Cisco Technical Support Services Bundles for Cisco Integrated Services Routers Partner/External Thanks for joining us! Today, we are going to talk about.

Cisco Technical Support Services Bundles for Cisco Integrated Services Routers Partner/External
Thanks for joining us! Today, we are going to talk about Cisco Technical Support Services Bundles & related promotion for the Integrated Services Routers.

Table of Content Enabling Customer Success with Cisco Technical Support Services Increasing Revenue with Cisco ISRs There are two sets of slides included in this presentation. The first part of the presentation up to slide #16 is where we will be spending time in today’s session to discuss in detail the TSS services bundles. The second part of the presentation is an overview and background information on the ISR technology and how to sell and position the ISR in the market place. We will not spend time on this portion of the slides. Please refer to them as you see appropriate and are provided as back up slides.

Technical Support Services (TSS) Maintenance Bundles for Integrated Services Routers (ISRs)
Thanks for joining us! Today, we are going to talk about introduction of the Technical Support Services bundles for the Integrated services routers which are going to be orderable on Dec 13th, This presentation focuses on what TSS bundles are, how they benefit Cisco customers &, partners. We will also discuss some of the logistics of ordering process and where you can go for more information.

Cisco Customer Advocacy
Mission: Customer Success with Cisco Technology Strategy: Lifecycle Services As on-going effort of bringing new services to the market Cisco Customer Advocacy (CA) will retain its focus on assuring customer success with Cisco Technology through Plan, Design, Implement, Operate life cycle services. Focus of the ISR bundles we will discuss in this presentation for the Technical Support Services maintenance bundles is on the Operate portion in life cycle services. As we bring service programs to market, our partners play a significant role in creating new business opportunities for service programs. We continue to focus on how best we make partners successful. ISR technologies and related services are expected to be incremental revenue streams for Cisco partners depending on their business model. Please note that the ISR products for which these TSS maintenance bundles have been created include: 2801, 2811,2821, 2851, 3825, & These product bundles combine three technologies into a single solution with integration of router, security, and voice. Go To Market: Profitable Partners

ISR Technical Support Services Bundles provide complete maintenance coverage enhancing customer experience & enable increase in partner profitability Technical Support services bundles will combine core support services such as SMARTnet and Software Application Upgrade (SAU) as a complete maintenance coverage for customers. These bundles intend to provide ease of ordering and access to Cisco world class support expertise which will enhance overall customer experience and increase partner profitability by enabling new service opportunities for partners such as offering plan/design/implement and also leverage Cisco brand offering at significant cost savings. 5 5 5

What Our Customer Needs For ISR Technical Support Services?
Single point of accountability Direct access to Voice & Security experts Customer network knowledge Ease of doing business for ordering, renewals, and entitlement tracking Based on a number of formal and informal ways we have polled customers to understand what their services requirements are for the ISRs. They want to be able to go to a single source for their services requirements for the routers and applications such as voice. These requirements can be fulfilled by Cisco & a partner as long as they have the assurance of single point of accountability. Customers also indicate that they want direct access to voice and security expertise along with the same source that understands their network. From business stand point ease of ordering, ability to renew under a single contract for hardware and software services is equally important such that they do not have to track hardware and software components for services separately. 6 6 6

Technical Support Services Bundles for ISRs
Combination of SMARTnet/SPBase & SAU in a single SKU is a TSS bundle 18 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 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) 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 are designed to provide ease of ordering and doing business by combining core services such as SMARTnet/SPBase & Software Application Upgrades (SAU) for voice applications into a single bundle. There are 18 ISR product bundles with voice application. For each product bundle there is a corresponding TSS bundle. Therefor there are 18 TSS bundles which include core service & SAU for voice. Each bundles is also mapped to different service levels such as SMARTnet NBD, SMARTnet 8*5*4, SMARTnet 24*7*4 etc. TSS maintenance bundle is also mapped to SPBase. Some of the advanced services which include TSS will also have these bundles included and priced accordingly. 2801, 2811, 2821, 2851, 3825, & 3845 product families have matching TSS bundles. Each of these product families have 3 corresponding voice bundles making total of 18 hardware bundles (6 product families*3 voice bundles per family=18 product bundles with voice applications) An introductory promotion is designed as an incentive at attractive discounts of up to 49% off stand alone services. The promotion will run from 12/13/o4 to 6/30/05. Promotional prices will be visible your theater specific price list. Partners are eligible to sell TSS bundles under CBR. Promotional discounts apply to Cisco brand offerings under direct or CBR for the bundles. If a partner has SIS or CSSP contract with Cisco—they can also take advantage of the bundles/promotion under their CBR addendum. Additionally, CSSP SKUs will reflect the actual bundle pricing which is calculated at 20% off stand alone hardware and SASU offerings. CSSP & SIS partner can take advantage of the promotion under their CBR addendum. TSS maintenance bundles are not available under SIS unless as noted before—partner sells them under CBR. Bundles will be available as packaged services for two tier at already built in promotional discounts and will be reflected in the prices during promotional period—hence no price deviations necessary. Normal partner discounts will apply during and after promotion for the TSS maintenance bundles.

Illustration: Service Bundle At Attractive Discounts
ISR Stand Alone Service TSS Bundle Introductory PROMOTION Router SMARTnet (including Security) $100 $80 $51 $80 SAU--Voice $ 100 $51 Above illustration shows the relationship between the prices of stand alone SMARTnet and stand alone SASU for voice. 20% discount is applied to calculate the price of the same services in the bundle in the second column, and the last column demonstrates the 49% discount off the stand alone services for the promotion which runs from Dec 13, 2004 to June 30, For exact pricing and calculations for a specific TSS bundle part ID, please refer to the available price list for your theater. The numbers shown above do not reflect real prices. Total $200 $160 $102 Save 20% Save 49% These are not real prices. The slide illustrates how discounts can be calculated.

Service Bundles At Attractive Discounts
ISR Stand Alone Service TSS Bundle Introductory PROMOTION Router SMARTnet (including Security) $100 $80 $51 SAU--Voice $ 100 $80 $51 Total $ 200 $160 $102 As you can see in row four in this slide—normal partner discounts will apply during and after promotion for the TSS bundles. For details on exact % of the discount for a particular partner—the SAM/CSAM should refer to the specific partner discounts. They will also vary depending on several factors such as program type, geography etc. It is an illustration of how discounts can be calculated. For exact pricing and calculations for a specific TSS bundle part ID, please refer to the available price list for your theater. The numbers shown above do not reflect real prices. In case of multi-year contracts—Cisco will offer 49% discount for year 1, 2, & 3. Additionally, related MY Pre-Pay discount will also be applicable during promotion (and subject to change based on future business decisions) Due to already built-in significant promotion discount—no other discounts can be combined—unless indicated otherwise and have already been approved by Cisco Customer Advocacy Please note that TSS maintenance bundles are not applicable in the SIS models hence not available under SIS unless partner wants to sell TSS maintenance bundles under their CBR agreement. SIS is not a time bound offering where as TSS bundles are designed to provide SMARtnet and SAU for an annual contract. For Cisco Shared Support (CSSP) partners-- the bundles are available at 20% off stand alone services. Cisco will not be able to offer promotional discount under CSSP-- it is financially not viable for Cisco to offer such deep discounts in addition to CSSP discounts. The CSSP partners have an option to sell the TSS bundles under their CBR addendum should they wish to leverage Cisco infra-structure and services. Normal Partner Discounts Yes Yes N/A:SIS Yes: CBR No: CSSP & SIS MY Pre-Pay Discount Yes Yes Yes

Customer Benefits 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

Increase Revenue and Margins
Partner Benefits Increase Revenue and Margins 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 11 11

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 Partners and customers should use the same ordering process they currently use to order SNT & SASU services. For ease of ordering and quoting we have not created new SKUs with new naming conventions for the TSS bundles. We are using current naming convention for the bundle SKUs. For example a TSS bundle SKU: CON-SNT-C22811V3P follows existing naming for a SMARTnet SKU. The main difference here is in the deliverable. The bundle SKU includes SMARTnet and SASU. For this SKU at launch promotional price will already be reflected in the Global price list with appropriate theater up lifts and therefore in price adjustments will be required by sales or partners.

Product Bundles with Matching TSS Bundles
ISR product families with voice applications will have matching TSS bundles: 2801, 2811, 2821, 2851, 3825, and 3845 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/K CISCO2851-V3PN/K9 CISCO3825-SRST/K9 CISCO3825-CCME/K CISCO3825-V3PN/K9 CISCO3845-SRST/K9 CISCO3845-CCME/K CISCO3845-V3PN/K9

Call To Action Educate customers about benefits of TSS bundles & promotion for successful ISR implementations Promote Sell Learn

Cisco Sets The Technology Standard
Next generation, best-in-class routing Concurrent services at wire-speed Leading security solutions Leading voice solutions World class Technical Support Services A WINNING SOLUTION !! In summary – Cisco is leading the industry – redefining what it means to be a best in class router. Delivering Concurrent services at wire-speed Providing end to end security solutions Integrated with comprehensive voice solutions Complete maintenance bundles with world class technical expertise at attractive price can only make a winning solution for customers and partners

More Information Visit: http://www.cisco.com/partner/services/isr/
Contact your Cisco representation for further information and/or events in your area Please visit the URL for additional collaterals such as ISR bundle announcement, detailed Q&A etc.

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Increasing Revenues with Cisco’s Integrated Services Routers
Secure, Wire-speed Delivery of Concurrent Services and Applications Thanks for joining us! Today, we are going to talk about how Cisco’s new Integrated Services Routers will help you increase foundation technology revenues, meet AT goals, tap into the SMB market, reinvigorate the enterprise market and take advantage of managed services revenues with service providers.

Cisco’s New Integrated Services Routers
Secure, Concurrent Services At Wire-speed! Up to… 5X service density, 7X performance, 4X memory! Embedded security, tightly integrated with voice Integrated Services Routers On September 14th, we announced the new ISR family – a line of products that has been in development for more than two years and has been engineered specifically to deliver a best in class routing system, designed from the ground up for concurrent services performance and resiliency. With this introduction, Cisco is redefining what it means to be a router -- delivering an integrated and embedded system that’s built to meet today’s and tomorrow’s data, security, voice and application needs. The new routers have been designed with faster components and processing, higher memory and bus speeds, and custom silicon to maintain high throughput levels, while running a complex set of data and applications services. That means customers can now take advantage of industry-leading performance and resiliency, routing, security and voice services, plus have plenty of headroom for future services including low density L2 switching, Power over Ethernet, caching, video, network analysis and more. But don’t just take my word for it… Backward compatibility with existing router modules for solid investment protection Industry-leading network availability and resilience Plus headroom to grow!

Top 5 Reasons for Cisco Field and Partners To Sell Cisco Integrated Services Routers
Drive foundation technologies revenues Capture fair share of $6.4B security and voice opportunity Sell the right-sized solutions to high growth SMB market Tap into Service Provider managed services revenues Redefine competitive battleground Over the next few slides, we’re going to talk about how the new routers will help you: Drive foundation technologies revenues – migrate the installed base from current gen to next gen Capture your fair share of $6.4B security and voice opportunity – two services that are ripe for the picking as we’ll show you Sell right-sized solutions to high growth SMB market with new platforms that drive services down into the commercial market Tap into Service Provider managed services revenues and Redefine competitive battleground

Cisco Integrated Services Routers Deliver on “Top 3” 2004 Spending Priorities
Basic network “refreshes” pave the way for branch router upgrades! ISRs uniquely fulfill Current & Future Investment Priorities 21% 33% 20% 24% 19% 17% 22% 16% 18% 5% 9% 6% 0% 10% 30% 40% 50% 60% 70% 80% Security High Availability Connectivity Management Application Communications #3 Ranking #2 Ranking #1 Ranking According to the Yankee Group and Cisco’s research, Integrated Services Routers deliver on “Top 3” 2004 spending priorities of SMBs and enterprise customers. Good news for migrating the installed base forward! As you can see, customers are now investing in the fundamentals – security, high availability, connectivity and management – doing the basic network “refreshes” pave the way for branch router upgrades! PLUS, they are ready to spend – and spending on applications and communications solutions – a perfect opportunity for IPC! AND, ISRs uniquely fulfill current & future investment priorities – laying the foundation for what customers need today and tomorrow… Source: Cisco/Yankee Group Survey May 2004 (US, UK, Germany)

Creating New Opportunities While Protecting Investments
FCS 4QCY04 Cisco 3800 FCS 3QCY04 Cisco 2800 Cisco 1800 New Product for New Opportunities Cisco 3700 Series Cisco 2600 Series Cisco 1721 Cisco 1751/1760 Transition and Upsell Opportunities The most common migration paths are what you see here. Typical migration plans would follow what you see here (3700 to 3800, 2600 to 2800, 1700 to 1800) (step thru) And, there are definitely opportunities to upsell within the families, depending upon the number of services customers would like to implement today and in the future. To help you move customers to the new platforms, we will offer aggressive trade in programs that will allow customers to easily transition. To provide maximum investment protection, Cisco is providing upward compatibility on most router modules, except for newer modules specifically designed for the next generation platforms. 4.4 Million Routers Ready for Migration End of Sale or Obsolete Products

Capture Fair Share of $6B Security and Voice Opportunity
PLUS… L2 Switching Wireless Application Acceleration 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% 29% $2.9B Enterprise IP Telephony Doubles the Opportunity Routing : $3.5 B Doubles the Opportunity (BUILD THIS SLIDE AS YOU TALK) So we talked about capturing foundation technology revenues – how about ATs? The market for WAN product at Cisco is very large and it grows dramatically when you add it the security and telephony markets. The new routers provide world class features for WAN connectivity plus the ability to deploy security, telephony and other areas like caching and integrated switching. Three Primary Points for this slide: At $3.5B, the branch routing market is large, but Cisco owns 90%+ of that market – so the question becomes, how to drive growth from this market? The answer with the new ISR is to sell Security and Voice services integrated in the router – this new AT oppty doubles the revenue oppty in the branch for Cisco ISR. There’s lots of room for Cisco to grow by taking Security and Voice market share – and research shows customer prefer these svcs integrated into the router. and that’s not even including the other value-add ISR services like L2 switching, wireless, content delivery/caching and network analysis! Our goal for ISR security is 35% attach rate in FY05!

Cisco Integrated Services Routers
Redefine the Competitive Battleground: Cisco Leads In Routing & Services Innovation Cisco Integrated Services Routers Future 4th Gen Self Defending System Level Management Integrated & Embedded Services Wireless Intelligent Application Services Video Auto Secure Auto Attendant Auto 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) Advanced Services 3rd Gen Services Integrated Primary Points for this slide: Cisco has been integrating services with data routing throughout its 20 year history, to the point where with ISR, Cisco has entered its 4th generation of integrating and embedding advanced services into its Routing platforms. With this launch Cisco moves closer to its vision of the true Intelligent Information Network. Illustrated here are some of the significant service integration milestones along the way – in three key technology areas – Security, Voice and Application Optimization. (walk through some development paths to illustrate the point – such as from IDS, to inline IPS, to NAC, to the Self-Defending Network) Other routing vendors have only just begun to take steps to integrate services like security and voice into their platforms. None of these vendors has a time-proven, service-oriented infrastructure like IOS on which to deliver these services. None of these vendors even offer the integrated application optimization and content delivery capabilities that Cisco delivers today. Security Voice App Optimization Router Service Evolution Basic Integration IDS VPN Firewall Voice Gateway Toll Bypass Compression Multiple Apps Basic QoS 2nd Gen Other Vendors Security Voice App Optimization 1st Gen Security Traffic Aware ACLs Voice Transport Application Transport Multi-Protocol (DLSW, etc..) Transport & Performance

Increased Value Extended to New Markets Enterprise Branch Office
Scalable from Small Business to Large Enterprises Right-Sized Router for Customer Requirements Performance and Services Density 3800 Series Increased Value Extended to New Markets Substantial increase in price/performance! Extension into new markets! Greater service densities across the portfolio! 2800 Series FCS October 2004 1800 Series Highest Density and Performance for Concurrent Services FCS September 2004 As we’ve mentioned, one of the exciting elements of this new family launch is the fact that we are now making it possible for customers of all sizes to take advantage of concurrent, integrated services at price points closer to their needs. That’s great news, particularly for SMBs who have wanted a single system solution to reduce complexity, but didn’t need quite all the bells and whistle of the higher-end modular platforms. Now, they can choose the “right sized router” to meet their requirements. As you’ll see in more detail on the next few slides, we’ve increased the density of services across the board, which scale in number and type as you move up the portfolio. Let’s take a look at some of the differentiating details between the product families… Embedded, Advanced Voice, Video, Data & Security Services FCS September 2004 Integrated Security & Data Enterprise Branch Office Small Branch SMB

Cisco 3825 and 3845 Routers Flagship Enterprise Branch Router
$9,500 to $13,500 USD 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 3845 3825 3845 NME Slots 2 4 DSP Slots RPS External Internal Form Factor 2RU 3RU The flagship routers in Cisco’s new Integrated Services Portfolio, the 3800 series are designed for scaling secure, concurrent services in the largest and most demanding of enterprise branch sites. The Cisco 3800 family consists of two new modular platforms optimized for the secure delivery of concurrent data, voice and video services: the Cisco 3825 and 3845 series, which are available with three optional configurations for AC Power, AC Power with integrated IP phone power support, and DC power. The Cisco 3800 Series routers are built to support mid/high WAN bandwidth requirements and allow for high density services, TDM interconnections, and fully integrated power distribution to modules supporting 802.3af power over Ethernet, while supporting the existing modular interfaces portfolio. This ensures continuing investment protection to accommodate network expansion or changes in technology as new services and applications are deployed. The highest performance available for security in the branch, the 3800 Series feature integrated hardware that offloads encryption services processing - supports IPsec DES, 3DES, and AES128, AES192, and AES 256 encryption modes without the need for separate modules. It also includes special IOS feature support for identifying, preventing and adapting to security threats and maintain a self-defending network, Network Admission Control (Anti-Virus enforcement), Dynamic Multipoint VPN, Dynamic Inline IDS, IOS Firewall and URL Filtering capabilities. SDM is also now included on all IOS images to aid management of the chassis The 3800 series also feature the highest densities and performance for voice. Integrated PVDMs deliver support for analog voice, digital voice, conferencing, transcoding, Secure RTP media, while enabling network module or AIM slots for switching, concurrent apps, content, voice mail. Plus, customers can reliably deliver voice over IP (VoIP) including H.323, Media Gateway Control Protocol (MGCP), and Sessions Initiation Protocol (SIP), voice over Frame, and voice over ATM (including AAL5 and AAL2 adaptation layers. Additional, Advanced Service interfaces integrate applications directly into router, without the need for separate appliances Network Analysis Module (NAM) - integrated traffic-monitoring enables application-level visibility into network traffic for remote troubleshooting and traffic analysis. Cisco Intrusion Detection Module (IDS) - provides the ability to inspect all traffic traversing router interfaces, to identify unauthorized or malicious activity like hacker attacks, worms or denial-of-service attacks, and to terminate illegitimate traffic to suppress or contain threats Content Engine network module delivers application-layer services including web application acceleration, business video streaming, software distribution and URL filtering Plus, a 10/100 Ethernet Switching module, which has proven to be very popular already in our 3700 platforms. The most highly available, resilient products in the Integrated Services Router family, the 3800 series offers optional redundant power, ECC memory for improved fault isolation and correction, USB flash for ease of image recovery, advanced temperature monitoring and variable speed cooling fans, IOS Warm Reboot for improved boot up times, Network Module online insertion and removal, and field-replaceable components such as fan tray, motherboard and power supplies (3845 only). Increased altitude specs also allow for more flexible deployment Plus they support a majority of 90+ existing Cisco 2600 Network Modules, Voice and WAN Interface Cards, and Advanced Integration Modules for investment protection.

Cisco 2801, 2811, 2821, 2851 Routers For the Converged Branch
$1,995 to $6,495 USD 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 2801 2851 The Cisco 2800 Series integrated services router family comprise of four new platforms, the Cisco 2801, 2811, the Cisco 2821 and the Cisco 2851; which provide significant additional value compared to previous generations – and at similar price points. The best-in-class Cisco 2800 Series architecture has been specifically designed to meet the requirements of small to medium sized businesses and small and medium sized enterprise branch offices. These routers offer up to a five-fold performance improvement, twice the default memory, new embedded service options, and dramatically increased slot performance and density. They also support a majority of 90+ existing Cisco 2600 Network Modules, Voice and WAN Interface Cards, and Advanced Integration Modules. The 2800 Series deliver embedded encryption acceleration and motherboard voice DSP slots; Intrusion Protection and firewall functionality; integrated call processing and voic ; high-density interfaces for a wide range of connectivity requirements; plus sufficient performance and slot density headroom for future network expansion requirements and advanced applications. For security, the on-board hardware-based encryption acceleration offloads the encryption processes to provide greater IPSec throughput with less overhead for the router’s CPU when compared with software-based solutions. With the integration of optional VPN Modules (for enhanced performance and tunnel count), Cisco IOS based Firewall, Network Access Control, Content Engine Network Modules, or Intrusion Protection Network Modules, Cisco offers the industry's most robust and adaptable Security Solution for Branch Office Routers. What’s more, all of Cisco’s Integrated Services Routers now ship with Cisco’s Router & Security Device Manager, a powerful GUI for managing security. For IP Communications, the Cisco 2800 series easily meets the needs of small to medium businesses. Customers can run optional Cisco CallManager Express embedded in Cisco IOS® Software to provide call processing for up to 72 Cisco IP phones. The Cisco 2800 series leverages the wide array of voice capabilities that are embedded in the Cisco 2800 series together with optional features available in Cisco IOS® Software to provide a robust IP Telephony offering for the small to medium branch office environment. With the optional integration of a wide array of Services Modules, the Cisco 2811, 2821 and 2851 offer easy integration of functionality typically offered by standalone network appliances and components into the 2800 series chassis itself. Many of these network modules, such as the Cisco Network Analysis, Voice Mail, Intrusion Detection, and Content Engine Module, have embedded processors and hard drives that allow them to run largely independently of the router while allowing management of them from a single management interface. This flexibility greatly expands the potential applications of the Cisco 2800 series beyond traditional routing while still maintain the benefits of integration such as ease of management, lower solution costs, and increased speed of deployment. 2801 2811 2821 2851 NME / EVM 0/0 1/0 1/1 DSP Slots 2 3 LAN 2 FE 2 GE Form Factor 1RU 2RU

Security Leadership Self-Defending Network
Up to 400% Mpps improvement with onboard encryption, up to 1000% Mbps with AIM Security Leadership Self-Defending Network SECURE CONNECTIVITY Secure & scalable connectivity VPN, DMVPN, V3PN Secure Voice TRUST & IDENTITY Leverage the network to protect endpoints Network Admission Control 802.1x NETWORK INFRASTRUCTURE PROTECTION Protect the infrastructure from attacks and vulnerabilities Control Plane Policing THREAT DEFENSE Prevent & respond to attacks & worms Inline Intrusion Protection Firewall ISRs are a key foundation of the self defending network: Security is now a foundational element of the router and a key role in protecting the network. Covering four-points of the Self Defending Network security strategy, the Self Defending Network features bes-of-breed, comprehensive protection. Trust & identity – Leverage the network to intelligently protect endpoints – and thus the network itself. Technologies on the router include identity features like AAA, Network Admission Control, and 802.1x access control protocol. For example, NAC uses the network to protect itself. Unlike competitive devices whose endpoint security features allow viruses onto the network and spread - NAC allows only trusted endpoint devices that comply with the latest corporate antivirus and operating system patch policies to access the network. Vulnerable and non-compliant hosts are isolated and given restricted network access until they are patched and secured, thus preventing them from being the sources or targets of worm and virus infections. NAC on the router: NAC is ideally located on the router as a “trusted handler” of the traffic and is able to integrate more advanced security, QoS and Routing features in combination with NAC. As a gateway, the router can act as the admission control agent and the first line of defense for the network. (Note: 802.1X is a switch-based, port-level access control protocol. By deploying 802.1x applications, network administrators can effectively eliminate the possibility of users deploying unsecured wireless access points x on the router: Cisco modular routers feature integrated switching capabilities with the new 4 & 9 Port EtherSwitch HWIC and the existing 16 and 36 Port NM all Support for 802.1X standard. In addition these interfaces support Power over Ethernet( POE). (All router ethernet ports now support 802.1X.) Secure Connectivity – Provides secure and scalable network connectivity Cisco routers have a heritage of providing connectivity, (including VPN) and by leveraging best of breed routing combined with security provides unique differentiators over the competition. V3PN: Cisco provides industry-leading V3PN support with an infrastructure capable of converging voice, video, and data across a secure IPSec network that allows customers to obtain the same performance for voice and video applications over an IP transport as they would over an alternate WAN link. DMVPN: Cisco also offers Dynamic Multipoint VPN (DMVPN), which combines GRE tunnels, IPSec encryption, and NHRP routing to provide simplified mesh VPN deployment, reduced network latency, and central bandwidth conservation. This is especially important for latency-sensitive traffic like voice. Only Cisco routers can deliver this as they can make more complex decisions about routing and Quality of Service through the rich capabilities of Cisco IOS. Network Infrastructure Protection – Protect the network infrastructure from attacks and vulnerabilities through features available in “baseline IOS” Control Plane Policing monitors packets destined to or originating from the Control Plane of Cisco routers and switches to prevent denial of service attacks. This prevents the network from spending wasted cycles on malicious traffic and maintains network availability, even when under attack. Other technologies include Netflow mitigates attacks by identifying and classifying suspicious packet flows to protect network Network Based Application Recognition (NBAR) Protects network through deep and stateful packet inspection and can detect worms based on payload signatures Threat Defense – Allows the network to prevent and respond to network attacks and threats such as worms Cisco offers IOS® Firewall included with Integrated Services Routers to protect the LAN from network attacks, and the Intrusion Protection System. Cisco IOS Firewall is a Security-certified, stateful firewall providing Per-application basis to secure the network Advanced protocol inspection for voice, video, and other applications Per-user, interface, or sub-interface security policies Tightly integrated identity services to provide per-user authentication and authorization Cisco IOS Intrusion Prevention System (IPS) is an inline deep packet inspection based IDS solution that enables Cisco IOS software to effectively mitigate network attacks. IOS IPS provides the ability to dynamically load and enable selected IDS signatures in real time. IOS IPS now supports over 700 of the signatures supported by Cisco IDS Sensor platforms. IOS IPS allows the user to modify an existing signature or create a new signature to address newly discovered threats. In addition to providing the foundation for a self-defending network and fast, high quality security services performance, Cisco Integrated Services Routers also feature a USB interface, which will be configurable to work with an optional USB Token for Secure configuration distribution and off-platform storage of VPN credentials. Only Cisco offers the broadest range of industry leading security services embedded and integrated into branch routers. And, we deliver all this on the new ISR platforms with a significant increase in performance, which you’ll hear about during the SE and AM security break out sessions. DSP AIM AIM VPN HWIC HWIC EVM GE GE HWIC HWIC USB NME X

Voice Leadership Services and Applications
Up to 140% improvement in simultaneously active voice calls ADVANCED VOICE APPLICATIONS Integrated voice applications Cisco Unity Express (CUE) Call Manager Express (CCME) INCREASED VOICE DENSITY Integrated HWIC, DSP and optional AIM cards Auto attendant Conferencing MORE PERFORMANCE Voice silicon for performance Decreased latency High performance at higher density INCREASED MODULARITY New VICs Variety of voic modules Cisco offers the industry’s leading integrated voice capabilities for offices of all sizes. By embedding voice services inside the router, Cisco now provides customers with maximum deployment flexibility, while offering higher densities for stations, trunks, and conferencing. Major new voice features and enhancements include: Higher voice (call-processing) performance New onboard and field-upgradable PVDMs that support virtual interface cards (VICs), voice/WAN interface cards (VWICs), and DSP farming (conference and transcoding) without requiring any network modules New voice module slotsOne network module and four (HWIC), VIC, and VWIC slots in all Cisco 2800 Series routers and a new high-density analog and Basic Rate Interface (BRI) extension voice/fax module (EVM) slot on Cisco 2821 and 2851 integrated services routers Higher voice termination density using a combination of network modules, EVMs, VICs, VWICs, and onboard PVDMs Enhanced support for conferencing New releases of CallManager Express (supports up to 240 phones) and Cisco Unity Express (new languages, internetworking with Unity and new AIM flash for up to 50 hours of vm storage) In particular, the new DSP resources on the onboard PVDMs provide greater scalability for voice termination and DSP farming (conference and transcoding). They support eight-party conferences, compared to six-party conferences with existing DSP modules. They can be shared across multiple modules (network modules, EVMs, VICs, and VWICs) as well as for DSP farming. Call processing is based on the award-winning CallManager Express software, part of IOS. Larger companies may choose to run call processing centrally with CallManager and use SRST in the branch for uptime and reliability in the event of a WAN failure. 2811, 2821, and 2851 routers supportCME or SRST capacities at 36, 48, and 96 phones or users, respectively, and the Cisco 2801’s capacity is 24 phones or users. We’re shipping the new v3.2 with this release. Voic and auto attendant features are provided in the branch by Cisco Unity Express, available as an AIM or network module, depending upon the number of users and hours of voic storage required. The AIM supports 50 mailboxes, while the NM supports 100 mailboxes. Cisco Unity at the HQ may also be used for a centralized VM solution. The new EVM provides high-density analog and BRI voice and fax in a module that occupies a single dedicated slot. (The Cisco 2821 and 2851 routers have one EVM slot each. The Cisco 1800 Series and Cisco 2811 routers have no EVM slot.) Customers now have unprecedented scalability to support up to 24 T1/E1 Trunks and up to 88 FXS Ports for analog phones, fax machines, keysystems & conference stations. All in all, the new Integrated Services Routers are the first of their kind to be engineered from the ground up to meet the combined data and voice densities for small offices/branch offices in a single system. And, we deliver all this on the new ISR platforms with a significant increase in voice performance, which you’ll hear about during the SE and AM security break out sessions. DSP AIM AIM VPN HWIC HWIC EVM GE GE HWIC HWIC USB NME X

Increased Density, Flexibility and Performance Right-Sized Voice in Right-Sized Router
VOICE & DATA EXAMPLE: BEFORE & AFTER Number of IP Telephony Users 24 32 CCME/SRST License 36 48 CUE (Voice Mail /AA) 18 Conferencing /Transcoding 4/4 6/6 Typical router for data 1760 2611 Platform needed with IPT 3725 3745 Price of Base Chassis $8500 $12,000 Price per Seat (for Chassis) -- BEFORE $354 $372 COMPARE VALUE Integrated Service Router 2811 2821 $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 We’ve been talking a lot about “right size” router and increased value for customers. Here’s a good example of what we mean by this. In a typical SMB office you may have 24 or 32 end users. For your data requirements, you would typically sell a 1700 or 2611 router. What happens if you convince this customer to add a full voice solution with call processing and auto attendant? The router jumps to a 3700 series and the price per seat jumped to $350 and $370 or so for each... and there is a good chance that you lose the voice portion of the deal because the total solution price would increase significantly because the customer is purchasing more router than they need (or an additional router just to support voice). What if we could keep the customer in the same sized router and turn the voice purchase into just a purchase of the incremental DSPs and modules necessary to run voice? With the new ISRs that’s exactly what we’ve done… …this same customer can now be fitted to either a 2811 (good for adding the network module slot for other additional advanced services) or a 2821 (which includes both an NME slot for services and the EVM slot for the addition of significant densities of analog and BRI ports). The price per seat for the chassis alone drops to about a third of the original, PLUS… Security comes standard with High performance encryption and Cisco IOS security: VPN, IPS, Firewall, URL filtering If that’s not enough, they can easily add these options via the network module slot: Network analysis Caching, streaming OR L2 switching with PoE support That’s what we mean by “right sized voice in the right sized router” Any customer considering deploying a new phone system based on state-of-the-art Cisco IP Telephony now has no reason to not purchase IPT as an incremental service on top of an existing router sale!! Over 67% Savings

Making Security Services Sales Faster, Easier: Cisco 3800, 2800 and 1800 Security Bundles
New 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 V3PN Bundles Secure WAN connectivity and performance No desire to integrate voice Enhanced security performance Scale for concentration Desire to integrate voice traffic (only) Primary Points for this slide: The easiest and fastest way to drive the ISR Security attach rate to 35% in FY05 is by selling the new updated K9 “Secure WAN” bundles – security is “must have” at this point and every quote you make should be for the K9 router. There are 3 groups of K9 security bundles available for every ISR (excepting the 1841 which doesn’t have a V3PN bundle because it doesn’t support voice svcs). NOTE: ALL K9 BUNDLES INCLUDE THE IOS ADVANCED SECURITY FEATURE SET (OR HIGHER) WHICH CUSTOMERS MUST PURCHASE TO GET VPN, FW, IPS, NAC SUPPORT AND UTILIZE THE EMBEDDED HW CRYTO ACCELERATION IN THE NEW ISR. Entry Level Security Bundles include the IOS Advanced Security Feature Set with the specified ISR chassis. This is priced attractively and you should make this your baseline ISR quote, at least. Enhanced Security Bundles include the AIM-VPNII PLUS for additional performance and tunnel scaleability, and the IOS Advanced IP Services (Voice Ready) feature set, in addition to the specified ISR chassis. V3PN bundles include AIM-VPN Accelerator, Cisco IOS Advanced IP ,Services, DSPs, in addition to the specified ISR chassis (not available with 1841) For combined: Data, Voice Gateway, IP Communications Travels across a secure VPN WAN

Making Voice Services Sales Faster, Easier: Cisco 3800, 2800 IPC Bundles
New Ship with integrated DSP slots 4 options for each deployment type: Voice Gateway Bundles CME Voice Bundles SRST Voice Bundles V3PN Bundles Adds DSPs that scale with the platforms Adds Cisco IOS feature set IP Voice Adds CME Feature license to Voice Gateway Bundle Adds SRST Feature license to Voice Gateway Bundle For combined: Data, Voice Gateway, IP Communications Across a secure VPN WAN Primary Points for this slide: The easiest and fastest way to drive the ISR voice attach rate to 25% in FY05 is by selling the new updated voice bundles – make voice services part of every discussion you have with customers. There are 4 groups of bundles available for the 2800 and 3800 ISRs – ranging from basic to advanced. Each Bundle includes on board DSPs and IOS Feature set and has the flexibility to add country specific Telco interface(s) The voice gateway bundles provide DSPs and the IOS feature set for connecting to the Public Switched Telephony Network (PSTN) and provide toll bypass. The CME bundles add call processing functionality to the basic gateway bundle, making it possible for customers to replace their key system or small PBX with a complete data and voice system. The bundle adds the feature licenses you need to support up to 240 users in the small office or branch office. The SRST bundle is for use with a central CallManager. SRST again acts as an insurance policy for the WAN in the event of a WAN failure. The bundle adds the feature licenses you need to activate SRST in the small office or branch office and support up to 720 users. The V3PN bundles provide full gateway and SRST functionality PLUS add secure VPN Accelerator functionality. All of these bundles count toward AT Compensation Goals, plus are a component of Channels VIP, OIP and IP Freedom.

Cisco Sets The Technology Standard
Next generation, best-in-class routing Concurrent services at wire-speed Leading security solutions Leading voice solutions World class Technical Support Services A WINNING SOLUTION In summary – Cisco is again leading the industry – redefining what it means to be a best in class router. Delivering Concurrent services at wire-speed Providing end to end security solutions Integrated with comprehensive voice solutions

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Cisco Technical Support Services Bundles for Cisco Integrated Services Routers Partner/External Thanks for joining us! Today, we are going to talk about.

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