arrival of delay sensitive data -- voice or video Industry Leading Low Power Consumption 29

http://us.convergencepoint.westcon.com/ content/vendors/nortel/become-a-nortel-partner/get-started THANK YOU nortelpm@westcon.com 11/13/09 30