1. Cisco SMB Portfolio Overview
Some of this content is theatre / Geo specific. Please ensure you take this into account and adapt the slide deck prior to presenting if needed.
Today we will give you an overview of what we do at Cisco in SMB and then we’ll talk about the products. We won’t do a deep dive into the product. We’ll just cover how Cisco SMB products interact with the Cisco classic products, how they interact, and what the differences are.
SMB Global Business Support Team

2. SMB Training Modules Module 1 – Overview Module 2 – Switching
Module 3 – Routing
Module 4 – WiFi
Module 5 – Security
Module 6 – Voice

3. Why Cisco for SMB?
Comprehensive offering of products, support programs resources and tools
Service &
Support
Product
& Service
Cisco’s SMB solutions and products allow partners to present highly-relevant solutions with the best business value to their SMB customers.
Cisco’s financing options provide partners with the credit facilities they need to run their business and capital options to their customers who might not otherwise be able to finance their technology solution requirements.
Cisco’s demand generation tools (such as Partner Marketing Central) allow partners to create high quality leads to sell Cisco-branded offerings, positioning their company and Cisco as the best way to address their customers’ pressing business needs
Cisco’s programs and promotions insure that partners maintain or improve their business profitability through enhanced margins……
Cisco’s partner enablement programs allow partners to quickly build their company’s sales and technical proficiency including achieving Cisco’s ‘SMB certification’ , differentiating them in the market
Cisco’s new SMB Support Center provides business-class support to customers and partners, lowering the customers’ overall support cost and enhancing the value of Cisco and the partner’s solutions….
Partner
Enablement
Financing
Options
Demand
Generation
Programs &
Promotions 3 3 3

4. The Customer Perspective
Delivered by a Local Partner. Backed by Cisco.
Complete Services and Support
Everything you need to connect your business to the world – simply, reliably, and affordably
Connect
Secure
Secure your business, with network security, storage and video surveillance solutions that keep your business up and running
We set the scene for SMB by 3 selling themes - Connect, Secure, Communicate…
Communicate Cisco helps you collaborate by bringing together your phone, , text, conferencing, and video, making you more productive.
Secure Cisco helps secure your SMB, with network security, storage, and video surveillance solutions that keep your business up and running. Note – network, data, and physical security – from one place Connect Cisco has everything you need to connect your business to the world – simply, reliably, affordably. ‘
Communicate
Collaborate by bringing your phone, , text, conferencing, and video together, to make you more productive

5. Commercial/ Mid-Market
Cisco’s SMB Focus
Built for SMB
Designed for SMBs
Cisco Small
& Medium Business
SMB
(<250 employees)
Enterprise
Service Provider
Commercial/ Mid-Market
SMB
Fits SMB
Cisco
Designed for Extensible Networks Regardless of Size
© 2009, Cisco Systems, Inc. All rights reserved.
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6. Cisco SMB Product Portfolio

7. Broadest Portfolio of SMB Products and Services
Switches
Routers
Wireless
Voice and UC
The Cisco broad small business technology portfolio is broad and deep. This portfolio is designed to be affordable and the right fit for today’s business challenges, but also feature-rich enough to meet the demands of tomorrow while keeping the network and business secure.
Switches
Routers
Security
Wireless
Collaboration, Voice and Conferencing
And…
Cisco Small Business Support Service encompasses the entire portfolio. One of the easiest ways to ensure you develop a profitable recurring revenue stream and to increase customer loyalty, is to attach the Cisco Small Business Support Service with every device that is part of your customer’s solution.
This device-level service for Cisco Small Business products is affordable to your customers and helps you differentiate yourself from your competitors. The Cisco Small Business Support Service enables you to market the right-priced services backed by Cisco expertise and resources to enhance revenues and improve customer satisfaction.
Cisco OnPlus Network Advisory Services
Cisco Small Business Support Service

8. Function, Flexibility, Scalability
Routing for SMB One portfolio – a spectrum of choices
Price, Performance
SMB
Enterprise
ISR 800 ISR1900 ISR2900
RV0xx Series
RV220W
Cisco offers a broad portfolio of routers to the small and medium-sized business – from simple, secure, business-class connectivity for small office / home office (SOHO) environments, to more robust Integrated Services Routers (ISRs) for businesses with more sophisticated requirements.
Why should I spent more than $100 on a router rather than a cheap Linksys box for $50. the distinction comes downt o features and functionality. VPN capabilities for secure communications between multiple sites or for the customer to be able to access network when they are on road securely and with the confidence that their data is remaining private.
Ipv6 is more and more important today, and this is emedded across all platforms today or functionality coming out shortly in FW update. This is all about being prepared for the future. Current version of IPv4 is running out of address space and as an industry we need to transition from v4 to v6. from a customer perspective, they need capability in platforms they are using today so they don’t need to transition hardware in 12 mos.
Virtual networks and quality of service to support multiple applications and provide guarantees of performance. The obvious example is voice over IP services. If you are not using equipment that supports sophisticated QoS then performance of voice traffic will be poor and ultimately that will result in poor communications with partners and suppliers.
Security – FWs come in varous shapes and sizes. Consumer boxes have very simple packet based FW, which is about address translation and not much else. As we move into business class products you get greater level of security and functionality to allow you to enable services on network and expose them in a secure way to the Internet. So you get the confidence your communications are secure.
Different platforms have different security functionality to address cost conscious buyers as well.
Some of the routers offer connectivity for multiple WAN services such as larger customers who may have multiple WAN connections because their communications are their life and need to ensure their connectivity is always available.
Cisco Protectlink gateway is security functionality available on a number of the RV series routers (higher end half of the portfolio). This is a reputation based URL filtering and filtering based option. It’s a hosted service designed to allow you to classify and filter websites based on the category. So I don’t need to blacklist or whitelist each site out there. I can say I don’t want my employees accessing social networks during working hours but can use at lunch time. This is very easily done with Protectlink gateway service that classifies different websites based on the functionality they have. That is a licensed option that you can add to a number of the platforms, available on 1year and 3 year subscription basis.
RV180 RV180W WRVS4400N
RV110W RV120W
Function, Flexibility, Scalability

9. SMB Routing Features/Benefits
10/100 0r 10/100/1000 WAN ports, built-n 4-port managed switch
Fast access to information
Advanced encryption and authentication, separate virtual network support
Protects sensitive information from intruders
VPN connectivity (5-100)
Secures remote access to boost productivity from anywhere
QoS
Ready to support IP voice and high quality video streaming
IPv6 support
Simplifies integration of future technologies
Wizard-based setup and configuration
Easy installation and setup
The key selling points for both RV180 and RV180W are high speed wireless connectivity, faster file transfers for enhanced productivity, integrated 4-port GE switch, secure remote access so you can access file when you are away from office through VPN, IPv6 for future proofing the network, support for separate virtual networks and simplified configuration.
RV180
● Built-in 4-port Gigabit managed switch delivers faster data transfer for bandwidth-intensive applications
● Separate virtual network support helps enable secure guest access and helps safeguard sensitive data
● IPSec VPN tunneling support lets you extend secure network connectivity to remote offices and users with advanced encryption and authentication
● Sophisticated QoS prioritizes network traffic for demanding voice, video, and data applications
● IPv6 support lets you employ future networking applications and operating systems without costly upgrades
● Browser-based setup and configuration wizards help enable fast, simple deployment
● Smooth, tested interoperability with other Cisco networking products makes it easy to add switches, phone and voice, and video surveillance
RV180W (in addition to previously mentioned, also offers)
● Wireless-N (2.4 GHz) support provides enhanced wireless throughput and coverage for 180W
● Client bridge mode lets you expand your network by connecting your secure wireless connection to a second Ethernet network – without cabling and installation

10. Switching for SMB One portfolio – a spectrum of choices
Price, Performance
SMB
Enterprise
Catalyst 2960 / 3560 / 3750
500/500X Series Managed Stackable Switches
300 Series Managed Switches
This slides shows Cisco’s entire switching portfolio. Product in green represent those products BUILT for small businesses – and those in blue represent products that are a FIT for some small businesses.
What this is showing is that we have now on SB side refreshed the entire portfolio all the way from unmanaged, smart, fully managed and now managed stackable.
They all have common silicon with lower power and common software functionality across all. In 200 series there is capability around ipv6 and that capability is exaclty the same implementation on 300 and 500 series – 300 and 500 may have more features for IPv6, but the key is that the features are consistent across the whole portfolio, and that helps with configuration, deployment and troubleshooting.
**** OPTIONAL:
If you need to explain the differences between ‘built for small business’ and ‘fit for small business’:
Customers who will be interested in Cisco products BUILT for Small Business tend to… Want SIMPLICITY – simple solutions that just work And tend to be PRICE SENSITIVE They are BUSINESS-CLASS products
With simple configuration, designed for small business Not as customizable as other Cisco products We built programs for these products…
VIP-Express (Robb will talk about) and we built support specifically for these products
Small Business Support Center… I’ll talk a bit more about that in a minute…
Cisco products that Fit Small Business
 Cisco products that FIT Small Business – are products like… ISRs, Catalyst Switches, ASAs The buyer tends to be looking for… more SOPHISTICATION, greater SCALABILITY These products offer more granular control over configuration… They’re more CUSTOMIZABLE For a program perspective, you can take advantage of more… programs like PDF, OIP, and VIP From a support perspective, they are supported by TAC And offer customizable support options, like SMARTnet
200 Series Smart Switches
100 or 90 Series Unmanaged Switches
Function, Flexibility, Scalability

11. SMB Switching Features/Benefits
10/100 and 10/100/1000 Models
Delivers and preserves fast access to information with network growth
Advanced security with Embedded SSL, ACL, and VLAN support (300 and 500/500X)
Protects information
Smartports and QoS
Automates configuration of IP voice solution
PoE Plus (PoE+) (500/500X)
Natively supports new high-powered network devices without additional hardware
Virtual Router Redundancy Protocol (VRRP) (500X)
Enables greater resiliency for “always on” connectivity
IPv6 support
Simplifies integration of future technologies
True Stacking
Lower cost of maintenance
Cisco 500 Series switches are designed to be easy to use and manage by small businesses or the partners that serve them. They help optimize your IT operations with built-in features that simplify and streamline day-to-day network operation:
● True stacking allows you to troubleshoot, configure, and manage multiple physical switches as a single entity.
● Unlike other stacking switches that require uniform configurations, the Cisco 500 Series allows you to mix Fast Ethernet, Gigabit Ethernet, and 10 Gigabit Ethernet models in a single stack, providing total flexibility without sacrificing manageability.
● Cisco switches use common chipsets/software across all switching portfolios, so all Cisco switches within a category support the same feature set – making it easier to manage and support all switches across the network.
Strong Security
Cisco 500 Series switches provide the advanced security features you need to protect your business
data and keep unauthorized users off the network:
● Embedded Secure Sockets Layer (SSL) encryption protects management data traveling to and from the switch.
● Extensive access control lists (ACLs) restrict sensitive portions of the network to keep out unauthorized users and guard against network attacks.
● Guest VLANs let you provide Internet connectivity to nonemployee users while isolating critical business services from guest traffic.
● Support for advanced network security applications such as IEEE 802.1X port security tightly limits access to specific segments of your network. Advanced defense mechanisms, including dynamic Address Resolution Protocol (ARP) inspection, IP Source Guard, and Dynamic Host Configuration Protocol (DHCP) snooping, detect and block
deliberate network attacks. Combinations of these protocols are also referred to as IPMB (IP-MACport binding)
● Time based VLANs restrict access to the network during pre-designated times, such as business hours.
● Uniform MAC address-based security can be applied automatically to mobile users as they roam between wireless access points.
● Secure Core Technology (SCT) helps ensure that the switch is able to process management traffic in the face of a denial of service attack.
● Private VLAN Edge (PVE) provides Layer 2 isolation between devices on the same VLAN.
● Storm control can be applied to broadcast, multicast, and unknown unicast traffic.
Network- wide Automatic Voice Deployment
Using a combination of CDP, LLDP-MED, Auto Smartports, and VSDP (Voice Services Discovery Protocol – a unique Cisco protocol), customers can deploy an end-to-end voice network dynamically. The switches in the network automatically converge around a single voice VLAN and QoS parameters and then propagate them out to the phones on the ports where they are discovered. For example, automated voice VLAN capabilities let you plug any IP phone (including third-party phones) into your IP telephony
network and receive an immediate dial tone. The switch automatically configures the device with the right VLAN and QoS parameters to prioritize voice traffic.
High-Power Power over Ethernet Plus (PoE+)
Cisco 500 Series switches support the Power over Ethernet Plus (PoE+) standard (IEEE 802.at), providing up to 30 watts per port. The power is managed in a smart fashion such that only the amount of power the endpoint needs is delivered to it and not wasted. As a result, the switches can support devices that require more power, such as dual-band n wireless access points, video-based IP phones, surveillance cameras, and more.
PoE capabilities simplify the deployment of advanced technologies by allowing you to connect and power network endpoints over a single Ethernet cable, without having to install separate power supplies. Cisco 500 Series switches are also fully backwards compatible with IEEE af PoE and previous generation Cisco legacy PoE protocols.
IPv6 Support
As the IP address scheme evolves to accommodate a growing number of network devices, the Cisco 500 Series can support the transition to the next generation of networking and operating systems such as Windows 7, Vista, and Linux. These switches continue to support previous-generation IPv4, allowing you to evolve to the new IPv6 standard at your own pace, and helping ensure that your current network will continue to support your business applications in the future. Cisco 500 Series switches have successfully completed rigorous IPv6 testing and have received the USGv6 and IPv6 Gold certification.

12. Wireless for SMB One portfolio – a spectrum of choices
Price, Performance
SMB
Enterprise
Controller Compatible
Controller Compatible
Aironet 2600
Controller Compatible
Aironet 1040
AP541N
Cisco has a breadth of wireless product offerings. Here is a look at the full Cisco AP portfolio. The products we’re focusing on are in yellow.
New 100 Series SKU is WAP121 and new 300 Series SKU is WAP321, which will live alongside the WAP4410N.
We will keep the AP541N clustering AP in the portfolio for some time.
Note that the whole portfolio is Wireless N now – we will no longer have Wireless G products in market.
Here is a look at the full Cisco AP portfolio. The products we’re focusing on are in yellow.
Here are the new products in the overall portfolio. New 100 Series SKU is WAP121 and new 300 Series SKU is WAP321, which will live alongside the WAP4410N and we will keep the AP541N clustering AP in the portfolio for some time.
WAP321
WAP121
Clustering
Function, Flexibility, Scalability

13. SMB Access Point Features/Benefits
High performance
Fast access to information
QoS
Ready to support IP Voice and high quality video streaming
Advanced encryption and access control security
Protects sensitive information from intruders
Multiple SSIDs and Captive Portal
Protects data by controlling access to network devices
Sleek design, Power over Ethernet (PoE)
Flexible placement for optimum coverage
IPv6 support
Simplifies integration of future technologies
Wizard-based setup and configuration
Easy installation and set up
Cisco Small Business Wireless Access Points provide:
Fast access to information: Cisco Small Business Wireless Access Points deliver the fastest speeds possible with expanded range and coverage, for a transparent extension of the customer’s wired infrastructure. QoS supports IP voice and high quality video streaming.
Robust security: To help protect sensitive business communications and data, advanced security standards and encryption protocols keep Cisco wireless access points just as secure as a wired network, including for any guests or contractors on the network.
Flexibility for any environment: Cisco wireless access points connect wireless devices to the wired network with no cabling concerns. Power over Ethernet (PoE) support makes the access points easy to install, even in locations without ready access to a power outlet. Customers can use a single cable to deliver both data and power, avoiding the time and expense of installing a power outlet and enabling deployment flexibility. They can also use an included AC adapter if power is available nearby.
Extended range and connectivity: Cisco Small Business Wireless-N access points feature multiple-input, multiple-output (MIMO) technology, which multiplies the effective data rate and uses the inherent signal reflections to increase the range and reduce dead spots in the wireless coverage area.
Compatibility with existing technology: Cisco Small Business Wireless-N access points are fully backward compatible with Wireless-G (802.11g) and Wireless-B (802.11b) technology. IPv6 support for future networking applications and systems without costly upgrades
Easy installation and setup: Web-based configuration tools make it easy for customers to install their access points and set up their network devices.

14. Security for SMB One portfolio – a spectrum of choices
Functionality
ASA Adaptive Security Appliances
Integrated Services Routers
SA500 Security Appliance
RV Routers + ProtectLink Web
Cost

15. Unified Communications for SMB One portfolio – a spectrum of choices
Functionality
Cisco Unified Communications Manager Business Edition
Cisco Unified Communications Manager Express
Within the small business portfolio, we’ll start with Unified Communications solutions.
When recommending a solution to your customers, let their requirements be the guide.
Built for small business solutions are a fit for those businesses looking for products that are easy to use. Those customers may be more price sensitive and have with up to 100 users.
For larger more complex installations, the Fit for small business solutions are designed for up to 500 users in an advanced UC environment.
Express UC or Advanced UC Specialization is required for the CME or BE (except in EU)
Note: Cisco Configuration Assistant is a key component for easy of deployment and supporting the SBCS
Cisco Smart Business Communications System
Cost

16. IP Phones for Small Business One portfolio – a spectrum of choices
Functionality
Cisco Unified IP Phone Series
Cisco Unified IP Phone Series
Cisco SPA 500 Series IP Phones
Cisco offers an extensive portfolio of affordable, reliable, and feature-rich phones for small business in the SPA300 and SPA500 range, and these phones also work with Advanced UC solutions like UC500.
Today we have 8 ip phones in product portfolio. SPA301, 303 are value HD phones. SPA500 series are HD ip phones, with outstanding sales performance in SPA504G with right price and right number of keys for employee desk phone.
SPA525G2 is the world’s first integrated wifi plus bluetooth desktop ip phone. You can place IP phone anywhere you have wifi access.
To support 8 ip phones there are 5 different accessories. If you choose to add more buttons for speed dial or call pickup, you can do that on 6 of 8 ip phones and we are only vendors that allow you to add extension modules on any o the spa500 series phones. So you can add up to 64 buttons for additional extensions. Most vendors allow you to do this only on high end IP phones.
Phones are PoE and don’t come shipped with power adaptors. For any of SPA300 phones, if you choose to power from PoE switch you can use the POES5.
The WPB54G is EoS but the replacement wireless bridge WBPN to enable wireless N capabilities acoss any of these phones will be available within 2 months.
Cisco SPA 300 Series IP Phones
Cost

17. Analog Telphone Adaptor & Voice Gateways for SMB
Analog Telephone Adaptors (ATAs)
Voice Gateways
WRP400
SPA8800
SPA8000
SPA122 (SPA2102)
SPA3102
SPA112 (PAP2T)
4 FXS,4 FXO
1 RJ-21
1 LAN
1 Admin
8 FXS
1 RJ-21
1 LAN
1 Admin
2 FXS
1 WAN, 4 LAN
Wireless G
Functionality
2 FXS FXS
1 WAN FXO
1 LAN WAN
1 LAN
Full-duplex Speakerphone, headset, message waiting indicator, 4-way navigation key, Dedicated buttons for Mute, Headset, Speakerphone, Volume, Hold, Menu settings, Voic access, Integrated Ethernet switch port, Wideband audio, AUX port for up to two expansion module, Monochrome Backlit Display, Supports SIP and SPCP
32 button side car with paper label
28 Compatible 3G USB Modems
Asterisk Cfg. Guide
Small Business Pro
2 FXS
1 LAN
SIP Trunking
Consumer
Home and
Branch Office
Advanced
Triple-Play
Call Center
Ultra Small Bus.
On-Premise
IP PBX
Residential
SOHO
Small Business 17

18. Learn More Learn More: Download SMB Product Guide
Download SMB Product Guide
Use the support community for questions and feedback!
Contact us at:
Join IDEA Training
Bi-Weekly
Come see us at Advantage Now Events!

19. Cisco SMB Services

20. SMB Services and Support Portfolio
Built for SMB
Cisco
Fit for SMB
Cisco SMARTnet
Cisco SMB Partner Rapid Response Service
Cisco SMB Support Service
Cisco Smart Foundation
Value of Delivered Service
Cisco SMB
Partner Design Support
Cisco PDI Help Desk
Warranty
Warranty
SB Support Center (Phone)
Cisco TAC
SB Support Community (Online)
Relative Size of Partner Opportunity

21. Warranty Deliverables Length of Deliverables
SMB Warranties
Warranty Term
Type of Product
Warranty Period
Switches
Limited Lifetime
Wireless
Routers
1 year/Limited Lifetime
Security
1 Year
Camera
3 year
Storage
5 Year
Voice
Warranty Deliverables
Warranty Details
Length of Deliverables
HW Replace
Return to Factory for Term
Phone/Chat
1 Year
Software
Bug Fixes for Term
© 2009, Cisco Systems, Inc. All rights reserved.
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22. Service Extends to All Cisco SMB Products
SMB Support Service
SMB Partner Rapid Response Service
Three years ‘peace-of-mind’ support for any Cisco SMB Series product
Call and online chat support
Software updates
Next-business-day hardware replacement
Three years ‘peace-of-mind’ support for organizations that need maximum network uptime
Call and online chat support
Software updates
4 Hour hardware replacement
Simplified Warranty
Single, uniform warranty offered for all Cisco SMB Series products
Cisco expands SMB support, making the Cisco SMB Support Service—delivered by the partner, backed by Cisco—available across the entire SMB portfolio. Cisco warranties for SMB products have also been enhanced and simplified. 22 22

23. Cisco SMB Support Service “Three Years Peace-of-Mind”
9/14/2018
Cisco SMB Support Service “Three Years Peace-of-Mind”
Three Years of ‘Peace-of-Mind’ Support for Cisco SMB Series Products
SMB Support Center Access During Local Business Hours
Telephone Support
Online Chat Support
Next Business Day Advanced Hardware Replacement
Software Updates
Simple Banded Pricing
The Cisco SMB Support Center is a new call center designed exclusively to support SMBes and the Partners that serve them. The SMB Support Center provides presales and postsales support, which add to the complete customer experience that Cisco offers for SMBes.
SMB Support Center:
Gives our partners fast access to trained technical assistance and expertise (specialized professionals, CCNA certified). 
Customers and partners can access via telephone during local business hours (see below URL for phone numbers).
Multiple support sites in North America and Europe, supporting multiple localized languages
International Support Center Phone Numbers: 23

24. Cisco SMB Support Service Four Banded Pricing
9/14/2018
Cisco SMB Support Service Four Banded Pricing
Three Years Peace of Mind
$19
$69
$149
$499
CON-SBS-SVC1
CON-SBS-SVC2
CON-SBS-SVC3
CON-SBS-SVC4
For customers who want the peace of mind of 3 years support, ordering the Cisco Small Business Support Service is easy because it uses a simple four banded pricing. With “four banded pricing” it means that there is only one SKU and price for each Cisco Small Business Product based on the complexity of the device. Each device, whether it is an end point such as an IP Phone, or a Cisco Small Business 200 Series Switch, will have only one fixed price for its attached Cisco Small Business Support service.
As seen on this slide, the
Cisco Small Business Support Service is:
Priced $19 for the least complex device, such as the SPA525G2 IP Phone
$69 for the Cisco Small Business 200 Series switches
$149 for an even more complex device such as an NSS300 Series Storage device.
And lastly $499 for the UC540
These are USD List prices, so please contact your Cisco Distributor for your specific pricing.
SPA525G2
200 Series Switches
UC320
UC540
Service price is based on complexity of the device
Only one SKU per device 24

25. Cisco Services Portfolio Fit for SMB (Classic)
Market Segment
SMARTnet
Enterprise / Public Sector
SMARTnet Service
Commercial
Smart Care
Smart Foundation
Let’s take a look at where the Cisco Smart SMB Services fit in terms of Service Needs and Network Importance.
From a Network Importance perspective:
Cisco Smart Foundation Service provides cost-effective coverage for important data only networks by providing live access to troubleshooting support during business hours and anytime access to the Cisco SMB knowledgebase.
Moving updwards, Cisco SMARTnet Service provides fast issue resolution of critical to mission critical network issues by providing direct access, anytime (24x7) to Cisco Engineers and premium service options such as 2-hour advance parts replacement
From a collaborative perspective, Cisco Smart Care Service, available via Distribution provides comprehensive coverage for critical networks, by providing dashboard visibility of network performance and technical support for all of the Cisco devices on the network. Live technical support varies from business-hours to 24x7, and includes NBD advance hardware replacement. (Partners have 24x7 access to Cisco TAC for help resolving technical issues.)
Small Business
Responsive
Proactive
Managed
Service Needs

26. Smart Services Comparison Chart
Smart Foundation
Smart Care
SMARTnet
Description
Smart Foundation provides entry-level support for small companies with data-only networks. Sold by you, delivered by Cisco
Cisco Smart Care Service provides technical support for all eligible Cisco devices in the network. Sold by you and delivered by YOU and Cisco
Cisco SMARTnet Service provides comprehensive technical support at the device level. Sold by you and delivered by Cisco
Target Customer
Small Business
Small Business, Commercial
All
Network Size
Fewer than 50 devices
200 or fewer weighted devices
All sizes
Smart Capabilities No
Core Monitoring Service and syslog messaging
Smart Call Home
Support First Responder
Cisco
You (Partner)
Scope
Device-Level Support
Network-Level Support
Onsite Support
Available
OS Updates and Upgrades
Updates for bug fixes and patches only
Upgrades and updates
Updates
Hardware Replacement Options (where available)
Next Business Day
4-hour
2-hour
Return for Repair
This at-a-glance chart summarises the 3 key offerings we just went through.
Currently, SmartNet represents the bulk of our Services business, however we are committed to growing collaborative offerings like SmartCare through our Distribution and 2-Tier partners.
Main differences between these 3 offerings are:
Smart Foundation and SmartNet are device level support where Smart Care is Network level support
Smart Foundation and SmartNet are sold by you and delivered by Cisco where Smart Care is sold by you, deliver by you with support from Cisco
As such, we have a team of BDMs right across the region, who are specifically focused on 2-Tier partner and Distributor growth of SmartCare, so please don't hesitate to contact us of you need help or more information on this offer.

27. Partner Pre-Sales Support Options
Partner Helpline
Partner Design Support (PDS)
SMB Support Center
Who
Cisco & All Partners
What
PRE-Sales – Product information & selection, design support & implementation
Pre- and Post-sales support – Warranty and technical support
Product
Fit SMB
Built for SMB
How
Note: Toll Free Support and hours of operations vary by theater. Click on the link above to locate your information.
We’ve seen the “face” of SMB support; the SMB Support Community. If a customer or Partner is unable to find the necessary support/information at the Community, then they should go here, to the Cisco SMB Support Center. This is the “voice” of SMB support; a new call center designed exclusively to support SMBes and the Partners that serve them. The Partner Helpline offers Pre-Sales at 800-Go Cisco for Traditional Cisco Products. The Partner Design Support Center offers pre-sales support and the SMB Support Center provides postsales support, which adds to the complete customer experience that Cisco offers for our Partners SMBes.
The Support Center and PDS gives you fast access to trained technical assistance and expertise (specialized professionals, CCNA certified). 
A key differentiator of these Support Centers is the concept of the “Universal Agent”…engineer’s
With expertise across the SMB and SB Pro product lines (so customers and partners aren’t passed from one technology specialist to another)
You get technical support during pre-sales, deployment, and post-sales
Our techs have lab tables behind their desks so they are able to test specific configurations of products
You speak with well-trained engineers, all CCNA's with additional SMB specific product knowledge
Customers and partners can access via telephone with online chat.
Multiple support sites are now live in North America, Europe, supporting 9 localized languages

28. Support with Confidence Extensive Support for SMB Partners
Support Center
Web 2.0 Support
Community
Pre-Sale
Post-Sale
Shared Expertise
Partner Design
Support
Installation & Ongoing
Support
24 x 7 Support
Support with confidence
Extnesive support for SMB partners

29. Resources & Tools

30. Ensuring Your Success Sell Faster Install Faster Respond Faster
Before the Sale
SmartDesigns
Partner Design Support
During Installation
SmartSetup
Common Interface
After the Sale
Premium Partner Support Options
SMB Support Center
New!
Sell Faster
Install Faster
Respond Faster
Less Time = More Profit

31. Partner Central and Benefits
A source of information for partners to access tools and resources
Partner Registration Link
One of the most important tools that Cisco offers our partners is Partner Central. All things Cisco can be found here. But first you need to Register as a Cisco partner so that we can grant you access to this valuable resource. After clicking on the Partner Central tab click on “Register Now”. There’s a short form to fill out. Once you are granted access to Partner Central you will have access to all the great tools and resources that Cisco offers. Everything from sales presentations, product information, partner promotions and technical support can be found here.

32. Distributor Portal Information in one place: Products and services
Programs and promotions
Marketing

33. Where Can Partners Find Marketing Assets and Campaigns?
Distributors
Resellers
URL’s
Partner Central X
Marketing Library
Hi-res product images, assets
In ”Marketing” section of Partner Central
Campaign Builder
Ready to use co-branded campaign materials
WebCollage
Cisco content on partner sites
Distributor Portal
Launch mid March

34. Cisco SMB Advantage (SBA) What is it?
The Cisco SMB Advantage supports you in building and sustaining a profitable SMB practice by providing a breadth of products and services designed for your customers’ needs.
It’s available on the Cisco SMB Partner Central home page and is organized for easy access into the three key areas critical to your success:
Cisco SMB Advantage: How Does it work?
It’s a framework that specifically focuses on the needs and profitability of you — our valued SMB Partner — to help you sell more!
How Can it Help My Business?
Maximize Your Profitability
Rebate and incentive programs that will increase your bottom line
Save Time with Organized Resources
A broad array of tools, programs and services are organized into one easily navigated portal with three key focus areas: Products / Support / Profitability.
Support for your Business Get everything you need to help you market, sell and deliver solutions that build customer loyalty.
Support
Profitability
Products
Broadest portfolio of SMB products to meet Partners’ customers’ needs
Tools, training and support to help Partners sell and deliver solutions that build customer loyalty
Programs and incentives that grow Partners’ bottom line

35. Small Business Advantage: Getting Started Put the Small Business Advantage to work for you now!
Follow five easy steps to speed you on your path to profitability!
Enroll and Earn - Reap immediate rewards with the VIP-Express partner payment program designed to increase your Profitability as you expand your business
Get the Scoop - Sign up for the Customized Partner Newsletter and start getting the information you want, when you want it
Generate Leads - It’s easy to build an effective, customized campaign that drives Business with Cisco’s Partner Marketing Central
Earn More - Learn more ways to earn with the latest Cisco SMB Promotions -That put extra money in your pocket
Easy Configurations - Check out the Cisco Smart Designs, and your technical team can easily and quickly configure solutions to meet customer needs
The Cisco Small Business Advantage: Everything You Need to Succeed
The Cisco Small Business Advantage supports you in building and sustaining a profitable small business practice by providing a breadth of products and services designed for your customers’ needs and the sales incentives that reward and extend your efforts.
The Cisco Small Business Advantage organizes programs, tools, training, and resources into three primary focus areas for easy access and immediate benefit:
Products: Extremely broad portfolio of small business products to meet your customers’ needs
Support: Tools, training, and support to help you sell and deliver solutions that build customer loyalty
Profitability: Programs and incentives that quickly grow your overall profitability
Get Started
Partners can easily access the Small Business Advantage through the Cisco Small Business Partner Central homepage. Make sure to check out the “Getting Started” tab today for your five steps to increased profitability with Cisco.
Cisco Small Business Advantage: Products, Support, Profitability

36. Cisco Programs & Promotions
Cisco Rebate Program – get cash back when you purchase select Cisco products
Cisco Fast Track Program – get fast quotes and optimized pricing on select products
Cisco SMARTnet ‘3 for 2’ Promo – 3 years of Cisco SmartNet Service for price of 2 years
Cisco VIP-Express (formerly Partner Development Funds) – a profitability program for partners selling Cisco SMB products
Cisco Opportunity Incentive Program (OIP) – register deals and receive deal protection and incentives
Cisco Not-for-Resale (NFR) Program – purchase discounted Cisco products for use in non- revenue generating activities (e.g. demos)
Cisco VIP-Express is a profitability program designed for partners selling Cisco products and solutions into the small business and commercial segments. VIP-Express is for Cisco Registered, Select, and Premier Certified Partners.
Cisco VIP-Express program, formerly referred to as PDF, is Cisco’s partner profitability program for the SMB and commercial markets.
The PDF program provides partners with backend, quarterly payments ranging from 5-16% on sku list defined for each track
In Cisco’s FY10 we had over 12,000 partners enroll in PDF.
Moving into our FY11, we worked hard to simplify the program for our partners.
In the process we were able to reduce the number of tracks from the previous 8 to the current number of 4
We also implemented an automatic re-enrollment process for the partners in our non-invitation tracks
Program Benefits
PDF provides quarterly payments to qualifying partners based on purchases of Cisco SMB and Commercial products
Tracks are specifically designed to reward partners based on their level of Cisco training and investment
Program Enrollment 
Eligible partners must enroll on the Partner Program Enrollment (PPE) tool to begin accruing payments for sales made from the start of the Cisco fiscal year - Partners may also enroll at anytime during the year and will have their eligible sales counted from the beginning of the enrollment mont

37. Fast Track 2
Deliver the best networking products to your customers, faster than ever
Simplified pricing on key product families
Quarterly promotions and end user offers
Accelerated partner rewards and incentives
Products built for medium-sized and SMBes
Quarterly demand generation programs

38. Partner Marketing Central and Benefits
Partner Marketing Central is a single, easy-to-use co-marketing platform that allows you to customize Cisco material with your band and managed events
Business Value
Competitive
Advantage
Leverage Social Media
outlets in all your
Marketing activities
Create Virtual and Live Events
Customize all your materials and leverage the Cisco brand and resources
Maximize Your Co-Marketing Funds
“One Stop Shopping”
for all your Marketing needs
Create effective, sophisticated, Integrated Campaigns
Real-Time Marketing
Presence and
“Go to Market” speed
State of the Art visibility for your Marketing Activities
A “Grow with You”
Marketing platform that keeps up with current marketing trends.
Partner Marketing Central was is a great free tool that allows you to customize Cisco materials with your branding. Go to to get started.
Benefits:
Choose from powerful co-branded demand-generation tools and resources: from customized communications, to ready-to-use marketing and lead-generation resources--Cisco helps drive demand and revenue opportunities.
Leverages the Cisco
engine
Fosters Partner collaboration in a Web 2.0 environment

39. Pre-Sales and Design Support Cisco SMART Designs:The Network without the guesswork!
Validated network designs enabling partners to grow a profitable practice by removing the guesswork of selling and installing networking solutions
Simplified network design and implementation guides targeted at SMB Market, for successful and replication deployments
Modular framework supports incremental products and technologies while preserving the initial investments
Adaptive designs allow you to use as-is or customize for more complex scenarios and additional value-add
Role-based documentation that is targeted for different functions -- from pre-sales support, to maintenance
Trusted network deployment designed and recommended by Cisco
Improves partners profitability & loyalty.
Accelerate on-boarding and/or activate partners.
SmartDesigns offer you a valuable network deployment best practices, helping them grow a profitable Cisco practice and deliver a superior end-user experience. Cisco SmartDesigns establish the technical foundation for Cisco Select Certification program and the Partner Acceleration initiatives.
Key Takeaway’s:
Increase Profitability
Decrease pre-sales and implementation time
Increase effectiveness
Reduce training requirements
Increase productivity
Increase ability to address new opportunities
Enhance your reputation & become a trusted advisor

40. SMB Support Community The “Face” of SMB Support
Web 2.0 Community
Integrated Cisco, partner and customer contributions
Real-time communication and collaboration
Online Device Emulators – free online product experience
Download SMB Software
Small Business Support & Service by Country
The SMB Support Community is the “face” of Cisco SMB Support
Partners and customers can access support information, participate in discussions, and exchange knowledge within an extensive network of peers and Cisco SMB technical experts.
Highlights
Essential support for Cisco SMB
This is the 1st place that customers/partners should go for questions about SB products
We have Discussion Forums that encourage interaction and collaboration with group members
We also have Guest Blogs that feature invited Cisco staff or “super users,” who talk about the latest and greatest for SB products, the industry, etc
VODs are a phenomenal support tool for users to see how to install products
“A wise company will use the community as a resource to improve the product, support, and documentation—just like you are doing now!”
–Customer 40 40

41. Growing Your Business SMB Practice Builder Steps to Success
Online platform with tools and action plans, specific to partner owners, account managers, and engineers, to build new practices or optimize existing ones
Steps to Success
Web based toolkit to arm partners with an engagement model for sales, delivery and support of Advanced Technology Solutions
Small Business Specialization & Select Certification
Reflects a partner’s technology and business expertise specific to the SMB market
CISCO wants to help you grow your business –when you grow with our products and services, we grow too!
We have resources that will help you do just that!
Other than staying in conversation with your (Inside SBAM) who is your most important resource, we offer a few other helpful resources:
SMB Practice Builder - An online platform that has tools, action plans for each role within your ORG.
Partner Owner track
AM track
SE track.
They help you build a new practice or develop existing one.
Steps to Success gives you an engagement model for sales, delivery and support of Cisco’s technology solutions.
It has all the documentation that a typical project manager would use or develop for you to use. You don’t have to reinvent the wheel when it comes to engagement and project management.
It helps with deployments with a step by step outline and a toolkit of leading practices, tools and customizable project management templates.
Select Certification - Being Select Certified reflects a partner’s technology and business expertise specific to the SB market.
Cisco Customers can go to our Partner Locator tool, and search for Partners with the SMB Specialization/Select Certification
It gives you a lot of visibility and potential for leads from Cisco’s website.

42. Training Your People
Partner Education Connection -
Online portal with free training on all Cisco solutions, certifications, and products
SMB University –
Free, online SMB training content
Sales, technical & business acumen training
Quick Learning Modules to support new product announcements
SMB Not for Resale (NFR) Program –
Regularly scheduled webinars and live events on a variety of topics
It’s not imperative to train only yourself, but also your account managers and engineers you work with. It’s crucial and less frustrating to have people with the knowledge of how to execute on your pipeline and marketing campaigns that generate your pipeline.
We offer a lot of ways to get up to speed on Cisco products and services. One of the best tools we have is the Partner Education Connection. Here you can find training on every Cisco solution, product as well as training for all of the various Cisco certifications.

43. How Cisco Capital Helps Partners
Increase Margins and Cash Flow
Accelerate and Grow Deals
Partner Growth and Profitability
Expand Relationships and Grow Customer Purchasing Power
So how do we help partners?
Cisco Capital financing is a powerful and competitive sales enabler that can help our partners to strategically position and differentiate their Cisco proposals.
Financing can also expand their customer relationships beyond traditional contacts and allows partners to be more strategic to their customer’s business by understanding their financial requirements. Positioning Cisco Capital as part of their customers TOTAL Solution and engaging with Cisco Capital early in the sale cycle can actually strengthen their overall opportunities.
It has been shown that financing can grow and accelerate deals. A Yankee Group study showed that customers spend 34% more when they finance vs. when they purchase outright. This is due to the customer’s ability to utilize low monthly payments instead of a large upfront cash outlay.
In addition, with financing there is a built-in compelling event for refresh, this occurs approximately twice as fast as when financing is not used. Therefore ensuring a longer-term engagement with the customer that facilitates account control for the partner.
In today’s market our customers financial decision makers are asking for financial choices in order to acquire mission critical Cisco solutions. Cisco Capital can provide these choices to overcoming customers financial objections and to win the sale.
Broaden Cisco Value Footprint
Cisco Capital Financing Value-Add

44. Financing Completes the Cisco Solution
Hardware and Software
Cisco Capital Financing
Best-in-Class
Technology
Solution
Cisco Support and Service; Some Partner Lifecycle Services
Financing truly completes the total Cisco solution. In today economic environment…financing and the ability to get financing is more important to customers.
research has shown that 77% of customers agreed that financing was critical to their choice of IT supplier – this is important for our partners to understand.
Some 3rd Party Products
Cisco Capital Financing Is a Critical Component of Today’s Complete Technology Solution

45. Cisco Capital ‘S’ Finance Offer Maximize your customers’ buying power
0% Financing
Canada
Available until July 30, 2011*
36 months terms
Eligible for all Cisco hardware, software, and bundled services
Deal amounts $1k to $250k per customer (Europe and Canada)
Deal amounts $1k to $150k per customer ( US)
Specifically available for small and mid-size business customers only
$1 out - customer owns the technology at the end of term
Enhanced and simplified online tools
Available 24-7
Instant credit decisions (up to 250k)
Automatic finance contract delivery (up to 100k)
0% Financing
Europe
Available until 31 January 2011*
3% Financing US
Available until April 30, 2011*
* See offer details for full terms and conditions
Cisco is committed to helping our customers get the technology they need to stay competitive and grow profitably and efficiently.
Cisco Capital is opening its doors to Main Street with below market rates so that your SMB customers can keep pace with their technology needs as their business evolves. 
With Cisco Capital financing, you are maximizing your customers' buying power.  Not only can they gain access to the Cisco technology they need, they can do so without an upfront financial burden. By considering financing as part of their strategic acquisition plan, they will be able to afford more than they otherwise could.
Budget limitations can mean that money isn’t always available to invest in technology when your customer needs it most.
Cisco Capital is opening it’s doors so that your customers can keep pace with their technology needs as their business evolves.
Getting the latest Cisco technology your customer needs just got easier! 45 45

46. Key Resource URLs SMB Portal – www.cisco.com/go/smb
SMB Sales –
Advantage Now –
Channel SMB Page on Partner Central:
Partner Marketing Central
Customized Partner Intelligence Newsletter
Cisco SMB Support Community:
Visit for VIP-Express program details
Go to and enroll today for the Partner Program Enrollment (PPE) Program!