Cisco Wireless LAN Solutions
Sales training for Cisco Parter
Maciej Flak
30-09-2014
Delivering the Complete Wireless Solution for Better Workstyles and Lifestyles
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Mobility
Maciej Flak, Mobility PSS
+48 608 627 800
Mateusz Grajewski, Mobility CSE
+48 602 325 408
Cisco Confidential 3 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
10Base-T
1990 1995
100Base-T
2000 2005 2010
802.11
802.11g
802.11n
1000Base-T
2015
802.11ac
Ad
apta
cja
• >50% ruchu sieciowego w przedsiębiorstwie będzie pochodzić z sieci WiFi w 2016
• 50% wszystkich nowych urządzeń WiFi będzie wspierało w 2014 roku standard 802.11ac (ABI Research)
• Pierwsza fala 802.11ac zdominuje rynek smartfonów i tabletów przed następne 5 lat
• 802.11ac zwiększa wydajność baterii dwukrotnie
Compiled from multiple sources: Gartner, ABI, IDC, VNI
POŁĄCZENIE PODSTAWOWE POŁĄCZENIE ZAPASOWE
POŁĄCZENIE ZAPASOWE POŁĄCZENIE PODSTAWOWE
Cisco Confidential 4 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Wi-Fi Timeline Gigabit Wi-Fi as primary
4SS Desktops
3SS Desktops / Laptops
2SS Laptops / Tablets
1SS Tablets / Smartphones
*Assuming 80 MHz channel is available
and suitable
**Assuming 160 MHz channel is
available and suitable
802.11 802.11n 802.11b 802.11a/g 802.11ac
Wave 1
802.11ac
Wave 2
2 11
24
54
65
600
450
300
6900** 6900**
3500**
2340**
1730** 1300*
430* 430*
= Connect Rates (Mbps)
= Spatial Streams SS
1997 1999 2003 2007 2013 2016 G
igabit
Eth
ern
et
Uplin
k
mG
ig (
futu
re)
1 Spatial Stream
8 Spatial
Streams
2 Spatial Stream
4 Spatial
Streams
870*
2700 / 3700
1700
2 Spatial Stream
3 Spatial Stream
Market: Why Gigabit Wi-Fi / 802.11ac now…!!!
Wi-Fi as Primary Ethernet as Fallback
Connectivity
Wireless (53%) will bypass Wired traffic
(40%) by 20171
50% new devices will be 802.11ac by end
of 2014, 75% by 20152
1 Cisco VNI Global Mobile Data Forecast 2012-2017, 2 AVI Research 3 Nemertes Research Global Mobile Research 2013
Value: Why Gigabit Wi-Fi / 802.11ac now…!!!
No Price Premium over 802.11n
3X the Performance over 802.11n
2X the Battery Life over 802.11n
Cisco High Density Experience (HDX)
*Future
Cisco CleanAir® 80Mhz Mitigates interference and improves channel capacity
Optimized Roaming Intelligently determines the optimum time to roam
Turbo Performance Improves the efficiency of airtime utilization and channel capacity
Cisco ClientLink 3.0 Improves legacy and 802.11ac Client performance
Noise Reduction* Enables Dense Access Point Coexistence / implementation
Cisco Confidential 8 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Capture the 802.11ac Transition: Improve Wireless Performance Everywhere
Indoor
MR34 802.11ac
Outdoor
1570 802.11ac | HDX
1700 802.11ac
Indoor
Indoor
2700 802.11ac | HDX
Indoor
3700 802.11ac | HDX | Modular
3600 802.11n w/ 802.11ac Module
On-Premise Cloud-Managed
3x3:2 | MDR: 867
3x4:3 | MDR:1.3Gbps.
3x4:3 | MDR: 1.3Gbps.
3x4:3 | MDR: 1.3Gbps.
3x3:3 | MDR: 1.75Gbps.
Same Price as
Competitors Entry
802.11ac with Better
Coverage
Enterprise & SP
Models – Most Power
allowed by the FCC
for Range and
Coverage
NEW
NEW
Cisco Confidential 9 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Aironet Indoor Access Points Industry’s Best 802.11n and 802.11ac Series
Mission Specific
600 & 700
• Up to 600 Mbps
• 700w: Wall Plate AP
• Dorms, hospitality
• 700i: Compact Mid-market AP
• 600: Teleworker
Enterprise Best In Class Value-Based Mission Critical
Enterprise Class
1700
Mission Critical
2700
Best in Class
3700
• Up to 867 Mbps
• CleanAir Express*
• 3x3:2SS
• VideoStream
• Over 1 Gbps
• HDX: High Density Experience
• CleanAir 80 MHz
• ClientLink 3.0
• VideoStream
• Over 1 Gbps
• HDX: High Density Experience
• CleanAir 80 MHz
• ClientLink 3.0, VideoStream
• StadiumVision
• Modularity: Security, 3G Small Cell or Wave 2 802.11ac
802.11ac
NEW
Cisco Confidential 10 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco Aironet Access Point Comparison Indoor AP Series OEAP600 700I 700W 1700 2700 3700
Wi-Fi Standards 802.11a/b/g/n 802.11a/b/g/n 802.11a/b/g/n 802.11a/b/g/n 802.11a/b/g/n/ac 802.11a/b/g/n/ac
Max Data Rate per Radio 300 Mbps 300 Mbps 300 Mbps 867 Mbps
Over 1 Gbps Over 1Gbps
RF Design 2x3:2 2x2:2 2x2:2 3x3:2 3x4:3 4x4:3
Performance/Coverage/
Investment Protection u uu uu uuu uuuu uuuuu
Max No. of Clients per AP 15 200 200 400 400 400
RRM ✔ ✔ ✔ ✔ ✔
High Density Experience ✔ ✔
CleanAir CleanAir Express* ✔ ✔
Beamforming Transmit
Beamforming ClientLink 3.0 ClientLink 3.0
Max ClientLink Clients per AP 64 256 256
BandSelect ✔ ✔ ✔ ✔ ✔
VideoStream ✔ ✔ ✔ ✔ ✔
Rogue AP Detection ✔ ✔ ✔ ✔ ✔
Adaptive wIPS ✔ ✔ ✔ ✔ ✔
External Antenna Opt ✔ ✔
Module Options
WSM (Security), Cisco 3G
SCM (Q4CY13), or Wave 2
802.11ac
Aironet AP1570 Series Next-Gen 802.11ac Outdoor AP
Cisco Confidential 12 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Outdoor 802.11ac Wave 1
2014
Technology: Gigabit Wi-Fi - 802.11ac
65 Mbps
300Mbps
450 Mbps
600 Mbps
54 Mbps
24 Mbps
11 Mbps
2 Mbps
802.11 802.11b
1999
802.11ag
2003
802.11n
2007
Now
AP1570 Series
What’s 802.11ac? • Is the transformational technology for the Gigabit Wi-Fi Edge
• Cisco is the Leader of 802.11ac amendment for the 802.11 standard
• Promise of enhanced client scale for higher density deployments
802.11ac Features • Operates in 5GHz Band only
• Wider Channels & More Spatial Streams than 802.11n
• Data rates Up to 1.3 Gbps
• Multi-user mode – “Switch-like”
AP1550 Series- 2011
AP1530 Series- 2013
430 Mbps 1SS @ 80
870 Mbps 2SS @ 80
1300 Mbps 3SS @ 80
6900 Mbps 8SS @ 160
Cisco Confidential 13 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
HIGH DENSITY EXPERIENCE (HDX)
Higher Throughput, Larger Area, More Pervasive Coverage Bringing 802.11ac with HDX Outdoors
Performance of
AP1550
• 4X Transmit + 4X Receive
• 3 Spatial Streams
• Max. Allowable Transmit Power*
• Multi Mode Options: Flex, Mesh, Auto
• NG DOCSIS (24x8), Fiber, Gig-E
• Future Proof: Plug-in Module via POE
Cisco Aironet 1570 Series
RF Interference, Detection & Mitigation
CleanAir for 80MHz
Increase Performance & Range
ClientLink 3.0
Intelligent Handoff in High Density
Optimized Roaming
More 802.11ac Clients per AP
Turbo Performance * Limited by highest power allowed by FCC
Cisco Confidential 14 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Cisco AP1570 - AP1570 comparison AP Model 1552C/CU 1552E/EU 1552I 1572I-C 1572E-C 1572E-AC
WiFi Standards 802.11a/b/g/n 802.11a/b/g/n 802.11a/b/g/n 802.11a/b/g/n/ac 802.11a/b/g/n/ac 802.11a/b/g/n/ac
Max Data Rate; 5G Radio 300 Mbps 300 Mbps 300 Mbps 1.3 Gbps 1.3 Gbps 1.3 Gbps
RF Design (#Tx , #Rx, #SS) 2x3:2 2x3:2 2x3:2 4x4:3 4x4:3 4x4:3
Max Tx power (conducted) 28 dBm 28 dBm 28 dBm 30 dBm 30 dBm 30 dBm
Antenna Configuration Internal, dual-band
2/5 GHz: 2/4 dBi
External, E: Dual-band
EU: Single band
Internal, dual-band
2/5 GHz: 2/4 dBi
Internal, dual-band
2/5 GHz: 4/6 dBi
External,
Flexible Ant. Ports
External,
Flexible Ant. Ports
Input Power options PoC, DC AC, DC, PoE AC, DC PoC, DC PoC, DC AC, DC, UPoE
PoE out - 802.3af - - 802.3at 802.3at
Cable Modem; DOCSIS3.0 NA/EU: 8x4 - - NA/EU/JP: 24x81 NA/EU/JP: 24x81 -
GPS ✔ ✔ ✔ ✔ ✔ ✔
SFP support - ✔ - ✔ ✔ ✔
Module Support 2
- - - ✔ ✔ ✔
High Density Experience (HDX)
- - - ✔ ✔ ✔
Optimized Roaming - - - ✔ ✔ ✔
CleanAir 40MHz 40MHz 40MHz 80MHz 80MHz 80MHz
ClientLink v1.0 v1.0 v1.0 v 3.0 v 3.0 v3.0 1- max available/optional; 2- future
Cisco Confidential 15 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
H/W Platform supported in 8.0
Product H/W Platform Supported
AP WSSI module, 11ac module, 3G Module
1260, 3500, 600,1600, 3600, 2600, 3700, 2700, 702, 702W,
802,1530, 1552WU, 1550**
*1040, *1140,*#1130, *#1240, **1520
WLC 2500, WLCM2, 5500, WiSM2, 7500 , 8500, vWLC, HA-SKU, UCS-E
platforms
MSE 3355, Virtual Appliance
*EOL Platforms in 8.0
*# feature parity with 7.6 sw release; 8.0 features not supported
** 1520 and 1550 with 64MB will not support PPPoE and PMIPv6
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
B e n e f i t s
• Built on UADP ASIC – Cisco’s Innovative Flexparser ASIC technology
• Eliminates operational complexity
• Single Operating System for wired and wireless
• 802.11n
• CleanAir
• VideoStream
• Radio Resource Management (RRM)
• Wireless Intrusion Prevention System (WiPS)
• 802.11ac Ready
Features:
• Stacking
• Stackpower
• Flexible Netflow
• Granular QoS
• Trustsec*/Identity
• AVC/Medianet*
• Smart Operations*
• EnergyWise*
Features:
20+ Years o f IOS Richness – Now on Wire less
WIRELESS WIRED
Note: All features may not be available on
new platforms at introduction but are
expected to be added within 12-18 months
Cisco Confidential 17 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
New vs. Old Branch Office Wired/Wireless comparisons
x5
x10
x15
x20
x25
Number of
APs
3650 vs. 2K-
X/2504
-1%
6%
7%
20%
25% $4,490
$5,490
$7,090
$8,090
$9,690
$5,600
$6,600
$7,600
$8,600
$9,600
Cat. 2K-X + 2504 WLC Cat. 3650
* 24-port PoE, 1Gig UL
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
„More For Less”
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
New Cisco Unified Access Wired-Wireless Offers! Internal & External Antenna Domains:
A, C, D, E, H, K, N, Q, S, T, Z
(Internal Only for UA Base Bundle)
• Unified Access Base Bundle
• Unified Access Advanced Bundle
Unified Access Bundles 50 APs, 500 Ports
Unified Access Bundles 10 APs, 100 Ports
• Unified Access Base Bundle
• Unified Access Advanced Bundle
• Unified Access Plus Bundle
Internal Antenna Domains:
A, C, D, E, H, K, N, Q, S, T, Z
External Antenna Domains: A, E
*
Updated NEW
Cisco Confidential 21 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Unified Access – 10APs,100 Ports Bundles Controller Less
Price
Bundle SKUs
Components
Discount from ala-carte
Domain
Cisco Switches 2x2960X (10G,FPoE,Stacking, LB) Cisco Wireless 1x2504 +(20 AP lics) + 10 x AP 2700
ONE NETWORK #
ONENTWK-BASE-02-10
$23K
38%
ONE NETWORK
Cisco Switches 2 x 3650 (10G, FPoE, Stacking, IP Base, 10 AP IOS licenses)
Cisco Wireless 10 x AP 3700
ONENTWK-ADV-02-10
$28K
35%
-A, -N, -T, -K, -S, -C, -E, -Q, -D, -Z, - H Domain
ONE NETWORK**
Cisco Switches 2 x 3850 (10G, FPoE, Stacking, IP Base, 10 AP IOS licenses) Cisco Wireless 10 x AP 3700
ONENTWK-PLUS-02-10
$40K
18% -A, -N, -T, -K, -S, -C, -E, -Q, -D, -Z, -H Domain
**Add-on to ONENTWK-ADV-10-50 for large configuration. # No UADP ASIC on
2960X
-A, -N, -T, -K, -S, -C, -E, -Q, -D, -Z, - H Domain
SMARTNET
@
LIST PRICE
NEW
NEW
NEW
WIRELESS – A l a Ca r te WIRED – A l a Ca r te
Bundle Price
Unified Access Bundles – How / Why to use these
$40K 10x
List = $36K List = $15K
PLUS-02-10 x2
x2
$23K BASE-02-10
List = $14K
x2
x2
List = $16K
10x
$28K 10x
List = $15K
ADV-02-10
List = $25K x2
x2
Cisco Confidential 23 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
ENERGY
Cisco EnergyWise
(JouleX)
2000 endpoint
license
IT
Energy
60%
$10K
ENERGY-UA-K9
ONE NETWORK ONE MANAGEMENT ONE POLICY
Cisco Prime 2.1
for 100 devices FREE
for one year
Components
Discount from a la carte
Price
Bundle SKUs
Services
ONENTWK-BASE-10-50
$118K
~40%
7% on the bundle price
Profiling on controller
with software version
7.5
Unified Access Base Bundle – 50 APs, 500 Ports Internal Antenna Domains: A, C, D, E, H, K, N, Q, S, T, Z External Antenna Domains: A, E
Cisco Switches 10 x 2960-X (2x10G, LAN Base, PoE, Stacking) Choice of WLC HA Pair 2x 5508 – Available NOW! 2x 5760 – Available NOW! 2x 8510 – Available NOW!
50 x AP 2700
Choice of
WLC for the
same price
Configurable option under
ONENTWK-BASE-10-50
UPDATED
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
$7K
UA Base Bundle (5508) vs. A La Carte
~38%
Discount
$118K
$190K
Product Al La Carte
$13K
$92K
$55K
$42.5K
Switches
APs
Controllers
~41%
Discount
Services Services Product Bundle
Cisco Confidential 25 © 2013-2014 Cisco and/or its affiliates. All rights reserved.
Unified Access Advanced Bundle – 50 APs, 500 Ports Internal Antenna Domains: A, C, D, E, H, K, N, Q, S, T, Z External Antenna Domains: A, E
ONE NETWORK ONE MANAGEMENT ONE POLICY
Discount from a la carte
Price
Bundle SKUs
Services
50%
$5K
ONEMGMT-50-K9
38%
$13K
ONEPOLICY-W-500-K9
~40%
$186K
ONENTWK-ADV-10-50 Mandatory
7% on the bundle price
Components
Cisco Prime 2.1
Software, Base,
Lifecycle and Assurance
for 50 devices
Cisco Identity Services
Engine
Virtual appliance + 500
endpoint wireless
advanced license for 3
yrs
Cisco Switches 10 x 3850 (2x10G, IP Base, PoE, 50 AP licenses) Choice of WLC HA Pair 2x 5508 – Available NOW! 2x 5760 – Available NOW! 2x 8510 – Available NOW! 50 x AP 3700 vMSE and CMX for 50 APs
ENERGY
Cisco EnergyWise
(JouleX)
2,000 endpoint
license
IT
Energy
60%
$10K
ENERGY-UA-K9
UPDATED
Configurable options under ONENTWK-ADV-10-50
Choice of
WLC for the
same price
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
$14K
UA Advanced Bundle (5508) vs. A La Carte
~38%
Discount
$186K
$303K
$23K
$11K
$3K
$9K
$170K
$80K
$42.5K
Switches
APs
Controllers
Product Al La Carte Services Services Product Bundle
~39%
Discount
Upsell to One Network & Unified Access
Al La Carte Upsell to One Network Cisco 1:1:1 IT Energy Mgmt
$150K
Catalyst
3850 with
1G Uplinks
Q=10
Catalyst 3850
10G Uplink
Q=10
WLC 5508
Controller + HA
CAP3702i
Access Points Q=50
MSE+CMX
Catalyst 3850
10G Uplink
Q=10
WLC 5508
Controller + HA
CAP3702i
Access Points Q=50
MSE+CMX
One Management
One Policy
One Management
One Policy
• Payback for
the Bundle in
~2.2 years
• Yearly OpEx Savings = $48,379
• ~$250K
savings
In 5 Years
IT Energy
One Network $186K
+24% $18K
+10%
+$10K
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
• Dual Radio with Integrated Antennas
• 2X2:2SS Enterprise Class RF performance providing
consistent reliable 802.11n performance
• Supports RRM, BandSelect and VideoStream
• Better TCP performance in the same class
Low End Wireless Bundle – World Wide
O p t i o n 1 O p t i o n 2
10% premium Vs Aruba Instant
• 3X3:2SS RF design (AP1600)
• Full Application Visibility and Control
• Client Link – reliable roaming and increased overall network
capacity with mixed a/g/n clients
• Clean Air Express ready – superior RF interference mitigation
(AP1600 w/ AirOS 8.0)
• Can obtain HA by buying two of these SKUs for 10 AP
deployments
Key
benefits
over the
competition
Cisco AP1600 Bundle for 5 AP deployments
Controller WLC 2504 (10 AP licenses)
APs 5 x AP 1600
SKU AIRCT2504 – 1602I– x5
List Price $ 3825
Discount ~20% off a-la-carte List Price
Service $154 (>50% off a-la-carte List Price)
Cisco AP700 Bundle for 5 AP deployments
Controller WLC 2504 (10 AP licenses)
APs 5 x AP 700
SKU AIRCT2504 – 702I –x5
List Price $ 3125
Discount ~17% off a-la-carte List Price
Service $126 (>50% off a-la-carte List
Price)
10% lower price Vs Aruba Instant
Includes 5 promo AP Licenses Add APs as you grow
© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Low End Wireless Bundles vs. A La Carte
~20%
Discount
$3825
APs
Controllers
~17%
Discount
$3475
AP
160
0
$1295
25
04
C
on
tro
ller
$5K
$3125
~50%
Discount $2475
AP
700
$1295
25
04
C
on
tro
ller
$4K
~50%
Discount
Product Bundle
Product Bundle
Product Al La Carte
Services Product Al La Carte
Services
$126 $154
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
Klient potrzebuje 3 x AP
Przekonaj do kontrolera, zaoferuj zestaw dodatkowe 2
punkty dostępowe Klient dostaje „za darmo”
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
Klient potrzebuje sieć WiFi na 7-10 x AP
Przekonaj do kontrolera zapasowego, zaoferuj DWA zestawy
wówczas Klient dostaje zapasowy WLC w cenie jak również
10 x AP
Uważaj na nieoptymalną cenę: 1 x zestaw + n x AP a-la-carte
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
Maciej Flak, Mobility PSS
+48 608 627 800
Mateusz Grajewski, Mobility CSE
+48 602 325 408
Thank you.