Cisco Dna Software For Wireless BDM

Cisco DNA Subscription Software
—Wireless
Monisha Rajasekaran
Enterprise Networking Changelog
FY22
Agenda
Positioning, Cisco ONE migration, and
1 Reinventing access 5 ongoing innovation
2 What’s new 6 Wireless EA perspective
Introducing software subscription -

3 Wireless
7 Technical support model
4 Pricing TCO comparison 8 Smart Accounts
C97-742513-00 © 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
Reinventing access
unplugged and uninterrupted
Cellular Wi-Fi
Wireless has changed the way we work

Wi-Fi 6: Enabling new mobile experiences today
Greater IoT
coverage
Reduced Deterministic capacity
(OFDMA)
Higher
latency density
Uplink resource Efficient spectral
Increased scheduling (OFDMA) reuse (OFDMA, More power
data rates BSS coloring)
efficient
Higher modulation Flexible low-power scheduling
(up to 1024 QAM) (Target Wake Time)
Faster speeds | Optimized capacity | IoT ready

A holistic access networking framework is needed
End-to-end portfolio, built from the
ground up for intent-based
networking
Access Access Agg/core Wireless Identity Automation
points switches switches controller and policy and analytics
Unified operations and pervasive

segmentation
Cisco Digital Network Architecture
Cisco DNA
Cisco DNA Center
software capabilities
Cloud service management

Cisco DNA Spaces
Automation Analytics
SD-Access/Automation
Virtualization
and Assurance
Cisco® Catalyst®
Cisco DNA-ready physical and 9800 Series
virtual infrastructure
and AireOS controllers

Cisco Catalyst 9100 and
Security
Wave 2 access points
Internal
Introducing Cisco’s next-generation wireless stack
Cisco DNA Center Cisco DNA Spaces

Translate business intent into network policy and capture Digitize people, spaces, and things
actionable insights
ENCS
Cisco Catalyst
9800-L
Cisco® Catalyst® 9800 Series Cisco Catalyst 9100
Wireless Controllers Access Points
Resilient Secure Intelligent
With innovations in performance, security, and analytics

Software-Defined Access
Identity-based policy Workflow-based Insights

and segmentation automation and telemetry
Decoupling security policy Workflows for network design, Analytics and insights into
definition from VLAN and provisioning, and operations user and application behavior
IP address enables rapid across wired and wireless enable proactive issue
policy updates provide consistency at scale identification
and resolution
Industry’s first policy-based automation from access to the cloud

Applied intelligence with Cisco DNA Assurance
Converting data to business and IT insights
Visibility
Learn from the network
and clients attached to it
Troubleshooting Insights
Find the root cause faster with Cisco DNA See problems before your
granular details Assurance and end users do
Analytics
Automation Predictive performance

Recognize changes and inform the Understand how new services will
self-driving network impact network usage
Industry’s first self-predicting network analytics platform

Cisco DNA Center
Command and control center for intent-based networking
Cisco DNA Center

Automate provisioning, device
Automation updates, and device lifecycle
management.
Improve network performance and

Analytics &
spend less time troubleshooting with
Assurance
Cisco DNA Center Appliance AI and Machine Learning.
AI/ML
Physical and virtual infrastructure Create user and group policies and
Security & increase security threat protection.
Policy
Cisco and third party
Unlock the physical space blind spot
how people and things behave

See on-site
on insights through
Act digitization toolkits
platform capabilities to drive

Extend business outcomes
Cisco® wireless delivers

connectivity + business insights
Digitizing physical spaces: People and things

Complete Cisco Catalyst wireless solution —
Powered by software
Translate intent with

Cisco DNA Center
Cisco IOS® XE
Complete
based controller:
Cisco Catalyst 9100 with solution
Cisco DNA licenses
Cisco® Catalyst® Cisco
9800 Series DNA Center
• Intent-based wireless network experience with Cisco Catalyst 9800 Series controllers, 9100 APs, and Cisco DNA Center
• Seamless portability of Cisco DNA licenses across 9800-40, 9800-80, 9800-L, Cisco Catalyst embedded controllers
• Easy management of licenses through Smart Accounts
• 9800 Series wireless LAN controller supports Wave 1 and Wave 2 access points
• 9100 access points can also be supported by 8540, 5520, and 3504
Cisco DNA Software Subscriptions Available
Across Entire EN Portfolio
SD-WAN and Routing Switching Wireless
Cisco DNA Premier Cisco DNA Expansion Pack (add on) Cisco DNA Expansion Pack (add on)
Cisco Umbrella SIG Essentials, Cisco Threat Grid, Cisco Secure Network Analytics (Stealthwatch), ISE 3.0, Cisco Secure Network Analytics (Stealthwatch), ISE 3.0,
Cisco DNA Advantage DNA Spaces, ThousandEyes, Services, Appliances DNA Spaces, ThousandEyes, Services, Appliances
Learn more Learn more
Cisco DNA Advantage Cisco DNA\\ Advantage Cisco DNA\\Advantage

Cloud OnRamp for IaaS and SaaS, vAnalytics, IoT, SD-Access, Assurance, Analytics, Security, IoT, Assurance and Analytics, Advanced Automation,
Cisco Advanced Malware Protection, Cisco DNA Telemetry, Cisco ThousandEyes Network and Cisco DNA Spaces See + Extend, aWIPs,
Essentials Application Synthetics, 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® Wireless LAN Controllers and
ASR 1000, IR1101, vEdge, ENCS,
3000, 4000, 6000, 9000 Access Points
Cisco Catalyst® 8000
WAN
© 2020 Cisco and/or its affiliates. All rights reserved.
Access
Cisco software
subscription for wireless
Internal
The importance of software subscription
Would you prefer a subscription

Why do they want subscriptions?
over a perpetual license?
Flexibility to adjust capacity 60
2013 2015 2017 Smaller up-front investment 50
63% 72% 82% Reduction in total cost 45
Flexibility to discontinue subscription 40
14% growth in subscription preference Alignment of costs with value capture 35
Transparency and simplicity in pricing 15

Source:
Preference for operating over capital
10
expenditure
0 10 20 30 40 50 60 70
Introducing: Wireless subscription offer
Simple, Enable all Better-together pricing Investment

predefined Cisco DNA capabilities protection
offers
Why subscription matters to customers
Continuous access
Enhanced agility Optimized financial planning
to innovation
Make IT nimble again Sharpen your IT spending
Keep your network savvy
Have the latest features at your Renew and scale your network Benefit from linear, predictable
fingertips on demand expenditures
Enjoy evergreen security

Port your licenses at will Shift from CapEx to OpEx
protection
Refresh software independently Cost-effectively troubleshoot

Shorter planning cycles
of hardware the network
Why subscription matters to partners
Grow your business profitability Strategic relevance
Predictable and higher revenue streams Through customer lifecycle management
Higher customer lifetime value and

Align with mega-trends of cloud and SaaS
revenue per deal
Continuous value delivery = Continuous Land deals faster and gain an easier
revenue opportunity entry point
Free up time to expand and drive adoption Tap into the move to OpEx and line-of-business
through services buying centers
New SaaS Value Incentive Program (VIP) and

lifecycle incentives
Cisco Wireless DNA Subscription
Cisco DNA Advantage Cisco DNA Expansion Pack
Cisco DNA Essentials Single SKU 3/5/7 Year Subscriptions
An add-on to DNA Advantage or DNA
Essentials
Single SKU 3/5/7 Year Subscriptions Adaptive wireless IPS (aWIPS)

• ISE 3.x licenses
Cisco Prime Infrastructure • Cisco Secure Networking Analytics
Cisco Prime Infrastructure (Stealthwatch)
Cisco DNA Spaces See
• DNA Spaces
Basic automation and assurance
Cisco DNA Spaces Extend • ThousandEyes
+Network Essentials (Perpetual) • Appliances
Cisco DNA Assurance
• Services
If you choose not to renew the
subscription, the box will continue to
Cisco DNA Essentials
function with the perpetual Click here for more details.
license features
+Network Advantage (Perpetual)
(Network Essentials/Advantage).
Base automation and assurance Advanced Automation, assurance,

and location analytics
APs: Cisco® Catalyst® 9100, Wave 2 APs, Wave 1 APs Subscriptions Include perpetual AP license
Controllers: Cisco Catalyst 9800-80, 9800-40, and 9800-L, Cisco Catalyst
embedded controllers, and AireOS controllers (3504, 5520, and 8540)
Software Support Service (SWSS) included in all subscriptions

See Feature Matrix for details

Cisco DNA Advantage Offer Details
Advantage
Advanced Automation Assurance and Analytics Cisco DNA Advantage
• SD-Access • Guided remediation
3,5,7 Year Terms • Location Plug and Play • Apple iOS Insights
• Automated ISE integration • Proactive issue detection Single SKU 3/5/7 Year Subscriptions
for guest • Aironet® Active Sensor tests
Cisco DNA • Third-party API integration • Intelligent capture
• Client location heatmaps
Advantage Enhanced security and IoT
• Encrypted Traffic Analytics
• Spectrum analyzer aWIPS
• Application performance (packet loss, latency, and jitter)
• aWIPS*
(Inclusive of Cisco • App 360, AP 360, Client 360, and WLC 360
Cisco Prime Infrastructure
Policy-based workflows • Custom reports*
DNA Essentials) • EasyQoS configuration • Cisco AI Network Analytics, AI Endpoint Analytics, Group-based
• EasyQoS monitoring Policy Analytics AP license
• Policy-based automation
Wi-Fi 6 features
Element management • Layer 1 fingerprinting*
• Patch lifecycle management • Docker container support* Cisco DNA Spaces See
• aWIPS
Cisco DNA Spaces Extend
High availability and resiliency Flexible Network Segmentation
Perpetual • ISSU VXLAN
• Rolling AP upgrades
Cisco DNA Advantage
Network •
•
Patching (CLI)
AP service pack/AP device pack Cisco DNA Essentials
Advantage • Hot Patching
• SMU
(Inclusive of
Network Essentials)
Network Advantage
*Future
Entitled by Cisco DNA Advantage
Cisco DNA Advantage is capable of enabling all Cisco DNA use cases
Cisco DNA Essentials Offer Details
Essentials
3,5,7 Year Terms Basic automation Basic assurance
• PnP application • Health dashboard (Network, Client Single SKU 3/5/7 Year Subscriptions
• Network site design and device and Application)
Cisco DNA provisioning • AP floor map and coverage map
• Predefined reports
Element management
Essentials • Software image management Basic security
Cisco Prime Infrastructure
• Discovery, network topology Basic WIPS*
• Application Visibility and Control
Telemetry AP license
(AVC)
Flexible NetFlow
Essential wireless capabilities DevOps integration

• 802.1X authentication, guest access, device • PnP agent
Perpetual onboarding, infra and client IPv6, ACLs, QoS, • NETCONF, RESTCONF*, gNMI*
Videostream, smart defaults, RRM, spectrum • YANG data models
Network intelligence, Cisco TrustSec® SXP, AP and client
SSO, dynamic QoS, analytics, ADP, OpenDNS,
• Guest Shell (on-box Python)*
IoT optimized
Essentials mDNS, IPsec, rogue management and detection,
mobility
Identity PSK, enhanced device profilers
Telemetry and visibility Network Advantage
High Availability
• AP and Client SSO
• Model-driven telemetry Entitled by Cisco DNA Advantage
- NETCONF dial-in, gRPC dial-out*
Optimized RF Federal certifications*
• Flexible Radio Assignment (FRA),
FIPS, CC, UCAPL, USGV6
ClientLink, Cisco CleanAir® Advanced
• NG-HDX, predictive/proactive RRM
*Future
Basic Automation and Monitoring

Cisco Catalyst Wireless License Packaging—
Advantage vs. Essentials
Advantage Essentials
Advanced automation Assurance and analytics Essentials
Basic automation Basic assurance
3,5,7 Year Terms • SD-Access • Guided remediation PnP application Health dashboard (Network,
• Location Plug and Play • Apple iOS Insights
3,5,7 Year Terms • •
• Network site design and Client, and Application)
• Automated ISE integration • Proactive issue detection device provisioning • AP form map and
for guest • Aironet® Active Sensor tests
Cisco DNA • Third-party API integration • Intelligent capture Cisco DNA Element management
• Software image management
coverage map
• Predefined reports
• Client location heatmaps
Advantage Enhanced security and IoT
• Encrypted Traffic Analytics
• Spectrum analyzer Essentials •
•
Discovery, network topology
AVC
Basic security
• Basic WIPS*
• Application performance
• aWIPS*
(Inclusive of Cisco (packet loss, latency, and jitter) Telemetry
Policy-based workflows • App 360, AP 360, Client 360, and • Flexible NetFlow
DNA Essentials) • EasyQoS configuration WLC 360
• EasyQoS monitoring • Custom reports*
• Policy-based automation • Cisco AI Network Analytics, AI Endpoint Essential wireless High Availability
Analytics, Group-based Policy Analytics Perpetual capabilities • AP and Client SSO
Element management • 802.1X authentication, guest
• Patch lifecycle management Wi-Fi 6 features
access, device onboarding, DevOps integration
• Layer 1 fingerprinting*
DNA Spaces See + Extend •
•
Docker container support*
aWIPS
Network infra and client IPv6, ACLs,
QoS, Videostream, smart
•
•
PnP agent
NETCONF, RESTCONF*,
Essentials defaults, RRM, spectrum
intelligence, Cisc TrustSec®
gNMI*,
• YANG data models
SXP, AP and client SSO, • Guest Shell (on-box Python)*
High availability Flexible network dynamic QoS, analytics, ADP,
Perpetual and resiliency segmentation OpenDNS, mDNS, IPsec, rogue IoT optimized
• VXLAN management and detection, • Identity PSK, enhanced
• ISSU
Network • Rolling AP upgrades
mobility device profilers
Telemetry and visibility
• Patching (CLI) Optimized RF
Advantage • AP service pack/AP • FRA, ClientLink, Cisco • Model-driven telemetry
- NETCONF dial-in,
device pack CleanAir® Advanced
gRPC dial-out*
(Inclusive of • Hot Patching • NG-HDX, predictive/proactive
• SMU RRM Federal certifications*
Network Essentials)
C97-742513-00 © 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential • FIPS, CC, UCAPL, USGV6
• After expiration, the Cisco Catalyst 9800 Series will continue to function in Network Essentials or Advantage mode. *Future
• Cisco DNA license is mandatory for every AP joining the controller.
Cisco DNA Subscriptions Term Length
Standard duration for DNA subscription term length is 3, 5, or 7 years.

However, customers can order for a period of any monthly increments between
3 and 7 years. Please note that non-standard terms are not available to
distributors or for partners buying through distributors due to a disti tool
limitation.
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
(ETA end of Q2 FY20)
What you need to order and activate
Order Activate
Cisco DNA 1 • Order WLC – 9800
ISE • Order Wi-Fi 6 APs
Center CCW
Management portal console • Attach Cisco DNA software per AP
console
• Enter customer Smart
Account information
Cisco DNA Center 2

Appliance ISE appliance* • Register WLC
appliance* CSSM • Attach APs and Cisco
Pick tier: Cisco DNA DNA license to WLC
1 Essentials or
Advantage
Cisco DNA software
Cisco DNA Essentials,
Advantage, Premier Pick term: 3, 5, or 3
2 7 years
Cisco DNA
Wireless access points Center • Design, provision, policy, assurance
Wi-Fi 6 AP Wi-Fi 6 AP Wi-Fi 6 AP Wi-Fi 6 AP
Attach software:
3 One per AP
Wireless controller
9800 • ISE Appliance can be a physical or virtual appliance.
• *Free appliance promo available.
• 9800 supports Wave 1 and Wave 2 access points.
• 9100 access points can also be supported by 8540, 5520, or 3504.
Timeline of Cisco DNA Innovations for Access
Cisco DNA Software Features Added to the Subscription Tiers at no Additional Cost to Customers
Streaming telemetry Prime to DNAC migration tool Netflow.automation for Stealthwatch ETA Active Sensor
Path trace support Enhancements
SD-Access extension for IOT
Network time travel Access Control Application (ACA) Samsung client
IPv6 endpoint support
analytics
Guided remediation ROMMon support for SWIM AI-driven anomaly detection
WiFi 6 Dashboard
iOS Wifi client analytics AI-drive proactive insights
Cisco DNA Spaces
AI-driven comparative benchmarking
. AI driven machine reasoning
2018 2019 2020
Device replacement (RMA) Meraki Wireless Provisioning Read blog

. Cisco AI Network Analytics
Firewall integration for automation ENVF 3rd party service
AI-driven baselining (on-prem) orchestration Key
PMP bulk update (Day 0)
Application policy support for SD-Access Executive summary report
Extended application visibility to Assurance
Intelligent capture switch and wireless controllers Custom network health scores Automation
Media application monitoring Multiple ISE (AAA) support Stackwise Virtual support
Zero Trust (Security)
URL monitoring Wireless rogue management
Fog director
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
For latest list of features: Switching Feature Matrix | Wireless Feature Matrix
DNA Upgrades and Migration Offers
Global
Cisco DNA Tier Upgrades
By Agreement Type
Cisco DNA Essentials Cisco DNA Advantage
Enterprise
Transactional
Agreement
Customer 50% of remaining 100 % of remaining
Entitlement term term
Co-terming across
Term Same or Longer
Cisco DNA domain
Investment protection for Cisco ONE customers
Access to ongoing innovation
FY18 FY19 onwards
Perpetual SW + SWSS Hybrid SW + Cisco DNA
Cisco DNA
Cisco ONE Advantage
Cisco ONE Cisco ONE
SWSS (Cisco ONE SWSS
Advanced required Advanced benefits included)
Net new purchase Includes Cisco
DNA Essentials
or SWSS renewal
Cisco DNA
Cisco ONE
Cisco ONE Cisco ONE Essentials
SWSS (Cisco ONE
Foundation required Foundation SWSS benefits
Perpetual Subscription included)
(Software Support included)
SWSS subscription
Cisco DNA subscription will include Cisco DNA Advantage Customer retains
Cisco ONE SWSS benefits software is SD-Access capable perpetual software
Customers will receive both Cisco DNA and SWSS in a single subscription, at the SWSS price. This embedded support in
Cisco DNA software will cover all C1 perpetual components. Smartnet is required for hardware support.
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential
Cisco ONE Transition to Cisco DNA Software
I am…
You will receive entitlement to Cisco If your customer has fully
An active Cisco ONE DNA or at your upcoming SWSS transitioned to the Cisco DNA
renewal at no additional cost as a one-
customer with a SWSS time promotion.
model and no longer has Cisco
ONE on their devices, they can
renewal coming up. renew Cisco DNA at this time
instead of purchasing the hybrid
DNAC1 solution.
I am… Cisco ONE SWSS is no longer
orderable. Purchase the DNAC1
license, which includes all the
Buying Cisco ONE on benefits of SWSS support, as well as
enabling access to the Cisco DNA
my new device.* capabilities on our older platforms.
*Cisco ONE is available only on legacy

I am… platforms (no Cisco Catalyst 9000 devices
Cisco ONE SWSS is no longer are included)
renewable, so you will need to
Renewing my DNAC1 renew the DNAC1** subscription **DNAC1 is a hybrid solution that
provides all the previous benefits of SWSS
license (second-time at the current listed price.
for the Cisco ONE perpetual license, as
renewals) well as access to a Cisco DNA entitlement.
Cisco DNA Flexibility for Wi-Fi 6
Cisco DNA Flexibility for Wi-Fi 6 AP’s Cisco DNA Flexibility FAQ
• Wi-Fi 6 Migration program for customers

with AireOS 3504, 5520, 8540 and valid
AP/C1/DNA Licenses
• Move to Wi-Fi 6 now and add Catalyst 9800/Cisco
DNA when ready
• Valid Cisco DNA Subscription required

when connecting any AP to Catalyst 9800,
Cisco DNA Center and Cisco DNA Spaces
*Available until 2HFY22

Modernize Wireless Migration Options
I Have I Want Upgrade SW Release? I Need to Buy
9100 9100 AP’s (Wi-Fi 6)

Gen2 AireOS Existing Perpetual 802.11n or 802.11ac W1 9100
AP’s Upgrade to 8.10 to Use existing Perpetual License or Cisco DNA
Controllers License / Valid DNA AP’s AP’s
(Wi-Fi 6) support the 9100 AP Subscription
(WLC 3504,5520, Subscription (Wi-Fi 6)
Upgrade *Consider moving to the 9800
8540)
Catalyst 9800 Controllers &
Gen1 AireOS Perpetual Licenses 802.11n, Upgrade to 8.5.164 SW
C9800 Cisco DNA Subscription
Controllers 802.11ac W1/W2, or Release for Seamless
WLC *Consider adding Wi-Fi 6 AP’s if on older
Catalyst (WLC 2504, 5508, Wi-Fi 6 AP’s Mobility
AP’s
9800 8510)
Upgrade Upgrade to 8.5.164 SW
Gen1 AireOS Valid Cisco DNA 802.11n, C9800 Catalyst 9800 Controllers Only
Release for Seamless
Controllers Subscription 802.11ac W1/W2, or WLC Reuse Cisco DNA Subscription
Mobility
(WLC 2504, 5508, Wi-Fi 6 AP’s
8510)
Cisco DNA Licenses are required to connect any AP to the 9800, Cisco DNA Center, and Cisco DNA Spaces.
Cisco Catalyst 9800 Series Wireless Controllers
Right-sized wireless infrastructure
Cost Effective
Mid-Market Solution
No need for subscription licensing
To manage network via Dashboard & Mobile App
ENCS
aws
Cisco Catalyst Cisco Catalyst 9800-
Google Cloud
9800-L CL*
250 APs, 5000 clients,
1000 APs, 10,000 clients
5 Gbps
Cisco® Catalyst® Embedded
Wireless Controller on Access Points
100 APs, 2000 clients with Performance
license
500 APs, 10K clients,
Up to 100 APs Up to 500 APs Up to 1000 APs
Small/Mid-sized deployment Medium-sized campus deployment

*Cisco Catalyst 9800 for public cloud: Cisco FlexConnect® only.

Embedded Wireless Controller on AP Deployment
Flexible Deployment & Licensing Options with common AP Hardware
Dashboard or mobile app Cisco DNA Center Catalyst 9800
Mobile app for Use app to

iOS and Android deploy, monitor,
devices and manage
Policy Automation Analytics

Feature rich, yet Wizard-driven
simple provisioning flows
EWC on AP using Dashboard EWC on AP using DNA Center Migrate EWC on AP to Catalyst 9800
• No subscription/DNA license required • DNA License required for each AP • DNA License required for every AP which
connecting to DNA Center connects to Catalyst 9800
• Network Essential wireless features included
without subscription • Multi-site management with automation and • Easy migration to Catalyst 9800 based
assurance controller deployments
C97-742513-00 © 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential Catalyst 9100 Access Points
FREE DNA Center Appliance
When ordering $100K+ (Net Price in USD)
Cisco DNA Center
EA or A-la-Carte
Essentials or Advantage *
DNA subscription
Additional promotions: cs.co/enpromotions
* Excludes SD-WAN Cloud-based DNA Subscriptions

© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Globally available and valid until end of 2H of FY2021
Questions? [email protected]
Positioning
and ongoing innovation
The sales journey – align to customer priorities
Upgrade infrastructure Maximize footprints of

• Network scaling ISE and NaaS
• Architecture standardization
• Policy-based security and segmentation
• Integrated wired and wireless experience
• Compliance
• Increased security and compliance
• Enhanced threat defense
Cisco DNA
Center
Demonstrate Assurance Activate Cisco DNA Center
• End-to-end visibility • Large-scale deployment (branch and campus)
• Rapid problem response • Ease of configuration, software upgrades,
• Proactive assurance change management
• Programmability/DevOps
Qualify Discover Select lead sales motion Set the agenda Adopt
and pilot
DNA Flexibility for Wi-Fi 6
Brownfield Migration Scenarios

Leverage
1HFY21
I Have I Want I Need to Buy Offers!
WLC 3504,5520, 8540

Wi-Fi 6 AP HW
+
Wi-Fi 6 Upgrade Existing Perpetual License /
Wi-Fi 6 AP’s Use existing Perpetual License or DNA
Subscription
Valid DNA Subscription
AireOS WLC +
Catalyst 9800 Controllers &
Perpetual Licenses + C9800 WLC
DNA Subscription
W1, W2, Wi-Fi 6 AP’s
Catalyst 9800
Upgrade AireOS WLC +
Catalyst 9800 Controllers Only
Valid DNA Subscription + C9800 WLC
Reuse DNA Subscription
W1, W2, Wi-Fi 6 AP’s
Cisco DNA Licenses required to connect AP to 9800, DNA Center and DNA Spaces
New purchase scenarios
Scenario First-time purchase At next renewal Example SKU
New purchase of wireless APs with Cisco New AP hardware + 3-year Cisco DNA Renew Cisco DNA subscription AIR-AP4800-A-K9 -> AIR-DNA-A-3Y
DNA, but without Cisco ONE™ perpetual subscription (1- to 5-year term options)
Note: 1-year SKUs available for Cisco DNA
Essentials, Advantage, and Premier
New purchase of Wireless Controllers Cisco DNA is not an option for WLCs. N/A N/A
(WLCs) with Cisco DNA Purchase Cisco DNA with APs instead
New purchase of wireless APs with Cisco Cisco ONE perpetual is not an option for N/A N/A
ONE perpetual wireless APs
New purchase of WLCs with Cisco ONE New WLC hardware + Cisco ONE At Cisco DNA/Cisco ONE subscription C1-AIR-CT8540-K9 -> AIR-DNAC1E-
perpetual perpetual software + Cisco DNA/Cisco renewal, customer must purchase the 3Y
ONE hybrid SKU Cisco DNA/Cisco ONE subscription
(3-year minimum)
Brownfield: New purchase of Cisco ONE Cisco ONE perpetual software + Cisco At Cisco DNA/Cisco ONE subscription C1-AIR-K9 -> AIR-DNAC1E-3Y
perpetual for existing hardware DNA/Cisco ONE hybrid SKU renewal, customer must purchase the
Cisco DNA/Cisco ONE subscription (3-
year minimum)
Cisco Enterprise Agreement
One Experience
All architectures under a single, co-termed agreement
with simplified legal terms and one management tool
Easier expansion
Add additional products to your existing contract without
enterprise-wide commitment
Networking Collaboration
Infrastructure
Lower barrier to entry

Cisco Get all the benefits of the Cisco Enterprise Agreement for as
Enterprise little as $100K total contract value
Agreement
Applications Security
Infrastructure Comprehensive solutions
Seamlessly add Security and Services to any agreement
Services
Value Shift with DNA & Meraki
Ability to transfer license value within and between
Cisco DNA Software & Meraki
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement42
Networking Infrastructure Portfolio & Suites
Meraki
Networking Infrastructure Cisco
DNA
Software
EA 3.0 Platform TCV: $100K in Full Commitment across Platform

Cloud
Networking
1 Full Commit Suite to unlock Networking Infrastructure
Minimum Suites: Infrastructure Portfolio
Cisco
Duration: 3 or 5-year (7-year where available)
Enterprise
Agreement
Full Commit Suite: Applications Security
Enterprise-wide Infrastructure
$50K TCV for every Committed Suite
Commitment:
Partial Commit Suite:
No TCV minimum coverage Services
Meraki Cisco DNA Software Cloud Networking

Meraki Network Meraki Systems Meraki Camera
SD-WAN & Routing Switching Wireless Nexus Switching SAN Switching
Infrastructure Manager Systems
Enable Your Business Outcomes in One Agreement
Purchase of at least one Meraki
Access Security across
Full Commit Networking Cisco DNA
Software
Portfolios
Infrastructure Suite opens Easily attach Security to any EA
with low entry minimums
access to all Networking Cloud
Infrastructure plus Networking

Any Full Commit Suite opens
access to Security offers
Security and Services
Infrastructure
Cisco Zero
Enterprise Trust
Agreement
Applications Security
Infrastructure
Accelerate Value Outcomes Cloud &
Network
Include Support, Adoption and Security
Lifecycle Services within EA 3.0

Services Security
Any Full Commit Suite opens access Platform &
to relevant Service offers Response
Security Networking
Services Services
Collaboration Applications
Services Services
Ramp Options for Networking Infrastructure
A pricing component used to discount purchase price based on forecasted license utilization
Standard 1-Year Ramp

• Applicable for all Customer proposals
• Works identical to EA 2.0
o 6 months free for a 3-year or 5-year term for Networking Programmatic Ramp Example- Networking
Infrastructure
• Option set up at a Suite level Ramp Schedule Sample, set by BE,
not customizable by deal
• Applied as a purchase adjustment on the EA Bill of Materials
(BOM)
Programmatic Ramp
• Minimum TCV eligibility >$500k TCV per committed suite
• Allows for any number of pre-set ramp schedules to be created
by the BE
• Can be selected at the time of proposal
• Customer receives full entitlement at beginning of subscription
• Discounts are applied at beginning of ramp schedule and
partially expire during the ramp period
• At the End of Ramp schedule, full amount charged
Free Appliance Benefit
Eligible Suites: Cisco DNA Software for Switching & Wireless Eligible Suites: Nexus Switching
(Minimum $100k Suite purchase required) (Minimum $250k Suite purchase required)
EA TCV Threshold DNAC Appliance EA TCV Threshold SE Appliance
$100K-$199K Standard (44-core)

$250K+ on DCN Premier,
$200K-$399K Large (56-core) Services Engine Performance
Day2Ops
cluster (3 x appliances)
$400K+ Extra-Large (112-core) And Advantage
Lifecycle Starters At-A-Glance
$7,500 Solution Starter per Full Commit Suite with minimum $100k Suite purchase
• Already supported
for Cisco DNA
Software & Cloud
Networking Suites
today
• Extending to SAN
Switching Suite
within the new EA.
Current Incentive
What is a Value Shift?
• When unconsumed value from original license purchases are Commitment Flexibility
Value Shift transferred to other licenses Customers can shift unconsumed value of fully
Within Suites • License values cannot be shifted across Portfolios Key committed software from one product to another
Benefits Product Refresh

Value Shift • License residual values can be shifted across Suites Whether a hardware refresh or next-gen software
Across Suites upgrade, Value Shift enables Customers to easily address
business needs within the EA
(currently available for Cisco DNA Software-> Meraki only)
Portfolio: Networking Infrastructure Applications Collab Security
Full Stack Observability

Cisco DNA Software
Security Platform &

Cloud Networking
Cloud & Network

Zero Trust
Response
Security
Meraki
Webex
Solutions:
cure Network Analytics

eraki Systems Manager
eraki Camera Systems
ecure Web Appliance

SD-WAN & Routing
Secure Workload
Nexus Switching
Secure Endpoint
Meraki Network
Secure Firewall
SAN Switching
ThousandEyes
AppDynamics
WebEx Suites
Infrastructure
Secure Email
Switching
Intersight
Hyperflex
Umbrella
Wireless
Duo
Suites:
ISE
Service Offering Not Available

Networking Infrastructure Summary
Meraki Meraki Meraki SD-WAN & Routing Switching Wireless Nexus Switching SAN Switching
Network Infrastructure Systems Manager Camera Systems
Cisco DNA Software
Premier
Advantage
Requirements Customer benefits for Portfolio
1. Minimum TCV: $100K net at Program level Standard EA benefits Portfolio Specific benefits
2. Minimum Suites: 1 Full Commit Suite • Annual payments • Ramp (1-year/Programmatic)
3. Duration: 3 or 5-year (7-year where available) • True Forward • Free Cisco DNA-C/SE appliance
• Co-termination per Full Commit Suite with
4. Coverage Requirements: minimum $100k/$250k Suite
• Not to Exceed Pricing (NTE)
• Enterprise-wide & $50k TCV for every Full Commit Suite purchase
• Single EA Workspace
• No coverage or TCV for Partial Commit Suites • $7,500 Solution Starter per Full
• Partial Commit Suites Commit Suite with minimum
• Programmatic Discounts $100k Suite purchase
• Value Shift • Multi-Suite programmatic
discounts up to 10%
EA Workspace — One Place To:
Fulfill
View
Manage
Renew
Enabled by Smart Account | Access the portal via Cisco Software Central software.cisco.com
Resources & Support
Available Now
EA 3.0 Offer Network Infra Applications Inf Collaboration Security Portfoli Services Portfoli Software Buying
& Construct Portfolio ra Portfolio Portfolio o o Programs
EA 3.0 Offer DNA, Meraki, Intersight, Hyperflex, Webex Calling and Zero Trust, Cloud CX Services for EA 3.0 on
Construct & Data Center ThousandEyes, AppD Meetings Networking & EA 3.0 SalesConnect
Capabilities Switching Security, Security
Platform & Response
Technical support model
Access to Software Updates and Upgrades Policy
Support on the WLC1 (SNTC) Support on the AP2 (SWSS)
Required to get SW Updates / Upgrades on the AP, as

well as TAC Support/RMA
Required to get SW Updates / Upgrades on the
controller, as well as TAC Support/RMA
All DNA Subscriptions include embedded SWSS, which
are tied to the AP
1
WLC cloud licenses require SWSS for support. If the WLC is embedded in a device, SNTC is required for support.
2
SNTC in the AP is required when the WLC is an app on a switch.
Wireless technical support model
TS product-level support
Embedded support Cisco DNA Advantage

with subscription
TAC, knowledge base access, Cisco DNA Essentials
software downloads
Smart Net Total Care®,

Solution Support,* Hardware
—or— Wireless LAN controller
Partner Support Service Access points
(optional) Cisco DNA Center appliance
*Solution support = HW + SW + third-party support
At the end of the Cisco DNA term, customers either must renew Cisco DNA subscription
or need Smart Net Total Care on the controller and access points for software updates and TAC support
Solution support for Cisco DNA
Solution support
• Primary point of contact • Resolves complex issues on average 44 percent more quickly
• Fast response by a solution expert than product support1
• Coordination between Cisco and Solution Support partner • • Reduces issuesissues
Resolves complex requiring response
on average 44 percentby 21quickly
more percent
than2
product support1
product support teams • • Results in 213
Reduces issues percent
requiring 5-year
response by 21 service
percent 2 ROI
2
• Accountability for case management and resolution • • Increases

Results in 213IT staff5-year
percent efficiency by2 32 percent 2
service ROI
• 24x7 access to TAC with a 30-minute • • Lowers

Increases IT staff efficiency
hardware by 32 percent 2operations costs by 17 percent 2
environment
service-level objective • Lowers hardware environment operations costs by 17 percent 2
• Purchase includes underlying Smart Net Total Care® and/or

Software Support where applicable
Price: Dependent on product; may be included in the software subscription OR additional if the product includes basic SWSS
Centralized support across multiproduct Cisco DNA solution environments | Cisco and Solution Support partner hardware and software
https://www.cisco.com/go/solutionsupport
1
January 2019 Cisco internal study of 10,000 support cases
2
Source: 2017 IDC Business Value Study for Cisco Services. Read the executive summary.
Distribution ordering experience
Single hardware SKU for Cisco DNA simplifies distribution stocking
3/5/7 year term

Distributor motion
Cisco DNA Advantage
Direct ship
S
N
AP, WLC
Universal image Stocked
T
C (Network Essentials, Network Advantage)
Services Enrollment for EA
(add-on for DNA and/or DC EA enrollment)
Services Enrollment for the EA
Cisco Enterprise AgreementAgreement

Cisco Enterprise
Software Enrollment Services Enrollment
Licenses only
Collaboration Security Choice Cisco DNA Data Center CX offers
Routing DC Networking
Coming in FY22
Switching
Wireless SW
HW
Cisco® Solution Support
EA Management Support
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 58
Meraki, Success Tracks, BCS going forward
Service Enrollment – Offer Structure
Cisco Enterprise Agreement
Security
Cisco DNA Data Center Collaboration CX
Choice
Software Enrollments Services Enrollment
Coverage Products Hardware, Software Terms Condition Single Agreement, Co-Term
Suite Boundary Technology (e.g. switching) Term Duration 3 or 5 Years
CX Coverage % 100% coverage of customer suite IB Growth Billing Annual True Forward
EA Sizing Install-base Assessment & 105% rule Pricing / Promos Special EA Pricing, Credits & Promos
Service Offers Solution Support, EAMS, Success Tracks EA Billing Annual or Prepaid
A simplified way to buy services
Fewer contracts, more efficiency, higher-value support for software and hardware
Cisco solution and

Cisco Hardware Cisco Solution Support
support
Services Enrollment
Cisco HW
Cisco HW
Cisco HW
Cisco HW
Cisco HW Solution Support Cisco HW Cisco HW
for software and

hardware
Cisco SW
Cisco SW
Cisco Software Cisco SW EA Management

Cisco SW
Support
Support Cisco SW
Cisco SW
2 Customer Agreements 1 Enterprise Agreement & co-terms with SW

Multiple hardware support contracts enrollment 60
Comparing Enrollment features
Cisco Enterprise Agreement with
Software Support Solution Support
Product-level 24x7 access to software support

support features 24x7 access to hardware support
Primary point of contact centralizing support software and hardware
Architecture expertise (Cisco and Solution Support Alliance Partner hardware and software)
No triage required to open a case
Solution-level
support features Service response objective for high severity cases 60 minutes 30 minutes
Prioritized case handling over product support service requests
Product support team coordination (Cisco and Solution Support Alliance Partners)
Accountability for multivendor case management and resolution
Enterprise Agreement onboarding for software licenses and support
Enterprise
Agreement Enterprise Agreement onboarding for hardware support
Management Single workspace view for each Enterprise Agreement contract
Support
Quarterly reports and touchpoints
Resources for more information
Services Enrollment Salesconnect Page
Sales Overview Deck
Customer Presentation
EA cisco.com webpage
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 62
Smart Licensing and Smart
Accounts
Introduction to Smart Licensing
Easy Activation Unified Management License Flexibility
Smart Licensing establishes a pool of My Cisco Entitlements (MCE) Your software is not node-locked to your
software licenses that can be used provides a complete view into all of hardware, so you can easily use and
across the entire organization— your Cisco products and services in an transfer licenses as needed.
no more PAKs (Product Activation easy-to-use portal, so you always know
Keys). what you have and what you are using.
For a more detailed overview on Cisco Licensing, go to cisco.com/go/licensingguide
© 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner
Confidential
How to get a Smart Account
For a more detailed overview on Cisco Licensing, go to
cisco.com/go/licensingguide
Request a Request access

Smart Account to an existing SA
Go to Cisco Software Central at Go to Cisco Software Central –
1 software.cisco.com 1 software.cisco.com
Select “request access to an

2 Editable profile appears 2 existing smart account”
Automatic email is sent to Customer Enter Domain to notify

3 SA administrator 3 administrators
Access smart licensing, classic PAK licensing & Enterprise Agreement licensing through the
normal licensing portals
Access and Manage Cisco Software Licenses
Use your Smart License with a Smart Account

A Smart Account allows you to centrally organize your licenses,
devices, and specific license agreements based on your business
needs
Cisco Smart Software Manager (CSSM)

CSSM is an intuitive portal where you can activate and manage all of
your Cisco licenses. An On-Prem version is available for security-
sensitive customers
C97-742513-00 © 2020 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential For a more detailed overview on Cisco Licensing, go to
cisco.com/go/licensingguide
Resources
cs.co/dnalicensing (Salesconnect)
Cisco DNA Software for Wireless Feature Matrix
cisco.com/go/dnawireless
cisco.com/go/dnasoftware

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Cisco DNA Subscription Software

2 What’s new 6 Wireless EA perspective

Introducing software subscription -

4 Pricing TCO comparison 8 Smart Accounts

Wireless has changed the way we work

Faster speeds | Optimized capacity | IoT ready

Unified operations and pervasive

Cloud service management

and AireOS controllers

Introducing Cisco’s next-generation wireless stack

Cisco DNA Center Cisco DNA Spaces

With innovations in performance, security, and analytics

Identity-based policy Workflow-based Insights

Industry’s first policy-based automation from access to the cloud

Automation Predictive performance

Industry’s first self-predicting network analytics platform

Cisco DNA Center

Improve network performance and

how people and things behave

platform capabilities to drive

Cisco® wireless delivers

Digitizing physical spaces: People and things

Translate intent with

Cisco DNA Advantage Cisco DNA\\ Advantage Cisco DNA\\Advantage

Cisco DNA Essentials Cisco DNA Essentials Cisco DNA Essentials

Integrated Services Routers,

The importance of software subscription

Would you prefer a subscription

Flexibility to adjust capacity 60

2013 2015 2017 Smaller up-front investment 50

63% 72% 82% Reduction in total cost 45

Flexibility to discontinue subscription 40

14% growth in subscription preference Alignment of costs with value capture 35

Transparency and simplicity in pricing 15

Simple, Enable all Better-together pricing Investment

Enjoy evergreen security

Refresh software independently Cost-effectively troubleshoot

Higher customer lifetime value and

New SaaS Value Incentive Program (VIP) and

Single SKU 3/5/7 Year Subscriptions Adaptive wireless IPS (aWIPS)

Base automation and assurance Advanced Automation, assurance,

Software Support Service (SWSS) included in all subscriptions

See Feature Matrix for details

Essential wireless capabilities DevOps integration

Basic Automation and Monitoring

Standard duration for DNA subscription term length is 3, 5, or 7 years.

Cisco DNA Center 2

. AI driven machine reasoning

2018 2019 2020

Device replacement (RMA) Meraki Wireless Provisioning Read blog

Cisco DNA Essentials Cisco DNA Advantage

*Cisco ONE is available only on legacy

• Wi-Fi 6 Migration program for customers

• Valid Cisco DNA Subscription required

*Available until 2HFY22

I Have I Want Upgrade SW Release? I Need to Buy

9100 9100 AP’s (Wi-Fi 6)

Up to 100 APs Up to 500 APs Up to 1000 APs

Small/Mid-sized deployment Medium-sized campus deployment