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Small & Medium-Sized Businesses

Small & Medium-Sized Businesses. SMB Data Portfolio October 2006. Nortel Confidential Information. Why Nortel SMB Now?. Market Opportunity. Nortel Momentum. New Management team 100% Partner Centric GTM Dedicated resource and plan to target SMBs. Fastest Growing Area

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Small & Medium-Sized Businesses

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  1. Small & Medium-Sized Businesses SMB Data Portfolio October 2006

  2. Nortel Confidential Information

  3. Why Nortel SMB Now? Market Opportunity Nortel Momentum • New Management team • 100% Partner Centric GTM • Dedicated resource and plan to target SMBs • Fastest Growing Area • Convergence adoption ramping up • SMB’s rely on channels to be the “Trusted Advisor” Leading ROI Product Coverage • Nortel offers leading ROI with low up front investment • Ongoing margins provide profitable business model • Nortel Services support model • Total solution coverage - converged voice, data and secure mobility • New SMB portfolio with leading products at right price point • Products designed for SMBs

  4. Nortel Business Series Portfolio

  5. Converged Voice + Applications CONVERGED VOICE PLATFORMS • BCM 50 (Business Communication Manager) • Integrated Applications • IP Router + Firewall + IP VPN Gateway • Unified Messaging • Auto Attendant • Basic Contact Centre • Up to 32 IP Telephones • Up to 12 digital Telephones • BCM 200/400 • Integrated Applications • IP Router + Firewall + IP VPN Gateway • Unified Messaging • Auto Attendant • Interactive Voice Response (IVR) • Professional Contact Centre • Up to 90 IP Phones • Up to 32 digital Phones (BCM 200) • Up to 160 digital Phones (BCM 400) BCM 50 BCM 200 BCM 400

  6. BES100 Managed 10/100 Mbps Ethernet Switches built for SMB 24 or 48 x 10/100 Mbps ports 2 x 10/100/1000 Uplinks 802.3af PoE on half ports Auto MDI/MDIX Auto-sensing on every port Standalone Business Ethernet SwitchBES100 Product Overview

  7. Business Ethernet Switch 100 • What is it ? • A 12 or 24 port 10/100Mpbs standalone Ethernet Switch with a choice of Power over Ethernet (BES110) or non-powered (BES120) • Who will buy it ? • SMB’s looking for a cost effective entry level network switch which supports VoIP and applications • SMB’s/Enterprises looking for a stand-alone switch for a small branch or low cost network edge • Business looking to power IP telephones, wireless access points, security cameras • Who do we compete against ? • HP, 3Com, Cisco • How does it win ? • Competitively priced – untouchable on PoE • Simple to understand, easy to sell • Future proof – VoIP and future application ready • Simple to use, manage and install

  8. Business Access Point 120Enabling employees to be more productive & accessible • Thick Indoor Access Point • Voice Ready • Roaming, QoS and Guest access • 802.11a/b/g/Super A/G • Up to 4 AP’s per network for wide coverage • Target customer – sites with 10 -100 users • Secure • Simple to install and manage

  9. Business Access Point 120 • What is it ? • A Think WLAN Access Point supporting up to 100 users offering secure office mobility • Who will buy it ? • SMB’s looking for secure office WLAN mobility for up to 100 staff and visitors • Business looking to deploy mobile office telephony and applications securely with the Nortel BCM • SMB’s with a high percentage of laptop users and sales people • Who do we compete against ? • HP, 3Com, Cisco, D-Link, Linksys, Netgear • How does it win ? • Enterprise features and SMB prices • Guest access, Roaming, QoS • Up to 4 AP’s work together for rock solid radio coverage • Future proof – VoIP and future application ready • Simple to use, manage and install

  10. ISP Business Secure Router 222 • BCM50 style packaging – smaller size • Secure Business-Broadband Routing and Data Services • Same data services as BCM50, focus on high quality security • Secure Authentication • 802.1x/EAP Security • Firewall • VPN: support of 10 tunnels and IP Sec clients • SIP/H.323 gateway (ALGs) with QoS • Compatible with Nortel Call Servers and IP Phones

  11. Business Secure Router 222 • What is it ? • A VoIP ready router for branch to branch or home/road based remote access Virtual Private Network (VPN) connectivity over the web • Who will buy it ? • SMB’s deploying network applications or VoIP across multiple sites • Business who want to give home or externally based staff secure access to network resources • BCM customers looking to deploy VoIP to remote branches • Who do we compete against ? • 3Com, Cisco • How does it win ? • VoIP ready – works alongside BCM • All in one solution – routing, remote access and firewall • Simple to use, manage and install

  12. 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. • All Web UI’s feature online help

  13. Managing the SMB Portfolio with BEM • Manages all SMB devices for voice, data, security and mobility • FREE • Simple to use • Reduces time and cost for reseller training • Opens up the opportunity for resellers to simply and easily earn services revenue

  14. Business SolutionS Head Office/Large SMB Remote Office/Small SMB BCM200 BCM50 BSR222 PC with Business Element Manager BES220 PoE BES120PoE BAP120 i2004 IP Phone 1140E & 1110 BCM Applications BCM Applications Remote or Home Worker Mobile Office Worker Laptop with Nortel VPN Client. 2050 client and Business Element Manager

  15. BAP120 SMB Data – Plan of Record • Integrated Management with BCM • Simplified VoIP deployment with BCM 1Q2007 2H2006 January August October Nov • Ethernet • Switching Rack Mount FE (10/100) Rack Mount Gigabit (10/100/1000) • BES100 Stand-alone • BES110-24T • BES110-48T • BES120-24-T PWR • BES120-48-T PWR • BES200 Stackable • BES210-24T • BES210-48T • BES220-24-T PWR • BES220-48-T PWR • BES1000 Stand-alone • BES1010-24T • BES1010-48T • BES1020-24-T PWR • BES1020-48-T PWR • WLAN • Mobility Access Points BES50Stand-alone BES50FE-12T PWR BES50FE-24T PWR BES50GE-12T PWR BES50GE-24T PWR • Secure • Broadband • Routing Secure Broadband Router BSR50 BSR222

  16. 2006 SMB Voice/VoIP Roadmap • Converged • Leadership • Q2 2006 • BCM200/400 Migration to Linux OS • Enhanced Simplicity and Ease of Management (BCM50 Values) • New IP Telephony Capabilities: • PVQM, SIP trunks, multi-party conferencing, new IP telset portfolio including IP 2033 and IP KEM, security features, low bandwidth WAN (FRF12) support, SRG 1.5 upgrade BCM 4.0 IP 1120E IP 1140E • Small Site • Convergence • Q3 2006 • Portfolio Simplification • BCM 4.0 Feature Alignment • Globalization architecture / language support • Mobility (IP and Digital) • Integrated ISDN, Analog DID MBM, new IP telset portfolio support including IP 2033 and IP KEM BSR50 BCM50 2.0 IP 1110 Digital / IP Mobility • Survivable • Remote • Gateway • Q3 2006 • Support for Multiple Call Servers • Capacity Increase to 80 IP clients • New IP telset portfolio support including 1100 series, IP 2033, IP KEM and WLAN 2212 • SIP trunk support Secure Broadband Router SRG50 2.0 Conferencing BSR50 IP KEM • Partner Simplicity and Profitability • Leadership Converged Values

  17. SMB Business Partner Activation SMB Business Partnership • Easy registration • Simplified SMB Business Partner Programme • Quick activation • Simple FREE sales training based on SMB Solutions • Regular Technical Bootcamps for quick service readyness • Lucrative Service Opportunities • Value added service to sell directly to your customer • Direct support from Nortel • Access to Nortel programmes Selling SMB Solutions (SPQ) Converged Voice Authorisation Data & Secure Mobility Authorisation SMB Authorisation Tracks Sales Converged Voice (SPQ) Sales Data & Secure Mobility (SPQ) Technical Converged Voice (TPQ) Technical Data & Secure Mobility(TPQ) SMB ServicePak www.nortel.com/accelerate-smbpp Services • SMB ASSURANCE SERVICES • Assurance Pak • Complementary Assurance Services (CAS)

  18. SMB ServicePak • Unlimited Tech Support (24 x 7) 2. Technical Documentation 3. Knowledge Solutions (Primus) 4. Known Issues Tool (Bug Tracker) 5. Download Software Patches Partner Focus 6. Access to Assurance Services

  19. SMB End User Website • Tailored SMB content • Tutorials & Demos • Solutions Finder • Technology Buying Guides • Case Studies • ROI Calculators • Regular Nortel Podcasts www.nortel.com/smb www.nortel.com/podcast

  20. SMB EMEA Partner PortalSales and Marketing Tools • Tailored and Localised • Product/Solutions Info • Marketing Materials • Partner Education • Order Management • Technical Services • SMB Top Stories www.nortel.com/smbwebportal

  21. CONVERGEDVOICE + APPLICATIONS CONVERGEDDATA SECURE MOBILITY SERVICES SERVICES SERVICES Margin Rebate: 0% + 10% + 5% Evolving your BusinessBuilding Blocks Increase sales of end to end solutions with additional margin. BCM50/200/400 IP & Digital Sets BCM Application Licences Business Ethernet Switch Ethernet Switch Ethernet Routing Switch -Business Secure Router Business Access Point Nortel WLAN + IP Handsets Nortel Digital Mobility VPN Router = 15% Open to all SMB Business Partners

  22. GAPS • Government and Public Sector Pricing for Enterprise and SMB • Available to accredited Nortel resellers only - SMB Business Partners, Solutions Partners etc. • Aggressive discount for government bodies and public services market including Government, Healthcare and Education • Not to be combined with Building Blocks or other discount programmmes

  23. Need for Speed Promotion overview • Aggressive Trade in promotion for gigabit switches • Targeted at unmanaged resellers buying through distribution • Back end Rebates on gig-to-the-desk solutions • 3510-24T - $150 • 5510-24T - $250 • 5510-48T - $500 • 5520-24T - $500 • 5520-48T - $1000 • Trade 24 ports to buy 24 ports • Based on 10/100 RJ45 count • 12 or more can be rounded up to 24 • Or $100 rebate on trade in of any odd product • Paperwork is very important • Completely fill the forms • Only E-Forms for claims

  24. Nortel SMB Solution Key Values • A complete end to end data, converged voice, mobility and security portfolio designed from the ground up to work together to address the specific needs to SMB’s • Nortel’s SMB solutions are specifically designed to be easy to deploy and manage with the FREE to download Business Element Manager – an end to end management application. • The Nortel SMB Partner programme offers resellers simple steps to profitability with free sales and technical training plus access to margin increasing programmes such as Nortel Building Blocks – sign up today! • www.nortel.com/accelerate-smbpp

  25. Nortel Confidential Information

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