Commercial Product & Solutions NDA Update June 2005 CCAB

1Cisco CONFIDENTIAL

Commercial Product & SolutionsNDA Update

June 2005 CCAB

Ed Kudey, Sr Manager

Commercial Solutions Development

2Cisco CONFIDENTIAL

Objectives

Review 1HFY06 Product Visibility

Provide insight on Partner Profitability initiatives & Tools

Discuss Solutions that will increase Partner Revenue, based on 1HFY06 Product Visibility

Summarize 1HFY06 Visibility & Value

3Cisco CONFIDENTIAL

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 1st step in aligning Technology to Business Impact Initiatives

4Cisco CONFIDENTIAL

Technology Penetration Drives Average Annual Purchases and Future Purchase Frequency

$3,853 $8,422 $14,727$32,925

$70,676

$145,223

$283,155

$582,906

32%

48%

66%

80%

90%

96% 98%100%

$0

$100,000

$200,000

$300,000

$400,000

$500,000

$600,000

$700,000

1 2 3 4 5 6 7 8

Number of Technologies Installed (incl service)

Ave

rag

e F

Y04

Bo

oki

ng

s

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

% C

ust

om

er B

ase

Bu

yin

g p

er y

ear

Average Bookings FY04 % Customer Active each year

Source: Customer Dimensions / ecustomer; US mid-market sample

5Cisco CONFIDENTIAL

Commercial Technologies & Solutions

Cisco SMB Class SolutionsCisco SMB Class Solutions

Channel PartnersChannel Partners

Network FoundationNetwork Foundation

IP CommunicationIP Communication

SecuritySecurity

Deploy & ServiceDeploy & Service

Solutions

Network Foundation Routing Switching WLAN

Network Foundation Routing Switching WLAN

IP Communications CME & CUE CM & Unity Applications Cisco IPC Express Solutions Cisco IPC-Microsoft

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

Deploy & Service SMB Support Assistant Verified Solutions CME Quote Tool Demo in a Box Program

Security ISR ASA Appliances NAC

Security ISR ASA Appliances NAC

6Cisco CONFIDENTIAL

FY05 - 30 New Platforms

Routing

Switching

Wirelessand

Security

Software/Network

Management

Cisco Catalyst 4500 Series 24-port 10/100 PoE line card Cisco Catalyst 4500 Series

24-port 10/100 PoE line card Cisco Catalyst 4500 Series

24-port 10/100 line card Cisco Catalyst 4500 Series

24-port 10/100 line card

Cisco Catalyst 4503 Supervisor II-Plus-TS Cisco Catalyst 4503

Supervisor II-Plus-TS Cisco Catalyst 4500 Series

24-port 10/100/1000 PoE line card

Cisco Catalyst 4500 Series 24-port 10/100/1000

PoE line card

Cisco CRM Communications

Connector

Cisco CRM Communications

ConnectorCisco CallManager

Express 3.2 Cisco CallManager

Express 3.2

Cisco CNA 1.0 & 2.0Cisco CNA 1.0 & 2.0

Cisco Unity Express 2.0 voicemail

and auto attendant

Cisco Unity Express 2.0 voicemail

and auto attendant

Cisco Survivable Remote Site Telephony

version 3.2

Cisco Survivable Remote Site Telephony

version 3.2

Cisco Clean Access 3.3

Cisco Clean Access 3.3

Cisco Aironet 1130AGSeries AP

Cisco Aironet 1130AGSeries AP

Cisco ASA 5510Cisco ASA 5510

Cisco 28002801/2811/

2821/2851 ISR

Cisco 28002801/2811/

2821/2851 ISR

Cisco 38003825/3845 ISR

Cisco 38003825/3845 ISR

Cisco 800 ISRCisco

800 ISRCisco 18001841 ISR

Cisco 18001841 ISR

7Cisco CONFIDENTIAL

Commercial Network FoundationNDA Update

Routing

Switching

Wireless

Messaging

8Cisco CONFIDENTIAL

NEW Switch Family & Members

24 10/100 (4PoE) + 2 10/100/1000 or SFP24 10/100 (4PoE) + 2 10/100/1000 or SFP

24 10/100 + 2 10/100/100024 10/100 + 2 10/100/1000

8 10/100/1000 + 4 10/100/1000 or SFP8 10/100/1000 + 4 10/100/1000 or SFP

24 10/100 ( 24 10/100 ( 24PoE 24PoE ) + 2 10/100/1000 or SFP) + 2 10/100/1000 or SFP

9Cisco CONFIDENTIAL

1HFY06 Commercial: Network Foundation

SMB MM Ch A SMB MM

High Impact

Medium Impact

Low Impact

Q1FY06 Q2FY06(Aug, Sept, Oct) (Nov, Dec, Jan)

Routing

Switching

WLAN

- Low End Switch Family

- Airespace Integration- 1200 Base Unit

- Router WLAN Access WIC

- Low End POE Switch- 3750 WLAN Access

Ch A

10Cisco CONFIDENTIAL

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


Commercial SecurityNDA Update

ISR vs. ASA vs. Appliances

NAC

CSA

Messaging


Cisco Adaptive Security Appliances

Cisco Confidential – NDA Use OnlyCisco ASA 5500 Adaptive Security Appliances

FW IC IPS/IDS ICVPN ICASA FamilyFocused IntegratedSecurity Services

ASA FamilyFocused IntegratedSecurity Services

AppliancesIndividually Focused PIX

FirewallVPN

ConcentratorIDSIPS

ISR FamilyIntegrated Services

HWICHWIC WICWICFEFEFEFE HWICHWIC VWICVWICUSBUSB

~ HIGHLY SENSITIVE ~


Cisco ISR Routers and ASA 5500 SeriesFlexible Security and VPN Deployment Options

• Preference for dedicated security devices

• Delivers latest threat mitigation innovations

• Most feature rich remote access VPN solution

• Dedicated function ensures maximum software versioning simplicity

• Preference for dedicated security devices

• Delivers latest threat mitigation innovations

• Most feature rich remote access VPN solution

• Dedicated function ensures maximum software versioning simplicity

• Preference for and familiarity with IOS-based devices

• Delivers latest networking and security collaboration innovations

• Most feature rich site-to-site VPN solution

• Consolidates maximum network and security functions on single platform

• Leverage existing router investment

• Preference for and familiarity with IOS-based devices

• Delivers latest networking and security collaboration innovations

• Most feature rich site-to-site VPN solution

• Consolidates maximum network and security functions on single platform

• Leverage existing router investment

Tailored Solutions for Every Deployment EnvironmentTailored Solutions for Every Deployment Environment

Adaptive Security Appliance

Integrated Services Routers


1HFY06 Commercial: Security

High Impact

Medium Impact

Low Impact

ISR

ASA

Appliances

- CSA 4.5x Ext- ASA 4.7, SSLVPN- ASA PPOE - SDM 2.1.1

- SMB NAC Appliance

NAC Appliance

CSA

~ ~ ~~ ~ ~

~ ~ ~~ ~ ~~ ~ ~

~ ~ ~

SMB MM Ch A SMB MM


Ch A



• ASA is a Leading Commercial Security Solution

• All Security products will realize increase value through Consistent Incremental SW enhancements throughout FY06.

• 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 FY06.

Direction: Increase in Router based “Anti-X Solutions


Commercial IPC CommunicationsNDA Update

CME & CUE

CM & Unity

Applications

Messaging


CY05/06 IP Communications Roadmaps

CY06 – 1HCY05 – 2H

Ca

ll M

an

ag

er

Ca

ll M

gr

Ex

pre

ss

CCM 5.X Linux ApplianceSIP RFC3261 phone supportSupport for China, Korea, Japan

CCM 4.1 (3)

CME/SRST 4.0Cisco and 3rd Party SIP IP Phones, CME MIBs for fault reporting.

Ma

na

ge

me

nt

ITEM 3.0Support for:CallManager ExpressUnity/Unity ExpressContactCenter/IPCC Express

ITEM 3.1Support for:CallManager 5.0

Un

ity

Un

ity

Ex

pre

ss

Unity 4.0(5)Unity to CUE networking

Unity 4.1

CUE 2.1Networking with spoken name conf.Broadcast msg, distribution listsNew NM-CUE-EC with 16 ports

CUE 2.2Additional language supportCUE AA interop w/ CCME basic ACD

Unity ConnectionMid-Market VoiceMail onlySome PA functionalityEasier to deploy and implement


CY05/06 IP Communications Roadmaps

CY06 – 1HCY05 – 2H

Mis

c…

New Video IP PhoneVideo on screenPhones

794x/796X

VG224CCM and CME Support for 24 port analog gateway with full supplementary features

PhonesSIP Phones

MobilitySingle Number Contact

IPCC Express 4.0300 agents, ICM GW, MRCPHigh availability, New reporting templatesEndpoint monitoring & recording

IP IVR 4.0VXML 2.0, MRCP

IPCC Enterprise 7.0

Ma

na

ge

me

nt ITEM 3.0

Support for:CallManager ExpressUnity/Unity ExpressContactCenter/IPCC Express

ITEM 3.1Support for:CallManager 5.0MP ExpressQoV


• Specifications10/100 SwitchDual USB 1.132M Flash64M Ram24 Feature/line buttons4 softkeys1 Nav button3 fixed feature buttonsIEEE 802.3af PoEPixel-based color/backlit 320x240Pixel-based monochrome/backlit 225x65

• FeaturesApp developer XML engineFull feature set (call processing in phone)Full duplex speakerphoneLocal vmailSIP RFC3261 basedWeb customizable (HTTPS)

Customer Premises Products:Color/Monochrome 24 Button Sets – Highly Sensitive

24 Button Color Set

24 Button Monochrome

Set


1HFY06 Commercial: IP Communications

High Impact

Medium Impact

Low Impact

CM Express

Unity Express

Unity

- CME 4.0 - Mtg Place Express- Unity – Exchange- MS Connector for IPC Ex

- Low End POE Switch- 3750 WLAN Access- New Phone

~ ~ ~~ ~ ~

~ ~ ~Call Mgr

Applications

Other …

~ ~ ~~ ~ ~~ ~ ~

SMB MM Ch A SMB MM


Ch A



CME & CUE will realize increased value through Consistent Incremental SW enhancements throughout FY06.

1HFY06 deliverables will continue to strengthen CME & CUE offerings in the SMB and Sub-100 seat space.

2HFY06 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.


Commercial Deployability & ServiceabilityNDA Update


Overview

• SMB SA

• Verified Solutions

• Quoting Tool

• Demo in Box Program


PlanPrepare Design Implement OptimizeOperate

TAC$125

PDI Help Desk$35

Reseller Help Desk$40

PM & Data Gathering$850

Off Site Staging$1,500

On Site Install$650

Training$350

CiscoPartners

Support Chain Economics of a Typical Call Manager Express Installation


Channel PartnersChannel Partners

PRODUCTS Product Usability CME Release

Whole Offers

$35MFINANCING

TRAINING Steps-2-Success

SOLUTIONS Verified Voice Solutions Deployment Guides Network Management

SERVICE & SUPPORT Voice Offers SMB-SA Software

$10M+ Invested in Commercial Specific FY06 Improvements to the Whole Offer


Verified Solutions

User Environments • 24• 48• 96• 144• 168• 240

Products• CME• Unity Express• Call Manager• Unity

Bill of Materials

• Parts & SKUs

Online Documentation

• Technical White Papers• Deployment Guides

Voice Only & Voice + Security Versions

Solution Quoting

Tool

Solution Quoting

Tool


SMB Support Assistant

PartnerSecurity

Assistant

PartnerVoice

Assistant

PartnerStorage

Assistant

PartnerWirelessAssistant

•Device Technical Support

•Device Return Faulty Material

•Device On-Line Tools

•Device SW Patches

•Technology / Network Education

•Network Partner Enablement Tools

•Advanced Technology Technical Support

Break/Fix Foundation (CBR)

Co-Branded Consultative Services

Cisco SMB services portfolio direction


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


Easy to Populate

Easy to Find Information


Automatically Generates Network Diagram


Automatically Creates Network Solution

Automatically Creates Pricing


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 Demo-in-a-Box Program

PRE-CONFIGURED!PRE-CONFIGURED!MarketingMarketing

PlanPlan

TrainingTrainingLearnLearn

DocumentationDocumentationPreparePrepare

Sales ToolsSales ToolsDemoDemo

SupportSupportUpgradeUpgrade


CISCO IP PHONE 7914

EXPANSION MODULE

MCS 7825Unity

Voice Solutions – Two Kits

2821 CME + CUE

HWIC-D-9ESW-POEAIM-CUE/FXS/FXO

2811 (SRST)HWIC-4ESW-POE

FXS/FXO

LaptopCAD

7920

AP 1230

CVTA

7940, 7960 & 7970

7960

7960s & 7914

3750

7940

IPC DemoBoxIPC DemoBox IPC Express DemoBoxIPC Express DemoBox

MCS 7825CCM, IPCC-X, XML Apps

7912AP 1131

7920

DEMO-ONLY SYSTEMS !


Benefits

• 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

CUSTOMER PRESENTATION SALES ENGINEER TRAINING LAB GEAR REQUIREMENTS JOINT MARKETING ACTIVITIES POST-SALES CUSTOMER TRAINING

DEMOBOX GO-TO-MARKETDEMOBOX GO-TO-MARKET

SPECIALIZATION TRAINING TRADESHOW DEMONSTRATIONS LOCAL CUSTOMER SEMINAR ACCOUNT MANAGER TRAINING TELEMARKETING OFFER


Commercial FY06 Composite AnalysisNDA Update


1HFY06 Commercial: IP Communications

High Impact

Medium Impact

Low Impact

- 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

SMB MM Ch A SMB MM


Ch A

Network Foundation

Security

IP Communications

Deploy & Service


1HFY06 Summary

FY05 delivered scaleable architectures (ISR)

FY06 will realize the solutions value of Multi-Service deployments.

Service technologies, such as IPC, WLAN & Security will consistently lead the way in FY06, through Business Aligned Solutions.

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.

Solution selling will increase services pipeline


Q & A

Commercial Product & Solutions NDA Update June 2005 CCAB

Documents

Transcript of Commercial Product & Solutions NDA Update June 2005 CCAB