Welcome to today s Tele Track, Cisco's Express Mobility Solution hosted by: Comstor For the audio portion of this event, please call: 1-877-522-7671 Conference ID# 18803143
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Comstor Overview Danielle Moore Wireless Marketing Manager
Westcon vs. Broadline Distribution Westcon Group Broadline Distribution Number of Core Vendors 1 Numerous Number of OEMs 10-12 2,000 + Account Management Approach Cisco-driven and mapped to Cisco geographies Dedicated Account Managers Team based with pooled random support Sales Force Certifications CSE Sales Expert NA Advanced Technology Focus Dedicated Cisco advanced technology focus Pooled tech teams that support multiple OEMs Non-Cisco OEM Strategy Key partners that drive a true solution (i.e. IPcelerate, RSA, Trend Micro) Line card focused
Comstor Operating Model Overview Strategically aligned with Cisco territories for stronger partnership Solution based selling which increase core vendor (Cisco) sales Comstor Productivity Tools Gives partners the complete end-to-end selling process through Comstor Complete line of Value Added tools to increase sales Partner Resource Portals Single resource for selling multi-vendor solutions Current vendor promotions and up to date information
SBCS Solutions through Comstor Express Mobility products are a stand alone component of the total Smart Business Communications System (SBCS) solution Express Mobility products DO NOT require certification to sell SBCS is a complete solution for small businesses that includes: Cisco 521 Wireless Express Access Point Cisco 526 Wireless Express Mobility Controller Cisco Unified Communications 500 Series (requires Select Certification) Cisco Catalyst Express 520 Series switch Cisco Unified IP Phones Cisco Configuration Assistant Cisco Monitor Manager and Cisco Monitor Director Cisco Unified Communication applications Let Comstor can help you increase your SMB revenue Website: www.comstor.com/sbcs or 1-800-COMSTOR
Cisco Mobility Solutions for Small Business & Education Georganne Benesch gbenesch@cisco.com Sr. Manager, Product Management 7
Agenda Wireless LAN Market Trends Cisco Smart Business Communications System Cisco Mobility Express Solutions & Products SMB Select Partner The Cisco Advantage 8
A Wide Variety of SMB Customers Flexible, Value- Priced, Fixed Configuration Simple, All-in- One, Efficient Business Model Premium Value, Customizable, Regulations Premium Brand, World Class Service / Support Retail Manufacturing Medical Clinic Financial Limited Partner Advise Partner / Agent - Driven Decision Partner as Trusted Advisor Consultative Partner Small Business Mid-Market 9
Business Needs Drive WLAN Investments SMBs are adopting wireless for a variety of applications that improve efficiency and responsiveness Application Laptop Mobility/ Extension for Wired Security Guest Access/Hotspots Business Application & System Upgrades Business Moves and Changes Voice over Wi-Fi 10
Cisco SBCS Portfolio 11
Smart Business Communication Systems Simple, Complete, Secure Communication Solution for Small Businesses Unified Communications IP Phones Switching Wireless Teleworker UC500 Series 7900 Series CE520 Series 8 to 48 Voice Users Desktop & Rackmount Models Optional Integrated WLAN AP on desktop models All Cisco Unified IP Phones are supported 8 port desktop and 24 port rack mount models Companion Switch for UC500 AP500 WLC 500 Autonomous APs or Unified Wireless Solution with Mobility Express Cisco 870W VPN, Wired and Wireless Access, Remote IP Phone extension Business & Productivity Applications Cisco Smart Assist Features Cisco Configuration Assistant Cisco Monitor Manager / Cisco Monitor Director 12
Cisco Smart Business Communications System Example Network AP500 Access Points WLC500 Wireless Controller System Management Tools for Configuration & Monitoring CE520 Switching PSTN Internet Communications, Productivity & Business Applications UC500 Teleworker Secure Remote Phone support 13
Cisco SMB Mobility Solutions 14
Cisco Wireless Solutions Positioning Wireless Features Cisco Unified Wireless Network Cisco Wireless Control System Cisco 2106 Series 6 APs Cisco Aironet Access Points SBCS Cisco Configuration Assistant Cisco UC500 Series with Wireless Cisco WLCM 6 and 8 APs Mobility Express Solution Cisco Configuration Assistant Cisco Wireless Express Mobility Controller Cisco Wireless Express 6 APs Access Points Mobility Express Solution Cisco Configuration Assistant Cisco Wireless Express Access Points Cisco Catalyst 3750G Integrated WLC Switch 25 and 50 APs Cisco 4400 Series 12, 25, 50, and 100 APs Legend Cisco Catalyst 6500 Series Wireless Service (WiSM) 300 APs Unified Wireless Network Mobility Express Solution Integrated Wireless on UC500 1AP 3AP 6AP 12AP 25AP 50AP Capacity 15
Start With a Few APs for Small Networks Standalone Architecture Provide a Mobile Foundation for Simpler and Faster Adoption Cisco 521 Wireless Express Access Points Company Name: MobExpress LAN Number of Sites 1 Number of Employees 50 Number of Business Partners 0 Integrated Management Cisco Configuration Assistant Site 1 16
Controller + APs for Central Configuration & Services Controller-Based Architecture Provide a Mobile Foundation for Simpler and Faster Adoption Add Controller for Central Configuration and Mobile Services Voice Optimized Radio Resource Management Company Name: MobExpress Number of Sites 1 Number of Employees 100 Centralized Management Cisco Configuration Assistant Number of Business Partners 10 Guest Access for Business Partners Site 1 17
A Phased Approach to Evolve with Customer Needs Controller-Based Architecture Provide a Mobile Foundation for Simpler and Faster Adoption Add Controller for Central Configuration and Mobile Services Increase coverage, users, & locations Radio Resource Management Company Name: MobExpress Number of Sites 2 Number of Employees 150 EZ Virtual Networks Cisco Configuration Assistant Centralized Management Number of Business Partners 20 Site 2 Site 1 18
Cisco 521 Wireless Express Access Point Indoor Access Point Standalone mode: AIR-AP521G-x-K9 Controller-based mode: AIR-LAP521G-x-K9 List price: $499 Characteristics Stand alone or Wireless Express Mobility Controller mode Managed via Cisco Configuration Assistant & Cisco Monitor Director/Manager Features Single radio 802.11b/g Enterprise class security Industry s best range and throughput Simultaneous air monitoring and traffic delivery Small & lightweight with several mounting options PoE One-year warranty Benefits From secure coverage to advanced services Zero touch management Easily scales 19
Cisco 526 Wireless Express Mobility Controller Mobility Controller SKU: AIR-WLC526-K9 List Price: $1799 Characteristics Up to six Wireless Express APs per controller and two controllers per network Managed via Cisco Configuration Assistant & Cisco Monitor Director/Manager Features Centralized management of users, APs, policies Automated radio resource management Secure guest access Optimized voice over Wi-Fi One-year warranty Benefits Advanced mobility features Simplified deployment Lower cost of WLAN ownership Ideal for data, voice, and video Integration with SBCS 20
Controller-Based Advanced Mobility Services Improves Communications, Productivity, and Business Operations Guest Access Customized portal page for guest login and authentication Simple set-up and admin of secure access for visitors Segments guest traffic on separate VLAN Voice over WLAN Single & Dual Mode Phones Optimized QoS, Call Admission Control, & fast inter-ap hand-off Voice optimization button eases AP and 7921 configuration Voice configuration templates 21
Cisco Configuration Assistant Easy Set Up with intuitive GUI for all Smart Business Communication System Devices Cisco Configuration Assistant Configures Wireless, Voice, Switching Security, Routing, Teleworker, and more Local, remote, or offline configuration tool Interactive topology Front panel views Drag-and-drop upgrades What s New? Localization in six more languages Voice Feature enhancements Mobility enhancements Added SIP Trunk SP templates 22
Cisco Monitor Manager and Director Remote Monitoring and Reporting for Cisco VARs Monitor Manager 1.1.2 Monitors the operational health of the customer s data and IP Telephony network Proactive & central 24X7 Comprehensive automated monthly reporting Empowers partners to move to Managed SP business offering What s New? Now Supports up to 100 customer networks Monitors third party devices Enhanced Voice Monitoring Features 23
Mobility Express is a Great WLAN Platform for SMBs Delivers Cisco worldclass reliability, security, & radio coverage Simplifies WLAN setup and management Scales with customers coverage and application needs 24
Updated Select Certification and SMB Specialization 25
Select Certification Announced April 2007 Evolution of the SMB Select Program A new and lower entry point into the Cisco Channel Partner Program Centered on resellers servicing SMB customers Enables closer Cisco relationship with unique reseller benefits Certified Partners Gold Silver Premier Select Registered 26
Select Certification Benefits Partner Profitability Partner Development Funds (PDF) & PDF-UC Opportunity Incentive Program (OIP) Partner Support Channel Account Manager Support Cisco Certified Partner Brand Free E-Learning Extend Cisco Capital Program Partner Enablement Resources Marketing Support Access to sell the Smart Business Communications System 27
SMB OIP Objectives Reward and protect Cisco Certified Partners for driving new business Protect partners proactively working with customers on presales and design Offer a higher discount to the partner registering an eligible deal 28
SMB Opportunity Incentive Program (OIP) At-A-Glance SMB OIP Target Market Deal Minimum/Maximum Product Discount New non-named accounts who have not purchased from Cisco in the past 12 months Minimum $10K List, Maximum $100K List Hardware and Software Generous discount off list when purchasing through distributors Contact your Comstor account representative for details Services Discount Financing Learning Credits Eligibility Incremental Discount off List Partner Eligible for up to 12 Month Extended OIP Term (Not to Exceed 24 Months Total) on an Opportunity If Customer Leases Equipment Through Cisco Systems Capital; Lease Verification Required NA Expiration Date July 31, 2008 Cisco Gold, Silver, Premier and Select Certified Partners with the Proper Cisco Specialization/ATP Status for Access to Restricted Products 29
First 90 Days First 90 Day Jump Start Plan Profitability Programs Sales Resources Technical Support Marketing Tools Services Offerings Getting the most out of Select Certification 30
Welcome to the Partner Program Simple: Five steps for Select Certification Complete Step by step guide to help partners through the process with web links and resources 31
Mobility Express and SBCS The Cisco Advantage For Cisco Partners Create new revenue and profitability opportunities Purpose built for SMB-easy to install, troubleshoot Enables managed services annuity opportunities Reduces pain of proliferation of disparate tools, partner programs For Cisco Customers Enables anytime, anywhere, secure access to information Collaborate with customers and employees Allows for business growth Cisco quality & reliability - easy financing, delivered through local partners 32
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