Presentation on theme: "Cisco ESW 500 Series Switches Cisco Small Business Pro"— Presentation transcript:
1Cisco ESW 500 Series Switches Cisco Small Business Pro
2Introducing Cisco® ESW 500 The 1st Small Business Pro Product! Managed Layer 2 switch – purpose-built for Small BusinessFundamental building block of SBCS and Cisco Small Business Pro SeriesSimplified configuration, deployment, and managementSupported by Small Business Support CenterEnhanced 5-year warranty with next-business-day replacement serviceWhy do I care about mini-GBIC slots and fiber?25
3Cisco Small Business Pro Series ESW 500 Simple, straightforward portfolio – choose from 7 modelsPart NumberPort ConfigurationList PriceGigabit ExpansionESW K924-port 10/100$6594 expansion ports: 2 copper and 2 combo SFP slotsESW P-K924-port 10/100 PoE$1,399ESW K948-port 10/100$1,1294 expansion ports: 2 copper and 2 SFP slotsESW P-K948-port 10/100 PoE$2,799ESW K924-port 10/100/1000$1,8494 expansion ports: 4 combination SFP slotsESW P-K924-port 10/100/1000 PoE$2,699ESW K948-port 10/100/1000$3,299Why do I care about mini-GBIC slots and fiber?35
4Cisco Small Business Switching Portfolio Advanced LAN Switching with Intelligent ServicesCisco IOS SW, CLI integration + CNALimited Lifetime Warranty + Smartnet optionsCisco CatalystCisco® Catalyst® 2960 SeriesSmall Business ProCisco ESW 500 SeriesNEWComplete, competitive LAN switching for small businessSimplified configuration and solutions integration24- to 48-port Fast Ethernet and Gigabit Ethernet configurations5-year Enhanced Warranty with NBD replacementSmall Business Support CenterPrice-PerformancePrice-PerformanceBroad switch portfolioSingle-device, web-based management (smart and managed)Do-it-yourself small businesses (unmanaged only)Transactional supportSmall Business SeriesUnmanaged, Smart, and ManagedFunction, Flexibility, ScalabilityFunction, Flexibility, ScalabilityFunction, Flexibility, Scalability
5Cisco Small Business Pro Cisco Small Business Pro products work together to deliver powerful, integrated solutions that are easy for you to deploy and manage.Individually, every product solves a small business need and delivers peace of mind.Together, they form a solid foundation that you can build on as your customers’ communications needs change.
6A Foundation of Cisco Small Business Pro Network Solutions and SBCS VOICE (SBCS)Supports data, voice, video, wireless, solutionsSeamless integration with SBCS and other Cisco Small Business Pro solutions as they developPredictable experience with simplified configuration tools and smart defaultsAuto-discovery, common terminology and look and feelPSTNUC520ESW500SECURITY DATAUnder DevelopmentInternetSecurity ApplianceInternet AccessIntegrated Access for Data and Voice ServicesSecure Broadband Internet access with WiFiBusiness Continuity Services with Backup( FE/GE or 3G)Webex IntegrationIP Centrex – Connect and CallESW500WIRELESSUnder DevelopmentSecurity ApplianceESW500
7ESW 500 Small Business Pro Switches: Key Component for SBCS 8- to 64-voice usersdesktop and rackmount modelsOptional integrated WLAN AP on desktop modelsUnified 500 SeriesUnified CommunicationsWAN Security / TeleworkerVPN, wired and wireless access, Remote IP phone extensionCisco SR520IP PhonesAll Cisco Unified IP Phones are supported, including new Cisco® 500 Series with WLAN and Bluetooth7900 & 500 SeriesNEWSwitchingPoE & non-PoE models with CDP and SmartportsReplaces CE 520 over timeESW 500 SeriesWirelessAutonomous APs or Unified Wireless Solution with Mobility ExpressAP500WLC 500Cisco Configuration AssistantBusiness and Productivity Applications
8Simple and Flexible Management Options Embedded Switch Configuration UtilityBrowser-basedBest for configuring standalone switchesCisco Configuration Assistant (CCA)No-charge PC applicationSimplifies ESW 500 configuration when deployed as part of SBCS and Small Business Pro networksSwitch Configuration UtilityCCA
9Small Business Pro Switch Warranty Cisco® ESW 500 SeriesLength5 yearsHardwareReplacementNBD advance replacement where available; otherwise 10-business-day advance replacementComplimentary Phone Support90 daysSoftware5 years for bug fixesClick to Chat (C2C)1 YearServicesNone at time of launchPremium Service is under considerationHere, we’ve differentiated the Small Business Pro warranty (for all other technologies besides switching), and compare it to the enriched Small Business Pro warranty for switches.Things to remember:Hardware Next Business Day on Small Business Pro Switches and 90 days complimentary support of phone supportSmall Business Pro Switch Warranty is competitive (not equal) to HP ProcurveFor those who want service over an above NBD Hardware Replacement, we will be introducing a 4hr Replacement Premium Service (TBA)99
10Competing Against HP ProCurve in Small Business with the ESW 500 Series Solution tested for small- business applicationsStreamlined configuration with GUI config tools, Smartports, and Smart DefaultsSmall Business Support Center and Support Community5-year warranty w/ NBD advance product replacement, software fixesSell ESW 500Vs. HP ProCurveESW(J9085A)ESW P/12PWR (J9086A)PWR (J9087A)ESW(J9088A)ESW PPWR (J9089A)ESWG (J9021A)ESW PESWG (9022A)HP Product Gap!
11Handling Objections Too expensive for small business Small Business Pro switches are very competitively priced to ProCurve 2610 and 2810 switches.Too hard to sell – warranty not competitiveSmall Business Pro enhanced warranty includes 5-year coverage + NBD product replacement.Too complicated to orderStraightforward portfolio with seven switches to choose from addresses primary density and PoE requirements.Too difficult to configureTwo GUI-based options for standalone setup and system configuration.
12Resources and URLsCisco ESW 500 Series SwitchesCisco Configuration AssistantPartner Central Small Business SwitchingCisco Smart Business Communications System
15Cisco In Small Business Service ProviderCommercial / Mid-MarketSmall BusinessSmall Business(<100 employees)EnterpriseIT is strategicIT is not strategicWe recognize that there’s a real opportunity of roughly $10 billion in the “S” of SMB. The “S” space is largely an underserved market. Cisco today has approx 13-27% market share with Small Businesses under 100 employees. Our goal here is market expansion and profitable, incremental business.Cisco Small Business is targeting companies with fewer than 100 employees and limited IT knowledge or awareness.We’re trying to increase the use and penetration of our technologies in the small business market by helping small companies that are not IT focused to understand the business benefits, while helping partners and Service Providers to build more repeatable / profitable businesses with their small business customers.Today: ~13-27% Market Share in SmallCiscoCisco SmallBusinessDesigned for Extensible Networks Regardless of SizeDesigned for Small Businesses1515
16Differences Between Cisco and Cisco Small Business Designed for Extensible Networks Regardless of SizeDesigned for Small BusinessesScalability & High AvailabilitySized for SmallSmall BusinessRight Functionality at an Affordable PriceIntelligent Integrated ServicesFlexible Configuration and ManagementEasy to Install & ManageWith the introduction of Cisco Small Business—and soon Small Business Pro Series—knowing how to position Cisco switching solutions is imperative.The Cisco Small Business Series is specifically designed for small businesses and offers economical price points. While these price points can be attractive to small businesses looking to manage their costs, these switches are not designed with the same flexibility, scalability and lifecycle management of the Cisco Series switching portfolio. They are not a fit for customers traditionally using Cisco Series such as Catalyst or Nexus switching products. To support the needs of the small business segment, a specialized small business sales team has been created in each theatre. In order to contain costs in this price-sensitive segment, these are the only teams that are goaled and paid on the Cisco Small Business products. Keep in mind that the Cisco Catalyst Series switches are robust, highly resilient solutions designed to deliver the performance, flexibility, and scalability needed for the most demanding business needs. They facilitate the deployment of secure converged applications while maximizing investment protection. Why Count on Cisco Switches Versus Cisco Small Business Switches:Scalability and high availability - Cisco switches are designed to scale on all fronts, including number of ports, PoE ports, and uplinks. They provide non-stop communications and minimize scheduled and unscheduled downtime through integrated availability capabilities such as In-Service Software Upgrade, Non-Stop Forwarding with Stateful Switchover and StackWise technology. Cisco switches are also designed to handle a full range of configurations and the consistent look and feel that larger organizations need. In contrast, because Cisco Small Business products are designed for the needs of smaller customers, they offer few configuration options and do not scale seamlessly when moving up in size and functionality. Intelligent Integrated Services - Cisco switches are based on years of development of the rich IOS software and offer the highest levels of application intelligence, unified network services and integrated security features. These capabilities deliver converged end-to-end services from the wiring closet, to campus distribution, and to core. With flexible services integration, Cisco switches provide unprecedented investment protection while optimizing user experience and productivity. Embedded into the Cisco switching portfolio, the recently released innovative Cisco EnergyWise technology helps customers proactively control rising operating costs while minimizing their carbon footprint. Although Cisco Small Business offers robust switching capabilities, its products are not based on the IOS software and do not offer such extensive functionality. Network-level Configuration and Management - Cisco switches use CiscoWorks LMS or command line interface (CLI) for management and configuration across the entire portfolio. This consistency ensures that all Cisco switches can be managed using common management tools regardless of their size, and offers network-level management and configuration. In contrast, the Cisco Small Business switching portfolio does not use CLI and can only be configured using a web based GUI or the Cisco Configuration Assistant (CCA). While being friendly to use, these interfaces are not designed to scale to the multiple sites and needs of a commercial or enterprise customer. It is not recommended to have a mixed environment of Cisco Small Business and Cisco Series switches, as it would be difficult to manage the entire network holistically due to separate management tools.Comprehensive Support- Cisco TAC is staffed with leading experts with years of experience in all technologies to address any network issue the customer may have. The Cisco TAC is world-recognized for its excellence. Cisco Customer Advocacy provides a broad set of services for the Cisco Series switches, including SMARTnet - a unique offering for enterprise and commercial class products. The newly created Cisco Small Business Support Center is based on a separate group of professionals, specifically hired and trained in the needs of small businesses. They are limited in scope, do not have knowledge of products beyond the Small Business range, and do not support SMARTnet or the software upgrades that our Cisco Series switches offer. Customers who chose to mix Cisco products with Cisco Small Business products in their network would have to work with two different support teams as the small business team is not equipped to diagnose and troubleshoot cross-network issues. Also, Cisco Small Business Series switches do not offer an extended service contract beyond the warranty.For More InformationCisco Small Business products: Cisco Series Switches: Remember, the Cisco Series switches are designed to meet the needs of sophisticated networks regardless of the size of the company. The Cisco Small Business portfolio is specifically designed for small businesses. We encourage you to learn more about the differences between the portfolios to help our customers select the solution that best fits their needs.Small Business Targeted SupportComprehensive SupportCiscoCisco Small Business
17Small Business Product Mix Comprehensive PortfolioSystem ArchitectureIT-Professional ExperiencePartner-Centric ExperienceTransactionalVoiceVideoSwitchingSecurityWirelessRoutingBroad RTM ExperienceWirelessSecurityVideoStorageSwitchingRoutingCisco Small Business Pro SeriesEnables VAR/SP to build business with small customersProducts designed and tested to work together with centralized configuration and managementSmall subset of productsPartner-based service contractsLifecycle management – basic software enhancements and EOS notificationServices and FunctionalityCisco Partner ProgramsScalabilityHigh availabilityBroad range of servicesComprehensive securityService integrationSystemwide managementComprehensive supportProducts that clearly are designed / tested to work together.Small subset of products compared to other categoriesContractors Versions.. Designed for the VAR/SP, not the end user..Managed through common toolsService contracts designed with partner in mindLifecycle Management – basic software enhancements and EOS notificationSeamless, Targeted Solutions…for PartnersPredictable, Reliable ExperienceProfitable, Sustainable Business ModelsCisco Small Business value prop: Sized for small, available now, affordable, it just worksCisco SB Pro value prop: seamless solutions for partners, consistent experience, profitable, sustainable businessFor products and solutions we’ve aligned our categories with the needs and expectations of the sub-segments of the marketFor the Basic sub-segment, we now have the Cisco Small Business Series (Good) - transactionalFor the Open to Guidance sub-segment, we now have the Cisco Small Business Pro Series (Better) – system solutionsAnd for the Elite sub-segment, which behave very much like an enterprise customer, we have the traditional Cisco line of products (Best)In the area of service and support:We have created the new Cisco Small Business Support Center. A call center dedicated to small business customersAdditionally, we have created and will continue to expand, a set of packaged offerings for our partners that enable them to provide support and managed services to customers as a way of generating recurring revenue with their customersSmall businesses want big business capabilitiesInternet and outsourcing have leveled the playing fieldAccess to data required anytime, anywhereStaff must be easily contactable at all timesWant to be able to deploy and grow quickly and easilyNo IT staffDeployment and infrastructure integration top issuesWant it all at a small business priceWill invest if there is value: increased productivity, scalability, etcWe have organized a rich spectrum of offers that spans the needs from point products to solutions.The point products target the transactional buyer who is looking for a tactical network solution to solve a problem. These products are designed to be easy to install and manage with an out of the box experience. They are quick turn products and as result do not carry the life cycle management characteristics. They have basic phone support and do not have extended support programs available for them. Mostly these are the Linksys Small Business Products.The solution products target the small business customer looking for a complete data or voice and data solution with the ability to run all the individual components managed as a single system. These are the products that small business focused partners will primarily use to build repeatable profitable businesses. These products are system tested, have upgrades and life cycle management and they have extended service offers. An example is the Smart Business Communications Solution which includes voice, data, wireless and security all coordinated into one solution.Just as our portfolio builds out, increasing in richness, so does the services models that support the products.Extended commentary:Cisco Services will offer two categories of services to provide competitive services support in small business.The first category of small business services will provide strong warranty support for our Cisco Small Business Series products in a consumer-friendly “retail style” that is very easy to understand by end customers in this segment. In this category, we will also greatly simplify the way a customer gets rapid product replacement or out-of-warranty support, which can be activated with a convenient credit card transaction.The second category of small business services are partner delivered and support the Cisco Pro-Series Products. The partners that deliver these services earn $5 million or less in annual revenue and rely more heavily on services, which comprise a greater percentage of their revenue stream. Because services are critical to these partners’ profitability, we’ve developed purpose-built services for these partners. An example of a service that partners can offer in this category includes a network-level support service that provides the capability to proactively manage of the partner-built network solution. This service offering provides significant opportunity for partners in the process of developing a small, managed-service business model.Cisco Small Business SeriesCisco Small Business Support CenterSized for SmallEasy to Install and ManageRight Functionality at an Affordable PriceSmall Business Targeted SupportCisco SupportMargin
18A Manageable Subset of Products Cisco Small Business Pro will consist of a manageable subset of foundational components – switching, wireless, routing – that will enable partners build out higher-margin solutionsA few cameras and devicesThe richness comes from the products working together in a complete solutionVoiceSwitchesA small set of routersSecurity appliancesA few wireless devices18
19End Customer Cares About Product Guidance for Small BusinessEnd Customer Cares AboutLead WithUC, Security, Mobility, Video, and Collaboration solutions that adapt to changing business needsBreadth of Catalyst switching portfolio for different PINs and common IOS for E2E solutionExtensibility – flexibility to growHigh availability, security, services, and scalabilityWorld-class Cisco TAC for end-to-end Cisco supportCisco® Catalyst® SeriesBuilding blocks of networking and communications solutions designed for Small Business partnersPartner-centric value proposition to profitably serve Small Businesses with a small architected networkPartner or GUI-managed solutions with Small Business support TACCisco Small Business Pro Series SwitchesAvailability and priceSwitches for small customers that are have a board RTM experience (both do it yourself and partner led)Cisco Small Business Series Switches19
20Cisco® ESW 500 Series Is a Fundamental Building Block of Cisco Small Business Pro Business ProblemNeed to add/support high-bandwidth applicationsVoice, videoUnreliable network with downtimeSluggish network that is slow to respondDecreased employee productivitySolutionWire-speed performance on Fast Ethernet or Gigabit EthernetLayer 2 switchingQuality of ServiceAdvanced Security ServicesBuilding block for additional technologiesBenefitsSingle network, multi-application platform lowers cost of ownershipImproved employee productivityMaximized investment protectionFlexibilitySupports business growth
21Designed to Work with Cisco Small Business Pro Products, Including SBCS Business ProblemToo much time, cost, and complexity to install and supportDifficult to integrate disparate products that don’t reliably work well togetherChallenging to support multi-vendor solutionsSolutionPlug-and-play system set up for SBCS and Small Business Pro products with Cisco Configuration Assistant (CCA)Cisco Smartports Roles and WizardDefault configurations such as VLANsEmbedded Device Utility for standalone configurationBenefitsFaster and easier configurationFaster deployment for services and applicationsPlatform for building managed service practiceCentral management of Cisco Small Business Pro products and SBCS
22A Broad Competitive Portfolio for Small Business Cisco SwitchSell AgainstCisco AdvantageCatalyst 2960 Fixed SwitchesLAN Based -LAN LiteHP 2600, 2610, 2800, 42003Com 4200, 4500, 3870Nortel 425, 470, 2500, 4500H3C 3100, 5100Alcatel 62xxD-Link 3000, 3100Express set upEEM auto downloadCisco IOS SW, CLICNAEnhanced SecurityCisco Smart Foundation, TACLimited Lifetime WarrantySmall Business Pro ESW 500 SeriesHP 2510, 2600, 2610, 28103Com 4200, 4210, 4200GNortel BES 120, 1020Simplified configuration via device manager or CCASolutions integration5-year Enhanced Warranty w/ NBD product replacementSmall Business Support Ctr.Small Business Series ManagedHP 2510Netgear FSM 726, 7328S, 7352S GSM7224, GSM7224R, GSM7248, GSM 7328S, Adv SmartPortfolio breadth – unmanaged, smart, managedExtensive testing for better qualityCompetitive price/performanceSmall Business Series SmartHP Smart 1700, 1800Netgear Smart, Dlink Smart, 3Com Smart
23ESW 500 Competitive Comparison Cisco Small Business Pro ESW 500 SeriesHP ProCurve 2610 HP ProCurve 28103Com Com 4500Value PropositionDesigned, integrated, and tested for simplified deployment of voice, video, data, and wireless solutions in small business“A cost-effective solution for customers who are building converged enterprise-edge networks”“Enterprise-class entry-level LAN switches for network administrators seeking an economical edge switch”Ease of Configuration and ManagementChoice of embedded GUI device mgr. or CCACDP, Smartports, and smart defaults for streamlined system setupEnterprise Mgmt. Tools: Device, ProCurve Mgr., CLI, SNMP, ProCurve Mgr. PlusEnterprise Mgmt. Tools: Device, SNMP, CLI, 3NS, 3ND, EMSService & SupportCisco Small Business Support CenterCisco Small Business Support CommunityProCurve warranty phone and online “self-help” supportHP Carepacks service programs3Com warranty online knowledge base supportWarranty5-year w/ NBD AR 90-day phone support Click-to-chat Software fixesLtd. Life w/ NBD AR Phone support Software updatesLtd. Life w/ NBD AR 90-day phone support Software updatesPricing Ranges$$$
24Selling the Value of Small Business Pro to Partners Easier to sellDesigned with small business in mind5-year Enhanced Warranty w/ Next Business Day product replacement and SW fixesFaster configuration and installationCCA, Smartports, Cisco Discovery Protocol, and consistent default configurationsYou know it works with other Cisco Small Business Pro productsDesigned to work with and integration tested with Pro productsInvestment protection for your customersSoftware improvements and continued Small Business Pro solution integrationSecure, high performance platform to support any small business application
25Mini-GBIC/SFP Modules Small Business Switch AccessoriesRPS 1000Mini-GBIC/SFP ModulesMGBLH1Gigabit Ethernet LH Mini-GBIC SFP TransceiverFor distances up to 500 meters or 40 kilometersMGBSX1Gigabit Ethernet SX Mini-GBIC SFP TransceiverFor distances up to 220 meters or 550 metersMGBT1Gigabit Ethernet 1000 Base-T Mini-GBIC SFP TransceiverFor distances up to 100 meters or (328 feet)RPS1000 Redundant Power Supply UnitSix redundant power supply ports outputting up to 380W totalNo loss of data or reboot when connected devices lose powerMFEFX1100 Base-FX Mini-GBIC SFP Transceiver1310nm wavelength for multi-mode fiberSupports 100Mbps speed up to 2kmMFELX1100 Base-LX Mini-GBIC SFP Transceiver1310nm wavelength for multi-mode fiberSupports 100Mbps speed up to 10km