Transcript Cisco WLAN Field Sales Guide
Cisco Wireless Overview
Covering Cisco’s Wireless LAN Strategy and Airespace Acquisition August 9, 2005 Michael Glew
© 2005 Cisco Systems, Inc. All rights reserved.
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Table of Contents
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WLANs: Where have we come from – Where are we going?
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Technology Review
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Product Positioning
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Futures
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Access Anywhere
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Our Market: The Wireless Enterprise
From wireless extension cord to embedded capability 2003 2007 Voice/Data Real-time Video Business Critical Applications Niche Applications
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Our Market Drivers
Intel is marketing Wireless Networking on every street corner and building WIFI into every device Enterprise users are clamoring for wireless Networking And enterprises are not ready
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Worldwide Wireless LAN Market Forecast
$7,000 Total Wireless LAN Market ($M) CY 2004-2009 $6,000 $5,000 $4,000 $3,000 $2,000 $1,000 Dell'Oro Group - Jan 2005 Synergy Research - Mar 2005 Gartner Group - Jan 2005 Infonetics Research Nov 2004 IDC - Jun 2004 2004 $2,844 2005 2006 $2,312.5 $2,619.3 $3,146.6
$3,444 $4,018 $1,780 $1,779 $1,820 $5,264.1 $5,600.6 $6,194.6
$3,397.0 $3,869.0 $4,115.0
2007 2008 2009 $3,590.8 $4,015.5 $4,331.8
$4,778 $5,449 $6,140 $1,846 $6,673.6
$1,884 $4,083.0 $4,026.0
$1,824 © 2005 Cisco Systems, Inc. All rights reserved.
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Top Technology Initiative
US Manufacturing: Top Technology Initiatives 2004 Web Services Enterprise Application Integration Databa se Mana ge ment Wireless Infrastructure Security 4.67
4.69
4.7
4.94
5.7
Source Gartner Dataquest October 2004
According to Gartner Dataquest’s latest annual survey of manufacturers : Wireless infrastructure technology is the 2 nd most important technology investment AND wireless applications are the 3 rd most important application investment for US Manufacturers
Interestingly, wireless technology and applications did not make the list of top 5 priorities last year (i.e 2003)
Wireless has made the leap from being a discretionary, ‘cool’ technology TO being a technology delivering business performance and enterprise benefits
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Is the WLAN network ready?
Feedback from customers
“I don’t trust my wireless network because I have no idea what is happening within it” - Major Investment Banking firm “We don’t think our wireless network can support the addition of voice” - Aerospace Mfg.
“Our wireless network can support email, but we would not use it for business critical applications” Major Medical Center “When the network goes down, we lose money” Regional Stock Exchange “We can’t hire any additional staff for our Wireless LAN” – Major Sports Complex
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“I’ve got 30 buildings with WLAN’s that I cannot troubleshoot to save my life” Fortune 50 Company
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Requirements for a Business-Critical Network
• • •
Security - Protect sensitive corporate data Make it hard to get in – be aware of attacks that are occuring Management and Scalability - Grow to thousands of APs Visibility and Control of RF coverage Self-Healing WLAN
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Consistent performance under load Reliable wireless experience
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Support L3 mobility for real-time applications, such as voice
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Reliability - AP/controller resiliency
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March 23rd, Cisco Acquired Airespace
Great News for Wireless Customers!
• • •
Cisco Aironet Customers – Good News!
The Leader in Wireless LANs Enhance these Integrated will continue to Support and WLAN Systems, providing exemplary Investment Protection . Buy with confidence from the market leader.
Cisco Airespace Customers – Good News!
The Innovative, Award-winning products, which have captured the interest of Enterprise customers, will be integrated into high-speed switches and routers. Buy with confidence from the market leader.
Cisco Router & Switching Customers – Good News!
The acquisition has accelerated Cisco’s strategy of Integrating Wireless technology into the Network . Buy with confidence from the market leader.
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Airespace – The Enterprise Wireless Systems Company
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A long history building wireless networks
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Strong wireline background
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Industry Thought Leadership Architect of original 802.11 standard and LWAPP specification Active leadership in IEEE, IETF, and Wi-Fi alliance Weekly Network World Fusion “Wireless Wizards” column Authored dozens of security specifications (AAA, DIAMETER, etc) “Most downloaded” 802.11 book
The IEEE 802.11 Handbook: A Designer’s Companion
by Bob O’Hara
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The most rewarded Enterprise WLAN products
Recommandé Wi-Fi Product of the Year Gold Award – Enterprise Wi-Fi Systems
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Cisco Wireless LAN Product Portfolio
Two Solutions Today Merging into a Single Solution
Distributed Solution Cisco 1100, 1130, 1200, 1230, 1300 Access Points Today –
Autonomous
Future -
Hybrid
Access REQUIRED Catalyst 6500 Series WLSM Control REQUIRED OPTIONAL CiscoWorks WLSE CiscoWorks WLSE Express Lightweight Solution Cisco 1000 Access Point Today/Future –
Lightweight (LWAPP)
Cisco 2000 WLAN Controller Cisco 4100 WLAN Controller Management SUGGESTED (Large Deployments) Cisco Wireless Control System (WCS) Applications Cisco Compatible Extensions Client Devices
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Cisco’s Wireless Technology Vision
Wireless Connectivity Best in class range and throughput Simple to deploy and manage Enterprise-class Security Capital Efficiency
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Wired+Wireless Integration Centralized WLAN Systems Centralized Management and Control Layer 2/3 Mobility Wireless IDS/IPS Hierarchical approach for scalability Location aware, voice support Integrated and Unified Security (AAA, Firewall, IDS/IPS, etc) Exploding number of Wi-Fi Clients (dual-mode PCS Phones, Video PDAs) Higher-capacity, higher-density WLANs (Pico Cells) Unified wired+wireless support for applications (Voice/Video, Location, AAA) Extending networking outdoors (mesh, outdoor AP, etc.) Enterprise scalability and reliability
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The Cisco Wireless LAN Strategy
Innovation
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Integration
Cisco’s I 3 Enables the Secure, Mobile, Interactive Workplace
Investment Protection
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The Cisco Wireless LAN Strategy:
Innovation, Integration, Investment Protection
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Innovation Ease-of-use
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Zero touch provisioning
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Self configuring; Self-healing; Self-optimizing
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RF performance with best AP range and throughput
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Industry-leading security: IDS/IPS
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Voice, QoS, Seamless L2/L3 mobility
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Integrated high-resolution location
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Extending network outdoors
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Integration Integrated hardware for industry’s best performance and scale
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Flexible deployments from a single AP to the worlds largest WLAN networks
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Efficiency/TCO Combine wired investment with best-of-breed wireless
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From Clients to Cisco Compatible Extensions to AP to the Switch/Router
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Unified Security Policies and Tools: NAC, IDS/IPS, Authentication, ACLs, Firewall/Filtering ...
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• • •
Investment Protection HW/SW migration paths for both Aironet (incl. WLSM) and Airespace customers Specialized Bundles and Pricing TMP Programs and Upgrade Kits
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Airespace Acquisition New Cisco Wireless Products
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Cisco Centralized WLAN Solution Architecture
IE Web browser
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Security Policies
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QoS Policies
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RF Management
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Mobility Management
Cisco WLAN Controller Cisco WCS SNMP v3 Cisco Wireless Location Appliance Switch/Routed Network Lightweight Access Points
• • •
Remote RF interface MAC Layer Encryption Air monitoring
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Cisco 1000 Series Lightweight Access Points
Key Features & Benefits
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Lightweight AP Solution
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802.11a/b/g
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Standards-based LWAPP (CAPWAP)
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Zero-touch configuration and centralized management
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Simultaneous air monitoring and data service
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Real-time RF management
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Cost effective location and wireless IPS
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Internal and external antenna options
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Support for 16 SSIDs
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Enterprise-class security policies, WPA/802.11i WPA2
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QoS, L2/L3 roaming, 802.3af PoE With integrated antennas, FCC configuration $599 With integrated antenna and RP TNC, FCC configuration $799 Remote Edge AP w/integrated antenna and RP-TNC, FCC configuration $899
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Cisco 2000, 4100, 4400 Series Wireless LAN Controllers
Key Features & Benefits
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Lightweight AP Solution
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Enterprise scalability
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Integrated Radio Resource Management (RRM)
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Zero-configuration deployment
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Multi-layered security
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Rogue access point detection, location, and containment
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Mobility management
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Enterprise reliability
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Intuitive management interfaces June ‘05 100 APs $34,995 4400 Series
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2000 Series for up to six 1000 Series APs $3,250 4100 Series for up to twelve 1000 Series APs $9,995 4100 Series for up to twenty-four 1000 Series APs $14,395 4100 Series for up to thirty-six 1000 Series APs $17,495
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Cisco Wireless Control System (WCS)
Key Features & Benefits
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Lightweight AP Solution Intuitive GUI for easy configuration, monitoring, and troubleshooting
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Hierarchical maps for quick access to information and network visibility
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WLAN planning and deployment tools
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Integrated location tracking for asset protection and security
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Policy management enforcement Complete wireless intrusion protection Simple, hands-off software upgrades Robust APIs for integration with external software systems Cisco WCS Base v1.0 up to 50 1000 Series APs WinXP/2k or Linux $3,995 Cisco WCS w/ Location v1.0 up to 50 1000 Series APs WinXP/2k or Linux $5,995 Other configurations available – Please see price list
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Real-Time RF Management
Dynamic Channel Assignment Dynamic Power Optimization RF channel “1” RF channel “6” RF channel “11”
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Eliminate coverage holes Optimize coverage area
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Avoid interference/Improve performance Reduce “hands on” WLAN mgmt
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No Single Point of Failure
AP Redundancy Cisco WLAN Controller Ethernet Switch Cisco Access Point
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Better Network Performance
Dynamic Load Sharing Solving Performance & Capacity problems in high density areas (e.g. conference rooms, cafeteria)…
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Better Network Performance
Dynamic Load Sharing Solving Performance & Capacity problems in high density areas (e.g. conference rooms, cafeteria)…
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Better Network Performance
Dynamic Load Sharing Solving Performance & Capacity problems in high density areas (e.g. conference rooms, cafeteria)…
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Seamless Mobility
Switch/Routed Network Controller uses RADIUS server to determine user’s Identity. This information is used for QoS and security policies.
User traffic is carried to controller via LWAPP User: maria Group: Marketing ACL: Corp_1 QoS: Gold
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Single SSID
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Seamless Mobility
Anchor Switch/Routed Network Foreign User: maria Group: Marketing ACL: Corp_1 QoS: Gold Single SSID Controller clustering enables context information to follow users as they roam
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Wireless Intrusion Protection
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Detect common RF-related attacks
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Netstumbler, wellenreiter, void11, FakeAP, address spoofing, DoS, etc.
Customizable attack signatures Real-time 24x7 monitoring and alarming Rogue AP detection, location, and containment
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Identify known (i.e. “trusted”) rogues Create client exclusion lists
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Location Tracking
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RF fingerprinting for highly accurate device tracking
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No additional devices required for air monitoring
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Cisco WCS with location tracks a single device (on demand) - Client, tag, rogue AP, rogue client
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Integrates with Cisco Wireless Location Appliance
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Cisco Wireless Location Appliance
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Industry’s 1st Integrated Location Solution Real-time Location Services Advanced RF Fingerprinting
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High accuracy location resolution within a few meters
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Granular rogue detection Simultaneous real-time tracking of thousands of devices API Third Party Applications RF capacity management and historical location trending Intuitive management through Cisco WCS GUI
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Cisco 2700 Series Wireless Location Appliance
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A Single Integrated WLAN System
Cisco WLAN Cisco Wireless Location Appliance Capacity RF Management Management (planning tools) Management
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Cisco:
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WLAN service delivery Location Tracking Real-time RF management Encryption/authentication Intrusion protection Location tracking Capacity Management Seamless mobility Guest Access Centralized management Dynamic Control AP
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Switch/Routed Network IDS Sensor Cisco AP
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Guidance for Selling
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Distributed Solution
Top Reasons to Choose ….
• • • • • • • •
Want “Hybrid” AP option with LWAPP for future (e.g., reuse) Likes and wants Cisco IOS Software and Cisco PoE support Is familiar with CiscoWorks WLSE Prefers overlay IDS story. Already using system from Air Defense, Air Magnet Interoperability with wide range of Cisco Compatible devices and wireless ready notebooks “Showcase" environments – Aesthetics (1130 for ceiling, 1200 above ceiling) Wants to minimize costs – no need for advanced services Needs an outdoor-ready AP (1300) and/or a variety of external antenna options
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Lightweight Solution
Top Reasons to Choose ….
• • • • • • •
Focused on ease of use and visualization of RF Works in challenging RF environments and wants a system to dynamically self-manage RF Focused on deployment and management costs and wants to avoid regular site surveys Wants dual-mode radios for monitoring and service Security conscious needs integrated IDS/IPS Requires fast L3 roaming times for real time applications – (Voice, SAP, Oracle) Needs integrated location services and wants to use Wi-Fi tags
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2005 Product Plans
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2005 Product Plan: Access Points
1100G, Autonomous 1130AG, APs 1200G, 1230AG IOS Feature Upgrades Optional SW Upgrade to support LWAPP* 2H CY 05 Lightweight APs 1000 Feature Upgrades Aironet Cisco IOS Autonomous AP Hybrid AP Autonomous or Lightweight (LWAPP)* Lightweight AP (LWAPP)* * WLAN Controller required
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2005 Product Plan: WLSE and WCS
WLSE Supporting Aironet Cisco IOS Autonomous AP Optional Migration Path for LWAPP APs WLSE Express Supporting Aironet Cisco IOS Autonomous AP Feature Upgrades 2H CY 05 WCS Running on WLSE Platform
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2H CY 05 Existing WLSE can be migrated to WCS for LWAPP enabled APs Enhanced WLSE Features; Continued support of Autonomous AP Feature Upgrades Enhanced WLSE Express Features; Continued support of Autonomous AP Cisco WCS Supporting LWAPP Enabled AP** ** Controller required Location Appliance Feature Upgrades Enhanced Cisco WCS Features; Supports
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LWAPP APs
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1H CY 05 Real-time location tracking Simultaneous tracking of 1000+ 802.11 clients (clients, tags, phone) Historical trending Integration with 3rd party applications and Cisco WCS Support for “RF Firewall” application (2H CY 05)
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2005 Product Plan : WLSM and Wireless Controller
WLSM Based WDS Cisco WLAN Controller Cat 6K WLSM Migration Path IOS Feature Upgrades Continue WLSM-Based WDS (1000+ APs) WLAN Controller Features on 6500 Blade (300+ APs) Controller Blade Support for LWAPP APs
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2H CY 05 300+ APs per module Advanced clustering for enterprise scale, high availability, and very large roaming groups 2000 4100 Future Enhancements 4400
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1H CY 05 100+ APs Advanced clustering for enterprise scale, high availability, and large roaming groups WNBU will offer a Full Trade-In Credit for WLSM Controller Conversion
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Access Anywhere Offer Details
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COMPREHENSIVE SALES INCENTIVE OFFER INCLUDING: Focus on incremental wireless revenue AND increased partner profitability Hardware and service incentives Wireless training update and complimentary learning credits Flexible financing and leasing options Sales tools and lead generation support LEAD GENERATION PARTNER PROFIT ABILITY SALES AND MARKETING TOOLS FINANCING ACCESS ANYWHERE PRODUCTS TECH SUPPORT SERVICES TRAINING/ LEARNING CREDITS ADVANCED SERVICES
www.cisco.com/go/accessanywhere
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Access Anywhere Discount Summary
BUNDLE MINIMUM PURCHASE REQUIREMENT AVAILABLE OPTIONS Basic Connectivity Advanced Connectivity Mobility & Management 5 APs, AND 1 In-line Power Switch or 1 ISR or 1 Bridge, AND WLAN Controller (if selecting 1000 Series APs) 25 APs, AND 1 In-line Power Switch or 1 ISR or 1 Bridge, AND 1 WLSE or 1 WLSE Express or 1 WLAN Controller & 1 WCS 25 APs, AND 1 WLSE, AND 1 WLSM, AND 1 Sup 720
Access Points, Bridges, ISRs, In line power Switches, MAR, 6500 Series Switch (for Mobility & Management bundle only), WLSE, WLSE Express, WLAN Controller, WCS, Security
POTENTIAL DISCOUNT TO PARTNER Up to 45% Up to 47% Up to 49% SERVICE OFFERING POTENTIAL TECH SUPPORT SERVICES DISCOUNT TO PARTNER Cisco Technical Support Services OR Equivalent Partner Shared Support Req’d on All products except APs & NIC cards Up to 3%
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Wireless Competitive Technology Migration Program (CTMP).
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Trade-in competitive wireless products for credit towards Cisco’s wireless networking portfolio 3Com, Agere, Aruba, Avaya, Colubris, D-Link, Enterasys, Lucent, Netgear, Proxim/ORiNOCO and Symbol
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Buyback Amounts Single-mode access points = $50.00 USD Dual-mode access points = $75.00 USD Bridges = $60.00 USD
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See the website below for more details http://cco.cisco.com/offer/tic/Competitive_Wireless _Ref_Guide.htm
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A Complete Wireless Solution
As Users become more
Mobile…
…And business applications become more
Interactive
… …
Innovative
services and applications are critical in helping companies maintain agility and differentiation Cisco networks will provide seamless wired+wireless
Integration …
…With the industry’s best
Security and Investment Protection
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Innovation Integration
Cisco I 3 Enables the Secure, Mobile, Interactive Workplace
Investment Protection
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Solution Comparison Matrices
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Cisco Solution Comparison Matrix
Distributed Solution
Radio Frequency (RF)
802.11a/b/g AP Type Radio/RF Coverage RF Radio Management ...Optional Expert RF Management …Additional Information Dynamic RF Optimization External Antenna Options Mesh & Pico Cells Outdoor-Ready AP Yes – IOS-based Today – Autonomous Future – Hybrid/LWAPP Enhanced performance Yes Yes Scheduled and Dedicated Future – with LWAPP upgrade Yes – Wide Variety Future – with LWAPP upgrade Yes Lightweight Solution Yes - LWAPP LWAPP Standard Yes No Auto, Real-time, Dynamic RF Load balancing Yes Yes Yes No
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Cisco Solution Comparison Matrix
Security
Intrusion Detection System (IDS) ….Rogue device detection ….with suppression ….3
rd party integration Updatable IDS Signatures Intrusion Prevention System (IPS) - Auto-response to IPS events WPA/WPA2 EAP Types Supported AP Authentication Integrated/localized AAA Distributed Solution Lightweight Solution Yes Yes No Yes Future – with LWAPP upgrade Yes – with partners Future – with LWAPP upgrade Yes LEAP, EAP-TLS, EAP-TTLS, EAP-SIM, EAP-FAST Yes Yes – 802.1X
Yes Yes Yes Yes Yes Yes Yes Yes LEAP, EAP-TLS, EAP-TTLS EAP-SIM Yes – Certificate based Yes – Pre-shared key
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Cisco Solution Comparison Matrix
Management
Ease of Use (Zero Touch) Image & Configuration Management Configuration Templates Detailed alarms and reporting tools Self-healing Interference Detection - With dynamic reconfiguration Site Survey Cisco PoE Support Distributed Solution Yes Yes Yes (New WLSE 2.11) Yes IT Managed Yes No Assisted Yes Lightweight Solution Yes – Advanced Capabilities Yes Yes – Automated Yes Yes Yes Yes Automated No
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Cisco Solution Comparison Matrix
Voice
Proxy ARP Transmit Power Synchronization (TPS) Unscheduled Power Save WMM/802.11e QoS
Wireless Advanced Services
Multiple VLANs Guest Access (Web Authentication / Portal) Location Services MBSSID Redundancy Distributed Solution Yes Yes Yes Yes Yes Yes – Requires BBSM Future Yes – 8 per Radio 1+1 Warm Standby Lightweight Solution Yes Yes No Yes Yes Yes – Integrated on Controller Yes Yes – 16 per Radio N+1 Hot Standby
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Cisco Solution Comparison Matrix
Clients
Cisco Compatible Extensions Support Centralized User Load Balancing
Roaming
Layer 2/Layer 3 Roaming with Fast Reauthentication Large Scale L3 Roaming Domains Distributed Solution Yes No Yes – CCKM Yes – Cisco IOS Lightweight Solution Future Yes Yes – PKC (CCKM-future) Yes Both Solutions Will Integrate As One Scaleable Solution for Solid Investment Protection
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