BorderlessAccess WIRELESS
description
Transcript of BorderlessAccess WIRELESS
-
February 21, 2011
Borderless Access
Cisco Borderless Networks Tom Koenig Kevin Cheong
-
Positions the unique capabilities that the Cisco Unified Access solution - Cisco Catalyst switches - Cisco Aironet access points - Cisco wireless controllers - Cisco Prime LAN Management Solutions bring to a network that needs to support more applications and devices with fewer resources
Campaign Overview
Provides an opportunity to position yourself as a strategic,
long-term business advisor
-
Competitive and Migration Opportunities
Competitively held accounts or outdated equipment to Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches
Migrate standalone or previous-generation 802.11a/b/g networks to 802.11n with Cisco CleanAir technology.
Target Customers
Cross-sell Opportunities
Help customers with ease-of-use during immediate transitional periods and as network grows with Cisco Prime network management solutions
Manager of information systems (MIS) Information security officer (ISO) IT manager or director Network manager, administrator, or architect Facilities manager (Cisco EnergyWise or wireless) VP IT
-
Video Mobility Improved Efficiency
2011 Cisco and/or its affiliates. All rights reserved.
15 Billion New Wireless Devices
by 2015
Mobile Devices
IT Resources
Tight economic conditions add pressure on IT
Need to do more with less; control costs
Changing the Way We Work
Video projected to quadruple IP traffic by 2014
to 767 exabytes
Market Transitions
-
Solutions that Solve Cisco Unified Access Network
Influx of mobile devices
Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches
Identify and solve potential problems before turning on a new feature (such as enabling tablets Integrate real-time monitoring and correlation of network traffic Allows customer to test and transition to a full identity-enabled network, avoiding user disruptions when devices or applications are activated
Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controller
Enforce corporate policy on devices and protects endpoints from threats Detect, classify, locate, and mitigate WiFi/non-WiFi interference sources for better user experience
Cisco AnyConnect Secure Mobility Client
Always-on, intelligent VPN automatically selects optimal access point and adapts tunneling protocol to most efficient method
Mobile Devices
IT Resources
-
Increasing prevalence of video
Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches
Integrate technology that enables customers to process video traffic locally, and scale delivery to more locations and devices Help manage varied and bandwidth-intensive tendencies of video Enable priority queuing, so that business-critical packets are processed first Trace media paths and collect hop-by-hop stats to find the source of any disruption fast
Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controllers
Integrate technology that extends wired video quality to wireless networks Enable efficient conversion of multicast video streams into one unicast stream at the access point Prioritize resources to deliver video and ensure high network performance to the largest number of users, regardless of device
Market Transitions Create Sales Opportunities
-
Operational Efficiency
Cisco Catalyst 3560-X, 3750-X, and 4500E Series Switches
Traffic simulators help calibrate performance prior to deployment of a new application by recreating traffic scenarios for troubleshooting and fine tuning, reducing disruptions to the network, and to user experience With redundant, hot swappable power supplies, each member of a stack is capable of withstanding catastophic failure Industry-leading PoE reduces installation and deployment costs by consolidating data and power connections into a single Ethernet cable
Cisco Aironet 3500, 1260, and 1140 Series Access Points; Cisco 5500 Series Wireless LAN Controllers
Automatically detect, classify, and mitigate sources of RF interference, helping improve network performance and productivity without increasing operational costs
Market Transitions Create Sales Opportunities
-
Additionally: Cisco Works and Cisco Prime
network management solutions
Aironet 1140 Series Access Point Aironet 3500 Series
Access Point
Aironet 1260 Series Access Point
2500 Series Wireless Controller
5500 Series Wireless Controller
7500 Series Wireless Controller
Catalyst 3560-X Series Switches
Catalyst 3750-X Series Switches
Catalyst 4500E Series Switches
Product Portfolio
Aironet 3600 Series Access Point
-
Cisco Aironet 3500 Series Access Points
For mission-critical wireless networks, especially in areas of high interference (such as hospitals or manufacturing plants)
Cisco Aironet 1260 Series Access Points
For networks needing to deliver enterprise-class wireless performance, enhanced throughput, and rich-media capabilities in an outdoor or high-ceiling environment
Cisco Aironet 1140 Series Access Points
For networks needing to deliver enterprise-class wireless performance, enhanced throughput, and rich-media capabilities in an indoor, carpeted environment
Cisco Access Points
Unified Wireless solutions deliver: Industry-leading 802.11n wireless coverage Enterprise-class mobility RF Interference mitigation
Cisco Aironet Access Points
-
Cisco Aironet 3600 Series Access Points
4x4 ANTENNA DESIGN, 3 SPATIAL STREAMS
Redundant antenna design for more speed and reliability
ClientLink 2.0 for 802.11n
Improves performance to all mobile devices: including 802.11a/g/n 1SS, 2SS & 3SS
Enhanced CLEANAIR TECHNOLOGY
New , more powerful full-spectrum analysis while serving data traffic
3X
Cisco Aironet Access Points For medium and large-sized offices and smaller Internet Service Providers
-
Cisco 7500 Series Wireless LAN Controllers
For customers needing to support up to 500 branch locations and 2,000 access points, looking to manage wireless from a central data center
Cisco 5500 Series Wireless LAN Controllers
For customers needing to support up to 500 access points and needing to depend on a mission-critical wireless network
Cisco 2500 Series Wireless LAN Controllers
For small and medium-sized businesses or branch locations needing to support up to 50 access points
Cisco Wireless Controllers
Cisco Wireless Controllers
Unified Wireless solutions deliver: Industry-leading 802.11n wireless coverage Enterprise-class mobility RF Interference mitigation
-
Cisco Catalyst 4500E Series Switches
Versatile access & small distribution deployments
Ideal for growing networks or those needing to support more applications on existing network
Cisco Catalyst 3750-X Series Switches
Flagship, stackable, enterprise-class switch
Ideal for networks needing highest level of service availability, security, scalability, & operational simplicity
Cisco Catalyst 3650-X Series Switches
Premier standalone access switch
Ideal for predicable capacity needs requiring rich set of network services, PoE density, and enterprise-class reliability
Cisco campus LAN Access Switches
Help networks adapt to new deployments Enable ease of operations Integrate security
Makes it easier to support rich-media applications and mobile devices.
Cisco Catalyst Switches
-
Competitive Differentiators Technology and Features Only Found in the Cisco Unified Wireless Network
Cisco EnergyWise Automates measuring and reporting of network power consumption Creates system-wide framework for energy management
Automatically administers energy requirements of PoE devices Extends those management capabilities to desktop and laptop PCs
This level of visibility and control gives organizations
Better understanding of their consumption patterns Ability to make behavioral changes that result in greater savings
Awarded Best of InterOp Green Award (2009)
-
Competitive Differentiators Technology and Features Only Found in the Cisco Unified Wireless Network
Cisco TrustSec Builds policy, identity, and security into the network Delivers flexible and scalable network security:
Secures access to critical resources and network fabric Simplifies 802.1X deployments, while enforcing endpoint compliance and remediation Helps with end-to-end monitoring and troubleshooting
Customers benefit increase productivity, improve operational efficiency for IT, deliver better security and risk mitigation with:
Secure collaboration Efficient policy creation and enforcement Information to facilitate analysis and audits
-
Competitive Differentiators Technology and Features Only Found in the Cisco Unified Wireless Network
Medianet Enable customers to process video traffic locally Scale video delivery to more devices and locations Features such as auto-configuration and media monitoring help companies:
Manage varied and bandwidth intensive tendencies of video Make sure delivery is reliable and of high quality Support networked endpoints as well as smart mobile devices
-
Competitive Differentiators Technology and Features Only Found in the Cisco Unified Wireless Network
Cisco CleanAir System-wide spectrum intelligence Offers performance protection for 802.11n by:
Detecting RF interference that other systems cannot see Identifying the source and locating it on a floor plan Automatically adjusting the wireless service accordingly to optimize coverage
Reduces downtime with faster troubleshooting and self-healing capabilities
Awarded Best of InterOp Wireless and Mobility (2010)
WIRELESS AND MOBILITY
-
Borderless Network Architecture for unmatched functionality: LAN Switching, Network and Content Security, WAN Routing, WLAN, WAN Optimization (WAAS) and comprehensive Network Management
A systems approach to networking lowers TCO, improves availability and drives workplace transformation
Integrated wireless and security to reduce complexity and costs
Proven commitment to investment protection, business transformation, lowest TCO over the entire product lifecycle (strong focus on OpEx not just CapEx)
Architectural approach, no point product to allow IT to deliver business transformations
Workplace transformation is enabled by Ciscos unique combination of video, mobility and application optimization
Smart Business Architecture greatly reduces implementation risk: wireless assessment, planning & design, migration, optimization and more
Competitive Positioning Why Cisco Wins Over HP
-
Competitive Positioning Why Cisco Wins Over Aruba
In addition to being able to offer a complete wired and wireless solution, the Cisco Borderless Networks Architecture offers unmatched capabilities: routing, switching, wireless LAN (WLAN), security and WAN optimization.
Cisco Unified Wireless LAN provides scale and deployment flexibility: indoor, outdoor, remote office, building, and campus networks.
Enterprise-class RF helps customers reduce total cost of ownership: Advanced RF features and solutions help lower operating costs.
Advanced Services reduce implementation risk and include wireless assessment, planning and design, migration, and optimization.
More comprehensive technical support is offered via Cisco SMARTnet Service and Cisco Technical Assistance Centers.
-
Borderless Access Playbook Walkthrough
-
Borderless Access Playbook Walkthrough
Overview Section Links conversations started by marketing to the sales-oriented topics covered in these materials. Highlights current market opportunities, and the solutions that help organizations adapt to these new trends.
Overview Section Customer targeting information helps sales teams navigate customer lists to identify the most rewarding opportunities.
-
Borderless Access Playbook Walkthrough
Solution Components Highlights products that make up discussed solutions, and positions models by best opportunity, based on various customer scenarios.
-
Borderless Access Playbook Walkthrough
Unique Differentiators Discusses the value only available with these Borderless Networks solutions to help you communicate value and maintain a competitive advantage.
-
Borderless Access Playbook Walkthrough
Offers and Calls-to-Action Purchase incentives provide a hook to turn the conversation into a sales driven activity. Calls-to-action provide more information and use cases about the solutions.
-
Borderless Access Playbook Walkthrough
Offers and Calls-to-Action Purchase incentives provide a hook to turn the conversation into a sales driven activity. Calls-to-action provide more information and use cases about the solutions.
-
Borderless Access Playbook Walkthrough
Partner Profitability Programs Incentives and promotions to help you with your bottom line.
-
Borderless Access Playbook Walkthrough
Competitive Positioning Talking points and directions for various competitive situations help you dismiss questions and concerns about competitive equipment, and keep the focus on Cisco.
-
Borderless Access Call Guide Walkthrough
-
Borderless Access Call Guide Walkthrough
Introduction Introduces the reason for the call, communicating new trends that must be addressed by IT. Discovery questions uncover opportunities, categorized by pain points caused with adopting each new trend.
-
Borderless Access Call Guide Walkthrough
Introduction Introduces the reason for the call, communicating new trends that must be addressed by IT. Discovery questions uncover opportunities, categorized by pain points caused with adopting each new trend.
-
Borderless Access Call Guide Walkthrough
Trigger Questions Uncover opportunities by addressing top customer concerns in need of solving, again organized by new market trends and their impacting results.
-
Borderless Access Call Guide Walkthrough
Close Tools and directions for moving the conversation towards a sales-driven activity, with the goal of booking an appointment for a customized assessment. Lead qualification questions help prioritize the contact.
-
Borderless Access Call Guide Walkthrough
Objection Handling Talking points that address common questions in order to dismiss concerns and keep the conversation moving towards an appointment or sale.
-
Campaign Assets How to use this package
Step 1: Partner Assets Materials to help you with customers ready to explore a sales conversation
Playbook
At-a-Glance
Call Guide
Introduction, reminder, and rejection emails
Step 2: Network Assessment Assets Materials to help customers not ready for a sales
conversation, but are interested learning more about routing solutions applied to their network
-
Campaign Assets How to use this package
Step 3 (Part 1): Seminar-in-a-Box Assets Materials to help with small groups of customers still in need or more education about wired and wireless solutions
Training Guide In
vite
, rem
inde
r, th
ank-
you,
and
miss
ed-y
ou e
mai
ls
Customer presentations
-
Campaign Assets How to use this package
Invite, reminder, and thank-you emails for a virtual event
Step 3 (Part 2): Virtual Event Assets Materials to help with large group of customers still in need or more education about routing solutions
-
Reasons to Call Your Customer Special Offers Available Now
Smart Business Architecture 4500E Wireless Controller Bundle
Up to 28% discount compared to buying individually: Catalyst 4500E Chassis One Supervisor IP Base software One Gigabit Ethernet Fiber line card One 5500 Series Wireless Controller
Catalyst 4500 Series PoE+ Ready Bundles
Up to 44% discount compared to buying individually: One chassis One supervisor Cisco IOS LAN Base image One or more PoE+ line cards
Catalyst 4500E Supervisor 7E with NAM Bundles
Up to 27% discount on Cisco Catalyst 4500E Supervisor 7-E with Network Analysis Module bundles for campus deployments
Additional trade-in credits for outdated or competitive technology, network management trials, and other Borderless Networks offers are also available!
-
Customer Calls-to-Action
Borderless Networks Business Benefits Toolkit
Cisco EnergyWise Business Value Calculator
Cisco Wireless Solution ROI Calculator
CleanAir Online Demo
White papers and third-party testing reports
-
Customer Calls-to-Action
Borderless Networks Business Benefits Toolkit
Cisco EnergyWise Business Value Calculator
Cisco Wireless Solution ROI Calculator
CleanAir Online Demo
White papers and third-party testing reports
-
Customer Calls-to-Action
Borderless Networks Business Benefits Toolkit
Cisco EnergyWise Business Value Calculator
Cisco Wireless Solution ROI Calculator
CleanAir Online Demo
White papers and third-party testing reports
-
Customer Calls-to-Action
Borderless Networks Business Benefits Toolkit
Cisco EnergyWise Business Value Calculator
Cisco Wireless Solution ROI Calculator
CleanAir Online Demo
White papers and third-party testing reports
-
Customer Calls-to-Action
Borderless Networks Business Benefits Toolkit
Cisco EnergyWise Business Value Calculator
Cisco Wireless Solution ROI Calculator
CleanAir Online Demo
White papers and third-party testing reports
-
Opportunities for You Profitability Programs for our Partner Community
Borderless Access Program
Provides protection and promotional discount incentives for partner who actively identify, develop and win opportunities. Up to 55% & 57% discount for orders with both switching and wireless products on a single order
Fast Track 2 Program Improve your deal flow and revenue potential by getting fast quotes, competitive pricing, and quick availability on high-volume network products.
Opportunity Incentive Program and Value Incentive Program
Protection and promotional discount incentives on certain new business findings, and rewards for comprehensive business focused on three major architectures.
Trade-in Accelerator Program and Technology Migration Program
Financial incentives to migrate older equipment, and effectively allowing partners to protect their margins
-
Reduction in IT man hours by ~4000/year
Payback (EnergyWise) on investment in less than 12 months
OpEx Savings Rapid ROI
Voice/Video
Security
Green
Mobility
Cisco Borderless Network Services Deployed
Cisco ACS for consistent identity management
Brunel University: Background 3500 staff; 14,500 students World class university in West London
Pilot program yielding 20-30,000 annual energy savings
Green
EnergyWise for lowering energy consumption
Medianet to support Video on campus
CleanAir pilot for RF interference mitigation
Customer Testimony Energy savings with Cisco Switching
Manage influx of student devices. Simplify device registration, maintain identity, eliminate rogue devices
Green initiatives
Key Challenges
Why Cisco Standardize on a single architecture to meet all their wired, wireless and security needs while simplifying deployment of solutions and supporting initiatives such as Green and Mobility
-
2 3 1
Vehicle tracking system allowed reallocation of two service professionals
improve our employees' productivity by enabling them to work anywhere at any time, without sacrificing our security policies.
Lower operational costs of wireless troubleshooting
Mission critical wireless network for students and staff
Context-Aware AnyConnect Secure
Mobility CleanAir
Technology
Customer Testimony Winning with Cisco Wireless
-
Slide Number 1Slide Number 2Slide Number 3Slide Number 4Slide Number 5Slide Number 6Slide Number 7Slide Number 8Slide Number 9SUSTAINED AVAILABILITY of 450Mbps RatesCompared to 3 Spatial Stream 3x3 MIMO Access Points Slide Number 11Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27Slide Number 28Slide Number 29Slide Number 30Slide Number 31Slide Number 32Slide Number 33Slide Number 34Slide Number 35Slide Number 39Slide Number 40Slide Number 41Slide Number 42Slide Number 43Slide Number 44Slide Number 45Slide Number 46Slide Number 47Slide Number 48