Subscription Software for SD-WAN/Routing

Software Licensing for Cisco DNA

Brian Loftus
Cisco DNA Software Product Marketing
July 26, 2019
Agenda
1 WAN Challenges

2 Introducing Software Subscription for SD-WAN/Routing

3 Offer Details

4 Offer Evolution, Positioning, Investment Protection

5 Bandwidth & Applicability

6 EA Perspective

7 Technical Support & Smart Account

© 2019 Cisco and/or its affiliates. All rights reserved.
Why does your customer need
a new WAN architecture?

© 2019 Cisco and/or its affiliates. All rights reserved.

Addressing WAN Challenges
Security Requirements and Complexity Headline WAN Challenges
Q. Select the three most important WAN challenges (from the following) that best relate to your company?

Security requirements relating to web and internet applications 32.4%

Complexity associated with interconnecting multiple transport types (MPLS, Ethernet, Internet, leased lines, DSL,
LTE) 29.2%

Need for better analytics and visibility into applications and resources delivered by the network 28.2%

Managing consistent user experience for on-site enterprise apps and off-prem cloud applications 26.3%

In-house management of enterprise WAN networks 25.4%

Cost-effectively delivering SaaS and other cloud services across the WAN 24.0%

Growing annual costs to provide additional bandwidth 23.6%

Audit and compliance related to the network 22.1%

Management of connectivity at remote branch offices 21.9%

Appliance sprawl at the WAN edge 21.2%

Time to provision a new service to a site 18.8%

© 2019 Cisco and/or its affiliates. All rights reserved.
© IDC
Challenges Balancing Security and
User Experience
1. Continue Backhauling
Pro: Security is simple
SaaS/IaaS/
Private Cloud
Con: Poor user experience

2. DIA via Cloud Security

Pro: Improves user experience
Con: Limited control

3. DIA via UTM

Pro: Improves user experience
Data Center Branch Con: Complex to manage

4. Security Everywhere
Cloud
Security
Firewall/IPS UTM Pro: Efficient traffic flows for experience
Con: Difficult to maintain policy

© 2019 Cisco and/or its affiliates. All rights reserved.

How can IT maintain choice and control connecting a cloud first world?
 Introducing New Cisco SD-WAN/Routing Software
Policy Based
End-to-End Simplified Cloud
Multi-Cloud User Experience
Architecture Security

Cloud delivered NG Consistent workload Increased reliability Faster deployment and

WAN for operational management for on- utilizing best paths to greater visibility with
simplicity & efficiency premise, hybrid or public applications Cisco Umbrella
clouds

Aligned to Cisco Intent-based Networking Strategy

© 2019 Cisco and/or its affiliates. All rights reserved.

One user interface for end-to-end network management

Combining Best of Breed in Security and SD-WAN
Enterprise Firewall
+1400 layer 7 apps classified

Intrusion Protection System

Most widely deployed IPS engine
Cisco in the world

Security URL-Filtering
Web reputation score using
82+ web categories

Simplified Cloud Security

Easy Deployment for Cisco Umbrella
Cisco SD-WAN

© 2019 Cisco and/or its affiliates. All rights reserved.

Hours instead of weeks and months
 Firewall
IPS

Right Security, Right Place. Simplified DNS Security

URL Filtering

MFA (Duo)

Data Center/
Devices & Things
Private Cloud

Campus &
SD-WAN
SaaS
Branch Users +
Security

Mobile Users IaaS

© 2019 Cisco and/or its affiliates. All rights reserved.

Common security architecture across Cisco and Meraki powered by

Journey to Intent-based Secured WAN

Centralized Secure Policy-based Analytics and Intent-based

Management Connectivity Automation Assurance WAN
Simplify the WAN for Lower WAN costs using Optimize user experience Reduce operational costs Securely connect any user,
operational savings, better hybrid or SD-WAN with and cloud access with and optimize application device or thing to any
visibility and faster integrated security and direct internet access and performance with predictive application, with the best
deployments. intelligent path control. application aware polices. and self-healing capabilities user experience.
Constantly learning,
adapting and protecting.

© 2019 Cisco and/or its affiliates. All rights reserved.

Software subscription is the foundation

Introducing Cisco DNA Software
Subscription for SD-WAN/Routing

© 2019 Cisco and/or its affiliates. All rights reserved.

Driving Cisco DNA Subscriptions Across EN
Cisco DNA Subscriptions Available Across Entire EN Portfolio

EN Switching EN Wireless EN SD-WAN/Routing

Cisco DNA Premier Cisco DNA Premier Cisco DNA Premier

Cisco DNA Advantage Cisco DNA Advantage Cisco DNA Advantage

Cisco DNA Essentials Cisco DNA Essentials Cisco DNA Essentials

Building Cisco DNA adoption momentum across EN

© 2019 Cisco and/or its affiliates. All rights reserved.

Benefits of Software Subscription for SD-WAN/Routing

Latest innovations Across the Management

through simple portfolio flexibility
subscription tiers

Cisco DNA Premier

Across ISR 1000 & 4000, Cloud managed or
Cisco DNA Advantage ASR 1000, ENCS 5000, on-prem managed
vEdge routers
Cisco DNA Essentials

© 2019 Cisco and/or its affiliates. All rights reserved.

Offer Details
SD-WAN/Routing Common Attributes

© 2019 Cisco and/or its affiliates. All rights reserved.

What Has Changed?
Details of Changes
Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier1

Cisco DNA Essentials (+) Cisco Umbrella Insights

Topology (Full Mesh) Unlimited Segmentation (1 Mbps = 1 user license)
(+) Cisco Threat Grid
App & Basic SLA Based Policy vAnalytics
(200 files sandboxed/day)
Dynamic Routing (BGP, OSPF) WAAS RTU

FEC & Packet Duplication URL Filtering

TCP Optimization (+) AMP Hashing & Threat Grid

Connector
(+) Cub Connector

Up to 50
Device
overlay
© 2019 Cisco and/or its affiliates. All rights reserved.
 Cisco DNA Subscriptions
Implementation Differences of Note

Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier

Single Single 3/5 Year Subscription Single 3/5 Year Subscription

3/5 Year Subscription
SKU SKU Enterprise Agreement (EA) Eligible SKU Enterprise Agreement (EA) Eligible

=< 50 Edge Devices in a Single > Cisco

50 Edge Devices
DNA in Single
Essentials > Cisco
50 Edge Devices
DNA in Single
Essentials
SD-WAN Overlay SD-WAN Overlay SD-WAN Overlay

Enterprise Focus with

SMB Focus Enterprise Focus
secure cloud edge

© 2019 Cisco and/or its affiliates. All rights reserved.

 Cisco DNA SD-WAN Licensing
Use Case Based Packaging
Advanced SD-WAN with enhanced security for
Simplified management & security protection feature-rich & varied branch deployment Advanced SD-WAN security will mitigate the
for the cost-conscious customer models most sophisticated threats to your business

Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier

Visibility and control to defeat direct

End to end direct Internet access security Automated cloud security at scale
Internet/cloud access threats

Improved application experience Optimized SaaS application experience Keep consistent controls and visibility
when users roam outside the WAN
Multi-domain
Simplify operations
Orchestration across domains

Basic voice optimization Enhanced voice optimization

Common SD-WAN architectures Network analytics and visibility

Up to 50
Device
overlay

© 2019 Cisco and/or its affiliates. All rights reserved.

Cisco DNA SD-WAN Licensing
Capability Based Packaging
Simplified management & security protection Advanced SD-WAN with enhanced security for Advanced SD-WAN security will mitigate the most
for the cost-conscious customer feature-rich & varied branch deployment models sophisticated threats to your business

Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier

Enterprise firewall with Cisco AMP with SSL proxy Cisco Umbrella Insights®
Talos-powered IPS and app controls URL filtering
Cisco Threat Grid®
Cisco Umbrella DNS Monitoring Cisco Umbrella app discovery

Application-based SLA Cloud OnRamp for IaaS, SaaS, and Colo

Basic WAN & path optimizations AppQoE & WAAS RTU
Single centralized management console Integrated border plus orchestration for
in the cloud or on-prem campus, branch & DC
Forward Error Correction (FEC)
Packet duplication Integrated voice/UC gateways

Flexible topology & dynamic routing

(hub/spoke, partial/full mesh) vAnalytics

Up to 50 Cisco DNA Advantage

Device
overlay Cisco DNA Essentials Cisco DNA Essentials
© 2019 Cisco and/or its affiliates. All rights reserved.
Offer Evolution,
Positioning, Portability,
and Investment Protection

© 2019 Cisco and/or its affiliates. All rights reserved.

Investment Protection for Transactional Cisco ONE Routing Customers
More Value with Cisco DNA

Perpetual SW + SWSS Hybrid SW + Cisco DNA Cisco ONE You get Cisco
Foundation or DNA Essentials
Advanced with with bandwidth
Cisco DNA
Cisco ONE C1 SWSS Cisco ONE Essentials
Advanced Required Advanced (C1 SWSS Benefits ISR 1100/4220 10M
Included)

At New Purchase ISR 4320 25M

or SWSS Renewal ISR 4330 50M
Cisco DNA
Cisco ONE C1 SWSS Cisco ONE Essentials
ISR 4350 100M
Foundation Required Foundation (C1 SWSS Benefits
ISR 4430 250M
Included)

ISR 4450 500M

Perpetual Subscription SWSS Subscription

(Software Support Included)

Cisco DNA subscription will include Customer retains

C1 SWSS benefits perpetual software

© 2019 Cisco and/or its affiliates. All rights reserved.

Get Cisco DNA and software support for the price of SWSS
Cisco ONE Offer Evolution
Enterprise Networking (Routing, Switching, Wireless)

FY18 FY19
Perpetual Subscription Perpetual Subscription

Cisco DNA
Cisco ONE
Premier
Cisco ONE Advantage Cisco ONE
Advanced Advanced Cisco
Cisco DNA Cisco DNA
C1 SWSS DNA
Advantage (C1 SWSS Advantage
Required
Benefits
Cisco ONE Cisco ONE Included)
Foundation Cisco DNA Foundation Cisco DNA
Essentials Essentials

Perpetual Subscription SWSS Subscription

(Software Support Included)

© 2019 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Attach with C1 Purchase | Free Cisco DNA Center appliance*
How to Choose?
1 Identify use case

Cisco DNA Premier 2 Select bandwidth

Cisco DNA Advantage 3 Pick license term

Choose on premises or
4
cloud managed
Cisco DNA Essentials
Determine platform for
5
future scale
© 2019 Cisco and/or its affiliates. All rights reserved.
WAN Solutions that Grows with Your Business

License Subscription
Term Bandwidth
Portability Tiers

Move across Upgrade from Term Bandwidth

management platforms Cisco DNA flexibility: 3/5 choice :
(Cisco DNA Center vs Essentials to years 10M- 10G
vManage), physical vs. Advantage and
virtual Premier tiers
seamlessly

© 2019 Cisco and/or its affiliates. All rights reserved.

Respond to Business Needs Faster

Cisco DNA Tier Upgrades
By Agreement Type

Cisco DNA
Advantage

Cisco DNA Cisco DNA

Essentials Cisco DNA Premier
Advantage

Cisco DNA Premier

Transactional Enterprise Agreement Transactional Enterprise Agreement

Customer 50% of remaining 100 % of 100% of remaining 100% of remaining

Entitlement term remaining term term term
Co-terming across Co-terming across
Term Same or Longer Same or Longer
Cisco DNA domain Cisco DNA domain

© 2019 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Bandwidth Upgrades
Within & Between Tiers

Cisco DNA
Advantage Same Tier Same Tier

Cisco DNA
Essentials

Cisco DNA Premier Cisco DNA

Cisco DNA Premier
Advantage

Credit Applied Credit Applied

Customer
50% of remaining value 100% of remaining value
Entitlement
Term Same or Longer Same or Longer

© 2019 Cisco and/or its affiliates. All rights reserved.

Co-Terming Agreements
Benefits of Signing an Enterprise Agreement
Scenario: Customer Purchased 2500 SD-WAN Licenses for a 5 Year Term

Annual Review
Within

Start Within Year 1 Within Year 2 Within Year 3 Within Year 4 Within Year 5
True Forward
+2500 +500 +200
Event +250 +750 +500
licenses licenses licenses licenses licenses licenses

3200 EY5 3200 EY5 3200 EY5

3000 3200 +250/36 mo. +250/24 mo. +250/12 mo.
Transactional 2500 Co-Termed Co-Termed
EY5 3200
EY5
+750/36 mo. +750/24 mo.
+500/36 mo.
SD-WAN
Licenses
3000 3200
Co-Termed 3450 4200 4700
EA 2500 Co-Termed Co-Termed Co-Termed Co-Termed Co-Termed
EY5 EY5 EY5 EY5 EY5

Additions to transactional three year agreements cannot be co-termed!

Renewals to transactional agreements can be co-termed to any term length!

© 2019 Cisco and/or its affiliates. All rights reserved.
Bandwidth & Applicability

© 2019 Cisco and/or its affiliates. All rights reserved.

 Bandwidth Metering
Cisco DNA Subscriptions

With Cisco DNA subscription, bandwidth entitlement

3Mbps Up
3Mbps Down
6Mbps Up
15Mbps Down
20Mbps Up
75Mbps Down
is the sum of total bandwidth utilization (either
upstream or downstream) across all WAN circuits.
MPLS LTE Internet

Examples:

In the example, bandwidth utilization adds to

For a 100 Mbps license, 3+15+75= 93 Mbps (downstream) and to 3+6+20=
1 2 3 utilization can be up to 29 Mbps (upstream). Considering the maximum
100 Mbps upstream and utilization, you will need a 100 Mbps license,
100 Mbps downstream permitting you to use 100 Mbps up and 100 Mbps
down for 200 Mbps of aggregate bandwidth.

Aligned with how service providers sell WAN bandwidth

© 2019 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Applicability Matrix

© 2019 Cisco and/or its affiliates. All rights reserved.

* L-LIC-DNA-ADD for Cisco DNA subscription with the platform, as no Cisco DNA HW+ Subscription bundle is currently available.
** Except for the 5412 ENCS, other ENCS platforms currently support vEdge Cloud NVF for SD-WAN and not Cisco IOS XE SD-WAN
Cisco DNA Applicability Matrix

© 2019 Cisco and/or its affiliates. All rights reserved.

* L-LIC-DNA-ADD for Cisco DNA subscription with the platform, as no Cisco DNA HW+ Subscription bundle is currently available.
** Except for the 5412 ENCS, other ENCS platforms currently support vEdge Cloud NVF for SD-WAN and not Cisco IOS XE SD-WAN
Cisco DNA Applicability Matrix

© 2019 Cisco and/or its affiliates. All rights reserved.

* L-LIC-DNA-ADD for Cisco DNA subscription with the platform, as no Cisco DNA HW+ Subscription bundle is currently available.
** Except for the 5412 ENCS, other ENCS platforms currently support vEdge Cloud NVF for SD-WAN and not Cisco IOS XE SD-WAN
Cisco DNA Applicability Matrix

© 2019 Cisco and/or its affiliates. All rights reserved.

* L-LIC-DNA-ADD for Cisco DNA subscription with the platform, as no Cisco DNA HW+ Subscription bundle is currently available.
** Except for the 5412 ENCS, other ENCS platforms currently support vEdge Cloud NVF for SD-WAN and not Cisco IOS XE SD-WAN
 New Easy to Order PIDs/Transactional
Product Family* NEW PIDs Description
ISR 4000 Series ISR4331-DNA Cisco ISR 4331 (3 GE, 2 NIM, 1 SM) with Cisco DNA Support
ISR4321-DNA Cisco ISR 4321 (2GE, 2 NIM) with Cisco DNA Support
ISR 4351-DNA Cisco ISR 4351 (3GE, 3NIM, 2SM) with Cisco DNA Support
ISR 4000 Series ISR4451-DNA Cisco ISR 4451 (4 GE, 3 NIM, 2 SM) with Cisco DNA Support

ISR 1000 Series C1111-8P-DNA ISR 1100 8 Ports Dual GE WAN with Cisco DNA Support
Lead with new PID’s for
ISR 1000 Series C1111-8PLTEEA-DNA ISR 1100 8 Port Dual GE LTE EA with Cisco DNA Support
key product families
ISR 1000 Series C1111-8PLTELA-DNA ISR 1100 8 Port Dual GE LTE LA with Cisco DNA Support

ASR 1000 Series ASR1001-X-DNA Cisco ASR 1001-X Crypto,6GE, Dual-PS with Cisco DNA Support
Easy attach of Cisco DNA
ASR 1000 Series ASR1002-HX-DNA Cisco ASR 1002-HX, 4x10GE+4x1GE, Dual PS with Cisco DNA
offers Support
VEDGE 100 Series VEDGE-100B-AC-K9 vEdge-100 AC chassis with 5 Ethernet ports, rack mount kit and
cables
VEDGE 100 Series VEDGE-100M-AC-K9* vEdge-100 AC chassis with single 4G/LTE SIM, integrated power
supply, 5 Ethernet ports
Better Pricing VEDGE 100 Series VEDGE-100WM-AC-K9* vEdge-100 AC chassis with single 802.11 radio and single 4G/LTE
SIM, integrated power supply, 5 Ethernet ports and cables

VEDGE 1000 Series VEDGE-1000-AC-K9 vEdge-1000 AC base chassis with 8x1GE fixed ports, dual AC power
adapters and cables
VEDGE 2000 Series VEDGE-2000-AC-K9 vEdge-2000 AC base chassis with 4x1GE fixed ports and dual
Pluggable Interface Module
VEDGE 5000 Series VEDGE-5000-AC-K9 vEdge-5000 AC router base chassis with 4x10G, 8x1G copper, 8x1G
To get Cisco DNA subscription for fiber modular NIMS
existing ISR/ ASR/ vEdge, use PID: Any IoS-XE/vEdge LIC-DNA-ADD (going EOS) Cisco DNA subscription software for any IoS-XE/vEdge platform
LIC-DNA-ADD platform L-LIC-DNA-ADD Ex: for ISR 4221, order ISR4221/K9 for HW
© 2019 Cisco and/or its affiliates. All rights reserved. And LIC-Cisco DNA-ADD for subscription software
EA Perspective
SD-WAN and Routing

© 2019 Cisco and/or its affiliates. All rights reserved.

Cisco Enterprise Agreement
Cross-portfolio Buying Platform
Easy to Buy

Uniform Platform Access to Financial

Structure with Add-ons Predictability
Ramp for new enrollments within enrollments

Easy to Consume

Access to New On Demand

True Forward: No
Software Capabilities Deployment
retroactive billing

Easy to Manage

Know Where Co-termination of Company-wide

You Stand. SW Licenses Service Level
Assurance
SW licenses, usage
& allocation.
© 2019 Cisco and/or its affiliates. All rights reserved.
One Tech Partner for Network, Collaboration & Security
Cisco EA: Customer Qualifications
New or Existing Customers Looking For…

Standardization Predictability
1 Cross-Architecture Standardization Predictable Budget & Pricing 4
Full Coverage Relationship
2 100% Organization Coverage Strategic Multi-Year Relationship 5
Management Maximum Value
3 Centralized License Management
Ready for Cisco DNA Journey, Best
Value for Money 6
© 2019 Cisco and/or its affiliates. All rights reserved.
 Value Proposition
ESG Analyst Findings

Without Cisco EA With Cisco EA

31%
Calculate/Negotiate True-ups
Available time to
Consolidate Existing Licenses 19% Focus on business
85%

Ensure License Compliance 15%

Predicting Need 12%

Negotiate Licensing Agreements 9%
Research Licensing Scenarios 8% 15%
License
Other 6% Management
© 2019 Cisco and/or its affiliates. All rights reserved.

The Cisco EA frees customers to focus on business

Transactional vs New DNA EA
Transactional Enterprise Agreement
Multiple agreements, all subscriptions start and
Terms Single Agreement, Co-Term
expire at different times (no co-terming)

Pricing Negotiate pricing, Impacted by price increases Fixed pricing

License Management Difficult to manage Easy to Manage – EA Workspace

License Fulfilment Requires purchase Anytime access via EA Workspace

Coverage Requirement Buy what you need (partial) Enterprise coverage – you’re covered!

Cost Analysis Use now, pay now Use now, pay later (True Forward–cost savings)

Equal to Enterprise Agreement, *with exception to Equal to Transactional, *with exception to routing
Price per sku
routing where for higher bwidths it is higher where for higher bwidths it is lower

DNA Readiness LAN Base customers pay to upgrade iOS to

iOS Upgrades are FREE
IP Base and IP Services
$250K for one or across DNA portfolio & within ECS
Purchase Requirements
© 2018 Cisco and/or its affiliates. All rights reserved. No minimum purchase
Cisco Confidential
portfolio
 Cisco Enterprise Agreement
For SD-WAN/Routing

Requirements: Supported Platforms

• Minimum TCV: $250K across all Cisco DNA ISR 1K CSR 1Kv ASR 1K
(Switching, Wireless, and Routing)
ISR 4K ENCS vEdge
• Coverage: Enterprise-wide coverage for
Cisco DNA Advantage. Cisco DNA Premier
optional upgrade.
• Usage: One Subscription per device
Benefits:
• Annual True Forward:
• Device and Bandwidth (BW when telemetry in place)
• NTE Pricing
• Co-Terming

© 2019 Cisco and/or its affiliates. All rights reserved.

Technical Support Model

© 2019 Cisco and/or its affiliates. All rights reserved.

Routing technical support model
TS Product Level Support

Cisco DNA Premier

Embedded Support
With Subscription Cisco DNA Advantage
Prime
TAC, knowledge base access,
software downloads AP License
Cisco DNA Essentials
Cisco DNA Essentials /
Advantage
SmartNet Total Care,
Solution Support,
- or -
Hardware
Partner Support Service (ISR, ASR, vEdge routers)
(Optional)

© 2019 Cisco and/or its affiliates. All rights reserved.

Ordering Experience
Single Hardware SKU for Cisco DNA simplifies Disti stocking
Disti Motion
3/5 year term
Cisco DNA Premier Direct
Ship
Cisco DNA Advantage

Cisco DNA Essentials

ISR, ASR Stocked

SNTC with
Universal Image ( Network Essentials, Network Advantage)

© 2019 Cisco and/or its affiliates. All rights reserved.

Smart Accounts

© 2019 Cisco and/or its affiliates. All rights reserved.

Smart Accounts Enable Easy Access & Control

Central, transparent Low-touch User access control Proactive coverage

& secure keyless license Licenses belong to a with automated
Real-time visibility Customer defined single account, not notifications of
controls individual users additions & expirations
Easy & secure delivery
Flexible license Full visibility & insights
allocation through to inform purchasing &
pooling renewal decisions

© 2019 Cisco and/or its affiliates. All rights reserved.

Foundational to Smart License and Enterprise Workspace
Smart Account Structure
Smart Account
Virtual Accounts Share devices and
licenses across Virtual
Accounts easily.

Admissions

Users & Roles

Licenses
Physics

bigu.edu
Devices

Science
Agreements

Create sub-accounts
to reflect organization’s
construct.

Customer Smart Account Partner Holding Account

Account where devices leveraging PAK licenses, Smart Account where partners / distributors can temporarily deposit
Licenses, and licenses generated from EAs are stored and orders until the end customer Smart Account is identified. Also
©managed by aitscustomer,
2019 Cisco and/or channel
affiliates. All rights reserved. partner, or authorized party.
provide company-wide access to orders associated with the
Partner Holding Account.
Call to action
Sell today, lead with SD-WAN/Routing and
Cisco DNA Subscriptions
Learn more about Cisco DNA offers for
SD-WAN/Routing:
https://www.cisco.com/c/en/us/products/s
oftware/one-wan-subscription/index.html
Additional Resources:
www.cisco.com/go/sdwan
Contact your channel partner or Cisco
sales team for more information
© 2019 Cisco and/or its affiliates. All rights reserved.