Category Archives: Cisco

Solution in silos – How do you sell Unified Communications?

Unified Communications is a term which has been around for some time but often is the cause of confusion and misunderstanding.

I remember giving a presentation about the strategic position of IBM, Cisco and Microsoft where I focused specifically on the area’s where the vendors compete and more importantly where they collaborate. During the Q&A a hand went up and ask “..so which product should we lead with?”

Where do you go from here? The question could be answered on many different levels, but the important thing that this question highlighted was that unified communications can not be defined as a single product.

The challenge for all of us who are developing our unified communications practice is to stop thinking of solution in silos… instead the real value which we as sales people can offer our customers is the ability to develop a wider and deeper understanding of their current infrastructure which will undoubtedly consist of a multi-vendor environment.

By understanding the bigger picture of where each of the vendors are coming from in terms of the unified communications strategy and especially understanding where their products compete and compliment we are in a better position to recommend a unified communications solution that scales to meet the customers future needs.

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Cisco’s new SMB ‘Select’ Specialisation.

I have had a number of enquires regarding the new Cisco SMB ‘Select’ Specialisation, what it is and the process for getting certified, so for those of you who are interested here is a quick guide.

Cisco SMB ‘Select’ Specialisation has been revised for those partners who wish to sell Cisco’s new Smart Business Communication System (SBCS) suit of products – which includes the UC500. In short a total of four exams must be passed: 

  1. Foundation and Security for AM
  2. Foundation and Security for Engineer
  3. SBCS for Account Manager
  4. SBCS for Engineer 

Cisco’s rational behind this training is to first of all make sure their partners have the foundation competencies to recommend, install and implement and voice and UC solution and also to offer specialisation training which does not require a heavy investment from the channel. Training has been divided into two streams, account manager and engineer (however a single person can do both) and will be available on Cisco’s Partner E-Learning Connection (PEC) on August 1st, 2007. The four training modules will take approximately Estimated 29 hours to complete and online each exam will cost US$20. All four exams will be available as online exams which will replace the current Proctored Exams. This means partners do not need to book these exams through Cisco’s testing vendors. Partners can simply click on the exams from the PEC website to register. 

Partners that want to resell SBCS/UC500 products must pass all four exams as stated above. They must then apply for SMB Specialisation via Cisco’s Certification and Specialisation application tool (http://tools.cisco.com/WWChannels/cpapp/index.jsp).

Partners are only eligible to sell SBCS products once their application has been approved by Cisco. PEC (CCO login required): www.cisco.com/go/pec After logging in into PEC, partners can use this URL to get to the SMB training: http://cisco.partnerelearning.com/peclms/lang-en/management/TAX_NodeDetails.asp?RootNodeID=-1&UserMode=0&Action=show&NodeID=70 

Points to remember: 

  1. Cisco SMB ‘Select’ Specialisation will be available on Cisco’s Partner E-Learning Connection (PEC) on August 1st, 2007. 
  2. Four exams must be passed. Two (2) exams each for account manager and engineer, however one person can do all four (4) and each exam will cost US$20.
  3.  Registered Partners – once their SMB Specialisation is approved, they should apply for ‘Select’ Certification. 
  4. Premier certified partners that choose to be SMB Specialised, do not need to apply for Select Certification (because the higher certification level will apply). 
  5. Partners that are already specialised in Advanced UC & Express UC can resell SBCS/UC500.  If you need support with regards to the application process – you can call Cisco’s Partner Relationship Team on 1800 612 452.

 Happy Certifying!

Social Software Impact on Business

We have seen a transition from the web over the last few years from being purely transactional. Today in the next evolution of the web, called web 2.0, we are starting to see growing communities where individuals can easily share and collaborate on information and where individuals can have their 15min of fame. 

We have all heard of MySpace, You Tube, Flickr, Blogs & Wiki’s…. These are all example where individuals can share their personal profiles and interests (such as MySpace), where you can share video files and Pictures to friends and family… or to the world – using You Tube and Flickr… or to provide a forum where individuals can express their opinion on any area of expertise and receive feedback from individuals with similar views – blogs and wiki’s etc, etc. 

What about ‘Sell-a-band’ and ‘Second life’? Both of these communities where you can emerge yourself into a virtual world or have influence and share in the success of the next biggest rock band. 

Ok a quick overview… 

Sell-a-band is a music industry concept designed to remove the barriers for struggling bands to get have their music heard, to develop a fan base and to have their music professionally produced. The key difference is that the success of each band depends on the number of fans (5000) and or investors they can accumulate over time.  Anyone here who would like to invest in the success of a band could make a visit to sellaband.com, listen to a number of bands who are ranked similar to a top 50 chart and spend your hard earned dollars to invest in their success. In return you will receive ongoing royalties from any music downloads and CD sales. 

Who is happy with their current life…? Second life is an online virtual world which provides you with just that a second opportunity to do something over, to test try a new business opportunity that you are thinking about getting into or to escape into a virtual world.  

Well that’s the business reason; of course second life like any other online community has more than its fair share of participants who are motivated purely by the excitement and the opportunity to ‘live out’ their sexual fantasies with complete strangers, but that’s for another discussion. 

You may have heard of Second Life on 60 minutes a couple of weeks back… where individuals are spending and making a lot of money within this virtual world. A couple of examples of examples which came out of the 60 minutes where… one guy who spent $100,000 (USD) on an asteroid off the main world… he makes his return on investment by building a nightclub and resort on the asteroid where other visitors can visit. He also offers a hunting safari service for those of us who want to go around hunting and killing alien creatures… and of course we pay real money to do this. 

Getting from the main world to the asteroid has created employment opportunities for those of us who fancy ourselves as Han Solo who are employed (yes with real $$) to fly people to and from the asteroid…and of course we all need to look good, so any one of us could start a fashion label, or work in a nightclub as a barman, deejay, own a restaurant or become a property developer, model or actor… you get the picture. 

This maybe a hard concept to grasp but the idea is that individuals are getting the opportunity to experience a second life… and to make money doing it… and businesses are seeing the value of it. Consider this research report from Gartner last year…. 

Enterprise social software will be the biggest new workplace technology success story of this decade. 30% of enterprises will openly sponsor internal MySpace-like social sharing spaces to help employees find others with similar interest, skills, backgrounds and experiences. Gartner, “Predicts 2007 – Big Changes ahead in the high performance workplace”, Dec 5,2006

So how are businesses leveraging this technology? Businesses are seeing the benefits of utilising these new social trends in social software by investing in land and premises within these worlds to simplify the way there employees collaborate and share information. Today we are seeing retail chains like Star Bucks who are employing professional 3D modellers to design and build shops to be placed on each street corner within second life.  

We are seeing universities including Princeton and Harvard Law School who are offering online lectures where students can attend for free. We are seeing large companies like Cisco, Microsoft and IBM to name a few who are conducting world wide product releases and presentations to their internal staff within second life, where all employees can make their way there in a virtual world… and the payoffs… it dramatically reducing transportation and travel cost and providing ease of access…. because you don’t need IT support to schedule a web conferencing session…. all you need is an internet connection.

Cisco’s releases Unified Communications Solution for Small Business

Cisco Unified Communications 500 Series for Small Business otherwise known as the ‘UC500’ forms part of the Cisco Smart Business Communications System is due for release this week…

The UC500 is an all-in-one unified communications solution designed specifically for Small Business users, which is defined by Cisco as sub 50 seats and represents Cisco’s entry into this highly diversified market.

This all-in-one solution incorporating call processing, voice mail & automated attendant into a single (1.5RU) appliance represents a paradigm shift from Cisco traditional enterprise approach – requiring that both applications reside on separate appliances – sends a clear message to the market that Cisco is serious about expanding its dominance into the SMB market.

There is no doubt that the UC500 offers Small Business customers the ability to leverage Cisco’s pedigree of VoIP and Unified Messaging and provides small businesses the opportunity to migrate from a legacy PSTN or PBX system to reduce their TCO.

The for techies among you, the UC500 comes in two fixed port configurations… with your choice of 4 PSTN trunks (FXO) or 2 BRI interfaces… in addition both units contain 8 x 10/100PoE switch ports for LAN connectivity, supplying full 15.4w of power to any standards based (802.3af) device including Cisco’s complete range of IP phones… well… except for the Cisco’s Video (7985G) Phone, wireless access point or IP camera and 4 x PSTN (FXS) interfaces supporting analogue phone, a fax machine or point of sale (POS) system and an expansion slot providing additional (2 or 4) PSTN (FXS & FXO) or (2) BRI interfaces.

Both models have the option for an integrated access point to provide basic WLAN (b/g) coverage in a small office space which can be extended using Cisco’s Mobility Express Solution consisting of up to three (3) access points1 (AP521) controlled by a centralised management station (WLC520) and can also be extended to provide presence and mobility via the Cisco Unified CallConnector for Microsoft Office and Unified CallConnector Mobility Server options, both of which can be installed on a standard Microsoft server running MS Pro or Vista.

The UC500 base unit comes preinstalled with Call Processing – Cisco Unified Communications Manager Express (CME 4.1 base), Voice Mail & Automated Attendant – Cisco Unity Express Voice Mail (CUE 2.3 base), Security, firewall, and VPN capabilities and to further simplify the licensing requirements, the UC500 is pre loaded with 8, 16, 32 or 48 feature licenses for Call Processing, voicemail, and Cisco Unified IP phones to eliminate the guesswork from configuration and deployment.2

The only thing which seems strange is the base unit ships with a fixed port configuration, and in order to expand the port density to support the suggested 16, 32 and 48 users the solution will require an additional (1 RU) 8 or 24 port switch (CE520 Series) to provide the additional port requirements and capabilities.

This minor issue aside the UC500 will surely make a solid debut. Cisco has already began planing for the introduction of its new ‘Select’ certification program which is designed to recruit and train a number of SMB focused resellers to take the UC500 to market.Cisco does have many competitors in this space including, Nortel with their BCM 50 and Avaya with their IP Office both of which have been in the market for a while now. Both Nortel and Avaya offer presence (the ability to show user and contact location, availability and phone status) as an option like Cisco, but the question is this something small businesses want or need?

What about mobility or the requirement to route calls to any number of devices including Single Number Reach (SNR) routing calls to cell or home phone when away from the office… and also offering the ability to bridge calls on IP Phone allowing to answer call on cell and switch to IP phone with a single click?

1When utilising the integrated access point only two access points can be added.

2The 8 & 16 port versions are due for release the end of June 2007 with the 32 & 48 port options due for release later this year in August.

Unified Communications defined?

What is Unified Communications (UC)?

Cisco defines Unified Communications as ‘…an architecture that connects people-people and people-applications… simply.’ Anonymous – Cisco

Anoop Gupta, corporate vice president of Microsoft’s Unified Communications group defined Unified Communications as being ‘… personal and intuitive; centered around people and availability; allows users to be in control of communications on any device; is deeply integrated with business processes; leverages infrastructure customers already have; makes it simple to manage communications services; lower the costs; and is standard-based for interoperability.’

UC is often the course of great confusion. If you asked 10 different people to define UC you will get 10 different answers. For those of us who are working in this area the above definitions provide us with a bare bone definition for which we have to flesh out. I would suspect that a relative newcomer to the world of UC would find these definitions utterly useless. So let’s get the ball rolling. How would you define UC… I’ll start…

I use this definition to simplify the concept, applying it to the business case. Remember these guys don’t care about ‘speeds and feeds’. They want to know how this technology can increase productivity and provide their business with a competitive advantage.

UC can be defined as

‘…the office of the future where users are empowered to take control over how they communicate, providing access to the right information and the right person over any device or application the first time…’