Transcript Ch A - Cisco

Commercial Product & Solutions
NDA Update
June 2005 CCAB
Ed Kudey, Sr Manager
Commercial Solutions Development
Cisco CONFIDENTIAL
1
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
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 1st step in aligning Technology to Business Impact Initiatives
Cisco CONFIDENTIAL
3
Technology Penetration Drives Average Annual
Purchases and Future Purchase Frequency
Average Bookings FY04
% Customer Active each year
$700,000
100%
$600,000
100%
$582,906
90%
90%
Average FY04 Bookings
80%
80%
$500,000
70%
66%
$400,000
60%
50%
$300,000
$200,000
$283,155
48%
40%
30%
32%
$145,223
% Customer Base Buying per year
96%
98%
20%
$100,000
$70,676
$3,853
$8,422
$14,727
10%
$32,925
$0
0%
1
2
3
4
5
6
7
8
Number of Technologies Installed (incl service)
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 Communication
IP Communications
 CME & CUE
 CM & Unity
 Applications
 Cisco IPC Express Solutions
 Cisco IPC-Microsoft
Deploy & Service
Deploy & Service




SMB Support Assistant
Verified Solutions
CME Quote Tool
Demo in a Box Program
Channel Partners
Cisco SMB Class Solutions
Cisco CONFIDENTIAL
5
FY05 - 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 Cisco Catalyst 4500 Series
24-port 10/100/1000
24-port 10/100 PoE line card
PoE line card
Cisco ASA 5510
Cisco Aironet 1130AG
Series AP
Cisco CRM
Communications
Connector
Cisco Catalyst 4500 Series
24-port 10/100 line card
Cisco Survivable Remote
Site Telephony
version 3.2
Cisco Clean
Cisco Unity Express 2.0
Access 3.3
voicemail
and auto attendant
Cisco CNA 1.0 & 2.0
Cisco CallManager
Express 3.2
Cisco CONFIDENTIAL
6
Commercial Network Foundation
NDA Update
 Routing
 Switching
 Wireless
 Messaging
Cisco CONFIDENTIAL
7
NEW Switch Family & Members
24 10/100 + 2 10/100/1000
24 10/100 (4PoE) + 2 10/100/1000 or SFP
24 10/100 (
24PoE
) + 2 10/100/1000 or SFP
8 10/100/1000 + 4 10/100/1000 or SFP
Cisco CONFIDENTIAL
8
1HFY06 Commercial: Network Foundation
High Impact
Q1FY06
Q2FY06
(Aug, Sept, Oct)
(Nov, Dec, Jan)
Medium Impact
Low Impact
SMB
MM
Ch A
SMB
MM
Ch A
Routing
Switching
WLAN
- Low End Switch Family
- Low End POE Switch
- 3750 WLAN Access
- Airespace Integration
- 1200 Base Unit
- Router WLAN Access WIC
Cisco CONFIDENTIAL
9
Product & Solution Messages

Low Cost Switch Family

WLAN Services will spread across Routers & a MidMarket 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
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
WIC
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
1HFY06 Commercial: Security
Q1FY06
High Impact
Q2FY06
(Aug, Sept, Oct)
(Nov, Dec, Jan)
Medium Impact
Low Impact
SMB
MM
Ch A
ISR
ASA
Appliances
NAC Appliance
~
~
~
~
CSA
~
~
SMB
MM
Ch A
~
~
~
~
~
~
~
~
~
~
~
~
- CSA 4.5x 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 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
Cisco CONFIDENTIAL
15
Commercial IPC Communications
NDA Update
 CME & CUE
 CM & Unity
 Applications
 Messaging
Cisco CONFIDENTIAL
16
CY05/06 IP Communications Roadmaps
CY06 – 1H
CCM 5.X
CCM 4.1 (3)
Call Mgr Express
Call Manager
CY05 – 2H
Linux Appliance
SIP RFC3261 phone support
Support for China, Korea, Japan
CME/SRST 4.0
Cisco and 3rd Party SIP IP Phones,
CME MIBs for fault reporting.
Unity 4.0(5)
Management
Unity Express
Unity
Unity to CUE networking
Unity 4.1
Unity Connection
Mid-Market VoiceMail 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:
CallManager Express
Unity/Unity Express
ContactCenter/IPCC Express
ITEM 3.1
Support for:
CallManager 5.0
Cisco CONFIDENTIAL
17
CY05/06 IP Communications Roadmaps
CY06 – 1H
Management
CY05 – 2H
Misc…
Phones
ITEM 3.0
ITEM 3.1
Support for:
CallManager Express
Unity/Unity Express
ContactCenter/IPCC Express
Support for:
CallManager 5.0
MP Express
QoV
New Video IP Phone
Video on screen
794x/796X
Phones
VG224
SIP Phones
CCM and CME Support for 24
port analog gateway with full
supplementary features
Mobility
Single Number Contact
IPCC Express 4.0
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
32M Flash
64M Ram
24 Feature/line buttons
4 softkeys
1 Nav button
3 fixed feature buttons
IEEE 802.3af PoE
Pixel-based color/backlit 320x240
Pixel-based monochrome/backlit 225x65
24 Button
Color Set
• Features
App developer XML engine
Full feature set (call processing in phone)
Full duplex speakerphone
Local vmail
SIP RFC3261 based
Web customizable (HTTPS)
24 Button
Monochrome
Set
Cisco CONFIDENTIAL
19
1HFY06 Commercial: IP Communications
Q1FY06
High Impact
Q2FY06
(Aug, Sept, Oct)
(Nov, Dec, Jan)
Medium Impact
SMB
Low Impact
MM
Ch A
CM Express
Unity Express
~
Call Mgr
~
~
Unity
Applications
SMB
MM
Ch A
~
~
~
~
~
~
~
~
~
~
~
~
~
~
~
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 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.
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
Operat
e
Optimize
Cisco CONFIDENTIAL
25
$10M+ Invested in Commercial Specific
FY06 Improvements to the Whole Offer
Whole Offers
PRODUCTS
 Product Usability
 CME Release
SERVICE & SUPPORT
 Voice Offers
 SMB-SA Software
$35M
SOLUTIONS
 Verified Voice Solutions
 Deployment Guides
 Network Management
FINANCING
TRAINING
 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
Partner
Partner
Partner
Security
Voice
Wireless Storage
Assistant Assistant Assistant 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 DemoBox
IPC Express DemoBox
AP 1230
7920
7920
CVTA
AP 1131
7912
2821
CME + CUE
7940
3750
Laptop
CAD
2811 (SRST)
HWIC-4ESW-POE
FXS/FXO
HWIC-D-9ESW-POE
AIM-CUE/FXS/FXO
7960
MCS 7825
CISCO IP PHONE 7914
EXPANSION MODULE
CCM, IPCC-X, XML Apps
7960s & 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 FY06 Composite Analysis
NDA Update
Cisco CONFIDENTIAL
37
1HFY06 Commercial: IP Communications
Q1FY06
High Impact
Q2FY06
(Aug, Sept, Oct)
(Nov, Dec, Jan)
Medium Impact
SMB
Low Impact
MM
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
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
Cisco CONFIDENTIAL
39
Q&A
Cisco CONFIDENTIAL
40