Secure Access: Switch the Core 6500/6800 Refresh to Cat9600/9500

**Week 6**

Opening Conversation

Have you heard we expanded our Catalyst 9000 line with the new Cisco Catalyst 9600 for the campus core? It’s twice as fast and has twice the capacity with feature parity of previous generations – plus, it gives you advantages with Cisco DNA Center. It may be time to look at your network core to make sure it can keep up with new demands.

Never has the network been more important. With more devices likely connecting to your network than ever before, more bandwidth through the access edge also means more bandwidth is required in the network core. Yesterday’s switches can’t necessarily keep up. Your business goes down if your network core goes down.

To meet next generation demands, we’ve recently announced the upgrade to the 6500 and 6800: the new Catalyst 9600 campus core switches. The platform includes powerful advanced features around automation, analytics and security to help get your network ready for the future.

Discovery Questions

Are your users complaining about poor network performance impacting productivity?

Are you spending a lot of time just keeping your network up and running?

Are you looking for more speed and capacity on your network?

What type of applications are you deploying that may be putting increased demands on your network?

Is poor network performance impacting employee and customer experiences?

Do you see a need to have user, device, and application traffic separate with end-to-end segmentation?

Can you currently automate user policy?

How are you currently troubleshooting network issues? Do you have enough visibility in the network to be able to isolate issues quickly?

Do you find that when an issue arises, you need to correlate lots of data manually from different tools?

Are you unsure about how to get started or about which solutions are the best fit for your organization’s needs?

Detailed Call Script

Are your users complaining about poor network performance?
User expectations are higher than ever. And network capacity demands will continue to grow. Older 1 and 10 Gbps core and distribution networks will not be able to keep up. A high-performing network is critical to employee productivity and customer satisfaction. As the industry’s first purpose-built 40 and 100 GB Ethernet line of modular switches, Catalyst 9600 switches deliver unmatched scale and meet the demands of today and tomorrow. They are twice as fast and twice the capacity with feature parity of previous generations.Are you worried about the security of your existing network?
Catalyst 9600 Series Switches provide security features that protects the integrity of the hardware as well as the software and all data that flows through the switch. With our integrated portfolio and industry- leading threat intelligence, we give you the scope, scale, and capabilities to keep up with the complexity and volume of threats. And with Encrypted Traffic Analytics you can even detect and stop threats in encrypted traffic.Are you spending a lot of time just keeping your network running?
Over 95% of network activities in a traditional network are manual. The Cisco Catalyst 9000 family of switches-including the 9600, combined with Cisco DNA Center and SD-Access, can reduce provisioning and maintenance OpEx by nearly 90%. Cisco Catalyst 9600 Series switches are the entry-level devices for SD-Access, with policy-based automation from edge to cloud.With this solution, you get:

Simplified segmentation and micro-segmentation, with predictable performance and scalability

Automation through Cisco DNA Center

Policy handled through the Cisco Identity Services Engine (ISE)

Faster launch of new business services and significantly improved issue resolution time

Do you currently have visibility to manage your network at the device or user level? What tools are you using today on your network in real time?
Cisco DNA Center offers complete, real-time visibility into your network. Drill down from a multinetwork overview and summary reports to granular reports per client or per access point and receive real-time alerts about events such as switch port failure, a down access point, or a network security breach.

Are you looking for a simplified way to keep pace with your network's expanding demands as technologies and requirements change?
Cisco DNA software subscriptions for switching help your IT staff stay in control of needs now and in the future. Software subscriptions simplify the purchase and use of our Cisco Digital Network Architecture (Cisco DNA) capabilities. You get continuous access to innovations with software refreshes independent of hardware.

Detailed Call Script (Continued)

Would you be interested in Services to help speed your network upgrade?
We have a full life cycle of Cisco Services for switching including implementation, optimization, technical, managed and training services. We can help you get the most from your network. On top of that, if you ever do have an issue with your switching hardware, you are covered with an enhanced limited lifetime hardware warranty (E-LLW).

Objection-HandlingThe Cisco Catalyst 9600 is too expensive.

The new Cisco Catalyst 9600 is around the same price as older models - at twice the density. Plus, new subscription pricing is designed so you pay only for the feature level you want. And you get license portability for flexibility.

I don’t need all the features of the Catalyst 9600 in my core. I currently have a fixed switch.

We also have the newer Catalyst 9500 switch. It is a fixed switch. You get advanced services, a more compact size, and it is a little less expensive.

(SalesConnect link coming week of 7/22)

How to Sell

How to Sell Video on Switch the Core

INTERNAL: Differentiating Cisco Catalyst switches from Cisco Nexus data center switches (VoD)

SD-Access sales playbook

Switching for a Digital World

Battlecard/Competitive Positioning

INTERNAL Cisco Catalyst 9600 competitive playbook

INTERNAL Cisco Catalyst 9600 competitive battlecard

INTERNAL Arista killer training (PW = 4CbN7BzR) and War Room

Social Media Engagement (Canada)

Social Selling Trainings & Tools

EN Posts:

Catalyst 9600 introduction

Catalyst 9600 deep dive

Cisco DNA Center demo request

Intro Email (Canada)

ISDC Template name: Cat9k_Intro

Subject line: The future of campus core has arrivedLet me introduce you to the new Cisco Catalyst 9600—built from the ground up to support intent-based networking with twice the capacity of previous generations. Catalyst 9600 switches will help you strengthen security, support the growing number of mobile devices, and get ready for the future.Check out all of the details on the benefits of upgrading to the Catalyst 9600.I look forward to discussing next steps to building more value on your network with Catalyst solutions.Regards, [Insert Your Name]FrançaisObjet : L’avenir du cœur du campus se concrétise
Permettez-moi de vous présenter le nouveau commutateur Cisco Catalyst 9600, conçu pour prendre en charge le réseau basé sur l’intention avec deux fois la capacité des générations précédentes. Les commutateurs Catalyst 9600 vous aideront à renforcer la sécurité, à prendre en charge le nombre toujours plus important d’appareils mobiles et à vous préparer pour l’avenir.Découvrez tous les détails des avantages de la mise à niveau vers Catalyst 9600.J’ai hâte de discuter des prochaines étapes pour renforcer la valeur ajoutée de votre réseau grâce aux solutions Catalyst.Cordialement,[Insérez votre nom]

Don't forget to include the link to the benefits of upgrading (when sending your email): https://www.cisco.com/c/en/us/products/switches/catalyst-9600-series-switches/index.html#~upgrade

Audience/Target List

The Catalyst 9600 switch is the upgrade to the Catalyst 6500 (C6000) and/or C6800 (C6800FD) platforms, IF the older gear was deployed as a core switch.

Customers who purchased any of these products (Cat6500, C6000, Cat6800, C6800FD)

Fewer than 3 years ago
3-6 years ago
More than 7 years ago

Only include customers having any of these products covered under a service contract

Incentives

Cisco Capital Easy Pay overview, video, infographic and Cisco.com page

EN Offers, Promotions & Incentives on SalesConnect (esp. lower minimum of EAs to $100K EAs and could qualify for Free Cisco DNAC appliance)

Presentations

Catalyst 9600 BDM, TDM, and Migration Support Services

Catalyst 9000 Family presentation (all models) (contains slides on Cat9500, which is the default if cannot sell Cat9600)

Case Study: Wipro (case study on all Cat9Ks)Demo: Cisco DNA Center Overview topic on the Cisco DNA Software Demo SeriesWebinar: TechWise TV on Cat9600Video: Cisco Catalyst 9600 videoComparison Guides:

Catalyst 6500 vs. Catalyst 9600 (benefits of upgrading)

FAQ for all of the Catalyst 9000 Series switches

Comparison of all the Catalyst 9000 Series switches

Public competitive comparison chart (network switches)Analyst Reports: Global Data report: Transitioning to 100GB Networks and IDC report: Networking Predictions for 2019

SFDC Tech Identifier

BE: Enterprise Switching

Sub BE: Ent. Switching – Core
Product Family: It is critical that AM's to identify the proper Product Family, using one or more of the following to indicate the sale of Catalyst 9600 or 9500, as appropriate:

Catalyst 9600 Modular Core Education Series

Catalyst 9600 Modular Core

C9500H

C9500 Cisco Catalyst 9500 Series Switches

Cat9K AGG Version

NOTE: For many opportunities, the product family should be auto-populated by the CCW Quote integration. However, it is incumbent upon the AM to verify this and manually fill in the gaps as needed. Otherwise, our data is not going to be accurate for which customers actually replaced old switches with the new ones.