1. Cisco ESW 500 Series Switches Cisco Small Business Pro

2. Introducing Cisco® ESW 500 The 1st Small Business Pro Product!
Managed Layer 2 switch – purpose-built for Small Business
Fundamental building block of SBCS and Cisco Small Business Pro Series
Simplified configuration, deployment, and management
Supported by Small Business Support Center
Enhanced 5-year warranty with next-business-day replacement service
Why do I care about mini-GBIC slots and fiber? 2 5

3. Cisco Small Business Pro Series ESW 500
Simple, straightforward portfolio – choose from 7 models
Part Number
Port Configuration
List Price
Gigabit Expansion
ESW K9
24-port 10/100
$659
4 expansion ports: 2 copper and 2 combo SFP slots
ESW P-K9
24-port 10/100 PoE
$1,399
ESW K9
48-port 10/100
$1,129
4 expansion ports: 2 copper and 2 SFP slots
ESW P-K9
48-port 10/100 PoE
$2,799
ESW K9
24-port 10/100/1000
$1,849
4 expansion ports: 4 combination SFP slots
ESW P-K9
24-port 10/100/1000 PoE
$2,699
ESW K9
48-port 10/100/1000
$3,299
Why do I care about mini-GBIC slots and fiber? 3 5

4. Cisco Small Business Switching Portfolio
Advanced LAN Switching with Intelligent Services
Cisco IOS SW, CLI integration + CNA
Limited Lifetime Warranty + Smartnet options
Cisco Catalyst
Cisco® Catalyst® 2960 Series
Small Business Pro
Cisco ESW 500 Series
NEW
Complete, competitive LAN switching for small business
Simplified configuration and solutions integration
24- to 48-port Fast Ethernet and Gigabit Ethernet configurations
5-year Enhanced Warranty with NBD replacement
Small Business Support Center
Price-Performance
Price-Performance
Broad switch portfolio
Single-device, web-based management (smart and managed)
Do-it-yourself small businesses (unmanaged only)
Transactional support
Small Business Series
Unmanaged, Smart, and Managed
Function, Flexibility, Scalability
Function, Flexibility, Scalability
Function, Flexibility, Scalability

5. Cisco 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.

6. A Foundation of Cisco Small Business Pro Network Solutions and SBCS
VOICE (SBCS)
Supports data, voice, video, wireless, solutions
Seamless integration with SBCS and other Cisco Small Business Pro solutions as they develop
Predictable experience with simplified configuration tools and smart defaults
Auto-discovery, common terminology and look and feel
PSTN
UC520
ESW500
SECURITY DATA
Under Development
Internet
Security Appliance
Internet Access
Integrated Access for Data and Voice Services
Secure Broadband Internet access with WiFi
Business Continuity Services with Backup( FE/GE or 3G)
Webex Integration
IP Centrex – Connect and Call
ESW500
WIRELESS
Under Development
Security Appliance
ESW500

7. ESW 500 Small Business Pro Switches: Key Component for SBCS
8- to 64-voice users
desktop and rackmount models
Optional integrated WLAN AP on desktop models
Unified 500 Series
Unified Communications
WAN Security / Teleworker
VPN, wired and wireless access, Remote IP phone extension
Cisco SR520
IP Phones
All Cisco Unified IP Phones are supported, including new Cisco® 500 Series with WLAN and Bluetooth
7900 & 500 Series
NEW
Switching
PoE & non-PoE models with CDP and Smartports
Replaces CE 520 over time
ESW 500 Series
Wireless
Autonomous APs or Unified Wireless Solution with Mobility Express
AP500
WLC 500
Cisco Configuration Assistant
Business and Productivity Applications

8. Simple and Flexible Management Options
Embedded Switch Configuration Utility
Browser-based
Best for configuring standalone switches
Cisco Configuration Assistant (CCA)
No-charge PC application
Simplifies ESW 500 configuration when deployed as part of SBCS and Small Business Pro networks
Switch Configuration Utility
CCA

9. Small Business Pro Switch Warranty
Cisco® ESW 500 Series
Length
5 years
Hardware
Replacement
NBD advance replacement where available; otherwise 10-business-day advance replacement
Complimentary Phone Support
90 days
Software
5 years for bug fixes
Click to Chat (C2C)
1 Year
Services
None at time of launch
Premium Service is under consideration
Here, 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 support
Small Business Pro Switch Warranty is competitive (not equal) to HP Procurve
For those who want service over an above NBD Hardware Replacement, we will be introducing a 4hr Replacement Premium Service (TBA) 9 9

10. Competing Against HP ProCurve in Small Business with the ESW 500 Series
Solution tested for small- business applications
Streamlined configuration with GUI config tools, Smartports, and Smart Defaults
Small Business Support Center and Support Community
5-year warranty w/ NBD advance product replacement, software fixes
Sell ESW 500
Vs. HP ProCurve
ESW
(J9085A)
ESW P
/12PWR (J9086A)
PWR (J9087A)
ESW
(J9088A)
ESW P
PWR (J9089A)
ESW
G (J9021A)
ESW P
ESW
G (9022A)
HP Product Gap!

11. Handling 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 competitive
Small Business Pro enhanced warranty includes 5-year coverage + NBD product replacement.
Too complicated to order
Straightforward portfolio with seven switches to choose from addresses primary density and PoE requirements.
Too difficult to configure
Two GUI-based options for standalone setup and system configuration.

12. Resources and URLs
Cisco ESW 500 Series Switches
Cisco Configuration Assistant
Partner Central Small Business Switching
Cisco Smart Business Communications System

14. Backup Positioning ESW 500 Product Details Competitive Overview
Summary 14 14 14 14

15. Cisco In Small Business
Service Provider
Commercial / Mid-Market
Small Business
Small Business
(<100 employees)
Enterprise
IT is strategic
IT is not strategic
We 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 Small
Cisco
Cisco Small
Business
Designed for Extensible Networks Regardless of Size
Designed for Small Businesses 15 15

16. Differences Between Cisco and Cisco Small Business
Designed for Extensible Networks Regardless of Size
Designed for Small Businesses
Scalability & High Availability
Sized for Small
Small Business
Right Functionality at an Affordable Price
Intelligent Integrated Services
Flexible Configuration and Management
Easy to Install & Manage
With 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 Support
Comprehensive Support
Cisco
Cisco Small Business

17. Small Business Product Mix
Comprehensive Portfolio
System Architecture
IT-Professional Experience
Partner-Centric Experience
Transactional
Voice
Video
Switching
Security
Wireless
Routing
Broad RTM Experience
Wireless
Security
Video
Storage
Switching
Routing
Cisco Small Business Pro Series
Enables VAR/SP to build business with small customers
Products designed and tested to work together with centralized configuration and management
Small subset of products
Partner-based service contracts
Lifecycle management – basic software enhancements and EOS notification
Services and Functionality
Cisco Partner Programs
Scalability
High availability
Broad range of services
Comprehensive security
Service integration
Systemwide management
Comprehensive support
Products that clearly are designed / tested to work together.
Small subset of products compared to other categories
Contractors Versions.. Designed for the VAR/SP, not the end user..
Managed through common tools
Service contracts designed with partner in mind
Lifecycle Management – basic software enhancements and EOS notification
Seamless, Targeted Solutions…for Partners
Predictable, Reliable Experience
Profitable, Sustainable Business Models
Cisco Small Business value prop: Sized for small, available now, affordable, it just works
Cisco SB Pro value prop: seamless solutions for partners, consistent experience, profitable, sustainable business
For products and solutions we’ve aligned our categories with the needs and expectations of the sub-segments of the market
For the Basic sub-segment, we now have the Cisco Small Business Series (Good) - transactional
For the Open to Guidance sub-segment, we now have the Cisco Small Business Pro Series (Better) – system solutions
And 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 customers
Additionally, 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 customers
Small businesses want big business capabilities
Internet and outsourcing have leveled the playing field
Access to data required anytime, anywhere
Staff must be easily contactable at all times
Want to be able to deploy and grow quickly and easily
No IT staff
Deployment and infrastructure integration top issues
Want it all at a small business price
Will invest if there is value: increased productivity, scalability, etc
We 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 Series
Cisco Small Business Support Center
Sized for Small
Easy to Install and Manage
Right Functionality at an Affordable Price
Small Business Targeted Support
Cisco Support
Margin

18. A 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 solutions
A few cameras and devices
The richness comes from the products working together in a complete solution
Voice
Switches
A small set of routers
Security appliances
A few wireless devices 18

19. End Customer Cares About
Product Guidance for Small Business
End Customer Cares About
Lead With
UC, Security, Mobility, Video, and Collaboration solutions that adapt to changing business needs
Breadth of Catalyst switching portfolio for different PINs and common IOS for E2E solution
Extensibility – flexibility to grow
High availability, security, services, and scalability
World-class Cisco TAC for end-to-end Cisco support
Cisco® Catalyst® Series
Building blocks of networking and communications solutions designed for Small Business partners
Partner-centric value proposition to profitably serve Small Businesses with a small architected network
Partner or GUI-managed solutions with Small Business support TAC
Cisco Small Business Pro Series Switches
Availability and price
Switches for small customers that are have a board RTM experience (both do it yourself and partner led)
Cisco Small Business Series Switches 19

20. Cisco® ESW 500 Series Is a Fundamental Building Block of Cisco Small Business Pro
Business Problem
Need to add/support high-bandwidth applications
Voice, video
Unreliable network with downtime
Sluggish network that is slow to respond
Decreased employee productivity
Solution
Wire-speed performance on Fast Ethernet or Gigabit Ethernet
Layer 2 switching
Quality of Service
Advanced Security Services
Building block for additional technologies
Benefits
Single network, multi-application platform lowers cost of ownership
Improved employee productivity
Maximized investment protection
Flexibility
Supports business growth

21. Designed to Work with Cisco Small Business Pro Products, Including SBCS
Business Problem
Too much time, cost, and complexity to install and support
Difficult to integrate disparate products that don’t reliably work well together
Challenging to support multi-vendor solutions
Solution
Plug-and-play system set up for SBCS and Small Business Pro products with Cisco Configuration Assistant (CCA)
Cisco Smartports Roles and Wizard
Default configurations such as VLANs
Embedded Device Utility for standalone configuration
Benefits
Faster and easier configuration
Faster deployment for services and applications
Platform for building managed service practice
Central management of Cisco Small Business Pro products and SBCS

22. A Broad Competitive Portfolio for Small Business
Cisco Switch
Sell Against
Cisco Advantage
Catalyst 2960 Fixed Switches
LAN Based -LAN Lite
HP 2600, 2610, 2800, 4200
3Com 4200, 4500, 3870
Nortel 425, 470, 2500, 4500
H3C 3100, 5100
Alcatel 62xx
D-Link 3000, 3100
Express set up
EEM auto download
Cisco IOS SW, CLI
CNA
Enhanced Security
Cisco Smart Foundation, TAC
Limited Lifetime Warranty
Small Business Pro ESW 500 Series
HP 2510, 2600, 2610, 2810
3Com 4200, 4210, 4200G
Nortel BES 120, 1020
Simplified configuration via device manager or CCA
Solutions integration
5-year Enhanced Warranty w/ NBD product replacement
Small Business Support Ctr.
Small Business Series Managed
HP 2510
Netgear FSM 726, 7328S, 7352S GSM7224, GSM7224R, GSM7248, GSM 7328S, Adv Smart
Portfolio breadth – unmanaged, smart, managed
Extensive testing for better quality
Competitive price/performance
Small Business Series Smart
HP Smart 1700, 1800
Netgear Smart, Dlink Smart, 3Com Smart

23. ESW 500 Competitive Comparison
Cisco Small Business Pro ESW 500 Series
HP ProCurve 2610 HP ProCurve 2810
3Com Com 4500
Value Proposition
Designed, 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 Management
Choice of embedded GUI device mgr. or CCA
CDP, Smartports, and smart defaults for streamlined system setup
Enterprise Mgmt. Tools: Device, ProCurve Mgr., CLI, SNMP, ProCurve Mgr. Plus
Enterprise Mgmt. Tools: Device, SNMP, CLI, 3NS, 3ND, EMS
Service & Support
Cisco Small Business Support Center
Cisco Small Business Support Community
ProCurve warranty phone and online “self-help” support
HP Carepacks service programs
3Com warranty online knowledge base support
Warranty
5-year w/ NBD AR 90-day phone support Click-to-chat Software fixes
Ltd. Life w/ NBD AR Phone support Software updates
Ltd. Life w/ NBD AR 90-day phone support Software updates
Pricing Ranges $$ $

24. Selling the Value of Small Business Pro to Partners
Easier to sell
Designed with small business in mind
5-year Enhanced Warranty w/ Next Business Day product replacement and SW fixes
Faster configuration and installation
CCA, Smartports, Cisco Discovery Protocol, and consistent default configurations
You know it works with other Cisco Small Business Pro products
Designed to work with and integration tested with Pro products
Investment protection for your customers
Software improvements and continued Small Business Pro solution integration
Secure, high performance platform to support any small business application

25. Mini-GBIC/SFP Modules
Small Business Switch Accessories
RPS 1000
Mini-GBIC/SFP Modules
MGBLH1
Gigabit Ethernet LH Mini-GBIC SFP Transceiver
For distances up to 500 meters or 40 kilometers
MGBSX1
Gigabit Ethernet SX Mini-GBIC SFP Transceiver
For distances up to 220 meters or 550 meters
MGBT1
Gigabit Ethernet 1000 Base-T Mini-GBIC SFP Transceiver
For distances up to 100 meters or (328 feet)
RPS1000 Redundant Power Supply Unit
Six redundant power supply ports outputting up to 380W total
No loss of data or reboot when connected devices lose power
MFEFX1
100 Base-FX Mini-GBIC SFP Transceiver
1310nm wavelength for multi-mode fiber
Supports 100Mbps speed up to 2km
MFELX1
100 Base-LX Mini-GBIC SFP Transceiver
1310nm wavelength for multi-mode fiber
Supports 100Mbps speed up to 10km