CISCO SBCS Specialisation Resit Info 2011

Contents
Cisco for Small Business QLM ................................ ................................ ................................ ................................ . 3 Cisco products for small businesses ................................ ................................ ................................ .................... 3 Cisco small-business routing portfolio................................ ................................ ................................ ................. 3 small-business switching portfolio ................................ ................................ ................................ ...................... 4 small-business wireless products ................................ ................................ ................................ ........................ 5 wireless access points................................ ................................ ................................ ................................ ......... 6 E-mail security ................................ ................................ ................................ ................................ .................... 6 small-business surveillance camera portfolio................................ ................................ ................................ ...... 7 Unified communications UC ................................ ................................ ................................ ............................... 7 Small business Pro service plan................................ ................................ ................................ ........................... 8 Small-business support community ................................ ................................ ................................ .................... 8 small business support Center ................................ ................................ ................................ ............................ 8 FY10 PDF profitability framework ................................ ................................ ................................ ....................... 8 Cisco does switching UC mobility routing and security................................ ................................ ........................ 8 Cisco Smart business communications system SBCS 1.6................................ ................................ .......................... 9 CCA 2.1 quick learning module ................................ ................................ ................................ ........................... 9 Whats new with SBCS (US phones like the ones in you office) 1.6 LESSON 1 ................................ ....................... 9 spa 500................................ ................................ ................................ ................................ ............................... 9 Cisco 520-T1 Secure Router ................................ ................................ ................................ .............................. 10 Small-business pro UC 540................................ ................................ ................................ ................................ 10 CCA2.1................................ ................................ ................................ ................................ .............................. 10 applications ................................ ................................ ................................ ................................ ...................... 11 SBCS 1.6 3rd party application L3 ................................ ................................ ................................ ....................... 13 SPA500 series IP phone L4 ................................ ................................ ................................ ................................ 14 SPA phone comparison................................ ................................ ................................ ................................ ..... 15 Networking security qos interoperability ................................ ................................ ................................ .......... 16 SBCS 1.6 UPDATE L5 ................................ ................................ ................................ ................................ ......... 17 CCA2.1................................ ................................ ................................ ................................ .............................. 17 Smart Business Roadmap for Small Business ................................ ................................ ................................ ........ 18 Cisco Products QLM................................ ................................ ................................ ................................ .............. 20 Cisco Secure Network Foundation ................................ ................................ ................................ .................... 20

Routing................................ ................................ ................................ ................................ ............................. 20 Security ................................ ................................ ................................ ................................ ............................ 21 Switching................................ ................................ ................................ ................................ .......................... 24 Wireless ................................ ................................ ................................ ................................ ........................... 25 CCA Training................................ ................................ ................................ ................................ ......................... 27 Telephony Setup Wizard M1................................ ................................ ................................ ............................. 27 Switching Firewall and NAT M2 ................................ ................................ ................................ ........................ 27 Wireless Lan M3 ................................ ................................ ................................ ................................ ............... 28 Voice features M4 ................................ ................................ ................................ ................................ ............ 28 Cisco IP Video Surveillance and Storage................................ ................................ ................................ ................ 29 Storage M1................................ ................................ ................................ ................................ ....................... 29 Raid L6 ................................ ................................ ................................ ................................ ............................. 33 Surveillance M2 ................................ ................................ ................................ ................................ ................ 34 Surveillance product details................................ ................................ ................................ .............................. 34 Cisco small-business Pro................................ ................................ ................................ ................................ ....... 40 switching and wireless ................................ ................................ ................................ ................................ ...... 40 Access Point 500................................ ................................ ................................ ................................ ............... 41 Routing Part 2 ................................ ................................ ................................ ................................ .................. 42 Service Ready Platforms SRP500 series ................................ ................................ ................................ ............. 44 Security Appliance 500 ................................ ................................ ................................ ................................ ..... 45 voice and applications ................................ ................................ ................................ ................................ ...... 46 SPA8800 phone system ................................ ................................ ................................ ................................ .... 47 Smart business communications system SBCS ................................ ................................ ................................ .. 47 Small Business SA500 Security Appliances ................................ ................................ ................................ ............ 50 Why ................................ ................................ ................................ ................................ ................................ . 50 Who needs a SA500 Series................................ ................................ ................................ ................................ 52 Small Business Pro Services and Support ................................ ................................ ................................ .............. 53 how to sell Cisco small business Pro service................................ ................................ ................................ ...... 54 Smart Designs ................................ ................................ ................................ ................................ ...................... 56 Tools and resources for Small Business Account Manager ................................ ................................ .................... 59 List of Tools ................................ ................................ ................................ ................................ ...................... 59 Tools and Resources for Small Business Engineers ................................ ................................ ................................ 63 learn................................ ................................ ................................ ................................ ................................ . 63 Design ................................ ................................ ................................ ................................ .............................. 64 Deliver ................................ ................................ ................................ ................................ .............................. 64 support ................................ ................................ ................................ ................................ ............................ 65

Cisco for Small Business QLM

y y y y y y

Cisco has a broad product offerings Cisco has financing options partner marketing central Cisco programs and promotions Cisco partner enablement has partner training Cisco has service and support

Cisco products for small businesses

Cisco small-business routing portfolio

Cisco ISR routers Small-business ProSeries Small-business series 800, 1900, 2900 SR 520 T1 SA500 RV, RVS, WRVS IOS firmware CLI configuration CCA config SSL VPN IP seek content filtering basic identity outof-the-box, browser-based configuration

small-business switching portfolio

Cisco catalyst Small business Pro Small-business series

CLI config Web based config

IOS

Smartnet Small business support center DIY

small-business wireless products

Aironet Small-business pro Small-business series

1130ag AP 541 n WAP4400N

CLI CCA GUI

BGN

Advanced security

ABGN Enhanced security BG Robust security

Dual radios 2.4 5ghz and Clustering

Branch office connectivity

wireless access points

Cisco Small-business pro Small-business series

ASA ISR SA500 SR 520 RV

Specialised Security staff +100 employees DIY

All-in-one

E-mail security

Cisco Small-business pro Small-business

Spam and virus blocker Protect link

outbound e-mail inspection all-in-one

For Microsoft exchange -100 employees

small-business surveillance camera portfolio

Pvc300 2300 series Wvc210

Indoor outdoor CS mount lenses indoor only

IPv6 Wired POE / wireless LCD displays IP address

Pan and tilt 2.6x Budget PTZ

Unified communications UC

Cisco

CU CME

250 users

Small business Pro

smart business communication system

SBCS UC520 UC540

104 users

SPA Phones

Spa 500 series

SmartNet Based on ISR More Security Productivity applications Auto Attendant Video Calls Paging, Conferencing Works with SBCS

phones

XML apps Work on SIP

Small business Pro service plan

Small-business support community

y small-business support community [with 2.0] y contribution from Cisco partners and customers y real-time communication and collaboration y exchange knowledge

small business support Center

y presales and post sales support y technical assistance y networking and communication issues y support centers and US and Europe y telephone support local hours multiple languages

FY10 PDF profitability framework

partner program partner development fund SB PDF Pro Basic 10% (uc520, 540, SPA & 7900 ip phones) SB PDF CORE 5% (sb & cisco)

Cisco does switching UC mobility routing and security

Cisco Smart business communications system SBCS 1.6

CCA 2.1 quick learning module Whats new with SBCS (US phones like the ones in you office) 1.6 LESSON 1

New spa500 series phones SPS525G color wireless LAN and Bluetooth POE Colour all monochrome dual ethernet port direct connect to the ISP or SIP or SPCP protocol

spa 500

525G is Alex s phones

Cisco 520-T1 Secure Router

US and Canada only

Small-business pro UC 540

uc 540 UC520

8-32 users Up to 64 users

Fxo OR bri

Cca2.1 CONFIG

CCA2.1

CCA is used for all SBCS equipment support up to five sites supports UC 540 AND SRT1

pretested configuration additional SIP trunk providers in CCA2.1, fibrenet (one communications company)

applications
Veramark 3rd party call accounting Who is taking the most calls Mitchell1 Automotive service providers Customer records Vertafore AMS360 Insurance Agencies Reception, Agent & Accountant Dial pad and name search Policy info and status Recent claims and current status RSS news feed MS map for customer location NCentral for Managed Service Provider You need it for SLA s Monitoring of cisco devices Remote control

Access to asset data It s free for 1 year

520 T1 Secure Router LESSON2

Can be combined with pro series products No wireless version 600,000 T1 clients in USA and Canada T1 symetric (DSL is asymmetric) Embedded security (IPS) intrusion prevention Site to site vpn Web content filtering Two 10/100 Fast Ethernet ports for lan and DMZ

CCA2.1 can remote update passwords etc across the net from 1 app Click to chat NBD hardware replacement Wizard guides installer through T-1 setup SIP ALG no cooling fan

SBCS 1.6 3rd party application L3

Ncentral central ip monitoring Verasmart call accounting Mitchell1 - mechanics Vertaforte insurance verasmart y CDR is Call Detail Records y checking emergency call y tracking suspicious activity y 3-D textile exports y reporting engine y reduce telecom expenses y support for VM Ware y export reports in HTML or ASCII or Excel y setup Wizard

y y

Vista and Mozilla support Web portal user interface

Mitchell1 y click to dial y record search y appointment views y customer service recommendations y credit status y customer location y video camera views y auto parts supplier link Vertafore AMS360 y insurance agencies y dial paid y customer information y automation y current claims and statuses y RSS newsfeeds y custom-made y launchpad with links and URL

SPA500 series IP phone L4

works with UC500 series Works with spa 9000 Works with asterix, broadsoft, metaswitch etc (SIP systems) wideband audio encryption

SPA501 SPA502 SPA504 SPA508 SPA509 SPA525G

Paper labels LCD screen 4 line keys 8 line keys 12 line keys Bluetooth, wifi, mp3

Eight lines

Hard button, Redial cancel conf txgf Soft keys

Slideshows, photos,

2.5mm headset, colour screen

Weather, news, rss, personal directory, and 2 x 32 button sidecars for speeddials or lines

SPA500S MB100 PA100

Sidecar Mount bracket Poe injector

All have Headset, mute, speakerphone, hold, voicemail, 4 way button, Ethernet switchport, aux port (exp modules) SIP and SPCP 10/100 kensington lock, 2.5mm headset connector 128x64 lcd, hearing aid and TTY 5 key nib, GN Nectom Jabra, & plantronics, up to 12 line with independent configuration registration any driven user interface call log formate aren't MS

on top hotline and warm line dialing automatic redial from logs beguiling called number with directory name matching personal directory 100 entries on hook default audio configurationdate and time of daylight saving support DND Selective and group IP dialing support G711 a/U G720 6G 729

SPA phone comparison

Networking security qos interoperability

G722 is wideband audio 525g 320x240 colour display

SBCS 1.6 UPDATE L5 CCA2.1

y y y y y y y y y y

Free download on cisco.com Multisite manager configure up to five UBC 500 networks full IOS debugging and showed command support supports UC540 SSL VPN easy VPN on SR500 supports are 500 series phones third party applications (Mitchell1 etc) personal speed dial

multisite manager connect up to five sites in full mesh topology QOS and call admission control G.711 G.729 codec Import and export by configuration Sip trunk nat and other VPN services third party applications see above CCA 2.1 supports secure router SR520 T1 520 T1... the one PPP HDLC file name and DMZ URL filtering easy VPN SSL VPN intrusion prevention system IPF Phone file management utility allows deletion of unused phone files upload phone files if you edit a new phone type view CompactFlash capacity on a graph Personal speed dial configures speed dials on IP phones 55 entries for phone advanced troubleshooting use IOS show command start and stop any IOS debug command save the output to text file

Smart Business Roadmap for Small Business

y y y y y

small business customers by to solve business needs small business fall into three categories basic, open to guidance and elite these map to small businesses, small-business pro, full-blown Cisco made out of 51% 48% 1% spend is 4% 84% 12%

so the target market is the open to guidance segment!

y y y y y y

Increase level of professionalism increased focus on execution enhanced product knowledge out position competition recognize clients want long-term relationships sell solutions based on integrated offerings

product selling VS consultative selling

Find business owners need and tie it to a solution

Five Client Needs

1. Define your clients business challenge 2. create a compelling event 3. demonstrate unique business value (create trust)

What matters to a small business owner y Operational efficiency y cost containment y customer responsiveness y revenue growth y increase market share
The actual roadmap...

Cisco Products QLM

Cisco Secure Network Foundation

y y y y y y y y y y

Pre Tested High Availability Can be implemented over time in small steps Supports POE Remote office support Block undesired traffic IPSEC allows safe access from public places Central security policies Incremental Steps Realtime voice and video

Routing

Integrated Services Router Generation 2 ISR G2

NM-SM adaptor PVDM2 PVDM3 Gui interface for routing security and UC setup Wizard config of LAN WAN QOS Firewall IPS, VPN, ACL s

Small Business Product Guide (online) gives decision trees on the right products Smart Designs Design Guide and Technical Guides support SMB products

Security
Stop worms, spyware, malware Restrict access to parts of the network Stop DOS attacks IP SEC and VPN Guest Access Central Security for remote access

DEMANDS y secured business y deliver remote access y maximize efficiency of the IT department

ASA5505

Firewall IPSEC SSL VPN Threat protected VPN Easy GUI high-availability support scalable

Cisco PIX Security appliance

Prevent unauthorized access maximize uptime VoIP and multimedia support

Smart designs

Switching

layer 3 routing

Cisco catalyst 4948 Cisco catalyst 3750 Cisco catalyst 3560 Cisco catalyst 2960

Layer 2 routing

Catalyst 2960 lan base series Gigabit Ethernet advanced layer 2

catalyst 2960 lan light 8, 24 and 48 port (24 & 48 port POE) basic layer2 POE and QOS

Compact, No fan, good to cruise ships 10 business day replacement shipping

Cisco small-business product guide foods partners who look after small business decision logic reference guide top 10 product messages

Wireless
workforce increasingly mobile 24 x 7 Access users expect rich mobile applications 802.11n

business benefits y increased productivity y improve operational efficiency use downtime y enhanced customer service y maintain competitive edge work whenever you want & retain good employees

Wireless costs 0.17 per day, 3% more efficient $2000 per employee per year over wired $3000 per person for wiring $375 to move a person from one cube to another

Standalone Controller Based

Cheap, for few staff. Central control, more functions, mobility services, voice, location tracking,

Go standalone and upgrade later

1. 2. 3. 4. 5.

Simple management Integrated management of wired and wireless Dynamic management Guest access Intrusion detection and prevention

Smart designs

CCA Training
Video length 1:01:52

Telephony Setup Wizard M1

y y y y

Setup Username and Password Locale (NZ) Configure WAN interface with PPOE etc Configure Data and Voice VLAN settings

Setup Internal Dial Plan Access codes for external daiing Networking Define FXS port user mode, description and number Define default password for all users and enter first last name and user id Type in a text field and import in to right page Users Extensions Set system message Assign users to phones (can use speed pick) you can create new users here Remove voicemail here if you like Define hunt groups and call blast groups set a name Phones ring in longest idle order Auto Attendant Set it to a schedule Add holidays here Define business hours Record prompts Call Routing Define Key System Lines Specify which incoming FXO s land on the auto attendant Confirm APPLY Writing Configuration takes 10-15 minutes Big green checkmark appears Save configuration exit

Switching Firewall and NAT M2

10:00 Make a new vlan Set vlan id Give it a name Click ok, apply Click smartports, assign the vlan to a port Select the port, choose the role and vlan Assign an IP address and subnet for the new VLAN Click the security menu click NAT Delete NAT and reassign NAT assign the WAN interface for NAT Configure the firewall Select inside interface (trusted) access all other nets and wan connection Select the firewall security level

Track IM traffic, set to medium Drop IP? Set to secure Can also set the interface as a DMZ Guest interface Guests can have a WEB server, Mail server & tp sever

Wireless Lan M3
Shows list of all Click new Security is off by default Set wpa2 or higher for best practice Enter passkey (use CCA or Wireless Setup Wizard) You are given step-by-step instructions on how to enable WiFi on the SPA 525G phones Choose a Voice and / or Data SSID WPAPSK2 is the default security mode Assign a passkey Voice wireless is default vlan 100 Create a guest wireless here as well Enable a radius server & secret key Add a guest wireless user and a password create the guest wireless SSID assign a guest DMZ to this SSID security is WPA2, click the local radius server that you just configured power level and channel strength can be set here outside the US you can choose frequencies click apply

Voice features M4
paging groups and pickup groups

Cisco IP Video Surveillance and Storage

Storage M1
Tape drives and USB drives don't provide the security that current the requires SMB don't back up their data and they can't afford to lose it HIPAA and CPI require backup for compliance

benefits of network attached storage NAS

CIFS, NFS for Windows or Mac Store, Backup, Share & Archive didn't survey storage solutions

Raids come already built, so fast to put data on there

Takes 19 Days and costs $20,000 for 20mb sales data Takes 19 Days and costs $21,000 for 20mb accounting data Better than SERVER Positioned above entry level consumer systems but below Intel-based server solutions cheaper than service storage easier to extend Better than DIRECT ATTACHED cheaper then read attached storage Central man is easier to manage Secure active directory integration 256 bit AES encryption for security 3Com and DLINK don't have any NAS allows you to pull through sales of switches and routers and cameras all ethernet ports gigabit not optimized for single-user large file transfer like most NAS s NAS features

The NAS security features

NAS management

Intelligent hard drive spin down Auto fan speeds embedded processors are designed low-power

Reasons for a NAS Backup and disaster recovery collaboration compliance HIPAA security IP video surveillance laptop sales have exceeded desktop sales so data is out there

continuous data protection for files CDP-F partners with IBM continuous backup solution mental backups backup every time you save the file caches when not on the internal networkor radically simplifies the storage target File sharing and collaboration sneaky meet an e-mail file sharing can work the slow inefficient don't store data on public e-mail servers using NFS file server data restricted by account medical compliance had requires data is encrypted using NFS and a VPN router restrict access through access list or active directory trendmicro protects from internal threats Integration of surveillance event-based video or still image recording simple setup protect critical video data storage trends media sizes continue to grow more e-mail Rich media formats compliance HIPPA (medical) , SOX (public financials) PCI (credit card data) x-rays moving to digital only format data is always available disaster recovery Video surveillance backup restore disaster recovery digital signage / advertising enhanced security log network application usage store files locally for cloud services

questions to ask y how do you currently store your business and customer information? y do you have centralized data storage and backup systems in place? y is your sensitive business information being stored securely? y how comfortable are you with the systems for backup? y how would you be affected if you lost your data? y employees store files centrally or have to seek out the owner to access it? y when employees collaborating how they know they have the right version of a file? y how are data storage requirements growing each year?

Raid L6

Raid 0 Raid 1 Raid 5 Raid 6 Raid 10

Striped Mirror Highest read Same as 5 but dual parity

1 drive dies, big problem Writes to 2 disks Ok write High data fault tolerenace Single drive failure ok

No rebuild necessary 1 drive can be swapped 2 drives can fail in a 6 disk array

Raid settings

discovery tool configuration connected PC and NAS to the same LAN run the discovery tool creator raid array (choose raid 0,1,5 jobod etc) creative volume creative share (CIFS, NFS, FTP) and name and size create users grant share access (read only or read write) camera configuration Wizard decide on CIFS or FTP (depends on the camera)

Surveillance M2
theft vandalism disgruntled employees accident terrorism disasters IP surveillance uses existing network increased use and acceptance in court and for insurance entrance release remotely monitor from a 3G phone

Benefits affordability visibility flexibility remote viewing and access value proposition theft vandalism accident unauthorized access are a concern protect people property and data improved search functionality video evidence for theft and vandalism cities require laws of surveillance systems and convenience stores costs down more uptake use surveillance as a marketing tool selling All cameras come with free 16 camera management software end-to-end solutions including storage HP and NETGEAR don't have a competitive solution Pullthru sales of switches routers and access points and NAS

Surveillance product details

WVC210

WVC2300 is the wireless version CS lenses RS485 port for PTZ control 0.4 lux performance

2300 series IP camera

PVC 2300

IP camera comparison

Video Monitoring System Software SWVMS16 display 16 cameras on one screen control PTZ cameras scheduled recordings search by camera date and time real-time video enhancement multilanguage support log files 1248 and 16 times fast-forward and rewind digital zoom on playback four times export video to AVI no charge for the software camera autodetection makes it a simple videos stored in proprietary raw format that cannot be altered the format takes up less space
By Market Segment retail, reduce leakage commercial, security, theft, operational, insurance, service, security, operational, insurance banking for ATM education, violence property, vandalism remote learning entertainment, casinos, stadiums, theaters, concert halls, arcades, banquet healthcare, hallways, dining rooms, parking lots

barriers have disappeared price has dropped the designers are doing DIY via more than one place at a time to time saver keep business secure Upsells video surveillance requires storage video may require upgrades of switching and routing or wireless video enables multisite management solve some problems small businesses can ensure the safety of employees prevent unnecessary loss to theft and vandalism protect assets save time and money by cheating on the visit while you're away improve efficiency by monitoring store traffic
CCD versus CMOS

CMOS has improved and is taking over

AES automatic electronic shutter adjust the camera shutter, for the light level AGC auto gain c the ontrol amplify video signal for better lowlight performance ADB auto white balance adjust the gain for RGB make VR=VG=VB when camera capturing standard white pattern color rolling if AWB working too often

Lens terminology focal length

C and CS Lens Mounts CS = 12.5mm C = 17.5mm No Iris Manual Iris Motirised Iris VIDEO or DC

M-JPEG & MPEG4

3GPP

Cisco small-business Pro

switching and wireless
ESW 500 series switches

ESW highlights easier cells NBD warranty CCA set up Smart ports CDP Cisco discovery protocol

Access Point 500

802.11 N access point 1 year warranty optional three-year service programs

AP541N s Cluster All AP s form a dynamic configuration aware network No WLC needed Share parameters like SSID, Security Settings, Guest Welcome Screen etc

Routing Part 2
SR500 Series Are small business pro routers Supported by TAC with Smartnet

SR500 Positioning

SPI Firewall up to layer 7!

Intrusion Prevention System IPS Looks at threat signatures and malware signatures

Will tear down a connection if not happy!

IOS Content Filtering

Stops bad software being installed

SR500 Model Comparison

Service Ready Platforms SRP500 series

These are ready to connect to hosted services Like daveys florist phone and internet scam CPE Customer Premise Equipment Managed Services expected to grow over next 4 years Crank up the ARPU Average Revenue Per User Reduce Customer Churn by being solid

TR-069 and XML remote config Choose between IAD and SRP Service Ready Platforms Big Brother Little Brother IAD 880 & 2400 Platform SRP500 Platform TAC, G.SHDSL, T1, Cable, ADSL2+ SBSC, less than 50 employees

With the Cisco SRP 500, you can turn on services remotely, truck rolls are expensive Increase ARPU by selling more services Reduce Churn by delivering service remotely Compare SRP models

List prices as at Dec 1 2009

Security Appliance 500

SA500 Series Security Appliances UTM unified threat management, Firewall, email security, web threats, url filtering, vpn, ip sec, ssl vpn, 802.11n wireless RV Series are for DIY business (dads hardware store) ASA and ISR need it staff to run it SA500 designed for the small business, 100 users or less

SA500 vs Spam and Virus Blocker

Has a business grade firewall Saves BW on lan from crap traffic 2 connections to internet (backup) or DMZ Load balancing least cost routing Put web & email file server on DMZ

Trend Protectlink Firewalls are not enough! Use a Trend Protectlink Gateway upgrade annual renewal protect e-mail going into folders Inspector Spam and viruses malware spyware and phishing 95% of global e-mail traffic is spam inspections are in the cloud sender's IP address is evaluated 10 different ID techniques high-powered computers in the cloud analyzed every e-mail inspection engine is continuously updated

security appliance SA 540 includes 50 seats of SSL VPN tunnels

voice and applications

SPA 500 series IP phones (endpoints) Can connect to Cisco or many other vendors

All-Star 500 series phones will: wideband audio HD voice duplex speakerphone high-resolution displays independent line key softkeys menu navigation Bluetooth, music and photos on the SPA525

SPA8800 phone system

this might be good for AA customers

Smart business communications system SBCS

y y y y

data voice video mobility express wireless solution

UC540 desktop UC560 rack

max 8 - 32 users max 16 - 104 users (8 user increments)

Mobility and other phones

Cisco Video Unified Advantage CUVA Just add camera No licensing No buttons to push

Voicemail UC500 Voicemail IMAP connectivity (email voicemails) Sort and prioritise by caller id and subject Stored as WMV s Auto attendant Integrated FAXES Outlook will give you email, voicemail and faxes?!?! Meet me Conferencing Up to 32 users No additional licensing
ESW500 series switch AP541N Clustering AP, Mobile Data, Guest Access, 802.11n dual band 5ghz, replicate 1 config, reduce interference QOS, strong security, seamless roaming SR520-T1 for T1 in usa and Canada, two 10/100 for LAN and or DMZ, CCA setup, IPSec, SSL, EASY VPN SR520 Secure Routers, part of the SBCS, ADSL2+ or Fast Ethernet WAN, Security from attacks, worms, viruses, QOS for good VOIP and Video, IPSec, SSL and DMVPN SA500 Security Appliances

Cisco Unified Call Connector CUCC

Click to Dial Presence Screen POPS

Cisco Unified Call Connector Attendant 1 or 2 consoles per UC500 Graphical call queuing Keyboard for fast call handling Applications Call recording Video conferencing Time and Attendance Single Number Reach VeraSmart ISI AllScripts for doctors office Mitchell1 automotive Smart Designs Means PRETESTED configs that are known to work

Small Business SA500 Security Appliances

Why
Security is the number one investment SMB looking for in next 12 months

Gartner Analysis

IDC Analysis UTM s are more popular than routers because they provide protection against web and e -mail-based threats Compare business with and without UTM Security

SA500 is a UTM Firewall, IPS, Email Sec, web threat, url filtering, vpn and ip sec or ssl for remote access Wireless version has 802.11n Cloud based web and email security (trend)

Member of small business pro products Ongoing revenue streams from subscription based services can be added on anytime VNP for Supply partner, remote office and home employees Remote Access Options IPSEC OLD, create user account, send ip sec client to the pc, install client, possible to conflict SSL VPN NEW, create user account, send a URL link, user connects (web based) SSL VPN great for disasters, use a personal PC to connect, no need to install clients SSL VPN 2 factor authentication (verisign) token based service (can go on your phone) SSL VPN SA520 and SA520W

Compare SA520 SA520W and SA540

Small Business Pro 3 year warranty NBD warranty

SA SKU s CODES

Defaults are preconfigured CCA manages the whole network Tested against all other SB Pro products Smart Designs make it work first time

UPSELLS SSL VPN

Trend Protect Link Small Business Pro (3 year warranty)

Who needs a SA500 Series

y y y y

Lots of Spam? Looking for new endpoint anti virus protection? Want to stop employee browsing bad sites? Connection for employees, partners and contractors?

Selling against Sonicwall and Watchguard

3 million AV signatures 400,000 spyware signatures 8 different antispam methods 80 categories URL content filtering

Small Business Pro Services and Support

y y y y y

manuals look consistent common management validated solutions vertical solutions of third-party applications like Mitchell one small business Pro service for peace of mind

Cisco small business Pro service y three years peace of mind y software updates for bug fixes y next day advanced hardware replacement y telephone support with small business support center if available y same-day shipping if not y access to small business support community y online chat support four banded pricing model band 1 phones -SVC1 band 2 sa -SVC2 band 3 sr -SVC3 band 4 uc -SVC4
Just attach these to the small business pro product

SB Pro Warranty 1 year except for switches Switches are 5 years Hardware replacement 10 days 90 day software on software

Small Business Pro Warranty compare Switches

4 Billion dollars in inventory for parts

small business support community y share best practices and methodologies y increased customer intimacy y real-time communications y insights to the customer's interests y create and document new best practices y video-on-demand Small business support center y fast technical assistant y telephone support local business hours y dedicated staff

how to sell Cisco small business Pro service

introduce the service early in the sales process

three customer profiles basic open to guidance and elite

Elevator Pitch

Care Abouts

Smart Designs
Drive Revenue, Increase Margins and Customer Satisfaction Help scope design and install and support network architecture solutions are modular and set well solutions that are robust flexible and address customer needs simplified modular adapters role-based trusted

Smart designs layered approach

business impact profitability

Efficiency

Effectiveness

adoption

Walker survey feedback

y y y y

more effective use of skilled staff training to junior members increased readability with cobranded documentation savings and efficiency and presales efforts

Smart designs website www.cisco.com/go/partner/Smartdesigns presales documents for the account manager or sales engineer product guide, Bill materials, solution profile, overview presentation sales documents solution datasheets, design guide, implementation guide, application notes you want to be the trusted advisor!

small businesses roadmap three steps 1. discovery guide 2. value assessment 3. solution recommendation which are Smart designs Smart designs y increase deal size and revenue y reduce risk y improved margins and profitability

Tools and resources for Small Business Account Manager

List of Tools
Cisco small business advantage available on the small business partner Central home page y products y support y profitability partner Central small business website

www.cisco.com/go/smbpartner

My Cisco overview y bookmark for frequently visited pages on cisco.com y share desktop with your customers using webex web 2.0 y software alerts y support notification y recent used products customize partner intelligence newsletter Cisco Smart businesses roadmap for small business y instructs partners on how to address business challenges using Cisco technology y drive more sales y actually assess opportunities y increase deal size y increase the service level y strengthen long-term relationships

SBCS the office demo solution NFR program discounts start at 15% off video-on-demand and the small business demo lounge

Partner design support Center y access to Cisco engineers y using Smart design solutions y CCNA certified experts y free service

Smart designs Cisco are trying to get you to buy all equipment from them! Reduce risk with interoperability problems presales documents - for the account manager, solution data, design guide, implementation guide, application notes Post sales documents - for the engineer, small business product guide, Bill materials, solution profile, overview presentation quoting tools quick pricing tool quote builder

Quick Pricing Tool has a pretty graphical interface products and services recommended alerts provide feedback on current products www.cisco.com/go/qpt Quote Builder Uses end customer requirements to generate quote Bom Leasing and finance options www.cisco.com/go/quotebuilder

Cisco Capital Flexable financing terms Conserve cashs Flexable payment profiles Leasing improves roi and payback period CIO objection handling FY10 PDF Profitability Framework SB PDF CORE 5% for CORE SB PDF PRO BASIC 10% payment for SB Pro Products & 7900 phones Quarterly backend payments SMB University Training for partners For owners, sales and techs Free! Small Business Sales Community Online community for partner account managers Small Business demo lounge

Support Community Web 2.0 support Online help Cisco Small Business Support Centre Phone support for partners and customers Technical assistance for SB and SB PRO US and Europe call centres

Tools and Resources for Small Business Engineers

learn
Cisco SMB University training for partners content targeted a partner owner sales and technical Associates come here for SMB specialization and select certification delivers training to partners targeted at partner owner sales and technical staff www.cisco.com/go/SMBUniversity partner education connection learn how to position sell and deploy set your training goals www.cisco.com/go/PEC small business partner Central sales programs and promotions product launch information training and certification services and support tools and resources www.cisco.com/go/SMBpartner
SMB partner practice builder build strong sustainable solution practices optimize solutions for each practice build up your UC offerings three-step process for customized action plan reduce trial and error by using predetermined solutions www.cisco.com-practicebuilder.com (SMB tab) click on the practice you wish to building select your role select company size the online assistant helps you through the process

Demo Lounge Demonstration best practices Sample product configurations Scripts Inside the support community website You can submit scripts and videos of your pitches

Cisco quick pricing tool create pricing estimate for SBCS products Price information is updated is available as a desktop application off-line at customer sites view catalogs of non-Cisco items from distributor and reseller build and design rules are included pictures of the products recommendations based on previous purchases over 500 phones offer large systems use the Cisco quote builder Cisco quote builder y Bill materials y capital leasing y design guide y network diagrams y localized languages
covers UC, wireless, security, router and switching great solution in minutes not hours reduce deployment risks, verify system design www.cisco.com/go/quotebuilder your solutions are saved under your account name you can edit or add later on there is a help page and training tutorial on the quote builder page ask for help at the partner helpdesk

Design
Smart designs Smart designs and builds quotes from pretested configurations secure network foundation is a combination of firewall antivirus intrusion protection VPN in QOS Smart designs are based on the NEF www.cisco.com/go/partner/Smartdesigns
www.cisco.com/go/stepstosuccess for additional resources

partner design support quick access to Cisco engineers build solutions using Smart designs available to Cisco partners no charge

Deliver
Cisco configuration assistant SBCS administration maintenance and provisioning graphical interface for overview of system setup wizards accelerate deployment one application support for multiple products and technologies in the SBCS range can be done via VPN

telephony setup Wizard auto launches for factory defaults system configures VLANS dialplan locale etc. system dashboard shows real-time monitoring the utilization, POE etc Cisco findit network device discovery utility set in your browser Discover Cisco East the devices compatible with XP Vista Windows 7 Microsoft IE 6,7,8 and Firefox 3.5
Whats on it y Cisco button takes you to the Cisco website y find IT button y applications button sbs video monitoring system and data backup protection software y toolbar settings y Cisco help and support length find IT button brings up the discovery sidebar older Cisco devices won't be discovered named Melissa considerable prefer to use DHCP for no preconfiguration is required mouse over the device to get basic information

support
Cisco small business pro services three years peace of mind telephone online chat support next the day however replacement except a small business opportunity soft updates or bug fixes Cisco small business pro record replacement service for our advanced hardware replacement 24x 7 telephone support online chat $999 device level III years peace of mind execute if the EC community online chat support soft updates and bug fixes

SmartNet for Cisco classic 24x 7 access to cisco.com knowledgebase next business day advanced hardware replacement 2 or 4 hour replacement options operating system software updates

Small business support center only for small business products local business hours dedicated staff technical assistance Center (TAC) access to highly trained network engineers computer science & engineering degrees average five years industry experience 450+ CCIE professionals 24 x 7 five phone web or e-mail Small Business Community Web 2.0 based editing support for small business Share best practices integrate Cisco partner and customer contribution increase customer intimacy real-time medication and collaboration insights into customer interest create new and innovative best practices www.cisco.com/go/smallbizsupport My Cisco bookmark cisco.com pages collaborate and share information with your customers & colleagues share your desktop - uses WebEx annotates the screen chat on page collaboration space - needs a cisco WebEx account, 250mb free space software alerts based on your download history support notifications, security advisories and field notices track recently used products