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2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.02-1

Cisco Solutions for SMB:

Overview and NetworkSystems

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Module Objectives

Upon completing this module, you will be able to applythe Cisco solutions for SMB to meet customer needs.This ability includes being able to meet these objectives:

Determine when to apply Cisco products and when to apply

Linksys products as part of a customer solution Define Cisco network systems for SMB and how they can meet

customer needs

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Product DifferentiatorsBetween Cisco andLinksys

Cisco Solutions for SMB: Overview and Network Systems

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Lesson Objectives

Upon completing this lesson, you will be able to:

Identify the key differentiators between Cisco and Linksys portfolioofferings

Determine when to apply Cisco products

Determine when to apply Linksys products

Describe several SMB market segmentation characteristics

Identify the purchasing strategies exhibited by SMB customers

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Cisco and Linksys Product Differences

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Cisco and Linksys Product Differences

While the Cisco and Linksys Business Series productsoffer the largest portfolio of products designed for Smalland Medium businesses, there are key differences

Price point

Ease of use

Management

Service and support options

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7/25 2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.02-7

When to Sell?

Cisco and Linksys Business Series products offercustomers various tools that allow them to be successful

Depends on customers level of IT staffing

Tools that can be differentiators:

Installation expectations

Post-installation support

Network management

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Portfolio Differentiators

Linksys by CiscoCisco Small

Business SeriesCatalyst, ISRs, ASA

Cisco Brand Future Yes Yes

Deployment Point ProductPoint Product /System Based

Point Product /System Based /

Solution Based

Standards Based Features Yes Yes Yes

Standards Based DeviceManagement

Yes Yes Yes

Basic SupportBasic Hardware +

PhoneBasic Hardware +

PhoneBasic Hardware +

Phone

Common Partner Programs& Distribution Models Yes Yes Yes

Exclusive Cisco Features(i.e., CDP, CCXetc)

No Limited/Yes Yes

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Portfolio Differentiators (Cont.)

Linksys byCisco

Cisco SmallBusiness

Series

Catalyst,ISRs, ASA

Cisco Brand Future Yes Yes

System Level DeviceManagement & Provisioning

No Limited/Yes Yes

Enterprise/SP Deployment,

Provisioning, Mgt.No Limited/Yes Yes

Advanced Support Options(Smart Net, Same DayReplacement)

No Limited/Yes Yes

Product Hardware Life Cycle 6 12 Months 18 36 Months 48+ Months

Specialized Certifications No Yes Yes

Technology

Switches,Routers, IPCameras,

NAS,Wireless,Security

Switches,Routers, IPCameras, NAS,

Wireless,Security, VoIP,

IP-PBX Metro-E,

Full CiscoPortfolio

New Ciscoproducts:

Switches,

IP Cameras,Wireless

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Installation Scenarios

The customers ability to perform installation tasks canhelp determine where to position the Cisco and LinksysBusiness Series products

Cisco

More technical networking competency

Requires configuration and management proficiency(IT staff member, VAR)

Linksys Business Series

Less technical networking competency Some options, such as Voice, Storage, and Surveillance,

require outside assistance (IT professional, VAR)

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Support Options

Available support options are a key differentiator betweenCisco and Linksys Business Series products:

Cisco

Cisco SMARTnet Service

Cisco Smart Care Service

Cisco Smart Foundation Service


Basic phone support

Fee-based add-on support

VARs receive priority tech-to-tech assistance

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System Management Offerings

Cisco and Linksys Business Series products havedifferent system management offerings:

Cisco

Solutions based upon GUI and CLI

System-wide management products offer a centralized scalablesolution


GUI management options

Focuses on device-level management

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Migration Paths

As technical needs of small businesses grow, Linksys BusinessSeries products protect the customers investment with a widerange of scalable solutions

Migrating to a Cisco solution is facilitated by the Linksys to CiscoTrade-up Program

Features cash back and other incentives

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SMB Market Segmentation

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SMB Market Segmentation

Attributes Routes Products

Business directionand overall solutionrequirements

Sources of product

and implementation

services

Installation andsupportconsiderations

Simple/Very Small Businesses (VSBs)

Enthusiasts

Small Businesses on the MoveTech Sophisticates

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SMB Market Segmentation (Cont.)


Home business

(fewer than 10

employees)

Do it yourself

Price and

convenience

Retail

Ecommerce

Service Provider

DMR

Simple installation

and management

Subset of

products

Consumer-like

documentationand packaging

Simple UI


Enthusiasts


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Small Business

within minimal

expansion

Limited IT internal

support

Tactical buyers No futures

DMR

Dealers / VARS

Service Provider

Broad suite of

products

Individually

managed via web

interface and

standard SNMPtools

Business level UI


Enthusiasts


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Expanding

businesses

Limited IT internal

support

Interested in scale

and solutions Price still drives

decisions

DMR

Dealers / VARS

Service Provider

Price is key, but

so is security,

scale and trade-up

Subset for more

advanced

networks Bundled solutions

Increased

manageability


Enthusiasts

Small Businesses on the MoveTechSophisticates

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IT and networking

critical to

business

operations

Internal IT support

Thinks long termand brand is

important

DMR

VARs

Service Provider

Performance,

support, and

advanced

technologies key

Buys systems

Vendor reputationcritical

Demand for

higher touch

model


Enthusiasts


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Size of Business is Secondary Consideration

Context CoreNetworks importance to business

Context CoreNeed for engineering support

Product Scalability, CustomizationProprietary Solutions, Management

Oppor

tunity

Feature Function Matrix SMB Customer

LINKSYS BY CISCO

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Purchasing Strategy SMB Customer

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Purchasing Strategy SMB CustomerCisco SMB Solutions

(Small & Medium Business)

Linksys by Cisco

Business Series (Small Business)

Network

Importance

BuyingMotivation

Strategic to business

Long-term focus

Budget minded

Tactical convenient

Product

Customizable and scalable

System Solutions

Systems Management

Fixed function and configuration

Bundled third-party applications

Individual Product Configuration

Invest /Protect

Small & Medium business features

with scalability

Cisco Proprietary Content

Replace existing unit or buy additional

Trade-up to Cisco product offering

Support

Engineering and TAC support

with enhancements & upgrades

RMA with general tech support

Software update with bug-fixes

Network is not core

to the businessNetwork is coreto the business

Defined by Customer

Buying Motivation

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Q&A

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Lesson Summary

Cisco continues to expand its SMB portfolio ofsolutions with the integration of Linksys by Ciscoproducts; the key differences include price point, easeof use, management, and service and support options.

Based on the market segment that the SMB customeroccupies, the product expectations and requirementscan vary significantly.

Several factors affect the purchasing strategies forSMB customers.

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