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3Com Wireless Partner Program3Com Wireless Partner Program

Wireless Solutions for Untethered Wireless Solutions for Untethered SuccessSuccess

Wireless Product Management

October 2003

3Com Confidential, Subject to Non-Disclosure Restriction

Wireless Reseller Program


3Com Wireless Partner Program Levels

3Com Wireless Preferred—A company designation for reseller partners—The company receives program benefits

3Com Wireless Certified—An individual accreditation from 3Com University—3Com University provides a certificate to the

individual


3Com Wireless Preferred Benefits

Eligibility for a 5% front-end discount on 3Com wireless product purchases

Tiered backend rebate plan providing up to an additional 5% discount based on purchase volume

Free demo kit with Access Point 8750 and Wireless a/b/g PC Card with XJACK® antenna

Priority access to wireless leads through the LeadsDirect system Access to evaluation units Custom communication from 3Com, including a Wireless

Technical Update bulletin


3Com Wireless Preferred Benefits Cont.

Access to wireless marketing toolkits and new product information on the 3Com Partner Access site

Co-op marketing support and lead generation tools through the FastAccess marketing program

Beta site evaluation opportunities


Wireless Preferred Rebate Plan – It Pays to Sell 3Com!

Automatic 5% front end discount given to all Wireless Preferred Partners

Additional Tiered backend rebate plan providing up to 5% additional discount based on purchase volume

— 2% Rebate for 3Com Wireless sales over $25K / qtr




Backend rebates will be paid based on purchase data supplied by Distribution


How to Become a 3Com Wireless Preferred Partner

Step 1:Step 1: Enroll in the 3Com Focus Partner program— http://www.3com.com/partners/index2.html— Preferred partners must be a Focus Partner at Gold or

Silver systems status – OR – present a significant business development plan based on competitive wireless sales that reflect 3Com opportunity

Step 2:Step 2: Complete the on-line Agreement & Business Plan

— http://pa.3com.com/secure/na/secwebdocs.nsf/10/wireless_program_agreement

— Preferred partners must have achieved and should maintain a minimum of $50K/year of 3Com wireless revenue


How to Become a 3Com Wireless Preferred Partner

Step 3:Step 3: Complete Wireless Specialist Certification Course or “Test Out” option

— Preferred partners must have at least one staff member complete and pass the Wireless Specialist Certification course and final exam offered through 3Com University

— A “Test Out” Option is available To “Test Out” one staff member must simply pass the online

Wireless Test. This option is intended for those that are already wireless savvy & technically proficient and do not intend to become 3Com Wireless Certified

— www.3com.com/partners/wireless


Why 3Com Wireless?


Advantages in Partnering with 3Com for Wireless

Complete line of wireless products covers SOHO to large enterprise

Feature-rich, easy-to-use, high-performance products

Long term technology and development resources

3Com quality and value Profitable follow-on opportunities: 3Com

wired, IP telephony, and professional services offers


3Com Offers a Complete Breadth of Wireless Solutions…

Awardwinning WirelessGateway

Enterprise .11a/b/g WLAN Solution with AP 8X00 and XJACK® PC

Cards

Enabling multifunction Ethernet-to-

Wireless Connectivity with the Workgroup

Bridge

11 Mbps Wireless

Building-to-Building Bridge

11 Mbps Wireless LAN Solution with Access Point

8000 and XJACK® PC

Cards

Basic Connectivity

WLANAccess Point


Easy to Install and Manage

Sixty-second setup— No installation required for access point (AP)— Plug it in and the AP is up; clients automatically assigned a valid

IP addresses Power over Ethernet

— Power is supplied over a standard 10BASE-T Ethernet connection via power supply

— Eliminates need to run AC conduit power circuits Clear channel select

— AP scans spectrum to select the best RF channel available Management tool automatically launches web server in the AP

— No need to know the access point IP address Save and load facility

— Configure one device, propagate same configuration to similar devices on network

Reduces Need for IT Support


Wireless Security Assurances

Encryption— WPA Support

128-bit AES Encryption— 128-bit Dynamic Security Link (DSL)

Unique key automatically generated between AP & client each session

Keys done automatically in the background— 40-bit WEP and 128-bit WEP (802.11 compatible)

Standard RC4 40-bit Shared Key Encryption Interoperates with other Wi-Fi™ Products

Authentication— Full standards based support including PEAP, TTLS, TLS, MD5

and Others RADIUS – Only 3Com provides total interoperability: by

supports all RADIUS servers


3Com Wireless LAN Products


3Com Wireless Strategy

Sell unique wireless solutions for each target market’s core value proposition . . .

. . . that are radically simple to use from boththe end user and operator perspective.

Focus on rich features in security, mobility, reliable performance, and management . . .

Allow for operators to be cost efficient and end users to be effortlessly mobile . . .

Provide wireless solutions for multiple markets from small office to enterprise.


3Com Wireless Products

OfficeConnect Products • PC Card• USB Adapter• Access Point• Cable/DSL Gateway Router• Ethernet Client Bridge

Consumer/Small Office Medium Business Large Enterprise

3Com Products

• Access Point 8250• Access Point 8500• Access Point 8750• PC Card with XJACK Antenna• PCI Card• Outdoor Bridges• Building-to-Building Bridges• Workgroup Bridges• Antennas

Complexity

3Com Products

• Access Point 8000• Access Point 8200• Access Point 8500• Access Point 8700• PC Card with XJACK Antenna• PCI Card• Outdoor Bridges• Building-to-Building Bridges• Workgroup Bridges• Antennas


Small Office and Home Office


OfficeConnect Access Points/ Gateways

Model Number IEEE Standards Support Part Number

11b AP 802.11b 3CRWE41196

11g AP 802.11b,802.11g 3CRWE454G72

11b Gateway 802.11b 3CRWE52196

11g Gateway 802.11b, 802.11g 3CRWE554G72


Client Adapters

Model Number IEEE Standard Support

XJACK Antenna Part Number

11b PC Card 802.11b Yes 3CRSHPW196

11b PC Card 802.11b No 3CRSHPW796

11b USB Adapter 802.11b No 3CRSHEW696

11g PC Card 802.11b, 802.11g No 3CRWE154G72


Large and Medium Enterprise


Access Points

Model Number Number of Radio Slots

Default Radio Installed

Modules Available

Part Number

AP8000 1 802.11b NA 3CRWE80096A

AP8200 2 802.11b 802.11a 802.11b 802.11g*

3CRWE820096A

AP8500 2 802.11a 802.11a 802.11b 802.11g*

3CRWE850096A

AP8700 2 802.11a 802.11b 802.11a 802.11b 802.11g*

3CRWE870096A


Next Generation Access Points - Upgrade Kits

Part Number Radio

3CRWEAMOD96A 802.11a

3CRWEBMOD96A 802.11b

3CRWEGMOD96A 802.11g


Client Adapters

Model Number IEEE Standard Support

XJACK Antenna Part Number

11b PC Card 802.11b Yes 3CRWE62092B

11b PCI Card 802.11b No 3CRDW696

11a/b/g PC Card 802.11a 802.11b 802.11g

Yes 3CRPAG175

11a/b/g PCI Card 802.11a 802.11b 802.11g

No 3CRDAG675


3Com Partner ProgramConclusion


Profit with 3Com’s Value Reputation

3Com delivers unparalleled price/performance 3Com’s solutions are known for being easy to

deploy, own, and manage 3Com’s solutions are built to make networking

work for you and your customer (not the other way around)

Committed, expert leader in LAN and WLAN connectivity and technology

Stable Corporate Position

Possible Made Practical


Participate in the 3Com Wireless Partner Program!

Visit www.3com.com/partners/wireless

TODAY!

http://www.3com.com/partners/wireless

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