1 Partner Playbook, 2016
1
Partner Playbook, 2016
2
Introduction to Meraki
Market Opportunity and the Offer
Meraki MC Cloud Architecture
MC Features
MC Positioning
Customer Benefits
PSTN for Call Services
Free trials
Partner Resources
3
4
Complete cloud-managed IT solutionWireless, switching, security, MDM, communicationsIntegrated hardware, software, and cloud servicesSingle pane–of–glass management over locations, infrastructure, and devices
Leader in simplifying ITAmong Cisco’s fastest-growing portfoliosOver 100,000 customers worldwideMillions of managed devices online
WiFi • Switching • Security • MDM • Communications
5
“Technology that
simply works”
6
NEW CUSTOMERS
FY11 FY12 FY13 FY14 FY15 FY11 FY12 FY13 FY14 FY15
BOOKINGSPRODUCT DIVERSITY
48%
23%
28%
MR MX MS SM
7
8
Cloud Managed WiFi(2006)
Cloud Managed Network (2010)
Cloud Managed Enterprise (2015)
MR Wireless LAN MS Ethernet Switches MX Security Appliances SM EMM MC Communications
9
Reliability
Security
Scalability
Future-proofing
10
Manage and monitor those networks with robust analytics from a single pane of glass
Reduce administrative overhead with simple all-inclusive licensing models and tools
Deploy and grow networks at branch locations or large campuses easily and rapidly
11
12
$15 Billion
The Cloud VoIP and UC Opportunity
Source: Infonetics research Business Cloud VoIP and UC Services September 2015
68M SeatsGlobally by 2019Globally by 2019
13
• Streamlined deployment
• Simplified management
• Delightful end–user experience
• Single pane–of–glass management with Meraki network
• First in a series
Managed through the cloud, integrated with the network
14
Licensing is required and includes:Centralized management and network-wide visibility and control
Seamless firmware and security updates
24/7 Enterprise support and a 2 year warranty
A Meraki VoIP solution includes a 1:1 ratio of hardware and licenses
+
hardware license
Cloud licenses can be purchased in 1, 3, 5, 7, or 10 year durations contingent on the needs of the customer
15
$599 $150MC74 VoIP Phone Cloud License SIP Service
Internet
$8.95/user
Managed and Configured Through Dashboard
Meraki MC will launch May 17th in the US only with planned expansion to other regions and SIP providers
16
Three part offer:
1. MC74 hardware: $599 list
2. Meraki cloud license, available in 1, 3, & 5 year terms
3. PSTN service (from SIP provider)
List Pricing Per Month Per Year
Meraki Cloud License (1-year)
$13 $150
Service $9 $108
Total $21 $258
Multiyear discounts available on Meraki MC licenses (e.g., 3 years for the price of 2)
17
Meraki MC License Meraki MC74 Endpoint
+1, 3, 5, 7, 10 year options
24x7 enterprise support
Regular software updates/upgrades
High-resolution touch screen
Continuous feature delivery from the cloud
Simple and intuitive end-user experience
Customer contracts directly with a supported SIP provider for PSTN access
18
Managed ServicesService Delivery and Installation
Adoption services
Technical support
Customer training
Managed network and voice
Billing services
Internet and managed leased lines
19
20
SIP-based VoIP architecture
Meraki cloud provides features, handles call control
Network endpoints and phones connect securely to the cloud for management
No need for an on-premises PBX
21
22
23
Support for third party USB headsets from Plantronics and Jabra
Built in switch so the entire desktop workstation only consumes one network port resulting in capacity cost savings
Two USB Ports
One 3.5mm Headset Jack
Gigabit switch for PC and LAN
Voice VLAN capable
High Resolution Touch Screen
Hardware Feature Highlights
Check the MC Datasheet for the latest features
24
Web Self Service portal
Call forwarding
Voicemail
Outbound calls
Contact photos for directory entries
Directory Integration with Google Apps
UI Feature Highlights
All configuration and call monitoring is done right from one central location in Dashboard
Check the MC Datasheet for the latest features
25
Basic call features (hold, transfer, multiple simultaneous incoming calls, caller ID)
Secure end to end calls via Secure SIP (TLS) for signaling and SRTP for media streams
Phones assigned extensions (4-6 digits) and DIDs (10 digits)
Visual Voicemail
Conferencing
Workgroups (beta)
Music On Hold
Automated attendant/IVR Menus
Check the MC Datasheet for the latest features
26
Supported Headsets:
Plantronics Savi 720 ($200 - $300)Plantronics Voyager Legend UC ($100 - $200)Plantronics Blackwire 520 ($50 - $100)Jabra Evolve 80 ($200 - $300)
Cisco Meraki cannot guarantee that models not mentioned above and manufactured by other 3rd party vendors will interoperate with the MC platform.
Plantronics Savi 720 Plantronics Voyager Legend UC
Plantronics Blackwire 520 Jabra Evolve 80 Check the MC Datasheet for the latestin supporter peripherals
27
28
Retail
Quick and easy deployment
Management anywhere
Sleek design adds to customer brand
Commercial Offices
Scale easily as you grow
Reduce OpEx
Advanced features deployed in seconds
Teleworkers
Remove VPN/complex design
Live with Internet connection
Streamline employee onboarding
29
Existing Meraki Customers
Dashboard for unified management of networking, mobile devices, and communications
Combined visibility and analytics with Dashboard
Existing Cisco Collaboration Customer
Needs message and meet or video calling capabilities
Highly customizable features for on-premises or cloud managed solutions
Add on WebEx for enhanced collaboration and meeting capabilities
Cisco SparkCisco Meraki
Our collaboration mission has not changed:Deliver a no compromise experience to every room, every desk and every pocket
30
Meraki MC Spark
Streamlined deployment Simplified deployment - One Service: Simple, Secure, Complete
Simplified management Simple cloud management- User, Admin & Partner control and insight
Delightful end–user experience Increased team agilityUnified collaboration experience rooted in team/business messagingOpen platform and APIs enable simple embedded communications
Single pane–of–glass management with Meraki network
Investment protectionHybrid connectivity to Cisco collaboration portfolio(UCM, HCS, Business Edition 6000/7000)
First in a series Integrated experience across, desk, room and mobile Connect standard Cisco 7800, 8800 series phones and SX10 and MX Series (coming soon) video room devices direct to the cloud
31
Meraki MC Spark
Voice Only Voice, Video, Conferencing, Messaging, Mobility
One deviceSoftware-centric user experience enhanced through continuous delivery
Mobile first application experience w/ multiple voice and video endpoint options
Common area, knowledge worker, assistant, video, executive, contact center, conference room, mobile
Requires Meraki cloud license Requires Spark subscription(addl licenses reqd for hybrid use cases)
SIP trunk via SP partners SIP/TDM trunk via SP partners
Management through Meraki Dashboard Cisco Cloud Collaboration Management portal
32
33
1. Assign phone numbers to users in dashboard
2. Deliver phones to users
3. Users plug in phone
4. Phones automatically register with cloud, pull configuration
5. Meraki network automatically optimizes for voice service
6. Enable options, such as workgroups or queues, as needed
34
Intuitive, dashboard–based user interface simplifies administration
Requires no complex commands to understand, operate
Simplified troubleshooting, metrics, controls
35
36
37
Forget T1’s, E1’s, TDM, DSP’s, Media Gateways…
Excellent Hardware, SIMPLE software
Not A PSTN Carrier
No Pre-VoIP Technology Involved
We aren’t providing trunks/connectivity, just the device and management
The most intuitive and easy to use communications experience on the market
38
Meraki is partnering with Intelepeer as our first voice provider partner
Intelepeer will be one of many different providers that we’ll support
Intelepeer will offer customers simple call packages for customers
39
• All IP SIP trunking since 2003• 24x7x365 operations center• Network facilities in Denver, Dallas, and Chicago• Customer churn rate < 0.5%• Industry leading security and encryption
• IntelePeer provides end users voice calling access (i.e., SIP) for US and Canada including E911 support
• Optional internet fax and toll free bundle available
• Customer signs contract with IntelePeer and is billed directly
• Cisco Meraki handles technical support
• Customers reach out to IntelePeer for billing and usage inquiries
40
Voice Services Bundle• 1 telephone number per user• Unlimited inbound/outbound calling to
US 48 states, Hawaii, and Canada• Carrier port/transfer fee included• E911 included• Taxes and fees included in price
Base Pricing
$8.95/user*$75/ per request for vanity/specialty numbers (specific telephone numbers or sequence of numbers)
41
42
Partner hasa customer that wants to setup a Meraki trial
Merakiaccount manager
creates trial
Customer makes a network
Customer starts
Intelepeertrial in
Dashboard
Customer returns gear
Intelepeerautomatically cancels the
service
Return
Free Trials
Intelepeerbills the
customer directly
Customer presses
“Convert” in Dashboard
Purchase
43
Maximum of 4 phones and 20 DIDs per free trial
No international callingNo calls to Alaska
Standard 911 supportNo free trial extensions for voice service
Free Trials Terms and Conditions
44
45
MERAKI FULL STACK
MX Security
MS Switching
MR Wireless
Systems Manager MDM
1 2 3 4
Number of product families
Acc
ount
val
ue
3x 7x
30x
46
Inside Field Service Provider
Channel & Distribution
Sales
Drive end-customer adoption Drive partner and reseller adoption
47
HIGH VELOCITY MID MARKET SALES LARGE ENTERPRISE / GET DEPLOYMENTS
Sold into 50k+ accounts in FY15
80% of deals close in < 90 Days
Tax Preparation10,000 Sites
Security & VPN
Global Auto3,000 Dealers
WiFi & Analytics
Major Retailer1,000 Stores
WiFi & Analytics
48
SEE TRY BUY
49
SEE
Demo
BUY
Pilot Full rollout
TRY
?Trial POC Objection
handlingNetwork design
50
In the US only, Meraki products are now sold through Cisco CCW/GPL.
www.merakipartners.com
Deal registration Lead gen tools Free trials Ongoing training
8% margin protection Free Meraki gear for your customers
70% close rate, ships in 1-2 days
Technical/sales videos and collateral
51
Generate interest in a customer conversation!
Leverage your Meraki sales team/Partner Portal to further that interest and secure a PoC
Follow the sales motion: get your customer to SEE the product then TRY the product so they will BUY the product
52