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Wi-Fi 6 is here. Are you ready to sell it?

The future of business is “unplugged,” and Wi-Fi 6 plays a vital role.

March 10, 2020

Wi-Fi 6 is here. Are you ready to sell it?
The latest Wi-Fi standard, Wi-Fi 6 (also called 802.11ax) came out in 2019, boasting several advantages over the previous standard, including 4x higher average throughput in dense/congested environments, 40% higher peak data rates for a single client device, a 4x increase in network efficiency and extended battery life on client devices.
 
Most notable for technology solution providers is that the release of Wi-Fi 6 represents $11 billion-plus in net new wireless access point sales opportunities, per the latest research from Dell’Oro and Cisco. The move to the next generation of wireless will also require network upgrades, which will boost the total addressable market opportunity for partners to more than $39 billion over the next three years.
 
“We’re expecting 80% of IoT [Internet of Things] projects to be on a wireless deployment,” says Raakhee Mistry, Senior Director, Enterprise Networking Marketing at Cisco. The uptick in wireless and mobility means the network is more critical than ever with regards to availability, security and scalability. “Soon nothing will be possible without the network,” adds Mistry.
 

Cisco is reinventing network access to deliver an unplugged and uninterrupted experience based on the following three key principles:

  1. Wireless-first. The intent-based network is pervasive; it enables wireless everywhere and has an infrastructure that supports traffic with end-to-end security and availability.
  2. Cloud-driven. Cisco is taking networking capabilities and bringing it to the cloud to enable partners to address problems proactively before they become issues for their customers.
  3. Data-optimized.  The intent-based network also allows all the millions of data points that the network knows—users, devices, things, applications—to give business insights to end users so they can track assets and have more personalized engagements with their customers. Cisco partners can also tap into the data-optimized network to know what’s going on with their customers’ IT assets and proactively troubleshoot network performance and security issues.

Cisco rebuilt its entire access portfolio to make good on its intent-based networking mission described above. Here are two highlights:

  • Cisco Catalyst 9100 and Cisco Meraki MR 45 and 55 access points. Both of these next gen access points support the Wi-Fi 6 standard, which includes a sustained throughput of more than 5 Gbps.
  • Catalyst 9600 Series switches. The Catalyst 9600 Series completes the Catalyst 9000 switching family with a purpose-built, fully programmable modular campus core switch. Designed for maximum flexibility, Catalyst 9600 switches can be deployed any place in the core network, as a traditional campus core, an MPLS (multiprotocol label switching) provider edge and as a fabric core for intent-based networking, all on the same box at the same time.
Your customers want intent-based networking. Here’s how to sell it.

Nearly every prospect who hears about the potential of Wi-Fi 6 will be interested in acquiring it, but the reality is that each company is at a different place in their intent-based network journey. To help partners meet customers where they are, Cisco offers three Digital Network Architecture (DNA) options available in 3-, 5- and 7-year subscriptions:

  1. Cisco DNA Essentials was developed with SMBs and commercial business customers in mind. It delivers base automation, monitoring and management.
  2. Cisco DNA Advantage adds policy-based automation with software-defined access, monitoring and Cisco DNA Assurance, which provides a comprehensive solution to assure better and consistent service levels to meet growing business demands.
  3. Cisco DNA Premier includes the Cisco Identity Services Engine (ISE) Base, which enhances security policy management and control by simplifying access control and security compliance for wired and wireless devices including integration with third-party devices. It provides secure access, guest management and link encryption. DNA Premier also includes ISE Plus, which provides BYOD (bring your own device) support, profiling and feed services, endpoint protection services, Cisco Platform Exchange Grid (pxGrid) and Cisco Mobility Services Engine (MSE) integration for location services.
Cisco Software Support Service (SWSS) is included with all DNA subscriptions. To learn more about the latest Cisco DNA offerings and how to help your customers make the transition to Wi-Fi 6, click here (Cisco login credentials required).