Cisco Sales Expert 2 2

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_1

Cisco Sales EssentialsCisco Sales Essentials

Presented by Ingram Micro Technical SupportPresented by Ingram Micro Technical SupportDavid HettrickDavid Hettrick

Technical Support EngineerTechnical Support [email protected]@ingrammicro.com

January2006January2006

Presented by Ingram Micro Technical SupportPresented by Ingram Micro Technical SupportDavid HettrickDavid Hettrick

Technical Support EngineerTechnical Support [email protected]@ingrammicro.com

January2006January2006

®

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

®

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_2000000_2

AgendaAgenda

Sales Networking 101Sales Networking 101

Why CiscoWhy Cisco

AVVIDAVVID

Campus LANCampus LAN

Wireless LANWireless LAN

WANWAN

IP TelephonyIP Telephony

Security & VPNSecurity & VPN

Network ManagementNetwork Management

Service & SupportService & Support

OpticalOptical

Storage Area NetworkingStorage Area Networking

Content NetworkingContent Networking

VideoVideo

High Speed AccessHigh Speed Access

Sample TestSample Test

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Cisco Sales ExpertCisco Sales Expert

Exam number is 646-202Exam number is 646-202

Course Name is Cisco Sales EssentialsCourse Name is Cisco Sales Essentials

When you pass (and you will), you will be a Cisco When you pass (and you will), you will be a Cisco Sales ExpertSales Expert

You must take the exam at a certified testing You must take the exam at a certified testing center (by yourself)center (by yourself)

The cost of the test is currently $65.00 USThe cost of the test is currently $65.00 US

There are approximately 66 questions.There are approximately 66 questions.

Passing score is 825 (out of 1000)Passing score is 825 (out of 1000)

Course Material: http://tsweb1.ingramts.com/cse/Course Material: http://tsweb1.ingramts.com/cse/

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Cisco.com (CCO)Cisco.com (CCO)

Cisco.partnerelearning.comCisco.partnerelearning.com• Requires CCO loginRequires CCO login

• Lots of free trainingLots of free training

Partner Business Central - Cisco.com/dprgPartner Business Central - Cisco.com/dprg• Requires CCO loginRequires CCO login

• Online Distributor Product Reference GuideOnline Distributor Product Reference Guide

• Compare ProductsCompare Products

• Quick Product Reference GuideQuick Product Reference Guide

• RefurbsRefurbs

Dynamic configuration toolDynamic configuration tool

Sales Tool Central – cisco.com/go/toolsSales Tool Central – cisco.com/go/tools

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Sales Networking 101Sales Networking 101

Three types of NetworksThree types of Networks• Local Area Network (LAN)Local Area Network (LAN)

• Metropolitan Area Network (MAN)Metropolitan Area Network (MAN)

• Wide Area Network (WAN) –The InternetWide Area Network (WAN) –The Internet Centralized Wan- central computer & dumb terminalsCentralized Wan- central computer & dumb terminals Distributed WANDistributed WAN

Considerations- # of computers, Geographical Considerations- # of computers, Geographical Layout, Physical Layout, Financial ResourcesLayout, Physical Layout, Financial Resources

DifferencesDifferences• Distance, Speed, Connectivity, Physical MediaDistance, Speed, Connectivity, Physical Media

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Network ComponentsNetwork Components

Servers- Provide resources to Clients and run a Servers- Provide resources to Clients and run a Network Operating SystemNetwork Operating System• File Server, Print Server, Proxy Server, Application Server, Web ServerFile Server, Print Server, Proxy Server, Application Server, Web Server

• Mail Server, Fax Server, Remote Access Server, Telephony ServerMail Server, Fax Server, Remote Access Server, Telephony Server

Network Interface Card (NIC)- Inserted in Network Interface Card (NIC)- Inserted in expansion slot of Main Computer Assemblyexpansion slot of Main Computer Assembly

Routers- Connect multiple, often dissimilar Routers- Connect multiple, often dissimilar network segments into an internetwork & network segments into an internetwork & determines data destinationdetermines data destination

Gateways- Connect dissimilar networks. Performs Gateways- Connect dissimilar networks. Performs translation at multiple layers of OSI modeltranslation at multiple layers of OSI model

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Network MediaNetwork Media

Twisted Pair Cable- Cheaper & Easier to work withTwisted Pair Cable- Cheaper & Easier to work with

• Cross Talk Cross Talk

• Shielded Twisted Pair (common for Token Ring)Shielded Twisted Pair (common for Token Ring)

• Unshielded Twisted Pair (10base-T)Unshielded Twisted Pair (10base-T)

• RJ-45, RJ-11RJ-45, RJ-11

Fiber-Optic Cable- Fiber-Optic Cable- (SC,ST,MT-RJ,LC)(SC,ST,MT-RJ,LC)

• Single Mode (8.3) or Multimode (62.5m , 50m)Single Mode (8.3) or Multimode (62.5m , 50m)

• Transmit light rather than electricityTransmit light rather than electricity

• Immune to EMI and RFI (interference)Immune to EMI and RFI (interference)

• More secure & Longer distancesMore secure & Longer distances

• More expensive and difficult to installMore expensive and difficult to install

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Topologies & SignalingTopologies & Signaling

Topology-Topology-

• StarStar

• BusBus

• MeshMesh

• RingRing

Signaling Methods-Signaling Methods-

• Broadband Broadband

• BasebandBaseband

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OSI ModelOSI Model

7. Application- i.e. File, Print, Email7. Application- i.e. File, Print, Email

6. Presentation- formatting data exchange6. Presentation- formatting data exchange

5. Session- establish, sync & maintain sessions5. Session- establish, sync & maintain sessions

4. Transport- error & flow control, segments, 4. Transport- error & flow control, segments, address resolution, TCP/IP, IPX/SPX, NetBeuiaddress resolution, TCP/IP, IPX/SPX, NetBeui

3. Network- logical addressing (IP Address), QoS, 3. Network- logical addressing (IP Address), QoS, Routing, Routing,

2. Data Link- takes raw data and gives it a logical 2. Data Link- takes raw data and gives it a logical structure (MAC-address)structure (MAC-address)

1. Physical- NIC, transceiver, repeater, hub1. Physical- NIC, transceiver, repeater, hub

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OSI ModelOSI Model

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TCP/IP Model- 5 layer modelTCP/IP Model- 5 layer model

ApplicationApplication

TransportTransport

InternetInternet

Data Link/Data Link/

Network InterfaceNetwork Interface

PhysicalPhysical

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Why Cisco?Why Cisco?

Financial StrengthFinancial Strength

• Invest in Research and Development (>3 billion/yr)Invest in Research and Development (>3 billion/yr)

• Long-term financial viability (founded in 1984 by Stanford Long-term financial viability (founded in 1984 by Stanford University Computer Scientists)University Computer Scientists)

• Worldwide organization that can work with large companiesWorldwide organization that can work with large companies

Customer Satisfaction/Customer FocusCustomer Satisfaction/Customer Focus

• Long-term relationshipsLong-term relationships

• Repeat BusinessRepeat Business

Market LeadershipMarket Leadership

• Participates in standards bodiesParticipates in standards bodies

• Large Market for ProductLarge Market for Product

• Existing Customer BaseExisting Customer Base

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Cisco IOS SoftwareCisco IOS Software

Network IntelligenceNetwork Intelligence

Supports hundreds of Supports hundreds of Open StandardsOpen Standards

Provides a common functionality across networkProvides a common functionality across network

IP Routing, QoS, Firewall & VPN, Call IP Routing, QoS, Firewall & VPN, Call Management & more…Management & more…

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IOS PackagingIOS Packaging

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AVVIDAVVID

Framework for Building Converged NetworkFramework for Building Converged Network

Built on StandardsBuilt on Standards

An Architecture provides a “roadmap” to Plan, An Architecture provides a “roadmap” to Plan, Design, Implement, Operated, and Optimize Design, Implement, Operated, and Optimize network upgrades and enhancements (PDIOO)network upgrades and enhancements (PDIOO)

Systems Integrators provide hardware, software Systems Integrators provide hardware, software and services to ensure and services to ensure

end-to-end solutionsend-to-end solutions

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AVVID Six-Layer ModelAVVID Six-Layer Model

Internet Business Solutions- Applications to gain Internet Business Solutions- Applications to gain competitive advantage(reduce cost, enhance productivity)competitive advantage(reduce cost, enhance productivity)

Real-time Communications- Applications communicate Real-time Communications- Applications communicate such as Video on Demandsuch as Video on Demand

Unified Control Plane- binds Internet Technologies to Unified Control Plane- binds Internet Technologies to business solutions (software for network provisioning, business solutions (software for network provisioning, content delivery)content delivery)

Intelligent Network Services- QoS, Security, Network Intelligent Network Services- QoS, Security, Network Availability- compare “best-of-breed”Availability- compare “best-of-breed”

Network Platforms- Switches, Routers, GatewaysNetwork Platforms- Switches, Routers, Gateways

Clients- Devices that people use to connect networks (IP Clients- Devices that people use to connect networks (IP Phones, PC, Video Equipment)Phones, PC, Video Equipment)

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AVVID Six-Layer ModelAVVID Six-Layer Model

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What is the benefit if the Network is built using AVVID?What is the benefit if the Network is built using AVVID?

Interoperability through software and equipment Interoperability through software and equipment that is configured for seamless operation.that is configured for seamless operation.

Maintain a highly available, reliable, and resilient Maintain a highly available, reliable, and resilient

converged voice and data networkconverged voice and data network

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Campus LANCampus LAN

Repeaters – extends Ethernet longer distancesRepeaters – extends Ethernet longer distances

Hubs vs. SwitchesHubs vs. Switches

Router vs. Switch (L2/L3 switch, VLAN)Router vs. Switch (L2/L3 switch, VLAN)• ““Switch when you can, route when you must”Switch when you can, route when you must”

Access- users attachedAccess- users attached

Distribution- aggregation point for Access Layer, Distribution- aggregation point for Access Layer, and connects the Access to the Coreand connects the Access to the Core

Core- Backbone for Campus LAN, aggregation for Core- Backbone for Campus LAN, aggregation for Distribution layerDistribution layer

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Hierarchical Network ExampleHierarchical Network Example

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LAN productsLAN products

Access Switches- Access Switches- Connects end devicesConnects end devices

• 2900 (2940, 2950, 2960, 2970) – Small Campus2900 (2940, 2950, 2960, 2970) – Small Campus

• 3500 (3550, 3560, 3750) – Medium Campus3500 (3550, 3560, 3750) – Medium Campus

• Catalyst 4000/4500 Chassis – Large CampusCatalyst 4000/4500 Chassis – Large Campus

Distribution Switches – Distribution Switches – QoS, SecurityQoS, Security

• Catalyst 4000 (4000, 4500)Catalyst 4000 (4000, 4500)

• Catalyst 6000 (6500)Catalyst 6000 (6500)

Core – Core – Handle High Traffic FlowHandle High Traffic Flow

• Catalyst 6500Catalyst 6500

• The Core would be where your Internet/WAN connections would be The Core would be where your Internet/WAN connections would be placed. placed.

• 1700, 1800, 2600XM, 2800 – Small Campus1700, 1800, 2600XM, 2800 – Small Campus

• 3600, 3700, 3800 – Medium Campus3600, 3700, 3800 – Medium Campus

• 7200, 7300 - Large Campus7200, 7300 - Large Campus

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Wireless ComponentsWireless Components

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Wireless LAN- ComponentsWireless LAN- Components

Client AdaptersClient Adapters• PC Card, PCI, Mini-PCI (OEM’d)PC Card, PCI, Mini-PCI (OEM’d)

Access-Points- Access-Points- • Coverage areas are called cells (max 350 feet)Coverage areas are called cells (max 350 feet)• Use Overlapping AP increase coverageUse Overlapping AP increase coverage• RoamingRoaming• RepeatersRepeaters

Bridges- Bridges- ranges of “several kilometers”ranges of “several kilometers”• Point-to-PointPoint-to-Point• Point-to-MultipointPoint-to-Multipoint

Antennas- Antennas- • DirectionalDirectional• Omni-directionalOmni-directional• DBi (gain)DBi (gain)

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Wireless StandardsWireless Standards

Wireless LANs use radio wavesWireless LANs use radio waves

802.11b- 2.4GHz, 11Mbps802.11b- 2.4GHz, 11Mbps• ~ 150ft cell~ 150ft cell

802.11a- 5GHz, 54Mbps802.11a- 5GHz, 54Mbps• ~ 50ft cell~ 50ft cell

802.11g – 2.4GHz, 54Mbps802.11g – 2.4GHz, 54Mbps• ~ 150ft cell~ 150ft cell

• Backwards compatible with 802.11B (but…)Backwards compatible with 802.11B (but…)

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Wireless SecurityWireless Security

SSID – Service Set IdentifierSSID – Service Set Identifier• Acts as a password to connect Acts as a password to connect

• Basic Security (Easily Cracked)Basic Security (Easily Cracked)

Encryption – WEPEncryption – WEP• 40 bit and 128bit encryption to “scramble” data40 bit and 128bit encryption to “scramble” data

• Good security, but can be hacked in a short timeGood security, but can be hacked in a short time

• Not enough security in sensitive environmentsNot enough security in sensitive environments

Authentication with per user/per session WEPAuthentication with per user/per session WEP• Extensible Authentication Protocol (EAP)Extensible Authentication Protocol (EAP)

• Lightweight EAP (LEAP)Lightweight EAP (LEAP)

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Cisco Wireless Solutions- AironetCisco Wireless Solutions- Aironet

1100 series Access-Points (802.11B,G)1100 series Access-Points (802.11B,G)

1200 series Access-points (802.11A,B,G)1200 series Access-points (802.11A,B,G)

Client AdaptersClient Adapters

Bridges (350, 1400)Bridges (350, 1400)

Workgroup Bridge (350)Workgroup Bridge (350)

Aironet 1300 series (indoor or outdoor)Aironet 1300 series (indoor or outdoor)• An Access PointAn Access Point

• A BridgeA Bridge

• A Workgroup BridgeA Workgroup Bridge

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WANWAN

Wide Area Network- covers a geographical area that is larger Wide Area Network- covers a geographical area that is larger than a LAN, and can span states, provinces, countries, or even than a LAN, and can span states, provinces, countries, or even the worldthe world

Centralized WAN (Hub &Spoke) vs Distributed WAN Centralized WAN (Hub &Spoke) vs Distributed WAN

WAN DesignsWAN Designs

• Leased Lines Leased Lines • Frame-RelayFrame-Relay• ATMATM

BackboneBackbone

• Handles the major trafficHandles the major traffic• Employs highest speed transmission paths in networkEmploys highest speed transmission paths in network• Smaller networks are attached to the BackboneSmaller networks are attached to the Backbone

Edge- part of network located on the peripheryEdge- part of network located on the periphery

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WAN componentsWAN components

RoutersRouters

Switch (Frame-Relay Switch, ATM switch)Switch (Frame-Relay Switch, ATM switch)

Access ServerAccess Server• Network Entry and Exit pointNetwork Entry and Exit point

• Concentration Point for dial-in connectionsConcentration Point for dial-in connections

GatewayGateway• Network Entry and Exit pointNetwork Entry and Exit point

• Protocol Converter for different types of networksProtocol Converter for different types of networks

• Go-Between for same protocol networksGo-Between for same protocol networks

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RoutersRouters

Branch OfficeBranch Office• 1700, 1800 series1700, 1800 series

• 2600XM, 2800 series2600XM, 2800 series

• 3600/3700, 3800 series3600/3700, 3800 series

EnterpriseEnterprise• 7000 series (7200, 7300, 7500)7000 series (7200, 7300, 7500)

ISP (High-End Internet Routers)ISP (High-End Internet Routers)• 10000 series- Frame-Relay, ATM, Leased Lines10000 series- Frame-Relay, ATM, Leased Lines

• 12000 series- premier backbone and edge12000 series- premier backbone and edge

• High End Switch- MGX 8000High End Switch- MGX 8000

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Access Server & Universal GatewaysAccess Server & Universal Gateways

AS5350AS5350

AS5400 & AS5850AS5400 & AS5850

Any Service Any Port (ASAP)Any Service Any Port (ASAP)

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Separate NetworksSeparate Networks

Converged NetworksConverged Networks• Easier to maintain and manageEasier to maintain and manage

• Scalable when adding new usersScalable when adding new users

• Upgradeable to new applicationsUpgradeable to new applications

VOIP vs IP TelephonyVOIP vs IP Telephony

Quality of Service (QoS)Quality of Service (QoS)

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Existing PBX and Phones Existing PBX and Phones

Separate NetworksSeparate Networks

WAN

PSTN

Drop and InsertDrop and Insert

The Way Things WereThe Way Things Were

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Existing PBX and Phones Existing PBX and Phones

Data and Voice Over WAN Data and Voice Over WAN

VoATM, VoFR or VoIPVoATM, VoFR or VoIP

WAN

PSTN

Toll BypassToll Bypass

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ServiceProvider

WAN

PSTN

IP CommServer

Data and Voice Data and Voice Over IP Over IP

Call CenterCall CenterApplicationApplication

Unified Unified MessagingMessaging


Web BrowserManagement

IP Phone

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IP Telephony ComponentsIP Telephony Components

ClientsClients• Includes IP telephones that serve as end-user devices for Includes IP telephones that serve as end-user devices for

the networkthe network

InfrastructureInfrastructure• Includes voice gateways, switches, routersIncludes voice gateways, switches, routers• IP Tel relies on a switched network (built on AVVID)IP Tel relies on a switched network (built on AVVID)

Call ManagementCall Management• Includes hardware and software that provides standard Includes hardware and software that provides standard

telephone call processing servicestelephone call processing services

Voice ApplicationsVoice Applications• Includes network-based software elements that enable Includes network-based software elements that enable

advanced IP telephone functionsadvanced IP telephone functions

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7900 Series IP Phones7900 Series IP Phones

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IP Telephony InfrastructureIP Telephony Infrastructure

VG248, VG224- FXS portsVG248, VG224- FXS ports

ATA-186, ATA-188- FXS portATA-186, ATA-188- FXS port

Inline power switchesInline power switches• 3524-PWR, 3550-PWR (pre-standard)3524-PWR, 3550-PWR (pre-standard)

• 3560, 3570 (802.3af)3560, 3570 (802.3af)

Cat 4000/4500- Inline PowerCat 4000/4500- Inline Power

Cat 6000/6500(e)- Inline Power or T1, FXS voice Cat 6000/6500(e)- Inline Power or T1, FXS voice gatewaygateway

Cisco Routers as Voice Gateways- T1 voice Cisco Routers as Voice Gateways- T1 voice gateway, FXS, FXO, E&Mgateway, FXS, FXO, E&M

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Call ProcessingCall Processing

CallManager- CallManager- • Runs on Cisco MCS server or Runs on Cisco MCS server or www.cisco.com/go/swonlywww.cisco.com/go/swonly

• Windows2000Windows2000

• Ability to create clusters for RedundancyAbility to create clusters for Redundancy

Survivable Remote Site Telephony (SRST)Survivable Remote Site Telephony (SRST)• Runs on IOS based Cisco RouterRuns on IOS based Cisco Router

• Takes over if you lose connectivity to CallManagerTakes over if you lose connectivity to CallManager

Cisco CallManager Express (CCME)Cisco CallManager Express (CCME)• IOS router as primary call processing unitIOS router as primary call processing unit

• The bigger the router, the more users you can supportThe bigger the router, the more users you can support

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Voice ApplicationsVoice Applications

Unity Voice Mail/Unified Messaging- Unity or Unity Voice Mail/Unified Messaging- Unity or Cisco Unity Express (CUE)Cisco Unity Express (CUE)

Cisco Conference ConnectionCisco Conference Connection

Personal AssistantPersonal Assistant• Delivers personalization, ease of use, and enhances Delivers personalization, ease of use, and enhances

productivity in the workplace by streamlining voice productivity in the workplace by streamlining voice communications with personal call rules and speech communications with personal call rules and speech recognition.recognition.

IPCC Express (Call Center)IPCC Express (Call Center)• Up to 200 agentsUp to 200 agents• Up to 72 SupervisorsUp to 72 Supervisors

IPCC Enterprise (IP Contact Center)IPCC Enterprise (IP Contact Center)

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Security and VPNSecurity and VPN

Network Security ThreatsNetwork Security Threats• Denial of Service (DoS, DDoS) most commonDenial of Service (DoS, DDoS) most common

• Data Theft / Data InterceptionData Theft / Data Interception

• Virus/ WormsVirus/ Worms

11stst step is to have a Security Policy step is to have a Security Policy• ““Security is a strategy, not a product”Security is a strategy, not a product”

The Security WheelThe Security Wheel• Secure the networkSecure the network

• Monitor and RespondMonitor and Respond

• Test the SystemTest the System

• Analyze and ImproveAnalyze and Improve

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Security WheelSecurity Wheel

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Secure the NetworkSecure the Network

Implement Barriers around the networkImplement Barriers around the network• Firewalls- can protect from both internal& external threatsFirewalls- can protect from both internal& external threats

• Authentication Products- validate user identityAuthentication Products- validate user identity

• Access-control products- limit availability of network Access-control products- limit availability of network resources (access-list, Cisco Secure ACS)resources (access-list, Cisco Secure ACS)

• Tunneling and Encryption Techniques (VPN)Tunneling and Encryption Techniques (VPN) Site to SiteSite to Site Remote userRemote user

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Secure the Network : FirewallsSecure the Network : Firewalls

Blocks unwanted connections and content from Blocks unwanted connections and content from external usersexternal users

PIX Firewall – standalone hardwarePIX Firewall – standalone hardware• PIX 501 , PIX 506EPIX 501 , PIX 506E

• PIX 515E, PIX 525, PIX 535PIX 515E, PIX 525, PIX 535

IOS Firewall – “software firewall”IOS Firewall – “software firewall”• Option on all Cisco IOS routersOption on all Cisco IOS routers

• Smaller business may opt for IOS FirewallSmaller business may opt for IOS Firewall

• Less expensiveLess expensive

Firewall Services Module (FWSM) – Catalyst 6500Firewall Services Module (FWSM) – Catalyst 6500• For Large Enterprises and Service ProvidersFor Large Enterprises and Service Providers

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Secure the Network: Authentication ProductsSecure the Network: Authentication Products

Validates the identity of remote users who Validates the identity of remote users who connect to a private networkconnect to a private network

Cisco Secure Access Control Server (ACS)Cisco Secure Access Control Server (ACS)• Validates usernames and passwordsValidates usernames and passwords

• Uses either RADIUS or TACACS+Uses either RADIUS or TACACS+

• Can work in conjunction with RSA SecureIDCan work in conjunction with RSA SecureID

• Sold as software only or as an applianceSold as software only or as an appliance

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Secure the Network: Access-Control productsSecure the Network: Access-Control products

Limits the availability of network resources to Limits the availability of network resources to remote usersremote users

Access-listsAccess-lists• Catalyst SwitchesCatalyst Switches• Cisco IOS RoutersCisco IOS Routers• PIX FirewallsPIX Firewalls

Cisco Secure Access Control Server (ACS)Cisco Secure Access Control Server (ACS)• Downloadable Access-listsDownloadable Access-lists• ACS is a AAA serverACS is a AAA server

AuthenticationAuthentication Authorization Authorization AccountingAccounting

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Secure the Network:Tunneling and Encryption (VPN)Secure the Network:Tunneling and Encryption (VPN)

Creates virtual connections between remote users Creates virtual connections between remote users and private networkand private network

Solution: A secure way to communicateSolution: A secure way to communicate

Cisco VPN Concentrators- Cisco VPN Concentrators- • Great for remote clients- 100 to 10,000Great for remote clients- 100 to 10,000

• CVPN 3005, 3015, 3020, 3030, 3060, 3080CVPN 3005, 3015, 3020, 3030, 3060, 3080

Cisco PIX Firewalls- best for site to siteCisco PIX Firewalls- best for site to site

Cisco IOS Routers- best for site to siteCisco IOS Routers- best for site to site

VPN Service Module- Catalyst 6500VPN Service Module- Catalyst 6500• > 1GB throughput> 1GB throughput

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VPN Client ConnectivityVPN Client Connectivity

Cisco’s VPN Client can terminateon all of our VPN platforms!

VPN 3000

PIX

IOS

PIX Firewall/ASA

VPN Concentrator

Cisco IOS Router

Benefits:-Little client side configuration-Server side pushes policy to any authenticated clients

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Monitor and RespondMonitor and Respond

Monitor Network Activities – Intrusion DetectionMonitor Network Activities – Intrusion Detection• Network Based IDS (NIDS)- Network Based IDS (NIDS)-

IDS 4200 sensorsIDS 4200 sensors IDS Module – Catalyst 6500IDS Module – Catalyst 6500

• Host Based IDS (HIDS)- Cisco Security Agent (CSA)Host Based IDS (HIDS)- Cisco Security Agent (CSA) Day Zero protection for serversDay Zero protection for servers

Respond to AlarmsRespond to Alarms

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Test the SystemTest the System

Evaluate EffectivenessEvaluate Effectiveness

Identify VulnerabilitiesIdentify Vulnerabilities• Software to detect vulnerabilities (Vulnerability Scanner)Software to detect vulnerabilities (Vulnerability Scanner)

• Hire a consultant (hacker) –Cisco Security Posture Hire a consultant (hacker) –Cisco Security Posture Assessment (SPAs)Assessment (SPAs)

Understand attacker strategiesUnderstand attacker strategies

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Analyze and ImproveAnalyze and Improve

Analyze log reportsAnalyze log reports

Enact CountermeasuresEnact Countermeasures

Update TrainingUpdate Training

Refine PolicyRefine Policy

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Self-Defending NetworkSelf-Defending Network

A self-defending network can provide dynamic A self-defending network can provide dynamic protection against known, unknown, internal, and protection against known, unknown, internal, and external attacksexternal attacks

It integrates this level of network protection from It integrates this level of network protection from end to end, defending all connected systemsend to end, defending all connected systems

This strategy represents an evolution from This strategy represents an evolution from security products that operate as single points of security products that operate as single points of defense to a security system of cooperating defense to a security system of cooperating elements. elements. • Secure connectivity system- (VPN)Secure connectivity system- (VPN)• Threat defense security system (IDS)Threat defense security system (IDS)• Identity and Trust Management systems (AAA)Identity and Trust Management systems (AAA)

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High costs associated with locating failures in High costs associated with locating failures in networknetwork

NMS will recognize and diagnose problemsNMS will recognize and diagnose problems

Gather statistics for administrative fine-tuningGather statistics for administrative fine-tuning

IssuesIssues• Small BudgetsSmall Budgets

• Small IT StaffsSmall IT Staffs

• More Complex NetworksMore Complex Networks

• Need for SecurityNeed for Security

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Enterprise vs. ElementEnterprise vs. Element• Enterprise- manages all devices in a NetworkEnterprise- manages all devices in a Network• Element- manages a device, or a group of devices from a Element- manages a device, or a group of devices from a

single vendorsingle vendor

ResponsibilitiesResponsibilities• MaintenanceMaintenance

Traffic ManagementTraffic Management Usage Analysis TrendsUsage Analysis Trends Network Alert ResponseNetwork Alert Response

• Operational SupportOperational Support Adding and moving devicesAdding and moving devices Configuring changes to hardware and softwareConfiguring changes to hardware and software Monitoring and Troubleshooting devicesMonitoring and Troubleshooting devices

• SecuritySecurity

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Network Management ComponentsNetwork Management Components

NMS – Network Management SystemNMS – Network Management System• Manages and controls network devicesManages and controls network devices• Manages ConfigurationsManages Configurations• Collects StatisticsCollects Statistics

Network Management Console- User Interface for Network Management Console- User Interface for NMSNMS

SNMP- facilitates exchange of management SNMP- facilitates exchange of management information between devicesinformation between devices

RMON- Remote monitoringRMON- Remote monitoring

MIBs- Database of Network Management MIBs- Database of Network Management InformationInformation

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RWAN (Routed WAN)RWAN (Routed WAN)

Solutions:Solutions:

• Monitor Network TrafficMonitor Network Traffic

• Troubleshoot Performance bottlenecksTroubleshoot Performance bottlenecks

• Authenticate user accessAuthenticate user access

• Configure use across network linksConfigure use across network links

Collection of Applications designed to manage a WANCollection of Applications designed to manage a WAN

• CiscoView- CiscoView-

• CiscoWorks CD One- common launching point and navigational CiscoWorks CD One- common launching point and navigational interfaceinterface

• RME – Resource Manager EssentialsRME – Resource Manager Essentials

• ACLM- Access Control List ManagerACLM- Access Control List Manager

• IPM – Internet Performance MonitorIPM – Internet Performance Monitor

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LMS (LAN Management Solution)LMS (LAN Management Solution)

Suite of web-based applications for Suite of web-based applications for troubleshooting LAN devicestroubleshooting LAN devices• CiscoView- CiscoView-

• CiscoWorks CD One- common launching point and CiscoWorks CD One- common launching point and navigational interfacenavigational interface

• RME – Resource Manager EssentialsRME – Resource Manager Essentials

• nGenius Real Time MonitornGenius Real Time Monitor

• Campus ManagerCampus Manager

• Device Fault ManagerDevice Fault Manager

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VMS – VPN Security Management SolutionVMS – VPN Security Management Solution

Allows you to enforce security policiesAllows you to enforce security policies

Applications that configure, monitor and Applications that configure, monitor and troubleshoot VPNs, Firewalls, NIDS and HIDStroubleshoot VPNs, Firewalls, NIDS and HIDS

Security PolicySecurity Policy



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QPM- QoS Policy ManagerQPM- QoS Policy Manager

Complete system that centrally manages the QoS Complete system that centrally manages the QoS Policy (Quality of Service)Policy (Quality of Service)

Rolls out QoS to new devicesRolls out QoS to new devices

Deploys changes to existing devicesDeploys changes to existing devices

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Service and SupportService and Support

Benefits to Account ManagersBenefits to Account Managers• Higher customer satisfactionHigher customer satisfaction

3.6 /5 with no support3.6 /5 with no support 4.2 /5 with Service Contract4.2 /5 with Service Contract

• Increased customer loyaltyIncreased customer loyalty

• Predictable and renewable revenue streamsPredictable and renewable revenue streams

Benefits to CustomersBenefits to Customers• Control the costs associated with Network IssuesControl the costs associated with Network Issues

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Service and SupportService and Support

Warranty vs Service ContractWarranty vs Service Contract

Technical Support Services- foundation servicesTechnical Support Services- foundation services

• Online toolsOnline tools

• Advanced Replacement Advanced Replacement

• Software SupportSoftware Support

• Technical Assistance (TAC)Technical Assistance (TAC)

Advanced ServicesAdvanced Services

• Consulting services that provide responsive and preventative support Consulting services that provide responsive and preventative support of Cisco Technologiesof Cisco Technologies

• Professional engineering support to ensure networks can support Professional engineering support to ensure networks can support latest network applications and technologieslatest network applications and technologies

Advisory ServicesAdvisory Services

• Plan, design, build and implement new technologiesPlan, design, build and implement new technologies

• Transforming business with Internet technologyTransforming business with Internet technology

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Technical Support ServicesTechnical Support Services

SmartNet- SmartNet- cut off time is 3pm local timecut off time is 3pm local time• SNT- 8x5xNBDSNT- 8x5xNBD

• SNTE- (Enhanced) 8x5x4SNTE- (Enhanced) 8x5x4

• SNTP- (Premium) 24x7x4SNTP- (Premium) 24x7x4

SmartNet OnsiteSmartNet Onsite

SP Base- high-touch for Service ProvidersSP Base- high-touch for Service Providers

SAS- SAS- Software Application SupportSoftware Application Support

SASU (SAU)- SASU (SAU)- Software Application Support + Software Application Support + UpgradesUpgrades

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Advanced ServicesAdvanced Services

Focused Technical SupportFocused Technical Support• Provides technical, operational, and maintenance supportProvides technical, operational, and maintenance support

Network Optimization SupportNetwork Optimization Support• Focuses on the network InfrastructureFocuses on the network Infrastructure

Network Availability Improvement SupportNetwork Availability Improvement Support• Helps align business requirements with level of availability Helps align business requirements with level of availability

needed to run the networkneeded to run the network

Technical Application SupportTechnical Application Support• Helps customers rapidly deploy and optimize converged Helps customers rapidly deploy and optimize converged

multi-service networksmulti-service networks

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Advisory ServicesAdvisory Services

Plan, design and implement new technologiesPlan, design and implement new technologies• Best PracticesBest Practices

• IP ExpertiseIP Expertise

• Networking ExperienceNetworking Experience

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Optical NetworkingOptical Networking

SolutionsSolutions• Real time collaboration- video and virtual designReal time collaboration- video and virtual design• Mirroring data / Disaster Recovery SiteMirroring data / Disaster Recovery Site

Lasers through an Optical FiberLasers through an Optical Fiber• High Transmission SpeedsHigh Transmission Speeds• Long Distances Long Distances • No electromagnetic interferenceNo electromagnetic interference• ScalableScalable• Bandwidth on DemandBandwidth on Demand

COMET-COMET-Complete Optical MultiServiceEdgeTransportComplete Optical MultiServiceEdgeTransport• Adds speed, Capacity, Availability, Performance, FlexibilityAdds speed, Capacity, Availability, Performance, Flexibility

ONS 15000 seriesONS 15000 series

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Storage NetworkingStorage Networking

Solutions:Solutions:• Business ContinuanceBusiness Continuance

• Storage ConsolidationStorage Consolidation

Direct Attached StorageDirect Attached Storage• Storage on server or SCSI port attached serverStorage on server or SCSI port attached server

Network Attached StorageNetwork Attached Storage• Uses specialized file server that connects storage devices Uses specialized file server that connects storage devices

to LANto LAN

Storage Area Network (SAN)-Storage Area Network (SAN)-• Based on FibrechannelBased on Fibrechannel

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Cisco Storage ProductsCisco Storage Products

5400 Series Storage Routers5400 Series Storage Routers• Connects FiberChannel networks to IP NetworksConnects FiberChannel networks to IP Networks• Lower end marketsLower end markets• Uses iSCSI protocolUses iSCSI protocol

MDS 9000 SeriesMDS 9000 Series• Multiprotocol and Multitransport IntegrationMultiprotocol and Multitransport Integration• Medium to High End marketsMedium to High End markets• Virtual SANsVirtual SANs

ONS 15500 Optical SwitchesONS 15500 Optical Switches• Provides speed and reliability for data mirroringProvides speed and reliability for data mirroring• Assures business continuanceAssures business continuance

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Content networking is a set of technologies that Content networking is a set of technologies that optimizes the processing of requests for and optimizes the processing of requests for and delivery of large amounts of contentdelivery of large amounts of content

Cisco ACNS SolutionCisco ACNS Solution• Business VideoBusiness Video

• Point-of-Service or kiosk videoPoint-of-Service or kiosk video

• Content SecurityContent Security

• Web Application AccelerationWeb Application Acceleration

Content Delivery Network avoids bottlenecks by Content Delivery Network avoids bottlenecks by putting the Content closer to the user (ECDN or putting the Content closer to the user (ECDN or ICDN)ICDN)

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Content Networking:Load Balancing w/ Content SwitchContent Networking:Load Balancing w/ Content Switch

Content Switching- CSS1150x series,CSM module Content Switching- CSS1150x series,CSM module (Cat6K)(Cat6K)• Server load balancing, Scalability, Fault ToleranceServer load balancing, Scalability, Fault Tolerance

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Content Engines (Edge Delivery)- CE-510A, CE-Content Engines (Edge Delivery)- CE-510A, CE-511,NM-CE, CE-565A, CE-7305A511,NM-CE, CE-565A, CE-7305A• Push – Storage ModePush – Storage Mode• Pull – Caching ModePull – Caching Mode

Content Distribution Management (CDM)- CE-Content Distribution Management (CDM)- CE-565A,CE-7305A565A,CE-7305A• Monitors, Manages, and controls the content networkMonitors, Manages, and controls the content network• Stores the original contentStores the original content

Content Routing- CE-565A,CE-7305AContent Routing- CE-565A,CE-7305A• Decisions about which edge device should receive requestDecisions about which edge device should receive request• Test access time to various componentsTest access time to various components• Adapt to changing Network Conditions, Report to the CDMAdapt to changing Network Conditions, Report to the CDM

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Content Distribution NetworkContent Distribution Network

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VideoVideo

Reduces Travel needsReduces Travel needs

Just-in-time informationJust-in-time information

IP/VC – Video ConferencingIP/VC – Video Conferencing• Interactive Virtual ClassroomInteractive Virtual Classroom

• Online Collaboration Online Collaboration

IP/TV- IP/TV- • Push- Scheduled BroadcastsPush- Scheduled Broadcasts

• Pull – Video on DemandPull – Video on Demand

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IP/VC – IP Video ConferencingIP/VC – IP Video Conferencing

Allow two or more units to perform Video Allow two or more units to perform Video Conference (Collaboration)Conference (Collaboration)

H.323H.323• Multipoint Control Unit (MCU)-IPVC-3511, IPVC-3540Multipoint Control Unit (MCU)-IPVC-3511, IPVC-3540

Allows for >2 users on a Video ConferenceAllows for >2 users on a Video Conference ““Virtual Conference Room”Virtual Conference Room”

• Gateway – IPVC-352x, IPVC-3540 Gateway – IPVC-352x, IPVC-3540 Translates between H323 and H320 (ISDN)Translates between H323 and H320 (ISDN)

• Gatekeeper – IOS routerGatekeeper – IOS router Decision MakerDecision Maker Registers ParticipantsRegisters Participants

• Terminal – not CiscoTerminal – not Cisco Video Endpoint (Polycom, Tandberg)Video Endpoint (Polycom, Tandberg)

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IP/TVIP/TV

Solution: Delivers Information to Desktop w/ VideoSolution: Delivers Information to Desktop w/ Video

Control Server- IPTV-3412 or CE-565A, CE-7305AControl Server- IPTV-3412 or CE-565A, CE-7305A

• Manages the IP/TV system (aka – Program Manager)Manages the IP/TV system (aka – Program Manager)

• Determines Broadcast SchedulesDetermines Broadcast Schedules

• Distributes Content, Identifies Servers that will store contentDistributes Content, Identifies Servers that will store content

Broadcast Server – IPTV-342xBroadcast Server – IPTV-342x

• Captures live and pre-recorded contentCaptures live and pre-recorded content

• Uses multicast to deliver contentUses multicast to deliver content

Archive Server – Content EngineArchive Server – Content Engine

• Stores programsStores programs

IP/TV Viewer – client, can also use QuicktimeIP/TV Viewer – client, can also use Quicktime

• Viewing window with TV-like controlsViewing window with TV-like controls

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IP/TV ViewerIP/TV Viewer

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High Speed AccessHigh Speed Access

DSL or Cable Modem DSL or Cable Modem

• Fast, reliable, affordable InternetFast, reliable, affordable Internet

Use existing infrastructuresUse existing infrastructures

• DSL- Phone NetworkDSL- Phone Network

• Cable Modem- Cable TV NetworkCable Modem- Cable TV Network

EquipmentEquipment

• CPE – Customer Premise EquipmentCPE – Customer Premise Equipment DSL modems – Cisco 800 seriesDSL modems – Cisco 800 series Cable Modems- UBR-900 seriesCable Modems- UBR-900 series

• DSL Aggregation- DSLAM- Cisco 6000, 6400 Universal Access DSL Aggregation- DSLAM- Cisco 6000, 6400 Universal Access Concentrator, 7200VXRConcentrator, 7200VXR

• Cable Aggregation- CMTS- UBR7100, UBR7200, UBR10000Cable Aggregation- CMTS- UBR7100, UBR7200, UBR10000

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_77

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

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