SMB AM Borderless

Cisco Borderless
Networks and
Security Solutions
for Partner
Account Managers
Course Objectives
Upon completion of this course, you will be able to:
► Describe the competitive positioning of Cisco Small and Midsize
business solutions
► Describe the Cisco Borderless Networks and Security solutions for Small
and Midsize customers
► Describe the business benefits for Small and Midsize customers of
adopting Cisco Borderless Networks and Security solutions
► Identify the appropriate Borderless Networks and Security solution to
match customer needs
► Articulate the value of Cisco Borderless Networks and Security solutions
over the competition
Cisco Confidential 2
Course Outline
The learning objectives will be covered in the following modules:
► Cisco Borderless Network and Security Solutions Competitive
Positioning for Partner Account Managers
► Cisco Borderless Network Routing Solutions for Partner Account
Managers
► Cisco Borderless Network Switching Solutions for Partner Account
Managers
► Cisco Borderless Network Wireless Solutions for Partner Account
Managers
► Cisco Security Solutions for Partner Account Managers
Cisco
Borderless
Networks and
Security
Competitive
Positioning for
Partner
Account
Managers
Module Objectives
Upon completion of this module, you will be able to:
► Describe the Cisco Borderless Network and Security solutions for small
and midsize customers
► Describe the business benefits for small and midsize customers of
adopting Cisco Borderless Network and Security solutions
► Articulate the value of Cisco Borderless Network and Security solutions
Outline
The learning objectives will be covered in the following sections:
► Cisco Borderless Network and Security Solutions for Small and Midsize
Business Customers
► Benefitsof Cisco Borderless Network and Security Solutions for Small
and Midsize Business Customers
► Competing With Cisco Borderless Network and Security Solutions
Cisco Borderless
Network and Security
Solutions for Small
and Midsize Business
Customers
Changing Environment; Shifting Borders
Mobile Worker
Location
Border
IT Consumerization
External-Facing Internal
Device Border
Apps Apps
Video / Cloud
Application
Border
IaaS,SaaS
Cisco Architectural Solutions
Data Center
Borderless Security Collaboration and
Networks Virtualization
Unique Approach to Customer Solutions
New Architectural Approach: Business + Technical
► Business Architecture
► Enhances customer relationships
► Supports new growth models
► Provides workforce flexibility
► Solves business challenges
► Technical Architecture
► Delivers flexibility to address shifting borders
► Enhances productivity
► Improves operational efficiency
► Provides high-quality experiences
Cisco Architecture Benefits
Agility Control Independence Value
Quickly adopt new Maximize security and Increase capabilities

solutions, deploy on- availability Maximize productivity and operational
premise, cloud or both by supporting Anyone. excellence while
Anything, Anywhere, reducing costs
Anytime
Cisco architectures provide benefits customer care about

Cisco Architectures Solve Customer Challenges
Increase ROI Provide Reliability Boost Productivity Lower Service &

Support Costs
Greater reliability and Core hardware and OS
productivity and lower design supports Broad features set Reduce total cost of
TCO provide ROI to network functionality enables diverse ownership, maximize
customer with high uptime workloads contribution of IT
Cisco solutions will address these challenges

Benefits of Cisco
Borderless Network
and Security Solutions
for Small and Midsize
Business Customers
Borderless Network Architecture
Architecture for Agile Delivery of the Borderless Experience
BORDERLESS
END-POINT /
USER SERVICES
Security, Reliably, Seamlessly: AnyConnect
POLICY BORDERLESS Energy App
Security: Multimedia
NETWORK Mobility: Management: Performance: Optimization:
Motion TrustSec
MANAGEMENT SERVICES EnergyWise App Velocity Medianet
BORDERLESS
Unified Next-Gen Campus
NETWORK
APIs Access WAN Core
SYSTEMS
Application
BORDERLESS Wireless Routing Switching Networking/ Security
INFRASTRUCTURE Optimization
SMART PROFESSIONAL AND TECHNICAL SERVICES:

Realize the Value of Borderless Networks Faster
Medianet
Transform Voice and Video Experiences
No Resource Reservation, Context-Aware, Prioritized, High-

Degraded Voice and Video Quality Voice and Video
GLOBAL
BUSINESS,
WORLDWIDE
OFFICES
CEO M&A Sports CEO M&A Sports

Meeting Negotiation Event Meeting Negotiation Event
Can My Network Deliver Real-Time Collaboration Experiences?

App Velocity: Visibility, Optimization, Agility
Superior Application Performance, Better User Experience
Compromised Up to 2X Improved Response Time and
and Costly Experience 90% Reduced Bandwidth Cost
SP C SP C
SP A Shortest path SP
SP A
A Real-time
selected Fastest Path
No application SP D Scalable SP
SP DD
control App Visibility
SP B SP B Embedded WAN
Wasted
SP D SP D
SP D
bandwidth Optimization
Can My Network Optimize Performance of Applications Anytime, Anywhere?

App Velocity: Network and Application Agility
Enables Business Continuity and Network Reliability
Unreliable WAN Leads to Poor “Lean” Application Hosting Provides Branch-to-
Experience with Cloud/Data Center Cloud Application Survivability and Infrastructure
Hosted Applications Agility
Cloud Cloud
WAN WAN
UCS-E
Can My Network Optimize Performance of Applications Anytime, Anywhere?

EnergyWise
Reducing Energy Costs
No Energy Countywide Office
Management Energy Management
COUNTY
OFFICES
Annual Additional Energy
10,000 PCs Managed Policies
Energy Costs Nightly Shutdown Total Savings $150,000
$770,000 $280,000 $430,000
Am I Using My Network to Reduce My Energy Costs?

Policy and TrustSec
Centralized Management, Context-Aware Enforcement
Inflexible Flexible
Hard to Manage Centralized
Wired
VPN
DIVERSE
USERS, DEVICES,
DATA
Wireless
Complex, Multidimensional Simple
Do I Have a Consistent Access Policy Architecture

Across My Network for All Users and Devices?
TrustSec Technology
Next-Generation Security
Clear Data and Video Encrypted, Tamper-Proof
Streams in LAN Transactions
D D D D D D D D D
D D D D D D D D D
V V V V V V V V V
MALICIOUS V V V V V V V V V
GUEST USER
Is My Network Ready for Current and Future Regulatory Requirements?

AnyConnect Secure Mobility
Next-Generation Security
Unmanaged Devices, Risk of Secure Mobile Connectivity
Data Loss, and Lack of Access
Acceptable
MOBILE
Use
EXECUTIVE
Access
Control
Data Loss
Prevention
Can Mobile Devices Access My Network Securely, Reliably, and Seamlessly?

Critical Questions for your Customers to Consider
► Do I have a consistent Access Policy Architecture across my
network for all users and devices?
► Can mobile devices access my network securely, reliably, and
seamlessly?
► Can my network deliver real-time collaboration experiences?
► Can my network deliver protection from the
premises to the Cloud?
► Can my network optimize performance of
applications anytime, anywhere?
► Am I using my network to reduce my energy costs?
► Is my network ready for current and future
regulatory requirements?
► What vendor can help me do all of the above?
Delivering the Borderless Experience
Services to Accelerate the Transformation
Enable Enable Enable
the Architecture Business Solutions a Smart Network
Where Am I Now? Where Do I Start? How Do I Keep It Current?

Architectural Assessments Network Services Network Life Cycle Services
IPv6 Services Deployment Network Optimization Service
Medianet Readiness EnergyWise Services Smart Net Total
Assessment Care Services
TrustSec Services
Application Velocity Services Smart Care Service
Video Experience Service SMARTnet
IT Cost Optimization Service
Professional
Professional and
and Technical
Technical Services
Services
from
from Cisco
Cisco and
and Our
Our Partners
Partners
Go Borderless
The Borderless Cisco Is Uniquely Equipped to Cisco Delivers the Platform
Organization Needs a Deliver That Architecture with for Your Business
Borderless Network “Broad and Deep” Network Innovations
Architecture Innovation
Where do I start?
1. Customer’s are in transition – Opportunity!
2. Invest in the architectures, professional services,

2. Invest in theknowledge
& market architectures, professional services,
& market knowledge
3. Take advantage of our channel investments

3. Take advantage of our channel investments
4. Generate Demand with Partner Marketing Resources

4. Generate Demand with Partner Marketing Resources
Competing With Cisco
Borderless Network
and Security Solutions
Partner Competitive Concerns
Concerns: How to Address:
Market Transitions Cisco leads the marketplace in

anticipating and leading transitions
Cisco competitive portal has a wealth

Other Vendors of information for tactical sales issues
The Cisco partner owns this

relationship and must lead decision
Decision Maker Concerns makers in business relevant
discussions about their concerns
http://cisco.com/go/competitive
Moving the Decision Making Point
Architectural
Services
Solutions and
& Practices
Business
Relevance
Customer
Models
Systems
Products
Technology Integration
Decision Makers Overview
► Key groups that:
► Set goals and expectations
► Establish criteria for desirable
solution characteristics
► Understand their concerns and
responsibilities and address these
in their proposals
► Three key groups:
► Business Decision Maker (CxO)
► Technical Decision Maker
► Line of Business Manager
Business Decision Makers (CxO)
• BDMs value:
Increased profitability
Higher sales growth
New market expansion
Increased customer satisfaction
Increased revenue generation
• BDMs like to save money, but understand the value of investing to save:
Understand their business first
Identify their cost centers
Determine how the solution saves money
Place a dollar figure on new capabilities the solution enables
Winning with BDMs
• How to Remove Objections
Change the goal:
The goal is not to buy a switch or a router
This is a point product approach
The goal is a solution that will:
Protect the ability to increase profit and productivity
Lower costs
• Show how Cisco solutions meet the new goal
Technical Decision Makers
• TDMs value:
Simplicity and functionality
Security and availability
Adaptability
Meeting business expectations
TDMs like to increase reliability and reduce operational expense:

Understand what the business expects of them
Determine how to meet those expectations
Determine how the solution saves money
Show how the solution can quickly adapt to new demands
Winning with TDMs
Align their goals with the business decision makers:
The goal is not to buy a product that has feature “X”
The goal is a solution that will:
Provide a secure, available and agile platform that supports the
business
Be manageable end to end, with visibility across all system
components
Provide value through increased productivity and/or reduced total
cost of ownership

Line of Business Managers As Decision Makers
• Line of Business Managers value:
Solutions to their business problems
Fast execution from problem identification to implementation
Stability and availability once solution in place
Ability to address new requirements over time
Line of Business Managers need to meet immediate needs and adapt to new
ones:
Understand their unique business need
Determine how to meet that need
Determine how the solution improves their operations
Show how the solution can quickly adapt to new demands
Winning with Line of Business Managers
Align our solution with their pressing business need
The goal is not to buy a product that solves just one need
The goal is a solution that will
Quickly solve the current problem
Be able to quickly adapt to new demands
Avoid restarting the need-solution cycle from scratch every time
a new need is identified
Costs of Different Vendor Approaches
36
Benefits of Primary Vendor Approach
From Single Products to Integrated Solutions
Solution Pull
Customer Require an Architectural

Specific
Customization
Vertical
Approach
Level of
Segment
Generic
Degree of Integration
Product Push Commercial Technical
Single Product
Integration Integration
Source: McKinsey Marketing and Sales Practice White Paper. April 2003. Solution Selling: Is the Pain Worth the Gain?
Competing Message In A Box
► Competitive Portal on Cisco.com
► http://cisco.com/go/competitive
► Cisco Architectural Solutions on Partner Central

► http://www.cisco.com/assets/sol/xarch/asd/index.html
► Transformative Networking
► http://www.cisco.com/web/partners/sell/technology/borderless/transformative_networking.html
► Cisco Partner Community

► https://communities.cisco.com/community/partner
► Cisco Capital
► http://www.cisco.com/go/ciscocapital
► Cisco Midsize Solutions

► http://www.cisco.com/web/midsize/midsize_partners.html
Module Summary
Summary
► Today’s market transitions—increasing video traffic, a wider range of
access devices, and more and more mobile and remote workers are
driving the need for a Borderless Organization
► A Borderless Network Architecture is an imperative if an organization
wants to ensure seamless, secure, reliable communications between
employees, partners, and customers
► Cisco is uniquely equipped to deliver the end-to-end architecture with its
deep and broad technology heritage as well as technology and market
leadership
► Partners need to understand the needs and concerns of key customer
decision makers so that they can properly position Cisco Borderless
Network Architecture solutions
Review: Borderless Network Services
Which of the following are Cisco Borderless Network Services? (choose

two)
A) ASA
B) MediaNet
C) IOS
D) TrustSec
Review: Borderless Network Services
Which of the following are Cisco Borderless Network Services? (choose

two)
B) MediaNet
D) TrustSec
Review: BDM Concerns
What are the concerns of a Business Decision Maker? (Choose two)
A) Security and availability

B) Avoid restarting the need-solution cycle
C) Increased profitability
D) New market expansion
Review: BDM Concerns
What are the concerns of a Business Decision Maker? (Choose two)
C) Increased profitability
D) New market expansion
Cisco
Borderless
Network
Routing
Solutions for
Partner
Account
Managers
Module Objectives
► Describe the Cisco Borderless Network Routing solutions for small and
midsize customers
adopting Cisco Borderless Network Routing solutions
► Identify the appropriate Borderless Network Routing solution to match
customer needs
► Articulate the value of Cisco Borderless Network Routing solutions over
the competition
Module Outline
► Cisco Borderless Network Routing Solutions for Small and Midsize Business
Customers
► Benefits of Cisco Routing Solutions for Small and Midsize Business Customers
► Competing with Cisco Borderless Network Routing Solutions
Cisco Borderless
Network Routing
Solutions for Small
and Midsize
Business Customers
Customer Challenges

Support Costs

Cisco SMB Router Portfolio Overview
RV Series SRP 500 ISR 800 ISR 1900 ISR 2900, 3900
Competitive feature
Affordable and easy to Foundational and Advanced network Industry-leading
set at compelling
use managed features modular routes
prices
Entry Level Features Innovative

Solid Baseline Routing
Low TCO Services
Data Voice Data Voice Any Device HD Video VDI
Small Business Routers
RV100 Series RV200 Series RV0/RV320 Series SRP500 Series
Entry Level Security Performance, Wi-Fi Wired, Max VPN, DSL Connectivity,
and Security Load Balancing Embedded
Intelligence
► Provide simplicity and affordability for small business customers

► Offer competitive feature set
► Support easy deployment and management via GUI
Common Features
► Key Features: ► Key Competitive Messages
► Price - performance mix sets them ► Cisco RV Series routers offer
apart from competition the best value/feature mix
► Enhanced features: VLAN’s, ACL, ► Priced lower than key competitors
QoS, IPv6 ► Customers can protect their
► Easy to use/simplified configuration investment with the Small Business
► Cisco quality, security and reliability Investment Protection trade-up
program
► Limited lifetime warranty
► Cisco Small Business Support
Center staffed by professionals with
CCNA certification
Small Business Router Warranties
► Limited Lifetime Warranty on all RV routers:
► Coverage for lifetime of RV router or 5 years after End of Sale announcement
Replacement in the event of failure
► 1 Year Limited Warranty on SRP500
► Features:
► Return to Factory Replacement
► 1 year of technical support from Small Business Support Center
► Lifetime OS Software Updates
Cisco ISR G2 Series Routers
Evolves With Your
Intelligent Services Business
Converged Services ISR 3900 Series
Performance, Scalability,Availability
Entry-Level ISR 2900 Series

ISR 1900 Series
ISR 800 Series
Embedded, Advanced Voice, Video

Modular Access, High-Performance
Secure, Reliable, Concurrent Services
Business Agility & Value
Cisco IOS Universal Image
► Ease of Ordering
Security U.C. Data ► A single IOS Universal Image will ship
with all ISR G2 platforms
► Features are activated via licensing
IP Base ► No need to install a new IOS
► Four IOS enforceable licenses enable full suite
of functionality that were previously offered in
eight images
► Operational Simplicity
► Try and Buy (60- day evaluation)
► Test drive before purchasing
► Services on Demand
► IOS feature upgrades can be done by enabling
a new license key, reducing the need for
truck-rolls to remote offices
Cisco Integrated Services Routers G2
Under the covers
Services Performance Multi-core Multi Gigabit Fabric NG DSP Modules
Engine (3900) Network Processor  Module to module  Video ready DSP modules
 Upgradeable with newer  Up to 5x performance communications  4x increase in audio conferencing
engines in the future increase  Packet prioritization and transcoding
and shaping  Configurable power savings modes
EHWIC GbE Ports

 2x performance  Plus GbE ports
increase (3 on 2911+)
 HWIC/WIC/VWIC/VI  SFP slots on 2921
C support natively and above
 EPoE capable
Service Modules Internal Services Module USB
 3-7x increase in service module  3x increase in service  Console over USB
performance module performance  Convenience storage
 Existing NM support through adapter  Configurable power savings mode  Security credentials
 EPoE capable  802.11n Option 19xx
ISR G2 Meets Business Needs
Ensure
Enable New Simplify
Fully Secure Business Optimize
Capabilities Operations
Continuity
► IP telephony with ► Scalable VPN ► 3G/4G wireless ► Embedded WAN ► Branch-in-a-Box
SIP trunking services with data WAN backup optimization and (service
protection app visibility integration)
► Video to any ► Virtualized server
device ► PCI compliance for local ► Video ► On-demand
solution application conferencing: service delivery
► Integrated video hosting planned, ad hoc with service
assessment, ► Zone-based virtualization
monitoring, and firewall ► Services ► Router integrated
troubleshooting redundancy for rich-media ► Centralized
► Web security with voice, video, and optimization for management
► Wireless LAN malware data VXI
and WAN detection ► Energy efficiency
services with slot-based
► Secure cloud power controls
services
ISR G2 Services Portfolio
Collaboration Compute Services
Network and Security Services
Services and Applications
Network Network and Unified Application Industry
Services Physical Security Communications Infrastructure Applications
Branch IT High-performance Consolidate Branch

Secure, Protect, Customized for Vertical
Infrastructure and Communication and Applications, High
Compliance Applications
Management Collaboration Performance
► Wireless LAN ► Video Surveillance ► Cisco Unity® ► Cisco Application ► ICW Healthcare
Controller (WLC) Express module Extension Platform Connector on AXP
► Threat Defense (voicemail, IVR) (AXP)
► Cisco Network ► Tiani Medical Data
Analysis (NAM) ► NICE Voice ► Integrated Storage Exchange on
Recording (AXP) System AXP
► Cisco Wide Area
Application ► SingleWire ► Industry Standard ► Global Protocols
Services (WAAS) Informacast (AXP) Virtualization Skipware (AXP)
► Windows Server
Service Modules and Interface Cards
Interface Cards Internal Module for Independent CPU High Density
(WAN or LAN) Running Services and Memory for Rich-Media Voice
That Don’t Require Hosting Services or and Video DSP
High Density
Interface Ports, Modules
Interface Ports.
Dedicated CPU
and Memory
EHWIC ISM SM PVDM3

Enhanced High Speed Internal Service Service Packet Voice/
WAN Interface Card Module Module Data Module
Services Ready Engine (SRE)
Internal Service Module (ISM) Service Module (SM)

Compact and Internally-Pluggable Form Factor Versatile and High-Performance Form Factor
Supported on all 1900, 2900, and 3900 ISRs Supported on 2911, 2921, 2951 and all 3900 ISRs
Selected Services Available Full Range of Services Available
Single Model—SRE 300 ISM Two Models—SRE 700 / 710 SM and SRE 900 / 910 SM
High-performance Hardware—up to 7x Of Previous Generation

Size-, Weight- and Power-efficient Form Factor With Low Carbon Footprint
No Additional Cabling, Ethernet Ports, Power Supplies, and Rack Space Required
All Resources Are Isolated, Dedicated, And Independent of the Host Router
Remote Energy Management With Schedulable On/Off Times
Remote Configuration and Troubleshooting, On-board Hardware Diagnostics
EtherSwitch Service Modules (ESM)
► 16, 24, and 48 ports of GE ► Integrates the latest enterprise switch
or FE LAN features
into the router
► Feature parity with Catalyst
3560-E and 2960 ► Industry Leading Power Over Ethernet
► Local Line-rate Layer 2/3 switching ► Industry leading security and

authentication
► Supports Cisco EnergyWise
for green IT ► Auto Smartports for plug and play port
configuration
► LAN traffic performance optimization
between modules, with no impact on
CPU/WAN performance
ISR G2 Warranties
► Standard Hardware Warranty Terms:
► Coverage for 90 days (ISR 2900, 3900)
► Coverage for 1 year (ISR 800, 1900)
► 10-day Advance Replacement
► No Technical Support
► No Software Updates
► Strongly recommended that customers purchase a support contract for
ISR G2 products
ISR G2 Product Portfolio
ISR 800 Family ISR 1900 Family ISR 2900 Family ISR
…3900
to provide
Family
Actionable Insight
Small or Virtual Office Secure Mobility Secure Collaboration Scalable Rich Media
Services
Enhancing the Borderless Experience
Cisco 800 Series
860 880 890
WAN Ports 1 FE/ADSL 1 FE/xDSL 1 FE
1 GE
WAN Backup No Yes Yes
LAN Ports 4 4 8 Fixed Configuration Platform

PoE Support — — 4 ports
► Secure collaboration
Optional .11n 2.4 GHz 2.4 GHz 2.4 and
5 GHz
► Unified wireless mobility
Security Basic Advanced Advanced
Entry-level, Full featured, Voice with ►High availability
Positioning Statement highly secure highly secure survivability
►Simplified operations
►1 year limited warranty
Cisco 1900 Series
1941/W 1921
SM Slots 0 0
1 / or optional 802.11n
ISM Slots 0
fixed wireless
EHWIC Slots 2 2 Secure Mobility Platform
WAN Ports 2 GE 2 GE ► Desktop form factor
DSP Slots 0 0 ► 25 Mbps WAN access
Form Factor 2U 1U (with services)
Positioning Statement High performance, full Flexible broadband ► Optional integrated
featured connectivity
802.11n wireless
► Double-wide HWIC slot
► 1 year limited warranty
Cisco 2900 Series
2951 2921 2911 2901
SM Slots 2 1 1 0
ISM Slots 1 1 1 1
EHWIC Slots 4 4 4 4
DSP Slots 3 3 2 2 Secure Collaboration Platform
3 GE 3 GE
WAN Ports (1 SFP) (1 SFP) 3 GE 2 GE ► 75Mbps WAN access
Form Factor 2RU 2RU 2RU 1RU (with services)
Positioning Maximum Midrange power and Small
► Video-ready DSP support
power flexibility and
Statement and
flexibility
powerful ► Second Services Module slot
► 90 day limited warranty
Cisco 3900 Series
3945E 3945 3925E 3925
SM Slots 4 2 4 2
ISM Slots 0 1 0 1
EHWIC Slots 3 4 3 4
Secure Mobility Platform
DSP Slots 3 4 3 4 ► 150 Mbps WAN access
WAN Ports 4 GE 3 GE 4 GE 3 GE (with services)
Form Factor 3RU 3RU 3RU 3RU ► Upgradeable services
Positioning Highest density and Density and performance engine (SPE)
Statement performance performance
► Configurable dual Integrated
Redundant Power supplies
► 90 day limited warranty
Cisco Unified Communications Manager Express
350
Phones
250
150 Phones 3945
Phones
3925
100
Phones 2951
50
Phones 2921 High Density Services
35
Phones 2911 Modularity with Performance
Optimized for “All-in-one”
2901 Solution (NM-SM, NME,
Multiple Services EVM, ISM, WIC/VIC)
Extended Modular
Connectivity (EVM, ISM,
Low Density Services SM, WIC/VIC)
Concurrent Services and Performance (UCME 8.6)

Benefits of Cisco
Routing Solutions
for Small and
Midsize Business
Customers
Borderless Networks Drive Growth and Change
Harness Video as the agent Accelerate growth by Transform the workspace

of change to realize closer integrating innovations into experience and increase
customer contact, enhance the business process— productivity. Automate
customer experience and bringing interactions faster business processes to
customer loyalty to the customer drive down costs
Consequences of Not Having a Borderless Network
Infrastructure Service Operational

Bottlenecks Inconsistency Complexity
► Inconsistent
Application ► Poorworkspace ► Higher cost of ownership
Performance experience ► Lower business efficiency
► Decreased employee ► Limited business
productivity flexibility
Benefits of Cisco Borderless Networks
Video-Ready Service Virtualization Operational Excellence

► Rich-media applications ► Services “On-Demand” ►Operational Simplicity
► High performance ► Customized Applications ► Greener technology
► Application optimization ► Cloud extension ► Rapid ROI with Investment
Protection
Customer Business
Lowest TCO
Experience Innovation
Key Stakeholder Messages
► Stakeholders focus on different issues depending on their
responsibilities at work
► Key stakeholders include technical, operational and executive decision
makers
► Adjust your positioning statements to take into account the different
emphasis of each stakeholder
IT Manager Concerns
Concerns: Cisco Benefit:
Improve Capability Cisco innovations and technologies

lead the market in new capabilities
Cisco reliability and TAC support

Reduce Downtime minimize downtime
Reduce Complexity and Cisco end-to-end integration and

unified management tools keep
Simplify Management complexity under control
Operations / Business Manager Concerns
Improve Sales Pipeline Cisco agility and flexibility support new

business initiatives
Improve Operational Cisco performance and features

Processes and Efficiency speed up work while reducing costs
Improve Customer Cisco integration with collaboration

Service and social tools keep customers close
Finance/CEO/Owner Concerns
Generate New Revenue Cisco product breadth provides

solutions for the widest range of
Streams needs
Cisco solutions provide reduced TCO

Increase Profit and improved ROI
Make Intelligent Cisco positions the network for future

Investments growth and capabilities
Network Investment Requirements
► Intelligent investment in the
network is required to ensure
network security and flexibility
► Migration to a highly resilient
foundation is critical to current and
future network needs
► Integration of advanced solutions
for security, media transport,
wireless LAN, storage and energy
use
Consequences of Not Investing
► When companies fail to upgrade to a
borderless network:
► Deploying new applications and
services takes longer
► Security becomes more difficult to
achieve
► Network availability degrades and
downtime increases
► New applications and traffic types fail to
perform properly
Success Story
► Opresa transforms sales and distribution operations and becomes more

profitable with Cisco Borderless Network solution
Success Story
Opresa
Catpulting Supply Chain into 21st Century
Business Challenges Cisco® Solution Business Results
 Manual sales reporting with  Company-wide adoption of  Maximized stock control
inadequate communications retail ERP system supported efficiencies with real time
facilities between sales outlets by secure Cisco Borderless sales reporting and
and headquarters Network foundation forecasting
• Inefficient supply chain  GSM connections for remote  Increased profitability
processes and inability to take locations from lower administrative
advantage of economies of overheads, better stock
scale with major suppliers or control, and ability to tap
implement real time sales into new markets such as
mobile top-ups
promotions
“We wanted a flexible architecture with room for future growth ”

—Arben Gagani, Chief IT Officer, Opresa
Competing With
Cisco Borderless
Network Routing
Solutions
Compete by Understanding Buyers’ Needs
Key Messages for Each Buyer
Winning With Product Buyers
► View of Business
► Discriminating small and midsize enterprises view business
connectivity as critical to improving efficiencies
► View of Technology
► Depend on real-time access to mission-critical apps to mobilize
business; less client interaction on the network
► Win with Cisco by Emphasizing
► Cisco offers products and services that help ensure simplified and
scalable business connectivity:
► The right features and expandability options
► Ready to use setup
► Operational out of the box
► 24-hour tech support
► Flexible and affordable financing
Winning With Solution Buyers
► Discriminating small and midsize enterprises view workforce
productivity as critical to better serving more customers
► Growth is thrust upon them; they are pressured to better serve more
customers, increasing customer interaction on the network
► Cisco helps create a workspace environment with flexible and
responsive solutions:
► End-to-end solutions and expandability options
► Flexible on-premises, hybrid, and cloud deployments
► Simplified design and installation
► Greater network visibility and control
Winning With Architectural Buyers
► Create competitive advantage in today’s rapidly changing
marketplace through dynamic business models
► Network is the business – heavy customer and employee interaction;
they are pressured to offer differentiated products and services
► Cisco offers an architecture that is a dynamic and scalable service
delivery platform that enables:
► Personalized and pervasive engagement
► Agile and efficient operations
► Open and protected IT environment
► Rapid and repeatable services provisioning
Compete by Understanding the Environment
Using Competitor Converting Asserting
Considering
Competitor Establishing Defending
Cisco Neutral Cisco Friendly

Convert Customers
Using Competitor, Considering Cisco
► Customer has strong relationship with other vendor

► Goal: Demonstrate Cisco superior routing and
switching solutions
Converting ► How: Competitor likely won on price - show how Cisco
solutions save money by consolidating devices,
integrating management and enabling borderless
network capabilities
Assert Cisco Benefits
Using Competitor and Cisco
► Customer has mixed-vendor environment and strong

relationships with both vendors
► Goal: Demonstrate the benefits of a single-vendor
Asserting solution based on Cisco Borderless Networks
► How: Show how Cisco routing solutions integrate
security at the core, support new services via
MediaNet, reduce costs through EnergyWise and
unify the network via the broad Cisco portfolio
Establish Cisco Strength
New or No Vendor Commitment
► Customer has new location or old equipment in

existing location and weak relationship with other
vendor
Establishing ► Goal: Introduce Cisco networking strengths, product

breadth and support capabilities
► How: Show how Cisco routing and switching solutions
solve IT challenges, help adopt new business tools,
save on costs, and improve network performance
Refresh the Base
Using Cisco, Considering Competitor
► Customer has existing Cisco relationship and

equipment that is approaching retirement
► Goal: Refresh their network with up-to-date Cisco
Defending solutions
► How: Show how Cisco solutions provide long-term
benefits, and how Cisco Services make the transition
simple and smooth
Questions to Start Conversations
How do you use the network in your business?
How long will your next investment last?
Does your network allow you to easily add new services or business applications ?
Does the network hinder your ability to implement new business priorities ?
Are you able to scale your resources to all your remote locations?
Is your network borderless, providing secure anywhere, anytime, any-device
access? Can you network:
–– Provide protection from the premises to the cloud?
–– Optimize performance of applications anytime, anywhere?
–– Enable mobile users to securely and transparently connect from any location?
–– Help your organization reduce energy costs ?
Routing Message In A Box
► Cisco Routing on Cisco.com
► http://cisco.com/go/router
► Cisco Routing on Partner Central

► http://www.cisco.com/en/US/partner/products/hw/routers/partner.html
► Programs and Incentives

► http://www.cisco.com/go/vip
► http://www.cisco.com/go/oip
► Cisco Borderless Networks Partner Community

► https://communities.cisco.com/community/partner/borderlessnetworks
► Cisco Capital
► http://www.cisco.com/go/ciscocapital
► Cisco How to Create A Trade-in Quote

► http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/ctmp/quick_quote.pptx
Summary
Module Summary
• Small and midsize business customers are looking to their routing
solution to provide increased ROI, reliability, productivity and
lower service and support costs
• The Cisco small and midsize business router portfolio includes
routers from the entry level RV family all the way up to the ISR G2
family
• Cisco routers help customers accelerate growth, transform the
workspace experience and provide a lower TCO
• Cisco routers help all key stakeholders, including IT departments,
business managers, and CxOs, meet their business needs
Review: Cisco Small Business Routers
Which Small Business Router provides wired-only connectivity, maximum

VPN connectivity and WAN load balancing? (choose one)
A) RV0 Series
B) RV100 Series
C) RV200 Series
D) RV500 Series
Review: Cisco Small Business Routers
Which Small Business Router provides wired-only connectivity, maximum

VPN connectivity and WAN load balancing? (choose one)
A) RV0 Series
Review: Service Module Support
What is the lowest end family of ISR G2 routers that provides a Service
Module slot? (choose one)
A) 800 Series
B) 1900 Series
C) 2900 Series
D) 3900 Series

Review: Service Module Support
What is the lowest end family of ISR G2 routers that provides a Service
Module slot? (choose one)
C) 2900 Series

Review: Service Ready Engine
Which of the following best describes the ISR G2 Service Ready Engine?
(choose one)
A) It allows ISR G2 routers to connect to cloud services

B) It is a server running Unified Communications Manager
C) It is an installable server and software module
D) It is a performance enhancing engine for routing services

Review: Service Ready Engine
Which of the following best describes the ISR G2 Service Ready Engine?
(choose one)
C) It is an installable server and software module

Cisco
Borderless
Network
Switching
Solutions for
Partner
Account
Managers
Module Objectives
► Describe the Cisco Borderless Network Switching solutions for small and
midsize business customers
adopting Cisco Borderless Network Switching solutions
► Identify the appropriate Borderless Network Switching solution to match
customer needs
► Articulate the value of Cisco Borderless Network Switching solutions

Module Outline
► Cisco Borderless Network Switching Solutions for small and midsize
Business Customers
► Benefits of Cisco Switching Solutions for small and midsize Business
Customers
► Competing With Cisco Borderless Network Switching Solutions

Cisco Borderless
Network Switching
Solutions for Small
and Midsize
Business Customers
Customer Challenges

Support Costs

Cisco Small / Midsize Business Switch Portfolio
Catalyst
100 Series 200, 300 Series 500 Series Catalyst 2960
3560-X, 3750-X
Stackable with Competitive feature

Affordable and Foundational, smart Industry-leading
advanced network set at compelling
easy to use and managed fixed switching
features prices
Entry Level Features Innovative

Solid Baseline Switching
Low TCO Services
Data Voice Data Voice Any Device HD Video VDI

Small Business Switches
100 Series 200 Series 300 Series 500 Series
Unmanaged Smart Managed
► Provide simplicity and affordability for small business customers

► Support easy deployment and management via GUI

Smart vs Managed Switch Comparison
Smart Switch Managed Switch
Advanced, managed switches with advanced

General Approach Entry level, managed switches with basic features
features
Advanced QoS, allows switch to set priority level for

Quality of Service Basic QoS, trusts user/device to set packet priority
packets and prioritize users and applications
Basic port security, VLAN, link aggregation, spanning Control all aspects of network security (ACLs,
Layer-2 Features tree VLANs, STP), and allow/disallow traffic
Management Basic web management, some with SNMP Advanced web and CLI management with SNMP

Common Features of Small Business Switches
► Limited Lifetime Warranty
► Support provided by Small Business Support Center
► Good product selection including your choice of:
► Port densities
► Fast and Gigabit Ethernet interfaces
► Fanless designs
► PoE support
► QoS and energy efficiency features
► Modular uplink options in models with dedicated uplink ports
Small Business Switch Warranties
► Limited Lifetime Warranty on all 100, 200, 300 and 500 switches:
► Coverage for lifetime of switch
► Or 5 years after End of Sale announcement
► Replacement in the event of failure during normal use
► 100 & 200: Return to Factory Replacement
► 300 & 500: Next Business Day Advance Replacement
► 1 year of technical support from Small Business Support Center
► Lifetime OS Software Updates
► Terms may vary by theatre and may change over time, always refer to
cisco.com for the most up to date information

Catalyst Switches
Tailored to Meet
Evolves With Business Needs
Intelligent Your Business
Services Catalyst 3K-X
Converged IP Services
Catalyst 3K-X
Services
Entry-Level Catalyst 3K-X IP Base
Catalyst 2K-X LAN Base
Catalyst 2K-X LAN Base
Business Continuity
LAN Lite
Borderless Security
Ease of Operations
Borderless Experience
Sustainability
Business Agility and Investment

Catalyst Switch IOS Versions
► IOS version dramatically impacts feature set
Enterprise / IP Services
► Critical to understand differences between versions • Full Routing Protocols
• Designed for distribution and core
► Four major types of images
IP Base
• Layer 3 for access
• Netflow for security and
capacity planning
Cost
LAN Base • Scalable identity-aware networking with

• integrated switch sensor
Layer 2+
LAN Lite • Data confidentiality using MACsec
• PoE/PoE+
• Layer 2 • Video readiness with built-in traffic
• Flex Stack
• PoE simulator & MediaTrace
• Advanced QoS
• Basic QoS • High Availability with ISSU, StackPower &
• Advanced Security rolling stack upgrade
• Basic Security
Features

Unified Access Switch Features
Unified Management Unified Policy Unified Services
Single pane of glass Single policy definition and Consistent Borderless

management for wired deployment for all users, Services
and wireless networks devices and applications
Cisco Prime Network Cisco Identity TrustSec

Control System Services Engine (ISE) EnergyWise
(NCS)
Medianet

Unified Management: Cisco Prime
Prime LAN Management System
► Provides a consistent web-based user experience that
simplifies complete lifecycle management
► Simplify the deployment of Cisco differentiated

switching features: EnergyWise, Auto Smartports, Smart
Install, and TrustSec
► Utilize Cisco knowledge base and best practices to

reduce errors and improve network availability
► Quickly isolate and fix client access issues with a single

user interface and workflow for wired and wireless
connectivity

Unified Management: SmartOperations
Smart Install Auto SmartPort Smart Call Home
Zero Touch Deployments Plug and Play Identify and
and Maintenance for End Devices Resolve Network Issues
New Switch is Connected New Switch is Connected Anomaly Detected
Software image downloaded; Port Configuration: Applied Proactive diagnostics
Configuration automatically applied QoS Policy: Alert created in real-time
Enforced Web-based reports
Security Policy: Enforced Routed to correct TAC team
Remediation initiated
Director
Switches
Save Time and Money for Customers Cisco Confidential 121

Unified Policy: Identity Services Engine
ISE is available via the Authorized Technology Provider program

Unified Services: Cisco TrustSec
► Scalable, Policy-Based Platform:
► Integrated posture, profiling and guest services
► Flexible authentication methods
► Identifies and classifies devices
►Centralized Management:
► Coordinated policy creation
► Consistent enforcement
► Data integrity and confidentiality
► Benefits:
► Improved business productivity
► Security and compliance risk mitigation
► Improved IT operational efficiency

Unified Services: Cisco EnergyWise
Sustainability
► Provides company wide power visibility
Temperature
► Any network connected device can be made more
energy efficient Phone
► Proactively control rising operating costs while
PC Battery
reducing emissions
► Help enable intelligent policy control WLAN
► Uses open technology Lights

► Meets regulatory mandates

Unified Services: Cisco MediaNet
Borderless Experience
► Rich media and collaboration drive business
transformation Branch Office Deployment
► Enables anytime anywhere collaboration
► Provides scalability for video growth—10 Gig and

full PoE+
Live Encoded Video
► Optimizes for real-time voice and video applications
► Simplifies and accelerates deployment
► Based on the Cisco unified network vision

Warranty and Software Update Policy
Product Product Warranty Software Update Policy
Cisco Catalyst 2960 and 3560-E, 3750-E Series Cisco Limited Lifetime Hardware Unlimited maintenance updates for LAN Base and
Switches Warranty LAN Lite IOS Images
Service Contract required for IOS Premium Images
Cisco Catalyst 2960-S, 2960SF and 2960-X Cisco Enhanced Limited Lifetime Unlimited maintenance updates for LAN Base and
Series Switches Hardware Warranty LAN Lite Images
Cisco Catalyst 3560-X Series Switches Cisco Enhanced Limited Lifetime Unlimited maintenance updates for Base IOS
Hardware Warranty Images
Cisco Catalyst 3750-X Series Switches Cisco Enhanced Limited Lifetime Unlimited maintenance updates for Base IOS
Hardware Warranty Images

Cisco Services Comparison
Service Element Limited Lifetime Warranty Enhanced Limited Lifetime Warranty
As long as the original End User continues to own or As long as the original End User continues to own or use the
Duration of
use the Product, provided that: fan and power supply Product, provided that: fan and power supply warranty is
Coverage
warranty is limited to five (5) years. limited to five (5) years.
Cisco Technical Assistance Center (TAC)

Not included Business hours access for 90-days
Support
Online Support / Web Access Unregistered access only Unregistered access only
Advance Hardware Replacement 10 business days Next business day
On-site Support No No

Catalyst Switch Product Portfolio
Catalyst 2960 Family Catalyst 3560 Family Catalyst 3570 Family Catalyst
… to3850
provide
Family
Actionable Insight
Basic and Advanced Multi-Layer Switching Exceptional Stacking Wired and Wireless
Layer-2 Functionality Capability Convergence
Cisco Catalyst Switches for Every Customer Need

Catalyst 2K Campus Portfolio
FAST ETHERNET GIGABIT ETHERNET
ENTRY LEVEL SCALABLE
Catalyst 2960 Catalyst 2960-SF Catalyst 2960-S Catalyst 2960-X / XR

1G Uplinks 1G Uplinks 1G/10G Uplinks 1G/10G Uplinks
PoE PoE/ PoE+ PoE/PoE+ PoE/PoE+
LLW FlexStack FlexStack FlexStack+
E-LLW E-LLW E-LLW
Entry Level Entry Level Stackable Stackable Enhanced Networking

Catalyst 2960 Series
OPERATIONAL
KEY FEATURES
SIMPLICITY
10/100 Ports Limited Lifetime Warranty
Full PoE 2 Software Options: LAN
2x1G uplinks Base and LAN Lite models
Low power consumption Smart Ports
EASE-OF-USE 20M 500K+ ENERGY LOWER

PORTS UNITS EFFICIENCY TCO
Cisco quality at competitive price

Catalyst 2960-SF Series
OPERATIONAL
KEY FEATURES
SIMPLICITY
Same as 2960 with addition Enhanced Limited Lifetime
of: Warranty
FlexStack up to 20 GB 2 Software Options: LAN
PoE+ support Base and LAN Lite models
Smart Ports
EXTENDING THE SUCCESS OF CATALYST 2960
Adds key features to the Fast Ethernet portfolio

Catalyst 2960-S Series
KEY FEATURES OPERATIONAL SIMPLICITY
100/100/1000 Ports Enhanced Limited Lifetime

FlexStack up to 20GB Warranty
PoE on all 48 ports LAN Base required for
PoE+ support FlexStack
10G uplinks available Auto Smart Ports
10GB UPLINKS PROVIDE MAXIMUM THROUGHPUT
Stacking capability with Gigabit to the desktop

Catalyst 2960-X Series
FlexStack+ up to 80GB
PoE on all 48 ports Enhanced Limited Lifetime
PoE+ support Warranty
10G uplinks available Universal IOS Image
NetFlow Lite
NEXT GENERATION CATALYST SWITCH
FlexStack+ adds stacking capability for up to 8 switches

Catalyst 2960-XR Series
Enhanced Limited Lifetime

Equal to 2960-X plus:
Warranty
High availability
1 Software Option: IOS IP
Layer 3 routing
Lite
Support for 2 power
Auto Smart Ports
supplies
ENHANCED RELIABILITY
Dual field replaceable power supplies for maximum uptime

Cisco FlexStack
► Consists
of a hardware and a software
component:
► FlexStack module and cable
► FlexStack protocol implemented in LAN
Base / IP Lite
► Supports 40 Gbps of throughput
► Stacking of up to four switches
► Providesredundancy and single point of
configuration
Cisco FlexStack Plus
► Based on FlexStack technology
► Doubles throughput and number of stack members
► Offers 80 Gbps of throughput (vs 40 Gbps) and stacking of up to 8 switches
► Cross-compatible with FlexStack, permits mixing switch models
► Falls back to FlexStack capabilities of 40Gbps across 4 switches in mixed environments
2960-X
2960-X New
2960-X
2960-X New
2960-S
2960-S Existing
2960-SF
2960-SF Existing
Catalyst FlexStack Stack Modules
► Purchase FlexStack modules for Catalyst 2960-S, SF, X and XR models
► Requires at least LAN Base level of IOS
► FlexStack Module:
► Hot swappable with two wire-speed 10G ports
► Copper cables – not fiber - no SFP needed
► Up to four switches in a stack (2960-S, 2960-SF)
► FlexStack Plus Module:
► Hot swappable with two wire-speed 10/20G ports
► Copper cables – not fiber - no SFP needed
► Up to eight switches in a stack (2960-X, 2960-XR)
► Provide ease of operation and management with a single configuration and
simplified switch upgrade
Catalyst 3K Campus Portfolio
Stand-Alone Switch Portfolio Stackable Switch Portfolio
Catalyst 3560 v2 Catalyst 3560-X Catalyst 3750 v2 Catalyst 3750-X

Data or PoE Data / PoE(+) Data or PoE Data / PoE(+)
Fixed 1G Uplinks Modular 1G/10G StackWise StackWise Plus
Single PS Dual PS LAN Base Fixed 1G Uplinks StackPower
LLW E-LLW IP Base Single PS Modular 1G/10G
IP Services LLW Dual PS
E-LLW
Fast Ethernet Gigabit Ethernet Fast Ethernet Gigabit Ethernet
Network And Service Modules Aggregation Switch

Service Module
WS-C3750X-12S-S WS-C3750X-24S-S
C3KX-NM-1G C3KX-NM-10G C3KX-NM-10GT C3KX-SM-10G WS-C3750X-12S-E WS-C3750X-24S-E
Catalyst 3560 v2 Series Switches
► Universal POE on Catalyst 3K Series
► Full EnergyWise support to monitor energy consumption of network
infrastructure and implement energy saving programs to reduce energy
costs
► Compatible with Cisco Redundant Power System(RPS) 2300
► IPv6 routing included in the IP Services feature set
► DC powered stand-alone model

Catalyst 3560-X Series Switches
► Universal POE (30W per port) to power attached devices
► Full Energy Wise support to monitor energy consumption of network
infrastructure and implement energy saving programs to reduce energy
costs
► Four hot swappable network modules
► Two hot-swappable power supplies for redundancy
► Data confidentiality and integrity with
MACsec hardware-based linerate encryption
► Enables IP telephony, wireless and video
Catalyst 3750 v2 Series
► Automated Configuration & Management
► Cisco StackWise™ Technology
► Wire-Speed Switching and Routing
► Cisco EnergyWise technology
► Enterprise-Class Services
► Advanced security services
► Multilayer QoS

Catalyst 3750-X Series
► Enterprise-Class Services
► Cisco StackWise™ Technology
► Facilitates converged network deployment
► 10/100/1000 ports
► 4 optional uplinks
► Wire-Speed Switching and Routing
► Automated Configuration & Management
► Multilayer QoS supports rich media
► Cisco EnergyWise technology

Catalyst 3850 Series
Wireless Up to 50 APs 480 Gbps
CAPWAP per stack Stacking
Termination Bandwidth
Up to 2000 FRU Fans,
Power
Clients per
Supplies
Stack
Stackpower
Full POE+
40 Gbps
Granular
Uplink
QoS/Flexible
Bandwidth
NetFlow Line Rate on All
Ports
Integrated Wired and Wireless Access Cisco Confidential 144

Universal POE on Catalyst 3K Series
Universal Efficient
 60W of Power  Save up to $128/port over five years* with
 Uses standard RJ45 connectors and Cisco EnergyWise
Category 5e or higher cabling  Lowers CapEx and OpEx
Resilient EEE
 Increased network redundancy  Energy Efficient Ethernet (IEEE 802.3az)
 Consolidate UPS infra and eliminate  “sleep mode” on idle links
battery backup  Average power saved per EEE link is 0.74
watts
New UPOE Switches UPOE Budget StackPower

24-ports 48-ports
New hardware switches Max. # of UPOE ports 24 Up to 30 Mixed stack (PoE and
Same power supplies as existing X- (full UPOE) UPOE) is supported
series switches Required power 1100W and Two 1100W
supply config. 715W
Encryption & Netflow Service Module
► Enabling Line Rate Services
► Line rate (40G) Flexible NetFlow for Application Performance solutions
► Line rate (40G) MACSec encryption
► Operational Simplicity
► Investment protection and extensibility of 3K-X family
► SFP+ allows use as 1G or 10G
► High performance
► Custom Hardware for NetFlow monitoring
C3KX-SM-10G
► No impact on packet forwarding performance & latency
► Flexibility
► User-defined flow records reusable in different flow monitors for different applications
► Supports Flexible NetFlow version 9
Cisco StackWise Technology
► Unites up to nine switches
► Stack-interconnects cables support up to
32Gbps throughput
► Optimized for Gigabit Ethernet
► Mix and match 3750 and 3750-E series
► Stack behaves as single switching unit
► Master switch automatically creates and
updates layer-2 and layer-3 forwarding
tables
StackWise
► New members can join or old ones leave Cables
without disruption
StackPower – Now in LAN Base
► StackPower available on all 3750-X LAN Base
switches
► Aggregates and shares available input power
capacity in a Stack
► Up to 4 switches can be part of StackPower
► Independent from Stackwise / Stackwise+
► Flexible arrangement of power supplies in a stack
► Up to 8.8Kw power in a stack
► Decouples a PS from its physical location
► Supports a “zero-footprint” RPS deployment

Catalyst Compact Switches
Can be powered via PoE(+) or UPOE Zero-touch deployment

Pass through PoE for end devices Auto Smart Ports
Uplink & Downlink Data Enhanced Limited Lifetime
Encryption Warranty
12 models to choose
from
8 & 12 PORT QUIET EXTEND THE FULL-SIZE LOWER

MODELS (FANLESS) CISCO CAPABILITIES TCO
NETWORK
Ideal for retail check stands, classrooms,
conference rooms, hotel suites, and more
Catalyst Compact Switch Portfolio
3560-C IP Base Portfolio 2960-C LAN Base Portfolio
3560-C Portfolio 2960-C Portfolio
IP Base IP Base LAN Base LAN Base

8 and 12 port FE 8 port GE 8 and 12 port FE 8 port GE
Data or PoE+ Data or PoE+ Data or PoE Data Only
2 x 1G Uplinks 2 x 1G Uplinks 2 x 1G Uplinks 2 x 1G Uplinks
E- LLW E- LLW E- LLW E- LLW
Fast Ethernet Gigabit Ethernet Fast Ethernet Gigabit Ethernet
PoE Pass Through Switch
WS-C3560CPD-8PT-S WS-C2906CPD-8PT-L
Benefits of Cisco
Switching
Solutions for
Small and Midsize
Business
Customers
Network Access Layer Challenges
Operational Struggling to Network Traffic Volume

Complexity Keep up Downtime
and Costs With Security Is Expensive and Bandwidth
Expanding

Cisco Network Assistant
Customer Challenges 100-500 Series, Catalyst 2K, 3K
Simplifies network management • Concurrent port configuration on multiple devices and
Configuration families (2k/3k/4k)
for up to 80 devices
Simplicity
• CLI preview for every action
Tackle day-to-day management
tasks without using the CLI • Configuration wizards and best practices
Simplify
• Drag & Drop IOS upgrade
View & troubleshoot your Deployments • PC or Mac based, no server to install
network even if managed by a
service provider • Front panel & topology views, bandwidth graphs
Monitor &
• Event notifications with recommended action
Troubleshoot • Health monitoring
Zero TCO graphical network
management
• Deep dive L2/L3 with utilization tests, port & link tests,
Network ACL reports & much more
Optimization
• Config archive & scheduled software upgrade
Benefits
Simplified Complete
Deployment & Zero TCO, PC Coverage of
Management or Mac based 2K, 3K, and
Reduces TCO 4K Products

Cisco Prime LAN Management Solution
Customer Challenges Catalyst 2K, 3K
• Error free deployment with Auto Smart Ports and
Simplifying configuration,
compliance, monitoring, Simplify Smart Install
troubleshooting, and Deployments • Error free deployment with user centric workflows
administration and Smart Business Architecture templates
Sustaining network operations

• User-oriented experience with intuitive workflow
with minimal IT staff Improve
• Automated lifecycle management
Reduces need to operate multiple Manageability
• Manage EnergyWise, Medianet , and TrustSec
management tools
• Use Device Center to quickly identify and remediate

Deploying and troubleshooting
new network services problems
Automate
• Automated, context-based self-help troubleshooting
Troubleshooting
and TAC support with Cisco Smart Interactions
Benefits
Improved Reduced Lowered
Operational Operating Capital
Efficiencies Expenses Expenses

Energy Management with EnergyWise
• Control power of PoE powered devices via Catalyst switch ports
Enterprise-wide energy Measure
management solution Power of • Manage 3rd party IT devices: phones, APs, PCs, printers
Various • Manage non-IT devices via partnerships: Building Mgmt Systems,
Measuring and controling of the Devices meters, PDUs, HVAC, lighting
use of power by network devices
as well as end devices Easy • Built into IOS, no endpoint installation, auto-configuration for
Deployment attached end-points
Reducing increasing energy and • Easily managed with EnergyWise Orchestrator, CiscoWorks LMS
costs Management plus a variety of partner applications
Measuring and quantifying

energy use, proactively reducing Investing in • Over 80 partners in EnergyWise CDN partner program
TCO and maintaining compliance Technology’s • Driving industry-wide standardization in energy
Future management through IETF
Benefits
Comprehensive Lower’s Opex
Driving Industry
Visibility Across Via Intelligent
Wide Change
IT Devices Policy Control

Security with TrustSec
Simplifying identity deployments • Automatic collects device data and classifies
Simplify 802.1x Identity devices
through integrated posture,
profiling and guest services Deployments • Authorizes network demands using specific
policies
Ensuring you know who’s on the • Flexible NetFlow for real-time traffic flow analysis
network and providing the right Protect Against
• Identify internal and external attacks as well as
level of access Malicious Behavior
compromised end-points
Prevent Eavesdropping • MACsec for line-rate HW encryption

Meeting compliance
With Link Layer
requirements (PCI, SOX, HIPPA) • Hop-by-hop encryption on both downlinks
Encryption Management
and Policy and uplinks
Benefits
Eliminate Data Comply With
Effortless
Snooping, Tampering Security
Security Rollouts
and Attacks Regulations

Network Resiliency
Enable self healing, high- • Upgraded IOS versions and feature sets deliver
availability capabilities with Enhance Security and security patches, bug fixes, enhancements, and
StackWise and StackWise Plus new services
Services
• Boosts uptime, reacts quickly to business needs
Provide network resiliency
• Smart Call Home provides smart, detailed

Run securely without downtime Proactive Management diagnostics and real-time alerts for proactive
maintenance
• TAC provides 24x7, follow the sun support
Increase employee productivity, • Auto SmartPorts and Easy Install simplify

revenue and profitability installation
Automate
• Embedded Event Manager automatically triggers
Configuration
actions in response to network events
Benefits
Improved Lowered
Features and Greater Uptime Total Cost of
Services Ownership

Video with Medianet
Customer Challenges Catalyst 3K
Enabling efficient deployment Ensure Network • Built-in network calibration and assessment with
and management of video traffic Readiness Traffic Simulator and Mediatrace
on the network
• Auto-configuration
Simplify
• Plugging in a device triggers identification and and
Keep up with video growth while Deployments self-configuration
delivering high quality of
experience
• Traffic identification and differentiated QoS
Provide Optimal • Prioritize Business Video traffic with Strict Priority
Experience Queuing
Enabling easy deployment of
video and troubleshooting of
application vs network issues Monitor • Mediatrace for hop-by-hop analysis & Traffic Simulator
and Troubleshoot for problem recreation
Benefits
Easily Integrate
Simplified/Rapid Scalable/
New Video
Deployments High Quality Video
Applications

Target Customer Profiles
Product to Position Reasons to Purchase
 Brand, experience  Business agility and continuity
IT Strategists
 End-to-end solutions  Deliver new services

 Reliability, services Catalyst 3750-X  Regulatory compliance
 Future proof and 3560-X  Lower complexity and costs
 Energy management
 Latest, best features  Expanding volume and

Best of Breed
 High performance bandwidth requirements

and ease of use Catalyst 3850, 3560-X,  Maximum business uptime
 Interest in systems and 2960-XR  Pervasive security
capabilities  Optimized operations
 More for less—Cisco value

Bargain Buyers
 All-in price
 Low TCO, High ROI  Converged networks at
 Included support Catalyst 2960-S/SF/X affordable price
 Today’s needs 100, 200, 300, 500  Lowest TCO
 Simplify operations

Addressing Best of Breed
Product & Services to Position Reasons to Mitigate
IT Strategists
 Business agility and continuity

 End-to-end solutions  Catalyst 3750-X & 3560-X  Global expansion
 Reliability, services  Deliver new services
 Fallback: 3750-X, 3560-X LAN Base  Regulatory compliance
 Future proof
 Smart Care, SMARTnet, SP Base,  Lower operational complexity/costs
(BN story)
Focused Technical Support, Remote  Future-proof – innovations that enable
Management Service differentiation, adaptability
Feature Benefit
 Anytime, anywhere, any device access to applications and resources
Medianet , Video  Scalable and reliable video for communications with customers and
employees and business innovation beyond communications
 Substantial cost savings - reduce energy consumption and GhG emissions
EnergyWise company-wide
 Authentication, authorization and resources based on user
TrustSec ,  Avoid fraud, downtime, damaged reputation or breach of customer privacy
Identity-Based Policy  Comply with PCI, SOX and HIPPA regulations
Smart Operations  Simplified deployment and provisioning of service
Borderless Network  Solution policy and management
Architecture
Addressing Best of Breed
Best of Breed
 Latest, best Features

 Catalyst 3850 and 3560-X  Expanding volume and traffic
 High performance bandwidth requirements
and ease of use  Fallback: 2960-XR, 3850 and 3560-X  Business innovation
 Interest in systems LAN Base  Maximum business uptime
capabilities  SMARTnet , SP Base  Pervasive security
Feature Benefit
StackPower  Resiliency, scalability, and efficiency
 Support for new devices (pan-tilt zoom surveillance cameras,

PoE+ video signage)
 Future proofing
Medianet, Video,  Anytime, anywhere, any device access to applications and resources
EnergyWise  Technology innovation delivers better control, cost savings, future-proof
TrustSec, Identity-  Authentication, authorization and resources based on user

Based Policy
Addressing Bargain Buyers
Bargain Buyers
 All-in-one price  Catalyst 2960-S  More for less—Cisco value

 Low TCO, High ROI  Converged networks at affordable
 Fallback: 100, 200, 300, 500 price
 Included support
 Smart Foundation, SMARTnet, SPBase,  Lowest TCO
 Today’s needs Small Business Support  Simplify operations
Feature Benefit
 Lower TCO
Enhanced LLW  Minimum downtime
 Affordable entry point to Catalyst 3750-X and 3560-X platforms

LAN Base Feature Set  Entry point to Cisco-level brand
 Ease of management
FlexStack  Resiliency and performance
PoE  PoE on every port

Business Value and Customer Benefits
Innovations to Security, Video, High Availability, and PoE

Address Business capabilities as well as operational efficiencies
Challenges to best address business challenges
Cisco innovations combine to deliver lower

Lower TCO TCO
Cisco’s comprehensive Unified Access

Comprehensive portfolio provides the right solution for any
Portfolio network

Success Story
Council Rock School District
Improved Services at Reduced Costs for Today and Tomorrow
Business Challenges Cisco® Solution Business Results
 Save costs  End-to-end Cisco network  Energy consumption
with Cisco Catalyst® switches reduced by 42.7% (US
Reduce energy costs
 Wireless in every school $5.3 million savings)
Improve operational
 Connected energy systems  Cisco EnergyWise
efficiency
managed from anywhere expected to bring
 Address environmental US$85,000 energy savings
initiative through “Go Green”  Cisco EnergyWise: next step
 Network uptime increased
program
from 67% to over 99.9%
 Improve information sharing
and communications
“Our Energy conservation project has had an outstanding impact on our district,
not just the school, but the community as well.”
—Matthew Fredricksen, Director of Information Technology, Council Rock School District
Competing With
Cisco Borderless
Network Switching
Solutions
Focus on Solving Business Problems
Collaboration Operations Evolve with Changing Mobility
Business Needs
Business
Challenges
Video
Security
Technology
Enablers High Availability
PoE Leadership
Access 100 - 500, Catalyst 2K/3K

Solutions
Questions to consider
Is Supporting Secure Business Communications A Priority?
Can You Implement A Scalable and Comprehensive Identity Solution?
Can Your Network Deliver Real-time Collaboration Experiences?
Are You Using Your Network to Reduce Your Energy Costs?
Is Your Network Ready for Current And Future Regulatory Requirements?
Do You Have an Always-on Resilient Network?
Can You Deploy Network Changes Based on Proven Design Guides ?
Encourage Customers To See The Big Picture To Appreciate Cisco Value

Quantifiable Savings
Additional Operational Savings
$$
May • Smart Operations: Smart Install and • Advanced troubleshooting capabilities
$/Port 5-year Savings
Vary Auto Smart Ports

• Advanced network and policy
• Ease of deployment for video and management: LMS, ISE, Medianet.
security
EnergyWise
$10–65 • Reduce power utilization on all IT devices connected to the network
• Range is based on the customer deployment scenario (greater desktop usage
generally lead to higher savings) and the customer’s discount rate applicable to
the cash flows
Platform Longevity Savings

• Extend refresh cycle from 3 to 5 years
$20-45
• Driven by 3K / 4K capabilities in security, video, HA, and PoE leadership, and
competitive advantages in IPv6 and QoS
* Note: Platform longevity savings are based on 3K-X platform; EnergyWise savings assume full PoE and mix of deployment scenario’s. Details in notes
Smart Operations=Cost Savings
Scenario Partner Benefits
New Switch is Connected: Smart Install
Software image is downloaded Zero Touch
Deployments
Configuration automatically applied and
Maintenance
New Device Attached to Switch: Auto Smart Ports

Port Configuration—Applied
Plug and Play for
QoS—Enforced End Devices
Security—Enforced
Anomaly Detected: Smart Call Home

Proactive diagnostics
Quickly Identify
Alert created in real-time
and Resolve
Routed to correct TAC team
Network Issues
Remediation

Smart Operations=Cost Savings
Scenario Partner Benefits
New Switch is Connected: Smart Install Smart Install
Software image is downloaded Zero Touch Lower your costs
Deployments in product staging
Configuration automatically applied and and installation
Maintenance
New Device Attached to Switch: Auto Smart Ports Auto Smart Ports
Port Configuration—Applied Provide better
Plug and Play for
QoS—Enforced End Devices customer
experience
Security—Enforced
Anomaly Detected: Smart Call Home Smart Call Home

Proactive diagnostics
Quickly Identify Focus on strategic,
Alert created in real-time higher value
and Resolve
Routed to correct TAC team services
Network Issues
Remediation
Significant savings for large/remote networks: $15,000

Cost Savings (or 230 hours) / 100 switches*
Cisco Switches Reduce Energy Costs
Power-Efficient Hardware on The EnergyWise: Enterprise-Wide
2K-S Platform Energy Management Solution
120
100
80 63W Less!
60
40
20 Catalyst 2960-S Other Vendor
0
$15-per-port Savings Over 5 Years $65-per-port Savings Over 5 Years
Total Energy Savings up to $80-per-port or more over 5 Years*

Positioning Cisco Solutions
1
1 Strategic Sell 2
2 Tactical Sell
• Architectural play— • Highlight Cisco
unique Cisco end-to- advantages
end value proposition Lower TCO
Security Full IPv6
Video Power Scalability
High Availability Business critical traffic
PoE Leadership
Investment Protection Overcome Competitive

and Lower TCO Obstacles
Strategic Sell
• You can set the agenda

• Customer is open to taking a broad view of how
WHEN the network can support business initiatives
• Architectural approach: leverage Borderless

Network services
HOW • Prepare for counter positioning of products from
other vendors

Tactical Sell
• Customer has just issued an RFP with short turn-
around
WHEN • Customer has specific and narrow requirements
• Customer requirements have been shaped by
your competitor
• Highlight Cisco’s strengths vs. competition

effectively
HOW • Recognize and counteract your competitor’s

tactics
• Position the appropriate products

Switching Message In A Box

Summary
Module Summary
► Small and Midsize business customers are looking to their switching
solution to provide increased ROI, reliability, productivity and lower
service and support costs
► The Cisco Small and Midsize business switch portfolio includes products
from the basic, unmanaged switch all the way up to industry leading
Catalyst products
► Cisco switching solutions provide the best choice for customers because
they support an overall vision of how the network needs to work together
to address business needs
► Cisco switching solutions solve problems for customer struggling with
operational complexity and costs, security challenges, network downtime
and expanding bandwidth needs
Review: Cisco Smart Switches
Which of the following switches are considered as smart switches versus

unmanaged or managed? (choose one)
A) 100 Series
B) 200 Series
C) 300 Series
D) 400 Series

Review: Cisco Smart Switches
Which of the following switches are considered as smart switches versus

unmanaged or managed? (choose one)
B) 200 Series

Review: Cisco Stackable Switches
Which of the following switches are capable of stacking? (choose all that
apply)
A) 2960 Series
B) 2960-S Series
C) 2960-SF Series
D) 2960-X Series

Review: Cisco Stackable Switches
Which of the following switches are capable of stacking? (choose all that
apply)
B) 2960-S Series
C) 2960-SF Series
D) 2960-X Series

Cisco
Borderless
Network
Wireless
Solutions for
Partner
Account
Managers
Module Objectives
► Describe the Cisco Borderless Network Wireless solutions for small and
midsize customers
adopting Cisco Borderless Network Wireless solutions
► Identify the appropriate Borderless Network Wireless solution to match
customer needs
► Articulate the value of Cisco Borderless Network Wireless solutions over
the competition

Outline
► Cisco Borderless Network Wireless Solutions for Small and Midsize Business
Customers
► Benefits of Cisco Wireless Solutions for Small and Midsize Business
Customers
► Competing With Cisco Borderless Network Wireless Solutions

Cisco Borderless
Network Wireless
Solutions for Small
and Midsize
Business Customers
Customer Challenges

Support Costs

Cisco Small and Midsize Business Wireless Portfolio
700, 1600, 2600, Prime Network
Meraki MR 100, 300, 500 WLC 2500, SRE
3600 Control
Centralized cloud Advanced network Centralized on- Enterprise wide

Entry Level
management features premise management visibility and control
Cloud Small Aironet APs Wireless LAN Network

Managed Business APs
Wireless Controllers Management

Cloud Managed Wireless
MR 12 MR 16 MR 24 MR 62, 66
0
Small Branch & High Density,
Teleworker General Purpose Performance Rugged / Outdoor APs
► Powerful and intuitive centralized management via the cloud

► Seamlessly manages campus-wide WiFi deployments and distributed
multi-site networks
► Zero-touch access point provisioning, network-wide visibility and control,
cloud-based RF optimization, seamless firmware updates
► 24x7 demo at: https://account.meraki.com/login/new_simulated_network
Cisco Small Business Wireless Solutions
100 Series 300 Series 500 Series
Single Band Selectable Band Single or Dual Radio
► Securely access network resources just as safely as with wired access

► Easy to use configuration tools
► Clustering support enables efficient management for larger deployment
Cisco Aironet Wireless Solutions
700 1600 2600 3600
0
Small Branch & High Density,
Teleworker General Purpose Performance Rugged / Outdoor APs
► Support entry-level to advanced feature sets

► Support centralized or autonomous management
► Secure and reliable wireless connections
► Integrated or external antenna models
Cisco Aironet 700 Series Access Point
Key Features
► Designed for value-minded customers looking to modernize
► Provides low TCO and investment protection
► Dual-band, dual-radio 802.11n operating at 2.4-GHz and 5-GHz
► 2 receivers / 2 senders / 2 spatial streams (2x2:2 MIMO)
► Supports up to 100 connected clients per access point
► Six times more capacity than legacy 802.11a/b/g networks
► Integrated features include:
► Cisco BandSelect
► Cisco VideoStream
► Rogue Detection, and Wireless IPS
Cisco Aironet 1600i/e Series Access Point
Key Features
► Offers small and midsized enterprises great performance,
functionality, and reliability at a competitive price
► Customers looking to move up in feature set from the 700
► World-class integrated features using custom-designed silicon:
► Internal / external antenna models
► ClientLink 2.0
► CleanAir Express
► BandSelect
► Wireless VideoStream
Key Features
► Offers greater performance at a competitive price
►4 receivers / 3 senders / 3 spatial streams (3x4:3 MIMO)
► Extended range for 450 Mbps per Band
► Internal / external antenna models
► ClientLink 2.0
► CleanAir Express
► BandSelect
► Wireless VideoStream

Key Features
► Offers 30% faster performance with 3 spatial streams
► Extended range for 450 Mbps per Band
► Wireless Security and Spectrum Intelligence
► 802.11ac
► Cisco Small 3G Cell modules
► Cisco CleanAir
► Plus all of the features of the Aironet 2600
Cisco Aironet Antennas and Accessories
Key Features
► Cisco is committed to providing a complete wireless
solution
► Cisco has the widest range of antennas, cable, and
accessories available from any wireless manufacturer
► Installers seeking customized options can choose from:
► Directional and omnidirectional antennas,
► Low-loss cable,
► Mounting hardware
► Other accessories,
► More details can be found at:
► http://www.cisco.com/en/US/products/hw/wireless/ps469/i
ndex.html

Limited Lifetime Warranty on 802.11n APs
► All 802.11N APs are covered with a
Limited Lifetime Warranty
► Includes 10-day Advance
Replacement
► TAC support and Next Business Day
replacement require a support
contract
► Non-802.11n Access Points will
continue to be covered by the
standard 1 year warranty.

Cisco Wireless LAN Deployment Options
Dashboard
Intranet
Autonomous AP Cloud Managed Centralized Converged Access

• Common LAN & WLAN
• Intended for static • Common LAN & WLAN • Premise-based
OS
installations OS Controller
• Optimized for high
• LAN & WLAN feature • Controller at every
performance
consistency location
• Optimized for campus &
• No Controller on • Optimized for campus
branch
premises deploymet
• Optimized for
distributed enterprise
• Aironet Access Points

• Aironet Access Points • MR Access Points • Aironet Access Points
• Catalyst 3850 Switch
• Catalyst Switches • MS Switches • Centralized
• MX Security Controllers
• Dashboard • Catalyst Switches

Cisco Centralized Wireless LAN Controllers
2500 Series SRE WLC
Stand-alone ISR-based
► Provide simplicity and affordability for small and midsize business

customers
► Leverages existing ISR installed-base
Wireless LAN Controller 2500
► WLC 2500 supports up to 75 access points and
1000 clients
► Built for 802.11n performance
► 4 GigE Ports – 2 Non-PoE and 2 PoE ports
► CAPWAP, DTLS encryption, and OfficeExtend
solution
► Supports BandSelect, ClientLink, and VideoStream

WLC on Services Ready Engine (SRE)
ISM-300 SM-700
► WLC on SRE supports between 5 and 50 APs. SM-900
► Available for the new ISR G2 routers (1900, 2900, and 3900).
► Comes on both the Internal Service Module and the Service Module.
► ISM-300 supports to 10 APs, SM-700 and SM-900 support up to 50 APs
► On-demand remote application provisioning
► Dedicated onboard processing, memory, and hard drive (SM only)
► Same licensing options as the WLC 2500
► Supports BandSelect, ClientLink, and VideoStream.
Flexible Licensing Options Provide Choice
50 AP
License
5, 15, 25 AP Support up to 50-75 APs

License
WLC 2500 ISM 700/900
Optionally add either a 5

Note: ISM-300
or 25 AP add-on license WLC on SRE will
only support a
total of 10 APs
End-to-End Management with Cisco Prime
► Monitor one or more controllers, switches
and associated access points
► Centralized discovery, configuration,
performance monitoring, security, fault
management, and accounting options
► Customizable best practices & validated
design configuration
► Benefits:
► Simplifies management
► Reduces time required to manage
environment
► Lowers operational expenses
Benefits of Cisco
Wireless Solutions
for Small and
Midsize Business
Customers
Benefits of Cisco Wireless: Ubiquitous Mobility
Ubiquitous mobility experience

• High performance of a wired network, the flexibility of a wireless network
• 802.11n-based CUWN makes WLAN feasible for mission-critical apps
• Integrated & seamless data, voice, and video traffic experience
Reduced reliance on IT resources

• Simplified and intuitive WLAN management and troubleshooting
• Integrated security with wireless threat detection & mitigation
• Improved WLAN reliability
Rapid ROI from mobile applications

• Simplified wireless guest access improves collaboration
• Comprehensive communication and collaboration experience
• Optimized asset and network visibility
Benefits of Cisco Wireless: Reduced Reliance on IT Resources


Rapid ROI from mobile applications

Benefits of Cisco Wireless: Rapid ROI From Mobility


Rapid ROI from mobility

WLC 2500 and WLC on SRE Features and Benefits
Features Benefits
Scalability Scale as you grow with support for up to 75 APs
Support up to 1000 clients, depending on model
Performance Improved throughput from 100 Mbps to 1Gbps for 802.11n

wireless networks
Offers CAPWAP-compliant Datagram Transport Layer Security

(DTLS) encryption to help ensure full-line-rate encryption between
Comprehensive End-to-End Security access points and controllers across remote WAN/LAN links
OfficeExtend (WLC 2500 only) Extends the corporate network to remote locations with minimal
setup creating secure wired tunnels to the Cisco Aironet 600,
1130, or 1140, 3500 APs
Services Ready Engine (WLC on SRE only) Provision the WLC applications on the module remotely at any
time
Extended Aironet AP Support Supports the following Aironet APs: 1040, 1130, 1140, 1240, 1250,
1260, 1500, 1520, 1550, and 3500

Cisco Prime Features and Benefits
Features Benefits
Simple, intuitive user interface eliminates complexity. Designed from the

Ease of Use ground-up with focus on workflow optimization.
Modularized interface supports user-defined customization to display only the
most relevant information.
Complete lifecycle management of hundreds of Cisco WLAN controllers and

Scalability 15,000 Cisco Aironet lightweight APs from a centralized location. Additionally,
manage up to 5000 autonomous Cisco Aironet APs.
Comprehensive monitoring and troubleshooting support for Catalyst switches

Wired Management allows for visibility into critical performance metrics for interfaces, ports, users,
and basic switch inventory on up to 5000 switches.
Extensive wireless LAN lifecycle management includes a full range of planning,

WLAN Lifecycle Management deployment, monitoring, troubleshooting, remediation, and optimization
capabilities.

Business Priorities Drive IT Needs
Business Priorities
Business Customer Workforce Efficiency &

Growth Experience Productivity Cost Reduction
Key IT Wireless Initiatives
How can my How do I ensure How do I

network a consistent How do I keep my
manage many
scale? experience? data secure
devices?
Cisco Addresses Customer Needs
► Can my network scale to meet ► Cisco Access Point and WLC
the growing number of devices choices provide scalability and
and increased traffic? upgrade path
► Can I ensure a consistent and ► Cisco CleanAir, ClientLink,

reliable user experience however BandSelect and Wireless
users connect to my network? VideoStream provide consistent,
stable communications
► Can I enforce policies to manage ► Cisco Prime provides consistent

network access and keep my wired and wireless policy
data secure?
► Can I manage many devices on ► Cisco Prime provides company

my network? wide visibility

Competing With
Cisco Borderless
Network Wireless
Solutions
Cisco Wireless Innovations
One Policy &
One Network (Predictability)
One Management
CleanAir Chip level proactive and automatic interference
mitigation Who? What? When? Where? How?
ClientLink Chip level proactive and automatic electronic

beamforming
Radio
Resource Automatic advanced RF shaping and
Management management ISE
VideoStream Wired multicast efficiency for video over a (Control)
Wireless network
Award Winning
Purpose-built WiFi chipset entailing Industry leading
Design
RF design
Application Control &
Visibility Identify, analyze, and optimize application traffic
Bonjour Services Apple Bonjour discovery, advertisement, and policy Prime

AnyConnect Always-On context-aware VPN connectivity
(Visibility)

IT Strategist Concerns
Audience Key Messages
• Cisco understands the new “mobility experience” users demand

IT Strategist • Business agility via architectural approach – addresses network access needs
• Pioneer and market leader in networking, with 70% of 802.11n WLAN market
• The only strategic partner that can offer end-to-end network access solutions
• Lower TCO: integration across wired & wireless, single support and
services structure, Cisco Validated Designs
Best of Breed • Reduced operational expense through simplified network configuration
• Seamless collaboration with guest access
• Solutions ensure security and compliance
• Flexible and scalable deployment with buy-as-you-grow purchase models

• Lower Operational Expense
Bargain Buyer • Comprehensive, integrated product portfolio to meet specific business needs
• Strong, global channel partner community
• Capital financing available to ease adoption

Best of Breed Concerns



Bargain Buyer Concerns



Questions to Ask the Customer
What network access demands are you wrestling with today?
(e.g. Business applications, video , IP telephony, or other applications)
Can your network support the increasing demands of new applications,

like video and collaboration tools, on both the wireless and wired network?
What new devices are entering your workforce?
What are the mobility needs of your business?
What regulatory environment does your business face?









Wireless Message In A Box
Cisco Websites
Wireless Products
http://www.cisco.com/go/wireless
Wireless Promotions
www.cisco.com/go/partnermotion
802.11n Competitive Performance Results
http://www.cisco.com/en/US/solutions/collateral/ns340/ns394/ns348/ns767/comp_tes
t_results_wp_c11-558406.
pdf

Module Summary
Module Summary
► Small and midsize business customers are looking to their wireless
solution to provide increased ROI, reliability, productivity and lower
service and support costs
► The Cisco small and midsize business wireless portfolio includes
products from the access points all the way up to industry leading
controller-based solutions
► Cisco wireless solutions provide the best choice for customers because
they support an overall vision of how the network needs to work together
to address business needs
► Cisco wireless solutions solve problems for customer struggling with
operational complexity and costs, security challenges, network downtime
and expanding bandwidth needs
Review: Deployment Modes
What are two supported deployment modes for Cisco Wireless solutions?
(choose two)
A) Single Deployment
B) Autonomous Deployment
C) Cloud-Based Deployment
D) Controllerless Deployment

Review: Deployment Modes
What are two supported deployment modes for Cisco Wireless solutions?
(choose two)
B) Autonomous Deployment
C) Cloud-Based Deployment

Review: WLC Licensing
What is the correct method to upgrade a WLC with a license for 25 access
points to a license for 50 access points? (choose one)
A) Use the Cisco TMP program to upgrade to a 50 license WLC

B) Purchase 25 1-license PAKs to add on
C) Purchase a 25-license upgrade to add on
D) Purchase a 25-license to add on

Review: WLC Licensing
What is the correct method to upgrade a WLC with a license for 25 access
points to a license for 50 access points? (choose one)
C) Purchase a 25-license upgrade to add on

Cisco Security
Solutions for
Partner
Account
Managers

Module Objectives
► Describe the Cisco Security solutions for small and midsize business
customers
adopting Cisco Security solutions
► Identify the appropriate Cisco Security solution to match customer needs
► Articulate the value of Cisco Security solutions over the competition

Module Outline
► Cisco Security Solutions for Small and Midsize Business Customers
► Benefits of Cisco Security Solutions for Small and Midsize Business
Customers
► Competing With Cisco Security Solutions

Cisco Security
Solutions for Small
and Midsize
Business Customers
Customer Challenges

Support Costs
Cisco solutions will address these challenges with

secure network solutions
Cisco SMB Security Portfolio Overview
ISR G2 ASA 5500/5500-X Web and Email Security AnyConnect
Integrated with Web and content Email security and Client software,
Appliance-based
routing control data loss prevention secure VPN
Firewall / VPN / IPS / Content Cloud, On-Premise and Hybrid End Device
Cisco has security software and appliances that scale up through the enterprise.
This module will focus on the portions of the portfolio that serve Small and Midsize
Business customers
Cisco ISR G2 Security Solutions
IPS Network Web Security
Software License
Module Connected
Easy Activation High Performance Expandable Services
► Universal IOS provides baseline security that can be upgraded to include

advanced security features
► Increase performance through hardware upgrades like Intrusion
Prevention Services Network Module
► Extend security capabilities without purchasing additional hardware
Cisco ISR G2 IOS-based
Security
► Built-in router security

Software ► Additional protection without deploying new hardware
Licenses for ► Boost security where you need it most
Security
Services ► Save time and money
► Software services available for:
► Firewall
► Intrusion Prevention Service
► IPSec and SSL VPN
► Content Security
Cisco ISR G2 IPS Network
Module Upgrade
► Powerful IPS for branch offices and small businesses

Hardware ► Identifies, classifies and stops malicious traffic
Upgrades for ► Stops worms, spyware, adware, network viruses and
Maximum application abuse
Performance ► Helps ensure business continuity and minimize
intrusions
► Customers can easily upgrade their ISR G2 with the
IPS Network Module

Cisco ISR G2 Web Security
Connected
► Combines best in class web security with best in class

network security
Cloud-based
Security for ► Integrates with Cisco ASA firewalls, ISR G2 and
Maximum AnyConnect mobility client
Flexibility and ► Protect users regardless of location
Coverage ► No performance impact on local Cisco security
devices
► Application control, management and reporting fully
integrated into cloud-based service
Cisco ASA 5500/5500-X Security Solutions
5505 5512-X 5515-X 5525-X
Entry Level Small Office Midsize Office
► Provides firewall and application control services plus:

► Web security
► Intrusion Prevention Services
► Remote access
► Botnet protection
ASA 5500-X Series Common Features
Meet growing network security performance demands:
More Powerful ► 4x more firewall throughput
Performance ► Increased IPS, VPN throughput
Accelerated Run multiple security services on enterprise-class hardware without sacrificing performance:
Integrated ► Multi-core Multi-threaded CPUs ► Hardware dedicated to accelerating IPS
Services ► 4X memory ► Hardware dedicated to accelerating VPN
Maximize investment—customers can add-on new security services without purchasing

Next-Gen additional hardware:
Services Ready ► IPS ► AnyConnect
► VPN ► Botnet Protection

Cisco ASA 5500-X Context Security (CX)
Context Aware:
nScan Array ► Comprehensive control over
Context-Aware Policy Engine
applications, users, and devices
Pluggable Context Stores

MS- Scanner
TLS & SSL HTTP
RPC
FTP ‘N’ ► URL filtering and web reputation
protection
► Application visibility, including peer-to-
Virtual Packet Rings peer and social networking, and per-
user control and reporting
Subscriptions:
► Web Security Essentials (WSE)
Context-Aware Data Plane ► Application Visibility and Control (AVC)
► AVC + WSE Bundle
Robust Stateful Inspection and Broadest Context-Aware Controls

CX: Web Security Essentials
Use Case: URL Filtering
Business Problem Addressed By ASA CX
Block certain web site categories for everyone: Adult, Gambling, Hate Speech,
Enforcing HR acceptable use policy
Illegal Activities and others as needed
Deny students but allow faculty access to the following web site categories:
Creating a safe learning environment
Entertainment, Arts, Online Trading
Deny employees access to the following web site categories: Sports and
Maintaining employee productivity
Recreation, Travel, Photo Search and Images
Deny users access to the following web site categories: File Transfer Services,
Controlling bandwidth-hungry sites
Freeware and Shareware, Illegal Downloads, Internet Telephony
Controlling users circumventing policy Block proxies that allow you to surf the internet anonymously

CX: Web Security Essentials
Use Case: Web Reputation Filtering
Business Problem Addressed By ASA CX
Malware gets constantly tweaked so that desktop/network AV does not detect

Zero-day malware getting through
it. New malware is released in the wild for <24 hours. Web Reputation is
traditional defenses
always able to block it even if the payload had changed.
You get a URL link in Facebook chat, saying “Check out this cool video!”. You
Social engineering attacks click the link. Web Reputation blocks that specific transaction, while allowing
general access to Facebook.
ASA’s Botnet Traffic Filter detects and blocks all attempts to contact command-
Infected machines sending data out
and-control centers / Botnet masters.

CX: Application Visibility and Control
Use Case: User and Application Visibility
Business Problem Addressed By ASA CX Example Apps
Bandwidth misuse View and control usage of Peer-to-Peer applications
Sensitive company data uploaded

Control usage of file sharing applications
to the cloud
Block non-productivity-related applications, while still

Employee productivity
allowing general access to social networking
Malware writers taking control of

Block remote control applications, while allowing
machines through remote control
WebEx
apps
Malware masquerading as a well- Identify and control applications that operate on well-
known app known open ports

ASA Software Benefits
► ASA 9.1 Software:
► On-box Management software version
is ASDM 7.1.3
► Offers integrated IPS, VPN and Unified
Communications capabilities
► Delivers high availability for high
resiliency applications
► Provides context awareness with Cisco
TrustSec security group tags and
Identify Based Firewall
► Facilitates dynamic routing and site-to-
site VPN on a per-context basis
Cisco ASA 5505
Service Capabilities
Security Services Card
• FW Throughput: 150 Mbps
AIP SSC-5 • IPS Throughput: 150 Mbps with AIP SSC-5
8 Ports of
10/100 Ethernet • VPN Throughput: 100 Mbps
• Memory: 512 MB RAM
• Does NOT support Context Security
Serial
Console
When to Position
2 USB
2.0 • For small businesses
2 PoE Ports
ports • Base license does not support following
Power (must upgrade to Security Plus license)
Supply • Active/Standby Failover
• Dual ISP
• DMZ Support
• If customer wants IPS, they must purchase the
AIP SSC-5 hardware upgrade

Cisco ASA 5512-X
Dedicated GE
Management Port • FW Throughput: 1 Gbps
• IPS Throughput: 250 Mbps
Expansion I/O Card • VPN Throughput: 200 Mbps
• Memory: 4 GB RAM
6 GE Cu, Integrated I/O
6 GE Fiber
• Supports Context Security
6 GE Cu
When to Position
• For small to midsize businesses

Serial Console • Base model does not support following (separate
Fan
license is required)
• High Availability
• VPN clustering
2 USB 2.0 ports Power
• Security Contexts
Supply
• If customer wants to turn on services like
IPS, web security simultaneously with
performance, upsell the ASA 5515-X

Cisco ASA 5515-X
Dedicated GE
Management Port • FW Throughput: 1.2 Gbps
• IPS Throughput: 400 Mbps
Expansion I/O Card • VPN Throughput: 250 Mbps
• Memory: 8GB RAM
6 GE Cu, Integrated I/O
6 GE Fiber
• Supports Context Security
6 GE Cu
When to Position
• For small to mid-sized businesses

Serial Console • If customer requires either of following upsell
Fan from 5512-X
• High Availability
• Security Contexts
2 USB 2.0 ports Power
• VPN Clustering
Supply
• Next-gen services running at the
same time

Migration from ASA 5500 to ASA 5500-X
ASA 5512-X Through ASA
ASA 5510 Through ASA 5550
5555-X
Firewall Throughput 300 Mbps–1.2 Gbps 1 Gbps–4 Gbps (4X)
IPS Throughput 150 Mbps–650 Mbps 250 Mbps–1.3 Gbps
IPS, Content Security, or

Expansion Slot Use Only for I/O Expansion
I/O Expansion
No hardware module required

IPS Requires extra hardware module
(runs as a service on ASA)
Content Security Requires extra hardware module No hardware module required
Redundant
No Yes (5545-X, 5555-X)
Power Supply

Cisco Email Security Overview
C170 C000v Hosted Hybrid
Cloud Hybrid Cloud
Appliance Virtual Cloud
► High availability email protection against rapidly changing threats:

► Fights spam, viruses, and blended threats for organizations of all sizes
► Enforce compliance and protects reputation and brand assets
► Reduces downtime and simplifies administration of corporate mail systems
► Deployed by more than 40 percent of the world's largest enterprises
Appliance Deployment with C170
► Ready to plug-in and install in the right size for your environment
► For organizations that require sensitive data to remain physically on-
premise
► Protection against risk of performance degradation
► Dedicated, easy-to-manage, and suitable for the small and midsize
business customer

Virtual Deployment with C000v
► Leverage existing investments Model Disk Memory Cores
C000v 200GB 4GB 1
► Quicker deployments
► Improved capacity planning
► Enhanced business continuity
► Deployment flexibility ESX
ESX || ESXi
ESXi Hypervisor
Hypervisor
Other
Other
Cisco
Cisco UCS
UCS Hardware
Consolidation
Hardware
Consolidation || Automation
Automation || Virtualization
Virtualization
Cisco Cloud Email Security
Redundant Data Centers
Email SaaS Inbound Hygiene:

1
Removes spam and

viruses Outbound Control:
Cisco Email Security Services Apply DLP and
3
Providing industry-leading email security in
encryption policies
the cloud:
 99.999% Uptime
 99+% Spam catch rate
Pass Clean Email 2
 <1 in 1M false positives
 100% known virus catch rate
Key Service Attributes

Customer
 Dedicated Infrastructure
 Co-managed access
 Capacity assurance

Cisco Hybrid Cloud Email Security
Redundant Data Centers
Email SaaS 1
Inbound Hygiene:
Removes spam and
viruses
Cisco Email Security Services
Combining email security inbound in the
cloud with outbound control in the
customer’s network:
 Scan and control content before it exits
the network Pass Clean Email 2
 Encryption happens before the message

hits the customer’s network border
Key Service Attributes

Customer
 Single pane of glass reporting
 Greater control for customers who need or 3
desire it

Cisco Web Security Overview
ASA/S170 WSAV Hosted Connectors
Cloud Hybrid Cloud
Appliance Virtual Cloud
► Provides web URL filtering, reputation filtering and user control:

► Proactive security, application visibility, and control for all users
► Extend real-time protection and policy enforcement to remote employees
► Use deployment flexibility to meet your business and network needs
► Integrate with existing Cisco investments for reduced complexity
ASA Web Security Essentials
URL Filtering Granular Categories and Dynamic Classification
Updated by SIO
1000+ Applications,
Application Visibility and Control*
150,000+ Microapplications
Policy Management Flexible Control of Use, Applications, Social Media, etc.
Only Vendor to Examine IP, Domain, URL,

Reputation-Based Malware Protection
and Sender Reputations
On-Box, Off-Box, or Hosted in the Cloud
Actionable Reporting (Varies by Deployment Choice)
100 TB of Daily Threat Telemetry

Security Intelligence Operations (SIO) Updates Updated Every 3 to 5 Minutes
Integrated with Existing DLP Solutions or via Content
DLP
Filtering Rules
Layer 4 Traffic Monitoring Available on Appliance or Virtual Appliance
*The Cisco® ASA 5500-X with WSE requires a separate license for AVC.

Advanced Web Security
URL Filtering, Application Visibility and Control,

Web Security Essentials Reputation-Based Malware Protection, Data Loss
Prevention, Layer 4 Traffic Monitoring, Reporting, SIO
Plus
Real-Time Malware Scanning Layered, Multiple Engines

Cisco Web Security Appliance
Simplified Deployment and Management
Internet
Internet Internet
Consistent policy,
Firewall
security, and reporting for all users Cisco Web
Firewall
Security Appliance
Single-box solution for faster Web Proxy
deployments,Web
Traditional reduced
Proxy
complexity Multiple Malware
Appliances Engines
Uses Cisco AnyConnect™ for remote URL Filtering
1 Malware Engine
and mobility AVC
URL Filtering Web Reputation
Integrates easily into your existing
SIO Updates
Cisco®Policy
infrastructure
Management
Layer 4 Traffic
Monitoring
Reporting
SIEM/DLP/SOCKS/FTP
Policy Management
Reporting
Users Users
Cisco Web Security Virtual Appliance
Simplified Deployment Without Additional Hardware
► Simplification
Cisco Web
Internet
Security Virtual Appliance Eliminates capacity planning, logistical,
and budgetary headaches
Firewall Same capabilities as Web ► Faster Deployments
Security Appliance, plus: Instant provisioning eliminates long
lead times
Self-service provisioning
► Rapid Response
Instant provisioning
Instant provisioning means instant
UCS + response
Included with software
bundle to spikes
► Better Security
User-based term licenses
with unlimited VM instances Provide security to locations that were
formerly difficult or too expensive to
Mix-and-match deployment protect
End Users
Cisco Cloud Web Security
Simplified and Scalable Cloud-Based Deployments
URL filtering
Branch to enterprise
Application Visibility and
Control Reuses appliances
Multiple malware engines Eliminates desktop agent
SIEM/DLP/SOCKS/FTP Reduces vendors
Cloud Web Security
SIO updates Eliminates backhaul
Policy management
Reporting
Multiple connector options
Cisco AnyConnect™
Direct to Cloud
Cisco ASA
Cisco® WSA Cisco ISR-G2

Cloud Web Security Connectors
Rapid Deployment Without Adding New Hardware or Complexity
►Run integrated web security and intrusion prevention system (IPS)

on the same equipment
ASA
►Eliminate software-based web filtering from other vendors
►Integrate with Cisco AnyConnect® to protect remote/roaming users
►Eliminate backhaul from branch offices ISR G2
►Cost-effective solution for public Wi-Fi initiatives
►Provide web security to small offices
►First step toward hybrid solution

WS
►Cisco® Cloud Web Security for enforcement and reporting
►WSA
A
for security information and event management
►DLP integration, advanced proxy
VPN Connectivity Challenges
Dramatically increasing complexity
Trying to keep up
► Massive increase in devices, browsers, applications, data, and mobility
► Current remote-access products are too complicated for the end user
Requirements compromises
Productivity or security
► Demand for anytime and anywhere access to any data by anyone on
any device
► Security enforcement or easing workforce enablement
Limited options
Client or clientless, TLS or DTLS, IPsec or SSL, etc.
► Limited protocol support leads to fragmented implementation options
► Constant influx of new technologies and standards

Cisco AnyConnect Secure Mobility Client
On-Premises Cloud
WSA Cisco®
Cloud
ASA Web
Redirect to Premises Security
or Cloud
Mobile User
Cisco AnyConnect® Client
• Acceptable use • Malware threat • Application usage

policies protection controls
• Always-on • CWS: User choice of
protection towers when traveling

Secure VPN Connectivity
Internationalized
► IPv6 support
Branch Office Mobile User Home Office
► UI translated into major languages
► International sales and support
Simplified connectivity
► Optimal gateway selection
► Automatic hotspot negotiation
Cellular
and Wi-Fi Wi-Fi
► Enterprise connection enforcement
Wired
Next-generation unified security

Cisco®
Cisco ► User and device identity
ASA ASA
► EASmartcard SSO
Site to Site ► Posture validation and remediation
Secure,
Consistent ► Integrated web security
Access
Flexible deployment
Partner Corporate ► Scalability and high availability
HQ HQ
► Low TCO and increased productivity

Cisco AnyConnect Licenses
To Meet a Range of Customer Needs
Shared License
Premium Licenses
Shared by Multiple
Mobile Cisco® ASA Devices
License
at Low Cost Mobile Advanced
License Endpoint
at Low Cost
Assessment
License
Essentials License
At Low Cost Premium License
Basic Or
Remote Access Posture Assessment
Connectivity and Clientless
Flex License
Good for Short Periods of High Demand
(Emergencies, Events, etc.)

Benefits of Cisco
Security Solutions
for Small and
Midsize Business
Customers
Cisco’s Global Security Footprint
► Number one in network security appliances
Firewall VPN
Email security Network IPS
NAC Router security
► Protecting Over 150 million endpoints globally

► Over 250 certifications, 1,000s publications,
25 books authored, and >100 security patents
► Technology innovation: Global Correlation,
Botnet Traffic Filters, Virus Outbreak Filters,
Reputation Filters, Alert Services

Cisco Security Intelligence Operations
Three Defense Pillars
Threat Operations
SensorBase Center Dynamic Updates
Comprehensive Threat Researchers and Real-Time Updates and
Intelligence Automated Analysis Best Practices

Benefits of Threat Intelligence
Threat Intelligence: Benefits:
►Over 1.6M global devices ►360 degree dynamic threat

visibility
►1,000 servers process 500G/day
►Understanding of vulnerabilities
►Historical library of 40,000 threats and exploit technologies
►35% of global email traffic seen ►Visibility into highest threat
per day vehicles
►Latest attack trends and
techniques
Benefits of Researchers and Analysts
Researchers and Analysts: Benefits:
►600+ Engineers, technicians, ►Network security best practices
and researchers and mitigation techniques
►80+PhDs, CCIEs, CISSPs, ►Insight into threat trends and
MCSEs future outlook
►Pen testing, botnet infiltration, ►Quality assurance, reduced false
malware reverse engineering positives
►Human-aided rule creation ►Around-the-clock global coverage
and QC
►95% of Internet languages covered

Benefits of Dynamic Updates
SIO Updates: Benefits:
►Automated updates ►Reduces exposure window
delivered to Cisco security ►Minimizes security management
devices every 3–5 minutes
overhead
►8M+ Rules per day
►Reputation updates for
real-time protection

Leading-Edge Security
Cisco IPS with Global Correlation
IPS Reputation Filtering Powered by Global Correlation
Coverage: Twice the effectiveness of signature-only IPS

Accuracy: Reputation analysis decreases false positives
Timeliness: 100x faster than traditional signature-only methods
Cisco Email Security Value

Best performance Lowest TCO Future focus
• Fastest to block new, • No ongoing administration • Demonstrates financial

email-sent viruses commitment to email
• Low network impact
security investment and
• Best-in-class at stopping or • Built-in compliance
encrypting sensitive innovation
capabilities
outbound email • Most flexible email security:
• Easiest to install and manage
• Unrivaled threat
identification infrastructure • World’s leading email security on-premise, in the cloud,
support hybrid and virtual
leveraging Cisco’s global
presence • Fewest appliances required • Smarter and better
• First to protect email anticipation of threats
proactively with sender- • Best ability to scale threat
based filtering analysis as global data
explodes
• Least false positive email
classifications

Cisco Web Security Value
Single user interface simplifies management Simplicity
Choice of protection to meet security needs
Simpler integrated architecture is easier to deploy and maintain
Cisco integration reduces complexity and multivendor overhead
Multiple layers of malware defense are built in, not added on

Broadest threat telemetry network with SIO
Security
Enforces web security policies to enable your business
Protects any user on any device in any location
Security as part of the network

Cisco® architecture and development
Stability
World-class support and services
Cisco AnyConnect Value
User Centric and BYOD Enabled
► Supports user devices with client or clientless access
1 ► Optimal transparent user experience with always-on connectivity
► SCEP proxy and pre-deployment device identification
Extensive Support
► Broad support for desktop and mobile client OSs and clientless browsers
2 ► Broad support for protocols and authentication methods
► Broad support for security gateways (Cisco® ASA, ASR, and ISR)
Security Focused
► Broad authentication options (IEEE 802.1X, certificate, LDAP, etc.)
3 ► Posture and vault capabilities to secure client devices
► Web security integration with Cisco WSA or Cloud Web Security
Enterprise Proven
► Reliable, proven, scalable, load balanced, and highly available
4 ► Strong International presence and support 24 hours a day
► Single appliance: client and clientless remote access, site-to-site VPN, and
firewall
Competing With
Cisco Security
Solutions
Sell Cisco Remote Access to New Clients
Customer Situation Customer needs a remote-access solution
Customer wants to enable remote access for employees, contractors, and

Customer Business Problem
partners on their devices (PCs, tablets, and smartphones)
Solution Install Cisco® ASA with Cisco AnyConnect®
• Cisco ASA 5500-X

• Cisco AnyConnect Essentials or Premium license
Products
• Cisco AnyConnect Mobile license
• Cisco SMARTnet® support
Customer gains the most widely deployed remote-access solution with the
Customer Benefit
broadest support for platforms and protocols

Cisco ASA Upgrade Opportunity
Customer Situation Customer has installed prior-generation Cisco® ASA
Customer Business Problem Customer wants to upgrade to the latest Cisco ASA appliance
Solution Cisco ASA 5500-X platform
• Cisco ASA 5500-X

• Cisco AnyConnect® Essentials or Premium license
Products
• Cisco AnyConnect Mobile license
• Cisco SMARTnet® support
Customer gains new hardware features (including performance improvements)

Customer Benefit and capabilities on latest Cisco ASA 5500-X platform appliances with Release 9.x
software

When to Sell ASA and Web Security
When to Sell Customer Situation
VPN Security Gateway
Customer needs to support more users, add failover capability to a single
Cisco ASA Adaptive
Cisco ASA to replace a competitive VPN security gateway, or replace a
Security Appliance
Cisco VPN 3000 security gateway.
Web Security (Provides always-on security functions for laptops and mobile devices)
Cisco Cloud Web Customer has Cisco AnyConnect and wants to add cloud-based web
Security security for its users.
Cisco Web Security Customer has Cisco AnyConnect and wants to add appliance-based web
Appliance (WSA) security for its users.

Deployment Option Strengths
► SIEM/DLP integration
► LargerHQ WSA
► Advanced proxy/bandwidth controls
► Same capabilities as WSA

► Virtual/cloud/capacity planning initiatives vWSA
► Remote offices without IT staff
► Many branch offices or roaming users

► Cloudinitiatives CWS
► Backhaul issues
► Reusing investments
► Backhaul or private network issues ISR
ISR G2
G2 Connector
Connector
► Public Wi-Fi initiatives
► Reusing investments
► Integrated web security and IPS ASA Connector
► Many remote users
► Cost considerations
► Next-generation firewall ASA
ASA 5500-X
5500-X Series
Series
► Network bandwidth controls
When to Sell AnyConnect
When to Sell Customer Situation
Cisco AnyConnect® Licenses (on Cisco® ASA)
Essentials Customer wants only simple VPN remote access. License is applied to Cisco ASA.
Customer needs clientless VPN browser-based access, desktop or mobile posture, or Suite B
Premium
cryptography, in addition to VPN remote access. License is applied to Cisco ASA.
Customer wants to enable VPN remote access for mobile devices. License is in addition to the
Mobile
Essentials or Premium license. Both licenses require application to Cisco ASA .
Advanced Endpoint
Customer needs remediation capabilities. This license is an add-on to the Premium license.
Assessment
Shared Customer needs Premium licenses across multiple Cisco ASA devices to support many users.
Customer needs capability to temporarily burst on a day-to-day basis to the maximum number
Flex
of users supported by Cisco ASA.

Business Challenge:
Mobile Workers
Situation
Technology-savvy mobile workers need
access on all their mobile devices anytime
and anywhere they are in the world.
Many mobile workers have a mix of corporate
and personally owned devices that they use
interchangeably to do their jobs.
This means that sometimes they need safe
clientless access from kiosks, loaner laptops,
or a home PC that does not have a client.
Wherever they are, mobile workers need safe
access to their corporate applications and
data from any device and through any
browser from any network worldwide.
Business Challenge:
Mobile Workers
Questions
► Can we provide VPN client and clientless access through a
single Cisco® ASA device?
► How can we support users on many different OSs with
a single solution?
► Do we have to choose between IPsec and SSL for client connections?
► How can we support the growing adoption and use of IPv6?
► How can we authenticate our users with certificates or
other methods?
► How can we provide our users with transparent
persistent connectivity?
► How can the VPN session be suspended when the user
is in the office?
► How can we simplify the enrollment of BYOD devices?
► How can users have the best connection while traveling?
► How can we help ensure that users are using only a single network
connection at a given time?

Business Challenge:
Contractors and Partners
Situation
Companies regularly outsource functions to
partners or hire contractors for specific needs.
This process has become commonplace for
organizations of all types and sizes.
These individuals and organizations need
connectivity. Often they work remotely and are not
in a company’s physical building, and they often
require connectivity through either a site-to-site
VPN or a remote-access solution connecting them
to one or more users.
Business Challenge:
Contractors and Partners
Questions
► How can we easily provide secure connectivity to new contractors

and partners?
► How can we limit corporate resource access levels for contractors
and partners?
► How can we provide corporate resource access to a group of
contractors or partners without downloading any software on their
laptop or mobile devices?

Business Challenge:
Risk-Averse Organizations
Situation
Some organizations have a low tolerance for risk due to
regulations, information policies, or the financial impact of a
security breach.
These organizations go beyond standard best security practices to
protect their networks, data, devices, and users from potential
threats.
They may be interested in protecting particular departments, users,
or devices to a greater degree.
Typical organizations that are risk averse include government
organizations and contractors, financial firms, and companies that
cannot accept a security breach.

Business Challenge:
Risk-Averse Organizations
Questions
► How can we help ensure that devices connecting to the network have the latest antivirus
updates and VPN client?
► How can we help ensure that users connect only to corporate Wi-Fi networks?
► How can we protect our user devices from web-based threats?
► Can we use policies to enforce authentication and access rules?
► Can we apply a higher security policy to a group of users or devices?
► How do we deploy the best encryption available?
► How can we provide secure connectivity from each desktop on the LAN?
► Can we authenticate users using different methods?
► How do we help ensure that users are using a certificate for authentication?
► Is Cisco AnyConnect™ or the Cisco® ASA FIPS compliant or certified?

Security Message In A Box
• http://www.cisco.com/go/anyconnect
• http://twitter.com/anyconnect
• http://www.facebook.com/anyconnect
• http://twitter.com/ciscosecurity
• http://www.facebook.com/ciscosecurity
• http://blogs.cisco.com/category/security
• http://blogs.cisco.com/category/borderless
• http://www.youtube.com/user/Cisco

Module Summary
Module Summary
► Cisco provides a a broad portfolio of security solutions, from appliance-
based firewalls, to content security, to client-side VPN software
► The Cisco ASA 5500-X family is a powerful, multi-purpose security
appliance that is able to run multiple security services
► Cisco Email Security helps customers with outbound control, including
data loss prevention and email encryption
► Cisco Web Security provides URL filtering as well as reputation based
filtering to control which websites users are allowed to visit
► Customers can choose Cisco security solutions confident that they are
picking an industry leader, with a long track record of success
Review: Content Security
What service does Content Security provide? (choose one)
A) Secure Communications
B) Deep Inspection
C) Application Control
D) Email Filtering

Review: Content Security
What service does Content Security provide? (choose one)
C) Application Control

Review: VPN Services
What Cisco devices provide VPN services? (choose two)
A) ISR G2
B) S 170
C) ASA 5500-X
D) C 170

Review: VPN Services
What Cisco devices provide VPN services? (choose two)
A) ISR G2
C) ASA 5500-X

Course Summary
Course Summary
► Cisco Borderless Networks and Security solutions include: routing,
switching, wireless, and security solutions
► Cisco Borderless Network and Security solutions provide the best choice
for customers because they support an overall vision of how the network
needs to work together to address business needs
► Cisco Borderless Network and Security solutions solve problems for
customers struggling with operational complexity and costs, security
challenges, network downtime and expanding bandwidth needs
► Cisco partners can best sell and position Cisco Borderless Network and
Security solutions by understanding and addressing the needs of key
stakeholders within their customer accounts

SMB AM Borderless

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Unique Approach to Customer Solutions

Agility Control Independence Value

Quickly adopt new Maximize security and Increase capabilities

Cisco architectures provide benefits customer care about

Increase ROI Provide Reliability Boost Productivity Lower Service &

Cisco solutions will address these challenges

SMART PROFESSIONAL AND TECHNICAL SERVICES:

No Resource Reservation, Context-Aware, Prioritized, High-

CEO M&A Sports CEO M&A Sports

Can My Network Deliver Real-Time Collaboration Experiences?

Can My Network Optimize Performance of Applications Anytime, Anywhere?

Can My Network Optimize Performance of Applications Anytime, Anywhere?

Am I Using My Network to Reduce My Energy Costs?

Complex, Multidimensional Simple

Do I Have a Consistent Access Policy Architecture

Is My Network Ready for Current and Future Regulatory Requirements?

Can Mobile Devices Access My Network Securely, Reliably, and Seamlessly?

Where Am I Now? Where Do I Start? How Do I Keep It Current?

1. Customer’s are in transition – Opportunity!

2. Invest in the architectures, professional services,

3. Take advantage of our channel investments

4. Generate Demand with Partner Marketing Resources

Market Transitions Cisco leads the marketplace in

Cisco competitive portal has a wealth

The Cisco partner owns this

• Show how Cisco solutions meet the new goal

TDMs like to increase reliability and reduce operational expense:

• Show how Cisco solutions meet the new goal

• Show how Cisco solutions meet the new goal

Customer Require an Architectural

► Cisco Architectural Solutions on Partner Central

► Cisco Partner Community

► Cisco Midsize Solutions

Which of the following are Cisco Borderless Network Services? (choose

Which of the following are Cisco Borderless Network Services? (choose

What are the concerns of a Business Decision Maker? (Choose two)

A) Security and availability

What are the concerns of a Business Decision Maker? (Choose two)

Increase ROI Provide Reliability Boost Productivity Lower Service &

Cisco solutions will address these challenges

Entry Level Features Innovative

Data Voice Data Voice Any Device HD Video VDI

► Provide simplicity and affordability for small business customers

Entry-Level ISR 2900 Series

Embedded, Advanced Voice, Video

EHWIC GbE Ports

Branch IT High-performance Consolidate Branch

EHWIC ISM SM PVDM3

Internal Service Module (ISM) Service Module (SM)

High-performance Hardware—up to 7x Of Previous Generation

► Local Line-rate Layer 2/3 switching ► Industry leading security and

Enhancing the Borderless Experience

LAN Ports 4 4 8 Fixed Configuration Platform

Concurrent Services and Performance (UCME 8.6)

Harness Video as the agent Accelerate growth by Transform the workspace

Infrastructure Service Operational

Video-Ready Service Virtualization Operational Excellence

Improve Capability Cisco innovations and technologies

Cisco reliability and TAC support

Reduce Complexity and Cisco end-to-end integration and

Improve Sales Pipeline Cisco agility and flexibility support new

Improve Operational Cisco performance and features