Aseem Javed

Cisco START ASEAN Volume Lead

22nd Feb 2018

Bigger Things Start Here

Cisco START

Contents

• What is the SMB Opportunity?

• Profile of SMB – IT Manager and SMB Owner

• What are the SMB’s top priorities

• What is Cisco Start

• Cisco START Portfolio & Offerings

Cisco Services Offerings

1

2

3

4

5

6

Asia- Pacific's SMB and Midmarket influence

SMBs: A Force in the Global Economy

of GDP50%

Geographic

Reach

Account for Contribute

of respective nation’s GDP growth

of the workforce

Employees

of total Enterprises

98% 30% 70%

Source: APEC data, 2016 Business Times Report

Market Transitions

Security

Digitization

Mobility

Cloud

Big Data & Analytics

Midmarket & SMBs companies need the right technology…

Connect Employees and

OfficesSecure My Business

Work From Anywhere

It Just Works

Serve Customers Better

Be More Productive

Help Me Understand & Decide

?

Desired Business

Outcomes

…but face challenges

Challenges

Unsuccessful implementation or deployment

Complex operation adds burdens Internet heavy millennials

≠IT savvy talents

NetworkDevices Business Applications

Question 1:

Name 3 market transitions in last 5 years?

A. Mobility, Information, Cloud

B. Big Data, Cloud, Automation

C. Mobility, Security, Digitization

D. iPhone X, Pixel, Google Home, Echo

SMBs Start right here.

Who are these SMBs?

How much do we know about SMBs?

SMB Owner SMB IT Manager

…their perceived barriers?

…their business & IT priorities?

…their purchasing behavior?

Do we know…

Discover

Typical SMB Buyer Journey Scenario

Explore Buy Engage

Top 3 IT

Purchase Triggers

Purchasing

process

Decision Makers of

IT Spend

Buying Decisions/

Role of Partners

1. Office expansion /

relocation/Need to increase

workforce mobility

2. When an IT product/solution

becomes dysfunctional

3. When an IT product/solution

reaches its end of life

1. If the IT purchase exceeds

a certain amount, most

SMBs require formal

approval without RFP

process

2. Otherwise, there is no

formal procurement

process as new products

are purchased by

IT/employees as and when

needed.

1. CEO / Managing Director /

Chairman / President /

Owner

2. CIO/ IT Department

3. LOB

1. Majority have an idea on

which solutions and

brands/vendors they’d like

to buy but value input from

third-party partners

2. Others do their own

research and decide which

brands/vendors to engage

3. The rest rely on

recommendations from a

partner and a joint decision

is made Source: Custom SMB 2017 Study Commissioned by Cisco

SMBs & Role of Partner

9.7% 13.2%6.4%

11.2% 7.3% 9.0% 12.2%7.7%

8.9%

14.1%

5.6%5.9% 9.8% 8.0%

8.5%9.2%

69.5% 60.5%72.8% 69.8% 68.8%

77.1%69.8%

69.3%

11.9% 12.2% 15.2% 13.2% 14.1% 6.0% 9.5% 13.7%

TOTAL Australia India Malaysia Singapore Philippines 100 - 249Employees

250 - 499Employees

Engage multiple third party partners

Engage a third party partner

Purchase directly from the principalbrand (via an online channel)

Purchase directly from the principalbrand (not via an online channel)

Engagement of Third Party Partners by SMBs – by Country and Company Size

Source: Custom SMB 2017 Study Commissioned by Cisco

Cost savings / Cost Reduction

Improve product and service offerings

Operational efficiency and productivity gains

Investment in sales & marketing to acquire new customers

Customer experience initiatives

Cash flow management

Making my business more digital

Market expansion

Investment in innovations/R&D to gain competitive leadership

Talent focus to drive competitive edge

0 0.5 1 1.5 2 2.5 3 3.5 4

Top 10 Priorities of SMB Owner

Note: Findings from Cisco Custom Research conducted in 2017Source: Custom SMB 2017 Study Commissioned by Cisco

Building a more secure IT environment

Improving internal IT team skillsets and productivity

Building tools to help management make better business decisions

Reduce total cost of IT (or dealing with lower/reduced IT budgets)

Aligning or adapting IT to changing business needs

Improve vendor SLAs and support

Support a mobile workforce with access anywhere and anytime

Consolidating the IT environment

Migrating to On-Demand services

Outsourcing of some or all IT infrastructure

0 0.5 1 1.5 2 2.5 3 3.5 4 4.5

Top 10 Priorities of SMB IT Manager

Source: Custom SMB 2017 Study Commissioned by Cisco

Question 2:

Define the steps in typical SMB IT journey?

A. Discover, Explore, Travel, Buy

B. Discover, Engage, Buy, Deploy

C. Online, Digital, e-Commerce, Install

D. Discover, Explore, Buy, Engage

Start with the Right Partnership

Why Cisco Start?

Successful small businesses start with hard work and dedication.

But bigger things start with a strong foundation

that will never limit your potential. That’s what

Cisco Start provides to SMBs.

A strong technology foundation so that they can

focus on bigger things.

Because bigger things start here.

Why is Cisco Start the Right Portfolio?

In today’s demanding business

landscape, SMBs are constantly on the

lookout for ways to differentiate and get

ahead of the competition via technology.

We anticipate their needs, guide them

through challenges, and help them grow

their businesses. When it comes to the

business and IT priorities of SMBs, no

one knows better than Cisco.

Bigger Things Startwith the right Partnership.

Why Cisco ST>RT?

Cisco ST>RT makes it easy for you…

Simple Secure Smart

Enables you to setup,

manage and monitor

the latest technology

for any sized business

with flexible on-premise

and cloud solutions

Delivering security first

network with best of

breed security portfolio

that helps you extend

security everywhere to

protect your network,

your data and your

business

Providing user-friendly

dashboards to manage

multiple devices at your

fingertips with

provisioning, reporting

and insights on hand

Security First

Connect

Collaborate

Compute

Collaborate

Meraki

Connect

Security

Compute

Connected MobileExperiences

SB 100-500 series Network

Management

Intersight

On Premises Cloud Managed

Cisco Start Portfolio Overview

Cisco Services

On Premises In the Cloud

Security First

Connect

Collaborate

Compute

Collaborate

Meraki

Connect

Security

Compute

Cisco Start Portfolio Overview

• The 4th and 5th Generation UCS Rack Servers C220/ 240

• Nexus 9348 • Cisco InterSight

• Any Connect & Umbrella

• AMP for End Points

• ASA 5506-X, 5508-X, 5516-X with FirePOWERThreat Defense

• FirePower 2110

• Cisco Spark & Webex• Cisco TelePresence DX80• Cisco TelePresence SX10

• BE4K & BE6KS• SPA Phone series• Cisco IP Phone 7800/ 8800 series

• Cisco Spark Room Kit• Cisco Spark Room Kit Plus • Cisco Spark Board 55/70

Connected MobileExperiences

SB 100-500 series Network

Management

Switching• SF/SG95 to 550 series• Catalyst 2960X&L series• Catalyst 3650&3850

series

Routing• RV100/ 300/340 series• ISR 800 series• ISR 1100 series• ISR 4200&4300 series

Wireless• WAP100, 300

& 500 seriesaccess points

• Aironet 1815 series, 1832, 1852, 2800 and 3800 with Mobility Express solution

• WLAN Controller 3504

• CMX Cloud

• FindIT Network Manager

Meraki

Security/UTM

• MX64/64W

• MX65/65W

• MX84

• vMX100

Switches

• MS120 series

• MS210 series & MS220 series

• MS225 series

Teleworker

• Z3

Wireless

• MR33, MR42

Security Camera

• MV21, MV71

System Manager

Cisco Services

Question 3:

Name the 3 pillars on which Cisco START portfolio is based?

A. Collaborate, Compute, Connect

B. Ironman, Spiderman, Batman

C. Paw Petrol, PJ Masks, Blaze

D. Simple, Secure, Smart

All time best sellerwith great offers

* All time best seller session will not focus on product introduction and specs

but rather than positioning, feature enhancement as well as change of offers.

Our Top Runners

Technology View Product View 2017 TOP Runners

2018 Migration Path

1H2018 New editions

Security Network Security ASA5500-X low-end firepower services

ASA5500-X low end FTD

FP2110 in FTLead with MX

Access Switching

SB switching series 200, 300, 500 250, 350, 550 10G, mGIG, POE+

C2960L series C2960P,C2960X-LL C2960L C2960L SW enhance

Access Routing

RV series -- RV13x, RV340 FindIT enhancement

ISR low-end series ISR800 ISR800 ISR1100

Wireless

WAP -- WAP150 WAP125

Aironet All Wave 1 All Wave 2 ME enhancement

Meraki Full Stack MS220, Z1 MS120, Z3 vMX100, MV, Z3, SM

Collaborate Video end points SX10/20 SX10 and spark room kit/plus

Lead with spark room kit/plus

Compute UCS UCS220/240 M4 UCS220/240 M5 M5 rackpak

Cisco Small Business Portfolio

Advanced Layer 2/Basic Layer 3

(Managed/Stackable) Portfolio

Basic Layer 2

(Unmanaged/Smart) PortfolioRouting Portfolio Wireless Portfolio

550 Series

Stackable

10G uplinks/stack,

PoE+

Dynamic routing (L3)

350 Series Managed

1G uplinks, PoE+,

QoS

Static routing (L3)

550X Series Stackable

10G interfaces,

Power and fan

Redundancy

Dynamic routing (L3)

350X Series

Stackable

10G interfaces

Static routing (L3)

Affordable Price, Performance, and

Functionality, ELLW, Smart Net

Total Care TM

220/250 Series Smart

Low cost

Simple, basic, web managed

95/110 Series Unmanaged

ZERO config

Ready to work out of the box

Easy to Deploy, Easy to Configure, Easy to

Monitor, LLW, Smart Net Total Care

RV110W, RV215W

Wireless-N, VPN,

USB 3G/4G failover*

RV130, RV130W

Wireless-N,* VPN,

Gigabit interfaces,

USB 3G/4G failover

RV340, RV345 series

RV320, RV325, RV042, RV042G, RV082,

RV016 Dual WAN, 4 to 14 ports, USB

3G/4G failover, web filtering, VPN

(IPsec and SSL*)

From basic Business Connectivity to High

Performance and security, LLW, Smart Net

Total care

WAP125, WAP150

802.11n/ac (150)

802.11n (131)

Celling/desktop

Dual band 2x2

4 APs per cluster (150)

WAP371

802.11n/ac

2.4 (2x2:2) and

5 GHz (3x3:3)

8 APs per cluster

Single-Point Setup with Clustering,

Captive Portal.* LLW, Smart Net

Total Care

WAP581, WAP571/E

802.11ac

Powerful perf.

Indoor/outdoor

Dual band 3x3

16 Aps per cluster

* Select models. For more information, please check the product datasheet

Cisco FindIT Network Manager

Managing under 10 network devices is free of charge

Multi-tenant support

Hosted MSP Feature Release

Cloud deployment & AWS/Azure support

Flexible On Prem or Partner Hosted

Architecture

PnP server release

FindIT Probe 1.1 enhancement includes

wireless dashboard widget; switch stacking

visibility; discovery enhancements

D

8 Port Model

16 Port Model

24 Port Model

48 Port Model

Web GUI managed in

English, Japanese, Korean

Cisco IOS 30 Years

Catalyst Brand and Quality

Cool, Quieter & Better than Competitive Offerings

Accelerating Catalyst 2960-L

* Product is not available for ANZ region.C/P/D

Question 4:

How many devices can be managed with FindIT free of

charge ?

A. Unlimited

B. 15

C. 100

D. 10

Where does Umbrella fit?

Malware

C2 Callbacks

Phishing

HQ

Sandbox

NGFW

Proxy

Netflow

AV AV

BRANCH

Router/UTM

AV AV

ROAMING

AV

First lineNetwork and endpoint

Network and endpoint

Endpoint

It all starts with DNS

Precedes file execution

and IP connection

Used by all devices

Port agnostic

Security First

Done

Please

Visit

UmbrellaStart blocking in minutes

Easiest security product you’ll ever deploy

Signup1

2 Point your DNS

3 Done

Cloud Security: Cisco Umbrella

https://umbrella.cisco.com/

C/P/D

Running OS

FW + IPS + AVC Throughput 250 Mbps 250 Mbps 450 Mbps 450 Mbps 200 Mbps 320 Mbps

FW Throughput 750 Mbps 750 Mbps 1 Gbps 1.8 Gbps 200 Mbps 320 Mbps

Maximum new connections per second 3,000(w/AVC) 3,000(w/AVC) 7,000(w/AVC) 8,000(w/AVC) 5,000 8,000

Maximum 3DES/AES VPN throughput 100 Mbps 100 Mbps 175 Mbps 250 Mbps 100 Mbps 250 Mbps

High-availability support A/A A/S A/A A/S A/A A/S A/A A/S No No

Integrated I/O 8 x 1 GE 8 x 1 GE 8 x 1 GE 8 x 1 GE 5 x 1 GE (MX64)

12 x 1 GE(2 PoE+)

10 x 1GE2 x GE(SFP)

Simultaneous Session *50,000 *50,000 100,000 250,000 100,000 250,000

Rack Unit Desktop Desktop 1RU 1RU Desktop 1RU

Dual power supplies Not available Not available Not available Not available Not available Not available

Power AC only AC only AC only AC only DC only AC only

Cisco Start Security Product Line -For SMB to Midmarket-

ASA 5506-X ASA 5506W-X ASA 5508-X ASA 5516-X Meraki MX 64/65 Meraki MX 84

ASA FirePower Threat Defense Cloud Base

FW + IPS* + AVC Throughput 125 Mbps 125 Mbps 250 Mbps 450 Mbps 200 Mbps 320 Mbps

*Associated with Security Plus license enabled; To achieve IPS throughput, FMC is required

Question 5:

What are the 3 steps to sign-up for Cisco Umbrella?

A. Sign-Up, Configure DHCP, Done

B. Sign-Up, Point your DNS, Done

C. Configure DHCP, Point your DNS, Done

D. Cloud based web security gateway

Cisco Room 70DCisco Room 70S

Cisco Spark Room Kit Plus Precision 60

Cisco DX80Cisco DX70

Optimized for BothCloud and On-Premises

Cisco Spark Room Kit Plus

Cisco Spark Room Kit

Cisco SX10

Cisco Spark Board 55

NEWCisco Spark Board 70

Cloud

Cisco IX5000

On-Premises

Board OS Room OS / CE SW IX SW

Cisco Room 55NEW NEW NEW

NEW

Cisco Start Collaboration –Cisco’s comprehensive collaboration portfolio

Introduce Cisco Spark Room Kit and Room Kit Plus

Best Overview

Auto-detects people in room Selects best framing

Detects person speaking Selects best framing for speaker

Speaker Tracking

Intelligent framing for clearer communication

Cisco Spark Board

55- or 70-inch device designed for teamwork

Cisco Spark Board for teamwork

Question 6:

How many people in a room is Spark Room Kit ideally suited

to support?

A. 15

B. 8

C. 7

D. 14

Cisco Start package: Support entrepreneurs

Simple to set up and easy to

manage

Ideal for smaller budgets

Enterprise Class Features for

Small Deployments

High Performance

Low Cost Solution

Fast Deployment

Collaborate EverywhereRemote, satellite offices

work from home

C/P/D

Cisco Start package: Support entrepreneursPromotion End Date: Q1FY18

For < 25 employees 1 unit of RV130 secure VPN router 1 unit of 10 port SG300 PoE+ managed switch2 units of 11ac wave 1 access point WAP150

For 26-50 employees1 unit of 8 port C2960L PPoE enterprise class switch2 units of 11ac wave 2 access point 1832Webex meetings for SMB audio and video conferencing

For 51-150 employees 1 unit of ISR890 secure VPN router2 units of 8 port Cat2960L PPoE enterprise class switch5 units of 11ac wave 2 access points 183210x Spark for business messaging and meetings

SMB Services

Business Challenges for SMB

Limited IT StaffLimited Network

SupportLimited Budget

IT Staff is Responsible for Design, Deployment and Maintenance of the Network

The Cost of Downtime

Productivity Lost# Employees x Hours Lost x

Burdened Hourly Rate = Loss

Damaged

Reputation• Customers

• Suppliers

• Business Partners

Revenue Lost• Direct Revenue Loss

• Compensatory Payments

• Future Lost Revenue

Impaired Financial

Performance• Revenue Recognition

• Cash Flow

• Lost Discounts

• Full service support - 24*7 TAC access, OS

support minor upgrades,

• Premium RMA levels, access to Cisco.com

• TAC support in business hours, maintenance

upgrades in OS,

• 8 5 NBD replacement, access to Cisco.com

• ++ Multi architecture/vendor support,

focused technical support for

accelerated resolution

Cisco Support stack

PSS / SNTC / SWSS

High Value Services

Cisco Support

Essentials

Ne

eds o

f th

e c

usto

mer

* CSE is available for Cisco Start Portfolio and is best suited for customers who do not have mission critical networks, do not need premium support, but still value the benefits of

Next Business day replacement, access to Cisco.com and TAC support in local hours.

Cisco Support Essentials Benefits

• Affordable, essential support

• Step-by-step guidance from Cisco support engineers

• Next business day hardware replacement

• Online access to technical tools and resources

• Operating system software maintenance releases for bug fixes

Warranty Comparison

Equipment

Covered

Duration Hardware

Replacement

Cisco OS

Updates

Cisco TAC

Support

Additional

Cisco.com

Access/Benefi

ts

Smart

Entitlement

Smart Net

Total Care

All 1 Renewable

contracts

Advance

replacement:

- 24x7x 2hrs

- 24x7x 4hrs

- 8x5x 4hrs

- 8x5x next

business day

(NBD)

- Onsite options

Minor and

maintenance

releases for

licensed

feature set 5

24x7 2 Yes 7 Yes

Support

Essentials

Data-only

network

equipment

Renewable

contracts

8x5 x NBD Maintenance

releases

8x5 (callback) Yes 7 Yes 2

Warranty All 1 90 days 3 Advance

replacements

(10 days) 3

No 4 No 6 No No

Global experience

and scale

Technology

visionary

Unmatched networking

leadership

Why Cisco Services is your best partner

J.D. Power Certified Technology Service and Support Excellence

Engineering

access

worldwide

24/7365

Fortune 100

companies

Professionals

certified

Networking technologies Networks

installed

>50M

3M

11 Years

12k Engineers,

architects, advisors

25k Expert

certifications

Question 7:

In how many countries is Cisco support available?

A. North America

B. <100

C. ASEAN

D. 180+

What’s in it for you?

Why bigger things start here

• Best available competitive

and dynamic pricing

• Programs & incentives that

grow your bottom line

Increased Profitability

• Solutions and services to

meet any customer need and

grow your Cisco business

• Market leadership across

Security First, Connect,

Collaborate, Compute & Cloud

Managed

• Simple, smart and secure

Best of Breed Portfolio

• Simplified pricing and ordering

with promotion codes from

distributors

• Assets, training and support

to help you

• Dedicated Cisco support

specialists

Ease of Doing Business