Switching Competitive Playbook

[Leah Davis]

Introduction

Sales frequently get asked questions about how we compete against HP/3Com, DLink and other switching vendors. Please see links below to a Competitive Switching Playbook and some competitive switching content that you can share externally.

Please be sure to talk to partners about the recent Tolly results. Cisco Systems commissioned Tolly, a testing and research agency, to evaluate several models of the new Cisco Small Business 300 Series of managed switches along with comparable models from D-Link, HP Networking, and NETGEAR. In all, eleven switches were tested. Tolly independently found that the Cisco 300 Series 10/100 and GbE Managed Switches delivered:

• Wire-speed, non-blocking, Layer 2 throughput at all frame sizes tested from 64 to 1518 bytes
• Consistently low latency at all frame sizes
• Best Price/Performance among switches tested
• Most extensive feature set: IPv6, traffic shaping and rate limiting, scope of GUI-based configuration
• Lowest power consumption in 2 of the 3 classes testes, and best-in-class power efficiency overall
• Most extensive set of IPv6 protocol and application support
• Best usability with a simplified user interface delivering both basic and advances capabilities in an intuitive fashion

Sales Resources

300 Series Managed Switches

• 300 Series Managed Switch Datasheet
• 300 Series Managed Switch Overview
• 300 Series Product Comparison
• 300 Series Product Presentation
• 300 Series Pricing and Competitive Presentation
• 300 Series Q&A
• 300 Series Switch Device UI/Emulator
• 300 Series Switch Demo and Demo Videos
• Partner Switch Kit for Small Business
• Enhancements over old SRW switches:

300 Series Switches vs. SRW Switches
Feature		300 Series Switches		SRW Switches
Fanless		11 Models		5 Models
Additional GigE Ports		4 Additional on GigE Models		Standard
Layer 3		Yes		No
IPv6		Yes		No
Management/Configuration		GUI, SNMP, TextView/CLI, CDP,  Smartports, FindIT		GUI, SNMP and Menu CLI
Warranty		Limited Lifetime with Next Business Day advance replacement		5 Years
Localization/Globalization		7 languages –Product, User Interface, Technical Documentation and Support		English Only

200 Series Smart Switches

• 200 Series Smart Switch Datasheet
• 200 Series Smart Switch Overview
• 200 Series Product Comparison
• 200 Series Product Presentation
• 200 Series Quick Sell Guide
• 200 Series Q&A
• 200 Series Sales and Positioning Guide
• Partner Switch Kit for Small Business
• Enhancements over old SLM Switches:

200 Series Switches vs. SLM Switches
Feature		200 Series Switches		SLM Switches
Product Name Change		Yes		N/A
Energy Efficient Technology		Yes		No
Additional GigE ports		2 Additional ports		Standard
IPv6		Yes		No
Management/Configuration		GUI, SNMP, TextView/CLI, CDP,  Smartports, FindIT		GUI, SNMP, and Menu CLI
Warranty		Limited Lifetime		5 Years
Localization/Globalization		7 languages –Product, User Interface, Technical Documentation and Support		English Only

Competitive

• Cisco Small Business Switches Competitive Battlecard: D-Link
• Cisco Small Business Switches Competitive Battlecard: HP
• Cisco Small Business Switches Competitive Battlecard: Netgear
• Cisco Small Business Switches Competitive Battlecard: 3Com
• Small Business Switch Portfolio and HP ProCurve 2520 Competitive Comparison
• Tolly Netgear Competitive Performance Evaluation
• HP ProCurve Competitive Overview
• Mapping: Small Business Switches to HP ProCurve and 3Com
• Partner Switch Kit

Press Reviews

Here is some other recent press:

• CRN: 2011 Channel Champions
  April 2011
  "Cisco finally broke through and won the top Channel Champions award in SMB Networking Hardware."
• PCPro: Cisco Small Business SF300-24P review
  March 2011
  "Strong security measures and plenty of features for the price, but don’t be swayed by Cisco’s Green Ethernet feature."
• eWeek.com: New Switches Don't Cut Corners
  November 2010
  "Cisco's 300 Series switches give small businesses and branch offices a wealth of new choices for creating reliable managed networks."
• NetScanTools: Review of the Cisco SF 300-08 Small Business Switch
  October 2010
  "I highly recommend this switch series ..."

What to Sell?

300 Series Managed Switches

SRW2008P-K9	SG 300-10P 10-port Gigabit PoE Managed Switch
SRW2016-K9	SG 300-20 20-port Gigabit Managed Switch
SRW2024-K9	SG 300-28 28-port Gigabit Managed Switch
SRW2024P-K9	SG 300-28P 28-port Gigabit PoE Managed Switch
SRW224G4-K9	SF 300-24 24-port 10/100 Managed Switch with Gigabit Uplinks
SRW224G4P-K9	SF 300-24P 24-port 10/100 PoE Managed Switch w/Gig Uplinks
SRW2008-K9	SG 300-10 10-port Gigabit Managed Switch
SRW2048-K9	SG 300-52 52-port Gigabit Managed Switch
SRW208-K9	SF 300-08 8-port 10/100 Managed Switch
SRW208MP-K9	SF 302-08MP 8-port 10/100 Max PoE Managed Switch w/Gig Links
SRW208P-K9	SF 302-08P 8-port 10/100 PoE Managed Switch w/Gig Uplinks
SRW248G4-K9	SF 300-48 48-port 10/100 Managed Switch with Gigabit Uplinks
SRW248G4P-K9	SF 300-48P 48-port 10/100 PoE Managed Switch w/Gig Uplinks

200 Series Smart Switches

SLM2016T	SG 200-18 18-port Gigabit Smart Switch
SLM2024PT	SG 200-26P 26-port Gigabit PoE Smart Switch
SLM2024T	SG 200-26 26-port Gigabit Smart Switch
SLM2048PT	SG 200-50P 50-port Gigabit PoE Smart Switch
SLM2048T	SG 200-50 50-port Gigabit Smart Switch
SLM224PT	SF 200-24P 24-Port 10/100 PoE Smart Switch
SLM248PT	SF 200-48P 48-Port 10/100 PoE Smart Switch
SLM2008T	SG 200-08 8-port Gigabit Smart Switch
SLM2008PT	SG 200-08P 8-port Gigabit PoE Smart Switch