mc partner playbook

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1 Partner Playbook, 2016

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Page 1: Mc partner playbook

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Partner Playbook, 2016

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Introduction to Meraki

Market Opportunity and the Offer

Meraki MC Cloud Architecture

MC Features

MC Positioning

Customer Benefits

PSTN for Call Services

Free trials

Partner Resources

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Complete cloud-managed IT solutionWireless, switching, security, MDM, communicationsIntegrated hardware, software, and cloud servicesSingle pane–of–glass management over locations, infrastructure, and devices

Leader in simplifying ITAmong Cisco’s fastest-growing portfoliosOver 100,000 customers worldwideMillions of managed devices online

WiFi • Switching • Security • MDM • Communications

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“Technology that

simply works”

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NEW CUSTOMERS

FY11 FY12 FY13 FY14 FY15 FY11 FY12 FY13 FY14 FY15

BOOKINGSPRODUCT DIVERSITY

48%

23%

28%

MR MX MS SM

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Cloud Managed WiFi(2006)

Cloud Managed Network (2010)

Cloud Managed Enterprise (2015)

MR Wireless LAN MS Ethernet Switches MX Security Appliances SM EMM MC Communications

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Reliability

Security

Scalability

Future-proofing

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Manage and monitor those networks with robust analytics from a single pane of glass

Reduce administrative overhead with simple all-inclusive licensing models and tools

Deploy and grow networks at branch locations or large campuses easily and rapidly

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$15 Billion

The Cloud VoIP and UC Opportunity

Source: Infonetics research Business Cloud VoIP and UC Services September 2015

68M SeatsGlobally by 2019Globally by 2019

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• Streamlined deployment

• Simplified management

• Delightful end–user experience

• Single pane–of–glass management with Meraki network

• First in a series

Managed through the cloud, integrated with the network

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Licensing is required and includes:Centralized management and network-wide visibility and control

Seamless firmware and security updates

24/7 Enterprise support and a 2 year warranty

A Meraki VoIP solution includes a 1:1 ratio of hardware and licenses

+

hardware license

Cloud licenses can be purchased in 1, 3, 5, 7, or 10 year durations contingent on the needs of the customer

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$599 $150MC74 VoIP Phone Cloud License SIP Service

Internet

$8.95/user

Managed and Configured Through Dashboard

Meraki MC will launch May 17th in the US only with planned expansion to other regions and SIP providers

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Three part offer:

1. MC74 hardware: $599 list

2. Meraki cloud license, available in 1, 3, & 5 year terms

3. PSTN service (from SIP provider)

List Pricing Per Month Per Year

Meraki Cloud License (1-year)

$13 $150

Service $9 $108

Total $21 $258

Multiyear discounts available on Meraki MC licenses (e.g., 3 years for the price of 2)

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Meraki MC License Meraki MC74 Endpoint

+1, 3, 5, 7, 10 year options

24x7 enterprise support

Regular software updates/upgrades

High-resolution touch screen

Continuous feature delivery from the cloud

Simple and intuitive end-user experience

Customer contracts directly with a supported SIP provider for PSTN access

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Managed ServicesService Delivery and Installation

Adoption services

Technical support

Customer training

Managed network and voice

Billing services

Internet and managed leased lines

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SIP-based VoIP architecture

Meraki cloud provides features, handles call control

Network endpoints and phones connect securely to the cloud for management

No need for an on-premises PBX

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Support for third party USB headsets from Plantronics and Jabra

Built in switch so the entire desktop workstation only consumes one network port resulting in capacity cost savings

Two USB Ports

One 3.5mm Headset Jack

Gigabit switch for PC and LAN

Voice VLAN capable

High Resolution Touch Screen

Hardware Feature Highlights

Check the MC Datasheet for the latest features

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Web Self Service portal

Call forwarding

Voicemail

Outbound calls

Contact photos for directory entries

Directory Integration with Google Apps

UI Feature Highlights

All configuration and call monitoring is done right from one central location in Dashboard

Check the MC Datasheet for the latest features

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Basic call features (hold, transfer, multiple simultaneous incoming calls, caller ID)

Secure end to end calls via Secure SIP (TLS) for signaling and SRTP for media streams

Phones assigned extensions (4-6 digits) and DIDs (10 digits)

Visual Voicemail

Conferencing

Workgroups (beta)

Music On Hold

Automated attendant/IVR Menus

Check the MC Datasheet for the latest features

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Supported Headsets:

Plantronics Savi 720 ($200 - $300)Plantronics Voyager Legend UC ($100 - $200)Plantronics Blackwire 520 ($50 - $100)Jabra Evolve 80 ($200 - $300)

Cisco Meraki cannot guarantee that models not mentioned above and manufactured by other 3rd party vendors will interoperate with the MC platform.

Plantronics Savi 720 Plantronics Voyager Legend UC

Plantronics Blackwire 520 Jabra Evolve 80 Check the MC Datasheet for the latestin supporter peripherals

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Retail

Quick and easy deployment

Management anywhere

Sleek design adds to customer brand

Commercial Offices

Scale easily as you grow

Reduce OpEx

Advanced features deployed in seconds

Teleworkers

Remove VPN/complex design

Live with Internet connection

Streamline employee onboarding

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Existing Meraki Customers

Dashboard for unified management of networking, mobile devices, and communications

Combined visibility and analytics with Dashboard

Existing Cisco Collaboration Customer

Needs message and meet or video calling capabilities

Highly customizable features for on-premises or cloud managed solutions

Add on WebEx for enhanced collaboration and meeting capabilities

Cisco SparkCisco Meraki

Our collaboration mission has not changed:Deliver a no compromise experience to every room, every desk and every pocket

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Meraki MC Spark

Streamlined deployment Simplified deployment - One Service: Simple, Secure, Complete

Simplified management Simple cloud management- User, Admin & Partner control and insight

Delightful end–user experience Increased team agilityUnified collaboration experience rooted in team/business messagingOpen platform and APIs enable simple embedded communications

Single pane–of–glass management with Meraki network

Investment protectionHybrid connectivity to Cisco collaboration portfolio(UCM, HCS, Business Edition 6000/7000)

First in a series Integrated experience across, desk, room and mobile Connect standard Cisco 7800, 8800 series phones and SX10 and MX Series (coming soon) video room devices direct to the cloud

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Meraki MC Spark

Voice Only Voice, Video, Conferencing, Messaging, Mobility

One deviceSoftware-centric user experience enhanced through continuous delivery

Mobile first application experience w/ multiple voice and video endpoint options

Common area, knowledge worker, assistant, video, executive, contact center, conference room, mobile

Requires Meraki cloud license Requires Spark subscription(addl licenses reqd for hybrid use cases)

SIP trunk via SP partners SIP/TDM trunk via SP partners

Management through Meraki Dashboard Cisco Cloud Collaboration Management portal

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1. Assign phone numbers to users in dashboard

2. Deliver phones to users

3. Users plug in phone

4. Phones automatically register with cloud, pull configuration

5. Meraki network automatically optimizes for voice service

6. Enable options, such as workgroups or queues, as needed

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Intuitive, dashboard–based user interface simplifies administration

Requires no complex commands to understand, operate

Simplified troubleshooting, metrics, controls

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Forget T1’s, E1’s, TDM, DSP’s, Media Gateways…

Excellent Hardware, SIMPLE software

Not A PSTN Carrier

No Pre-VoIP Technology Involved

We aren’t providing trunks/connectivity, just the device and management

The most intuitive and easy to use communications experience on the market

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Meraki is partnering with Intelepeer as our first voice provider partner

Intelepeer will be one of many different providers that we’ll support

Intelepeer will offer customers simple call packages for customers

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• All IP SIP trunking since 2003• 24x7x365 operations center• Network facilities in Denver, Dallas, and Chicago• Customer churn rate < 0.5%• Industry leading security and encryption

• IntelePeer provides end users voice calling access (i.e., SIP) for US and Canada including E911 support

• Optional internet fax and toll free bundle available

• Customer signs contract with IntelePeer and is billed directly

• Cisco Meraki handles technical support

• Customers reach out to IntelePeer for billing and usage inquiries

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Voice Services Bundle• 1 telephone number per user• Unlimited inbound/outbound calling to

US 48 states, Hawaii, and Canada• Carrier port/transfer fee included• E911 included• Taxes and fees included in price

Base Pricing

$8.95/user*$75/ per request for vanity/specialty numbers (specific telephone numbers or sequence of numbers)

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Partner hasa customer that wants to setup a Meraki trial

Merakiaccount manager

creates trial

Customer makes a network

Customer starts

Intelepeertrial in

Dashboard

Customer returns gear

Intelepeerautomatically cancels the

service

Return

Free Trials

Intelepeerbills the

customer directly

Customer presses

“Convert” in Dashboard

Purchase

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Maximum of 4 phones and 20 DIDs per free trial

No international callingNo calls to Alaska

Standard 911 supportNo free trial extensions for voice service

Free Trials Terms and Conditions

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MERAKI FULL STACK

MX Security

MS Switching

MR Wireless

Systems Manager MDM

1 2 3 4

Number of product families

Acc

ount

val

ue

3x 7x

30x

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Inside Field Service Provider

Channel & Distribution

Sales

Drive end-customer adoption Drive partner and reseller adoption

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HIGH VELOCITY MID MARKET SALES LARGE ENTERPRISE / GET DEPLOYMENTS

Sold into 50k+ accounts in FY15

80% of deals close in < 90 Days

Tax Preparation10,000 Sites

Security & VPN

Global Auto3,000 Dealers

WiFi & Analytics

Major Retailer1,000 Stores

WiFi & Analytics

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SEE TRY BUY

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SEE

Demo

BUY

Pilot Full rollout

TRY

?Trial POC Objection

handlingNetwork design

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In the US only, Meraki products are now sold through Cisco CCW/GPL.

www.merakipartners.com

Deal registration Lead gen tools Free trials Ongoing training

8% margin protection Free Meraki gear for your customers

70% close rate, ships in 1-2 days

Technical/sales videos and collateral

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Generate interest in a customer conversation!

Leverage your Meraki sales team/Partner Portal to further that interest and secure a PoC

Follow the sales motion: get your customer to SEE the product then TRY the product so they will BUY the product

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