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TRANSCRIPT
Aseem Javed
Cisco START ASEAN Volume Lead
22nd Feb 2018
Bigger Things Start Here
Cisco START
Contents
• What is the SMB Opportunity?
• Profile of SMB – IT Manager and SMB Owner
• What are the SMB’s top priorities
• What is Cisco Start
• Cisco START Portfolio & Offerings
Cisco Services Offerings
1
2
3
4
5
6
Asia- Pacific's SMB and Midmarket influence
SMBs: A Force in the Global Economy
of GDP50%
Geographic
Reach
Account for Contribute
of respective nation’s GDP growth
of the workforce
Employees
of total Enterprises
98% 30% 70%
Source: APEC data, 2016 Business Times Report
Market Transitions
Security
Digitization
Mobility
Cloud
Big Data & Analytics
Midmarket & SMBs companies need the right technology…
Connect Employees and
OfficesSecure My Business
Work From Anywhere
It Just Works
Serve Customers Better
Be More Productive
Help Me Understand & Decide
?
Desired Business
Outcomes
…but face challenges
Challenges
Unsuccessful implementation or deployment
Complex operation adds burdens Internet heavy millennials
≠IT savvy talents
NetworkDevices Business Applications
Question 1:
Name 3 market transitions in last 5 years?
A. Mobility, Information, Cloud
B. Big Data, Cloud, Automation
C. Mobility, Security, Digitization
D. iPhone X, Pixel, Google Home, Echo
SMBs Start right here.
Who are these SMBs?
How much do we know about SMBs?
SMB Owner SMB IT Manager
…their perceived barriers?
…their business & IT priorities?
…their purchasing behavior?
Do we know…
Discover
Typical SMB Buyer Journey Scenario
Explore Buy Engage
Top 3 IT
Purchase Triggers
Purchasing
process
Decision Makers of
IT Spend
Buying Decisions/
Role of Partners
1. Office expansion /
relocation/Need to increase
workforce mobility
2. When an IT product/solution
becomes dysfunctional
3. When an IT product/solution
reaches its end of life
1. If the IT purchase exceeds
a certain amount, most
SMBs require formal
approval without RFP
process
2. Otherwise, there is no
formal procurement
process as new products
are purchased by
IT/employees as and when
needed.
1. CEO / Managing Director /
Chairman / President /
Owner
2. CIO/ IT Department
3. LOB
1. Majority have an idea on
which solutions and
brands/vendors they’d like
to buy but value input from
third-party partners
2. Others do their own
research and decide which
brands/vendors to engage
3. The rest rely on
recommendations from a
partner and a joint decision
is made Source: Custom SMB 2017 Study Commissioned by Cisco
SMBs & Role of Partner
9.7% 13.2%6.4%
11.2% 7.3% 9.0% 12.2%7.7%
8.9%
14.1%
5.6%5.9% 9.8% 8.0%
8.5%9.2%
69.5% 60.5%72.8% 69.8% 68.8%
77.1%69.8%
69.3%
11.9% 12.2% 15.2% 13.2% 14.1% 6.0% 9.5% 13.7%
TOTAL Australia India Malaysia Singapore Philippines 100 - 249Employees
250 - 499Employees
Engage multiple third party partners
Engage a third party partner
Purchase directly from the principalbrand (via an online channel)
Purchase directly from the principalbrand (not via an online channel)
Engagement of Third Party Partners by SMBs – by Country and Company Size
Source: Custom SMB 2017 Study Commissioned by Cisco
Cost savings / Cost Reduction
Improve product and service offerings
Operational efficiency and productivity gains
Investment in sales & marketing to acquire new customers
Customer experience initiatives
Cash flow management
Making my business more digital
Market expansion
Investment in innovations/R&D to gain competitive leadership
Talent focus to drive competitive edge
0 0.5 1 1.5 2 2.5 3 3.5 4
Top 10 Priorities of SMB Owner
Note: Findings from Cisco Custom Research conducted in 2017Source: Custom SMB 2017 Study Commissioned by Cisco
Building a more secure IT environment
Improving internal IT team skillsets and productivity
Building tools to help management make better business decisions
Reduce total cost of IT (or dealing with lower/reduced IT budgets)
Aligning or adapting IT to changing business needs
Improve vendor SLAs and support
Support a mobile workforce with access anywhere and anytime
Consolidating the IT environment
Migrating to On-Demand services
Outsourcing of some or all IT infrastructure
0 0.5 1 1.5 2 2.5 3 3.5 4 4.5
Top 10 Priorities of SMB IT Manager
Source: Custom SMB 2017 Study Commissioned by Cisco
Question 2:
Define the steps in typical SMB IT journey?
A. Discover, Explore, Travel, Buy
B. Discover, Engage, Buy, Deploy
C. Online, Digital, e-Commerce, Install
D. Discover, Explore, Buy, Engage
Start with the Right Partnership
Why Cisco Start?
Successful small businesses start with hard work and dedication.
But bigger things start with a strong foundation
that will never limit your potential. That’s what
Cisco Start provides to SMBs.
A strong technology foundation so that they can
focus on bigger things.
Because bigger things start here.
Why is Cisco Start the Right Portfolio?
In today’s demanding business
landscape, SMBs are constantly on the
lookout for ways to differentiate and get
ahead of the competition via technology.
We anticipate their needs, guide them
through challenges, and help them grow
their businesses. When it comes to the
business and IT priorities of SMBs, no
one knows better than Cisco.
Bigger Things Startwith the right Partnership.
Why Cisco ST>RT?
Cisco ST>RT makes it easy for you…
Simple Secure Smart
Enables you to setup,
manage and monitor
the latest technology
for any sized business
with flexible on-premise
and cloud solutions
Delivering security first
network with best of
breed security portfolio
that helps you extend
security everywhere to
protect your network,
your data and your
business
Providing user-friendly
dashboards to manage
multiple devices at your
fingertips with
provisioning, reporting
and insights on hand
Security First
Connect
Collaborate
Compute
Collaborate
Meraki
Connect
Security
Compute
Connected MobileExperiences
SB 100-500 series Network
Management
Intersight
On Premises Cloud Managed
Cisco Start Portfolio Overview
Cisco Services
On Premises In the Cloud
Security First
Connect
Collaborate
Compute
Collaborate
Meraki
Connect
Security
Compute
Cisco Start Portfolio Overview
• The 4th and 5th Generation UCS Rack Servers C220/ 240
• Nexus 9348 • Cisco InterSight
• Any Connect & Umbrella
• AMP for End Points
• ASA 5506-X, 5508-X, 5516-X with FirePOWERThreat Defense
• FirePower 2110
• Cisco Spark & Webex• Cisco TelePresence DX80• Cisco TelePresence SX10
• BE4K & BE6KS• SPA Phone series• Cisco IP Phone 7800/ 8800 series
• Cisco Spark Room Kit• Cisco Spark Room Kit Plus • Cisco Spark Board 55/70
Connected MobileExperiences
SB 100-500 series Network
Management
Switching• SF/SG95 to 550 series• Catalyst 2960X&L series• Catalyst 3650&3850
series
Routing• RV100/ 300/340 series• ISR 800 series• ISR 1100 series• ISR 4200&4300 series
Wireless• WAP100, 300
& 500 seriesaccess points
• Aironet 1815 series, 1832, 1852, 2800 and 3800 with Mobility Express solution
• WLAN Controller 3504
• CMX Cloud
• FindIT Network Manager
Meraki
Security/UTM
• MX64/64W
• MX65/65W
• MX84
• vMX100
Switches
• MS120 series
• MS210 series & MS220 series
• MS225 series
Teleworker
• Z3
Wireless
• MR33, MR42
Security Camera
• MV21, MV71
System Manager
Cisco Services
Question 3:
Name the 3 pillars on which Cisco START portfolio is based?
A. Collaborate, Compute, Connect
B. Ironman, Spiderman, Batman
C. Paw Petrol, PJ Masks, Blaze
D. Simple, Secure, Smart
All time best sellerwith great offers
* All time best seller session will not focus on product introduction and specs
but rather than positioning, feature enhancement as well as change of offers.
Our Top Runners
Technology View Product View 2017 TOP Runners
2018 Migration Path
1H2018 New editions
Security Network Security ASA5500-X low-end firepower services
ASA5500-X low end FTD
FP2110 in FTLead with MX
Access Switching
SB switching series 200, 300, 500 250, 350, 550 10G, mGIG, POE+
C2960L series C2960P,C2960X-LL C2960L C2960L SW enhance
Access Routing
RV series -- RV13x, RV340 FindIT enhancement
ISR low-end series ISR800 ISR800 ISR1100
Wireless
WAP -- WAP150 WAP125
Aironet All Wave 1 All Wave 2 ME enhancement
Meraki Full Stack MS220, Z1 MS120, Z3 vMX100, MV, Z3, SM
Collaborate Video end points SX10/20 SX10 and spark room kit/plus
Lead with spark room kit/plus
Compute UCS UCS220/240 M4 UCS220/240 M5 M5 rackpak
Cisco Small Business Portfolio
Advanced Layer 2/Basic Layer 3
(Managed/Stackable) Portfolio
Basic Layer 2
(Unmanaged/Smart) PortfolioRouting Portfolio Wireless Portfolio
550 Series
Stackable
10G uplinks/stack,
PoE+
Dynamic routing (L3)
350 Series Managed
1G uplinks, PoE+,
QoS
Static routing (L3)
550X Series Stackable
10G interfaces,
Power and fan
Redundancy
Dynamic routing (L3)
350X Series
Stackable
10G interfaces
Static routing (L3)
Affordable Price, Performance, and
Functionality, ELLW, Smart Net
Total Care TM
220/250 Series Smart
Low cost
Simple, basic, web managed
95/110 Series Unmanaged
ZERO config
Ready to work out of the box
Easy to Deploy, Easy to Configure, Easy to
Monitor, LLW, Smart Net Total Care
RV110W, RV215W
Wireless-N, VPN,
USB 3G/4G failover*
RV130, RV130W
Wireless-N,* VPN,
Gigabit interfaces,
USB 3G/4G failover
RV340, RV345 series
RV320, RV325, RV042, RV042G, RV082,
RV016 Dual WAN, 4 to 14 ports, USB
3G/4G failover, web filtering, VPN
(IPsec and SSL*)
From basic Business Connectivity to High
Performance and security, LLW, Smart Net
Total care
WAP125, WAP150
802.11n/ac (150)
802.11n (131)
Celling/desktop
Dual band 2x2
4 APs per cluster (150)
WAP371
802.11n/ac
2.4 (2x2:2) and
5 GHz (3x3:3)
8 APs per cluster
Single-Point Setup with Clustering,
Captive Portal.* LLW, Smart Net
Total Care
WAP581, WAP571/E
802.11ac
Powerful perf.
Indoor/outdoor
Dual band 3x3
16 Aps per cluster
* Select models. For more information, please check the product datasheet
Cisco FindIT Network Manager
Managing under 10 network devices is free of charge
Multi-tenant support
Hosted MSP Feature Release
Cloud deployment & AWS/Azure support
Flexible On Prem or Partner Hosted
Architecture
PnP server release
FindIT Probe 1.1 enhancement includes
wireless dashboard widget; switch stacking
visibility; discovery enhancements
D
8 Port Model
16 Port Model
24 Port Model
48 Port Model
Web GUI managed in
English, Japanese, Korean
Cisco IOS 30 Years
Catalyst Brand and Quality
Cool, Quieter & Better than Competitive Offerings
Accelerating Catalyst 2960-L
* Product is not available for ANZ region.C/P/D
Question 4:
How many devices can be managed with FindIT free of
charge ?
A. Unlimited
B. 15
C. 100
D. 10
Where does Umbrella fit?
Malware
C2 Callbacks
Phishing
HQ
Sandbox
NGFW
Proxy
Netflow
AV AV
BRANCH
Router/UTM
AV AV
ROAMING
AV
First lineNetwork and endpoint
Network and endpoint
Endpoint
It all starts with DNS
Precedes file execution
and IP connection
Used by all devices
Port agnostic
Security First
Done
Please
Visit
UmbrellaStart blocking in minutes
Easiest security product you’ll ever deploy
Signup1
2 Point your DNS
3 Done
Cloud Security: Cisco Umbrella
https://umbrella.cisco.com/
C/P/D
Running OS
FW + IPS + AVC Throughput 250 Mbps 250 Mbps 450 Mbps 450 Mbps 200 Mbps 320 Mbps
FW Throughput 750 Mbps 750 Mbps 1 Gbps 1.8 Gbps 200 Mbps 320 Mbps
Maximum new connections per second 3,000(w/AVC) 3,000(w/AVC) 7,000(w/AVC) 8,000(w/AVC) 5,000 8,000
Maximum 3DES/AES VPN throughput 100 Mbps 100 Mbps 175 Mbps 250 Mbps 100 Mbps 250 Mbps
High-availability support A/A A/S A/A A/S A/A A/S A/A A/S No No
Integrated I/O 8 x 1 GE 8 x 1 GE 8 x 1 GE 8 x 1 GE 5 x 1 GE (MX64)
12 x 1 GE(2 PoE+)
10 x 1GE2 x GE(SFP)
Simultaneous Session *50,000 *50,000 100,000 250,000 100,000 250,000
Rack Unit Desktop Desktop 1RU 1RU Desktop 1RU
Dual power supplies Not available Not available Not available Not available Not available Not available
Power AC only AC only AC only AC only DC only AC only
Cisco Start Security Product Line -For SMB to Midmarket-
ASA 5506-X ASA 5506W-X ASA 5508-X ASA 5516-X Meraki MX 64/65 Meraki MX 84
ASA FirePower Threat Defense Cloud Base
FW + IPS* + AVC Throughput 125 Mbps 125 Mbps 250 Mbps 450 Mbps 200 Mbps 320 Mbps
*Associated with Security Plus license enabled; To achieve IPS throughput, FMC is required
Question 5:
What are the 3 steps to sign-up for Cisco Umbrella?
A. Sign-Up, Configure DHCP, Done
B. Sign-Up, Point your DNS, Done
C. Configure DHCP, Point your DNS, Done
D. Cloud based web security gateway
Cisco Room 70DCisco Room 70S
Cisco Spark Room Kit Plus Precision 60
Cisco DX80Cisco DX70
Optimized for BothCloud and On-Premises
Cisco Spark Room Kit Plus
Cisco Spark Room Kit
Cisco SX10
Cisco Spark Board 55
NEWCisco Spark Board 70
Cloud
Cisco IX5000
On-Premises
Board OS Room OS / CE SW IX SW
Cisco Room 55NEW NEW NEW
NEW
Cisco Start Collaboration –Cisco’s comprehensive collaboration portfolio
Introduce Cisco Spark Room Kit and Room Kit Plus
Best Overview
Auto-detects people in room Selects best framing
Detects person speaking Selects best framing for speaker
Speaker Tracking
Intelligent framing for clearer communication
Cisco Spark Board
55- or 70-inch device designed for teamwork
Cisco Spark Board for teamwork
Question 6:
How many people in a room is Spark Room Kit ideally suited
to support?
A. 15
B. 8
C. 7
D. 14
Cisco Start package: Support entrepreneurs
Simple to set up and easy to
manage
Ideal for smaller budgets
Enterprise Class Features for
Small Deployments
High Performance
Low Cost Solution
Fast Deployment
Collaborate EverywhereRemote, satellite offices
work from home
C/P/D
Cisco Start package: Support entrepreneursPromotion End Date: Q1FY18
For < 25 employees 1 unit of RV130 secure VPN router 1 unit of 10 port SG300 PoE+ managed switch2 units of 11ac wave 1 access point WAP150
For 26-50 employees1 unit of 8 port C2960L PPoE enterprise class switch2 units of 11ac wave 2 access point 1832Webex meetings for SMB audio and video conferencing
For 51-150 employees 1 unit of ISR890 secure VPN router2 units of 8 port Cat2960L PPoE enterprise class switch5 units of 11ac wave 2 access points 183210x Spark for business messaging and meetings
SMB Services
Business Challenges for SMB
Limited IT StaffLimited Network
SupportLimited Budget
IT Staff is Responsible for Design, Deployment and Maintenance of the Network
The Cost of Downtime
Productivity Lost# Employees x Hours Lost x
Burdened Hourly Rate = Loss
Damaged
Reputation• Customers
• Suppliers
• Business Partners
Revenue Lost• Direct Revenue Loss
• Compensatory Payments
• Future Lost Revenue
Impaired Financial
Performance• Revenue Recognition
• Cash Flow
• Lost Discounts
• Full service support - 24*7 TAC access, OS
support minor upgrades,
• Premium RMA levels, access to Cisco.com
• TAC support in business hours, maintenance
upgrades in OS,
• 8 5 NBD replacement, access to Cisco.com
• ++ Multi architecture/vendor support,
focused technical support for
accelerated resolution
Cisco Support stack
PSS / SNTC / SWSS
High Value Services
Cisco Support
Essentials
Ne
eds o
f th
e c
usto
mer
* CSE is available for Cisco Start Portfolio and is best suited for customers who do not have mission critical networks, do not need premium support, but still value the benefits of
Next Business day replacement, access to Cisco.com and TAC support in local hours.
Cisco Support Essentials Benefits
• Affordable, essential support
• Step-by-step guidance from Cisco support engineers
• Next business day hardware replacement
• Online access to technical tools and resources
• Operating system software maintenance releases for bug fixes
Warranty Comparison
Equipment
Covered
Duration Hardware
Replacement
Cisco OS
Updates
Cisco TAC
Support
Additional
Cisco.com
Access/Benefi
ts
Smart
Entitlement
Smart Net
Total Care
All 1 Renewable
contracts
Advance
replacement:
- 24x7x 2hrs
- 24x7x 4hrs
- 8x5x 4hrs
- 8x5x next
business day
(NBD)
- Onsite options
Minor and
maintenance
releases for
licensed
feature set 5
24x7 2 Yes 7 Yes
Support
Essentials
Data-only
network
equipment
Renewable
contracts
8x5 x NBD Maintenance
releases
8x5 (callback) Yes 7 Yes 2
Warranty All 1 90 days 3 Advance
replacements
(10 days) 3
No 4 No 6 No No
Global experience
and scale
Technology
visionary
Unmatched networking
leadership
Why Cisco Services is your best partner
J.D. Power Certified Technology Service and Support Excellence
Engineering
access
worldwide
24/7365
Fortune 100
companies
Professionals
certified
Networking technologies Networks
installed
>50M
3M
11 Years
12k Engineers,
architects, advisors
25k Expert
certifications
Question 7:
In how many countries is Cisco support available?
A. North America
B. <100
C. ASEAN
D. 180+
What’s in it for you?
Why bigger things start here
• Best available competitive
and dynamic pricing
• Programs & incentives that
grow your bottom line
Increased Profitability
• Solutions and services to
meet any customer need and
grow your Cisco business
• Market leadership across
Security First, Connect,
Collaborate, Compute & Cloud
Managed
• Simple, smart and secure
Best of Breed Portfolio
• Simplified pricing and ordering
with promotion codes from
distributors
• Assets, training and support
to help you
• Dedicated Cisco support
specialists
Ease of Doing Business