Borderless Access

February 21, 2011

Cisco Borderless Networks

Tom Koenig
Kevin Cheong

Campaign Overview

Provides an opportunity to position

yourself as a strategic,
long-term business advisor

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

Target Customers
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Competitively held accounts or outdated equipment to Cisco Catalyst 3560-X,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.
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

Market Transitions
Mobility

Improved Efficiency

Video

15 Billion New
Wireless Devices
by 2015

Tight economic
conditions add
pressure on IT

Changing the Way

We Work

Mobile Devices

IT Resources

2011 Cisco and/or its affiliates. All rights reserved.

Need to do more with

less; control costs

Video projected to
quadruple IP traffic by 2014
to 767 exabytes

Solutions that Solve

Mobile Devices

Cisco Unified Access Network

IT Resources

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

Market Transitions
Create Sales Opportunities

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

Product Portfolio

Aironet 1260 Series

Access Point
Aironet 3500 Series
Access Point

5500 Series
Wireless Controller

Aironet 1140 Series

Access Point

Aironet 3600 Series

Access Point

Additionally:
Cisco Works and Cisco Prime
network management
solutions

7500 Series
Wireless Controller
2500 Series
Wireless Controller

Catalyst 4500E
Series Switches

Catalyst 3750-X
Series Switches

Catalyst 3560-X
Series Switches

Cisco Aironet Access Points

Cisco Access Points
Unified Wireless solutions deliver:
Industry-leading 802.11n wireless coverage
Enterprise-class mobility
RF Interference mitigation

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 Aironet Access Points

Cisco Aironet 3600 Series
Access Points

For medium and large-sized offices and smaller

Internet Service Providers
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

3X

New , more powerful full-spectrum analysis while

serving data traffic

Cisco Wireless Controllers

Cisco Wireless Controllers
Unified Wireless solutions deliver:
Industry-leading 802.11n wireless coverage
Enterprise-class mobility
RF Interference mitigation

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 Catalyst Switches

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.
Versatile access & small distribution deployments

Cisco Catalyst 4500E Series Switches

Ideal for growing networks or those needing to

support more applications on existing network
Flagship, stackable, enterprise-class switch

Cisco Catalyst 3750-X Series Switches

Ideal for networks needing highest level of service

availability, security, scalability, & operational
simplicity
Premier standalone access switch

Cisco Catalyst 3650-X Series Switches

Ideal for predicable capacity needs requiring rich

set of network services, PoE density, and
enterprise-class reliability

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

WIRELESS AND
MOBILITY

Awarded Best of InterOp

Wireless and Mobility
(2010)

Competitive Positioning
Why Cisco Wins Over HP

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 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

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
Call Guide
At-a-Glance

Introduction, reminder, and

rejection emails

Campaign Assets
Invite, reminder, thank-you, and missed-you emails

How to use this package

Training Guide

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

Customer
presentations

Campaign Assets
How to use this package

Step 3 (Part 2):

Virtual Event Assets
Materials to help with large group of
customers still in need or more
education about routing solutions
Invite, reminder, and
thank-you emails for
a virtual event

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

Customer Testimony

Energy savings with Cisco Switching

Brunel University: Background

Cisco Borderless Network Services Deployed

3500 staff; 14,500 students

Voice/Video

World class university in West London

Key Challenges

Green

Manage influx of student devices. Simplify device

registration, maintain identity, eliminate rogue devices
Green initiatives

Security

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

Mobility

Medianet to
support Video
on campus
EnergyWise for
lowering energy
consumption
Cisco ACS for
consistent identity
management
CleanAir pilot for RF
interference
mitigation

OpEx Savings

Green

Rapid ROI

Reduction in IT man hours

by ~4000/year

Pilot program yielding

20-30,000 annual
energy savings

Payback (EnergyWise)
on investment in less
than 12 months

Customer Testimony
Winning with Cisco Wireless

Context-Aware
Vehicle tracking system
allowed reallocation of
two service professionals

AnyConnect Secure
Mobility
improve our employees'
productivity by enabling
them to work anywhere at
any time, without
sacrificing our security
policies.

CleanAir
Technology
Lower operational costs
of wireless
troubleshooting
Mission critical wireless
network for students and
staff