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Cisco-Panduit Battle Card

The Cisco-Panduit Solution Partnership

Rising energy costs, the adoption of 10 Gigabit Ethernet, facilities space considerations and infrastructure management concerns are forcing a convergence of IP networks and building power, control and security systems. Together, Cisco and Panduit are addressing this evolution with jointly engineered solutions and architectures.

Business Benefits

1. Improved network availability, security and agility. 2. Ability to address space, density and scalability concerns quickly. 3. Improved cooling performance by minimizing air loss by 16 percent. 4. Better control over power consumption and distribution resulting in a 25 percent energy savings. 5. Consolidated management view resulting in 80 percent reduction in change management time. 6. Simplified maintenance and reduced downtime by reducing installation time by 75 percent.

Where It Fits

The unified Cisco-Panduit approach applies across the Data Center, the Factory Floor (where applicable) and Building Systems (a.k.a. Connected Real Estate). Here's how:

· Data Center: The joint solution architecture is

relevant for organizations concerned about realestate requirements, evolving thermal management scenarios and infrastructure complexity. UPI-based physical layer solutions are especially applicable for consolidation or virtualization projects or where cable management and maintenance has become especially difficult.

· Panduit has developed the most comprehensive

and holistic approach to physical layer design and deployment, the Unified Physical Infrastructure (UPI). This approach helps enterprises align, converge, and optimize critical systems for Communications, Computing, Control, Power and Security across core enterprise areas including the data center, building systems, and factory floor.

Key Customer Care-Abouts

CIO or Director of IT: Maximizing uptime while minimizing operations costs.

· Building Systems (a.k.a. Connected Real Estate):

By unifying physical infrastructure elements associated with lighting, building management, security and heating, ventilation and airconditioning, organizations can realize substantial savings in capital and operating expenditures. The estimated savings in operational management can reach 10 percent; a unified approach to enterprise energy management can cut another 10 percent to 12 percent.

· Cisco works closely with Panduit to engineer

optimized UPI-based solutions at the productto-product integration level AND at the solution architecture level. These activities encompass Panduit cabinets, Power over Ethernet offerings, racks, transmission technologies, cable management, and thermal ducting/analysis, etc. These activities help "future-proof" the physical infrastructure.

·

Data from Infonetics Research estimates the annual cost of downtime at $20,000 per hour for retailers and up to $200,000 per hour for financial services companies. UPI-based solutions can help companies from all industry segments avoid interruptions or get back online more quickly when a problem occurs.

· Factory Floor: Industrial Ethernet is transforming

requirements for control panels, an integral part of automation and process control systems on every manufacturing floor. The joint Cisco-Panduit solution minimizes noise, allows for volume consolidation and improves uptime/reliability.

·

Cisco and Panduit have co-authored best practices and guidelines addressing power, cooling and space considerations.

Director of Operations, Facilities Manager or Plant Floor Engineer: Addressing capacity constraints, meeting hazardous materials, environmental and safety requirements, and improving process efficiency are primary concerns.

·

A significant percentage of network problems (up to half) can be traced back to cabling issues, such as low-grade installations.

"Collectively, Cisco and Panduit have created a technology product set that enables each of their product lines to support each other in a way that allows the data center to live and breathe as it grows and changes over its lifecycle."

--Paul Cronin, CEO, 1nservice

Cisco-Panduit Battle Card

Top Questions To Ask To Initiate The Sale

1. How much expansion potential is available for your current data centers in terms of space, power and cooling? 2. How fast are your compute and storage needs growing on an annual basis? 3. How does your organization address safety and security concerns? 4. As more devices move onto the network, what bandwidth and performance constraints will you face? 5. Why would you support mission-critical applications with a low-cost, low-quality physical infrastructure?

Relevant Products

· Cabinets and Structured Enclosures: The Panduit®

Net-AccessTM Cabinet System, as an example, was the first to be tested compatible with Cisco MDS 9513 and Catalyst 6509. It can be used for Cisco Nexus 5000 and 7000 lines and is the exclusive compatible cabinet for Cisco Nexus 7018 switches. Net-Access cabinet systems boast scalable thermal management, optimized airflow, a vertical exhaust system, a rear door heat exchanger, and a raised floor air-sealing grommet.

Partner Benefits

Deploying a Cisco-Panduit solution delivers partners the following advantages:

· Credibility as the solution provider of a joint

architecture backed by both companies.

· The opportunity to include a wider breadth of

products in the complete solution, increasing revenue growth potential.

·

More services opportunities.

·

Where To Sell (Key Verticals)

· Healthcare: Governments around the world are

encouraging development of electronic medical records, which is putting pressure on network infrastructure supporting clinical workflow applications such as diagnostic imaging. A UPI-based solution will address management, energy efficiency and security concerns.

Wiring and Cabling: As an example, Panduit's High Speed Data Transport offering is scalable up to 100G performance. The roadmap supports fiber and copper connectivity. The next-generation TX6A Category 6A copper cabling system is 10GBASE-T compliant and supports long (100m) 4-connector channels and short (3m) 2-connector permanent links. The cable's shape improves air flow management and energy efficiency, can be co-mingled with other copper cabling and supports advanced Power over Ethernet applications.

Both companies offer incentives supporting joint solutions:

· Cisco partners can submit Go-To-Market plans for

UPI-based solutions built with approved CiscoPanduit products for approval under the Cisco Solution Incentive Program.

·

Joint Panduit-Cisco partners can receive a substantial additional rebate as part of a Panduit promotion encouraging sales of joint solutions. See this link for more information: www.panduit.com/ partner/partnersoverview/index.html

· Manufacturing: Mergers and acquisitions, global

competition and a rapidly changing regulatory environment are inspiring adoption of industrial Ethernet. By integrating industrial automation with corporate networks, manufacturers can improve real-time access to information across the entire organization.

For more information on the Cisco-Panduit joint value proposition, see: www.cisco.com/go/datacenter www.panduit.com/datacenter www.panduit.com/cbs www.panduit.com/Partners/PartnersOverview/index.htm www.dcofthefuture.com

· Financial Services: Institutions are looking to

deploy robust networks capable of providing high reliability and continuous data protection within a highly scalable infrastructure. Data center consolidation and branch office deployments require a thoughtful mapping of the physical infrastructure to the logical architecture.

Copyright © 2009 Cisco Systems, Inc. All rights reserved. Cisco, Cisco IOS, Cisco Systems, and the Cisco Systems logo are registered trademarks or trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

C96-554075-00 07/09

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