(Conecting Office Business Organization) Channel Manager MED Region Jornada Linksys COBO (Conecting Office Business Organization) Jesús Camacho Channel Manager MED Region jescamac@cisco.com WWW.LINKSYS.COM

Cisco - Linksys Segmentacion ENTERPRISE 1000+ Cisco Solutions Cisco Mid-Market / SMB 20-999 Cisco Cisco Solutions Cisco-Linksys Mixed Solutions Residential SOHO/SB/SMB 1-99 Linksys Solutions Linksys © 2005 Cisco Systems, Inc. All Rights Reserved.

Entorno SOHO/SMB/‘HACE 2 AÑOS’ PSTN DSL/Cable or MSO Set Top Box VHS DVD Hi-Fi More Dynamic and ripples from the router (red circle) Rainbow colours from arrows MTV shooting from one end of cable to other Equipo de Acceso a INTERNET Redes, contenidos y sistemas INDEPENDIENTES

Integración TOTAL de redes, contenidos y sistemas de entretenimiento Entorno SOHO/SMB/ HOY!! DSL/Cable Telefonía IP Vigilancia Seguridad Wireless Multimedia Almacen para MPx & Video Contenidos PTT Cable Operator Integración TOTAL de redes, contenidos y sistemas de entretenimiento

Linksys SB/SMB Focus Gran Innovación combinada con liderazgo tecnológico y rentabilidad con BUENOS precios para mercado PYME. Demostrado liderazgo de Mercado en las siguientes areas tecnológicas: Switching NAS Wireless/Router Network Management IP Telephony Complete Business Communications Solutions Simplificar los desplieges de Infraestructura de Redes Dieferenciar de los productos Retail con el Nombre: “Business Series” Productos elegibles para el Cisco Trade-Up Program

Unmanaged Switches 1/2 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SD2005 SD2008 SD205 SD208 SD216 SR2016 SR2024 SR2024C Ongoing Mass Production First Products available Samples available EOL

Unmanaged Switches 2/2 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SR216 SR224 SR224G Ongoing Mass Production First Products available Samples available EOL

Unmanaged Switches Overview Fast Ethernet Gigabit Ethernet SR2024 (24) Port 10/100/1000 w/ (2) Combo SFPs Auto MDI/MDI-X Per Port LEDs Internal Power Supply SR224 (24) Port 10/100 Auto MDI/MDI-X Per Port LEDs Internal Power Supply SR2024C (Compact version – 11’’) (24) Port 10/100/1000 w/ (2) Combo SFPs Auto MDI/MDI-X Per Port LEDs Internal Power Supply SR2016 (16) Port 10/100/1000 Auto MDI/MDI-X Per Port LEDs Internal Power Supply SR216 (16) Port 10/100 Auto MDI/MDI-X Per Port LEDs Internal Power Supply SD2005/SD2008 (5)/(8) Port 10/100/1000 Auto MDI/MDI-X Per Port LEDs External Power Supply SD205/SD208/SD216 (5)/(8)/(16) Port 10/100 Auto MDI/MDI-X Per Port LEDs External Power Supply SR224G (24) Port 10/100 + (2) 10/100/1000 Combo SFP Auto MDI/MDI-X Per Port LEDs Internal Power Supply

Managed Switches 1/2 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SRW2016 SRW2024 SRW2048 SRW224 SRW224G4 SRW224P SRW248G4 SRW208 Ongoing Mass Production First Products available Samples available EOL

Managed Switches 2/2 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SRW208 SRW208G SRW208L SRW2008 Ongoing Mass Production First Products available Samples available EOL

Overview / Common Features SRW248G4 SRW224G4 SRW224P Web View & SNMP Gestionable, Puerto Consola Nivel 2 and Nivel 3 con Calidad de Servicio (QoS) 802.1p / DSCP / 802.1q Puertos Basados en Virtual LAN‘s (VLAN‘s) 802.3ad Link Aggregation (=Port Trunking = Channel Bundling) 802.1x Port Based Network Access Control (Soporte servidor Radius para autentificación)

Mercado PUERTOS Source: Gartner Dataquest

Managed Switches with Power over Ethernet Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SRW224P SRW208P SRW208MP SRW2008P SRW20008MP SRW2024P SRW248P Ongoing Mass Production First Products available Samples available EOL

PoE Power over Ethernet: Idea Básica IEEE 802.3af Power over Ethernet Eliminar fuentes de alimentación externas para multiples dispositivos Utilizar los “Cables” de Infraestructuras existentes Proveer el Acceso de Red más la alimentación

Managed Stackable Switches Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb SRS224G4 SRS248G4 Ongoing Mass Production First Products available Samples available EOL

Cámaras Roadmap Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb WVC200 Ongoing Mass Production First Products available Samples available EOL

Approved Vendor List Of Hard Drives

Product Family Comparison

Wirless N y G

Integración de Productos, Servicios y Aplicaciones

¿Qué es Draft-N? El 19 de Enero del 2006 el grupo de trabajo N de la IEEE votó por unanimidad la adopción de un draft para el estandard 802.11n. Broadcom, Atheros y Marvell están produciendo chipsets basados en esa especificación Draft-N. Disponibilidad en Abril. Es estándard Draft-N permitirá interoperabilidad entre fabricantes. Draft-N podrá ser actualizable a 802.11n, sin embargo no al 100%. La especificación final se espera a principios del 2007.

¿Cómo se consigue mayor velocidad con 802.11N? 802.11g Wi-Fi utiliza un canal y un único flujo de datos Añadiendo un segundo flujo de datos se duplica el canal de 20 Mhz Añadiendo un segundo canal de 20MHz con dos flujos de datos cada uno, obtenemos la velocidad de 802.11N!!

Wireless-N, Compatibilidad La expansión de canales NO altera la compatibilidad con otro tipo de Clientes (b) 270Mbps (40MHz) (g) SRX Interoperable support for all types of traffic on the network at the same time

Bases de MIMO (Multiple Input Multiple Output) En 802.11g/b un objeto en medio del enlace = rendimiento bajo, a veces nulo  MIMO utiliza multiples emisores/receptores aprovechándose de los rebotes para mejorar el rendimiento

Aplicaciones para 802.11n La mejor opción para Aplicaciones Multiples ejecutándose al mismo tiempo Web Surfing Audio & Video Voice over IP Networked Entertainment Velocidad/Cobertura

WAP54GP 802.11b/g Wireless Access Point Interior AP con Multiple SSID Antena Onmi-Direccional Sustituible Securidad: Wireless Client Isolation SSID to 802.1q VLAN Mapping WEP & WPA (PSK & Ent) 802.1x Radius Support MAC ACLs AP Multi-Modo AP/Bridging/Repeating/P-to-P/P-to-MP Soporta 802.1p QoS PoE or AC/DC Gestionable Web y SNMP

802.11b/g Wireless Punto de Acceso AP Externo con Multiple SSID WAP54GPE 802.11b/g Wireless Punto de Acceso AP Externo con Multiple SSID Antena Interna Direccional Securidad: Wireless Client Isolation SSID to 802.1q VLAN Mapping WEP & WPA (PSK & Ent) 802.1x Radius Support MAC ACLs AP Multi-Modo AP/Bridging/Repeating/P-to-P/P-to-MP Gestionable Web y SNMP

Ejemplo Solución Wireless Key Features: 802.11g WiFi with PoE Multiple SSID->VLAN Mapping Security and QoS 802.1x, WPA, WME Multiple AP Modes AP, P to P, P to MP WiFi IP Phone Voice SSID Data SSID WAP54GP PoE or AC/DC Power SRW224P Managed PoE SW Customer Data

Posicionamiento de Familias 802.11N Nombre Flujo Datos # de Antenas Puertos LAN velocidad/ Rango Disponible G (WRT54G) 1 2 4-10/100 1X/1X SI GSpeedbooster (WRT54GS) 1.35X/1X GRangeBooster (WRT54GR) 1.35X/2X SRX400 (WRT54GX4) 3 10X/3X WRT300N 12X/4X WAG300N WRT350N 3 10/100 and 1 10/100/1000 WRT600N 4 4 10/100/1000 WAP4400N WRV4400N 5 10/100/1000

….Algunos Datos del mercado….sobre VoIp

Integración de Productos, Servicios y Aplicaciones FASE 1: Transporte Integrado Conectar Hogar, SOHO y PE FASE 2: Servicios Integrados Evolución hacia Voz, Video, Movilidad y Entretenimiento Converencia Fijo-Móvil Voz sobre IP Entretenimiento En Red FASE 3: Aplicaciones Integradas Integración de Aplicaciones y Contenido Search Gaming Messaging IP TV High Def. Music

¿Qué es VoIP – Voz sobre IP ? El término VoIP (leido como Voz sobre IP ó Voice over IP) es utilizado para referirse al transporte de voz (telefonía) y servicios relacionados, parcial o totalmente, sobre redes de conmutación de paquetes basadas en los protocolos tradicionales de internet (IP)

¿ Que protocolo para VoIP ? H.323 SIP MEGACO - H.248 MGCP SCCP - SKINNY

¿ Que protocolo para VoIP ? SIP Session Initiation Protocol H.323 MEGACO - H.248 MGCP SCCP - SKINNY

Mercado de Voz en España

Adopción de VoIP VoIP Crece a Gran Velocidad! Menor Coste en el Acceso Banda Ancha y el Uso de Servicios de Voz Asociados Aportan al Usuario y a la Empresa un Gran Valor Añadido a su Acceso, motivando el Crecimiento de Servicios de VoIP y Generando Grandes Ahorros en sus comunicaciones BANDA ANCHA VoIP Crece a Gran Velocidad! VoIP La gran popularidad de los servicios de VoIP hacen que la demanda crezca cada vez más en la pequeña empresa y en las aplicaciones residenciales

Small Business Opportunity SB Opportunity Worldwide (1-100 lines) There are 7.7 million Small Businesses in the US There are 19 million Small Businesses in EMEA There are 8.5 million Small Businesses in AsiaPac There are 35 million Small Businesses Worldwide There are 150-250Million Phones in this installed base Small business Telecom spending will grow 70% over the next 5 years Over 70% of Small (and Medium) Businesses have or are planning to have 1Mb+ connectivity in the next 12 months Source: Infonetics 2004

Resumen: Los Mensajes Existe una gran oportunidad para la Telefonía IP en España. La Telefonía IP presenta importantes ventajas para las PYMES El canal debe afrontar algunos retos para hacer de la Telefonía IP un éxito de ventas y servicio. Linksys, división de Cisco Systems, Inc es el mejor partner tecnológico y de negocios para el canal PYME.

Resumen: La selección LVS SPA901 Diseño industrial Botones de volumen, flash Y rellamada No Display SPA941 2 or 4 Extensiones 4 botones de línea 4 Soft Keys SPA921 1 extensión 4 Soft keys Teléfonos IP con 1 puerto Ethernet SPA922 1 extensión 4 softkeys SPA942 2 o 4 extensiones 4 botones de línea 4 Soft keys Teléfonos con 2 puertos Ethernet y soporte PoE WIP330 Wireless-G Pantalla TFT QVGA Windows CE Internet Explorer Teléfonos WiFi Pasarelas RTB SPA3102 1FXO + 1FXS Router integrado SPA400 4 líneas Analógicas (FXO) SPA9000 2 Ethernet, 2 FXS Servidor Autoconfig Proxy y servidor apl. SIP Media Server PBX IP Adaptadores VoIP (ATAs) SPA1001 1 FXS PAP2T 2 FXS SPA2102 2 FXS + router WBP54G Bridge WiFi p/ teléfonos VoIP POES5 Adaptador PoE p/ teléfonos No-PoE MB100 Adaptador de pared PA100 Adaptador de alimentación Accesorios

Linksys One: Beneficios para el canal VAR/Agente PYME Operador/ISP VAR/Agente Creación de un flujo de ingresos y beneficios Mayor control de la cuenta Reducción del ciclo de venta y despliegue Menor complejidad

Proveedor de servicios gestionados Sistemas de Almacenamiento en red Arquitectura Linksys One Proveedor de servicios gestionados PSTN ITSP Acceso Banda Ancha PSTN PSTN Acceso con QoS Red VoIP CPE Nodo de Servicios Router de servicio con VoIP integrada Cámaras de Video Teléfonos IP Aprovisionamiento de cliente Procesamiento de llamada Gestión Servicios y aplicaciones VA Pasarelas RTB Sistemas de Almacenamiento en red Dispositivos Wireless

What is Linksys One Ready? Business Series Linksys One What is it? - Business Series Products with Linksys One “Ready” label Can be deployed standalone just like Business Series Products but works in a Linksys One deployment when ready Contains Linksys One software to preserve investment protection in the Linksys One environment (Simplicity)

Linksys en entornos EMPRESA VoIP As well, we are working together more intensively with Commercial and SMB areas at Cisco, where we are targeting more efficiently to adquire those Dlink/SMC/ lower end 3COMs, HP, etc…. As to make sure that the market identifies Linksys as an option for None manageable networking solutions, at low end… VoIP is here as well an option, there where Cisco can not apply. SIPURA will be key. Switching and Networking to become more aggresive (none manageble) FY06 in our global EMEA strategy

Estrategia de Canal WWW.LINKSYS.COM

2. Linksys Partner Connection Program The Linksys Partner Connection Program is focused on developing partnerships with Value Added Resellers Benefits of being an LPC partner – access to: Free online training: Webinars (approx. every 6 weeks) – Last week’s webinar, 7th of June (Wireless-N products and technology). Technical support information Communication: E-Newsletters Access to information online (Webinar archive, pdf downloads of eg data sheets) Online Collateral Ordering tool Programs (eg Linksys to Cisco Trade Up Program) Promotions Roadshows

Solutions & Applications Cisco SMB Strategy Collaboration Productivity Specialize Small Business Growth Develop Partners Solutions & Applications Connectivity Transform SMB Growth Recruit Partners Purpose Built Value / Focus Enter Mid-Market Growth Authorize Partners General Purpose Need to speak to product points and introduction with Linksys acquisition 4 years ago and Business Series started 2 years ago Cisco selling products into SMB space for long time. Generally, with our general purpose products. In last couple years, more focused with acquisition of Linksys and more focus from Cisco…Launch of SBCS Evolving to applications based total communications experience 1995-2004 2004-2007 2007  Time

Cisco and Linksys Program Alignment Business Elite Program LinksysOne HSP NAS Specialized Voice Specialized LinksysOne Specialized Relationship Cisco Certified Partners Foundational Certification includes NAS, Switching, and L1 ready products Combined Cisco / Linksys Registered Partner Community Collaborative Relationship at Distribution

Foundational level with discount, marketing and training access High Level Summary Status Value Requirement Reward Linksys One Solutions Partner NAS Specialized Voice Specialized All below values plus additional access to specialized products and funding Business Elite partner status plus… Completes on-line training and takes individual specialization -$100 per test Test will include CA services component that evaluates partner readiness to support specialized technologies Relationship with HSP for LinksysOne specialization Up to 37pts discount at disti on all SKU’s associated with specialization Up to 34pts discount at disti on all other products. We will accrue 5% of all LinksysOne ready SKU’s sold prior to L1 specialization give upfront payout to kick start program Increased marketing support CA services partnership Business Elite Partner Higher discount than registered, MDF funding opportunities, greater pre-post sales support Foundational training and certification that covers selling LinksysOne ready products, low-end NAS, and switching. $100 Pre Test Agreement to abide by MAP in NA Focus on pre-sales support – partner must have 1X SE and AM trained and certified per region Partner can take specializations on Advanced NAS and Voice (LVS) and LinksysOne Solutions Up to 34 % discount at disti on all un-restricted products MDF available with business plan Access to promotions on foundational technologies Access to demo/not for resell program Access to end-user evaluation program Registered Partner Foundational level with discount, marketing and training access Account at disti Valid Reseller License Access to sell Linksys unrestricted products Linksys Monthly Newsletter Access to Linksys Roadshow Product/Solution Materials Up to 30% discount off Linksys List Price

Cisco-Linksys Collaboration Cisco SMB Solutions Price-Sensitive (product-centric) Linksys SB Solutions Innovators T2 Price-driven T3 18.1% of companies Average employee size of 14.2 25.4% of companies Average employee size of 10.8 IT is Core IT is Context Pragmatists T1 T4 50.3% of companies Average employee size of 6.4 6.3% of companies Average employee size of 24.7 Different types of customers and there are multiple product portfolio to sell across Advice-driven Risk-Averse (Service/Solutions-driven) Source: AMI-Partners, Inc. (www.ami-partners.com) 2004

Program Roll-Out Q1 FY Q2 FY Q3 FY Q4 FY Linksys Partner Connection enhancements rolled out -NA Linksys Partners Migrate to new Program - NA ROW Disti and Partners to migrate to New Linksys Program and align with Cisco Programs Cisco/Linksys Partner Program Alignment rolled out - NA Charlie to mention how VoIP to the home is the next big thing since WiFi to the home Q1 FY Q2 FY Q3 FY Q4 FY [ Aug – Oct ] [ Nov – Jan ] [ Feb – Apr ] [ May – Jul ]

Marketing Overview WWW.LINKSYS.COM

Linksys Partner Connection Website www.linksys.com/es/var

Online Collateral Ordering Tool Collateral ordering tool where you can order brochures, datasheets, product guides and poster in English. Available now on LPC site.

3. Upcoming Elements in the LPC Program We are continuously strengthening the program and will in the coming months add: Demo program The objective of the program is for you to be able to test and get a better understanding of our products. Currently working on the demo program and will roll out soon Linksys Voice System Certification Online Partner Locator tool New collateral (eg Business Class Brochure)

Datasheets and Brochures Launch packs for product family launches, with technical and sales information SRW switches collateral: Collateral (data sheets and product overviews) can be ordered online Advertisement in Channel magazines Next Launches: Wireless-N VoIP

Small Business Poster

How to register for LPC program Register at www.linksys.com/es and go to ‘Socios’, ‘Convertirse en Socio de Linksys’

Linksys as Business partner Linksys, una division of Cisco System Inc. es el mejor partner de canal para la pequeña empresa Conocimiento de la PYME Linksys es uno de los líderes de networking de pequeña empresa Conocimiento de la marca Cisco System es una de las 5 marcas mundiales más conocidas de IT Enfoque de ventas Programas destinados para acercar canal y operadoras VoIP Programas destinados a la promoción del canal: Programa LVS, Programa VAR VoIP Coste total de adquisición Soluciones asequibles y con alta relación precio valor para la PYME Mínimo mantenimiento y soporte a actualizaciones Ofrecer soluciones Portafolio VoIP para PYME más amplio del mercado Herramientas de configuración y ventas Soporte técnico