3Com Solutions and Promotions for the True Value Added by wpk13069

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									3Com Solutions and Promotions
for the True Value Added Reseller

    TechSelect Partner Event   August 24th, 2006

    Rudy Roble- 3Com National Account Manager
    Reggie Johnson-3Com Systems Engineer
               AGENDA: WHY ARE WE HERE TODAY?


               >During this Session we will:
                 — Articulate the 3Com Product Value Propositions
                     > Voice
                     > Wireless
                     > Data Switches


                 — Give you a Basic Overview of the new features, applications
                   and hardware associated with these products


                 — Share Existing Promotions and Rebates to assist you in
                   recommending our product



                 — Show you how to become a 3Com Valued Partner


  3Com
Confidential                                                                     2
               THE NBX STORY: EVOLUTION OF A REVOLUTION



                      1998                                     2006




               > October 31, 1998 – NBX      > Eight years later, can still
                 100 became 1st                run updated software on
                 commercially available IP     same hardware!
                 phone system
                                             > Still designed with ease of
               > Ease of installation          installation, maintenance,
               > Ease of maintenance           and usability

               > Ease of use                 > Best SMB Scalability story
                                               in marketplace
               > Highly Scalable
                                             > Robust Call Control
               > Robust Call Control



  3Com
Confidential                                                                  3
               NBX STANDS THE TEST OF TIME


               Sampling of Converged PBX Vendors from CMP Buyer’s Guide
               (Circa 1999-2000)

                                                    Where are they now?
                                                     Out of business
                                                     Out of business
                                                     NBX Release 6.0
                                                     New platform: NEC Aspire
                                                     Out of business
                                                     Out of business
                                                     Out of business
                                                     Out of business
                                                     Exited telecom business - 2001
                                                     Absorbed by Cisco
                                                     New platform: HiPath

  3Com
Confidential                                                                          4
               WHY 3COM NBX TODAY . . .


               > Ease of Installation
               > Browser-based Administration
               >   Embedded Applications (AA / VM / Email Integration)
               >   Open architecture for connecting 3Com & 3rd-party applications
               >   Array of 3Com IP phones options available
               >   Secure, Stable Platform (VxWorks OS)
               > Gigabit Ethernet to the desktop
               > End-to-end Single Source Secure Voice & Data Solutions




  3Com
Confidential                                                                        5
               3Com NBX Architecture
               3 Price/Performance Platform Choices


               PSTN
                                     WAN            Gateways
                                                    >PSTN Gateways
                                                    >IP Networking: Multisite & Teleworker
                                                    Worktop Family
                                                    >Range of 3Com IP phones
                                                    >Attendant Console & CAS
       NBX 100         NBX V3000      NBX V5000
      200 Devices     1500 Devices   1500 Devices   >pcXset NBX softphone
                                                    >Desktop Call Assistant (TAPI App)
                                                    >Analog / FAX support
                                                    Platform Software
                                                    >VxWorks Secure Real-time O/S
                                                    >Robust PBX Call Control
                                                    >Built-in Applications & Open APIs
               Gigabit                              >Supports up to 1500 devices
                                                    >Web Administration Services
                                                    >V5000 offers redundancy
  3Com
Confidential                                                                                 6
               IP TELEPHONY PORTFOLIO


                      Ideal for                Ideal for                 Ideal for
                   2 – 200 Users            40 – 400 Users           400 – 50K Users

                              V3000                     V5000                      V7000

                 Complete IP Solution      Redundancy a Must       Enterprise Solutions
               > NBX standard            > NBX standard            > VCX standard
                 applications              applications              applications
               > Ideal for key system    > Dual 10/100 uplinks     > System-wide
                 replacement             > Optional redundant        survivability for
               > 4 CO line & 1 analog      power supply & disk       hardware and
                 phone port standard       mirroring                 applications
               > 4 ports by 400 hours    > 4 ports by 400 hours    > Superior architecture
                 Auto-Attendant/
                 Voicemail standard        Auto-Attendant/           affords superior
               > Includes 15 phone         Voicemail standard        solutions
                 licenses                > Supports T1/E1          > One or many sites,
               > Supports T1/E1          > Supports 12               seamlessly connected
               > Supports 12               Languages                 & managed
                 Languages               > 100Mbs backplane        > Centralized system
               > 100Mbs backplane        > 1,500 device capacity     administration,
               > 1,500 device capacity                               operation, & reporting
  3Com
Confidential                                                                                  7
               Primary Features




         Calling Groups                                                  Hunt Groups
                                                 NBX

   Automated Attendant                                                    Voice Mail


               Paging                                                    Conferencing


  Device Auto Discovery             Hybrid PBX     Prioritization     Web Based Admin


                        Offsite Notification           Call Detail Reporting


                                  Computer Telephony Integration
  3Com
Confidential                                                                            8
               NBX Login Screen




  3Com
Confidential                      9
3100 Series Phones
and 3rd Party Phone support
               3Com Phone Portfolio




                                            NBX 4-Port ATA
                                                             pcXset
                               NBX 1-Port   Legacy Link –
               Legacy Link -     ATA        16-Port Analog
                Norstar and
  3Com           Meridian
Confidential                                                          11
What’s new in 6.0
               WHAT’S A ―SIP‖?
               IT’S JUST A CALL CONTROL LANGUAGE…


               >SIP is just a language, like English or Spanish
                 — It is not a question of which language is better, it is the value of a
                   common language that leads to better communication
               >Adds to the Value of NBX and its options for standards based call
                control
                 — Access to 3rd party software and hardware
                 — Access to new standards based applications like IM, conference and
                   centralized voice mail
                 — New ways of connecting wireless devices such as 802.11 phones
                      > 3Com 3108, RIM 7270 or dual mode phones
               > NBX offers a set of productivity tools for their organization and those tools
                 will be standards based. Customers are buying more than ―SIP.‖
               > The next tool they buy will be able to communicate better - just like when
                 multiple people can speak a common language

  3Com
Confidential                                                                                     13
               WHERE DOES SIP FIT IN THE NBX STORY?



               >SIP is just part of the 3Com NBX story, not a new story
               >In 1998 NBX was introduced to change the value equation for SME
                 — Dramatically simplify telecom system installation and administration
                 — Leverage one standards based network, Ethernet
                 — Reduce the cost and enhance connectivity for telecommuters and
                   multiple sites
                 — Offer new, productivity enhancing, applications
                 — Leverage industry standards for 3rd party connectivity
                 — Dramatically reduce total cost of ownership
               >SIP is a proof point that NBX is still true to that heritage
               >Provides an elegant migration strategy for customers
               >Since 1998 the NBX platform has continued to provide more value
                to customers
  3Com
Confidential                                                                              14
               HOW DO YOU WIN WITH SIP?



                >We offer a various levels of SIP support
                  — SIP trunking
                  — SIP endpoints Support
                  — SIP applications
                >Our strength is in having a solution that is completely SIP ready
                  — Support for a dual mode cell phone (WiFi and GSM/CDMA) from any
                    cell phone vendor?‖
                  — Support for a SIP application or product from a 3rd party?‖
                  — We’re ready for the future
                      > ―Will others be ready to support your changing needs in 2 years when the
                        world has changed?‖




  3Com
Confidential                                                                                       15
               NBX RELEASE 6.0 FEATURE ADDITIONS

>3108 Wireless phone            > DCA multi-site capability      > pcXset install enhancements
                                                                   and G.729 support
>3Rd Party Sip phones,          > File system replacement
gateways & applications                                          > SIP support on platform
                                > IP Conferencing support
>508 Compliance                                                  > SIP Trunking
                                > IP Messaging support -
>ACD routing enhancements         centralized                    > Secure SNMP-V3 support
>ACD desktop statistics         > License back included with     > SNTP for time synchs
application                       system back-up
                                                                 > Syslog
>BRI Card – next gen            > Localization of NetSet user
                                                                 > V3000 BRI – New platform &
hardware platform                 portal (per user – 6
                                                                   new appearance
                                  languages)
>Callback
                                                                 > V3001R – New platform &
                                > Media driver enhancements &
>Camp-on                                                           new appearance
                                  install upgrades
>CAS R6 feature                                                  > VCX - NBX interoperability
                                > Monitor, whisper & barge-in
enhancements
                                  for all users                  > Whisper Page
>CAS multi-site capability                                         (boss/secretary)
                                > NetSet – Every screen is new
>CDR format upgrade (XML)                                        > Wideband Audio
                                > Next generation phone
>Desktop Call Assistant R6        support (―B‖ series)
feature enhancements
  3Com
Confidential   Market understanding, planning, resources & execution = COMMITTMENT              16
               NBX R6.0 ROLLOUT


               > Pricing
                 — R6.0 Upgrade SRP: TBA in Book Open
                 — NOT covered under GSO Contracts as it’s a major upgrade!


               > Key Dates
                 — Upgrade Entitlement Announcement: April 14, 2006
                      > New Disti purchases after this date should be R6 keycode enabled.
                      > If NOT, please work with OM as we did to get R5 upgrade keycodes
                 — Books Open: June 1, 2006
                 — First Ship to Stock (FSS) - Post Software to Partner Access: August, 2006
               > Demo Unit Policy:
                 — Dealer Demo Upgrades SRP: $50 cost, orderable 6/1/06


               > More Information at
                 — http://pa.3com.com

  3Com
Confidential                                                                                   17
New Hardware
               3108 WIRELESS PHONE



               >A SIP only device for NBX & VCX
               >Flip phone form factor – cell phone style user interface
                 — Polished look and feel
               >Color display (1.8 inch CSTN)
               >802.11 b/g capable
               >WPA2 and WMM compliant for security and roaming
               >Considerations
                 — Operates with SIP considerations on NBX
                 — Stand-alone phonebook
                 — 2 hour talk time
                     > WiFi phones consume battery power faster than cell phones



  3Com
Confidential                                                                       19
               V3001R REDUNDANT PLATFORM (3C10602A)


               >New platform offering enhanced redundancy
                 — V3001R replaces the V5000 in our lineup
                 — Resilient 10/100 uplink ports
                 — Redundant PSUs are hot-swappable (base
                   unit ships with 2 PSUs standard)
                 — Optional Redundant Raid 1 disk drives
                 — 512 MB RAM standard
                 — Feature Set
                     > Same call processing feature set as the V5000
                     > NBX Voicemail offers 4 AA/VM ports standard,
                       upgradeable to 72 ports
                     > NBX SIP mode standard
                     > 250 devices standard, keycode upgrades to
                       1500 total
                     > NO built-in phone licenses, must be purchased
                       separately
                     > NO built-in PSTN trunks or ATA ports like
                       V3000
  3Com
Confidential                                                           20
               SIP ENDPOINTS
               CUSTOMERS CHOICES




           3Com will be testing key vendor’s SIP phones with NBX

           Look for more details: http://www.3com.com/voip/interoperability-tested.html



  3Com
Confidential                                                                               21
Authorization and Training
               NBX 6.0 TRAINING


               > NBX Technical Training for Release 6
                 — Updated version of NBX Advanced Technical Training
                 — Requirement for NBX Authorization
                 — Courses held in major cities world-wide
                 — 4-Day Course


               > NBX Technical Update Training for R6
                 — New 2 Day Course for individuals holding current
                   certification
                      > For Certified Individuals that do not need 4 days of training!


               > NBX SIP Integration
                 — New 3 Day Course for individuals holding current IP
                   Telephony Certification
                 — Starts where the NBX 2 day and 4 day courses end
                 — Includes IP Messaging and IP Conferencing Training
  3Com
Confidential                                                                             23
               NBX Promos


               3Com V3000 Digital Bundle Promotion
               Promotion ID: 004476
               June 5, 2006 – September 1, 2006
               Starting June 5, 2006 through September 1, 2006, 3Com® NBX® authorized resellers receive a $1,000 instant
               rebate when purchasing the 3Com V3000 Digital Bundle on one invoice. The bundle consists of one (1) NBX
               V3000, one (1) SuperStack® 3 NBX Gateway Chassis, and one (1) NBX T1 or one (1) NBX E1 card. Resellers
               must purchase a minimum of 1 unit of SKU 3C10600A, 1 unit of SKU 3C10200B, and 1 unit of SKU 3C10116D
               or 1 unit of SKU 3C10165D to qualify for rebate. All items must be on one invoice. Invoice must be submitted
               with claim form to be valid.
               All sales-out for products (e.g. 1 unit of 3C10600A, 1 unit of 3C10200 and 1 unit of either 3C10116D or
               3C10165D) in the same Bundle must be reported in the claim form. The unit rebate should be total rebate
               divided by total quantities (USD1000 / 3 units = USD333.33 per unit).
               BUNDLE
               QTY 3COM SKU PRODUCT DESCRIPTION REBATE
               1 3C10600A NBX V3000 IP Telephony Solution $277
               1 3C10200B SuperStack 3 NBX Gateway Chassis $208
               1 - choice 3C10116D NBX T1 Card or
               3C10165D NBX E1Card $515



  3Com
Confidential                                                                                                                  24
               NBX Promos (cont.)


                3Com 3103 Manager Phone Rebate
                Promotion ID: 004477
                June 5, 2006 – September 1, 2006
                Starting June 5, 2006 through September 1, 2006, we are offering a $35 instant
                rebate on our 3Com 3103Manager Phone (3C10403A) via 3Com’s Authorized
                Voice Solution Distributors. This $35 instant rebate on the 3103 Manager Phone
                effectively reduces the list price from $365 to $330. Why not up sell NBX or VCX™
                customers from our 3102 Business Phone, it is only an additional $75! The $35
                instant rebate is provided front-end to the reseller by any of our 3Com Authorized
                Voice Solution Distributors. Product must ship by September 1, 2006. No back
                orders will be honored.




  3Com
Confidential                                                                                         25
3Com Wireless Mobility
Solutions
               Selectable Approaches for
               Different Requirements

                                                                         802.11a/b/g Mbps
               > From smaller networks with limited                      WLAN PC Cards
                 budgets to large scale enterprises                        & Client S/W

               > 3Com has an approach for each
                 deployment need
               > Offering a variety of security options,
                 including:
                  — Multiple options for Authentication &   Workgroup
                    Encryption, including both local or
                                                            & Building
                    centralized server authentication
                                                             Bridges          Single & Dual
                  — AES encryption - available today
                                                                              Radio Access
                                                                                 Points


               > But which WLAN architecture is right for
                 you?
                                                                Wireless
               > And do you need a WLAN switch?                 Switch


  3Com
Confidential                                                                                  27
                Wireless Switch
                Context

                     Today                                                     Tomorrow
    ‘Fat’ APs                                                    ‘Fit’ APs
                        Antenna
                                                                                     Antenna
                      802.11 a/b/g
                                                                                   802.11 a/b/g
                       Encryption            Lower Cost APs                         Encryption
                     802.1x, TKIP,
                802.11e, 802.11f, 802.11h

                 Mobile IP, IPSec, Certs


     Layer 2                                                     Wireless
     Switch                                                      Switch
                                                                         Rogue Wireless Protection
                                                                   Site Surveys            Per-user Firewall
                                             More Managed              Self-Healing       RF Management
                                            Wireless Solutions
                                                                                  802.1x, TKIP,
                                                                             802.11e, 802.11f, 802.11h

                                                                              Mobile IP, IPSec, Certs


                      Corporate                                                   Corporate
                       Network                                                     Network
  3Com
Confidential                                                                                                   28
                 Differences Between Most
                 Access Points




                  Fat AP                               Fit AP
               Lots of Software                   Minimal Software
                -Antenna/Radio                     - Antenna/Radio
                -Authentication                    - Some even have
                -802.1X                              no processor to
                -Encryption                          receive instructions
               More Expensive               - Encryption & Authentication
                                               moved to Wireless Switch


  3Com
Confidential                                                                29
               3Com Wireless Mobility Portfolio


                                 3WXM – 3CWX10A                           3CWXMUPA
                                 > Manages up to 10 WXs in any            > Upgrades 3CWX10A to support
                                   combination                              unlimited WXs

                                 WXR100 – 3CRWXR10095A
                                 > 1 10/100 & 1 PoE 10/100 Ports   New
                                 > Maximum 3 MAPs

                                 WX1200 – 3CRWX12095A                     WX4400L24 – 3CWX4400L24A
                                 > 2 10/100 & 6 PoE 10/100 ports          > 24 MAP Upgrade licence for the WX4400
                                 > Maximum 12 MAPs                        > Maximum 4 Licences
                                 WX4400 – 3CRWX440095A                    WX4400RPS – 3CWX4400RPSA
                                 > 4 x 1000 Copper/GBIC ports             > Spare power supply for the WX4400
                                 > Standard configuration up to 24 MAPS
                                 > Can be expanded to 96 MAPS

                      AP2750 – 3CRWX275075A                               > Legacy AP Support
                      > Managed AP (MAP) used with any WX                 > AP7250, AP8250 & AP8750 supported
                        model                                             > New firmware loaded into the APs turns
                      > 1 IEEE802.11abg radio                              them from FAT APs to MAPs
                      > Can operate as 1 x 11bg or 1 x 11a radio
                      > Also acts as a sentry sweep device                      >Controls third party AP’s
                      AP3750 – 3CRWX375075A                                          >Cisco Aironet 350,1100 and
                      > Managed AP (MAP) used with any WX model                        1200 APs
                      > 2 IEEE802.11abg radios                                         >Proxim Orinoco 4000 and
                      > Can operate as 1 x 11bg and 1 x 11a radio New                  2000 APs
                      > Also acts as a sentry sweep device                             >D-Link Model DWL-2100AP
  3Com
Confidential                                                                                                         30
               Mobility System Software Features


               >Management
                 — Telnet Server/Client, Web Access using HTTPS
                 — SSL, XML interface to WXM
                 — SSH v2,SNMP v1, v2, v3
               >Redundancy
                 — Load Share Redundant Links
                 — Spanning tree and per vlan spanning tree
                 — N:1 redundant Switch Capabilities
               >Configures and Controls FAT APs
                 — 3Com AP2750, 3750, 8250 & 8750
                 — Controls third party AP’s
                     > Cisco Aironet 350,1100 and 1200 Access Points
                     > Proxim Orinoco 4000 and 2000 Access Points
                     > D-Link Model DWL-2100AP
  3Com
Confidential                                                           31
               Mobility System Software Features


               > Authentication                    > VOIP Support
                 —Built in Radius Server             — WMM (WiFi Multimedia)
                    > PEAP                           — Spectralink Voice Priority
                    > Web Authentication             — Per User and/or per priority
                                                       queuing
                    > Load Share across multiple
                      swiches                      > Ease of Implementation
                 —External                           — Auto tuning
                    > TLS                            — Auto Channel
                    > TTLS                         > Secure Environment
                 —Radius Accounting                  — Rogue Detection
               > Security                            — IDS (intrusion Detection)
                 —WEP 64/128 (40/104)                — RF Countermeasures
                                                     — Encryption: AES, WPA2,
                 —WPA (TKIP)                           WEP,TKIP etc
                 —WPA2 (AES)                       > Multicast Support
                                                     — IGMP Snooping
  3Com
Confidential                                                                          32
               Wireless Switch Manager Overview



               >Floor plan integration
               >Coverage and
               capacity planning
               >Wireless planning tool
               >Offline and online
               configuration

                Demo and 30 Day Free Trial
               http:/www.3com.com/wireless


  3Com
Confidential                                      33
               Why 3Com Wireless?



               >3Com Wireless Mobility Systems offer the best site management
                and RF planning tools in the industry
                 — Our RF Management and Site planning is more powerful than Aruba
                   and Cisco offering
                 — Cisco has inferior wireless IDS
                 — WXR100 is our new, remote office wireless switch that offers plug-n-
                   play deployment
               >3Com provides enterprises secure, converged end-to-end
                solutions which include wireless/APs, switches, voice, routers, etc.
               >3Com offers a channel-friendly bundled wireless switch solution
                that is easier to order and deploy
                 — Aruba and Cisco require many different SKUs, bundles which causes
                   customer and reseller confusion


  3Com
Confidential                                                                              34
               Where Can You Learn More?



               http://www.3com.com/wireless
                 —3Com Wireless Switch Manager Demo/Tutorial
                   > Flash Demo that include site planning, configuring APs, managing group
                     profiles and troubleshooting
                 —Download 3Com Wireless Switch Manager
                   > Full featured 30-day software licence
                   > Import CAD drawings and plan your network
                 —Download White Papers
                   > Assuring Enterprise Security and Identity Awareness for Wireless LANs
                   > Wireless Switching – System Level Deployment
                   > Wireless LANs – The Next Generation Business Case ROI
                   > Mitigating Risks in a Wireless LAN Deployment
                   > And more…


  3Com
Confidential                                                                                  35
               PRODUCT OVERVIEW
               3Com Wireless 7760 11a/b/g PoE Access Point



               >11a/b/g PoE Access Point for the SMB                         New
                market                                                      Product
                 — Delivers enterprise class features for SMB
                   wireless networks
                 — PoE found in many new small business
                   switches (both 3Com and competition)


               >High-Level Features
                 — PoE, 802.3af compliant
                 — User configurable single radio can support
                   either 11a or 11b/g
                 — Multiple SSID and VLAN support
                 — WDS Bridging
                 — WPA2 / WMM Certified                             7760 11a/b/g PoE AP
                 — Sleek, wall or ceiling mountable form factor   3CRWE776075 – List $249
  3Com
Confidential                                                                                36
               TARGET CUSTOMER


               > The key target market is Small
               and Medium Business
                 — In need of secure high speed
                   wireless access
                 — Looking for the flexibility to
                   support either 11a or 11b/g with a
                   single device
                 — Searching for a cost-effective
                   PoE AP with enterprise-class
                   features


               > While the 7760 is target at SMB,
               the rich feature set makes it suitable
               for enterprises of any size

                                                        3 year Hardware Warranty with
                                                        Advanced Hardware Replacement

  3Com
Confidential                                                                            37
               ORDERING AND WARRANTY INFORMATION


               3Com Wireless 7760 11a/b/g PoE Access Point
               SKU          Description                  List   Discount     Books       First
                                                        Price   Category     Open      Customer
                                                                                         Ship

               3CRWE77607   3Com Wireless 7760          $249        F        May 17,   May 24,
               5            11a/b/g PoE Access Point                          2006      2006




                > 3 year Warranty with Advance Hardware Replacement
                > Package contents:
                       > 7760 PoE AP
                       > PoE power injector
                       > Printed Quick Start Guide (translated into 7 languages)
                       > CD with WIDMan Discovery Application and User Guide

  3Com
Confidential                                                                                      38
               Product Overview
               3Com Wireless 8760 Dual Radio 11a/b/g PoE Access Point



               >Dual Radio 11a/b/g PoE Access
               Point for Businesses of any size
                 — Delivers enterprise class features for
                                                                           New
                   SMB wireless networks                                  Product
                 — PoE found in many switches today
                   (both 3Com and competition)


               >High-Level Features
                 — PoE, 802.3af compliant
                 — Dual radios support 802.11b/g and
                   802.11a simultaneously
                 — Multiple SSID and VLAN support
                 — WDS Bridging
                                                            8760 Dual Radio 11a/b/g PoE AP
                 — WPA2 Certified
                 — Wall or ceiling mountable form factor      3CRWE876075 – List $399



  3Com
Confidential                                                                             39
               TARGET CUSTOMER


               > The target market is businesses of
               all sizes which are:
                 — In need of secure high speed
                   wireless access
                 — Looking for the flexibility to
                   support both 11a and 11b/g with
                   a single device
                 — Searching for a cost-effective
                   PoE AP with enterprise-class
                   features


               > The AP 8760 is targeted at
               enterprises of any size because of
               it’s rich feature set and low cost
               creating a outstanding value for
               deploying a wireless network           3 year Hardware Warranty with
                                                      Advanced Hardware Replacement

  3Com
Confidential                                                                          40
               ORDERING AND WARRANTY INFORMATION


               3Com Wireless 8760 Dual Radio11a/b/g PoE Access Point
               SKU             Description               List   Discount     Books       First
                                                        Price   Category     Open      Customer
                                                                                         Ship

               3CRWE876075     3Com Wireless 8760       $399        F        May 30,    July 15,
                               Dual Radio 11a/b/g PoE                         2006       2006
                               Access Point




                > 3 year Warranty with Advance Hardware Replacement
                > Package contents:
                       > 8760 PoE AP
                       > PoE power injector
                       > Printed Quick Start Guide (translated into 7 languages)
                       > CD with WIDMan Discovery Application and User Guide

  3Com
Confidential                                                                                       41
               54Mbps 11g Building-to-Building Bridges



               > Indoor and Outdoor versions
                  — Provides good pull-through for
                    other 3Com products
               > Span distances of up to 10
                 miles/16Km
               > Reliable way to extend the
                 network to multiple buildings
                  — Point to point
                  — Point to multipoint
               > Cost effective:
                  — $3K cost (outdoor version) vs.
                    several thousands in cable
                    trenching
                  — One time $3K cost (outdoor
                    version) vs. monthly T1 or E1 line
                                                            3CRWE920G73 (indoor)- $990
                                                         3CRWEASYG73A (outdoor)- $1599

  3Com
Confidential                                                                             42
               Why WLAN Bridging

                                                                                                      Outdoor
Indoor                                                 PSTN                                           WLAN
WLAN                          T1/E1                                                                   Bridge
Bridge                                                                    T1/E1

                      Fiber
                                                                                    Fiber


                                                              Concerns with Fiber
 Concerns with T1/E1
 >Cost – Monthly expense of US$500 - US$1000+                 > Cost –
 >Speed - 1.5Mbps throughput (or less if fractional)              — Additional infrastructure to support fiber

 >Security – Data sent across public telephone network            — Cost of fiber cable
                                                                  — Trenching
                                                              > Expertise - Specialized tools for connectors,
                                                                training for working with fiber
                                                              > Time & Paperwork - Right of way / zoning issues
  3Com
Confidential                                                                                                     43
               WLAN BRIDGING – ENABLES LARGER ENTERPRISE
               SALES


               >Wireless bridging is an enabling solution for larger 3Com VoIP and
                data solution opportunities
                 — XYZ County School District
                     > 26 Bridges for 13 links
                     > In support of $2.5M VoIP, Router and Switch opportunity
                 — Syracuse NY Car Dealership
                     > 4 Bridges – Link remote office to dealership HQ
                     > In support of NBX and Switch opportunity
                 — Atlanta, GA Enterprise Customer– 5 Bridges
                     > In support of VCX opportunity - $100k+
                 — Other installs in AK, CA, TX, UK etc.. are all in support of significantly
                   larger 3Com VoIP and Data infrastructure solutions



  3Com
Confidential                                                                                    44
               Complete Breadth of Wireless Solutions
               SOHO, SMB to Enterprise


                                                                             3CRWX
                                                                             440095




                                                                            Enterprise RF
                                                                        Management, Security
                                                                        and Deployment Tools

                                              Enterprise 11a/b/g WLAN
                                               & Switching Solutions
                       Building to Building
 SOHO and SMB          Wireless and Client
 Connectivity with           Bridging
 OfficeConnect®
  WLAN products




  3Com
Confidential                                                                               45
               Promos


                3Com Wireless Switch Bundle Promotion
                Promotion ID: 004503
                June 5, 2006 – September 1, 2006
                 Starting June 5, 2006 through September 1, 2006, 3Com resellers receive a $400 instant rebate
                 when purchasing the 3Com Wireless Switch Bundle Promotion. The bundle consists of one (1)
                 3Com WXR100 Remote Office Wireless LAN Switch and two (2) 3Com Wireless LAN
                 Managed Access Point 3750. Resellers must purchase a minimum of 1 unit of SKU
                 3CRWXR10095A and 2 units of SKU 3CRWX375075A to qualify for rebate.


                BUNDLEQTY 3COM SKU PRODUCT DESCRIPTION REBATE
                1 3CRWXR10095A 3Com WXR100 Remote Office Wireless LAN Switch see below
                2 3CRWX375075A 3Com Wireless LAN Managed Access Point 3750 see below
                Total Instant Rebate $400
                Invoices must show single bundle purchase or multiple bundle purchases of one (1) WXR100 and
                  two (2)
                AP3750s together on the same invoice.
                For full details on any of these promotions, visit http://www.3com.com/partners/promotions 5



  3Com
Confidential                                                                                                   46
               Promos


               3Com Wireless Bridge Rebate
               Promotion ID: 004505
               June 5, 2006 – September 1, 2006
                Between June 5, 2006 and September 1, 2006, sell the eligible 3Com wireless bridge products
                and qualify for arebate. The 3Com 802.11g 54Mbps Wireless LAN Indoor Building-to-Building
                Bridge and 3Com 802.11g 54Mbps Wireless LAN Outdoor Building-to-Building Bridge create
                secure wireless connections at one tenth ofthe cost of fiber cabling installations, or completely
                eliminate T1 lines charges which can total more than US$600 per month.
               3COM SKU PRODUCT DESCRIPTION REBATE
               3CRWEASYG73-US 3Com 802.11g 54Mbps Wireless LAN Outdoor Building-to-Building Bridge
                 $150
               3CRWE920G73-US 3Com 802.11g 54Mbps Wireless LAN Indoor Building-to-Building Bridge *
                 $150




  3Com
Confidential                                                                                                        47
               SWITCH 4500 PRODUCT OVERVIEW


               > The NEW 3Com Switch 4500 Family at a glance:
                 — Low-Cost, High-Value Managed 10/100 Switches
                 — 26-port and 50-port Models Available
                 — Available with Power-Over-Ethernet (PoE)
                 — Stackable Up to 8 Units (384 10/100 ports)
                 — Extensive Layer 2 Switching Functionality
                 — Basic Layer 3 IP Routing
                 — Easy to Use and Manage

                 — Strong Value Proposition for Small to Medium Enterprise
                    > High Performance; Security; Convergence-ready … at an Attractive Price
                 — Competitively Positioned in both Features and Price!
                    > Particularly HP ProCurve 2600 Series, D-Link DES-35xx Series

  3Com
Confidential                                                                                   48
               SWITCH 4500 PRODUCT OVERVIEW


               > Four Fixed-Configuration Models:
                  — 24 x 10/100 Ports + 2 x Combo Gig Ports
                  — 48 x 10/100 Ports + 2 x Combo Gig Ports
                  — 24 x 10/100 Ports (PoE) + 2 x Combo Gig Ports
                  — 48 x 10/100 Ports (PoE) + 2 x Combo Gig Ports

               > User-configurable Gigabit Ports
                  — Provide Media Flexibility
                  — Choice of 10/100/1000 (RJ45) or SFP Interfaces
                     > SFP Interfaces Enable Multimode or Singlemode Fiber Connectivity
                     > Same SFP Transceivers as for Other Products Supporting SFP’s

               > Compact Enclosure (1 RU High)
               > -48V DC Supplemental Power Option (PoE Models)
                  —Supplemental PoE Power and/or Power Redundancy

  3Com
Confidential                                                                              49
               FIXED, MANAGED SWITCHES: ―PREMIUM‖ vs ―VALUE‖


                        Switching Solutions for Secure Converged Networks

                   3Com VALUE Switching                    3Com PREMIUM Switching
                  VALUE Switching Products Target         PREMIUM Switching Products Target
                    Enterprises That Want a Good           Enterprises That Require the Very
                      Security and Convergence                  Best in Their Security and
                  Infrastructure, But Are Very Cost-      Convergence Infrastructure, And Are
                  Conscious In Their IT Purchases.         Willing to Pay a Premium in Price.
                           “Network is Cost”                       “Network is Critical”
                 —Lower Initial Investment                —Greater Investment Protection
                 —Strong Performance & Resiliency         —Superior Performance & Resiliency
                 —Security, QoS, and Management           —Premium Enterprise Security
                 Capabilities Suitable to Non- ―Mission
                                                          —Granular QoS & Management
                 Critical‖ Environments




  3Com
Confidential                                                                                    50
               Switch 4500


               Buy a 3Com Switch 4500 and Get a FREE Access Point instantly!
               Promotion ID: 004507
               June 5, 2006 – September 1, 2006
               Resellers who buy a 3Com Switch 4500 PWR model from a 3Com Authorized Distributor can get one or two
               FREE 3Com 11a/b/g Access Points instantly. Offer is good for either Switch 4500 Power over Ethernet model
               listed below, while supplies last. Contact your distributor for availability of the free 3Com 11a/b/g Access Point.
               3COM SKU PRODUCT DESCRIPTION LIST PRICE QTY FREE ACCESS POINTS
               (Buy) 3CR17571-91-US 3Com Switch 4500 PWR 26-Port $1,795
               (Get Free) 3Com Wireless 7760 11a/b/g PoE Access Point One (1) - $249 Value!
               (Buy) 3CR17572-91-US 3Com Switch 4500 PWR 50-Port $3,295
               (Get Free) 3Com Wireless 7760 11a/b/g PoE Access Point Two (2) - $498




  3Com
Confidential                                                                                                                         51
Become 3Com Partner
                3Com Partner Communication Vehicles


               > Partner Access
                   — pa.3com.com
                   — Simple on-line enrollment for
                     Resellers into Focus Program


                   — Area covering all Product
                     Groups:
                   — Weekly updates


               > Focus Partner Newsletter
                   — Bi-monthly, with content
                     tailored to your interests as
                     defined in your Partner Focus
                     Profile
               > 3Com Dashboard

  3Com
Confidential                                          53
               Additional Resources in Sales Toolkit



                                                       >   Collateral: Brochures, Data
                                                           Sheets, Sales Briefs, etc.
                                                       >   Product Administration and User
                                                           Manuals
                                                       >   Reseller and End User Sales
                                                           Presentations
                                                       >   Training Presentations and
                                                           courses
                                                       >   Product Pricing Information
                                                       >   Marketing Campaign Information
                                                       >   White papers
                                                       >   Current and Archived Voice
                                                           Technical Bulletins
                                                       >   Customer Profiles
                                                       >   Software Downloads, and much
                                                           more........




  3Com
Confidential                                                                                 54
                    THANK YOU

Partner Registration and Training info. can be found at:
                                 www.3com.com/partners/index.html
                                 www.3com.com/promos

								
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