1 © 2004 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Technical Support Services Bundles for Cisco Integrated Services Routers Partner/External

222 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Table of Content Enabling Customer Success with Cisco Technical Support Services Increasing Revenue with Cisco ISRs

3 © 2004 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Technical Support Services (TSS) Maintenance Bundles for Integrated Services Routers (ISRs)

444 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco Customer Advocacy Mission: Customer Success with Cisco Technology Strategy: Lifecycle Services Go To Market: Profitable Partners

555 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID ISR Technical Support Services Bundles provide complete maintenance coverage enhancing customer experience & enable increase in partner profitability 555

666 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID What Our Customer Needs For ISR Technical Support Services? 666 Single point of accountability Direct access to Voice & Security experts Customer network knowledge Ease of doing business for ordering, renewals, and entitlement tracking

777 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID 1. Combination of SMARTnet/SPBase & SAU in a single SKU is a TSS bundle ISR product bundles have matching TSS bundles with different levels of services for ISR 2800 & 3800 family products with voice application for Cisco direct & Cisco brand resale (1 tier & 2 tier) & Cisco Shared Support 3. An Introductory Promotional Offer with discounts up to 49% off stand alone SNT & SAS/U will be available from 12/13/2004 – 6/30/2005 for Cisco direct & Cisco brand resale (1 tier & 2 tier) 4. At the end of introductory promotion each bundle will be priced at 20% off stand alone SNT & SAU Normal partner discounts apply during and after promotion Technical Support Services Bundles for ISRs

888 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID SAU--Voice Router SMARTnet (including Security) Illustration: Service Bundle At Attractive Discounts ISR Stand Alone Service $100 Save 20% Introductory PROMOTION $51 Save 49% These are not real prices. The slide illustrates how discounts can be calculated. $200 TSS Bundle $80 $102 $160 Total

999 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Total SAU--Voice Router SMARTnet (including Security) Service Bundles At Attractive Discounts ISR Stand Alone Service $100 $ 200 $ 100 TSS Bundle $80 $160 Introductory PROMOTION $51 $102 Normal Partner Discounts MY Pre-Pay Discount Yes N/A:SIS Yes: CBR No: CSSP & SIS Yes

10 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Access to complete maintenance service coverage at attractive prices Ability to leverage Cisco’s world class technical support expertise for data, voice, video, & security Ease of ordering for Hardware & Software services in a single SKU Lower total cost of ownership Customer Benefits

11 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Partner Benefits Offer complete maintenance services at attractive price Drive Increase in revenue & attach rates: --Facilitate up-sell to Voice & security services --Offer PDI revenue opportunity Increase in overall margins Ease of selling 11 Increase Revenue and Margins

12 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID How to Order TSS Bundles & Promotion? Quoting & ordering processes remain unchanged Service deliverables for both Hardware and Software are incorporated into a single Hardware service program for relevant product SKUs (i.e. where SW service is applicable) Service Bundle SKUs will use existing SKUs naming convention Example of TSS bundle SKU: CON-SNTP-C2811SRS Promotional pricing is built into Bundle Service SKU price Service description in the SKUs will indicate promotion price & SASU combined with Hardware services Hardware & Software services can be purchased/sold for stand alone products; not for the product bundles

13 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID CISCO2801-SRST/K9 CISCO2801-CCME/K9 CISCO2801-V3PN/K9 CISCO2811-SRST/K9 CISCO2811-CCME/K9 CISCO2811-V3PN/K9 CISCO2821-SRST/K9 CISCO2821-CCME/K9 CISCO2821-V3PN/K9 CISCO2851-SRST/K9 CISCO2851-CCME/K9 CISCO2851-V3PN/K9 CISCO3825-SRST/K9 CISCO3825-CCME/K9 CISCO3825-V3PN/K9 CISCO3845-SRST/K9 CISCO3845-CCME/K9 CISCO3845-V3PN/K9 Product Bundles with Matching TSS Bundles ISR product families with voice applications will have matching TSS bundles: 2801, 2811, 2821, 2851, 3825, and 3845

14 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Promote Sell Learn Educate customers about benefits of TSS bundles & promotion for successful ISR implementations Call To Action

15 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco Sets The Technology Standard A WINNING SOLUTION !! Next generation, best-in-class routing Concurrent services at wire-speed Leading security solutions Leading voice solutions World class Technical Support Services

16 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID More Information Visit: Contact your Cisco representation for further information and/or events in your area

17 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID 17

18 © 2004 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Increasing Revenues with Cisco’s Integrated Services Routers Secure, Wire-speed Delivery of Concurrent Services and Applications

19 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco’s New Integrated Services Routers Up to… 5X service density, 7X performance, 4X memory! Embedded security, tightly integrated with voice Industry-leading network availability and resilience Plus headroom to grow! Backward compatibility with existing router modules for solid investment protection Integrated Services Routers Secure, Concurrent Services At Wire-speed!

20 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID 1. Drive foundation technologies revenues 2. Capture fair share of $6.4B security and voice opportunity 3. Sell the right-sized solutions to high growth SMB market 4. Tap into Service Provider managed services revenues 5. Redefine competitive battleground Top 5 Reasons for Cisco Field and Partners To Sell Cisco Integrated Services Routers

21 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID ISRs uniquely fulfill Current & Future Investment Priorities ISRs uniquely fulfill Current & Future Investment Priorities Cisco Integrated Services Routers Deliver on “Top 3” 2004 Spending Priorities Basic network “refreshes” pave the way for branch router upgrades! Source: Cisco/Yankee Group Survey May 2004 (US, UK, Germany)

22 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Creating New Opportunities While Protecting Investments FCS 4QCY04 Cisco 3800 FCS 3QCY04 Cisco 2800 Cisco 2800 Cisco 1800 FCS 3QCY04 New Product for New Opportunities Cisco 3700 Series Cisco 2600 Series Cisco1721 Cisco 1751/1760 Transition and Upsell Opportunities 4.4 Million Routers Ready for Migration End of Sale or Obsolete Products

23 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Capture Fair Share of $6B Security and Voice Opportunity Routing : $3.5 B Sources: Synergy 1Q04, Infonetics 1Q04 $3.4B Total Security Cisco, 29% Others 29% CA 6% Nokia 9% NetScreen 10% CheckPoint 18% Cisco Nortel 17% Avaya 17% Alcatel 6% Mitel 5% Others 26% Cisco 29% $2.9B Enterprise IP Telephony Doubles the Opportunity PLUS… L2 Switching Wireless Application Acceleration PLUS… L2 Switching Wireless Application Acceleration Doubles the Opportunity

24 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Redefine the Competitive Battleground: Cisco Leads In Routing & Services Innovation Future Video Intelligent Application Services Wireless Self DefendingSystem Level Management Auto SecureAuto AttendantAuto QoS Network Admission Control Intrusion Prevention 802.1x DMVPN Voice Mail Conferencing Call Processing Voice Scalability Convergence Apps Software Distribution Prepositioning Caching Advanced QoS (LLQ, MPLS) VoiceApp Optimization IDS VPN Firewall Voice Gateway Toll Bypass Compression Multiple Apps Basic QoS VoiceApp Optimization Security Traffic Aware ACLs Voice TransportApplication Transport Multi-Protocol (DLSW, etc..) Integrated Services Router Service Evolution Advanced Services Basic Integration Integrated & Embedded Services Transport & Performance Security 1 st Gen 2 nd Gen 3 rd Gen Other Vendors Cisco Integrated Services Routers 4 th Gen

25 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID 3800 Series 2800 Series 1800 Series FCS October 2004 FCS October 2004 Highest Density and Performance for Concurrent Services Embedded, Advanced Voice, Video, Data & Security Services Integrated Security & Data Substantial increase in price/performance! Extension into new markets! Greater service densities across the portfolio! Substantial increase in price/performance! Extension into new markets! Greater service densities across the portfolio! Increased Value Extended to New Markets Scalable from Small Business to Large Enterprises Right-Sized Router for Customer Requirements Enterprise Branch Office SMBSmall Branch FCS September 2004 FCS September 2004 FCS September 2004 FCS September 2004 Performance and Services Density

26 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco 3825 and 3845 Routers Flagship Enterprise Branch Router Integrated Services at Wirespeed Up to T3/E3 rates with all services turned on Security: On-board encryption, Firewall with NAT, IPS, NAC, and more Voice: On-board DSP slots, up to 240 IP Phones Services Density for Convergence Maximum density for both connectivity and service modules Slots support new modules + existing interfaces Optional integrated 802.3af powered switching Enhanced Availability Hot-swap modules and power supplies Highly serviceable design (field replaceable) Internal redundant power NME Slots24 DSP Slots44 RPSExternalInternal Form Factor 2RU3RU $9,500 to $13,500 USD

27 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco 2801, 2811, 2821, 2851 Routers For the Converged Branch Integrated Services at Wirespeed Up to NxT1/E1 rates with all services turned on Security: On-board encryption, Firewall with NAT, IPS, NAC, and more Voice: On Board DSP Slots, up to 96 IP Phones Services Density for Convergence x2 slots for connectivity w/service expansion Slots support new modules and existing interfaces Optional integrated 802.3af powered switching “Right-sized” IP Communication Solutions Performance and density matched for user data + voice solution New expansion voice module slot for high density analog/BRI NME / EVM0/01/01/1 DSP Slots2233 LAN2 FE 2 GE Form Factor 1RU 2RU $1,995 to $6,495 USD

28 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Security Leadership Self-Defending Network Leverage the network to protect endpoints Network Admission Control 802.1x TRUST & IDENTITY Leverage the network to protect endpoints Network Admission Control 802.1x Secure & scalable connectivity VPN, DMVPN, V3PN Secure Voice SECURE CONNECTIVITY Secure & scalable connectivity VPN, DMVPN, V3PN Secure Voice Protect the infrastructure from attacks and vulnerabilities Control Plane Policing NETWORK INFRASTRUCTURE PROTECTION Protect the infrastructure from attacks and vulnerabilities Control Plane Policing Prevent & respond to attacks & worms Inline Intrusion Protection Firewall THREAT DEFENSE Prevent & respond to attacks & worms Inline Intrusion Protection Firewall EVM NMEX GEGEHWICHWIC HWICHWIC USB USB VPNDSPAIMAIM Up to 400% Mpps improvement with onboard encryption, up to 1000% Mbps with AIM

29 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Voice Leadership Services and Applications Integrated HWIC, DSP and optional AIM cards Auto attendant Conferencing INCREASED VOICE DENSITY Integrated HWIC, DSP and optional AIM cards Auto attendant Conferencing Integrated voice applications Cisco Unity Express (CUE) Call Manager Express (CCME) ADVANCED VOICE APPLICATIONS Integrated voice applications Cisco Unity Express (CUE) Call Manager Express (CCME) New VICs Variety of voic modules INCREASED MODULARITY New VICs Variety of voic modules EVM NMEX GEGEHWICHWIC HWICHWIC USB USB VPN AIMAIM Voice silicon for performance Decreased latency High performance at higher density MORE PERFORMANCE Voice silicon for performance Decreased latency High performance at higher density DSP Up to 140% improvement in simultaneously active voice calls

30 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Increased Density, Flexibility and Performance Right-Sized Voice in Right-Sized Router VOICE & DATA EXAMPLE: BEFORE & AFTER Number of IP Telephony Users2432 CCME/SRST License3648 CUE (Voice Mail /AA)1824 Conferencing /Transcoding4/46/6 Typical router for data Platform needed with IPT Price of Base Chassis$8500$12,000 Price per Seat (for Chassis) -- BEFORE $354$372 COMPARE VALUE Integrated Service Router Price of Base Chassis$2,495$3,895 Price per seat (for Chassis) -- AFTER $103$121 Voice Voice mail across entire 2800/3800 Series Conferencing, gateway, voice mail, auto attendant & call processing -- no network module required! DSPs slots on ALL 2800 and 3800 routers! PLUS! Security comes standard High performance encryption Cisco IOS security: VPN, IPS, Firewall, URL filtering Not enough? Add these options: Network analysis Caching, streaming L2 switching with PoE support Over 67% Savings

31 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Making Security Services Sales Faster, Easier: Cisco 3800, 2800 and 1800 Security Bundles Integrated Services Routers Ship with VPN acceleration But Cisco IOS software is needed to enable security features Customers have 3 options: Entry Security Bundles Enhanced Security Bundles Secure WAN connectivity and performance No desire to integrate voice V3PN Bundles Enhanced security performance Scale for concentration Desire to integrate voice traffic (only) For combined: − Data, − Voice Gateway, − IP Communications Travels across a secure VPN WAN New

32 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Making Voice Services Sales Faster, Easier: Cisco 3800, 2800 IPC Bundles Ship with integrated DSP slots 4 options for each deployment type: Voice Gateway Bundles CME Voice Bundles Adds DSPs that scale with the platforms Adds Cisco IOS feature set IP Voice V3PN Bundles Adds CME Feature license to Voice Gateway Bundle SRST Voice Bundles Adds SRST Feature license to Voice Gateway Bundle For combined: − Data, − Voice Gateway, − IP Communications Across a secure VPN WAN New

33 © 2004 Cisco Systems, Inc. All rights reserved. Presentation_ID Cisco Sets The Technology Standard A WINNING SOLUTION Next generation, best-in-class routing Concurrent services at wire-speed Leading security solutions Leading voice solutions World class Technical Support Services