Cisco — SMB Solution Selling 101 Ray Arasteh

Agenda – Cisco SMB Solutions § Cisco Investments in SMB Business § Creating SMB Solutions § Cisco SMB Product overview § Cisco SMB Solutions Selling § Cisco Smart Designs § Cisco NFR Program § Cisco SMB Services & Support § Cisco SMB Cash Back Program – PDF § Cisco Select Certified Path and Partner Benefits § OIP / PDF Plus Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2

Commitment to Small Business Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco

Purpose Built Products For Small Business Communicate Secure Connect Purpose-Built Products and Services Presentation_ID

Cisco Registered Partner Product Portfolio • Integrated phone system and network • Unified Communications • Selling UC/Voice Requires SMB Select Specialization • Selling Switching Select Partner • Real-time IP video surveillance, recording and alerting • Feature-rich cameras • View camera locally, or via the Web, • View on i. Phone • Registered Partner • Secure Wireless • Business class • wireless coverage • Wireless security • Voice over WLAN • Guest Access Portal • Clustering, Rogue AP Detection • Centralized storage and backup • RAID, On-disk encryption • Gigabit Interfaces • Robust, redundant, scalable • Web, e. Commerce, RADIUS and more • Cisco Security • Firewall + Content Filter + anti-Spam / Virus / Phishing • Cisco VPN Server • Remote worker • Interoffice calling • Interoffice VPN • Remote Branch • Registered Partner Certification Requirements: NONE Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5

Cisco SMB Solution Selling Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco

Cisco Small Business Switching Portfolio – Built for Small Business Managed Stackable Price, Performance Cisco® SFE/SGE Series Switches • Advanced Qo. S, security, and availability • 8 - to 48 -port 10/100 and • Po. E options • Enhanced Qo. S, security, Cisco® 300 Series Managed Switches • 8 - to 48 -port 10/100 and 10 - to Cisco 200 Series Smart Switches • Manage entire stack as one 10/1000 models Managed Smart • Stackable and availability 52 -port 10/1000 models • Simplified configuration and troubleshooting • Designed for small officewide infrastructure • Po. E options • Basic Qo. S, security, and availability • Simple, basic web-managed interface Unmanaged • Ready-to-use simplicity, Cisco 100 Series Unmanaged Switches • Zero configuration, • 24 - to 48 -port 10/100 and 18 - to 50 -port 10/1000 models • Po. E options • Ideal for building basic network • 5 - to 24 -port 10/100 and no device management zero customization 10/1000 models • Desktop and rack-mount • Do-it-yourself small business • No security or VLANs Function, Flexibility, Scalability Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7

Switching for Small Business Functionality One portfolio—a spectrum of choices Catalyst 2960 / S LAN Lite SFE/SGE Switches 300 Series Managed Catalyst 2960 / S LAN Base ESW 500 Series (SBCS Solutions) 200 Series Smart 100 Series Unmanaged Cost Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8 8

Feature Differences – Switches Smart Cisco® 200 Series Switches Green Ethernet 26 ports Gigabit Ethernet Bonjour Auto voice VLAN LLDP-MED IPv 6 Host Cisco Discovery Protocol Smartports Cloud support No No 802. 3 af Po. E (all enabled) Budget 1/2 ports at 7. 5 W No No No Option 66/67 No No No Managed Cisco® 300 Series Switches Green Ethernet 28 ports Gigabit Ethernet Bonjour Auto voice VLAN LLDP-MED IPv 6 Host Cisco Discovery Protocol Smartports Cloud support Secure copy Web-based authentication 802. 3 af Po. E (all enabled) Budget 1/2 ports at 15 W Text. View (CLI) Guest VLAN IGMP querier Unauthenticated VLAN Static routing: 32 routes DHCP relay Congestion avoidance Per-VLAN mirroring No No Option 66/67 No No No $446 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. $611 Cisco Confidential Managed Cisco ESW 500 Series Switches Cisco SGE Switches No No 24 ports Gigabit Ethernet No Bonjour No No No LLDP No IPv 6 Host Cisco Discovery Protocol No Smartports No Cloud support No No No 802. 3 af Po. E (all enabled) Budget 1/2 ports at 15 W No No No Static routing: 128 routes No No Multicast VLAN registration (MVR) No Full stacking Option 66/67 No Protocol-based VLANs IP Source Guard DHCP Snooping Dynamic ARP Inspection Spanning Tree Root Guard $1376 $750 9

Wireless for Small Business Functionality One portfolio – a spectrum of choices AP 541 N (clustering) Aironet 1140 / 1260 Series WAP 4410 N WAP 2000 WET 200 WAP 200 E (outdoor) Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10

Security for Small Business Functionality One portfolio – a spectrum of choices RV Router + Protect. Link Web SR 520 Secure Router SA 500 Security Appliance Integrated Services Routers ASA 5500 Series Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11

Surveillance for Small Business One portfolio – a spectrum of choices Functionality PVC 300 PVC 2300 WVC 2300 VC 220 VC 240 WVC 210 Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12

Storage for Small Business One portfolio – a spectrum of choices Functionality Cisco NSS 300 Series Smart Storage Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13

Unified Communications Functionality One portfolio – a spectrum of choices Cisco Smart Business Communications System Cisco Unified Communications Manager Express Cisco Unified Communications Manager Business Edition UC 320 Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14

Cisco UC 320 Overview Wireless B/G/N Access Point Wireless Voice LAN § Up to 24 users § Up to 12 PSTN, via SPA 8800 – Up to 4 SIP accounts/trunks – Lifeline (FXS – FXO failover) – Local 911 even with SIP § 2 USB ports § Support for SPA 300 and SPA 500 wired and wireless phones Internal Voicemail, 12 h capacity Integrated Auto-attendant 4 FXO/Line ports (universal config) Music on Hold 1 FXS port for Phone/fax Paging out Up to 1 Gb WAN Ethernet Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4 Gb LAN ports 15

Cisco SPA Family of IP Phones SPA 525 G 2 SPA 509 G SPA 508 G SPA 504 G SPA 502 G Features SPA 501 G § 8 lines § Backlit SPA 303 § 4 lines § Backlit SPA 301 § 8 lines § 4 fixed § 3 lines § Monochrome display § 1 line § PC port § No speakerphone § $125 § 1 10/100 port § $83 function keys § No display § PC port § Po. E § $135 § 1 line § Backlit display § PC port § Po. E § $164 display § PC port § Po. E § $189 § 5 lines § Color display (hi-res) § Wi-Fi client § Bluetooth (headset) § 12 lines § Backlit display § PC port § Po. E § PC port § $430 § Po. E § $240 display § PC port § Po. E § $225 SPA 500 S § Sidecar for SPA 500 Series phones § 32 programmable keys § No display (paper) § Up to 2 supported per SPA 500 phone § Powered by IP phone § $95 New Price Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16

Industry Leading Configuration Utility § Intuitive, easy to use User Interface § Takes away the complexity and reduces time to deploy solution § Intro video allows you to get started quickly § Guides partner through the install with a step by step wizard § Backup/Save and continue install at your convenience § Comprehensive context sensitive Help built into the UI Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17

Cisco UC 320 Admin Screen Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved.

IP Phones for Small Business Functionality One portfolio – a spectrum of choices Cisco SPA 300 Series IP Phones Cisco SPA 500 Series IP Phones Cisco Unified IP Phone 6900 Series Cisco Unified IP Phone 7900 Series Cost Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19

Competitive Matrix Competitor Model(s) Strength Weakness Panasonic KX-TA 824 Market share leader - known for reliability and simplicity of operation. KXTA 824 is a competitively priced key system. Voice centric products - lack support for data switching, routing and WLAN. KX-TDA 50 has advanced features for small businesses: DECT phones, cordless and cellular mobility and SIP trunking. Voice mail, auto attendant, caller ID, and video camera/surveillance are optional at additional cost. DSX is a strong seller in the small business segment due to aggressive pricing and loyal dealers/resellers. No SIP trunking available on the DSX. Voicemail and auto attendant functionality are optional add-ins at additional cost. Attractive install base of 100, 000 customers to upsell larger more expensive SV 8100 with data switching, routing and mobility options. No investment protection when you upgrade from the DSX to the larger SV-8100 – most phones will not be usable. Avaya has 1. 5 million key systems installed over and above the BCM base and claims 25% lower TCO than any vendor. No WLAN capability. KX-TDA 50/50 G NEC DSX-40/80 SV-8100 Avaya IP Office (Essential Edition) BCM 50 Aggressively priced Essential Edition includes data switching, routing and firewall protection built in. Avaya plans to end of life BCM 50 – further investment in BCM is risky. Migration options from BCM 50 to IP Office are limited Upgrading older Avaya systems is also known to be expensive. IP Office supports key system features from the older Partner System and Partner system phones Mitel 3000 3300 The Mitel 3000 is a voice centric solution with PBX, voicemail, and contact center functionality. Optional Broadband module provides Ethernet switch, WAN port and 802. 11 g wireless access point and SIP trunking. The larger 3300 system provides wide range of advanced voice features and networking capability. Toshiba Both the 3000 and the 3300 systems are designed for the larger SMBs. Smaller customer with 4 -16 lines will find the Mitel solutions pricier and much too large for their needs. Requirement for optional Broadband module for the 3000 adds another dimension of complexity and cost for small customers. CIX 40 is a price competitive package with features and upgrade flexibility for up to 24 users. The larger CIX 100 provides data switching and routing capability with optional UC modules. Old-world voice centric technology when compared to UC 320. Office. Serv 7030 Strong products with aggressive pricing for the SMB market. Office. Serv 7030 does not include an integrated data switch. Office. Serv 7100 Presentation_ID Known for dependability and extensive calling features. Strata CIX 100 Samsung Strata CIX 40 The Office. Serv 7030 includes advanced features such as Wi-Fi telephony, SIP trunking out of the box. The Office. Serv Connect application offers dual homing (desk and mobile phone ring simultaneously). Office. Serv 7100 does not include an integrated WLAN access point. © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Toshiba has no expertise in data communications or security. CIX 40 lacks data support and WLAN Based on information available at time of publication 20

SMB Business Feature Comparison UC 300 Ranges and Target number of users Migration Investment Protection Survivability UC 500/SBCS 4 -24 Target 4 -16 Investment protection to UC 500 on phones, switches, wireless and routing target 8 -50) UC 540/560: 8 -104 (target 875) 7900 IP phones can be maintained when migrating to CME/ISRs or UCMBE Unified CME 5 - 450 (target 20 -300) Full migration path to Unified CM Some features may be lost, others gained during migration No IP Phones Support Yes SPA 300, 500 Series, No 3900, 6900, 7900, 8900, 9900 Series SPA 300, 500 series Unified IP Phone 6900, 7900 Series SIP trunking Yes Yes (Opt) Auto-attendant Yes Multiple (Opt) Voicemail Yes Adv (CUE) Adv (CUE Opt) Voice / FAX-to-email No Yes Softphone Support No Yes Single number reach No Yes Vertical applications No Yes Multi-site support No Yes (Up to 5) Yes, distributed call control with unlimited # of sites Teleworker support No Yes (Up to 10) Yes, Unlimited GE, x. DSL FE, ADSL 2+, T 1 (SR 520) FE, x. DSL, T 1/E 1, T 3 No Yes (SR 520) Yes Yes WAN connectivity Dynamic routing Enhanced security No (Basic VPN, © 2009 Cisco Systems, Inc. All rights reserved. Firewall) Presentation_ID Cisco Confidential 21

Small Business Services and Support Portfolio Fit Small Business Cisco Small Business Partner Rapid Response Service Value of Delivered Service Built for Small Business Cisco SMARTnet Cisco Smart Foundation Cisco Small Business Support Service Cisco Small Business Partner Design Support Cisco PDI Help Desk Warranty RTF Bug Fixes 1 yr. Phone Support Warranty SB Support Center (Phone) Cisco TAC SB Support Community (Online) Relative Size of Partner Opportunity Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22

Cisco Partner Tools & Resources Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved.

Partner Pre-Sales Support Options Partner Helpline Partner Design Support (PDS) Small Business Support Center Who Cisco & All Partners What PRE-Sales – Product information & selection, design support & implementation Pre- and Post-sales support – Warranty and technical support Product Cisco (traditional product) Cisco Small Business Pro How www. cisco. com/go/ph www. cisco. com/go/smallbizsales www. myciscocommunity. com /community/smallbizsupport 800 -GO-CISCO menu options 1, 2, 1, then 1 When Presentation_ID 877 -219 -4278, PIN 106991 9: 00 – 7: 00 EST 24 X 7 © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1 866 606 1866 24 X 7 24

Small Business Support Community The “Face” of Small Business Support Web 2. 0 Community § Integrated Cisco, partner and customer contributions § Real-time communication and collaboration § Insight into customers’ interest and concerns “I primarily use the Cisco Small Business Support Community” “A wise company will use the community as a resource to improve the product, support, and documentation—just like you are doing now!” –Partner –Customer Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25

Growing Your Business § SMB Practice Builder Online platform with tools and action plans, specific to partner owners, account managers, and engineers, to build new practices and develop existing ones to the fullest www. cisco. com/go/smbpracticebuilder § Steps to Success Web based toolkit to arm partners with an engagement model for sales, delivery and support of Advanced Technology Solutions. http: //tools. cisco. com/s 2 s/Home. Page. do? method=browse. Home. Page § Select Certification Reflects a partner’s technology and business expertise specific to the Small Business market www. cisco. com/go/select Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 26

PDF Tracks for Registered, Service Providers, DMRs and Ecommerce (Non Specialized/Non Certified) Partners) Program Details For Non Specialized or Certified Registered Partners Back-end Payment: 5% PDF Cash Back Products: Cisco Small Business (no UC), SPA Phones, traditional Cisco For DMR, Ecommerce and SP Registered Partners Invite Only PDF Cash Back Accelerator Back-end Payment: 5% Products: Cisco Small Business, SPA Phones, traditional Cisco Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 27

Training Your People § Partner Education Connection - www. cisco. com/go/pec Online portal with free training on all Cisco solutions, certifications, and products § SMB University § Free, online small business training content § Sales, technical & business acumen training § Quick Learning Modules to support new product announcements Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28

Demonstration Solutions & Small Business NFR Program SBCS “The Office” Demo Solution § Complete, portable SBCS demonstration solution § Recommended equipment list, training VOD and configuration documents § Located in the Small Business Demo Lounge Small Business Not-For-Resale Program (NFR) § Incremental discounts for partner NFR demo or lab purchases (starting at 50% off list) § NFR purchases to be approved by sales team § Select Partners get 70% off list price for NFR Purchases Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29

Pre-Sales and Design Support Smart Designs www. cisco. com/go/partner/smartdesigns Simplified network design and implementation guides targeted at Small Business customers Modular framework supports incremental products and technologies while preserving the initial investments Adaptive designs allow you to use as-is or customize for more complex scenarios and additional value-add Role-based documentation that is targeted for different functions -- from pre-sales support, to maintenance Trusted network deployment designed and recommended by Cisco Partner Design Support (PDS) (discussed earlier) Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30

Supporting Your Cisco Practice § Partner Relationship Team (Non-technical) Support on Cisco tools, applications, logins, etc 1 -800 -GO-CISCO or www. cisco. com/go/prt § Cisco Community Central Cisco Small Business Support Community www. cisco. com/go/smallbizsupport Cisco Small Business Sales Community www. cisco. com/go/smallbizsales § Find Your SBMM & SBVCAM § Partner Central http: //www. cisco. com/web/partners/index. html www. myciscocommunity. com/docs/DOC-10139 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 31

Small Business Specialization/ Select Certification Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved.

Cisco Channel Certifications Select Certification § An entry point into Cisco’s Award Winning Channels Program § New specialization focused on partners ability to sell, design and deploy Cisco Small Business solutions Certified Partners Small Business Specialization Gold Silver Premier Select Registered Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 33

Select Certification Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34

Added Visibility on Cisco. com § Added Visibility § Partners will gain visibility via Cisco. com Partner Locator Tool § When end users search for specific solutions within a specific geography, Cisco Partner Locator provides a list of qualified partners to chose from § That partner could be you § Partner Locator Tool supports the following partners: Gold Certified Partner Silver Certified Partner Premier Certified Partner Select Certified Partner Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Partner Locator Link: http: //bit. ly/hpgq. CR Cisco Confidential 35

Small Business Specialization and Select Certification Steps 1 SB Account Manager Pass Online Exam 650 -177 SB AM 2 SB Engineer Pass Online Exam 650 -195 SB EN 3 Select Certification Apply for SB Specialization & Select Certification Account Manager & Engineer can be same or different individual Presentation_ID http: //www. pearsonvue. com/cisco/online/ © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 36

Programs & Promotions Take advantage of our discount programs Q 1 FY’ 11 Check Partner Central often for all Small Business focused promotions and programs: http: //www. cisco. com/web/partners/sell/smb/programs_and_promotions Always check here or contact your i. SBAM to discuss! Presnetation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 37

Change Your Voice – Cisco Promotion Outline • Trade-In Rebate: Up to $1, 250/ phone system, $10/phone Purchase new Cisco SBCS. Trade-In old phone system Can be combined with Cisco Capital Eligible for PDF rebates • Competitive Focus: All non-Cisco phone systems • Target Partners: All SB Specialized Cisco Partners • Promotional Period: Expires: July 29, 2011 • Theaters: US & Canada • Trade-To SKU’s: 12 SKUs - See following slide www. ciscochangeyourvoice. com Convert Competitive Purchasers to Cisco Small Business Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 38

Cisco Fast Track 2 Promotions ü Fast Track Accelerator § Get an additional 10% discount on select Cisco Small Business managed switches and security appliances. ü Cash Now – Four for the Price of Three § Get four select Cisco products for the price of three. Build a Network, Video Surveillance or Voice solution for less. ü Cash Maximizer – Cisco Stimulus Rebate Program § End users can receive up to $900 cash back when they trade in their used networking products and purchase new Cisco products. Expires: April 29, 2011 More information: http: //www. cisco. com/web/partners/sell/smb/programs_and_promotions/index. html#2 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 39

Ingram Micro Start Your Engines Grow with Cisco and Ingram Micro Get Cisco Select Certified Program Overview Registered Partner – Move to Select! Earn $3, 000 in Agency Express marketing dollars -Marketing Professional to assist the partner in creating an effective marketing program. Complete program steps to earn $’s: Steps: Take Select Training, Pass Exams, Sign up for PDF & PRP, Take Training Contact myciscoteam@ingrammicro. com to get started! Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 40

Cisco Small Business Links § Cisco SMB Product Selector http: //bit. ly/8 A 23 cm § Cisco Small Business Portfolio http: //bit. ly/y 2 YRH § Cisco Small Business Support Community http: //bit. ly/c. L 7 K 64 § Cisco Small Business Unified Communications Solution http: //bit. ly/b 1 UEjy Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 41

Additional Resources § Small Business Customer Site www. cisco. com/go/smallbusiness § Small Business Customer SBCS www. cisco. com/go/sbcs § Smart Business Communications System (Partner Central) http: //www. cisco. com/web/partners/sell/smb/products/sbcs. html#~2 § Small Business Support Community https: //supportforums. cisco. com/community/netpro/small-business § Cisco Capital www. cisco. com/go/ciscocapital § Small Business Customer Case Studies http: //www. cisco. com/cisco/web/solutions/small_business/resource_center/i ndex. html Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 42

Cisco Small Business Contacts § Cisco Small Business Support Center § Phone: (866)606 -1866 § Ingram Micro Cisco Tech Support: § Phone: (800)445 -5066 x 24041 § Ingram Cisco Technology Solutions Engineer § Cisco Small Business Focus § SMB Trusted Technology Advisor §Help you grow your Cisco Business § Ray Arasteh – Ingram Micro § Cisco Technology Solutions Engineer § ray. arasteh@ingrammicro. com § Ph: 714 -382 -2517 § Michelle Mc. Crea - Cisco Systems § Cisco Distribution Account Manager § mccrea@cisco. com § Ph: 716 -604 -2647 Presentation_ID © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 43