Delivering business value through transformative networking 20012011
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  • Mobility and Collaboration are dissolving the internet border and cloud computing is dissolving the corporate data center border as well.This is a diagram of the new, Borderless network environment we live in. Users, devices, cloud-based services and head-office resources are all accessible, but without traditional network perimeters. Cisco’s new architecture to secure this borderless network is able to restore the auditing, logging, access control, verification, malware policy and threat prevention. We’ve had to rethink how security is done, and how to accommodate this dramatic shift. We can help customers migrate to a protected network without borders, but this kind of security has to be “baked in” to the architecture and the products. Security as an afterthought is much less likely to restore the traditional levels of control. ----------------------------------------------------------------------------------Cisco Promotion Points: There is no single best practice for securing a Borderless Network – instead, Cisco’s new architecture is flexible and adaptable.
  • So how does this change the business landscape?Traditionally companies looked at themselves as siloed entities – the enterprise with its perimeter… with external facing applications, internal operations, and everything was secured.But what we see today is a shifting of those boundaries; things are becoming more borderless. As the number of mobile and remote workers continues to rise, we have to overcome the location border so we can work from anywhere. At the same time, the increasingly broad range of devices we are using (MACs, PCs, iPhones, smartphones) —whether in the office, at home, or on the go—requires us to reconsider the Device Border. Another shift happening is the application border: Software as a service, video, cloud. You want your applications to work everywhere, regardless of device or location.As the borders of the traditional enterprise perimeter fall away, we face new challenges as a network, as an IT team, as a company.These changes increase the complexity [CLICK – Transition] of the CIO’s environment.
  • As the environment becomes more complex, certain areas of concern remain: Scalability, Availability, Performance, Security, and Manageability.In the past, the way IT addressed these things was very linear:Network not big enough? Add another switchNeed better availability? Deploy more products or features to increase availability.Poor performance? Tweak the QoS.Today the problem is very multi-dimensional – IT has to do the same thing, but across the device, the application, and the location border.And guess what? They still have to ensure scalability, availability, performance, security and Manageability – but now, not just over IT controlled stuff, but also over non-IT-controlled devices.[CLICK – Transition] We’ve talked about the market transitions, the changing environment, and the increasing CIO’s complexity. These are the factors that inspired Cisco’s Borderless Network Architecture. Let’s look at a snapshot of the Borderless Experience.
  • Traditionally companies looked at themselves as silo’d entities – the enterprise with its perimeter… with external facing applications, internal operations, and you made sure everything was secured.But what we see today is a shifting of what those borders are, and a changing of the boundaries, where things are becoming more borderless.One of them is the mobile worker or remote worker – we have to overcome the location border so you can work from anywhereAnother is the device border – we use MACs, PCs, iPhones, smartphones – and IT has to figure out how (and which) to support.Another shift happening is the application border: Software as a service, video, cloud – things coming in to your network You want your applications to work everywhere, over whatever.So there are new borders coming into play over what was the traditional enterprise perimeter –And it’s changing the challenges we need to overcome as a network, as an IT team, as a company.
  • Cisco Secure Borderless Networks promote workforce-enabling technologies while protecting company data, resources, and staff.
  • AuthenticationAuthenticate users and devicesPervasively apply across networkAuthorization (and Accounting)Dynamically differentiate and control network accessAccess is based on who, what, when, where, howCentralized accounting of user and device accessCompliance (PCI, company)Cisco TrustSec provides access controls based on a consistent policy for users and devices across wired and wireless environments.This is especially critical when collaborating with outside partners.Cisco TrustSec controls how a user or a device can be granted access, what security policies endpoint devices must meet, such as posture compliance, and what network resources a user is authorized to use in the network. TrustSec ensures that guest access is administered securely and appropriately.Accessing the environment is tied into:What’s the role of the individual / machine: this can be based on the group the user is in (such as in Active Directory a notion that Fred is in marketing)What type of device is being used: personal PC, corporate laptop, some other peripheralOther conditions apply to determine the level of access – when, is it healthy, where is it coming fromAt the end of the day, authorization is granted to allow the user/device a certain level of network access, for example:Broad access for compliant employeesLimited access for contractors, only to specific resourcesGuest/internet only access for visitorsQuarantine for non-compliant devicesAnd deny access for undesirablesThis is coarse-grained access, controlling where the user/device is able to “send a packet” = IP reachability. It is not the same as IAM, or authenticating to a server. Rather the ability to even send a packet to the serverTrustSec incorporates both 802.1X port-based access control as well as MACsec or 802.1AE to provide hop-by-hop security through encryption, key authentication, and integrity checking to ensure data confidentiality behind the LAN, between select Cisco switches and endpoint devices.Whether applications such as voice and video go across the network or any form of data, it is important to protect against eavesdropping, denial of service, and spoofing (man in the middle attacks) to name just a few potential malicious attacks. TrustSec is the next generation security framework that uniquely offers end to end protection.
  • The challenge of applying security in a borderless network experience has become very multi-dimensional - across devices, applications, and locations. There are more devices accessing applications and data from multiple locations over the internet. While the challenges are the same at the core – Access Control, Acceptable Use Enforcement, Threat Protection and Data Security, the problem has become multi-dimensional in this new environment.
  • While the challenge has become multi-dimensional, the policy issues remain the same:There is a need to apply access controls to ensure the right people have access to the right parts of the network and applications.Acceptable Use controls for compliance and productivity, to ensure employees are using the web resources appropriately. Threat Protection to block all the bad stuff like malware, botnets, intrusions and spam from coming into the network.And finally data protection to ensure that confidential information is not getting out into the open or into wrong hands, either inadvertently or with a malicious intent.
  • Mobility has great promise in increasing business productivity. However, there are several barriers that stand in the way of realizing it: Make the in-office and out-of-office user experience consistent, meaning that workers have access to the tools they need to do their job from anywhere. Traditional VPNs have required lots of clicks and steps and still often fail or drop connectivity—it needs to just work. The smartphone to Salesforce.com has no company-controlled firewall or other security infrastructure in its path. No visibility, no policy enforcement other than what the SaaS vendor chooses to provide. Businesses must have ways to insert policy and security into every transaction. As if the first two challenges weren’t difficult enough…they’re exacerbated by the trend to consumerization. The days of the standard corporate device are over. Businesses must meet the first two challenges in a way that will allow them to embrace the wave of new devices—smartphones and laptops—that workers are bringing in and/or demanding.
  • The next attribute of the enforcement array is the ability to bring full context awareness for policy writing and enforcement. User identity and application or destination identity are the foundation of this but we don’t stop here. We also bring in location awareness – whether the user is in the network or outside the network and in the future the geo-location of the user as well. Next is knowing the priority of the traffic – things like throttling YouTube but allowing WebEx streams and other business critical applications without any restrictions. We also bring content awareness for files and other data traversing the internet edge to apply the right scanning policies, like DLP, malware scanning etc. Finally we also bring device awareness which allows one to deploy devise specific policies.Bringing all these policy elements together allows customers to create policies that best meet their needs, giving flexibility and greater control. Basic Application Control is available on the Firewall as well as the Web Security Appliance. By mid-2010, we will have advanced application control features on the Web Security Appliance. Since most of the applications tunnel over the Web, we will introduce this advanced application control using application signatures on the Web appliance first and then extend this capability on the Firewall and IPS in future releases. The application control capability will allow us to dynamically add new application types and applications allowing us to quickly respond to market demands as applications get popular and customer need greater control over these.
  • Let’s take a look at how we enable visibility and control over the SaaS traffic. More and more enterprises are realizing the benefits of SaaS and jumping on that bandwagon. In fact, did you know that we here at Cisco use over 300 SaaS applications? With SaaS traffic growing, an increasing area of concern is how to enable authentication and authorization with the enterprise user directory as opposed to managing user accounts separately with each of the SaaS vendors which can quickly become an administrative nightmare. A good example here would salesforce.com. Employees today are accessing salesforce.com directly with login credentials that are separate from their enterprise network login. Now if the employee leaves the company or is let go, the company has to ensure it disables the user account at each of the SaaS application they have an account with. Else there’s a risk to the information accessible to the user. We have an architecture today where all the SaaS traffic going over the Web can be directed using our network security devices to the Web Security Appliance where the user is automatically authenticated and authorized for access to the SaaS app thus giving SSO and a single source of revocation at the enterprise user directory. This makes the administration dramatically easier and reduces the need for enterprises to deploy complex Identity and Access Management solutions just for SaaS access.
  • There are many different remote access use cases, which highlight the variety of end-users groups, connectivity options and devices that must be met by a VPN secure remote access deployment.The ability to offer a single appliance solution to such varied and complex requirements is invaluable to a customer, both from an operational and management standpoint, as well as from a core security standpoint.Let’s look at these requirements more in detail :1. Consider for instance the case of a typical remote access user, who may connect from home and require full virtual LAN access to work efficiently. She may then put her laptop on standby and leave for work, use her smartphone during her commute time to check email, stop in a café and use her laptop over a wifi hotspot to finish an urgent task, then drive to the office and connect her endpoints directly to the corporate network.2. Another typical example depicts a business partner, who may not have the benefit or be trusted to use a corporate asset for accessing corporate resources and data. He only needs restricted access to few applications and /or to a specific database. Such users typically use their own (partner) company’s laptop to access resources.3. Yet another example depicts an emergency situation, where a high number of regular employees need to work remotely, without necessarily have been provided with a corporate endpoint for full VPN client access. Business continuity is key to many businesses, and is even outline in some legislation mandates (COOP) This may occur for instance when a natural catastrophe, a pandemic, a national threat, or a local network outage occurs. Corporate employees would benefit from clientless VPN access to essential work tools and resources such as OWA, RDP, citrix presentation server tools,…By enabling such access, the corporation ensures that its key business functions are resilient, and maintains its productivity.
  • Customer Pain Points …Qualification Questions Cisco EnergyWise Value PropositionsCutting costs…Are you concerned with finding new ways to conserve energy and cut costs across the company? …Gain visibility and control of energy consumption using the network, IT and facility convergence through CiscoEnergyWise and Network Building MediatorsFacing regulations…Are you facing worldwide, regional, or industry-specific sustainability regulations? …Correlate energy supply/demand, help enable real-time control, reduce carbon emissions, and build a baseline toward meeting regulatory concernsNo visibility, no tools…Would you be interested in knowing your overall energy consumption and potential cost savings?...Measure, reduce, and report energy usage with EnergyWise, Save money and resources, Use the Cisco EnergyWise Business Value Calculator for planning, Help enable integration with ecosystem partner applications
  • EnergyWise is an end to end Cisco solution including 3rd party partners and a series of management applications. EnergyWise includes that capabilities to manage IT, datacenter, building and eventually Smart Grid devices.The vision of EnergyWise includes full integration with many Cisco devices managed by third party and Cisco applications:POE and switching devices (now)PC power management, router power monitoring and router module control (soon)Direct integration with wireless controller, MSE, IP telephony (phones with sleep modes), Cisco Building Mediator for building management (Future)Smart Grid and Data Center integration (Future)Management partners in 9/2009 include LMS 3.2, SolarWinds, IBM Tivoli, Cisco Energy ManagerEnergyWise Power Management Orchestrator Product 2/2010
  • For consumers, video is interactive and immersive.For service providers, the demand for video provides new revenue opportunities and the ability to monetize demanded video services. In essence, they transition to ‘experience providers’. For business, video enables operational efficiency: whether new ways to collaborate, to drive presence with customers, employees, and business partners….drive seamless, global operations, or to reduce energy or travel costs
  • Transcript:CISCO PANEL: First of all, collaboration, video, voice, all of those are real-time technologies. And a lot of customers may have sort of thought about dealing with the challenges with some of those areas, but sometimes they don't even know or they haven't even realized what challenges they're going to face with some of these new technologies like video. And so video in particular is, they know it's coming and they're scared a little bit. So some of them are just kind of ignoring it and hoping that if I ignore it long enough, the technology will fix all of this so I won't have to worry about it. Which in many ways, that's exactly what we're doing. So part of the challenge that we try to highlight to them is you may not be having this problem today, but you better start thinking about this and having the right infrastructure. Because if you think about it, in our case, if 50% of our network is video, how do your prioritize it? Video is all real-time, what happens... ROSS FOWLER: QoS doesn't cut it anymore, does it? CISCO PANEL: Yes, QoS doesn't do it at all, so you need to be thinking about something different in terms of how you prioritize video. The other aspect is, is even in business communications, we talked about can the network help enforce some of the different rules? If you have multiple real-time streams going on, how do you ensure that you understand the identity of the person, apply those rule sets to prioritize your conversations with a John Chambers versus mine and Mike's for example? Actually, we'd be prioritized probably. Exactly. So how do you prioritize this traffic when it is all video? And then the other aspect of it is, video is so demanding. A lot of the real-time collaboration experiences, whether it's voice or video or anything real-time, that is the most suspect to any disruption. So how can we provide that seamless user experience, especially when you get into some of the mobile devices? How do you ensure you're delivering this over a mobile device in a way that provides that ultimate experience? ROSS FOWLER: Like with different encoding, different screen sizes. CISCO PANEL: Exactly, exactly. So those are some of the challenges, and some of them the customers are aware of and some of them it takes us to actually raise that to them. When I use that example... ROSS FOWLER: You're saying it's part of our sales calls, we sort of create a bit of fear and uncertainty in them, yes? CISCO PANEL: Not uncertainty and doubt, we're just preparing them. ROSS FOWLER: Yes, that's right. CISCO PANEL: We're just asking the right questions. CISCO PANEL: Yes, I think my favorite story from the global customer advisory board is when we were talking about this whole area of real-time collaboration, and we asked the customers, how business critical video was today? And some of them raised their hand and said it wasn't that critical for them. And then we asked the question, how many of you are building -- want to build your networks today to prepare for video? The customers who said it wasn't business critical, raised their hands and said, I want to prepare for it today. ROSS FOWLER: That really took me by surprise because in individually BCs, most customers have said it's around the corner. The EG Cap customers said, they're really frightened about it and they need to prepare for it now. CISCO PANEL: Well, that's the thing, some of them may not be looking to deploy it right away, but... ROSS FOWLER: It's about getting ready. CISCO PANEL: Exactly, and that's the key message that we need to highlight is make sure your network is ready for video because it is more demanding than anything else. And what you may have in place today if you haven't thought it through may not cut it.Author’s Original Notes:The use of video in businesses is rapidly increasing. Cisco did a study that estimates that video will make up 90% of network traffic by 2012. And it’s no surprise, because video lets people collaborate in real time wherever they are. But delivering a real time collaboration experience is a major challenge. When enterprises deploy IP-based video applications they must often deploy them over dedicated overlay networks or over-provision their WAN and campus networks in order to meet the scalability requirements and assure the service levels required to achieve the expected quality standards. Video quality standards are very high, as the threshold for poor quality VIDEO is much lower than voice or data.Deploying these services is another challenge as each end-point, such as an IP video surveillance camera, must be manually provisioned and configured to its respective application. This challenge is further complicated when an end-point is moved, or worse yet, is mobile. The potential for human error is not insignificant.Enterprises invest in collaboration tools to improve communications and increase employee productivity. Yet many of these rich media systems have the opposite affect, as each collaboration tool has its own user-interface and is limited in where it can be accessed and on what devices it is available on causing employees lost time dealing with multiple interfaces and limited availability of services.Can a Cisco network deliver a real time collaboration experience? Yes.
  • Medianet is an End to End Architecture for a media-optimized Network . Medianet allow the deployment, scalability and optimization ofquality of experience of Rich Media Solutions into the organization. Media Aware : Deliver the best experience. Detection and Optimization of different media and application Any-to-AnyAny contentAny timeAny whereEndpoint aware : Easy deployment. Automatic Detection and Configuration of endpoints.End-to-EndDevicesNetwork of networksSoftwareNetwork Aware : Easy to deploy and Administrate. Detect and respond to changes in devices, connnecton and service availabilityPlatform, Systems and ServicesEnable medianets via new tech, prodCollaboration, Broadcast/StreamingRobust services offerings
  • Customers are rapidly adopting rich media applications including telepresence, conferencing, signage and surveillance. This opens up the opportunity to drive network infrastructure refresh, to address the needs of these new application deployments.  Much as Unified Communications raised the bar in terms of assuring quality of service, the demands of the new generation of rich media applications require customers to re-evaluate their existing end to end infrastructure. This encourages customers to migrate from their existing infrastructure and enables account teams to use medianet as a competitive differentiator against low cost, low feature competitors. What’s new?What’s new is a Borderless Collaboration Architecture where voice and video traffic runs over the same IP network rather than overlay networks. What’s new are new rich media network services built into both Cisco’s routing & switching infrastructure AND Cisco voice and video applications and end-points. These new APIs bridge the application, network and end-points to ensure rich media applications are easy to install & manage, voice/video traffic is identified and prioritized, and embedded smart diagnostics and monitoring tools help troubleshoot and isolate issues, all to ensure a rich collaboration experience.And finally, what’s new is the need to fundamentally change how enterprise networks are designed because video not only loads the network it changes the way networks are built. So this includes validated end-to-end rich media architectures and design guidance that deliver these new Media Aware Routing, Monitoring, Optimization and Intelligent Network services, all with seamless security. ---Auto-configuration address challenges in Mass deployment of rich media applications such as Physical Security or Digital Media SystemChallenges today for such deployments are : Needs for a lot of preparation and planning as each switch ports have to be manually configured Personnel installing cameras and DMP do not have the right IT skills – Is it the right port/config? Result is an increase of the operational cost !Medianet Auto-Configuration help in reducing installation time and costWhat type of configuration is needed? Cameras, DMP need IP address, Data rate and Bandwidth information Access Switches need VLAN ID, QoS, Port Security and to be sure that device is connected to the right port.Access Switch can Auto-configure those parameters using Auto Smartports based on CDP or Mac range. Endpoint can provide information to the Network using MSI (Medianet Service Interface).
  • Nice slide, may want a tag line about building a resilient, media aware wireless network for future wireless enabled applicationsAdds resilient wireless IP Multicast support to ensure reliable delivery of mission-critical live video stream traffic

Delivering business value through transformative networking 20012011 Delivering business value through transformative networking 20012011 Presentation Transcript

  • Delivering Business Value ThroughCisco Transformative Networking Robert Saxe Senior Management Consultant© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
  • Robert Saxe Senior Management Consultant Office: +1 (630) 444-0544 Mobile: +1 (630) 399-3653 rsaxe@consultcascade.com / rosaxe@cisco.com Web: http://www.consultcascade.com© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
  • Forward Looking Statements Many of the products and features described herein remain in varying stages of development and will be offered on a when-and-if-available basis. This roadmap is subject to change at the sole discretion of Cisco, and Cisco will have no liability for delay in the delivery or failure to deliver any of the products or features set forth in this document.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
  • Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
  • Partner sales/Presales tarining: Delivering Business Relevance with IBLM Network Transformation Optimize IBLM Evolution towards: • Business Relevant Network Transformation • Full Customer Engagement Through Lifecycle Management Medianet and Business Video Understand Borderless Network Architecture: • Market Transitions and Drivers • Compelling Events and Customer Opportunities • Cisco Solution Vision and Current Capabilities Business Energy Management Apply Architecture • Target Customer Profiles • Business Needs Assessment Borderless • Relevant Network Assessments Experience • Architecture Roadmap and Solution Development© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
  • Calls To Action1. Apply the Transformative Networking Sales engagement model to all opportunities in order to identify and drive business2. Build a sales plan to drive incremental business a. Profile your installed base for the Borderless Solutions we will discuss b. Interlock with Cisco AM‘s for strategic account planning c. Using the Business Needs Assessment Tool, engage strategically to identify and solve relevant customer business problems d. Develop the relevant network assessment capabilities e. Close by applying the relevant Borderless Architecture Solutions3. Deploy the Borderless Solutions within your firm and develop your own internal and customer use cases4. Expand your Borderless Architecture solution capabilities over time© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
  • Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
  • Your Business is getting more complex… Business model shift Requires a new approach  Web-based, collaborative, personalized  IT innovation as a ―competitive advantage‖  Higher user expectation  Align People, Processes, Technology  Global markets & competition  Common goals for CEO & CIO Cost Customer Increased Efficiency Acquisition & competitiveness Retention Increased New Revenue Productivity Streams Innovation© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
  • IT Spending Priorities – The opportunitySource: Forrester. 2011 Budget Planning Guide for CIOs. Customer Survey © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
  • Why is Architecture Important? Lack of Architecture Results in IT – Business disconnect Silos Increased cost, duplication Unclear view Lack of synergy© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
  • Cisco IBLM is evolving Introducing CISCO TRANSFORMATIVE NETWORKING Enabled by IBLM© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
  • Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
  • Cisco IBLM is evolving CISCO TRANSFORMATIVE NETWORKING Enabled by IBLM What is our vision? To help you have more relevant, profitable and high impact sales conversations with customers by driving real technology and business alignment.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
  • Cisco IBLM is evolving CISCO TRANSFORMATIVE NETWORKING Enabled by IBLM Why is technology alignment important? In an fast moving global economy, the ability to create and execute new services and business capabilities at speed gives your customers real competitive advantage. Aligning their IT and business strategies enables them to prioritise investment decisions, matching solutions to strategic goals.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
  • A powerful three-phased sales engagement model PREPARATION DISCOVERY PROPOSAL Position yourself strongly at Gain essential customer Turn a transactional the start of an engagement. infrastructure information. engagement into a continuous, strategic one. How? How? How? By using our bespoke tools By using powerful tools such as By providing specific to gain a clear Network Discovery to report on recommendations for how a understanding of your the current state of the customer‘s current customer‘s business customer‘s infrastructure. infrastructures could better objectives and how they link support their business to Cisco architectures. objectives – through a long- term architecture roadmap – while also revealing short- and medium-term opportunities. Customer Commitment to Architecture Roadmap Opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
  • A powerful three-phased sales engagement model PREPARATION DISCOVERY PROPOSAL TOOLS & SUPPORT TOOLS & SUPPORT TOOLS & SUPPORT Network Architecture Vision Features and reporting Unique Customer Workshop. enhancements through Cisco Architecture Roadmap. Presentation of Architecture Discovery Services (CDS). Smart Business Architecture Framework Template. 360° Health Check. Blueprint and Cisco Business Needs A broader choice of Discovery Validated Designs. Assessment Tool. tools. Proposal Templates including Service Wrap. Sales/Presales Training Partner Technical Discovery Enhanced Partner “Delivering Business Value Workshop Incentives. through IBLM Network Attractive Transformative Transformation”. Networking services incentives. Lifecycle Financing from Cisco Capital. Customer Commitment to Architecture Roadmap Opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
  • Grow your ambitions with Cisco Transformative Networking Driving business & technology alignment (across architectures) X-architecture Network Transformation Driving business & technology alignment (in the network) Level 4 BN Network • X-architecture transformation business needs qualification Level 3 • Understand UC/ Driving new services DC assessment • BN Business roadmap and deliver X-sell and needs qualification • X-architecture Baseline Services • Understand adv. roadmap positioning Operational excellence Assessment • X-architecture Level 2 roadmap and deliver Professional • BN Architecture Services & consulting Baseline EoX • Cisco baseline and Services roadmap positioning • Cost optimization discovery • Professional assessments • Complete network Level 1 services & consulting Customer Value map • Solution selling + 100-250% deal 3X deal size • Operational Risk size •Long-term strategic assessment + PS opportunities engagement • Product selling Continous •Value differentiation + 30% deal size engagement •Competitive • Baseline Services + Customer loyalty Trusted advisor advantage • Discovery or status customer inventory Opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
  • What does this mean to you?EoX Recent and Covered• Operational Risk for Customer! • Recent equipment, covered with service contract• Start conversation with customer/partner • Build Architecture roadmap EoX Recent and Recent Covered notRecent not Covered = Opportunity Covered• Risk mitigation for customer• Incremental business for partner and Cisco• Special service incentives when attaching service – 25% / 50% additional discount© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
  • Partner Testimonial CISCO TRANSFORMATIVE NETWORKING Enabled by IBLM In the first 12 months or so of the [IBLM] practice, BTiNet conducted around 100 audits, which generated incremental revenues of £3.7 million and created a pipeline approaching another £5 million. ―Setting up the practice was an act of faith. We were expecting a return on investment of around 30 to 1, but the actual return has been far greater.‖ Phil Read, Sales Director, BTiNet© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
  • Partner Testimonial CISCO TRANSFORMATIVE NETWORKING Enabled by IBLM Customer Profile: ―Instead of having to do a hard sell Financial Services we were able to present the hard Business Issues: facts. It was no longer a case of Cisco Improve operating efficiency and collaboration and the partner saying ‗you need to between branch offices and contact centers in renew your network‘; now the order to maintain high customer satisfaction customer was able to see the gaps levels and target new opportunities to cross- between their existing infrastructure sell banking, insurance and investment and future requirements,‖ products Impending merger impacting budget Cisco Account Manager Technology Issues: Network assessment determined network could not support the integration of critical business applications needed to realize their business objectives Solution: $2.5 Million LAN Refresh© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
  • Desired OutcomePreparation …identify customer business needs and how they relate to Cisco Borderless Networks and gain commitment from Customer to EngagementDiscovery …Identify current state of the network and get a clear view of capability to deliver on customer business objectiveProposal …Unique Architecture Roadmap and Proposal and/or opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
  • There Are Two Markets in Each CustomerAccount … And You Need to Engage With Both! Potential $ Drivers Decisions Time Technology Driven Opportunities Spend = Replace Tech + Sales Cycle 1–2% & Finance 30-60-90 of Revenues Improve Decision Days Markets Spend = Enable Multiple 6 Months Business 6 – 10 % Ideas & Business Could be Driven of Revenues Revenues Areas 1-3 Years Opportunities More dollars are spent by the business– but the investment takes longer to deliver© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
  • Changing the Conversation - BDMs vs. TDMs Business Decision Maker Technical Decision Maker (BDM) Perspective (TDM) Perspective BDMs pain-points and  TDMs purchase technology to objectives vary significantly fulfill BDM requirements by vertical  TDMs often have functional BDMs buy applications to responsibility over a given drive business value technology (i.e., voice, data, servers, applications, etc.) BDMs have broad responsibilities and own or  TDMs manage the budget they manage P/L are assigned, and are often charged with reducing their BDMs influence Technical spend Decision Makers© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
  • Getting In Front of the Business Decision Makers• A Five-Step Process For AMs 1. Research the state of the business, industry trends, key initiatives 2. Engage with current contacts to determine: a) Key line of business (LOB) priorities b) Sponsorship strategy for key executive contacts and LOB stakeholders 3. Map target solutions that can address these priorities 4. Develop value and positioning statements for each stakeholder a) Apply use cases to demonstrate credible value 5. Engage with an Architecture Workshop a) Demonstrate knowledge of their business issues b) Quantify drivers in terms of financial impacts c) Position the relevant network assessment262010 Cisco and/or its affiliates. All rights reserved. © Cisco Confidential 26
  • Positioning Your Relevancy and Value To BDMs State of Customer‘s Business, Industry Trends: 1.) Strong competition and newer niche players arising 2.) Slight decrease in market share and profitability as a result of competitive scenario 3.) New industry compliance requirements are evolving Key Customer Imperatives: Strategic and Tactical: 1.) 10% top-line growth and 7% increase in market share 2.) Align to and exceed industry compliance recommendations and utilize as competitive advantage 3.) Increase profits by 15% through tighter expense controls LOB Business Priorities and Business Initiatives: 1.) Increase sales performance and efficiency through larger territory coverage (15%/AM) 2.) Deploy consistent security policy in alignment with industry guidelines 2.) Reduce OpEx by 15% at branch locations Target Solution Value and Positioning: We can help you realize your objectives of improved sales force performance and efficiency, addressing security compliance initiatives, and reducing your operating expenses. The first step in the process our process is to further assess your needs through a Architecture Workshop. Would you sponsor this with your team?272010 Cisco and/or its affiliates. All rights reserved. © Cisco Confidential 27
  • Three phases of the Network Architecture Vision Workshop Phase 1 Phase 2 Phase 3 Pre-workshop Workshop Post- workshop Achieve customer Discussion and Create a Business internal sponsorship. capture of key Architecture value business priorities. proposition. Give an overview of Customer updates on Consolidate the key architectural current and future points and work with relevance, workshop business priorities. the tech team and deliverables. Technical Solutions Cisco or Partner Architect to create the Identify critical should present the proposition. customer attendees elevator pitch on and gain a commitment Borderless Present this back that they will attend. Networking. to the sponsor to gain a commitment for a Open discussion on how Network Assessment. this meets the customer challenges.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
  • Business Needs Assessment tool A tool to guide the AMs of our partners through a meaningful discussion on customer business needs linking directly to Cisco BN solutions. • 10 questions in 2 categories (BDM and IT DM). • Obtain sponsorship. • Recomendation to customer based on customer response and input. • Clear call to action for partner and cusotmer. • Understanding of what to look for going into the assessment phase.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
  • Business Needs Assessment Tool LIVE DEMO© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
  • Handling Objections Why do I need a network assessment? It is the only way to really see how well your network can support your business needs. What happens to my data? It is securely and confidentially evaluated to determine the status of your network and its ability to support your objectives We already have a network architecture! Excellent! Let‘s ensure your architecture is optimized and aligned with your business objectives in order to realize tangible business value. We already do lifecycle management! Did you know IT Lifecycle Management is often siloed? Given how central a role the network plays, let‘s evaluate your ITLM framework to ensure it includes network lifecycle management as well as aligns to your business goals.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
  • Cisco‘s Borderless Network Opportunity Borderless Networks The Network is the Platform© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
  • The Opportunity is Real! Business Drivers Lead To Market Transitions• Market Transitions Drive Business Requirements Workplace Mobility Video Experience  1.3 Billion new  Blurring the borders:  65% of all Cisco networked mobile network traffic today is Consumer ↔ Workforce devices in next video three years Employee ↔ Partner Mobile Devices Anyone, Anything, Anywhere, Anytime IT Resources My IT budget isSTRETCHED already. Our time to I need CLOSER I‘m worried about We are MISSING market is OPPORTUNITIES! TOO SLOW! RELATIONSHIPS CUSTOMER with my partners. SATISFACTION. © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
  • What do customers gain? Workplace Mobility Video Experience 1.3 Billion new networked Blurring the borders: Changing Way We Work: mobile devices in the next Consumer ↔ Workforce; 65% of all Cisco network three years. traffic today is video. Employee ↔ Partner. Video projected to quadruple IP traffic by 2014 to 767 Mobile Devices exabytes IT Resources© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
  • Enable a business focused delivery of a borderless experience with Cisco Transformative Networking© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
  • • 29.7 % of workers telecommute • Mobility enables productivity • 14 Million Millennial telecommuters 69 % report they use whatever device they want regardless of company policy • Companies must adapt to attract/retain talent and drive innovation Source: Gartner Dataquest: Mobile Workforce© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37
  • Customers Want Business without Borders Policy Corporate Border Platform Infrastructure Applications as a Service as a Service Software X and Data as a Service as a Service Corporate Office Branch Office Home Office Airport Mobile Coffee User Attackers Partners Customers Shop© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38
  • The Result: Changing Environment and Shifting Borders Mobile Worker Location Border IT Consumerization External-Facing Applications Internal Device Applications Device Border Border Video / Cloud Application Border IaaS,SaaS© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39
  • Same Challenges Increasing Complexity Location Scalability Device Availability Performance Scalability, Availability, Performance, Security, Security and Manageability Across Non-IT-Controlled Manageability Environments Application Then: Linear Now: Multi-Dimensional© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40
  • © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41
  • Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42
  • New Normal Border Diversity • Complex workforce – employees, guests, contractors, partners • Employees demand mobility and device choice Users • Consumerization of External Apps Devices access devices Internal Apps • Purpose-built devices becoming network enabled Applications • Increased use XaaS, SaaS of virtualization • Move to cloud-based access and services© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43
  • Security Challenge; Identity Who? Identify users and provide differentiated access in a dynamic, borderless environment What? Enforcing compliance for proliferating consumer and network capable purpose- built devices Where? Traditional borders are blurred. Access is possible from anywhere How? Establish, monitor, and enforce consistent global access policies© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 44
  • Customer Challenges: Building a Borderless Access Policy Common Questions Organizations Ask Authorized Access Guest Access Non-User Devices  How can I restrict access to  Can I allow guests Internet-  How do I discover my network? only access? non-user devices?  Can I manage the risk of  How do I manage guest  Can I determine what using personal PCs? access they are?  Common access rights  Can this work in wireless  Can I control their access? when on-prem, at home, and wired?  Are they being spoofed? on the road?  How do I monitor guest  Endpoints are healthy? activities?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 45
  • Cisco Borderless Security Vision: Always On Security and Protection Cisco Borderless Network Security Protected© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 46
  • Cisco TrustSec : Identity Solution for a Borderless World Enables Secure Strengthens Supports Collaboration Security Compliance Dynamically Enforce consistent Provides real-time authenticate and security policy, access visibility and assign access based ensure endpoint audit trails for on user and device health, deliver a monitoring, auditing role and location secure network and reporting fabric© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 47
  • TrustSec: How It Works Identity Other Authorization Information Conditions (Controlling Access) NAC Appliances 802.1x/ Infrastructure Vicky Sanchez Group: Broad Access Employee, Marketing Full-Time Time and Date Wireline 3 p.m. Employee Limited Access Frank Lee Guest/Internet Guest Wireless 9 a.m. Group: Contractor + Quarantine Posture Location Security Camera G/W Deny Access Agentless Asset MAC: F5 AB 8B 65 00 D4 Group: Guest Francois Didier Consultant Track Activity for HQ—Strategy Access Type Compliance Remote Access Device Type 6 p.m.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 48
  • Customer Profiles and Targets• All IBLM Customers! Do you have a documented security policy? Do you have a process to dynamically discover all devices that come onto the network and verify compliance? Do you have the ability to quarantine non-compliant devices? Are you interested in reducing IT overhead while improving your information security? Do you currently have a consistent ability to manage non-user devices, such as printers, cameras, and phones?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 49
  • Customer Profiles and Targets• Industry or Government Information Security Compliance Are you subject to industry or government compliance requirements relative to information security? Do you have a consistent access policy for all users and devices? Are you mandated to monitor, audit and report on your compliance?• Collaborative Business Models (Partners, Customers, Supply Chains) How do you manage Guest Access to the network? What is your policy for non-user devices (phones, printers, etc.)?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 50
  • Network Assessment Relevancy• Baseline Network Assessment What is the current network design? Can the current network devices meet the business requirements?• Security Policy Assessment What is the security policy? User Non-User Devices Time of day Location What devices are being used to access information? Are applications behind the firewall? Are there consistent policies?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 51
  • Network Assessments Drive Opportunities Architect network solution that aligns Obsolete Network; Lack of business, security management, and Consistent technology objectives. Level of Customer Risk Architect network solution that aligns Partner Opportunity Network Not TrustSec Capable business, security management, and technology objectives. Optimize network and enable TrustSec TrustSec Capable Devices / configuration based on business TrustSec Not Configured objectives. Optimize TrustSec to ensure it is supporting business policy. Focus on TrustSec Already Deployed other Security opportunities (AnyConnect). Network Status Calls to Action© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 52
  • h Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 53
  • Market Challenges: Mobile Diversity Location More People Working from More Places Using More Devices Device Accessing More Diverse Applications Passing Sensitive Data Application© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 54
  • Security Challenges: Complexity – The Policy Issues Remain The Same! Acceptable Use Spam Control Access Threat Control Policy Protection Malware Infections Data-Loss Prevention Intrusions© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 55
  • Customer Challenges: Enabling Secure Mobility Improved Remote Access Always-On Security and Consumerization Experience Protection Unifying Extending Mandate for In-Office and In-Office Security and User Choice in Out-of-Office User Policy to Mobile Users Device Experience© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 56
  • Vision: Full Context Awareness Identity Application Human Job Sites Resource Instant No File Message Transfer Streaming 100 kbps/User Media Device Location P2P All Object Priority© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 57
  • Cisco AnyConnect Secure Mobility Web Security with Next Generation Remote Access Choice Diverse Endpoint Support for Greater Flexibility Data Loss Prevention Acceptable Use  Security Threat Prevention Access Control  Rich, Granular Security Integrated Into the network Access Granted Experience Always-on Intelligent Intranet Connection for Seamless Experience and Corporate File Performance Sharing© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 58
  • Cisco AnyConnect Secure Mobility Portfolio• Cisco AnyConnect Secure Mobility consists of: Cisco AnyConnect Secure Mobility client Simplifying the VPN experience Cisco IronPort Web Security Appliance (WSA) Protecting the network perimeter against spyware and web-based threats Cisco ASA Series Firewall Secure mobility headend Information Sharing Between Cisco ASA and Cisco WSA News Email AnyConnect AS Cisco Web A Security Appliance Corporate AD Social Networking Enterprise SaaS© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 59
  • AnyConnect: How It Works - Web Application Controls Granular Control over Application Usage Access Control Access Control Policy Violation Employee in Finance Instant Messaging File Transfer over IM Breadth of Applications: Collaboration | Evasive | Media© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 60
  • AnyConnect: How It Works - SaaS Access Control Regaining Visibility and Control Through Identity Corporate SaaS Office Single Redirect @ Login Sign-On Branch Office Cisco IronPort™ S-Series Home Office Active Salesforce.com Directory SaaS Cisco® / LDAP Single AnyConnect Sign-On Secure Mobility Client Centralized Enforcement | Single-Source Revocation | Consolidated Reporting© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 61
  • Customer Profiles and Targets• Mobile workforce Do you have a mobile workforce? How do you accommodate remote workers? Can your workers access the same information/applications while remote as they can when in the office? How does your firm address information security relative to your mobile workforce? Are you able to collaborate with your customers and suppliers? How could mobility enable your productivity?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 62
  • Customer Profiles and Targets• IT Consumerization How is your organization incorporating new, consumer-driven innovation into the workplace? Do your employees utilize smart phones? Can your team access critical business applications from any device? Quantify the operating efficiency of improved consumer-driven innovation© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 63
  • Customer Profiles and Targets• Outsourced environment Do you outsource any of your IT systems, applications, functions, or operations? Are your outsourced applications/systems secure? Could virtualization improve your operating efficiency?• Mission critical business applications What are your mission critical business applications? What is the impact if your users are unable to access these applications? Platform Infrastructure as a Service as a Service Software X as a Service as a Service© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 64
  • Qualifying the Customer• Executive Decision Makers and End Users How is your organization enabling employee productivity through technology innovation? What types of mobile devices do your employees utilize? Company sanctioned On their own Are your teams able to access critical business information whenever they may need it? On any device? From any location? How is your organization protecting your information assets and integrity? Are you subject to industry or government compliance?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 65
  • Qualifying the Customer• Security Administrators and Technical Executives Does your security policies account for all mobile devices that end users may use? Managed Unmanaged Is your policy enforcement comprehensive? Contextual awareness Pre-emptive Are you interested in: Simplifying your IT operations relative to managing secure access? Improving the customer satisfaction of your end users? Reducing your operating costs?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 66
  • Network Assessment Relevancy• Baseline Can the current network support the organization‘s business and mobility objectives? What mobile devices are identified?• Security Policy What is the security policy(ies) around mobile and remote access? How can Cisco AnyConnect improve the current policy? What is their posture relative to policy? WSA What types of rich web controls are in place: Location-aware policy - Application controls SaaS access controls© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 67
  • Network Assessment Relevancy• Mobility How well can the current network support the mobility initiatives? What are recommended improvements?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 68
  • Network Assessments Drive Opportunities Architect network solution that aligns Obsolete Network business, secure mobility, and overall technology security policy objectives Architect network solution that aligns Partner Opportunity Customer Risk Network NOT AnyConnect Capable business, secure mobility, and overall security policy objectives Optimize network and position value Network Capable / AnyConnect and of AnyConnect/WSA solution. Enable WSA Not Deployed based on business objectives. Optimize AnyConnect/WSA config to ensure it is supporting business policy. AnyConnect and WSA Deployed Focus on other secure mobility opportunities. Network Status Calls to Action© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 69
  • h Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 70
  • Market Drivers and Opportunities: Energy and Carbon Footprint• A typical commercial building‘s IT assets consume 25% of total power IT Equipment usage Lighting 25% 11% Other• The majority of IT‘s power 6% consumption occurs outside of the data center• It takes twice as Heating, Cooling much energy to and Ventilation remove heat IT 58% Electricity Data generated as it takes Use Center Source: UK Energy Efficiency Best Practice Program; Energy Consumption Guide 19: to run the equipment Outside the Electricity Energy Use in Offices Data Use Center 45% 55% Source: Forrester, Enterprise And SMB Hardware Survey, North America And Europe, Q3 2008© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 71
  • Market Drivers and Opportunities: Green Is Top of Mind : Reduce Costs Regulation Environmental  Comply with  Reduce  Reduce energy greenhouse gas consumption government directives emissions and cost  Increase  Measure Return sustainability On Investment For most organizations, the driving motivation for green IT is to reduce energy expenses resulting from sprawling server and storage farms, intensive data center cooling, and distributed IT assets.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 72
  • Cisco BEM Vision: Reducing Energy Costs County-Wide Office No Energy Management Energy Management Am I Using My Network to Reduce My Energy Costs? "if it can be connected to the Internet, it can be greener”© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 73
  • Vision: The Energy Intranet: Convergence of IT and Facility Networks Tenant Services and Technologies Building Services and Technologies IP Based Non-IP High-Speed Internet Lighting Wireless Elevators VPN 24/7 Monitoring IP Telephony HVAC Sensors Audio & Video Conferencing Fire The Network Is Visitor Management the Platform Video Surveillance Interactive Media Access Digital Signage Energy© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 74
  • Cisco BEM Financial Value Propositions Eliminate standalone gateways by ~50% Reduce installation and integration costs by ~20% CapEx $ OpEx Decrease energy costs by ~20% Reduce operations and maintenance costs by ~30%© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 75
  • Cisco BEM Solutions: Intelligence Powering the Energy Intranet Energy Supply Analytics Smart Grid Green dashboard Demand response Curtailed rate Information Building Technology Systems EnergyWise Mediator Energy Demand© 2010 Cisco and/or its affiliates. All rights reserved. User/Device Visibility Cisco Confidential 76
  • Cisco EnergyWise Technology• Innovative software added to Cisco Catalyst switching portfolio• Available to customers for download now or with technology refresh• Enables reduction of greenhouse gas emissions—affecting the other 98%• Produces significant cost savings• Network intelligence monitors, reports, and reduces energy usage across entire infrastructure• Open technology for greater partnering Collaborative Cross-Industry Effort© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 77
  • © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 78
  • Cisco EnergyWise Solution Portfolio CiscoWorks Cisco EnergyWise IBM Tivoli SolarWinds Other Ecosystem Network LMS Orchestrator partners Management applications EnergyWise Domain Protocol (for legacy building Translator equipment) / Mediator EnergyWise Toolkit SDK Building Facility End-points IP enabled Devices Non-IP Devices© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 79
  • Reducing Bank Branch Carbon Footprint EnergyWise Application Asks to Turn Off Power at 7 PM• Operation 9 to 5• Power off phones after hours Policy Added to Network and power on phones next day• Legacy phone and switch Policy Communicated Across Switches Branch Office Time Is 7 PM Switch Identities Call Phones Executes Policy Manager Switch Turns Off Port Power WAN EnergyWise Management Application Time is 7 AM Switch Executes Policy EnergyWise Enabled PSTN Switch Turns On Port Power© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 80
  • Cisco EnergyWise – The Impact Watts Savings 15.4W x 5,000 off hrs x (5,000 IP phones + 500 APs) = 423,500kW savings per year Cost Savings 15.4W x 5,000 off hrs x $.12/kWhr x (5,000 IP phones + 500 APs) = $50,820 savings per year GhG Savings kW savings per year x 0.15 kgCO2e/kWh x EB1 = 194,024 trees saved per year 12,498 mid-size automobile annual emissions removed Based on 5000 color IP phones, 5K employees, 10 employees/AP, 1 kgCO2e reductions = 3.0542986425334 trees (Environmental Benefit factor 1 = EBF1), 1 kgCO2e reductions = remove 0.1967435549525 mid-size automobile (Environmental Benefit factor 2 = EBF2)© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 81
  • Customer Profiling• Public Green Strategy Website, trade publications, filings 25% of respondents state they have a Green Action Plan 34% say they are thinking about it• Employee/Officer Response for Green Policy and Initiatives• Green Actions Recycling Visual power management, water conservation Use of Green IT© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 82
  • Vertical Profiling Vertical Opportunity Drivers Education High Evenings, weekends, vacations Retail High Many branches = big savings Public Sector High Largely fixed work hours Hospitality High Unoccupied hotel rooms Connected Real High Value-added element in building management Estate Finance High After hours cost reductions for banking, insurance… Health Care Medium 24x7 nature of hospitals may lessen opportunities, still administrative possibilities/clinics Manufacturing Medium Depends on business. 24x7 shifts Transportation Medium Depends on business. Airports e.g. would be 24x7x365 ― EnergyWise is a big factor in favor of Cisco. We believe implementing this will save us millions of dollars per year.‖ Mattias Douhan, Chief Architect, H&M Stores© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 83
  • Qualifying the Customer• Reducing Operating Expenses (OpEx) Do you have an energy management process today? Do you have energy efficiency objectives and policies today? How do you manage your energy consumption?• Increasing Free Cash Flows What are the top priorities or strategic initiatives can you fund if you are able to improve your cash flows?• Regulatory Compliance Are your subject to regulatory requirements to reduce your GhG and/or carbon emissions?• Competitive Advantage• Social Responsibility© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 84
  • Seeing the Impact: Carbon and $ Savings Cisco EnergyWise Business Value Calculatorhttp://www.cisco.com/go/energywise/ Create a customer profile. Correlate power usage to vertical use. Demonstrate cross-enterprise savings in watts, dollars, and carbon emissions.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 85
  • Network Assessment Relevancy• Baseline Does the customer‘s network consist of: EnergyWise-capable devices? Obsolete devices that are not energy efficient?• Green Architecture Assessment (Partner PS) What are the customer‘s IT energy management policies, if any? Is the customer‘s network: Architected in a way that optimizes capacity, density, and power requirements relative to the customer‘s business objectives? Configured with EnergyWise in a way that supports the business policies?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 86
  • Network Assessments Drive Opportunities Architect network solution that aligns Obsolete Network business, energy management, and technology objectives Upgrade IOS, if applicable. Architect Partner Opportunity network solution that aligns Customer Risk Network Not EnergyWise Capable business, energy management, and technology objectives Optimize network and enable EW EnergyWise Capable Devices / Not configuration based on business Configured objectives; position Orchestrator Optimize EnergyWise config to ensure it EnergyWise Deployed is supporting business policy. Focus on other Green opportunities (video) Network Status Calls to Action© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 87
  • EnergyWise Ecosystem Cisco Developer Network Smart Grid IT Network Data Center CiscoWorks LMS ISR Router EnergyWise Module Orchestrator Call Manager Mobility Desktop Context-Aware Wired Location Wireless Controller POE & Switching Cisco Building IP Telephony Mediator© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 88
  • h Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 89
  • Western Europe IP Traffic Growth 36% CAGR 2009–2014 18 IP traffic will increase 16 16.2 4.6 fold from 2009–2014 EB/mo 14 12 Web video conferencing fastest growing business app: 10 147-fold growth by 2014. 8 High-definition video will be 30% of 6Exabytes/mo consumer Internet video in 2014 (up from 4% in 2009). 4 3.5 2 EB/mo It would take five months to watch 0 the amount of video that will cross the network every second in 2014. 2009 2010 2011 2012 2013 2014 Source: Cisco Visual Networking Index (VNI) Global Forecast, 2009–2014 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 90
  • Video Adoption Trends - Forrester Research© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 91
  • Why Video1Kandola,Pearn ―The Psychology of Effective Business Communications in Geographically DispersedTeams”, Cisco Systems, September 2006 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 922Vision Group Research, FMRIB, University of Oxford, UK
  • Real-time Collaboration Challenges Managing Video Prioritizing Business Seamless User Deployments Communications Experience  Multiple video applications  Network set and enforce  Employees access over same IP policies for different voice and video infrastructure? applications, users and services through devices? multiple disparate  Automatically recognize devices? media applications?  How do you prioritize traffic when majority of it is  Access to rich media  Manual configuration of Video ? services limited by new media end points? device type or location?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 93
  • Scaling video is still challenging Experience Complexity Interactivity Capacity  Fragmented  n-display  Video is real-time,  Video storage solutions problem interactive and  Bandwidth bursty  Hard to use  Too many formats  Increased  User is customer control-plane  Delivering new expectations experiences  Hard to find and share video© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 94
  • Medianet: Transform Voice and Video Experiences No Resource Reservation, Context-Aware, Prioritized, High- Degraded Voice and Video Quality Voice and Video CEO Business Sports CEO Business Sports Meeting Meetings Event Global Business, Meeting Meetings Event Worldwide Offices Can My Network deliver these Real-Time Collaboration Experiences?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 95
  • Why medianet? Why Now? Optimize Quality of More Video Experience Apps ReduceRising Need Complexity For Video IP Network More Video Accelerate Devices Deployment© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 96
  • Cisco Medianet Portfolio End-point/User Components Digital Media Video TelePresence System (DMS) Surveillance Network Service Components Media Experience Unified VideoStream Engine Communications Infrastructure Components Cisco® Catalyst® Cisco® ISR G2 Cisco® ASR WLAN Controllers 5508 3k, 4k, 6k (Branch) (Head-End)© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 97
  • Media Ready Network (Medianet 1.0): Enabling Business Video Services Video Solutions Enable Video Optimize User Solutions Experience QoS SAF Validated Best Practices Designs CAC Identity PfR Media Processing Architecture Guidelines RSVP Service Provider integration© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 98
  • Medianet 2.X Borderless Medianet Architecture Video & Collaboration Cisco Video & Voice Applications  Architectural play - Intelligent endpoints + intelligent network Medianet Services Interface  Core to Cisco‘s video Enable Rich Media Optimize User Solutions Experience strategy  Multiple video & voice Auto Resource Video Metadata Configuration Control Monitoring applications across the same IP Network Medianet enabled infrastructure  Medianet Readiness Assessment Deliver the network optimized for video anytime, anywhere, any device© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 99
  • Medianet 2.1 – Medianet Service Interface, MSI – A New Concept! Medianet Service Today‘s Structure: Interface Benefits Management Infrastructure Middleware Adoption & ease of development SIP, ICE/STUN Session Mgt (QoS & Security) Medianet Service Interface SAF Service Discovery (resides at the TCP/IP RTCP/SNMP Monitor/report experience video endpoint): CAC/RSVP/QoS Optimize experience & close loop  API IGMPv3, PfR Scalable delivery  Middleware 802.1x Security (Identity & Trustsec)  Host Stacks / Protocols CDP, LLDP-MED Green / Auto Config / Location Today: Overlay Model  Application not network aware Medianet  Network not application aware© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 100
  • Medianet 2.1 – Autoconfiguration Simplify Deployment Automate network configuration – Auto Smartports and QoS Location integration – Automate location configuration How many IP cameras do I have installed in Bldg 24 MSE provides geo location info to switches Switch provides civic & geo location info to Camera registers Camera with MSI: endpoint – CDP: location CiscoWorks it‘s location info send ‗device type‘ = Assign to VLAN 10 & = bldg 24/room 5 LMS ‗Camera‘ via CDP with its manager apply QoS policy x Cisco Mobility Service Engine WAN IP Surveillance Manager Automated configuration and deployment reduce cost of deployment and ongoing moves, adds and changes© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 101
  • Medianet 2.1 – Cisco VideoStream Extending medianet with Mobility• Cisco VideoStream provides the features needed to support the rich- media requirements of medianet.• It removes the challenges associated with streaming video over the wireless network by enforcing video priority levels, controlling resource reservation, and delivering reliable multicast.• These features help ensure that the quality of existing wireless media sessions is maintained as additional wireless video streams are added to the network. WAN IP Surveillance Manager Building a resilient, media aware wireless network for future wireless enabled applications© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 102
  • Medianet 2.1 Summary Simplification of deployment and maintenance of video and improved QoE Capability and Benefits Products Features Autoconfiguration: Helps simplify the Cisco Catalyst • Auto Smartports deployment and reduce 3K and 4K Switches • Location the ongoing operational • Cisco costs of rich-media Cisco ISR & • AutoQoS applications and ISRG2 • Media Services endpoints Interface Cisco Digital Media Player 4310G Cisco Video Surveillance IP Cameras Cisco VideoStream Extends IEEE 802.11n Cisco 5508 support to enable Wireless LAN enterprise-class, Controller wireless Cisco Video Surveillance IP Cisco Aironet Cameras and other live Access Points video streams© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 103
  • Customer Profiling• Customers exploring video feasibility Medium-size Informal uses – i.e., social media Recent ‗Collaboration‘ customers Recent networked smart device-enabled workforce• Verticals: Retail Banking Characteristics: Multi-location Security devices© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 104
  • Qualifying the Customer• Operational Excellence Have you considered deploying business video applications to increase productivity and save costs? Would business video applications enable your firm to Reduce travel? Expand virtual teams? Leverage remote skills Capture new clients and increase revenues? Can your network support video applications today?• Green Are you subject to regulatory requirements to reduce your GhG and/or carbon emissions?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 105
  • Network Assessment Relevancy• Baseline Does the customer‘s network consist of : Medianet-capable devices? Obsolete devices that are not Medianet-ready?• Media Readiness Assessment (Cisco or Partner Branded) What are the customer‘s objectives relative to business video, if any? Is the customer‘s network: Architected in a way that adheres to Medianet validated designs, best practices and architecture design standards? Optimizing QoS, autoconfiguration and encryption? Equipped with the necessary capacity to meet business objectives?© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 106
  • Network Assessments Drive Opportunities Architect network solution that aligns Obsolete Network business and technology objectives to medianet requirements and strategy Upgrade IOS, if applicable. Architect Partner Opportunity network solution that aligns business Customer Risk Network Not Medianet Capable and technology objectives relative to medianet Optimize network and enable Medianet Capable Devices / Medianet configuration based on Not Configured business objectives; position relevant business video solutions/services Optimize Medianet config to ensure it Medianet Services Deployed is supporting business policy. Focus on and Enabled other relevant opportunities Network Status Calls to Action© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 107
  • h Agenda…… Introduction Market Transitions and Borderless Strategy Transformative Networking – Enabled by IBLM Borderless Experience – Security Borderless Experience - Mobility Borderless Energy Management (BEM) Business Video Transformative Networking – Enabled by IBLM Close© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 108
  • c Discovery Discovery tools 360° Services Health check Partner Technical discovery workshop© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 109
  • Desired OutcomePreparation …identify customer business needs and how they relate to Cisco Borderless Networks and gain commitment from Customer to EngagementDiscovery …Identify current state of the network and get a clear view of capability to deliver on customer business objectiveProposal …Unique Architecture Roadmap and Proposal and/or opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 110
  • Disocvery overview – broad choice of tools OTHER TOOLS CDS (approved for AIP advanced and Express) SMARTCARE Netformx and NetExpose (approved for AIP advanced (approved for AIP Express ONLY in and Express) commercial) Cisco‟s Know The Network tool BVS Yellowjacket 802.11 • Coverage (see: http://tools.cisco.com/ktn). B/A/N/G Free to Smart Care registered • EoX infos and steps (see: www.bvsystems.com). resellers. for next two years and beyond Netcordia NetMRI (see: www.netcordia.com). lEkahau Site Survey Basic express discoveries • Exceptions ( HW deviations/software deviations) (see: www.ekahau.com). Dorado Redcell • PSIRT/Field Notice Engineerding Editions GFI EventsManager, LANguard • Operational maturity. (see: www.doradosoftware.com). Network Security Scanner Roadmap for CDS vendor approval. (see: www.gfi.com). Pari Networks Assessment tool Solarwinds (Target early 2011). (see: www.parinetworks.com). RISC Network Assessment Services Netformx tool free to partners through NeteXpose DNA tool (see: www.riscnetworks.com). Oct. 2011. (see: www.netexpose.com). Intelliden http://design.netformx.com/cisco- XOU Solutions tool (see: www.intelliden.com). navigate-to-accelerate/ (see: www.xousolutions.com). Solarwinds CDS 1.4 NetIQ Vivinet Assessor (see: www.solarwinds.com). (minor release) Jan 31°. (see: www.netiq.com). Codima CDS enhancements AirMagnet Survey PRO, (see: www.codimatech.com). (Major release) Q4. WiFi Analyzer PRO, VoFi Analyzer PRO Cisco Security Assessment (see: www.airmagnet.com). Through Threat defence campaign© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 111
  • Cisco Transformative Networking - 3600 Health Check Recommendations and Proposal 3600 Health Check Summary Builds a picture of the health of the network today and a framework for recommending improvements. • Health of the Network Cisco IOS/OS Deployment Assessment of key aspects of the network and End of Life Exposure highlighting critical areas for attention: PSIRT • Platform standardisation Field Notice Exposure • Software deployment Cisco Service Contract • End of Life exposure Index Critical • Security and field notices Severe Moderate Normal • Cisco support exposure. © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 The Network Health Recommendation and proposal can be created from the information provided by the CDS collector output and KTN ANSR – a step by step guide is available. The Network Health Recommendation and Proposal Is the primary mechanism for building a business case for full coverage, by indication where the network has risk today.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 112
  • Partner sales/Presales tarining: Delivering Business Relevance with IBLM Network Transformation Maximize Every Customer Network Assessment Partner Technical Workshop to share Cisco and CDS Vendor best practices to maximize every customer network assessment. These workshops are designed to strengthen and deliver a more effective network assessment engagement for IBLM Practice enablement. Cisco Discovery Workshop Modules: Services (CDS) • Cisco Discovery Service (CDS) Overview & Value Proposition • Pre-Sales Assessment Engagement, Preparation & Planning • Optimized Assessment Delivery & Execution • Post-Assessment & Services Review - Maximize Analysis & Reporting Assessment • CDS Vendor Proposition and Productivity benefits Preparation, Delivery • Roadmap, Training & Support Resources and Review • Breakout Session (Extended deep dive & Q&A Session) • Wrap Up & Close Roadmap Cisco Target Group: • Partner pre-sales, post-sales engineers Services & Support Timeline: • Dec 2010: UKI Completed • Jan 2011: FRANCE, DACH • Feb 2011: NORTH, MED© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 113
  • c Proposal Smart Business Architecture Cisco Validated Designs Enhanced partner incentives© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 114
  • Desired OutcomePreparation …identify customer business needs and how they relate to Cisco Borderless Networks and gain commitment from Customer to EngagementDiscovery …Identify current state of the network and get a clear view of capability to deliver on customer business objectiveProposal …Unique Architecture Roadmap and Proposal and/or opportunity Capture© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 115
  • Validated designs to help our partners Ease of doing Reduce complexity Increase Partners profitability bbusiness Smart Business Architecture Cisco Validated Design© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 116
  • All supported by flexible and competitive Cisco funding 70% of customers want to acquire their technology using a funding option. Lifecycle Financing from Cisco Capital gives customers the financial flexibility to renew their technology assets in line with their business strategy while maintaining predictable budgets.© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 117
  • All supported by flexible and competitive Cisco funding 70% of customers want to acquire their technology using a funding option. Help your customers discover a strategic approach to acquisition with our affordable and competitive financing solutions: • Re-structure funding with ease to meet evolving challenges • Bring investments forward to accelerate competitive advantage • Get the best out of Cisco innovation • Reduce OpEx and potentially limit CapEx • Lower the total solution cost with regular technology refresh© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 118
  • Discount strategy and model 20% 15% TMP 13% in ENT No cap in COM TMP TMP AIP 12% 10% 8% OIP AIP Exp AIP Adv AIP Cert / Spec / WPL discount No combination with FT© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 119
  • Product Incentives for Transformative Networking AIP Express AG, P,S,G NO AIP Smartcare 10% Smartcare Commercial enrollment OR 3rd Party discount, 15% 2:1 & Small Biz required approved discount with customers tool CTMP AIP Advanced Premier, Silv AIP Eligible 3rd 12% CBR 3 yrs er, Gold all enrollment party tools Discount, 20% for 2 market required only MAX discount segments via PPE with CTMP© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 120
  • Services incentives for Transformative Networking Technology Refresh incentive supporting product migration (linked to AIP):  Service Incentive for 1 Tier Gold and Silver partners: 2 years Technical Support Service coverage for the price of 1 year or 3 years of Technical Support Service coverage for the price of 2 years on all new products.  Service Incentive for indirect Premier, Silver or Gold partners providing: 3 years SmartNet contracts for the price of 2 years on all new products  Service Incentive for Small business and commercial customers providing: 2 years Smart Care contracts for the price of 1 year Support Coverage incentive encouraging Service coverage:  up to 50% discount on 1 year Service contracts (including CSSP) New  3 years Service contracts for the price of 2 years (including CSSP)© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 121
  • Calls To Action1. Apply the IBLM Engagement Methodology to all opportunities in order to identify and drive business2. Build a sales plan to drive incremental business a. Profile your installed base for the Borderless Solutions we will discuss b. Interlock with Cisco AM‘s for strategic account planning c. Using the Business Needs Assessment Tool, engage strategically to identify and solve relevant customer business problems d. Develop the relevant network assessment capabilities e. Close by applying the relevant Borderless Architecture Solutions3. Deploy the Borderless Solutions within your firm and develop your own internal and customer use cases4. Expand your Borderless Architecture solution capabilities over time© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 122
  • Any questions?