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1 Session Arrangement Mute As a courtesy to all participants you are muted during the presentation to alleviate background noise Q&A Please use the Q&A function to ask your Q at any time. We will answer your question during the session or by . Send - Alternatively please send an to the presenters after the session. Quiz After the session, the Quiz will be launched in a separate window. Do NOT close your Webex session after the presentation! Session Follow up- Presentation & Recording will be shared post-session by

2 Training presentation May Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 2

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

4 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 4

5 Infrastructure Needs to Transform with it Business Before Business Now Applications: Delivered to Desktops e.g. CRM, Finance Apps: Delivered from Cloud to Any Device, Business and Personal apps, High Video Mix Devices: Mostly PCs, Workstations and Desk Phones Devices: Smartphones, Tablets, Video End Points and Phones, Scanners, Sensors etc. Users: Tied to Single Physical Location, Only IT Provided Applications Users: Mobile, Choice of non-it Cloud Based Apps Analytics and Intelligence: Determined by Workflow, Manual Analytics and Intelligence: Real Time on Any Device, Any Location 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 5

6 You are Upgrading Much more than Access Infrastructure Before Infrastructure Now Mostly Wired Connections: More Switches, PoE Wired Connections: Fewer High Performance and Bigger Switches, PoE+/UPOE Wireless in Infancy: Less APs, Spotty Wi-Fi Basic Security: Perimeter-based 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 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 6

7 Older than 5 year Infrastructure Wireless Growth Advanced Security Attractive ROI Higher Scale Wireless as primary access High performance wireless apps to more users/devices Business differentiation with Connected Mobile Experience Consistent access policy for wired & wireless Enable advanced security Proactive risk management of EoL Products Special Cisco offers: TMP, Bundles & Promotions Award-winning Service Prepare for future growth: more apps, more devices, new cloud models 11ac same price as.11n 10G lower price than 2x1G 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 7

8 Win -Win for Partner Profitability Install Base Ready for Refresh Pave the Way, Protect the Base If You Don t, Your Competitors Will Simplified Offers Better Account Management Mobility & Security Top of Mind Cisco & Competitor Install Base Services help build the business case and provide recurring revenue streams Gain First Mover Advantage Highly Differentiated Cisco Portfolio Limited Time Offers to Maximize Partner Profitability Align with Customer Trends, Architecture Based Selling 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 8

9 IT Simplicity Security/Compliance Mobility Surge Every IT department is being asked to do more with less At the same time, complexity is multiplying Transition from device-based to context-based security compliance Manage mobile device surge and traffic growth from ac Pervasive Mobility Simplification with Converged Access 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 9

10 Business Strategist CIO INITIATIVES years Driving business innovation 10 26% 9 26% 1 54% Developing and refining business strategy Identifying opportunities for competitive differentiation Aligning IT initiatives with business objectives 12 22% 10 24% 2 45% 13 17% 13 19% 3 41% 1 60% 1 63% 4 40% 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 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 10

11 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 11

12 Required to meet evolving trends 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 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 12

13 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 = x Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 13

14 One Policy, One Management, One Network Cisco Prime Infrastructure Identity Services Engine and TrustSec Cisco WLAN Controller Network Core Enterprise WAN Branch Office Wireless Network Wired Network One Policy One Management One Network 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 14

15 NETWORK APPLICATION LAYER Cisco Prime Cisco ISE Cloud Services Security Services Mobility Services Application Services NETWORK CONTROL LAYER Cisco Application Policy Infrastructure Controller(APIC) (Network Services APIs) Discovery Topology. QoS Location NETWORK ELEMENT LAYER ASIC DATA PLANE Device API OnePK, OpenFlow, CLI Cisco Network Operating Systems (Enterprise, Data Center, Service Provider) SOFTWARE DATA PLANE 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 15

16 Need for campus infrastructure upgrade 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 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 16

17 TrustSec: The Right Resource for the Right User at the Right Time Finance AD/LDAP Help Desk User Server Allow Financial Application Deny ISE Context Classification Authenticate User and Determine Context Context Classification Source Group Tagging Security Group Tagging Tag traffic with contextual data Scenarios #1 #2 Situation User with company laptop on wired network User with own tablet on wireless network Catalyst 3850/ 3650/4500 Sup8-E Dynamic Policy Enforcement Enforce access based on tag Info Outcome Consistent policy Consistent experience 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 17

18 Need for campus infrastructure upgrade ac Simple Secure Lower TCO Mobile Device Surge Traffic Growth from ac Pervasive Mobility with Superior Experience Simplify with Converged Access 3x More Devices Internet of Things Exponential Growth in Apps 3x More Bandwidth than n ~1G / month / device OS & App updates Rise in Video Traffic High Density wireless experience Coverage and performance Location Based Services Inconsistencies between wired and wireless infrastructures 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 18

19 Simplifies Wired and Wireless Network Connectivity and Management WIRELESS 480G W/Stacking Up to 40G Integrated WLAN Controller WIRED 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 19

20 Small Branch (48 users) Small Campus (192 users) Central Location WAN Number of Switches: 1 Number of Switches: 4 MC MA Total Wireless Bandwidth (Gbps) Cat 3650 Total Wireless Bandwidth (Gbps) Cat Gbps 160 Gbps 40G on Every Switch 20 Employee Guest 40G on Every Switch Future Proofing your Network f or ac and beyond 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 20

21 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 21

22 Features From essential connectivity to Unified Access for next-generation workspaces Converged Wired/Wireless Access Base Stackable Switch Lead Stackable Switch Lead Modular Switch Secure, reliable access Low TCO & energy-efficient Scale Competitive Feature Set at Compelling Prices 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 22

23 Comprehensive, Scalable and Resilient Cisco Catalyst 6807-XL Cisco Catalyst 6880 Cisco Catalyst 6500-E Cisco Catalyst 4500-X 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 23

24 The mega trends and challenges are impacting YOU New Cisco switches for IT simplicity, security, mobility surge Upgrade with industry leader today Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 24

25 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 25

26 Option 2 4 Key Reasons for Partners: Profitability, Better Profitability, Maximize Profitability Large Install Base Ready for Refresh Pave the Way, Protect the Base Maximize Profitability If You Don t, Your Competitors Will $1.6B of Catalyst 6K,3K,2K Install Base LDoS in FY13-15 Amortized Cisco Switches Install Base (Sold from ) $2B of Aging HP 5400zl Switches Collaborative Services Make the business case for technology migration Technical Support Services Protect the base Continue recurring revenue streams 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% Gain First Mover Advantage Start Migration proactively Promote Architecture Based Selling Highly Differentiated portfolio $28 Billion Competitor Install Base Holistic Approach to Win: Architecture, Products, Services & Capital 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 27 *More Details Available here

27 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 28

28 Just Switch It - Upgrade Path Data Center OLD Products Catalyst 6K,4K Data Center Install Base Nexus 1 st Gen Data Center Install Base NEW Products Catalyst 2K, 3K and Competitors Campus Fixed Access Install Base Campus & Branch Catalyst 4K Non-E and Competitors Campus Modular Access Install Base Catalyst 6K Non-E and Competitors Campus Backbone Install Base a/b/g Access Point Install Base WiSM, 4400, 2100 MSE 3310,3350 Wireless Controller Install Base 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 29

29 Aggressive & Holistic Promotions 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 Removing Barriers to Upgrade 6 Month Customer Deferred Payments By Cisco Capital Support Service Contract Transfer For Eligible Active Support Service Contracts Super Simplified Program 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 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 30

30 Features / Network Services Enterprise Or Mid-Market Positioning Cisco On-Prem Offering Reason to Buy Architectural Sell (Wired + Wireless) Value Sell (Wired + Wireless) Entry-level Wireless Sell All Existing Customers 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 Unified Access Base Bundle 5508 with HA, AP 2600, Catalyst 2960-X, Prime, profiling/policy on controller 100% PSS compensation Eligible for TMP, OIP, promos for upto 60% off Low End Wireless Bundles (5 AP Bundle) WLC 2500, AP 700 (10% below Aruba Instant) WLC 2500, AP 1600 (10% premium over Aruba Instant) 100% PSS compensation Eligible for TMP, OIP, promos for up to 60% off License Portability and Migration WLC 2504 WLC 5508 Eligible for OIP, TMP, VIP, UA Breakaway, up to 60% off 38-39% discount for buying wired and wireless together! 20% discount on WLC Service Pricing License Portability Better features and lower price than Aruba Instant! 20% discount on WLC Service Pricing Ease of migrating to new IOS-XE controllers 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 31

31 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, ac) 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 32

32 Accelerate Profitable Migrations with Cisco Smart Services 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 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 33

33 1 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. 2 Use selling resources such as templates, call guides, case studies, and demonstrations to communicate the benefits of building a solution with Cisco. 3 Reference the Just Switch It Playbook, customer presentation, white papers and other resources to reinforce enhanced scale, performance, security, simplicity, SDN support and more. 4 Use Cisco offers like the UA Breakaway Upsell Accelerator, Technology Migration Program (TMP) and other promotions and programs. 5 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 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 34

34 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 35

35 Fast Track Accelerators Mid-Market Wireless Bundles Unified Access Basic Bundle Competitive Information Competitive information portal on Partner Central Gartner Information Gartner Magic Quadrant 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 36

36 Promotion Dates: April 27 July 26, 2014 Switching Catalyst 2960X/XR, Catalyst 3650, 3850 Wireless - Aironet 700, 1600, 2600, 2700 Series Access Points Series Controllers Routing - Integrated Services Routers , 2900 Series Discounts of up to 15% on selected SKU s Security - Adaptive Security Appliances ASA5500-X, ASA5512, ASA5515, ASA & Web Security Appliances 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 37

37 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 38

38 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 39

39 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 40

40 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 41

41 Fast Track Accelerators Mid-Market Wireless Bundles Unified Access Basic Bundle Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 42

42 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 43

43 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 44

44 Entry Level Bundle Buy these CT2504 SKUs by Dec 14 CT CT CT CT Get equal number of IOS Licenses Install on any converged access switch or wireless controller By policy redeemable by CY 16 Buy these CT5508 SKUs by Dec 14 CT CT CT CT 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 Availability NOW 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 45

45 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 46

46 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 47

47 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 48

48 Thank you Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 49