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Cisco TelePresence Pre-sales Account Manager Training Student Guide Version 4.0

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Page 1: Student Guide PDF (Master)

Cisco TelePresence Pre-sales Account Manager Training

Student Guide Version 4.0

Page 2: Student Guide PDF (Master)

© 2007, Cisco Systems, Inc. All rights Reserved, Cisco Confidential ii

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Course Overview This course has been designed to help generate a deeper awareness of Cisco TelePresence, and provide the sales force knowledge they need to be conversant with their customers at a business, technology and a solution level, including the technical knowledge required to speak intelligently about the technology, and ensure successful customer engagements by educating the sales force and the ATPs on the technical requirements for Cisco TelePresence (i.e. room and network requirements) and procedural guidelines for taking a customer from sale through to implementation.

Target Audience This course is designed in the English language. It is intended as the TelePresence pre-sales training to be provided to the Cisco sales and system engineering personnel.

Course Prerequisite The prerequisite for this course with be QuickStart for Cisco TelePresence. This 2.5-hour online offering creates helps to create initial awareness around the Cisco TelePresence solution for:

Solution Overview: Provides a high-level background of Cisco TelePresence including understanding the concepts of Cisco TelePresence, product / solution offerings and roadmap

Value Proposition: Arms the field, giving them the ability to analyze and understand customers’ problems, how those problems affect overall business, and how Cisco TelePresence solves those problems.

Vertical Markets: Enables learners to profiles potential buyer and segment targets, including functional titles of key decision makers and tactics to address concerns of those customers in purchasing positions.

Go-to-Market Strategy: Clearly defines the field and channel go-to-market strategy that establishes roles and responsibilities, routes to market and sales strategies associated with the field and channels sales team.

Technical Background: Gives learners technical information that includes specific details of product or service function, uses, life, and linkages with other systems or products.

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© 2007, Cisco Systems, Inc. All rights Reserved, Cisco Confidential iv

Competitive Positioning: Highlights characteristics of the Cisco Empowered Branch solutions that differentiate it in the market and how the pricing, message, and model compare with competitor’s offerings.

Service Offerings: Describes key service offerings that are critical to successful implementation of products and technologies to accelerate product absorption and/or ensure ongoing effectiveness of implementation.

Solution Pricing: Gives product pricing information linked to strategies for justifying the product’s cost as well as bundled pricing.

Customer Wins: Arms learners with proof points and success stories to demonstrate the value of a Cisco TelePresence solution. This module contains generalized information on customer feedback as well as direct account customer testimonials, as well as includes sales success stories and best practices.

QuickStart for Cisco TelePresence Enrollment

To enroll into the QuickStart for Cisco TelePresence online course offering, go to URL:

CEC Access: http://glms.cisco.com/ems?ssp=/index/index.saba&siteName=ems&UrlId

=131327

PEC Access: http://cisco.partnerelearning.com/pec/Direct.asp?URL=20202321479395.1893

For additional enrollment information, contact Tony Anderson at [email protected].

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© 2007, Cisco Systems, Inc. All rights reserved. 1-1

© 2007 Cisco Systems, Inc. All rights reserved. 1-1Cisco Confidential

Module 01: Welcome – Cisco TelePresence PreSales ILT for Account Managers

© 2007 Cisco Systems, Inc. All rights reserved. 1-2Cisco Confidential

Agenda

TelePresence Technology and Design Overview

Break – 15 minutes

Competitive Landscape

Order Assurance

Creating a Customer Proposal

Lunch – 75 minutes

The Discovery Process

Business Case for TelePresence

Break – 15 minutes

Sales Process review & CxO Relevancy

Welcome

© 2007 Cisco Systems, Inc. All rights reserved. 1-3Cisco Confidential

Learner Skill and Knowledge

PrerequisiteCisco TelePresence PreSales QuickStart Training

Recommended Training

QuickStart for Cisco Unified Communications

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© 2007, Cisco Systems, Inc. All rights reserved. 1-2

© 2007 Cisco Systems, Inc. All rights reserved. 1-4Cisco Confidential

Introduce Yourself

NameCompanyExperience Selling Cisco TelePresenceHonest thoughts on Cisco TelePresence

15 Minutes

© 2007 Cisco Systems, Inc. All rights reserved. 1-5Cisco Confidential

Class Format

Learners will be divided into teams working together to accomplish class based activities.Activities will focus on idea sharing through exchanging customer comments and feedback.

© 2007 Cisco Systems, Inc. All rights reserved. 1-6Cisco Confidential

Discussion: What Makes TelePresence a Valued Enterprise Solution?

Share examplesIdentify messages to which potential customers respondBuild a picture of what could beGive examples of innovations that are standards today

20 Minutes

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© 2007 Cisco Systems, Inc. All rights reserved. 1-7Cisco Confidential

jocochra cisco.comJoel CochranUS

[email protected] SubramanianAPAC

[email protected] TeixeiraEmerging

[email protected] TsunekawaJapan

[email protected] BergquistEurope

[email protected] LeachCN

[email protected] DemerisUS

Cisco TelePresence Channel Contacts

© 2007 Cisco Systems, Inc. All rights reserved. 1-8Cisco Confidential

CTS Extended Team

Partner enablement responsibility for WW Channels

WW ChannelsSam Fahed

Cisco TelePresence Marketing Lead: Case studies, customer references

Corporate MarketingErica Schroeder

Cisco TelePresence order assurance responsibility

TSBU Amy Rogers

Cisco TelePresence CA responsibility

CAJeff Hayes

Cisco TelePresence Channel responsibility for WW Channels

WW Channels Nancy Zehring

When to ContactRoleName

© 2007 Cisco Systems, Inc. All rights reserved. 1-9Cisco Confidential

Resources

Worldwide ATP Website: http://cisco.partnerelearning.com/pec/Direct.asp?URL

=2016172456585.1564Sales or Demo questions: [email protected] questions: [email protected] questions: [email protected]

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“Being here is being there”

Module 02: Cisco TelePresence Sales Process

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Agenda

Review the Cisco TelePresence value proposition and sales processDiscuss CxO Relevancy

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Awards for Cisco TelePresence

“Best of 2006”One of Only 20 Products Selected

“Innovation Award”Only Six Selected from 100 Entries

“#25 Most innovative Companies”Long known for its M&A chops, Cisco's innovation reputation is gaining ground as it looks to grow in areas beyond networking equipment. For

instance, its Emerging Markets Technology Group has dreamed up “Telepresence,” a high-definition, high-cost videoconferencing system that

puts other such systems to shame.

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Cisco TelePresence VisionGo Anywhere the Network Goes

Cisco TelePresence MeetingVirtual Specialist (Branch)

Virtual Administrator

Work

Play

Remote Classrooms

Learn

TeleMedicineFamily VisitsVirtual Dining

LiveLive

The NetworkAs the

PlatformVirtual Box Seat

© 2007 Cisco Systems, Inc. All rights reserved. 2-5Cisco Confidential ─ Do Not Distribute

Cisco TelePresenceWhat It Is Today—The Cisco TelePresence Meeting

It’s all about the ExperienceEvery participant at table ... life sizeEye contact, audio from person speakingSpeak normal voice levelNo perceivable latency

SimplicityTechnology invisible to the userOne touch calling - As easy as placing a phone call

Network as the PlatformCisco TelePresence leverages the Network as the Platform along with Cisco Unified Communications to deliver Unique, In Person Experiences

© 2007 Cisco Systems, Inc. All rights reserved. 2-6Cisco Confidential ─ Do Not Distribute

Changing the Business Landscape with TelePresence

TelePresence will change business process execution:

Decreased Travel Expense – Immediate cost benefits can be gained from a simple analysis of the hard and soft costs of travelEnhance business productivity – improved productivity and engagement with subject matter expertsProcess Transformation – Improve reach and visibility for business decision making and customer access enables greater business agility.Business Continuity – TelePresence can help maintain business continuity in the face of pandemic threats, national disaster and times of increased travel restrictions

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Customer Segment 1 ProfileSegment 1 Profile:

•Global Enterprise Companies •Vertical-specific: Financial services, Manufacturing, Pharmaceutical, Retail, SP (as Enterprises)

• Quantifiable Attributes:•WW customer base•Distributed theaters of operations – split headquarters, 100+ offices•Large scale investment in network, $1M+ investment in Unified Communications•Available bandwidth, Willing to add bandwidth

© 2007 Cisco Systems, Inc. All rights reserved. 2-8Cisco Confidential ─ Do Not Distribute

FocusProfile

Territory Planning: Profiling AccountsVerticals

Segment

Global

LargeEnterprise

Large/KeyCommercial

$200M revenues

GeographicDistribution,

Multi-site

Distributed Teams

Operational Resiliency

CentralDecision-Making

C-Level Execs

Financial Services

Energy

Pharmaceuticals/Healthcare

InsuranceManufacturing/

High Tech

Retail

Media/Entertainment

Higher EdService Provider

GovernmentIdentify potential customers:Does the customer have high IPC bookings?Does the customer have high bandwidth sites?

Prepare and plan: Use available intelligence to identify key business initiatives

Map out a strategy.

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IT Manager

CxO / Executive

Sales Process: Pre-Order process

Qualify Initial UserApplications

Qualificationand Room

Assessment(step 3)

CxO approval

Demo, Establish

Sales Track

End User(CxO included)

Tie

into

A

pplic

atio

ns

Close Initial systems &

services order

Prequalifylocation, room, + network(step 1 & 2)

Refined Proposal &Bus. Case

Terr

itory

Pla

nnin

g

CxO intro, Valueproposition

HandlingObjections

EngageAccount

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CxO Relevancy

Objectives: Establish the Cisco TelePresence vision at the CxO levelAlign with strategic business initiativesClose for a demo

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Executive - Care Abouts

• Reducing the number of travel days

• Reducing the time away from office & family

• Improved health

• Reducing the number of travel days

• Reducing the time away from office & family

• Improved health

What They Care AboutWhat They Care About

• Reducing travel costs• Building relationships

with the right people at the right time

• Lower stress levels• Increased productivity

• Reducing travel costs• Building relationships

with the right people at the right time

• Lower stress levels• Increased productivity

Board Members

Executive Management

Executive Management

CEOCEO

Managing PartnerManaging Partner

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Finance - Care Abouts

• Reducing travel costs

• Lowering risk and liabilities

• Staying within budget limits & predictable budgets

• Reducing travel costs

• Lowering risk and liabilities

• Staying within budget limits & predictable budgets

What They Care AboutWhat They Care About

• Improved communications with investors & analysts

• Compliance with municipal travel reduction mandates

• Increased productivity

• Improved communications with investors & analysts

• Compliance with municipal travel reduction mandates

• Increased productivity

Accounting

Financial ManagerFinancial Manager

CFOCFO

ControllerController

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Human Resources - Care Abouts

• Reduce time to recruitment & expenses

• Improve quality of new hires

• Creating a ‘green’work place

• Reduce time to recruitment & expenses

• Improve quality of new hires

• Creating a ‘green’work place

What They Care AboutWhat They Care About

• Reduce time to train new hires

• Lower expenses for on-going training

• Manage issues of disagreement more quickly & amicably

• Reduce time to train new hires

• Lower expenses for on-going training

• Manage issues of disagreement more quickly & amicably

Training

Director of Training

Director of Training

V.P. Human Resources

V.P. Human Resources

Director of Human Capital

Director of Human Capital

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Operations - Care Abouts

• Reduce recruitment time

• Improve quality of new hires

• Reduce recruitment expenses

• Reduce recruitment time

• Improve quality of new hires

• Reduce recruitment expenses

What They Care AboutWhat They Care About

• Reduce time to train new hires

• Lower expenses for on-going training

• Manage issues of disagreement more quickly & amicably

• Reduce time to train new hires

• Lower expenses for on-going training

• Manage issues of disagreement more quickly & amicably

Plant Manager

Director of OperationsDirector of Operations

COOCOO

V.P. ofSupply Chain

V.P. ofSupply Chain

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Marketing - Care Abouts

• Improve customer satisfaction ratings

• Increase productivity with artists & vendors

• Increasing customer touches

• Improve customer satisfaction ratings

• Increase productivity with artists & vendors

• Increasing customer touches

What They Care AboutWhat They Care About

• Ability to offer ‘platinum’ amenities to preferred customers

• Demonstrate to customers & the press their organization’s technology savvy

• Ability to offer ‘platinum’ amenities to preferred customers

• Demonstrate to customers & the press their organization’s technology savvy

MarketingManager

Director of Corporate

Communication

Director of Corporate

Communication

CMOCMO

V.P. ofPublic Relations

V.P. ofPublic Relations

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Sales - Care Abouts

• Develop more & better quality presentations and demonstrations

• Ability to respond ‘on-demand’ to customers

• Develop more & better quality presentations and demonstrations

• Ability to respond ‘on-demand’ to customers

What They Care AboutWhat They Care About

• Reduce travel time & turn into selling time

• Reduce days out of field for training

• Ability to offer ‘platinum’ amenities to preferred customers

• Reduce travel time & turn into selling time

• Reduce days out of field for training

• Ability to offer ‘platinum’ amenities to preferred customers

SalesManager

Director of Product or Service

Business Unit

Director of Product or Service

Business Unit

CSOCSO

V.P. Sales & MarketingV.P. Sales

& Marketing

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Activity

Learners will break into teams to discuss the following:1. Questions from CxO’s: For “Top of Mind for CxO’s”, collaborate with

team members to identify the answers to CxO; questions that you feel have the most effectiveness.

2. Questions for CxO’s: For “Top Questions to Ask”, role play possible/past CxO answers. Then brainstorm on follow-up statements to address possible concerns.

Groups will present their findings and defend their answers.1. Groups will present their answers. Answers will be addressed for their

effectiveness.

15 Minutes

© 2007 Cisco Systems, Inc. All rights reserved. 2-18Cisco Confidential ─ Do Not Distribute

Cisco TelePresence DemoObjectives:

Ensure the experience!Cover key demo components:

– Purpose built solution– Overview of the solution functions– Engineer the Ah-ha! moment

Explore key business applications:– Identify one or two applications– Select first two sites to support the application

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Q & A

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Module 03: The Business CaseFor Cisco TelePresence

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Agenda

Business benefitsEconomic impact on Cisco operationsBusiness-use scenarios, vertical-market impact

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Transforming In-Person Interactions

Num

ber o

f Int

erac

tions

Today Future

In-Person Interactions

TelePresence Interactions

Productivity

New Business Models

Reed’s Law:

The utility of a network for multipoint communication evolves exponentially with the number of participants.

Source: Cisco IBSG, 2006

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Sales: increased customer contact; reduced sales cycle

Marketing: accelerated content development

Product Development: reduced development cycle

Manufacturing: improved supply-chain integration

Professional Services: more consulting time

HR: reduced hiring cycle resulting from remote job interviews

Reduced travel for internal and external meetings

Reallocate travel to critical customer meetings

Positive environmental impact, reduced emissions

Facilitates work-life integration, workplace flexibility

Reduced travel “downtime”

Increased “in-person” interactions

Improved access to busy executives

Ready access to SMEs

Enhanced communication and decision making

Increased face time with customers

Effective crisis management

Emergency executive meetings

Improved communication and decision making

Areas of Value for Cisco TelePresenceBusiness Continuity

New Business Models

Employee Productivity

Travel Reduction

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REVENUE OPERATING EXPENSES

Remote job inter-views compress hiring cycle, reduce cost of turnover

Hiring Costs

Reduce support costs through global shared service centers

Support Costs

Vendor and Supplier Costs

Internal Project Costs

Executive and Employee Productivity

Time savings for executives, knowledge workers, and SMEs

Reduce vendor and supply-chain costs with third-party collaboration

Avoid internal project delays, reduce project cycle time

Reduce time-to-market for new products and services

New Product Revenue

Sales Pipeline

Lead Generation

Expand lead generation through increased customer contact

Improve sales pipeline conversion rate

Sales force Productivity

Improve time to productivity for new sales hires

Reduce business travel expenses

Travel Expenses

RISK

Effective crisis managementImprove communication with global offices, R&D centers, etc. Reduce risk of critical downtime, asset impairment

Business Continuity

Compliance with Environmental Regulations

Meet environmental emissions-compliance standardsImprove overall environmental care

The Impact of Cisco TelePresence on Key Financial Drivers

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1. Reduce noncritical travel

2. Cut travel-related downtime

3. Increase sales-closure rates

4. Reduce sales-cycle time

5. Improve service effectiveness of technical-assistance engineers

Top 5 Value Drivers of TelePresence for Cisco

Business Continuity

New Business Models

Employee Productivity

Travel Reduction

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Cisco TelePresence Will Deliver Significant Financial Benefits for Cisco

Source: Cisco IBSG, 2006

* Data is based on present value of free cash flows over a three-year period.

Additional Benefits ($192M)

$49MSales-cycle reduction

(2% reduction)

$93MImproved

sales success rate

(2% increase)

+ +$29M

Executive & employee

productivity+

$42MTravel-Expense Reduction(5.5% Travel Substitution)

$201MTOTAL*

$33MCisco TelePresence Investment (110 Rooms)

$21MCA Services

cost avoidance

Cisco-wide

Cisco Sales

CA

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$201MInvestment - $33 Million

19% equipment20% Internal Resources23% outside services & room

readiness (install , support & new/re-configure room)

4% logistics/shipping34% Circuits/WAN Upgrade

(global Cisco Offices)

Cisco TelePresence Deployment New Business Model Delivers Strategic Value

Changing the way we Work, Live, Play & Learn

Improving Sales Success Rate+ $93 Million2% Increase

Reducing Sales Cycle

+ $49 Million2% Decrease

Travel Savings

- $42 Million5% Decrease

Executive & Employee Productivity Gains

+ $29 Million

Cost AvoidanceIn Services

$21 Million

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Cisco on Cisco TelePresence Overview85 Cisco TelePresence

in major cities globally

US/Canada: 37 CTS 3000, 22 CTS 1000APAC/Japan: 12 CTS 3000, 2 CTS 1000Europe: 7 CTS 3000, 5 CTS 1000

Overall average utilization is 44% (~ 53% in the past 4 weeks and target is 40% based on 10 hours a day)

Target: 110 by July 2007

9,023 TelePresence meetings scheduled to date.

2,732 meeting with customers to discuss Cisco Technology over TelePresence188 with deal ID

1,214 Meetings avoided travel by using Cisco TelePresence saving Cisco ~$9.30M to date

Change the way we Work, Live, Play & Learn

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A New Channel for Employee, Partner, and Customer Interaction

Meeting participants are geographically distributed and costly to assemble in person.Distributed Participants

Meeting participants include diverse ethnicities, national cultures, and/or languages.Multicultural Participants

Nonverbal communication is important to the decision or relationship. Situation may involve uncertainty or ambiguity.

Context Is Important

Information to be shared is complex, multifunctional, quantitative, or qualitative.Complex Information to Share

Decision or action has large impact to organization, customers, or shareholders.High-Value Decision

Decision or action is very time-sensitive.Short Timeframe to Act

Little or no substitute for decision maker or expert (e.g., CxO or SME).Concentrated Expertise

Situations Ideally Suited for Cisco TelePresence

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Cisco TelePresence in Healthcare

Provides new access model for healthcare and a new market for retailers, healthcare providers, and service providersEnables remote, doctor-to-patient, and doctor-to-doctor consultationsEnables tele-health capabilities in the enterprise, commercial, and home marketsMakes experts available to patients visiting in-store healthcare clinicsFacilitates in-store consultations with remote pharmacologists or specialists (e.g. allergist)Delivers specialized classes conducted by remote experts

Source: Cisco IBSG, 2006

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Cisco TelePresence in Financial ServicesNew markets/new geographies ─ immediate

scaling of financial institution “footprint”Retail banking ─ customized customer

interactions on products and services—expert in every branch

Commercial banking ─ create on-demand products for corporate treasurers, tax/finance groups

Private banking ─ access to expertise on taxes, estate planning, complex financial products, asset management

M&A and IPO underwriting ─ multipoint conferencing with distributed parties—lawyers, syndicate banks, corporate clients

Sales & trading ─ real-time, interactive, “in-person” collaboration among trading desks, enabling better execution across geographies

Source: Cisco IBSG, 2006

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Activity: Market Segment Business Case

Learners will break into teams to brainstorm on proving the business case for the following sectors:

Groups will present their findings and defend their answers.

25 Minutes

Service ProvidersPublic Sector

RetailManufacturingEndpoint 2Endpoint 1

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Cisco TelePresence in Retail & CPG

In-store, lifelike access to experts on home improvement, pharmaceuticals, electronics, and other products/servicesRetail product design, development: communications between design centers and merchandising executivesReal-time retail product sourcingRetail/supplier business reviewsTelePresence hosting services at hotels/airports/conference centersA new model for conducting customer focus groupsCollaboration with advertising firms

Source: Cisco IBSG, 2006

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Cisco TelePresence in Public SectorState and country agencies ─ Coordination of

multistate or multicountry agencies and associations

Emergency operations ─ Emergency response, particularly mobile command centers

Education ─ linking scarce teaching specialists to remote schools

Virtual town halls ─ extend reach of elected officials to constituents

Justice system ─ video arraignments, depositionsPolice ─ virtual concierge in stations to improve

customer serviceIntelligence centers ─ observe nonverbal

communication during intelligence-gathering sessions

Military ─ direct communications among allied forces

Source: Cisco IBSG, 2006

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Energy & oil– Links platforms offshore and in remote

areas with experts onshore– Connects remote workers with other

colleagues, improving employee satisfaction

Auto & industrial systems– Use as part of collaborative R&D

(most car manufacturers have dispersed design centers)

– Helps industrial systems companies provide advanced service and support

All manufacturing– Links senior executive decision makers

in global operations

Cisco TelePresence in Manufacturing

Source: Cisco IBSG, 2006

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Cisco TelePresence for Service Providers

Enables SPs to create new revenue streams by offering innovative services to enterprise, small/medium-sized business, and consumer marketsImproves customer intimacy─SPs can increase “in-person” interactions with large corporate accounts Increases internal productivity─allows large service providers to link their regional operations

Source: Cisco IBSG, 2006

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Q & A

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© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1US&C FE

Denise LageBusiness Development Mgr.-TSBU

Module 4: The Discovery Phase

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2US&C FE

Module Highlights

The Discovery Phase

Navigating through a Multi-Theatre Opportunity

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3US&C FE

The Discovery Phase

Now that your customer has said they are interested…what do you do next?Discuss the following with your customer:

What are their current business issues?What problems are they experiencing as a result of

those business issues?Let’s introduce some additional problems that they may

or may not be experiencing?•i.e. Time to train new employees, disparate offices, time to bring products to market

What’s the potential impact if they do nothing?

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The Discovery Phase

Do they have an overall Video Strategy? If so, you’ll need to better understand their expectations.

What solutions are they considering?What about Unified Communications? •Do they have a Cisco Communications Manager today?•Do they have plans to migrate to IPT?

Does your customer require Managed Services?

Which locations will you deploy TelePresence?

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5US&C FE

Pre-Qualification Discussion“Identifying if your customer is ready to deploy TelePresence”

Do you have rooms that meet the physical dimensions?

In the identified rooms, approximately what percentage of the room has glass walls or windows?

Are there any non-Cisco switches in the LAN at the proposed Cisco TelePresence locations?

Are there any non-Cisco routers in the WAN path between the proposed Cisco TelePresence locations?

Is the Customer willing to remediate the room to make it CTS qualified?

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6US&C FE

What is a Multi-Theatre Engagement?When a customer wants to purchase Cisco TelePresence Endpoints that are being installed in multiple Cisco theatres (i.e. US/CN; Europe; Emerging; Japan and Asia Pacific)

So far over 50% of all purchases and higher for active proposals

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Cisco Multi-Theatre Definitions

Primary ATPCustomer selects - Primary ATP has headquarters relationship with customer

Secondary ATPSecondary ATP fulfills in country room logistics in agreement with Primary ATP

TelePresence ATP 2 Tier ModelAllowing the Primary partner to source product through a Secondary ATP

Value Added Tax (VAT)An indirect tax that is levied on goods or services rather then individuals (paid by consumers in the form of higher prices)

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8US&C FE

What does this mean from the customer perspective?

Customer may want to issue a single Purchase Order for all endpoints, installation and support.Customer may want to issue local purchase orders in country to recover VAT and taxes.Customer may want a lead ATP partner to act as the single point of contact for the entire Cisco TelePresence deployment & project managementCustomer may want to bundle network and SLA’s with the purchase order for a single point of contact

Customer may want …….

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9US&C FE

Multi-theater Deals…Before Proposal:Talk to your customer ….. before you give a proposal you need to establish

Where are the endpoints going to be located?What are the local logistics in each country? Do you know if there are customs duties, local taxes and VAT’s?Does the customer want to issue a single PO? Multiple PO’s?Is the customer willing to pay international uplifts for single PO deployments?Is the customer willing to work with in country ATP partners?

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More questions…Before Proposal

Does the customer want global project management?Are the rooms established and have they been checked for readiness? Is there local country power requirements?Does the customer want a managed service?Is the customer purchasing Cisco PDI services –if so, as a single SOW engagement form Cisco or on an endpoint by endpoint basisFor Essential Operate Services – single consolidated purchase or per endpoint?

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11US&C FE

Why is VAT important to the customer?Financial Implications

Value Added Tax (VAT)Unlike a retail sales tax, VAT is charged & collected at each stage of the production process - not only on the final sale.VAT is refundable to end customer w/invoice from in-country supplierMost countries outside of the U.S. require VAT - Rates vary from 5-25%Overall cost to one customer on TelePresence Product can be significant and warrants working with a local ATP

Know the implications per endpoint - make sure you talk with your customer about how they expect “YOU”to handle

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12US&C FE

Options for Multi-Theatre EngagementsSingle PO From Customer

Primary ATP –Works with customer on proposal including international endpoints. Global project management, international uplifts, services, taxes (including customs tax and duties) and logistics should be considered in the proposal–Takes single customer PO–Issues PO to Cisco for endpoints within authorized theatre–Issues PO to Secondary ATP partner in theatre of endpoint installation. Secondary partner places order with Cisco

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Example Multi-Theatre EngagementsSingle PO From Customer

US Customer

Japan Account

Team

EuropeAccount

Team

Europe

Channel Team

JapanChannel

Team

USAccount

Team

Primary ATPUS

Secondary ATP

Japan

Secondary ATP

Europe

USChannel

Team

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14US&C FE

Options for Multi-Theatre EngagementsMultiple PO From Customer

Primary ATP –Works with customer on proposal including international endpoints. Global project management, services, taxes & logistics should be considered in the proposal–Takes customer PO for local endpoints + services, global project management,& global services. Primary ATP places order with Cisco

Secondary ATP –Takes customer PO in theatre of endpoint installation for endpoint + local services. Secondary partner places order with Cisco

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15US&C FE

Example Multi-Theatre EngagementsMultiple PO From Customer

US 3 Site Deal

EuropeAccount

Team

BrazilAccount

Team

EuropeChannel Team

EmergingChannel

Team

USAccount

Team

USChannel

Team

Primary ATPUS

Secondary ATP

Europe

Secondary ATP

Brazil

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© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16US&C FE

In SummaryGet actively engaged early with any TelePresence opportunityASK your customer about how they want to procure Cisco TelePresence and international logisticsIf a DSA is involved make sure it has been approved internationally by all Cisco teamsGet the channel teams involved and let them help with international partner connectionsBe very specific when asking a Secondary ATP to work on a customer opportunityAs a Secondary ATP understand the dynamics of the opportunity and ask questions

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17US&C FE

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Module 05: Cisco TelePresence Customer Proposal

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Customer Proposal Considerations

All Cisco TelePresence customer proposals should consider the following seven main items:1.Cisco TelePresence Systems (Required)

2.Cisco TelePresence Application Solutions (Optional)3.Cisco Unified Communications Manager (Required)4.Cisco TelePresence Peripherals (Optional)5.Professional Services (Required)6.Managed Services (Optional)7.Support Services (Required)

– Cisco Essential Operate Services for CTS products

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Cisco TelePresence Systems

CTS-3000

CTS-1000How many endpoints in the first order?

-CTS3000, CTS1000 or mixCountries of endpoint installation?Is bandwidth available?

-Who is the carrier for each location?-MPLS, Point-to-Point, etc.?

Is this a multi theatre opportunity?-Pricing considerations in other countries?

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Cisco TelePresence Application Solutions

Is there a need for scheduling integration?-Does the customer desire integration with Microsoft Exchange

for Calendar & scheduling?Is there a desire for manageability of TelePresence endpointsIs there a requirement for point to point and/or multi-point TelePresence Meetings

-Does the customer plan on integrating with Legacy VC systems in the future or will this just be a TelePresence Virtual Meeting Environment?

-Does the customer currently use Cisco Unified MeetingPlace & desire to integrate Cisco TelePresence with MeetingPlace?

CTS-MAN 1.0 – Cisco TelePresence ManagerCTS-CTMS-1.0 – Cisco TelePresence Multi-switchCUCT – Cisco Unified Conferencing for TelePresence

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Cisco Unified Communications Manager

Cisco Unified Communications Manager 5.0(4)a (min.)Cisco Unified Communications Manager Server (MCS)Cisco Unified Communications Manager Device License UnitsCisco ISR Voice Gateways

Is this a Cisco Unified Communications customer?-How many servers are currently in CUCM cluster?-Is customer running minimum of CUCM 5.0(4)a in Cluster?-What version of MCS servers currently make up existing

cluster? (i.e. 3rd Party brand, Cisco Branded HP or IBM MCS)Does customer currently have enough DLUs in cluster available to support TelePresence endpoints

-11 DLUs per CTS endpoint regardless of type (3000 & 1000)If the customer is using 3rd Party PBX, do they require integration & PSTN access from the TelePresence endpoints to leverage single Dialplan?

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Cisco TelePresence Peripherals

Auto Collaborate–WolfVision Document Camera

Is the customer interested in the WolfVision Document Camera?Is the partner a WolfVision partner – if not is an arrangement in place with a WolfVision partner for procurement and installation.In-ceiling installation is required for the document camera.Is the customer willing to pull electricity in the ceiling?

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Professional ServicesRoom Readiness Assessment (RRA) Plan, Design, Implement (NRA)InstallationProject Management

Is this a first CTS customer opportunity?-If yes, include Cisco Advanced Services

Are multiple theatres/countries involved?-If yes, include country logistics and taxes

Are multiple ATP’s going to be engaged?Are rooms available and ready for CTS installation?Are Cisco TelePresence Peripherals involved (i.e. Document Camera)?Is Multipoint part of project scope?

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 4-8

Managed Services

Cisco Select Operate Services

Does the customer have existing video equipment that is covered under a managed service?Is there an expectation that Cisco TelePresence will be supported under a managed service?Is there a “Concierge” component to the customer expectations?Is there a requirement above the Cisco Select Operate Service offering?

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Support Services

Cisco Essential Operate Services– Cisco TelePresence Endpoint Services– Cisco TelePresence Manager Services– Cisco Unified Communications Manager Services

Does the customer have an existing Operate service contract?Does the customer want to extend this contract to cover the Cisco TelePresence Operate service?

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Summary

1.Required components:

–Cisco TelePresence Systems–Cisco Unified Communications Manager –Professional Services–Support Services - Cisco Essential Operate Services for CTS products

2.Optional Considerations:

–Cisco TelePresence Software Solutions–Cisco TelePresence Peripherals–Managed Services

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 4-11

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Module 06:Cisco TelePresence Order Assurance Program

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TelePresence Order Assurance ProgramPurpose

Ensure Customer Readiness Prevent CAP casesControl Logistics

Who manages the Order Assurance Program?TelePresence Systems Business Unit Alias: [email protected]

Does every TelePresence product go through this process?Yes, all products in Cisco TelePresence Systems (CTS) family go through the

Order Assurance processSpecific caveats exist based on Endpoint type and multipoint products

How does this process affect Customer Satisfaction?Performing extensive network and room assessments uncovers any remediation

needs BEFORE the product is shippedBy controlling the timing of when product is shipped, we give our customers time to

prepare to receive the product

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Three Stages of Order Assurance1.Pre-Qualification Review

Room and network preliminary assessmentsUncovers remediation issues Performed by Account Team and/or ATP

2.Readiness Assessment Room and network actual measurementsValidates that initial remediation has been done and secures confidence for successful experiencePerformed by ATP (with Cisco AS on first deal)

3.CTX CertificationCisco TelePresence Experience Certification (CTX)Performed by Cisco TSBU Engineers

Important: CTS-1000 does not require RRA and will not have CTX performed

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Pre-Qualification Review

PurposeUncover remediation needs early allowing the customer time to respond

Room Specifics: Do the dimensions meet minimum requirements? Is there independent HVAC systems in the room?Is there sufficient 20Amp power in the room?How will any issues be remediated?

Network Specifics:Does the path between the sites meet the minimum BW, Latency and Jitter

requirements?Is the path infrastructure based on Cisco product?Does the infrastructure require upgrades to support TelePresence?

Logistic Specifics:Does the customer have ample storage and staging space to unpack and inventory

shipment?Does customer have sufficient access along path between receiving dock and

TelePresence room?Are there special security considerations that must be met for delivery?

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 6-5

CTS-3000 Shipping Pallets

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CTS-1000 Shipping Pallets

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Readiness Assessments

PurposeValidation of remediation resulting from Pre-Qualification Stage

Room Readiness Assessment (RRA)Do the luminescence readings fall within the min/max thresholds?Does the audible feedback test result in acceptable thresholds?Is there sufficient power in the room for the endpoint type?How will any issues be remediated?

Network Path Assessment (NPA)Does the end-to-end path test prove sufficient BW, Latency, and Jitter thresholds?Is the network ready to be configured for QoS queues?Is the Cisco Unified Communications infrastructure ready for TelePresence

integration?Has the test uncovered any significant unanticipated anomalies?

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 6-8

CTX Certification

PurposeValidation of Cisco TelePresence Experience Quality

The Quality TestDo the luminescence readings fall within the min/max thresholds?Does the audible feedback test result in acceptable thresholds?Does the end-to-end call result in crisp video and audio?Are calls easily initiated and ended?Do the rooms show continuity on color, ambiance, and table alignment?

What happens if a room doesn’t pass CTX?Further remediation will be required CTX will be performed again after remediation

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 6-9

Cisco TelePresence Order AssuranceWhat Who Purpose

Room Readiness Assessment (RRA)

Approved ATP (w/CA on first order)

Detailed light and sound meter test.Used to validate that remediation has been done as a result of prequal.

Order Submitted By Approved ATP

Professional Services Approved ATP Complete installation of room and network equipment;Customer Acceptance

CTX Certification Cisco TSBUCTS-3000 OnlyFinal validation of Cisco TelePresence Experience Quality

Pre-Qualification In-Depth

Determines readiness of customer room and network. Results supply customer data to support remediation requirements.

Cisco Acct Team and/or ATP

NPH Released

Detailed network path assessment.Used to validate that remediation has been done as a result of prequal

Approved ATP (w/CA on first order)

Network Path Assessment (NPA)

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Order Assurance Best Practices

Complete the prequalification documents BEFORE booking order!– Helps develop remediation plan that may result in significant up-

charges for customer– Deployment site addresses are critical to provide Premium Operate

Services– Solidifies the scope of the entire deal and its complexities

Order product with separate ship sets. This allows the product to be released as the customer room passes. Order Cisco AS Services on a separate order from product.Teach customer the multi-theater ordering practice used at Cisco. – Issue separate POs per site that is outside Theater of order.

Contact [email protected] with any questions about this process.

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 6-11

Q & A

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Module 07: Competitive Landscape

“Every seat is First Class"

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Outline

Cisco Competitive Differentiators

Polycom

HP Halo

Tandberg

Teliris

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Cisco TelePresence Competitive Differentiators Summary

ExperienceExperienceSpatial AudioAlways Life-sizeSimplicityOne Virtual Meeting Room

QualityQualityAudio QualityTrue HD @ 1080P

MultipointMultipointCost per SegmentLife-sizeCapacityCentralized ImplementationSimplicity

IntegrationIntegrationNetwork as a platformEase of UC IntegrationEase of ImplementationTime to InstallScalability & B2B

ReliabilityReliabilityCisco BrandNetwork Engineering Expertise

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Outline

Cisco Competitive DifferentiatorsPolycom RPXHP HaloTandbergTeliris

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Polycom RPX 408

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Polycom RPX 400 Series/Destiny Conferencing/MedPresence

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Key Features /1

Screen– 16’x42” high-resolution screens with four rear projectors.– Large, integrated, contoured, and almost seamless video walls– Response: Rear Projection does not provide vivid pictures

The modular “room-within-a-room” solution – No permits & relocatable.– Response: Higher construction cost. Unnatural feeling.

Whereas CTS is also easily relocatable.RPX suites are compatible with legacy Polycom’s standards-based VSX 8000 codec platform.Polycom customers can connect to Destiny (2nd largest installed base after Teliris).

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 7-8

Key Features /2

Can seat 28 participants in an effective classroom setting (for universities and corporate training).– Response: Looses eye contact in larger rooms. Theatre layout

is not meant for executive meetings. Unnatural setting ruins the meeting experience

The only large-capacity classroom solution on the market.Ability to project whiteboarding, VHS or DVDs.Includes the RPX Video Network Operations Centers (VNOC)– Concierge-level service – Call management– Remote monitoring– Response: No Automated meeting scheduling.

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 7-9

Weaknesses

Lack of a HD codec solution:– HD version recent announced in Jan 2007 without details– Grainy effect due to smoothing out the lack of details

Eye contact problems in the larger 400 series.Audience closest to the center has much better approximation of eye contact than the left and right of screen.Lower audio quality @ 22 kHzNo Automated meeting scheduling.Polycom’s channel to market for RPX remains under construction, particularly in Europe.High room-in-room construction cost

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Polycom RPX: Strategy & Tactics

Polycom’s GTM strategy for RPX is likely to focus on:RPX’s adherence to industry standardsInteroperability

Legacy video conferencing system Protect current investment

RPX’s ability to participate in multipoint meetings using industry-standard video bridgesPolycom’s strength in the conferencing and collaboration channelsFull range of meeting solutions covering 4 to 28 participantsMulti-purpose room provides better usability

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 7-11

Competitive Response

Effective Meeting from True TelePresence ExperiencePolycom’s grainy images? Cisco offers true HD qualityCisco’s spatial audio sounds like being in the same roomNo technology to learn. As simple as using Cisco IP PhonePolycom’s foreign feeling? Cisco’s solution feels like being present in the same conventional meeting room

Integration to CiscoEasy Unified Communication integrationTop network preparation, planning and supportLower room costScalability & flexible B2B

Cisco Multipoint – 36 segments @ life size

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential ─ Do Not Distribute 7-12

Outline

Cisco Competitive DifferentiatorsPolycomHP HaloTandbergTeliris

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Competitors can also Help Validate the Market Space

HP Halo has already sold over 50 units

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14

Key Features /1

Halo Video Exchange Network (HVEN) High-bandwidth, Full-duplexNo-perceived delay connection experience between HP Halo studios.Remote diagnostics, calibration, ongoing service and repair24x7 concierge service

Halo is a turnkey HP managed service– requires dedicated stand-alone fiber network.

Response:– Requires new connections to a shared network– Security concern– Unable to scale– Cisco knows it all when it comes to networking

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 15

Key Features /2Enhanced multipoint capabilities

Enable three or four-point connectionsBetween HP Halo studios around the globe.Response: One of Halo’s weakness (see next slide)

The connection of up to four studiosOnly a few clicks of the mouseAlmost instantly brings a global team to the same table to work eye-to-eye in real-time to accelerate decision-making and project development.Response: 1 – 2 min to launch a call

Data CollaborationEasily share documents and data Play full motion video (w/o audio)Mounted above the displays.

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WeaknessesRequires dedicated, proprietary network (HVEN)

Can’t integrate to existing network or manage internallyPrivacy and security concernsLimits expansion into Executive Homes (if ever possible)

Video QualityCaptured only at 480i then upscale to 720p (not HD)Not life-size, comes with smaller screen

High bandwidth consumption45Mbs network link required for low quality video

Requires building permits to create facilityLack of flexibility in designsNon-MCU based Multipoint without “TelePresence experience”

Zoomed out more and looses eye contactLimited to 16 participantsRequire fully meshed implementation with extra bandwidth consumptionRequires upgrade

1 – 2 min to setup each call (consider time wasted in a multipoint call)

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 17

HP Halo: Strategy & TacticsHP is currently selling direct Targeting the highest level executives at the largest companies.The messaging strategy

ExperienceProductivity gainTravel avoidance

The focusAway from the technology Away from videoconferencing

Halo represents a systems integration business.HP – Tandberg Alliance

Tandberg to join HVENPossible interoperability integration

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 18

Competitive Response

HP’s message strategyNot life-size no HD?HP Halo might only be comparable to high end videoconferencing.Cisco’s delivers true first class TelePresence experience

HP’s focusCisco has unmatched simplicity

OverallHVEN is a costly implementation with lack of security and scalability.Cisco provides easy integration to unified communication solution.Cisco’s vision is productivity gain from simplicity and effective communications which HP Halo is lack of.

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Outline

Cisco Competitive DifferentiatorsPolycomHP HaloTandbergTeliris

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Tandberg Experia

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 21

Strengths

Seems to be more flexible in utilizing existing room environments

Supports encryption

Uses existing network

Wireless touch-panel control

One touch dialing

Response: Not only those, Cisco provides many more strengths including high quality HD experience and a thorough Unified Communication solution.

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Weaknesses

Only 720p, not life-size Not TelePresence

Not an end-to-end solution, with any monitoring or SLA commitments

Not an immersive environmentThey will make compromises in the room environment for “good enough” solution which they call “adaptive” not “immersive”.

Non-MCU based Multipoint solutionRequires fully meshed setup with high bandwidth consumption at all sitesNot able to scale as the TelePresence network growsLimited to 4 sites

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Tandberg Experia: Strategy & Tactics

Provides a comprehensive visual collaboration product line stretching across a broad range of price points.Develops solutions based on a single hardware and software platform.Maintains strict adherence to standards (H.323, SIP, etc).Maintains interoperability throughout the product line.Provides innovative, “Tandberg-only” and “Tandberg-first” features.Provides additional value when used in Tandberg-centric environments that include the company’s border controller, extensive management system, streaming solutions, etc.Joined HVEN, possible integration/interoperability and B2B with Halo customers

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 24

Competitive Response

ExperienceTelePresence is a first class applicationCisco is a First Class solution, like its all other solutions

MultipointCisco provides life-size multipoint experience up to 36 screens in the same meeting. Another first class from Cisco.

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Outline

Cisco Competitive DifferentiatorsPolycomHP HaloTandbergTeliris

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Teliris VirtuaLive 360

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Integration of existing H.323/H.264 Video Conferencing Systems.The VirtuaLive™ Presentation System allows meeting participants to bring a presentation on their laptop and plug it into a cable provided in the conference room table and display a presentation in all locations. Teliris solutions use a network transport facility known as InfiNET. Allows scheduled, adhoc and support desk lunched calls.Cost-effective add-on solution to existing meeting rooms like CiscoMPEG based video and audio encodingData Collaboration supports up to 1600x1200 and others including DVDRemote system monitoring and diagnostics plus live operator on-screen support

Key Features

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Strengths

Exceptional ease of use

Integration flexibility

High quality, full-duplex audio

High quality video images with tight lip-sync

Extremely low latency/delay

Strong eye contact

Carrier-grade reliability

Response: Cisco TelePresence is all of above

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 29

Weaknesses

Complex user interface

Company not capable of global support and service

Will not scale to B2B

Simple network management

Complex AV integration – not designed as a complete system

A newly established small company with too diverse focus

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 30

Teliris VirtuaLive: Strategy & TacticsFlexibility

Allows high degree of customer flexibility. Almost everything within the system can be modified by request.

ReliabilityThe company’s VNOC’s proactively monitors the system closely.

InnovationTeliris has proven willingness to shun the norm in order to reach the

next level.

Customer hand-holdingAggressive customer training/management programEnsures the customers enjoy the best possible ROI.

Cost effectivenessTeliris declares to be both “technically and fiscally deployable”.

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Competitive Response

Cisco Unified CommunicationUsing Cisco network as the platform.Easy integration to Cisco Unified Communication solutionCisco’s solid networking expertise ensure the platform is well maintained in every aspect.Cisco’s UC provides scalability and easy B2B integration

Cisco SupportHTTS – 24x7 High Touch responsive expert level supportAS – Expert level training/planning/provisioning/auditing

Cisco Brand

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Cisco TelePresenceSolution Technical Overview

TSBU Technical MarketingMay, 2007

2© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min)Cisco TelePresence Interoperability Strategy (5min)

3© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceIcon Overview

Cisco TelePresenceSystem Codec

(CTS)

Cisco UnifiedCommunications

Manager(CUCM)

Cisco TelePresenceManager

(CTS-Manager)

Cisco CatalystSwitch

Cisco TelePresenceMultipoint Switch

(CTMS)

Cisco TelePresenceSystem 1000(CTS-1000)

Cisco TelePresenceSystem 3000(CTS-3000)

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4© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceA Key Part of Cisco’s Vision for Video Convergence

Video Telephony Cisco TelePresence

Digital Media Management

Physical Security

• Unified Communications

• Network as the PlatformVideo Convergence

5© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceRedefining How People Communicate

6© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceRedefining How People Communicate

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7© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Displays

A New and Innovative PhilosophyThe Cisco TelePresence Meeting

Camera

Microphones

Codec

Environmentals

Furniture

More than 60% of communication is non-verbal

Existing collaborative technologies don’t adequately replace a face-to-face meeting experience

Experience the meeting, not the technology

Life size, high-definition, eye contact, discern body language

Natural, multi-channel, full-duplex, spatial audio

It’s all about the Experience

25 Patents: Video, Audio, Network Integration, User Experience

Innovative, fully integrated system – leverage Unified Communications and the Network as the Platform

Why TelePresence? Cisco TelePresenceDesign Principles

Cisco Built from the Ground Up!

8© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cis

co T

eleP

rese

nce

Solu

tion

Network as the Platform

Management & Scheduling

Multipoint Collaboration

TelePresence Systems

Cisco TelePresenceeXperience

• Cisco TelePresence B2B Connectivity

• Quality of Service• NAT / Firewall Traversal

• Cisco TelePresence System Manager

• Unified Operations Manager• Remote Operate Services

• Multipoint Switching• Unified Conferencing• MeetingPlace / Webex

integration

• Group and Executive• Auto Collaborate Peripherals• Integrated voice and data

• Room and NetworkReadiness assessments

• Planning and design services• CTX Verification

Cisco TelePresenceA Complete End-to-End Solution

SBC

9© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

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10© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence CTS-3000

12 participants at the virtual table

Native 1080p cameras and 65” plasma displays

Wideband microphones and speakers

Cisco Unified IP Phone 7970G

Auto-Collaborate

Audio Add-In

11© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence CTS-1000

4 participants at the virtual table

Native 1080p camera and 65” plasma display

Wideband microphone and speaker

Cisco Unified IP Phone 7970G

Auto Collaborate

Audio Add-In

12© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Codec

• Runs embedded Linux on compact flash• Leverages Cisco Unified Communications

Manager• Built on open standards

• CDP and 802.1Q for VLAN assignment

• 802.1p and DSCP for QoS• HTTP configuration and firmware

downloads• SSH, HTTPs, and SNMPv2/3 for

administration• SIP signaling• Video: H.264 @ 1080p or 720p• Audio: AAC-LD and G.711• XML for making/terminating

scheduled and ad hoc calls• Auto Collaboration for data sharing• Audio Add-In for audio only participants

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13© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceVideo

CamerasNative 1080p resolutionSmall form factorClustered design for enhanced eye contactPurpose built by Cisco –managed by the CTS codec

Displays65” Plasma technologyNative 1080p resolutionLife size - two people per screenPurpose built by Cisco –managed by the CTS codec

14© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAudio

MicrophonesDiscrete audio by table segmentMulti-channel spatial audio with echo cancellationAAC-LD audio codecG.711 for audio add-in4 audio channels per systemCell phone (GSM/GRPS) static elimination

SpeakersDesigned to properly reproduce human speechMounted under each 65” plasma display to provide the feeling that the sound is emanating from the person speaking (spatiality)

15© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceUser Interface

Cisco Unified IP Phone 7970G provided as part of systemProvides the user interface to the CTS – touch screen

Features:Ad hoc (manual) callsSystem speed dials“One Button to Push” call launch for scheduled meetingsConference/Join used to add audio participants to a TelePresence meeting (a.k.a. Audio Add-In)

XML

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16© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAudio Add-in

Audio add-in allows any CTS endpoint to add an audio only participant or audio bridge into a TelePresence meeting

Envoked using Conf/Join softkeyon 7970G IP Phone

Uses 4th (auxiliary) audio channel using G.711 codec

Audio Add-in

or

17© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAuto Collaborate

Auto Collaborate enables you to share graphics from a laptop or objects via a document camera

No configuration (Plug and Play)

Images automatically displayed for all sites in the meeting

Last device activated takes control

Uses 4th (auxiliary) video channel– H.264 video codec– Resolution 1024x768 @ 60Hz– 5 frames per second

Auto Collaborate

18© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAuto CollaborateInputs

Laptop connected via VGA cable (provided)WolfVision Document Camera (optional)

VZ-C12 Ceiling Mounted (CTS-3000)VZ-9Plus Desktop (CTS-1000)

OutputsHD Projector mounted under table (provided with CTS-3000 and fully managed by CTS codec)LCD display for CTS-1000 (optional)

NEC LCD1770NX (17-inch)NEC LCD2070NX (20-inch)NEC LCD4010BK (40-inch)

CTS-3000 CTS-1000

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19© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAdministrative Interface

Web based (HTTPs) or CLI based (SSH) administration

System configuration

Real time call and network statistics

Real time status of system peripherals

System logs

SNMP v3 support

20© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Configuration and Upgrades

CTS endpoints are configured and administered through CUCM

CTS endpoints receive their configuration and firmware updates automatically from CUCM

System speed dials provisioned via CUCM

From CUCM’s view CTS is just like any other (SIP) phone

21© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Resolution and Motion Handling

CTS codec supports 1080p and 720pThree motion handling settings within each resolution: Good, Better, BestFlexibility for deploying systems in sites with bandwidth constraintsCodec automatically steps down from Best Motion to Good Motion when network congestion occurs

Part of CUCM Administrationfor each CTS

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22© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

A/C

Phone and Primary Codec both reside on the Voice VLANPrimary Codec passes CDP and 802.1Q/p between the phone and network. Switch sees two CDP Neighbors. QoS trust is extended through the codec to the phone

Example:Console(config)#interface Gigabit 0/16 Console(config-if)#switchport mode access Console(config-if)#switchport access vlan 261Console(config-if)#switchport voice vlan 262Console(config-if)#spanning-tree portfastConsole(config-if)#mls qos trust {dscp | cos}

7970 Codec Switch

CDP802.1Q/p

CDP802.1Q/p

Cisco TelePresence SystemNetwork Connectivity

POE

Phone and cameras receive Power over Ethernet (802.3af) from codec

23© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco 7970GIP Phone

Access-EdgeSwitch

Cisco UnifiedCallManager

CiscoTelePresence

Manager

CDP CDPCDP

TFTPHTTP on port 6970

SIP

SIP

XML

No 802.1Q VLAN tagTagged with 802.1Q ID of Voice VLAN

Shared Line

802.3af

LAN /WAN

DHCPDHCP

XML

TelePresencePrimary Codec

Cisco TelePresence CTS Network Protocol Interaction

24© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

XML “ANSWER”

7970Cisco UnifiedCallManager

XML “DIAL”SIP “INVITE”

Signaling

Media

SIP “200 OK”

7970

SIP “INVITE”

SIP “200 OK”

RTP Media (audio + video)

Note: Signaling has been simplified for the purpose of this slide. There are many other XML and SIP messages which are not shown.

Cisco TelePresence CTS Media Path

XML “RING”

PrimaryCodec

PrimaryCodec

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25© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

LAN/WAN

Cisco TelePresence CTS-3000 Connectivity

Gig EthernetEthernet + PoECamera VideoDisplay VideoSpeaker AudioMicrophone Audio

26© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

LAN/WAN

Cisco TelePresence CTS-1000 Connectivity

Gig EthernetEthernet + PoECamera VideoDisplay VideoSpeaker AudioMicrophone Audio

27© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresencePrimary Codec Connections

DVI In (from laptop)

Auxiliary Microphone and Speaker not enabled in current release (for future use)

Line in (from laptop)

Document Camera In

(CTS-3000)or LCD Out (CTS-1000)

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28© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceVideo Flow CTS-3000

Max 4 Video StreamsCenter, Left and Right Camera = 3 Video streamsData Video = 1 Video stream

Each Camera stream is sent to the corresponding DisplayData Video stream is sent to the Projector HDMI OutputAll Video Streams share 1 common RTP Connection

CTS 2CTS 1

VideoRTP Connection

29© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAudio Flow CTS-3000

Max 4 AAC-LD Audio StreamsCenter, Left and Right microphone = 3 streamsLine in and Audio Add-in = 1 streamSystem audio sent to corresponding speakerLine In Split and Played out all speakersAll Audio Streams share 1 common RTP Connection

CTS 1 (In) CTS 2 (Out)

AudioRTP Connection

30© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceVideo Flow CTS-1000

Max 2 Video StreamsCenter Camera = 1 Video streamsData Video = 1 Video stream

Camera stream is sent to the DisplayData Video stream is sent to the LCD HDMI OutletBoth Video streams share 1 common RTP Connection

CTS 2CTS 1

VideoRTP Connection

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31© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAudio Flow CTS-1000

Max 4 AAC-LD Audio Streams Center microphone = 1 streamLine In and Audio Add-in = 1 streamSystem and Line In Audio mixed and played out single CTS-1000 speakerAll Audio Streams share 1 common RTP Connection

CTS 1 (In) CTS 2 (Out)

AudioRTP Connection

32© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceCTS-3000 to CTS-1000

CTS-1000 appears on center display of CTS-3000

CTS-3000 transmits active segment to CTS-1000

Video is switched based on active speaker/segment

CTS-1000 hears all segments of CTS-3000 (CTS-3000 transmits all four audio channels to CTS-1000)

CTS-1000CTS-3000

CC

LL

R R

CCL

LR

R

33© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAudio Flow CTS-3000 to CTS-1000

Max 4 mixed audio streams Mixed audio played out single CTS-1000 speakerAll Audio Streams share 1 common RTP Connection

CTS 3000 (In) CTS 1000

(Out)

AudioRTP Connection

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34© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

35© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence requires a dedicated, enclosed spaceProper dimensionsWall, ceiling, flooring materialsColor, texture and continuityLightingHeating, Ventilation and Air Conditioning

Cisco TelePresence Systems are designed to be installed in existing conference rooms with no construction permits requiredCisco Account Team will assist the customer in selecting and pre-qualifying the rooms they wish to install TelePresence inCisco TelePresence-Certified Advanced Technology Partners (ATPs) will perform a detailed Room Readiness Assessment (RRA) prior to installation to ensure that the room meets the required specifications and to establish base-line lighting and acoustic measurements

Cisco TelePresence Room RequirementsIntroduction

36© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsRoom Dimensions: CTS-3000 (Metric)

Room Dimensions:Minimum: 4.57m x 6.1m x 2.44mRecommended:5.8m x 6.7m x 3.05m

Maximum:7.01m x 9.45m x 3.66m

Table provided as integrated part of systemChairs provided by customer

3.07m

1.52m

76.2mm”

5.48m

6.1m

4.57m

Acceptable door and window locationsNetwork and power receptacle locations

Recommended Door location

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37© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsRoom Dimensions: CTS-3000 (Standard)

Room Dimensions:Minimum: 15’ x 20’ x 8’Recommended:19’ x 22’ x 9’

Maximum:23’ x 31’ x 10’

Table provided as integrated part of systemChairs provided by customer

10.07'

5'

3"”

18'

20'

15'

Acceptable door and window locationsNetwork and power receptacle locations

Recommended Door location

38© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsRoom Dimensions: CTS-1000 (Metric)

Room Dimensions:Minimum:4.27m x 2.44m x 2.44mRecommended:4.88m x 3.66m x 3.05mMaximum:6.1m x 6.1m x 3.66m

Table provided by customer1.22m x 1.83m x 78cmRectangular shapedLow-gloss finish

Chairs provided by customer

1.549m

2.6m

1.22 x 1.83m

2.44m

4.27m

1.52m

.22m

Acceptable Door and Window locationNetwork and Power Receptacle location

39© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsRoom Dimensions: CTS-1000 (Standard)

Room Dimensions:Minimum:14’ x 8’ x 8’Recommended:16’ x 12’ x 9’Maximum:20’ x 20’ x 10’

Table provided by customer4’ x 6’ x 30”Rectangular shapedLow-gloss finish

Chairs provided by customer

5’1”

8.5

1.22 x 1.83m

8’

14’

5’

9”

Acceptable Door and Window locationNetwork and Power Receptacle location

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40© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsDoor and Window Location

•Windows need to be treated to control lighting and acoustical properties

•Doors and windows should preferably be located out of camera view while providing convenient access to the room for participants

• No wall should be more than 20% glass

Acceptable door and window locationsNetwork and power receptacle locations

Recommended Door location

41© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsWall, Door and Floor Materials

What type of materials are the walls, doors and floor made of?

• Drywall is acceptable with acoustic ceilings of 8’ – 10’ (2.44 - 3.05m) height

• Cinder block, Glass, Brick and alike walls may need treatment

• Is the floor carpeted? Marble, Wood, Tile, and alike hard surface flooring may need treatment

• Plenum flooring and other raised flooring require special consideration

• IIC Rating of 60 or better

42© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceAcoustics

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43© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsAcoustics – Room Isolation

Rooms should be isolated from other environments and not allow more than 20-30dB of sound transmit through walls. 40-60 STC and IIC recommended

• WallsSound Transmission Class (STC)Drywall, Cinderblock, Brick, Glass, other?Do walls extend to structural deck? Insulation between rooms?

• Floor and CeilingImpact Insulation Class (IIC)Multi-floor construction? Raised or Plenum floors?

HVAC noise should not be greater than 42dB at diffuser.

36dB and lower recommended

44© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsAcoustics - Sound Quality & Reverberation

Noise Reduction Coefficient (NRC) Absorption of sound

Reverberation should not exceed 500 milliseconds and is ideal at 150 – 300ms across all frequencies (125Hz-4kHz)

• WallsPainted Drywall & Fabric Panels recommended. Wood, brick, block or similar may required remediation

• FloorsCarpet is highly recommended Marble, wood, & tile are highly sound reflective

• Ceiling Acoustic tiles with high sound absorption rating highly recommended

45© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsCeiling Materials

• What type of ceiling tiles are used?

• Without tiles the ceiling is too sound reflective causing high reverberation!

• Acoustical tiles with .70+ NRC rating preferred

• Noise Floor 36dB A-Weighted

• Noise Floor 56dB C-Weighted

• HVAC Diffuser NC30

NRC = .65 NRC = .65

NRC = .60 NRC = .65

NRC = .70 NRC = .90

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46© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceIllumination

47© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Proper lighting is critical to the experience!

• 300-400 lux of well dispersed, ambient light throughout the room

• Fluorescent bulbs, indirect fixtures, highly recommended

• Electronic ballasts required!

Cisco TelePresence Room RequirementsLight Sources and Fixtures

48© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsLight Sources and Fixtures

• There are lighting options. If ceiling height is 9’ or greater, pendant lights are best solution for even coverage

• Bulb temperature must be:

• 4000-4100 Kelvin• 82 CRI

Proper lighting is critical to the experience!

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49© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

• What type of light fixtures are in the room?

• 300-400 Lux of well dispersed ambient light.

• Indirect fluorescents and fixtures highly recommended

• Electronic ballasts required!• Pendant style fixtures centered

over the table or indirect recessed panels evenly dispersed are recommended

• Bulb temperature • 4000/4100 Kelvin• 82 CRI

•Note other sources of light (i.e. windows, skylights, etc.)

Recommended

Not Recommended

Cisco TelePresence Room RequirementsLight Sources and Fixtures

50© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

If windows exist, are there curtains or blinds to block out natural light from the room?

• Curtains should completely block out all light

• Windows into hallways or other rooms may cause distractions to the experience (i.e. people peering in through the windows)

Cisco TelePresence Room RequirementsLight Sources and Fixtures

51© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceContinuity

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52© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsVisible Wall Space – Continuity

• Customer should paint walls to provide optimal flesh tone depiction. Cisco will provide a palette of approved colors to choose.

• The back wall (behind participants) should be clear of busy patterns and provide a surface that is similar in all locations

• Remediation is not covered in the cost of the CTS Endpoint or Services

• Cisco may provide a Reference Sale list of Vendors for common solutions

53© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

What objects are located on / in front of the back wall?

Certain items can help add a dimension of depth (e.g. adornments on the walls, plants in the corner of the room)

Other items can be distracting and take away from the overall experience(e.g. windows, reflective surfaces such as dry-erase boards)

Cisco TelePresence Room RequirementsVisible Wall Space – Continuity

54© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Recommended colors. Please contact Cisco for additional recommendations

Benjamin Moore Colors*

Exterior Window Treatments Interior Window Treatments

* Color accuracy varies based on monitor and printer settings

Cisco TelePresence Room RequirementsVisible Wall Space – Continuity

Huntington Beige

Fairmont Gold

Classic CaramelCork Peach

Brandy

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55© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceFacilities

56© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

HVAC Supply and Return locations are critical!A separate climate zone is recommended for each room

• Total Heat OutputCTS 3000 = 20,478 BTU/hr.CTS 1000 = 6,210 BTU/hr.

Cisco TelePresence Room RequirementsHVAC

• Return registers must be placed above the monitors to effectively displace hot air

• Supply registers must be placed behind the participants, not directly above them

HVAC noise should not be greater than 42dB at diffuser Return Supply

57© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsPower Requirements CTS 3000

Appropriate number of dedicated power circuits must be located on the wall behind the equipment

Standard Required Power120volts – 4 dedicated 20Amp circuits240volts – 4 dedicated 10Amp circuits

Recommended, optional 5th

receptacle to control lighting façade:- Switched at wall near door for convenience- Inline with current ceiling lights

Current lighting circuit must support additional:120V - 3Amps240V - 1.5Amps

Please note that some commercial lighting requires 277V.PDU shipped with CTS 3000 supports 120V – 240V.Additional power management may be required to this receptacle.

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58© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

1Projector221Lighting

6Table Legs

111Codecs

111Displays4321Circuit

Cisco TelePresence Room RequirementsPower Distribution Per Circuit CTS 3000

Required Circuitsx 4

1ProjectorLighting

6Table legs

111Codecs

111Displays4321Circuit

Optional 5th receptacle supporting 3 Amps w/ ceiling lights

5

5

CTS PDU

CTS PDU

59© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Room RequirementsEthernet Connectivity Requirements

Appropriate number of dedicated Gigabit Ethernet jacks must be located on the wall behind the equipment

• CTS-3000 requires seven Gigabit Ethernet ports (RJ-45 UTP)

• 1 for Primary codec• 6 for participants

• CTS-1000 requires 3 Gigabit Ethernet ports (RJ-45 UTP)

• 1 for Primary codec• 2 for participants • Ethernet switch should be located

outside of the room (i.e. in the appropriate IDF closet)

60© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

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61© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Simple to Use

Cisco TelePresence ManagerScheduling and Management Simplicity

User Experience

Room SchedulingEnterprise Groupware

Automated Call Launch“One Button to Push” Concierge

Services

Reporting BillingAdministration

Cisco TelePresence

Manager

CTMMicrosoftExchange

Unified CallManager

UnifiedOperationsManager

LotusDomino

MultipointScheduling

62© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Similar in design to Cisco Unified CallManager 5.0:Runs on Cisco MCS–7800 Series Media Convergence ServersRuns Cisco Linux Voice OS platform. Installed via Platform Configuration

DVD or comes pre-installed from factoryCLI interface accessible via SSH or local keyboard/monitor/console portsWeb-based (HTTPs) interface for administration and monitoringSNMP v3 and CDP support for managing the serverSystem Requirements:– Cisco MCS-7835-H1/H2 Server – Customer provided Microsoft

Active Directory 2000 or 2003 and Microsoft Exchange 2003

– Cisco Unified CallManager 5.1or greater

– Easy to deploy and configure: • no intrusive Active Directory or

Exchange schema extensions• No client-side Outlook plugins

to install

Cisco TelePresence ManagerIntroduction

63© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

CTM “discovers” meeting rooms by interrogating Cisco Unified CallManager via AXL/SOAPCTM “discovers” Exchange mailboxes by interrogating Active Directory via LDAP, then logs into Exchange using WebDAV

Lotus Domino/Notes support in future release

CTM monitors mailboxes for each room and accepts or rejects meeting requestsCTM pushes meeting schedules to the Codec using XMLCodec pushes meeting schedules to the Cisco Unified IP Phone 7970GOne button to push call launch

Active Directory

Exchange

Cisco TelePresence

Manager

Codec

Cisco Unified CallManager

LDAP

WebDAVAXL/SOAP

AXL/SOAP

Cisco TelePresence ManagerProtocol Interaction

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64© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

CTM discoversand monitorsendpoints inCCM via AXL/SOAP and JTAPI

7970 Codec CCM CTM Exchange User

User schedulesmeeting in Outlook

CTM readsevent in mailbox (via WEBDAV)

CTM pushesXML content to Primary CodecPrimary Codec

pushes XML content to Phone in room

User now has a“single button topush” to join themeeting

CTM discovers rooms in LDAP and logs into Exchange mailboxes via WEBDAV

Cisco TelePresence SystemSite to Site Meeting Example

CTM Sends Meeting confirmationTo User

65© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

7970 CTS-Manager Exchange User

User schedulesmeeting in OutlookCTS-Man. reads

event in mailbox

CTS-Man. pushesXML content to primary Codec

Primary Codecpushes XML content to Phone in room

User now has a“Single Button toPush” to join themeeting

Cisco TelePresence Multipoint Meeting Example

CTS-Man. Sends meeting confirmationto User

Codec CTMS

CTS-Man. sends Meeting Details to CTMS

Checks for availableCTMS resources and geographical location

66© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Geographical Selection

San JoseGMT - 8

CTS-Manager

DallasGMT - 6

New YorkGMT - 5

Multipoint meeting requested:San Jose, Seattle, Dallas, and New York

SJ: GMT -8SE: GMT -8DA: GMT -6NY: GMT -5Av. GMT -6.75

System selection

1

2

3 Check for availableresources

CTMS closest to mean GMT is selected

?OK

4 Meeting scheduledsuccessfully

Note: If no resources are available in Dallas the next closest CTMS isselected (San Jose)

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67© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min) Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

68© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Native 1080p Video Switching

Extremely low-latency

Site and segment-based switching modes

Groupware-based scheduling of multipoint meetings

Integrated with Cisco TelePresence Manager

Call launch automated with “one button to push”

Cisco TelePresence MultipointIntroduction

Toronto

Los Angeles LondonNew York

69© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Switch (CTMS)Software based SolutionIntegrated and Managed by CTS-ManagerTelePresence Support OnlyVery Low Latency <20ms

Cisco Unified Conferencing for TelePresence (CUCT)Hardware based solutionExtension of current Unified Video Conferencing and MeetingPlace offeringsSupport for multiple video formats Low Latency <50ms

Cisco TelePresence MultipointPlatforms

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Cisco TelePresence MultipointCTMS System Features

• Designed for Cisco TelePresence• Integrated with Cisco TelePresence Manager• Scheduled and non-scheduled meeting support• Site and Segment Switching• Supports up to 36 table segments (12 CTS-

3000’s or 36 CTS-1000’s)• 1080p & 720p Video and Audio Switching• QoS (DSCP marking)• Flow Control (video switch instructs endpoints

not to send video for inactive segments)• System Requirements

• CTS version 1.1.1• CTS-Manager 1.1

71© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint CTMS Components

CTMS– Video and Audio Switching– Non-Scheduled Meeting Man.

CTS-Manager–Meeting Scheduling– “One Button to Push” Dialing– Resource and Location Management – Scheduled Meeting Man.– Required for Scheduled meetings

Cisco TelePresence Multipoint Switch(CTMS)

Cisco TelePresence Manager(CTS-Manager)

72© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence MultipointCUCT System Features

• Hardware based Appliance• Scheduled meeting support• Voice Activated Switching• Site and Segment Switching• Supports up to 36 table segments (12 CTS-

3000’s or 36 CTS-1000’s)• Video switching 1080p, 720p & 480p • Auto Cascading• QoS (DSCP marking)• System Requirements

• CTS version 1.1.1• CTS-Manager 1.2

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Cisco TelePresence Multipoint CUCT Components

MCU– Video and Audio switching– Non-Scheduled Meeting Man.

CUCT–Meeting Scheduling– Resource and Location Management – Meeting Management– Required Component

CTS-Manager–“One Button to Push” Dialing

Multipoint Control Unit(MCU)

Cisco TelePresence Manager(CTS-Manager)

Cisco Unified Conferencing for TelePresence (CUCT)

74© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Active site

Cisco TelePresence Multipoint Site Switching CTS-3000

Video from the entireactive site is displayedto all other sites, and tableposition is always maintained

Site becomes active site

Active site views last active sitesvideo

Previously Active Site

75© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Segment Switching CTS-3000

Segments switched independently.Active segments video is displayedin its respective position on allCTS-3000’s in the conference

Segment goesactive

Previously active segmentremains displayed for theactive segment

Site 1 Site 2

Site 3

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Cisco TelePresence MultipointDeployment Considerations

Bandwidth required to support multipoint

Physical placement of multipoint devicesCentralizedDistributed

Latency consideration

Loss & Jitter considerations

What meeting types will be supported

77© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

QoS-Enabled WAN

CTMS

San Jose New York

Cisco TelePresence MultipointBandwidth Considerations

London

Tokyo

* Bandwidth examples based on 1080p

60Mbps

15Mbps

15Mbps45Mbps15Mbps

Each CTS dials into the Cisco TelePresence Multipoint System

15Mbps

78© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Flow Control (CTMS Only)

CC

LL

R R

CC

LL

R R

CC

LL

R R

Meeting begins - all CTS SystemsTransmit video and audio

CTS - 1

CTS - 2

CTS - 3

Stop sending video Left, right & center

Audio Only

Video and Audio

Video and Audio

Active Site

Active Site

No Flow Control:2.5Mbps per table segment (avg.)9 – table segments22.5 Mbps total bandwidth

With Flow Control:2.5Mbps per table segment (avg.)6 – table segments15.2 Mbps total bandwidth

Active segmentsidentified

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QoS-Enabled WAN

CTMS

San Jose New York

Cisco TelePresence MultipointLatency Considerations

London

Tokyo

* Latency numbers based on Cisco’sinternal Network and may differ for customersbased on service provider network paths used

53ms

85ms31ms

Remember to calculate end-to-end, including CTMS induced latency

10ms

Worst case latency Tokyo to London is 148ms

80© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Physical Location

Small deployments with less than six CTS endpoints

Centralize the multipoint device to minimize latency

San Jose

New York

London

New York

San JoseParis

AmsterdamHong Kong Tokyo

Large dispersed deployments

Regionally deploy Multipoint devices

CTS-Manager or CUCT required for geographical meeting placement

Centralized

Distributed

81© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Latency Example (Centralized)

Multipoint services Located in New York

Latency 87ms between San Jose and London

Multipoint services centrally located between San Jose and London

Recommended Centralized Deployment

37ms

31ms<20ms

San Jose New York

London

Recommended Deployment

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Cisco TelePresence Multipoint Latency Example (Centralized)

Multipoint services not centrally located adding an additional 48ms latency

135ms for the same meeting with multipoint services located in San Jose

Not a recommended deployment

31ms<20ms

San Jose New York

London

85msNot a

Recommended Deployment

83© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Latency Example (Distributed)

177ms latency between Honk Kong and Paris

Multipoint devices are regionalized to manage latency

CTS-Manager or CUCT server provide the ability to manage meeting placement

74ms84ms

<20ms

New York San Jose

Paris

AmsterdamHong Kong Tokyo

54ms

Correct MeetingPlacement

84© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence MultipointLatency Example (Distributed)

220ms for the same meeting if multipoint services in New York are used

220ms is outside the end-to-end latency target for a multipoint meeting

104ms84ms

New York San Jose

Paris

AmsterdamHong Kong Tokyo

97ms

<20ms

Incorrect Meeting

Placement

31ms

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Cisco TelePresence Multipoint Meeting Types Supported

Non-Scheduled– CTMS only

Scheduled – Requires CTS-Manager for CTMS– CUCM

Mixed Non-Scheduled and Scheduled– CTMS only

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Cisco TelePresence MultipointNon-Scheduled Meetings

Only Supported with CTMS

Non-Scheduled “only” meetings recommended in Centralized deployment only

Not recommended for Distributed deployment

No “One Button to Push” dialing

No multipoint resource management (first come first server)

87© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Multipoint Scheduled Meetings

Supported by CTMS and CUCT

Scheduled only meeting environment supported in both centralized and distributed deployments

CTS-Manager required for CTMS deployments

Multipoint resource management

“One Button to Push” dialing

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Cisco TelePresence Multipoint Mixed Mode (Non-Scheduled and Scheduled)

Only supported with CTMS

Mixed meeting environment supported for both Centralized and Distributed deployments

Resource management for scheduled meetings only

Recommendation for large environments is to deploy separate Scheduled and Non-Scheduled resources

“One Button to Push” available for Scheduled Meetings

89© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence MultipointMultipoint Summary

Choose the appropriate platform for your environment

Analyze the placement of multipoint device(s) based on– Bandwidth– Latency

Provision the appropriate bandwidth to sites supporting multipoint

Choose the meeting types supported in your network

90© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

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Cisco TelePresence Cisco Unified Communications Manager (CUCM)

CUCM Release 5.1(1) or later required

CUCM view a CTS just like a Cisco Unified SIP IP Phone

– Automated configuration and firmwaredistribution

– Advanced call routing and Call Admission Control (CAC)

– Management, Call Detail Recording (CDR)

CTS-Manager integrates with CUCM via AXL/SOAP and CTI/QBE providing

– Device and call status

Cisco TelePresence Multipoint integrates with CUCM via SIP trunk

Cisco Unified SIP IP Phone 7970G providing:– Simple user interface “It’s as easy as making a phone call”

92© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence CUCM – CTS Communication

Gig Ethernet

SIPEthernet + POE

CUCM sees primary codec as a SIP endpoint

Secondary codecs are invisible to the network and to CUCM

Cisco Unified IP Phone 7970 runs SIP (not SCCP)

Primary codec and IP Phone share a line appearance

Cisco Unified CallManager

Cisco Unified IP Phone 7970G

Cisco TelePresenceSystem

93© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceCUCM Integration – Multipoint Configuration

Cisco TelePresence Multipoint communicates with CUCM via a SIP Trunk

Multipoint Device

CUCM Configuration:–Configure a UDP-only SIP Trunk Security Profile – CTMS 1.0 only supports UDP

–Configure a SIP Trunk

–Configure a Route Pattern

CTMS Configuration:–Configure Access Number range to match CUCM Route Pattern

–Configure IP addresses of all CUCM servers

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Cisco TelePresenceCisco TelePresence Manager

CTS-Manager communicates with CUCM via AXL/SOAP and JTAPI

CUCM Configuration:

Create an Application User with the following privileges–AXL API Access

–CTI Monitoring

–Serviceability Access

–Standard CCM Admin Access

–Associate CTS devices

CTS-Manager Configuration:

Configure the IP address of the CUCM node that runs the AXL Web and CTI Manager services

–Must be the same node

95© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceCUCM Cluster Requirements and Recommendations

Requirements:Cisco TelePresence requires CUCM version 5.1.1 or later

Cisco TelePresence has unique bandwidth and QoS requirements –but CUCM cannot differentiate between a TelePresence call and a regular Video Telephony call (to CUCM they’re both “video calls”)

All CTS systems must be registered to the same CUCM cluster because CTS-Manager can only integrate with a single CUCM cluster

Conditions:

CUCM 5.1(1) or later?

No other Video Telephony apps deployed?

×More than one CUCM cluster?

Recommendation:

Use existing CUCM cluster

Conditions:

CUCM 5.1(1) or later?

No other Video Telephony apps deployed?

More than one CUCM cluster?

Recommendation:

Pick one of your CUCM clusters and use it for all TelePresence systems globally

Conditions:

× CUCM 5.1(1) or later?

× No other Video Telephony apps deployed?

× More than one CUCM cluster?

Recommendation:

Deploy a separate CUCM cluster for TelePresence

96© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceCase Study Example - Cisco Internal Deployment

PSTN

San Jose Production Cluster

EMEA Cluster

APAC Cluster

IP

Over a dozen clusters deployed around the globe with thousands of Video Telephony endpoints. H.323 Gatekeeper between clustersDecision was to deploy a new cluster in San Jose and all TelePresence systems globally register back to itH.323 Inter-Cluster Trunk from TelePresence cluster to Gatekeeper provides global reachability to any other IP Phone and to Meetingplace for Audio Add-In

GK

H.323 Gatekeeper

San Jose TelePresence Cluster

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Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

98© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

This presentation is designed to clearly and succinctly articulate the bandwidth, SLA, QoS requirements and Switch/Router platform recommendations for Cisco TelePresence

Kept short and to the point. More exhaustive explanations of each topic covered are available upon requestEngage Cisco Advanced Services and/or TSBU Technical Marketing for design assistance

The guidance provided herein is designed for use by:Customers and Service Providers when architecting and provisioning the network for Cisco TelePresenceCisco Account Teams and ATP Partners when performing Cisco TelePresence Pre-Qualification QuestionnaireCisco Advanced Services and ATP Partners when performing detailed Network Path Assessments (NPAs)

The information contained in this presentation is subject to change without notice. Information provided is accurate to the best of our knowledge and takes a conservative approach in order to protect our customers. Cisco offers no warranty or guarantee as to the accuracy of the information

Cisco Confidential. Non-Disclosure Agreeement (NDA) Required

Cisco TelePresence Network Requirements Introduction

99© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

TelePresence Loss Service Level RequirementWhy is TelePresence So Sensitive to Packet Loss?

1080

line

s of

Hor

izon

tal R

esol

utio

n

1920 lines of Vertical Resolution (Widescreen Aspect Ratio is 16:9)

1080 x 1920 lines =

2,073,600 pixels per frame

x 3 colors per pixel

x 1 Byte (8 bits) per color

x 30 frames per second

= 1,492,992,000 bps

or 1.5 Gbps Uncompressed

Cisco TelePresence Codecs use 1080p30 Resolution

Cisco TelePresence Codecs transmit 3-5 Mbps per 1080p screen, which represents over 99% compression.

Therefore packet loss is proportionally magnified in overall video quality.

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One-Way, End-to-End Service Level TargetsLatency ≤ 150 msJitter ≤ 10 msLoss ≤ 0.05%

Max Bandwidth per SecondCTS-1000 = 5.5 Mbps (at 1080p)CTS-3000 = 14.6 Mbps (at 1080p)CTMS = 198 Mbps (5.5 Mbps * 36 sites)

Average Packet Size / Packets per SecondAverage 1100 bytes / packet

CTS-1000 @ 5.5 Mbps = average 655 ppsCTS-3000 @ 14.6 Mbps = average 1,740 pps

TelePresenceTraffic Profile

• 30 frames/sec• Variable bit rate• Large packet sizes• High packets/sec• See notes section

for details

Cisco TelePresence Network Requirements Traffic Characteristics Summary

byte

s

33ms frame intervals

101© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Network Requirements Bandwidth Details – Max Bandwidth (per second)

• When a CTS-1000 calls a CTS-3000 the CTS-1000 will transmit 128 kbps of audio but receive 256 kbps

Average bandwidth utilization is much less. See notes section for details

1,756*2,756*3,756*3,756*4,256*4,756*CTS-1000 Total Audio and Video (kbps)

Resolution 1080p 1080p 1080p 720p 720p 720pMotion Handling Best Better Good Best Better GoodVideo per Screen (kbps) 4000 3500 3000 3000 2000 1000Audio per Microphone (kbps) 64 64 64 64 64 64Auto Collaborate video channel (kbps) 500 500 500 500 500 500

Audio Add-In channel (kbps) 64 64 64 64 64 64

CTS-3000 Total Audio and Video (kbps) 12,756 11,256 9,756 9,756 6,756 3,756

CTS-1000 total bandwidth(Including layer 3- 4 overhead) 5.4 Mbps* 4.8 Mbps* 4.3 Mbps* 4.3 Mbps* 3.2 Mbps* 2 Mbps*

CTS-3000 total bandwidth(Including layer 3 – 4 overhead) 14.6 Mbps 12.8 Mbps 11.1 Mbps 11.1 Mbps 7.7 Mbps 4.3 Mbps

102© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Obtain burst parameter using the following formula:

B = R(T)Where:

R = Rate (Bytes ⁄Seconds)T = Time (Seconds)Recommend using 200ms for T

B = Burst (Bytes)

See notes section for long-hand explanation of formula

Recommended burst parameters:CTS-1000

R = 5.5Mbps, T = 200ms, B = 144179 bytesCTS-3000

R = 14.6Mbps, T = 200ms, B = 382730 bytesCTMS

R = 198Mbps, T = 200ms, B = 5190451 bytesmaximum load of 36 CTS-1000 rooms. To calculate bandwidth required for less rooms, use 5.5 x the number or segments (1 segment per CTS-1000, 3 segments per CTS-3000)

Example uses:Policing: police bps [burst-max] conform-action action exceed-action action

police 14600000 382730 conform-action transmit exceed-action dropShaping: shape [average | peak] mean-rate [[burst-size] [excess-burst-size]]

shape 14600000 3061840 ! This command expresses burst-size in bits, not bytesQueuing: priority {bandwidth-kbps | percent percentage} [burst]

priority 14600000 382730

Cisco TelePresence Network Requirements Bandwidth Details – Burst Provisioning

1122

33

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ServiceProvider

Queuing, Shaping

Campus

Cisco TelePresence Network Requirements Where Does Latency, Jitter and Loss Occur?

CE PE PE CE

Policing, Queuing,

Propagation

PE-PE

Serialization, Queuing, Shaping

CE-PE PE-CE

Serialization, Queuing, Shaping

In the Campus, the primary concern is packet loss

On the CE-PE links, the primary concern is jitter caused by queuing, serialization and shaping

From PE-PE, the primary concern is latency (caused by distance) and packet loss (caused by policing)

Queuing, Shaping

Campus

104© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Delay, jitter and loss are measured:End-to-end (codec ethernet port to codec ethernet port)Uni-directionally (each codec independently measures incoming RTP traffic)

End-to-end budgets are carefully engineered to provide global coverage without negatively impacting the experience

A portion of the budget is allocated to the service provider (demarc to demarc – including CE-PE links) and the remainder is allocated to the EnterpriseSee slides 8-10 for detailed breakdown of each

Cisco TelePresence Network Requirements How is Latency, Jitter and Loss Measured?

.01%Loss

9msJitter

90msLatency

.04%Loss

6msJitter

95msLatency

105© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Network RequirementsOne Way Latency Targets and Thresholds

80/20 split between Service Provider and Enterprise80% allocated to the SP is from demarc to demarc - including the CE-PE link20% allocated to the Enterprise

Service Provider should engineer their network to the Targets, but the Service Level Agreements (SLAs) should be based on the first thresholdThreshold behavior:

> 200 msA warning message is displayed “Experiencing network delay”

> 400 ms2nd warning message is displayed “Experiencing severe network delay”

> 400 ms

> 320 ms

2nd Warning Message

≤ 150 ms

≤ 120 ms

Target

> 200 ms

> 160 ms

Warning Message

End to End

Service Provider

Recommended SLA

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Cisco TelePresence Network RequirementsOne Way Jitter Targets and Thresholds

> 40 ms

> 20 ms

Call Terminated

≤ 10 ms

≤ 5 ms

Target

> 20 ms

> 10 ms

Warning Message

End to End

Service Provider

50/50 split between Service Provider and Enterprise50% allocated to the SP is from demarc to demarc - including the CE-PE link 50% allocated to the Enterprise

Service Provider should engineer their network to the Targets, but the Service Level Agreements (SLAs) should be based on the first thresholdThreshold behavior:

> 20 msA warning message is displayed “Experiencing network congestion”

> 40 msStep 1: System will lower motion handling from Best to GoodStep 2: If condition persists the call will be disconnected and an error message will be displayed “Call could not proceed due to excessive network congestion”

Recommended SLA

107© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Network RequirementsOne Way Loss Targets and Thresholds

> .2 %

> .1 %

Call Terminated

≤ .05 %

≤ .025 %

Target

> .1 %

> .05 %

Warning Message

End to End

Service Provider

50/50 split between Service Provider and Enterprise50% allocated to the SP is from demarc to demarc – including the CE-PE link50% allocated to the Enterprise

Service Provider should engineer their network to the Targets, but the Service Level Agreements (SLAs) should be based on the first thresholdThreshold behavior:

> .1%A warning message is displayed “Experiencing network congestion”

> .2%Step 1: System will lower motion handling from Best to GoodStep 2: If condition persists the call will be disconnected and an error message will be displayed “Call could not proceed due to excessive network congestion”

Recommended SLA

108© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Catalyst 6500√ WS-X6816-GBIC √ WS-X6748-SFP *√ WS-X6748-GE-TX *√ WS-X6724-SFP *√ WS-X6708-10G-3CXL *√ WS-X6708-10G-3C *√ WS-X6704-10GE *√ WS-X6516A-GBIC √ WS-X6516A-GBIC √ WS-X6516-GBIC√ WS-X6516-GE-TX √ WS-X6502-10GE *√ WS-X6501-10GEX4 *√ WS-X6416-GE-MT √ WS-X6416-GBIC √ WS-X6408A-GBIC √ WS-X6316-GE-TX √ WS-X6148A-GE-45F *√ WS-X6148A-GE-TX *× All other line cards

* Recommended for multipoint

Cisco TelePresence Network RequirementsEthernet Switch / Line Card Recommendations

Catalyst 4500√ WS-X4548-GB-RJ45V√ WS-X4448-GB-RJ45V

Catalyst 3750 / 3750-E√ WS-C3750G√ WS-C3750-E√ Stacked configurations× Non-Gig models

Catalyst 3560 / 3560-E√ WS-C3560G√ WS-C3560G-E× Non-Gig models

Switches / Line Cards must have enough per-port memory buffers to handle the sub-second byte/packet rates Catalyst 6500 line cards must offer (per port):

400KB or greater transmit (TX) memory per port for point-to-point meetings1Mb or greater transmit (TX) memory per port for multipoint meetingsPriority Queuing

All Ethernet ports in the path should be > 1 GbpsAny switch model / line card not explicitly listed here is implicitly not recommended

Catalyst 4948

Detailed platform-specific test results and guidance available upon request

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Ethernet port(s) connecting router to LAN should be > 1 GbpsShaping should be avoided due to high probability that it will introduce unwanted jitter

If shaping is required, proceed with caution until more concrete data is available and test prior to deployment. Behavior varies across different router platforms and IOS versions

× 2600 / 3700 Series platformsNot recommended due to Gigabit Ethernet requirement and requirement for DS-3 or higher WAN interface speeds (see slides 13-15)

? 2800 / 3800 Series platformsQuestionable due to requirement for DS-3 or higher WAN interface speeds (see slides 13-15)Proceed with caution until more concrete data is available

7200 Series platformVXR chassis recommendedOlder-generation NPEs questionable. Proceed with caution until more concrete data is available, or use latest-generation NPEs to be safe

7300, 7600, 12000 Series platforms

Cisco TelePresence Network RequirementsRouter Platform RecommendationsDetailed recommendations are pending. The following information is preliminary and subject to change

110© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Avoid bundled interfaces (e.g. MLPPP, IMA)Fragmentation and Reassembly causes jitter and high CPU on router

Fractional DS-3 or higher recommendedT-1 / E-1 circuits are not a viable option

Metro Ethernet recommended as alternative to leased circuits where available

Broadband (e.g. DSL, Cable) not recommendedShared bandwidthAsynchronous upstream/downstream speedsNo QoS guarantees

Cisco TelePresence Network RequirementsWAN Interface Types Recommendations

111© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Converged networks are recommended for maximum Return on Investment

Benefit from increased bandwidth for data applications when TelePresence is not using the bandwidth, allowing customers to leverage bandwidth upgrades made for TelePresence to roll out new/additional applicationsFollowing best-practice QoS recommendations (see slide 25), no more than 33% of the link should be allocated to TelePresence

CTS-1000 = 5.5 Mbps. Minimum circuit speed = 16 MbpsCTS-3000 = 14.6 Mbps. Minimum circuit speed = 45 Mbps

Overlay (dedicated) networks are also supported33% rule does not apply in this case. Reserve 2% of the link for routing protocol and management traffic overhead. Round up to the nearest whole Mbps to be safe

CTS-1000 = 5.5 Mbps. + 2% = 5.6 Mbps (round up to 6 Mbps) + burstCTS-3000 = 14.6 Mbps. + 2% = 14.9 Mbps (round up to 15 Mbps) + burstBurst recommendations provided on slide 5

Cisco TelePresence Network RequirementsWAN Bandwidth Recommendations

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To ensure customer success, Cisco has created the Cisco Certified TelePresence Connection (CTC) program for Service Providers

http://wwwin.cisco.com/sp/segments/wireline/managed/emerging_telepresence.shtml

For various business reasons, customers may want to use a provider who is not a member of the above program

If the customer is simply acquiring circuits for an enterprise-managed WAN then the customer is free to use any provider they chooseIf the customer is obtaining an advanced end-to-end service, such as a managed service, hosted service, B2B service, etc. then Cisco recommends using a provider from the CTC program

If the customer still prefers to use a provider not part of the CTC program, then Cisco must work with the provider to ensure that the service they are offering meets the required SLA parameters and that the network is engineered to accommodate the bandwidth and burst requirements. These situations will be accommodated on a case-by-case basis. Account teams should proceed with caution and engage Cisco Advanced Services and/or TSBU Technical Marketing for assistance before quoting the solution to the customer

Cisco TelePresence Network RequirementsWAN Circuit Provider Recommendations

113© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min) Cisco TelePresence Interoperability Strategy (5min)

114© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Secure Business to Business

Industry’s first Public “Switched”TelePresence Network solution

Technology Solution that has been created by both Cisco and our Service Provider Partners

Enables TelePresence meetings with customers, suppliers, and partners

Maintains simplicity features such as one button to push call launch

Secure, reliable connections across diverse, existing enterprise and service provider networks

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Transform Your Business Interactions

• Secure Connect to Different Networks • Privacy Maintained: FW/NAT Traversal• Encrypted Signaling and Media• Endpoint and Network Management

Partners Customers

Vendors

SuppliersHQ

Solution Elements

• IP Network expertise end-to-end• Global Service Provider Partnering

Cisco’s Ability to Deliver

116© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresenceBusiness to Business Connectivity

Seamless, secure, scalable connectivityNAT/Firewall traversalSignaling and Media encryptionGlobal reachability – partners, customers, vendors

Customer Site

Cisco Powered NetworkService Providers

SBCSBCSBC

117© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Secure Business to Business Overview

The complete solution includes the following components:

TelePresence technologyTSBU: Cisco TelePresence System with endpoint security: authentication, encrypted media, encrypted signalingTSBU: Cisco TelePresence Manager for directory & and “one button” scheduling services

Enterprise networkIPCBU: Cisco Unified Communications Manager v.5.1 or greaterDSSTG: Enterprise network security: firewall/NAT traversal ATG: Cisco Multiservice IP-to-IP Gateway for inter-worked, policed, external call routingNMTG, CROS: Network management tools for network pre-assessment, provisioning, monitoring, fault detection, and troubleshooting

Service provider networkTSBU, NSITE, CMO: Cisco TelePresence Inter-Business network with high bandwidth and QoSSRBU: Cisco Session Border Controller for interworked, policed, intercompany call routingNMTG, CROS: Network management tools for monitoring, fault detection, and troubleshootingSRBU, SP Tools: Billing and mediation capabilities

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Pt. to Pt., One provider, multi-company

Q4 CY2007

• TelePresence Enhanced Security & Mangeability

AuthenticationEncrypted Media Encrypted SignalingCTS Traps & MIBsVoice Activated SwitchingOne Button to Push

• Unified IP Communications

• Enterprise NetworkFirewall / NAT TraversalTelePresence NM tools

• SP MPLS VPN Network

• Multipoint (in Enterprise)• Multipoint (in SP)• MP Integration with

Outlook/Exchange for one-button call launch

• Collaboration tools• Virtual Agent Integration with

Contact Center Express• Enterprise Network Enhanced

Security

• SP IP NGN Network

Pt. to Multi-Pt., One provider, multi-company

Q1 CY2008

Peering multi- provider, multi-company

Q3 CY2008

• Multi-provider bilateral peering

• Universal Directory & Scheduling Service

• Multi-cluster scheduling

• SP IMS Network with Presence Policing

Cisco TelePresence Secure Business to Business Roadmap

119© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min)Cisco TelePresence Interoperability Strategy (5min)

120© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Virtual AgentConnecting Customers With ExpertsCombines CTS 1000 and Cisco Unified Contact Center ExpressConnects virtual agents to callers via the skills-based routing, integrated queuing of Cisco Unified Contact Center ExpressCreates an intimate experience for the customer with life-size, high-definition video images and CD quality audio

- Agent and customer appear life-size on video displays

Delivers high impact, face-to-face customer service from any locationNew applications, Vertical Markets

Finance: Branch office expertsRetail: High-end electronics salesHealthcare: Remote consultation, interpretive servicesAdministration: Three lobby ambassadors can manage 10 buildings

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Agenda

Introduction (5min)Cisco TelePresence System (15min)Cisco TelePresence Room Requirements (15min)Cisco TelePresence System Manager (15min)Cisco TelePresence Multipoint (15min)Cisco Unified Communications Manager (15min)Cisco TelePresence Network Requirements (15min)Cisco TelePresence Business 2 Business Connectivity (15min)Cisco TelePresence Virtual Agent (5min)Cisco TelePresence Interoperability Strategy (5min)

122© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Industry Trends Towards InteropPolycom purchases Destiny conferencing – creating interoperability between Polycom TelePresence and Polycom Videoconferencing systemsTandberg and HP Halo announce interoperability between Halo TelePresence suites and Tandberg Videoconferencing systemsHP upgrades the Halo TelePresence equipment from proprietary MPEG to H.264 standards with the codec supplier Haivision Tandberg announces “experia” TelePresence product line providing interoperability with standard Videoconferencing systemsTeliris claims backwards compatibility with standard H.323 and H.320 Videoconferencing systems

TelePresenceVTC

Interoperability

123© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Interoperability – Messages

Cisco TelePresence is based on open standards like SIP, H.264 and ITU-T common audio algorithmsCisco’s will provide multipoint interoperability via the Cisco Unified Videoconferencing 3500 Series MCUsCisco will provide native interoperability between Cisco TelePresence and competitive TelePresence endpoints using SIP and 720p/480p standardsCisco will offer a Competitive Trade-In Program

This allows customers another tactical approach to interop and provides generous trade-in for your legacy VTC equipProgram details at http://wwwin.cisco.com/emtg/tsbu/selling_resources/

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A comprehensive, multi-phase strategyInterop between Cisco CTS-1000 and CTS-3000Audio-only interop between Cisco TelePresence and standard-definition Videoconferencing / Video Telephony endpoints

TelePresence multipoint switching, with audio-only interopstandard-definition Videoconferencing / Video Telephony endpoints

Integrated multipoint combining high-definition and standard-definition endpoints in the same meeting

Native interop between Cisco TelePresence endpoints and competitive TelePresence endpoints

Cisco TelePresence Interoperability – Strategy

Phas

e 0

Phas

e I

Phas

e II

Phas

e III

125© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Interoperability – Phase 0

CTS-1000

Available Q1CY07

CTS-3000

High-Definition TelePresence

CC

LL

R R

CCL

LR

R

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Cisco TelePresence Interoperability – Phase 0

New York

London

Desktop Video TelePhonye.g. CUVA, CUPC

Generic H.323, H.320or SIP Videoconferencing

H.323, SIP or SCCP Video Telephony

Audio-Only

Cisco Unified MeetingPlace

Available Q1CY07High-Definition TelePresenceStandard-Definition Videoconferencing

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Cisco Unified MeetingPlace

Cisco TelePresence Interoperability – Phase I

New York

London

Desktop Video TelePhonye.g. CUVA, CUPC

Generic H.323, H.320or SIP Videoconferencing

H.323, SIP or SCCP Video Telephony

High-Definition TelePresenceStandard-Definition VideoconferencingAudio-Only

Tokyo

Available Q2CY07

Cisco TelePresenceMultipoint Switch

128© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco Unified MeetingPlace

Cisco TelePresence Interoperability – Phase II

New York

London

Desktop Video TelePhonye.g. CUVA, CUPC

Generic H.323, H.320or SIP Videoconferencing

H.323, SIP or SCCP Video Telephony

High-Definition TelePresenceStandard-Definition VideoconferencingAudio-Only

Tokyo

Available Q4CY07

Cisco TelePresenceMultipoint Switch

129© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Interoperability – Phase II

New York

London

Desktop Video TelePhonye.g. CUVA, CUPC

Generic H.323, H.320or SIP Videoconferencing

H.323, SIP or SCCP Video Telephony

High-Definition TelePresenceStandard-Definition VideoconferencingAudio-Only

Tokyo

Available Q4CY07

Cisco TelePresenceMultipoint Switch

Cisco Unified MeetingPlace

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Cisco TelePresence Interoperability via Cisco Unified MeetingPlace

CallManager 5.1

CTS ManagerMS Exchange

CTS 3000CTS 3000

CTS 1000

Cisco UnifiedMeetingPlace

H.323 Video Conferencing •Life Like & Size

•1080p•One button to push•Spatial Audio

•Legacy H.323•Standard definition video & audio

Available Q4CY07

131© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Interoperability – Phase III

Competitor TelePresence

High-Definition TelePresenceStandard-Definition Videoconferencing

CTS-1000

Available CY08

Competitor TelePresence

CTS-3000

132© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco TelePresence Interoperability – Key Takeaways

Cisco TelePresence is based on industry standards such as SIP, 1080p, 720p, H.264, AAC/LD.

Cisco will provide interoperability with standard videoconferencing systems via the Cisco Unified Videoconferencing 3500 series

Cisco will offer a competitive Trade-in Program to assist customers with the transitions to the immersive visual communications

Cisco’s TelePresence is the world’s only 1080p native resolution immersive experience offering:

√ 65” displays to deliver life size images√ Standards based (H.264, 1080p, 720p video, SIP, AAC-LD)√ “One button to push scheduling” and call launch√ Fully integrated with Cisco Unified Communications