Get Your Head in the Cloud with Cisco Cloud Networking Learn How and Why to Sell Cisco Meraki Brian Avery Territory Business Manager, Cisco Ben Stafford, Product Sales Specialist, Cisco Sep 15th, 2015

Welcome and Agenda Welcome to sub-250 Tuesday! The sub-250 Opportunity Why Cloud Networking Now? Cloud Networking Overview Cloud Networking Deep Dive Conclusion, Call to Action Brian J Avery Territory Business Manager Florida Territory Commercial bravery@cisco.com Priors: Cisco Sales and Channels (10 yrs) President and CEO (6 yrs) Cisco Premier Partner Director of Sales (2 yrs) Cisco Silver Partner Financial Analyst (7 yrs) Sprint Corporation

What Is…

What is sub-250 Tuesday? A monthly partner briefing series designed for Cisco Commercial SMB partners Learn about Cisco products and solutions for the SMB market of companies under 250 employees Sessions will cover product features, benefits, selling strategies, and more! Next sub-250 Tuesday Catch up to the 21st Century with Cisco Collaboration Solutions for SMBs Tuesday Oct 13th, 2015 at 10:30 ET Check http://cs.co/sub250 for registration links and replays

The sub-250 market - it’s HUUUUGE! The Fun Spot

The Opportunity Over 6.0 million companies in the US The SMB market is defined as 1 to 250 employees Over 6.0 million companies in the US 97% of employees work in this segment US Census - http://www.census.gov/econ/smallbus.html SBE Council - http://www.sbecouncil.org/about-us/facts-and-data/

Cisco Commercial Sales Breakdown SMB Geo 1 – 100 employees Approx. 2,200,000 accounts 100 – 250 employees Named Accounts Approx. 150,000 accounts Mid-Market 250+ employees Named accounts Approx. 50,000 accounts This slide illustrates the incredible opportunity that exists in the SMB and non-named space for Cisco products and to show the focus and responsibility of the SBAM team. Cisco’s Penetration Ratio: 15 – 30%

The BENEFIT OF PROXIMITY Drive Time Radius How many businesses are within five miles of your office? In most metropolitan areas, there are between 750 – 2,000 commercial SMB businesses within FIVE MILES of a partner’s offices How many of these businesses know you even exist?? The BENEFIT OF PROXIMITY

Why Cloud Networking Now?

Today’s IT Reality Too much complexity. Too hard to change. The business is frustrated. IT is frustrated. A new approach to network management is required. The evidence is overwhelming; today’s IT operations are hindered by a combination of complexity--built organically, application by application, over years—and the inflexibility and fragility caused by that complexity. In the meantime, the velocity of business innovation has accelerated, and business is hungry to meet new opportunities and challenges as quickly as possible; yet, it is impossible for IT to meet this demand within the constraints of existing systems. The result is a determined search for a new way to enable trusted application and service delivery with both the speed and sophistication that meets business demand.

99% of “things” are unconnected We Are Entering the Age of Internet of Everything The Network is the Platform to Connect the Previously Unconnected 99% of “things” are unconnected By 2016 To Solve for IoE the Network must Unify for Scale and Performance Devices 25+ Billion devices 7.2+ Billion population ~3.47 devices average per user Traffic 50+% will be wireless 50+% will be video 50+% Cloud based We Are Entering the Age of the Internet of Everything The Network Is the Platform to Connect the Previously Unconnected 7B people in the world, 5B cell phones, 2B broadband connections, and 1B people on facebook and twitter 13 Billion Devices Connected Today, 2 per Person By 2020, 50 billion devices will be connected to Internet…6 devices per Person By the time we are done with this presentation, 6,000 tablets will have been sold Total content of 1 zettabyte will flow through the network by 2020 (10 21st power) By 2014, video will quadruple all IP traffic 70% of the world’s mobile traffic will be video by 2016 Enterprise-class cloud technology will be used by 70% of enterprises by 2012 78% of enterprises will be pursuing a private cloud strategy by 2014 *Cisco VNI Study 2012

Unified Access: Traffic Trends By 2016, Fixed/Wi-Fi IP Traffic Will Surpass Fixed/Wired IP Traffic ``` Mobile Data (70% CAGR) Fixed/Wired (20% CAGR) Fixed/Wi-Fi (34% CAGR) 53% Petabytes per Month 40% 7% Source: Cisco VNI Global Mobile Data Traffic Forecast, 2012–2017

Cloud Networking Overview Ben Stafford Account Manager and Product Specialist

Cisco Meraki: Bringing the cloud to small business networks Meraki MS Ethernet Switches Meraki MX Security Appliances Meraki MR Wireless LAN Meraki SME Mobile Device Management The Cisco Meraki portfolio of networking devices are centrally managed from the cloud. This feature-rich, easy-to-use cloud architecture enables customers to solve new business problems and reduce operating costs. -Manage your entire network from a single dashboard -Control users, applications, and devices -No controller hardware or management software to install and maintain -Secure (PCI and HIPAA-compliant) cloud infrastructure -Scales from small sites to million-user deployments

Why Sell Cisco Meraki? A $1B run-rate for Cisco Over 80% year-over-year growth Added 25,000+ accounts in FY’15 and 11,000 of those were net-new. AND Lot’s of awesome stuff coming too: Stackable switches 802.11ac wave 2 AMP and more on the MX appliance Something new in CY16 Meraki’s growth inside the Cisco portfolio has been tremendous.

This is Cisco’s Chief Development Officer Pankaj going over the solution spotlights for FY16 at our global sales conference the 1st week of sept. He is responsible for leading the development and execution of Cisco's $36.3 billion technology portfolio across a global team of more than 28,000 employees. You can see that Meraki is a huge push along with security and collab

Networking Solution Options Wireless Aruba, Aerohive, Ruckus Switches Juniper, HP Security Fortinet, Sonicwall MDM Mobile Iron, Air Watch Meraki provides a complete solution right out of the box (all features are included) We have a high feature development velocity. All future features are pushed out to customers via zero-touch firmware updates, for FREE We gives you the ability to manage your entire LAN (Wireless, Switching, Firewall and MDM) in a single pane of glass We want to simplify our partners and customers needs by having you’re entire LAN with one product all centrally managed.

Portfolio Overview Looking at the Meraki portfolio stack we’ve got wireless AP’s, switches, security appliances and mobile device management

MR Wireless Indoor APs MR18 MR26 MR32 MR34 Outdoor APs MR62 MR66 MR72 2 Stream Triple-Radio 802.11a/b/g/n 600 Mbit/s 3 Stream Triple-Radio 802.11a/b/g/n 900 Mbit/s 2 Stream Triple-Radio 802.11ac 1.2 Gbit/s 3 Stream Triple-Radio 802.11ac 1.75 Gbit/s Outdoor APs MR62 MR66 MR72 Single-Radio 802.11b/g/n 300 Mbit/s Dual-Radio 802.11a/b/g/n 600 Mbit/s 2 Stream Triple-Radio 802.11ac 1.2 Gbit/s The Cisco Meraki wireless solution includes a complete, robust feature set right out of the box. 100% cloud managed for faster deployment, simplified administration, and richer visibility. We have indoor and outdoor including our brand new MR32 and MR72 which are both 802.11ac and have bluetooth

CMX Functionality out of the box -or- Highly Customized Nearby and on-site foot traffic determines “capture rate” Compare locations or groups of sites Location server Probing and associated clients RTLS/Location External Captive Portal Syslog Event Server Client re-direct SAML SSO provider High-precision dwell time Cisco's location analytics and engagement solution CMX is a platform that can be leverage with both the on-prem Cisco wireless solutions as well as the Meraki cloud managed platform. The exact configuration varies, but the concept is the same. With Meraki, there are two ways to use the platform: Out of the box. For many mid-size customers without sophisticated marketing or software teams, our our of the box CMX data provides them way more insight than they would otherwise get. For many distributed retailers, restaurant chains, etc, this functionality is a huge differentiator and drives the sale. Using the APIs available to create custom solutions. Some details here … First-time, occasional, and regular visitors

Facebook WiFi = Insights Provide a better user experience and increase brand exposure using your guest WiFi. This feature lets your customers connect to WiFi by checking in on Facebook, using your organization’s Facebook Page as a splash page. Facebook provides about your Page and on check-ins — statistics like the age and gender of those groups of people connecting. This helps you understand more about your audience, which can help you tailor customer experience and advertisements.

Application visibility indicates online marketing potential Meraki's integrated Layer 7 fingerprinting and application QoS automatically identifies and controls hundreds of applications, from business apps to BitTorrent and Netflix. With this feature, you gain control over network traffic by prioritizing critical apps like VoIP, while throttling or blocking high bandwidth consumers like Netflix and BitTorrent. Marketing orgs can leverage this tool to better understand their end customer behavior.

Wireless feature velocity Enterprise features driven by deal demand Innovative features that redefine the industry standard 2013-2015 Distributed layer 3 roaming Floor-plan / Google Maps alignment 802.1x RADIUS proxy 802.11r and 802.11k Network reporting by tag Live VLAN debugging tools Hotspot 2.0 for Wi-Fi offload 2.4 GHz SSID only Enhanced AutoRF Flexible bit rates CMX API v2 Client load-balancing December 2013 March July December 2014 Enterprise features driven by deal demand Innovative features that redefine the industry standard As you all know, maintaining feature velocity helps us deliver ongoing value over the life of our products. Strong focus in recent months on RF fundamentals, bluetooth to go along with the new MR32/MR72 platforms

Bluetooth and Beacons Bluetooth: short-range wireless technology found in smartphones, headsets, &c. Bluetooth Low Energy (BLE) for low-power, low-throughput applications Beacons use BLE for location services like asset tracking, mobile commerce, and nav iBeacon is Apple’s BLE trademark Fast becoming the alternative to WiFi for location services MR32, MR72: Integrated Bluetooth to drive location trends Meraki MR32 and MR72 access points include high performance 802.11ac WiFi, a dedicated security radio, and something extra: Both APs incorporate a dedicated Bluetooth radio and antenna, extending the power of location awareness and returning meaningful value to customers. The MR32 and MR72 APs enable customers to begin developing practical applications for BLE devices. These can be broadly categorized into ‘push’ applications, where the AP informs an aware device that it is in a certain location, or ‘pull’ applications, where the AP listens for beacons and uses this information to assist with asset tracking and control through the dashboard. Location analytics based on BLE generally work on an opt-in basis, with the consumer enticed via an app which leverages location for mutual benefit.

Use Case: Location Engagement with Beacons Better consumer experience with opt-in mobile app integration Seamless site-wide deployment by integrating Beacons into the AP Increased customer visibility with both WiFi and Bluetooth analytics built-in BLE – aimed at providing novel applications in healthcare, entertainment, fitness, and more. - at a significantly lower power Increase visibility of customer trends with built in analytics of WiFi and Bluetooth devices

MX Next Generation Security Appliances Security NG Firewall, Site-to-Site VPN, Client VPN, IDS Networking NAT/DHCP, Routing, Link Balancing Application Control Traffic Shaping, Content Filtering The Meraki MX Security Appliances do so much more than just act as a firewall. -Auto VPN (where you don’t need static IP for your branches, or to learn routing protocols/monitor VPN tunnels -IDS/IPS Required for PCI- we use the best in the industry-Sourcefire engine -Anti-virus / anti phishing- again the best in the industry in Kaspersky -Content Filtering- 90 categories containing 4 billion Urls which is required for CIPA- again the best in the industry in Brightcloud -Web Cashing- used for traffic between firewall and internet. It cashes large files so you don’t have to download again -Load Balancing / failover- doubles internet throughput 4G- great for backup circuits- this is great for new stores where there is no internet yet

Choosing the right MX for your environment Where Unique Features FW Throughput Small branches (~50 users) Wireless (MX64W) 100 Mbps MX64/64W Mid-size branches (~100 users) Large WAN Opt cache (1TB) 250 Mbps Z1 MX80 For teleworkers (1-5 users) Dual-radio wireless FW throughput: 50 Mbps Mid-size branches (~500 users) Gigabit uplinks Large WAN Opt cache (1TB) 500 Mbps MX100 High-speed uplinks Built-in redundancy Modular interface Large WAN Opt cache (1TB) Large branch/campus (~2,000 users) 1 Gbps MX400 High-speed uplinks Built-in redundancy Modular interface Large WAN Opt cache (4TB) Large branch/campus (~10,000 users) 2 Gbps MX600 All of our firewalls support 2 wan uplinks and a third 3g/4g cell uplink. They also offer link aggregation and failover along w/ HA. Our comprehensive Unified Threat Management MX64w sporting an 802.11ac radio for gigabit wireless. The MX64W is ideal for organizations managing multiple small branch locations that want rock-solid security and 11ac wireless (about 3 times faster than today’s 802.11n standard) in a single device. MX: Is a full stack replacement,. All devices support 3G/4G

Ironclad security Best IPS SOURCEfire IDS / IPS, updated every day Content Filtering 4+ billions URLS, updated in real- time Geo-based security Block attackers from rogue countries AV / anti-phishing Kaspersky AV, updated every hour PCI compliance PCI L1 certified cloud-based management

Auto VPN No static IP for your branches- No learning routing protocols or monitoring vpn tunnels- autimatically fails over to 4g. Great for new stores that don’t have internet yet.

Feature updates Datacenter redundancy MX warm spare failover 1:many NAT Geo-based ACLs Possible to cut this slide

Meraki and IWAN Transport Independence Application Optimization Need screenshot Transport Independence Application Optimization Intelligent Path Control Secure Connectivity App visibility & control (Meraki dashboard, group-based policies, traffic analytics) Application QoS & bandwidth optimization (Traffic shaping) IPsec overlay (Auto VPN) Scalable (cloud architecture) Traffic distribution over multiple pathways Uplink chosen by link latency, data loss, etc. (PfR, aka performance-based routing) Uplink assigned by traffic protocol, subnet, source, destination, etc. Intuitive, automatic, scalable VPN solution to connect remote branch sites (Auto VPN)

New IWAN features for the MX Performance-based routing Ensures the best uplink is used based on latency and loss metrics Dual-active path: Active-active VPN + VPN Active-active VPN + MPLS Policy-based routing (PbR) : Allows uplinks to be intelligently assigned based on traffic protocol, subnet, source, destination, etc. PbR won’t be per-application for Meraki (unlike Cisco, which supports this). Dual-active VPN enables two separate VPN uplinks, with automatic failover.

MS Access Switches Switch highlights Voice and video QoS Layer 7 app visibility Virtual stacking PoE / PoE + on all ports Remote packet capture, cable testing Fastest Growing Meraki Product in % Bookings Gigabit edge switches in 24 and 48 port configurations with available PoE/PoE+ Layer 2 and 3 options Primary Differentiators: Virtual Stacking, visibility and live tools The Cisco Meraki MS is the industry’s first cloud managed switch, combining the benefits of cloud-based centralized management with a powerful, reliable access platform. With cloud management, thousands of switch ports can be configured and monitored instantly, over the web. Provision remote sites without on-site IT, deploy network-wide configuration changes, and easily manage campus and distributed networks without training or dedicated staff.

Traditional Switch Deployment The Plan The Reality Data Voice P.O.S. AP’s

The right MS for your customer’s environment MS220/2960X MS320/2960XR MS420/4500-X Layer 2 Gigabit SFP uplinks Supports rack-mounted RPS 23001 Integrated fans 8, 24, 48 port models Layer 3 10Gb SFP+ uplinks Hot-swappable, redundant PSU (with integrated fans) 24, 48 port models Layer 3 10Gb SFP+ interfaces Hot-swappable, redundant PSUs Field-replaceable fans Management port 24, 48 port models Ideal for: — Access switching at branch sites — Deep visibility into clients, applications — Energy savings (PoE/PoE+ models) Ideal for: — Mission critical access switching — Fast uplink requirements — High availability environments — Next-generation 802.11ac wireless (MR34) — Deep visibility into clients, applications — Energy savings (PoE/PoE+ models) Ideal for: — Campus aggregation switching — Unified management from access to aggregation layer — Space-constrained locations NOTE: L3 — make sure to call out “static routing and DHCP helper” at launch but OSPFv2 will come soon as feature update. 1. Except MS220-8/P

Feature updates VRRP – Redundancy & Resiliency OSPF - dynamic routing Access Control Lists – Security DHCP Server & Failover IPv6 L7 Traffic Analytics

New Feature - Topology Network Topology Meraki MS Switches include dynamic network topology that automatically maps network architectures, showing how Meraki security, switching, and wireless devices are connected. Network topology automatically maps network architectures, showing how Meraki security, switching, and wireless devices are connected—including redundant links

Systems Manager Mobile Device Management Feature highlights Centrally Manage Devices Remotely Deploy Apps Enforce Restrictions Rapid Provisioning Asset management Remote Troubleshooting and Device Wipe Device Management controls iOS, Android, Chromebook, Mac, and Windows devices Cloud-based - no on-site appliances or software, works with any vendor’s network Unify management and control of thousands of mobile and desktop devices in the secure, browser-based Meraki dashboard. Drive your organization’s mobility initiatives by seamlessly onboarding new devices and automating application of security policies. Some of the features include: Centralized Cloud Management- Network Settings Deployment- device location- app deployment- remote troubleshooting- device and data restrictions- rapid provisioning-and network integration This is Cisco’s only MDM solution and has an enormous focus this year on Software.

New Systems Manager features over the last year 2014 Apple DEP support Active Directory enrollment security SM iOS app backpack Enterprise app support VPP managed distribution Systems Manager Sentry Cisco VoIP OS Fingerprint MDM agent for OSX Client side certificates Dashboard mobile app Sept Nov March May Enterprise features driven by customer demand Innovative features integrate with Meraki networking products

Cisco’s new mobility solution: Systems Manager Meraki Systems Manager Cloud Managed Mobility Management Provision, monitor, and secure mobile devices Flexible, easy provisioning Centrally scale 100,000s devices worldwide Auto-tagging, dynamic security compliance Integrate seamlessly with the rest of your Cisco network

Meraki Portfolio: Standalone and integrated solutions Retail Site-to-site VPN Cloning configurations Cloud CMX analytics Tablet management Hospitality Content filtering Virtual stacking High-density WiFi Application management Corporate Office IPS w/ Sourcefire Layer 3 and redundancy BYOD policies Security policy enforcement MX Security MS Switching MR Wireless SME Mobility Here are only 3 of many business segments we sell into in reference to SMB. This shows different needs and use cases for each segment that Meraki has solutions for. They’re all out of the box in which all the features are provided and new features are continually being pushed out through the cloud.

Better value in selling the stack Dashboard is incredibly “sticky” Wired + MDM product revenue is growing explosively Multi-product deals create more revenue Average single-product deal size Average multi-product deal size 50x We use a term called selling the stack. 80% of Meraki customers have more than 1 product line. It’s very easy to sell not only switches but security and wireless when showing the simplicity of the management. You can see that the average multi-product deal size for Meraki is 50x as compared to 1 product line.

Comprehensive IT solutions for the modern network + + + Comprehensive IT solutions for the modern network #fullstack #nostoneunturned #happyselling

Conclusion

Cisco Meraki Hosted Sales Webinars

Cisco Meraki Lead Gen Portal www.merakipartners.com

Free trials available Try Cisco Meraki with no risk or commitment Complimentary technical assistance available Start eval at meraki.cisco.com/eval

Get Started in Four Easy Steps Register for the Cisco Meraki Partner Program: https://meraki.cisco.com/partners Cisco registered partners automatically qualify! Get Trained! CMNA Sales & Technical Training on the Portal Use the webinar lead gen tools on https://meraki.cisco.com/partners Dashboard demos & the free trial program are a great way to start

Cisco Partner Relationship Levels Certified Partner Benefits Increased Profitability Deal Registration! Marketing Support Partner Support Product access Gold Silver Premier Select Registered Certified Partners Explain how Cisco sales teams are segmented by customer type and size – Small Business is a part of Commercial.

Become a Cisco Select Partner in Three Steps View the Step-by-Step Guide for becoming a Select Certified partner Take the two online tests: SMB Solutions for Account Managers (700-505) SMB Solutions for Engineers (700-501) The same individual can fill both the account manager and engineer roles! Register using the Certification and Specialization Application (including Partner Registration).

Get Engaged with Distribution!! Avnet, www.ats.avnet.com (888) 636-3658 Comstor, www.comstor.com (877) 937-8737 Cisco Desk - ext. 51131 D&H, www.dandh.com (800) 877-1200 Cisco Desk - Option 4, Extension 6630 Ingram Micro, www.ingrammicro.com (800) 456-8000 Cisco Desk – x76741 KBZ, www.kbz.com (855) 522-2066 Scansource, www.scansource.com (800) 944-2432 Tech Data, www.techdata.com (800) 237-8931 Cisco Desk - x77776`

Call to Action Invite Your Customers to the next CCE Event Next event – Wednesday Sep 23rd @ 1:30 p.m. Get Your Head In The Cloud with Cisco Meraki Cloud Networking Registration link | Invitation: HTML | OFT   Invite your customers to attend and we will notify you if they do! Access registration links, replays at: http://cs.co/cisco101

Join Us Again! Next sub-250 Tuesday Catch up to the 21st Century with Cisco Collaboration Solutions for SMBs Tuesday Oct 13th, 2015 at 10:30 ET Check http://cs.co/quickhit for registration links and replays