1. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 1 of 29 EndPreviousNext Welcome to the Cisco Smart Business Architecture 2.0 Overview and Training for Indirect Partners. This training is part of an ongoing effort to help indirect partners build their Cisco practice through the addition of new markets, new approaches, new services and new programs. Smart Business Architecture 2.0 Indirect Partner Training View in slide show mode for best results

2. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 2 of 29 EndPreviousNext Cisco Smart Business Architecture During this training, you will learn:  The structure and elements of Cisco Smart Business Architecture  The sales process for Cisco Smart Business Architecture  The quoting, pricing and ordering process for Cisco Smart Business Architecture  What’s new with Smart Business Architecture 2.0

3. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 3 of 29 EndPreviousNext Objective The objective of this training is to help indirect partners understand how Cisco Smart Business Architecture helps ease the transition to an architectural sales approach. The training will also provide an overview of suggested service options aligned to the hardware bundles, including how to quote, price and order the appropriate service level.

4. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 4 of 29 EndPreviousNext Cisco Smart Business Architecture for Midsize Organizations Driving IT to Enable Business Operations

5. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 5 of 29 EndPreviousNext Cisco Smart Business Architecture Cisco Smart Business Architecture for Midsize Organizations offers valuable design and deployment best practices to help you grow a profitable Cisco practice and deliver a superior end-user experience. At Cisco, we’re excited by the pairing of the Smart Business Architecture for Midsize Organizations and Cisco Services. We trust this significant investment in architecture engineering, design and deployment guides, sales tools, training offers and the Smart Service platform will enable you to provide a scalable, personalized solution that meets your customers’ needs. The Smart Business Architecture is a roadmap to help ease your transition to an architecture approach. By providing preformatted tools, guides, and timelines, Cisco can help direct your sales efforts, cut your design time and cost, and better inform you of the entire process. In addition, special hardware bundles with associated service options have been created to streamline the ordering process.

6. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 6 of 29 EndPreviousNext What’s New with SBA 2.0 Designed with the Cisco partner and value-added reseller in mind, Smart Business Architecture 2.0 for Midsize Organizations offers products and technologies for all three architectures and ensures they are tested together as a holistic system. Borderless NetworksCollaborationData Center  Cisco ISR G-2  Cisco Wireless Controller  Cisco IronPort E-mail and web security  WAAS  Unified Communications  Cisco WebEx Solutions  Bridging (Nexus)  Storage Networking  Security Firewall and IPS  Site-to-Site VPN  Switching and Routing  WAN optimization  Server Load Balancing  High Availability Services  Security

7. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 7 of 29 EndPreviousNext Customer Benefits Early pilots of the Smart Business Architecture solution have delivered substantial and quantifiable benefits for customers. During these engagements, time savings averaged more than 50 percent during the design phase and borderless network deployment. During the deployment phase, the solution helped reduce engineering costs by 50 to 60 percent.

8. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 8 of 29 EndPreviousNext Partner Benefits Cisco Smart Business Architecture provides several benefits: Reduce Pre-sale Costs  Faster return on technology investment  Simplified ordering Increase Reseller Benefits  Faster deployment  Increased deal size  Easier identification of sales opportunities  Reduction of sales and support costs Improve Customer Experience  More cost-effective solution  More resilient design  Greater customer satisfaction and partner loyalty

9. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 9 of 29 EndPreviousNext Cisco Smart Business Architecture Elements The Smart Business Architecture consists of several elements. Each of these elements addresses a specific need during the network lifecycle. When combined, they help partners streamline and guide the service sales process. Click each arrow for more information: Cisco Planning & Design Guides Cisco Services Suggested Service Options Cisco-generated guides provide direction and templates for the planning and design phases of the sales engagement. Cisco proactive, intelligence-based services provide the support option for customized, architecture-based solutions. Suggested service options are aligned to hardware bundles to simplify and streamline the ordering process.

10. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 10 of 29 EndPreviousNext Cisco Planning, Design and Configuration Guides The Cisco Smart Business Architecture Planning, Design and Configuration Guides help streamline your efforts across the three architectures of Borderless Network, Collaboration and Data Center. The guides are based on Cisco’s substantial architecture expertise and designed to help you use your professional services and resources more effectively. The result is an architecture-based solution that’s more resilient and an implementation plan that is more tightly directed and time efficient.

11. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 11 of 29 EndPreviousNext Cisco Services Because architecture-based solutions support more critical business functions, they require comprehensive and proactive support options. Cisco Services provide this high level of assistance with intelligent day-two support. Click each arrow for more information: Cisco Smart Care Service Cisco SMARTnet Service with Smart Call Home Smart Care Service provides network-level support. SMARTnet Service provides device-level support. Software Application Support / Plus Upgrade SAS and SASU provide updates for Cisco applications. SASU also provides upgrades. Cisco IPS provides support and updates for security systems. Cisco Support for Intrusion Protection Systems

12. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 12 of 29 EndPreviousNext Cisco Smart Care Service Cisco Smart Care Service is a significant evolution of Cisco Services that enables the delivery of proactive, intelligence-based support across the entire network which makes it an ideal offer for Smart Business Archtecture. It covers all Cisco devices in the network, is sold by partners and delivered by partners and Cisco. Cisco Smart Care Service includes:  Proactive monitoring and notification  Network health assessments  Advance hardware replacement options - next business day and 4-hour  Partner access to Cisco Technical Assistance Center  Partner access to Cisco.com knowledge base and Smart Care Portal  Operating system software updates and upgrades  Software application updates for network devices For more information, click graphic below to visit Cisco Smart Care Service.

13. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 13 of 29 EndPreviousNext Cisco SMARTnet Service Cisco SMARTnet Service with the proactive capability of Smart Call Home provides technical support for individual devices. The service is sold by partners, attached to device by serial number, and delivered by Cisco. Cisco SMARTnet Service includes:  Anytime customer access to Cisco engineers and extensive technical resources  Advance hardware replacement options including next business day, 2- hour, 4-hour and onsite engineering support  Customer access to Cisco Technical Assistance Center  Customer access to Cisco.com knowledge base and tools  Smart Call Home proactive diagnostics, remediation and real-time alerts and personalized web-based reports on select devices  Operating system software updates For more information, click graphic below to visit Cisco SMARTnet Service.

14. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 14 of 29 EndPreviousNext Choosing the Right Cisco Smart Service To most effectively sell Cisco Smart Services, it is important to understand how they differ and when one is more appropriate than the other. Cisco Smart Care Network-level Support Proactive, network-wide maintenance monitoring, proactive notifications, and remote remediation for Cisco devices Collaborative Service co-branded with Cisco and partner Delivered by Cisco and partner Target Customer Mission-critical network, Customer relies on partner for support Technical Support Access Partner provides level 1 support Advanced Hardware Replacement Options Next business day and 4-hour (option) Cisco.com access and online support Partner access to Cisco.com, Smart Care Portal, and downloads including security updates, patches, and fixes Cisco SMARTnet Device-Level Support Proactive monitoring for Smart Call Home-enabled devices Cisco branded Delivered by Cisco Mission-critical network, Customer insists on direct Cisco access Direct customer access Next business day, 4-hour, 2-hour, and onsite support Customer access to Cisco.com, tools and downloads including security updates, patches, and fixes

15. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 15 of 29 EndPreviousNext Hardware Bundles and Suggested Service Options To streamline the sales process, Cisco created hardware bundles to target typical architecture-based customer solution needs. Each of these hardware bundles is aligned to two suggested service options. In essence, these suggested service options are a collection of services designed to address the support needs of the specific hardware packages. Customers can choose the level of support they need. A service option consisting of Cisco Smart Care Service provides network-level support. A second service option consisting of Cisco SMARTnet Service provides device-level support. Depending on the hardware bundle, IPS and SAS/SASU services may also be suggested in the service options.

16. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 16 of 29 EndPreviousNext Borderless Networks Smart Business Architecture Hardware Bundles BundleBundle PIDDescription Branch BN-B1-SBA-A-K9Branch Bundle FCC BN-B1-SBA-E-K9Branch Bundle ETSI Campus Access BN-A1-SBA-A-K9Access Bundle FCC BN-A1-SBA-E-K9Access Bundle ETSI Campus Core FoundationBN-CF1-SBA-K9Campus Foundation Campus Core UC MCS7835I2-K9-CMC2Unified Communications Manager MCS7825I4-K9-UCB1 Unified Communications Unity Connection Campus Security BN-CS1-SBA-K9Campus – Threat Management Campus WAN BN-CS2-SBA-K9Campus – WAN Optimization

17. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 17 of 29 EndPreviousNext Sample Service Options - Smart Care Campus Access Hardware Bundle BN-A1-SBA-E-K9 (ETSI) Qty AP 1140 Eco-Pack (10 AIR- LAP1142N-E-K9) 1 WS-C3560G-24PS-S10 Suggested Smart Care Service Smart Care

18. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 18 of 29 EndPreviousNext Sample Service Options - SMARTnet Campus Access Hardware Bundle BN-A1-SBA-E-K9 (ETSI) Qty AP 1140 Eco-Pack (10 AIR- LAP1142N-E-K9) 1 WS-C3560G-24PS-S10 Suggested SMARTnet Service Qty CON-SNT-LAP1142E10 CON-SNT-356G-24PS10

19. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 19 of 29 EndPreviousNext Ordering Suggested Service Options Key Differences with Bundles Ordering Process

20. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 20 of 29 EndPreviousNext Ordering Smart Business Architecture Bundles Because the Smart Business Architecture bundles align product packages with service options, the product and service ordering process is linked. You should order the product bundle per your normal product ordering process. The process to order the service depends on your distributor relationship and which service option is selected. Depending on the hardware bundle, the service option ordering may vary slightly. For more detail, please refer to the Smart Business Architecture for Midsize Organizations Service Guide for more details. www.cisco.com/go/partner/smartarchitecture

21. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 21 of 29 EndPreviousNext SBA 2.0 Promotional Pricing SBA promotions may include the following depending on Theater availability:  10% discount on hardware bundles  Buy 3 Years of Service and Pay for 2 Years  Financing for Three Years at 0% and Payment Deferrals First 3 Months. This promotional pricing is available through July 31, 2010 unless otherwise noted Ordering Rules Terms & Conditions The 10% promotional discount is built into the list price of the hardware bundles. Other promotions are not built into the list price. No promotion code is needed. All hardware components are orderable from a single SKU. Cisco reserves the right to change any aspect of these promotions at any time. Cisco Services are not included in the discount structure described earlier.

22. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 22 of 29 EndPreviousNext Cisco Quick Pricing Tool With Cisco’s Quick Pricing Tool, you can reduce quoting time from days to minutes. This downloadable tool was specifically designed to quickly generate price estimates for SBA solutions. Using a clear graphical interface and user profiles, you can easily select products and service options. It allows you to create a Bill of Materials (BOM) with product SKUs and estimated pricing, print the BOM and export it to Excel or import to CCW or other systems. The Quick Pricing Tool is designed with wizards and visual representations of products to allow for designs without engineering assistance. The offline application allows you to complete your quote on-site directly with the customer. For more information: www.cisco.com/go/qpt.www.cisco.com/go/qpt Please note that the Quick Pricing Tool may not be available in all countries.

23. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 23 of 29 EndPreviousNext Ordering for Device and Network Level Ordering Smart Business Architecture Services Because the SBA bundles align product packages with service options, the product and service quoting processes are linked. After the customer selects their hardware bundle and service option, you should order the product bundle per their normal product ordering service. The process for ordering the service depends on which service option is included. The products in the hardware bundles vary so there may be additional ordering requirements. For details, please see “Additional Hardware Bundle- Specific Ordering Steps.” Network-Level Service Bundle Ordering Process (Smart Care) and Device- Level Bundle Ordering processes are detailed in the next two slides.

24. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 24 of 29 EndPreviousNext Ordering Network-Level Support Click each step: Step 1 Hardware bundle is drop shipped to you from Cisco. Step 2 You take product serial numbers from shipping box, input the numbers into Smart Care Portal, and request a service quote. Step 3 The quote request is populated in SCC for Indirect Resellers and Distributors (SMS3) and routed to your distributor. Step 4 Your distributor requests a service quote from Cisco. Step 5 After Cisco returns the quote to the distributor, your distributor presents their quote to you.

25. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 25 of 29 EndPreviousNext Ordering Device-Level Support As with the network-level support, Cisco drop ships the hardware bundle to you. Again, you take the product serial numbers for the shipping box. The next step depends on your access to SCC for Indirect Resellers and Distributors (SMS3).  You access SMS3, select level of service, input serial numbers into SMS3 and request a service quote.  SMS3 notifies your distributor of the request.  Cisco generates a service quote and communicates with distributor.  Your distributor presents their quote to you.  You communicate product serial numbers and desired service level to your distributor.  Your distributor accesses SMS3, selects level of service, inputs serial numbers into SMS3 and requests a service quote.  Cisco generates a service quote and communicates with distributor.  Your distributor presents their quote to you. If you do have access to SMS3… If you do not have access to SMS3…

26. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 26 of 29 EndPreviousNext Key Takeaways After completing this training, you should know the following about Cisco Smart Business Architecture for Midsize Organizations.  Smart Business Architecture promotes architecture-based solutions.  The program provides planning and design guides, tools, hardware bundles, and suggested software options to streamline design, planning, and deployment across Borderless Network, Collaboration and Data Center.  The right Cisco Service to support your customer’s selected hardware bundle.

27. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 27 of 29 EndPreviousNext Getting Started with SBA To get started with SBA for Midsize Organizations, take these important steps: 1.Review the new guides and the supporting sales and customer documents 2.Identify accounts with 100-1000 connected endpoints that would benefit from new deployment, migration and upsell opportunities 3.Evangelize the value of SBA with customers and your teams while leveraging SBA promotional offers, Cisco services, attractive financing and the Cisco Quick Pricing Tool

28. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 28 of 29 EndPreviousNext Resources  Smart Business Architecture for Midsize Organizations Service Guide Your reference guide for the Smart Business Architecture program details. www.cisco.com/go/partner/smartarchitecture www.cisco.com/go/partner/smartarchitecture  Smart Care http://www.cisco.com/go/smartcare http://www.cisco.com/go/smartcare  Accelerate A training resource for increasing sales http://www.cisco.com/web/partners/services/promos/accelerate/index.html http://www.cisco.com/web/partners/services/promos/accelerate/index.html  Steps to Success Step-by-step customer engagement model http://www.cisco.com/web/partners/tools/steps-to-success/index.html http://www.cisco.com/web/partners/tools/steps-to-success/index.html  Also please visit Cisco Community Central at http://www.cisco.com/web/partners/tools/steps-to-success/index.html http://www.cisco.com/web/partners/tools/steps-to-success/index.html

29. © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential – For Reseller Use Only Start Page 29 of 29 EndPreviousNext Thank you for taking the time to learn about the Cisco Smart Business Architecture for Midsize Organizations. Should you have any questions or need additional materials, please contact your distributor. Conclusion