© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 1Cisco Partner Confidential© 2013 Cisco and/or its affiliates. All rights reserved. 1
Just Switch It – Data CenterMigration from Catalyst to Nexus Switches in Data CenterPartner Presentation
November 2013 v1.2
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 2
Agenda• Context
Latest industry trends
Demands on DC network
• Why Upgrade and Why NowFor Customers
For Partners
• Refresh Opportunity
• Program HighlightsOffers Highlights / What is New
• Call for Action – Next Steps
• Additional Details
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 4
Catalyst Family
Switching Decision Tree General Guidance - Purpose Built Portfolio
Campus Data Center
Nexus Family
Nexus 9000
Nexus 7000
Nexus 5000CiscoNexus 3000
Nexus 1000V / AVS
Nexus 2000
Catalyst 4500E w/ Sup 8-E
Catalyst 3850
Catalyst 3650
Catalyst 2960-X/XRCatalyst 6880
Catalyst 4500 E
Catalyst 6807-XL
Catalyst 6500 E
Nexus 6000
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
These Trends are Changing the Role of IT
NETWORK AT THE CENTER
TECHNOLOGY TRANSITIONS
MobileMOBILE CLOUDNEW BREED
OF APPS DATA &
ANALYTICSINTERNET OF
THINGS
BUSINESS IMPLICATIONS
MobileGROWTH &
PRODUCTIVITYNEW BUSINESS
MODELSEXPERIENCE
EXPECTATIONSGLOBALIZATION
SECURITY & COMPLIANCE
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
Trends By The Numbers…
DC IP Traffic Surge
Global data center IP traffic will nearly quadruple over
the next 5 years
Cloud IP Traffic Surge
Global cloud IP traffic will increase six-fold over the
next 5 years
DC Traffic East-West
Within data center 76%
Workloads on Servers
Nearly 2/3 will be processed in the cloud by 2016
Mobile Device & Apps Surge
3x More Devices / IoT
77 Billion Apps downloads in 2014
Distributed, Database & Enterprise Apps
80% of enterprise Apps delivered
as a service today
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
That Puts Demands On Data Center Networks..
Simplify Managementand Operations
Deliver Scale/Performance
for the Cloud & Beyond
Align with Apps Requirements
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But Many Old Datacenter Switches Are Not Designed to Meet Today’s Needs
Need to Upgrade Old Datacenter Switches
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Delivering Scale and Performance For The Cloud & Beyond
Multi DC & Cloud
Prepare for the Cloud Scale in Support of Virtualization
Enterprise Apps & Big Data
Meet Enterprise Apps & Big Data Demands
Up to 83 Tbps Switching Capacity
Up to 1536 10G, 384 40G or 192 100G
200ns Latency 100K+ 10G Fabric ports
DCI Innovations
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 10
Simplifying Management & OperationsRegardless of Architectural Preference
Simpler Way to Scale
Flexible Nexus
Deployments
Lower Costs & Footprint
$
Fabric Based Architectures
Broad Portfolio Options
FEX Technology
Dynamic Fabric Automation (DFA)
10/40 G FCoE, Unified Ports
DCI Innovations
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 11
Aligning Network to Application RequirementsLeveraging Built-in Intelligent Capabilities
Most Extensible Controller Arch.
Software Upgradable to
ACI & DFAOpen APIs Open
Ecosystem Investment Protection
Nexus 9500
Nexus 9300 & 9500
APIC
Create the Foundation for an Application Centric Infrastructure
OPEN NETWORK ENVIRONMENT
Bringing your Network Closer to Applications
Hardware + Software Physical + Virtual Network + Compute
Apps
Multi-layer API
ProgrammaticAPIs
Virtual Overlays
Virtual Overlay
Apps
SDN
DEVICE DEVICE DEVICE
Controller
Apps
Controllers and Agents
Open, Programmable Networking Supporting SDN and More
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 12
Why NowFor Customers, For Partners
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Why Upgrade Now? 4 Key Reasons for Customers
Compelling Offers Available Now, But Not Forever!
Ensuring the right capabilities are built-in to address data center
requirements
Many deployed switches are EoL/EoS
Transform your data center into a competitive differentiator
for your business
Speed of Change Stakes are High
Trends are Happening Now
End of Product Life Cycle
Be ProactiveTransform Your Business
Customers that have installed Nexus to meet these DC trends experience lower TCO benefits
C
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Why Upgrade Now? 3 Key Reasons for Partners : Profitability, Better Profitability, Maximize Profitability
Large Install Base Ready for Refresh
If We Don’t,Competitors Will
Aggressive &Simplified Offers
Virtualization, Cloud, Apps Agility, Simplicity of Network
are Top of Mind
First Mover AdvantageRefreshed Highly Differentiated Cisco Portfolio
Limited Time Offers toMaximize Partner Profitability
Better Account Control Align with Customer TrendsArchitecture Based Selling
Highly Differentiated Portfolio
P
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 16
Datacenter Refresh Opportunity
$1.6 Billion Catalyst 6500 Install Base LDoS in FY13-15
$4 Billion Catalyst 2-5k Install Base EoS FY13-15
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Program Highlights
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Just Switch IT - Upgrade Path Places in Network Opportunities; Details as per Use Case Slide
Catalyst 2K, 3K & Competitors Campus Fixed Access Install Base Catalyst 3850, 3650, 2960-X
Catalyst 4K Non-E & CompetitorsCampus Modular Access Install Base
Catalyst 4500E with Sup 8-E or 7L-E
Catalyst 6K Non-E & CompetitorsCampus Backbone Install Base
Catalyst 6800, 6500E with Sup 2T
802.11 a/b/gAccess Point Install Base 802.11ac/n Access Points
Catalyst 6K, 4K, 3K, 2KData Center Install Base
Entire Nexus Portfolio
WiSM, 4400, 2100MSE 3310 & 3350
Wireless Controller Install Base
WiSM-2, 5760, C3850, Flex 7500MSE 3355
NEW ProductsOLD Products
For Catalyst / Wireless Controller Details, refer to EN JSI Deck
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 19
Datacenter Switch SolutionsInnovation & Investment Protection Across Entire Nexus Portfolio
Aggregation/Spine Core/BackboneAccess/Leaf
Nexus
Use Case
Enterprise Apps (MSFT, ORCL, SAP)
Private/Hybrid Cloud & XaaS
Big Data
High Frequency Trading
LAN/SAN Convergence
Web 2.0/MSDC
BC/DR & DCI
• Recommendations subject to whether project is greenfield or brownfield, and timing wrt qualified existing standards.
Recommended Solution
Nexus 7KNexus 9K
Nexus 7K
Recommended Solution
Nexus 9KNexus 6K/7K
Nexus 9KNexus 6K/7K
Nexus 6KNexus 9K
Nexus 6K/7K
Nexus 9KNexus 6K/7K
Nexus 7K
Recommended Solution
Nexus 2K, 9KNexus 2K, 5K-7K
Nexus 9KNexus 3K
Nexus 3500Nexus 3K, 9K
Nexus 2K, 5K-7K
Nexus 3KNexus 9K
N/A
Green = “Primary” recommendation Blue = “Alternate” recommendation
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 20
Data Center Customer Offers
Product Bundle PromotionsUp to 43%
All the right components bundled for a lower price
Technical Services Promotion for migration 10% Discount
Ensure business continuity with all products for less
Unified Fabric Discounted Offers Up to 50%
Software Incentives and highly discounted Nexus hardware bundles ease transition
Technical Service PortabilityCarry over unused service term
Roll over unused service contracts to new products
Getting “trade-in” credit of up to 18% and use simplified return process
Deferred PaymentsUp to 6 months, through Cisco Capital Financing
Removes financial barriers to upgrade
BenefitsOffers
Higher Credit for Retired Equipment with Simple ProcessUp to 18%
C
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 21
Data Center Partner Offers
Product Bundle DiscountsUp to 50%
Accelerate migration with New N7K software Bundles Leverage highly discounted Nexus hardware bundles and save
Single stop shop for partners to structure & execute the deal
VIP-22 RebatesUp to 10%
Increase margins further with back-end rebates
Simplified & Aggressive TMP ProgramHonor based return of old equipment, Simplified fixed credits up to 18%
Technical services discount 10%
Consistent TMP Structure From Cisco to Cisco up to 12%
From Competitive to Cisco Up to 18%
Frustration free way to figure out the partner discounts from TMP and Competitive TMP
BenefitsOffers
Collective Power of PromotionsNexus TIP/OIP + TMP +VIP-22 + Services + Bundles
Stack Discounts to build to very attractive margins
P
Data Center Switch Migration Services Nexus 7K and Nexus 9K Fixed price Migration Service
Technical support contract transfers
Reduce deployment time by 90% No charge for JSI eligible contract transfer
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 22
TIP/OIP Incentive of up to 50% Migrate NonE Cat6500 to
Nexus 9/7/6/5K
TMP Program
Example: Front End Discounts Back End Rebates
VIP-223
N7K Common Equip. Bundles 6%
No Change in program
List Price Reduction
List Price Reduction
N6K/N5K Chassis 6%
Line Card/Service Modules 4%
N7K Software License 6%
N3K Chassis 6%
N6/5K Software License 6% or 10%
Trade To Credit Uplift up to 12%Shared with Customer *
Contractual Discount: example 42%
Total Discount with 12% TMP off list.
Net Partner Price= $19,000
Total Discount 50% of list Net Partner Price
= $25,000
Sample Config list Price
= 50,000
Contractual Discount at Gold or 42% off list *
Net Partner Price = 29,000
List Price Reduction
“Just Switch It” Partner Discount StructureFor Bundle List Price of $50,000
1
2
1
2
Not restricted to Gold partners onlyFinal TMP credit Uplift may vary
3 See VIP SKU list for actual rebates www.cisco.com/go/skusNote N9500 and N9300 will be added to VIP 22
** Channel Ops has a max combined discount for xIP + TMP…this may exceed that maximum
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 23
Nexus 7K Software Bundles up 50% Disc when
purchased with Nexus 7000/7700 Bundles
List Price Reduction
N7K-SBUN-P2T2 = $25K
N7K-C7004-5LB-P2T2 = $18K
N77-SBUN-P2T2 = $25K
Eligibility:• Must be identified as Just SwitchIT Opportunity• Certificate of Destruction • Must upgrade to Nexus 9K/7K/6K/5K• N77 bundle will be NPH
New Bundles
All N7K Common Bundles and Save up to 43% Savings
Leverage Existing Common Bundles
“Just Switch It” Help your Customers Realize Saving
All N6K Common Bundles and Save up to 28% Savings
All N5K Common Bundles and Save up to 22% Savings
All N9K Common Bundles and Save up to 28% Savings
Include N1K plus N5/2K or N6/2K bundle and Save up to 40%
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 24
TMP Discount on Technical
Services
Up to 6 months*Cisco Capital Financing(*depending on location)
Get SMARTnet for Less Removing Budget Barrier
Payment Deferral
Services and Capital Promotions
Advanced Services
Flexible & Attractive Offers
Fixed Price & Fixed Scope
Up to 10 %
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 25
TMP Discount on Technical Services
Data Center Migration
10% Discount applies to multi-year contracts
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 26
Advanced Services for Just Switch It
Proven Delivery CapabilityWorldwide Expertise Worldwide Presence
Accelerate Time to Value
Delivering UniqueCisco Insight
Plan Build Manage
Cisco Nexus Planning and Design Service (Custom SoW) Data Center Optimization ServiceUnified Fabric Optimization
Custom Scope, Price dependent upon your requirements
Cisco Nexus Design Service (Fixed Price & Scope)
Data Center Optimization ServiceUnified Fabric Optimization (Fixed
Scope)
Fixed Price and/or Fixed Scope
Cisco Nexus Implementation Service (Fixed Price & Scope)
Network Size – Defined in a Custom SoW
Network Size – Either up to 2 Nexus 7000 Switches, OR up to 7 Nexus 7000 Switches
Nexus Accelerated Deployment (Fixed Price and Scope – for N9K)
Nexus 9K Accelerated Deployment & Quick Start Svcs (Custom SoW)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 27
Fixed Price Fixed Scope Services Nexus Design Service Nexus Design Service Nexus Implementation Service Nexus Implementation Service
Customer Objective Nexus planning and design service for very small target deployment
Nexus planning and design service for small target deployment
Nexus Implementation service for very small target deployment. May
also apply to repeatable implementation "POD" deployed progressively in larger deployment
Nexus Implementation service for small target deployment. May also
apply to repeatable implementation "POD" deployed progressively in
larger deployment
Scope Summary Up to 2 Nexus 7000 switches Up to 8 Nexus 7000 switches Up to 2 Nexus 7000 switches Up to 8 Nexus 7000 switches
Part Number ASF-DCV1-NEX-PD-A ASF-DCV1-NEX-PD-B ASF-DCV1-NEX-IMP-A ASF-DCV1-NEX-IMP-B Service Activities Project Management ü ü High Level Design Development ü ü Low Level Design Development ü ü Project Management ü ü Test Plan Development ü ü Network Implementation / Migration Plan ü ü Test Plan Execution ü ü Implementation / Testing Support (onsite) ü ü Implementation / Migration Support (remote) ü ü Knowledge Transfer ü ü
Timeline (onsite)13 days DC/V Consultant;
Combination of On-Site and Remote ; Project Management (3
days)
20 days DC/V Consultant; Combination of On-Site and Remote ; Project Management
(4.5 days)
16 days DC/V Consultant; Combination of On-Site and Remote ; Project Management
(4.5 days)
25 days DC/V Consultant; Combination of On-Site and Remote ; Project Management (6
days)
Notes: Partner orderingOrder on Cisco.com Ordering Tool Order on Cisco.com Ordering Tool Order on Cisco.com Ordering Tool Order on Cisco.com Ordering Tool
* Can be resold by Tier 1 and Tier 2 partners
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 28
Fixed Price Fixed Scope Services (N9K)Nexus 9K Acelerated Deployment Service
Customer Objective Nexus planning and design service for smalll target deployment. May also apply to repeatable implementation "POD" deployed progressively in larger deployment
Scope Summary 1-DC, 4-N9Ks, 32 N2K and 2 Custom Scripts
Part Number ASF-DCV1-NEX-ADS
Service ActivitiesProject Management Design Document Configuration Migration Operation Guideline Custom Script Development Knowledge Transfer
Timeline (onsite and remote) 21 days DC/V Consultant ; Project Management (4 days); Trips (2)
Notes: Partner ordering Order on Cisco.com Ordering Tool
* Can be resold by Tier 1 and Tier 2 partners
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 29
Call to Action – Next Steps
ReadyFamiliarize with “Just Switch It”
GoClose
the Deal
SetStart Customer Conversation
Create Customer Offer
Close the Deal
Website - URL
Tools & Offers
Start Conversation- Why Upgrade
Assess & Discover
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 30
Additional Details
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 31
Connecting Users to Applications
Unified AccessCatalyst Switches, Cisco Wireless
Speed Transitions
Data Center NetworkingNexus Switches
Trends BYOD & Mobility
ProgrammabilityIT Simplicity
Context Based Security
Application Awareness
Nexus Portfolio
Catalyst Switches
APs & WLC
Access: 802.11/a/b/g to .11acFast Ethernet to Gigabit EthernetBackbone: Gigabit Ethernet to 10G &40G
Access: Gigabit Ethernet to 10GAggregation & Core: 10G to 40G/100G
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 32
Datacenter Switches - Upgrade Recommendation
Trade From Current Switching
Trade To Nexus in Datacenter
C2940, C2950, C2960-S -C, C2970, C2975, 2350, 2800, 2900
Nexus 3000, Nexus 5000, Nexus 2000, Nexus 9300*
C3750, C3750-E, C3750-X, C3750v2, C3560, C3560-C,C3560-E, C3560-X, C3550
Nexus 6000, Nexus 5000, Nexus 3000, Nexus 2000
C4500, C4000 and C4200Nexus 6000, Nexus 5000, Nexus 7000, Nexus 7700, Nexus 2000, Nexus 9300*
C6000, C5000Nexus 7000, Nexus 7700, Nexus 6000, Nexus 5000, Nexus 2000, Nexus 9500
C4900Nexus 3000, Nexus 3500,Nexus 6000, Nexus 5000, Nexus 2000, Nexus 9300*
*Nexus 9300 will be added to GPL - TBD
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 33
Unified Fabric Optimization included as part of DC Optimization• Optimizes datacenter fabric to help:
Fully exploit capabilities of Cisco Nexus family of switches
Improve flexibility, resilience and operations performance
Coordinate change management across IT organizations
Reduce capital and operating expense
• Components can be selected to meet customer’s specific needs
• Each component comprises a fixed scope and deliverables
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 34
• Optional Activities for Nexus OptimizationNexus Network Assessment
Nexus Architecture Review
Nexus Advanced Feature Assessment
Nexus FCoE Support
Nexus Security Assessment
Nexus Fabric Path Assessment
Nexus Business Continuance Review
Nexus Virtualization Design Review
• General SupportTest Plan review
Proactive Software Recommendation Report
Scheduled Change Support
Ongoing Design, software and Project Management Support
Remote Knowledge Transfer Sessions
Unified Fabric Optimization Components
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 35
• What It Is: Customized planning and design service
• Delivery: Cisco engineers, solution architects, and partners
• Service ActivitiesNexus Network assessment to identify gaps
Implementation and migration planning and support
High-level and low-level design development
Remote knowledge transfer sessions
• DeliverablesAssessment report with recommendations
Implementation and migration plan and assistance
High and low-level10 Gigabit Ethernet/FCoE architecture designs
Leading practices recommendations and assistance in loading configurations
Management architecture and integration plan
Remote knowledge transfer sessions on Cisco NX-OS and FCoE
Nexus Planning and Design Service (customizable – for N7K)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 36
Overview
• Technical Advice and Guidance for smooth integration of Nexus 9000 in customer’s environment
• 3 day On-Site by Technical consultant
• High Level Use Case/Design Discussion
Outcomes
• Share best practices and knowledge with the client
• Increase customer’s competency and speed to optimize the Application Centric Architecture in their environment
• Customer gains valuable expertise by having direct access to Cisco consultants
Cisco Nexus 9000 (ACI) Quick Start Service (customizable)
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 37
Overview
• Define business and technical objectives, Use Case alignment, current & future state
• Assess data center ecosystem (server, network, storage and virtualization)
• Functional specs, design, test plan, acceptance criteria
• Support Customer Team during validation
• Knowledge Transfer
Outcomes
• Blueprint for Application Centric Infrastructure
• Accelerate time-to-value attainment and production
Cisco Nexus 9000 (ACI) Accelerated Deployment Service (customizable)
Deliverables
• Design Document
• Configuration Migration
• Operations Guideline
• Custom Script Development
• Knowledge Transfer
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 38
Upgrade Target Switch Lifecycle Dates
Product FCS Date End of Sale Date End of Support Date
Catalyst 6500 non-E Series Supervisor Engine 1 Year 1999 Mar 2005 Mar 2010
Catalyst 6500 non-E Series Supervisor Engine 2 Year 2001 Nov 2007 Nov 2013
Catalyst 6500 Supervisor Engine 720 3A Year 2003 Dec 2009 Dec 2014
Catalyst 6500 Supervisor Engine 720 3B Year 2004 Jan 2013 Jan 2018
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential 39
Upgrade Target Switch Lifecycle Dates
Product FCS Date End of Sale Date End of Support Date
Catalyst 2950 Dec 2002 Oct 2008 Oct 2013
Catalyst 2960G Mar 2006 Jul 2012 Jul 2017
Catalyst 2960 Sep 2005 Shipping Shipping
Catalyst 2960-S Mar 2010 Shipping Shipping
Catalyst 3560-X - Shipping Shipping
Catalyst 3750-G - Jan 2013 Jan 2018
Catalyst 3750-X - Shipping Shipping
Catalyst 4500 non-E Series Supervisor Engine IV - Jul 2010 Jul 2015
Catalyst 4500 non-E Series Supervisor Engine V - Jul 2010 Jul 2015
Catalyst 4500 non-E Series Supervisor Engine V-10GE - Feb 2013 Feb 2018
Catalyst 4500 Supervisor Engine 6-E - Mar 2014 Feb 2019