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Commercial Product & Solutions NDA Update June 2005 CCAB

Commercial Product & Solutions NDA Update June 2005 CCAB. Ed Kudey, Sr Manager Commercial Solutions Development. Objectives. Review 1HFY06 Product Visibility Provide insight on Partner Profitability initiatives & Tools

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Commercial Product & Solutions NDA Update June 2005 CCAB

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  1. Commercial Product & SolutionsNDA UpdateJune 2005 CCAB Ed Kudey, Sr Manager Commercial Solutions Development

  2. 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

  3. 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

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

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

  6. Cisco 1800 1841 ISR Cisco 800 ISR Cisco 3800 3825/3845 ISR Cisco 2800 2801/2811/ 2821/2851 ISR Cisco Catalyst 4503 Supervisor II-Plus-TS 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 10/100/1000 PoE line card Cisco ASA 5510 Cisco Aironet 1130AG Series AP Cisco Survivable Remote Site Telephony version 3.2 Cisco CNA 1.0 & 2.0 Cisco CRM Communications Connector Cisco Clean Access 3.3 Cisco Unity Express 2.0 voicemail and auto attendant Cisco CallManager Express 3.2 FY05 - 30 New Platforms Routing Switching WirelessandSecurity Software/ Network Management

  7. Commercial Network FoundationNDA Update Routing Switching Wireless Messaging

  8. 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

  9. Q1FY06 Q2FY06 High Impact (Aug, Sept, Oct) (Nov, Dec, Jan) Medium Impact Low Impact 1HFY06 Commercial: Network Foundation SMB MM Ch A SMB MM Ch A Routing Switching WLAN • Low End Switch Family • Airespace Integration • 1200 Base Unit • Router WLAN Access WIC • Low End POE Switch • 3750 WLAN Access

  10. 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

  11. Commercial SecurityNDA Update ISR vs. ASA vs. Appliances NAC CSA Messaging

  12. Appliances Individually Focused Power + 802.3af AIM PIX Firewall VPN Concentrator IDS IPS 28xx FE FE HWIC WIC HWIC VWIC USB DSP VPN ASA Family Focused Integrated Security Services FW IC VPN IC IPS/IDS IC AIM AIM ISR Family Integrated Services Cisco ASA 5500 Adaptive Security Appliances ~ HIGHLY SENSITIVE ~ Cisco Adaptive Security Appliances Cisco Confidential – NDA Use Only

  13. 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 Cisco ISR Routers and ASA 5500 SeriesFlexible Security and VPN Deployment Options Adaptive Security Appliance Integrated Services Routers Tailored Solutions for Every Deployment Environment

  14. Q1FY06 Q2FY06 High Impact (Aug, Sept, Oct) (Nov, Dec, Jan) Medium Impact Low Impact 1HFY06 Commercial: Security SMB MM Ch A SMB MM Ch A ~ ~ ~ ISR ~ ~ ~ ASA ~ ~ ~ ~ ~ ~ Appliances ~ ~ ~ NAC Appliance ~ ~ CSA ~ • CSA 4.5x Ext • ASA 4.7, SSLVPN • ASA PPOE • SDM 2.1.1 • SMB NAC Appliance

  15. 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

  16. Commercial IPC CommunicationsNDA Update CME & CUE CM & Unity Applications Messaging

  17. CY05/06 IP Communications Roadmaps CY06 – 1H CY05 – 2H CCM 5.X Linux Appliance SIP RFC3261 phone support Support for China, Korea, Japan CCM 4.1 (3) Call Manager Call Mgr Express CME/SRST 4.0 Cisco and 3rd Party SIP IP Phones, CME MIBs for fault reporting. Unity 4.0(5) Unity to CUE networking Unity 4.1 Unity Connection Mid-Market VoiceMail only Some PA functionality Easier to deploy and implement Unity Unity Express 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 3.1 Support for: CallManager 5.0 ITEM 3.0 Support for: CallManager Express Unity/Unity Express ContactCenter/IPCC Express Management

  18. CY05/06 IP Communications Roadmaps CY06 – 1H CY05 – 2H ITEM 3.1 Support for: CallManager 5.0 MP Express QoV ITEM 3.0 Support for: CallManager Express Unity/Unity Express ContactCenter/IPCC Express Management New Video IP Phone Video on screen Phones 794x/796X VG224 CCM and CME Support for 24 port analog gateway with full supplementary features Phones SIP Phones Mobility Single Number Contact Misc… 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

  19. 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 Features App developer XML engine Full feature set (call processing in phone) Full duplex speakerphone Local vmail SIP RFC3261 based Web customizable (HTTPS) Customer Premises Products:Color/Monochrome 24 Button Sets – Highly Sensitive 24 Button Color Set 24 Button Monochrome Set

  20. Q1FY06 Q2FY06 High Impact (Aug, Sept, Oct) (Nov, Dec, Jan) Medium Impact Low Impact 1HFY06 Commercial: IP Communications SMB MM Ch A SMB MM Ch A ~ ~ ~ CM Express ~ ~ ~ Unity Express ~ ~ ~ ~ ~ ~ Call Mgr ~ ~ ~ Unity ~ ~ ~ Applications Other … • CME 4.0 • Mtg Place Express • Unity – Exchange • MS Connector for IPC Ex • Low End POE Switch • 3750 WLAN Access • New Phone

  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.

  22. Commercial Deployability & ServiceabilityNDA Update

  23. Overview • SMB SA • Verified Solutions • Quoting Tool • Demo in Box Program

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

  25. Whole Offers Channel Partners $10M+ Invested in Commercial Specific FY06 Improvements to the Whole Offer • PRODUCTS • Product Usability • CME Release • SERVICE & SUPPORT • Voice Offers • SMB-SA Software FINANCING $35M • SOLUTIONS • Verified Voice Solutions • Deployment Guides • Network Management • TRAINING • Steps-2-Success

  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 • Online Documentation • Technical White Papers • Deployment Guides Solution Quoting Tool

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

  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

  29. Easy to Populate Easy to Find Information

  30. Automatically Generates Network Diagram

  31. Automatically Creates Network Solution Automatically Creates Pricing

  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)

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

  34. 7912 7940 7960 MCS 7825 Unity Voice Solutions – Two Kits IPC DemoBox IPC Express DemoBox AP 1230 7920 7920 CVTA AP 1131 3750 Laptop CAD 2811 (SRST) HWIC-4ESW-POE FXS/FXO 2821 CME + CUE HWIC-D-9ESW-POE AIM-CUE/FXS/FXO MCS 7825 CCM, IPCC-X, XML Apps 7960s & 7914 7940, 7960 & 7970 DEMO-ONLY SYSTEMS !

  35. 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 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

  36. Commercial FY06 Composite AnalysisNDA Update

  37. Q1FY06 Q2FY06 High Impact (Aug, Sept, Oct) (Nov, Dec, Jan) Medium Impact Low Impact Network Foundation Security IP Communications Deploy & Service 1HFY06 Commercial: IP Communications SMB MM Ch A SMB MM Ch A • 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

  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

  39. Q & A

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