Unified Access Sales Salient Points

Unified Access Sales Salient Points
November 2012

How to use this tool… You have to be proactive as the Access Network market is changing quickly and the competition is fierce… … know the salient points in this tool – review before a meeting… …start the conversation on the salient points in this tool… … be prepared for the objections that may come up… … know and believe that Cisco is significantly ahead of the competition in converging the Access Network to handle BYOD at scale… … know and believe that we can win both green and brown field opportunities in LAN and WLAN because of the rate of our innovation and flexibility of the portfolio…

Global IP Internet Traffic Trends
By % of IP Traffic will originate on Wi-Fi Visual Networking Index

Cisco’s Unified Access / BYOD Innovations
Control and Visibility for IT—Predictability for Users Functionality that delivers Predictability for Users… Applications that return Control & Visibility to IT… 802.11ac First to announce ac commitment and timing Who? What? When? Where? How? CleanAir Chip level automatic interference mitigation ClientLink Chip level automatic electronic beamforming VideoStream LAN multicast efficiency over a WLAN Radio Resource Management ISE Advanced RF Shaping and Management TrustSec - Secure Group Access Simplified user and resource based segmentation – independent of topology Application Visibility & Control Identify, analyze, and optimize application traffic Stateful Switchover Sub second WLAN & LAN convergence Bonjour Directory Services Layer 2 (mDNS) discovery and advertisement Prime AnyConnect Always-On context-aware VPN connectivity

802.11ac 802.11n 802.11ac Band 2.4GHz and 5.0GHz 5.0GHz only PHY Rate 65 Mbps—600 Mbps 290 Mbps—6.9 Gbps MAC Throughput 45 Mbps—420 Mbps 194 Mbps—4.8 Gbps Spatial Streams 4 8 Modulation 64 QAM 256 QAM Channel Width 20 or 40 MHz 20, 40, 80, *80+80, 160 MHz 6900 6900 8 Spatial Streams 3500* Std Max 1300 1730* 600 Product Max 870 3 Spatial Streams 450 Typical 290 290 300 Minimum 1 Spatial Streams 65 54 24 Gigabit Ethernet Uplink 2 Gigabit Ethernet Uplinks 11 2 802.11ac Wave1 802.11ac Wave2 802.11 802.11b 802.11a/g 802.11n 1997 1999 2003 2007 2013 2014 * Assuming 160 MHz is available and suitable

Cisco Differentiation:
What to say: Optimized for 5.0 GHz and to deliver Gigabit Wi-Fi 802.11ac is backwards compatible to 5.0GHz n iPhone5 has set the course now that it has 5.0 GHz 802.11ac is the most efficient Wi-Fi standard to date 802.11ac will be rapidly adopted by smartphones/tablets Cisco Differentiation: Cisco has committed and announced an ac strategy - competitors are stalling Cisco led the standard creation for ac - competitors had no leadership role Cisco has a modular access point for ac - competitors have no solution Cisco has radio-steering to optimize for ac - competitors have no solution Cisco offers investment protection with AP competitors are a rip and replace Cisco will be the first Wi-Fi Certified ac AP – competitors will significantly lag Cisco

Objections to be prepared for:
“I can wait to implement ac, clients will not be available very soon…” FACT: Chipsets for client devices are already available and are expected to be integrated in high end consumer devices as early as the coming holiday season – fast forward and we could see ac in the spring releases of laptops, tablets, and smartphones “I will wait for Wave 2 and skip Wave 1 entirely…” FACT: Wave 1 will enjoy a long period of effectiveness because it will deliver increased speed and power savings for all devices using a single spatial stream and the AP will not require a second 2 Gigabit Ethernet uplink to be installed – thereby making it a cost effective solution for the next several years. Click to view VoD that explains ac Click to view ac whitepaper by Cisco Click to view ac blog by Cisco

Cisco’s CleanAir Technology
Industry’s First Chip Level Proactive and Automatic Interference Protection BEFORE Wireless interference decreases reliability and performance AFTER CleanAir mitigates RF interference improving reliability and performance AIR QUALITY PERFORMANCE AIR QUALITY PERFORMANCE Wireless Client Performance Cisco CleanAir–Improves Performance and Predictability

Cisco Differentiation
What to say: You cannot predict interference with your Wi-Fi network Interference monitoring shouldn’t impact performance Mission critical networks require CleanAir The Air is now an extension to the Wired network Networks should proactively and automatically, detect, identify, classify, locate, and mitigate interference – improving predictability and performance Cisco Differentiation CleanAir is based on inline dedicated hardware – competitors are primarily software based CleanAir operates continuously - competitors time-slice between clients & Spectrum Analysis CleanAir correlates across multiple APs - competitors cannot correlate between APs CleanAir with MSE provides historical view - competitors only provide a transactional view CleanAir definitely mitigates real-world interference – competitors can only do a basic demo

“We’ve done fine so far without this. Why do we need this?” FACT: As more users put more devices and spend more time on the WLAN their “experience expectation” is closing the gap with Wired. Interference is the single largest WLAN performance detractor and CleanAir will proactively and automatically close that gap in providing the same LAN experience on the WLAN. “The Spectrum Intelligence in Atheros chipset is good enough...” FACT: Atheros Spectrum Intelligence happens in-line and impacts performance and is only capable of reacting on a per AP basis, whereas CleanAir can ascertain and correct across an multiples APs. Click to view 2 minute VoD for CleanAir Click to view CleanAir whitepaper by Cisco Click to view CleanAir At A Glance

Cisco’s ClientLink/ClientLink 2.0 Technology
Advanced Beam Forming Technology Improves Wireless Client Performance BEFORE Beam not directed towards clients resulting inconsistent performance AFTER Beam directed towards client resulting in consistent experience and better performance 802.11a/g (ClientLink) 802.11a/g/n (ClientLink 2.0) 802.11a/g (ClientLink) 802.11a/g/n (ClientLink 2.0) Wireless Client Performance X Beam Strength Beam Forming 802.11n 802.11n Cisco ClientLink—Improves Predictability and Performance

What to say: ClientLink = more bars everywhere for everyone ClientLink = improves client battery performance ClientLink = automatically fills in coverage gaps Extends the operating life of legacy clients Chip level innovation - proactive and automatic – electronic beamforming - improves both upstream and down stream performance - does not require client side software or hardware changes – improves predictability and performance Cisco Differentiation: ClientLink improves performance for all clients - competitors benefit select clients only ClientLink improves battery life for all clients – competitors benefit select clients only ClientLink is chip-level innovation - competitors are software or proprietary hardware ClientLink is electronic beam-forming - competitors are directional or beam switching ClientLink automatically fills in coverage gaps – competitors require manual adjustment

“Does this only work one client at a time or many clients at the same time?” FACT: ClientLink is proactive and automatic and it benefits all clients all the time.. “Doesn’t “airtime fairness” keep legacy clients from slowing n clients down.” FACT: Airtime fairness only benefits newer and faster clients and penalizes legacy clients, whereas ClientLink improves the performance and reliability of both new and legacy clients. Click to view 2 minute VoD for ClientLink Click to view ClientLink At A Glance Click to view ClientLink whitepaper

Cisco’s VideoStream Technology
Wired-like Video Delivery over Wireless BEFORE Manual RF Management AFTER Dynamic RF Management Global Enterprise CEO Meeting M&A Negotiation Sports Event CEO Meeting M&A Negotiation Sports Event Cisco VideoStream—Improves Predictability and Performance

What to say: VideoStream = Wired multicast over WLAN VideoStream = Multicast to Unicast conversion at AP VideoStream = 8 levels of Stream Prioritization Resource Reservation prevents over-subscription VideoStream is unique in the WLAN industry as it operates just like Wired multicast – it delivers multicast packets to only those who have joined the stream – multicast packets are delivered at higher individual data rates instead of the lower broadcast rates – it allows for 8 levels of stream prioritization and eliminates oversubscription via RRP – improving predictability and performance. Cisco Differentiation: Cisco supports the most iPads on a single AP - competitors support 50% less Cisco is 193% better when running 2Mbps Video to iPads - competitors are no match Cisco is 157% better when running 5Mbps video to iPads – competitors are no match

“We are not pushing video over WLAN, so I am not sure this would help me…” FACT: Video traffic is increasing dramatically. It is estimated that by % of enterprise traffic will originate on the WLAN and that as much as 50% of it will be video. “Other vendors are optimized for multicast as well…” FACT: Their recent efforts at optimization were a reaction to our long standing lead in this capability. We have tested against all other competitors and we continuously outperforms their efforts and preserve precious bandwidth on your network.. Click to view 2 minute VoD for VideoStream Click to view VideoStream At A Glance Click to view High Capacity video challenge

Cisco’s TrustSec & Secure Group Access
User and resource based segmentation – independent of topology BEFORE Interface-based segmentation AFTER User and Resource based segmentation Individual Users Permissions Resources Intranet Portal Server Financial Servers Patient Records Doctor Web IMAP No Access Web File Share Finance IT Admin Web, SQL, SSH Full Access SQL Doctors D1 ( ) S1 ( ) Patient Records D2 S2 ( ) D3 ( ) Finance S3 ( ) Intranet D4 Simple Simplifies ACL creation Simple Simplifies ACL management Simple SGA provides user and resource based segmentation - independent of topology D5 ( ) IT Admins S4 ( ) D6 Finance Cisco SGA—User & Resource based Segmentation

What to say: TrustSec/SGA = makes secure BYOD a certainty TrustSec/SGA = Simplified ACL creation TrustSec/SGA = Simplified Policy distribution TrustSec/SGA = Simplified ACL management Trustsec/Secure Group Access is a Cisco innovation that enables Layer 2,3, and 4 user and resource based policy segmentation – independent of network topology – improving the consistency and predictability of policy, while simplifying IT operations. Cisco Differentiation: Cisco simplifies and automates ACL creation and management - competitors require manual interface level configuration Cisco can create user and resource segmentation across both wired and wireless - competitors only offer wired or wireless segmentation Cisco can create user and resource segmentation independent of topology – competitors are constrained by topology

Objection to be prepared for:
“I have been hearing about TrustSec and Secure Group Access for several years with no products to support, why should we consider this now?” FACT: TrustSec/SGA is a hardware level innovation that took several years to be fully supported in the entire portfolio. With the advent of BYOD we accelerated our development and continue to enhance it at a rapid rate. Cisco has finally delivered TrustSec on all Wired (Catalyst) and Wireless (Aironet) product lines and is ready to deploy now. Our strong commitment to TrustSec is illustrated with the recent product introductions with the BYOD release and BYOD Cisco Validated Design. Click to view VoD for TrustSec/SGA Click to view TrustSec/SGA At A Glance Click to view TrustSec/SGA white paper

Cisco’s Application Visibility & Control
Identify, Analyze, and Optimize Application Traffic BEFORE Application View & Control based on L4 Firewall sessions AFTER Network Based Application Recognition - NBAR2 Deep Packet Inspection and App ID Wireless LAN Controller Visibility to the port level interaction but not the applications running within the port Improved Visibility & Control Real Time Interactive Non-Real Time Background HTTP = 75% SMTP = 15% FTP = 2% Telnet = 1% SNMP = 3% Traffic NBAR2 LIBRARY Deep Packet inspection POLICY Packet Mark and Drop First Generation Firewall View, Control and Troubleshoot - End User Application Experience FW L4 Session Visibility and Control Cisco WLAN AVC and Prime Assurance Provides Unparalleled Visibility & Control

What to say: Personal apps are impacting business applications IT needs to prioritize business critical applications Cisco delivers granular Application Visibility & Control AVC = end to end Application Visibility & Control AVC – end to end deep packet inspection AVC = granular view – control - troubleshooting of user application experience Cisco Differentiation: Cisco can detect 1,000+ applications - competitors detect less than 10 applications Cisco detects, drops, or deprioritizes personal applications such as Bit-Torrent, Facebook, Netflix, Pandora, Skype, and YouTube - competitors have no solution. Cisco has a dynamic application detection engine, new signatures are added with each release, custom signatures can be dynamically added in between releases - competitors must write manual per application detection algorithms that do not scale

“Going to this level of granularity of control will be cumbersome and even dangerous…” FACT: With the advent of the BYOD phenomena and the corresponding rush to have “an application for everything” it is not if, but when IT departments will have to guarantee performance on a select group of mission critical applications as they apply to their enterprise. Additionally, even now AVC can help you identify “abusive or unwanted applications” and mitigate their impact to you network. AVC is one of those “prudent” capabilities to understand and have at the ready for when a deep packet dive is called for. Click to view 2 minute VoD for AVC Click to view VoD demonstrating AVC Click to view AVC blog

Cisco’s Stateful Switchover
Sub second recovery / convergence for both WLAN and LAN BEFORE WLAN & LAN recovery / convergence times significantly different AFTER WLAN & LAN recovery / convergence times are both sub second N+1 Redundancy Provide Mission Critical Support High Availability AP State Sync AP Failover AP Resiliency WLAN 30+ second recovery / convergence LAN Sub second recovery / convergence WLAN Sub second recovery / convergence LAN Sub second recovery / convergence Cisco SSO—Improves Predictability

What to say: WLAN could take 30+ seconds to recover in the past SSO on LAN = sub-second recovery SSO now on WLAN = sub-second recovery SSO on WLAN includes both Controller and AP level SSO on WLAN will extend to the Client level in upcoming release Stateful Switchover on both LAN and WLAN is a requirement for delivering successful BYOD capability moving forward - users expect the WLAN to be as reliable as the LAN has become over the last two decades of improvements – the Access Network must operate at utility grade. Cisco Differentiation: Cisco delivers fastest recovery in the industry - competitors take 4X to 10X longer Cisco transfers security keys for seamless recovery – competitors still pondering how Cisco transfers RF information for seamless recovery – competitors are still pondering how Cisco can ensure NO SSID downtime - competitors struggle to compare

Cisco has always been expensive on the WLAN side with resiliency features…” FACT: We have refreshed all of our High Availability WLAN features to shorten our recovery times and reduce the initial and ongoing cost to our customers. We listened to your feedback and adjusted our portfolio accordingly as illustrated with the major improvements in the CUWN 7.3 release and those planned moving forward. . Click to view 2 minute VoD for SSO Click to view VoD demonstrating SSO Click to view SSO challenge Click to view SSO blog

Cisco’s Bonjour Services Directory
Apple Bonjour and other consumer protocol (mDNS) service gateway. BEFORE Isolated Apple Bonjour Network AFTER Bonjour Discovery, Advertisement & Policy HP Printer HP Printer Enterprise / Higher Education / K-12 Routed Network mDNS & Bonjour Services NOT Routed Routed Network X Apple TV Apple TV Apple TV Apple TV WLAN Controller mDNS Profiles Policy & Control WLAN WLAN Isolated Services No Network Policy L2 Only Service Cache and advertise VLAN and WLAN Policy Enforcement Services Across L3 boundary Cisco Bonjour Services Directory Apple Bonjour discovery, advertisement, and policy

Bonjour Logo What to say: Bonjour = is an Apple initiative Bonjour = Multicast Domain Name Service (mDNS) Bonjour = zero configuration networking Bonjour = plug and play devices and services Bonjour is Apple's ease-of-use initiative for Device and Service Discovery for MacOS and iOS devices. Bonjour enables automatic discovery for Apple applications such as iTunes, AirPlay, AirPrint, etc… and devices like Apple TV and AirPort. Cisco Differentiation: Cisco will be first to optimize Bonjour policy across WLAN, LAN, and WAN Cisco will integrate and control service directory advertisement across WLAN, LAN & WAN Cisco is the only company that can provide a holistic approach to Bonjour by: Directory Service Caching – mDNS discovery and time to live table of service advertisements. Service Reflection – cross subnet advertisement removing the L2 boundary for service discovery Unified Policy Integration – Leverage ISE end-to-end and manage access by who, what, and authorized service type.

Phase 1 Bonjour shipping with 7.4 Phase 2 Bonjour shipping with 8.0
Objection to be prepared for: Cisco cannot provide dynamic policy for Bonjour like Aruba can today…” FACT: We can assign policy to an SSID and VLAN today and dynamically assign users to a VLAN – effectively the same thing. In Phase 2 of our Bonjour Services Directory we will link to the Identity Services Engine, which will enable dynamic policy from a centralized source that can be distributed across the LAN and WLAN. Click to view VoD demonstrating Bonjour Click to view article on Bonjour

Cisco’s AnyConnect Technology
Industry’s First Context-Based and Persistent VPN Connectivity BEFORE Unmanaged devices— risk of data loss and lack of access AFTER Always-on VPN connectivity Mobile Worker Acceptable Use Access Control Data Loss Prevention Cisco AnyConnect—Always On VPN Connectivity

What to say: AnyConnect = Context-aware / Always On VPN AnyConnect = Extends corporate security to BYOD AnyConnect = broadest OS support in the industry Automatically selects the optimal network access Always On / Context-ware VPN that extends corporate security to the broadest selection of mobile devices in the industry – works with ASA, ISE, IronPort, and ScanSafe Cisco Differentiation: AnyConnect supports both SSL and IPSec – competitors make you choose one or the other AnyConnect supports the most operating systems - competitors struggle to keep up AnyConnect supports the most device platforms – competitors struggle to keep up AnyConnect supports Malware DLP support - competitors do not support Malware DLP AnyConnect feeds Intelligence back for threat correlation - competitors do not

“I already have a VPN client. Can I get the same benefits with Cisco’s AnyConnect client?” FACT: Feature for Feature Cisco AnyConnect is highly competitive and gaining market share, but its support for the broadest selection of mobile devices and ability to integrate with and extend the same policy applied to the LAN and WLAN to the VPN is unique. “I don’t want to manage client side software…” FACT: With the explosion of mobile devices the odds are that you will have to manage client side software sooner rather than later – do a demo / eval of AnyConnect and see how simple it can be. Click to view 2 minute VoD for AnyConnect Click to view AnyConnect At A Glance Click to view AnyConnect white paper

Identity Services Engine
Industry’s First Context-Based Wired+Wireless+WAN Policy/Guest Management BEFORE Separate policy and guest management AFTER Unified context-based policy management for employees and guests across the network Improved Control Who? What? When? Where? How? Account for every device and block unwanted devices AAA + Profiling, Provisioning, and Posturing = Secure BYOD Wired | Wireless | WAN Simple | Unified | Automated Cisco ISE–Provides Unparalleled Control

What to say: Simplify IT operations / make BYOD a success AAA and Advanced Guest Management Advanced Profiling, Provisioning, and Posturing Unified LAN and WLAN policy management Unique ability to centrally create policy and control the who, what, where, when and how a user and their devices access the network in one fully integrated application – only Cisco has fully integrated all these elements in to one application that scales. Cisco Differentiation Cisco ISE is the first fully integrated Policy Engine – competitors are in catch up mode Cisco ISE can onboard new users via the same SSID as authorized users - competitors require a separate and dedicated onboarding SSID Cisco ISE has a “My Device page” for self-provisioning - competitors are in catch up mode Cisco ISE enables TrustSec/SGA - competitors have no TrustSec/SGA equivalent Cisco ISE has MDM integration via a bi-directional API – competitors are in catch up mode

“I already have Active Directory for policy, why do I need another policy server?” Clarification: Then you have a headstart from a user perspective as Cisco ISE fully integrates with Active Directory. ISE extends the value of AD to effectively associate users to devices while applying highly granular profiling, posture assessment, and enforcement capabilities. “Doesn’t Aruba’s ClearPass do the same thing as ISE?” FACT: Aruba’s ClearPass is an amalgamation of products Aruba acquired in response to Cisco’s ISE and ClearPass is not fully integrated in to one application and each component has different scaling levels when it comes to number of clients, log sizes, etc., which can be problematic when building out a complete system. Click to view 2 minute VoD for ISE Click to view ISE At A Glance Click to view ISE white paper

Prime Infrastructure Single Pane of Glass View and Management of WLAN – LAN - WAN BEFORE Separated management AFTER Comprehensive user and Unified Access network Visibility & advanced troubleshooting WLAN Improved Visibility WLAN LAN LAN WAN WAN + Identity Siloed Inefficient Operational Model Repetitive Manual correlation of data Error Prone Consumes time and resources Simple Improves IT efficiency Unified Single view of all user access data Advanced Troubleshooting Less time and resources consumed Cisco Prime Infrastructure – Provides Unparalleled Visibility

What to say: Simplify IT operations / centralized management Single view of all access activity associated to identity Unified Wired+Wireless+Identity (IPv4 and IPv6) Eliminate siloed apps / manual correlation of data Fully lifecycle management – planning, discovery, inventory, configuration, monitoring, troubleshooting, optimization, remediation. Unique ability to visualize and manage a users multiple devices on separate network elements and map it to identity and their policy (IPv4 and IPv6) Cisco Differentiation Cisco Prime Infrastructure provides unmatched lifecycle management – competitors only have elements Cisco Prime Infrastructure has full 360° user troubleshooting with identity – competitors have no equal Cisco Prime Infrastructure has Service, Application, User, and Device level management – competitors have only user and device levels

“Cisco is my first choice for configuration, but not for management.” Fact: Cisco has had disparate management systems in the past with varying degrees of success. We listened to our customers, heavily invested and developed a new application fully integrated from the ground up to manage users in the new BYOD environment, with focus on user service and application management, and not just how to configure network elements. We took a full lifecycle view with a keen eye towards simplicity and IT work flows. A short demo will show you how far we have come from Cisco Works LMS and even WCS, and how much we have improved. Click to view 2 minute VoD for Prime NCS Click to view Prime Infrastructure datasheet Click to view Prime Infrastructure Lifecycle

Mobility Services Engine
Unified Access / BYOD Control and Visibility for IT—Predictability for Users Mobility Services Engine 3310 and 3355 Physical or Virtual Access Points 600 Series Teleworker 3500p Series Density 1550 Series Outdoor 1600 2600 3600 Indoor 3500 Wireless LAN Controllers 2500 Series WLC on SRE Identity and Policy Data Integration ISE NCS Physical or Virtual 5500 Series WiSM2 vWLC Distribution Switches 6500 Series 8500 7500 Access Switches Compact 3750-X/3560-X 2960-S 4500E

What to say: Best in Class / Best of Breed for 10+ years Broadest portfolio of Access Points / Controllers Broadest portfolio of Access Switches / Security Broadest portfolio of virtualized network components Ability to cost effectively say yes to more Use Cases Gartner Leader of Wired and Wireless Magic Quadrant Cisco Differentiation: Largest Unified Access development team and patent portfolio in the industry Chip-level innovation for RF shaping, analysis, and management Stateful Switchover - LAN (Edge, Distribution, Core) - WLAN ( AP, Controller) Comprehensive Policy and Network Management that simplifies IT operations Deep packet inspection - end to end Layer application visibility and control Basic to comprehensive BYOD solution sets for every vertical and market segment

Unified Access At A Glance Objections to be prepared for: “Cisco is too complex and requires too many boxes...” Fact: Do not confuse choice with complexity. Cisco puts the power of choice with the customer. Cisco’s Borderless Access / Mobility portfolio offers greater flexibility to cost effectively align use case to budget than competitive portfolios. With our latest release we introduced several of our major network components that were once “boxes” available virtually (WLC, ISE, PI, and MSE) “Cisco is not really a wireless specialist…” Fact: Cisco has the largest enterprise wired and wireless patent portfolio in the industry and has lead every major innovation wave in Access Networking for the last 15 years. More people wake-up everyday focused on Access Networking innovation at Cisco than any other company in the world. BYOD Solution Overview At A Glance Wireless Controllers At A Glance Wireless Access Points At A Glance Campus LAN Switches

Unified Access Review / Cheat sheet for one liners for each technology
802.11ac – first to announce and commit to ac development – Wave 1 AP ac module planned for calendar Q2 of 2013 CleanAir – chip level proactive and automatic interference detection, location, classification, and mitigation – improving performance and predictability ClientLink – chip level automatic electronic beamforming technology that benefits all clients all the time – improving performance and predictability VideoStream – highly reliable mechanism that consistently delivers superior video quality over WLAN – reducing bandwidth utilization by up to 30X TrustSec/Secure Group Access – simplified user and resource based segmentation – independent of network topology – simplifying IT operations while improving control and predictability Application Visibility and Control – end to end identification, analysis, and optimization of application traffic – simplifying IT operations while improving control and predictability Stateful Switchover – sub second recovery and convergence of both the LAN and WLAN – preserving layer 2 operations – simplifying IT operations while improving predictability AnyConnect – persistent context-aware VPN technology for the mobile worker – delivering Always-On VPN connectivity no matter what type of connection Prime Infrastructure – a single window pane view for managing and troubleshooting the Wired+Wireless+WAN network – simplifying IT operations while improving visibility Identity Services Engine – centrally create and apply context-based user, device, and group policies to Wired+Wireless+WAN – simplifying IT operations while improving control

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