Presentation on theme: "Cisco Business Edition 3000"— Presentation transcript:
1Cisco Business Edition 3000 Murali Mohan LWelcome to the Product Presentation for Cisco Business Edition 3000.
2Cisco 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a simple, intuitive management interface that requires limited IT resources to support.Enables a smooth migration from outdated phone systems (PBX and KTS) to IP, with an expandable platform to support future business growth.Provides Session Initiation Protocol (SIP) trunk capabilities,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that balances simplicity with sophistication, and was created for medium-sized businesses that have been living with outdated TDM systems due to a perception that IP-based systems are beyond their budget and IT skill level.We think there is a great opportunity to reach medium-sized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 systemFrom 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 suppliersBusiness Edition 3000 is based on proven Cisco Unified Communications Manager and Unity Connection technology, which reduces risk and provides customers peace of mind.
3Cisco Business Edition 3000 Solution Overview IP TelephonyCall featuresMobilitySNRExtension MobilityMessagingVoice Mail & Auto AttendantApplicationAttendant Console, Cisco JabberVideoAs easy as audio callProven UC technology supporting 300 users, 400 devices, 10 sitesApplianceBuilt-in GatewayEnd PointsVideo, WiFi, low CostManagementInterfaceSimple & IntuitiveTrunkingSIP, PRI, AnalogLocalizationUser and admin interfacesThe 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 mobilityCisco 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 callMultiple trunking options to meet business needs and save costsWill explain each components in details in following slides3
5Simple, Intuitive Management First-time setup wizard provides easy and quick setup of the system – now measured in minutes vs. hoursOption to upload a preconfigured spreadsheet of customer data and provision the system within 20 minutesSimple moves, adds, and changesLocalized 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.
6Voice Messaging and Automated Attendant Integrated voice messaging and Automated Attendant functionsIntelligent call routing using call transfer rulesEasily customizable call screen and message notification optionsOn-server message storeVoice mail powered by Cisco Unity® ConnectionVoice mail capacity: 51 minutes per user, auto purged after 15 daysMaximum Auto Attendant ports: 12Dial by name on Auto AttendantIn 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
7Voice 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 conferencingMaximum number of participants in ad- hoc conference: 4Maximum number of participants in meet- me conference: 8Maximum transcoding resource: 10Eliminates the need for customers to pay for dedicated monthly voice conferencing servicesVoice 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
8Integrated 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 phoneAllows voice call continuity inside and outside the office for up to four external clientsAllows 1 single number reach number per userDesktop pickup and mobile phone pickupDevice mobility between desktop and mobile phoneSupport for Cisco IP CommunicatorExtension MobilityAttractive 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.
9Service 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 solutionAnalog 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 phonesSIP 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 connectionsAttractive 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
10Phone Portfolio Supported Cisco Unified IP Phone 8900 SeriesCisco Unified IP Phone 7900 SeriesCisco Unified IP Phone 6900 SeriesVideo calls as easy as phone calls8941: Built-in video camera8945: Built-in video camera8961: Key expansion moduleCisco Unified SIP Phone 39057937G: Conference IP Phone7925G: Wireless IP Phone7942G: 2 Line grayscale display7945G: 2 Line graphical color display7962G: 6 Line grayscale display7965G: 6 Line graphical color display7975G: 8 Line touchscreen color display6901: Single line6911: Single line, paper insert6921: 2 lines, graphical display6941: 4 lines, graphical display6961: 12 lines, graphical displaySingle lineTDM replacementPower over EthernetUnder $100 USPart 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 UsersEntry-Level PhoneBreak Room, Office EmployeeConference Room, On-Campus MobilityManager, Executive, Operator
11Cisco Unified SIP Phone 3905 ValueLow-cost SIP phone designed specifically to facilitate time-division multiplexing (TDM) transitions and migrationsTargeted average selling price (ASP) under $100 (including software)Extended FeaturesLCD for local ID, caller ID, call history, time, and basic settingsFull-duplex speakerphoneIntegrated 10/100 switch portGreenLow power consumption, Power over Ethernet (PoE) Class 1The 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.
12Operator or Manager Call Handling Cisco Unified IP Phone 8961 with Key Expansion Module Large, backlit, high-resolution, fully adjustable, antiglare 5-inch VGA color displayOne standard USB port supports USB wired and wireless headsetsHigh-definition voice (HD voice) support for headset, handset, and speakerIEEE 10/100/1000 switch ports, providing a high-speed connection and enabling co-location of a multimedia PC for reduced infrastructure costsTri-color illuminated LED line/feature/session keys support at-a-glance status for primary and shared linesOne Cisco Unified IP Color Key Expansion Module adds scalability with up to 36 additional programmable line and feature keysThe 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.
13Cisco IP CommunicatorPC-based soft phone application that lets you use your personal computer to make premium voice and video callsEasy to dial and answer callsClick-to-call directly from desktop applicationsSingle phone number, single voice mailboxBusiness 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.
14Cisco Jabber Be more productive from anywhere with Cisco Jabber Provides presence, IM, voice, video, voice messaging, desktop sharing, and conferencingEnables employees to:Use presence to access experts as soon as they are availableShare documents and collaborate using audio and web conferencingReduce the costs of business travel and phone charges by using a single tool for all modes of communicationCommunicate using any device, at any time:Jabber – MacJabber – Windows (new)Jabber – AndroidJabber – BlackberryJabber – iPhoneJabber – NokiaBusiness Edition 3000 supports Cisco Jabber providing an integrated application for: Mac; Windows; Android; iPhone; Blackberry; and Nokia
15OpportunityFirst, we’ll cover the market opportunity.
16Identifying Customer Opportunities Look for customers experiencing the following trigger events:Current phone system maintenance contract expiringCurrent phone system reaching end of supportAging phone system (7+ years) constantly down for repairsAging phone system spare parts not readily availableOpening new remote office(s)Moving to a new HQ officeRecent merger or acquisitionBusiness growth trajectory will soon max out an existing system that is not easily expandableTo 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 expiringTheir current phone system is going end of supportThey are using an aging phone system that is 7+ years old, perhaps constantly down for repairsThey are using an aging phone system whose spare parts are not readily availableThey are opening new remote officeThey are moving to a new HQ officeThey are part of a recent merger or acquisitionOr, their business growth trajectory will soon max out an existing system that is not easily expandable
17Business Edition 3000 Partner Value Proposition Enhanced profitabilityFaster, more profitable installs with simple, consistent deploymentReduced training and technical expertise requirements free up highly skilled resourcesCisco® Value Incentive Program (VIP) Express offers higher payout rate for increased marginsPrice-competitive solution that can help you improve your deal win rate75% of medium-sized businesses have not yet upgraded to IP PBXBusiness Edition 3000 provides you with a competitive offering for this marketEasy to price a complete Business Edition 3000 solution through the Quick Pricing ToolSo, 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.
18Deployment ScenariosNext, we’ll discuss deployment scenarios for Cisco Unified Communications Manager Business Edition
19Business Edition 3000 Easy Administration Deployment ExampleMain SiteRemote SitesBroadbandInternet8900 SeriesPC Attendant ClientSPA88006900 SeriesAnalogBackup6900, 8900FXOBusiness Edition 3000PSTNVG224Cisco® Unified Border Element...SIP TrunkSIP TrunkThis 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 ElementSPA8800SBCT1/E1SIP6900, 8900FXOSBCFXSSIPPSTNBusiness Edition 3000 Easy AdministrationPSTN
20Pricing and PackagingNext, we’ll cover the pricing and packaging for Business Edition 3000.
21Pricing and Licensing Competitive pricing Configurations with competitive price points for TDM replacement marketIncremental pricing for voic (no separate charge for automated attendant)Phone plus Cisco User Connect License (UCL) bundles for ease of orderingBuy hardware, phone bundles, and optional services, and you are done!Investment protection with licenses that migrate with your cusotomersSimplified discount structure to streamline sales processIncluded in Cisco Fast Track 2 programAvailable through Cisco Authorized DistributorsProcurement through distributor partners to reduce overall lead timeChannel incentive program: VIP-ExpressPrice 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.
22Partner Sales ToolsNext, we’ll cover partner sales tools that are available for Business Edition 3000.
23Sales and Marketing Resources Supporting Your Sales Engagement Cycle Product and SolutionData sheetAt-a-Glance: How to sellCustomer Leave-behindGo-to-market GuideFeature Reference GuideFlash DemonstrationsAdministration VideoProduct PresentationCompetitive Positioning Battle Cards(Partner Resources)Localized versions available for some marketing materialsA 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.
24Demonstration (NFR) Solution Kit Create Your Own Demonstration Environment Portable demonstration solution for Cisco partnersAvailable configuration guide and script to assist partners in delivering effective demonstrationsDemonstration solution includes:Cisco Business Edition 3000Cisco IP phonesCisco 300 Series Managed SwitchCisco productivity applicationsPartners use Cisco Not-for-Resale (NFR) program for discountsExperienced sales people know that when given the opportunity to demonstrate Cisco’s Collaboration Solutions to customers, their sales win percentages increase dramaticallyThe Cisco Business Edition 3000 Demonstration Solution is an effective, portable demonstration solution designed to highlight the business benefits of the solutionIt can be easily transported to customer sites for live demonstrationsThe solution includes the Cisco Business Edition 3000, 300 Series PoE switch and key Cisco IP phones from the solution portfolioIf internet connectivity is available at the customers site, the full power of the associated cloud applications can be added to the demonstrationPartners can purchase all of the required components of the demo solution at a very attractive discount leveraging Cisco’s Not-for-Resale (NFR) program
25Cisco Quick Pricing Tool Price a System Quickly and Easily For account managersPerform quote at customer siteConnect with distributorsSaves time!Streamlines recommendations to the top two platforms that fit customer’s requirementsIncludes Business Edition 3000The 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
26Summary Specifically designed for medium-sized businesses Low-cost, essential unified communicationsEasy to deploy, with a simple, intuitive management interfaceSingle server, single box, single SKUDesigned with simplicity in mindIn 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:
27Thank you for taking the time to review the Business Edition 3000 Sales Training Module and Good Selling!