© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1
New Catalyst 4500 Bundles & Offering
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
New reduced pricing for highly available configurations
3 software feature sets: LAN Base, IP Base, Enterprise Services
Low cost entry point offering with LAN Base: ~$200/port
Decline in price/port for higher port count
Upgrade option to IP Base or Enterprise Services
License option for uplinks: 4x1G to 2x10G
Low service pricing and limited lifetime warranty
Smart Call Home: Reduce Downtime
Line card reuse
Customize to Optimize
Catalyst 4500 Cost Optimized Switching
Investment protection with easy upgrade options
$$$
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3
First enterprise switch to support PoE+
ISSU: Reduce planned downtime
OSPF for routed access
Enterprise Services software for Sup6L-E
True control-path & data-path redundancy
Real-Time power monitoring
Lower power: Idle slot optimization
Flexible QoS
Upgrade only line card to comply with new future standards like Energy Efficient Ethernet
Leadership in Innovation
Catalyst 4500 Leader in Modular Switching
Highly available platform for maximum resilience
Performance
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
Best of Breed Borderless Access: Catalyst 4500 E Series Platform
Increase ROI through maximum use of resources
Any-to-any user experience and Automated operational manageability
Reduced OpEx enabling converged Unified Communication (UC) & data
•3/6slot bundles•Sup6L-E •LAN Base
Enterprise Campus Access Non-Redundant
Virtualized CampusVirtualized Campus
Intelligent CampusIntelligent Campus
Plug N Play CampusPlug N Play Campus
IP Base @ $10,000
Enterprise Services** @ $10,000
•7 slot bundle•Sup6L-E •LAN Base
•10 slot bundle•Sup6L-E •LAN Base
RedundantHigh
Density
Starting List Price $200/port*
Starting at $267*
Starting List Price @ $298/port*
IP Base @ $10,000
Enterprise Services** @ $10,000
IP Base @ $10,000
Enterprise Services** @ $10,000
*Does not include service pricing**Enterprise Services on Sup6L-E in Q2CY10
NEWNEW
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5
Plug N’ Play Campus PortfolioCisco Catalyst 45XX 10/100/1000 PoE Plus Ready Bundle
C4506-E Bundle; WS-C4506E-S6L-96V+
$18,000 (44% off LP)4506-E Chassis
SUP6L-E96 Port 10/100/1000 PoEP
LAN Base IOS Image44% off SMARTnet pricing
45% off SmartFoundation pricing
C4503-E BundleWS-C4503E-S6L-48V+
$11,000 (44% off LP)4503-E Chassis
SUP6L-E48 Port 10/100/1000 PoEP
LAN Base IOS Image44% off SMARTnet pricing
45% off SmartFoundation pricing
C4507R-E BundleWS-C4507RES6L-96V+
$22,000 (40% off LP)
4507R-E ChassisSUP6L-E
96 Port 10/100/1000 PoEPLAN Base IOS Image
54% off SMARTnet pricing45% off SmartFoundation pricing
C4510R-E Bundle WS-C4510RE-S6-96V+
$30,000 (37% off LP)
4510R-E ChassisSUP6-E
96 Port 10/100/1000 PoEPLAN Base IOS Image
Enable 10GE = $4,000Enable 10GE = $4,000
IP Base Upgrade = $10KIP Base Upgrade = $10KEnterprise Services* Upgrade from Enterprise Services* Upgrade from
LAN Base = $20KLAN Base = $20KShippingShippingShippingShipping
*Enterprise Services on Sup6L-E in Q2CY10
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6
Promotion for Redundant SystemsAggressively Priced Options for Upsell and Competitive Situations
4506-E BundleLAN Base IOS
*Enterprise Services on Sup6L-E in Q2CY10
Ex. 4507R-E BundleLAN Base IOS
IP Base Support
Redundant Sup6L-E with IP Base Support
$4K
$12,000
$10,000
$10,000Enterprise Services Support
Upsell to IP Base4507R-E Bundle + IP Base = $32k4507R-E Bundle + 2nd Sup + IP Base = $34k
Upsell to Enterprise Services4507R-E Bundle + Ent = $42k4507R-E Bundle + 2nd Sup + Ent = $44k
Also, applicable on
4510R bundles
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7
Introducing New Catalyst 4500 Power Supply Pricing
SKU Product Description Old List New List
PWR-C45-6000ACVCatalyst 4500 6000W AC dual input Power Supply (Data + PoE)
$4,995 $3,995
PWR-C45-4200ACVCatalyst 4500 4200W AC dual input Power Supply (Data + PoE)
$3,995 $2,995
PWR-C45-1300ACV Catalyst 4500 1300W AC Power Supply (Data and PoE)
$1,495 $995
* Price change expected ~Feb ’09. For questions, please email [email protected]
New
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8
IOS Features Comparison—LAN Base vs. IP Base Features (partial list) LAN Base Image IP Base Image
10G Uplink Use Yes - $4k License Yes
SPAN (# of Sessions)—Port Mirroring 2 sessions 8 sessions
EnergyWise Yes Yes
MLD Snooping Yes Yes
Flex Link Yes Yes
PVST+ & RPVST+ Yes Yes
Smarports (Role-Based MACRO) Yes Yes
ePoE Yes Yes
Auto QoS Yes Yes
EEM No Yes
EEM & EOT integration No Yes
EIGRP Stub No Yes
GLBP No Yes
HSRP and VRRP No Yes
ISSU No Yes
L2PT and Q-in-Q No Yes
Location Services No Yes
Multihop SXP (CTS) No Yes
PIM SM/DM No Yes
SmartCallHome No Yes
SSO No Yes
TDR No Yes
WCCP No Yes
Ships with 45xx Bundles
Upgrade ($10,000)
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9
Catalyst 4500 IP Base vs. Competitor
FeaturesCatalyst 4500 IP Base License
$10,000
Example: ProCurve 5412/5406Bundles
10GE UplinksPurchase Module
$5,099
AutoQos
EnergyWise
Location Services
SmartPorts
SmartCallHome
TDR
PVST+
Embedded Event Manager (EEM)
Expanded ACL Support (32K)
Time Based ACLs
MLD
PIM SM/DM License - $2,999
802.1x Full Capability (User Identity) License - $5,499
Total $10,000 $13,597
26%
savings
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10
• Service SKUs automatically loaded for Catalyst4500 products on Cisco Configurator• Example pricing is for 8x5xNBD contracts
44%savings
45%savings
44%savings
45%savings
Catalyst 4500 Service OfferingsSpecial Bundle Service Pricing
54%savings
45%savings
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11
Compare Cisco and Competitor’s Services
Service Element
Competitor Cisco
Warranty Care Packs
Warranty (2K 3K, 4K)
Smart Foundation (only 4503E, 4506E,
4507R-E, 2K, 3K)SMARTnet
Duration of coverage
Lifetime
▪ Mainly 3 years
▪ Sometimes 1 year
Lifetime
(Fan and power supply are limited to 5 years.)
▪ 1-year renewable (45% < SNT NBD)
▪ 25% off 1-yr price for 3 yrs or 40% off 1-yr price for 5 yrs
▪ Annual contracts
▪ Multi-year contracts
TAC hoursVary 24x7 Free 90-days 8x5
TAC (only on 2K-S and 3K-X)
9x5 to SMB TAC 24x7 Cisco TAC
Web support Yes YesFor downloading SW releases only
Cisco.com SMB knowledgebase
Cisco.com knowledgebase
Advance hardware replacement (AHR)
NBD if parts are in stock, 2 days or more if not
▪ 13x5x4 AHR
▪ 24x7x4 AHR
▪ 24x7 SW
▪ HW/SW support
10-day AHR (on all)
NBD (only 2K-S and 3K-X)
NBD AHR
▪ 8x5xNBD AHR
▪ 8x5x4 AHR
▪ 24x7x4 AHR
▪ 24x7x2 AHR
On-site support No Yes No No Yes
Bug fixes, updates and upgrades
Free for now as part of lifetime warranty, though policy is in slow-motion transition
Lifetime bug fixes & updates for LAN Lite, LAN Base & IP Base images
▪ Free SW bug fixes
▪ For-fee updates and upgrades. (if not already covered by Standard Warranty
Covers bug fixes, updates and upgrades within a licensed feature set
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1212
Bundle Includes: 1x AIR-CT5508-50-K91x 4507R-E1x Sup6L-E IP Base1x WS-X4624-SFP-E
Borderless Networks Campus Core/Distribution Catalyst 4500 Switch & Wireless Controller
NEWMay ’10
SBA Campus Foundation Bundle: $44,000BN-A2-CF2-SBA-K9
32% off List PriceSupport a Converged Wired-Wireless NetworkSimplified Ordering/Deployment of Robust Network Core/Distribution
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13
How to Close the DealCisco Switching Offers Against Competition
Architectural Selling Smart FoundationEntry Level Support
2K, 3K, 4503E, 4506E, 4507R-E, 4510R-E
25% Off 3 Yr, 40% Off 5 Yr
NBD Hardware Replacement
8 AM–5 PM TAC Access
Online Troubleshooting;SW Bug Updates
45xx-E Modular BundlesFlexible Upgrade Path
4503E @ $11K (no ps), 10/100/1000 PoE Plus, scalable from 48 to 96 ports
4506E @ $18K (no ps), 10/100/1000 PoE Plus, scalable from 96 to 240 ports
4507RE @ $22K (no ps), redundancy capable 10/100/1000 PoE Plus, scalable from 96 to 240 ports
4510RE @ $30K (no ps), redundancy capable 10/100/1000 PoE Plus, scalable from 96 to 384 ports
Borderless Networks Campus• Core/Distribution bundle with 4507R and
Wireless Controller
• 32% List Price
Smart Business Architectures• Leverage Cisco’s design, deployment, and
configuration guides
• Quote SBA bundles (at least 10% of List)
2960 & 2960-S LAN Lite Switches Entry to Cisco Experience
FE and GbE on 8, 24, and 48 ports
PoE support up to 15.4W per port
Basic QoS, standard availability and multicast features
Entry-level security and network admission control
Link connectivity and cable diagnostics for enhanced troubleshooting
LLW and enhanced LLW, FlexStack
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14
Winning Competitive Sales StrategiesPlay Offense!
Sales Strategy
Cisco Partner sales team proposes high-value, feature-rich Cisco-based solution.
Low cost competitor tries to jump in with a lower value, stripped down solution as a "bait and trap".
If customer is still absolutely convinced that low price is everything, and does not want value-add
capabilities, then these new lower-price Cisco offerings will help close the deal for a Cisco partner,
and keep the customer happy.
Partner can now use these new lower cost Cisco solutions to illustrate “you get what you pay for”
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