BorderlessAccess WIRELESS

February 21, 2011

Borderless Access

Cisco Borderless Networks Tom Koenig Kevin Cheong

Positions the unique capabilities that the Cisco Unified Access solution - Cisco Catalyst switches - Cisco Aironet access points - Cisco wireless controllers - Cisco Prime LAN Management Solutions bring to a network that needs to support more applications and devices with fewer resources

Campaign Overview

Provides an opportunity to position yourself as a strategic,

long-term business advisor

Competitive and Migration Opportunities

Competitively held accounts or outdated equipment to Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches

Migrate standalone or previous-generation 802.11a/b/g networks to 802.11n with Cisco CleanAir technology.

Target Customers

Cross-sell Opportunities

Help customers with ease-of-use during immediate transitional periods and as network grows with Cisco Prime network management solutions

Manager of information systems (MIS) Information security officer (ISO) IT manager or director Network manager, administrator, or architect Facilities manager (Cisco EnergyWise or wireless) VP IT

Video Mobility Improved Efficiency

2011 Cisco and/or its affiliates. All rights reserved.

15 Billion New Wireless Devices

by 2015

Mobile Devices

IT Resources

Tight economic conditions add pressure on IT

Need to do more with less; control costs

Changing the Way We Work

Video projected to quadruple IP traffic by 2014

to 767 exabytes

Market Transitions

Solutions that Solve Cisco Unified Access Network

Influx of mobile devices

Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches

Identify and solve potential problems before turning on a new feature (such as enabling tablets Integrate real-time monitoring and correlation of network traffic Allows customer to test and transition to a full identity-enabled network, avoiding user disruptions when devices or applications are activated

Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controller

Enforce corporate policy on devices and protects endpoints from threats Detect, classify, locate, and mitigate WiFi/non-WiFi interference sources for better user experience

Cisco AnyConnect Secure Mobility Client

Always-on, intelligent VPN automatically selects optimal access point and adapts tunneling protocol to most efficient method

Mobile Devices

IT Resources

Increasing prevalence of video


Integrate technology that enables customers to process video traffic locally, and scale delivery to more locations and devices Help manage varied and bandwidth-intensive tendencies of video Enable priority queuing, so that business-critical packets are processed first Trace media paths and collect hop-by-hop stats to find the source of any disruption fast

Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controllers

Integrate technology that extends wired video quality to wireless networks Enable efficient conversion of multicast video streams into one unicast stream at the access point Prioritize resources to deliver video and ensure high network performance to the largest number of users, regardless of device

Market Transitions Create Sales Opportunities

Operational Efficiency


Traffic simulators help calibrate performance prior to deployment of a new application by recreating traffic scenarios for troubleshooting and fine tuning, reducing disruptions to the network, and to user experience With redundant, hot swappable power supplies, each member of a stack is capable of withstanding catastophic failure Industry-leading PoE reduces installation and deployment costs by consolidating data and power connections into a single Ethernet cable

Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controllers

Automatically detect, classify, and mitigate sources of RF interference, helping improve network performance and productivity without increasing operational costs

Market Transitions Create Sales Opportunities

Additionally: Cisco Works and Cisco Prime

network management solutions

Aironet 1140 Series Access Point Aironet 3500 Series

Access Point

Aironet 1260 Series Access Point

2500 Series Wireless Controller



Catalyst 3560-X Series Switches

Catalyst 3750-X Series Switches

Catalyst 4500E Series Switches

Product Portfolio

Aironet 3600 Series Access Point

Cisco Aironet 3500 Series Access Points

For mission-critical wireless networks, especially in areas of high interference (such as hospitals or manufacturing plants)


For networks needing to deliver enterprise-class wireless performance, enhanced throughput, and rich-media capabilities in an outdoor or high-ceiling environment


For networks needing to deliver enterprise-class wireless performance, enhanced throughput, and rich-media capabilities in an indoor, carpeted environment

Cisco Access Points

Unified Wireless solutions deliver: Industry-leading 802.11n wireless coverage Enterprise-class mobility RF Interference mitigation

Cisco Aironet Access Points


4x4 ANTENNA DESIGN, 3 SPATIAL STREAMS

Redundant antenna design for more speed and reliability

ClientLink 2.0 for 802.11n

Improves performance to all mobile devices: including 802.11a/g/n 1SS, 2SS & 3SS

Enhanced CLEANAIR TECHNOLOGY

New , more powerful full-spectrum analysis while serving data traffic

3X

Cisco Aironet Access Points For medium and large-sized offices and smaller Internet Service Providers

Cisco 7500 Series Wireless LAN Controllers

For customers needing to support up to 500 branch locations and 2,000 access points, looking to manage wireless from a central data center


For customers needing to support up to 500 access points and needing to depend on a mission-critical wireless network


For small and medium-sized businesses or branch locations needing to support up to 50 access points

Cisco Wireless Controllers

Cisco Wireless Controllers

Unified Wireless solutions deliver: Industry-leading 802.11n wireless coverage Enterprise-class mobility RF Interference mitigation

Cisco Catalyst 4500E Series Switches

Versatile access & small distribution deployments

Ideal for growing networks or those needing to support more applications on existing network

Cisco Catalyst 3750-X Series Switches

Flagship, stackable, enterprise-class switch

Ideal for networks needing highest level of service availability, security, scalability, & operational simplicity

Cisco Catalyst 3650-X Series Switches

Premier standalone access switch

Ideal for predicable capacity needs requiring rich set of network services, PoE density, and enterprise-class reliability

Cisco campus LAN Access Switches

Help networks adapt to new deployments Enable ease of operations Integrate security

Makes it easier to support rich-media applications and mobile devices.

Cisco Catalyst Switches

Competitive Differentiators Technology and Features Only Found in the Cisco Unified Wireless Network

Cisco EnergyWise Automates measuring and reporting of network power consumption Creates system-wide framework for energy management

Automatically administers energy requirements of PoE devices Extends those management capabilities to desktop and laptop PCs

This level of visibility and control gives organizations

Better understanding of their consumption patterns Ability to make behavioral changes that result in greater savings

Awarded Best of InterOp Green Award (2009)


Cisco TrustSec Builds policy, identity, and security into the network Delivers flexible and scalable network security:

Secures access to critical resources and network fabric Simplifies 802.1X deployments, while enforcing endpoint compliance and remediation Helps with end-to-end monitoring and troubleshooting

Customers benefit increase productivity, improve operational efficiency for IT, deliver better security and risk mitigation with:

Secure collaboration Efficient policy creation and enforcement Information to facilitate analysis and audits


Medianet Enable customers to process video traffic locally Scale video delivery to more devices and locations Features such as auto-configuration and media monitoring help companies:

Manage varied and bandwidth intensive tendencies of video Make sure delivery is reliable and of high quality Support networked endpoints as well as smart mobile devices


Cisco CleanAir System-wide spectrum intelligence Offers performance protection for 802.11n by:

Detecting RF interference that other systems cannot see Identifying the source and locating it on a floor plan Automatically adjusting the wireless service accordingly to optimize coverage

Reduces downtime with faster troubleshooting and self-healing capabilities

Awarded Best of InterOp Wireless and Mobility (2010)

WIRELESS AND MOBILITY

Borderless Network Architecture for unmatched functionality: LAN Switching, Network and Content Security, WAN Routing, WLAN, WAN Optimization (WAAS) and comprehensive Network Management

A systems approach to networking lowers TCO, improves availability and drives workplace transformation

Integrated wireless and security to reduce complexity and costs

Proven commitment to investment protection, business transformation, lowest TCO over the entire product lifecycle (strong focus on OpEx not just CapEx)

Architectural approach, no point product to allow IT to deliver business transformations

Workplace transformation is enabled by Ciscos unique combination of video, mobility and application optimization

Smart Business Architecture greatly reduces implementation risk: wireless assessment, planning & design, migration, optimization and more

Competitive Positioning Why Cisco Wins Over HP

Competitive Positioning Why Cisco Wins Over Aruba

In addition to being able to offer a complete wired and wireless solution, the Cisco Borderless Networks Architecture offers unmatched capabilities: routing, switching, wireless LAN (WLAN), security and WAN optimization.

Cisco Unified Wireless LAN provides scale and deployment flexibility: indoor, outdoor, remote office, building, and campus networks.

Enterprise-class RF helps customers reduce total cost of ownership: Advanced RF features and solutions help lower operating costs.

Advanced Services reduce implementation risk and include wireless assessment, planning and design, migration, and optimization.

More comprehensive technical support is offered via Cisco SMARTnet Service and Cisco Technical Assistance Centers.

Borderless Access Playbook Walkthrough


Overview Section Links conversations started by marketing to the sales-oriented topics covered in these materials. Highlights current market opportunities, and the solutions that help organizations adapt to these new trends.

Overview Section Customer targeting information helps sales teams navigate customer lists to identify the most rewarding opportunities.


Solution Components Highlights products that make up discussed solutions, and positions models by best opportunity, based on various customer scenarios.


Unique Differentiators Discusses the value only available with these Borderless Networks solutions to help you communicate value and maintain a competitive advantage.


Offers and Calls-to-Action Purchase incentives provide a hook to turn the conversation into a sales driven activity. Calls-to-action provide more information and use cases about the solutions.


Partner Profitability Programs Incentives and promotions to help you with your bottom line.


Competitive Positioning Talking points and directions for various competitive situations help you dismiss questions and concerns about competitive equipment, and keep the focus on Cisco.

Borderless Access Call Guide Walkthrough


Introduction Introduces the reason for the call, communicating new trends that must be addressed by IT. Discovery questions uncover opportunities, categorized by pain points caused with adopting each new trend.


Trigger Questions Uncover opportunities by addressing top customer concerns in need of solving, again organized by new market trends and their impacting results.


Close Tools and directions for moving the conversation towards a sales-driven activity, with the goal of booking an appointment for a customized assessment. Lead qualification questions help prioritize the contact.


Objection Handling Talking points that address common questions in order to dismiss concerns and keep the conversation moving towards an appointment or sale.

Campaign Assets How to use this package

Step 1: Partner Assets Materials to help you with customers ready to explore a sales conversation

Playbook

At-a-Glance

Call Guide

Introduction, reminder, and rejection emails

Step 2: Network Assessment Assets Materials to help customers not ready for a sales

conversation, but are interested learning more about routing solutions applied to their network


Step 3 (Part 1): Seminar-in-a-Box Assets Materials to help with small groups of customers still in need or more education about wired and wireless solutions

Training Guide In

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Customer presentations


Invite, reminder, and thank-you emails for a virtual event

Step 3 (Part 2): Virtual Event Assets Materials to help with large group of customers still in need or more education about routing solutions

Reasons to Call Your Customer Special Offers Available Now

Smart Business Architecture 4500E Wireless Controller Bundle

Up to 28% discount compared to buying individually: Catalyst 4500E Chassis One Supervisor IP Base software One Gigabit Ethernet Fiber line card One 5500 Series Wireless Controller

Catalyst 4500 Series PoE+ Ready Bundles

Up to 44% discount compared to buying individually: One chassis One supervisor Cisco IOS LAN Base image One or more PoE+ line cards

Catalyst 4500E Supervisor 7E with NAM Bundles

Up to 27% discount on Cisco Catalyst 4500E Supervisor 7-E with Network Analysis Module bundles for campus deployments

Additional trade-in credits for outdated or competitive technology, network management trials, and other Borderless Networks offers are also available!

Customer Calls-to-Action

Borderless Networks Business Benefits Toolkit

Cisco EnergyWise Business Value Calculator

Cisco Wireless Solution ROI Calculator

CleanAir Online Demo

White papers and third-party testing reports

Opportunities for You Profitability Programs for our Partner Community

Borderless Access Program

Provides protection and promotional discount incentives for partner who actively identify, develop and win opportunities. Up to 55% & 57% discount for orders with both switching and wireless products on a single order

Fast Track 2 Program Improve your deal flow and revenue potential by getting fast quotes, competitive pricing, and quick availability on high-volume network products.

Opportunity Incentive Program and Value Incentive Program

Protection and promotional discount incentives on certain new business findings, and rewards for comprehensive business focused on three major architectures.

Trade-in Accelerator Program and Technology Migration Program

Financial incentives to migrate older equipment, and effectively allowing partners to protect their margins

Reduction in IT man hours by ~4000/year

Payback (EnergyWise) on investment in less than 12 months

OpEx Savings Rapid ROI

Voice/Video

Security

Green

Mobility

Cisco Borderless Network Services Deployed

Cisco ACS for consistent identity management

Brunel University: Background 3500 staff; 14,500 students World class university in West London

Pilot program yielding 20-30,000 annual energy savings

Green

EnergyWise for lowering energy consumption

Medianet to support Video on campus

CleanAir pilot for RF interference mitigation

Customer Testimony Energy savings with Cisco Switching

Manage influx of student devices. Simplify device registration, maintain identity, eliminate rogue devices

Green initiatives

Key Challenges

Why Cisco Standardize on a single architecture to meet all their wired, wireless and security needs while simplifying deployment of solutions and supporting initiatives such as Green and Mobility

2 3 1

Vehicle tracking system allowed reallocation of two service professionals

improve our employees' productivity by enabling them to work anywhere at any time, without sacrificing our security policies.

Lower operational costs of wireless troubleshooting

Mission critical wireless network for students and staff

Context-Aware AnyConnect Secure

Mobility CleanAir

Technology

Customer Testimony Winning with Cisco Wireless

Slide Number 1Slide Number 2Slide Number 3Slide Number 4Slide Number 5Slide Number 6Slide Number 7Slide Number 8Slide Number 9SUSTAINED AVAILABILITY of 450Mbps RatesCompared to 3 Spatial Stream 3x3 MIMO Access Points Slide Number 11Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27Slide Number 28Slide Number 29Slide Number 30Slide Number 31Slide Number 32Slide Number 33Slide Number 34Slide Number 35Slide Number 39Slide Number 40Slide Number 41Slide Number 42Slide Number 43Slide Number 44Slide Number 45Slide Number 46Slide Number 47Slide Number 48

Documents

BorderlessAccess WIRELESS