New Mobility Trends

New Mobility Trends

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Description: This business presentation is about Trends of New Mobility. This is not a just product update–speeds & feeds. This is why good enough is not good enough.

This is about beating your competition. This is about up-selling. This is about helping you win with Cisco‘s business benefits.

7.7 billion new Wi-Fi enabled devices will enter the market in the next five years.* 1.2 billion Smartphones will enter the market over the next five years, about 40% of all handset shipments.* Smartphone adoption growing 50%+ annually.** By 2012, more than 50% of network devices will ship without a wired port.*** A 7xincrease in capacity with the Introduction of 802.1. Target Areas to consider questions to ask, Setting the customer criteria - Mobility Unified Access challenges. How can you easily accommodate in real-time the explosion of new mobile devices and applications? Mobility Unified Access challenges - How can you easily determine and control users and devices accessing your network, How can you easily visualize and manage users, devices, and their policies on your network? How can you ensure a consistent and reliable user, experience wherever users connect to your network? How can you support a broad set of uses cases and ensure that your network will scale accordingly.

 
Author: Andrey Kharitonov (Fellow) | Visits: 1771 | Page Views: 2648
Domain:  Business Category: Sales & Marketing Subcategory: Trends 
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Contents:
Andrey Kharitonov

Brought to you in partnership with

© 2010 Cisco and/or its affiliates. All rights reserved.
© 2010 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

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Cisco Confidential

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This is not a just
feeds

product update – speeds &

This is why good enough is not good enough

This is about beating your competition

This is about up-selling
This is about helping you win with Cisco‘s business
benefits

© 2012 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

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Cisco Confidential

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IMMERSIVE
COLLABORATION
Pervasive Video

MOBILITY

CLOUD

BYOD

SaaS | DC / V

THE NETWORK

SECURITY, Accelerating Cyber-Threats

IT PRODUCTIVITY, Service and Network Management

GREEN, Energy Efficiency
© 2012 Cisco and/or its affiliates. All rights reserved.

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• 7.7 billion new Wi-Fi enabled devices will enter the market in the next five
years.*
• 1.2 billion Smartphones will enter the market over the next five years,
about 40% of all handset shipments.*
• Smartphone adoption growing 50%+ annually.**

• By 2012, more than 50% of network devices will ship without a wired
port.***
• A 7x increase in capacity with the Introduction of 802.11n

• Unified Access is a reality – Not wired or wireless anymore
• BYOD (Bring Your Own Device) phenomena is here
• Increase in capacity = increase in applications

• Device (corporate or private) On-boarding is a challenge for companies
• Mobile collaboration applications are here
TIME
Source: *ABI Research, **IDC, *** Morgan Stanley Market Trends
© 2012 Cisco and/or its affiliates. All rights reserved.

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Adopting Mobile business process
Mobile workforce
Mobile customer access and collaboration

High numbers of visitors, contractors, partners and
guests requiring internet access

High visibility and usage of mobile devices
Bring Your Own Device ―BYOD Phenomenon‖
Increased use of mobile collaboration and applications

Slow speed and/or bad coverage over existing network
Legacy network not scaled to meet user demand
Influx of mobile devices causing QoS issues

© 2012 Cisco and/or its affiliates. All rights reserved.

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Mobility Unified Access challenges
FLEXIBILITY

CONTROL

VISIBILITY

EXPERIENCE

SCALABILITY

© 2012 Cisco and/or its affiliates. All rights reserved.

How can you easily accommodate in real-time the
explosion of new mobile devices and applications?
How can you easily determine and control users and
devices accessing your network

How can you easily visualize and manage users,
devices, and their policies on your network?
How can you ensure a consistent and reliable user
experience wherever users connect to your network?
How can you support a broad set of uses cases
and ensure that your network will scale
accordingly?
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• Can your network scale to meet the tomorrows needs today?
• Is your network ready to accommodate the enormous number of devices (BYOD) needing

network access ?
• Do I have a consistent Access Policy Architecture across your network for all users and

devices, can devices access my network securely, reliably and seamlessly?


Can you manage your wired and wireless networks from a ‗single pane‘
and reduce your OPEX costs ?



Can you pro-actively monitor your RF network to ensure that interference
is mitigated against for optimum network performance ?


Are you considering capacity and not coverage, for throughput and
optimization in your wireless networks ?


© 2012 Cisco and/or its affiliates. All rights reserved.

Do you have an always on VPN client that also
supports Internet security and device access for
wired and wireless networks ?

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Proactively offer – Good – Better – Best – choices to neutralize competition…
Mobility Services Engine
3310 & 3350

Access Points
Indoor

Wireless LAN Controllers

1040 Series

Branch Controller
2500 Series

Identity and Policy
Data Integration
NCS

600 Series

Outdoor

WLC on SRE

Campus Controllers
5500 Series

Teleworker

WiSM2

1140 Series
3500i
Serie
1260s
Series

Density

3500e Series

3500p Series

1550 Series

Cloud Controller
Flex 7500

ISE

Distribution
Switches

6500 Series
© 2012 Cisco and/or its affiliates. All rights reserved.

Access Switches

Compact
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2960-S

3750-X/
3560-X

4500E
Cisco Confidential

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The Close
Cisco Differentiators

Customer Value

Industry
leader

 WLAN Market leader with 60% market share
 802.11n market leader with 63% market share
 Gartner Magic Quadrant Leader for the last 5
years

 Confidence in working with industry leader

Resources
Focused
on WLAN

 Unmatched WLAN expertise and scale
 Unmatched technical support resources

 Confidence in solution delivery and
issue resolution

Total Cost of
Ownership

 3 to 5 years TCO advantage
 Validated Cisco end-end solutions for wired &
wireless(incl.security)

 Lower TCO

Investment
protection

 Lifecycle continuity with multiple migration
paths
 5 to 7 years product shipment and support
cycles

 Protect network investments

Company
financials

 Consistantly profitable
 Strong balance sheet
 Customer financing options

 Long-term WLAN supplier
 Customer financing options

© 2012 Cisco and/or its affiliates. All rights reserved.

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Good enough is not good enough
• Reduced OPEX with maximum uptime: minimal IT intervention
• Improved productivity, better ROI, investment protection: wide choice: can scale for high density when

required

Competitiveness
• Integrated tools for Policy and Management: one view for Wired & Wireless : reduced OPEX
• Reliable network ready for critical applications: reduced TCO

Innovation
• Best in class, performance on the market: premium quality with CleanAir, less maintenance, better TCO
• Industry‘s most consistent innovative vendor since 1997

Expertise
• Common Language across the Network + Partners: common expertise, more Partner choice
• Post Sale Support worldwide: 24/7/356 providing improved Customer Satisfaction
• Cisco Partner and Advanced Services: Getting it right the first time

© 2012 Cisco and/or its affiliates. All rights reserved.

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Cisco has lead every major change in Mobility for 15+ years
Innovate, integrate & standardise
Yearly $200 M in WLAN R&D
CCX: unique Cisco to clientmanufacturer Alliance!
12+ million APs shipped!

Feature-rich
Autonomous
Access Points

Controller &
Coordinated
Access Points

MIMO 802.11n
Spatial
Streams with
Spectrum
Intelligence

Unified
Network
Management
and Policy
(device-aware)

Cloud
Controller

3 x 802.11n
Spatial
Streams with
Spectrum
Intelligence

Gigabit Wi-Fi –
802.11ac

CCX Tags

1997

2012

1130 and 1240 APs have been introduced in 2004 and are still sold 7+ years later…
© 2012 Cisco and/or its affiliates. All rights reserved.

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© 2012 Cisco and/or its affiliates. All rights reserved.
2011

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What is ‗Bring your Own Device‘?

• Bring Your Own Device enables

end users to securely use
devices they choose to
increase their productivity and
mobility
• These can be devices

purchased by the employer or
the employee; ownership is no
longer a critical policy factor.

―BYOD means
any device,
with any
ownership,
used
anywhere‖

Source: Cisco IT
© 2012 Cisco and/or its affiliates. All rights reserved.
2011

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Why Should I Care?
Sell Security/Policy Infrastructure
• Restrict access to only corporate devices
• Provide basic access for personal devices
• Enable their workforce with new productivity tools

Identity
Services
Engine (ISE)

Prime

Customers need a BYO/Any Device Solution

Sell Mobility (and wired) Infrastructure
• Mobile devices are increasing 4-5X
• Traffic is increasing 20-25X
• WLAN networks are already under pressure

Customers need a more robust WLAN Infrastructure

WLAN APs

Prime NCS

WLAN
Controller

Switching

AnyConnect

ScanSafe

Sell Integration with Other Cisco Offerings
• Integration with Remote Access, Web Security
• Integration with Collaboration, VDI/VXI

Customers need a comprehensive Solution
ASA

Jabber

Sell Services
Customers need a assessment and deployment help
© 2012 Cisco and/or its affiliates. All rights reserved.

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Consumer
Devices on the
Corporate
Network
Security &
Compliance
Concerns
Today: corporate and personal devices
Tomorrow: personal devices expected to be majority

IT Consumption and Support Models become self-support, IT
assisted
Guest networks become critical production networks

Transform how every business provides IT to its employees,
interacts with its customers, and provides IT services
© 2012 Cisco and/or its affiliates. All rights reserved.
2011

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LIMITED ACCESS

BASIC

ENHANCED

ADVANCED

Environment
Requires Tight Controls

Focus on Basic
Services,
Easy Access

Enable Differentiated
Services, On-Boarding
with Security—
Onsite/Offsite

Corp Native Applications,
New Services,
Full Control

Corp Only Device
Manufacturing Environment
Trading Floor
Classified Government
Networks
Traditional Enterprise

Broader Device Types
but Internet Only
Educational Environments
Public Institutions
Simple Guest

Multiple Device Types +
Access Methods
Early BYOD Enterprise
Adopters

Any Device, Any
Ownership
Innovative Enterprises
Retail on Demand
Mobile Sales Services
(Video, Collaboration, etc.)

© 2012 Cisco and/or its affiliates. All rights reserved.

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Identity
and Policy

Unified
Infrastructure

Enforcing Different Policies for Corporate and
Personal Devices
IDENTITY

PROFILING

ISE

1

HTTP

802.1x EAP
User
Authentication

NETFLOW
SNMP
VLAN 10

RADIUS

Policy
Decision

Profiling to
identify device

HQ

DNS

VLAN 20

2

Company
asset

Corporate
Resources

4

Single SSID

Wireless LAN
Controller

Internet Only

2:38pm
Personal
asset

© 2012 Cisco and/or its affiliates. All rights reserved.

DHCP

3

5

Posture
of the device

Enforce policy
in the network

Unified Access
Management

6

Full or partial
access granted

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Who Is Addressing the BYOD Needs
It is a wireless infrastructure problem

It is a security problem/solution

It‘s giving users the
experience they
want, on the device
they want, with the
security and policy
IT needs

It is a device management problem

It needs a virtualization solution
It is a device problem

Remote access

© 2012 Cisco and/or its affiliates. All rights reserved.

It‘s also about
enabling IT to
scale and manage
device diversity
and new business
models
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BYOD Smart Solution
Building Blocks
Collaboration Apps

Workspace Management

Secure Mobility

WebEx, Jabber

MDM

AnyConnect, ASA,
ScanSafe, WSA

Policy Management
Infrastructure

Core Infrastructure

© 2012 Cisco and/or its affiliates. All rights reserved.

ISE

Wired and Wireless
Management—Prime

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Identity
and Policy

ISE: Powerful, Flexible Solution
No other solution brings all the context together

User

© 2012 Cisco and/or its affiliates. All rights reserved.

Device Type Location

Posture

Time

Unified
Infrastructure

Access Method Custom

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Identity
and Policy

Evolving Roles of ISE and MDMs

Management

ISE
Network Policy
Enforcement
Classification/Profiling
Secure Network Access
(Wireless, Wired, VPN)
Context-Aware Access
Control (Role, Location,
etc.)

MDM
Policy
Compliance
(Jailbreak,
PIN Lock, etc.)

Enrollment &
Registration
Cert + Supplicant
Provisioning

Data Loss
Prevention
(Container,
encryption, wipe)

Enterprise
App Distribution
& Mgmt
Data
Enterprise Backup
App Policy
Inventory/Cost
Management

ISE 1.0 & 1.1

ISE 1.1.1 (Jun ‗12)

ISE 1.2 (Fall ‗12)

Native ISE
functionality
• Profiling
• Authentication
• Policy Enforcement
• etc.

Native ISE
functionality

Enrollment/Registration
• Self-Enroll Portal
• Certificate Enrollment
• Blacklisting

ISE – MDM API
• Additional device data
• Policy compliance
• Data wipe

© 2012 Cisco and/or its affiliates. All rights reserved.

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ISE 1.2 & MDM Integration - Scope
High Level Goals of Integration
• On-prem MDM Device

Registration
o Non registered clients redirected

to MDM registration page

• Restricted Access
o Non compliant clients will be given

restricted access based on MDM
posture state

• Augment Endpoint Data
o Update data from endpoint which

cannot be gathered by profiling

• Ability to Initiate Device Action

from ISE
o Device stolen -> need to wipe

data on client

© 2012 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

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Wireless Access for BYOD

Core
Network

Cisco Mobility Technology for High Performance Wireless Network

CleanAir

ClientLink 2.0

VideoStream

AP 3600

Improved
Performance

Improved
Performance

Improved
Performance

Access Point
Innovation

Proactive and
automatic interference
mitigation

Proactive and
automatic beam
forming for 802.11n
and legacy clients

Wired multicast
over a wireless
network

The Tablet AP,
enhanced throughput
and coverage for
advanced applications
for tablets and smart
devices

© 2012 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

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Advanced beam forming technology improves network performance
Beam Not Directed Towards Legacy a/g or n
Client Resulting in Lower Performance

802.11a/g

X

Beam Strength

Beam Directed Towards Client
Resulting in Better Performance

Wireless Client
Performance
Beam Forming

802.11a/g

802.11n

802.11n

Cisco ClientLink - Improves Reliability and Performance
© 2012 Cisco and/or its affiliates. All rights reserved.

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Interference detection, classification, location and mitigation

• Cisco innovation! A dedicated CleanAir

chipset in each AP
100

• Detects Wi-Fi & non-Wi-Fi interference
20

interference occurs and monitors ‗air
quality‘

63
97

90

• Proactively changes channels when

35

• Massive benefit in network OPEX
• Unique to Cisco

Detect | Classify | Locate | Mitigate

CleanAir mitigates RF interference
Improving network reliability
and performance

Wireless interference decreases
Network reliability & performance
AIR QUALITY

© 2012 Cisco and/or its affiliates. All rights reserved.

PERFORMANCE

AIR QUALITY

PERFORMANCE

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'Single pane' and management of Wired+Wireless+Policy

Siloed Management

Comprehensive User and Access Visibility

Wireless
Wired

Unified
Management

Policy

Wireless

Wired
Identity

X

Siloed: Inefficient Operational Model

Simple: Improves IT efficiency

X

Repetitive: Manual correlation of data

Unified: Single view of all user access data

X

Error Prone: Consumes time and resources

Lower OPEX: Less time & resources consumed

Cisco Prime NCS - Simplified Network Management
© 2012 Cisco and/or its affiliates. All rights reserved.

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Management

BEFORE
Many Windows, Fragmented View
Unified
Managemen
t

Wireless

Identity

AFTER
Comprehensive User
and Access Visibility
Wireless

Wired
Wired
Policy

Siloed Inefficient Operational Model
Repetitive Manual correlation of
data
Error Prone Consumes time and
resources

© 2012 Cisco and/or its affiliates. All rights reserved.
2011

Simple Find and solve user problems
fast
Unified View of all devices by user,
across networks
Lower Opex More efficient use of IT
resources

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Identity
and Policy

Policy Enforcement for BYOD

Unified
Infrastructure

Exceptional Control Through the Network
Source Group Access

Unrestricted for

Employee
Employees
Partner
Partners
Internet

Guest

The Solution
Scalable Enforcement
independent of network
topology
© 2012 Cisco and/or its affiliates. All rights reserved.

Deployment Scenario with Security Group Access (SGA)
Group users
independent of IP
address and location

Packets are
―tagged‖ based on user
role and context

Scalable and simplified
management with a
single policy per group
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Security and
Remote Access

BEFORE
Unsecured Data

Secure
Mobility

AFTER
Simple Access, Seamless
Security

Difficult to use

Automatic VPN connection

Inconsistent access

Identity-based access control

Risk of Malware and misuse

Data loss protection and acceptable
use policy

© 2012 Cisco and/or its affiliates. All rights reserved.
2011

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Cisco Jabber

Collaboration

Best User Experience Across Broadest Range of Platforms

Win, Mac

© 2012 Cisco and/or its affiliates. All rights reserved.

iPad, Cius

Smartphone

Web

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BYOD Smart Solution
Enterprise and Commercial Solution
Small Business

Mid-Market Business

Enterprise Business

0–250 Employees

250–3000 Employees

3000+ Employees

Commercial

Enterprise



Designed to scale



Fastest time to market



SBA driven



CVD driven



Partner driven



Direct and partner driven



Up to 2,500 users



No user limit



Prescriptive solution
recommendation



Choose as you need



Larger product selection

Targeted products



Includes Collaboration



SBA Design

CVD Design
© 2012 Cisco and/or its affiliates. All rights reserved.

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CleanAir – ―Its an expensive insurance premium , not needed, we can use good enough AP‘s‖
- Many new devices + multiple interferers + finite spectrum = downtime & operational nightmare
- Can you afford not to deploy CleanAir? Actually the premium is not that high..let‘s discuss



ClientLink – ―Nice concept, but do we need new clients and does it really give better
throughput?‖
- ClientLink works with all existing clients, no change is needed. We have an independent report
highlighting the massive increase in throughput and network efficiency



NCS - ―Cisco has poor management systems!‖
- Times have changed ! We have invested significant resources to provide a single view of wired,
wireless and VPN with operators needs in mind. Get an SE to show a demo.



ISE - ―Sounds cool…but we have guest access and security today‖
- Focus on the new network drivers, BYOD and the need for wired, wireless & VPN – only we offer this.
Focus on the reporting, visibility & policy enforcement. It is cool and provides real business benefits.
Only we offer this.



AnyConnect - ―I already have a VPN client, why is AnyConnect better and why do I need it ?‖
- Feature for feature, AnyConnect is highly competitive. its support for the broadest selection of mobile
devices and ability to integrate with and extend the same policy applied to the LAN and WLAN to the
VPN is unique

© 2012 Cisco and/or its affiliates. All rights reserved.

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• Market is growing
• Opportunity and deals are sizable
• Lead with Mobility…….. You will have pull through
Switching – PoE, 10/100 to gig
Security – AnyConnect, ISE
Routing – Branch solutions
Collaboration – Mobile applications, Webex, Mobile UC client

• Your customers wants / needs to address the challenge

© 2012 Cisco and/or its affiliates. All rights reserved.

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Thank you.

© 2012 Cisco and/or its affiliates. All rights reserved.

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