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Cisco DNA Subscription Software
—
SD-WAN and Routing
Brian Loftus
Enterprise Networking

September 16, 2020

Agenda
1 WAN Challenges

2 Why Consider Software Subscriptions?

3 Cisco DNA Software Subscriptions for SD-WAN and Routing

4 Purchase Options – EA, Transactional, MSLA, MSP

5 Upgrades, Renewals, Portability, and Investment Protection

6 Technical Support Model

7 Smart Licensing & Smart Accounts

© 2020 Cisco and/or its affiliates. All rights reserved.
 Section has builds

WAN Challenges

© 2020 Cisco and/or its affiliates. All rights reserved.

 Today Applications are Moving to Multiple Clouds

Devices & Things

DC/Private Cloud

Campus & Branch Users WAN

SaaS

Mobile Users

IaaS
© 2020 Cisco and/or its affiliates. All rights reserved.
Internet Connectivity Becomes Business Critical
Campus
X2-5

DC/Private Cloud
Branches X100+ Exposure to cyber threats

Inconsistent user experience

SaaS

Increasing complexity
Mobile
Users
X1000s

IaaS

© 2020 Cisco and/or its affiliates. All rights reserved.

More users, things and applications, everywhere

Application Architectures are Evolving

Monolithic IaaS Migration Application Conversion

(On-prem apps) (Microservices (Serverless apps)
apps)

Existing Apps Cloud Ready Cloud

and Services Apps Optimized Cloud
Apps Native Apps

On Premise Data PaaS Serverless

Center

IaaS spend is projected to grow 84% to reach $74B by 2022

© 2020 Cisco and/or its affiliates. All rights reserved.
WAN needs to evolve to support cloud apps
Traditional Network Multi-Cloud Network

APP VNET 1 APP VPC 1

Private DC
APP VPC 1

vGW vGW
vGW

LB

• VRF Routing
• IPSEC
Per VRF NAT
• Tunnels
IPsec/Firewall
• Load
Balancing
• NetFlow SD-WAN Fabric Overlay
• QoS
WAN

• Cloud Connectivity
Automation
• Micro Segmentation
BGP +IPSEC Peering • Application Policies
• App Autoscaling
Branch 1 Branch 2
Branch 1 Branch 2

© 2020 Cisco and/or its affiliates. All rights reserved.

Cloud Networking is Different from Traditional Networking

 Introducing Cloud-Scale SD-WAN
Differentiated Innovations
Cisco SD-WAN extended capabilities

Multi-Domain IBN Network

Multi-Tenant/Multi-Domain
Basic SD-WAN*
Summary of Basic
Multi-Cloud Optimization
SD-WAN
CircuitCapabilities*
Load Balancing
Direct Internet Access App Aware
Circuit Load Balancing SaaS IaaS
Dynamic Routing
Optimization Onboarding
Centralized
Direct Management &
Internet Access
Orchestration
Centralized Management & Multi-layered Security
Circuit Cost Savings
Orchestration
Cloud/OnPrem Security Secure
Circuit Cost Savings Segmentation

SD-WAN Pillars

SD-WAN Core Voice Analytics

© 2020 Cisco and/or its affiliates. All rights reserved.

*Gartner Critical Capabilities for WAN Edge Infrastructure, December 2019

Secure Cloud Scale SD-WAN Architecture

On-premise | Cloud | Multi-tenant

Any Deployment Management Automation | Network Insights | Machine Learning | AI
& Analytics
Open | Programmable | Scalable

Multi-Domain Voice and

Any Service Multi-Cloud Multi-Layer
IBN Policy Collaboration
Analytics
Optimization Security

Any Transport Satellite Internet MPLS EIO/5G/

LTE

Any Location Branch Colocation Cloud

© 2020 Cisco and/or its affiliates. All rights reserved.

Multicloud: SD-WAN Beyond the Branch

MSFT Partnership AWS Partnership Equinix Partnership

Office 365 path selection and Easy network extension to Amazon Ease of management with the ability to
optimization improves the end user AWS using virtual instances of on- extend Cisco SD-WAN fabric into
experience prem devices colocation

Centralized management, automated Native integration of SD-WAN end Establish direct and secure, private
configuration and policy changes points into AWS Transit Gateway interconnection between branch and
with Azure (TGW) Network public clouds

These Partnerships Will Help Accelerate Enterprise Cloud Strategy

© 2020 Cisco and/or its affiliates. All rights reserved.
Cisco SD-WAN Security
Consistent across on-prem and cloud
Enterprise Firewall
Layer 3 to 7 apps classified

Intrusion Protection System

Most widely deployed IPS engine in the world

URL-Filtering
Web reputation score using 82+ web categories
Cisco
Cisco Security Adv. Malware Protection
SD-WAN With File Reputation and Sandboxing (TG)

Secure Internet Gateway

DNS Security/Cloud FW with Cisco Umbrella

SSL Proxy
Detect Threats in Encrypted Traffic
Business Value of Cisco SD-WAN

38% 58% 94%

Lower five-year cost of Faster to implement policy/ Less unplanned

WAN operations configuration changes downtime

Full IDC report available on www.cisco.com/go/sdwan

© 2020 Cisco and/or its affiliates. All rights reserved.

$14.98M increased revenue per organization

Benefits of Cisco SD-WAN
Predictable app experience Right security, right place Enterprise grade, simplified

Support for evolving business Secure segmentation across entire Intent-based networking with
application strategy network stack multi-domain policy
Cloud OnRamp for IaaS, SaaS Full edge security stack from Proven deployments to over
and Colocation branch to cloud and colocations 10,000+ sites

One user interface for Security and SD-WAN across branch, cloud, and co-location
© 2020 Cisco and/or its affiliates. All rights reserved.
 Global Customers Across All Verticals
Finserv Healthcare/Pharma Manufacturing
FinServ Healthcare / Pharma Manufacturing

Retail Technology Other Industries

Retail Technology Other Industries

© 2020 Cisco and/or its affiliates. All rights reserved.

Why Consider a Cisco DNA Software
Subscription

© 2020 Cisco and/or its affiliates. All rights reserved.

Why subscription?

Simple, pre-defined Enable all Cisco Better-together Investment

offers DNA capabilities pricing protection

© 2020 Cisco and/or its affiliates. All rights reserved.

A software subscription world needs a new licensing
model

Provides software asset

management information so that Greatly reduces overhead associated
you can easily see what software with installing, moving, and
you have purchased and what maintaining node-locked license
you are using. files.

© 2020 Cisco and/or its affiliates. All rights reserved.

Applies licensing consistency across Simplifies the software lifecycle
Why Subscription Matters to Customers
Continuous access
Enhanced agility Optimized financial planning
to innovation
Make IT nimble again Sharpen your IT spend
Keep your network savvy

Latest features at your Renew and scale your network Linear, predictable
fingertips on-demand expenditures

Evergreen security protection Port your licenses at will CapEx to OpEx shift

Software refresh Cost-effective network

Shorter planning cycles
Independent of hardware troubleshooting

Software Support included in all subscriptions

© 2020 Cisco and/or its affiliates. All rights reserved.
Cisco DNA Software Subscriptions Available
Across Entire EN Portfolio
SD-WAN and Routing Switching Wireless
Cisco DNA Premier Cisco DNA Premier Cisco DNA Premier
Cisco Umbrella SIG Essentials, Cisco Threat Stealthwatch, ISE Base + ISE Plus, ISE Base + ISE Plus,
Grid, Cisco DNA Advantage Cisco DNA Advantage Cisco DNA Advantage

Cisco DNA Advantage Cisco DNA Advantage Cisco DNA Advantage

SD-Access, Assurance, Analytics, Security, Assurance and Analytics,
Cloud OnRamp for IaaS and SaaS,
IoT, Telemetry, Visibility, Advanced Automation,
vAnalytics, Cisco Advanced Malware
Cisco DNA Essentials Cisco DNA Spaces See, aWIPs,
Protection, Cisco DNA Essentials
Cisco DNA Essentials

Cisco DNA Essentials Cisco DNA Essentials Cisco DNA Essentials

Simplified management Centralized management, Base automation and Base automation and management,
and security protection monitoring Cisco Prime

Integrated Services Routers,

Cisco Catalyst® WLCs and
ASR 1000, vEdge, ENCS,
Cisco Catalyst® 8000
3000, 4000, 6000, 9000 Access Points

WAN
© 2020 Cisco and/or its affiliates. All rights reserved.
Access
Cisco DNA Software Subscriptions for
SD-WAN and Routing

© 2020 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 Cisco Term flexibility: Bandwidth choice

management platforms DNA Essentials to 3/5/7 years :
(Cisco DNA Center vs Advantage and 10M- 10G
vManage), physical vs. Premier tiers
virtual
seamlessly

© 2020 Cisco and/or its affiliates. All rights reserved.

Respond to Business Needs Faster

Benefits of Software Subscription for
SD-WAN and Routing

Latest innovations Licenses portable Management

through simple across our SD-WAN flexibility
subscription tiers portfolio

Cisco DNA Premier

Across ISR 1000 Cloud managed or
Cisco DNA Advantage and 4000, ASR 1000, ENCS on-prem managed
5000, vEdge routers
Cisco DNA Essentials Cisco Catalyst® 8000

© 2020 Cisco and/or its affiliates. All rights reserved.

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
© 2020 Cisco and/or its affiliates. All rights reserved.
Cisco DNA Software Subscriptions
SD-WAN and Routing
Preferred

Peerless security Cisco DNA Premier

Protect assets with policy and security

Drive innovation Cisco DNA Advantage

Simplify operations with Automation and Assurance

Cisco DNA Essentials

Win the business Meet competitors’ capability and price

© 2020 Cisco and/or its affiliates. All rights reserved.

SD-WAN and Routing
Common Use Cases

© 2020 Cisco and/or its affiliates. All rights reserved.

 Cisco DNA SD-WAN Licensing
Use Case Based Packaging

Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier

Simplified management and security protection Advanced SD-WAN with enhanced security for Advanced SD-WAN security will mitigate the most
for the cost-conscious customer feature-rich & valued branch deployment models sophisticated threats to your business

End to end direct Internet Visibility and control to defeat direct

Automated cloud security at scale
access security Internet/cloud access threats

Keep consistent controls and visibility

Improved application experience Optimized SaaS application experience
when users roam outside the WAN

Multi-domain Orchestration Deep inspection capabilities for

Simplify operations
across domains compliance

Basic voice optimization Enhanced voice optimization Granular Application Detection

Flexible Policy by
Common SD-WAN architectures Network analytics and visibility Identity SAML or AD

© 2020 Cisco and/or its affiliates. All rights reserved.

 Cisco DNA SD-WAN Licensing
Capability Based Packaging

Cisco DNA Essentials Cisco DNA Advantage Cisco DNA Premier

Simplified management & security protection for Advanced SD-WAN with enhanced security for Advanced SD-WAN security will mitigate the
the cost-conscious customer feature-rich & valued branch deployment models most sophisticated threats to your business

Enterprise firewall with Talos-

Cisco AMP with SSL proxy Cisco Umbrella SIG Essentials®
powered IPS and app controls Cisco
Basic URL filtering (Full URL Filtering | Granular App
Umbrella DNS Monitoring
Control | File-type Controls | AMP |
Threatgrid | L3 – L4 Cloud Firewall |
Application-based SLA Cloud OnRamp for IaaS, SaaS, and Colo
Roaming User Protection With
Basic WAN & path optimizations AppQoE & WAAS RTU
AnyConnect)
Single centralized management Integrated border plus orchestration NEW ‘Buy More’
console in the cloud or on-prem for campus, branch & DC DNA Premier SIG
Seats
Forward Error Correction (FEC)
Integrated voice/UC gateways
Packet duplication

Flexible topology & dynamic routing

vAnalytics
(hub/spoke, partial/full mesh)
Cisco DNA Advantage

Cisco DNA Essentials Cisco DNA Essentials

© 2020 Cisco and/or its affiliates. All rights reserved.
Offer Details
DNA Licensing for SD-WAN

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco DNA SD-WAN Licensing
Detail Cisco DNA Premier
Cisco DNA Advantage Security

Cisco Umbrella SIG Essentials

Cisco DNA Essentials Cloud/Analytics Transactional
•5 Mbps, 10 •250 Mbps, 100
• Cloud OnRamp for IaaS and SaaS •10/15 Mbps, 30 •500 Mbps, 125
Connectivity/Mgmt • Automated Service Stitching
•25 Mbps, 40 •1 Gbps, 150
• vAnalytics
•50 Mbps, 50 •2.5 Gbps, 285
• Cloud or On-Prem Management
•100 Mbps, 80 •5 Gbps, 400
• Flexible Topology
•10 Gbps, 500
• Hub and Spoke Security Enterprise Agreement
• Full Mesh/Partial Mesh
•Tier 0: Not Available in Premier
• App and SLA based policy • Segmentation (Unlimited VPNs)
•Tier1: 45 Licenses
• Dynamic Routing (BGP, OSPF) • Cisco AMP and SSL proxy
•Tier 2: 110 Licenses
• VNF Lifecycle Management • URL filtering
•Tier 3: 325 Licenses
• Cisco Umbrella app discovery
• Add’l licenses can be purchased separately.
Security
X-domain Innovations
• Enterprise Firewall with Talos-powered Cisco Threat Grid
IPS and application controls • Provides entitlement for 200 files per day
• Integrated Border for Campus (SD-Access)
• Cisco Umbrella DNS Monitoring (visibility only) per customer account
• Integration with ACI for Application SLA
• Files sent to TG cloud for sandboxing. On-

SD-WAN Services premises TG not available in Premier

Services
• Global entitlement across all customer sites
• Basic Path optimization with FEC and • Add’l licenses can be purchased separately
• Web Caching, DRE (incl. SSL proxy)
Packet Duplication • Voice Module and SRST Integration
• TCP Optimization
• Multicast Cisco DNA Advantage
© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Essentials Cisco DNA Essentials

 Bandwidth Metering
Cisco DNA Subscriptions

10Mbps Up 6Mbps Up 20Mbps Up

10Mbps Down 22Mbps Down 75Mbps Down

Upstream Downstream Aggregate Bandwidth Level

MPLS LTE
10 + 6 + 20 10 + 22 + 75 143 Mb/s
Internet

Aggregate Bandwidth Level Nominal Bandwidth License

143 Mb/s 2 (Product ID)
1 2 3
Upstream Downstream 100 Mb/s Bandwidth License (PID)
36 Mb/s 107 Mb/s 200 Mb/s Bandwidth Entitlement

Aligned with how service providers sell WAN bandwidth

With a Cisco DNA subscription, Bandwidth Entitlement on a device

© 2020 Cisco and/or its affiliates. All rights reserved.

can be utilized in any upstream/downstream ratio across all WAN circuits

Offer Details
Licensing for Routing

© 2020 Cisco and/or its affiliates. All rights reserved.

 Cisco DNA Routing (Non-SD-WAN) Licensing
Cisco ISR and ASR1
Lead with Network Advantage
• Perpetual licensing to Subscription Transition
Lead with Network Essentials • Covers All SEC + APP + UC capabilities
• Perpetual licensing to Subscription Transition
• Covers critical SEC and APP capabilities
Network Advantage Perpetual
(Inclusive of Essentials)
Network Essentials Perpetual

Overlay Technologies: MPLS, VPLS, LISP, VXLAN, LNS,

Routing Essentials: Routing Protocols, Vrf-lite, OTV, EVC, OAM
Multicast, NAT Security: MACSEC-256, ALG for ZBFW, VASI
Security: MACSEC-128, VPNs, ZBFW, PKI, ACLs, Cisco Innovation: SMU Patching, SGTs, ETA, ISSU,
IOS XE

Umbrella Connector, Snort IPS2 mDNS Bonjour, EPC

Application Experience: HQOS, PfR, PBR, AVC, NBAR, Unified Communication: SRST, Support for
IPSLA, FnF Voice Modules
Unified Communication: Cube Connector WAN Optimization: Cisco WAAS RTU*
Router Management: TACAS+, NETCONF, AAA, DNS,
DHCP *2500 ISR-WAAS and 6K vWAAS RTU

© 2020 Cisco and/or its affiliates. All rights reserved.

With DNA Essentials With DNA Advantage and DNA Premier
Purchase Options
Cisco DNA Enrollment in an Enterprise Agreement

© 2020 Cisco and/or its affiliates. All rights reserved.

 Slide has builds

Cisco Enterprise Agreement

Cross-portfolio Buying Program
Easy to Buy

Financial
predictability Easy
Moreto Buy
Buy More Save Unsurpassed value
per enrollment

Easy to Consume

True Forward Access new software On-demand

billing Easy to Consume
capabilities deployment

Easy to Manage

Cisco EA Co-termination of Simple license

Workspace EasySWtosubscriptions
Manage management

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco EA: Customer qualifications
New or existing customers looking for:

1 Standardization
Cross-architecture standardization
Predictability
Predictable budget and pricing 4
2 Full Coverage
100% organization coverage
Relationship
Strategic multi-year relationship 5
Maximum Value
3 Management
Centralized license management
Ready for Cisco DNA Journey,
best value for money 6
© 2020 Cisco and/or its affiliates. All rights reserved.
 Slide has builds
Cisco DNA & Enterprise Agreements
Enabling business outcomes

Cisco DNA for Enterprise Networks

System-wide visibility, AI/ML plus Streamlined service Built-in, policy-based

Scale via software
policy, and control automated IT deployment network security
operations

Cost Agility Growth Security

Complexity

On-demand access
Simple license Lower TCO/OPEX Security harmonized
eliminates procurement True Forward
management NTE Pricing across infrastructure
hurdles

Cisco
Cisco DNA
DNAEnterprise
EnterpriseAgreement
Agreement
© 2020 Cisco and/or its affiliates. All rights reserved.
 Cisco DNA Enrollment Value Proposition Slide has builds

Requirements: Min. $100K Net TCV… 3/5 Year Term… Enterprise-Wide Coverage

Buy More Save 5% Savings when you purchase 10% Savings when you purchase all
More
5%
Buy More Save More
any two suites
10
%
three suites

EN-Wide Ramp 1000+ Switch Ramp

Supporting Provides 1 year to reach enterprise-wide Provides 2 years to reach enterprise-wide
your DNA
Transition
Deployment Ramp
coverage, reflected by a one time
purchase adjustment
coverage, reflected by a one time
purchase adjustment
Note: Only 5 year EAs qualify. Excludes Wireless and SD-
Note: 3 & 5 year EA qualify
WAN and Routing

Partnering for
Implementation
Switching & Wireless
Partnering for Implementation
Earn 1 DNA-C appliance per deal
Earn $7,500 DNA-C onboarding
and implementation entitlement

SD-WAN Free ISR 1100-4G (Tier 1) and ISR 1100-6G (Tier 1/2) per license Or choose
Acceleration
SD-WAN and Routing
SD-WAN Acceleration
LTE option at promo price: $795 (USD) per device Requires minimum
© 2020 Cisco and/or its affiliates. All rights reserved. deal size $500K TCV or higher
To learn more about the FY20 Cisco DNA Enrollment for EA promotion – please click here.
 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
© 2020 Cisco and/or its affiliates. All rights reserved.

Aug 2020 ESG Analyst Review

The Cisco EA frees customers to focus on business
Transactional vs New DNA EA
Transactional Enterprise Agreement
Multiple agreements, all subscriptions start and expire
Terms at different times (no co-terming) Single Agreement, Co-Term

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)

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

DNA Readiness LAN Base customers pay to upgrade iOS to

iOS Upgrades are FREE
IP Base and IP Services

Purchase Requirements
© 2020 Cisco and/or its affiliates. All rights reserved. No minimum purchase $100K for one or across DNA portfolio
Quick Start Service Recommendations
Increasing DNA Adoption is an ELT-level point of discussion, and our
new recommendation is to engage CX for deployment of DNAC on large EAs

For EAs $100K - $350K TCV, engage partner Cisco DNA Automation Quick Start 

and use DNA Solution Starter ($7,500) Service At a Glance

For EAs $350K - $1M TCV, EAMP will soon

Cisco DNA Automation Implement 
automatically insert our CX Cisco DNA
Quick Start Service Description
Automation Implement Quick Start Service offers

For EAs $1M+ TCV, EAMP will insert our CX

Cisco DNA Automation Use Quick Start 
Cisco DNA Automation Use Quick Start
Service Description
Service offers

© 2020 Cisco and/or its affiliates. All rights reserved.

EA Management Portal : from Days to Minutes
EUIF /
Prospecting IBA Pricing DSA
EA Tool

48

Project 48

Simplification of quoting
Moving away from
complexity
ELT support

© 2020 Cisco and/or its affiliates. All rights reserved.

EAMP Call to Action

Request access to EA Management Platform

1 https://eaccw.cloudapps.cisco.com/app/#/

2 Engage your Dedicated SW Sales Specialist

3 Continue to Learn about Cisco EA Program

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco EA Resources and Support
Stay up-to-date with announcements through the EA Newsletter

Mailers Sites Sales Resources

General Cisco Enterprise Cisco EA SalesConnect Cisco EA SalesConnect
Agreement questions:
[email protected] Cisco Software Central homepage Cisco EA Ordering Guides
Smart Software Licensing Cisco EA Overview BDM Deck
*Webex Teams:
Ask Buying Programs  Request a Smart Account Cisco EA Playbook
Ask Cisco DNA Enrollment for EA Software Support SalesConnect Cisco EA At-a-glance
briefcase
Help Desk Operational questions: Geographic Availability
Americas, EMEAR, APAC
Cisco EA Internal Seller guidance

Enterprise Agreement Management Portal (EAMP)

EAMP Basic Training sessions calendar is here
Software Simple: EAMP training recording: ICX page
© 2020 Cisco and/or its affiliates. All rights reserved.
 Cisco Enterprise Agreement
Requirements:
•
For SD-WAN & Routing
Minimum TCV: $100K across all Cisco DNA
(Switching, Wireless, and Routing)
• Coverage: Enterprise-wide coverage for Cisco Enterprise Agreement Pricing
DNA Advantage. Cisco DNA Premier optional Bandwidth Cisco DNA Advantage Cisco DNA Premier
Asymmetrical
upgrade. Tier Description
Aggregate
3Y 5Y 3Y 5Y

• Usage: One subscription per device Tier 0 Up to 15 Mb/s 30 Mb/s $3,500 $5,850 - -

Up to 100
Benefits: Tier 1
Mb/s
200 Mb/s $5,750 $9,600 $11,500 $19,200

• Annual True Forward Tier 2 Up to 1 Gb/s 2 Gb/s $14,000 $23,400 $28,000 $46,800
• Fixed Pricing Tier 3 Up to 10 Gb/s 20 Gb/s $42,500 $71,000 $85,000 $142,000
• Co-Terming List pricing assumes upfront payment. For spread payments add 10%.

• Flexibility of bandwidth consumption within tier

Supported Platforms
Annual Billing: ISR 1K ISR1100 CSR 1Kv
• Available with 10% uplift
ASR 1K ISR 4K ENCS

vEdge Cisco Catalyst® 8000

© 2020 Cisco and/or its affiliates. All rights reserved.
Purchase Options
EA vs. Transactional

© 2020 Cisco and/or its affiliates. All rights reserved.

Transactional Pricing
SD-WAN and Routing Subscriptions

Trans ac tio nal Pric ing

Bandw idth Thro ug hput Cis c o DNA Es s e ntials Cis c o DNA Advantag e Cis c o DNA Pre mie r
No minal As ymme tric al
3Y 5Y 3Y 5Y 7Y 3Y 5Y
(PID ID) Ag g re g ate
10 Mb/ s 20 Mb/ s $1,500 $2,400 $3,500 $5,850 $8,200 $7,000 $11,700
15 Mb/ s 30 Mb/ s $1,800 $3,050 $4,200 $7,000 $9,800 $8,400 $14,000
25 Mb/ s 50 Mb/ s $2,400 $4,000 $5,750 $9,600 $13,400 $11,500 $19,200
50 Mb/ s 100 Mb/ s $3,000 $5,050 $7,200 $12,000 $16,800 $14,400 $32,000
100 Mb/ s 200 Mb/ s $5,050 $8,400 $12,000 $20,000 $28,000 $24,000 $40,000
250 Mb/ s 500 Mb/ s $5,850 $9,800 $14,000 $23,400 $32,600 $28,000 $46,800
500 Mb/ s 1000 Mb/ s $7,800 $13,000 $18,500 $31,000 $43,000 $37,000 $62,000
1 Gb/ s 2 Gb/ s $9,200 $15,300 $22,000 $36,700 $51,300 $44,000 $73,400
2.5 Gb/ s 5 Gb/ s - - $42,500 $71,000 $99,000 $85,000 $142,000
5 Gb/ s 10 Gb/ s - - $60,000 $100,000 $140,000 $120,000 $200,000
10 Gb/ s 20 Gb/ s - - $72,000 $120,000 $168,000 $144,000 $240,000
© 2020 Cisco and/or its affiliates. All rights reserved.
Pricing
EA vs. Transactional
EA Pric ing Trans ac tio nal Pric ing

Band wid th Cis co DNA Ad vantag e Cis co DNA Pre mie r Band wid th Cis co DNA Ad vanta g e Cis co DNA Pre mie r
Tie rs Le ve l
3Y 5Y 3Y 5Y 3Y 5Y 3Y 5Y
Tie r 0
$3,500 $5,850 - - 15M $4,200 $7,000 $8,400 $14,000
(Up to 15M)
25M $5,750 $9,600 $11,500 $19,200
Tie r 1
$5,750 $9,600 $11,500 $19,200 50M $7,200 $12,000 $14,400 $32,000
(Up to 100M)
100M $12,000 $20,000 $24,000 $40,000
250M $14,000 $23,400 $28,000 $46,800
Tie r 2
$14,000 $23,400 $28,000 $46,800 500M $18,500 $31,000 $37,000 $62,000
(Up to 1G)
1G $22,000 $36,700 $44,000 $73,400
2.5G $42,500 $71,000 $85,000 $142,000
Tie r 3
$42,500 $71,000 $85,000 $142,000 5G $60,000 $100,000 $120,000 $200,000
(Up to 10G)
10G $72,000 $120,000 $144,000 $240,000
List pricing assumes upfront payment. For spread payments add 10%.
© 2020 Cisco and/or its affiliates. All rights reserved.
Purchase Options –
Cisco Managed Service Licensing Agreement (MSLA)
Cisco DNA Enrollment through MSPs

© 2020 Cisco and/or its affiliates. All rights reserved.

 3 Options for Selling SD-WAN
Designed to suit all MSP business models Lea
d Mo
tion
Managed Service License Managed Service License Enterprise Agreement
Agreement (MSLA) Agreement (MSLA) (EA)
Uncommitted Committed (DNA Enrollment through MSP)

Licensee MSP MSP Customer

Volume
None None Enterprise-wide
Commitment
Term Monthly based on actual Min 3yr license & co-termed
3/5 years with ramp
Commitment consumption with MSP customer contract
Upfront, annual, quarterly or
Payment Monthly – pay after use Monthly – pay after use
monthly

Pricing Good Better Best

© 2020 Cisco and/or its affiliates. All rights reserved. Increasing commitment to Cisco
Cisco Managed Service Licensing Agreement (MSLA)

© 2020 Cisco and/or its affiliates. All rights reserved.

which includes the Software and its support. there are 2 offerings: MSLA SD-WAN Uncommitted, which is a month by month model ,or MSLA SD-

MSLA SD-WAN at a glance

WAN Committed, which is a monthly charge for an agreed upon term. MSLA’s provides your customers with the flexibility to purchase as part of
their SP service billing cycle and simplifies the POC process because customers can try out the technology with no risk.

• Requirements
• MSP Must sign MSLA agreement direct with Cisco or through authorized MSLA reseller.
• Direct Purchase: MSLA amendment to Systems Integrator Agreement (SIA), Infrastructure Agreement or other direct purchasing vehicle.
• Channel Purchase: Sign MSLA agreement with authorized MSLA partner or distributor reseller.

• Pricing/Discounts
• CMSP Simplified Pricing or non-standard (DSA) apply. Pricing negotiated once at contract signing and is fixed for that MSP for the 36-month term. If
special pricing is needed on a specific opportunity, another program, either an Enterprise Agreement (EA) or DNA subscription agreement, is required.

• License Portability
• MSLA SD-WAN Committed licenses are portable within the same customer, but they are not portable between customers

• Partner Programs
• CMSP Simplified Pricing may be leveraged. Because the MSP is the licensee/customer (no title transferred) partner programs like OIP, TIP and VIP are not
eligible.

• For more Information:

• MSLA on Sales Connect
• MSLA e-mail alias: [email protected]
• MSLA Team Space: https://eurl.io/#ryKsCvaLE

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Enrollment through MSPs
Allows a Managed Service Provider (MSP) to act as an authorized Agent to buy a Cisco DNA Enrollment on behalf of
Overview their customer and provide Cisco Enterprise Agreement benefits* within the MSP’s outsourced / managed service
agreement.

* Requires full Cisco EA terms, not the utility model terms used by MSLA

Enable the existing Cisco DNA Enrollment to be sold through an MSP with the following changes:
• MSP Agent for End Customer
• HW owned by MSP or End Customer
Objectives • End Customer owned EA SW
• Monthly, Quarterly & Annual billing options
• Limited to qualified MSPs only

• Customers can buy a Cisco Enterprise Agreement through their existing MSP
Result • Increases Cisco software sales through MSP channel
• Reduce Cisco field sales conflict

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Enrollment through MSPs
Resources and Support
Stay up-to-date with announcements through the EA Newsletter

Mailers Sites Sales Resources

General Cisco Enterprise Cisco DNA Enrollment Through MS
P
Cisco EA SalesConnect
Agreement questions:
[email protected] SalesConnect Cisco EA Ordering Guides
Cisco EA SalesConnect Cisco EA Overview BDM Deck
*Webex Teams:
Ask Buying Programs  Cisco EA Playbook
Ask Cisco DNA Enrollment through
Cisco EA At-a-glance
MSPs
Geographic Availability
Help Desk Operational questions:
Cisco EA Internal Seller guidance
Americas, EMEAR, APAC

© 2020 Cisco and/or its affiliates. All rights reserved.

Upgrades, Renewals,
Portability, and Investment
Protection

© 2020 Cisco and/or its affiliates. All rights reserved.

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 remaining 100% of remaining 100% of remaining

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

© 2020 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

© 2020 Cisco and/or its affiliates. All rights reserved.

 Residual Credit for Mid Term Upgrades
Tiers or Bandwidth
Case Elements:
Ext 1 2 AM sends email to mailer alias 7 8
ern AMER: [email protected]
EMEAR: [email protected]
al APJC: [email protected]
Customers/Partners can AM will review the with subject “EN Mid Term Upgrade AM approves the Deal. Customer gets upfront
request Credit on their request and raise a case by Credit”, providing details of credits as part of the
the deal: Deal goes through Non- approved Non-Standard deal
non-std deal by sending
Standard
contacting an email • Current Deal ID
(Credit is adjusted off of list price
approval process
the AM • Quantity and types of licenses similar to discount)
to upgrade
• Source SO#’s

Inte 3 4 5 6 9
rnal

CPS (“Customer and Partner CPS performs CPS calculates the Total credit CPS re-opens the deal CPS Terminates the old
Services”) is alerted of the case eligibility check amount for and adds the estimated subscription
and assigns an agent credit amount as
• Remaining Term of purchase adjustment on
existing license the Deal and
© 2020 Cisco and/or its affiliates. All rights reserved. re-submits it

Note: Upgrade allowed only to the same or longer term

Cisco DNA Subscriptions Renewal

All Cisco DNA subscriptions previously For quoting renewals in CCW-R, use these
purchased can be renewed using the PIDs and then select Cisco DNA
CCW-R tool subscriptions tiers and terms:

Renewals will have 1Y, 3Y, 5Y and 7Y options DNA-CAT-RENEW for all switching

Note, the 1Y option will not be visible in CCW, but DNA-AIR-RENEW for all wireless
will be at the time of renewal in CCW-R.
L-LIC-DNA-RENEW for all SD-WAN

© 2020 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Portability Policy
Building Flexibility in our Sales

Unlike portability of perpetual licenses where the promise is to provide licenses at no cost
when moving within same tier, portability of subscriptions almost always involves a cost

Our license portability policy allows “moving” from any subscription to any other while
making them whole for the remaining term of subscription (i.e., offset the value of
remaining subscription towards purchase of new subscription), as follows:

Enterprise Agreements: value shift i.e., unused portion of Transactional: cancel old subscription for credit and
old subscription will be offset for any new subscriptions purchase new subscription (respecting minimum term
consumed requirements)

© 2020 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 DNA
Foundation or Essentials with
Advanced 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 ISR 4350 100M
Essentials
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

© 2020 Cisco and/or its affiliates. All rights reserved.

Get Cisco DNA and software support for the price of SWSS
Technical Support Model

© 2020 Cisco and/or its affiliates. All rights reserved.

SD-WAN and Routing technical support model
TS Product Level Support

Cisco DNA Premier

Embedded Support
With Subscription Cisco DNA AdvantagePrime
TAC, knowledge base access,
software downloads AP License
Cisco DNA Essentials
Cisco DNA Essentials /
Advantage

Optional Support
SmartNet Total Care, Hardware
Solution Support, or (ISR, ASR, vEdge routers)
Partner Support Service

© 2020 Cisco and/or its affiliates. All rights reserved.

Ordering Experience
Single Hardware SKU for Cisco DNA simplifies Distributor stocking
Distributor
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)

© 2020 Cisco and/or its affiliates. All rights reserved.

Smart Licensing &
Smart Accounts

© 2020 Cisco and/or its affiliates. All rights reserved.

Recreating Cisco licensing for a software world
Smart Software Licensing is not just a new licensing tool. It transforms how
you think about Cisco and the Software Lifecycle Management.

Limited view Complete view

Customers do not know what they own. Software, services, devices in one easy to use portal.

PAK registration Easy registration

Manually register each device. Unlock with license key. No PAKs. Easy activation. Device is ready to use.

Device specific Company specific

Licenses specific to only one device. Flexible licensing, use across devices.

Node-locked Pooled
You can’t use more than what you paid for. Add users and licenses as needed.

© 2020 Cisco and/or its affiliates. All rights reserved.

 What is Cisco Smart Licensing?
Ownership Smart Usage
Commerce (CCW)
Account Cisco Product
Hello, I am Device-East5,
I belong to [big-u.edu] and
I am using 1x License

I have purchased 5 additional Hello, Device-East5 from [big-

‘advanced’ licenses for [big- u.edu], you are ‘In-
u.edu] Compliance’
BigU.edu
I own: 10
I am using: 10

• Cisco Smart Licensing is a new way of thinking about licensing at Cisco that is being applied to all products
• Instead of DRM or Node-Locked Licensing—it’s a Software Inventory Management System that provides customers, Cisco, and
selected partners with information about software ownership and software utilization
© 2020 Cisco and/or its affiliates. All rights reserved.
What is pooling?
The move from node-locked licenses to pooled licenses
Pooling
Full visibility to all assets across the company
Traditional node-lock
Central repository for all licenses
License associated with specific device
Licenses are company account specific and can be
No easy means to move licenses from used with any compatible device in your company
one device to another
Smart Account (pool)
London Brisbane Tokyo Associate licenses with virtual accounts
Device 1 Device 2 Device 3
Advanced security licenses
London Brisbane Tokyo
Device 1 Device 2 Device 3

Use any compatible licenses from pool with devices

© 2020 Cisco and/or its affiliates. All rights reserved.
 Managing Smart Licenses

Software license
Manage downloads and tools
upgrade products

Ordering and EULA Smart Account

tools management

© 2020 Cisco and/or its affiliates. All rights reserved.

Transfer licenses between virtual accounts

© 2020 Cisco and/or its affiliates. All rights reserved.

Smart Accounts Overview
What is a Smart Account?
• A central location where users can view, store, and manage licenses across the entire organization
• Leveraged by multiple portals to enable experience

Customer Smart Account Partner Holding Account

• Account where software licenses are deposited • Account where smart-enabled order/line can be held
and managed temporarily by partners and resellers to facilitate
• Managed by a customer directly or their designated VAR entitlement delivery to end customer
or other authorized party • Licenses can’t be used while the order/line is in holding
accounts

© 2020 Cisco and/or its affiliates. All rights reserved.

Smart Account value
Customers Partners
Can directly see Cisco SW assets and Can be added as users to a customer
what’s in use Smart Account to view available
software or assist with compliance or
purchasing advice

Field AMs and SEs Support

Field teams have access to customer Cisco support teams have software
Smart Accounts for support, assets in one place to assist
opportunities, and renewals customers with questions, concerns,
or issues

Customer Network OPS

Network operations teams can
automatically deploy, configure, and
manage network devices

© 2020 Cisco and/or its affiliates. All rights reserved.

Smart Accounts Enable Easy Access & Control

Central, transparent Low-touch User access control Proactive coverage with

& secure keyless license Licenses belong to a single automated notifications of
Real-time visibility Customer defined controls account, not individual additions & expirations

Easy & secure delivery users Full visibility & insights

Flexible license allocation to inform purchasing &
through pooling renewal decisions

© 2020 Cisco and/or its affiliates. All rights reserved.

Foundational to Smart License and Enterprise Workspace
What a Smart Account is and what it isn’t
What a Smart Account is What a Smart Account isn’t
• A cisco.com service to organize your • Only for Cisco ONE
assets in a central location • Only for Smart Licensing
• Leveraged by multiple portals to enable • Only for Enterprise License agreements
your experience

What can use a Smart Account today

• All new orders in CCW may elect to be directly delivered to a specified Smart Account
• Smart Accounts can be leveraged to centralize RMAs, license transfers, and ELAs for a customer
• Customers using Smart Licensing use their Smart Account for new orders
• Adding licenses to a Smart Account can prepare for a customers eventual migration to Smart Licensing

© 2020 Cisco and/or its affiliates. All rights reserved.

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 Licenses, and Account where partners / distributors can temporarily deposit orders
licenses generated from EAs are stored and managed by a customer, until the end customer Smart Account is identified. Also provide
©channel
2020 Cisco partner, or authorized
and/or its affiliates. party.
All rights reserved.
company-wide access to orders associated with the Partner Holding
Account.
Cisco Smart Accounts—Sign up today

Why Smart Accounts? Why Smart Licenses? Why now ?

• Create one account Automatically registers • Many data center software
• Manage all software* • Independent of hardware offers are Smart Account and
Smart Licensing enabled
• View unused licenses • Traditional PAKs can be
converted*
• Plans to ramp enablement of
• Customize visibility more offers

© 2020 Cisco and/or its affiliates. All rights reserved.

Call to action
Sell today, lead with SD-WAN and Routing and
Cisco DNA Subscriptions
Learn more about Cisco DNA offers for SD-
WAN and Routing: www.cisco.com/go/dnawan
Additional Resources:
www.cisco.com/go/sdwan
Contact your channel partner or Cisco sales
team for more information

© 2020 Cisco and/or its affiliates. All rights reserved.