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Meraki

The document discusses differentiating Meraki solutions from existing Meraki customers and competitors like Fortinet. It provides lists of differentiators for Meraki Essentials versus Advantage licenses, and strategies for addressing Fortinet objections regarding on-premises security. It also includes notes on cloud-first networking use cases and differentiating Cisco DNA Essentials and Advantage licenses.

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Sara Bobow
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204 views4 pages

Meraki

The document discusses differentiating Meraki solutions from existing Meraki customers and competitors like Fortinet. It provides lists of differentiators for Meraki Essentials versus Advantage licenses, and strategies for addressing Fortinet objections regarding on-premises security. It also includes notes on cloud-first networking use cases and differentiating Cisco DNA Essentials and Advantage licenses.

Uploaded by

Sara Bobow
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Security-Led

How to differentiate with Meraki


If it is existing Meraki customer (i.e. MR, MS, etc.), position Meraki with these differentiators

Advanced and Solution-oriented


Simple and Value-Based
Meraki Advantage License
Meraki Essentials License

Meraki Differentiators Meraki Advantage Differentiators

•Cloud native full stack solution, as opposed to a cobbled


together collect of acquisi ons •Cisco Talos powered Secure Web Gateway (SWG)
•Cloud managed, zero touch provisioned, massively scalable •Cisco IPS and AMP for network UTM func onality
solu on. •GeoIP based firewall extension to NGFW
•Open API based full stack SD-Branch pla orm •Integration into Cisco Umbrella (DNSSec, SSE & SASE) and
•Cisco NBAR2 powered NG-Firewall Threat Grid sandboxing solu on
•Essential SD-WAN (AutoVPN overlay) with performance based •SD-WAN Analytics – Web Application Monitoring, WAN
DPS Health, VoIP Health.
•Source based routing and firewall-based segmenta on •Applica on based VPN exclusions
•Smart SaaS QoE optimization (SD-Internet)
Fortinet Landmines: Embedded Security
Fortinet Objection Viptela Response Meraki Response
Don’t let Fortinet dictate on-prem security principle
• FW-based approach with on-prem security is legacy which Fortinet pushes. Forces customers to manage branch-
branch.
• If it is a strict requirement, highlight how Cisco SD-WAN can match with ZBFW, IPS/IDS, AMP, URL Filtering, etc. on-
box

Flip the script with Cloud-Delivered Security


Advanced Security Features • Highlight Cisco SD-WAN’s support for auto tunnel and auto registration support with Cisco Umbrella
• Cisco SD-WAN also support automation to 3rd party SIG vendors such as Zscaler, etc.
• Fortinet will struggle when the conversation turns to cloud-delivered security due lack of mature solution
FortiGate firewalls support
extensive security
Lead with flexibility of industry-leading security common across Viptela and Meraki stack
capabilities including SSL- • Cisco SD-WAN is a single edge device with integrated segmentation and security that works for any protocol or
inspection, Antivirus, Web transport with zero-touch provisioning
filtering and more…” • The core: Cisco Talos: Research from the world’s largest security organization feeds millions of nodes on the platform
• Zero touch protection: Hybrid workers and assets such as IoT devices are protected against the latest vulnerabilities
“Cisco doesn’t have the
security capabilities that
Fortinet has”
Cloud First Notes

The main focus is providing support for easy, automated, high-performing and flexible cloud access, because there is a preferred use
of cloud services to deliver applications.

What drives this use case is little to no workloads in on-premises data centers, and more reliance on cloud workloads. This can be
SaaS or infrastructure as a service (IaaS) in a centralized or distributed way, with few or many cloud providers involved. WAN
transport is typically internet only, but can be enhanced internet or private connectivity as well.

Clients that often describe themselves as having a cloud-first and/or cloud-only application strategy generally have plans to close
corporate data centers and eliminate corporate private WANs, but not cloud onramp WANs.

Flexibility in network architectures and network setup is key to this use case, as is delivering application performance from the end
user to the workloads. Consequently, cloud onramp (a connectivity solution that enterprises use to access cloud service providers)
automation, orchestration capabilities and SaaS optimization are important for this use case. This solution often leverages cloud-
delivered security, rather than security at the edge/branch.
Global WAN Customer
How to differentiate with Cisco DNA Essentials vs Cisco DNA Advantage

Advanced and Solution-oriented


Simple and Value-Based
Cisco DNA Advantage License
Cisco DNA Essentials License

Cisco DNA Essentials Differentiators Cisco DNA Advantage Differentiators

• General SD-WAN features -DIA Tracker: Interface • Advanced Multicloud and SaaS visibility- site to cloud,
tracker for DIA, ability to track static route on service site-site, mid-mile integrations
VPN, per-class/DSCP BFD for AAR, ACL matching • Advanced SD-WAN Routing– Per VPN QoS, Adaptive
ICMP FEC, TCP Optimization, etc. QoS, Hierarchical SD-WAN, etc.
• Cloud OnRamp for Multicloud and SaaS Visibility • Cross domain integrations
• SD-WAN with L2 and L3 routing protocol services • Advanced IP Multicast services
• Cloud Security OnRamp – auto reg, auto-tunnel, DNS • Advanced SD-WAN Services– service insertion, tracker
monitoring, Umbrella App discovery support, AppQoE, etc.
• 4+1 VPN segments • Unlimited VPN segmentation (up to 250)

For more details: Cisco DNA Licensing Matrix

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