Cisco Confidential

Cisco SD-WAN
Positioning the right solution for success
Matt Krieg & Pete Doolittle

July 2018
Disruptive Threat from Multiple Competitive Attack Vectors

Traditional Virtualization, Cloud Security

Key Threat: SD-WAN bolt-on Key Threat: Disruption Key Threat: UTM, Security

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Know your customer…Be PROACTIVE!

Current State Competitive Landscape Find your differentiator

• Service Chaining
• Current branch infrastructure • Is customer “exploring SD-WAN”
or are we being proactive in the • Secure Segmentation
• Technical requirements
account • Architecture play in SDA
• Future business goals for branch
• Which type of competitive SD- Journey
transformation
WAN player is engaged, and • Full Stack Branch Management
• Security requirements how do we position(s) our • Embedded Security
• Carrier types and contract terms solution to win
• IT staff support

Tip: Customers may have multiple branch site types with varying requirements
Lead with Cisco SD-WAN (Viptela), Meraki SD-WAN, or lead with Hybrid approach.

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
Sell the architecture, not the platform

Cisco SD-WAN
Cloud Management
and Orchestration Management Analytics

Controller Plane

Internet 4G LTE
MPLS

Secure Data Plane

(Physical or Virtual) Home Office
Data Center Campus Branch
© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Select the right platform
Potential customer use cases or characteristics

Meraki Dashboard Viptela

Prizes simplicity and full stack branch management / “Lean IT” organization

Existing Meraki customer

Needs integrated threat management capabilities

Needs end-to-end WAN segmentation across on-prem and/or cloud infrastructure

Existing ISR 4K or vEdge Customer

Sophisticated WAN topologies with high degree of customization

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Hybrid

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Install-base

Customers

Breadth of Portfolio

Best-of-breed
Integrated Security

Unmatched innovation
© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 SD-WAN Call Guide & Positioning

Cisco SD-WAN (Viptela) Battlecard

SalesConnect dCloud demo Cisco “Viptela” SD-WAN
Resources
dCloud demo Cisco Meraki SD-WAN

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential