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Cisco DNA Subscription Software
—
SD-WAN and Routing

Brian Loftus
Enterprise Networking
November 28, 2022
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 Models – EA & Transactional

7 Smart Licensing & Smart Accounts

© 2022 Cisco and/or its affiliates. All rights reserved.
WAN Challenges
Cloud // SASE // Insights

© 2022 Cisco and/or its affiliates. All rights reserved.

Why do organizations need infrastructure transformation
today?

Cloud adoption and the Depend on connections Growing scale escalates network,
future of work across IaaS, SaaS, PaaS security demands

To keep pace, they must transform to:

Connect users everywhere to applications Secure users’ access and provide protection Automate network operations and provide
anywhere from threats actionable insights

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco SD-WAN is uniquely positioned to bring it
all together
Connect Secure Analyze

Multicloud access Secure SD-WAN Analytics

Key focus areas To connect a hybrid To secure access To deliver end-to-end
for Cisco SD-WAN workforce to to apps and data visibility for
apps anywhere from everywhere actionable insights

Predictable Right security, Always on,

app experience right place easily available

IDC estimates that the SD-WAN market will grow at a compound annual growth rate of 18.9% by 2025
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Global SD-WAN market leader
Best Security
2021 Company
Securing
SC Media
80% 61M
2021
Leader in WAN Edge
Magic Quadrant
100% of the internet
of the traffic through endpoints protected
Fortune 100 Cisco’s infrastructure
Cloud Computing
2021 Product of the Year
ThousandEyes

2021
CRN Tech Innovators
40K+
Cisco Catalyst 8000 WAN Edge
customers

#1
Zero-Trust
2020 eXtended Ecosystem
Forrester Wave
in SD-WAN
840K+ 70%
networks protected Fortune 100
CRN Tech Innovators market share
2020
SASE
deployed
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco SD-WAN benefits and differentiation
True SD-WAN architecture Optimized for multicloud
Cisco SD-WAN architecture has separate and dedicated Cloud network extension and middle mile optimization with
components and provides flexibility to implement overlay, extensive cloud integrations to automate seamless
underlay, physical, and connectivity to any site-to-cloud and site-to-site
virtual networks configuration

Integrated security Actionable insights

 Cloud-native security solution to protect Advanced insights and end-to-end visibility into
 branches, home users, and cloud-based apps.  application, internet, cloud, and SaaS environments
Micro-segmentation and identity-based policy  with Cisco Thousand Eyes
management with Cisco TrustSec®

Flexible and scalable infrastructure Integrated unified communications

A wide range of physical and virtual platforms SD-WAN/UC and 5G connectivity supported
that deliver high availability and throughput, within a single platform to reduce both CapEx
multigigabit port options, 5G cellular links, and and OpEx costs
powerful encryption capabilities
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
SD-WAN Controller for simplified management
Cisco vManage

Single monitoring dashboard

Configuration: OnRamp, security, Role based access/
Lifecycle management
devices, policies, templates multi-tenant

One management dashboard for branch, co-location, cloud and security

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Connect
with multicloud

User simplicity
Connect to any application from
anywhere in a multicloud environment

Infrastructure complexity
Hybrid work infrastructure for fast, seamless
access to cloud services
and apps
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco SD-WAN Cloud OnRamp
Cloud-first journey with secure
Cloud
multicloud access Interconnect
Cloud agnostic backbone
Site

Cloud Single cloud backbone

Hub
IaaS
5G
Cloud Multicloud integration
OnRamp for
Cisco MPLS
Multicloud
SaaS
SD-WAN Application optimization
Cloud
Internet OnRamp
for SaaS
SASE

Secure
SD-WAN

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

SD-WAN Programmable | Automated | SD-WAN management Cloud edge

Secure with SASE

User simplicity
Fast, secure and reliable access to distributed
apps and data with
high-quality user experience

Infrastructure complexity
Control access and enforce the right security
protection in a distributed
IT landscape

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco SD-WAN—a key building block of
SASE architecture

Consistent user experience by Vital telemetry for intelligent Network micro-segmentation and a
enabling traffic steering and dynamic networking and security zero-trust approach reinforces existing
failover policies enforcement secure boundaries

Enables dynamic prioritization of Built-in security reduces Provides access to application

traffic for internet, LTE, 5G, satellite, end-to-end latency and improves microservices in the cloud that
MPLS middle-mile optimization security is unable to connect

The full value of a SASE architecture can only be realized with tight integration of SD-WAN
with cloud security
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

—Gartner
SASE: Unifying networking and security services into a
cloud-delivered service
Observability: ThousandEyes

Connect Control Converge

SD-WAN Cloud security Available as a
Powered by Umbrella: SWG, firewall, single offer
Viptela and Meraki DNS security, CASB
Zero trust Integrated solutions
Remote access
AnyConnect, Duo network access
Duo

Refer to the SASE BDM link for more details

Components of Cisco’s SASE architecture

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
With Cisco’s SASE architecture, you’ll be able to:
Converge networking and security in the cloud

Connect and Optimize Deliver best

secure access performance app experience

Adopt zero trust Make your business

network access more agile

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Analytics for
actionable insights

User simplicity
Predictable application experience, optimized
performance with actionable insights

Infrastructure complexity
Expanding to the cloud limits IT visibility and
control

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
SD-WAN has evolved to connect users across
multicloud, branch, and the hybrid workforce

Campus
DC/private cloud
Improve visibility

Diagnose and troubleshoot

Branch SD-WAN SaaS
application issues

Correlated
Hybrid actionable insights

IaaS

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
vAnalytics: Translate raw data into
intelligent insights

= Application Long-term
Network KPIs Multi-layer Intuitive UI Cloud Reporting
experience insights trends  OnRamp

Intuitive visualization Enhanced visibility Correlated insights

of experience and trends with application-level telemetry to expedite root cause isolation,
provide operational intelligence

Expedite MTTI Visual representation

and app troubleshooting and analysis reports for planning

Robust, scalable, cloud-hosted SaaS service

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
SD-WAN Market Leader across all Metrics
• #1 in Market share with IDC, Dell ‘Oro and Gartner
• 30,000+ customers across Viptela & Meraki
• Widely deployed across Fortune 2000
• 70% of Fortune 100 Companies

© 2022 Cisco and/or its affiliates. All rights reserved.

Why Consider a Cisco DNA Software
Subscription

© 2022 Cisco and/or its affiliates. All rights reserved.

Why subscription?

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

offers DNA capabilities pricing protection

© 2022 Cisco and/or its affiliates. All rights reserved.

A software subscription world needs a new licensing
model
Provides software asset Greatly reduces overhead associated
management information so that with installing, moving, and
you can easily see what software maintaining node-locked license
you have purchased and what files.
you are using.

Applies licensing consistency across Simplifies the software lifecycle

Cisco products. management process.

© 2022 Cisco and/or its affiliates. All rights reserved.

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

© 2022 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 Expansion Pack (add on) Cisco DNA Expansion Pack (add on)
Cisco Umbrella SIG Essentials, Cisco Secure Malware Cisco Secure Network Analytics (Stealthwatch), ISE 3.0, Cisco Secure Network Analytics (Stealthwatch), ISE 3.0,
Analytics, 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

SD-Access, Assurance, Analytics, Security, IoT, Assurance and Analytics, Advanced Automation,
Advanced Cloud OnRamp for IaaS and SaaS,
Telemetry, Cisco ThousandEyes Network and Cisco DNA Spaces See + Extend, aWIPs,
vAnalytics, IoT, Cisco DNA 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
© 2022 Cisco and/or its affiliates. All rights reserved.
Access
Cisco DNA Software Subscriptions for
SD-WAN and Routing

© 2022 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

© 2022 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, IR1101, on-prem managed
ENCS 5000, vEdge routers
Cisco DNA Essentials Cisco Catalyst® 8000

© 2022 Cisco and/or its affiliates. All rights reserved.

Cisco SD-WAN Fully integrated with Umbrella

Easy to Consume Fast to Deploy Simple to Manage

Consistent packaging and Auto-registration of SD-WAN to Integrated troubleshooting and

entitlement reporting Umbrella  service assurance

Simplified billing with Enterprise Single touch auto-provisioning from Unified security policy and threat
Agreements  Branch insights

Flexible pre- and post-paid payment Discovery and granular  Identity aware based SD-WAN for
terms for MSPs control of SaaS applications better path selection

A SASE architecture secured by leading real-time threat intelligence

© 2022 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
© 2022 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

© 2022 Cisco and/or its affiliates. All rights reserved.

SD-WAN and Routing
Use Cases & Capability Mapping

© 2022 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

Cisco DNA Advantage

4 User VPN + 1 Management VPN
Limitation Cisco DNA Essentials Cisco DNA Essentials
© 2022 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 branch deployment models most sophisticated threats to your business

Enterprise firewall with Talos-powered IPS

Advanced Cloud OnRamp for Multicloud
and app controls, SD-WAN Application Cisco Umbrella SIG Essentials®
and SaaS (all applications and telemetry)
Intelligence Engine, Cisco Secure Endpoint, (Full URL Filtering | Granular App
AppQoE
SSL Proxy, Cisco Umbrella DNS Monitoring Control | File-type Controls | AMP |
Essential Cloud OnRamp for IaaS, SaaS, Cisco Secure Malware Analytics | L3 –
Segmentation
Colo L4 Cloud Firewall | Roaming User
(Unlimited VPNs)
Multicloud:  GCP, AWS, Azure Protection With AnyConnect)
Cloud Security: Cisco Umbrella Connector
Integrated border plus orchestration
Basic WAN & path optimizations for campus, branch & datacenter
Flexible topology & dynamic routing
(hub/spoke, partial/full mesh)
Integrated voice/UC gateways
Single centralized management
console in the cloud or on-prem vAnalytics
Cisco DNA Advantage
4 User VPN + 1 Management VPN
Cisco DNA Essentials Cisco DNA Essentials
Limitation
© 2022 Cisco and/or its affiliates. All rights reserved.
Offer Details
DNA Licensing for SD-WAN

© 2022 Cisco and/or its affiliates. All rights reserved.

Cisco DNA SD-WAN Licensing
Detail

The single source of truth for features in

Cisco DNA Subscriptions for SD-WAN and
Routing is the feature matrix on [Link].
[Link]

© 2022 Cisco and/or its affiliates. All rights reserved.

Cisco DNA SD-WAN Licensing
Cisco SIG Essentials License Entitlements
Cisco DNA Premier
Security

Cisco Umbrella SIG Essentials License Entitlements

• All Cisco Router Families – Transactional
• Tier 0 (Up to 50 Mbps agg.): 25 • Tier 2 (up to 2 Gbps agg.): 100
• Tier 1 (up to 400 Mbps agg.): 40 • Tier 3 (up to 20 Gbps agg): 285

• Cisco Router Families (except Cisco Catalyst 8000 Edge Platform Family) – Transactional
• 10/15 Mbps (up to 30 Mbps agg.): 30 • 500 Mbps (up to 1 Gbps agg.): 125
• 25 Mbps (up to 50 Mbps agg.): 40 • 1 Gbps (up to 2 Gbps agg.): 150
• 50 Mbps (up to 100 Mbps agg.): 50 • 2.5 Gbps (up to 5 Gbps agg.): 285
• 100 Mbps (up to 200 Mbps agg.): 80 • 5 Gbps (up to 10 Gbps agg.): 400
• 250 Mbps (up to 500 Mbps agg.): 100 • 10 Gbps (up to 20 Gbps agg.): 500

• All Cisco Router Families – Enterprise Agreement

• Tier 0 (Up to 40 Mbps agg.): N/A • Tier 2 (up to 2 Gbps agg.): 110
• Tier 1 (up to 400 Mbps agg.): 45 • Tier 3 (up to 20 Gbps agg): 325

Cisco Secure Malware Analytics License Entitlements

• Provides entitlement for 500 files per day per customer account
• Files sent to Cisco Secure Malware Analytics cloud for sandboxing. On-premises sandboxing not available in Premier
• Global entitlement across all customer sites
• Additional licenses can be purchased separately

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco DNA Advantage
Cisco DNA Essentials
Cisco SASE Bundle Offer
SASE-XARC-OFFER
• Leverage existing PID structure from each of the product offers and
• A single Major Line Bundle PID include within the SASE-XARC-OFFER bundle
• Investment Protection: Bridges to future subscription offer • Flexibility in bundle to configure necessary options
• Offer GA Date May 2021 within the quote
• Buy any 2 or more from the offer groups and save • Subject to product availability in local countries

Secure SD-WAN Secure SD-WAN Zero Trust

Cloud Security Observability
Viptela Meraki Network Access

Hardware Hardware Cisco Umbrella Duo ThousandEyes*

C112X, C116X, 1SR1100, MX250, MX450, MX64, SIG Essentials, with Beyond TE-Units
Cat8K MX67, MX68, MX75, optional add-ons: TE-Users
Duo Support
MX85,MX95, MX105,MI, • L7 Cloud TE-Insights
Software Licenses Premium Support
Z3 Delivered Firewall
Cisco DNA Essentials • Data Loss Prevention
Cisco DNA Advantage Software Licenses* • Remote
Enterprise
Cisco DNA Support Browser Isolation
Advanced Security
Solution Support
SD-WAN Plus SIG Advantage
Umbrella Support
Enhanced Support
© 2022 Cisco and/or its affiliates. All rights reserved. Premium Support
*Basic Support included
*Basic Support included *Support included
Simplifying Licensing
Available for all SD-WAN and Routing Platform Families

Customer Confusion Customer Delight Traditional Best Practice

10M
• Transactional has too many • Simplify 11 bandwidth Tier 0
15M (up to 50 Mbps aggregate)
bandwidth tiers levels down to 4
25M
• EA and transactional • Align transactional tiers to
bandwidths dissimilar EA tiers 50M Tier 1
(up to 400 Mbps
• Pricing differences between 100M aggregate)
• Align pricing between
transactional and EA
transactional tiers and EA 250M
• Pricing differences between tiers
500M Tier 2
Partner buying programs
• Consistency across all (up to 2 Gbps aggregate)
SD-WAN buying programs 1G
• Follow the competition in
price positioning 2.5G
• Lead the competition in Tier 3
price positioning 5G
(up to 20 Gbps aggregate)
10G

© 2022 Cisco and/or its affiliates. All rights reserved.

 Bandwidth Metering
Cisco DNA Subscriptions

10 Mbps Up
50 Mbps Up
50 Mbps Down 100 Mbps Down
25 Mbps Up
100 Mbps Down Upstream Downstream 335 Mbps Aggregate Bandwidth
50 + 10 + 25 50 + 100 + 100 (use to match agg bandwidth entitlement)
MPLS LTE Internet

O
1 2 3 R

Aggregate Bandwidth Level 167.5 Mbps Nominal Bandwidth

335 Mbps 2 (use to match bandwidth Product ID)

Proper Bandwidth Selection: Bandwidth Tier 1 (200 Mbps / 400 Mbps agg)

With a Cisco DNA subscription, bandwidth entitlement on a device

© 2022 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

© 2022 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Routing (Non-SD-WAN) Licensing
Detail

The single source of truth for features in

Cisco DNA Subscriptions for SD-WAN and
Routing is the feature matrix on [Link].
[Link]

© 2022 Cisco and/or its affiliates. All rights reserved.

Purchase Options
Cisco DNA Enrollment in an Enterprise Agreement

© 2022 Cisco and/or its affiliates. All rights reserved.

 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

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement45
 Networking Infrastructure Portfolio & Suites
Meraki
Networking Infrastructure Cisco
DNA
Software

EA 3.0 Platform TCV: $100K in Full Commitment across Platform

Cloud
Networking
Networking Collaboration
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

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement46
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

Networking Collaboration
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
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement47
 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

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement48
 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

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement49
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
© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement50

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%

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement51
 EA Workspace — One Place To:

Fulfill

View

Manage

Renew

Enabled by Smart Account | Access the portal via Cisco Software Central [Link]
© 2021 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement52
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

© 2022 Cisco and/or its affiliates. All rights reserved. Cisco Software Buying Programs | Cisco Enterprise Agreement53
Purchase Options
EA vs. Transactional

© 2022 Cisco and/or its affiliates. All rights reserved.

 Cisco Enterprise Agreement
For all Cisco Router Families

Requirements: Enterprise Agreement Pricing

• Minimum TCV: $100K across all Cisco DNA Bandwidth Cisco DNA Advantage Cisco DNA Premier
Asymmetrical
(Switching, Wireless, and Routing) Tier Nominal
Aggregate
3Y 5Y 3Y 5Y

• Coverage: Enterprise-wide coverage for Cisco Tier 0 Up to 25 Mb/s Up to 50 Mb/s $2,800 $4,700 N/A N/A
DNA Advantage. Cisco DNA Premier optional
upgrade. Tier 1 Up to 200 Mb/s Up to 400 Mb/s $5,100 $8,450 $11,500 $19,200

• Usage: One subscription per device Tier 2 Up to 1 Gb/s Up to 2 Gb/s $12,600 $21,100 $28,000 $46,800

Benefits: Tier 3 Up to 10 Gb/s Up to 20 Gb/s $38,250 $63,900 $85,000 $142,000

• Annual True Forward List pricing assumes upfront payment. For spread payments add 10%.

• Fixed Pricing Supported Platforms

• Co-Terming ISR 1K ISR1100 CSR 1Kv
• Flexibility of bandwidth consumption within tier
ASR 1K ISR 4K ENCS
Annual Billing:
vEdge Cisco Catalyst® 8000
• Available with 10% uplift
© 2022 Cisco and/or its affiliates. All rights reserved.
 Tiered Bandwidth Transactional Pricing
For all Cisco Router Families

Trans ac tio nal Pric ing - Bandwidth Tie rs

Bandw idth Cis c o DNA Es s e ntials Cis c o DNA Advantage Cis c o DNA Pre mie r
As ymme tric al
Tie r Nominal 3Y 5Y 3Y 5Y 7Y 3Y 5Y
Ag gre gate

Tie r 0 Up to 25 Mb/s Up to 50 Mb/s $1,350 $2,300 $3,400 $5,600 $7,850 $8,000 $13,400

Tie r 1 Up to 200 Mb/s Up to 400 Mb/s $2,550 $4,300 $5,350 $8,900 $12,450 $12,150 $20,300

Tie r 2 Up to 1 Gb/s Up to 2 Gb/s $5,000 $8,350 $12,600 $21,100 $29,350 $29,200 $48,800

Tie r 3 Up to 10 Gb/s Up to 20 Gb/s - - $38,250 $63,900 $89,100 $85,800 $143,300

© 2022 Cisco and/or its affiliates. All rights reserved.

Transactional Pricing – Bandwidth Levels
Not available for Catalyst 8000 Edge Router Family

Trans ac tio nal Pric ing - Bandwidth Le ve ls

Bandw idth Throughput Cis co DNA Es s e ntials Cis c o DNA Advantage Cis co DNA Pre mie r
Nominal As ymmetrical
3Y 5Y 3Y 5Y 7Y 3Y 5Y
(PID ID) Aggre gate
Up to 10 Mb/s Up to 20 Mb/s $1,500 $2,400 $3,500 $5,850 $8,200 $7,000 $11,700
Up to 15 Mb/s Up to 30 Mb/s $1,800 $3,050 $4,200 $7,000 $9,800 $8,400 $14,000
Up to 25 Mb/s Up to 50 Mb/s $2,400 $4,000 $5,750 $9,600 $13,400 $11,500 $19,200
Up to 50 Mb/s Up to 100 Mb/s $3,000 $5,050 $7,200 $12,000 $16,800 $14,400 $32,000
Up to 100 Mb/s Up to 200 Mb/s $5,050 $8,400 $12,000 $20,000 $28,000 $24,000 $40,000
Up to 250 Mb/s Up to 500 Mb/s $5,850 $9,800 $14,000 $23,400 $32,600 $28,000 $46,800
Up to 500 Mb/s Up to 1000 Mb/s $7,800 $13,000 $18,500 $31,000 $43,000 $37,000 $62,000
Up to 1 Gb/s Up to 2 Gb/s $9,200 $15,300 $22,000 $36,700 $51,300 $44,000 $73,400
Up to 2.5 Gb/s Up to 5 Gb/s - - $42,500 $71,000 $99,000 $85,000 $142,000
Up to 5 Gb/s Up to 10 Gb/s - - $60,000 $100,000 $140,000 $120,000 $200,000
Up to 10 Gb/s Up to 20 Gb/s - - $72,000 $120,000 $168,000 $144,000 $240,000

© 2022 Cisco and/or its affiliates. All rights reserved.

Purchase Options –
Cisco Managed Service Licensing Agreement (MSLA)
Cisco DNA Enrollment through MSPs

© 2022 Cisco and/or its affiliates. All rights reserved.

Two Options for Selling SD-WAN
Designed to suit the MSP business models Lea
d Mo
Managed Service Enterprise Agreement
tio n
License Agreement (EA)
(MSLA) (DNA Enrollment through MSP)
Uncommitted

Licensee MSP Customer

Volume
None Enterprise-wide
Commitment
Term Monthly based on 3/5 years with
Commitment actual consumption ramp

Payment Monthly – Upfront, annual,

pay after use quarterly or monthly

Pricing Good Best

© 2022 Cisco and/or its affiliates. All rights reserved. Increasing commitment to Cisco
Cisco Managed Service Licensing Agreement (MSLA)

© 2022 Cisco and/or its affiliates. All rights reserved.

MSLA SD-WAN at a glance
Managed Services License Agreement (MSLA) provides flexibility for Managed Service Providers (MSPs) to sell SD-WAN in monthly billings
which includes the Software and its support. There is one offering: MSLA SD-WAN Uncommitted, which is a month by month model. MSLAs
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.

• 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: ask_msla@[Link]
• MSLA Team Space: [Link]

© 2022 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

© 2022 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:
ea_questions@[Link] 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

© 2022 Cisco and/or its affiliates. All rights reserved.

Upgrades, Renewals,
Portability, and Investment
Protection

© 2022 Cisco and/or its affiliates. All rights reserved.

Cisco DNA Upgrades
Cisco DNA Tier Upgrades Cisco DNA Bandwidth Upgrades

Cisco DNA Essentials Cisco DNA Advantage

Cisco DNA Essentials Cisco DNA Premier

Cisco DNA Advantage Cisco DNA Premier

Transactional Enterprise Agreement Transactional Enterprise Agreement

Customer 100% of remaining term 100 % of remaining term 100% of remaining term 100% of remaining term
Entitlement

Co-terming across Co-terming across

Term Same or Longer Same or Longer
Cisco DNA domain Cisco DNA domain

© 2022 Cisco and/or its affiliates. All rights reserved.

 Residual Credit for Mid Term Upgrades
Tiers or Bandwidth
Case Elements:
1 2 AM sends email to mailer alias 7 8
AMER: star-support@[Link]
EMEAR: star-supportemear@[Link]
External

APJC: star-supportapjc@[Link]
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

3 4 5 6 9
Internal

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
© 2022 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
(No 7Y renewal option for SD-WAN and Routing)

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-MOD for all SD-WAN

© 2022 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)

© 2022 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

© 2022 Cisco and/or its affiliates. All rights reserved.

Get Cisco DNA and software support for the price of SWSS
Technical Support Model
Services Enrollment for EA
(add-on for DNA and/or DC EA enrollment)

© 2022 Cisco and/or its affiliates. All rights reserved.

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

© 2022 Cisco and/or its affiliates. All rights reserved.

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
© 2022 Cisco and/or its affiliates. All rights reserved.
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

© 2022 Cisco and/or its affiliates. All rights reserved.
Multiple hardware support contracts enrollment
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 [Link] webpage

© 2022 Cisco and/or its affiliates. All rights reserved.

Technical Support Model
Transactional

© 2022 Cisco and/or its affiliates. All rights reserved.

SD-WAN and Routing Technical Support Model
Product Level Support

Cisco DNA Premier TAC

Embedded Support knowledge base access
Cisco DNA Advantage software downloads
With Subscription (Cisco DNA stack only)

Cisco DNA Essentials

SmartNet Total Care

Optional Support Hardware
Solution Support
(Additional fee applies) (ISR, ASR, Catalyst 8000, vEdge routers)
Partner Support Service

© 2022 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)

© 2022 Cisco and/or its affiliates. All rights reserved.

Smart Licensing &
Smart Accounts

© 2022 Cisco and/or its affiliates. All rights reserved.

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 [Link]/go/licensingguide

How to get a Smart Account
For a more detailed overview on Cisco Licensing, go to
[Link]/go/licensingguide

Request a Request access

Smart Account to an existing SA
Go to Cisco Software Central at Go to Cisco Software Central –
1 [Link] 1 [Link]

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
© 2022 Cisco and/or its affiliates. All rights reserved.
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
© 2022 Cisco and/or its affiliates. All rights reserved. For a more detailed overview on Cisco Licensing, go to
[Link]/go/licensingguide
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: [Link]/go/dnawan
Additional Resources:
[Link]/go/sdwan
Contact your channel partner or Cisco sales
team for more information

© 2022 Cisco and/or its affiliates. All rights reserved.