Enterprise Networks

**Wireless + Access Switching**

Target Accounts

Priority 1 - Wireless Whitespace: Purchased Cisco or Meraki Wireless 4+ years ago AND are currently active EN/Meraki accounts with insignificant wireless purchases (either Aironet or Meraki) in the last 4 years.

Priority 2 - Cross-Sell Opportunity: Catalyst 9K Switching installs without Cisco DNA and needing Cisco/Meraki Wireless.

Priority 3 - Stagnant Accounts: Catalyst 9K Switching installs who haven’t bought any other Cisco product in the past 4 years.

What to Sell

Upgrade older wireless access points and/or older Aironet wireless controllers to new wireless solutions. Add access switches. Include Cisco DNA subscription and Cisco DNA Center appliance. Ensure inclusion of relevant services.

Specifically for Medium/Large Accounts, if they want an on-premises solution, sell the 9100 or 3800 or 4800 series wireless access points AND the 9800-40 or 9800-80 controller AND 9300 access switch. Add Cisco DNA subscription (prefer Advantage or Premier) and Cisco DNA Center appliance (check the free purchase offer). Include Cisco Wireless LAN Services and Cisco DNA Center Advise & Implement Quick Start Service. If they want a cloud-managed solution or hybrid (on-premises and cloud), sell Meraki MR wireless access points (Wi-Fi 6 ones are MR 45/55) with a Meraki Enterprise wireless license. (No need to sell a controller since solution is in the cloud.) Only reason the customer might want Cisco DNA subscription and appliance is if they want to keep track of their endpoint inventory in a hybrid environment. Cisco Services aren’t relevant if only buying Meraki (would pitch Meraki Full Stack Services instead).

Learn

Partner IPTV VOD for April 29 Cisco Launch (“Reinventing Access: Unplugged and Uninterrupted”)

Partner Launch Hub

Sales Academy (Access Topics) and YES-specific briefcase (partner version)

Engage

Intro e-mail copy

PMC campaigns: Cisco Catalyst: Together at Last and WiFi 6: Secure Mobility for a Digital World (WiFi 6 goes live 4/29)

Partner sales plays: Engage with the Partner Seller Acceleration team on an ACES or Engage

Single customer leave-behind – Wi-Fi 6 checklist

BDM deck

Demo details - Customer request form for 24-hr response to get a 1:1 demo of wireless assurance

Relevant dCloud demos: (1) Search for “Cisco DNA Center Automation and Assurance” (2) Search for “Cisco Meraki Network and Application Assurance” (3) Cisco Meraki Launchpad (core Cisco Meraki demo)

Short customer-facing video (optional) – Wi-Fi 6 fundamentals

Webinar title/registration link (optional) – “Wired for Wireless: Reinventing Access”

Prove

Competitive landscape - Wireless Access Point Competitive Battlecard

Customer example – Included in BDM deck above

Analyst report - Wi-Fi 6 Arrives: The Future of the Organizational LAN (Farpoint Group) (live 4/29)

Propose

Ordering guides

Applicable incentives/offers

Customer-facing - Purchase offers (stackable). Questions? DNA-offers-pm@cisco.com
Partner-facing - Partner Seller Rewards aligned to driving assurance activations.

Relevant Services and Cisco Capital content

Cisco Wireless LAN Services to speed deployment of the wireless network
Cisco DNA Center Advise & Implement Quick Start Service for proper configuration
Cisco Solution Support eBook
Cisco Capital 0% Financing (customer flyer is here)

Quick Call Script: Wireless + Access Switching

Opening Conversation

Have you heard about the benefits of Wi-Fi 6, the new wireless standard? Is wireless network performance an issue for you?

Wireless demand is growing – from a mobile workforce to the explosion of IoT devices – and this demand is being met by the next generation of standards. Wi-Fi 6 builds on the strengths of 802.11ac (Wi-Fi 5) while adding more capacity and speeds up to four times faster to power next generation applications. We have new solutions that support Wi-Fi 6 to help you deliver a better mobile experience for high-density networks. Our Cisco wireless solutions go above and beyond the Wi-Fi 6 standard with advancements in security, support for IoT, advanced analytics, reliability and industry partnerships with Apple and Samsung to optimize performance.

New solutions let you easily troubleshoot your wireless network. Our newer Cisco wireless solutions, coupled with Cisco DNA Center or Cisco Meraki dashboard management platforms, allow monitoring and prediction of wireless network issues. Cisco is the only vendor who can offer this type of wireless monitoring, called “wireless assurance,” as well as the 14-day look-back for granular IT troubleshooting. No other vendor has this solution.

You can also simplify the management of your wired and wireless network with Software-Defined Access for automated end-to-end segmentation to separate user, device and application traffic without redesigning the network. Now you can automate user access policy and turn days of work into hours, and hours into minutes.

Your existing wireless network has a treasure of employee and visitor behavior data flowing through it every day. Cisco DNA Spaces enables location analytics, behavioral insights, asset tracking and location-based engagement capabilities.

We can help you speed your transition to next generation mobility and intent-based networking with Cisco Wireless Services and Cisco Meraki Full Stack Services for unmatched expertise, industry leading best practices, and innovative automation tools– a true game changer.

Quick Call Script: Wireless + Access Switching
(Continued)

Discovery

Are your users complaining about poor wireless performance reducing their productivity?

Are you concerned about older equipment impacting security?

Do you see a need for 4K or high-bandwidth, low-latency apps running on your network?

Do you see more and more IoT devices connecting to your network? Which protocols are they using (Wi-Fi, BLE, Zigbee, Thread)?

Do you have large meetings or gatherings of employees, customers, or visitors?

Do you have enough visibility into the network to be able to isolate issues quickly?

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

Would you like the network to deliver more business benefits based on location or network data and predict issues before users are impacted?

Are you unsure about how to start or which solutions are the perfect fit for your organization’s needs?

Detailed Call Script: Wireless + Access Switching

Conversations

Are your users complaining about poor wireless performance impacting productivity? Do you see more users and more IoT devices connecting to your network?

Wireless user expectations are higher than ever. We can deliver custom-built Cisco Wi-Fi 6 access points that can drastically improve employee productivity, provide greater performance, increase bandwidth, and improve client density support.

Going above and beyond the standard with Wi-Fi 6, Cisco has a custom ASIC with hardware and software that is programmable for developers. It automatically detects and mitigates sources of threats or RF interference with CleanAir, and it automatically optimizes a wireless network during unexpected peak times with Flexible Radio Assignment. The Cisco Meraki MR45 and 55 offer a unique, dedicated scanning radio to detect threats and interference. For better IOT support, both the Catalyst and Meraki Access Points offer multilingual capability to support BLE, Zigbee and Thread. For enhanced security, both solutions offer IOT segmentation to secure the traffic through the network. For real-time analytics and faster troubleshooting, we have Cisco DNA Assurance. Also, the Cisco Apple partnership means iOS devices perform better on a Cisco wireless network. The Cisco partnership with Samsung and Intel will ensure interoperability with clients. No other vendor can match these benefits.

Plus, Cisco Multigigabit Technology on Cisco Catalyst 9000 switches delivers speeds beyond 1 Gigabit on existing cables, so your switches are not the bottleneck as wireless speeds increase.

Are you worried about the security of your network?

Your security policies will follow your users anywhere on the network, whether they are wired or wireless, with Cisco DNA Center and Cisco Identity Services Engine (ISE). Encrypted Traffic Analytics (ETA) is a feature on Cisco Catalyst 9000 switches and wireless controllers that allows the network to detect malware in encrypted traffic without decrypting it.

With your current solution, can you instantly track down a particular device or user? Do you have the tools to see what is happening on the network in real time?

Cisco Meraki dashboard offers complete, real-time visibility into your network. Google-like searches help you find specific wireless AP's, clients, or devices.

Objections

My wireless network is working fine.

That may have been true a few years ago when people weren’t connected to multiple mobile devices and using bandwidth-intensive applications, and IoT was not in the picture. If you have slow Wi-Fi access, you risk customer satisfaction and your employees will not be as productive.

I’m concerned about the security of the information that is in the cloud.

The Cisco Meraki cloud-based architecture is completely out of band. Your data is not stored in the cloud. All application and data traffic flows locally. Only configuration data and statistics on your network flow to and from the cloud.

These solutions are too expensive.

We are offering special pricing for Cisco wireless solutions. You can get 50% off Cisco Catalyst 9800 Controllers when purchasing Cisco DNA Software. You can also trial Cisco DNA Spaces for free. You may also qualify to get a free Cisco DNA Center appliance with the purchase of Cisco DNA Software. In addition, flexible payment solutions, like Cisco Easy Pay, can lower total cost of ownership and finance the entire solution at as low as 0 percent.

I’m already talking with other vendors who say they have Wi-Fi 6 solutions that do the same thing.

The Cisco Wi-Fi 6 Access Points are unmatched, designed from the ground up for intent-based networking with a custom ASIC. Also, the entire network must be ready for Wi-Fi 6. Our Cisco solution gives you reliability, scalability and security across the network with our Digital Network Architecture.