brian avery territory business manager, cisco ben stafford, product sales specialist, cisco sep 15...

Brian Avery Territory Business Manager, Cisco

Ben Stafford, Product Sales Specialist, Cisco

Sep 15th, 2015

Learn How and Why to Sell Cisco Meraki

Get Your Head in the Cloud with Cisco Cloud Networking

2© 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Welcome to sub-250 Tuesday!

The sub-250 Opportunity

Why Cloud Networking Now?

Cloud Networking Overview

Cloud Networking Deep Dive

Conclusion, Call to Action

Welcome and Agenda

Brian J AveryTerritory Business Manager

Florida Territory Commercial

[email protected]

Priors:

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…

Cisco Confidential 4© 2013-2014 Cisco and/or its affiliates. All rights reserved.

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 SMBsTuesday Oct 13th, 2015 at 10:30 ET

Check http://cs.co/sub250 for registration links and replays

http://cs.co/sub250/

http://cs.co/sub250/

The Fun Spot The sub-250 market - it’s HUUUUGE!

Over 6.0 million companies in the US

97% of employees work in this segment

The SMB market is defined as 1 to 250 employees

US Census - http://www.census.gov/econ/smallbus.html SBE Council - http://www.sbecouncil.org/about-us/facts-and-data/

The Opportunity

http://www.census.gov/econ/smallbus.html

http://www.census.gov/econ/smallbus.html

http://www.sbecouncil.org/about-us/facts-and-data/



Cisco Commercial Sales Breakdown

SMBGeo

Mid-Market

1 – 100 employees

Approx. 2,200,000 accounts

100 – 250 employees

Named Accounts

Approx. 150,000 accounts

250+ employees

Named accounts

Approx. 50,000 accounts

Cisco’s Penetration Ratio: 15 – 30%


How many businesses are within five miles of your office?

In most metropolitan areas, there are between 750 – 2,000commercial SMB businesses withinFIVE MILES of a partner’s offices

How many of these businesses know you even exist??

The BENEFIT OF PROXIMITY

Drive Time Radius

Why Cloud Networking Now?

Too much complexity.Too hard to change.

The business is frustrated.

IT is frustrated.

A new approach to network management

is required.

Today’s IT Reality


We Are Entering the Age of Internet of EverythingThe Network is the Platform to Connect the Previously Unconnected

99%of “things” are unconnected

To Solve for IoE the Network must Unify for Scale and

Performance 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

By 2016

Unified Access: Traffic Trends

By 2016, Fixed/Wi-Fi IP Traffic Will Surpass Fixed/Wired IP Traffic

2011 2012 2013 2014 2015 2016 -

20,000,000,000

40,000,000,000

60,000,000,000

80,000,000,000

100,000,000,000

120,000,000,000

53%

40%

7%

Mobile Data (70% CAGR)

Fixed/Wired (20% CAGR)

Fixed/Wi-Fi (34% CAGR)

Source: Cisco VNI Global Mobile Data Traffic Forecast, 2012–2017

Pet

abyt

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Ben StaffordAccount Manager and Product Specialist

Cloud Networking Overview


Cisco Meraki: Bringing the cloud to small business networks

Meraki MS Ethernet Switches

Meraki SMEMobile Device Management

Meraki MR Wireless LAN

Meraki MX Security

Appliances


Why Sell Cisco Meraki?

• A $1B run-rate for Cisco

• Over 80% year-over-year growth

• Added 25,000+ accounts in FY’15 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

Switches

Wireless

Security

MDM

Aruba, Aerohive, Ruckus

Juniper, HP

Fortinet, Sonicwall

Mobile Iron, Air Watch


Portfolio Overview


MR Wireless

19

Outdoor APs

3 Stream Triple-Radio

802.11ac

1.75 Gbit/s

MR18 MR262 Stream Triple-Radio

802.11a/b/g/n

600 Mbit/s


802.11a/b/g/n

900 Mbit/s

MR342 Stream Triple-Radio

802.11ac

1.2 Gbit/s

MR32


802.11ac

1.2 Gbit/s

MR72

IndoorAPs

MR66Dual-Radio

802.11a/b/g/n

600 Mbit/s

MR62Single-Radio

802.11b/g/n

300 Mbit/s


CMX Functionality out of the box -or- Highly CustomizedNearby and on-site foot

traffic determines “capture rate”

High-precision dwell time

First-time, occasional, and regular visitors

Compare locations or groups of sites Location server

Probing and associated clients

RTLS/Location

External Captive Portal

Syslog

Event Server

Client re-direct

SAML

SSO provider


Facebook WiFi = Insights


Application visibility indicates online marketing potential


Wireless feature velocity Enterprise features driven by deal demand

Innovative features that redefine the industry standard

Live

VLAN d

ebug

ging

tools

Floor-p

lan /

Google

Map

s alig

nmen

t

802.

11r a

nd 8

02.11

k

MarchDecember 2013 July

Distrib

uted

laye

r 3 ro

aming

2013-2015

802.

1x R

ADIUS p

roxy

2.4

GHz SSID

only

Hotsp

ot 2

.0 fo

r Wi-F

i offlo

ad

Networ

k rep

ortin

g by

tag

Enterprise features driven by deal demand

Innovative features that redefine the industry standard

December 2014

Flexibl

e bit

rate

s

Client

load

-bala

ncing

Enhan

ced A

utoR

F

CMX A

PI v2


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

Seamless site-wide deployment by integrating

Beacons into the AP

Better consumer experience with opt-in mobile app integration

Increased customer visibility with both WiFi and Bluetooth analytics built-in


MX Next Generation Security Appliances

Application Control Traffic Shaping, Content Filtering

SecurityNG Firewall, Site-to-Site VPN, Client VPN, IDSNetworking NAT/DHCP, Routing, Link Balancing


Choosing the right MX for your environment

MX64/64W

MX80

MX100

MX400

MX600

Z1

Small branches (~50 users)

Where FW Throughput

100 Mbps

Large branch/campus (~10,000 users)

Large branch/campus (~2,000 users)

Mid-size branches (~100 users)

Mid-size branches (~500 users)

Unique Features

Wireless (MX64W)

High-speed uplinksBuilt-in redundancyModular interfaceLarge WAN Opt cache (4TB)

250 MbpsLarge WAN Opt cache (1TB)

500 MbpsGigabit uplinksLarge WAN Opt cache (1TB)

1 Gbps

2 Gbps

High-speed uplinksBuilt-in redundancyModular interfaceLarge WAN Opt cache (1TB)

For teleworkers(1-5 users)

Dual-radio wireless

FW throughput: 50 Mbps

All devices support 3G/4G


Ironclad security

Best IPS SOURCEfire IDS / IPS, updated every day

Content Filtering 4+ billions URLS, updated in real-time

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 updatesDatacenter redundancy

1:many NAT Geo-based ACLs

MX warm spare failover


Meraki and IWAN

Transport Independence

Application Optimization

Intelligent Path Control

Secure Connectivity

• IPsec overlay (Auto VPN)

• Scalable (cloud architecture)

• Traffic distribution over multiple pathways

• App visibility & control (Meraki dashboard, group-based policies, traffic analytics)

• Application QoS & bandwidth optimization (Traffic shaping)

• Uplink chosen by link latency, data loss, etc. (PfR, aka performance-based routing)

• Uplink assigned by traffic protocol, subnet, source, destination, etc.

• Intuitive, automatic, scalable VPN solution to connect remote branch sites (Auto VPN)

Need screenshot


New IWAN features for the MX

Dual-active path:• Active-active VPN + VPN• Active-active VPN + MPLS

Policy-based routing (PbR) :• Allows uplinks to be intelligently assigned based on traffic protocol, subnet,

source, destination, etc.

Performance-based

routing Ensures the

best uplink is used based

on latency and loss

metrics


Gigabit edge switches in 24 and 48 port configurations with available PoE/PoE+

Layer 2 and 3 options

Primary Differentiators: Virtual Stacking, visibility and live tools

MS Access Switches

Voice and video QoS

Layer 7 app visibility

Virtual stacking

PoE / PoE + on all ports

Remote packet capture, cable testing

Fastest Growing Meraki Product in % Bookings

Switch highlights


Traditional Switch Deployment

The Plan The Reality

Voice

P.O.S.

Data

AP’s


The right MS for your customer’s environment

MS220/2960X MS320/2960XR MS420/4500-X

• Layer 3 • 10Gb SFP+ uplinks• Hot-swappable, redundant PSU

(with integrated fans)• 24, 48 port models

• Layer 2• Gigabit SFP uplinks• Supports rack-mounted RPS 23001 • Integrated fans• 8, 24, 48 port models

• Layer 3 • 10Gb SFP+ interfaces• Hot-swappable, redundant PSUs• Field-replaceable fans• Management port• 24, 48 port models

Ideal for:— Access switching at branch sites— Deep visibility into clients, applications— Energy savings (PoE/PoE+ 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)

Ideal for:— Campus aggregation switching— Unified management from

access to aggregation layer— Space-constrained locations

1. Except MS220-8/P


Feature updates

Access Control Lists – Security

VRRP – Redundancy & Resiliency OSPF - dynamic routing

DHCP Server & Failover IPv6 L7 Traffic Analytics


Network TopologyMeraki MS Switches include dynamic network topology that automatically maps network architectures, showing how Meraki security, switching, and wireless devices are connected.

New Feature - Topology


Systems Manager Mobile Device Management

Device Management controls iOS, Android, Chromebook, Mac, and Windows devices

Cloud-based - no on-site appliances or software, works with any vendor’s network

Centrally Manage Devices

Remotely Deploy Apps

Enforce Restrictions

Rapid Provisioning

Asset management

Remote Troubleshooting and Device Wipe

Feature highlights


New Systems Manager features over the last year

Enter

prise

app

supp

ort

Dashb

oard

mob

ile

appClie

nt si

de

certi

ficat

es

SM iO

S app

bac

kpac

k

MDM

age

nt fo

r

OSX

Sept MarchNov May

Apple

DEP supp

ort

2014

VPP man

aged

dist

ribut

ion

Syste

ms M

anag

er S

entry

Active

Dire

ctory

enr

ollm

ent

secu

rity

Cisco

VoIP O

S Fing

erpr

int

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 ManagementProvision, 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

- Site-to-site VPN

- Cloning configurations

- Cloud CMX analytics

- Tablet management

MX Security

MS Switching

MR Wireless

SME Mobility

Hospitality

- Content filtering

- Virtual stacking

- High-density WiFi

- Application management

Corporate Office

- IPS w/ Sourcefire

- Layer 3 and redundancy

- BYOD policies

- Security policy enforcement


Better value in selling the stack

Average single-product deal size

50x

MX

MSMR

SM

Wired + MDM product revenue is growing explosively

Multi-product deals create more revenue

Dashboard is incredibly “sticky”

Average multi-product deal size


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


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

Get Started in Four Easy Steps



https://meraki.cisco.com/form/partner-application

Cisco Partner Relationship Levels

Silver

Premier

Select

Registered

Certified Partners

Certified Partner Benefits

• Increased Profitability• Deal Registration!• Marketing Support• Partner Support• Product access


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).

Become a Cisco Select Partner in Three Steps

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/smb_select_stepbystep.pdf

http://tools.cisco.com/WWChannels/cpapp/home.do

http://tools.cisco.com/WWChannels/IPA/welcome.do

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`

http://www.ats.avnet.com/

http://www.comstor.com/

http://www.dandh.com/

http://www.ingrammicro.com/

http://www.kbz.com/

http://www.scansource.com/

http://www.techdata.com/


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

Call to Action

https://acecloud.webex.com/acecloud/j.php?J=208021077&PW=CCE

http://www.ciscofiles.com/cce/cce_09302015.htm

http://www.ciscofiles.com/cce/cce_09302015.oft

http://cs.co/cisco101

Cisco Confidential 53© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Join Us Again!

Next sub-250 Tuesday

Catch up to the 21st Century with Cisco Collaboration Solutions for SMBsTuesday Oct 13th, 2015 at 10:30 ET

Check http://cs.co/quickhit for registration links and replays

brian avery territory business manager, cisco ben stafford, product sales specialist, cisco sep 15...

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