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Wireless Bootcamp

Wireless Bootcamp. Ecosystem Partners. Why Ecosystem Partners?. Goal : Drive Cisco networking infrastructure sales Seek relationships with partners who: Lead in their respective markets (and are complementary to Cisco) Enable wireless clients Reach new customers Provide new channels

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Wireless Bootcamp

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  1. Wireless Bootcamp Ecosystem Partners

  2. Why Ecosystem Partners? • Goal: Drive Cisco networking infrastructure sales • Seek relationships with partners who: • Lead in their respective markets (and are complementary to Cisco) • Enable wireless clients • Reach new customers • Provide new channels • Offer exciting new wireless applications

  3. Ecosystem Partners in Development • Xircom • Worldwide leader in PC CARD networking solutions • Symbol/Telxon • Leader in barcode scanning technology • Intermec • Revolutionary new Intellitag RFID technology • New line of ruggedized mobile PCs • Nokia and others • 802.11b handset manfacturer • LXE, Handheld, Teklogix • Another maker of scanners and mobile PCs

  4. Xircom • Xircom has 46% of PC Card Ethernet and modem market • Developing 802.11b modules for Handspring & other handhelds • RealPort2 PC Card form factor enables multiple functions in a single Type 3 slot bay (802.11b, modem, 10/100, GSM/GPRS, bluetooth) • Growing retail presence to reach the consumer • Strong OEM and PC integrator channels with embedded MPCI and PC Card devices

  5. Why Partner With Xircom? • Excellent partner to compete with Lucent in the OEM channel • Xircom sells to the “PC” buyers of enterprise organizations • Xircom offers another point of entry in Enterprise • Client expertise with drivers, compatibility testing and customer support

  6. How Do Cisco And Xircom Engage? • Xircom licenses technology from Cisco, Xircom NIC’s completely compatible with Cisco infrastructure • Xircom sales reps do not sell AP’s or other Cisco infrastructure gear • Cisco sales reps do not sell Xircom branded product • Xircom client wins will be sales leads for Cisco infrastructure • Xircom will boast connectivity to Cisco infrastructure as a competitive advantage

  7. How Do Cisco and Xircom Engage? • Cisco SE’s should refer technical questions on driver software and NICs to Xircom SE’s • Both sales organizations win with the success of the other • We have common enemies in Lucent, 3Com, Proxim and other radio suppliers • We need to eliminate these competitors from the Enterprise space!

  8. Cisco Contact On Xircom Dan Cusick dcusick@cisco.com 330-664-7954

  9. Symbol/Telxon • Wordwide leader in barcode scanning technology • Strong sales presence in retail, logistics and other verticals • Strong wireless professional services capability with Telxon acquisition • Manufacturer of several wireless clients • Pocket PCs, consumer scanners, 802.11/VOIP handsets • 3COM, Nortel, Intel wireless solutions based on Symbol technology (PRISM based)

  10. Symbol/Telxon Status • Symbol has assumed Telxon GSIA and PS contracts • Cisco AP’s are part of the infrastructure, Symbol focus on mobile computers, applications, professional services • Partner on opportunities where the customers wants Cisco infrastructure • Joint effort to guarantee compatibility between Cisco infrastructure and Symbol client devices • Continue to partner on VOIP handsets • Symbol changing sales compensation to motivate desired behavior w/ Cisco

  11. Symbol Gadgets Palm and PocketPC with built-in scanner Cyberpen Personal scanner NetVision data phone Thumb-sized portable scanner

  12. Symbol Gadgets • 802.11 wireless handsets • NetVision phone 802.11 frequency hopping (embedded radio) not compatible w/ Cisco AP. Will support AVVID • 802.11b direct sequence due April ‘01. Design effort for Cisco AP support underway • NetVision data phone available now (PC Card slot)

  13. Cisco Contact On Symbol/Telxon Brian Williams or Dan Cusick brianwil@cisco.com

  14. 802.11 Wireless Handset Status

  15. Candidates For 802.11b Wireless Handsets • SpectraLink • Has 802.11 handset to work with a variety of APs including Aironet • Netlink will support both FH and DS • Requires SpectraLink gateway, using propietary protocol • Symbol • Demonstrated FH NetVision handset with skinny • Plans to have NetVision or similar to support DS • Telxon • Demonstrated interopability with call manager and PTC-1800 • TBD if continued/supported by Symbol

  16. Other Possible Candidates • Nokia • Taking a wait-and-see attitude • Current timeframe 2001+ • E-tel • Wireless desktop phone demo’d at Internet Telephony show • Vtech • Interested in contract manufacturing • Talks with Cordless phone division is still pending • Panasonic • Held talks, would be interested in joint development

  17. SpectraLink Features • 2.4-2.483 GHz • Part 15.247 • 100mW peak, 7.2 mW average • NetLink FH & NetLink DS • 2x16 character alphanumeric, plus line and status indicators • 6.0 ounces • 2 hours talk time • $749 list price • Requires Spectralink gateway • No skinny

  18. Symbol NetVision Features • Volume control for ringer and handset • Address book • Call waiting • Caller ID • Call forwarding/transfer • Mute • Redial key/busy redial • Hold • Speed dial • about $650 list price • 3-line display • Last number redial • Headset port • Paging • External serial port • External (POTS/PBX) calls via gateway • Vibrating, visual and audio ring signals • Roaming • has demonstrated skinny integration • supports on FH • DS in the works

  19. Telxon PTC-1800 • Portable transaction computer • Great for retailing and warehousing • Voice/data client support • Simultaneous voip and wireless internet • H.323 protocols compliant • Intel SA1100 RISC process • Windows CE • Easy viewing backlit 1/8 VGA monochrome display • Microbrowser • Voice and text paging • 150 mHh NiMH bridge battery • Supports both FH and DS • Built-in scanner • About $1800 list price

  20. Cisco Contact On 802.11 Handsets Mike Noonen mnoonen@cisco.com 408-525-0032

  21. Other Vertical Wireless Integrators • Traditional wireless suppliers in Retail, Logistics, Warehousing, Factory, Healthcare markets (ADC suppliers- Auto Data Capture) • Industrialized handsets and mounted units for mobile computing • They work closely with end users to customize applications, develops loyalty in customer base • Existing wireless technology based on Lucent or Proxim due to competing Telxon/Aironet relationship

  22. Other Vertical Wireless Integrators • Extremely interested in partnering with Cisco and becoming Cisco resellers • Large installed base with proprietary technology requiring upgrades within next couple of years • Actively converting to Cisco technology • Great partners for deploying wireless, ENGAGE ANDPROMOTE CISCO

  23. Other Vertical Wireless Integrators • Intermec currently uses Lucent NIC’s and Intermec AP • Active discussions with Cisco on Intermec IP and becoming Cisco reseller • RFID technology maybe synergistic with Cisco wireless infrastructure • Can be thought of as the next evolution of data carrier technology

  24. Other Vertical Wireless Integrators • LXE now offering Cisco technology in handsets and reselling Cisco AP’s • HandHeld products integrating Cisco/Xircom NIC’s in Dolphin handhelds • Psion/Teklogix actively reviewing Cisco technology

  25. Cisco Contact On Verticals Mike Francini or Dan Cusick francini@cisco.com 408-526-5584

  26. Potential Partners In Public Access • BroadLink • Start-up company • Rolling out 802.11b carrier network • HereUare • Very early stage start-up company • Rolling out backoffice billing and reconciliation system for public access networks • MobileStar • Public access 802.11b network

  27. Cisco Contact for Public Access Jim Biggs jbiggs@cisco.com 408-525-1416

  28. Summary • Xircom will enable Cisco wireless clients in the Enterprise leading to more AP’s sold • Other partners to be developed (Intel, IBM, …) • Symbol is the leading client manufacturer ushering in new applications • No affordable 802.11b handset yet. Make, buy or partner? • Wireless still mostly a vertical application, need to partner with the vertical leaders • 802.11b public access emerging

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