1. 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

2. 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
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

3. What Is…

4. 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 for registration links and replays

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

6. 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 -
SBE Council -

7. 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%

8. 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

9. Why Cloud Networking Now?

10. 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.

11. 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

12. 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

13. Cloud Networking Overview
Ben Stafford
Account Manager and Product Specialist

14. 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

15. 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.

16. 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

17. 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.

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

19. 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 ac and have bluetooth

20. 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

21. 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.

22. 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.

23. Wireless feature velocity
Enterprise features driven by deal demand
Innovative features that redefine the industry standard
Distributed layer 3 roaming
Floor-plan / Google Maps alignment
802.1x RADIUS proxy
802.11r and k
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

24. 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 ac 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.

25. 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

26. 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

27. 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 ac 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 n standard) in a single device.
MX: Is a full stack replacement,.
All devices support 3G/4G

28. 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

29. 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.

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

31. 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)

32. 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.

33. 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.

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

35. 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 ac 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

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

37. 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

38. 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.

39. 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

40. 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

41. 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.

42. 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.

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

44. Conclusion

45. Cisco Meraki Hosted Sales Webinars

46. Cisco Meraki Lead Gen Portal

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

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

49. 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.

50. 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 ( )
SMB Solutions for Engineers ( )
The same individual can fill both the account manager
and engineer roles!
Register using the Certification and Specialization Application (including Partner Registration).

51. Get Engaged with Distribution!!
Avnet, (888)
Comstor, (877) Cisco Desk - ext
D&H, (800) Cisco Desk - Option 4, Extension 6630
Ingram Micro, (800) Cisco Desk – x76741
KBZ, (855)
Scansource, (800)
Tech Data, (800) Cisco Desk - x77776`

52. Call to Action Invite Your Customers to the next CCE Event
Next event – Wednesday Sep 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:

53. 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 for registration links and replays