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Cisco Asia PacificPartner Switch Kit

Introduction

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Increase your competitiveness in the Small and Medium Business (SMB) market with new Cisco products, programs and pricing options that meet the needs of all SMBs. For Cisco partners, the opportunities are better than ever, thanks to an attractive range of promotional incentives on our SMB Catalyst switch products including:

• New pricing on the Catalyst 2960 Lan Lite series switches1

• Partner Development Funds quarterly rewards program

SMBs recognize strength in the Cisco brand, because it provides the latest functionality that dynamic businesses need, as they strive to grow their operations and do more with less, while cutting the total cost of ownership for their networks.

SMBs see IT as an opportunity to enhance their cost efficiency, streamline business and be more competitive. Take advantage now of Cisco’s full portfolio of reliable and highly secure SMB switching products that are easier to use and more affordable.

This Partner Switch Kit has been designed specifically to help Cisco partners take full advantage of the latest SMB sales opportunities – helping you grow your business and be more profitable with the Cisco SMB Catalyst switch portfolio.

1 Consult your Cisco sales representative or the Cisco Global price list for more info.

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• Why Cisco

• Why SMBs Choose Cisco Catalyst Switches

• Cisco Catalyst Switches and the Partner Opportunity

• Cisco Catalyst Technology Advantages

• Product Spotlight – Key SMB Products in the Catalyst Range

• How to Sell Cisco Catalyst to SMBs

• Cisco’s Competitive Overview and Product Comparison

• Customer Case Studies

• Partner SMB Sales and Marketing Resources

Discover

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Cisco is an enduringly strong brand, thanks to our proven experience of providing robust, high-quality networking solutions to organizations and industries of all sizes.

By buying from Cisco, partners and customers benefit from:

• Stability in even the most difficult market conditions. The confidence of knowing you’re dealing with a strong organization that is built on a 25 year tradition of technology innovation

• The $5 billion+ we spend each year on R&D, ensuring we innovate and stay ahead of the curve

• Products that meet real SMB customer needs (simplicity, low cost of ownership, security, reliability and growth)

• Comprehensive and high-quality support for peace of mind

• Tangible ROI

• Long term investment protection with ongoing Cisco software updates and limited lifetime warranty for the life of the product

For Cisco partners, selling to SMB customers couldn’t be easier, thanks to our broad range of support activities and our attractive promotions:

• A wide range of partner resources offer marketing, sales and product tools, programs and support you need to address your SMB customers

• Creative finance options – now available in 64 countries worldwide – tailored to the smaller enterprise, helping to ease the sales path when customer cash flow is tight

• The ideal switching solution for almost every need, from the desktop to the server

• Award-winning technical support services to help increase margins and customer loyalty

Why Cisco

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Why SMBs Choose Cisco Catalyst Switches

SMBs want ease-of-use, that is, low-complexity products that work easily with their current network and applications as well as cost efficiency.

That means technology solutions that allow them to run their businesses effectively, without increasing costs unnecessarily.

SMBs that choose Cisco know that initial investment costs can be deceiving. It’s easy to forget that the initial purchase cost of a network typically accounts for only 20% of the total cost of ownership. Usually, the remaining 80% comes from operational costs, maintenance and support-related expenses. However, with Cisco the total cost of ownership decreases, as a result of greatly reduced operational costs over the life of the product.

Companies that buy a switch for price reasons alone (for example, choosing a consumer product, rather than one that has been designed specifically for businesses), often do not consider the longer term impact of their decision. Generally, they’ve neglected to fully consider important factors like scalability, if the business should grow, and reliability. This often results in hidden costs such as network downtime and loss of productivity.

Cisco’s technical support and finance options offer companies continual support, helping to overcome many of these issues and add value for money in the long term.

Also, because Cisco’s technology is of the highest quality, and is designed to be easy to manage, the overall cost of ownership is generally lower than with competitive products.

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Aside from the overall cost, SMBs are looking for:

• Reliability (they simply can’t afford the costs that result from system downtime)

• Advanced security (protecting their data assets and therefore the integrity and continuity of their business)

• Technology that can grow with their business (so they can capitalize on the potential of technologies and applications such as VoIP and wireless)

• Product Guarantee (so they know their technology investment is protected)

Cisco excels in each of these areas, offering our SMB customers a lower cost of ownership and greater ROI than the competition. When SMBs buy Cisco switches, they know that their business is in safe hands, and that they can dedicate their time to running their company.

Cisco Catalyst switches offer SMBs great value for their network investments.

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We’ve made selling Cisco solutions easier. Cisco has a whole range of programs to help enhance the profitability of our partners and improve the ease of doing business with us. These include profitability programs (which are the backbone of our customer incentive programs), such as the Deal Registration Opportunity Incentive Program, Partner Development Funds and Technology Migration program1.

Our entry-level Cisco Registered Partner Program is the first step a company must take to participate in the Cisco Channel Partner Program. Status as a Cisco registered partner establishes a company’s relationship with Cisco and gives them access to the tools, training and best-in-class products in the SMB market.

Additionally, by participating in our Select Certification and SMB Specialization programs, partners can grow, differentiate, build customer satisfaction and increase their exposure to new customers. Cisco Select Certified Partners benefit from an increased level of support from Cisco, including access to increased services, technical support, productivity tools, online training and marketing resources.

Finance

Cisco financing, available in 64 countries worldwide, can help your customers purchase the whole solution they need to realize the full potential of their network investment and their business. Cisco can help through specialized, innovative financing solutions for Cisco products and services. Your customers can spread the costs of a whole Cisco solution over time, with predictable monthly payments that can ease cash flow, protect capital, and preserve other lines of credit. On average, IT spend increases 34% when financed, so the right financing solution can help increase both customer value and your profitability.2

Cisco Catalyst Switches and the Partner Opportunity

1 Consult your Cisco representative to determine eligibility for these and other partner programs.2 Source: The Yankee Group, 2006, US

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Services

Some vendors offer warranty and limited free services, but not full-level service and support. While giving services away might help win a deal, it will not build a relationship with the customer or help ensure future purchases. Nor can free services help the customer realize full product potential since they only cover product hardware issues and not the larger support needs of customers. Customer satisfaction is what drives repeat business and customer loyalty. Increasing customer satisfaction – through highly-rated, award-winning Cisco Services – helps engage the customer on a continuous basis and positions you as a total solution provider. This can be a primary differentiator and give you a competitive edge.

Upgrade and Migration Opportunities

Cisco’s SMB Catalyst switch portfolio opens up a significant $12 billion migration opportunity to Cisco partners, as they move existing Cisco customers across from the four million Catalyst 1900, 2900XL, 3500XL systems that are currently deployed across businesses globally.

By migrating these customers to Cisco’s Catalyst CE500, CE520, 2960, 3560 and 3560-E, 3750 and 3750-E product lines, our partners will be boosting customers’ productivity while reducing their total cost of ownership (TCO) – driving up the return on their investment.

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Here’s a summary of how Cisco switches differ from competitive offerings:

• The end-to-end advantage. A reseller that develops familiarity with Cisco IOS through one product can immediately transfer that knowledge to other Cisco products. Providing a full range of products allows them all to work better together, and provides one single point of service rather than needing to figure out which product has failed.

• Advanced integrated security. Cisco Catalyst intelligent switches have built-in mechanisms to help make the network self-defending. Features include Network Admission Control (NAC), Access Control Lists (ACLs), DHCP snooping, Dynamic Address Resolution Protocol (ARP) and Inspection and IP Source Guard. Providing integrated support for network attacks, worms, viruses, guest and user access and restricting unauthorized users.

• Cisco ASICs. The need to reach aggressive price points has led many competitive manufacturers to switch to off-the-shelf alternatives, potentially resulting in poorer quality and network performance.

• Cisco StackWise technology on Catalyst 3750E and 3750 Series allows partners to build a unified, highly resilient switching system of up to nine switches, providing support for more advanced SMB networks with multiswitch environments and limited space.

• Unified Network Services. Cisco Catalyst intelligent switches help ensure each application gets the bandwidth and efficiency needed on a converged IP network. Providing intelligent management of network resources to accommodate applications such as VoIP and video.

• Power over Ethernet. Our IEEE 802.3af Power over Ethernet (PoE) with additional Intelligent Power Management ensures more efficient use of power resources. Providing 15.4 Watts of power for each port. Many competitors claim PoE, but may not have enough power to feed all the attached devices. So a 24-port switch with PoE might be able to power only 10 of the 24 connected devices.

• Cisco AutoQoS monitors IP telephony performance, helping to ensure dial tone is always available.

• Cisco Network Assistant (CNA) offers centralized management and configuration of Cisco devices to simplify deployment and ongoing maintenance by using Cisco Smartports technology. For partners who do not want to learn or use CLI, CNA is a simple GUI-based managed tool.

Cisco CatalystTechnology Advantages

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Product Support: The Added Value of Cisco Technical Services

• Highly-trained engineers, with expertise in specific product categories, to help resolve issues rapidly and keep networks operating

• A sophisticated call routing system that prioritizes and quickly sends service calls to the right technical expert, minimizing time to resolution

• Time-sensitive delivery of replacement hardware, with multiple options

• Extensive online tools and knowledge base, which often help customers avoid the need to open a service case; and online case tracking ability when they do

• Operating system support that can enhance and extend the life of Cisco devices and increase performance of current functionality

• Levels of support services that fit customer budget requirements

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Here are the core features of our flagship SMB Catalyst solutions:

Catalyst Express 500 + 520 Series

• Ideal for small and medium businesses (up to 250 users)

• Intelligence for delivering converged applications for SMB customers

• Upgrade from unmanaged switches and hubs in small and medium sized businesses and small branches that want GUI based management (with no CLI)

• Integrated within the Cisco Small Business Communications Solution

• Simplified management and troubleshooting for lower total cost of ownership

• Cisco Network Assistant and Cisco Smartports

• Limited lifetime hardware warranty and software updates at no additional charge

Catalyst 2960 Series

• Ideal for mid-sized businesses and small branch offices

• Catalyst 2960 LAN Base with enhanced security, scalable management, and unified network services for applications such as unified communications and mobility

• Catalyst 2960 LAN Lite switches simplify migration from unmanaged devices to scalable managed switches with baseline security, QoS and availability (CLI)

• Simplified management and troubleshooting for lower total cost of ownership

• CiscoWorks LMS, Cisco Network Assistant, and Cisco Smartports

• Limited lifetime hardware warranty and software updates at no additional charge

• 24 24-port PoE connectivity

Product Spotlight –Key SMB Products in the Catalyst Range

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Catalyst 3560 Series

• Ideal for enterprise wiring closets and large branch offices

• Advanced Intelligent Services to enable business productivity

• Man-in-the-middle attack threat mitigation features

• Increased availability and scalability through advanced L3 services

• Increased control for applications like Telepresence

• Simplified management and troubleshooting for lower total cost of ownership

• CiscoWorks LMS, Cisco Network Assistant and Cisco Smartports

• Limited lifetime hardware warranty and software updates at no additional charge

Cisco provides long term investment protection with each switch product by providing Cisco IOS software updates and limited lifetime warranty for the life of the product. However, for service requirements outside of product failure such as network outages and interoperability issues, Cisco also provides award winning service programs that deliver peace of mind for small businesses. Our service programs, Cisco Smart Foundation Service and Cisco SMARTnet Service, also help our partners grow their services business, generate recurring revenue and increase customer satisfaction.

Tailored levels of service and support available for Cisco Catalyst Express 500 and 520 and Catalyst 2960 and 3560 series switching products include:

Cisco Smart Foundation Service:

An entry-level technical support service that provides small businesses with the essential support they need to help maintain network reliability and minimize disruption to the business.

Cisco© SMARTnet® Service:

An award-winning technical support service that offers direct, anytime access to Cisco engineers and extensive technical resources for rapid technical assistance and issue resolution.

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Cisco SMB Switching Portfolio

• Enhanced intelligent QoS, Security and availability• 10/100 and 10/100/1000 and Power over Ethernet

Layer 2+ switching with Gigabit uplinks• Design for mid-sized business and enterprise

writing closets and branch offices• PCI compliance capability

• Simplified configuration and troubleshooting• Scalable management from a central location

• Basic QoS, Security and availability• 10/100 layer 2 switching with Gigabit uplinks• Designed for medium-sized businesses and

branch offices• Simplified configuration and troubleshooting• Scalable management from a central location

• Basic QoS, Security and availability• Up to 24 ports of managed 10/100, 10/100/1000 &

Power over Ethernet switching with Gigabit uplinks • Designed for small business or franchise offices• Simplified configuration and troubleshooting• Simple Deployment, central management and

troubleshooting with GUI based applications

Layer 2 Intelligent Services

Layer 2 Basic Services

GUI-Managed

Cisco Catalyst 2960 with LAN Base

Cisco Catalyst 2960 with LAN Lite

Cisco Catalyst Express 500/520

Function, Flexibility, Scalability

Pric

e-P

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rman

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The Cisco Catalyst series has a switching solution to offer every business.

Here are some of the main selling points, and advice on how to counter common sales questions and objections:

Selling the value of Cisco

Selling Cisco products and services based solely on price comparisons ignores the business value of a network built on a total system solution. Establishing value in the mind of the customer means beginning the conversation with the right questions, for example:

• How do you use the network in your business, and how long do you expect your next investment to last?

• Does your network allow you to add new services or business applications such as customer relationship management (crm)?

• Does your network help you connect your employees, allow them to share resources and keep up with growing business demands?

• Do you have the right expertise at your disposal to maintain the network properly and help it evolve to meet future demands?

How to Sell CiscoCatalyst to SMBs

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Selling Cisco Switching SolutionsA Holistic Sales Approach

20% Low Initial Acquisition Cost

80% Lower Operating ExpensesSecurityNAC/Dynamic ARP/IP Sourceguard

Enhanced L3 CapabilityVRF Lite/ Equal Cost Routing Enhanced Multicast Capability

High AvailabilityFlexlink provides fast convergence PVST+ increases available bandwidth

QoSShaped Round Robin guarantees mission critical bandwidthScavenger Queuing protects against worms

ManageabilitySmartports/Express Setup/ Resource Templates

The Iceberg:The WHOLE iceberg is importantOther vendors address the initial visible portion (price) offering narrow product lines and pitching low price not end-to-end network solution and functionality

Cisco DifferentiatorsEnhance Security = < Downtime, > ProductivityBetter Manageability = Lower Operating Expense

Better Services + More Efficient use, > ProductivityGreater Product Longevity + Investment Protection

These address operating expense, which is 75-80% of lifetime networking costs.

OtherVendorsEmphasis

CiscoEmphasis

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Cisco Catalyst Express 520 SeriesCommon Customer Questions

Q: Why should I buy Cisco?

A: Cisco is a market leader and our products are known for their reliability, superior features, and service and support. While less expensive brands might seem attractive at first, buying them can incur more costs later. Less reliable products mean more downtime and higher support costs. Analyst, such as Yankee Group1 time and time again that buying Cisco is more economical in the long-term, and avoids unnecessary risks to the continuity of your business. Our products are well built and easy to maintain, allowing business owners to focus on running their business. Cisco products are also backed by dependable warranties and high-quality support.

1 Source: Zeus Karravala, Yankee Group. Decision Note Question and Answer analysis, May 18, 2006

Q: Which product is best for my company?

A: Your specific needs will determine which product is best for your business requirements. However, the Catalyst product line provides great value for business agility including growth. If you are interested in adding advanced technologies such as IP telephony or wireless LANs in the future, an excellent solution for you is the Cisco Catalyst Express 520 Series, designed for up to 250 users. This will give you improved network performance, reliability and security, while positioning you for a smooth transition to advanced technologies. The Catalyst Express series is an ideal way to manage networking systems, for companies that lack internal IT resources and would like PC-based GUI interface and no command line interface (CLI).

Q: What does a Cisco switch offer me that’s so much better than competitive products?

A: Most significantly, the user-friendly interface simplifies deployment, management and troubleshooting. This, coupled with the expert backup support services of your trusted Cisco partner, ensures you can dedicate your time to running your business, with complete confidence that you have invested wisely in a reliable and highly secure network.

Additionally, these managed Ethernet switches are very easy to manage, offering the reliability, scalability, and rich feature set that SMBs need in a very cost-effective platform. Whatever your future expansion plans, and at whatever point you may want to move to IP telephony or wireless LAN connectivity, this network will be able to support you with minimal disruption. It provides wire-speed Fast Ethernet and Gigabit Ethernet connectivity, integrated security, and pre-configured quality-of-service (QoS) and Power-over-Ethernet (PoE) features to support advanced IP communications and wireless LAN applications.

Q: I’ve heard a lot about Voice over IP. Does this switch support VoIP?

A: All Cisco Catalyst switches support high quality, voice, video and data over IP. Our intelligent software protects and prioritizes critical network traffic, while inherent power on the line saves rewiring costs and provides more placement options for network endpoints such as wireless access points, IP telephones and video surveillance cameras.

Q: How does this product protect us against security attacks?

A: As with all Cisco Catalyst solutions, the Cisco Catalyst Express 520 Series offers robust network security, protecting against threats from numerous potential sources, from hacking and abuses of user access rights, to viruses and worms.

Customer objection: The Cisco Catalyst Express 520 is too expensive and includes more features than I need. I don’t think I need the fancier features.

A: Cisco’s premium price is well worth the investment when you consider that less expensive switch options provide basic connectivity but are unlikely to include the advanced features you need to create a highly secure, high-performing network that can easily grow with your business.

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What’s more, consumer-grade switches are just that – built for consumers without the ability to expand as you grow or allow migration to business applications such as VoIP. You don’t need to worry about how you will manage new features, as the Cisco Network Assistant, a free tool, cuts out the complexity. Once the network is deployed, this can also generate status reports, troubleshoot issues, synchronize passwords, and upgrade software across all Cisco network devices, reducing the time that in-house staff must devote to network administration.

When calculating the overall cost of a switching solution, don’t forget to take hidden factors into account. A network switch that does not provide wire-speed connectivity can impede the performance of your network applications and devices, reducing productivity and limiting the value you derive from your investment.

Also consider any upgrade costs if your network cannot support IP communications and wireless technologies that you might want to deploy in the future. And, if you do decide to deploy IP communications or wireless technologies in the future and are not using switches with PoE, you will need to install separate power supplies for all IP phones, wireless access points, and other endpoints at substantial cost. With the Cisco Catalyst Express 520, this is all built in.

Customer objection: But other vendor switches cost less and offer a lifetime warranty

A: Other vendors’ lifetime warranties typically only cover product failure - they are not a replacement for service. These warranties might not provide any service level agreements nor can they help with configuration, interoperability or network outages. Cisco carries a comparable limited lifetime warranty and free Cisco IOS updates for the life of the product. For service requirements outside of product failure, Cisco service organization is recognized for its industry leading services, innovation, and excellence. Cisco products are known for their reliability, superior features, and service and support. While the initial up front cost may be higher for a Cisco solution, the overall total cost of ownership over the life of the product is lower.

Cisco Catalyst 2960 Series SwitchesQ: Why should I buy Cisco?

A: Cisco is a market leader and our products are known for their reliability, superior features, and service and support. While less expensive brands might seem attractive at first, they can generate higher costs in the longer term. Analysts, such as Yankee Group, have confirmed repeatedly that buying Cisco is cheaper in the long-term, based on total cost of ownership over a five-year life cycle and considering that the initial acquisition cost is only 20 percent of the overall network costs1. Cisco products are also backed by superior, comprehensive warranties and high quality support, not to mention great customer financing programs that address any cash flow restrictions.

1 Source: Zeus Karravala, Yankee Group. Decision Note Question and Answer analysis, May 18, 2006

Q: Which product is best for my company?

A: Which product is best for your business will depend on your specific business requirements. However, our flagship Cisco Catalyst 2960 Series is designed for medium-sized businesses or firms with branch offices that want the best network performance and value for money, but don’t want to compromise on quality. With the high attention to redundancy and resilience as well as performance and features, this is the ideal solution for organizations worried about regulatory compliance, high speed availability and growth. This is a solution that will scale with the business as it grows, and support the deployment (now or in the future) of IP communications solutions, wireless LANs, or IP video solutions.

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Q: What sets the Cisco Catalyst 2960 Series apart from other switch products?

A: The Cisco Catalyst 2960 Series provides Fast Ethernet and Gigabit Ethernet (very fast) connectivity to the desktop, and enhanced security, including support for identity services and highly secure encryption of administrative traffic. These extremely resilient solutions have quality-of-service (QoS) intelligence to prioritize important applications and optimize network bandwidth, and offer simple, scalable management capabilities, reducing administration costs and freeing-up internal IT staff for other projects. The Catalyst 2960 supports IP telephony and wireless LAN deployments to provide the core foundation needed to grow.

Q: What else?

A: Power over Ethernet (PoE) supports wireless environments and IP phones and video cameras, eliminating the need for separate power supplies and cabling for Ethernet-powered devices. Advanced security features block rogue devices and guard against network attacks. Enhanced high-availability features include voice-aware 802. 1x port security and support for the Cisco Redundant Power System (RPS) 2300 solution, to provide transparent power backup of redundant switches. This is a very robust solution, helping to ensure business continuity.

Customer objection: But other vendor switches cost less and come with a lifetime warranty.

A: Cisco products are known for their reliability, superior features, and service and support. While the initial cost may be higher for a Cisco solution, the overall cost of ownership over the life of the product is lower. Maintaining and troubleshooting customer network equipment that is not performing well involves hidden costs. Cisco also carries a comparable limited lifetime warranty and free Cisco IOS Software updates for the life of the product. Other vendors’ warranties may cover only product failure – they are not a replacement for service. They might not provide any service level agreements nor help customers with configuration, interoperability or network outages.

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Huawei often positions itself as the low-cost leader, concentrating on five key areas: data communications, mobile networks, optical networks, software and applications. It lacks scalable network architecture and integration and support for global antivirus vendors, and its products do not support SSL VPN capabilities. Huawei’s reliance on partnerships raises the likelihood of integration and interoperability issues.

Weaknesses Include:

• No scalable network architecture to meet customer growth and expansion

• No integration and support for global antivirus vendors such as McAfee Security, Trend Micro and Symantec

• Products do not support SSL VPN capability

• Reliance on partnerships to provide a complete network solution, causing opportunity for integration and interoperability issues

Sales Tactic:

• Low-cost leader

Cisco’s Competitive Overview andProduct Comparison

Huawei Product High Performance Cisco Product

No comparative product Catalyst Express 520

Quidway 2000 Catalyst 2960

Quidway 5100 Catalyst 2960G

Quidway 3500/3900 Catalyst 3560

Quidway 3900/5600 Catalyst 3750

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3Com sells many lower-end products like LAN switches, routers, wireless devices, security, network interface cards and IP telephony products. Its strength lies with smaller businesses where price takes precedent. 3Com is weaker than Cisco in terms of product range and quality, scalability and adaptability to meet customer needs, and overall support.

Weaknesses Include:

• Lack of product quality

• Failure to provide an end-to-end product range

• Failure to scale

• Failure to adapt solutions to customers’ business priorities

• Inferior support capabilities

Sales Tactic:

• Affordable technology with features similar to Cisco

3Com Product High Performance Cisco Product

4200 Catalyst Express 520

42xx series Catalyst 2960

42xx G series Catalyst 2960G

44xx, 45xx series Catalyst 2960/3560PWR

387x series Catalyst 2960G

55xx 10/100, 55xx 10/100/1000 series Catalyst 3560/3750

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HP ProCurve sales derive primarily from LAN switching, with the balance from wireless products and low-end routers. It lacks a comprehensive end-to-end product set or strategy, and offers limited VoIP experience. ProCurve and sources some solution offerings from a combination of OEM and third parties, complicating problem resolution. Further weaknesses include its lack of application networking, and limited security product offerings.

Weaknesses Include:

• ProCurve is 0.7% of HP’s revenue

• Low intellectual property content

• No application networking, limited security product offering, and limited scope of VoIP partnerships

• Inconsistent feature delivery, even within the same product family

• The HP Services organization deploys Cisco switches over ProCurve

Sales Tactic:

• Same Cisco features at half the price

HP ProCurve Product High Performance Cisco Product

2510 Catalyst Express 520

25xx series Catalyst 2960

26xx series Catalyst 2960/3560 POE

28xx series Catalyst 2960G

34xx series, 35xx series Catalyst 3560/3750

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NetGear offers a narrow, low-priced product line focused on the SMB and home sectors; it doesn’t offer an end-to-end network solution. Its revenue is generated primarily in the UK and China. Other weaknesses include the absence of a migration path to higher end solutions, relatively low dedicated technical staff resource, and limited security product provision.

Weaknesses Include:

• No migration path to high-end chassis

• Limited investment in R&D

• Limited technical staff to support growing customer base; outsourcing used extensively

• Limited Security products – no remediation, quarantine or compliance checking

Sales Tactic:

• Low-cost leadership

NetGear High Performance Cisco Product

FSM 726, 736P Catalyst Express 520

FSM 73xx/73xxPS Catalyst 2960

GSM 72xx Catalyst 2960G

GSM 73xx Catalyst 3560

GSM 73xx Catalyst 3750

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Product and Feature Comparison

(1) Generally lifetime if bought after May 1, 2007. Product specific before that date.

(2) As long as original purchaser owns product or for 5 years after product discontinuance.

(3) Limited to life of purchased product for original purchaser.

* Estimated

Product, Feature CISCO HP ProCurve HUAWEI NETGEAR 3COM

Switches

Modular LAN Switches ✓ ✓ ✓ ✓

Fixed Config. LAN Switches ✓ ✓ ✓ ✓ ✓

Network Management ✓ ✓ ✓ ✓

Security

Intrusion Detection/Prevention (WAN) ✓ ✓

Firewall/ SSL VPN (WAN) ✓ ✓ ✓ ✓

IP Telephony ✓ ✓

Wireless Networking

Switches/Controllers ✓ ✓ ✓ ✓

Access Points ✓ ✓ ✓ ✓ ✓

Product WarrantyLimited Lifetime

(3)Lifetime

3yrs, 5yrs or Lifetime

(1)

Limited Lifetime

(2)

Services

Technical Assistance Centers 24/7 Service 5 2 3 Unknown Unknown

Support Engineers 1400 30-35* Unknown 20 Unknown

Next Day Replacement ✓ ✓ Unknown ✓ ✓

Software Updates ✓ ✓ Unknown Unknown ✓

Partner Knowledge Base and Tools ✓ Unknown Unknown ✓

Network Design ✓ ✓ ✓ ✓ ✓

Advanced Services ✓ ✓ ✓ ✓ ✓

Leasing or Other Financing ✓ ✓ Unknown Unknown Unknown

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Jenkins Law Firm

Cisco Partner Solid Networks exceeds a law firm’s expectations by giving it affordable Cisco enterprise-class network capabilities on an SMB budget.

Customer Case Studies:Jenkins Law Firm

Bonitas International, LLC

Executive Summary

No migration path to high-end chassis• Full-service firm offering legal counsel in all areas including employment, business

and corporate, personal injury, real estate, and family matters.• Crawford County, Arkansas• 10 employees

Business Challenge• Small law firm needs a technology solution to manage communications of busy

attorneys and support staff.

Solution• A Cisco switched LAN backbone consisting of the following products provides the

firm with access to a Microsoft Small Business Server, Internet capabilities, and network based e-mail:- Cisco Catalyst® Switch- Cisco PIX® 501 Security Appliance- Cisco 800 Series integrated services router

Business Results• Jenkins Law Firm’s highly secure network foundation transformed

communications and dramatically reduced duplication of efforts, resulting in off-the-chart increases in productivity and employee satisfaction.

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Customer Impression:

Jenkins Law Firm, PLLC, was impressed at how Solid Networks managed to deliver the right solution, on budget, building in capabilities that would see the firm well into the future. “We’re a small law firm, but we work with and compete every day with firms of 500 lawyers,” says Dan Jenkins, Attorney and Owner of Jenkins Law Firm. “It’s critical to me and my clients that I look as capable and am as productive as these big firms. With a highly secure Network Foundation from Cisco, I have a network foundation that enables me to compete with the big guys.”

Partner Quote:

Philip Alfrey, Director of Business Development for Solid Networks, says this kind of flexibility starts with a technology roadmap. “We partner tightly with vendors so we know where the technology is going,” says Alfrey, confirming the value of working in close partnership with Cisco. “Then we match that technology with the customer’s growth, business applications and financial cycle.”

Find out more about this Cisco SMB partner success story atwww.cisco.com/go/smb

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Bonitas International, LLC

Using Cisco network solution enables Bonitas to offer better home-work balance for employees while accelerating sales and earnings.

Executive Summary

Bonitas International, LLC• Multinational Retailer – speciality badge reels, ID necklaces and eyeglass holders• Cleveland, Ohio• 10 employees based in 7 locations throughout the US

Business Challenge• Staff productivity and customer responsiveness reduced by lack of real-time

access to information• Cobbled-together, ‘low-cost’ technology adds up to more errors, redundant efforts,

and staff stress• Company’s commitment to home-work balance undermined by system and

process inefficiencies

Solution• Cisco Integrated Services Routers enable real-time access to business

applications• Cisco SOHO routers with VPN support provide highly secure WAN connectivity

for home-based workers

Routing and Switching• Cisco 1801 Integrated Services Router• Cisco 871 SOHO Security Router• Dual E Security Router with 802.11g

FCC Compliant• Cisco Catalyst Express 500

Security and VPN• Cisco VPNs• Cisco 871 Dual Ethernet router with advanced security

Business Results• Faster decision-making and customer responsiveness contribute to double

planned earnings and higher customer satisfaction.• 4 4 40 percent improvement in operational efficiency restores home-work balance

while facilitating a global work day to conduct international business.• Technology-enabled business processes help sales increase over 155 percent

without adding additional staff.• Network provides the foundation to support an ambitious five-year growth plan.

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Customer Impression:

“We added remote access software to allow employees to access the inventory management system online, but everyone had to wait their turn to log in. If a user did not log out correctly, someone would have to alert headquarters to restart the PC. When we tried adding remote printing software for our warehouse, the system would show that the order was transmitted but the packing list and mailing label might not print at the warehouse, so the order never shipped”.

“The Cisco network has turbo-charged our business. We have restored personal time to our home-based workforce, while providing better service to our global customer base around the clock. The cost of ownership of the network has also gone down dramatically. With our original approach, everything seemed reasonable because it was cheap and off the shelf, but there is a heavy penalty associated with the escalating cost of all of these individual devices and services, and the fact that there is no single person you can call to fix anything and none of it really played together.” Kimberly Martinez, CEO and Co-Founder, Bonitas International

Find out more about this Cisco SMB Customer success story at www.cisco.com/go/smb

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The SMB market offers significant growth opportunities, and the ideal way to capitalise on them is to partner with a vendor who offers additional incentives.

The success of our partners is important to us. That’s why we support our partners proactively by providing marketing, sales and technical resources, as well as targeted promotional campaigns and incentive programs.

These Cisco support services, tools and collateral help make it easier to sell Cisco solutions to SMB customers. These partner resources include:

Partner Centralhttp://www.cisco.com/web/partners/index.html

Partner Central is Cisco’s primary vehicle for communicating online to channel partners. It provides instant access to the latest information on solutions, products and services, ordering, support, and training and events.

Select Partner Centralhttp://www.cisco.com/web/SG/partners/select_index_secure.html

A portal tailored specifically for Select Certified Partners. It includes all of the tools, resources and development opportunities to help accelerate your SMB business practice.

Customized Partner Intelligence Newsletter (CPI)http://www.cisco.com/go/cpi

This regular newsletter provides customised news to the channel based on partners’ profiled subscriptions. It is published weekly in the US and monthly in other regions. It goes out to more than 200,000 worldwide. There is also an option to produce a fee-based co-branded newsletter.

Partner SMB Sales and Marketing Resources

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Partner Sales Resources

Cisco Quote Advisorhttp://www.cisco.com/web/partners/sell/technology/quoteadvisor.html

Cisco Quote Advisor takes the pain out of customer consultancy, providing intelligent product recommendations, detailed compatibility information, configuration validation, and automated quote generation to streamline the ordering process for Cisco switching and routing products.

For our partners, this adds up to a simple and attractive equation:Intelligent product recommendations + Simplified ordering = Improved sales closure This unique standalone desktop application allows Cisco partners to select, configure, validate, generate quotes and upload orders for Cisco switches and routers. This easy-to-use application is designed to simplify the process of product comparison, configuration, and ordering.

Demand Generation – Cisco Campaign Builder for Cisco Partnershttp://www.cisco.com/web/SG/partners/campaignbuilder.html

Cisco Campaign Builder for Cisco partners is a free, end-to-end marketing solution that is easy to use. By adding your own message and logo to a variety of marketing templates, including ads, flyers, e-mails, and postcards, you can:

• Increase new revenue possibilities

• Develop lead generation campaigns

• Maximise your return on investment

SMB Association Programhttp://www.ciscowebtools.com/smbassociationtoolkit/

The Cisco SMB Association Program provides you with the information and resources you need to approach SMB and trade associations and become a trusted partner to their members.

Technical Supporthttp://www.cisco.com/en/US/products/svcs/services_area_root.html

Cisco offers a flexible suite of support services designed to meet your customers’ business needs and assist you in effectively managing network services required to maintain high-quality network performance while controlling operational costs.

Cisco Software Support – gain maintenance, as well as minor and major updates for licensed feature sets, extend the life of equipment and maximise application technology investments.

Cisco.com – access 24/7 online product and technology information, interactive network management and troubleshooting tools – increasing staff self-sufficiency and productivity.

Cisco TAC – complements a customer’s in-house staff with a high level of knowledge in voice, video, and data communications networking technology. This is available 24 hours a day, 365 days a year, in multiple languages via the web, e-mail, or telephone.

Advance Hardware Replacement – onsite field engineers supply fast access to replacement hardware and field resources for installing hardware, minimising the risk of potential network downtime.

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

©2008 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems, Cisco Systems Capital, the Cisco Systems logo, Cisco Unity, Enterprise/Solver, EtherChannel, EtherFast, EtherSwitch, Fast Step, Follow Me Browsing, FormShare, GigaDrive, GigaStack, HomeLink, Internet Quotient, IOS, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, iQuick Study, LightStream, Linksys, MeetingPlace, MGX, Networking Academy, Network Registrar, Packet, PIX, ProConnect, RateMUX, ScriptShare, SlideCast, SMARTnet, StackWise, The Fastest Way to Increase Your Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

All other trademarks mentioned in this document or Website are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company.

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Americas HeadquartersCisco Systems, Inc.170 West Tasman DriveSan Jose, CA 95134-1706USAwww.cisco.comTel: 408 526-4000800 553-NETS (6387)Fax: 408 527-0883

Asia Pacific HeadquartersCisco Systems, Inc.168 Robinson Road#28-01 Capital TowerSingapore 068912www.cisco.comTel: +65 6317 7777Fax: +65 6317 7799

Europe HeadquartersCisco Systems International BVHaarlerbergparkHaarlerbergweg 13-191101 CH AmsterdamThe Netherlandswww-europe.cisco.comTel: +31 0 800 020 0791Fax: +31 0 20 357 1100

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