Commercial Product Solutions NDA Update June 2005

Commercial Product & Solutions NDA Update June 2005 CCAB Ed Kudey, Sr Manager Commercial Solutions Development Cisco CONFIDENTIAL 1

Objectives § Review 1 HFY 06 Product Visibility § Provide insight on Partner Profitability initiatives & Tools § Discuss Solutions that will increase Partner Revenue, based on 1 HFY 06 Product Visibility § Summarize 1 HFY 06 Visibility & Value Cisco CONFIDENTIAL 2

Direction: Products to Solutions Opportunity: Technical Business Advisor • The Commercial market is ready for Partners that deliver Value-Add services • Customers want solutions that directly align with their unique requirements • Solutions are a 1 st step in aligning Technology to Business Impact Initiatives Cisco CONFIDENTIAL 3

Technology Penetration Drives Average Annual Purchases and Future Purchase Frequency Source: Customer Dimensions / ecustomer; US mid-market sample Cisco CONFIDENTIAL 4

Commercial Technologies & Solutions Security Network Foundation § ISR § ASA § Appliances § NAC § Routing § Switching § WLAN Network Foundation Security Solutions IP Communications § CME & CUE § CM & Unity § Applications § Cisco IPC Express Solutions § Cisco IPC-Microsoft Deploy & Service § § SMB Support Assistant Verified Solutions CME Quote Tool Demo in a Box Program Channel Partners Cisco SMB Class Solutions Cisco CONFIDENTIAL 5

FY 05 - 30 New Platforms Cisco 1800 1841 ISR Cisco 800 ISR Cisco 2800 2801/2811/ 2821/2851 ISR Cisco 3800 3825/3845 ISR Routing Cisco Catalyst 4503 Supervisor II-Plus-TS Switching Wireless and Security Software/ Network Management Cisco Catalyst 4500 Series 24 -port 10/1000 24 -port 10/100 Po. E line card Cisco ASA 5510 Cisco Aironet 1130 AG Series AP Cisco CRM Communications Connector Cisco Catalyst 4500 Series 24 -port 10/100 line card Cisco CNA 1. 0 & 2. 0 Cisco Call. Manager Express 3. 2 Cisco Survivable Remote Site Telephony version 3. 2 Cisco Unity Express 2. 0 voicemail and auto attendant Cisco Clean Access 3. 3 Cisco CONFIDENTIAL 6

Commercial Network Foundation NDA Update § Routing § Switching § Wireless § Messaging Cisco CONFIDENTIAL 7

NEW Switch Family & Members 24 10/100 + 2 10/1000 24 10/100 (4 Po. E) + 2 10/1000 or SFP 24 10/100 ( 24 Po. E ) + 2 10/1000 or SFP 8 10/1000 + 4 10/1000 or SFP Cisco CONFIDENTIAL 8

1 HFY 06 Commercial: Network Foundation High Impact Medium Impact Low Impact Q 1 FY 06 Q 2 FY 06 (Aug, Sept, Oct) SMB MM (Nov, Dec, Jan) Ch A SMB MM Ch A Routing Switching WLAN - Low End Switch Family - Airespace Integration - 1200 Base Unit - Low End POE Switch - 3750 WLAN Access - Router WLAN Access WIC Cisco CONFIDENTIAL 9

Product & Solution Messages § Low Cost Switch Family § WLAN Services will spread across Routers & a Mid. Market Switch § Increase in WLAN base unit models w/1200 series § Consistent incremental increase in WLAN Security § Consistent incremental increase in Router IC’s § Direction: Increase in Router based “Anti-X Solutions Cisco CONFIDENTIAL 10

Commercial Security NDA Update § ISR vs. ASA vs. Appliances § NAC § CSA § Messaging Cisco CONFIDENTIAL 11

~ HIGHLY SENSITIVE ~ Cisco Adaptive Security Appliances Individually Focused PIX Firewall VPN Concentrator IDS IPS FW IC VPN IC IPS/IDS IC ASA Family Focused Integrated Security Services ISR Family Integrated Services USB FE Cisco ASA 5500 Adaptive Security Appliances FE HWIC VWIC Cisco Confidential – NDA Use Only Cisco CONFIDENTIAL 12

Cisco ISR Routers and ASA 5500 Series Flexible Security and VPN Deployment Options Adaptive Security Appliance Integrated Services Routers • Preference for dedicated security devices • Preference for and familiarity with IOS-based devices • Delivers latest threat mitigation innovations • Delivers latest networking and security collaboration innovations • Most feature rich remote access VPN solution • Most feature rich site-to-site VPN solution • Dedicated function ensures maximum software versioning simplicity • Consolidates maximum network and security functions on single platform • Leverage existing router investment Tailored Solutions for Every Deployment Environment Cisco CONFIDENTIAL 13

1 HFY 06 Commercial: Security High Impact Medium Impact Low Impact Q 1 FY 06 Q 2 FY 06 (Aug, Sept, Oct) SMB MM (Nov, Dec, Jan) Ch A ISR ASA Appliances NAC Appliance ~ ~ ~ SMB MM Ch A ~ ~ ~ CSA - CSA 4. 5 x Ext - ASA 4. 7, SSLVPN - ASA PPOE - SDM 2. 1. 1 - SMB NAC Appliance Cisco CONFIDENTIAL 14

Product & Solution Messages • ASA is a Leading Commercial Security Solution • All Security products will realize increase value through Consistent Incremental SW enhancements throughout FY 06. • Anti-X solutions are a recognized F&F requirement • Message; We have a strong scale portfolio of HW that we will now focus on delivering a pipeline of SW enhancements trough out FY 06. § Direction: Increase in Router based “Anti-X Solutions Cisco CONFIDENTIAL 15

Commercial IPC Communications NDA Update § CME & CUE § CM & Unity § Applications § Messaging Cisco CONFIDENTIAL 16

CY 05/06 IP Communications Roadmaps CY 06 – 1 H CCM 5. X CCM 4. 1 (3) Call Mgr Express Call Manager CY 05 – 2 H Linux Appliance SIP RFC 3261 phone support Support for China, Korea, Japan CME/SRST 4. 0 Cisco and 3 rd Party SIP IP Phones, CME MIBs for fault reporting. Unity 4. 0(5) Management Unity Express Unity to CUE networking Unity 4. 1 Unity Connection Mid-Market Voice. Mail only Some PA functionality Easier to deploy and implement CUE 2. 1 Networking with spoken name conf. Broadcast msg, distribution lists New NM-CUE-EC with 16 ports CUE 2. 2 Additional language support CUE AA interop w/ CCME basic ACD ITEM 3. 0 Support for: Call. Manager Express Unity/Unity Express Contact. Center/IPCC Express ITEM 3. 1 Support for: Call. Manager 5. 0 Cisco CONFIDENTIAL 17

CY 05/06 IP Communications Roadmaps CY 06 – 1 H CY 05 – 2 H ITEM 3. 1 Management ITEM 3. 0 Support for: Call. Manager Express Unity/Unity Express Contact. Center/IPCC Express Phones 794 x/796 X New Video IP Phone Video on screen Phones VG 224 Misc… Support for: Call. Manager 5. 0 MP Express Qo. V SIP Phones CCM and CME Support for 24 port analog gateway with full supplementary features IPCC Express 4. 0 Mobility Single Number Contact 300 agents, ICM GW, MRCP High availability, New reporting templates Endpoint monitoring & recording IPCC Enterprise 7. 0 IP IVR 4. 0 VXML 2. 0, MRCP Cisco CONFIDENTIAL 18

Customer Premises Products: Color/Monochrome 24 Button Sets – Highly Sensitive • Specifications 10/100 Switch Dual USB 1. 1 32 M Flash 64 M Ram 24 Feature/line buttons 4 softkeys 1 Nav button 3 fixed feature buttons IEEE 802. 3 af Po. E Pixel-based color/backlit 320 x 240 Pixel-based monochrome/backlit 225 x 65 24 Button Color Set • Features App developer XML engine Full feature set (call processing in phone) Full duplex speakerphone Local vmail SIP RFC 3261 based Web customizable (HTTPS) 24 Button Monochrome Set Cisco CONFIDENTIAL 19

1 HFY 06 Commercial: IP Communications Q 1 FY 06 High Impact Q 2 FY 06 (Aug, Sept, Oct) Medium Impact SMB Ch A CM Express Unity Express ~ Call Mgr ~ ~ Unity Applications SMB MM Ch A ~ ~ Low Impact MM (Nov, Dec, Jan) ~ ~ ~ ~ Other … - CME 4. 0 Mtg Place Express Unity – Exchange MS Connector for IPC Ex - Low End POE Switch - 3750 WLAN Access - New Phone Cisco CONFIDENTIAL 21

Product & Solution Messages § CME & CUE will realize increased value through Consistent Incremental SW enhancements throughout FY 06. § 1 HFY 06 deliverables will continue to strengthen CME & CUE offerings in the SMB and Sub-100 seat space. § 2 HFY 06 deliverables will increase value from 100 seat up through the Low-Enterprise opportunities. § Productivity applications such as Unity & Meeting Place EXPRESS will increase alignment with SMB opportunities. Cisco CONFIDENTIAL 22

Commercial Deployability & Serviceability NDA Update Cisco CONFIDENTIAL 23

Overview • SMB SA • Verified Solutions • Quoting Tool • Demo in Box Program Cisco CONFIDENTIAL 24

Support Chain Economics of a Typical Call Manager Express Installation Reseller Help Desk $40 PM & Data Gathering $850 PDI Help Desk $35 Off Site Staging $1, 500 Cisco Partners On Site Install $650 Training $350 TAC $125 Prepare Plan Design Implement Operate Optimize Cisco CONFIDENTIAL 25

$10 M+ Invested in Commercial Specific FY 06 Improvements to the Whole Offers PRODUCTS ü Product Usability ü CME Release SERVICE & SUPPORT ü Voice Offers ü SMB-SA Software $35 M SOLUTIONS ü Verified Voice Solutions ü Deployment Guides ü Network Management FINANCING TRAINING ü Steps-2 -Success Channel Partners Cisco CONFIDENTIAL 26

Verified Solutions Voice Only & Voice + Security Versions User Environments • 24 • 48 • 96 • 144 • 168 • 240 Products • CME • Unity Express • Call Manager • Unity Bill of Materials • Parts & SKUs Solution Quoting Tool Online Documentation • Technical White Papers • Deployment Guides Cisco CONFIDENTIAL 27

Cisco SMB services portfolio direction Co-Branded Consultative Services Partner Security Voice Wireless Storage Assistant • Technology / Network Education • Network Partner Enablement Tools • Advanced Technology Technical Support • Device Technical Support SMB Support Assistant • Device Return Faulty Material • Device On-Line Tools • Device SW Patches Break/Fix Foundation (CBR) Cisco CONFIDENTIAL 28

Ease of Quoting & Configuration for Reseller profitability Quoting: • CME Solution Builder – Online tool allows quote of IPC Express System in under 5 minutes with list of parts to order • Being updated to support ISR routers, new 3560 CAT switches, and phones • Target release Mid June • Roadmap: Create offline version • Configuration: • Quick Start Guide plus Initial Config tool to configure CME/CUE system in 30 mins • Optimized for quick install of systems under 50 phones • Tool update with additional functionality – Square mode, load config to router, new default parameters, online help • Beta of Version 1. 4 available • Target release Mid-June Cisco CONFIDENTIAL 29

Easy to Populate Easy to Find Information Cisco CONFIDENTIAL 30

Automatically Generates Network Diagram Cisco CONFIDENTIAL 31

Automatically Creates Network Solution Automatically Creates Pricing Cisco CONFIDENTIAL 32

Why Demonstrations? • Awareness and momentum is growing. In 2004, 24% of Commercial Businesses (<1500 users) had IP-Telephony (Yankee Group) • Customers want presentations that respond to their unique requirements • Solution demonstrations can improve the deal-closure rate up to 50% (Cisco) Cisco CONFIDENTIAL 33

Cisco Demo-in-a-Box Program Documentation Prepare Training Learn Marketing Plan Sales Tools Demo PRE-CONFIGURED! Support Upgrade Cisco CONFIDENTIAL 34

Voice Solutions – Two Kits IPC Demo. Box IPC Express Demo. Box AP 1230 7920 CVTA AP 1131 7912 2821 CME + CUE 7940 3750 Laptop CAD 2811 (SRST) HWIC-4 ESW-POE FXS/FXO 7960 MCS 7825 CCM, IPCC-X, XML Apps HWIC-D-9 ESW-POE AIM-CUE/FXS/FXO 7960 s & 7914 MCS 7825 Unity 7940, 7960 & 7970 DEMO-ONLY SYSTEMS ! Cisco CONFIDENTIAL 35

Benefits DEMOBOX GO-TO-MARKET § § § CUSTOMER PRESENTATION SALES ENGINEER TRAINING LAB GEAR REQUIREMENTS JOINT MARKETING ACTIVITIES POST-SALES CUSTOMER TRAINING § § § SPECIALIZATION TRAINING TRADESHOW DEMONSTRATIONS LOCAL CUSTOMER SEMINAR ACCOUNT MANAGER TRAINING TELEMARKETING OFFER • Accelerate revenue – Nurture leads and shorten sales cycle • Build relevance - Customer “show and tell” experience – from presentation, to demonstration, to offer • Differentiate services – Cisco provides the platform - Use your resources to customize value-added applications • Leverage your investment – Alignment with Cisco sales force and Channel Partner programs helps you get more ROI on your training and marketing activities Cisco CONFIDENTIAL 36

Commercial FY 06 Composite Analysis NDA Update Cisco CONFIDENTIAL 37

1 HFY 06 Commercial: IP Communications Q 1 FY 06 High Impact Q 2 FY 06 (Aug, Sept, Oct) Medium Impact SMB Low Impact MM (Nov, Dec, Jan) Ch A SMB MM Ch A Network Foundation Security IP Communications Deploy & Service - ASA SSL VPN Mtg Place Express Unity – Non-Exchange MS Connector for IPC Express - Low End POE Switch - 3750 WLAN Access - SMB NAC Appliance - New Phone Cisco CONFIDENTIAL 38

1 HFY 06 Summary Ø FY 05 delivered scaleable architectures (ISR) Ø FY 06 will realize the solutions value of Multi-Service deployments. Ø Service technologies, such as IPC, WLAN & Security will consistently lead the way in FY 06, through Business Aligned Solutions. Ø Solutions will afford Partners the opportunity to strengthen their role as a Trusted Technical Business Advisor, increasing their business value/offering through scaleable multi-service networks. Ø Solution selling will increase services pipeline Cisco CONFIDENTIAL 39

Q&A Cisco CONFIDENTIAL 40