Cisco Partner Switch Kit for Small Business

Transcription

1 Partner Switch Kit for Small Business For Small Business

2 Table of Contents What Sets Apart in Small Business Switching...1 How Stacks Up Against the Competition...2 Product Spotlight: 100 Series Unmanaged Switches..3 Product Spotlight: 200 Series Smart Switches...4 Product Spotlight: 300 Series Managed Switches...5 Product Spotlight: ESW 500 Series Switches...6 Product Spotlight: SFE/SGE Series Switches...7 Product Spotlight: Catalyst 2960 Series Switches with LAN Lite Software...8 Product Spotlight: Catalyst 2960 Series Switches with LAN Base Software...9 Network Configuration and Management...10 Partner Profitability...11 How We Help Bring Value to Your Customers...13 Competitive Product Warranties and World-Class Service and Support...14 Supporting the Deal: New Competitive Incentives...16 Cheat Sheet: Finding the Right Fit for Your Customers...19 Comparing with the Competition: Overview...21 Comparing with the Competition: HP ProCurve...22 Comparing with the Competition:...32 Comparing with the Competition: D-Link...45 ii 2011 and/or its affiliates. All rights reserved.

3 What Sets Apart in Small Business Switching Partner Switch Kit switches for small business deliver the features and capabilities your customers need to help boost productivity and increase efficiency. The design, features, and capabilities of our products help lower service and support costs and extend equipment lifecycles. The result is increased return on investment and an overall lower total cost of ownership. Being a partner means: Better sales prospects, even in the most difficult market conditions Support from a worldwide industry leader with 25 years of experience Being ahead of the technology curve, with a company that invests $5 billion annually in research and development Best-in-class products that meet real small business customer needs World-class service and technical support programs Incentive programs that help increase profitability Simply put, with, your customers get more for their money than they would with any other company, and you get peace of mind and the best business opportunities to help your business thrive and/or its affiliates. All rights reserved.

4 How Stacks Up Against the Competition Partner Switch Kit stands apart in the small business networking market as the only vendor that can provide comprehensive switching, routing, unified communications, security, wireless, network-attached storage (NAS), and IP video surveillance solutions all designed and tested to work together and deploy easily. Other vendors offer point products that fill limited roles in the small business network. Only integrates all of the technologies and services your customers need into powerful network and communications solutions. provides: A broad portfolio of switches that can meet any application, budget, solution, or service requirement World-class service and fast small business support from Certified Network Administrator (CCNA)-certified technicians, and award-winning service from Technical Assistance Center (TAC) Credit for the value of previously purchased switches when trading up in the future, through the Small Business Investment program (United States and Canada only) Integrated power-saving features across Small Business models and EnergyWise on Catalyst switches Switches that deliver the most value when compared to the competition Comprehensive switch features, including IPv6 support, quality of service (QoS), security, Power over Ethernet (PoE), stacking, and easy-to-use management tools that can support your customers applications well into the future Whatever your customers technology needs and available budget, we have a solution in our small business switching portfolio and/or its affiliates. All rights reserved.

5 Product Spotlight: 100 Series Unmanaged Switches Partner Switch Kit Affordable, Reliable, Easy-to-Use Switches That Deliver Basic Connectivity Right Out-of-the-Box 100 Series Unmanaged Switches deliver solid network performance and expandability for small business networks, without the complexity. With no installation software and nothing to configure, the 100 Series provides an affordable, reliable network that just works, right out of the box. Easy to install and use for businesses with no IT staff Prices starting at $35 (5-port Fast Ethernet list price) Unmanaged switches 5- to 24-port Fast and Gigabit Ethernet models Zero configuration, zero customization Energy-efficient technology (on Gigabit Ethernet models) Quality of service (QoS) on all models for better voice, video, and multimedia performance Fanless design for quiet operation Desktop and rack-mount models Limited lifetime warranty Optional 3-year Small Business Extended Service through Small Business Support Service Solid performance to help boost slow, sluggish networks and applications Advanced technology support with built-in QoS and PoE options Investment protection with the ability to trade up to another switch at any time and receive credit for the full value of the switch (United States and Canada only) Eco-friendly solution that optimizes power usage without compromising performance Outstanding support with first-line assistance from CCNA-certified personnel and access to the web-based Small Business Support Community Peace of mind with the quality and reliability customers expect from a switch, backed by a limited lifetime warranty and/or its affiliates. All rights reserved.

6 Product Spotlight: 200 Series Smart Switches Partner Switch Kit Simplify Network Growth Without Sacrificing Features or Performance Prices starting at $287 (24-port Fast Ethernet list price) Entry-level managed switches 24- and 48-port Fast Ethernet and 18- to 50-port Gigabit Ethernet models with PoE options Simple, web-based management tool Basic QoS and security IPv6 support Energy-efficient design Limited lifetime warranty with software bug fixes Optional 3-year Small Business Extended Service through Small Business Support Service 200 Series Smart Switches offer more networking capabilities than unmanaged switches and deliver the basic networking features of a managed switch, yet are easy to use and cost less. Broad range of options with choices of Fast and Gigabit Ethernet and PoE options Simple yet powerful features for customers looking to expand their networks, but who want a basic, easy-to-use solution Entry-level management and fast setup with an intuitive web-based interface Power efficiency with low-power chipsets, fanless designs, and other green features More ports per Gigabit Ethernet switch with 26- and 50-port Gigabit Ethernet Outstanding support with first-line assistance from CCNA-certified personnel and access to the Small Business online support community Peace of mind with the quality and reliability customers expect from a switch, backed by a limited lifetime warranty and/or its affiliates. All rights reserved.

7 Product Spotlight: 300 Series Managed Switches Partner Switch Kit Easy-to-Use Managed Switches That Provide an Ideal Combination of Features and Affordability Prices starting at $217 (8-port Fast Ethernet list price) Fully managed switches 8- to 52-port models with Fast and Gigabit Ethernet and PoE options Energy-efficient technology across the portfolio Enhanced features including security, QoS, Layer 3 switching, and IPv6 Easy configuration, deployment, and management Limited lifetime warranty with next-business-day advance replacement Optional 3-year Small Business Extended Service through Small Business Support Service When small business customers need more advanced security and management features, but value is still a top priority, they re ready for the next generation of Small Business Managed Switches: the 300 Series. This broad portfolio of managed switches is easy to set up and use, and provides an ideal combination of price, performance, and capabilities. Easy setup and management with intuitive browserbased tools, mass deployment capabilities, and consistent features across all models Advanced security features such as access control lists (ACLs), 802.1, private VLANs, and guest VLANs Automated QoS and VLAN configuration when connecting IP phones Advanced traffic management features including Layer 3 switching, IPv6, remote management, and support for dual-image downloads Power efficiency with low-power chipsets, fanless designs, and other green features More ports per Gigabit Ethernet switch with 28- and 52-port Gigabit Ethernet options Expandability through laboratory-tested compatibility and easy integration with other networking and communications products Investment protection with the ability to trade up to another switch at any time and receive credit for the full value of the switch (United States and Canada only) and/or its affiliates. All rights reserved.

8 Product Spotlight: ESW 500 Series Switches Partner Switch Kit Designed to Integrate with the Smart Business Communications System to Provide a Complete Communications Solution Prices starting at $659 (8-port Fast Ethernet PoE list price) Layer 2 managed switches 8- to 48-port Fast and Gigabit Ethernet models with PoE options Simplified configuration with embedded GUI or solutionwide management with Configuration Assistant Enhanced security, QoS, and availability Targeted for system and solution deployments Supported by Small Business Support center with CCNA-certified staff Enhanced 5-year warranty with next-businessday replacement Optional 3-year Small Business Extended Service through Small Business Support Service The ESW 500 Series Switches are a portfolio of costeffective, easy-to-use managed switches that provide the foundation for a complete data, voice, video, and wireless network solution. Designed to integrate easily with the Smart Business Communications System (SBCS), they can help you develop new opportunities with small business customers and up-sell advanced IP communications and wireless technologies. Easy integration with the SBCS for a complete data, voice, video, and wireless networking solution Comprehensive integration with Hosted Small Business (HSB) Communications, which ties the switches to phones and other parts of the solution and delivers a documented, end-to-end deployment Simplified ordering with nine SKUs to choose from High reliability with switches that have been rigorously tested to provide high performance for advanced voice, video, and wireless services Integrated QoS intelligence that prioritizes traffic such as voice, video, and data to help ensure consistent network performance and support voice and video applications Advanced network security with support for port security, ACLs, VLANs, and MAC address notification features Excellent service and support from the Small Business Support Center, plus a 5-year warranty with next-business-day replacement and software upgrades and/or its affiliates. All rights reserved.

9 Product Spotlight: SFE/SGE Switches Partner Switch Kit Affordable Stacking Managed Switches for Growing Small Businesses Prices starting at $521 (24-port Fast Ethernet list price) Managed, stackable Layer 2+ switches 24- to 48-port Fast and Gigabit Ethernet models and PoE options Advanced features, including security, QoS, and Layer 3 switching up to 192 ports for simplified management and resiliency Easy configuration, deployment, and management with web-based tool Supported by Small Business Support Center with CCNA-certified staff Limited lifetime warranty Optional 3-year Small Business Extended Service through Small Business Support Service The SFE/SGE switches are a competitively priced portfolio of managed stacking switches. The switches offer advanced stacking, traffic management, and security features that are typically found only in higher-priced competitor models. Advanced traffic management features, including Layer 3 switching, IPv6, and enhanced QoS. True stacking capability that allows customers to configure, manage, and troubleshoot up to four switches (192 ports) as a single entity (unlike competing stackable or clustering switches that can be initially set up as one unit but must be managed separately). Resilient stacking also helps preserve the availability of the network. If any switch fails, the rest of the network continues to operate. Enhanced security to address denial-of-service attacks, rogue Dynamic Host Configuration Protocol (DHCP) servers, and man-in-the-middle attacks. Outstanding support with first-line assistance from CCNA-certified personnel and access to the Small Business online support community Peace of mind with the quality and reliability customers expect from a switch, backed by a limited lifetime warranty. Investment protection with the ability to trade up to another switch at any time and receive credit for the full value of the switch (United States and Canada only) and/or its affiliates. All rights reserved.

10 Product Spotlight: Catalyst 2960-S and 2960 Series Switches with LAN Lite Software Partner Switch Kit Scalable Network Management and Enhanced Security for Growing Small and Medium-Sized Businesses The Catalyst 2960 Series with LAN Lite software is targeted for small and medium-sized businesses with advanced management requirements. Catalyst 2960 Series models with LAN Lite software provide: Prices starting at $795 (8-port Fast Ethernet list price) 8- to 48-port Fast and Gigabit Ethernet switches with PoE options Fixed uplink option of 4 by 1 Gigabit Ethernet Small Form-Factor Pluggable (SFP) uplinks Enhanced security, QoS, and EnergyWise Choice of management tools: Command-line interface (CLI) or Network Assistant Entry-level LAN Lite software for ease of operation, highly secure business operations, sustainability, and borderless networking Limited lifetime warranty with unlimited software updates SMARTnet, Smart Care, and Smart Foundation service options Enhanced security, including TrustSec, which provides authentication, access control, and security policy administration to secure network connectivity and resources as well as provide highly secure encryption of administrative traffic, MAC authentication bypass, MAC address notification, and port security Redundancy and resiliency features that protect the availability of critical applications Simple, scalable management, with the ability to use a CLI or the GUI-based Network Assistant and Smartports technology Long-term investment protection with a limited lifetime hardware warranty and ongoing software updates at no additional cost Catalyst 2960-S models offer a number of additional enhancements, including: USB storage interface for file backup, distribution, and simplified operations Enhanced troubleshooting features, including link connectivity and cable diagnostics Easy management with single IP address management for up to 16 switches Enhanced limited lifetime hardware warranty, including next-business-day replacement, 90-day service and support, and ongoing software updates and/or its affiliates. All rights reserved.

11 Product Spotlight: Catalyst 2960-S and 2960 Series Switches with LAN Base Software Partner Switch Kit Scalable, Manageable Stacking Switches for Demanding Small and Medium-Sized Businesses Prices starting at $795 (8-port Fast Ethernet list price) 8 to 48 ports of Fast or Gigabit Ethernet desktop connectivity PoE & PoE+ configurations with up to 30W per port Advanced QoS, security, availability, and EnergyWise LAN Base software for ease of operation, highly secure business operations, sustainability, and borderless networking Limited lifetime warranty with unlimited software updates SMARTnet, Smart Care, and Smart Foundation service options The Catalyst 2960-S and 2960 Series with LAN Base software is a portfolio of advanced, high-performance managed switches. They are an excellent choice for businesses with demanding network environments, or to place in a wiring closet. Catalyst 2960 Series models with LAN Base software provide: Power System (RPS) 2300 to provide transparent power backup of redundant switches High performance with 24 and 48 ports of Gigabit Ethernet desktop connectivity Dual-purpose uplinks for Gigabit Ethernet uplink flexibility, allowing use of either a copper or fiber uplink PoE configurations with up to 15.4W per port Advanced security features, including TrustSec, enhanced ACLs to guard against network attacks, and DHCP snooping to help block rogue devices Long-term investment protection with a limited lifetime hardware warranty and ongoing software updates at no additional cost Catalyst 2960-S models with LAN Base software deliver the features of the Catalyst 2960 as well as additional enhancements, including: 10 Gigabit and Gigabit Ethernet uplink flexibility with SFP+, providing business continuity and fast transition to 10 Gigabit Ethernet FlexStack stacking with up to 40 Gbps of throughput and support for four switches in a stack, allowing ease of operation with a single configuration and simplified switch upgrade USB storage interface for file backup, distribution, and simplified operations PoE+ with up to 30W per port to support the latest PoE+ capable devices Enhanced limited lifetime hardware warranty, including next-business-day replacement, 90-day service and support, and ongoing software updates Enhanced high-availability features, including voice-aware port security and support for the Redundant and/or its affiliates. All rights reserved.

12 Catalyst Network Configuration and Management Partner Switch Kit All Catalyst 2960 and 2960-S Series Switches provide easy-to-use network configuration and management tools to simplify setup and ongoing management of small business networks. These tools include Network Assistant and Smartports Advisor. Network Assistant A PC-based network management application, Network Assistant is optimized for business networks with 40 or fewer switches and routers. It provides a centralized network view from which administrators can configure features across switches, routers, and access points, and easily manage and maintain the network. It also allows administrators to reset passwords, generate inventory reports, and even upgrade IOS Software through a simple drag-and-drop process. Network Assistant is available for download at no charge from Smartports Advisor Smartports Advisor is an embedded discovery tool within Network Assistant. It discovers devices connected to the network and recommends configurations for security, availability, and QoS features on all switch ports, based on best practices. With no need to consult detailed design guides or documentation, you or your customers network administrators can configure the network quickly and optimally, to help reduce errors and/or its affiliates. All rights reserved.

13 Partner Profitability Partner Switch Kit provides a number of programs, services, and incentives to help you build and expand your small business practice and your business profitability. Small Business Advantage The Small Business Advantage supports you in building and sustaining a profitable small business practice by providing a breadth of products and services designed for your customers needs, and sales incentives that reward and extend your efforts. The Small Business Advantage organizes programs, tools, training, and resources into three primary focus areas for easy access and immediate benefit. These are: Products: An extremely broad portfolio of small business products to meet your customers needs Support: Tools, training, and support to help you sell and deliver solutions that build customer loyalty Profitability: Programs and incentives that help increase your overall profitability You can easily access Small Business Advantage through the Small Business Partner Central home page. Be sure to check out the Getting Started tab for five steps to increased profitability with. SMART Designs SMART Designs provide simplified, pretested networking solutions to help you deliver all the benefits of s small business products and technologies while reducing operational complexity and deployment risks. These design and implementation guides and solution profiles provide best practices for implementing a network solution in an easy-to-follow format, helping you streamline installations and increase profitability. SMART Designs are an integral part of the Select Certification program and the Partner Acceleration initiatives. To access SMART Designs visit, Partner Programs and Incentives s award-winning channel program provides some of the industry s best profitability and incentive programs, designed to help you increase margins and create demand. The Channel Partner Program can help you grow your small business practice by enabling you to set your business apart from competitors, build customer satisfaction, and increase your exposure to new customers. The first step in participating is to become a Registered Partner. Your status as a Registered Partner establishes your relationship with and gives you access to tools, training, and best-in-class products for the small business market. By participating in our Select Certification and Small Business Specialization programs, partners benefit from an increased level of support from. These programs provide access to more services, technical support, profitability programs, productivity tools, online training and marketing resources, and advanced certifications and/or its affiliates. All rights reserved.

14 Partner Profitability Partner Switch Kit Finance Capital offers you a whole new way to sell solutions. You can overcome customer budget objections by showing them how they can spread their cost over time, versus taking on a large upfront capital expense. Capital financing helps you grow your small business practice by helping you: Build longer-term customer relationships and support greater overall account control Accelerate stalled opportunities while getting your foot in the door with new, budget-conscious customers Grow the size of your deals by increasing the customer s purchasing power For your customers, Capital financing: Provides the freedom to acquire the technology they need to grow their business, and the flexibility to react to changing market needs Helps ease the pressure on their budgets and preserve cash flow Allows them to invest in the right technology without making a large capital expenditure, so that they can invest valuable resources in other areas of the business Spreads the cost of technology and technical support over time to make budgeting easier and more predictable Capital makes it simple. With flexible financing available on all solutions, your customers can purchase the solutions their business needs, rather than the one their budgets dictate. Visit Capital at Services service programs deliver peace of mind, helping you maintain and build satisfaction among your small business customers. These programs help boost customer loyalty by positioning you as a total solution provider, which can be a primary factor that differentiates you from your competitors. Adding Services to your portfolio of services can help you significantly increase revenues and profit margins. And capitalizing on revenue streams generated by recurring services will help promote greater cash flow within your company. For more information on services for small businesses visit, and/or its affiliates. All rights reserved.

15 How We Help Bring Value to Your Customers Partner Switch Kit offers a comprehensive portfolio of products for delivering complete technology solutions. offers a host of switches to meet nearly any business need at any price point. What s more, is the only vendor that can provide a comprehensive networking solution including switching, routing, unified communications, wireless, and security. All products are designed to integrate readily with other products, simplifying configuration and management and helping to reduce service and support costs. is the leader in switching More companies rely on switches from as the basis of their network than on those from any other manufacturer. For decades, has been the leader in enterprise networks and now we bring our expertise to small businesses. switches provide small business networks with the flexibility, scalability, reliability, and security needed to boost productivity at a price small businesses can afford. Although there may be cheaper switches on the market, performance challenges undercut their value as long-term investments. switches help protect your customers investment offers solutions with robust features, capabilities, and technology roadmaps that extend the lifecycle of equipment to help protect the networking investments made by small and medium-sized businesses. In addition, when your customers are ready to take their business to the next level, offers several upgrade/trade-in programs to help qualified customers maximize and extend their networking investment even farther. offers total solution financing One solution, one payment: Combine hardware, software, services, and complementary third-party equipment into one strategic financial framework that meets your business goals. Terms and conditions apply. offers world-class service and support is known for reliability and award-winning service and support. Better still, stands by this reputation for excellence by offering support services priced and designed just for small businesses, plus competitive limited lifetime product warranties that include free software fixes on Catalyst switches for the life of the product and free firmware updates on Small Business switches for the term of the warranty and/or its affiliates. All rights reserved.

16 Competitive Product Warranties and World- Class Service and Support Partner Switch Kit Some vendors offer warranties and limited free services. While giving services away might help win a deal, it does not build a relationship with the customer or help customers when the issue they experience is not covered by the warranty. For example, if a product is working but has not been configured correctly (as is the case with most hardware issues), product support would not be covered under a warranty. Only performance, service, and support that meet or exceed customer expectations can help you build loyalty and longterm customer relationships. products fulfill business needs, and s competitive warranties and services help ensure that those products will run more reliably and at a lower cost. When your prospects understand the full product potential of equipment and are made aware of s small business service and support they are far more likely to become loyal customers. also understands that downtime is not an option for small businesses. That s why we offer multiple levels of services and support to help you keep your customers networks running smoothly, with access to technical assistance designed specifically for small businesses. Essential Warranty and Support for Small Business Series Products provides competitive warranties, advance hardware replacement (if required), and, for questions about Small Business products, access to the Small Business Support Center, where experienced technicians are ready to help small businesses get up and running quickly. Table 1 compares the warranties among the switches for small and medium-sized businesses. Table 1. Warranty Comparison for Switches Small Business Switches ESW 500 Catalyst Catalyst S-Series Length Limited lifetime 5 years Limited lifetime Enhanced limited lifetime Hardware replacement Next business day (NBD) where available NBD 10 business days advance replacement NBD 100 Series, 200 Series, SFE/SGE models: Return to factory Technical Assistance Small Business Support Center (SBSC) 1 year complimentary phone support and click-to-chat Small Business Support Center 90 days complimentary phone support with 1-year free click-to-chat TAC TAC 90 days complimentary phone support Software Bug fixes for the warranty period of the product Bug fixes for 5 years Limited lifetime bug fixes Limited lifetime bug fixes Service contract options Small Business Support Service Small Business Support Service SMARTnet Service Smart Care Smart Foundation SMARTnet Service Smart Care Smart Foundation and/or its affiliates. All rights reserved.

17 Competitive Product Warranties and World- Class Service and Support Partner Switch Kit Small Business Support Service: Peaceof-Mind Coverage for Small Business Series Products In today s challenging economic environment, small businesses need not only the latest technology, but also the peace of mind that comes with knowing they will get the most value from their technology investment. The Small Business Support Service delivers three years of peace of mind to help your customers experience the full potential of Small Business solutions and keep critical business processes running smoothly and reliably. The simple, device-level, subscription-based service includes software upgrades and updates, access to the Small Business Support Center, and expedited hardware replacement. This flexible service is customized to your customer s specific business expertise and needs and delivers service value, investment protection, and peace of mind at an affordable price. It also connects your customers to peer support so they can share knowledge and collaborate with other small businesses. Attaching the Small Business Support Service to any Small Business device is a simple process, enabling you to increase revenue, give customers peace of mind, and improve customer loyalty. It lets you differentiate yourself from competitors by marketing right-priced services backed by expertise and resources to help enhance revenue and improve customer satisfaction. Smart Services for Catalyst Series Products For Catalyst products, Smart Services offer a choice of responsive and proactive services to complement internal IT support. Coverage options such as SMARTnet, Smart Care, and Smart Foundation Service help keep your customers networks running smoothly. From entry-level technical assistance to proactive monitoring and networkwide support, you can choose the offerings that best suit your customers needs. Smart Care Service is designed for networks with 50 to 600 users and a limited IT staff. It combines comprehensive networkwide technical support with ongoing network monitoring and proactive maintenance. SMARTnet Service is s award-winning service designed for businesses of any size that have complex network needs and an expert IT staff that needs direct, anytime access to expertise and resources. Smart Foundation Service provides essential entry-level support designed for small businesses with data networks only and an IT staff with limited network expertise. Small Business Support Community: Advice Forum for Dedicated Users isn t the only source for technical expertise. Your customers can get help from other customers at the Small Business Support Community, a new collaborative space where small businesses can share knowledge about small business networking and communications. Visit the Small Business Support Community at and/or its affiliates. All rights reserved.

18 Supporting the Deal: New Competitive Incentives Partner Switch Kit Table 2 lists the available programs and promotions. For the most current programs, visit programs_and_promotions/index.html#~tab-1. Table 2. Programs and Promotions Program Name Availability Dates Fast Track 2 Program Get fast quotes and optimized pricing on select products when purchasing through your Authorized Distributor. You can also take advantage of quarterly promotions offered in the Accelerator, Cash Maximizer, and Cash Now promotions. * A Fast Track 2 pricing catalog is available through distribution. (Available in the United States, Canada, and Europe, in English only.) All theaters Ongoing Fast Track 2 Accelerator Provide a network your customers can depend on with an incremental discount of up to 10 percent on select products. Available for a limited time only. U.S., Canada, Asia Pacific, Emerging Markets Ongoing Fast Track 2 Cash Now Get incremental discounts on select products purchased in volume or bundles. With Cash Now, it s cost-effective, easier, and faster to provide the networking products your customers need. U.S., Canada, Europe Emerging Markets East/Central Emerging Markets West Quarterly Small Business Investment Protection Program Existing Small Business and Linksys customers can receive a migration path to Small Business solutions. Customers receive a cash rebate when trading in eligible Linksys Small Business products and purchasing eligible switches. U.S. and Canada Ongoing and/or its affiliates. All rights reserved.

19 Supporting the Deal: New Competitive Incentives Partner Switch Kit Table 2. Programs and Promotions Program Name Availability Dates Partner Development Funds Partner Development Funds (PDF) is a channel partner incentive program designed to help increase partner profitability as partners build and expand their Small Business and commercial practice. For more information, visit: All theaters August 1, 2010 to July 31, 2011 Program Benefits Provides quarterly payments to qualifying partners based on purchases of Small Business and commercial products Tracks are specifically designed to reward partners based on their level of training and investment Program Enrollment Eligible partners must enroll annually for each track to receive credit for sales made from the beginning of the fiscal year Partners may also enroll at any time during the year but will have their eligible sales counted from the beginning of the enrollment month Program Framework PDF includes the following four tracks: PDF Cash Back: For Registered Partners without any additional specializations or certifications PDF Plus: For Small Business Specialized Partners and Express Foundation Specialized Partners PDF Cash Back Accelerator: For direct marketing resellers (DMRs), e-commerce, and service providers (by invitation only) PDF Commercial UC, which includes the following subtracks: Business Edition: for Authorized Business Edition Partners Express UC: For Express Unified Communications Specialized Partners More details on the PDF program can be found at Small Business Not-for-Resale (NFR) Program Acquire Small Business products for use in non-revenue-generating activities such as labs, demos, and internal course development and training. All theaters Ongoing Joint Marketing Funds Co-fund your marketing activities and increase your marketing budget, so that you can extend your marketing reach and increase your impact. U.S., Canada, Latin America Ongoing Partner Rewards Program Earn points for selling qualified products and redeem them for a broad array of rewards, or exchange points for dollars that we ll add to a prepaid debit card. U.S., Canada, Emerging Markets Ongoing and/or its affiliates. All rights reserved.

20 Small Business Sales Tools, Training, and Programs Partner Switch Kit The following additional resources can help you learn about, market, and sell switches. Small Business University offers training courses on how to market, sell, and deploy solutions to small businesses. smbuniversity Competitive Edge Portal helps partners position themselves as leaders in the industry when selling against the competition. competitive Partner Marketing Central provides an online platform to build and customize marketing campaigns and events. Smart Business Roadmap provides a consultative sales framework for partners sales teams selling to small businesses. Partner Practice Builder helps accelerates partner growth and productivity by optimizing business practices in unified communications, contact center, security, wireless, small business, and more. go/practicebuilder Additional resources: go/partnertools and/or its affiliates. All rights reserved.

21 Cheat Sheet: Finding the Right Fit for Your Customers Partner Switch Kit offers the industry s broadest portfolio of switching solutions for small businesses, allowing you to find exactly the right features, at the right price, for any customer s need. Table 3 describes the positioning and features of the switches available for small and medium-sized businesses. Table 3. Positioning and Features of Switches Product Positioning Ports Configuration and Management Features Warranty and Support 100 Series Switches - Unmanaged Reliable, easy-touse switches that are ready to work out of the box and deliver basic connectivity 5- to 24-port Fast and Gigabit Ethernet models with Power-over- Ethernet (PoE) options No configuration or management required Quality of service (QoS) on all models Energy-efficient design on Gigabit Ethernet models Desktop and rackmount models Limited lifetime warranty Small Business Support Service 200 Series Switches - Smart Smart switches offer a basic set of Layer 2 managed switch features at a lower cost and with simpler management 24- and 48-port Fast Ethernet and 18-to 50-port Gigabit Ethernet models with PoE options Simple, basic web-based management tool FindIT Basic QoS and security Energy-efficient design IPv6 support Rack-mount models Auto voice VLANs, VLANs and port mirroring Limited lifetime warranty, unlimited software fixes and one year technical support Small Business Support Service 2 more ports per GigE switches 300 Series Switches - Managed Broad portfolio of switches with an optimal mix of features and performance at an affordable price 8- to 48-port Fast Ethernet and 10- to 52-port Gigabit Ethernet models with PoE options Simplified configuration and troubleshooting with web-based tools. SNMP Support FindIT Enhanced security, QoS, and availability Layer-3 switching IPv6 support Energy-efficient design Auto voice VLANs, VLANs and port mirroring Limited lifetime warranty with next business day advance replacement, unlimited software fixes and one year technical support Small Business Support Service More ports per GigE switches and/or its affiliates. All rights reserved.

22 Cheat Sheet: Finding the Right Fit for Your Customers Partner Switch Kit Table 3. Positioning and Features of Switches Product Positioning Ports Configuration and Management Features Warranty and Support ESW 500 Series Switches System oriented managed switches designed to easily integrate with Smart Business Communication System 8- to 48-port Fast and Gigabit Ethernet models with PoE options Simplified solution-based configuration and management with Configuration Assistant Enhanced security, QoS, and availability Discovery Protocol, Smartports, and Smart Defaults for easy integration with Smart Business Communications System products 5-year enhanced warranty with next-business-day replacement, unlimited software fixes, and 90 day technical support Small Business Support Service Catalyst 2960 Series Switches LAN Lite Software Scalable network management and enhanced security for growing businesses 8- to 48-port Fast and Gigabit Ethernet models with PoE options Choice of management tools: Works Command-line interface (CLI) Network Assistant Enhanced security, QoS, and availability EnergyWise Entry-level LAN Lite software for intelligent services Flexlink uplink options: Two Gigabit Ethernet Limited lifetime warranty with unlimited software updates on Catalyst 2960 Limited lifetime warranty with NBD, 90 day technical support and unlimited softward updates on Catalyst 2960S models SMARTnet, Smart Care, and Smart Foundation service options Catalyst 2960 Series Switches LAN Base Software Advanced network security, availability, scalability, and manageability for the most demanding business environments 8- to 48-port Fast and Gigabit Ethernet models with PoE and 10 GigE options Choice of management tools: Works Command-line interface (CLI) Network Assistant Power over Ethernet (PoE) and PoE + options that include up to a full 30W per port Enhanced LAN Base software for intelligent services Advanced quality of service (QoS), security, availability, and EnergyWise Flexlink uplink options 4 Gigabit Ethernet or 2 10 Gigabit Ethernet FlexStack technology, enabling stacked switches for resiliency and simplified management Limited lifetime warranty with unlimited software updates on Catalyst 2960 Limited lifetime warranty with NBD, 90 day technical support and unlimited software updates on Catalyst 2960S models SMARTnet, Smart Care, and Smart Foundation service options and/or its affiliates. All rights reserved.

23 Comparing with the Competition: Overview Partner Switch Kit Table 4 lists the competitive advantages of Small Business switches over competitors products. Table 4. Competitive Overview Competitor Weaknesses Advantages HP ProCurve More expensive Limited portfolio No complete solutions Weak support More features for a lower price Broad portfolio Best-in-class products End-to-end solutions Support by technicians with the CCNA certification Lower-rated quality and reliability No complete solutions Limited growth and scalability Weak support Proven quality and reliability Long-term investment protection End-to-end solutions Broader switch options Support by technicians with the CCNA certification D-Link No price advantage Lower-rated quality and reliability Limited portfolio Outsourced, inexperienced support service No complete solutions Better price/performance Superior quality Long-term investment protection Broad portfolio End-to-end solutions Support by technicians with the CCNA certification and/or its affiliates. All rights reserved.

24 Comparing with the Competition: HP ProCurve Partner Switch Kit HP s ProCurve networking product line includes LAN switches, access routers, wireless, and security products sold worldwide through indirect channels, which account for the large majority of sales. ProCurve claims to offer less expensive, more open and flexible switches than, and better warranty and support. In fact, none of these claims hold up under scrutiny. HP ProCurve Weaknesses No cost advantage over, and in many cases more expensive Limited product portfolio that cannot match the breadth of s pretested, integrated solutions making management and troubleshooting more complex Inconsistent features across the portfolio, and sometimes within the same product family Requires customers who need advanced features to buy a higherpriced switch and often to pay a premium for features they don t need Requires customers to work with other technology vendors (such as unified communications vendors) to create a complete customer solution increasing implementation times and creating potential support problems Uses uncertified support personnel working from scripts in first-level support wasting your time and your customers time when issues cannot be resolved Advantages Lower total cost of ownership: Small Business switches are less expensive than HP ProCurve switches, and much more competitively priced for advanced features such as PoE and QoS. The Small Business Investment Protection Program also protects customers investments by offering credit when they are ready to upgrade. Comprehensive solutions: s small business portfolio encompasses end-to-end data, voice, video, wireless, security, and storage solutions that are designed and pretested to work together providing ample upsell and cross-sell opportunities and simplifying support. However, switches are also standards-based and just as capable of operating in a mixed environment as ProCurve switches are. Superior technology: offers more switch options, letting customers find exactly the right mix of price, performance, and features. also provides advanced features across the portfolio that HP offers only on more advanced and expensive models. Superior service: HP s first-level phone and support is based on uncertified technicians working from scripts. lets you immediately speak with personnel who have earned the CCNA certification. also offers 24-hour online self-help support through the Small Business Support Community. Competitive warranties: offers comparable limited lifetime warranties on its switches, including free telephone support for one year and free software updates for the term of the warranty. Feature Comparison: HP ProCurve vs. * Tables 5 and 6 compare the features of s managed Gigabit Ethernet and Fast Ethernet switch portfolios with HP ProCurve switches. Table 7 compares s managed Fast Ethernet PoE switch portfolio with HP ProCurve switches. Table 8 compares s Small Business Smart Switches and 300 Series Managed Switches with HP ProCurve Smart Switches and/or its affiliates. All rights reserved.

25 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 5. HP ProCurve vs. Managed Gigabit Ethernet Switch Portfolio* 24- and 28-Port Switches 48- and 52-Port Switches Position Position Position Position SG (SRW2024) ProCurve G Managed SGE2000 ProCurve E G SG (SRW2048) ProCurve E G Managed SGE2010 ProCurve E G Price $607 $800 $710 $1353 $1011 $1504 $1392 $2322 Ports per switch Stacking 1 Gigabit resilient 1 Gigabit resilient sflow IPv6 host Full ACLs DHCP options 66/67 DHCP snooping Dynamic Address Resolution Protocol (ARP) inspection IP Source Guard Spanning Tree Protocol (STP) Root Guard Web-based authentication and/or its affiliates. All rights reserved.

26 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 5. HP ProCurve vs. Managed Gigabit Ethernet Switch Portfolio* 24- and 28-Port Switches 48- and 52-Port Switches Position Position Position Position SG (SRW2024) ProCurve G Managed SGE2000 ProCurve E G SG (SRW2048) ProCurve E G Managed SGE2010 ProCurve E G Power efficient VLANs VLAN mirror Unauthenticated VLAN Static Layer 3 switching Multicast VLAN Registration (MVR) Discovery Protocol Smartports Configuration Assistant Lifetime warranty with NBD replacement No NBD No NBD * Information on competitor products is accurate to the best of s knowledge and is based on commercially available documentation from competitors. Pricing is based on CDW purchase price as of October Partners are encouraged to verify information and/or its affiliates. All rights reserved.

27 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 6. HP ProCurve vs. Managed Fast Ethernet Switch Portfolio* 24-Port Switch s 48-Port Switch s Position Position Position Up-Sell SF (SRW224G4) ProCurve E Managed SFE2000 ProCurve E SF (SRW248G4) Managed SFE2010 ProCurve E Price $259 $330 $400 $500 $557 $711 $840 Ports Stacking 1 Gigabit resilient 1 Gigabit resilient sflow IPv6 host Full ACLs DHCP options 66/67 DHCP snooping Dynamic ARP inspection IP Source Guard STP Root Guard MVR Web-based authentication Power efficient and/or its affiliates. All rights reserved.

28 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 6. HP ProCurve vs. Managed Fast Ethernet Switch Portfolio* 24-Port Switch s 48-Port Switch s Position Position Position Up-Sell SF (SRW224G4) ProCurve E Managed SFE2000 ProCurve E SF (SRW248G4) Managed SFE2010 ProCurve E VLANs VLAN mirror Unauthenticated VLAN Static Layer 3 switching Discovery Protocol Smartports Configuration Assistant Lifetime warranty with NBD No NBD No NBD * Information on competitor products is accurate to the best of s knowledge and is based on commercially available documentation from competitors. Pricing is based on CDW purchase price as of October Partners are encouraged to verify information and/or its affiliates. All rights reserved.

29 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 7. HP ProCurve vs. Managed Fast Ethernet PoE Switch Portfolio* 24-Port Switch s 48-Port Switch s Position Up-Sell Position Up-Sell SF300-24P (SRW224G4P) Managed SFE2000P ProCurve E PPoE ProCurve E PoE SF300-48P (SRW248G4P) Managed SFE2010P ProCurve E PoE Price $557 $630 $762 $1213 $1011 $1246 $2050 Ports PoE ports 375W 180W 12 ports, 126W 406W 375W 375W 406W Stacking 1 Gigabit resilient 1 Gigabit resilient sflow IPv6 host DHCP options 66/67 DHCP snooping Dynamic ARP Inspection IP Source Guard STP Root Guard Web-based authentication Power efficient and/or its affiliates. All rights reserved.

30 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 7. HP ProCurve vs. Managed Fast Ethernet PoE Switch Portfolio* 24-Port Switch s 48-Port Switch s Position Up-Sell Position Up-Sell SF300-24P (SRW224G4P) Managed SFE2000P ProCurve E PPoE ProCurve E PoE SF300-48P (SRW248G4P) Managed SFE2010P ProCurve E PoE VLANs MVR Static Layer 3 switching VLAN mirror Unauthenticated VLAN Discovery Protocol Smartports Configuration Assistant Limited lifetime warranty with NBD No NBD No NBD * Information on competitor products is accurate to the best of s knowledge and is based on commercially available documentation from competitors. Pricing is based on CDW purchase price as of October Partners are encouraged to verify information and/or its affiliates. All rights reserved.

31 Comparing with the Competition: HP ProCurve Partner Switch Kit Table 8. HP ProCurve Smart Switch vs. 200 Series Smart Switches and 300 Series Managed Switches* 24-Port s Position Position Up-Sell Up-Sell ProCurve 1810G-8 SG (SRW2008) 200 Series: SG (SLM2024) ProCurve V G SG300-28P (SRW2024) Managed SGE2000 Price $166 $263 $345 $407 $607 $710 Ports per switch Stacking 1 Gigabit resilient IPv6 host DHCP options 66/67 Web-based authentication Internet Group Management Protocol (IGMP) snooping v1/2/ security STP Rapid STP (RSTP) Link aggregation VLANs and/or its affiliates. All rights reserved.