1. Cisco Business Edition 3000
Murali Mohan L
Welcome to the Product Presentation for Cisco Business Edition 3000.

2. Cisco Business Edition 3000 The Right Choice
Value-priced unified communications solution for medium-sized businesses; customers save money over the life of the system.
Quick to set up and easy to use, with a simple, intuitive management interface that requires limited IT resources to support.
Enables a smooth migration from outdated phone systems (PBX and KTS) to IP, with an expandable platform to support future business growth.
Provides Session Initiation Protocol (SIP) trunk capabilities, allowing for flexibility in service provider options.
Professional feature set provides the essential telephony, mobility, and desktop integration features businesses need to communicate with employees, customers, and suppliers.
Proven technology from Cisco provides peace of mind.
Highly trained Cisco partners to consult and support.
Next, we’ll cover the customer value proposition for BE 3000.
Cisco Business Edition 3000 is a value-priced unified communications solution that balances simplicity with sophistication, and was created for medium-sized businesses that have been living with outdated TDM systems due to a perception that IP-based systems are beyond their budget and IT skill level.
We think there is a great opportunity to reach medium-sized businesses who are still using TDM systems. As their businesses experience triggering events – moving, a new office opening up, perhaps they are currently working with a supplier who is on shaky financial ground – we have the opportunity to present them with an IP-based alternative that is competitively priced.
A key differentiator for Business Edition 3000 is that it is quick to set up and easy to use, with a simple intuitive management interface that requires limited IT resources to support, helping you, our channel partners, deploy it quickly and helping customers save money over the life of the system
From a feature perspective, Business Edition 3000 provides the essential telephony, mobility, and desktop integration features businesses need to communicate and appear more professional with employees, customers, and suppliers
Business Edition 3000 is based on proven Cisco Unified Communications Manager and Unity Connection technology, which reduces risk and provides customers peace of mind.

3. Cisco Business Edition 3000 Solution Overview
IP Telephony
Call features
Mobility
SNR
Extension Mobility
Messaging
Voice Mail & Auto Attendant
Application
Attendant Console, Cisco Jabber
Video
As easy as audio call
Proven UC technology supporting 300 users, 400 devices, 10 sites
Appliance
Built-in Gateway
End Points
Video, WiFi, low Cost
Management
Interface
Simple & Intuitive
Trunking
SIP, PRI, Analog
Localization
User and admin interfaces
The key features for BE3000 are listed on this page:
All essential telephony features are supported on BE3000, such as call forwarding, transferring, hunt group, caller ID, BLF and call pick up.
Mobility is critical feature for SMB VoIP solution, including single number reach with single voice mail, desktop pickup and cell phone pickup. Soft phone client, extension mobility
Cisco unity connection is integrated into Be3000, and preinstalled on the server. It supports integrated voice messaging, auto attendant, day and night service with alternate greeting,
voic is stored in server itself. No need for extra storage.
Point to point video call is as easy as audio call
Multiple trunking options to meet business needs and save costs
Will explain each components in details in following slides 3

4. Cisco Business Edition 3000 Appliance MCS 7890-C1
Purpose-built Linux appliance (MCS 7890-C1 )for medium- sized businesses
Integrated gateway ports
Wall mounting and rack mounting
Factory-installed image for simplified deployment
Hardware :
OS = Red Hat Linux v5.5
DSP = Texas Instruments
SDRAM = 4 GB
HDD = 160 GB
Processor = Dual core 1.66 GHz
Status Lights
Front
Rear
2 USB Ports
2 T1/E1 Ports
Music on Hold Audio Jack
Ethernet Port
Serial Port
VGA Port
Let’s look at the hardware in more detail . . .
The MCS 7890 features two integrated T1/E1 ports to simplify the setup when connecting to the Service Provider trunk lines.
It also includes (1) Gigabit Ethernet port, a Music on Hold audio jack, a VGA monitor port, a serial port, 2 USB ports that can be used for voic storage or to load a pre-configured Excel spreadsheet from a usb memory stick to streamline the deployment once on the customer's site.
The front of the unit contains a series of status light for easy recognition of system operation.
© 2009, Cisco Systems, Inc. All rights reserved.
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5. Simple, Intuitive Management
First-time setup wizard provides easy and quick setup of the system – now measured in minutes vs. hours
Option to upload a preconfigured spreadsheet of customer data and provision the system within 20 minutes
Simple moves, adds, and changes
Localized administration with country packs (Product Bulletins)
The simple intuitive management interface is a key new feature that supports partner profitability and appeals to customers with small IT staffs.
The first-time setup wizard provides easy and quick setup of the system – now setup time can be measured in minutes not hours.
Partners also have the option to upload a preconfigured spreadsheet of customer data – this can be filled in back at your office to help you save a significant amount of time, and provision the system within 20 minutes when you arrive on-site.
Moves, adds, and changes have been simplified through reduced data entry and steps, and can be managed easily through the management interface.
And, Business Edition 3000 features the option to have the management interface localized in a choice of languages.

6. Voice Messaging and Automated Attendant
Integrated voice messaging and Automated Attendant functions
Intelligent call routing using call transfer rules
Easily customizable call screen and message notification options
On-server message store
Voice mail powered by Cisco Unity® Connection
Voice mail capacity: 51 minutes per user, auto purged after 15 days
Maximum Auto Attendant ports: 12
Dial by name on Auto Attendant
In addition, Business Edition 3000 features integrated voice messaging and auto attendant functions.
Auto attendant helps businesses intelligently route calls using call transfer rules, helping serve customers faster.
And the integrated voice mail is powered by the proven Cisco Unity Connection application. 6

7. Voice Conferencing Conferencing included in base system
Ad-hoc conferencing and meet-me conferencing through on-board hardware conference bridge.
Maximum 24 participants system-wide for conferencing
Maximum number of participants in ad- hoc conference: 4
Maximum number of participants in meet- me conference: 8
Maximum transcoding resource: 10
Eliminates the need for customers to pay for dedicated monthly voice conferencing services
Voice conferencing is also included in the base package with Business Edition 3000.
This includes Ad hoc conferencing for up to 10 participants, and Meet-me conferencing for up to 24 participants, eliminating the need for customers to pay for dedicated monthly voice conferencing services. 7

8. Integrated Mobility Single business number reach, single voice mailbox
Intelligently manages, filters, routes, and connects calls between an employee’s IP desk phone and mobile cellular or home phone
Allows voice call continuity inside and outside the office for up to four external clients
Allows 1 single number reach number per user
Desktop pickup and mobile phone pickup
Device mobility between desktop and mobile phone
Support for Cisco IP Communicator
Extension Mobility
Attractive Mobility features are also integrated into Business Edition 3000 at no extra charge, including single number reach and extension mobility.
With single number reach, a business can Intelligently manage, filter, route, and connect calls between an employee's IP desk phone and mobile cellular or home phone – helping ensure they never miss a critical call. Active call mobility between desktop and mobile phones is also supported allowing Single Number Reach calls to be handed back and forth, as is the Cisco IP Communicator PC based soft phone client.
Extension mobility supports hot-desking to maximize office space for employees who do not need dedicated a dedicated office but benefit from access to their corporate phone extension and voic box from a common desk phone in a temporary office.

9. Service Provider Connectivity
Integrated T1/E1 ports: Two integrated T1/E1 ports enable the Business Edition 3000 to function as a voice gateway as well as a unified communications solution
Analog ports: Adding a Cisco SPA8800 IP Telephony Gateway or VG224 Series Gateway provides more flexibility by enabling support for analog trunks and analog devices such as fax and phones
SIP trunks: Cisco Unified Border Element is software that, when installed on a router such as the Cisco Integrated Services Router (ISR), enables the Business Edition 3000 to support SIP trunk connections to a service provider; software-based connections to the service provider through the Internet, foregoing standard wired connections
Attractive Mobility features are also integrated into Business Edition 3000 at no extra charge, including single number reach and extension mobility.
With single number reach, a business can Intelligently manage, filter, route, and connect calls between an employee's IP desk phone and mobile cellular or home phone – helping ensure they never miss a critical call. Active call mobility between desktop and mobile phones is also supported allowing Single Number Reach calls to be handed back and forth, as is the Cisco IP Communicator PC based soft phone client.
Extension mobility supports hot-desking to maximize office space for employees who do not need dedicated a dedicated office but benefit from access to their corporate phone extension and voic box from a common desk phone in a temporary office. 9

10. Phone Portfolio Supported
Cisco Unified IP Phone 8900 Series
Cisco Unified IP Phone 7900 Series
Cisco Unified IP Phone 6900 Series
Video calls as easy as phone calls
8941: Built-in video camera
8945: Built-in video camera
8961: Key expansion module
Cisco Unified SIP Phone 3905
7937G: Conference IP Phone
7925G: Wireless IP Phone
7942G: 2 Line grayscale display
7945G: 2 Line graphical color display
7962G: 6 Line grayscale display
7965G: 6 Line graphical color display
7975G: 8 Line touchscreen color display
6901: Single line
6911: Single line, paper insert
6921: 2 lines, graphical display
6941: 4 lines, graphical display
6961: 12 lines, graphical display
Single line
TDM replacement
Power over Ethernet
Under $100 US
Part of our vision is to put a user device (phone, media endpoint) on the “desk” of every medium business employee; to that end, we continue to develop a robust portfolio of value-based IP endpoints, offering an IP for all types of users.
These IP Phones provide exceptional value for customers by delivering high quality and rich features at affordable price point.
To that end the new 3905 SIP phone is ideal for replacing low cost TDM legacy phones.
The 6900 Series offers a range of affordable options.
A conference station is available for use in conference meeting rooms or manager's office's.
And the 8900 series helps make video calls as easy as phone calls.
The portfolio of phones provides investment protection in that they can be used with the other models in the Business Edition portfolio and with Unified Communications Manager. Additionally the User Connect phone license can be re-hosted on these systems at no charge.
A side car (or expansion module) with paper label is also targeted for support with the release in the Fall of 2011.
A Broad IP Phone Portfolio for All Types of Users
Entry-Level Phone
Break Room, Office Employee
Conference Room, On-Campus Mobility
Manager, Executive, Operator

11. Cisco Unified SIP Phone 3905
Value
Low-cost SIP phone designed specifically to facilitate time-division multiplexing (TDM) transitions and migrations
Targeted average selling price (ASP) under $100 (including software)
Extended Features
LCD for local ID, caller ID, call history, time, and basic settings
Full-duplex speakerphone
Integrated 10/100 switch port
Green
Low power consumption, Power over Ethernet (PoE) Class 1
The Unified SIP Phone 3905 is a new, high quality, low-cost SIP phone designed specifically to help enable smooth migrations from TDM systems.
First and foremost, it gives you a competitive TDM replacement model to sell, at a targeted average selling price of less than $100, including the necessary Essential UCL license.
It features an LCD display for Local ID, Caller ID, Call history, Time, and Basic Settings, along with a full duplex speakerphone and an integrated switch port.
And, it requires only Power over Ethernet Class 1 for ultra lower power consumption.

12. Operator or Manager Call Handling Cisco Unified IP Phone 8961 with Key Expansion Module
Large, backlit, high-resolution, fully adjustable, antiglare 5-inch VGA color display
One standard USB port supports USB wired and wireless headsets
High-definition voice (HD voice) support for headset, handset, and speaker
IEEE 10/100/1000 switch ports, providing a high-speed connection and enabling co-location of a multimedia PC for reduced infrastructure costs
Tri-color illuminated LED line/feature/session keys support at-a-glance status for primary and shared lines
One Cisco Unified IP Color Key Expansion Module adds scalability with up to 36 additional programmable line and feature keys
The Cisco Unified IP Phone 8961 is a five-line endpoint designed for active and advanced multimedia communications requirements. High-definition voice (HD voice), USB 2.0 integration, large high-resolution color display and an easy-to-use, uncluttered ergonomic design. The IP Phone 8961 is an ideal solution for knowledge professionals, administrative staff, managers and executives.
The Key Expansion Module is designed for use by administrative staff, managers and executives. With the module, they will be able to route incoming calls, say for a department, into a single location to offer more personalized service to your inbound callers. Administrative staff or first/second level managers are able to monitor line status for their team (this is also known as Busy Lamp Field functionality) and subsequently pick up a call if a team member is unavailable or is busy on the phone. In addition, executives who want one-touch access to a larger number of staff, via autodial keys, can also benefit from the module.
The 8961 supports one module for a total number of 41 line/feature keys.
 The Expansion Module comes with a high-resolution, fully- backlit, graphical, 480 x 272 pixel, color display that provides easy viewing at a variety of angles and lighting conditions.

13. Cisco IP Communicator
PC-based soft phone application that lets you use your personal computer to make premium voice and video calls
Easy to dial and answer calls
Click-to-call directly from desktop applications
Single phone number, single voice mailbox
Business Edition 3000 support Cisco IP Communicator, a PC-based soft phone application that lets you use your personal computer to make premium voice and video calls.
With Cisco IP Communicator, it is easy to dial and answer calls with the intuitive interface, and you can click-to-dial directly from desktop applications.
All while maintaining your same single phone number and voic box.

14. Cisco Jabber Be more productive from anywhere with Cisco Jabber
Provides presence, IM, voice, video, voice messaging, desktop sharing, and conferencing
Enables employees to:
Use presence to access experts as soon as they are available
Share documents and collaborate using audio and web conferencing
Reduce the costs of business travel and phone charges by using a single tool for all modes of communication
Communicate using any device, at any time:
Jabber – Mac
Jabber – Windows (new)
Jabber – Android
Jabber – Blackberry
Jabber – iPhone
Jabber – Nokia
Business Edition 3000 supports Cisco Jabber providing an integrated application for: Mac; Windows; Android; iPhone; Blackberry; and Nokia

15. Opportunity
First, we’ll cover the market opportunity.

16. Identifying Customer Opportunities
Look for customers experiencing the following trigger events:
Current phone system maintenance contract expiring
Current phone system reaching end of support
Aging phone system (7+ years) constantly down for repairs
Aging phone system spare parts not readily available
Opening new remote office(s)
Moving to a new HQ office
Recent merger or acquisition
Business growth trajectory will soon max out an existing system that is not easily expandable
To help identify customer opportunities, look for customers experiencing one the following trigger events that provide a forcing function to drive a need to upgrade their existing phone system:
Their current phone system maintenance contract expiring
Their current phone system is going end of support
They are using an aging phone system that is 7+ years old, perhaps constantly down for repairs
They are using an aging phone system whose spare parts are not readily available
They are opening new remote office
They are moving to a new HQ office
They are part of a recent merger or acquisition
Or, their business growth trajectory will soon max out an existing system that is not easily expandable

17. Business Edition 3000 Partner Value Proposition
Enhanced profitability
Faster, more profitable installs with simple, consistent deployment
Reduced training and technical expertise requirements free up highly skilled resources
Cisco® Value Incentive Program (VIP) Express offers higher payout rate for increased margins
Price-competitive solution that can help you improve your deal win rate
75% of medium-sized businesses have not yet upgraded to IP PBX
Business Edition 3000 provides you with a competitive offering for this market
Easy to price a complete Business Edition 3000 solution through the Quick Pricing Tool
So, what’s in it for you?
First and foremost, we have designed Business Edition 3000 to help you improve your profitability.
Its simple consistent deployment means faster, more profitable quality installs for you. Reduced training and technical expertise requirements frees up your highly skilled technical resources. And, the Partner Deal Funds (PDF) program offers you a higher payout rate for increased margins.
Next, Business Edition 3000 is a price-competitive solution that can help you improve your deal win rate. Research tells us that approximately 75% of medium- sized businesses have not yet upgraded to IP PBX. Business Edition 3000 provides you with a competitive offering for this market.
Third, it is easy to configure and quote a complete Business Edition 3000 solution through the Quick Pricing Tool, helping you save time.

18. Deployment Scenarios
Next, we’ll discuss deployment scenarios for Cisco Unified Communications Manager Business Edition

19. Business Edition 3000 Easy Administration
Deployment Example
Main Site
Remote Sites
Broadband
Internet
8900 Series
PC Attendant Client
SPA8800
6900 Series
Analog
Backup
6900, 8900
FXO
Business Edition 3000
PSTN
VG224
Cisco® Unified Border Element
...
SIP Trunk
SIP Trunk
This diagram outlines how the Business Edition supports a centralized call processing deployment model, meaning that one system can support a company headquarters and up to 9 remote sites. In the June 2011 release the appliance includes two built-in digital T1/E1 trunk ports for connection to the local telecom Service Provider.
This deployment model makes it easy for a business to add additional sites after the system has been installed and is in operation.
There are several new capabilities; including; SIP Trunk and Analog Trunk; a PC based Attendant Client, and the 8900 family of IP Phones are supported, including video on the 8941 and Analog back up and analog phone support is available with the Cisco SPA SIP and Analog Trunks are supported at the remote sites.
Cisco Unified Border Element
SPA8800
SBC
T1/E1
SIP
6900, 8900
FXO
SBC
FXS
SIP
PSTN
Business Edition 3000 Easy Administration
PSTN

20. Pricing and Packaging
Next, we’ll cover the pricing and packaging for Business Edition 3000.

21. Pricing and Licensing Competitive pricing
Configurations with competitive price points for TDM replacement market
Incremental pricing for voic (no separate charge for automated attendant)
Phone plus Cisco User Connect License (UCL) bundles for ease of ordering
Buy hardware, phone bundles, and optional services, and you are done!
Investment protection with licenses that migrate with your cusotomers
Simplified discount structure to streamline sales process
Included in Cisco Fast Track 2 program
Available through Cisco Authorized Distributors
Procurement through distributor partners to reduce overall lead time
Channel incentive program: VIP-Express
Price is the number one attribute for mid-market customers when buying a new phone system. Business Edition was designed, packaged, and priced to be competitive with the prevailing market price to drive TDM to IP migrations.
Voic is decoupled from the starter package as not every user requrires a voic box. It can be added on a per user basis for an incremental fee. The Auto-Attendant functionality is included in the base package for no extra charge.
Phone hardware + User Connect License bundles were created specially for the Business Edition 3000 to help simplify the ordering process. Just select the appliance hardware, phone bundles, voic add-ons, and optional services plus software subscription and your order is complete.
Investment protection is provided as the licenses are consistent and easily migrated at no charge to one of our larger systems.
Simplified discount structure to streamline sales process is provided through inclusion in Cisco Fast Track 2 program.
The product is available through Cisco Authorized Distributors to reduce overall order fill lead time. Additionally Channel incentive programs VIP/PDF apply.

22. Partner Sales Tools
Next, we’ll cover partner sales tools that are available for Business Edition 3000.

23. Sales and Marketing Resources Supporting Your Sales Engagement Cycle
Product and Solution
Data sheet
At-a-Glance: How to sell
Customer Leave-behind
Go-to-market Guide
Feature Reference Guide
Flash Demonstrations
Administration Video
Product Presentation
Competitive Positioning Battle Cards
(Partner Resources)
Localized versions available for some marketing materials
A host of marketing materials are available to help you in selling Business Edition 3000, including Data Sheets, customer leave-behinds, product at a glance overviews, Go To Market guides, presentations, flash demos, competitive positioning battle cards, and much more.
Access the materials from the Business Edition product page on cisco-dot-com and thru Cisco Partner Central, and the Small Business site on Cisco Partner Central.

24. Demonstration (NFR) Solution Kit Create Your Own Demonstration Environment
Portable demonstration solution for Cisco partners
Available configuration guide and script to assist partners in delivering effective demonstrations
Demonstration solution includes:
Cisco Business Edition 3000
Cisco IP phones
Cisco 300 Series Managed Switch
Cisco productivity applications
Partners use Cisco Not-for-Resale (NFR) program for discounts
Experienced sales people know that when given the opportunity to demonstrate Cisco’s Collaboration Solutions to customers, their sales win percentages increase dramatically
The Cisco Business Edition 3000 Demonstration Solution is an effective, portable demonstration solution designed to highlight the business benefits of the solution
It can be easily transported to customer sites for live demonstrations
The solution includes the Cisco Business Edition 3000, 300 Series PoE switch and key Cisco IP phones from the solution portfolio
If internet connectivity is available at the customers site, the full power of the associated cloud applications can be added to the demonstration
Partners can purchase all of the required components of the demo solution at a very attractive discount leveraging Cisco’s Not-for-Resale (NFR) program

25. Cisco Quick Pricing Tool Price a System Quickly and Easily
For account managers
Perform quote at customer site
Connect with distributors
Saves time!
Streamlines recommendations to the top two platforms that fit customer’s requirements
Includes Business Edition 3000
The Cisco Quick Pricing Tool (QPT) is designed to help Cisco partners quickly generate a bill of materials and estimate pricing for Cisco solutions addressing the needs of small to midsized customers.
Using a clear graphical interface and user profiles, account managers can easily select products and options without the need for technical assistance.
The Cisco Business Edition 3000 is included in the tool in addition to solutions such as the Cisco Unified Communications 300 Series, Cisco Unified Communications 500 Series & Cisco Business Edition 5000

26. Summary Specifically designed for medium-sized businesses
Low-cost, essential unified communications
Easy to deploy, with a simple, intuitive management interface
Single server, single box, single SKU
Designed with simplicity in mind
In summary, Cisco Business Edition 3000 is a unified communications solution specifically designed for medium-sized businesses with up to 300 users and 10 sites.
It offers low-cost, essential unified communications including voic , auto attendant, conferencing, and mobility features.
It is easy-to-deploy with a simple intuitive management interface.
Business Edition 3000 is a single server, single box, single SKU solution.
And it has been designed with partner profitability in mind.
To learn more visit or check out the Ordering Guide for detailed ordering information.
Learn more Product/solution:
Ordering guide:

27. Thank you for taking the time to review the Business Edition 3000 Sales Training Module and Good Selling!