Licensing for Cisco DNA part 2

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Licensing for Cisco DNA part 2

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5. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco DNA ongoing innovation

9. © 2018 Cisco and/or its affiliates. All rights reserved. What do Customers Buy?

12. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Switching Enterprise Agreement Perspective

21. © 2018 Cisco and/or its affiliates. All rights reserved. Technical Support Model

24. © 2018 Cisco and/or its affiliates. All rights reserved. Smart Account

1. © 2018 Cisco and/or its affiliates. All rights reserved. Positioning, Cisco ONE Migration and Ongoing Innovation

26. © 2018 Cisco and/or its affiliates. All rights reserved. Additional Resources: www.cisco.com/go/one Contact your channel partner or Cisco sales team for more information Call To Action Learn more about Cisco DNA and Catalyst 9K Lead with Cisco DNA Premier

2. © 2018 Cisco and/or its affiliates. All rights reserved. Brownfield Scenarios Key Questions • Investment Protection: Are Cisco ONE customers with existing Catalyst/wireless purchases entitled to Cisco DNA? • Cisco DNA upgrade: Can existing Cisco DNA customers upgrade to a higher function DNA tier? • Offer Evolution: How do the Cisco ONE perpetual offers on existing Catalyst switches & wireless evolve going forward?

6. © 2018 Cisco and/or its affiliates. All rights reserved. Residual value: 50% Cisco DNA Essentials for remaining term Cisco DNA upgrade: To higher level Cisco DNA tier Transactional method Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier Cisco DNA Advantage Cisco DNA Premier Residual value: 100% Cisco DNA Advantage value for remaining term Upgrade only to the same or longer term

20. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco DNA upgrade: To higher level Cisco DNA tier Enterprise Agreement (EA) method Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier Cisco DNA Advantage Cisco DNA Premier § 100% residual value for existing Cisco DNA subscriptions (any tier) § Co - terming across Cisco DNA domain § Install base assessment for the EA quote will cover any existing Cisco DNA subscriptions. § Cisco DNA subscription residual value based on expected EA booking date (adjusted to actual booking date). OR

11. © 2018 Cisco and/or its affiliates. All rights reserved. What You Need for Base Automation & Monitoring Cisco DNA Center Appliance Cisco DNA Essentials for 9K Switch Cisco DNA Essentials for 3K, 4K, 6K, N7K Switch Cisco DNA Center Console Appliances Software Network Essentials for 9K Switch Next Gen Catalyst Switches (C 9K) LAN Base Current Gen Switches C3K, C4K, C6K, N7K Network & OS * ISE Appliance can be a physical or virtual appliance

15. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco EA: Customer Qualifications New or Existing Customers Looking For... Standardization Cross - Architecture Standardization 1 Full Coverage 100% Organization Coverage 2 Management Centralized License Management 3 Predictability Predictable Budget & Pricing 4 Relationship Strategic Multi - Year Relationship 5 Maximum Value Ready for Cisco DNA Journey, Best Value for Money 6

25. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Smart Accounts – Sign up today! Why Smart Accounts? • Create one account • Manage all software* • View unused licenses • Customize visibility Why Smart Licenses? Automatically registers • Independent of hardware • Traditional PAKs can be converted* Why now ? • Many data center software offers are Smart Account & Smart Licensing enabled • Plans to ramp enablement of more offers

10. © 2018 Cisco and/or its affiliates. All rights reserved. What You Need for SDA or Assurance Network Advantage for 9K Switch Next Gen Catalyst Switches (C 9K) ISE Appliance* Cisco DNA Center Appliance Cisco DNA Premier for 9K Switch Cisco DNA Center Console ISE Console IP Base or IP Services Current Gen Switches C3K, C4K, C6K, N7K Cisco DNA Premier for C3K, C4K, C6K, N7K Network &OS Appliances Software Stealthwatch ** * ISE Appliance & Stealthwatch can be a physical or virtual appliance ** Stealthwatch management console and flow collector virtual edition is included in DNA Premier

22. © 2018 Cisco and/or its affiliates. All rights reserved. Solution Support, Smart Net Total Care - or - Partner Support Service (Optional) Embedded Cisco Software Support Service (SWSS) With Subscription TAC, knowledge base access, software downloads TS Product Level Support Cisco DNA Essentials / Advantage Hardware with Network Essentials / Advantage (Catalyst 9k) Cisco DNA Essentials/Advantage DNA Essentials / Advantage Cisco DNA Premier ISE Plus ISE Base Stealthwatch Hardware with Network Essentials / Advantage (Catalyst 9k) Embedded support also included for ISE / Steathwatch licenses purchased A la Carte Technical Support Model

14. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Enterprise Agreement Company - wide Service Level Assurance On Demand Deployment Co - termination of SW Licenses Access to Add - ons within enrollments Cross - portfolio Buying Platform Access to New Software Capabilities Uniform Platform Structure for new enrollments One Tech Partner for Network, Collaboration & Security True Forward: No retroactive billing Know Where You Stand. SW licenses, usage & allocation. Easy to Buy Easy to Consume Easy to Manage Financial Predictability

4. © 2018 Cisco and/or its affiliates. All rights reserved. Subscription (Software Support Included) Perpetual Cisco DNA Attach with C1 Purchase | Free Cisco DNA Center appliance* Subscription FY18 Cisco ONE Advantage Cisco DNA Advantage Cisco DNA Essentials C1 SWSS Required Perpetual Cisco ONE Advanced Cisco ONE Foundation Subscription FY19 Cisco DNA Premier Cisco DNA Advantage Cisco DNA Essentials Perpetual DNA (C1 SWSS Benefits Included) Cisco ONE Advanced Cisco ONE Foundation Cisco ONE Investment Protection Enterprise Networking (Routing, Switching, Wireless) SWSS Subscription

23. © 2018 Cisco and/or its affiliates. All rights reserved. Ordering Experience Single Hardware SKU for Cisco DNA simplifies Disti stocking Catalyst 9300 - E with Network Essentials With Universal Image Cisco DNA Advantage (3/5/7 yr term) Cisco DNA Premier (3/5/7 year term) Catalyst 9300 - A with Network Advantage With Universal Image SNTC Cisco DNA Premier Cisco DNA Advantage Direct Ship Stocked Disti Motion Cisco DNA Essentials (3/5/7 year term) StealthWatch (3/5 year term) ISE Base (3/5 year term) ISE Plus (3/5 year term) Single SKU

3. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco ONE Investment Protection More Value with Cisco DNA FY18 Perpetual SW + SWSS FY19 Hybrid SW + DNA Cisco DNA Advantage (C1 SWSS Benefits Included) Includes DNA Essentials Cisco DNA Essentials (C1 SWSS Benefits Included) Cisco DNA subscription will include C1 SWSS benefits Cisco DNA Advantage software is SDA capable Customer retains perpetual software Get Cisco DNA and software support for the price of SWSS C1 SWSS Required C1 SWSS Required Cisco ONE Advanced Cisco ONE Foundation Cisco ONE Advanced Cisco ONE Foundation At New Purchase or SWSS Renewal Subscription (Software Support Included) Perpetual SWSS Subscription

13. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Enterprise Agreement Company - wide Service Level Assurance On Demand Deployment Co - termination of SW Licenses Access to Add - ons within enrollments Cross - portfolio Buying Platform Access to New Software Capabilities Uniform Platform Structure for new enrollments One Tech Partner for Network, Collaboration & Security True Forward: No retroactive billing Know Where You Stand. SW licenses, usage & allocation. Easy to Buy Easy to Consume Easy to Manage Financial Predictability Easy to Buy Easy to Consume Easy to Manage

19. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Switching Greenfield – Value Comparison: Customer owns 450 C9300 - 48P switches 2 free Cisco DNA Accelerator & 2 “Ask - the - Expert” sessions $5,400 $165,620 Additional Value with EA C9300 - 48 HW, SNTC 3Y EA Price = $1,696,500 3Y Transaction Price = $1,696,500 3Y Cisco DNA Advantage $1,696,500 1 Free Cisco DNA - C Appliance $77,160 Promo: 6 Free Cisco DNA Accelerator & 6 “Ask - the - Expert” sessions C9300 - 48 HW, SNTC Promo: 3 Free Cisco DNA - C Appliance $231,480 $16,700 Total EA Value: $248,180 3Y Cisco DNA Advantage $1,696,500

16. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Cisco DNA Premier/Advantage for Switching EA Value Get to Cisco DNA Value Faster! à Promos: • Free inclusion of IP Base to IP Services upgrade • 50% discounted LAN Base to IP Base upgrade A Simplified, flat - rate upgrade SKU for all customers PLUS: Cross domain EA value proposition Promotion: ‘Ramp’ schedule pricing* {1 st 6 months free in EA} Promotion: FREE 3 Cisco DNA - C Appliances with $500K TCCV EA Promotion: 2 Cisco DNA Accelerators & 2 Cisco DNA “Ask - the - Expert” sessions (with each free Cisco DNA - C Appliance) * Ramp promotion only applicable to Brownfield customers

8. © 2018 Cisco and/or its affiliates. All rights reserved. How does Cisco ONE evolve for existing Catalyst Platforms? Term Perpetual Hardware w/ OS Foundation Advanced C1 Perpetual on Existing Platforms In FY17 3850 w/ LAN Base Foundation For Switching ISE Base IP Base Prime Energy Management StealthWatch (1 year) Advanced For Switching IP Services C1 Perpetual on Existing Platforms Starting Q1 FY18 3850 w/ LAN Base Foundation For Switching ISE Base IP Base Prime Advanced For Switching IP Services • Stealthwatch 1 year & Energy management retired from perpetual suite Old Model Current Model C1 Subscriptions on existing platforms starting Q1 FY18 3850 w/ IP Base / IP Services Cisco DNA Premier For Switching Stealthwatch ISE Base+ ISE Plus DNA Advantage Cisco DNA Advantage for Switching DNA Essentials (3/5/7 year) (3/5/7 year) OR • Similar model to Cat9k • No OS portability. • No SWSS for OS. SNTC covers OS. Cisco DNA Essentials for Switching (3/5/7 year) EA Eligible EA Eligible

7. © 2018 Cisco and/or its affiliates. All rights reserved. Promotional Credit for Cisco DNA Mid Term Upgrade (Non Std Deal) External Internal 1 Customers/Partners can request Credit on their non - std deal by contacting the AM 2 AM will review the request and raise a case by sending an email AM approves the Deal. Deal goes through Non - Standard approval process 3 4 Customer gets upfront credits as part of the approved Non - standard deal Case Elements AM sends email to mailer alias - AMER: star - support@cisco.com - EMEAR: star - supportemear@cisco.com - APJC: star - supportapjc@cisco.com with subject “ EN Mid Term Upgrade Credit ”, providing details of the deal: • Current Deal ID • Quantity and types of licenses to upgarde • Source SO#’ s Customer & Partner Services (CPS) completes multiple steps to calculate the credit and incorporate it into the deal.

17. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Switching Migration – Value Comparison: Customer owns 450 C3850 - 48P switches, with C1 Foundation for Switching with SWSS expiring 3Y SWSS renewal Free 3Y Cisco DNA Essentials 2 free Cisco DNA Accelerator & 2 “Ask - the - Expert” sessions $5,400 $610,200 $4,145,420 Additional Value with EA Existing investment in C3850 - 48 switches, SNTC coverage, C1 Foundation 3Y EA Price = $ 3Y Transaction Price = $6,392,700 $504,000 3Y Cisco DNA Advantage $1,192,500 1 Free Cisco DNA - C Appliance $77,160 3Y Cisco DNA Advantage Promo: 6 Free Cisco DNA Accelerator & 6 “Ask - the - Expert” sessions Existing investment in C3850 - 48 switches, SNTC coverage, C1 Foundation $1,442,025 Promo: 3 Free Cisco DNA - C Appliance $231,480 $16,700 Promo (Ramp): 1 st 6 months Free Promo: Free IP Base to IP Services Upgrade $4,590,000 Total EA Value: $6,534,680 IP Base to IP Services Upgrade $4,590,000

18. © 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Switching Migration – Value Comparison: Customer owns 450 C3850 - 48P switches, 400 LAN Base & 50 IP Base licenses 400 LAN Base to IP Base upgrade 2 free DNA Accelerator & 2 “Ask - the - Expert” sessions $5,400 $1,428,000 $5,469,620 Additional Value with EA Existing investment in C3850 - 48 switches, SNTC coverage, LAN Base and IP Base mix 3Y EA Price = $ 3Y Transaction Price = $7,714,500 3Y DNA Advantage $1,696,500 1 Free DNA - C Appliance $77,160 3Y DNA Advantage Promo: 6 Free DNA Accelerator & 6 “Ask - the - Expert” sessions Existing investment in C3850 - 48 switches, SNTC coverage, LAN Base and IP Base mix $1,442,025 Promo: 3 Free DNA - C Appliance $231,480 $16,700 Promo (Ramp): 1 st 6 months Free Promo: Free IP Base to IP Services Upgrade $4,590,000 Total EA Value: $7,248,680 450 IP Base to IP Services Upgrade $4,590,000 400 LAN Base to IP Base upgrade $714,000 400 LAN Base to IP Base upgrade – 50% off! $714,000

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