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© 2013 Cisco and/or its affiliates. All rights reserved. 2 Cisco Partner Confidential 2 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential

Training presentation

May 2014

© 2013 Cisco and/or its affiliates. All rights reserved. 3 Cisco Partner Confidential

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Infrastructure Needs to Transform with it

Business Before Business Now

Apps: Delivered from Cloud to Any Device, Business and

Personal apps, High Video Mix

Devices: Mostly PCs, Workstations and Desk

Phones

Users: Mobile, Choice of non-IT Cloud Based Apps

Analytics and Intelligence: Real Time on Any Device, Any

Location

Applications: Delivered to Desktops e.g. CRM,

Finance

Devices: Smartphones, Tablets, Video End Points and

Phones, Scanners, Sensors etc.

Users: Tied to Single Physical Location, Only IT

Provided Applications

Analytics and Intelligence: Determined by

Workflow, Manual


You are Upgrading Much more than Access

Infrastructure Before Infrastructure Now

Mostly Wired Connections: More Switches, PoE

Wireless in Infancy: Less APs, Spotty Wi-Fi

Basic Security: Perimeter-based

Wired Connections: Fewer High Performance and

Bigger Switches, PoE+/UPOE

Wireless as Primary Access– More APs, High

Density Experience Wi-Fi

Advanced Security : Anywhere, Context Based,

Centralized Policy

Simple: Caters to Single type of User, Application Agile: Multiple Types of User & Applications,

Automated and Programmable


Older than 5 year Infrastructure

Wireless Growth

• Wireless as primary

access

• High performance

wireless apps to more

users/devices

• Business differentiation

with Connected Mobile

Experience

Advanced Security

• Consistent access policy

for wired & wireless

• Enable advanced

security

Attractive ROI

• Proactive risk

management of EoL

Products

• Special Cisco offers:

TMP, Bundles &

Promotions

• Award-winning Service

Higher Scale

Prepare for future growth:

more apps, more devices,

new cloud models • 11ac same price as .11n

• 10G lower price than 2x1G


Win -Win for Partner Profitability

Better Account Management

• Align with Customer

Trends,

• Architecture Based

Selling

Simplified Offers

• Limited Time Offers

to Maximize Partner

Profitability

If You Don’t, Your Competitors Will

• Gain First Mover

Advantage

• Highly Differentiated

Cisco Portfolio

Install Base Ready for Refresh

• Mobility & Security Top

of Mind

• Cisco & Competitor

Install Base

Pave the Way,

Protect the Base

• Services help build

the business case

and provide recurring

revenue streams


IT Simplicity Mobility Surge

Manage mobile device surge and traffic growth from 802.11ac

Pervasive Mobility

Simplification with Converged Access

Security/Compliance

Transition from device-based to context-based security compliance

Every IT department is being asked to do more with less

At the same time, complexity is multiplying


Q. Which of these activities best characterize your focus and how you spend your time in your current role?

Q. Which of these activities would you like to spend more time on in the next 3-5 years?

Source: State of the CIO Survey, CIO magazine, January 2013

CIO INITIATIVES 2012 2013 3-5 years

Bu

sin

es

s

Str

ate

gis

t

Driving business innovation 10 26% 9 26% 1 54%

Developing and refining

business strategy 12 22% 10 24% 2 45%

Identifying opportunities for

competitive differentiation 13 17% 13 19% 3 41%

Aligning IT initiatives with

business objectives 1 60% 1 63% 4 40%


Simplification & SDN

Cisco onePK APIs Harness the Rich Network Intelligence

Catalyst Smart Operations Accelerate Deployment, Automate

Administration

Advanced Security

& Compliance TrustSec & MACsec

Context Based Access & Integrated

Encryption

Flexible NetFlow Network as Sensor for Decision Making

Mobility Surge

Integrated Controller with UADP ASIC Consistent Wired & Wireless Functionality

10G uplinks & Scale Switches address Bandwidth Growth

Future Proof, 1-10G Price Parity

Required to meet evolving trends


Need for campus infrastructure upgrade

Every IT department is being asked to do more with less.

At the same time, complexity is multiplying

Users Devices Network Resources

Employees

Partners

Customers

Guests

Laptops

BYOD

Internet of Things

Wired

Wireless

Public

Private

On-Premise

Cloud Applications

x4 x3 x4 x2 = x96


One Policy, One Management, One Network

Cisco Prime Infrastructure

Network

Core

Wired Network

Cisco WLAN

Controller

Wireless Network

Identity Services

Engine and TrustSec

Enterprise

WAN

Branch Office

One Management

One Policy

One Network


NETWORK

APPLICATION

LAYER

NETWORK

CONTROL

LAYER

NETWORK

ELEMENT

LAYER

Cisco

ISE

Cisco

Prime

Cloud

Services

Security

Services

Mobility

Services

Application

Services

Cisco Application Policy Infrastructure Controller(APIC) (Network Services APIs)

Discovery Topology …. QoS Location

Device API – OnePK, OpenFlow, CLI

Cisco Network Operating Systems (Enterprise, Data Center, Service Provider)

ASIC DATA PLANE

SOFTWARE DATA PLANE



From device-based to context-based Security

Multiple inconsistent security policies

Personal & corporate devices, apps & networks

Policies lack context – Who, What, When, Where, How

Application visibility & control

Meet regulatory compliance

Non-negotiable regulatory compliance

Public Sector 128 to 256 MACSec transition

Context Based Security

And more


Authenticate User

and Determine

Context

Context

Classification

Tag traffic with

contextual data

Security

Group Tagging

Enforce access

based on tag Info

Dynamic

Policy

Enforcement

ISE

AD/LDAP Email Finance

Context

Classification

Source Group

Tagging

Catalyst 3850/ 3650/4500 Sup8-E

Scenarios #1 #2

Situation User with

company laptop

on wired network

User with own

tablet on wireless

network

Outcome • Consistent policy

• Consistent experience

Email

Server

Financial

Application

Allow Deny

Help Desk

User

TrustSec: The Right Resource for the Right User at the Right Time



Traffic Growth

from 802.11ac

3x More Bandwidth than 802.11n

~1G / month / device OS & App updates

Rise in Video Traffic

802.11ac

Pervasive Mobility with

Superior Experience

High Density wireless experience

Coverage and performance

Location Based Services

Simplify with

Converged Access

Inconsistencies between

wired and wireless

infrastructures

Simple Secure Lower TCO

Mobile Device

Surge

3x More Devices

Internet of Things

Exponential Growth in Apps


Simplifies Wired and Wireless Network Connectivity and Management

WIRELESS WIRED 480G W/Stacking

Up to 40G Integrated WLAN Controller


Small Campus (192 users)

Total Wireless Bandwidth (Gbps)

Number of Switches: 4

Cat 3650

20 Employee Guest

Future Proof ing your Network for 802 .11ac and beyond

40G on Every Switch 40G on Every Switch

Total Wireless Bandwidth (Gbps)

Small Branch (48 users)

Number of Switches: 1

WAN

Central Location

MA MC

160 Gbps 40 Gbps Cat 3650


From essential connectivity to Unified Access for next-generation workspaces

• Secure, reliable access

• Low TCO & energy-efficient

Competitive Feature Set at Compelling Prices

Featu

res

Scale

Converged Wired/Wireless Access

Base Stackable Switch Lead Stackable Switch Lead Modular Switch


Comprehensive, Scalable and Resilient

Cisco Catalyst

6807-XL

Cisco Catalyst

6880

Cisco Catalyst

4500-X

Cisco Catalyst

6500-E


New Cisco switches for IT simplicity, security, mobility surge

Upgrade with industry leader today

www.cisco.com/go/switching

The mega trends and challenges are impacting YOU

http://www.cisco.com/go/switching


$1.6B of Catalyst 6K,3K,2K Install Base LDoS in FY13-15

Amortized Cisco Switches Install

Base (Sold from 2003-2008)

$2B of Aging HP 5400zl Switches

$28 Billion Competitor Install Base 2001-10

Aggressive Promotions: UA Breakaway Accelerator +5% discount

for 10G,802.11ac*

Up to 18% TMP discounts for Products

Up to 10% TMP discounts for Technical

Services

VIP up to 10%

Holistic Approach to Win: Architecture, Products, Services & Capital

Gain First Mover Advantage Start Migration proactively

Promote Architecture Based

Selling Highly Differentiated portfolio

Large Install Base

Ready for Refresh

Maximize

Profitability

If You Don’t,

Your Competitors Will

4 Key Reasons for Partners: Profitability, Better Profitability, Maximize Profitability

Pave the Way,

Protect the Base

Collaborative Services Make the business case for

technology migration

Technical Support Services Protect the base

Continue recurring revenue streams

*More Details Available here – www.cisco.com/go/migratenow

Option 2

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=_IZq7mszeW6FNM&tbnid=vxghaCxI0SdiHM:&ved=0CAUQjRw&url=http://ducareerclub.net/media/images/img_tmp/&ei=tYhlUpSdHY3liwKLoYC4CA&bvm=bv.55123115,d.cGE&psig=AFQjCNGfw8bpu0Rc76woVMU7_5jh5aXaUw&ust=1382472233489311

http://www.cisco.com/go/migrate

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=F6auJVGLSQ-gBM&tbnid=wcxcrUaEw-EZBM:&ved=0CAUQjRw&url=http://www.mandekitchen.co.uk/competition.html&ei=yIdlUtaXNsG0igKPqIGQAQ&bvm=bv.55123115,d.cGE&psig=AFQjCNFx7r2ZkPPHCrZAj_OnL02K4Hodcg&ust=1382471879625504


Just Switch It - Upgrade Path

Catalyst 2K, 3K and Competitors Campus Fixed Access Install Base

Catalyst 4K Non-E and Competitors Campus Modular Access Install Base

Catalyst 6K Non-E and Competitors Campus Backbone Install Base

802.11 a/b/g Access Point Install Base

Nexus 1st Gen Data Center Install Base

WiSM, 4400, 2100

MSE 3310,3350 Wireless Controller Install Base

Catalyst 6K,4K Data Center Install Base

NEW Products OLD Products

Data Center

Campus

& Branch


Removing Barriers

to Upgrade

Aggressive &

Holistic Promotions

Super Simplified

Program

Collective Power of Promotions

UA Breakaway* + TMP (Cisco/competitive)

+ Capital + Services + Bundles

= Up to 60% or Higher Discounts*

Holistic Approach to Win

Architecture, Products, Services & Capital

6 Month Customer Deferred Payments

By Cisco Capital

Support Service Contract Transfer

For Eligible Active Support Service

Contracts

Clear Migration Path for Products

Access & Backbone Switches, AP& WLC

Consistent 2 Level Discount Structure

“ Drive” & “Enable” For VIP22 & TMP

Revamped TMP Program

Simplified Retired Equip Return Certificate

Fixed Credits for Retired Equipment

*Can Vary Across Regions. Details Available here – www.cisco.com/go/migratenow

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=ktfkfLrDgC1NRM&tbnid=5hWLFohJzh4qVM:&ved=0CAUQjRw&url=http://www.ha-kol.co.il/Proffesional_business/promotion.php&ei=fc9lUv6_DcSQiQLymYHoAw&bvm=bv.55123115,d.cGE&psig=AFQjCNHEPn4ln8gJIeAXzpGOmoKYhz3d0A&ust=1382490120401042

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=qtfOmxvTtC7KsM&tbnid=LLRAHEvmXkx4AM:&ved=0CAUQjRw&url=http://sweetclipart.com/abc-baby-blocks-949&ei=WdBlUtHuMcfniALqloC4Bw&bvm=bv.55123115,d.cGE&psig=AFQjCNGwQpVrzIBOqm0O-lnOblusBOpjLg&ust=1382490472720617

http://www.cisco.com/go/migrate


Fe

atu

res / N

etw

ork

Se

rvic

es

Positioning Cisco On-Prem Offering Reason to Buy

Enterprise

Or

Mid-Market

Architectural Sell

(Wired + Wireless)

Unified Access Advanced Bundle

• 5508 with HA, AP 3700 (802.11ac),

Catalyst 3850, Prime, ISE

• 100% PSS compensation

• Eligible for TMP, OIP, promos for up to 60% off

38-39% discount for buying

wired and wireless together!

20% discount on WLC

Service Pricing

License Portability Value Sell

(Wired + Wireless)

Unified Access Base Bundle

• 5508 with HA, AP 2600, Catalyst 2960-X, Prime,

profiling/policy on controller


• Eligible for TMP, OIP, promos for upto 60% off

Entry-level Wireless Sell

Low End Wireless Bundles (5 AP Bundle)

• WLC 2500, AP 700 (10% below Aruba Instant)

• WLC 2500, AP 1600 (10% premium over Aruba

Instant)


• Eligible for TMP, OIP, promos for up to 60% off

Better features and lower

price than Aruba Instant!

20% discount on WLC

Service Pricing

All Existing

Customers

License Portability and Migration

• WLC 2504

• WLC 5508

• Eligible for OIP, TMP, VIP, UA Breakaway, up to 60%

off

Ease of migrating to new

IOS-XE controllers


1. Focus of Architecture Selling & LDoS / Older Install Base 8-18% TMP (Cisco/competitive) credits for LDoS & older install base refresh. Technical Support Discount 10%

2. Always Sell More Products from “Drive” Category 2x promotion discounts with “Drive” products (latest, highly differentiated, arch aligned )

3. Strive for UA Cross-Sell & UA Accelerator Up to 10% extra promotion discounts for UA Cross-Sell (Switch + Wireless), UA Accelerator (10G, 802.11ac)


Collaborative Services

Reduce Network and Device configuration Time

by up to 90%

Improve Post-migration Verification Time by 60 to

70%

Provide a Structured Methodology for Product

and Technology Migration

Technical Support Services

Create a Recurring Revenue Stream

Protect your Customer by Ensuring

Network Stability and Reducing Risk

Secure your Installed Base from Competition

Accelerate Profitable Migrations with Cisco Smart Services


Identify mid-market, enterprise and public sector customers and prospects

investigating BYOD, SDN, or secured, simplified and resilient access network infrastructures. Also

identify those with depreciated, end-of-service or end-of-life Cisco Catalyst Switches.

Use selling resources such as email templates, call guides, case studies,

and demonstrations to communicate the benefits of building a solution with Cisco.

Include Collaborative Professional Services or Cisco Branded Services. Offer partner-delivered or Cisco-delivered technical support services for network-wide support, monitoring, optimization, and repairs.

Reference the Just Switch It Playbook, customer presentation, white papers and other resources to reinforce enhanced scale, performance, security, simplicity, SDN support and more.

Use Cisco offers like the UA Breakaway Upsell Accelerator , Technology Migration Program (TMP) and other promotions and programs.

1

5

2

3

4

http://www.cisco.com/web/partners/incentives_and_promotions/breakaway.html








http://www.cisco.com/web/partners/incentives_and_promotions/tmp.html?United States









• Fast Track Accelerators

http://www.cisco.com/web/partners/sell/promotions/fast_track.html

• Mid-Market Wireless Bundles

http://www.cisco.com/web/LA/partners/incentives_and_promotions/incentives_promotions.html

• Unified Access Basic Bundle


• Competitive Information

Competitive information portal on Partner Central

• Gartner Information

Gartner Magic Quadrant




http://www.cisco.com/web/partners/sell/competitive/index.html



http://www.gartner.com/technology/reprints.do?id=1-1KGUQ9C&ct=130917&st=sb

http://www.gartner.com/technology/reprints.do?id=1-1KGUQ9C&ct=130917&st=sb


Promotion Dates: April 27 – July 26, 2014

• Switching Catalyst 2960X/XR, 2960+

- Catalyst 3650, 3850

• Wireless - Aironet 700, 1600, 2600, 2700 Series Access Points

- 2500 Series Controllers

• Routing - Integrated Services Routers - 1900, 2900 Series

• Security - Adaptive Security Appliances – ASA5500-X, ASA5512, ASA5515, ASA5525

- Email & Web Security Appliances

Discounts of

up to 15% on

selected

SKU’s


• Fast Track Accelerators


• Mid-Market Wireless Bundles


• Unified Access Basic Bundle






Exclusions • Not supported on: 8510, Flex7510, WiSM2, Virtual WLC • Not supported on higher SKUs with 5508 • Not on past purchases (only new purchase & also for limited time until Dec’14)

Run these IOS licenses on any IOS based controllers? • Yes, 3650, 3850, SUP8-E or 5760

How long can I use this offer ? Redeem promotional IOS License until December 2016

• Get equal number of IOS Licenses

• Install on any converged access switch or wireless controller

• By policy redeemable by CY’16

Buy these CT2504 SKUs by Dec’14

Buy these CT5508 SKUs by Dec’14

CT2504-5

CT2504-15

CT2504-25

CT2504-50

CT5508-12

CT5508-25

CT5508-50

CT5508-100

Entry Level Bundle

Availability

NOW


Thank you.

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