Cisco Meraki Phone

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Partner Playbook, 2016

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Introduction to Meraki
Market Opportunity and the Offer
Meraki MC Cloud Architecture
MC Features
MC Positioning
Customer Benefits
PSTN for Call Services
Free trials
Partner Resources

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Complete cloud-managed IT solution
Wireless, switching, security, MDM, communications
Integrated hardware, software, and cloud services
Single pane–of–glass management over locations, infrastructure, and devices
Leader in simplifying IT
Among Cisco’s fastest-growing portfolios
Over 100,000 customers worldwide
Millions of managed devices online
WiFi • Switching • Security • MDM • Communications

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“Technology that
simply works”

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NEW CUSTOMERS
FY11 FY12 FY13 FY14 FY15 FY11 FY12 FY13 FY14 FY15
BOOKINGSPRODUCT DIVERSITY
48%
23%
28%
MR MX MS SM

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Cloud Managed WiFi
(2006)
Cloud Managed Network
(2010)
Cloud Managed Enterprise
(2015)
MR Wireless LAN MS Ethernet Switches MX Security Appliances SM EMM MC Communications

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Reliability
Security
Scalability
Future-proofing

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Manage and monitor those networks
with robust analytics from a single
pane of glass
Reduce administrative overhead with
simple all-inclusive licensing models
and tools
Deploy and grow networks at branch
locations or large campuses easily
and rapidly

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$15 Billion
The Cloud VoIP and UC Opportunity
Source: Infonetics research Business Cloud VoIP and UC Services September 2015
68M Seats
Globally by 2019Globally by 2019

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• Streamlined deployment
• Simplified management
• Delightful end–user experience
• Single pane–of–glass management with Meraki network
• First in a series
Managed through the cloud, integrated with the network

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Licensing is required and includes:
Centralized management and network-wide
visibility and control
Seamless firmware and security updates
24/7 Enterprise support and a 2 year warranty
A Meraki VoIP solution includes a 1:1 ratio of hardware and licenses
+
hardware license
Cloud licenses can be purchased in 1, 3, 5, 7, or 10 year durations contingent on the needs of the customer

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$599 $150
MC74 VoIP Phone Cloud License SIP Service
Internet
$8.95/user
Managed and Configured Through Dashboard
Meraki MC will launch May 17th in the US only with planned expansion to other regions and SIP providers

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Three part offer:
1. MC74 hardware: $599 list
2. Meraki cloud license, available in 1, 3, & 5 year terms
3. PSTN service (from SIP provider)
List Pricing Per Month Per Year
Meraki Cloud License
(1-year)
$13 $150
Service $9 $108
Total $21 $258
Multiyear discounts available on Meraki MC licenses (e.g., 3 years for the price of 2)

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Meraki MC License Meraki MC74 Endpoint
+
1, 3, 5, 7, 10 year options
24x7 enterprise support
Regular software
updates/upgrades
High-resolution touch screen
Continuous feature delivery
from the cloud
Simple and intuitive end-user
experience
Customer contracts directly with a supported SIP provider for PSTN access

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Managed ServicesService Delivery and Installation
Adoption services
Technical support
Customer training
Managed network and voice
Billing services
Internet and managed leased lines

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SIP-based VoIP architecture
Meraki cloud provides features,
handles call control
Network endpoints and phones
connect securely to the cloud
for management
No need for an on-premises
PBX

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Support for third party USB headsets from Plantronics and Jabra
Built in switch so the entire desktop workstation only consumes one network port resulting in
capacity cost savings
Two USB Ports
One 3.5mm Headset Jack
Gigabit switch for PC and LAN
Voice VLAN capable
High Resolution Touch Screen
Hardware Feature Highlights
Check the MC Datasheet for the latest features

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Web Self Service portal
Call forwarding
Voicemail
Outbound calls
Contact photos for directory entries
Directory Integration with Google
Apps
UI Feature Highlights
All configuration and call monitoring is done right from one central location in Dashboard
Check the MC Datasheet for the latest features

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Basic call features (hold, transfer,
multiple simultaneous incoming calls,
caller ID)
Secure end to end calls via Secure SIP
(TLS) for signaling and SRTP for media
streams
Phones assigned extensions (4-6 digits)
and DIDs (10 digits)
Visual Voicemail
Conferencing
Workgroups (beta)
Music On Hold
Automated attendant/IVR Menus
Check the MC Datasheet for the latest features

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Supported Headsets:
Plantronics Savi 720 ($200 - $300)
Plantronics Voyager Legend UC ($100 - $200)
Plantronics Blackwire 520 ($50 - $100)
Jabra Evolve 80 ($200 - $300)
Cisco Meraki cannot guarantee that models not
mentioned above and manufactured by other
3rd party vendors will interoperate with the MC
platform.
Plantronics Savi 720Plantronics Voyager Legend UC
Plantronics Blackwire 520 Jabra Evolve 80
Check the MC Datasheet for the latest
in supporter peripherals

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Retail
Quick and easy deployment
Management anywhere
Sleek design adds to customer
brand
Commercial Offices
Scale easily as you grow
Reduce OpEx
Advanced features deployed in
seconds
Teleworkers
Remove VPN/complex design
Live with Internet connection
Streamline employee
onboarding

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Existing Meraki Customers
Dashboard for unified management of
networking, mobile devices, and communications
Combined visibility and analytics with Dashboard
Existing Cisco Collaboration Customer
Needs message and meet or video calling
capabilities
Highly customizable features for on-premises
or cloud managed solutions
Add on WebEx for enhanced collaboration and meeting capabilities
Cisco SparkCisco Meraki
Our collaboration mission has not changed:
Deliver a no compromise experience to every room, every desk and every pocket

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Meraki MC Spark
Streamlined deployment Simplified deployment
- One Service: Simple, Secure, Complete
Simplified management Simple cloud management
- User, Admin & Partner control and insight
Delightful end–user experience Increased team agility
Unified collaboration experience rooted in team/business
messaging
Open platform and APIs enable simple embedded
communications
Single pane–of–glass management with
Meraki network
Investment protection
Hybrid connectivity to Cisco collaboration portfolio
(UCM, HCS, Business Edition 6000/7000)
First in a series Integrated experience across, desk, room and
mobile Connect standard Cisco 7800, 8800 series phones
and SX10 and MX Series (coming soon) video room devices
direct to the cloud

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Meraki MC Spark
Voice Only Voice, Video, Conferencing, Messaging, Mobility
One device
Software-centric user experience enhanced through
continuous delivery
Mobile first application experience
w/ multiple voice and video endpoint options
Common area, knowledge worker, assistant, video,
executive, contact center, conference room, mobile
Requires Meraki cloud license Requires Spark subscription
(addl licenses reqd for hybrid use cases)
SIP trunk via SP partners SIP/TDM trunk via SP partners
Management through Meraki Dashboard Cisco Cloud Collaboration Management portal

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1. Assign phone numbers to users in dashboard
2. Deliver phones to users
3. Users plug in phone
4. Phones automatically register with cloud, pull configuration
5. Meraki network automatically optimizes for voice service
6. Enable options, such as workgroups or queues, as needed

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Intuitive, dashboard–based user interface simplifies administration
Requires no complex commands to understand, operate
Simplified troubleshooting, metrics, controls

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Forget T1’s, E1’s, TDM, DSP’s, Media Gateways…
Excellent Hardware, SIMPLE software
Not A PSTN Carrier
No Pre-VoIP Technology Involved
We aren’t providing trunks/connectivity, just the device and management
The most intuitive and easy to use communications experience on the market

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Meraki is partnering with Intelepeer as our first voice provider partner
Intelepeer will be one of many different providers that we’ll support
Intelepeer will offer customers simple call packages for customers

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• All IP SIP trunking since 2003
• 24x7x365 operations center
• Network facilities in Denver, Dallas, and Chicago
• Customer churn rate < 0.5%
• Industry leading security and encryption
• IntelePeer provides end users voice
calling access (i.e., SIP) for US and
Canada including E911 support
• Optional internet fax and toll free
bundle available
• Customer signs contract with
IntelePeer and is billed directly
• Cisco Meraki handles technical support
• Customers reach out to IntelePeer for
billing and usage inquiries

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Voice Services Bundle
• 1 telephone number per user
• Unlimited inbound/outbound calling to
US 48 states, Hawaii, and Canada
• Carrier port/transfer fee included
• E911 included
• Taxes and fees included in price
Base Pricing
$8.95/user
*$75/ per request for vanity/specialty
numbers (specific telephone numbers or
sequence of numbers)

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Partner has
a customer
that wants
to setup a
Meraki trial
Meraki
account
manager
creates trial
Customer
makes a
network
Customer
starts
Intelepeer
trial in
Dashboard
Customer
returns gear
Intelepeer
automatically
cancels the
service
Return
Free Trials
Intelepeer
bills the
customer
directly
Customer
presses
“Convert” in
Dashboard
Purchase

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Maximum of 4 phones and 20 DIDs per free trial
No international calling
No calls to Alaska
Standard 911 support
No free trial extensions for voice service
Free Trials Terms and Conditions

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MERAKI FULL STACK
MX Security
MS Switching
MR Wireless
Systems Manager
MDM
1 2 3 4
Number of product families
Accountvalue
3x
7x
30x

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Inside Field
Service
Provider
Channel &
Distribution
Sales
Drive end-customer adoption Drive partner and reseller adoption

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HIGH VELOCITY MID MARKET SALES LARGE ENTERPRISE / GET DEPLOYMENTS
Sold into 50k+ accounts in FY15
80% of deals close in < 90 Days
Tax Preparation
10,000 Sites
Security & VPN
Global Auto
3,000 Dealers
WiFi & Analytics
Major Retailer
1,000 Stores
WiFi & Analytics

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SEE TRY BUY

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SEE
Demo
BUY
Pilot Full
rollout
TRY
?
Trial POC Objection
handling
Network
design

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In the US only, Meraki products are now sold through Cisco CCW/GPL.
www.merakipartners.com
Deal registration Lead gen tools Free trials Ongoing training
8% margin protection Free Meraki gear for
your customers
70% close rate, ships in
1-2 days
Technical/sales videos
and collateral

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Generate interest in a customer conversation!
Leverage your Meraki sales team/Partner Portal to further that interest and secure a PoC
Follow the sales motion: get your customer to SEE the product then TRY the product so they will BUY
the product

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