© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Presentation_ID 1 New Catalyst...

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© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Presentation_I D 1 New Catalyst 4500 Bundles & Offering

Transcript of © 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential Presentation_ID 1 New Catalyst...

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

New Catalyst 4500 Bundles & Offering

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2

New reduced pricing for highly available configurations

3 software feature sets: LAN Base, IP Base, Enterprise Services

Low cost entry point offering with LAN Base: ~$200/port

Decline in price/port for higher port count

Upgrade option to IP Base or Enterprise Services

License option for uplinks: 4x1G to 2x10G

Low service pricing and limited lifetime warranty

Smart Call Home: Reduce Downtime

Line card reuse

Customize to Optimize

Catalyst 4500 Cost Optimized Switching

Investment protection with easy upgrade options

$$$

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3

First enterprise switch to support PoE+

ISSU: Reduce planned downtime

OSPF for routed access

Enterprise Services software for Sup6L-E

True control-path & data-path redundancy

Real-Time power monitoring

Lower power: Idle slot optimization

Flexible QoS

Upgrade only line card to comply with new future standards like Energy Efficient Ethernet

Leadership in Innovation

Catalyst 4500 Leader in Modular Switching

Highly available platform for maximum resilience

Performance

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4

Best of Breed Borderless Access: Catalyst 4500 E Series Platform

Increase ROI through maximum use of resources

Any-to-any user experience and Automated operational manageability

Reduced OpEx enabling converged Unified Communication (UC) & data

•3/6slot bundles•Sup6L-E •LAN Base

Enterprise Campus Access Non-Redundant

Virtualized CampusVirtualized Campus

Intelligent CampusIntelligent Campus

Plug N Play CampusPlug N Play Campus

IP Base @ $10,000

Enterprise Services** @ $10,000

•7 slot bundle•Sup6L-E •LAN Base

•10 slot bundle•Sup6L-E •LAN Base

RedundantHigh

Density

Starting List Price $200/port*

Starting at $267*

Starting List Price @ $298/port*

IP Base @ $10,000

Enterprise Services** @ $10,000

IP Base @ $10,000

Enterprise Services** @ $10,000

*Does not include service pricing**Enterprise Services on Sup6L-E in Q2CY10

NEWNEW

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5

Plug N’ Play Campus PortfolioCisco Catalyst 45XX 10/100/1000 PoE Plus Ready Bundle

C4506-E Bundle; WS-C4506E-S6L-96V+

$18,000 (44% off LP)4506-E Chassis

SUP6L-E96 Port 10/100/1000 PoEP

LAN Base IOS Image44% off SMARTnet pricing

45% off SmartFoundation pricing

C4503-E BundleWS-C4503E-S6L-48V+

$11,000 (44% off LP)4503-E Chassis

SUP6L-E48 Port 10/100/1000 PoEP

LAN Base IOS Image44% off SMARTnet pricing

45% off SmartFoundation pricing

C4507R-E BundleWS-C4507RES6L-96V+

$22,000 (40% off LP)

4507R-E ChassisSUP6L-E

96 Port 10/100/1000 PoEPLAN Base IOS Image

54% off SMARTnet pricing45% off SmartFoundation pricing

C4510R-E Bundle WS-C4510RE-S6-96V+ 

$30,000 (37% off LP)

4510R-E ChassisSUP6-E

96 Port 10/100/1000 PoEPLAN Base IOS Image

Enable 10GE = $4,000Enable 10GE = $4,000

IP Base Upgrade = $10KIP Base Upgrade = $10KEnterprise Services* Upgrade from Enterprise Services* Upgrade from

LAN Base = $20KLAN Base = $20KShippingShippingShippingShipping

*Enterprise Services on Sup6L-E in Q2CY10

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6

Promotion for Redundant SystemsAggressively Priced Options for Upsell and Competitive Situations

4506-E BundleLAN Base IOS

*Enterprise Services on Sup6L-E in Q2CY10

Ex. 4507R-E BundleLAN Base IOS

IP Base Support

Redundant Sup6L-E with IP Base Support

$4K

$12,000

$10,000

$10,000Enterprise Services Support

Upsell to IP Base4507R-E Bundle + IP Base = $32k4507R-E Bundle + 2nd Sup + IP Base = $34k

Upsell to Enterprise Services4507R-E Bundle + Ent = $42k4507R-E Bundle + 2nd Sup + Ent = $44k

Also, applicable on

4510R bundles

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7

Introducing New Catalyst 4500 Power Supply Pricing

SKU Product Description Old List New List

PWR-C45-6000ACVCatalyst 4500 6000W AC dual input Power Supply (Data + PoE) 

$4,995 $3,995

PWR-C45-4200ACVCatalyst 4500 4200W AC dual input Power Supply (Data + PoE) 

$3,995 $2,995

PWR-C45-1300ACV Catalyst 4500 1300W AC Power Supply (Data and PoE) 

$1,495 $995

* Price change expected ~Feb ’09. For questions, please email [email protected]

New

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8

IOS Features Comparison—LAN Base vs. IP Base Features (partial list) LAN Base Image IP Base Image

10G Uplink Use Yes - $4k License Yes

SPAN (# of Sessions)—Port Mirroring 2 sessions 8 sessions

EnergyWise Yes Yes

MLD Snooping Yes Yes

Flex Link Yes Yes

PVST+ & RPVST+ Yes Yes

Smarports (Role-Based MACRO) Yes Yes

ePoE Yes Yes

Auto QoS Yes Yes

EEM No Yes

EEM & EOT integration No Yes

EIGRP Stub No Yes

GLBP No Yes

HSRP and VRRP No Yes

ISSU No Yes

L2PT and Q-in-Q No Yes

Location Services No Yes

Multihop SXP (CTS) No Yes

PIM SM/DM No Yes

SmartCallHome No Yes

SSO No Yes

TDR No Yes

WCCP No Yes

Ships with 45xx Bundles

Upgrade ($10,000)

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9

Catalyst 4500 IP Base vs. Competitor

FeaturesCatalyst 4500 IP Base License

$10,000

Example: ProCurve 5412/5406Bundles

10GE UplinksPurchase Module

$5,099

AutoQos

EnergyWise

Location Services

SmartPorts

SmartCallHome

TDR

PVST+

Embedded Event Manager (EEM)

Expanded ACL Support (32K)

Time Based ACLs

MLD

PIM SM/DM License - $2,999

802.1x Full Capability (User Identity) License - $5,499

Total $10,000 $13,597

26%

savings

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10

• Service SKUs automatically loaded for Catalyst4500 products on Cisco Configurator• Example pricing is for 8x5xNBD contracts

44%savings

45%savings

44%savings

45%savings

Catalyst 4500 Service OfferingsSpecial Bundle Service Pricing

54%savings

45%savings

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11

Compare Cisco and Competitor’s Services

Service Element

Competitor Cisco

Warranty Care Packs

Warranty (2K 3K, 4K)

Smart Foundation (only 4503E, 4506E,

4507R-E, 2K, 3K)SMARTnet

Duration of coverage

Lifetime

▪ Mainly 3 years

▪ Sometimes 1 year

Lifetime

(Fan and power supply are limited to 5 years.)

▪ 1-year renewable (45% < SNT NBD)

▪ 25% off 1-yr price for 3 yrs or 40% off 1-yr price for 5 yrs

▪ Annual contracts

▪ Multi-year contracts

TAC hoursVary 24x7 Free 90-days 8x5

TAC (only on 2K-S and 3K-X)

9x5 to SMB TAC 24x7 Cisco TAC

Web support Yes YesFor downloading SW releases only

Cisco.com SMB knowledgebase

Cisco.com knowledgebase

Advance hardware replacement (AHR)

NBD if parts are in stock, 2 days or more if not

▪ 13x5x4 AHR

▪ 24x7x4 AHR

▪ 24x7 SW

▪ HW/SW support

10-day AHR (on all)

NBD (only 2K-S and 3K-X)

NBD AHR

▪ 8x5xNBD AHR

▪ 8x5x4 AHR

▪ 24x7x4 AHR

▪ 24x7x2 AHR

On-site support No Yes No No Yes

Bug fixes, updates and upgrades

Free for now as part of lifetime warranty, though policy is in slow-motion transition

Lifetime bug fixes & updates for LAN Lite, LAN Base & IP Base images

▪ Free SW bug fixes

▪ For-fee updates and upgrades. (if not already covered by Standard Warranty

Covers bug fixes, updates and upgrades within a licensed feature set

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1212

Bundle Includes: 1x AIR-CT5508-50-K91x 4507R-E1x Sup6L-E IP Base1x WS-X4624-SFP-E

Borderless Networks Campus Core/Distribution Catalyst 4500 Switch & Wireless Controller

NEWMay ’10

SBA Campus Foundation Bundle: $44,000BN-A2-CF2-SBA-K9

32% off List PriceSupport a Converged Wired-Wireless NetworkSimplified Ordering/Deployment of Robust Network Core/Distribution

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13

How to Close the DealCisco Switching Offers Against Competition

Architectural Selling Smart FoundationEntry Level Support

2K, 3K, 4503E, 4506E, 4507R-E, 4510R-E

25% Off 3 Yr, 40% Off 5 Yr

NBD Hardware Replacement

8 AM–5 PM TAC Access

Online Troubleshooting;SW Bug Updates

45xx-E Modular BundlesFlexible Upgrade Path

4503E @ $11K (no ps), 10/100/1000 PoE Plus, scalable from 48 to 96 ports

4506E @ $18K (no ps), 10/100/1000 PoE Plus, scalable from 96 to 240 ports

4507RE @ $22K (no ps), redundancy capable 10/100/1000 PoE Plus, scalable from 96 to 240 ports

4510RE @ $30K (no ps), redundancy capable 10/100/1000 PoE Plus, scalable from 96 to 384 ports

Borderless Networks Campus• Core/Distribution bundle with 4507R and

Wireless Controller

• 32% List Price

Smart Business Architectures• Leverage Cisco’s design, deployment, and

configuration guides

• Quote SBA bundles (at least 10% of List)

2960 & 2960-S LAN Lite Switches Entry to Cisco Experience

FE and GbE on 8, 24, and 48 ports

PoE support up to 15.4W per port

Basic QoS, standard availability and multicast features

Entry-level security and network admission control

Link connectivity and cable diagnostics for enhanced troubleshooting

LLW and enhanced LLW, FlexStack

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14

Winning Competitive Sales StrategiesPlay Offense!

Sales Strategy

Cisco Partner sales team proposes high-value, feature-rich Cisco-based solution.

Low cost competitor tries to jump in with a lower value, stripped down solution as a "bait and trap".

If customer is still absolutely convinced that low price is everything, and does not want value-add

capabilities, then these new lower-price Cisco offerings will help close the deal for a Cisco partner,

and keep the customer happy.

Partner can now use these new lower cost Cisco solutions to illustrate “you get what you pay for”

© 2009 Cisco Systems, Inc. All rights reserved. 15