Nortel s SMB Product Portfolio

Transcription

1 Nortel s SMB Product Portfolio Complete Convergence Solutions for the SMB Environment [Presenter]

2 Nortel SMB Portfolio Agenda SMB Market Market Opportunity Business Reality SMB Product Portfolio SMB Data Products Solution Design Portfolio Management New Product Launch Business Services Gateway Products Positioning Resources n

3 SMB Market Opportunity Sales by Convergence Technology Segment SMB market ( employees) based on Q revenue reports from Dell'Oro, Infonetics, Frost&Sullivan, DataMonitor, Radicati Group

4 SMB Business Characteristics Business Parameters 10 to 250 employees Single or multi-site business Typically local or regional Small budget, but want to look big IT Buying Very cost conscious, purchase decisions made quickly & by CEO Marked preference for off the shelf single source solutions IT Expertise No IT department or very informal Generalists, not specialists New technologies = invest in expertise (consultants, outsourcers) Generally higher operational support costs

5 SMB Business Reality Driving Demand for Converged Solutions Distributed Workforce Increasing Mobility Hungry Competitors Demanding Customers Technology Expertise SMBs facing many of the same pressures and demands as larger Enterprises Competitive advantage can be enhanced with enterprise class converged communications solutions and applications Value of converged solutions transitioning from simple cost/price to overall business benefits SMB Difference: Solutions must be tailored for SMB, affordable and easy to implement and use

6 Outsourcing - Hosted & Managed Services Service Differentiation Hosted Services: Server located at Service Provider s premise, terminals located at customer premise Managed Services: Equipment located at customer premise, managed remotely by a Service Provider Internet / PBX/Voice/IVR Remote Access/VPN Remote conferencing Backup/Restore Mobile Voice & Data IT Service Management BroadBand Transport Return on Capital

7 Nortel s SMB Product Portfolio INTRODUCING THE PORTFOLIO

8 The SMB Product Portfolio Comprehensive, purpose-built SMB portfolio Award-winning BCM50 is cornerstone of converged SMB solutions Includes new competitive data solutions to complete the portfolio Applications offerings that deliver relevant business benefits Long history of success in SMB Leader in SMB voice Sizable voice & data installed base Experience in solving SMB business challenges Focus on SMB channel competency & empowerment Tools, training & programs to drive success Leading ROI model for greater profitability Service options to align with partner business models Delivering Value to SMB Customers and Channel Partners

9 Business Communications Manager Scalable Scalable Client Support Scalable Pricing Model Day 1 hardware functionality Productivity Applications Intelligent Contact Center Call Pilot Voice Mail Unified Communications Broad Client Support Analog and digital VoIP clients and Desk sets Digital and IP Wireless sets Management Simplified Interface Secure remote admin & activation USB Thumb Drive Backwards and Forwards Compatible Legacy Norstar Phones SIP Trunking PVQM Choice of Applications A Flexible Platform for Creating Unique Solutions

10 Nortel SMB Voice Product Portfolio Small and Medium Business SMB Solutions Norstar BCM50 Voice Mail/Unified Messaging BCM200 FAX Suite Norstar Contact Center BCM400 IVR Clients Applications Call Servers Digital Phones IP Phone Conferencing Soft Clients Wireless 1.5 M+ Systems Global Over 15 Million Lines

11 SMB Product Launch August 2006 Switching BES100 Rack Mount FE (10/100) BES100 Stand-alone BES110-24T BES110-48T BES T PWR BES T PWR Partner Benefits: Simplicity and Profitability Mobility Security Voice WLAN Access Points BAP120 BSR50 Secure Secure Broadband Router Broadband Routing BSR222 BCM 4.0 BCM200/400 Migration to Linux OS Integrated Management with BCM50 Simplified VoIP deployment with BCM

12 SMB Data Portfolio Desktop FE/GE Rack-mounted FE Stackable FE Rack-mounted GE Ethernet Switching WLAN Mobility BES50 (Dec 15 06) BES50FE-12T PWR BES50FE-24T PWR BES50GE-12-T PWR BES50GE-24-T PWR Access Points BES100 (Aug 21 06) BES110-24T BES110-48T BES T PWR BES T PWR BES200 (Nov 30 06) BES210-24T BES210-48T BES T PWR BES T PWR BES1000 (Jan 31 07) BES T BES T BES T PWR BES T PWR Secure Broadband Routing Multi- Service Gateway BAP120 Secure Broadband Router BSR222 Services Gateway BSG4e BSR50 Secure Broadband Router (ADSL 2+) Services Gateway BSG8ew BSR252 (targeted GA: Apr 07) Services Gateway BSG12ew BSG12tw

13 A Tale of Multi-vendor Solution Service Provider Firewall/Router Ethernet Switch IP-PBX Wireless Routers Network Printer Telephones Portable PCs/Laptops Network Printer PCs / Desktops Setting up and managing a new office resident IT expert required

14 Managing the SMB Portfolio with BEM Manages all SMB devices from 50r1,50r2,1000,200/400,BES 50/1xx/2xx/1xxx/2xxx,BAP,BSR, and BSG BEM Discovery of all SMB Network Elements Supports context switching between BCM and BES devices. Custom icons per device family New Drag and Drop Tree Validate Device feature New Online Help feature Integrated Management- BCM50 BES, BAP, BSR and BSG from a Single Panel

15 Consistent Web User Interface Experience All SMB device share common Web UI design for ease of use All SMB devices have quick start panels or wizards. Web UI can be launched by BEM or used standalone All Web UI s feature online help Launch the BES Web GUI or connect via BEM

16 One Portfolio Under Business Element Manager Service Provider Firewall/Router Ethernet Switch Business Element Manager IP-PBX Wireless Routers Telephones Portable PCs/Laptops Network Printer PCs / Desktops Setting up and managing a new office simple, easy, saves time, saves $

17 Nortel s SMB Product Portfolio INTRODUCING THE PRODUCTS

18 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 devices Auto phone detection and auto QoS for Nortel IP phones Ensured QoS with packet differentiation High security with standard-based security protocols Easy to install through intuitive, user-friendly web GUI Easy to operate, administer and maintain with the Business Element Manager which centrally manages the entire SMB portfolio

19 BES and POE Business Ethernet Switch 50 Standalone Fast and Gigabit Ethernet Switches BES50FE-12T-PWR 12 ports POE BES50FE-24T-PWR 12 ports POE BES50GE-12T-PWR 12 ports POE BES50GE-24T PWR 12 ports POE Business Ethernet Switch 100 Standalone Fast Ethernet Switches BES110-24T BES110-48T BES120-24T PWR 12 ports POE BES120-48T PWR 24 ports POE Business Ethernet Switch 200 Stackable Fast Ethernet Switches BES210-24T BES210-48T BES220-24T PWR 12 ports POE BES220-48T PWR 24 ports POE Business Ethernet Switch 1000 Standalone Gigabit Ethernet Switches BES T BES T BES T PWR 12 ports POE BES T PWR 24 ports POE

20 Business Ethernet Switch 50 Targets the small business customer with employees 12 and 24 port Fast Ethernet & Gigabit Ethernet versions with PoE support on all models Same 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 BES50FE-12T PWR BES50FE-24T PWR BES50GE-12-T PWR BES50GE-24-T PWR

21 Business Ethernet Switch 100 Targets small-medium businesses for User Base Stand alone layer 2 Fast Ethernet switches 24 & 48 ports of high speed Fast Ethernet connections with PoE support on 2 models 2 dual personality uplink ports High security with standard-based security protocols BES T PWR BES T PWR BES110-24T BES110-48T

22 Business Ethernet Switch 200 Targets small-medium businesses for User Base Scalability and growth-ready with up to 4 units in a stack all managed through one management address BaseT 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 BES T PWR BES T PWR BES210-24T BES210-48T

23 Business Ethernet Switch 1000 Standalone layer 2 Gigabit switches targeting medium businesses Provide 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 solution 24 & 48 ports of layer 2 high speed Gigabit Ethernet 2 SFP Combo Ports BES T BES T BES T PWR BES T PWR

24 BES Feature Support Layer 2-32 VLANs - VLAN tagging ad Link Aggregation - 8k MAC Address Table - Spanning Tree 802.1D - Rapid Spanning Tree 802.1w - Broadcast Storm Control - auto negotiation auto MDI/MDIX BES50 BES100 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) Security -Local management password - MAC based filtering intrusion Control - Destination MAC filtering - IP Access Control List (ACL) - RADIUS (RFC 2865, 2866) - EAP (802.1x) BES200 BES1000 Traffic Control ab auto discovery of topology (IP phones) - Auto QoS priority for VoIP p / DSCP Prioritization - 4 Hardware Queues - IGMP Snooping - Weighted and strict priority queing

25 Comparing the BES & the Enterprise Products Nortel SMB Switches Nortel Enterprise Switches Layer ad Link Aggregation; VLAN 802.3ad Link Aggregation MLT/DMLT; > 32 VLAN Layer 3 None (in 2006) Static/Dynamic/RIP/OSPF/IPv6 VLAN PoE ½Ports 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 Security 4 Units in Stack, FE: non-resilient, Gig- Reslient Port Based; Limited use of ACL GE: 802.1x, RADIUS 8 Units in Stack Fully Resilient and Fault Tolerant Advanced 802.1x, RADIUS, SNMPv3 RPSU N/A Yes

26 10/100/1000 Mbps ports 10/100/1000 Mbps uplink ports PoE ports L2 switching QoS Security Management Price BES 50/100/200/1000 Competition Nortel BES50/100/200/ /24 FE& GE (BES50) 24/48 FE (BES100/200) 24/48 GE (BES1000) 2 (except 0 for BES50) 12/24 (except 12 for BES50) 32 port-based VLANs (16 for BES50); VLAN tagging; STP/RSTP; link aggregation (802.3ad); auto discovery (802.1ab) Packet classification per user priority (802.1p) & DSCP; 4 hardware queues per port; broadcast/multicast storm control Intrusion control; Destination address filtering; ACL; Access/password control; BES1000 only: RADIUS & EAP Centralized managed by BEM; RMON; SNMPv1/v2c; default IP address; BootP; IGMPv1/v2; SNTP; BES1000 only: SNMPv3 $750-1,375 $306 1,230 $550-2,000 $1,400-3,700 Cisco Catalyst Express TT /500-24LC / PC/ 500G-12TC 24 FE (500-24TT, 24LC, 24PC) 12 GE (500G-12TC) 2 (except 4 dual personality ports for 500G-12TC) 4 on LC; 24 on PC 32 VLANs; link aggregation (up to 6 groups & 8 ports/group); STP/RSTP Packet classification per user priority (802.1p) & DSCP; 4 hardware queues/port; broadcast suppression SSL; security policy slider; multicast; 802.1x; RADIUS; integration with NAC Embedded GUI; local language; Cisco Network Assistant; RMON; SNMPv3; IGMPv1/v2/v3; NTP $540-1,824 3Com Baseline 2816&2824 SFP Plus/ SuperStack & /24GE/ (Baseline) 24/48GE (SuperStack) 4 dual personality ports (except 2 for 4400) /255 VLAN;VLAN tagging; STP/RSTP; link aggregation; Packet classification per user priority (802.1p) & DSCP; 4 hardware queues per port; TCP/UDP destination port #; default port priority RADIUS; packet filtering; ACL SSHv1/v2; SSL; telnet; IGMPv1/v2; SNMPv1/v2; default IP address; DHCP; CLI; web-gui $262 -$367 $1,845 - $3,295 HP ProCurve 1800/ 2510,2512,2524 /2810 8/22GE 12/24FE 20/44GE 2/4 dual personality ports 64/30/256 VLANs; STP/RSTP; link aggregation p priority queues (except 2 for 2512/2524); DSCH marking (2810 only) TACACS+ (except 1800); SSH/SSL (except 1800); 802.1x (except 1800); web & MAC-based authentication (2810 only) Web GUI; SNMP; CLI (except 1800); RMON; sflow $ $ $1,460-2,586

27 Business Access Point 120 Competitively priced with rich feature set High speed a/b/g wireless access up to 108 Mbps Broad coverage of up to 335 meters with high gain antennas High capacity with 128 idle associated clients or 64 active clients High security with the latest and toughest standard-based protocols Ensured QoS for multimedia traffic, with packet differentiation based on priorities Easy 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

28 BAP Feature Support Hardware + Coverage - Thick standalone AP - WDS in bridge & repeater modes - Seamless roaming (IAPP f) - 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 i - 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 Traffic Control - Guest access support - 8 SSID (4 per radio interface) - VLAN to SSID mapping - VLAN tagging/trunking - Wi-Fi Multimedia (WMM) e - Voice support for 2050 softphone and 2050 MVC- 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

29 Comparing the BAP120 & the WLAN 2300 Nortel BAP120 Nortel WLAN2300 Sweet Spot 10 to 100 SMB end users >250 Enterprise end users; ~100 branch office users Architecture Autonomous (thick AP) for (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 Scalability Management Price Point Capital Expenditure 802.1x + Radius authentication p WEP, WPA and WPA2 with AES 8 SSIDs and WDS bridging and repeater Focus on simplicity -No site survey Web UI, launched from Business Element Manager a+b/g AP (thick, thin) street price $350 Solution with 6 APs street price $2,100 (thick) SSL and X.509 certificates WIDS and WIPS protection 64 SSIDs Identity based networking - 1 SSID / network Hundreds of APs WMS (Wireless Management System) - server site survey, planning and deployment tools, Sophisticated monitoring / reporting Location based services a+b/g AP (thin) = $456 street price WSS2360 street price $3,380 Solution with 6 APs street price $6,100

30 Business Access Point 120 Competition Nortel BAP120 Cisco Aironet 1131AG 3Com 8760 D-Link DWL-7200AP 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 omnidirectional (built-in) dual band antenna 5dBi diversity dipole antenna NetGear WAG302 5dBi omni-directional; 9dBi, 14dBi indoor/outdoor directional RF coverage a: & Mbps; b: 1Mbps & Mbps; g: 1Mbps & 54 Mbps; 802.1Q VLAN; Guest VLAN; 8 SSID; WDS bridge/repeater; seamless roaming (IAPP); multimedia & voice over WLAN; WMM 802.1a: 6Mbps; 24m@ 54Mbps 802.1g: 137m@1Mbps; 30m@54Mbps Available as unified or autonomous access point; 802.1a: up to 50 m 802.1b/g: up to 100 meters Unobstructed: 457 meters 802.1Q VLAN; multiple SSID; WDS bridging for PTP/PTMP/repeater /client modes; clear channel select; dynamic rate shifting; WMM 802.1g: 30m@ 54Mbps Configured 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 Capacity 128 idle associated clients or 64 actively TX clients Up to 108 Mbps Up to 128 simultaneous 802.1a and 802.1b/g clients Up 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 Authentication 802.1x; 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 Management SNMPv1/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 Price $350 $452 $340 $224 $320 Remote configuration & management thru web browser, SNMP, or telnet with CLI; remote update via FTP; ProSafe NMS100

31 Business Secure Router 222 ISP 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 firewall 10 VPN client and branch office connections Compatible with Nortel Call Servers and IP Phones Ensured QoS with packet differentiation based on priorities Easy to install through intuitive, user-friendly web GUI Easy to operate, administer and maintain with Business Element Manager which centrally manages the entire SMB portfolio Competitively priced with a rich feature set

32 Features & Capabilities IP Routing RIPv1, v2, ARP, ICMP PPPoE (2 sessions) DHCP client & server DNS NAT many to many, many to one, one to one, port forwarding 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 & alerts -ALGs for CU-SeeMe, FTP, H.323, SIP 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 x (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 Management - Business Element Manager Web GUI - Easy install utility - Command Line Interface - SNMP monitoring/alerts - SSL/SSH administration, - SFTP 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

33 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 throughput Broadband WAN interface 20 + Mbps throughput High 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 VPN Footprint Management Price Scalability Good security and heavy encryption but simple to implement Minimal VPN support for Branch to Branch and 10 standard IPSEC Client terminations Small and attractive for in Office or desk top installation. Quite - no fans. Web UI with simple push button configuration (wizards) no command line Price point requirements are much less than Enterprise Limited scalability to no more than 250 user environment High security and heavy encryption with support for IPSEC and SSL with hardware acceleration Complete VPN solution with support for multiple IPSEC and SSL client termination and support for Contivity VPN Client. Rack mount industrial design with limited attention to esthetics. Not intended for Office installation Advance configuration and management support (CLI) with ability to interoperate with Enterprise Management platforms such as HP OpenView Willing to pay extra for the Enterprise class features. Enterprise scalability must scale from very small Branch office to largest enterprise i.e. Microsoft, Boeing, etc

34 Business Secure Router 222 Competition Nortel BSR222 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 VPN 10 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 Firewall Stateful 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 Management TFTP&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 $444/$ / 243

35 Nortel s SMB Product Portfolio SOLUTION DESIGN & VALUE PROPOSITION

36 How Does the SMB Portfolio Differ From Enterprise Product Features and Capabilities Designed Exclusively for SMB Not certified for Inter-operability with Enterprise Products SMB Ethernet Switches Not a Replacement for Enterprise Products. User Needs Little or No Training for using SMB Ethernet Switching Pricing Significantly Lower Pricing Over Enterprise Separate Price Book and Order Entry from Enterprise Switching Positioning Enterprise Features at SMB Cost Points, Easy to Use,Convergence Ready User Segment Converged Solution Focus with BCM50,200 Family Go To Market Model Channel Focused

37 SMB BES Portfolio Positioning BES 50 Small Sized SMB Buddy to BCM50 Fast and Gig Desktop Switches with PoE 12 and 24 Ports BCM50 Packaging BES Series- Small to Mid Sized SMB Fast Ethernet Rack mount PoE and Non-PoE Stacking and Non-Stacking Two GigE uplink ports BES 1000 Series Mid Sized SMB Gigabit POE Ethernet Switch Core of network supporting BES50/100/200 in closets

38 Positioning SMB Wireless and Gateway Products BAP 120 Small to Mid Sized SMB Simple to plug-and-play PoE compliance High speed a/b/g up to 108 Mbps Ensured QoS with packet differentiation COS Easy to install & maintain with web GUI & BEM BES 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, survivability Advanced security with VPN, firewall, intrusion Secure high speed wireless Powerful LAN switching with inline PoE

39 Value Managing the SMB Devices BEM Integrated 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. Business Element Mgr Software 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. Installation Reside on any remote or LAN-connected PC Download from any of the individual SMB Products Software Download Page on

40 Smaller Converged Site using BES50/100/200 Greenfield & Infrastructure Replacement BSR222 Internet Services, VPN -Secure Data + H323 trunks Modem WAN PC with Softphone 2050 BES50/100/200 BAP120 BCM50 IP Phone with Integrated switch Business Element Mgr Software 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 PDA with MVC 2050 Laptop with Softphone 2050 Digital phones PSTN

41 Complete Proven Solution Set for the SMB WAN WAN PSTN WAN Modem Modem Modem 3 rd Party Router BSR222 BSG BSR222 BES100 w/ PoE BES100 w/ PoE BES100 w/ PoE Softphone 2050 BAP120 IP Phone BEM Software Softphone 2050 BAP120 IP Phone BEM Software Softphone 2050 BAP120 IP Phone BEM Software BCM50 BCM50 PDA & laptop with Softphone 2050 PSTN PDA & laptop with Softphone 2050 PSTN PDA & laptop with Softphone 2050 Mixed Vendor Environment Replace/Greenfield Infrastructure Remote Site Managed via Business Element Manager Covered in Configuration Guide

42 SMB Data Portfolio Value Proposition High employee productivity & flexibility High bandwidth network access High reliability Wireless, VoIP, instant messaging, file sharing available 24X7 Superior end-customer experience Built-in security Ensured Quality of Service (QoS) Accessible to the SMB Low operating costs Easy to install with user-friendly GUI, pre-configured defaults Easy to manage with a common element manager across SMB Simple to add end-user devices Low capital expenses Competitive pricing with the best price for feature offer in the market Protected investment with new application-ready without new platform A Portfolio of Winners

43 SMB Data Portfolio Value Proposition Long history of success in SMB Sizable installed base Leader in SMB Voice Purpose-built communications solutions for SMB Comprehensive, purpose-built portfolio that is relevant to SMB Simple solutions that offer meaningful business benefits Flexible & affordable options that fit customer needs today & beyond Bringing the power of VoIP, WLAN, QoS, security to the SMB Improve productivity & collaboration by sharing info within & between offices Make business more accessible & deliver superior customer service Boost productivity with secure wireless communications Reduce installation & support costs while improving performance & security with VPN, VLAN & QoS support Single vendor for SMB communications needs end-to-end solutions & support Simplify operations & reduce costs with a single converged network Creating a channel value proposition that delivers strong ROI and growth opportunities Convergence competency Marketing support Service options Nortel s Unique Strength

44 Facilitate Transition to SMB Convergence Sales Solutions focused training Sales & Technical Efficient Ramp Up Common attributes across the portfolio Market Insight Understanding the market and business needs Comprehensive Portfolio Expands Sales Opportunities Increases addressable market Sales Opportunities Single-vendor source for end-to-end solutions Converged 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 support Flexibility to build or buy service options

45 Helpful Links and Resources SMB Resource Center Coach m Westcon Convergence Point for SMB Customer Collateral

46 Thank you! [Presenter]