Cisco Wide Area
Application Services
(WAAS)
教战手册
DC China
杨大珩
目录
 1. WAAS基本情况介绍
 2. WAAS主要技术卖点
 3. WAAS销售技巧
 4. 竞争对手简介
 5. 如何选择合适的WAAS产品
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
什么是WAAS以及WAAS带给用户的好处
 什么是WAAS：
思科广域应用服务 (WAAS)是一个功能强大的新一代广域网技术，
部署在广域网络的两端，为应用提供加速，节省带宽资源，为用户
的IT整合战略服务，是Cisco数据中心战略的重要环节。
 WAAS给用户广域网带来的好处：
WAAS帮助用户节省广域网带宽，降低带宽成本
提升广域网络效率，提升应用的响应时间和部署速度
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
3
Cisco WAAS产品线介绍
数据中心平台
WAE-7371
WAE-7341
分支机构和移动客户平台
WAE-674
WAVE-574
WAVE-474
WAAS Express为IOS版本软件
运行在ISR G2上
WAVE-274
NME模块为ISR上的模块
WAAS on SRE为ISR G2上的模块
vWAAS运行在UCS上，尚未正式发布
Cisco WAAS Mobile
WAAS Mobile适合个人用户
Mobile
User
Presentation_ID
Small
Branch
Medium
Branch
Large
Branch
© 2010 Cisco and/or its affiliates. All rights reserved.
Large Branch /
Small Data Center
Cisco Confidential
Data Center &
Campus
4
Cisco WAAS 广域网优化方案网络拓扑
Service Provider –
Virtual Private Cloud
vWAAS
WAE
WAAS
vCM
WAAS
Express
Branch Office
vPATH
WAAS
Appliance
Branch Office
Nexus
1000v VSM
WAN
Data Center
WAAS
Appliances
WAAS
Service
Module
Branch Office
FC
SAN
Internet
WAAS
WAAS
Mobile
Server
VPN
WAAS
Appliance
Regional Office
Presentation_ID
Domestic
Mobile User
WAAS
Mobile
Server
International
Mobile User
VPN
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
WAAS Mobile
Software
Over VPN
5
灵活简便的WAAS mobile软件解决方案
Cisco WAAS
Mobile
Server
Data Center
Data Center
Cisco WAAS
Mobile Server
Intranet
App Servers &
Storage
App Servers
&
Storage
Remote
Access
VPN
Mobile users
connect through
VPN aggregation
point to multiple
Cisco WAAS Mobile
Servers
Small Office
Internet
Cisco WAAS
Mobile Client
Workers in small offices
may connect to multiple
Cisco WAAS Mobile
Servers
Cisco WAAS
Mobile Clients
Simultaneously accelerate traffic to applications hosted in multiple data centers
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
WAAS对用户带来的好处
Focus of WAN Optimization Today
Cisco
WAAS
Branch
Users
Cisco
WAAS
WAN
Mobile
Users
IT基础构架整合
 在确保最终用户良好体验
的情况下，帮助用户进行
IT基础构架的整合
 对分支机构的服务提供虚
拟化方案
Presentation_ID
广域网优化
Data
Center
加快应用的响应速度
 节省带宽
 提高用户的效率
 增强广域网的弹性，大大
减少应用对带宽的刚性需
求
 加快远程用户和移动用户
的应用访问能力
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
 提高灾难备份的效率
7
WAAS对不同应用的加速效果
Category
File Sharing
Email
Applications
CIFS
NFS
Microsoft Exchange
Lotus Notes
Internet Mail
Web and
Collaboration
HTTP
WebDAV
FTP
Microsoft Sharepoint
Software
Distribution
Microsoft SMS
Altiris
HP Radia
Enterprise
Applications
Oracle, Siebel, SAP
CRM
ERP
Backup
Applications
Microsoft NTBackup
Legato Networker
Veritas Netbackup
CommVault Galaxy
Data Replication
EMC SRDF/A
EMC IP Replicator
NetApp SnapMirror
Data Domain
Double-Take
Veritas Vol Replicator
SaaS
Applications
Cisco WEBEX
Presentation_ID
2X
5X
10X
25X
2-20X Avg
2-10X Avg
50X Peak
100X Peak
2-20X Avg
>100X Peak
20X Peak
2-10X Avg
50X Peak
2-10X Avg
50X Peak
2-8X Avg
© 2010 Cisco and/or its affiliates. All rights reserved.
100X+
>100X Peak
2-10X Avg
2-8X Avg
50X
20X Peak
Cisco Confidential
8
目录
 1. WAAS基本情况介绍
 2. WAAS主要技术卖点
 3. WAAS销售技巧
 4. 竞争对手简介
 5. 如何选择合适的WAAS产品
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
WAAS的关键卖点：解决IT部门不同决策者的问题
应用部门，IT构架师，
我的分支机构和远程接入用户抱怨访问数据中
IT主管
心应用的速度太慢
网络部门
服务器部门，数据
中心运维部门
Presentation_ID
应用部门在增加新的应用的时候不需要不断
增加带宽
维护分支机构服务器和应用的成本太高，我
如何才能更好地对他们进行整合和虚拟化改
造?
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
WAAS 主要卖点
WAAS 与ISR G2 SRE模块的集成
打击中低端路由器竞争对手的最好武器
增强型文件级协议优化
大大提高基于文件级应用的性能
WAAS Express与IOS的完美集成
ISR G2只需要配备2.5G DRAM，就可以运行WAAS express
Windows Server on WAAS Advances
可以在WAAS上运行Windows，实现分支机构的虚拟化
串行Inline 集群技术
串行inline的方式可以用于数据中心的高可靠性部署
vWAAS与UCS完美集成，提高用户虚拟化体验
vWAAS将成为UCS上虚拟化的应用
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
文件应用优化
 将远端的文件缓存在本地，实现服务器的快速集中
1. Window 文件服务器加速
2. FTP服务器加速
3. 邮件服务器加速
4. 软件分发，病毒库，系统补丁集中更新
5. ERP, CRM等关键系统加速
WAN
Files
FILE.DOC
Presentation_ID
CACHE
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
12
WEB应用优化
加速远端用户访问web应用，减少带宽消耗，提升响应速度
Data Center
Branch Office
First Pass: Learning
WAN
1
GET logo.gif
Subsequent Requests: Serviced Locally
Expiry time cached by WAAS
4
3
2
GET logo.gif
Metadata Cache Hit!
304 Not-Modified
Etag: version1
5
Local Response:
Freshness Info
Presentation_ID
200 OK Etag: version1
Expires: 1 day
© 2010 Cisco and/or its affiliates. All rights reserved.
WAN RTT Savings for subsequent requests
Improved Application Response Time
across all clients
Browser Reload/Refresh
Cisco Confidential
13
流媒体应用优化
企业内部培训系统的多路直播需要大量带宽
BRANCH OFFICE
2
DATA CENTER
Click on published
URL to get live
stream
Web Portal
List of scheduled live
streaming events
4
3
Windows Media RTSP
unicast streams
Opens Windows
Media Player
Microsoft
Windows Media
Server (WMS)
1
Uncompressed
Video
WAN
Encoder
Bottleneck
 Redundant
streams issued for the
same source!
BRANCH OFFICE
Presentation_ID
 Overloaded
streaming servers
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
BRANCH OFFICE
14
流媒体应用优化
WAAS把多路直播转换成单播，减少带宽消耗
BRANCH OFFICE
2
DATA CENTER
Click on published
URL to get live
stream
3
Opens Windows
Media Player
Web Portal
List of scheduled live
streaming events
WAAS
WAAS
Microsoft
Windows Media
Server (WMS)
1
Uncompressed
Video
WAN
Encoder
WAAS
 Only one stream per
remote site
WAAS
 auto-detect RTSP
connections (no
configuration required)
BRANCH OFFICE
Note: Separate WAAS license for Windows Media Live
Streaming required per contract w/Microsoft
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
BRANCH OFFICE
Cisco Confidential
15
提升存储网络的备份效率，降低带宽消耗
WAAS加速前后对带宽消耗的比较
WAN
LAN-Like
Throughput
Bandwidth Savings
Fewer Roundtrips
No WAAS
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
WAAS enabled with Replication Accelerator Mode
Cisco Confidential
16
WAAS和ISR的整合
帮助大家赢取 ISR and ISR G2项目
Target Profile
• Financial, Retail,
Government,
HealthCare
Branch Refresh
Differentiate Cisco
routing value
1. ISR G2 differentiated
with WAAS
Expanded
Opportunity
Bigger Payouts
• 25 or more branches
• Average WAN
connectivity fractional
T1 or more
• Branch refresh projects
in consideration
Cisco 3900
Series
2. Drive preference for Cisco
w/end-end solutions
Control
Visibility
Optimization
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Expansion 5X
Cisco Confidential
Cisco 2900
Series
17
目录
 1. WAAS基本情况介绍
 2. WAAS主要技术卖点
 3. WAAS销售技巧
 4. 竞争对手简介
 5. 如何选择合适的WAAS产品
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
18
WAAS目标市场
 WAAS的目标客户：拥有广域网链路，并且提出下面需求的客户都
是WAAS的潜在客户
1. 有要求将分支机构的应用部署整合到数据中心
2. 对广域网速度不满意，有扩充带宽要求的用户
3. 对灾备网络，存储备份速度不满意，要进行网络升级的用户
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
19
WAAS在Vertical行业中的情况
 FSI 首选中小银行
目前已经在 民生，广大，广发，浦发等多个中型银
行取得成功，有利于实现项目复制，并制造规模效应
，同时有利于推进用户升级分支路由器
 Public Sector 首选海关，税务，公检法
由于H3C等国内竞争对手不具备相关技术，所以对
于有降低降低带宽成本意愿的用户来说，优势明显，
目前已经在医药监察，公检法和税务部门取得若干成
功案例
 SP 主打企业自主应用和托管服务（主要是和ISR绑
定）
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
20
WAAS项目前期必要的准备工作
 了解用户的整体网络拓扑
 确认用户网络中防火墙的位置
 确认用户是否使用了私有的加密方法
 确认用户是否已经是ISR的用户
Chosen and deployed by 71% of Fortune 100
Presentation_ID
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Cisco Confidential
21
WAAS打单技巧
 了解用户的网络拓扑，在项目前期请ANS产品部门配合对用户网络
进行评估
 利用ISR/ISR G2的整合优势，让用户了解到WAAS与网络整合的必
然趋势以及WAAS和数据中心的关系，淘汰单一方案的竞争对手
 选择对WAAS有了解和投入的合作伙伴，确保实施成功，为WAAS扩
容做好铺垫
 每个ISR G2 项目中尽量都加入WAAS或者WAAS express方案，为全
面赢得WAAS订单和路由器订单埋下伏笔
对于只买ISR G2的用户，将DRAM配置扩展为2.5G，为以后的
WAAS express测试和销售做好铺垫
Chosen and deployed by 71% of Fortune 100
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
22
目录
 1. WAAS基本情况介绍
 2. WAAS主要技术卖点
 3. WAAS销售技巧
 4. 竞争对手简介
 5. 如何选择合适的WAAS产品
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
23
广域网优化市场上WAAS难逢对手
市场主导品牌
1）三家厂商拥有接近90%的市场
2）技术上Cisco和Riverbed领先
3）Bluecoat主打单边加速
4）Cisco产品价格最低，性价比最高
用ISR的整合策略外加价格策略打击主要对手
请大家牢记我们的价格优势
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
24
广域网优化市场上WAAS难逢对手
国内竞争主要是SANGFOR
价格很有竞争力，技术很差，
主要提供文件级加速
混事为主，解决方案少见
用ISR的整合策略外加技术测试打击不成器的对手
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
25
目录
 1. WAAS基本情况介绍
 2. WAAS主要技术卖点
 3. WAAS销售技巧
 4. 竞争对手简介
 5. 如何选择合适的WAAS产品
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
26
Cisco WAAS Branch Platforms
Hardware
Configuration
Max Opt
TCP
Conn
Inline cards
Number
of Virtual
Blades
Drive
(GB)
RAID
Memory
(GB)
WAN Capacity
(Mbps)
NME-WAE-302
250
N/A
N/A
80
N/A
.5
4
NME-WAE-502
400
N/A
N/A
120
N/A
1
4
NME-WAE-522
800
N/A
N/A
160
N/A
2
8
SM-SRE-700
500
N/A
N/A
500
N/A
4
20
SM-SRE-900
1000
N/A
N/A
500
RAID-1
4
50
WAVE-274
200
2-port
2
250
N/A
3
2
WAVE-474
400
2-port
2
250
N/A
3
4
WAVE-574-3GB
750
2-port/4-port
2
500
RAID-1
3
8
WAVE-574-6GB
1,300
2-port/4-port
6
500
RAID-1
6
20
WAE-674-4GB
2,000
4-port/8-port
2
600
RAID-5
4
45
WAE-674-8GB
6,000
4-port/8-port
6
600
RAID-5
8
90
* Final recommendations requires a detailed sizing exercise that include application traffic mix, traffic characteristics, application load and other factors
mentioned in the sizing guidelines.
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
27
Cisco WAAS Express Sizing
Recommendations
Platform
Total
DRAM
Required
Maximum WAN
Recommended
bandwidth
Number of Users
Supported
Max TCP
Connections
89x
768 M
2 Mbps
1-10
75
1941
2.5 G
4 Mbps
15-20
150
2901
2.5 G
6 Mbps
15-20
150
2911
2.5 G
6 Mbps
25
200
2921
2.5 G
6 Mbps
25
200
2951
4G
6 Mbps
25
200
3925
4G
10 Mbps
50
500
3945
4G
10 Mbps
50
500
 WAAS Express requires maximum DRAM installed as indicated
 Typical Interfaces – 3G, T1, E1, Multi T1s, Multi E1s, and Serial
 Performance Testing Conducted with IOS FW, VPN (IPsec), NAT, and, QoS
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
28
Cisco WAE Family
Data Center Platforms
Hardware
Configuration
Max Opt
TCP Conn
Inline cards
Drive (GB)
RAID
FanOut
Memory
(GB)
WAN Capacity
(Mbps)
WAE-674-8GB
6,000
4-port/8-port
600
RAID-5
200
8
90
WAE-7341
12,000
4-port/8-port
900
RAID-5
1400
8
310
WAE-7371
50,000
1500
RAID-5
2800
24
1000
4-port/8-port
Replicator Mode
WAE-7341
2,500
4-port/8-port
900
RAID-5
4
8
310
WAE-7371
5,000
4-port/8-port
1500
RAID-5
9
24
1000
WAE-7341
WAE-7371
WAE-674
Enterprise Data Center Appliance
Enterprise Data Center Appliance
Enterprise Appliance
* Final recommendations requires a detailed sizing exercise that include application traffic mix, traffic characteristics, application load and other factors
mentioned in the sizing guidelines.
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
29
WAAS销售资源
 Cisco Internal Resources
WAAS CEC Page, Internal Web Site: http://wwwin.cisco.com/dss/adbu/waas/
WAAS Technical Recourses: http://wwwin.cisco.com/dss/adbu/waas/techresse/
Wiki (tech notes): http://zed.cisco.com/confluence/display/WAAS/WAASipedia
 Public Resources
PDI Experts: http://www.cisco.com/go/pdihelpdesk
App Vendor Validated: www.cisco.com/go/optimizemyapp
Microsoft
Oracle E-Business, PeopleSoft, Siebel
SAP NetWeaver
WAAS 4.2 SVVP Validation http://www.windowsservercatalog.com/item.aspx?idItem=ca3cebd5-6d75-ad632d3d-0fe2ee39beda&bCatID=1521
 中文CaseStudy：\\bej-filer01b\wg-d\dc_product_share\Published\4-ANS-ACE and
WAAS\WAAS\Case Study
 ANS PSS: Adam Lin(adamlin@cisco.com)
 ANS PSE: Yang Daheng(dahyang@cisco.com)
Presentation_ID
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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