SMB Select AM Bootcamp

An introduction Peter Foppen

Presales Engineer Technical Trainer Sales Trainer Peter.Foppen@nl.comstor.com http://linkedin.com/in/peterfoppen Support@nl.comstor.com

Facilities at Comstor Training

Fire & Emergency Lunch & Breaks Washrooms Telephone & Mobiles Internet Access

SMB Specialization and Select Certification Steps

1
SMB Account Manager

2
SMB Engineer

3
Select Certification

Pass Exam 650-177 SMB AM $65. US

Pass Exam 650-195 SMB EN $65. US

Apply for SMB Specialization and Select Certification

May be the same person or two different people

Learning Path for the Account Manager

Cisco Smart Business Roadmap SBCS 1.6/CCA 2.1 Cisco Small Business Pro SA500 Series Security Appliance

Cisco for Small Business

Selling Cisco Small Business Portfolio

Cisco Small Business Pro Service and Support

Cisco IP Video Surveillance and Storage

Cisco Products

Cisco Small Business Pro Products

Tool & Resources for the Small Business Account Manager

SBCS 1.5/CCA 2.0

SMBAM Exam: 650-177

The 650-177 Test

SMB Specialisation for Account Managers Must achieve 790/1000 50 multiple-choice questions 90 Minutes to complete Open Book and Non-Proctored Book at www.testrac.com/pvuecisco Need a TesTrac ID (PVCxxxxxxxx) and 6 digit PIN

Cisco Smart Business Roadmap

Smart Business RoadMap

WIN! Solution Recom.

Pipeline

Scripts

Value Assessment

20/20 Plan
Marketing Plan

Discovery

Pre Call Work

The buying process for small business prospects is radically different

Buy solutions to address business challenges, not technology Not constrained to a formal RFP process Influenced by peers (other SMBs, business chambers, etc) Self-investigation of solutions (using the web, local resellers, peers, friends etc) Much faster, sometimes a matter of hours!

What Customers Are Thinking

Key Sales Factors

1 The Business Challenge
Creates need to change Can be at any level, from arising to critical
& business challenge

2 The Compelling Event

Experience that motivates or triggers a customers action

3 The Unique Business Value

What you bring to the sale Value of solution to your customers Business Challenge Differentiator

What Are Business Challenges?

Advantages to SBR Selling

Increase deal size Increase velocity of order flow Drive more sales opportunities Accurately assess opportunities Achieve revenue goals Increase levels of professional services Map Cisco solutions to clients Need Strengthen long-term relationships

Call to Action - SBR for Small Business

without discipline and use, education will not be transferred A professional has a commitment to a callingthe education, training, and expertise that an amateur does not have. This commitment to become a true professional is a key to differentiating yourself in the marketplace. 1. Step One: Register: take course one and complete Guidebook and download available content www.cisco.com/go/smartbusinessroadmap 2. Step Two: Register: and take course two, complete Guidebook and download available content www.cisco.com/go/smartbusinessroadmap 3. Step Three: Go to: Campaign Builder and begin 20/20 campaign 4. Step Four: Practice/Role Play SBR within your sales meetings 5. Step Five: Review SMB Practice Builder: ww.cisco.com/go/smbpracticebuilder

Cisco for Small Businesses

Cisco Products for Small Business

Cisco

Basic technology needs

Up to 100 users

Technology as an Advantage
Up to 100 users

Sophisticated requirements
Scales for demanding needs Growth beyond 100 users

Scalability
Add devices (limited) Pro Series solutions Software updates

Extensibility
Overlay services

End-to-end applications Software upgrades Long solution lifecycle Intelligently coupled services Cisco IOS Software CLI Granular service control System-wide management

Loosely coupled services Cisco Configuration Assistant Services on / off

Intelligence

Browser-based configuration Services on / off

Small Business Support Center Device-level support Online community

Support

Small Business Support Center Device-level support Online community Small Business Pro Service Partner-managed Services

Technical Assistance Center

SMARTnet

Cisco Small Business Switching Portfolio

Cisco Catalyst
Advanced LAN Switching with Intelligent Services 8- to 48-port Fast Ethernet and Gigabit Ethernet configurations Cisco IOS SW, CLI integration + CNA Limited Lifetime Warranty + SMARTtnet options

Cisco Catalyst 2960 Series

Price-Performance Price-Performance

Small Business Pro Series

Cisco ESW 500 Series

Complete, competitive LAN switching for small business Simplified configuration and solutions integration 8- to 48-port Fast Ethernet and Gigabit Ethernet configurations 5-year Enhanced Warranty with NBD replacement SB Pro Service & Small Business Support Center (SBSC) Easy to use broad switch portfolio Single-device, web-based management (smart &managed) Do-it-yourself small businesses (unmanaged only) Pay per service call & SBSC

Small Business Series

Unmanaged, Smart, and Managed

Function, Flexibility, Scalability

Cisco Small Business Routing Portfolio

Cisco ISR Series
Price-Performance Price-Performance
High-performance, nonstop connectivity Cisco IOS Software Modular design (1900 / 2900 Series) Best-in-class security CLI Standalone or part of integrated solution Routing or security focus IPS, IPsec / SSL VPN, content filtering Available Pro Service Cisco Configuration Assistant (CCA) Basic connectivity right out of the box Basic routing capabilities Secure VPN for remote and site-to-site access Simple browser-based configuration

800, 1900, 2900 Series

Small Business Pro Series

SRP 500 Series

SR 520-T1

SA 500 Series

Small Business Series

RV Series, RVS, WRVS models

Function, Flexibility, Scalability

Cisco SB Wireless Access Points

Cisco Aironet
Price-Performance Price-Performance
Cisco Aironet 1130AG Access Point Advanced wireless access points & controllers 802.11 a/b/g/n on selected models Dual radios operate in both 2.4 and 5Ghz Advanced security Migration to controller based & centralized management Standalone or part of integrated Pro solution 802.11 b/g/n Dual Band with Clustering technology Enhanced security Cisco Configuration Assistant (CCA) SB Pro Service & Small Business Support Center (SBSC) Easy to use wireless access points 802.11 b/g/n Robust security features Indoor/Outdoor deployment options Cisco WAP4400N Access Point Single-device level GUI

Small Business Pro Series

Cisco AP541N Clustering Access Point

Small Business Series

Function, Flexibility, Scalability

Selling Cisco Small Business Products

Sell Cisco Small Business Switches to Customers Who

Typically buy Point Products Want standalone products Need single-site connectivity Need DIY installation & no remote management

Small Business Switching Features

VLAN QoS POE SNMP ACL SSH/SSL Stacking L3 RPSU

SFE/SGE
Managed Stackable

SRW
Managed Fixed

SLM
Smart Stackable

SLM
Smart Fixed

SD/SR
Unmanaged

Smart Switch Usage Scenarios

Deploy in network edge and managed in core Simple deployment where workgroups are needed network segmented into Finance, Accounting, Marketing Low usage of voice/video

Standard Link PoE Link Link Aggregation

SLM224P
SPA962 IP Phone

SRW2048 Managed Switch

SLM248P

PVC3000 IP Surveillance Camera

WAP200 Wireless Access Point

Managed Switch Usage Scenarios

Small Business Infrastructure Network core with Unmanaged in edge Small telephony deployments Separate workgroups for additional security
Standard Link PoE Link

SRW2008P
SPA942
IP Phone

SRW2024P

Link Aggregation

PVC2300
IP Surveillance Camera

WAP200
Wireless Access Point

Sell Cisco Small Business Routers to Customers Who

Typically buy Point Products Need simple network configuration Want advanced security options Want wireless connectivity in the office Require business continuity and failover options

Cisco RVL200 / WRV210

Best for Small office / home office Features Static routing, RIP v1, v2 WAN: Fast Ethernet SSL VPN (RVL200) / IPsec VPN (WRV210) 802.11g wireless on WRV models only SPI firewall 4-port 10/100 Fast Ethernet switch

Secure access for small offices

How Wireless is Cost Effective

Low Total Cost of Ownership per User Assuming an average of 12 employees per Access Point Wireless cost 0.17 per day per user over 3 years Cabling Cost Savings Save in cabling costs for new or unwired buildings. When moving in an unwired infrastructure 2,750 / person Move / Add / Change Savings Save time and money by avoiding labor intensive moves adds and changes. 375 / move

Small Business Wireless APs

802.11g 802.11n

Outdoor
WAP200E

Indoor
WAP200 WAP2000 WET200 Wireless Bridge WAP4410N

WET200 Wireless Bridge

Wireless Bridge with integrated 5-port switch
Solution pairs with WAP200 and WRV200 Only product with integrated 5-port switchon the market POE 1x2 MIMO better coverage and range QoS (WMM, 802.1p), VLANs, 802.1x, WPA2 security Removable antennas

Key Features:

WAP200E Outdoor Wireless AP

Interior and Exterior Access Point Ideal for two building solution Key Features: POE PD power means AP can be powered from a POE switch 1x2 MIMO better coverage and range QoS (WMM, 802.1p), VLANs, WPA2, 802.1x Multiple BSSIDs; Roaming and Auto-channel selection NEMA IP53 Weatherproof housing (WAP200E) Internal Directional Antenna

Main Office to Warehouse Two Building Solution

Cisco IP Video with Storage

Why do Small Businesses need Network Attached Storage

Todays small businesses rely on information technology just as much as large enterprises. Lowered costs and improved usability have accelerated small business adoption rates Still most small businesses do not reliably protect their critical business data. At the same time, small businesses are the least able to afford loss of data. Beyond risk of lost data, small businesses also face growing regulatory and security requirements for customer and financial information. (HIPAA, PCI, etc)

NSS4000 Features
4-Bay 19 rack mount form factor 2nd Gigabit Ethernet Port 16 Concurrent FTP Users Redundant power supply option Includes built-in setup wizard to ease configuration

Storage enables other Solutions

Video Surveillance requires storage Backup/Restore/Disaster Recovery/Archive requires storage Digital signage/advertising requires storage Intelligence. Log network/application usage to improve security or productivity Store files locally for Cloud based services

Growing Surveillance Demands

Video evidence for theft is becoming more of a necessity. Physical Security
Vandalism Unauthorised building access Accidents (Slip or Trip)

Many cities are implementing laws requiring surveillance systems for many types of businesses such as convenience stores As the cost of surveillance systems drops, more businesses are willing to invest in solutions

Cisco Small Business Pro

The 500 Series Secure Router

Choice of high bandwidth WAN connectivity (ADSL2 / 2+, FE, T1) Cisco IOS Firewall Cisco Intrusion Prevention System (IPS) IPsec VPN, SSL VPN, DMVPN Optional subscription-based content filtering Dynamic routing, DMZ, and guest access Integrated 4-port 10/100 managed switch Support for Quality of Service (QoS)

Cisco 520 Secure Router

Complements and supports Cisco Small Business Communications System (SBCS) Offers stateful packet inspection firewall (SPI) Offers intrusion prevention system (IPS) Provides application inspection and control

Secure Router 500 Series Model Comparison

SR 520-FE-K9 SR 520W-FE-K9
10/100 Mbps Fast Ethernet

SR 520-ADSL-K9 SR 520W-ADSL-K9
ADSL over POTS Annex A 4-port 10/100 switch 802.11 b/g (SR520W) Firewall, IPS, IPsec VPN

SR 520-ADSLI-K9 SR 520W-ADSLI-K9
ADSL over ISDN Annex B

SR 520-T1-K9
T1 2 10/100 ports for LAN and/or DMZ Firewall Security license IPS, IPsec / SSL VPN

SSL VPN license (x 10 users) 1-year content filtering subscription SMARTnet, traditional support offers Cisco

Small Business Pro Service Cisco Small Business Pro

Cisco SRP500 Series Service Ready Platforms

Voice Ready
Industry leading SIP stack Analog voice ports(FXS, FXO) Support for multiple architectures SIP Trunking IP Centrex Hosted Business Services

Simple Provisioning and Management

XML support Remote customization Setup wizard for WAN Device manager GUI SNMPv2, syslog

WAN / LAN Integration

ADSL2+, FE, GbE 3G-ready via USB modem FE and GbE LAN ports 802.11b/gn wireless

Cisco SRP 500 Series Models

SRP 521 WAN Backup WAN LAN Wireless FXS/FXO USB 2.0 Built-in 3G USB Drivers Security FE SRP 526 ADSL2+ (ISDN) 4-port FE 802.11b/g/n, 1 fixed antenna 2 / 1 (relay) 1 Yes NAT, Firewall, IPsec and GRE VPN SRP 527 ADSL2+ (POTS) SRP 541 GbE SRP 546 ADSL2+ (ISDN) GbE 4-port GbE 802.11b/g/n, 2 SMA antenna 4 / 1 (active) 2 Yes SRP 547 ADSL2+ (POTS)

Cisco AP541N Clustering Access Point

Wireless Dual band .11n works in either 2.4 and 5 GHz bands for most flexible coverage options Load balancing to ensure reliable performance Seamless roaming and QoS for voice and data applications WDS for wireless backhaul extend network to hard to wire locations Security Standards based business-class encryption and authentication ESW 500 for client compatibility MAC address authentication Rogue AP detection Secure guest access with URL redirection using multiple BSSIDs, Vlans & 802.1q Trunking. Ease of Use UC 500 Clustering automates multi-AP set up & channel settings for faster install and more reliable coverage CDP, Smart defaults for out-of-box simplified set up with Small Business Pro and SBCS Choice of Embedded Configuration Utility or CCA

Clustering SA 500

AP541N

SPA 525 CCA

Cisco Smart Business Communications System

Smart Business Communication Systems 2.0

Simple, Complete, Secure Communications for Small Businesses
Unified Communication s IP Phones Switching Wireless WAN for Central & Remote Sites Advanced Security

UC 500 Series 8 to 104 users Desktop & Rack Mount Models Optional Integrated WLAN AP on desktop models More License Upgrade Options

7900 & 500 Series All Cisco Unified IP Phones are supported including Cisco SPA 500 Series

ESW 500 Series Small Business Pro ESW 500 Series Switches with options for PoE, non-PoE, 10/100, GigE, with 8, 24, and 48 ports

AP500 802.11n 2.4GHz or 5GHz Dual Model Access Point

SR 520 T1, DSL, Dual-E WAN Connectivity for central and remote sites including tele-worker

SA 500
Firewall (SPI) Email Security Web Security (Filtering) IPsec and SSL VPN VeriSign Identity Protection Optional 802.11n GE WAN port + Optional port (WAN, DMZ or LAN)

Business and Productivity Applications Cisco Configuration Assistant 2.2 Third Party Network Monitoring Tools

Cisco Unified Communications 500 Series

Cisco Small Business Pro Series Telephone call processing Voice mail and automated attendant Integrated productivity applications Full portfolio of Cisco Unified IP Phones Simple license-based upgrades for growth
Up to 32 users on UC 540 Up to 104 users on UC 560

8- to 32-User Desktop Model

Full voice over IP capability On-board wireless LAN (UC 540) System-level configuration and management for all solution components Solution includes switching, VPN, security, and data routing
Simple, Secure, Complete

16- to 104-User Rack Mount Model

Cisco SPA500 Series Positioning

SPA 525 Performance and Scalability SPA 508 / 509 SPA 502 / 504 SPA 501 Accessories
SPA 502 SPA 509 SPA 501 SPA 504 Buttons on phone: SPA 502: 0 SPA 504: 4 Buttons on phone: SPA 508: 8 SPA 509: 12 SPA 508 Buttons on phone: SPA 525: 5

SPA 500S MB 100

Paper label Buttons on phone: SPA 501: 8

WiFi, Bluetooth,Color LCD, and MP3 Music Player

Dynamic Softkeys, Line Keys and Monochrome Backlit Display

PA 100

Full-duplex Speakerphone, Integrated Ethernet switch port, Wideband audio, AUX port for up to two expansion module, Monochrome Backlit Display, Supports SIP and SPCP

Deployment Options

Retail Desk or Break Room

Office Employee

Admin and Manager

Executive

Integrated UC500 Smart Business Productivity Applications

Unified Communications 500 includes: Cisco WebEx PhoneConnect Cisco TimeCardView VoiceView Express Cisco Single Number Reach (SNR) Email, Voicemail & Fax Integration Video Telephony Live Record Live Replay

Basic Single Number Reach feature

Allows calls to the enterprise number to simultaneously ring a desk set and a cell phone and can be answered at either. Calls can be switched from cell phone to IP Phone with one button press
CME

PSTN

Here Mobile phone rings if 201 doesnt answer in pre-configured time

201

What is TimeCardView?
Time and Attendance Application Add-on to CUE software Available with CCA 2.0 XML, GUI and TUI interfaces to perform time card operations Manage time card data Integrate with QuickBooks Payroll Application Business Application Integration with UC500

TimeCardView 7.0 Overview

VoiceView Express-like employee and supervisor interfaces
Site overview, status monitoring, messaging, E-mail shift summary Maximum and minimum limits for shift, break and lunch times

GUI interface for payroll specialist and supervisor

Import/Export users from/to QuickBooks payroll application Export data to QuickBooks or well known file formats

Customized Reports Backup/Restore of time card data

TimeCardView Solution

Magnetic card, Biometric, RFID Readers Input Export

UC500
Connector

VeraSMART CDR Call Accounting from Veramark

Call Collection
System users at the office Remote users or telecommuters (optional)

User interface (Web browser) UC500

Requests/Viewsreports.

VeraSMART eCAS Application Server

Collects call Records using RADIUS

Administers system. Access Online Directory . Internet

LAN/WAN Applies a cost to the call

Firewall

Cisco Small Business Pro SA 500 Series

All-in-One (UTM) Security Gateways Displacing Routers

Firewall Alone Is Not Enough: The primary vector for threats to small businesses are Email and Web. All-in-one class devices are required to protect the small business. Unified Threat Management (UTM) is a fast growing market: opportunity for Partners to target customers that have SOHO class routers or similar security devices that only provide basic firewall functionality.
Source: IDC Nov 2008

Cisco SA 500 Series UTM Security Appliances

All-in-One Unified Threat Management (UTM) Security for Small Business (up to 100 users) Business grade firewall, DMZ, site-to-site VPN and remote access
IPsec and SSL VPN, secure 802.11n wireless (SA 520W). N.B. No Cisco Intrusion Prevention System IPS.

Full-Strength Protection at Full Speed

Cloud-based subscription based email and web security services enable full-strength protection without impacting bandwidth stops threats before they get to the business.

Enhanced Partner Profitability

Subscription offering provides recurring revenue, Pre-Configured with Smart Defaults to simplify configuration, Cisco Configuration Assistant support, Small Business Pro Service

SA 500 Series Model Comparison

SA 520 Firewall Performance UTM Performance VPN Performance Connections Ports 200 Mbps 200 Mbps 65 Mbps 15,000 1 WAN, 1 Optional, 4 LAN 10/100/1000 Wireless (802.11b/g/n) IPsec Site-Site IPsec Remote Access SSL Remote Access No Yes 50 seats 2 seats included, License upgrade to 25 seats SA 520W 200 Mbps 200 Mbps 65 Mbps 15,000 1 WAN, 1 Optional, 4 LAN 10/100/1000 Yes Yes 50 seats 2 seats included, License upgrade to 25 seats SA 540 300 Mbps 300 Mbps 85 Mbps 40,000 1 WAN, 1 Optional, 8 LAN 10/100/1000 No Yes 100 seats 50 seats included

Cisco Small Business Pro Service & Support

Cisco Small Business Pro Service

4 Price Points - 3 Years Peace-of-Mind CON-SBS-SVC1 CON-SBSSVC2
CON-SBS-SVC3 CON-SBS-SVC4

SPA525G

SA500

520 T1

UC540

3 Years Peace of Mind for Customer: Software Updates for Bug Fixes & Upgrades Next Business Day Hardware Replacement (where available) Extended Access to Small Business Support Center Access to Small Business Support Community Online Chat Support

Cisco Small Business Pro Warranty

Managed Switches Storage Routers Wireless Voice Systems IP Phones Hardware Replacement Software 5 years 1 year 1 year 1 year 1 year 1 year Advanced Replacement, 10 business days 90 day warranty

Moderated community

Cisco Ship Date

Serial Number

Complimentary Support

Start Date

Entitlement

Small Business Support Center

Access by partners & customers Fast Access to technical information Telephone support during business hours

Small Business Support Community

Access by partners & customers Fast Access to technical information (Web 2.0) Real-time collaboration

Cisco Products

Cisco Integrated Services Router G2

2901, 2911, 2921, 2951 3925, 3945

Performance, Scalability, Availability

1941, 1941W 860, 880, 890

Virtual Office

Secure Mobility

Customizable Applications

Secure Collaboration

Scalable RichMedia Services

Enhancing the Customer Experience

Cisco Catalyst 2960 Series Switches

Catalyst 2960 LAN Base Series Catalyst 2960 LAN Lite Series

Fast Ethernet and Gigabit Ethernet and Power over Ethernet for entry-level enterprise and midmarket customers Offers enhanced Layer 2+ intelligent LAN services:

Availability Enhanced security Advanced quality of service (QoS)

Simplified management and troubleshooting for lower total cost of ownership CiscoWorks LMS, Cisco Network Assistant and CLI commands Limited lifetime hardware warranty and software updates at no additional charge

Fast Ethernet in 8, 24- and 48-port configurations for small branch offices and wiring closets 24 and 48 Power over Ethernet models Offers basic Layer 2 services with entry-level availability, security, PoE and QoS

Scalable and secure network management

Simplified management and troubleshooting for lower total cost of ownership CiscoWorks LMS, Cisco Network Assistant and CLI commands Limited lifetime hardware warranty and software updates at no additional charge

Cisco ASA 5505 Adaptive Security Appliance

Industry leading PIX firewall technology Enterprise-class feature rich firewall including application security
Cisco ASA 5500

IPSec and SSL VPN to meet current and future connectivity needs Threat-protected VPN for additional

Easy to Use ASDM GUI High Availability support Scalability to support business growth

Secure the Business

Deliver Safe, Secure and Easy to Use Remote Network Access Anywhere

Maximize the Efficiency of Limited IT Staff and Resources

Enterprise-Class Firewall Services

Built on the most trusted and deployed firewall technology in the worldthe Cisco PIX Security Appliance

ASA 5500

Desktop

Internet
Desktop

File/Web Server

E-mail Server

Desktop

Prevents unauthorized access Helps maximize your uptime Prevents Instant Messaging use Enables deployment of voice over IP and multimedia applications

DMZ

Valid Business Traffic

Unwelcome Visitors, P2P, IM, and Other Unwanted Traffic

Advanced Application Firewall Services

Securing Applications at the Perimeter Web-based applications are being compromised causing: Costly downtime Unauthorized use Privacy issues Cisco ASA 5500 Enables Control of: P2P (KaZaA, Gnutella, etc.) Instant Messaging HTTP, Port 80, and Port 443 Tunneled Applications Voice over IP And many more

ASA 5500

Inspects and controls application protocols

Just A Few Of The Protocols Supported...

HTTP
Enh.

FTP
Enh.

IM
New

P2P
New

SIP
Enh.

H.323 SCCP SMTP DNS

Enh. Enh. Enh. New

RPC
New

CIFS NetBIOS
New New

Tools & Resources

Partner Development Funds

SMB or Express Foundation Specialized

SBPDF: Pro Basic

10% backend payment
SB Pro, UC520/UC540, SPA & 7900 IP Phones

SB PDF: Core
5% backend payment
SB, Cisco

Partner Design Support

Presales support offering to help Partners solve their customers business problems
Quick access to a team of Cisco engineers focused on solving small business problems CCNA certified experts that help partner put solutions together Complementary with Ciscos best practices of Smart Design solution deployments and available to all Cisco Partners at no charge.

Any Questions?

The 650-177 Test

SMB Specialisation for Account Managers Must achieve 790/1000 50 multiple-choice questions 90 Minutes to complete Open Book and Non-Proctored Book at www.testrac.com/pvuecisco Need a TesTrac ID (PVCxxxxxxxx) and 6 digit PIN

Cisco Configuration Professional (CCP)

Intuitive device management GUI for the ISR G2
PC Based Application Unified GUI Routing Security Unified Communications Wizard led configuration LAN ,WAN, QoS Firewall, IPS, VPN, ACLs Voice - CME/SRST/CME as SRST Eventual replacement for SDM Free Download: www.cisco.com/go/ciscocp