Snap Wan 523v3

WAN Products and Solutions
for Account Managers

Sales New Hire
Acceleration Program (SNAP)
December 2019
Agenda
Routing Industry Trends and Cisco Customers
Routers and WAN Technology Concepts
SD-WAN: Intent-Based Networking for the WAN
Cisco Routers – Products and Positioning
Network Services on Cisco Routers
Cisco Routing Competitors and Opportunities
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
BET$ - Top Trends in WAN
Workplace
SD-WAN Cloud / Multicloud
Experience
SD-WAN is changing the Blurring the borders
way customers build their
WANs and access the cloud Consumer <> Workforce
Employee <> Partner Public Public Sales
Cloud Cloud SaaS force O365
Private
Secure Private
SD- Anywhere Anytime Colocation
WAN
Fabric
Edge
Campus Branch
Anything Sensors
IaaS/SaaS Data Center
Trends in Routing
SD-WAN
Cloud and Virtualization
Mobility / IOT / IPv6
Collaboration
Security
Why Customers Buy Cisco Routers
SD-WAN Mobile / IoT Global
91% of employees work away from HQ Branches growing 11% per year
Collaboration Cloud and Security Green
Branch bandwidth growth: 50% per year 62% enterprises looking to lower
Compliance, physical security
energy consumption
Who Do We Sell To?
All verticals and business sizes,
organizations and governments
In routing, one of the biggest

customers and channels are
Service Providers
Agenda
Cisco Technology Architectures
Data Center/ Collaboration/

Cloud Applications
Enterprise
Networks
Security
Properties of a LAN - Switches
Very high speed

Small geographic area:
connects a floor, a building, a campus
Create LANs using an

Ethernet SWITCHES
A company owns its LAN
(CapEx and Opex)
Properties of a WAN
High OPEX - Monthly payment

Connect geographically to the Service Provider for SLA
distant locations
Connect to a WAN using a

ROUTER
Limited bandwidth compared to LANs
© 2019 (changing)
Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Types of WANs
T1/E1/TDM
Fiber
MPLS
Cable
DSL
5G
Ethernet
4G/LTE Internet
Multi-Protocol Label Switching (MPLS)
• Advantages:
• Private (secure)
• High-bandwidth
• Advanced QoS features
• Flexible and Scalable
• High performance
• Advanced Traffic Engineering
LIGHTBOARD #1 goes here
Routers connect sites
London Shanghai
LAN
MPLS
Sydney
LAN
The Internet is a WAN
VPN through the Internet
Mobile Worker
Virtual Private Network (VPN)

Uses the Internet for WAN connectivity
Branch Office Home Office
Each site connects to the Internet through their
local Service Provider Internet
Each connection is protected using encryption

Headquarters
No service level guarantees
Agenda
The Way Companies use WAN is Changing
Apps moving to the cloud Increase WAN bandwidth
Internet edge moving to the

Protect application SLA
branch
Mobile/IoT device proliferation Optimize application experience
Optimize network capacity Simplify WAN management
Reduce WAN OpEx
The branch and WAN cannot keep up…
• Delays enabling new connectivity

Poor user experience • Inconsistent application performance
• MPLS is expensive OPEX

• Difficult to manage multiple network devices
Complex to operate • Increasing bandwidth demands
• Support non-traditional devices

Difficult to secure • Can’t use the internet for SaaS
What’s the problem?
The Traditional WAN is not working
Most employees reside in branch/
remote locations
WAN
HQ < 20%
Data
Branch Center Branch > 80%
Router
Users
Internet Many customers’ WANs are not

designed for today’s applications
Cloud
Nearly 50% of IT projects increase
WAN traffic and security risks
Not enough bandwidth, low agility, costly to maintain, slow cloud apps
Intent-based networking for the WAN
On-premise or
cloud managed
Data
Center
Transport Analytics &

Independence Assurance Public
Cloud
Intent-based
Branch WAN
SaaS SaaS
Users
End-point Network
flexibility Services Internet
Securely connect any user to any application with the best experience
Is MPLS Going Away?
Simplify migration to the cloud
Application quality of experience
Cloud Cloud
Providers Applications
Secure branch to cloud connectivity

protects data in motion
Agile workflows simplifies extending
the enterprise to IaaS or SaaS Data
Secure Center
Analytics determines the optimal path SD-WAN
for the best application experience Fabric
Small Office
Home Office
Branch Campus
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential IaaS/SaaS
SD-WAN Benefits
Cisco SD-WAN Solution
Built on Cisco DNA Sell the architecture, not the platform.
Cloud managed and Application quality

controlled fabric Control | Management | Analytics of experience
Transport
Independence Internet MPLS 4G LTE
End-point flexibility
(Physical or Virtual)
Data Center Campus Branch Public/Private/Hybrid Cloud
Integrated Security
SD-WAN – Cisco Offerings
FY20 Positioning
Pure Play SDWAN Integrated Services SDWAN
Interface Flexibility,
Rich Services
Cloud onRamp for Adv. Cloud Multi-Domain*
Transport Independence, Colocation Security* (DC, Campus)
Cloud Management & Analytics
WAN Opt *
Embedded Security Integrated Voice* (Caching, DRE)
Cloud onRamp for Cloud onRamp for

Cloud Security Voice Optimization Cloud Security Voice Optimization
IaaS and SaaS IaaS and SaaS
Scale, Throughput
IOS-XE: ISR , ASR

VRF and Tunnel
Viptela OS: ISR 1100-4G, ISR 1100-6G, vEdge 2000
One User interface across Branch, Cloud and Colocation

* Roadmap for FY21

Viptela Integration Plan
Phase 1 Phase 2 Phase 3
No Integration Platform Integration Management Integration
Deployment Scenarios
DNA Center
vManage vManage
+ SD-WAN
vEdge vEdge ISR4K + vEdge SW vEdge ISR4K + vEdge SW

Benefits
Viptela generally available Viptela SD-WAN on strategic Deliver end-to-end experience

ISR platform with full DNA integration
SD-WAN Cloud Edge Portfolio with New Platforms
Branch Aggregation
ISR 1000 ISR1120 / 1160 ISR 4000
(New 25 SKUs) ASR 1000
XE SD-WAN
Shipping
• WAN and voice module flexibility

• Integrated wired and • Smallest form-factor • High-performance service with
wireless access • Compute with UCS E hardware assist
• WWAN pluggable
• LTE Advanced Pro flexibility • Container Architecture • Modular ASR 1K is not supported
• VDSL2,ADSL2/2+ • PIM: 4G LTE • Slot Modularity, RPS
CAT4/6/18 • 1GE, 10GE options
Viptela OS
ISR1100-4G ISR1100-4GLTE ISR1100-6G vEdge 2000 vEdge5000

Oct Jan Oct
2019 2020 2019
• 4 GE WAN ports • 4G LTE (CAT4) • 6 WAN ports (4GE and 2 SFP) • RPS, PIM options • Modularity, RPS
Virtualized
Cisco ENCS • Service chaining virtual functions • Extend Enterprise routing,
vEdge Cloud CSR 1000V
• Options for WAN connectivity security & management to
• Software Router Platform
• Open for 3rd party services & apps Cloud
• Can be deployed in private,
• NFVIS Hypervisor • Cisco DNA virtualization
public, and hybrid cloud
Cisco Meraki SD-WAN Platform Offerings
Meraki MX Series
Select the right platform
Focus on customer use cases
Meraki MX Cisco SD-WAN (Viptela)
Existing Meraki customer
Simplified IT and full stack branch management / “Lean IT” organization
Needs integrated threat management capabilities
Needs end-to-end WAN segmentation across on-prem and public cloud
Complex WAN topologies with high degree of customization
Existing ISR 4K or vEdge Customer
SD-WAN Competitor Landscape
Positioned for Competitive Differentiation
How Are We Winning ?
Learning from our WINS
1 Set the agenda before the competition
2 Get your management story right
3 Execute a successful POC / POV
4 Everyone is an SD-WAN vendor – Create the vision!
5 Present case studies closer to deal closure
Agenda
Cisco Router Portfolio is Vast…
Corporate/Branch/Teleworker Network Edge Service Provider

• Access Routers • Aggregation Services Routers • SP backbone and edge routers
• Optimize Branch services on a single box • Deliver High Performance, High Secure • Massive Scale and Connectivity Options
and Reliable Services
• Security, Voice, Video, WAN Optimization, • Carrier Routing Systems (CRS-1, CRS-3)
Application Visibility • Campus, Data Center, Cloud Computing • Cisco 8000 Series Routers
• ISR Series Routers (ISR-1K, ISR-4K) • ASR 1000 Series Routers
Routing Platform Positioning
Service Provider Edge Routers
ASR 9000 Cisco 8000

Performance and Scalability
ASR 1000
ISR-4K Series
ISR-1100 Series
Enterprise Edge / Data Center Interconnect
Cisco Branch Router Portfolio
ASR1002-HX
Forwarding Performance with Services
ASR1001-HX
ASR1002-X
ASR1001-X
ISR 4000
ISR 1100
Cisco 1100 Series Routers
4-port DSL + LTE 8-port LTE + WLAN
ISR-1100-4G and ISR-1100-6G Traditional ISR-1100 Series

For SD-WAN with Viptela OS
Cisco ISR 4000 Routers
Designed with Today’s Branches in Mind
Cloud + Mobility + Video Network Virtualization for

and SD-WAN Business Agility
Next-Gen Cloud Apps = Local Apps, Analytics, and

New Traffic Patterns Business Intelligence
Future-Proof, All-in-One Platform
Cisco 4000 Series ISR Portfolio
4461 ISR
4451 ISR
4351 ISR 4431 ISR
4331 ISR*
4321 ISR
4221 ISR
Delivering a High-Quality Experience Across All Branches

TABLETOP DEMO GOES HERE
Cisco ASR 1000 Router Portfolio
High Performance and Scalability
ASR 1001-HX
ASR 1001-X ASR 1002-X ASR 1004 ASR 1002-HX ASR 1009-X
ASR 1006 ASR 1013
ASR 1006-X
2.5-20 5-36 40 100 200

Gbps Gbps Gbps Gbps Gbps
Regional Office
Branch Office
HQ WAN Aggregation
Quantum Flow
ASR 1013 Chassis Processor
ESP – Embedded Services Processor
RP
ESP
RP – Route Processor
Example Main Campus
Branch Aggregation with SD-WAN And
Data Center
ASR 1000
Headquarters
Internet / Cloud WAN
WAN
WAN
ISR-1100 ASR-1K
ISR-4K
Small Regional
Branch Branch Branch
Meraki MX Portfolio – Q3FY19
Teleworker Small Branch Medium Branch
Z3 Z3C MX64 MX65 MX67 MX68 MX84 MX100

802.11ac W2 wireless Up to 50 clients ~200 users ~500 users
Security 802.11ac wireless (some)
Security and SD-WAN Security and SD-WAN
Security and SD-WAN
Large Branch, Campus or, Concentrator Virtual
MX250 MX450 vMX100 for AWS & Azure

~2,000 users ~10,000 users Virtual VPN concentrator
Security and SD-WAN Security and SD-WAN Virtual SD-WAN appliance
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential All MX hardware appliances support 3G/4G
Agenda
Network Services on Cisco branch office routers
Infrastructure Security Collaboration Compute Industry
Services Services Services Services Applications
• Switching modules • Next-Generation • Telephony • Server Virtualization • IoT and IoE

• Wide Area Firewall • Instant Messaging • Microsoft Windows • Custom
Application • VPN Server applications
Services (WAAS) • Intrusion Prevention
Systems (IPS)
• Cloud security
Switch Modules
on the ISR-4k
Put a switch directly into the router!

Next-Generation Firewall
on the ISR-4k
You can build a

firewall into your
Cisco router
VPN Termination
on the ISR-4k
A Cisco router can terminate

VPN tunnels across the internet
Server Consolidation with UCS-E
Server Virtualization
UCS-E Blade
ISR-4K – All-in-one Device

Data Center Class Compute Services for the Branch
Cisco UCS E-Series Servers
Data Center/Cloud
UCS for the

Data Center
WAN/Internet
UCS E-Series
for the Branch
Branch Office
Cloud and Virtualization at the branch
CHALLENGES CISCO SOLUTION AND BENEFITS
Performance and survivability Reduce Capital and Opex costs
Complexity of disparate servers More flexible & resilient branch

infrastructure
Costly truck rolls to deploy new
services or servers
BEFORE AFTER
Enabler of Business Outcomes
ISR 4000 Series - Broadest Services Offering in One Box
Network Integrated
SD-WAN App Server Wireless Cloud Collaboration
Services Security
Agenda
Total Enterprise Routing Market
Q3 CY 2019 – Quarterly Revenue & Market Share
Rev ($M) Share
Cisco $535.0 66.8%
Huawei $86.0 10.7%
H3C $52.6 6.6%
Nokia $41.0 5.1%
Juniper $29.0 3.6%
All Others $57.2 7.1%
Total $800.8 100.0%

Source: Dell’Oro Group Reports Q3 2019
Sales Opportunities – Examples
EoS Routers Cloud and Collaboration Branch Office Upgrade
Sales Drivers
End of Sale – network refresh: Regulatory Compliance
Video/TelePresence Services
ISR-G1 Series Customer Experience
ISR-G2 Series Competitive PBX Replacement
What you can leverage

Digital Network Architecture Digital Network Architecture Digital Network Architecture
SD-WAN SD-WAN SD-WAN
Video and VoIP Mobile Apps All-in-One Device (lower OPEX)
Server Vittualization with UCS-E Cloud and Security Surveillance System
802.11ax / 802.11ac Unified Communications PCI and POS Security
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential WAN / App Acceleration
Trigger Word Map for SD-WAN
• Cloud connectivity
• Application performance
• Secured segmentation
• Application visibility
• WAN cost
• Deployment speed
• Bandwidth
Cisco SD-WAN
Cisco Routing Differentiators
SD-WAN: Network Automation
Security
Video and Collaboration
Services Virtualization
Non-Technology Differentiators
Customer Challenges Why Cisco is Different

Financing Cisco Capital
Business & Technology Transformative
Alignment Networking
Optimize Cisco Advanced
Infrastructure Services

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WAN Products and Solutions

for Account Managers

Cloud and Virtualization

Mobility / IOT / IPv6

Collaboration Cloud and Security Green

In routing, one of the biggest

Data Center/ Collaboration/

Very high speed

Create LANs using an

High OPEX - Monthly payment

Connect to a WAN using a

Virtual Private Network (VPN)

Each connection is protected using encryption

Apps moving to the cloud Increase WAN bandwidth

Internet edge moving to the

Mobile/IoT device proliferation Optimize application experience

Optimize network capacity Simplify WAN management

Reduce WAN OpEx

• Delays enabling new connectivity

• MPLS is expensive OPEX

• Support non-traditional devices

Internet Many customers’ WANs are not

Transport Analytics &

Secure branch to cloud connectivity

Cloud managed and Application quality

Cloud onRamp for Cloud onRamp for

IOS-XE: ISR , ASR

Viptela OS: ISR 1100-4G, ISR 1100-6G, vEdge 2000

One User interface across Branch, Cloud and Colocation

* Roadmap for FY21

vEdge vEdge ISR4K + vEdge SW vEdge ISR4K + vEdge SW

Viptela generally available Viptela SD-WAN on strategic Deliver end-to-end experience

• WAN and voice module flexibility

ISR1100-4G ISR1100-4GLTE ISR1100-6G vEdge 2000 vEdge5000

Meraki MX Cisco SD-WAN (Viptela)

Existing Meraki customer

Simplified IT and full stack branch management / “Lean IT” organization

Needs integrated threat management capabilities

Needs end-to-end WAN segmentation across on-prem and public cloud

Complex WAN topologies with high degree of customization

Existing ISR 4K or vEdge Customer

1 Set the agenda before the competition

2 Get your management story right

3 Execute a successful POC / POV

4 Everyone is an SD-WAN vendor – Create the vision!

5 Present case studies closer to deal closure

Corporate/Branch/Teleworker Network Edge Service Provider

ASR 9000 Cisco 8000

Enterprise Edge / Data Center Interconnect

4-port DSL + LTE 8-port LTE + WLAN

ISR-1100-4G and ISR-1100-6G Traditional ISR-1100 Series

Cloud + Mobility + Video Network Virtualization for

Next-Gen Cloud Apps = Local Apps, Analytics, and

Future-Proof, All-in-One Platform

4351 ISR 4431 ISR

Delivering a High-Quality Experience Across All Branches

2.5-20 5-36 40 100 200

ESP – Embedded Services Processor

Internet / Cloud WAN

Z3 Z3C MX64 MX65 MX67 MX68 MX84 MX100

Large Branch, Campus or, Concentrator Virtual

MX250 MX450 vMX100 for AWS & Azure

• Switching modules • Next-Generation • Telephony • Server Virtualization • IoT and IoE

Put a switch directly into the router!