Cisco'c Strategy for the SMB Market · PELC CBSW Vertical Sales Tools SMB Class Solutions PELC CBSW Vertical Sales Tools Revenue GrowthRevenue Growth ResourcesResources ProfitabilityProfitability

1© 2003 Cisco Systems, Inc. All rights reserved.9065_12_2003_c1

CISCO’S SMB STRATEGY & COMMITMENT TO THE SMB CHANNEL

Dale Bristow,National Manager, Small and Medium BusinessCisco Canada

Cisco Business Solutions Workshop for Resellers Canada 2004


SMB Market expected to outpace broader Canadian IT Market

SMB IT MarketSMB Network Equipment Spend

900.00

950.001,000.00

1,050.00

1,100.001,150.00

1,200.00

2003 2004 2005 2006 2007(C

$M)

4,467

3,633

1,800

4,723

4,330

2,012

0

2,000

4,000

6,000

8,000

10,000

12,000

2003 2004 2005 2006 2007

Hardware 1.4% CAGR Services 5.8% CAGRSoftware 3.6% CAGR • CAGR 3.85%

• Advanced Technologies 23% CAGR • Core Technologies 6% CAGR• Cisco WW Network Equipment marketshare Approx. 43%

• Canadian SMBs will spend C$11 Billion on IT in 2007. • CAGR 3.4%

Source: IDC Canada Sept 2003 & Cisco Systems


Top 3 Canadian SMB IT initiatives over the next 12 months

5%

6%

8%

9%

12%

13%

13%

14%

21%

31%

34%

Inventory management/asset tracking

ERP

General communication

System software upgrades

Storage/storage management

Training

Security/antivirus/disaster recovery

CRM

Hardware upgrades/consolidation

Application software upgrades

Network infrastructure

Source: IDC Canada Sept 2003


Voice Over IP and Wireless LANS represent SMB opportunity

At what stage in the implementation cycle are the following telecom and communication infrastructure projects over the next 12 months?

12%

15%

16%

24%

32%

42%

46%

46%

51%

54%

61%

75%

8%

14%

8%

22%

20%

9%

7%

15%

8%

18%

7%

66%

76%

65%

74%

52%

43%

46%

45%

37%

34%

35%

17%

16%

5%

9%

10%

22%

5%

Voice Over IP

Optical networking products

Storage area network fibre channel switches

Call centre technologies

Wireless LAN's

Teleworking/mobility/unified messaging

Wide area networks

Hubs

Virtual private networks

LAN switches

Routers

Network security infrastructure

Internet connectivity

Implementation Complete/Rollout in Progress Acquisition/Piloting/Considering No Plans Don't Know

Source: IDC Canada Sept 2003


The Network Role in SMB

Protected

ResponsiveConnected

Collaborative

AND do all that with limited staff

and budget?

AND do all that with limited staff

and budget?How can we

be more productive?How do I

protect my assets?

How can I increase my profitability? How can I be

more adaptive?


Intelligent Networking for SMB

Secure, Manageable, Available

IP CommunicationsSecurityMobility

IP CommunicationsSecurityMobility

Network FoundationNetwork Foundation

FinancialServices

FinancialServices

HealthcareHealthcare

ManufacturingManufacturing

EducationK-12

EducationK-12

Media & Entertainment

Media & Entertainment

HospitalityHospitality

RealEstateReal

EstateRetailRetail LegalLegal

Vertical SolutionsVertical Solutions


Cisco’s Commitment to the SMB Market

RESEARCH AND DEVELOPMENTSERVICE AND SUPPORTMARKETINGOPERATIONS

“Looking forward, Cisco will invest $2 Billion over the next two years to strengthen its portfolio of SMB Class solutions, enhance its award-winning channel partner programs, and build awareness of networking solutions relevance in small and medium-sized business success.”

-- John Chambers, President & CEO

INTELLIGENT NETWORK

Service/Support

Applications

Financing

Training


SMB Class Solutions

ProtectedWorkforce

ResponsiveWorkforce

CollaborativeWorkforce

Integrated Security

Threat Prevention

Network Foundation

Virtual Private Networks (VPNs)

IPC Solutions for SMBs

Contact Center for SMBs

All-in-one Bundles

Mobility at Work

Mobile Professional

ConnectedWorkforce

Security

Network Foundation IP Communications

Mobility


SMB Class Solutions


Cisco SMB Class Solution Bundles

Savings up to 40%Router with Integrated Voice BundlesRouter with Integrated Voice Bundles

IP Phone and Phone License BundlesIP Phone and Phone License Bundles

IP Communications BundlesIP Communications Bundles

Router with Integrated Security/VPN BundlesRouter with Integrated Security/VPN Bundles

Distributor Bundles Distributor Bundles

INTELLIGENT NETWORK

Services

ApplicationsFinancing

Training


SMB Class Content: 70+ Pieces of New Content to Accelerate Partner Success

11

333Security blueprint updated Jan 15, 2004

Reference Security Blueprint

Private WAN

Main Business Location50-100 Users

Public Internet

This network blueprint is intended to be an educational resource and a starting point in planning your network solution; it is not a final recommendation from Cisco. To determine the deployment most appropriate for your company we suggest you work with a Cisco representative, Cisco channel partner, or a solutions provider.

Teleworker Broadband Modem

Remote Site

External Servers

100 Mbps/GbE

Cisco Catalyst

Switch

Desktops/Laptops Cisco VPN Client Cisco Security Agent

Access RouterWAN + Firewall +

VPN + IDS

100 Mbps/GbE

Access RouterWAN + Firewall + VPN + IDS

Desktops/Laptops Cisco Security Agent

Access RouterFirewall

Desktops/Laptops Cisco Security Agent

Cisco Catalyst Switch

Corporate ServersCisco Security Agent

100 Mbps/GbE

100 Mbps/GbE

Sales Marketing Technical

• Solution Overview

• Why to Buy Preso

• BDM

• TDM

• How to Sell Preso

• Success Stories (print)

• Overview Flash / E-Tour

• Video Success Stories

• Customer (why bought)

• Channel (how sold)

• Collateral Builder Templates

• Email Blast & Direct Mail

• Telemarketer scripts

• Solution Blueprints

• Technical & Business Guides

• White Papers

• Q&A


Cisco Canada SMB Investment

SMB Call Centre • Support Cisco & Partner Lead Identification &

Demand Gen. programs• eLeads Approach

SMB Call Centre • Support Cisco & Partner Lead Identification &

Demand Gen. programs• eLeads Approach

Marketing Team• Develop Enduser and Channel demand generation

programs and Channel enablement tools• eMarketing Systems Approach

Marketing Team• Develop Enduser and Channel demand generation

programs and Channel enablement tools• eMarketing Systems Approach

Market Intelligence & Brand Awareness• Competitive & SMB Market Intelligence• Global Power Now Advertising• Customer Data Mining & Acquisition

Market Intelligence & Brand Awareness• Competitive & SMB Market Intelligence• Global Power Now Advertising• Customer Data Mining & Acquisition

SMB Sales & Channels Team• Drive SMB Sales & Channels strategy + sales

development programs• Drive partner ‘sell-with’ initiatives

SMB Sales & Channels Team• Drive SMB Sales & Channels strategy + sales

development programs• Drive partner ‘sell-with’ initiatives

Canadian Commitment to SMB Partner Success


- Success Builder- SMB Partner Community Program- Product Promotions

- Success Builder- SMB Partner Community Program- Product Promotions

SMB Class BundlesGreat ExchangeCCME ProgramSecurity Program

SMB Class BundlesGreat ExchangeCCME ProgramSecurity Program

Collateral BuilderMarketing 101 GuideSMB Partner ConnectionsSolution Designer

Collateral BuilderMarketing 101 GuideSMB Partner ConnectionsSolution Designer

CAM & SMB Sales Call CentreCisco CapitalCA

CAM & SMB Sales Call CentreCisco CapitalCA

SMB Class SolutionsPELCCBSWVertical Sales Tools

SMB Class SolutionsPELCCBSWVertical Sales Tools

Revenue GrowthRevenue Growth

ProfitabilityProfitabilityResourcesResources

Solution SkillsSolution SkillsSelf Help ToolsSelf Help Tools

Cisco-Enabled SMB Partner Practice


SMB Partner Go-to-MarketChannel Partner

SMB Go-to-Market Strategy Development

SMB Go-to-Market Strategy Development

Channel Partner SMB Readiness Assessment

Channel Partner SMB Readiness Assessment

Leverage SMB Self Help Tools

Leverage SMB Self Help Tools

Engage Cisco Collateral Builder Engine

Engage Cisco Collateral Builder Engine

Leverage Profitability Programs

Leverage Profitability Programs

Engage Cisco CAM or iCAMResources

Engage Cisco CAM or iCAMResources

SeamlessIntegrationSeamlessSeamlessIntegrationIntegration

1414© 2003, Cisco Systems, Inc. All rights reserved.© 2003, Cisco Systems, Inc. All rights reserved.

9065_12_2003_c1 151515© 2003 Cisco Systems, Inc. All rights reserved.

Documents

Cisco'c Strategy for the SMB Market · PELC CBSW Vertical Sales Tools SMB Class Solutions PELC CBSW Vertical Sales Tools Revenue GrowthRevenue Growth ResourcesResources ProfitabilityProfitability