Cisco Meraki Portfolio Guide
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The document provides an overview of the Cisco Meraki cloud-managed networking solution, detailing its various products including MR access points, MX security appliances, and MS switches, emphasizing ease of deployment and centralized management. It highlights key benefits such as security, scalability, and real-time diagnostics, catering primarily to organizations with lean IT and distributed sites. Additionally, it addresses common customer concerns regarding cloud technology, security measures, and operational capabilities during connectivity losses.
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Customer Objection Handling
The MC74 is too expensive.
While the phone and licensing may be on the premium end of the market, the cloud-
management and ease of deployment of the MC74 more than make up for the cost of
troubleshooting and slow deployment of typical VoIP solutions.
There is only one Meraki phone model.
The MC74 is the flagship Meraki Communications device. In the future, new models
will be released to offer choices for different business needs.
There aren't as many features as [Competitor's] phone.
The MC74, like most Meraki products, will begin with the most essential features with
focus on ease of use and sleek design. As customer suggestions are received, the
feature set will greatly expand. All new features will be pushed to existing devices via
overnight software updates, regardless of the age of the device.](https://image.slidesharecdn.com/meraki-portfolio-guide-160901075117/85/Cisco-Meraki-Portfolio-Guide-34-320.jpg)
Cisco Meraki Portfolio Guide
- 3. Table of Contents Product Portfolio Cloud Networking Overview Product Information Frequently Asked Questions MR Access Points MX Security Appliances MS Switches MC Phone SM Mobility Management The Competitive Landscape Engaging Your Customers How to Identify Potential Customers 4 5 6 8 14 20 26 32 35 38 44 45
- 5. 5 Cloud Networking Overview The Cisco Meraki product line is a complete cloud-managed networking solution, including wireless, switching, security (UTM), and mobility (EMM), all centrally managed over the web. Built from the ground up for cloud management, our hardware, software, and cloud services are completely integrated, providing your customers with a visibly unique and intuitive networking experience. Cisco Meraki operates the industry’s largest-scale cloud networking solution. With over seven years of experience in the cloud, the Meraki technology has been continuously active and evolving to meet customers’ needs. Today, the platform is trusted by tens of thousands of IT professionals, from enterprises to hospitals, schools, banks, and retailers, powering global deployments with tens of thousands of active devices. Cloud networking provides centralized management, unprecedented visibility, and seamless control over networking devices. Meraki products come out-of-the-box with centralized management, Layer 7 device and application visibility, real-time web-based diagnostics, monitoring, reporting, and much more. Meraki deploys quickly and easily, without the need for in-depth training or proprietary command line interfaces. MR Wireless LAN MX Security Appliances MS Ethernet Switches SM Mobility Management
- 6. 6 Product Overview The Cisco Meraki product line includes: • MR Access Points, including 802.11n and 802.11ac models • MS Switches, including access and aggregation models • MX Security Appliances, scaling from small branch to datacenter models • Systems Manager, the fully integrated EMM solution Cloud management gives your customers the ability to deploy, monitor, and manage their entire wired and wireless network via the Meraki dashboard. This web-based management platform offers a reliable and easy to use solution for managing your customer’s network. Cloud Networking Architecture Our cloud-managed network endpoints connect securely to the Meraki cloud. Using the intuitive browser-based dashboard, network administrators can fully deploy, manage, and troubleshoot their network via the cloud-hosted centralized management platform.
- 7. 7 Meraki cloud networking offers security, reliability, and scalability. Our out-of-band control plane separates network management data from user data. Management data (e.g. configuration, statistics, monitoring, etc.) flows from Meraki devices (wireless access points, switches and security appliances) to the Meraki cloud over a secure Internet connection. User data (web browsing, internal applications, etc.) does not flow through the cloud, instead flowing directly to its destination on the LAN or across the WAN. Read more at meraki.cisco.com/ products/architecture. T1 / DSL Management Data User Traffic Key benefits of cloud networking for your customers • Rapid deployment with self-provisioning and self-optimizing hardware • Ability to monitor and control applications, users, and devices in real time • Built-in multi-site management from a single web-based dashboard • Automatic monitoring and alerts • Scalability from small sites to million-user deployments • Products that are future-proof and always up to date • Seamless over-the-web firmware updates and new features delivered quarterly • Complete, high-performance feature set and support at no additional cost The Meraki product line been recognized for innovation by leaders in the industry, such as Gartner Magic Quadrant, InfoWorld Technology of the Year, and CRN Coolest Technologies.
- 8. 8 Frequently Asked Questions What’s in it for me? We know that you are not just selling hardware; you’re selling a complete customer network. With that in mind, Cisco Meraki makes it simple for you to add value for your customers. With an easy sales process and a compelling product for prospective customers with lean IT departments and/or distributed branch locations, you can increase your customer base and grow your sales using our complete cloud-managed networking solution. The Cisco Meraki cloud architecture simplifies network deployment, bringing in higher margins for your services. It also creates a source of recurring revenue through license renewals, simplified remote management & troubleshooting, as well as a managed services- friendly interface. Customer Network Market Growth Product Sale • Easy to sell with 2 SKUs • Accelerate sale cycle with simple evals • Grow sale with adjacent integrated products Recurring Revenue Ongoing Service • Recurring license revenue • Simplified troubleshooting and truck rolls • Managed services ready (NOC, end-user support) Operating Efficiency Deployment • Efficient installation and configuration • Site survey and network design services • Line-of-business application development On-premise network hardware, hosted management software, technical support PARTNER REVENUE OPPORTUNITIES CISCO CLOUD NETWORKING ADVANTAGES CISCO MERAKI
- 9. 9 Some of my customers are still getting on board with the idea of cloud. How can I ensure they are comfortable with Cisco Meraki technology? At meraki.cisco.com/trust, you’ll find information about the steps we take to ensure your customer’s network is safe and secure, covering: • Our datacenters, security processes, and certifications • How we safeguard your customer’s data • Best practices for securing your customer’s network • How our networks continue to operate when disconnected from the cloud • PCI compliance information, tools, and best practices • Our 99.99% uptime Service Level Agreement In brief, the Cisco Meraki service is collocated in tier-1, SSAE16 certified datacenters that feature state of the art physical and cyber security and highly reliable designs. All Cisco Meraki services are replicated across multiple independent datacenters, so that customer-facing services would fail over rapidly in the event of a catastrophic datacenter failure. In addition to the Cisco Meraki secure out-of-band architecture and secure datacenters, Cisco Meraki offers a number of tools for administrators to maximize the security of their network deployments. These include enabling two-factor authentication, strengthening password policies, enforcing the principle of least privilege with role-based administration, enabling configuration change email alerts, periodically auditing configurations and logins, verifying SSL certificates, and idle time out. Use of these tools provides optimal protection, visibility, and control over your customers’ Cisco Meraki networks. For more information, Cisco Meraki product manuals are available at meraki.cisco.com/library.
- 10. 10 What happens if the network temporarily loses connection to the cloud? If the network loses connection to the Meraki cloud, wireless clients would continue to be able to use the WLAN, have access to local LAN resources (e.g., printers and file shares) and, if an Internet connection is available, to the Internet as well. However, your customer would not be able to make any configuration changes to the network until the connection to the cloud is restored. Any configuration changes made during the connectivity loss would come into effect once the connection is restored. If a Meraki data center experiences an outage, your customer’s network would automatically fail over to another Meraki data center. And if your customer has set up email alerts, he or she would receive an email when a Meraki node loses connectivity to the cloud, allowing you or your customer to take corrective action if necessary. Where does the Meraki line fit within Cisco Enterprise Networking? In the diagram below, you will find information on equivalent Cisco On-Premise products to Cisco Cloud-Managed products, and the key differentiating factors. This will allow you to have a better understanding of which networking solution is the best fit for your prospective customers. At Cisco, we pride ourselves on being able to offer your customer a range of options, from an incredibly flexible solution with Cisco On-Premise, to an incredibly easy to use solution with Cisco Cloud-Managed. FLEXIBILITY CLI, SNMP, Embedded GUI ISR / ASA Catalyst Aironet SIMPLICITY Cloud Management MX MS MR Cisco ISE Policy & Control Cisco Prime Management & Analytics Cisco ONE Architecture Cisco On Premise Cisco Cloud Managed
- 11. 11 With these two solutions, you can offer your customer the greatest range of options, from a fully cloud-managed network to a fully on-premise network. There are many hybrid options as well, such as deploying Cisco Enterprise at the organization’s datacenters or core HQ and Cisco Meraki at their edge network. The Cisco Meraki Cloud-Managed Networking Solution is an excellent fit for organizations with distributed sites and lean IT that are transitioning to cloud technology. Cloud-Managed Access Networks generally favor simplified management over the depth and extensibility offered by On-Premise Managed Networks. The initial focus and most receptive customer segments for Cloud Networking technology are distributed organizations such as Education (K-12 in particular), Retail, and Professional Services. Cisco On-Premise Networking • Flexible deployment and configuration options • Highly customizable and advanced feature set • Advanced professional services, extended support • Extensive integration capabilities Cisco Meraki Cloud-Managed Networking • Easy to deploy and manage over the web • Out-of-the-box optimized feature set • Ongoing managed upgrades and enhancements • Optimized for lean IT, with limited requirement for 3rd Party integration OPTIMIZED FOR EASE OF MANAGEMENT OPTIMIZED FOR FLEXIBILITY & CONTROL Cisco Meraki Cloud Managed Mid-Market Business Cisco Enterprise Cisco Enterprise Core/Datacenter Cisco Meraki Edge Cisco Enterprise Campus & WAN Cisco Meraki Branch Enterprise and Mid-Market Business
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- 13. 13 Product Information Cisco Meraki offers four product lines: MR access points, MS switches, MX security appliances, and Systems Manager EMM. All of these products are managed via the same web-based dashboard, providing your customers with a single-pane-of- glass view across their entire network. Each product line includes unique features that differentiate Cisco Meraki from any other networking vendor. In the next few pages, we’ll take you on a tour of all our products, including key differentiators, product models, conversation starters, and objection handling. Cisco Meraki Blog News about the product line will be posted on our blog. Check out meraki.cisco.com/blog frequently and share the cool stories you find with potential customers.
- 14. 14 MR Access Points Cisco Meraki offers seven 802.11n and 802.11ac access point models, including indoor and outdoor, high performance, and value-priced models. These enterprise-class APs include RF optimization, PoE, voice / video support, and many other built-in features. We offer a lifetime warranty on all indoor APs. Key Features • Cloud-based centralized management • Fully integrated: no additional hardware, software, or modules • Enterprise security, identity-based firewall, and BYOD policies • Layer 7 Application Traffic Shaping to prioritize business critical apps like VoIP, limit P2P file-sharing apps (e.g. BitTorrent), and reduce Internet costs • Secure guest access • Real-time WIDS / WIPS to detect and neutralize wireless threats • CMX location analytics and customer engagement solution • Integrated mobile device management Read more at meraki.cisco.com/mr
- 15. 15 Recommended for General use wireless LANs Mobility-intensive organizations MR18 Two-stream 802.11n 600 Mbps radio rate 3 radios: 2.4 and 5 GHz, dual- band WIDS/WIPS Recommended for General purpose deployments High-density environments Recommended for Performance critical wireless LANs High-density environments MR34 3-stream 802.11ac /802.11n 1.75 Gbps radio rate 3 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS Recommended for Performance-critical wireless LANs High-density environments MR42 802.11ac Wave 2 1.9 Gbps radio rate 3 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS Recommended for Harsh, rugged, and outdoor environments that require IP67 rated hardware (tested for dust, shock, vibration, and moisture) MR62 802.11n 300 Mbps radio rate Single-radio MR32 802.11ac 1.2 Gbps radio rate 3 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS MR52 802.11ac Wave 2 2.5 Gbps radio rate 4 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS, BLE MR53 802.11ac Wave 2 Multigigabit 2.5 Gbps radio rate 4 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS, BLE Recommended for Performance-critical wireless LANs High-density environments Recommended for Performance-critical wireless LANs High-density environments
- 16. 16 Customer Conversation Starters How long do you expect deployment to take? What if it was just a few hours, with zero ongoing maintenance? Meraki networks are designed to be incredibly easy to deploy and manage, with self-configuring APs and intuitive web-based management from anywhere. No expensive certifications are required and management overhead is minimized, freeing up IT admin time to work on other projects. 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? The Meraki dashboard offers complete, real-time visibility into your network. Use Google-like searches and filters to instantly find specific APs, clients, or devices. Drill down from a multi-network overview and summary reports to granular reports per client or per AP, and receive real-time alerts about events like APs going down, rogue APs, or network configuration changes. Recommended for Harsh, rugged, and outdoor environments that require IP67 rated hardware (tested for dust, shock, vibration, and moisture) High-density deployments MR66 802.11n 600 Mbps radio rate Dual-radio Recommended for Harsh, rugged, and outdoor environments that require IP67 rated hardware (tested for dust, shock, vibration, and moisture) High-density deployments Voice, video, and performance-intensive networks MR72 802.11ac 1.2 Gbps radio rate 3 radios: 2.4 and 5 GHz, dual-band WIDS/WIPS
- 17. 17 Is your organization adding new mobile devices or expanding to new sites? Since there is no hardware controller and no tiered licensing, there are no network scalability limits. The cloud platform is scalable beyond 10,000 APs in a single network. You can add 1, 100 or 1,000 APs as required. Does your environment have so much wireless congestion that you can’t seem to find a clear channel for your APs? Meraki networks use built-in intelligence in the cloud to run constant, system- wide RF optimizations. Auto RF with spectrum analysis runs frequent scans of the environment and can select the optimal channel and transmit power for each AP to mitigate interference from AP coverage overlap, rogue APs and non-802.11 devices like bluetooth headsets and microwaves. This results in maximum throughput and reliability across the network. Is your network is being taken over by BitTorrent and YouTube? Are business-critical applications being starved of bandwidth? The Cisco Meraki Application Traffic Shaper offers application-aware bandwidth shaping. You get granular visibility into the applications and types of traffic that are consuming your bandwidth, with the ability to create traffic shaping policies to limit bandwidth-hogging recreational traffic like P2P and streaming video, and to prioritize business-critical enterprise applications. Would you like to use WiFi to better understand your business and engage with your customers? Cisco Meraki CMX includes real-time location analytics with metrics such as capture rate, median visit length, and visitor repeat rate for mobile devices in proximity to Cisco Meraki APs. Cisco Meraki also offers Facebook login for guests on your network, helping you expand your social marketing and engagement.
- 18. 18 Customer Objection Handling We have enough trouble using the networking solution that my staff already knows how to use. I don’t want a new solution for my distributed sites. Meraki offers superior network visibility and many live client tools, giving admins detailed information for troubleshooting (such as device type, OS, manufacturer, radio capabilities, and settings), plus remote diagnostic tests like ping and throughput tests. With Systems Manager, admins get access to even more detailed statistics, including driver version and installed hardware/software. The dashboard is highly intuitive and requires minimal training for these features. We are going to use a consumer/SMB solution to save money. Consider the hidden costs of having wireless that doesn’t scale: Will you have sensitive data on the network to be secured? How much time will you spend on a network that doesn’t offer deep visibility? When considering the total cost of ownership, Cisco Meraki can provide savings over SMB solutions, while offering enterprise-class capabilities that are still easy to use. Take into account features such as 802.1x, spectrum analysis, WIDS/WIPS, wired and wireless integration, etc. Meraki offers these without additional cost or complexity.
- 19. 19 I don’t trust the cloud. Unlike cloud applications like CRM, email, or storage, Cisco Meraki leaves your data on your network – the Meraki cloud is only used for management and configuration. Our cloud service is secured with industry-leading technologies, and is subject to regular 3rd party audits and penetration tests. Thousands of customers in security-conscious, regulated environments like financial services, retail, and healthcare trust their networks to Cisco Meraki. Feel free to check out meraki.cisco.com/trust to learn more about the security measures taken. Cisco Meraki has also been recognized by several industry leaders such as InfoWorld. com, Gartner Magic Quadrant, TechWorld, and many others. What happens if my network loses connectivity to the Cisco Meraki cloud? If the network experiences connectivity loss, wireless clients would continue to be able to use the WLAN, have access to local LAN resources (e.g., printers and file shares) and, if an Internet connection is available, to the Internet as well. Other services would automatically resume functioning once connectivity between the wireless network and the Cisco Meraki network is restored. And if you set up email alerts, you would receive an email when a Cisco Meraki node loses connectivity to the cloud, so you could take corrective action if necessary.
- 20. 20 MX Security Appliances The Cisco Meraki MX is a complete branch networking and unified threat management (UTM) solution, designed to make distributed networks fast, secure, and easy to manage. The MX is managed entirely through the Meraki web-based dashboard. Designed with intuitive controls for IT generalists, the MX requires no formalized training or specialized staff. The MX will even self-provision, allowing for remote branch deployments without on-site IT. Key Features • Cloud based management and monitoring with zero-touch provisioning, ideal for branches • Fully integrated features: no additional hardware, software, or modules • One-click Auto VPN (Site-to-Site) with auto failover to 4G or secondary ISP link • Layer 7 Security (including Google and Bing SafeSearch, SourceFire SNORT- based IPS and Kaspersky-based AV, and BrightCloud URL filtering) • WAN Optimization (web caching, faster file sharing, de-duplication) • Layer 7 Application Traffic Shaping to prioritize business critical apps like VoIP, eliminate P2P file-sharing (e.g. BitTorrent), and reduce Internet costs • WAN Virtualization (traffic load balancing and automatic link failover, supports 3G / 4G USB modems) • Intelligent WAN (use bandwidth more efficiently and prioritize applications. Read more at meraki.cisco.com/mx.
- 21. 21 Recommended for Up to 5 users Teleworkers Z1 5 x GbE 50 Mbps firewall throughput 10 Mbps VPN throughput Recommended for Up to 50 users Retail location or small branch MX64 5 x GbE, 1 × USB 3G/4G 250 Mbps firewall throughput 100 Mbps VPN throughput Recommended for Up to 25 users Retail location or small branch One device to manage MX64W 5 x GbE, 1 × USB 3G/4G, 1 x 802.11ac WiFi 250 Mbps firewall throughput 100 Mbps VPN throughput Recommended for Up to 50 users Retail location or small branch MX65 12 x GbE (2 PoE+) 1 × USB 3G/4G 250 Mbps firewall throughput 100 Mbps VPN throughput Recommended for Up to 50 users Retail location or small branch One device to manage MX65W 12 x GbE (2 PoE+) 1 × USB 3G/4G 1 x 802.11ac WiFi 250 Mbps firewall throughput 100 Mbps VPN throughput Recommended for Up to 200 users Medium branch MX84 10 x GbE 1 × USB 3G/4G 2 x SFP 500 Mbps firewall throughput 250 Mbps VPN throughput
- 22. 22 Recommended for Up to 1,000 users Large K-12 campus deployments VPN / WAN opt. concentrator for large deployments MX400 8 x GbE, 1 x USB 3G/4G, 8 x GbE (SFP), 4 x GbE (SFP+) 1 Gbps firewall throughput 200 Mbps VPN throughput 1 TB SATA WAN optimization Recommended for More than 1,000 users Large K-12 deployments who needs 4TB web caching VPN / WAN opt. concentrator for very large deployments MX600 8 x GbE, 8 x GbE (SFP), 4 x 10GbE (SFP+) 1 Gbps firewall throughput 200 Mbps VPN throughput 4 TB RAID WAN optimization Where the MX fits in your customer’s network environment Recommended for Up to 500 users Large branches or mid-size K-12 campuses Customers who need more than 4 ports or SFP (fiber connectivity) MX100 8 x GbE, 1 × USB 3G/4G, 2 x GbE (SFP) 500 Mbps firewall throughput 100 Mbps VPN throughput 1 TB SATA WAN optimization
- 23. 23 Customer Conversation Starters Do you have visibility and control over the firewalls at your remote branches? The MX offers built-in centralized management from the cloud and will give you complete network visibility and control across all of your locations, no matter how many there are. What if you could have MPLS-like reliability at a fraction of the cost? The MX has incredible features, such as Auto VPN, smart traffic load balancing, and failover (including 3G / 4G), that provide security and reliability over your Internet connection, without MPLS. The MX can also help you reduce costs, improve efficiency, and increase the reliability of your pre-exisiting MPLS network. Do you have an easy way to control Internet access and web apps? The Cisco Meraki MX security appliances offer built-in features for application and bandwidth control, including: • Google/Bing SafeSearch and YouTube for Schools • Web caching and WAN optimization • Layer 7 application firewall and traffic shaping Is ironclad network security a priority for your organization? The MX security appliance is secure enough to deploy in the most security- conscious networks. Cisco Meraki is fully HIPAA, CIPA, and PCI-compliant, and includes features such as: • Content filtering with 85 categories • IPS based on SourceFire SNORT® • Anti-virus / anti-phishing using Kaspersky AV
- 24. 24 Customer Objection Handling Cisco Meraki security appliances seem more expensive than other firewalls on the market. Not when you take into account built-in features, such as: • Layer 7 application control • WAN optimization • Client VPN (no per-user fees) • Content filtering, IDS, AV • 24/7 support • Lifetime warranty These are all included with the MX, whereas they will cost significantly more with any of our competitors. Does Cisco Meraki have HA? Yes, for VPN you can use the Cisco Meraki VPN redundancy feature that uses VRRP HA.
- 25. 25 How does Cisco Meraki work with MPLS? With WAN optimization, traffic shaping, and WAN with 3G/4G failover, the MX makes MPLS better. Have a look at the Cisco Meraki MPLS whitepaper available at meraki.cisco.com/library. Can the MX directly connect to a T1 / DSL / Cable circuit? The MX uplink is an Ethernet port; therefore, Cisco ISR routers are recommended for WAN termination in addition to the MX. Does Cisco Meraki support routing protocols like OSPF? Yes. To enable Open Shortest Path First (OSPF) routing, navigate to Configure > OSPF Routing in the Meraki Dashboard. For more information on OSPF configuration, go to meraki.cisco.com/library and search for OSPF.
- 26. 26 MS Switches The MS family enables plug-and-play branch deployments with thousands of switch ports configured and monitored instantly over the web. Cisco Meraki offers Enterprise-class, Layer 2 and Layer 3 Gigabit access switches in 8, 24, and 48 port configurations. These offer non-blocking performance, voice and video QoS, and optional 802.3at/af PoE on all ports. For utmost performance, Layer 3 models provide 10GbE uplinks. The MS line also includes Layer 3 aggregation switches with 10 Gigabit SFP+ interfaces in 16, 24, 32, and 48 port configurations. Key Features • Cloud-based centralized management • Fully integrated: no additional hardware, software, or modules • Voice and video QoS • Layer 7 application visibility • Virtual stacking: allows management of thousands of switch ports as one • PoE / PoE + on all ports • Enterprise security, including 802.1X access policies, MAC-RADIUS authentication, and port scheduling • Remote live tools such as packet capture and cable testing to quickly and easily troubleshoot and resolve network issues Read more at meraki.cisco.com/ms.
- 27. 27 MS320-24 Number of Ports: 24 x 1 Gigabit Uplink interfaces: 4 x SFP+ 10 Gigabit MS320-48 Number of Ports: 48 x 1 Gigabit Uplink interfaces: 4 x SFP+ 10 Gigabit MS320-24P PoE budget (801.3af/at): 370W MS320-48LP PoE budget (801.3af/at): 370W MS320-48FP PoE budget (801.3af/at): 740W Recommended for access switching at branch sites MS220-8 Number of Ports: 8 x 1 Gigabit Uplink interfaces: 2 x SFP Gigabit MS220-24 Number of Ports: 24 x 1 Gigabit Uplink interfaces: 4 x SFP Gigabit (shared) MS220-48 Number of Ports: 48 x 1 Gigabit Uplink interfaces: 4 x SFP Gigabit Layer 2 Access Switches MS220-8P PoE budget (801.3af/at): 124W MS220-24P PoE budget (801.3af/at): 370W MS220-48LP PoE budget (801.3af/at): 370W MS220-48FP PoE budget (801.3af/at): 740W Recommended for mission critical access switching with fast uplink requirements and for next-generation 802.11ac wireless (MR42) Layer 3 Access Switches
- 28. 28 Recommended for campus aggregation switching and space-constrained locations MS420-24 Number of Ports: 24 x 10 Gigabit Uplink interfaces: 24 x SFP+ MS420-48 Number of Ports: 48 x 10 Gigabit Uplink interfaces: 48 x SFP+ Aggregation Switches MS350-24 Number of Ports: 24 x 1 Gigabit Uplink interfaces: 4 x SFP+ 10 Gigabit 2 x Stack ports MS350-48 Number of Ports: 48 x 1 Gigabit Uplink interfaces: 4 x SFP+ 10 Gigabit 2 x Stack ports MS350-24P PoE budget (801.3af/at): 370W MS350-48LP PoE budget (801.3af/at): 370W MS350-48FP PoE budget (801.3af/at): 740W MS410-16 Number of Ports: 16 x 10 Gigabit Uplink interfaces: 2 x SFP+ 2 x Stack ports MS410-32 Number of Ports: 32 x 10 Gigabit Uplink interfaces: 2 x SFP+ 2 x Stack ports MS350-24X PoE budget (801.3af/at): 740W
- 29. 29 Customer Conversation Starters Would you like to manage wired and wireless as a single network? Cisco Meraki allows you to manage your access points, switches, and security appliances from one web-based dashboard giving you a single pane of glass view from which to deploy, monitor, and troubleshoot your entire network. How many locations do you have? Do you travel to deploy switches at remote sites? How do you manage all the access switches at each location today? Meraki MS switches support zero-touch configuration and cloning for easy remote site deployment, centralized management from any Internet-accessible device for convenient visibility and control, built-in dashboard tools and diagnostics for real time troubleshooting, and seamless updates from the Cloud to automatically keep features and firmware up-to-date. Perform remote packet captures, search event logs, and apply remote cable tests for any switch, anywhere. MS425-16 Number of Ports: 16 x 10 Gigabit Uplink interfaces: 2 x QSFP+ 2 x Stack ports MS425-32 Number of Ports: 32 x 10 Gigabit Uplink interfaces: 2 x QSFP+ 2 x Stack ports
- 30. 30 Would it benefit you to know what types of client devices are on your network? Does your network suffer from bottlenecks and poor bandwidth? MS switches give deep visibility into your network traffic through client/application fingerprinting. Learn how many—and what type of—clients are connecting, what applications are being consumed, and who are top bandwidth hogs. Will you need VoIP and voice VLAN support? The MS makes it extremely easy and intuitive to apply quality-of-service (QoS) rules to your mission critical traffic. In addition, we support features like LLDP and CDP to easily assign voice VLANs to endpoints like Cisco VoIP phones. Are you concerned about the security of your wired network? Meraki MS switches perform DHCP snooping and can be provisioned in one click to block unauthorized DHCP servers from wreaking havoc on your network. Additionally, you can lock down port access for all except authenticated users and devices using 802.1X or MAC-based RADIUS authentication—or MAC whitelisting. Turn off attached devices like wireless APs, printers, or attached clients at specified times using port scheduling—saving energy and improving security. Does Cisco Meraki support physical stacking? Yes. With the MS 350 and MS 410 product lines, you can physically and virtually stack your switches. All other models allow Virtual Stacking only. For more information on Virtual Stacking, search for the Virtual Stacking whitepaper at meraki.cisco.com/library.
- 31. 31 Customer Objection Handling Cisco Meraki switches seem more expensive than other non- Cisco switches on the market. Make sure the customer understands what they lose with low-end switches. Low- end switches typically: • Can only be locally managed • Don’t support PoE+ and only support PoE • Only have 1GbE uplinks instead of 10GbE (MS320 family) • Provide no visibility into clients, applications, and usage • May not be suitable for multi-site management • Require training, staff, and upkeep to ensure firmware patches are applied (for security risks or new features) I don’t need PoE+ or Gigabit Ethernet. Standard PoE and Fast Ethernet is good enough and I don’t want to pay extra for those features. If you’re deploying 802.11n wireless, you should consider Gigabit Ethernet (as recommended by Gartner) for future challenges, such as increasing bandwidth usage and new, high-powered devices. The next-generation wireless 802.11ac APs such as the Cisco Meraki MR42 require PoE+ if you want to use all the features such as the third radio. Given the typical 5-7 year lifecycle for access switches, you should make sure you future-proof your investment.
- 32. 3232 MC Communications The Cisco Meraki MC74 is a premium VoIP phone with an elegant design, featuring a 7” touchscreen display. Representing a fresh approach to the notoriously complex and disjointed world of telephony, it leverages the power of the cloud to eliminate the traditional PBX. MC74 provides simple, intuitive management and the ability to integrate with business applications. Key Features • Contact directory integration • Call history and visual voicemail • Hold, transfer, mute, and speakerphone capabilities • Interactive Voice Response and extension calling • Ad hoc conferencing • Lock screen protection • Zero onsite infrastructure eliminates need for PBX • Dial from browser Read more at meraki.cisco.com/mc
- 33. 33 Customer Conversation Starters How many people manage your phone systems? Easy deployment and management can help out leaner IT teams. With the MC74 and cloud-based dashboard, fewer people than ever are needed to manage phones. How many different locations will you need to use your phones? The lack of an on-premise call control system means the MC74 is perfect for businesses with a lot of teleworkers and intracompany movement. Walk me through the process you use to train retail employees across each of your branches. Most users do not require training, making onboarding a cinch. The sleek look of the phone also plays well in a retail environment. The dashboard allows quick standardization of all new sites. You're considering VoIP. How ready is your network to handle voice? Customers dealing with maintenance issues on old phone systems often turn to Voice- over-IP. When they have a budget for a network refresh and choose the full stack, they will benefit from full integration of voice and data, ensuring optimal call quality and minimal downtime. Recommended for Retail Commercial Offices Teleworkers MC74 7" touchscreen display Integrated GbE switch Wall mount Meraki Communications Devices
- 34. 34 Customer Objection Handling The MC74 is too expensive. While the phone and licensing may be on the premium end of the market, the cloud- management and ease of deployment of the MC74 more than make up for the cost of troubleshooting and slow deployment of typical VoIP solutions. There is only one Meraki phone model. The MC74 is the flagship Meraki Communications device. In the future, new models will be released to offer choices for different business needs. There aren't as many features as [Competitor's] phone. The MC74, like most Meraki products, will begin with the most essential features with focus on ease of use and sleek design. As customer suggestions are received, the feature set will greatly expand. All new features will be pushed to existing devices via overnight software updates, regardless of the age of the device.
- 35. 3535 Systems Manager EMM The Cisco Meraki EMM solution, Systems Manager, centrally configures, monitors, and manages iOS, Android, macOS, Windows, and Chrome OS devices. Systems Manager is cloud-based, meaning there is no on-site appliance or software, and it works with any vendor’s network. Systems Manager integrates into the same dashboard as the rest of the Meraki products, and thus can be leveraged in hardware deals. In addition, it makes for a great tool to get into new accounts that are less familiar with the cloud managed solutions. As prospective customers experience the web-based dashboard for their mobiledevices,theywillmostlikelywanttoconsiderCiscoMerakiwhenitistimefora networking refresh. Key Features • Over-the-air app deployment • Set security restrictions • Configure WiFi settings • Deploy certificates • Zero-touch device configuration As with all Meraki products, Systems Manager licensing comes with phone and e-mail support, all features, and all future features. Read more at meraki.cisco.com/sm.
- 36. 36 Customer Conversation Starters Do you have mobile devices in your environment and/or have any BYOD initiatives you would like to implement in your organization? Cloud management enables efficient device enrollment, facilitating 1:1 and BYOD initiatives. Centrally configure, monitor, and manage thousands of iOS, Android, Mac, and PC devices in the secure, browser-based dashboard. Systems Manager works on any vendor’s network — even if the managed devices are on the road, at a café, or used at home. Download the app from the Apple or Google App Stores to enroll a device, or streamline adoption by using Systems Manager Sentry to ensure devices are enrolled in EMM before joining your wireless network. Do you need to install mobile apps across many devices? Systems Manager integrates with Apple App Store, Google Play Store, and Apple’s Volume Purchase Program (VPP), for easy, over-the-air deployment and maintenance of free, paid, or Enterprise apps. No need for a USB cable! Do you need to enforce security across mobile devices? With Systems Manager, you can enforce policies across mobile devices: protect devices and their data, control their usage with fine-grained policies, and restrict access to features such as the app store, gaming, and content. Use selective wipe to remove enterprise data from lost or stolen devices.
- 37. 37 Do you need to assist users in troubleshooting mobile devices? Start remote desktop, take a screenshot, and reboot or shutdown Macs and PCs. Automatically monitor devices 24×7 via the cloud. Set email alerts to immediately notify administrators of device outage, unauthorized software or app installation, or removal of the Systems Manager profile. Do you need to track device inventory and how many applications are installed throughout your fleet of mobile devices? Systems Manager provides built-in software inventory management, simplifying software license management even in multiplatform environments. Search and view details of all software and apps installed on your managed devices. Would you like to integrate your EMM solution with your Wireless network? Systems Manager integrates seamlessly into a Cisco Meraki wireless deployment, automatically importing wireless profiles and providing network access control upon wireless login for Managed SM devices. Customer Objection Handling Do you need Meraki hardware? No. There are many integrative benefits of having the Meraki full stack, but Systems Manager works great as a standalone EMM solution without any required on-premise hardware or servers needed. Does Systems Manager only do MDM? No. Meraki expanded Systems Manager into an Enterprise Mobility Management solution in 2014. This include all major OS platforms, directory service integration, security postureing and compliance, mobile application managment and containerization, and much more.
- 38. 38 The Competitive Landscape Wireless LAN Security Switching In Most Deals
- 39. 39 Less Frequent Why Meraki Wins • Intuitive setup and management • BYOD, Guest & MDM features • Unique location & traffic analytics • Centralized management • Automatic VPN and 3G failover • LAN / WLAN integration • IWAN • Centralized management • Intuitive configuration • Layer 7 visibility
- 40. 40 Competitive Advantages • Management: Intuitive, single pane of glass web-based dashboard makes managing multiple sites remotely a cinch • Deployment: Cisco Meraki plug-and-play devices don’t need an IT specialist on site to be deployed • Reliability: Out-of-band and redundant cloud management backed by a 99.99% SLA. You can access your LAN in the event of loss of connection. • Visibility & Control: Built-in Layer 7 functionality across your entire network • Scalability: No need to update controllers, and you can clone configurations from other devices • EMM: Fully integrated from the same web-based dashboard • Simple pricing: One SKU for cloud license includes all features out-of-the- box, as well as free and seamless quarterly software upgrades. One SKU for hardware includes 24/7 support and lifetime warranty. • Mobile app: So you can manage your network on-the-go
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- 45. 45 How to Identify Potential Customers Typical Cisco Meraki customers have the following characteristics: • Want easy installation and management • Are moving applications and services to the cloud (e.g. Google Apps, Dropbox) • Manage multiple locations with limited IT staff • Are looking for simple and customizable guest access at their locations • Are deploying company-owned or BYOD mobile devices • Need enterprise security and/or guest access A few Cisco Meraki customers: Cisco Meraki Library You can find our online library that houses customer-facing documents for you to share at meraki.cisco.com/library.
- 46. 46 Vertical-Specific Indicators For more customer case studies, visit meraki.cisco.com/customers. K-12 • Several high density schools with a small IT department • Supporting BYOD and 1:1 initiatives in the classroom • Want an easy-to-manage content filtering solution Check out our Rainbow School District and Alvin ISD case studies online. Higher education • Have several high density buildings to manage at once • Need to identify and control unique users, iPads, and other devices • Easy-to-manage guest access with LAN isolation Check out our Stanford University and MIT case studies online. Retail & Hospitality • Seeking a dynamic retail analytics and engagement solution • Require a PCI-compliant network • Want a secure and branded guest WiFi network Check out our United Colors of Benetton UK and Applebee’s case studies online.
- 47. 47 Healthcare • Want a simplified networking and mobile device management solution • Seeking to improve patient and guest experience with WiFi • Require a HIPAA-compliant network Check out our Mosaic and Montefiore Medical Center case studies online. Distributed Enterprise & Professional Services • Are managing several remote sites at once • Require powerful and easy to deploy networking devices • Want to connect multiple sites easily, or are seeking to control bandwidth Check out our C&S Companies and ZGF Architects case studies online. Where Cisco Meraki is not a fit: • Government customers requiring a FIPS-compliant solution • Customers who are uncomfortable with the cloud These customers are a great fit for Cisco Enterprise networking solutions.
- 48. 48 Resources Cisco Meraki Website Cisco Meraki Partner Portal Dashboard Login Product Cost Calculator (US & CA only) Support Homepage Library Blog Product Documentation Developer’s Portal developers.meraki.com Contact Us North America Europe Outside of NA & EU meraki.cisco.com merakipartners.com dashboard.meraki.com meraki.cisco.com/buy meraki.cisco.com/support meraki.cisco.com/library meraki.cisco.com/blog docs.meraki.com 1 (888) 490-0918 +44 (0)203 640 6121 +1 (415) 432-1000