1 Sales Accelerator summary Partner confidential Catalyst 9300 Sales Accelerator switching for an entirely new era of networking. The Network. Intuitive. Why your customer cares Why you should care Focus is shifting to delivering Security security and network management Evolving Security threats are becoming dynamic and pervasive and hidden in that is easy and efficient. encrypted traffic, with different security needs for proliferation of devices and users as well as threat detection. Catalyst 9000 is purpose built to support industry trends security, Mobility mobility, IoT and cloud. Wired/wireless deployments are a given. Client density, bandwidth scaling, Catalyst 9000 is DNA ready, converged management, advanced security, flexible uplinks and POE are must for new business environments.
2 Enabling your customers to scale to DNA capabilities when ready. IoT. Unprecedented automation, The exponentially growth of IoT devices will require unified network control, assurance and security more automation and more advanced security. capabilities give Cisco a Cloud significant competitive edge. Workloads are moving from private to public so IT can do more with less. This creates a need for SLA consistency across and requires new security and access control over the cloud. 2017 Cisco and/or its affiliates. All rights reserved. Sales Accelerator summary Partner confidential What are customers' What is your pitch? buying triggers? Your network needs to understand the world it is connecting.
3 But some switches were not designed to handle the security threats, evolving IoT and mobility integration that the network for today large and Enhanced integrated security in the small - is challenged by. network, segmentation and user-based policy enforcement (SD-Access led). Cisco Catalyst 9300 series switches are the next-generation in the legendary Catalyst family of enterprise LAN access, aggregation and core switches. Designed for an entirely new era of networking, New campus and/or branch build-out. these switches deliver stellar performance and functionality and extends Cisco's networking leadership IoT build-out within a campus or with breakthrough innovations in security, mobility, IoT and cloud.
4 Branch environment. With the new UADP ASIC, a new x86 based CPU with container-based app hosting and the Dense UPOE/PoE endpoints (Perpetual converged operating system, open Cisco IOS XE, the Catalyst 9300 Series delivers twice the PoE, Wave 2 AP's, video surveillance). performance of the 3850 Series, with comparable pricing, while adding a host of new features Reduce cost and complexity and functionality. And with new Cisco ONE packages and A la Carte subscription-based software simplify by automating. licenses, customers can purchase the features and capabilities they need while having access to Migration to new platform due to LDoS. ongoing innovation. Where is your opportunity?
5 Why Cisco? (competitive). Customers that have security as top of mind. Cisco-based networks have moved data for 80% of the Internet for the last three decades. But we Those exploring IoT deployments and PoE didn't just move it, we studied it, we worked to understand it and applied it in the network for today. within their campus ( video cameras, So when it came to designing switches for this new network, no one else does it better than Cisco. lighting, etc.). Ensure the investment your customers make is protected with the most advanced digital ready Customers needing higher performance switching platform on the market that only Cisco can deliver, including: to support their current and future access needs.
6 True differentiation with Security- advanced security capabilities that can help provide segmentation and micro segmentation, trustworthy systems, detect malware and threats on encrypted traffic. Need for high-density Wave 2 AP's. Scale for IoT Unique device identification capabilities to increase security, perpetual POE, Customers with installed base of Catalyst 2950, 2960, 3560X, 3750E. IEEE 1588/AVB as well as container based application hosting and software patching. Cloud readiness - A complete DevOps kit, ability to stream telemetry of locally enriched data and the ability to host cloud tethered, security or network applications. 2017 Cisco and/or its affiliates. All rights reserved.
7 Sales Accelerator summary Partner confidential Questions to ask What to sell (discovery) The Catalyst 9300 Series is Cisco's lead fixed enterprise switching access platform built for security, mobility, IoT and cloud and is the next generation of Industry's most widely deployed switching Are you deploying Wave 2 access points? platform. It consists of a range of 1G and mGig models, to fit different density and bandwidth needs. Do you have more IoT devices connecting Licenses: New flexible purchasing options with Cisco ONE and A-la-carte subscription-based to the network? software licenses, allowing customers to purchase the features and capabilities they need. Are you aware of persistent threats, from which perimeter security cannot protect you?
8 Offer structure (available in Cisco ONE and A-la-carte). What are you doing to identify attacks inside your network, considering many Advantage Essentials are encrypted attacks? Software Encrypted Did you know hackers modify the Defined Assurance Traffic Base Solutions Access Analytics Automation & Monitoring software on switches to monitor or change traffic? Cisco ONE Advantage Cisco ONE Essentials Are your application developers needing 3/5/7 year subscription 3/5/7 year subscription to interface with the network? Stealthwatch Subscription Your winning strategy Software ISE Base & ISE Plus Subscription ISE Base Subscription Start with the business outcome. DNA Advantage DNA Essentials Tie the sale to the broader initiative Subscription Subscription they're driving.
9 Lead with security Catalyst 9300 Network Catalyst 9K Catalyst 9K. can help them be more secure, reduce with Network Advantage with Network Essentials and OS (Embedded - Full Layer 3 Routing) (Embedded - Layer 2, Routed Access). detection time and save their job! Pitch for a digital ready infrastructure, Software support included in all subscriptions even though customer might not be interested in all DNA Capabilities initially. Lead with Advantage Fallback to Essentials Position Cisco ONE Attach Cisco ONE or Ask about their application environment, for Software-Defined for Base Automation for simplicity, included, DNA subscription to all Catalyst 9300 series can better enable, Access (SD-Access), and Monitoring support and better-together Catalyst 9K Sales integrate, deliver and secure applications.
10 Assurance and Encrypted bundle pricing (required with the Traffic Analytics (ETA) Hardware sale). Sales Accelerator summary Partner confidential Services Objection handling Implementation: Network Migration Upgrade Customer Says Your Response Position These Technologies Optimize: Network Optimization My network works Mobile data will grow 10x by Multigigabit technology Technical: Smart Net Total Care, perfectly well. 2019 Wave 2 AP's drive higher Encrypted Traffic Analytics Partner Support, Solution Support data rates. Why migrate? Trustworthy Systems Managed: Managed Network Are you aware of the StealthWatch/ISE. security risks you have in NetFlow Additional information your switch itself?