Get Your Head in the Cloud with Cisco Cloud
Networking
Learn How and Why to Sell Cisco Meraki
Brian Avery Territory Business Manager, Cisco
Ben Stafford, Product Sales Specialist, Cisco
Sep 15th, 2015
Welcome and Agenda

Welcome to sub-250 Tuesday!

The sub-250 Opportunity

Why Cloud Networking Now?

Cloud Networking Overview
Brian J Avery
Territory Business Manager
Florida Territory Commercial
bravery@cisco.com
Priors:


Cloud Networking Deep Dive
Conclusion, Call to Action
Cisco Sales and Channels (10 yrs)
President and CEO (6 yrs)
Cisco Premier Partner
Director of Sales (2 yrs)
Cisco Silver Partner
Financial Analyst (7 yrs)
Sprint Corporation
What Is…
What is sub-250 Tuesday?
• A monthly partner briefing series designed for
Cisco Commercial SMB partners
• Learn about Cisco products and solutions for
the SMB market of companies under 250
employees
• Sessions will cover product features, benefits,
selling strategies, and more!
Next sub-250 Tuesday
Catch up to the 21st Century with Cisco Collaboration Solutions for SMBs
Tuesday Oct 13th, 2015 at 10:30 ET
Check http://cs.co/sub250 for registration links and replays
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
4
The Fun Spot
The sub-250
market - it’s
HUUUUGE!
The Opportunity
The SMB market is defined as
1 to 250 employees
Over 6.0 million companies in the US
97% of employees work in this segment
US Census - http://www.census.gov/econ/smallbus.html
SBE Council - http://www.sbecouncil.org/about-us/facts-and-data/
Cisco Commercial Sales Breakdown
SMB
1 – 100 employees
Geo
Approx. 2,200,000
accounts
100 – 250 employees
Named Accounts
Approx.
150,000 accounts
Mid-Market
250+ employees
Named accounts
Approx. 50,000 accounts
Cisco’s Penetration Ratio: 15 – 30%
Drive Time Radius

How many businesses are
within five miles of your
office?

In most metropolitan areas,
there are between 750 – 2,000
commercial SMB businesses within
FIVE MILES of a partner’s offices

How many of these businesses know you even exist??
The BENEFIT OF PROXIMITY
Why Cloud Networking Now?
Today’s IT Reality
Too much complexity.
Too hard to change.
The business
is frustrated.
IT is frustrated.
A new approach to
network management
is required.
We Are Entering the Age of Internet of
Everything
The Network is the Platform to Connect the Previously Unconnected
99%
of “things” are
unconnected
By 2016
Devices
25+ Billion devices
7.2+ Billion population
~3.47 devices average
per user
Traffic
50+% will be wireless
50+% will be video
50+% Cloud based
To Solve for IoE the Network
must Unify for Scale and
Performance
Unified Access: Traffic Trends
By 2016, Fixed/Wi-Fi IP Traffic Will Surpass Fixed/Wired IP Traffic
Mobile Data (70% CAGR)
Fixed/Wired (20% CAGR)
100,000
``
`
Petabytes per Month
120,000
Fixed/Wi-Fi (34% CAGR)
80,000
53%
60,000
40,000
40%
20,000
7%
-
2011
2012
Source: Cisco VNI Global Mobile Data Traffic Forecast, 2012–2017
2013
2014
2015
2016
Cloud Networking
Overview
Ben Stafford
Account Manager and Product Specialist
Cisco Meraki: Bringing the cloud
to small business networks
Meraki MR
Wireless LAN
Meraki MS
Ethernet Switches
Meraki MX
Security
Appliances
Meraki SME
Mobile Device
Management
Why Sell Cisco Meraki?
$1B run-rate for Cisco
Over 80% year-over-year growth
Added 25,000+ accounts in FY’15
• A
•
•
and 11,000 of those were net-new.
• AND Lot’s of awesome stuff coming too:
• Stackable switches
• 802.11ac wave 2
• AMP and more on the MX appliance
• Something new in CY16
Networking Solution Options
Wireless
Aruba, Aerohive, Ruckus
Switches
Juniper, HP
Security
Fortinet, Sonicwall
MDM
Mobile Iron, Air Watch
Portfolio Overview
MR Wireless
Indoor
APs
MR18
MR26
2 Stream Triple-Radio
3 Stream Triple-Radio
2 Stream Triple-Radio
3 Stream Triple-Radio
802.11a/b/g/n
802.11a/b/g/n
802.11ac
802.11ac
600 Mbit/s
900 Mbit/s
1.2 Gbit/s
1.75 Gbit/s
Outdoor
APs
MR62
19
MR34
MR32
MR66
MR72
Single-Radio
Dual-Radio
2 Stream Triple-Radio
802.11b/g/n
802.11a/b/g/n
802.11ac
300 Mbit/s
600 Mbit/s
1.2 Gbit/s
CMX Functionality out of the box -or- Highly Customized
Nearby and on-site foot traffic
determines “capture rate”
Compare locations or
groups of sites
Location server
RTLS/Location
Client re-direct
External
Captive Portal
Probing and
associated clients
Syslog
SAML
Event Server
High-precision dwell time
First-time, occasional,
and regular visitors
SSO provider
Facebook WiFi = Insights
Application visibility indicates online
marketing potential
Wireless feature velocity
Enterprise
features driven by deal demand
2013-2015
Innovative features that redefine the industry standard
December 2013
March
July
December 2014
Enterprise features driven by deal demand
Innovative features that redefine the industry standard
Bluetooth and Beacons
Bluetooth: short-range wireless technology
found in smartphones, headsets, &c.
Bluetooth Low Energy (BLE) for low-power,
low-throughput applications
Beacons use BLE for location services like
asset tracking, mobile commerce, and nav
- iBeacon is Apple’s BLE trademark
Fast becoming the alternative to WiFi for
location services MR32, MR72: Integrated
Bluetooth to drive location trends
Use Case: Location Engagement with Beacons
Better consumer
experience with opt-in
mobile app integration
Seamless site-wide
deployment by integrating
Beacons into the AP
Increased customer
visibility with both WiFi and
Bluetooth analytics built-in
MX Next Generation Security Appliances
Security
NG Firewall, Site-to-Site VPN,
Client VPN, IDS
Networking
NAT/DHCP, Routing,
Link Balancing
Application Control
Traffic Shaping, Content
Filtering
Choosing the right MX for your environment
Where
MX64/64W
Small branches
(~50 users)
Mid-size branches
(~100 users)
MX80
Mid-size branches
(~500 users)
MX100
Unique Features FW Throughput
Wireless (MX64W)
100 Mbps
Large WAN Opt cache
(1TB)
250 Mbps
Gigabit uplinks
Large WAN Opt cache
(1TB)
Z1
For teleworkers
(1-5 users)
500 Mbps
Dual-radio wireless
FW throughput: 50
Mbps
1 Gbps
MX400
Large
branch/campus
(~2,000 users)
High-speed uplinks
Built-in redundancy
Modular interface
Large WAN Opt cache (1TB)
High-speed uplinks
Built-in redundancy
Modular interface
Large WAN Opt cache (4TB)
2 Gbps
MX600
Large
branch/campus
(~10,000 users)
All devices support 3G/4G
Ironclad security
Best IPS
SOURCEfire IDS / IPS, updated every
day
Content Filtering
4+ billions URLS, updated in realtime
Geo-based
security
Block attackers from rogue countries
AV / anti-phishing
Kaspersky AV, updated every hour
PCI compliance
PCI L1 certified cloud-based
management
Feature updates
Datacenter redundancy
1:many NAT
MX warm spare failover
Geo-based ACLs
Meraki and IWAN
Need
screenshot
Transport
Independence
• IPsec overlay (Auto
VPN)
• Scalable (cloud
architecture)
• Traffic distribution
over multiple
pathways
Application
Optimization
• App visibility & control
(Meraki dashboard,
group-based policies,
traffic analytics)
• Application QoS &
bandwidth
optimization (Traffic
shaping)
Intelligent Path
Control
Secure
Connectivity
• Uplink chosen by link
latency, data loss, etc.
(PfR, aka
performance-based
routing)
• Intuitive, automatic,
scalable VPN
solution to connect
remote branch
sites (Auto VPN)
• Uplink assigned by
traffic protocol, subnet,
source, destination,
etc.
New IWAN features for the MX
Performance-based
Dual-active path:
• Active-active VPN + VPN
• Active-active VPN + MPLS
routing Ensures the
best uplink is used based
on latency and loss
metrics
Policy-based routing (PbR) :
• Allows uplinks to be intelligently assigned based on traffic protocol, subnet,
source, destination, etc.
MS Access Switches
Switch
highlights
Voice and video QoS
Layer 7 app visibility
Virtual stacking
PoE / PoE + on all ports

Gigabit edge switches in 24 and 48 port configurations with available
PoE/PoE+
Remote packet capture,
cable testing

Layer 2 and 3 options
Fastest Growing Meraki
Product in % Bookings

Primary Differentiators: Virtual Stacking, visibility and live tools
Traditional Switch Deployment
The Plan
The Reality
Data
Voice
P.O.S.
AP’s
The right MS for your customer’s environment
MS220/2960X
•
•
•
•
•
Layer 2
Gigabit SFP uplinks
Supports rack-mounted RPS 23001
Integrated fans
8, 24, 48 port models
Ideal for:
— Access switching at branch sites
— Deep visibility into clients, applications
— Energy savings (PoE/PoE+ models)
1. Except MS220-8/P
MS420/4500-X
MS320/2960XR
•
•
•
•
Layer 3
10Gb SFP+ uplinks
Hot-swappable, redundant PSU
(with integrated fans)
24, 48 port models
Ideal for:
— Mission critical access switching
— Fast uplink requirements
— High availability environments
— Next-generation 802.11ac wireless (MR34)
— Deep visibility into clients, applications
— Energy savings (PoE/PoE+ models)
•
•
•
•
•
•
Layer 3
10Gb SFP+ interfaces
Hot-swappable, redundant PSUs
Field-replaceable fans
Management port
24, 48 port models
Ideal for:
— Campus aggregation switching
— Unified management from
access to aggregation layer
— Space-constrained locations
Feature updates
VRRP – Redundancy & Resiliency
Access Control Lists – Security
OSPF - dynamic routing
DHCP Server & Failover
IPv6 L7 Traffic Analytics
New Feature - Topology
Network Topology
Meraki MS Switches include
dynamic network topology that
automatically maps network
architectures, showing how
Meraki security, switching, and
wireless devices are connected.
Systems Manager Mobile Device Management
Feature
highlights
Centrally Manage Devices
Remotely Deploy Apps
Enforce Restrictions
Rapid Provisioning
Asset management
Remote Troubleshooting and
Device Wipe
Device Management controls iOS, Android, Chromebook, Mac, and Windows devices
Cloud-based - no on-site appliances or software, works with any vendor’s network
New Systems Manager features over the last year
2014
Sept
Nov
March
May
Enterprise features driven by customer demand
Innovative features integrate with Meraki networking products
Cisco’s new mobility solution: Systems Manager
Meraki Systems Manager
Cloud Managed Mobility Management
Provision, monitor, and secure mobile devices
Flexible, easy
provisioning
Centrally scale 100,000s
devices worldwide
Auto-tagging, dynamic
security compliance
Integrate seamlessly with the
rest of your Cisco network
Meraki Portfolio: Standalone and integrated solutions
Retail
Hospitality
Corporate Office
-
Site-to-site VPN
-
Content filtering
-
IPS w/ Sourcefire
-
Cloning configurations
-
Virtual stacking
-
Layer 3 and
redundancy
-
Cloud CMX analytics
-
High-density WiFi
-
BYOD policies
-
Tablet management
-
Application
management
-
Security policy
enforcement
MX Security
MS Switching
MR
Wireless
SME
Mobility
Better value in selling the stack
SM
M
R
Dashboard is incredibly “sticky”
M
X
M
S
Wired + MDM product revenue
is growing explosively
Multi-product deals create more revenue
Average single-product deal size
Average multi-product deal size
50x
+
+
+
Comprehensive IT solutions for the modern network
#fullstack
#nostoneunturned
#happyselling
Conclusion
Cisco Meraki Hosted Sales Webinars
Cisco Meraki Lead Gen Portal
www.merakipartners.com
Free trials available
Try Cisco Meraki with no risk or commitment
Complimentary technical assistance available
Start eval at meraki.cisco.com/eval
Get Started in Four Easy Steps
1.
Register for the Cisco Meraki Partner Program:
https://meraki.cisco.com/partners
Cisco registered partners automatically qualify!
2.
Get Trained!

CMNA
 Sales & Technical Training on the Portal
3.
Use the webinar lead gen tools on https://meraki.cisco.com/partners
4.
Dashboard demos & the free trial program are a great way to start
Cisco Partner Relationship Levels
Certified Partner Benefits
• Increased Profitability
• Deal Registration!
• Marketing Support
• Partner Support
• Product access
Certified
Partners
Gold
Silver
Premier
Select
Registered
Become a Cisco Select Partner in Three Steps
1.
View the Step-by-Step Guide for becoming a
Select Certified partner
2.
Take the two online tests:
1.
SMB Solutions for Account Managers (700-505)
2.
SMB Solutions for Engineers (700-501)
The same individual can fill both the account manager
and engineer roles!
3.
Register using the Certification and
Specialization Application (including Partner
Registration).
Get Engaged with Distribution!!
• Avnet, www.ats.avnet.com
(888) 636-3658
• Comstor, www.comstor.com
(877) 937-8737
Cisco Desk - ext. 51131
• D&H, www.dandh.com
(800) 877-1200
Cisco Desk - Option 4, Extension 6630
• Ingram Micro, www.ingrammicro.com
(800) 456-8000 Cisco Desk – x76741
• KBZ, www.kbz.com
(855) 522-2066
• Scansource, www.scansource.com
(800) 944-2432
• Tech Data, www.techdata.com
(800) 237-8931 Cisco Desk - x77776`
Call to Action

Invite Your Customers to the next CCE Event

Next event – Wednesday Sep 23rd @ 1:30 p.m.

Get Your Head In The Cloud with Cisco Meraki Cloud Networking


Registration link | Invitation: HTML | OFT
Invite your customers to attend and we will notify you if they do!
 Access registration links, replays at: http://cs.co/cisco101
Join Us Again!
Next sub-250 Tuesday
Catch up to the 21st Century with Cisco Collaboration Solutions for SMBs
Tuesday Oct 13th, 2015 at 10:30 ET
Check http://cs.co/quickhit for registration links and replays
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
53