cisco borderless for engineers

Cisco Confidential 47Cisco Confidential 47

Cisco Borderless Network Routing Solutions for Partner Engineers

Cisco Confidential 48

► Describe the Cisco Borderless Network Routing solutions for small and midsize customers

► Describe the business benefits for small and midsize customers of adopting Cisco Borderless Network Routing solutions

► Identify the appropriate Borderless Network Routing solution to match customer needs

► Articulate the value of Cisco Borderless Network Routing solutions over the competition

► Describe technical considerations for Cisco Borderless Network Routing solutions for small and midsize business customers

► Describe plan, design and build considerations for Cisco Borderless Network Routing solutions for small and midsize business customers

Upon completion of this module, you will be able to:


The learning objectives will be covered in the following modules:

► Cisco Borderless Network Routing Solutions for Small and Midsize Business Customers

► Benefits of Cisco Routing Solutions for Small and Midsize Business Customers

► Competing With Cisco Borderless Network Routing Solutions

► Technical Considerations for Cisco Borderless Network Routing Solutions

► Plan, Design, and Build Considerations for Cisco Borderless Network Routing Solutions

Cisco Borderless Network Routing Solutions for Small and Midsize Business Customers


Cisco solutions will address these challenges

Increase ROI

Greater reliability and productivity and lower TCO provide ROI to

customer

Provide Reliability

Core hardware and OS design supports

network functionality with high uptime

Boost Productivity

Broad features set enables diverse

workloads

Lower Service & Support Costs

Reduce total cost of ownership, maximize

contribution of IT


ISR 800

Advanced network features

Solid Baseline Routing

VoiceData

RV Series SRP 500

Foundational and managed

Entry Level FeaturesLow TCO

Any Device HD Video

Affordable and easy to use

ISR 1900 ISR 2900, 3900

Competitive feature set at compelling

prices

Industry-leading modular routes

VDI

Innovative Services

Data Voice


► Provide simplicity and affordability for small business customers

► Offer competitive feature set

► Support easy deployment and management via GUI

RV0/RV320 SeriesRV100 Series RV200 Series SRP500 Series

Entry Level Security Performance, Wi-Fi and Security

Wired, Max VPN, Load Balancing

DSL Connectivity, Embedded Intelligence


►Key Features:► Price - performance mix sets them

apart from competition► Enhanced features: VLAN’s, ACL,

QoS, IPv6► Easy to use/simplified configuration► Cisco quality, security and reliability► Limited lifetime warranty► Cisco Small Business Support

Center staffed by professionals with CCNA certification

►Key Competitive Messages► Cisco RV Series routers offer

the best value/feature mix► Priced lower than key competitors► Customers can protect their

investment with the Small Business Investment Protection trade-up program


► Limited Lifetime Warranty on all RV routers:► Coverage for lifetime of RV router or 5 years after End of Sale announcement

Replacement in the event of failure

► 1 Year Limited Warranty on SRP500

► Features:► Return to Factory Replacement► 1 year of technical support from Small Business Support Center► Lifetime OS Software Updates


Evolves With Your BusinessIntelligent Services

Converged ServicesEntry-Level

ISR 800 SeriesISR 1900 Series

ISR 3900 SeriesISR 2900 Series

Secure, Reliable, Concurrent ServicesSecure, Reliable, Concurrent Services

Modular Access, High-PerformanceModular Access, High-Performance

Embedded, Advanced Voice, VideoEmbedded, Advanced Voice, Video

Perf

orm

ance

, Sca

labi

lity,

Avai

labi

lity

Business Agility & Value


Security U.C. Data

IP Base

► Ease of Ordering► A single IOS Universal Image will ship

with all ISR G2 platforms► Features are activated via licensing► No need to install a new IOS► Four IOS enforceable licenses enable full suite

of functionality that were previously offered in eight images

► Operational Simplicity► Try and Buy (60- day evaluation)► Test drive before purchasing

► Services on Demand ► IOS feature upgrades can be done by enabling

a new license key, reducing the need fortruck-rolls to remote offices


Service Modules 3-7x increase in service module

performance Existing NM support through adapter EPoE capable

Internal Services Module 3x increase in service

module performance Configurable power savings mode 802.11n Option 19xx

EHWIC 2x performance

increase HWIC/WIC/VWIC/VI

C support natively EPoE capable

Multi-core Network Processor Up to 5x performance

increase

Multi Gigabit Fabric Module to module

communications Packet prioritization

and shaping

NG DSP Modules Video ready DSP modules 4x increase in audio conferencing

and transcoding Configurable power savings modes

GbE Ports Plus GbE ports

(3 on 2911+) SFP slots on 2921

and above

USB Console over USB Convenience storage Security credentials

Services Performance Engine (3900) Upgradeable with newer

engines in the future

Under the covers


Simplify OperationsOptimize

Ensure Business Continuity

Fully Secure

► Scalable VPN services with data protection

► PCI compliance solution

► Zone-based firewall

► Web security with malware detection

► Secure cloud services

► IP telephony with SIP trunking

► Video to any device

► Integrated video assessment, monitoring, and troubleshooting

► Wireless LAN and WAN services

► 3G/4G wireless WAN backup

► Virtualized server for local application hosting

► Services redundancy for voice, video, and data

► Embedded WAN optimization and app visibility

► Video conferencing: planned, ad hoc

► Router integrated rich-media optimization for VXI

► Branch-in-a-Box (service integration)

► On-demand service delivery with service virtualization

► Centralized management

► Energy efficiency with slot-based power controls

Enable New Capabilities


Network and Security Services Compute Servicesand Applications

Collaboration Services

Network Services

Network and Physical Security

Unified Communications

Application Infrastructure

Industry Applications

Branch IT Infrastructure and

Management

High-performance Communication and

CollaborationSecure, Protect,

ComplianceCustomized for Vertical

ApplicationsConsolidate Branch Applications, High

Performance

► Wireless LAN Controller (WLC)

► Cisco Network Analysis (NAM)

► Cisco Wide Area Application Services (WAAS)

► Cisco Unity® Express module (voicemail, IVR)

► NICE Voice Recording (AXP)

► SingleWireInformacast (AXP)

► Video Surveillance

► Threat Defense

► ICW Healthcare Connector on AXP

► Tiani Medical Data Exchange on AXP

► Global Protocols Skipware (AXP)

► Cisco Application Extension Platform (AXP)

► Integrated Storage System

► Industry Standard Virtualization

► Windows Server


EHWICEnhanced High Speed WAN Interface Card

ISMInternal Service

Module

SMServiceModule

PVDM3Packet Voice/Data Module

Interface Cards (WAN or LAN)

Internal Module for Running Services That Don’t Require Interface Ports, Dedicated CPU and Memory

Independent CPU and Memory for Hosting Services orHigh Density Interface Ports.

High Density Rich-Media Voice and Video DSP Modules


Internal Service Module (ISM)Compact and Internally-Pluggable Form Factor

Supported on all 1900, 2900, and 3900 ISRsSelected Services Available

Single Model—SRE 300 ISM

Service Module (SM)Versatile and High-Performance Form Factor

Supported on 2911, 2921, 2951 and all 3900 ISRsFull Range of Services Available

Two Models—SRE 700 / 710 SM and SRE 900 / 910 SM

No Additional Cabling, Ethernet Ports, Power Supplies, and Rack Space Required

Remote Energy Management With Schedulable On/Off Times

High-performance Hardware—up to 7x Of Previous GenerationSize-, Weight- and Power-efficient Form Factor With Low Carbon Footprint

Remote Configuration and Troubleshooting, On-board Hardware Diagnostics

All Resources Are Isolated, Dedicated, And Independent of the Host Router


► 16, 24, and 48 ports of GEor FE LAN

► Feature parity with Catalyst 3560-E and 2960

► Local Line-rate Layer 2/3 switching

► Supports Cisco EnergyWisefor green IT

► LAN traffic performance optimization between modules, with no impact on CPU/WAN performance

► Integrates the latest enterprise switch featuresinto the router

► Industry Leading Power Over Ethernet

► Industry leading security and authentication

► Auto Smartports for plug and play port configuration


► Standard Hardware Warranty Terms:► Coverage for 90 days (ISR 2900, 3900)► Coverage for 1 year (ISR 800, 1900)► 10-day Advance Replacement► No Technical Support► No Software Updates

► Strongly recommended that customers purchase a support contract for ISR G2 products


Enhancing the Borderless Experience

ISR 800 Family

Small or Virtual Office

ISR 1900 Family

Secure Mobility

ISR 2900 Family

Secure Collaboration

… to provideActionable InsightISR 3900 Family

Scalable Rich Media Services


Fixed Configuration Platform►Secure collaboration

►Unified wireless mobility

► High availability

► Simplified operations

► 1 year limited warranty

860 880 890

WAN Ports 1 FE/ADSL 1 FE/xDSL 1 FE1 GE

WAN Backup No Yes Yes

LAN Ports 4 4 8

PoE Support — — 4 ports

Optional .11n 2.4 GHz 2.4 GHz 2.4 and 5 GHz

Security Basic Advanced Advanced

Positioning Statement Entry-level, highly secure

Full featured, highly secure

Voice with survivability


Secure Mobility Platform► Desktop form factor► 25 Mbps WAN access

(with services)► Optional integrated

802.11n wireless► Double-wide HWIC slot► 1 year limited warranty

1941/W 1921

SM Slots 0 0

ISM Slots 1 / or optional 802.11n fixed wireless 0

EHWIC Slots 2 2

WAN Ports 2 GE 2 GE

DSP Slots 0 0

Form Factor 2U 1U

Positioning Statement High performance, full featured

Flexible broadband connectivity


Secure Collaboration Platform► 75Mbps WAN access

(with services)► Video-ready DSP support► Second Services Module slot► 90 day limited warranty

2951 2921 2911 2901

SM Slots 2 1 1 0

ISM Slots 1 1 1 1

EHWIC Slots 4 4 4 4

DSP Slots 3 3 2 2

WAN Ports 3 GE(1 SFP)

3 GE(1 SFP) 3 GE 2 GE

Form Factor 2RU 2RU 2RU 1RU

Positioning Statement

Maximum power and

flexibility

Midrange power and flexibility

Small and

powerful


Secure Mobility Platform► 150 Mbps WAN access

(with services)► Upgradeable services

performance engine (SPE)► Configurable dual Integrated

Redundant Power supplies► 90 day limited warranty

3945E 3945 3925E 3925

SM Slots 4 2 4 2

ISM Slots 0 1 0 1

EHWIC Slots 3 4 3 4

DSP Slots 3 4 3 4

WAN Ports 4 GE 3 GE 4 GE 3 GE

Form Factor 3RU 3RU 3RU 3RU

Positioning Statement

Highest density and performance

Density and performance


350 Phones

3945250

Phones

3925

150 Phones

2951100

Phones

292135 Phones

2901

50 Phones

2911

Extended Modular Connectivity (EVM, ISM,

SM, WIC/VIC)

Multiple Services

High Density ServicesModularity with Performance

Optimized for “All-in-one” Solution (NM-SM, NME, EVM, ISM, WIC/VIC)

Low Density Services

Concurrent Services and Performance (UCME 8.6)

Benefits of Cisco Routing Solutions for Small and Midsize Business Customers


Harness Video as the agent of change to realize closer customer contact, enhance customer experience and customer loyalty

Transform the workspace experience and increase productivity. Automate business processes to drive down costs

Accelerate growth by integrating innovations into the business process—bringing interactions faster to the customer


Operational Complexity►Higher cost of ownership

►Lower business efficiency

Infrastructure Bottlenecks

► Inconsistent Application Performance

►Decreased employee productivity

Service Inconsistency►Poor workspace

experience

►Limited business flexibility


Operational Excellence► Operational Simplicity

► Greener technology

► Rapid ROI with Investment Protection

Video-Ready► Rich-media applications

► High performance

► Application optimization

Service Virtualization► Services “On-Demand”

► Customized Applications

► Cloud extension

Business Innovation

Customer Experience Lowest TCO


► Stakeholders focus on different issues depending on their responsibilities at work

► Key stakeholders include technical, operational and executive decision makers

► Adjust your positioning statements to take into account the different emphasis of each stakeholder


Improve CapabilityImprove Capability Cisco innovations and technologies lead the market in new capabilities

Reduce DowntimeReduce Downtime

Cisco end-to-end integration and unified management tools keep complexity under control

Reduce Complexity and Simplify ManagementReduce Complexity and Simplify Management

Cisco reliability and TAC support minimize downtime

Cisco Benefit:Concerns:


Improve Sales PipelineImprove Sales Pipeline Cisco agility and flexibility support new business initiatives

Improve Operational Processes and EfficiencyImprove Operational Processes and Efficiency

Cisco integration with collaboration and social tools keep customers close

Improve Customer ServiceImprove Customer Service

Cisco performance and features speed up work while reducing costs



Generate New Revenue StreamsGenerate New Revenue Streams

Cisco product breadth provides solutions for the widest range of needs

Increase ProfitIncrease Profit

Cisco positions the network for future growth and capabilities

Make Intelligent Investments Make Intelligent Investments

Cisco solutions provide reduced TCO and improved ROI



► Intelligent investment in the network is required to ensure network security and flexibility

► Migration to a highly resilient foundation is critical to current and future network needs

► Integration of advanced solutions for security, media transport, wireless LAN, storage and energy use


► When companies fail to upgrade to a borderless network:► Deploying new applications and

services takes longer► Security becomes more difficult to

achieve► Network availability degrades and

downtime increases► New applications and traffic types fail to

perform properly


► Opresa transforms sales and distribution operations and becomes more profitable with Cisco Borderless Network solution


Business ChallengesManual sales reporting with

inadequate communications facilities between sales outlets and headquarters

• Inefficient supply chain processes and inability to take advantage of economies of scale with major suppliers or implement real time sales promotions

Cisco® SolutionCompany-wide adoption of

retail ERP system supported by secure Cisco Borderless Network foundation

GSM connections for remote locations

Business ResultsMaximized stock control

efficiencies with real time sales reporting and forecasting

Increased profitability from lower administrative overheads, better stock control, and ability to tap into new markets such as mobile top-ups

Catpulting Supply Chain into 21st CenturyOpresa

“We wanted a flexible architecture with room for future growth ”—Arben Gagani, Chief IT Officer, Opresa

Competing With Cisco Borderless Network Routing Solutions


► View of Business► Discriminating small and midsize enterprises view business

connectivity as critical to improving efficiencies

► View of Technology► Depend on real-time access to mission-critical apps to mobilize

business; less client interaction on the network

► Win with Cisco by Emphasizing► Cisco offers products and services that help ensure simplified and

scalable business connectivity:► The right features and expandability options► Ready to use setup► Operational out of the box► 24-hour tech support► Flexible and affordable financing


► View of Business► Discriminating small and midsize enterprises view workforce

productivity as critical to better serving more customers

► View of Technology► Growth is thrust upon them; they are pressured to better serve more

customers, increasing customer interaction on the network

► Win with Cisco by Emphasizing► Cisco helps create a workspace environment with flexible and

responsive solutions:► End-to-end solutions and expandability options► Flexible on-premises, hybrid, and cloud deployments► Simplified design and installation► Greater network visibility and control


► View of Business► Create competitive advantage in today’s rapidly changing

marketplace through dynamic business models

► View of Technology► Network is the business – heavy customer and employee interaction;

they are pressured to offer differentiated products and services

► Win with Cisco by Emphasizing► Cisco offers an architecture that is a dynamic and scalable service

delivery platform that enables:► Personalized and pervasive engagement► Agile and efficient operations► Open and protected IT environment► Rapid and repeatable services provisioning


ConvertingConverting AssertingAsserting

EstablishingEstablishing DefendingDefending

Using Competitor

Considering Competitor

Cisco Neutral Cisco Friendly


Using Competitor, Considering Cisco

► Customer has strong relationship with other vendor

► Goal: Demonstrate Cisco superior routing and switching solutions

► How: Competitor likely won on price - show how Cisco solutions save money by consolidating devices, integrating management and enabling borderless network capabilities

ConvertingConverting


Using Competitor and Cisco

► Customer has mixed-vendor environment and strong relationships with both vendors

► Goal: Demonstrate the benefits of a single-vendor solution based on Cisco Borderless Networks

► How: Show how Cisco routing solutions integrate security at the core, support new services via MediaNet, reduce costs through EnergyWise and unify the network via the broad Cisco portfolio

AssertingAsserting


New or No Vendor Commitment

► Customer has new location or old equipment in existing location and weak relationship with other vendor

► Goal: Introduce Cisco networking strengths, product breadth and support capabilities

► How: Show how Cisco routing and switching solutions solve IT challenges, help adopt new business tools, save on costs, and improve network performance

EstablishingEstablishing


Using Cisco, Considering Competitor

► Customer has existing Cisco relationship and equipment that is approaching retirement

► Goal: Refresh their network with up-to-date Cisco solutions

► How: Show how Cisco solutions provide long-term benefits, and how Cisco Services make the transition simple and smooth

DefendingDefending


How do you use the network in your business?

How long will your next investment last?

Does your network allow you to easily add new services or business applications?

Does the network hinder your ability to implement new business priorities?

Is your network borderless, providing secure anywhere, anytime, any-device access? Can you network:–– Provide protection from the premises to the cloud?–– Optimize performance of applications anytime, anywhere?–– Enable mobile users to securely and transparently connect from any location?–– Help your organization reduce energy costs?

Are you able to scale your resources to all your remote locations?


► Cisco Routing on Cisco.com

► http://cisco.com/go/router

► Cisco Routing on Partner Central

► http://www.cisco.com/en/US/partner/products/hw/routers/partner.html

► Programs and Incentives

► http://www.cisco.com/go/vip

► http://www.cisco.com/go/oip

► Cisco Borderless Networks Partner Community

► https://communities.cisco.com/community/partner/borderlessnetworks

► Cisco Capital

► http://www.cisco.com/go/ciscocapital

► Cisco How to Create A Trade-in Quote

► http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/ctmp/quick_quote.pptx

Technical Considerations for Cisco Borderless Network Routing Solutions


Factors to consider when choosing a router:

► Bandwidth and Throughput► How much traffic needs to be routed on the LAN?► How much traffic needs to be routed on the WAN?

► Traffic Types and Needs► What kind of traffic is being routed?► Are there any special needs?

► LAN/WAN Connectivity Options:► How are we connecting to the LAN/WAN?► Is redundancy required?



► CPU Load► Do we need to run multiple simultaneous services?► What services do we need to run?

► Routing protocol requirements► Do we need to static or dynamic routing?► What protocols do we need to run?

► Security requirements► Will the router be providing security as well?► What security services will be required?



► Users and Applications► How many users / devices are at the branch location?► What type of applications are they using?

► Voice and Video► Will IP phones be used at the branch?► Where is call control located?► Is there a PSTN gateway at the branch?► Are there legacy devices to integrate?



► Security requirements► What security services are required?► Is tight integration with central site security required?

► Compliance requirements► Are there compliance considerations at the branch?► Is compliance monitoring required?

► Connectivity► Is WLAN a requirement at the branch?► What LAN and WAN technologies are needed?


Cisco1941

Cisco2901

Cisco2911

Cisco2921

Cisco2951

Cisco3925

Cisco3945

IPSe

c Th

roug

hput

(M

bps)

Onboard VPN ISM

60 60 65 80150

215245

170 170 170215

395

715 715

2.8X 2.8X 2.6X2.7X

2.6X

3.3X 2.9X

1. Single stream of IPsec traffic with AES encryption is used for the throughput measurement2. Performance numbers are captured @ NDR (No Drop Rate)3. IMIX composition: 61% 90-byte, 24% 594-byte, 15% 1418-byte packets

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