Cisco EMEAR Partner-led Sales · • Position 500 rather than 2960-X to win cost-sensitive deals....

Cisco Confidential 1 C97-728433-00 © 2013 Cisco and/or its affiliates. All rights reserved.

Cisco – EMEAR Partner-led Sales

Dec 2013

C97-728433-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

With the largest installed base of enterprise and small business (SMB) customers,

and over 60 percent enterprise and SMB switching market share, Cisco is a clear

leader in switching solutions and a name you can trust.

Over 20 million switching ports shipped in 2012

Purpose-built for SMBs

Easy to install and maintain

Superior first-level support delivered by CCNA-certified professionals

Part of a complete portfolio of data, voice, and video networking

• Provide consistent guidance to competitive mapping of Cisco® switches compared to HP

• Make Cisco partners aware of the appropriate product options available to position against HP

• Counter HP distortions of the positioning of their switches compared to Cisco

• Help partners articulate the value and cost advantage of Cisco

This document is intended to:


ADVANCED LAYER 2 / BASIC L3

(Managed/Stackable) PORTFOLIO

500 Series Stackable

10 G Uplinks/Stack

Partial PoE/POE+,

Higher resiliency,

dynamic routing,

E-LLW

300 Series Managed

1 G Uplinks

Partial PoE/POE+,

advanced mgmt, QoS,

security, availability,

static routing

E-LLW

Fast Ethernet

Gigabit Ethernet

Fast Ethernet

Gigabit Ethernet

BASIC LAYER 2

(Unmanaged/Smart) PORTFOLIO

200 Series Smart

1 G Uplinks

Partial PoE,

basic mgmt, QoS,

security, availability

LLW

100 Series Unmanaged

1 G Uplinks

Partial PoE,

plug and play

simplicity,

LLW

Fast Ethernet

Gigabit Ethernet

Fast Ethernet

Gigabit Ethernet

Cisco®

Architectures EnergyWise™

Lower TCO with

smart operations Security Resiliency

Application

Visibility & Control

Smart

Operations

Cisco Catalyst® 2960-S Catalyst 3560-X/3750-X Catalyst 4500E

Up

Sell


When HP Positions Position These Cisco® Switches

1405 unmanaged 90 series

1410 SX100

1810 SG200

1905 SF200

1910 SG300

2520 (New 2530 to replace) Small Business SF300

Small Business SG300

2510 (New 2530 to replace) Small Business SF300

2530 Small Business SG300

2620 Small Business SF500 (Cisco cost advantage)

Catalyst® 2960 or 2960-SF

2910

2920

Small Business SG500 (Cisco cost advantage)

Catalyst 2960-S

Catalyst 2960-X

Continue

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When HP Positions Position These Cisco® Switches

2915 Small Business SG300

2615 SRW2008P-K9

3800

Catalyst 3560-X

Catalyst 3650

Catalyst 3850-X (stacking)


5120 Catalyst 2960-S

Catalyst 2960-X

5400 Catalyst 4500

5500

Catalyst 3560-X



5810 Catalyst 3000-X

5820

Nexus® 5000/3000 (DC ToR application)

Catalyst 6500 with Sup2-T (campus aggregation)

Catalyst 4500-X (space-constrained deployments)

5830 Catalyst 4948E (DC ToR)

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HP Cisco HP Weaknesses Cisco Differentiators

1405 Unmanaged 90 Series

1410 SX100

Product portfolio designed for

low-cost solution rather than

innovation and lower long-

term TCO

• Cisco® 100 Series Switches deliver

powerful network performance and

flexibility for small business networks,

without the complexity

• No installation software and nothing to

configure

• Affordable reliable network that works out

of the box

• Support for advanced technologies: Built-

in quality of service (QoS) and EEE

1810 SG200 • Same as 1410 • Business-class network with important

features like quality of service, Power

over Ethernet, CDP, Auto Smartports, and

IPv6 support 1905 SF200 • Same as 1410

1910 SG300 • Same as 1410 • Same as SF300 on next page

Continue

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2520 (New 2530

to replace)

Small

Business

SF300

• Lack true high availability

• Limited multicast (limited scale)

and QoS implementations

• Limited diagnostics and

troubleshooting

• HP energy sustainability efforts

are limited to equipment power

consumption and misleading

Miercom certifications

• Limited integration of wired-

wireless network and no

integration of TippingPoint

security portfolio

• Lacks full Power over Ethernet

Plus (PoE+ with dual, internal

power supplies )

• No functionality equivalent to

Medianet

• Cisco 300 offers much larger capacity and scalability

• Better security features, including advanced threat

protection functionality, ability to control traffic based

on Protocol, and DOS/CPU protection

• Greater flexibility and superior ease of use with

simplified UI; unique Cisco capabilities such as Auto

Smartports and auto voice capabilities

• Advanced management, including support for

multiple applications, expanded discovery, and cloud

management with Cisco OnPlus™

• More advanced energy-saving capabilities such as

support for time-based POE (shutdown POE on a

schedule when not required) and disabling LEDs to

save power

• Cisco 300 is priced lower than the HP 2530 platform,

making it a much better value for the money

Small

Business

SG300

Same as SF300 and :

• Double the power budgets with the new SG300-

28MP and SG300-52MP

• Support for legacy POE, which is not offered by HP

switches

Continue

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2510 (New 2530) Small Business SF300 Same as 2520 See SF300

2530 Small Business SG300 Same as 2520 Same as SG300

2615 Small Business SG300 Same as 2520 Same as SG300

2915 Small Business SG300 Same as 2520 Same as SF300

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2620 Small

Business

SF500 (Cisco® cost

advantage)

• Lacks full PoE+ with dual

internal power supplies

• No StackWise or StackPower

capability

• No QoS consistency – every

device port and switch must be

manually configured

• No Auto SmartPorts

• No Universal Power over

Ethernet (UPOE)

• Limited to small business

environments

• Can’t scale with the customer’s

business as it grows

• Better serviceability and network management

• More capacity for growth and future applications

(802.11ac, video, etc)

• Investment protection

• Compatibility for new and future applications

• Simplifies networks and increases performance

and network availability

• Next-generation Internet -ready

• Lowers operational costs (lowers power consumption

and cooling requirements)

• Ease of use – plug and play out of the box

installation for voice

• Advanced network management options (scripts,

batch configurations, remote management)

• Investment protection

• Simplified installation in select markets

Catalyst® 2960

or 2960-SF Same as 2960-S on next page

Continue

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2910

2920

Small Business

SG500 (Cisco cost

advantage)

• Price per port – 20 or 44 ports plus 4

combo ports (uplinks)

• Virtual stacking using clustering means

each switch must be manually configured

(no cross-stack unification)

• Resiliency - no backup commander in case

of primary failure, causing traffic

interruption

• No QoS consistency – every device port

and switch must be manually configured

• For full PoE, 2910 requires external power

supply; 2920 lacks full PoE on 48-port

model (limited to 24 ports at 15.4 W )

• Security – implementation of 802.1 blocks

all user traffic, disrupting business

continuity;

• No role-based security policies

• No Auto Smart-ports

Same as SF500

• Position 500 rather than 2960-X to win cost-

sensitive deals. Recent third-party product test

by Miercom compared Cisco 500 to HP 2910.

Cisco 500 was judged superior in scalability,

energy consumption, stack resiliency, ease of

use, reliability in the presence of a DOS attack,

and price performance

Catalyst 2960-S

Catalyst 2960-X

• True stacking with FlexStack creates unified data

plane and unified management

• QoS consistency and rapid deployment –

automatically detects devices and configures

QoS. Automatically applies QoS of first switch to

other stack members

• Highest PoE density in the industry – 48 ports of

PoE or 24 ports of PoE+ in one rack unit

• Lower energy costs – switch power

consumption is 50 percent less than 2910 and 37

percent less than 5120; lower device power

consumption with Cisco EnergyWise™

• SmartOperations – automatically downloads and

configures software; automatically configures

ports based on device type (plug-and-play)

• IPv6-ready certified

5120 Catalyst 2960-X

• SI version - IRF support limited to 1 G

uplinks

• Limited to supporting up to 24 ports at 15.4

W on a 48-port switch

• No option to support additional PoE on 48-

port in 1RU form factor

• IRF doesn’t scale across different HP

models

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http://www.miercom.com/2012/10/small-medium-business-stackable-switch-comparison/



3800

Catalyst®

3560-X

• Limited scalability

• No hot-swappable uplinks

• Power redundancy requires two power

supplies per stack member and as many AC

outlets

• sFlow provides sampled (incomplete) flows,

complicating troubleshooting

• Extensive installed base since launch of product

• High availability and advanced security features assure consistent

TrustSec® service

• Medianet

• Cisco EnergyWise™

• Ease-of-use features such as Auto Smartports, AutoQoS, Auto

Configuration with auto registration

• Full Power Over Ethernet Plus (PoE+) and comprehensive Enterprise

Networks services

Catalyst

3850

(Stacking)

• No converged wired and wireless

• Separate policies required across

wired/wireless/VPN increases complexity

and TCO

• HP claims IMC provides “single-pane-of-

glass” management, but functionality across

switching and WLAN is inconsistent


• Power redundancy requires two power

supplies per stack member and as many AC

outlets

• sFlow provides sampled (incomplete) flows,

complicating troubleshooting

• No Auto Smartports

• One network (wired/wireless) can enable greater business agility,

operational efficiency, scale, and consistency

• One policy across wired/wireless/VPN simplifies BYOD and reduces

TCO

• One management (lifecycle management, performance assurance,

compliance) across wired/wireless/VPN

• Universal Power over Ethernet (UPOE**)

• More comprehensive and simplified security enforcement

• App Visibility and Control (planning, controlling traffic, troubleshooting)

helps enable video and collaboration

• SmartOperations automates configuration and network monitoring

• Device, software, and services resiliency helps ensure non-stop

access to the BYOD infrastructure

• Cisco® Flexible NetFlow analyzes all flows, simplifying troubleshooting

Continue

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vs



3800 Catalyst

3750-X

(stacking)

Stacking


• Power redundancy requires two

power supplies per stack member

and as many AC outlets

• sFlow provides sampled

(incomplete) flows, complicating

troubleshooting



• App Visibility and Control (planning, controlling traffic,

troubleshooting) helps enable video and collaboration

• SmartOperations automates configuration and network

monitoring

• Device, software, and services resiliency helps ensure

non-stop access to the BYOD infrastructure

• UPOE*, full PoE+ in one rack unit

• Flexible NetFlow analyzes all flows, simplifying

troubleshooting

1 2 Pages 3 4

Continue

vs



5500

Catalyst®

3850 (Stacking)

• No converged wired and wireless

• Separate policies required across

wired/wireless/VPN increases complexity and

TCO

• HP claims IMC provides “single-pane-of-glass”

management, but functionality across switching

and WLAN is inconsistent

• 20 or 44 ports plus 4 combination ports (uplinks)

• IRF Clustered Stacking

• No hot swap or power redundancy

• Requires external power supply for full Power

over Ethernet (PoE) support (15.4 W)


• One network (wired and wireless) helps enable greater business agility,

operational efficiency, scale, and consistency

• One policy across wired/wireless/VPN simplifies BYOD and reduces TCO

• One management (lifecycle management, performance assurance,

compliance) across wired/wireless/VPN

• Universal Power over Ethernet (UPOE**)


• App Visibility and Control (planning, controlling traffic, troubleshooting) can

enable video and collaboration

• SmartOperations automates configuration/network monitoring

• Device, software, and services resiliency helps ensure non-stop access to the

BYOD infrastructure

• Cisco® Flexible NetFlow analyzes all flows o simplify troubleshooting

Catalyst

3750-X (Stacking)

• 20 or 44 ports plus 4 combination ports (uplinks)

• IRF Clustered Stacking

• No hot swap or power redundancy

• Requires external power supply for full PoE

support (15.4 W)



• App Visibility and Control (planning, controlling traffic, troubleshooting) helps

enable video and collaboration

• SmartOperations automates configuration and network monitoring

• Device, software, and services resiliency helps ensure non-stop access to

the BYOD infrastructure

• UPOE*, full PoE+ in one rack unit

• Flexible NetFlow analyzes all flows to simplify troubleshooting

Catalyst

3560-X

Continue

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vs



5800

Catalyst

3000-X

• QoS high-priority traffic suffers when

congested data and voice go over

IRF

• No dedicated stacking port; must

use 10 G

• Only one model with option for

redundant, hot-swappable power

supplies and fans

• HP uses 10 G module for stacking

compared to StackWise at 64 Gbps

on dedicated port

• Cisco TrustSec®

• Video enhancements such as Medianet

• Price stacking 10 G modules into the cost when

using IRF technology

• Simplified operational manageability through EEM,

IPSLA, Smart Call Home, and a rich suite of MIBs

5810

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vs



5400 Catalyst®

4500 • 5400 and 8200 consume 55 percent more

power

• sFlow provides sampled (incomplete)

flows, complicating troubleshooting

• Limited buffers (potential VoIP issues)

• Rigid TCAM structure limits scalability

• Supports only 6000 MAC addresses and

only 10,000 routes

• Poor debugging capabilities

• Reboots required during configuration

changes

• Basic 802.1x support

• Universal Power over Ethernet (UPOE)

• In-service software upgrades

• Investment protection (forward-backward

compatibility)

• Longer product lifecycle

• More comprehensive and simplified security

enforcement

• App Visibility and Control (planning, controlling

traffic, troubleshooting) helps enable video and

collaboration

• Device, software, and services resiliency helps

ensure non-stop access to the BYOD

infrastructure

Continue

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vs



5820

Nexus® 5000

and 3000 (DC

ToR

application)

• 5820 Fibre Channel

over Ethernet (FCoE)

module (OEM'd by

QLogic) is managed

separately with a

separate login and

does not use the

Comware software.

• N+1 flushing issues

• No 40 G option

• No option for

redundant, hot-

swappable power

supplies and fans

• Algo Boost capability for exceptional performance, visibility, and control

• Ultra-low latency for High-Performance Trading (HPT) and Big Data

environments

• Increases agility with faster, more pervasive data center virtualization

• Supports Layer 2/3 LAN and SAN traffic over fiber and copper Ethernet

• Lowers total cost of ownership by simplifying data center infrastructure

• Enhances business resiliency through greater operational continuity

Catalyst 6500

with

Supervisor 2-T

(campus

aggregation)

• Flagship Cisco® Catalyst switching services platform for core distribution

deployments

• Virtual Switching System bolsters availability and scales to 4-terabit capacity

• Up to 160 gigabits per slot; 100 Gigabit Ethernet-ready

• Simplifies creation of separate logical networks with Easy Virtual Network

(EVN)

• Integrated services modules enhance security, manageability, and wireless

control

Catalyst 4500-

X (space-

constrained

deployments)

Same as Catalyst 4500

Continue

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vs



5830 Catalyst

4948E

(DC ToR)

• Limited scalability for

larger data center

deployments

• Limited port monitoring

capabilities with “port

mirroring”. The 4948E

can do 8 bidirectional

SPAN/RSPAN sessions

at 10 GE line rate

• Catalyst integrated security toolkit, control plane protection,

and 802.1x for virtual desktop infrastructure (VDI)

deployments on the 4948E

• Helps enable network segmentation with VRF-Lite

technology

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Up S

ell

When

Customer

requirements

include: 500/500X

• Minimal

downtime in the

event of a link,

unit, or power

failure

• Server or storage

connections at 10

Gigabit

• 5/10 G resilient

stacking

• 10 G interfaces

• Increased

resiliency

• Dynamic routing

• Higher capacity

Customer

requirements

include: 2960-X

• Emphasis on

TCO

• Grow into Cisco®

architectures

• Cisco IOS® and

SMARTnet®

• Cisco TAC

support

• Smart Install

• Lower TCO with

SmartOperations

and EnergyWise™

• Full Cisco Prime™

support

• Entry into

advanced security

and AVC

architectures

Customer

requirements

include:

Catalyst® 3000

and 4000

• High availability,

scalability,

performance, and

security

• Modular

switching

platform

• Data center

infrastructure

• Security

• Application

Visibility and

Control

• Resiliency

• SmartOperations

• Higher ASP

• Services attach

• Higher customer satisfaction

• Higher ASP

• TMP credit (6 percent)

• VIP rebate (2 percent)

• Higher ASP

• Accelerated TMP credits

• increased VIP payouts

Upsell 300 to 500 Upsell 500 to 2960-X Upsell 2960 to 3000

and 4000

Bene

fits


• Claiming price advantage by

unit and not per-port pricing

• Competitor switches often

use combination ports

• When a combination port is

used as an uplink, the

associated access ports are

disabled. For example, a 24-

port switch may only support

20 access devices

• The Catalyst® 2000-X, 3000-X,

and 4000 all have dedicated

access and uplink ports, so a

Cisco® 24-port switch may

have 20 percent more access

ports

• Position the right product and

direct discussion to per-port

pricing, not unit pricing to avoid

distortion of Cisco price

premium

Competitor Tactic How to Overcome Example


• Positioning cheaper

products that don’t meet

the full customer

requirements

• Competitor may position

partial Power over

Ethernet (PoE) switches

when full PoE is required

• Be sure to point out

limitations of competitive

offers

• Ensure the customer

understands an apples-to-

apples comparison

Competitor Tactic How to Overcome Example

Thank you.

Cisco EMEAR Partner-led Sales · • Position 500 rather than 2960-X to win cost-sensitive deals....

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Transcript of Cisco EMEAR Partner-led Sales · • Position 500 rather than 2960-X to win cost-sensitive deals....