Meraki Demo IQ: Sales Cycle Overview

Meraki Mission and Value Proposition

Technology can connect us, empower us, and drive us. At Meraki we
believe by simplifying powerful technology we can free passionate people
to focus on their mission and reach groups previously left in the darkness.

Meraki: Technology that simply works

Cloud Managed Network

Cloud Managed IT

Single pane of glass management for the enterprise

Cloud Managed WiFi

SM EMM

(2015)

MS Switching

(2010)

MX Security

Enterprise Mobility
Management

MC
Communications*

(2006)

MR Wireless
LAN

MV Vision

*Available in the US only

Simplifying powerful technology

Reduce complexity with singlepane-of-glass management
Increase scalability by deploying
and growing networks at branch
locations or large campuses easily
and rapidly
Provide business insights through
CMX location analytics, both out-ofthe-box and via customized
solutions, leveraging APIs
Reduce total cost of ownership
(TOC) through zero-touch
provisioning, remote troubleshooting,
and all-inclusive licensing

See the simplicity

Product Overview

Dashboard Better by design

100% cloud managed architecture

Full-network visibility

Intuitive user interface

Powerful analytics

Easy-to-implement controls and

policies

MR wireless access points

Feature Highlights:
Application traffic shaping
Guest access
Enterprise security
WIDS / WIPS
Embedded location analytics

Lifetime warranty on indoor APs

9 models including indoor / outdoor, high performance and value-priced
802.11ac Wave 2, multigigabit performance, and dedicated scanning and Bluetooth radios

MS access & aggregation switches

Feature Highlights:
Voice and video QoS
Layer 7 app visibility
Virtual stacking
Enterprise security
Remote packet capture, cable testing

13 models scaling from access to campus aggregation

Introducing cloud managed physical stacking, multigigabit performance, and UPoE

power to the campus network

MX security appliances

A complete unified threat management solution

Feature Highlights:
Zero-touch site-to-site VPN
Intrusion detection/prevention
Content filtering
Built-in SD-WAN functionality
Advanced Malware Protection (AMP)
Application firewall

9 models scaling from teleworker and small branch to campus/datacenter

Systems Manager (SM) mobility management

Feature Highlights:
Device security
Mobile and desktop management
Easy and Rapid provisioning
Backpack file sharing
Software inventory

Multi platform MDM support - OS X, iOS, Windows, Windows Mobile, Android, & Chrome
OS

Cloud-based - no on-site appliances or software, works with any vendors network

Meraki Vision (MV)

2 models including indoor/outdoor

All-in-one security camera solution

Feature Highlights:
Edge on-device storage
IR illumination
5MP High Resolution sensor
Automatic DSCP marking
IP66 and IK10 rated
Mounting kits available

Simple, all-inclusive licensing

+
license

24/7 Enterprise Support and lifetime

warranty

Seamless firmware and security updates

Centralized management and networkwide visibility and control

Licensing is required and includes:

A Meraki solution includes a 1:1 ratio of hardware and licenses

hardware

The cloud license represents the total cost of ownership for all of your Meraki devices

Sales Strategy

Merakis Digital Network Architecture

CLOUD SERVICE MANAGEMENT
Centralized, single pane-of-glass management

AUTOMATION

Flexibility through Cisco Meraki

APIs

PROGRAMMABILITY

Always up-to-date software

Zero-touch provisioning & firmware

updates
Automated reporting

ANALYTICS
Centralized, single pane-of-glass management
Always up-to-date software

VIRTUALIZATION
Scalable, secure, & reliable cloud infrastructure

Many remote sites

CUSTOMER CHARACTERISTICS

Robust analytics and usage statistics

Single pane of glass management

MERAKI SELLING POINTS

Identifying a Cisco Meraki opportunity

Lean IT team

Fast and efficient guest access

All inclusive licensing

Rapid deployment

Thinking about how IT can create value

for other parts of the organization

Integrated MDM

Looking for solution that is centrally

managed over the web

Adopter of other cloud technologies

Integrated location analytics

Competitive landscape
Wireless

Switching

Security

MDM

MV

Intuitive setup and management

BYOD and Guest features

Unique location & traffic analytics

Centralized management

Intuitive configuration
Layer 7 visibility

Centralized management

Automatic VPN and 4G failover

LAN / WLAN integration

Ease of deployment
Network deployment
Global scalability

Architectural simplicity
Motion indexing for retroactive forensic search
Granular role-based access control

Common objections

Licensing

Meraki costs much more

than a competitor
upfront.

Cost

What happens when the

Internet goes down?

Cloud

What are customers saying?

Meraki licenses features

in groups by selling
different versions of the
cloud.

La gran ventaja de Meraki, es que mientras recibo el

equipo puedo configurar la red, de modo que el da que
llegan todos los productos slo queda conectarlos y
listo.
-Luis Gerardo vila, Gerente de Tecnologa Avantica

Meraki Enterprise Win: Avantica Technologies

SOLUTION HIGHLIGHTS
Technology company installed
access points, switches, and safety
equipment
Over 1000 devices connected daily
Implementation teams in 5 branches
in less than 2 months

MERAKI DIFFERENTIATORS
Simplified management
Cloud-based provisioning
Deep visibility and control

I dont have to worry about separate devices on my

network to manage the network, mange reporting, or
take care of version control. That was a big selling
point.
-Charlie Roy, VP Technology

Meraki Security Win: H.H. Brown

SOLUTION HIGHLIGHTS
Deployed to 56 locations across
retail, manufacturing, and office
spaces in 30 days
Introduction to Meraki was through a
free trial
Over 300 company-owned and
personal devices now managed by
SM
MERAKI DIFFERENTIATORS
PCI compliant architecture
Ease of deployment
Single pane of glass
management

Sales Cycle

The Meraki sales cycle

TRY out the gear for free with a

webinar promo AP or a trial of
any Cisco Meraki product

BUY any Cisco Meraki product

and experience a new
generation of networking

The product experience distinguishes Cisco Meraki from competitors, and makes the
sales cycle as simple as SEE > TRY > BUY
MERAKI DASHBOARD DEMO

SEE the unparalleled visibility

and control of the Meraki
Dashboard through a webinar
or a sales demo

See: The Role of the Dashboard Demo

The fundamental focus of a demo is to present the easy-to-use, sophisticated

functionalities that offer exception visibility into the network.

Intuitive cloud-based User Interface

Efficient configuration
Practical tools
End-to-end network management

Demos Emphasize:

Secure and intelligent network

Sign up for a Dashboard demo account here: https://meraki.cisco.com/cisco/dashboard

Try: Bring Meraki into your Network

Free trials*

The fundamental focus of a hands-on trial is to provide a no-risk way to experience Meraki
products on a network.

3 Ways to Try Cisco Meraki for Free

Demo Dashboard

Attend a Webinar and receive a

free AP**

Reach out to your Meraki Sales Team Specialist for more information.

*Limitations apply
**Free APs only available in Puerto Rico, Costa Rica, Colombia, and Chile

Buy: Experience the power of the Full Stack

CCW Integration (Coming in FY17 Q2)
Benefits of GPL Integration
Orderability of Meraki products in CCW *
Ability to incorporate Meraki products into larger Cisco deals
Shared credit line for Meraki products
Heightened visibility of pipeline for Cisco sales, channel and
distribution
Distributors eligible for rebates on Meraki revenue

Out of Scope for Integration:

Stocking is not available for any Meraki products

RMAs and Warranty Returns are not transacted through Cisco / CCW (still through Meraki)

Meraki products are not eligible for Try & Buy, and Meraki trial conversion orders cannot be processed in CCW

* Legacy ordering will not be turned off when GPL ordering launches

Engaging with Meraki

Cisco Meraki Portal

Find out more at www.merakitools.com
Find Your Cisco Meraki Sales Specialist
Learn about Merakis Lead Gen Tools
Customized Referral Links
Demo Dashboard
Collateral & Training
Product specific information
Pricing
Technical training webinars
Product demos

Meraki Promotions

More Value, Same Price

Customers

Gold Rush 3.0

Sales

Partner Services Built

into DNA Offers

QuickStart Vouchers

Partners

Everyone wins with DNA

Meraki Buy 3 + Get 1 free

Commission accelerators
for Meraki

Next Steps
Learn how to deliver a differentiated Meraki demo

MERAKI DEMO IQ ASSESSMENT (MUST COMPLETE AND PASS TO BECOME MERAKI CERTIFIED)
Find the assessment at cs.co/merakidemoiq
*Participants will have until Friday, 4th November to complete the assessment

DELIVER A MERAKI DEMO

Showcase the power of the Meraki Dashboard to your customers

Miami

Mexico City

Santiago

Sao Paulo

*Dates TBD

Buenos Aires

San Jose (CR)

IN-PERSON SESSIONS
Bogota
Lima

Thank you

Visit us at cs.co/merakidemoiq or demoiq@meraki.com