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Cisco Borderless for Engineers

Transcript of Cisco Borderless for Engineers

  • Cisco Confidential 47Cisco Confidential 47

    Cisco Borderless Network Routing Solutions for Partner Engineers

  • Cisco Confidential 48

    Describe the Cisco Borderless Network Routing solutions for small and midsize customers

    Describe the business benefits for small and midsize customers of adopting Cisco Borderless Network Routing solutions

    Identify the appropriate Borderless Network Routing solution to match customer needs

    Articulate the value of Cisco Borderless Network Routing solutions over the competition

    Describe technical considerations for Cisco Borderless Network Routing solutions for small and midsize business customers

    Describe plan, design and build considerations for Cisco Borderless Network Routing solutions for small and midsize business customers

    Upon completion of this module, you will be able to:

  • Cisco Confidential 49

    The learning objectives will be covered in the following modules:

    Cisco Borderless Network Routing Solutions for Small and Midsize Business Customers

    Benefits of Cisco Routing Solutions for Small and Midsize Business Customers

    Competing With Cisco Borderless Network Routing Solutions

    Technical Considerations for Cisco Borderless Network Routing Solutions

    Plan, Design, and Build Considerations for Cisco Borderless Network Routing Solutions

  • Cisco Borderless Network Routing Solutions for Small and Midsize Business Customers

  • Cisco Confidential 51

    Cisco solutions will address these challenges

    Increase ROI

    Greater reliability and productivity and lower TCO provide ROI to


    Provide Reliability

    Core hardware and OS design supports

    network functionality with high uptime

    Boost Productivity

    Broad features set enables diverse


    Lower Service & Support Costs

    Reduce total cost of ownership, maximize

    contribution of IT

  • Cisco Confidential 52

    ISR 800

    Advanced network features

    Solid Baseline Routing


    RV Series SRP 500

    Foundational and managed

    Entry Level FeaturesLow TCO

    Any Device HD Video

    Affordable and easy to use

    ISR 1900 ISR 2900, 3900

    Competitive feature set at compelling


    Industry-leading modular routes


    Innovative Services

    Data Voice

  • Cisco Confidential 53

    Provide simplicity and affordability for small business customers

    Offer competitive feature set

    Support easy deployment and management via GUI

    RV0/RV320 SeriesRV100 Series RV200 Series SRP500 Series

    Entry Level Security Performance, Wi-Fi and Security

    Wired, Max VPN, Load Balancing

    DSL Connectivity, Embedded Intelligence

  • Cisco Confidential 54

    Key Features: Price - performance mix sets them

    apart from competition Enhanced features: VLANs, ACL,

    QoS, IPv6 Easy to use/simplified configuration Cisco quality, security and reliability Limited lifetime warranty Cisco Small Business Support

    Center staffed by professionals with CCNA certification

    Key Competitive Messages Cisco RV Series routers offer

    the best value/feature mix Priced lower than key competitors Customers can protect their

    investment with the Small Business Investment Protection trade-up program

  • Cisco Confidential 55

    Limited Lifetime Warranty on all RV routers: Coverage for lifetime of RV router or 5 years after End of Sale announcement

    Replacement in the event of failure

    1 Year Limited Warranty on SRP500

    Features: Return to Factory Replacement 1 year of technical support from Small Business Support Center Lifetime OS Software Updates

  • Cisco Confidential 56

    Evolves With Your BusinessIntelligent Services

    Converged ServicesEntry-Level

    ISR 800 SeriesISR 1900 Series

    ISR 3900 SeriesISR 2900 Series

    Secure, Reliable, Concurrent ServicesSecure, Reliable, Concurrent Services

    Modular Access, High-PerformanceModular Access, High-Performance

    Embedded, Advanced Voice, VideoEmbedded, Advanced Voice, Video





































    Business Agility & Value

  • Cisco Confidential 57

    Security U.C. Data

    IP Base

    Ease of Ordering A single IOS Universal Image will ship

    with all ISR G2 platforms Features are activated via licensing No need to install a new IOS Four IOS enforceable licenses enable full suite

    of functionality that were previously offered in eight images

    Operational Simplicity Try and Buy (60- day evaluation) Test drive before purchasing

    Services on Demand IOS feature upgrades can be done by enabling

    a new license key, reducing the need fortruck-rolls to remote offices

  • Cisco Confidential 58

    Service Modules 3-7x increase in service module

    performance Existing NM support through adapter EPoE capable

    Internal Services Module 3x increase in service

    module performance Configurable power savings mode 802.11n Option 19xx

    EHWIC 2x performance

    increase HWIC/WIC/VWIC/VI

    C support natively EPoE capable

    Multi-core Network Processor Up to 5x performance


    Multi Gigabit Fabric Module to module

    communications Packet prioritization

    and shaping

    NG DSP Modules Video ready DSP modules 4x increase in audio conferencing

    and transcoding Configurable power savings modes

    GbE Ports Plus GbE ports

    (3 on 2911+) SFP slots on 2921

    and above

    USB Console over USB Convenience storage Security credentials

    Services Performance Engine (3900) Upgradeable with newer

    engines in the future

    Under the covers

  • Cisco Confidential 59

    Simplify OperationsOptimize

    Ensure Business Continuity

    Fully Secure

    Scalable VPN services with data protection

    PCI compliance solution

    Zone-based firewall

    Web security with malware detection

    Secure cloud services

    IP telephony with SIP trunking

    Video to any device

    Integrated video assessment, monitoring, and troubleshooting

    Wireless LAN and WAN services

    3G/4G wireless WAN backup

    Virtualized server for local application hosting

    Services redundancy for voice, video, and data

    Embedded WAN optimization and app visibility

    Video conferencing: planned, ad hoc

    Router integrated rich-media optimization for VXI

    Branch-in-a-Box (service integration)

    On-demand service delivery with service virtualization

    Centralized management

    Energy efficiency with slot-based power controls

    Enable New Capabilities

  • Cisco Confidential 60

    Network and Security Services Compute Servicesand ApplicationsCollaboration

    ServicesNetwork Services

    Network and Physical Security

    Unified Communications

    Application Infrastructure

    Industry Applications

    Branch IT Infrastructure and


    High-performance Communication and

    CollaborationSecure, Protect,

    ComplianceCustomized for Vertical

    ApplicationsConsolidate Branch Applications, High


    Wireless LAN Controller (WLC)

    Cisco Network Analysis (NAM)

    Cisco Wide Area Application Services (WAAS)

    Cisco Unity Express module (voicemail, IVR)

    NICE Voice Recording (AXP)

    SingleWireInformacast (AXP)

    Video Surveillance

    Threat Defense

    ICW Healthcare Connector on AXP

    Tiani Medical Data Exchange on AXP

    Global Protocols Skipware (AXP)

    Cisco Application Extension Platform (AXP)

    Integrated Storage System

    Industry Standard Virtualization

    Windows Server

  • Cisco Confidential 61

    EHWICEnhanced High Speed WAN Interface Card

    ISMInternal Service



    PVDM3Packet Voice/Data Module

    Interface Cards (WAN or LAN)

    Internal Module for Running Services That Dont Require Interface Ports, Dedicated CPU and Memory

    Independent CPU and Memory for Hosting Services orHigh Density Interface Ports.

    High Density Rich-Media Voice and Video DSP Modules

  • Cisco Confidential 62

    Internal Service Module (ISM)Compact and Internally-Pluggable Form Factor

    Supported on all 1900, 2900, and 3900 ISRsSelected Services Available

    Single ModelSRE 300 ISM

    Service Module (SM)Versatile and High-Performance Form Factor

    Supported on 2911, 2921, 2951 and all 3900 ISRsFull Range of Services Available

    Two ModelsSRE 700 / 710 SM and SRE 900 / 910 SM

    No Additional Cabling, Ethernet Ports, Power Supplies, and Rack Space Required

    Remote Energy Management With Schedulable On/Off Times

    High-performance Hardwareup to 7x Of Previous GenerationSize-, Weight- and Power-efficient Form Factor With Low Carbon Footprint

    Remote Configuration and Troubleshooting, On-board Hardware Diagnostics

    All Resources Are Isolated, Dedicated, And Independent of the Host Router

  • Cisco Confidential 63

    16, 24, and 48 ports of GEor FE LAN

    Feature parity with Catalyst 3560-E and 2960

    Local Line-rate Layer 2/3 switching

    Supports Cisco EnergyWisefor green IT

    LAN traffic performance optimization between modules, with no impact on CPU/WAN performance

    Integrates the latest enterprise switch featuresinto the router

    Industry Leading Power Over Ethernet

    Industry leading security and authentication

    Auto Smartports for plug and play port configuration

  • Cisco Confidential 64

    Standard Hardware Warranty Terms: Coverage for 90 days (ISR 2900, 3900) Coverage for 1 year (ISR 800, 1900) 10-day Advance Replacement No Technical Support No Software Updates

    Strongly recommended that customers purchase a support contract for ISR G2 products

  • Cisco Confidential 65

    Enhancing the Borderless Experience

    ISR 800 Family

    Small or Virtual Office

    ISR 1900 Family

    Secure Mobility

    ISR 2900 Family

    Secure Collaboration

    to provideActionable InsightISR 3900 Family

    Scalable Rich Media Services

  • Cisco Confidential 66

    Fixed Configuration PlatformSecure collaboration

    Unified wireless mobility

    High availability

    Simplified operations

    1 year limited warranty

    860 880 890

    WAN Ports 1 FE/ADSL 1 FE/xDSL 1 FE1 GE

    WAN Backup No Yes Yes

    LAN Ports 4 4 8

    PoE Support 4 ports

    Optional .11n 2.4 GHz 2.4 GHz 2.4 and 5 GHz

    Security Basic Advanced Advanced

    Positioning Statement Entry-level, highly secureFull featured, highly secure

    Voice with survivability

  • Cisco Confidential 67

    Secure Mobility Platform Desktop form factor 25 Mbps WAN access

    (with services) Optional integrated

    802.11n wireless Double-wide HWIC slot 1 year limited warranty

    1941/W 1921

    SM Slots 0 0

    ISM Slots 1 / or optional 802.11n fixed wireless 0

    EHWIC Slots 2 2

    WAN Ports 2 GE 2 GE

    DSP Slots 0 0

    Form Factor 2U 1U

    Positioning Statement High performance, full featuredFlexible broadband


  • Cisco Confidential 68

    Secure Collaboration Platform 75Mbps WAN access

    (with services) Video-ready DSP support Second Services Module slot 90 day limited warranty

    2951 2921 2911 2901

    SM Slots 2 1 1 0

    ISM Slots 1 1 1 1

    EHWIC Slots 4 4 4 4

    DSP Slots 3 3 2 2

    WAN Ports 3 GE(1 SFP)3 GE

    (1 SFP) 3 GE 2 GE

    Form Factor 2RU 2RU 2RU 1RU

    Positioning Statement

    Maximum power and


    Midrange power and flexibility

    Small and


  • Cisco Confidential 69

    Secure Mobility Platform 150 Mbps WAN access

    (with services) Upgradeable services

    performance engine (SPE) Configurable dual Integrated

    Redundant Power supplies 90 day limited warranty

    3945E 3945 3925E 3925

    SM Slots 4 2 4 2

    ISM Slots 0 1 0 1

    EHWIC Slots 3 4 3 4

    DSP Slots 3 4 3 4

    WAN Ports 4 GE 3 GE 4 GE 3 GE

    Form Factor 3RU 3RU 3RU 3RU

    Positioning Statement

    Highest density and performance

    Density and performance

  • Cisco Confidential 70

    350 Phones




    150 Phones



    292135 Phones


    50 Phones


    Extended Modular Connectivity (EVM, ISM,

    SM, WIC/VIC)

    Multiple Services

    High Density ServicesModularity with Performance

    Optimized for All-in-one Solution (NM-SM, NME, EVM, ISM, WIC/VIC)

    Low Density Services

    Concurrent Services and Performance (UCME 8.6)

  • Benefits of Cisco Routing Solutions for Small and Midsize Business Customers

  • Cisco Confidential 72

    Harness Video as the agent of change to realize closer customer contact, enhance customer experience and customer loyalty

    Transform the workspace experience and increase productivity. Automate business processes to drive down costs

    Accelerate growth by integrating innovations into the business processbringing interactions faster to the customer

  • Cisco Confidential 73

    Operational ComplexityHigher cost of ownership

    Lower business efficiency

    Infrastructure Bottlenecks

    Inconsistent Application Performance

    Decreased employee productivity

    Service InconsistencyPoor workspace


    Limited business flexibility

  • Cisco Confidential 74

    Operational Excellence Operational Simplicity

    Greener technology

    Rapid ROI with Investment Protection

    Video-Ready Rich-media applications

    High performance

    Application optimization

    Service Virtualization Services On-Demand

    Customized Applications

    Cloud extension

    Business Innovation

    Customer Experience Lowest TCO

  • Cisco Confidential 75

    Stakeholders focus on different issues depending on their responsibilities at work

    Key stakeholders include technical, operational and executive decision makers

    Adjust your positioning statements to take into account the different emphasis of each stakeholder

  • Cisco Confidential 76

    Improve CapabilityImprove Capability Cisco innovations and technologies lead the market in new capabilities

    Reduce DowntimeReduce Downtime

    Cisco end-to-end integration and unified management tools keep complexity under control

    Reduce Complexity and Simplify ManagementReduce Complexity and Simplify Management

    Cisco reliability and TAC support minimize downtime

    Cisco Benefit:Concerns:

  • Cisco Confidential 77

    Improve Sales PipelineImprove Sales Pipeline Cisco agility and flexibility support new business initiatives

    Improve Operational Processes and EfficiencyImprove Operational Processes and Efficiency

    Cisco integration with collaboration and social tools keep customers close

    Improve Customer ServiceImprove Customer Service

    Cisco performance and features speed up work while reducing costs

    Cisco Benefit:Concerns:

  • Cisco Confidential 78

    Generate New Revenue StreamsGenerate New Revenue Streams

    Cisco product breadth provides solutions for the widest range of needs

    Increase ProfitIncrease Profit

    Cisco positions the network for future growth and capabilities

    Make Intelligent Investments Make Intelligent Investments

    Cisco solutions provide reduced TCO and improved ROI

    Cisco Benefit:Concerns:

  • Cisco Confidential 79

    Intelligent investment in the network is required to ensure network security and flexibility

    Migration to a highly resilient foundation is critical to current and future network needs

    Integration of advanced solutions for security, media transport, wireless LAN, storage and energy use

  • Cisco Confidential 80

    When companies fail to upgrade to a borderless network: Deploying new applications and

    services takes longer Security becomes more difficult to

    achieve Network availability degrades and

    downtime increases New applications and traffic types fail to

    perform properly

  • Cisco Confidential 81

    Opresa transforms sales and distribution operations and becomes more profitable with Cisco Borderless Network solution

  • Cisco Confidential 82

    Business Challenges Manual sales reporting with

    inadequate communications facilities between sales outlets and headquarters

    Inefficient supply chain processes and inability to take advantage of economies of scale with major suppliers or implement real time sales promotions

    Cisco Solution Company-wide adoption of

    retail ERP system supported by secure Cisco Borderless Network foundation

    GSM connections for remote locations

    Business Results Maximized stock control

    efficiencies with real time sales reporting and forecasting

    Increased profitability from lower administrative overheads, better stock control, and ability to tap into new markets such as mobile top-ups

    Catpulting Supply Chain into 21st CenturyOpresa

    We wanted a flexible architecture with room for future growth Arben Gagani, Chief IT Officer, Opresa

  • Competing With Cisco Borderless Network Routing Solutions

  • Cisco Confidential 84

  • Cisco Confidential 85

  • Cisco Confidential 86

    View of Business Discriminating small and midsize enterprises view business

    connectivity as critical to improving efficiencies

    View of Technology Depend on real-time access to mission-critical apps to mobilize

    business; less client interaction on the network

    Win with Cisco by Emphasizing Cisco offers products and services that help ensure simplified and

    scalable business connectivity: The right features and expandability options Ready to use setup Operational out of the box 24-hour tech support Flexible and affordable financing

  • Cisco Confidential 87

    View of Business Discriminating small and midsize enterprises view workforce

    productivity as critical to better serving more customers

    View of Technology Growth is thrust upon them; they are pressured to better serve more

    customers, increasing customer interaction on the network

    Win with Cisco by Emphasizing Cisco helps create a workspace environment with flexible and

    responsive solutions: End-to-end solutions and expandability options Flexible on-premises, hybrid, and cloud deployments Simplified design and installation Greater network visibility and control

  • Cisco Confidential 88

    View of Business Create competitive advantage in todays rapidly changing

    marketplace through dynamic business models

    View of Technology Network is the business heavy customer and employee interaction;

    they are pressured to offer differentiated products and services

    Win with Cisco by Emphasizing Cisco offers an architecture that is a dynamic and scalable service

    delivery platform that enables: Personalized and pervasive engagement Agile and efficient operations Open and protected IT environment Rapid and repeatable services provisioning

  • Cisco Confidential 89

    ConvertingConverting AssertingAsserting

    EstablishingEstablishing DefendingDefending

    Using Competitor

    Considering Competitor

    Cisco Neutral Cisco Friendly

  • Cisco Confidential 90

    Using Competitor, Considering Cisco

    Customer has strong relationship with other vendor

    Goal: Demonstrate Cisco superior routing and switching solutions

    How: Competitor likely won on price - show how Cisco solutions save money by consolidating devices, integrating management and enabling borderless network capabilities


  • Cisco Confidential 91

    Using Competitor and Cisco

    Customer has mixed-vendor environment and strong relationships with both vendors

    Goal: Demonstrate the benefits of a single-vendor solution based on Cisco Borderless Networks

    How: Show how Cisco routing solutions integrate security at the core, support new services via MediaNet, reduce costs through EnergyWise and unify the network via the broad Cisco portfolio


  • Cisco Confidential 92

    New or No Vendor Commitment

    Customer has new location or old equipment in existing location and weak relationship with other vendor

    Goal: Introduce Cisco networking strengths, product breadth and support capabilities

    How: Show how Cisco routing and switching solutions solve IT challenges, help adopt new business tools, save on costs, and improve network performance


  • Cisco Confidential 93

    Using Cisco, Considering Competitor

    Customer has existing Cisco relationship and equipment that is approaching retirement

    Goal: Refresh their network with up-to-date Cisco solutions

    How: Show how Cisco solutions provide long-term benefits, and how Cisco Services make the transition simple and smooth


  • Cisco Confidential 94

    How do you use the network in your business?

    How long will your next investment last?

    Does your network allow you to easily add new services or business applications?

    Does the network hinder your ability to implement new business priorities?

    Is your network borderless, providing secure anywhere, anytime, any-device access? Can you network: Provide protection from the premises to the cloud? Optimize performance of applications anytime, anywhere? Enable mobile users to securely and transparently connect from any location? Help your organization reduce energy costs?

    Are you able to scale your resources to all your remote locations?

  • Cisco Confidential 95

    Cisco Routing on

    Cisco Routing on Partner Central

    Programs and Incentives

    Cisco Borderless Networks Partner Community

    Cisco Capital

    Cisco How to Create A Trade-in Quote

  • Technical Considerations for Cisco Borderless Network Routing Solutions

  • Cisco Confidential 97

  • Cisco Confidential 98

    Factors to consider when choosing a router:

    Bandwidth and Throughput How much traffic needs to be routed on the LAN? How much traffic needs to be routed on the WAN?

    Traffic Types and Needs What kind of traffic is being routed? Are there any special needs?

    LAN/WAN Connectivity Options: How are we connecting to the LAN/WAN? Is redundancy required?

  • Cisco Confidential 99

    Factors to consider when choosing a router:

    CPU Load Do we need to run multiple simultaneous services? What services do we need to run?

    Routing protocol requirements Do we need to static or dynamic routing? What protocols do we need to run?

    Security requirements Will the router be providing security as well? What security services will be required?

  • Cisco Confidential 100

    Factors to consider when choosing a router:

    Users and Applications How many users / devices are at the branch location? What type of applications are they using?

    Voice and Video Will IP phones be used at the branch? Where is call control located? Is there a PSTN gateway at the branch? Are there legacy devices to integrate?

  • Cisco Confidential 101

    Factors to consider when choosing a router:

    Security requirements What security services are required? Is tight integration with central site security required?

    Compliance requirements Are there compliance considerations at the branch? Is compliance monitoring required?

    Connectivity Is WLAN a requirement at the branch? What LAN and WAN technologies are needed?

  • Cisco Confidential 102

  • Cisco Confidential 103

  • Cisco Confidential 104

  • Cisco Confidential 105

  • Cisco Confidential 106





























    Onboard VPN ISM

    60 60 65 80150


    170 170 170215


    715 715

    2.8X 2.8X 2.6X2.7X


    3.3X 2.9X

    1. Single stream of IPsec traffic with AES encryption is used for the throughput measurement2. Performance numbers are captured @ NDR (No Drop Rate)3. IMIX composition: 61% 90-byte, 24% 594-byte, 15% 1418-byte packets