1. Small Business Programs and Product Update Networking Forum 15.10.2009
Robert Kralicek, Martin Dolezel, Tomas Chott
Jan Kristek

2. Cisco Small Business Portfolio Purpose Built for Small Business
Voice &
Conferencing
Security &
Surveillance
Wireless
Routers &
Switches
Network
Storage
Broadest Portfolio of Products and Solutions for Small Business

3. Delivering a Broad Portfolio
New
New Series & Products Enable Small Business Success
SBCS
Unmanaged
Switch
Video
Surveillance
Managed
Switches
Voice
Gateway
Communications System
Over 100 Products Purpose Built for Small Business

4. Cisco Small Business Pro
Cisco SB Switch Portfolio Spectrum of Choices for Diverse Customers
Cisco Catalyst
Cisco Small Business Pro
Cisco Small Business
Sophisticated small businesses that require best quality and highest scalability
Price-Performance
Small business that want a platform for system solutions: data, voice, security and wireless
Price conscious small businesses without long term network plans
Network Context to Core

5. Product Guidance for SB
Requirement
Lead with
UC, Security, Mobility, Video, and Collaboration solutions that adapt to changing business needs
Cisco Catalyst Series
Availability, security, and scalability
Breadth of Catalyst switching portfolio for different PINs and common IOS for E2E solution
Cisco Small Business Pro Series Switches
UC, Security, Wireless, Video and Collaboration solutions tailored for small business needs
Building upon or starting the foundation of a small business architected network
Partner- or GUI-managed solutions with Small Business support TAC
Cisco Small Business Series Switches
Connect office devices/build a LAN to fulfill network needs
Price
Easy to use and install products (specific to Unmanaged and Smart Switches)

6. Cisco ESW 500 Series Switch – First Product in the New Cisco SB Pro Series
Best for Small Businesses That:
Want a platform for system solutions: data, voice, security, and wireless
Depend on VAR partners for solution recommendations and deployment
Benefits:
Complete portfolio with Fast Ethernet, Gigabit Ethernet, and PoE models
Easy device and system configuration and management with Cisco Configuration Assistant
Cisco integrated, tested, and supported
Enhanced 5-year warranty 6

7. Small Business Pro ESW 500 Series Switches
Choose from seven rack-mountable models for the port density, performance, and functionality that best suits your business needs:
24- and 48-port PoE and non-PoE models
10/100 and 10/100/1000 Ethernet
Ideal for any combination of IP voice, video, and data applications
Enables a single high-performance Ethernet solution for all communication needs
Simplified, GUI device, and system configuration and management
Shortens installation and setup time; eases ongoing network management

8. Cisco ESW 500 Series Pricing
Competitive pricing for Small Businesses
Part Number
Port Configuration
List Price
Cisco® ESW K9
24-port 10/100 Ethernet
$659
Cisco ESW P-K9
24-port 10/100 PoE
$1,399
Cisco ESW K9
48-port 10/100 Ethernet
$1,129
Cisco ESW P-K9
48-port 10/100 PoE
$2,799
Cisco ESW K9
24-port 10/100/1000 Ethernet
$1,849
Cisco ESW P-K9
24-port 10/100/1000 PoE
$2,699
Cisco ESW K9
48-port 10/100/1000 Ethernet
$3,299

9. Cisco ESW 500 Switches Key Component for SBCS
Unified Communications
WAN Security / Teleworker
IP Phones
Switching
Wireless
NEW
AP500
WLC 500
Unified 500 Series
7900 & 500 Series
ESW 500 Series
Cisco SR520
8 to 64 Voice Users
Desktop & Rackmount Models
Optional Integrated WLAN AP on desktop models
All Cisco Unified IP Phones are supported including new Cisco 500 Series with WLAN and Bluetooth
PoE & non-PoE models with CDP & Smartports
CE520 series complimentary as well
Autonomous APs or Unified Wireless Solution with Mobility Express
VPN, Wired and Wireless Access, Remote IP Phone extension
Business & Productivity Applications
Cisco Configuration Assistant

10. SBCS & SB Integration
Designed for simplified stand alone and SBCS Integration
Embedded Web GUI
SNMP
Configurable w/ CCA
Cisco Discovery Protocol for streamlined configuration of IP phones, APs, etc.
Smart Ports Wizard enables plug and play configuration reducing deployment time and costs
Default configuration options to make Cisco IP Telephony work “right out of the box”
ESW switches can be used independently of SBCS
ESW switches are also complimentary towards SBCS 5 10

11. The Foundation of Cisco SB Pro Network Solutions and SBCS
VOICE
SECURITY DATA & Wireless
Basic Connectivity
Cisco UC520
Cisco® ESW500 AP
ROUTER
Cisco ESW500
SR520
PSTN
Internet
The foundation of Cisco Small Business Pro network solutions
Move Beyond the Traditional Phone System with SBCS
Connect Small Business
Securely Extend Network Access

12. Simplified Configuration and Common Management
Standalone configuration using the embedded Web GUI Switch Configuration Utility
Configuration as part of a solution using CCA (Cisco Configuration Assistant)
Menu-based CLI access via console for disaster recovery
Remote monitoring support using SNMP
Switch Configuration Utility
CCA
Console

13. Cisco ESW 500 Series Warranty
Length
5 years
Hardware
Replacement
NBD advanced replacement
Complimentary Phone Support
90 days
Software
5 years for bug fixes
Click to Chat (C2C)
1 Year
Services
None at time of launch
Premium Service is under consideration

14. Recommending Cisco SB Pro
Cisco Small Business Pro should be recommended if customer:
Is looking for guidance on how technology can help their business
Wants integrated, tested products designed to work better together to build network solutions upon as needed
Wants easier configuration and system management via GUI based tool
Smaller IP Telephony deployments (sub100) and/or deploying SBCS
No or limited in-house IT     

15. SB Switches update SD2005 5-Port 10/100/1000 Gigabit Switch
A 5-Port 10/100/1000 Gigabit switch with non-blocking, full wire speed switching for a 10, 100, and 1000 Megabit network Drop this switch in place of a current workgroup hub or switch, and businesses can upgrade high-requirement workstations to full Gigabit speeds as necessary, while continuing to service other clients at their current speeds.
Connect up to five network devices - computers, printers, and servers - to share and transfer large files and videos across your network
High-speed conectivity to support bandwidth-intensive applications
Works right out of the box with no software to configure

16. SB Switches update SD208P 8-Port 10/100 Switch with PoE
Eight 10/100 auto sensing ports with Power over Ethernet on four ports to power network attached devices. Includes auto MDI/MDI-X crossover detection and a compact size to provide multiple placement options.
Connects up to eight network devices-including computers, printers, and servers-to share and transfer files and videos across your network
Power over Ethernet (PoE) easily and cost-effectively powers IP telephones, wireless access points, and video cameras
Integrated port-based quality of service (QoS) prioritizes networking traffic for better network performance
Works right out of the box with no software to configure
Compact size and a no-fan design provide multiple placement options with silent switch operation

17. Introducing the SPA500 Family
SB VOIP Update
Introducing the SPA500 Family

18. SPA501G SPA504G SPA509G SPA502G SPA508G SPA 509G SPA501G SPA502G
4 Line Keys
8 Line Keys
12 Line Keys
SPA
509G
Paper Label Insert
3.0 inch Backlit monochrome LCD Screen
8 Line Keys
SPA501G
SPA502G
Fixed Function Keys, for Redial, Cancel, Conf and Transfer
4 Soft Keys

19. Differences between SPA5xx phones
Model
SPA501G
SPA502G
SPA504G
SPA508G
SPA509G
3 Inch Backlit Monochrome LCD Screen N Y
Paper Label Insert
(Four Keys Only)
Line Keys 8 1 4 12

20. Comparison between SPA942 and SPA504
Feature
SPA942
SPA504
4 Line / 3.0 inch Backlit LCD / POE / PC Port Y
Wide Band Audio ( G.722 ) N
Cisco XML Browser
Support for Side Car
Improved Speakerphone Performance
Support SPCP Protocol with UC500
Cisco Small Business Support Plan

21. SBSBU SPA500 family IP phones
SPA525G
All Phones Have Support for:
- SPCP and SIP Support - Speakerphone (Full Duplex)
- Wideband Audio (G.722)
- PoE – 802.3af
- FE PC Port (10/100BaseT)
- Multi-Language Localization
- Up to Two 32 Button Side Cars (SPA500S)
SPA509G
5 Lines (Max)
Color Display (Hi-Res)
WiFi Client
Bluetooth (Headset)
5 Programmable Keys
$430
SPA508G
12 Line
Backlit Display (B&W)
$240
SPA504G
Features
8 Lines
Backlit Display (B&W)
$225
SPA502G
New Sidecar
SPA500S
4 Lines (Max)
Backlit Display (B&W)
$189
SPA501G
1 Line
Backlit Display (B&W)
$164
Sidecar for SPA500 Family Phones
32 Programmable Keys
No Display (Paper)
Up to 2 Supported per SPA500 Phone
Powered by IP Phone
$95
8 Lines
4 Fixed Function Keys
No Display
$135
Price

22. Key features Full Duplex Speakerphone with Enhanced Speech Technology
Support for Wideband Audio (G.722)
Support For Up to Two 32 Button Side Car Modules
PC Port and 802.3af Capable WAN Port
High Resolution Backlit 128 x 64 LCD Screen
Integrated Cisco XML Browser for advanced applications
Support for SIP and SPCP Protocol

23. SB VOIP Update
Cisco SPA8800 IP Telephony Gateway with 4 FXS and 4 FXO Ports
New GUI Color Scheme
Power Failure Transfer (PFT) to PSTN
Product Description: Subset of SPA3102 features x RJ-11 (4 FXS/FXO) Ports x RJ-21 Connector
Key Features: Cisco SIP Voice Stack Centralized Provisioning (https, http, tftp) T.38, SIP over TLS x REN per port
The Cisco SPA8800 can interoperate with the Asterisk Open Source PBX in addition to many other third party call control platforms.

24. Cisco SB Gateway Comparison Chart
SPA Model
Service Lines (FXS)
Active Calls
3-Way Conferences
PSTN (FXO) Connection
SPA400* 4
SPA2102 2
SPA3102 3 1
SPA8000 8 16
SPA8800 12
*Used only with SPA9000
SPA400 + SPA SPA SPA SPA SPA8800

25. SPA8800 Deployment examples
Analog
PSTN
ITSP
SPA8800
SPA8800
Internet
Key System
Small Business #1
Small Business #2
POTS (Telephones and Fax) Extensions for an IP-PBX (SPA9000, Asterisk)
VoIP enable a TDM PBX or Key System
Retain PSTN connection(s) on Power Failure
Allow small businesses to transition to VoIP upon their readiness

26. SPA8800 Features & Benefits
Toll Quality Voice
The SPA8800 delivers clear, high-quality voice communication in diverse network conditions. Excellent voice quality in a demanding IP network is consistently achieved via our advanced implementation of standard voice coding algorithms.
Carrier-Grade Feature Support
The SPA8800 is interoperable with common telephony equipment like voic , Fax, PBX, and key systems.
Large-Scale Deployment and Management
The SPA8800 can be remotely provisioned and supports dynamic, in-service software upgrades. A secure profile upload saves providers the time, expense and hassle of managing and pre-configuring or re-configuring customer premise equipment (CPE) for deployment.
Ironclad Security
The SPA8800 supports secure, encryption-based methods for communication, provisioning and servicing.

27. SB Surveillance update
PVC300 Pan Tilt Optical Zoom Video Surveillance Camera with POE
1/3” 2.3mm F1.4 CS-Mount
Pan Tilt Camera with 2.6x optical zoom, POE, and IO ports allow for flexible installation for multiple applications
High quality CCD sensor with low light sensitivity provides optimal video image under a wide variety of lighting conditions
Simultaneous dual CODEC provides optimal combination of viewing and storage of video
Two-way Audio, IP Multicast, IPv6, 3GPP and Samba client provide advanced feature set.
Works best with NSS Series NAS, and SRW, SFE, SGE switches

28. PVC300 Accessories VC030 Camera Exterior Pan Tilt Enclosure
CE and IP66 Certified - Complete protection against dust and powerful water jets
Blower and defroster for controlled inside temperature
Defroster and Blower Defroster turns on at 5°C +/-3°C Blower turns on at 40°C +/-3°C
Power Adapter 12VDC / 3A Power cord NOT included
Wall Mounting bracket included
Operating temperature -20°c – +50°c
Aluminum housing

29. PVC300 Accessories
VC031 Camera Exterior Pan Tilt Pendant Mounting Adapter
Pendant mount adapter needed with VC030 to mount PVC300 from a ceiling or building overhang
Sku includes mounting adapter and two pendant poles
Each pipe is 175mm long
VC032 Camera Exterior Pan Tilt Corner Mounting Adapter
Corner mount adapter needed with VC030 to mount PVC300 on the corner of the building
VC030 is required in addition to this adapter
VC033 Camera Exterior Pan Tilt Pole Mounting Adapter
Pole mount adapter needed with VC030 to mount PVC300 on the a pole

30. PVC2300 and WVC2300 Accessories
CAMLWA Camera CS-Mount Lens Wide Angle Manual Iris 1/3” 2.3mm
1/3” 2.3mm F1.4 CS-Mount
Monofocal manual iris lens
Wide angle 86 ¼”
Focal length 2.3mm
Back focal length 7.1mm
Focus 0.2m~Infinity
Operating Temperature -20°C~+50°C
Manual focus
Manual Iris

31. PVC2300 and WVC2300 Accessories
CAMLMI Camera CS-Mount Lens Manual Iris 1/3 3-8mm
1/3” 3~8mm F1.0 CS-Mount
Manual focus, Manual iris
Manual zoom, Zoom ratio 2.7x
Wide angle D=44.9°~117.9°, H=35.9°~91.0°, V=26.9°~66.6°
Focal length 3~8mm
Back focal length 8.36~14.12 mm
Focus 0.2m~Infinity
Operating Temperature -20°C~+50°C

32. PVC2300 and WVC2300 Accessories
VC020 Camera Exterior Box Enclosure with Heater and Blower
CE and IP44 Certified - Complete protection against small objects and splashing water
Blower and heater/defroster for controlled inside temperature
Heater/Defroster and Blower Heater/Defroster turns on at 18°C +/-3oC, Turns off at 28°C +/-3°C Blower turns on at 35°C +/-3°C, Turns off at 25°C +/-3°C
Power One 80~240VAC input x 12VDC output
Wall Mounting bracket included
Operating temperature -20°C – +50°C
Aluminium housing

33. Installation & Ongoing
Sell With Confidence Extensive Support for Small Business Partners & Customers
Small Business
Support Center
Web 2.0 Support
Community
Pre-Sale
Post-Sale
Shared Expertise
Partner Design
Support
Installation & Ongoing
Support
24 x 7 Support

34. Cisco Engagement Community
Web Communities
Field Teams
Distributors
SBMMs
ICAMs
CAMs
Dedicated to Your Success
in Small Business

35. Cisco SB Support Center
Complete, global support specifically for small businesses
Fast access to technical assistance to meet your needs
Telephone support during local hours, in multiple languages
Dedicated staff trained to resolve small business networking and communications issues
Support community provides real-time collaboration and knowledge exchange for Cisco Small Business products and solutions
Focus on your business—not the network
Cisco understands that you can’t afford to be without network communications. To make the most of your technology investment, you need a network you can depend on to deliver smooth, reliable performance.
With an organization designed to specifically resolve technical issues facing small businesses, the Cisco Small Business Support Center gives you fast access to trained technical assistance and expertise to meet your specific needs. 
Multiple support sites are planned in North America, Europe and APAC, supporting multiple localized languages
Customers and partners can access the center through the new Small Business Support via telephone 365 days a year.
The Cisco Small Business Support Center has been operational as of January 15th, 2009, telephone access number is 35 35

36. Increasing Productivity & Customer Satisfaction with Web 2.0
SB Support Community
Increasing Productivity & Customer Satisfaction with Web 2.0
Web-Based Support Community for Small Businesses
Share best practices and proven methodologies
Integrates Cisco, partner and customer contributions
Increases customer intimacy
Allows real-time communication and collaboration
Provides insight into customers’ interests and concerns
Creates and documents new, innovative best practices
Lowers service requests
The Small Business Support Community
1. Essential support for Cisco Small Business; the first place that a customer or partner should go if they have a question about a product they have.
2. Discussion Forums: encourages interaction/collaboration amongst group members
3. Polls: Tool to define what is on the minds of members
4. Guest Blogs: invited Cisco staff or “super users” to talk about the latest and greatest regarding the small business products or the SB industry
5. VOD: Support Tool for users to see how to install products .
Things to remember:
The small Business Support Community is the “face” of small business support.
Same log-ins for Partner and customer, but Partner will see additional material not meant for customer 36

37. Cisco Small Business Pro Service “3 Years Peace-of-Mind”
$19
$69
$149
$499
CON-SBS-SVC1
CON-SBS-SVC2
CON-SBS-SVC3
CON-SBS-SVC4
SPA525G
SA500
SR520 T1
UC540
3 Years “Peace of Mind” for Customer:
Software Updates for Bug Fixes
Next Business Day Hardware Replacement (where available)
Extended Access to Small Business Support Center
Access to Small Business Support Community
Online Chat Support

38. Webové demo Spam Blockeru:
Důležité linky
Webové demo Spam Blockeru:
Support pro SB:
Lokální info stránky:

39. Partner Development Funds39

40. Partner Development Funds Overview
PDF is a channel partner payment program designed to increase partner profitability expanding Small Business or Commercial practice
Key features:
- Quarterly Payments on purchases of SB and Commercial products
Tracks designed to benefit partners based level of specialization
Program Duration - FY10,
Enrollment by September 19, 2009 to receive whole FY10 sales credit,
Enrollment after this date – accrual from the month of registration
Single Tool for Tracking Progress - The Partner Program Platform

41. FY10 PDF Tracks UP TO 2 TRACKS FOR A RESELLER $5-$70 Flat Express UC
Specialized Or
Business Ed.
Commercial PDF Express UC
10% foundation, 16% Advanced
CUCME, VTG Phones
Replaces VIP
EUC & BE
Commercial PDF - BE
10% foundation, 16% Advanced
UC Mgr BE,ISR Gateways,VTG Phone
SB PDF - Core
5% backend payment
SB,SMB Classic PDF
SMB
Specialized Or
Expr. Foundation
SB PDF Pro Basic
10% backend payment
SB Pro,UC 520,7900xx
1 additional
track by
Spec.
Unique
Registered
Reseller
$5-$70
Flat
SB PDF – CASH BACK BASIC
2-5% backend payment
SB, SB Pro (no voice),SPA Phones,
Top 20 Classic products
Replaces
SBPA &
RRPP
1 additional
track by
invitation
UP TO 2 TRACKS FOR A RESELLER 41

42. Program Parameters Rules SB PDF - Cash Back Basic SB PDF - Core
SB PDF Pro Basic
SB PDF Pro Advanced
Commercial PDF
Express UC
Commercial PDF -BE
Rebate % 2% 5%
10%
Foundation 10% Adv 16%
Min Pay
$150
$300
n/a
Min Booking
$7,500
$6,000
$3,000
$10,000
Max Pay
$5,000
$25,000
$60,000
$125,000
Max Booking
$250,000
$500,000
$600,000
$1,250,000
Pay Frequency
Quarterly
Eligible Partners
Unique Registered Only
Express Foundation or SMB Spec
(exclude Golds, Silvers , Express, BE and Advanced UC spz excluded) )
Express Foundation or SMB Spec ( exclude Gold/Silver, Express, Master, Advance UC Specializations)
EUC or AUC or Master UC Spec
AND either
Express UC Specialized
Authorized Business Edition Resellers

43. Commercial PDF Express UC
Program Parameters
Rules
SB PDF - Cash Back Basic
SB PDF - Core
SB PDF Pro Basic
SB PDF Pro Advanced
Commercial PDF Express UC
Commercial PDF -BE
Eligible SKUs
SB, SB Pro (no voice except SPA Phones) Top 20 Classic
SB SMB Classic PDF
SB Pro UC xx
SB Pro UC 520
CUCME VTG Phones
UC Mgr BE ISR Gateways VTG Phones
Flat Dollar
Yes No
Carry Over
T&Cs-MOU
T&C 43

44. Enrollment process AVAILABLE IN 16 LANGUAGES
Enroll into PDF now and get your whole FY10 sales rewarded!
Partners follow these steps: 1. Go to 2. Choose enroll in a New Program from the Quick Start and click Go 3. Choose PDF program
SB PDF Cash Back or
SB PDF Core or
SB PDF Pro or
Commercial PDF 4. Verify your contact details 5. Click to Accept terms and conditions 6. Submit your enrollment
AVAILABLE IN 16 LANGUAGES

45. PDF program flow chart PDF ONCE PER FISCAL YEAR PROGRAM
REGISTRATION
ONCE PER FISCAL YEAR
ACCRUAL FROM THE MONTH
OF REGISTRATION
QUARTERLY
ACCRUAL
ELIGIBLE PRODUCT SALES
SKU LIST (exact part number)
POS SALES (2 TIER ONLY)
QUARTERLY
PAYMENT
VAP APPROVAL – 4 TO 6 WEEKS
4 MONTHS CLAIMING WINDOW
LATAM – WIRE TRANSFER
EAST & CENTRAL – WIRE / INVOICE

46. Emerging PDF program payment process
NOTIFICATION
„YOU WILL RECEIVE WITH PIN
AND A LINK TO CLAIMING SYSTEM ”
RESELLER CLAIMS FUNDS
RESELLER GOES TO
THE AND CLAIMS FUNDS
WIRE TRANSFER
NO VAT CLAIMING
VAT CLAIMING
OPTIONAL:
TRANSFER JUSTIFICATION
WIRE TRANSFER
INVOICE
WIRE
TRANSFER

47. Looking for help. Pdf & Select help smbselect-emer-support@external
Looking for help? Pdf & Select help More information External link
One of the most important aspects to ensuring your partner’s success is to gain the program knowledge needed to guide them as they grow and to help them invest in capabilities which align with their business model. We hope you have found this training helpful in building your knowledge base of the Channel Partner Program. Now please be sure that you take the mandatory test by visiting the following URL: