Materi PPT Snap

LAN Products and Solutions
for Account Managers

Sales New Hire
Acceleration Program (SNAP)
December 2019
Agenda Digital Transformation: Changing the Face of Business
The Basics of LAN Technology and Switches
Cisco Switching Products: A Brief Overview
Challenges of Modern Networks and Cisco IBN
Software-Defined Access and other Cisco
Differentiators
Cisco Switching Market Share and Competitors
Cisco Services – Moving the Customer to Digital
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Digital Transformation is Moving IT to the Business
UPS My Choice Workforce Efficiency

Delivery Control WIP Inventory and
Personalized Service Part Tracking
Starbucks Apps
Order Ahead
Skip the Line
Customer Experience American Express

Physical and Virtual Personalized Service
RFID Content Through Mobile
Secure, Intelligent Platform for Digital Business
Power a Reinvent Unlock the Security is Create Meaningful

Multicloud World the Network Power of Data Foundational Experiences
Increased Pace of Innovation

Differentiators
Cisco Technology Architectures
Data Center/ Collaboration/

Cloud Applications
Enterprise
Networks
Security
Types of Switches
Fixed
lar
Mo
du
Fixed Configuration Switches
• Have a fixed number of ports
• Run Cisco IOS-XE software
• Offer limited hardware flexibility
Access Ports and Uplink Ports
24 Access Ports 2 Uplink Ports
• Access ports run at different speeds, depending on the model of switch
• Uplink ports also run at different speeds, depending on the model of switch
and the transceivers that are used
Access Ports
24 Access Ports
• Connect end users and devices to the network

• Copper cabling with standard RJ-45 connectors
• Access ports are hard-wired into the switch (permanent parts of the hardware)
Access Ports – 10/100/1000
24 Access Ports
• 10/100/1000 means that the access ports, can run at different speeds
• This depends on the device that’s connected
Access Ports – Power Over Ethernet
A Historical Perspective
2011 to
2000 2003 2007 2009 present
7W 15W 30W 60W

Inline Power (PoE) (PoE+) (UPoE)
Industry Standard: Industry Standard:

IEEE 802.3af (15W PoE) IEEE 802.3at (30W PoE+)
Cisco Innovations Drive Industry Standards
And now… Cisco Universal PoE+ (UPoE+)
Personal TelePresence
VideoP
hone
Compact Switches
Surveillance
Physical Access Digital Signage Cameras Thin Clients
UPoE+ delivers 90W of power per access port

Uplink Ports
• Connect switches together 2 Uplink

Ports
• Uplinks are usually fiber optic cables – No PoE
• Uplink ports require special modules called transceivers
Transceiver Modules for Uplink Ports
SFP for
1G uplinks
QSFP for
40G uplinks
SFP+ for
10G uplinks
TABLETOP DEMO GOES
HERE
Modular Switches
• Use modules (“blades”, “cards”) that slide into slots

in the chassis
• Run Cisco IOS-XE software and always support
multiple power supplies
• Offer great hardware flexibility and long life span
• Customers can upgrade the switch components as
business needs change
Differentiators
Cisco Catalyst Switches
Cisco Catalyst Switches
Compact switches 9000

4500 6500/6800
3650/3850
2960-X
Cat2K Cat3K Cat4K Cat6K Cat9K
Flexible, scalable, Campus backbone

Smart, simple, Advanced fixed
feature-rich optimized for Latest Innovation
green & secure switching
modular access 10G/40G/100G
wired access
Catalyst 9000 Series Switches
Catalyst 9400
Lead Modular Access
Secure
Catalyst 9300
Lead Fixed Access
Catalyst 9200
Fixed Access
Catalyst 9500 IoT

Lead Fixed Core
Catalyst 9600
Lead Modular Core
Mobility
The Cat 9k is the
fastest-ramping product
in Cisco’s history! Cloud /
Multi-cloud
Catalyst 9400 – Supervisor Module and Line Cards
Let me show you… 3D for Cat 9407R
https://apps.kaonadn.net/4357027/product.html#15/1523;C1575
Catalyst 9K - Foundation
IOS-XE UADP X86 CPU
IOS XE 17.1.1
IOSd IOS
IOS Hosted Apps
SubIOS
IOSd Sub LXC* LXC*
Sub
System
Blob System Wiresh
System
s
s LXC*
s ark
Common Infrastructure /
HA
Management Interface
IOS-XE
Module Drivers DB
Kernel
Feature-Rich Software Programmable ASIC A Platform for App Hosting
We continue to build on our strong foundation

Catalyst 9K is Purchased with a Software Subscription
Simple sets License portability Access to innovation,

of solutions for and flexibility upgrades, and
networks and cloud new capabilities
Cisco Meraki:
Cloud-Managed Switching
Two ways to manage networks
Cisco On-Premise Cisco Cloud-

Managed Solution Managed Solution
Cisco Cisco
Cisco Meraki
Meraki Guiding Principles
•
•
Why Cloud Networking?
Manageability Scalability Cost Savings
Cloud networking increases IT efficiency
• Turnkey installation and management

• Integrated, always up to date features
• Scales from small branches to the campus
• Reduces operational costs
Meraki Switches
MS120-8 MS250
MS120 MS350
MS210
MS410
MS225 MS425
Leverage the Meraki full stack
Wireless Access Points Security Appliances Switches

Optimized for high-density with Feature rich security and unified Layer 2 and layer 3 switches for
802.11ac and bluetooth threat management platform mission-critical networks
Enterprise Mobility MI Security Cameras

Management Optimize User Experience, Streamline deployment and
Unified managed and control of thousands Accelerate IT monitoring of video security cameras
of devices
A complete cloud-managed IT portfolio

Single-pane-of-glass management
Cisco Positioning
Cisco On-Premise Cisco Meraki
Already invested in Cisco networking and Prime Already utilizing cloud applications (SaaS) and Meraki
Comprehensive and modular customization Simplifiied management and configuration
Extensive 3rd party integration support Easy and intuitive deployment
Flexible deployment and configuration options Lean IT staffs and distributed sites
Cisco 4400 Series
One Cisco Solution
Cisco On-Premises Hybrid Cisco Cloud-Managed
Aironet MR
Catalyst MS
ISR / ASA MX
Systems Manager Systems Manager
Differentiators
Customers Face Unprecedented Network Demands
Security Mobility Segmentation

Customers need Should be seamless Users, devices, IoT
end-to-end security and easily managed
Cloud Security Scale

Customers need 61% increase in number
secure connectivity of devices and device
to the cloud types by 2020
Traditional Networks cannot meet the demands of a digital business

The Cost of Doing Business
$60B Spent on Network

Operations Labor and Tools
Why are companies spending so much?
95% 70% 75%

Network Changes Policy Violations OpEx Spent on Network
Performed Manually Due to Human Error Changes and Troubleshooting
Source: McKinsey study conducted for Cisco in 2016
Network Evolution for the Digital Era
Intent-Based Network
Information-Era Network (Cisco IBN)
Closed and Open, Programmable,

Hardware-Centric Software-Driven
Manual Network-wide,
Box-by-Box Management Policy-Based Automation
Perimeter-Based Proactive, Context-Based

Reactive Security Security Everywhere
Historical Actionable Business and

Analytics Real-Time Analytics
Some Commands to Configure a Switch
Cisco DNA Center Dashboard
The Network. Intuitive.
Constantly Learning
Constantly Adapting
Supports new devices, apps, users Respond instantly to business
demands with limited staff and budget
Built on
Cisco DNA
Constantly Protecting
See and predict issues and threats
and respond fast
A Secure Cisco Digital Network Architecture
Learning
DNA Center
Policy Automation Analytics
Intent Context
Intent-Based
Network Infrastructure
Switching Routers Wireless
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Security DC Campus Branch
Differentiators
SD-Access
Fabric
A “Fabric” is an “Overlay”
An Overlay network is a virtual topology used to logically connect devices, built on top of an
arbitrary Underlay physical topology.
An Overlay network often uses alternate forwarding attributes to provide additional services
not provided by the Underlay network.
Overlay (Fabric)
Underlay
Automation, Security & Scale Cisco SD-Access
Access to users and things
Achieving agility with security
Challenges
Workgroups IoT devices Software-defined
segmentation
Automated policy
Mobile Applications
Devices management
Single network fabric
Mergers
network changes
95% performed manually
Routers Switches Wireless
Secure onboarding of users and devices
Segmentation and access control
Employee virtual network
Before SD-Access After SD-Access
Users
• VLAN and IP address Group 1 Group 2 • No VLAN or subnet
based dependency for
IoT virtual network segmentation and
• Create IP-based ACLs
access control
for access policy Devices
• Define one consistent
• Deal with policy Group 3 Group 4
policy
violations and errors Drag policy
manually to apply Guest virtual network • Policy follows Identity
Apps
Group 5 Group 6
Completely automated Group-based policy Policy follows identity
Consistent wired and wireless management
A single network fabric managed by DNA Center
Before SD-Access After SD-Access
• Repeated policy work • Consistent

for wired and wireless management across
wired and wireless
• Roaming issues across
Layer 3 domains • Optimal traffic flows
with seamless roaming
• Chase down IP
addresses for • Seamless roaming in
troubleshooting fabric and non-fabric
Seamless Roam Policy stays domains
roam is layer 2 with user
Simplified provisioning Campuswide roaming Wired and wireless consistency
Security & Visibility
Cisco enterprise network security
Visibility Segmentation Threat protection

“See everything” “Reduce the attack surface” “Stop the breach”
Complete visibility into users, devices, Prevent attackers from Quickly detect and respond to threats
threats, networks, applications, moving laterally through before hackers can steal data or
workloads, and processes role-based segmentation disrupt operations
Security Integrated Network Security
Protect users, data and things
Rapid threat detection and containment
Challenges
Cloud Malware
Network as a Sensor
Network as an Enforcer
Encrypted IoT
attacks Encrypted Traffic Analysis
BYOD
of attacks used encrypted

41% traffic to evade detection
Firewall Routers Switches Wireless
Protect the Business: Encrypted Traffic Analytics
Visibility and Malware Detection without Decryption
Malware in Security AND Detection

Encrypted Traffic Privacy Accuracy
ETA algorithms analyze No Information 99.99%

multiple network data sources is decrypted Accuracy
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
© 2019
ISE – Identity Services Engine
Visibility in to users, Retire your quota

devices & applications faster with ISE
Access control,
ISE adds stickiness,
policy enforcement
gets recurring business
and segmentation
CUSTOMER TALOS integration: CISCO ISE helps pull through

Stop and contain
sales of Cisco
threats in real-time
infrastructure
ISE – A critical component of Intent-Based Networks

Continuous Verification
Configs, Changes, Routing, Security
Services, Compliance, Audits
Successful Rollouts, Operational Continuity
What is Assurance?
Insights & Visibility
Visibility, Context, Historical
Insights, Prediction
The guarantee that the Infrastructure is Minimize Downtime, User Productivity
doing what you intended it to do
Corrective Actions
Guided Remediation, Automated Updates
System Optimization
IT Productivity
Ramit Kanda 62
Service Assurance Cisco DNA
Transform network operations
Maintain continuous service levels Analytics & Assurance
Challenges
Real time Maintenance
visibility overhead Full network visibility
End-to-end QoE
Manual Fragmented Application visibility
troubleshooting QoS and control
Fast network remediation
IT/OT
convergence
OpEx spent on network

75% changes and troubleshooting
Routers Switches Wireless
Cisco DNA Assurance
Verify that automation changes align with intent
Network telemetry Complex event Correlated Suggested

contextual data processing insights remediation
Traceroute
Complex
Syslog NetFlow correlation Clients Baseline
AAA Router DHCP

Metadata
Telnet Wireless CLI extraction
DNS
OID IPSLA Ping
MI Steam
SNMP IPAM
B Processing Application Network
AppD
CMX
Everything as a sensor Over 150 actionable insights

Clients | Applications | Wireless | Switching | Routing
SD-Access support
A single fabric for your digital-ready network
Switching Routing Wireless Extension

Cisco® Catalyst® 9400 Series
ASR 1000-X
5520 WLC
Cisco Catalyst
9300 Series Cisco Catalyst
Digital Building Series
ASR 1000-HX
8540 WLC
4430 ISR
3504 WLC
Cisco Catalyst 9500 Series
4450 ISR
Cisco Catalyst 3560-CX
Wave 2 APs (Aironet® 1800, Series
4351 ISR 2800, 3800 Series)
Cisco Catalyst Cisco Catalyst Cisco Nexus®
4500E Series 6000 Series 7700 4331 ISR
5400 ENCS**
Wave 1 APs* (Aironet 1700, IE switches
Cisco Catalyst 3850 and 3650 Series CSRv 2700, 3700 Series) (4000 and 5000 Series)
* With caveats.
**Future.
Differentiators
Campus Managed Switching Market as of Q3CY19
Rev ($M) Share
Cisco $2,317.9 58.4%
Huawei $448.7 11.3%
HPE $353.3 8.9%
H3C $233.1 5.9%
Extreme $101.4 2.6%
All Others $515.7 13.0%
Total $3,970.1 100.0%
Gartner Magic Quadrant
for Wired and Wireless
Access LAN
Lessons Learned from Deal Support
Why we win
Strength of customer relationship
Advantages of Technical Architectures
Services
Customer pre-investment with Cisco
Partner loyalty and early engagement
Why we lose
Price
Relationship
Politics
Single Issue Technical Features
Differentiators
Customer Concerns
Business Drivers IT Drivers

Increase productivity and reduce costs Reduce Opex and complexity
Demand for quality rich-media applications Accelerate deployment
Rising expectations of customers and employees Optimize Quality of Experience
Security
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Security
Uncovering Customer Needs
Your customers are dealing with the following network and business issues
Cloud Readiness Customer Engagement
Wireless Mobility
Network Security
and IoT
Traffic and Stability Cost Sensitivity
Start the Conversation!
High level questions to understand your customer’s network landscape, business requirements, and
most pressing network issues
• How do you capture customer data

Cloud • Describe your cloud transition journey Customer and associated insights?
Readiness • What are your cloud adoption challenges? Engagement • What are the challenges in tracking
customers as your business scales?
• Where do you believe you have the • How do you manage IoT deployments and
greatest security vulnerabilities? Wireless related cost?
Network
Mobility and
Security • Do you have issues in setting your • How do you protect your network from
security policies?
IoT vulnerabilities?
• What are your concerns around

Traffic network stability? • What are your budgeted projects this year?
Cost
and
• Do you have means to monitor traffic Sensitivity • Have you considered subscription models?
Stability and predict outages?
Cisco Services – Ways to Help Your Customers
Build Develop a Roadmap
Expertise and Business Case
Training Advisory
Maintain Reliability Migrate
and ROI and Integrate
Technical Implementation
Minimize Achieve Operational

Disruption Excellence
Managed Optimization
Software-Defined Catalyst 9000 Network as a

Access Services Series Services Sensor Services
Cisco Technical Services
Technical Services
(Support Services)
SMARTNet Total Care
Cisco® TAC Support Engineers
Cisco.com Online Technical Resources
…and many more
Digital Transformation: Changing the Face of Business
Agenda The Basics of LAN Technology and Switches
Differentiators
I hope you have a better understanding of switching
and how Cisco can help our customers achieve better
business outcomes with our switching solutions. I
wish you good selling!

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LAN Products and Solutions

for Account Managers

UPS My Choice Workforce Efficiency

Customer Experience American Express

Power a Reinvent Unlock the Security is Create Meaningful

Increased Pace of Innovation

Data Center/ Collaboration/

24 Access Ports 2 Uplink Ports

• Access ports run at different speeds, depending on the model of switch

• Connect end users and devices to the network

7W 15W 30W 60W

Industry Standard: Industry Standard:

UPoE+ delivers 90W of power per access port

• Connect switches together 2 Uplink

• Use modules (“blades”, “cards”) that slide into slots

Compact switches 9000

Cat2K Cat3K Cat4K Cat6K Cat9K

Flexible, scalable, Campus backbone

Catalyst 9500 IoT

Feature-Rich Software Programmable ASIC A Platform for App Hosting

We continue to build on our strong foundation

Simple sets License portability Access to innovation,

Cisco On-Premise Cisco Cloud-

Manageability Scalability Cost Savings

Cloud networking increases IT efficiency

• Turnkey installation and management

Wireless Access Points Security Appliances Switches

Enterprise Mobility MI Security Cameras

A complete cloud-managed IT portfolio

Cisco On-Premise Cisco Meraki

Cisco 4400 Series

Cisco On-Premises Hybrid Cisco Cloud-Managed

Security Mobility Segmentation

Cloud Security Scale

Traditional Networks cannot meet the demands of a digital business

$60B Spent on Network

95% 70% 75%

Closed and Open, Programmable,

Perimeter-Based Proactive, Context-Based

Historical Actionable Business and

Policy Automation Analytics

Switching Routers Wireless

Completely automated Group-based policy Policy follows identity

Before SD-Access After SD-Access

• Repeated policy work • Consistent

Simplified provisioning Campuswide roaming Wired and wireless consistency

Visibility Segmentation Threat protection

of attacks used encrypted

Malware in Security AND Detection

ETA algorithms analyze No Information 99.99%

Visibility in to users, Retire your quota

CUSTOMER TALOS integration: CISCO ISE helps pull through

ISE – A critical component of Intent-Based Networks

OpEx spent on network

Network telemetry Complex event Correlated Suggested

AAA Router DHCP

Everything as a sensor Over 150 actionable insights

Switching Routing Wireless Extension

Cisco $2,317.9 58.4%

Huawei $448.7 11.3%

HPE $353.3 8.9%

H3C $233.1 5.9%

Extreme $101.4 2.6%