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1 © 1999, Cisco Systems, Inc. Xircom Partner Wireless Bootcamp Ecosystem Partners
2 Xircom Partner © 1999, Cisco Systems, Inc. Why Ecosystem Partners? Goal: Drive Cisco networking infrastructure sales Seek relationships with partners who: Lead in their respective markets (and are complementary to Cisco) Enable wireless clients Reach new customers Provide new channels Offer exciting new wireless applications
3 Xircom Partner © 1999, Cisco Systems, Inc. Xircom Worldwide leader in PC CARD networking solutions Symbol/Telxon Leader in barcode scanning technology Intermec Revolutionary new Intellitag RFID technology New line of ruggedized mobile PCs Nokia and others b handset manfacturer LXE, Handheld, Teklogix Another maker of scanners and mobile PCs Ecosystem Partners in Development
4 Xircom Partner © 1999, Cisco Systems, Inc. Xircom Xircom has 46% of PC Card Ethernet and modem market Developing b modules for Handspring & other handhelds RealPort2 PC Card form factor enables multiple functions in a single Type 3 slot bay (802.11b, modem, 10/100, GSM/GPRS, bluetooth) Growing retail presence to reach the consumer Strong OEM and PC integrator channels with embedded MPCI and PC Card devices
5 Xircom Partner © 1999, Cisco Systems, Inc. Why Partner With Xircom? Excellent partner to compete with Lucent in the OEM channel Xircom sells to the “PC” buyers of enterprise organizations Xircom offers another point of entry in Enterprise Client expertise with drivers, compatibility testing and customer support
6 Xircom Partner © 1999, Cisco Systems, Inc. Xircom licenses technology from Cisco, Xircom NIC’s completely compatible with Cisco infrastructure Xircom sales reps do not sell AP’s or other Cisco infrastructure gear Cisco sales reps do not sell Xircom branded product Xircom client wins will be sales leads for Cisco infrastructure Xircom will boast connectivity to Cisco infrastructure as a competitive advantage How Do Cisco And Xircom Engage?
7 Xircom Partner © 1999, Cisco Systems, Inc. Cisco SE’s should refer technical questions on driver software and NICs to Xircom SE’s Both sales organizations win with the success of the other We have common enemies in Lucent, 3Com, Proxim and other radio suppliers We need to eliminate these competitors from the Enterprise space! How Do Cisco and Xircom Engage?
8 Xircom Partner © 1999, Cisco Systems, Inc. Cisco Contact On Xircom Dan Cusick
9 Xircom Partner © 1999, Cisco Systems, Inc.Symbol/Telxon Wordwide leader in barcode scanning technology Strong sales presence in retail, logistics and other verticals Strong wireless professional services capability with Telxon acquisition Manufacturer of several wireless clients Pocket PCs, consumer scanners, /VOIP handsets 3COM, Nortel, Intel wireless solutions based on Symbol technology (PRISM based)
10 Xircom Partner © 1999, Cisco Systems, Inc. Symbol/Telxon Status Symbol has assumed Telxon GSIA and PS contracts Cisco AP’s are part of the infrastructure, Symbol focus on mobile computers, applications, professional services Partner on opportunities where the customers wants Cisco infrastructure Joint effort to guarantee compatibility between Cisco infrastructure and Symbol client devices Continue to partner on VOIP handsets Symbol changing sales compensation to motivate desired behavior w/ Cisco
11 Xircom Partner © 1999, Cisco Systems, Inc. Symbol Gadgets Cyberpen Personal scanner Palm and PocketPC with built-in scanner Thumb-sized portable scannerNetVision data phone
12 Xircom Partner © 1999, Cisco Systems, Inc. Symbol Gadgets wireless handsets NetVision phone frequency hopping (embedded radio) not compatible w/ Cisco AP. Will support AVVID b direct sequence due April ‘01. Design effort for Cisco AP support underway NetVision data phone available now (PC Card slot)
13 Xircom Partner © 1999, Cisco Systems, Inc. Cisco Contact On Symbol/Telxon Brian Williams or Dan Cusick
14 Xircom Partner © 1999, Cisco Systems, Inc Wireless Handset Status
15 Xircom Partner © 1999, Cisco Systems, Inc. Candidates For b Wireless Handsets SpectraLink Has handset to work with a variety of APs including Aironet Netlink will support both FH and DS Requires SpectraLink gateway, using propietary protocol Symbol Demonstrated FH NetVision handset with skinny Plans to have NetVision or similar to support DS Telxon Demonstrated interopability with call manager and PTC-1800 TBD if continued/supported by Symbol
16 Xircom Partner © 1999, Cisco Systems, Inc. Other Possible Candidates Nokia Taking a wait-and-see attitude Current timeframe E-tel Wireless desktop phone demo’d at Internet Telephony show Vtech Interested in contract manufacturing Talks with Cordless phone division is still pending Panasonic Held talks, would be interested in joint development
17 Xircom Partner © 1999, Cisco Systems, Inc. SpectraLink Features GHz Part mW peak, 7.2 mW average NetLink FH & NetLink DS 2x16 character alphanumeric, plus line and status indicators 6.0 ounces 2 hours talk time $749 list price Requires Spectralink gateway No skinny
18 Xircom Partner © 1999, Cisco Systems, Inc. Symbol NetVision Features 3-line display Last number redial Headset port Paging External serial port External (POTS/PBX) calls via gateway Vibrating, visual and audio ring signals Roaming has demonstrated skinny integration supports on FH DS in the works Volume control for ringer and handset Address book Call waiting Caller ID Call forwarding/transfer Mute Redial key/busy redial Hold Speed dial about $650 list price
19 Xircom Partner © 1999, Cisco Systems, Inc. Telxon PTC-1800 Portable transaction computer Great for retailing and warehousing Voice/data client support Simultaneous voip and wireless internet H.323 protocols compliant Intel SA1100 RISC process Windows CE Easy viewing backlit 1/8 VGA monochrome display Microbrowser Voice and text paging 150 mHh NiMH bridge battery Supports both FH and DS Built-in scanner About $1800 list price
20 Xircom Partner © 1999, Cisco Systems, Inc. Cisco Contact On Handsets Mike Noonen
21 Xircom Partner © 1999, Cisco Systems, Inc. Other Vertical Wireless Integrators Traditional wireless suppliers in Retail, Logistics, Warehousing, Factory, Healthcare markets (ADC suppliers- Auto Data Capture)Traditional wireless suppliers in Retail, Logistics, Warehousing, Factory, Healthcare markets (ADC suppliers- Auto Data Capture) Industrialized handsets and mounted units for mobile computingIndustrialized handsets and mounted units for mobile computing They work closely with end users to customize applications, develops loyalty in customer baseThey work closely with end users to customize applications, develops loyalty in customer base Existing wireless technology based on Lucent or Proxim due to competing Telxon/Aironet relationshipExisting wireless technology based on Lucent or Proxim due to competing Telxon/Aironet relationship
22 Xircom Partner © 1999, Cisco Systems, Inc. Other Vertical Wireless Integrators Extremely interested in partnering with Cisco and becoming Cisco resellersExtremely interested in partnering with Cisco and becoming Cisco resellers Large installed base with proprietary technology requiring upgrades within next couple of yearsLarge installed base with proprietary technology requiring upgrades within next couple of years Actively converting to Cisco technology Great partners for deploying wireless, ENGAGE AND PROMOTE CISCOGreat partners for deploying wireless, ENGAGE AND PROMOTE CISCO
23 Xircom Partner © 1999, Cisco Systems, Inc. Other Vertical Wireless Integrators Intermec currently uses Lucent NIC’s and Intermec APIntermec currently uses Lucent NIC’s and Intermec AP Active discussions with Cisco on Intermec IP and becoming Cisco reseller RFID technology maybe synergistic with Cisco wireless infrastructure Can be thought of as the next evolution of data carrier technology
24 Xircom Partner © 1999, Cisco Systems, Inc. Other Vertical Wireless Integrators LXE now offering Cisco technology in handsets and reselling Cisco AP’sLXE now offering Cisco technology in handsets and reselling Cisco AP’s HandHeld products integrating Cisco/Xircom NIC’s in Dolphin handheldsHandHeld products integrating Cisco/Xircom NIC’s in Dolphin handhelds Psion/Teklogix actively reviewing Cisco technologyPsion/Teklogix actively reviewing Cisco technology
25 Xircom Partner © 1999, Cisco Systems, Inc. Cisco Contact On Verticals Mike Francini or Dan Cusick
26 Xircom Partner © 1999, Cisco Systems, Inc. Potential Partners In Public Access BroadLink Start-up company Rolling out b carrier network HereUare Very early stage start-up company Rolling out backoffice billing and reconciliation system for public access networks MobileStar Public access b network
27 Xircom Partner © 1999, Cisco Systems, Inc. Cisco Contact for Public Access Jim Biggs
28 Xircom Partner © 1999, Cisco Systems, Inc. Summary Xircom will enable Cisco wireless clients in the Enterprise leading to more AP’s sold Other partners to be developed (Intel, IBM, …) Symbol is the leading client manufacturer ushering in new applications No affordable b handset yet. Make, buy or partner? Wireless still mostly a vertical application, need to partner with the vertical leaders b public access emerging
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