getting realistic about your digital network€¦ · • iwan • cmx • naas • meraki • iwan...

Getting Realistic About YourDigital NetworkRob De Nicolo Director Enterprise Networking, Cisco, Australia & New Zealand


• Customer• Partner

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Public 5

Victorian Dept of EducationRE: PnP Deployment of 1600 C2960X

“It is estimated to have saved 800 hours of labour and reduced calls to the help desk during the rollout from greater than 50 to less than 10. It also ensured that each switch was running a consistent operating system and configuration”

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

Business Value Highlights

• 402% five-year ROI

• 9 months to break even

• $48,117 average benefits per year

• 28% more efficient IT networking staff teams

• 17% faster delivery of applications

• 42% faster WAN branch deployments

6


• Customer• Partner


8Presentation ID

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Public 9

David Autor, MITAutomation and Anxiety,The Economist, Jun 2016

“Automating a particular task, so that it can be done more quickly or cheaply, increases the demand for human workers to to do the other tasks around it that have not been automated.”


Expanding

Selling

Replacing

Cisco Hardware

Land

Cross/UpsellMore Solutions(Added Value)

Expand

Refresh

Traditional Sales Motion


ExpandingSelling

Recurring

Cisco ONE& Meraki

(DNA)

Land

Cross/UpsellMore Solutions(Added Value)

Expand

Renew

Recurring Business

(Easy Renewal)

SalesOpportunitySoftware

Lifecycle

Software Sales Motion


Realise Value(Business Outcomes)

ExpandingSelling

Assist partners in monetisingthe capabilities of Cisco ONE Recurring

Cisco ONE& Meraki

(DNA)

Adopt

Land

PartnerServices

Activate

ActivatingCross/Upsell

More Solutions(Added Value)

Expand

Renew

Recurring Business

(Easy Renewal)

SalesOpportunitySoftware

Lifecycle

Adopting

Software Sales Motion


• Consulting• Design• Coding• RF• Analytics• Cybersecurity


Limited time offerFY17 only

Cisco DNA OffersOn-Prem and Cloud-Managed

Secure Access

Switching & Wireless

Secure WAN

Routing

Secure Perimeter

NGFW

Activate DNA DNA QuickStart Vouchers

for Partner Services

0% Financing Cisco Capital

Easy Pay

AutomateFree APIC EM

Appliance

More Value, Same PriceCisco ONE Foundation: StealthWatch, Umbrella Branch, Akamai Connect, etc.Meraki: Buy 3+ years, Get 1 year free

Switching & Wireless Routing NGFW

With Cisco and Partner Services


CONTROLLER SECURE WANSERCURE

PERIMETERSECURE ACCESS

WIRED WIRELESS

ASSESS

ADOPT

ACTIVATE

NaaSWorkflow

NaaS

802.1x ISE

ISE-Trustsec

Prime

NaaS

802.1x ISE

ISE-Trustsec

Prime

iWANReadiness

iWAN Base

Prime

WAAS-Akamai

Network Auto

NGFWAPIC-EM

PnP

EasyQOS


CiscoLive 2016• Base Automation• PathTrace• PnP• EasyQoS• iWAN• CMX• NaaS• Meraki

• iWAN (via APIC-EM• CMX Cloud• DNA Vouchers)

CiscoLive 2017• eNFV• ENCS• Cisco Secure Agile Exchange• ISE 2.2• Trustsec 6.1• DNA Readiness Model


$450K

SW $90K

HW $360K

$14.4K

Average EN Deal

Size ($K AUD)

HW Vs SW 80:20 ($K)

VIP Rebate SW : 0%

HW (Avg): 4%

Pre-DNA VIP

* Bar Chart is not drawn to scale


$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

VIP Rebate DNA HW: (Avg): 6%(Max): 8%

Post-DNA (VIP 29)



$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

VIP Rebate C1SW : 8%

$10.8K * Bar Chart is not drawn to scale


$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

DNA Accelerator VIP Rebate DNA HW : 4%

$7.2K$12.6K



$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

Gold DNA Kicker VIP Rebate DNA HW: 1%

$7.2K$12.6K$3.15K



$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

Cisco APIC-EM Appliance

$7.2K$12.6K$3.15K

$45K



$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

2 x DNA Partner Service Vouchers ($9.9k each)

$7.2K$12.6K$3.15K

$45K

$19.8k



$19.8k

$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

Total Potential Rebates: $41.8Total Activation Assistance: $63.8

$7.2K$12.6K$41.8K

$63.8K



$19.8k

$450K

C1 SW $135K

DNA HW $315K

$18.9K

Average EN Deal

Size ($K AUD)

HW Vs SW 70:30 ($K)

PotentialServices Opportunity

$7.2K$12.6K$41.8K

$63.8K



DNA Learning Maps

AM & SE

DNA Virtual Series

AM & SE

DNA Workshops

SE

DNA Service Training

FE


Now is the time to get realistic about your digital network!

Thank you

getting realistic about your digital network€¦ · • iwan • cmx • naas • meraki • iwan...

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