[Presenter]

Nortel’s SMB Product Portfolio

Complete Convergence Solutions for the SMB Environment

Nortel SMB Portfolio Agenda

SMB Market Market Opportunity

Business Reality

SMB Product PortfolioSMB Data Products Solution DesignPortfolio Management

New Product Launch Business Services Gateway

Products PositioningResources

n

SMB Market OpportunitySales by Convergence Technology Segment

SMB market (20 – 500 employees) based on Q3-2006 revenue reports from Dell'Oro, Infonetics, Frost&Sullivan, DataMonitor, Radicati Group

SMB Business Characteristics

• 10 to 250 employees• Single or multi-site business• Typically local or regional • Small budget, but want to look big

Business Parameters

IT Expertise

• No IT department or very informal• Generalists, not specialists• New technologies = invest in expertise (consultants, outsourcers)• Generally higher operational support costs

• Very cost conscious, purchase decisions made quickly & by CEO • Marked preference for “off the shelf” single source solutions

IT Buying

SMB Business RealityDriving Demand for Converged Solutions

SMBs facing many of the same SMBs facing many of the same pressures and demands as larger pressures and demands as larger EnterprisesEnterprisesCompetitive advantage can be Competitive advantage can be enhanced with enterprise class enhanced with enterprise class converged communications converged communications solutions and applications solutions and applications Value of converged solutions Value of converged solutions transitioning from simple cost/price transitioning from simple cost/price to overall business benefitsto overall business benefitsSMB Difference: Solutions must be SMB Difference: Solutions must be tailored for SMB, affordable and tailored for SMB, affordable and easy to implement and useeasy to implement and use

Distributed Workforce

IncreasingMobility

HungryCompetitors

DemandingCustomers

TechnologyExpertise

Hosted Services: Server located at Service Provider’s premise, terminals located at customer premise

BroadBand Transport Return on Capital

Service Differentiation

Remote Access/VPN

Internet /Email

PBX/Voice/IVR

Remote conferencing

Backup/Restore

Mobile Voice & Data

IT Service Management

Managed Services: Equipment located at customer premise, managed remotely by a Service Provider

Outsourcing - Hosted & Managed Services

INTRODUCING THE PORTFOLIO

Nortel’s SMB Product Portfolio

The SMB Product PortfolioComprehensive, purpose-built SMB portfolio

Award-winning BCM50 is cornerstone of converged SMB solutionsIncludes new competitive data solutions to complete the portfolioApplications offerings that deliver relevant business benefits

Long history of success in SMBLeader in SMB voiceSizable voice & data installed baseExperience in solving SMB business challenges

Focus on SMB channel competency & empowermentTools, training & programs to drive successLeading ROI model for greater profitabilityService options to align with partner business models

Delivering Value to SMB Customers and Channel Partners

• Scalable Client Support• Scalable Pricing Model• Day 1 hardware functionality

Scalable• Intelligent Contact Center• Call Pilot Voice Mail • Unified Communications

Productivity Applications

• Simplified Interface • Secure remote admin

& activation• USB Thumb Drive

Management

• Legacy Norstar Phones• SIP Trunking

Backwards and Forwards Compatible• PVQM• Choice of Applications

A Flexible Platform for Creating Unique Solutions

Business Communications Manager 50 - 2.0

Broad Client Support• Analog and digital• VoIP clients and Desk sets• Digital and IP Wireless sets

Nortel SMB Voice Product PortfolioSM

B S

olut

ions

WirelessSoft ClientsConferencingIP Phone

Norstar BCM400

Voice Mail/Unified Messaging IVR

Clie

nts

App

licat

ions

Cal

l Ser

vers

Contact Center

Small and Medium Business

NorstarBCM50 BCM200

FAX Suite

Digital Phones

1.5 M+ Systems Global Over 15 Million Lines

BSR50

SMB Product Launch August 2006

Partner Benefits: Simplicity and Profitability

Integrated Management with BCM50

Simplified VoIP deployment with BCM

WLAN

Mob

ility Access Points

BAP120

BES100

Switc

hing Rack Mount FE (10/100) BES100 Stand-alone

• BES110-24T• BES110-48T• BES120-24-T PWR• BES120-48-T PWR

SecureBroadbandRouting

Secure Broadband Router

BSR222Secu

rity

BCM 4.0

Voic

e

BCM200/400 Migration to Linux OS

SMB Data Portfolio

Ethernet Switching

WLAN Mobility

Rack-mounted GE

BSR50

Rack-mounted FE

BES100 (Aug 21 ‘06)• BES110-24T• BES110-48T• BES120-24-T PWR• BES120-48-T PWR

BES1000 (Jan 31 ‘07) • BES1010-24T• BES1010-48T• BES1020-24-T PWR• BES1020-48-T PWR

SecureBroadbandRouting

Secure Broadband Router

BSR222

BES200 (Nov 30 ‘06)• BES210-24T• BES210-48T• BES220-24-T PWR• BES220-48-T PWR

BAP120

BSR252 (targeted GA: Apr ’07)

Secure Broadband Router (ADSL 2+)

BES50 (Dec 15 ‘06) • BES50FE-12T PWR• BES50FE-24T PWR• BES50GE-12-T PWR• BES50GE-24-T PWR

Desktop FE/GE Stackable FE

Access Points

Multi-Service Gateway

Services Gateway

BSG4e

Services Gateway

BSG8ew BSG12ewBSG12tw

Services Gateway

A Tale of Multi-vendor Solution

Service Provider

Firewall/Router Ethernet Switch

PCs / DesktopsPortable PCs/LaptopsTelephones

IP-PBXWireless Routers

NetworkPrinter

Setting up and managing a new office … resident IT expert required

NetworkPrinter

Managing the SMB Portfolio with BEMManages all SMB devices from 50r1,50r2,1000,200/400,BES 50/1xx/2xx/1xxx/2xxx,BAP,BSR, and BSGBEM Discovery of all SMB Network ElementsSupports “context switching”between BCM and BES devices.Custom icons per device familyNew “Drag and Drop” Tree“Validate Device” featureNew Online Help feature

Integrated Management- BCM50 BES, BAP, BSR and BSG

from a Single Panel

Consistent Web User Interface ExperienceAll SMB device share common Web UI design for ease of useAll SMB devices have “quick start” panels or wizards. Web UI can be launched by BEM or used standaloneAll Web UI’s feature online helpLaunch the BES Web GUI or connect via BEM

One Portfolio Under Business Element Manager

Service Provider

Firewall/Router Ethernet Switch

PCs / DesktopsPortable PCs/LaptopsTelephones

IP-PBX

NetworkPrinter

Setting up and managing a new office … simple, easy, saves time, saves $

Wireless Routers

Business Element Manager

INTRODUCING THE PRODUCTS

Nortel’s SMB Product Portfolio

Business Ethernet Switches

Competitively price with a rich feature set Provides a robust network infrastructure that supports advanced IP converged communications

Convenient plug-and-play support for PoE compliant devicesAuto phone detection and auto QoS for Nortel IP phonesEnsured QoS with packet differentiation High security with standard-based security protocols

Easy to install through intuitive, user-friendly web GUIEasy to operate, administer and maintain with the Business Element Manager which centrally manages the entire SMB portfolio

BES and POE Business Ethernet Switch 50

Standalone Fast and Gigabit Ethernet SwitchesBES50FE-12T-PWR – 12 ports POEBES50FE-24T-PWR – 12 ports POE BES50GE-12T-PWR – 12 ports POE BES50GE-24T PWR – 12 ports POE

Business Ethernet Switch 100Standalone Fast Ethernet Switches

BES110-24T BES110-48T BES120-24T PWR – 12 ports POEBES120-48T PWR – 24 ports POE

Business Ethernet Switch 200Stackable Fast Ethernet Switches

BES210-24T BES210-48T BES220-24T PWR – 12 ports POE BES220-48T PWR – 24 ports POE

Business Ethernet Switch 1000Standalone Gigabit Ethernet Switches

BES1010-24TBES1010-48TBES1020-24T PWR – 12 ports POEBES1020-48T PWR – 24 ports POE

BES50FE-24T PWR

BES50GE-24-T PWR

BES50GE-12-T PWRBES50FE-12T PWR

Business Ethernet Switch 50

Targets the small business customer with 10 – 50 employees 12 and 24 port Fast Ethernet & Gigabit Ethernet versions with PoE support on all modelsSame packaging as the highly successful BCM50 designed to operate in the same desktop configuration Same plug and play, advanced traffic management and standard based security features as the BES 100/200 and 1000 series

BES120-48-T PWR

BES120-24-T PWR

BES110-48T

BES110-24T

Business Ethernet Switch 100

Targets small-medium businesses for 50-100 User BaseStand alone layer 2 Fast Ethernet switches24 & 48 ports of high speed Fast Ethernet connections with PoE support on 2 models 2 dual personality uplink portsHigh security with standard-based security protocols

BES220-48-T PWR

BES220-24-T PWR

BES210-48T

BES210-24T

Business Ethernet Switch 200

Targets small-medium businesses for 50-100 User BaseScalability and growth-ready with up to 4 units in a stack all managed through one management address

2 1000BaseT RJ45 ports at the rear for stacking 24 & 48 ports of high speed Fast Ethernet connections with PoE support on 2 models 2 Dual personality uplink ports

Business Ethernet Switch 1000

Standalone layer 2 Gigabit switches targeting medium businessesProvide high speed from the desktop to the edge for power users or uplinks from high speed wireless APs.Aggregate BES 50/100/200 switches, to create a more scalable manageable solution24 & 48 ports of layer 2 high speed Gigabit Ethernet

2 SFP Combo Ports

BES1020-48-T PWR

BES1020-24-T PWR

BES1010-48T

BES1010-24T

BES Feature SupportLayer 2- 32 VLANs- VLAN tagging- 802.3ad Link Aggregation- 8k MAC Address Table- Spanning Tree 802.1D- Rapid Spanning Tree 802.1w- Broadcast Storm Control- auto negotiation auto MDI/MDIX

Security-Local management password- MAC based filtering intrusionControl - Destination MAC filtering - IP Access Control List (ACL)- RADIUS (RFC 2865, 2866)- EAP (802.1x)

Management- Quick Start Menu- Web Based Configuration- Default IP Address- Management App Same as BCM50- 4 Groups of RMON- SNMP v1,v2 (v3 on 1000)

Traffic Control- 802.1ab auto discovery of topology (IP phones)- Auto QoS priority for VoIP - 802.1p / DSCP Prioritization- 4 Hardware Queues- IGMP Snooping- Weighted and strict priority queing

BES50

BES100

BES200

BES1000

Comparing the BES & the Enterprise ProductsNortel SMB Switches Nortel Enterprise Switches

Layer 2 802.3ad Link Aggregation; 16-32 VLAN 802.3ad Link AggregationMLT/DMLT; > 32 VLAN

Layer 3 None (in 2006) Static/Dynamic/RIP/OSPF/IPv6

VLAN 16-32 64-256

PoE ½ Ports PoE All Ports PoE

QoS and VoIP 802.1p, DSCP Classification Advanced QoS,Filters, L4-7 Classification, Metering

CLI No Yes

MLT/SMLT/DMLT No Yes

Management WebGUI /Element Manager Web/Comprehensive Network and Security Management/ PVQM/HPOV Platform

Stacking 4 Units in Stack,FE: non-resilient, Gig- Reslient

8 Units in StackFully Resilient and Fault Tolerant

Security Port Based; Limited use of ACLGE: 802.1x, RADIUS

Advanced 802.1x, RADIUS, SNMPv3

RPSU N/A Yes

BES 50/100/200/1000 CompetitionNortelBES50/100/200/1000

Cisco Catalyst Express 500-24TT /500-24LC / 500-24PC/ 500G-12TC

3Com Baseline 2816&2824 SFP Plus/ SuperStack 3 3824&3848

HP ProCurve 1800/ 2510,2512,2524 /2810

10/100/1000 Mbps ports12/24 FE& GE (BES50)24/48 FE (BES100/200)24/48 GE (BES1000)

24 FE (500-24TT, 24LC, 24PC)

12 GE (500G-12TC)16/24GE/ (Baseline)24/48GE (SuperStack)

8/22GE12/24FE20/44GE

10/100/1000 Mbps uplink ports 2 (except 0 for BES50) 2 (except 4 dual personality

ports for 500G-12TC)4 dual personality ports (except 2 for 4400) 2/4 dual personality ports

PoE ports 12/24 (except 12 for BES50) 4 on 500-24LC; 24 on 500-24PC 0 0

L2 switching32 port-based VLANs (16 for BES50); VLAN tagging; STP/RSTP; link aggregation (802.3ad); auto discovery (802.1ab)

32 VLANs; link aggregation (up to 6 groups & 8 ports/group); STP/RSTP

64/255 VLAN;VLAN tagging; STP/RSTP; link aggregation;

64/30/256 VLANs; STP/RSTP; link aggregation

QoSPacket classification per user priority (802.1p) & DSCP; 4 hardware queues per port; broadcast/multicast storm control

Packet classification per user priority (802.1p) & DSCP; 4 hardware queues/port; broadcast suppression

Packet classification per user priority (802.1p) & DSCP; 4 hardware queues per port; TCP/UDP destination port #; default port priority

4 802.1p priority queues (except 2 for 2512/2524); DSCH marking (2810 only)

SecurityIntrusion control; Destination address filtering; ACL; Access/password control; BES1000 only: RADIUS & EAP

SSL; security policy slider; multicast; 802.1x; RADIUS; integration with NAC

RADIUS; packet filtering; ACLTACACS+ (except 1800); SSH/SSL (except 1800); 802.1x (except 1800); web & MAC-based authentication (2810 only)

ManagementCentralized managed by BEM; RMON; SNMPv1/v2c; default IP address; BootP; IGMPv1/v2; SNTP; BES1000 only: SNMPv3

Embedded GUI; local language; Cisco Network Assistant; RMON; SNMPv3; IGMPv1/v2/v3; NTP

SSHv1/v2; SSL; telnet; IGMPv1/v2; SNMPv1/v2; default IP address; DHCP; CLI; web-GUI

Web GUI; SNMP; CLI (except 1800); RMON; sFlow

Price$750 - 1,375$306 – 1,230$550 - 2,000$1,400 - 3,700

$540-1,824 $262 -$367$1,845 - $3,295

$169-420$340-505$1,460-2,586

Business Access Point 120

Competitively priced with rich feature setHigh speed 802.11a/b/g wireless access up to 108 Mbps

Broad coverage of up to 335 meters with high gain antennasHigh capacity with 128 idle associated clients or 64 active clients

High security with the latest and toughest standard-based protocolsEnsured QoS for multimedia traffic, with packet differentiation based on prioritiesEasy to install with PoE and intuitive, user-friendly web GUI Easy to operate, administer, and maintain with Business Element Manager which centrally manages the entire SMB portfolio

BAP Feature Support

Hardware + Coverage- Thick standalone AP - WDS in bridge & repeater modes- Seamless roaming (IAPP 802.11f)- dual-band omni-directional antenna- directional antenna (optional)- PoE-compliant WAN port (802.11af)- Auto discover topology (802.11ab)

Security- WEP, WPA, WPA2 (128bit TKIP, AES) IEEE 802.11i - IEEE 802.1x, EAP authentication - WPA/WPA2-Pre Shared Key (PSK), - MAC based Access Control List, - Blocking SSID broadcast- VPN pass through – - IPSec, SSL,PPTP, L2TP- Rogue AP detection

Management- Business Element Manager Web UI - Quick Start Menu- SNMPv1/v2c/v3 -Secure Telnet/SSH, software upgrade via TFTP/FTP-SNMP MIB: MIB II, Entity MIB

Traffic Control- Guest access support- 8 SSID (4 per radio interface)- VLAN to SSID mapping- VLAN tagging/trunking- Wi-Fi Multimedia (WMM) 802.11e- Voice support for 2050 softphoneand 2050 MVC-

Comparing the BAP120 & the WLAN 2300Nortel BAP120 Nortel WLAN2300

Sweet Spot 10 to 100 SMB end users >250 Enterprise end users; ~100 branch office users

Architecture Autonomous (thick AP) for 10-50 (scalable to 100) users

Thin AP - Centralized Security Switrh (WSS)

Wireless VoIP Support 2050 Softclient & 2050 MVC • 2050 Softclient & 2050 MVC • Spectralink & Vocera protocol support,

Security • 802.1x + Radius authentication p• WEP, WPA and WPA2 with AES

• SSL and X.509 certificates • WIDS and WIPS protection

Scalability 8 SSIDs and WDS bridging and repeater

• 64 SSIDs• Identity based networking - 1 SSID / network• Hundreds of APs

Management • Focus on simplicity -No site survey• Web UI, launched from Business

Element Manager

• WMS (Wireless Management System) -server• site survey, planning and deployment tools, • Sophisticated monitoring / reporting• Location based services

Price Point • 802.11a+b/g AP (thick, thin) street price $350

• 802.11a+b/g AP (thin) = $456 street price• WSS2360 street price $3,380

Capital Expenditure • Solution with 6 APs street price $2,100 (thick)

Solution with 6 APs street price $6,100

Business Access Point 120 CompetitionNortel BAP120

Cisco Aironet1131AG

3Com 8760

D-LinkDWL-7200AP

NetGearWAG302

802.1a/b/g a/b/g a/g a/b/g a/g a/g

Antenna 2dBi/4.5dBi omni-directional; 6dBi/8dBi directional

3dBi/4.5dBi omni-directional (built-in) dual band antenna 5dBi diversity dipole

antenna5dBi omni-directional;9dBi, 14dBi indoor/outdoor directional

RF coverage

802.11a: 195m @6Mbps & 46m @54 Mbps; 802.11b: 271m @ 1Mbps & 140m @11 Mbps; 802.11g: 335m @ 1Mbps & 55m @ 54 Mbps; 802.1Q VLAN; Guest VLAN; 8 SSID; WDS –bridge/repeater; seamless roaming (IAPP); multimedia & voice over WLAN; WMM

802.1a: 100m @ 6Mbps; 24m@ 54Mbps802.1g: 137m@1Mbps; 30m@54MbpsAvailable as unified or autonomous access point;

802.1a: up to 50 m802.1b/g: up to 100 metersUnobstructed: 457 meters802.1Q VLAN; multiple SSID; WDS bridging for PTP/PTMP/repeater /client modes; clear channel select; dynamic rate shifting; WMM

802.1g: 92m @6Mbps; 30m@ 54MbpsConfigured in AP, PTP, PTMP bridge, repeater or AP client ; indoor or outdoor deployment

WDS bridging & repeater modes, configured as bridge & AP simultaneously; SpectraLink voice priority; WMM; indoor or outdoor deployment

Capacity128 idle associated clients or 64 actively TX clients Up to 108 Mbps

Up to 128 simultaneous 802.1a and 802.1b/g clientsUp to 108Mbps in turbo mode

Up to 108Mbps in turbo mode; Up to 128 simultaneous clients

Up to 108Mbps in turbo mode; Up to 128 simultaneous clients

Encryption WEP (64/128/152-bit); WPA; WPA2; PSK, TKIP, AES

WEP; WPA; WAP2; TKIP; hardware-assisted AES

WEP (64/128/152-bit); WAP/WAP2 AES & TRIP

WEP (64/128/152-bit); WPA (TRIP/AES PSK)

WEP (40/64 & 128/152-bit); WAP2 Enterprise; AES (256-bit); TKIP

Authentication802.1x; EAP (MD5, TLS, TTLS, PEAP, SIM); WPA/WAP2 –PSK; ACL; block SSID broadcast

802.1x; EAP (TLS, TTLS, PEAP, SIM);

802.1x with EAP (TLS, TTLS, PEAP); WPA/WPA2-PSK; MAC address authentication & filtering; RADIUS client AAA

802.1x (EAP –MD5/TLS/TTLS/PEAP); MAC address ACL

802.1x with EAP TLS,TTLS, PEAP; VPN pass-thru; intra-cell blocking; block SSID broadcast; rogue AP detection & notification; MAC address ACL; SSL; SSH; peer-to-peer blocking

ManagementSNMPv1/v2c/v3; telnet/SSH; event log; software upgrade via TFTP/FTP; configuration file upload/download; integrated BEM

SNMPv1/v2c/v3; remote management with web browser over SSL/HTTPS; CLI over SSHv2/telnet

Web-based; telnet; AP manager; SNMPv3

Remote configuration & management thru web browser, SNMP, or telnet with CLI; remote update via FTP; ProSafe NMS100

Price $350 $452 $340 $224 $320

Business Secure Router 222

Secure Business Broad Band Routing and Data Services over a Fast Ethernet WAN interface Same data services, same packaging as BCM50, focus on high quality security

Stateful inspection firewall10 VPN client and branch office connectionsCompatible with Nortel Call Servers and IP Phones

Ensured QoS with packet differentiation based on prioritiesEasy to install through intuitive, user-friendly web GUIEasy to operate, administer and maintain with Business Element Manager which centrally manages the entire SMB portfolioCompetitively priced with a rich feature set

ISP

IP RoutingRIPv1, v2, ARP, ICMPPPPoE (2 sessions)DHCP client & serverDNSNAT – many to many, many to one,

one to one, port forwarding

VPN Tunneling- IPSec, including AH, ESP, IKE-- DES, 3DES encryption - PPTP- Nailed up VPN tunnels with control ping- Support for up to 10 branch office or client tunnels

Authentication Services- 802.1x (via internal db or external radius server - X.509 digital certificates - Support for 3rd party EAP clients- Shared Secret- Data authentication via SHA-1 or MD-5

Features & Capabilities

Stateful Firewall- Stateful inspection of up to 50 rules- LAN to LAN, LAN to WAN, WAN to WAN- Denial of Service (DoS) protection- Attack logging & email alerts-ALGs for CU-SeeMe, FTP, H.323, SIP

Voice-Friendly Capabilities- SIP/H.323 ALGs for firewall & NAT traversal- Port-restricted Cone NAT for Nortel Unistim VoIP - Class-based queuing & bandwidth management- Interoperable with Nortel MCS, BCM & CS1000 call servers

Management- Business Element Manager Web GUI- Easy install utility- Command Line Interface- SNMP monitoring/alerts- SSL/SSH administration, - SFTP

Comparing the BSR 222 with the Enterprise Gateway Products

SMB – BSR222 supports these requirements

Enterprise - Secure Router and NVR series routers support these requirements

Reliability Typically 3 or 4 nines (99.99%) reliability 5 nines (99.999%) reliability

Performance 1 – 20 Mbps throughputBroadband WAN interface

20 + Mbps throughputHigh speed broadband to multiple T1 WAN support

Firewall Simple but Stateful firewall with simple filters High capacity firewall similar in functionality to Check Point firewall

Security Good security and heavy encryption but simple to implement

High security and heavy encryption with support for IPSEC and SSL with hardware acceleration

VPN Minimal VPN support for Branch to Branch and 10 standard IPSEC Client terminations

Complete VPN solution with support for multiple IPSEC and SSL client termination and support for Contivity VPN Client.

Footprint Small and attractive for in Office or desk top installation. Quite - no fans.

Rack mount industrial design with limited attention to esthetics. Not intended for Office installation

Management Web UI with simple push button configuration (wizards) – no command line

Advance configuration and management support (CLI) with ability to interoperate with Enterprise Management platforms such as HP OpenView

Price Price point requirements are much less than Enterprise

Willing to pay extra for the Enterprise class features.

Scalability Limited scalability to no more than 250 user environment

Enterprise scalability – must scale from very small Branch office to largest enterprise i.e. Microsoft, Boeing, etc

Business Secure Router 222 CompetitionNortelBSR222

Cisco 871

3Com 3036

Huawei AR18-20s

WAN interface 10/100M Ethernet 10/100M Ethernet 10M Ethernet 10M Ethernet

LAN interface 4-port 10/100M Ethernet 4-port 10/100M Ethernet 4-port 10/100M Ethernet 4-port 10/100M Ethernet

Routing RIPv1 & v2, Static, clear text, IGMP, PPP, L2TP PPTP, PPPoE, DHCP, DNS, NTP

RIPv1&v2, L2TP, PPTP, PPPoA, PPPoE, STP, DHCP, DNS, ACL, GRE, IPv6

RIPv1&v2, BGP-4, GRE, IGMP, OSPF, PIM-DM, PIM-SM, VRRP, L2TP, PPPoA, PPPoE

RIP v1&v2, OSPF, BGP, Static, VRRPARP, DHCP, ICMP, IP, IPX, MP, PPP, PPPoA, PPPoE

QoS Class-based queuing and bandwidth allocation, DSCP

WFQ, CBWFQ, LLQ, CBTS/CBTP, VC bundling, PBR, per-VC queuing, per-VC traffic shaping

QoS, multicast routing

VPN10 VPN tunnels, IKEv1, IPSec, ESP, 3 IP pools, 16 split network, 64 subnets, static weighted tunnels, Diffe-Hellman Group1&2, ABOT, NAT traversal, keep alive

10 VPN tunnels, IPSec, VLAN, IPS, NAT transparency

Up to 100 VPN tunnels, NAT IPSec, IKE, NAT

Authentication Pre-shared secrets, digital certificates, CMP, EAP, RADIUS, TACACS+ EAP, RADIUS, TACACS+ CHAP, PAP, RADIUS,

SSH AAA, RADIUS, SSH

Encryption DES, 3DES, AES, SHA-1, MD-5, DES, 3DES, with hardware acceleration, AES DES, 3DES, AES DES, 3DES, SHA-1, MD-4,

MD-5

FirewallStateful inspection, IP application inspection, DoS detection and prevention, URL filtering, content filtering

Stateful inspection, bridging firewall,

Stateful inspection, DoS prevention, application inspection

Firewall, packet filtering

ManagementTFTP&FTP firmware upload, built-in diagnostic tool, Telnet, SNMP, FTP, HTTP, web GUI, CLI, backup & restore, integrated BEM

DSL firmware update from flash, Telnet, SNMP, CLI, HTTP management, Cisco SDM, Cisco Config Express,

SNMPv1-v3, HTTP, Telnet, 3Com Device Manager and 3Com Network Director

SNMP, Telnet , RMON, TFTP

MSRP $315 $537/$480 $444/$444 £305/ £243

SOLUTION DESIGN & VALUE PROPOSITION

Nortel’s SMB Product Portfolio

How Does the SMB Portfolio Differ From Enterprise

Product Features and Capabilities Designed Exclusively for SMBNot certified for Inter-operability with Enterprise ProductsSMB Ethernet Switches Not a Replacement for Enterprise Products.User Needs Little or No Training for using SMB Ethernet Switching

PricingSignificantly Lower Pricing Over EnterpriseSeparate Price Book and Order Entry from Enterprise Switching

PositioningEnterprise Features at SMB Cost Points , Easy to Use ,Convergence Ready.10-250 User SegmentConverged Solution Focus with BCM50,200 Family

Go To Market ModelChannel Focused

SMB BES Portfolio PositioningBES 50 – Small Sized SMB

Buddy to BCM50Fast and Gig Desktop Switches with PoE12 and 24 PortsBCM50 Packaging

BES 100 - 200 Series- Small to Mid Sized SMB

Fast Ethernet Rack mountPoE and Non-PoEStacking and Non-StackingTwo GigE uplink ports

BES 1000 Series – Mid Sized SMB

Gigabit POE Ethernet SwitchCore of network supporting BES50/100/200 in closets

Positioning SMB Wireless and Gateway Products

BAP 120 – Small to Mid Sized SMB

Simple to plug-and-play PoE complianceHigh speed 802.11a/b/g up to 108 MbpsEnsured QoS with packet differentiation COSEasy to install & maintain with web GUI & BEM

BES 100 - 200 Series- Small to Mid Sized SMB

Secure Business-BroadBand Routing Sateful firewall with DOS protection 10 Branch office and remote client tunnels SIP/H.323 gateway (ALG’s) with QoS

BSG Series- Small to Mid Sized SMB

Built-in reliability, survivabilityAdvanced security with VPN, firewall, intrusionSecure high speed wirelessPowerful LAN switching with inline PoE

Managing the SMB DevicesBEM

ValueIntegrated Element Manager Navigation Panel with an SNMP based Element discovery mechanism designed to manage all devices in the SMB Portfolio.Streamlines access to Network Elements and/or Element Web Management interfaces.Minimizes the complexity of Solution customization, installation, configuration and management by presenting Elements in an organized context on a single screen.Enables remote administration of Solution Elements through with Nortel BSR222 and VPN Soft Client.

InstallationReside on any remote or LAN-connected PCDownload from any of the individual SMB Products Software Download Page on www.nortel.com/support.

Business Element Mgr Software

Smaller Converged Site using BES50/100/200Greenfield & Infrastructure Replacement

PSTN

WANInternet Services, VPN -Secure Data + H323 trunks

BAP120

PDA withMVC 2050

Laptop withSoftphone 2050

PC with Softphone 2050

BCM50

IP Phone withIntegrated switch

Business Element Mgr Software

Modem

Digital phones

BSR222

Converged Solution• Easy to Manage• Features & applications to drive

productivity & improved customer service

• Secure network access• Simplicity of implementation

with PoE• Cost effective WLAN to drive

productivity & responsiveness

BES50/100/200

PSTN

WAN

Modem

PDA & laptop withSoftphone 2050

Softphone 2050

BCM50

IP PhoneBEM Software

BES100 w/ PoE

3rd Party Router

BAP120

PSTN

WAN

Modem

PDA & laptop withSoftphone 2050

Softphone 2050

BCM50

IP PhoneBEM Software

BES100 w/ PoE

BSR222

BAP120

WAN

Modem

PDA & laptop withSoftphone 2050

Softphone 2050IP Phone

BEM Software

BES100 w/ PoE

BSR222

BAP120

Mixed Vendor Environment Replace/Greenfield Infrastructure Remote Site

Complete Proven Solution Set for the SMB

Covered in Configuration GuideManaged via Business Element Manager

BSG

PSTN

High employee productivity & flexibilityHigh bandwidth network accessHigh reliability Wireless, VoIP, instant messaging, file sharing available 24X7

Superior end-customer experienceBuilt-in securityEnsured Quality of Service (QoS)Accessible to the SMB

Low operating costsEasy to install with user-friendly GUI, pre-configured defaultsEasy to manage with a common element manager across SMBSimple to add end-user devices

Low capital expensesCompetitive pricing with the best price for feature offer in the marketProtected investment with new application-ready without new platform

A Portfolio of Winners

SMB Data Portfolio Value Proposition

Long history of success in SMBSizable installed baseLeader in SMB Voice

Purpose-built communications solutions for SMBComprehensive, purpose-built portfolio that is relevant to SMBSimple solutions that offer meaningful business benefitsFlexible & affordable options that fit customer needs today & beyond

Bringing the power of VoIP, WLAN, QoS, security to the SMBImprove productivity & collaboration by sharing info within & between officesMake business more accessible & deliver superior customer service Boost productivity with secure wireless communicationsReduce installation & support costs while improving performance & security with VPN, VLAN & QoS support

Single vendor for SMB communications needsend-to-end solutions & supportSimplify operations & reduce costs with a single converged network

Creating a channel value proposition that delivers strong ROI and growth opportunities

Convergence competencyMarketing supportService options

Nortel’s Unique Strength

SMB Data Portfolio Value Proposition

Facilitate Transition to SMB Convergence SalesSolutions focused training – Sales & Technical Efficient Ramp Up – Common attributes across the portfolioMarket Insight – Understanding the market and business needs

Comprehensive Portfolio Expands Sales OpportunitiesIncreases addressable market Single-vendor source for end-to-end solutionsConverged applications offer valued business benefits

Partner-Friendly Service Offerings Increase Opportunities for Business Growth

Accelerate readiness for convergence sales opportunities Leverage Nortel expertise for convergence supportFlexibility to build or buy service options

Sales Opportunities

Helpful Links and Resources

SMB Resource Center http://www.nortel.com/solutions/smb/resource_center.htmlCoach 3.0 https://app12.nortelnetworks.com/cgi-bin/partnerPage.cgi?curOid=12460&filename=/news/2006c/coach.htmWestcon Convergence Point for SMBhttp://www.convergencepointsmb.westcon.com/

Customer Collateral

[Presenter]

Thank you!