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CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Sales TrainingIndoor and Campus WLANSales TrainingIndoor and Campus WLAN
Agenda
Customer Requirements and Opportunities
Aruba Solution and Architecture
Sample Sales Pitch
Competition
Overcoming Objections
2
Why Do Customers Want WLAN?
1. Productivity• Giving workers faster and more convenient access to information• Independent analysis shows 3-7% productivity improvement from
wireless
2. Cost Savings• Lower cost than cabling• Less power consumption
3. Vertical Specific Needs• Unique by industry
3
Customer Requirements for a WLAN
1. Strong Security• No leaks
• Minimize integration challenges
2. Simple Installation• Non-disruptive to existing network• Reliable, verified RF coverage
3. Ability to manage• Comparable or better to wired network management• Integration
4. Scalability• Moves, adds, changes with minimal effort• Add new locations without increasing complexity
5. Support for all enterprise applications• No “second class citizen” status for WLAN• Ability to handle new apps in the future
4
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Traditional way of installing WLAN In IndiaTraditional way of installing WLAN In India
Total Controls is with AP
802.11a/b/g
Antennas
Policy
Mobility
Forwarding
Encryption
Authentication
Management
“Fat” Access Points
HR 3rd Floor
Core
Sales 2nd Floor PR 1st Floor
Bob
Span of Mobility
EdgeSwitches
EdgeSwitches
EdgeSwitches
BobJoe Don TimMary Amy
Existing WLAN = Wired Extension = MobilityExisting WLAN = Wired Extension = Mobility
Access Points
Router/QoS Devices
VPN Concentrator
LAN-speed Firewall
Captive Portal
Site Survey
PoE Switches
Wi-Fi IDS / IPS
Packet capture
Security Sensors
WLAN Switches/Blades
Management Systems
Solution by Integrating various Boxes
High Capex
High Opex
Management is a task
Scalability is Expensive
Less Reliability
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Aruba Solution and ArchitectureAruba Solution and Architecture
Aruba 6000 for the Enterprise HQ
Mobility Management System
RF, Service Creation, Network Management Applications
ArubaOSEmbedded Mobility
Software Applications
Aruba 200 for the Retail / Store
Front
Aruba 2400 for Regional Locations
Aruba Access PointsSingle & Dual-Radio (a/b/g) Multi-
Function
Award Winning Product Portfolio
Aruba 800 for the Branch Office Aruba 3000
Seriesfor Regional Locations
Mobility Controller Family
Performance & Capacity
800200
AP Count
6000
0 - 2048 AP10Gbps
6 AP200 Mbps
16 AP200 Mbps
2400
48 AP400 Mbps
0-32 AP1 Gbps
0-128 AP4 Gbps
3200
0-64 AP2 Gbps
3400
3600
AP 41
AP 65
AP 80M
AP 60/61
AP 70
Wireless Access Point Family
AP 120series
Indoor Outdoor
AP 85
Single Radio 802.11a/b/g
Dual Radio 802.11a+b/g
802.11a/b/g/n
WLAN Switching and RF Management L2/L3 switching, VLANs, termination of Aruba wired & wireless APs, RF Plan/RF Live, location tracking, triangulation
BASE SOFTWARE FEATURES
Policy Management Any-Any per SSID/VLAN, VLAN policy segregation
Automatic Radio Management (ARM) Calibration, coverage hole detection / correction, interference detection / correction, multi-band RF scanning
Authentication Wired and wireless 802.1x, Web-based captive portal, MAC address, Local user database, LDAP, RADIUS, TACACS+
Encryption Open, Static and Dynamic WEP, WPA-TKIP, WPA-PSK-TKIP, WPA2-AES, WPA-PSK-AES, WPA Mixed mode
User Services Captive portal, SSID to VLAN mapping, AAA VLAN assignment
Mobility Services Roaming across APs, VLANs and controllers
Intrusion Detection Rogue AP detection, interfering APs / clients, classification, rogue AP containment
ArubaOS Base Software Functionality
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
“Thin” Access Points
Centralized Mobility Controller
What is a “Thin AP”?
802.11a/b/g
Antennas
Policy
Mobility
Forwarding
Encryption
Authentication
Management
“Fat” Access Points
…But They Are Not Created Equal
Centralized WLAN Architectures Have Won…
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Span of Mobility
HR 3rd Floor
Core
Sales 2nd Floor PR 1st Floor
EdgeSwitches
EdgeSwitches
EdgeSwitches
BobJoe Don TimMary AmyDonSueJoe Bob AmyTim
User ID: Bob Encryption Key: _ _ _ _Dept: HR Access Rights: 1. HR Server 2: WWW 3: SIP
Tim
Span of Mobility Span of Mobility
Core Value: Pervasive MobilityCore Value: Pervasive Mobility
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
The Aruba Product Portfolio
LAN InternetWAN
AP-60
AP-2E
AP-70
AP-80
Corporate Campus
Regional Offices
Remote Offices
Home Offices
Retail Outlets
Nomadic Offices
Hotels
Customers
Partners
Regional Offices
ARUBA 200
ARUBA 6000
ARUBA 2400
ARUBA 800
Non-Disruptive Deployment Model Protects Fixed Edge Investments
Enterprise Mobile EdgeEnterprise Mobile Edge
Enterprise Mobile EdgeEnterprise Mobile Edge
En
terp
rise
Mo
bile
Ed
geE
nte
rpri
se M
obi
le E
dge
En
terp
rise
Mo
bile
Ed
geE
nte
rpri
se M
obi
le E
dge
ARUBA 200
AP-65
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Secure Mobility: Anytime Anywhere Access
Accounting
HR
Sales
Marketing
PR
IT
Management
Production
Security
Corporate Campus
Software
Hardware
Regional Office
Office
Home Office
Bob Bob Bob
Bob
Bob
Bob
Bob Bob
Bob
WHY ARUBA?
18
Reason #1: Aruba is Easy to Deploy
• Simple RF Planning Tool• Zero-touch AP Deployment• Adaptive Radio Management• Realtime Coverage Maps• No network disruption
SSID: CORP
Active Directory
Access Point
GuestVoiceEmployees
Rights,QoS, VLAN
SSID: GUEST
SSID: VOICE
Mobility Controller
Wired L2/L3 Transport
Reason #2: Aruba is The Most Secure
• Integrated Stateful Firewall• Role-based Access Control• Seamless NAC Integration• Centralized Encryption• Hardware-based AAA• L1-L7 Wireless IPS• Rogue AP Prevention
Centralized Encryption
Keys
Scan & Quarantine Un-trusted Users
Interface to Microsoft Active
Directory
Rogue AP
Built-in Rogue Detection & Containment
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved
Secure Remote Networks
Secure Remote Networks
Aruba Networks Security ArchitectureAruba Networks Security Architecture
21
Integrated Wireless IDSIntegrated Wireless IDS
Integrated User Access Control including CAC authentication
Integrated User Access Control including CAC authentication
Validations and Accreditations
Validations and Accreditations
Integrated Stateful User Firewall
Integrated Stateful User Firewall
Broad standards-based secure client support
Broad standards-based secure client support
Secure Data CenterSecure Data CenterSIPR-product interoperabilitySIPR-product interoperability
Client-to-core session encryption
Client-to-core session encryption
Reason #3: Aruba is Easy to Manage
• Centralized Configuration and Monitoring• Manage multiple mobility
controllers without external mgmt system• Integrated Packet
Capture for easy troubleshooting • Integrated Location
Tracking• Easily add AirWave
Management System
Centralized Mobility Controller
Regional Office
Branch Office
Home Office
LAN / WAN / INTERNET
Built-in Management
Data CenterData Center
Hot-StandbyHot-Standby
Public HotspotPublic Hotspot
Branch OfficeBranch Office
Regional OfficeRegional Office
Reason #4: Aruba is Easy to Scale• VRRP-based redundancy
requires no AP provisioning • APs automatically become
aware of redundant topology when deployed across L3 boundary
• Remote office connectivity with site-to-site VPN
• Home office connectivity with remote AP
• Mobile office connectivity with client VPN
• Secure Mesh for wire-free extensions
QuickVRRP Failover
Home OfficeHome Office
Remote AP with IPSec VPN
Client VPN
InternetInternetBuilt-in Site-
to-site IPSec VPN
Auto-awareness of Redundant topology
(No “priming” needed)
Secure MeshIndoor or Outdoor
Reason #5: Support for all Enterprise Applications
• Application awareness ensures QoS and availability• Same SSID – multiple
traffic classes• Bi-directional QoS on
wired and wireless network • Admission control for
voice and other apps ensures QoS in the air• Supports devices with or
without WMM
Wireless
Wired
Converged Voice & Data
Packet stream with WMM Tags
802.1p or DSCP Prioritized Voice
Packets
Data Packets
Protocol aware Voice Flow
Classification and Security
RF Management stops channel and power optimization when voice clients
are present
Call admission control distributes
call volume between Access
PointsSingle Single ESSID ESSID
for for Voice Voice
& Data& Data
Single Single ESSID ESSID
for for Voice Voice
& Data& Data
Blackberry7270
11
22
33
44
55
Deploying Wi-Fi Voice
25
Demonstrating Green Design Principles
SUP720
WISM
FWSMVPNSM
FWSMFWSM
WISMWISM
ESM
80Gbps Multi-ServiceMobility Controller
ArubaOne Controller,680 Watts
Cisco Equivalent: >10,000 Watts!Annual Operating Cost Penalty
Electricity @ $0.10 kWh: $8,800Air conditioning: $3,000Floor space, security, rack space*: $1,800Labor and personnel costs*: $6,350
* Baseline Magazine (http://www.strassmann.com/pubs/baseline/2007-09-b.pdf)
Cisco Equivalent: >10,000 Watts!Annual Operating Cost Penalty
Electricity @ $0.10 kWh: $8,800Air conditioning: $3,000Floor space, security, rack space*: $1,800Labor and personnel costs*: $6,350
* Baseline Magazine (http://www.strassmann.com/pubs/baseline/2007-09-b.pdf)
26
Aruba Is A One-Stop Shop
• Gartner calls Aruba “a one stop shop” for all wireless LAN needs
• Easy to deploy+
• Bulletproof security+
• Centralized network management+
• Massive Scalability+
• Integration of all enterprise applications
= Best TCO in the industry
CompetitionCompetition
27
Top-6 differences
Role base Access with Secured Mobility
Remote Access Points (Concept of Remote-AP)
Inbuilt IPS / IDS
Single Controller Architecture
ARM 2.0 ensures consistent coverage & capacity/
Indoor/Outdoor planning tools eliminate guesswork
Overcoming Technical ObjectionsOvercoming Technical Objections
29
Wireless is not secure
• Wireless is MORE secure than an average wired network• Wireless has authentication – by default• Wireless has encryption – by default• Wireless has authorization – a side benefit of authentication
(only Aruba)
• You can make wired networks this secure – but do you?• A determined intruder can intercept wired communication
too – over the air. Wired networks emit electromagnetic radiation.
30
I have a firewall already
• You can continue to use this firewall if you want to! But...• The Aruba firewall combines the point of encryption,
authentication, and authorization all in the same system• This is like an international airport – your boarding pass and ID are
checked as you get on the plane• An external firewall is like a domestic airport – your boarding pass
and ID are checked once, then you are set free inside the terminal
• The Aruba firewall does more than just security – it also manages QoS, application aware RF scanning, admission control, etc.
31
Wireless isn’t reliable enough
• Wireless has become dramatically more reliable in the past few years• Technologies like 802.11n increase this further through
better radio and antenna design• ARM takes care of many wireless problems automatically
– interference avoidance, coverage holes, etc.• Aruba systems can be deployed in a fully redundant
configuration
32
Wireless is difficult to install
• Not anymore!• RF planning tool takes care of AP planning• Or use the “grid” system
• ARM takes care of the RF management• Intuitive wizards inside ArubaOS make setup very simple• Client rollout tools make client configuration easy• Aruba “Wi-Fi Config” tool for Windows XP• Group Policy for Windows domains configures client WLAN settings• Scripting for MacOS
33
Summary
Key Aruba Value Proposition:• Aruba is INTEGRATED Lower TCO• Aruba is SIMPLE Less work• Aruba is MORE SECURE Information assurance• Aruba is PROVEN Reputation
34
How to evaluate the customersHow to evaluate the customers
35
• Two important evaluation-• Basic Information-
• Employee strength – (it should be more than 300)• How many offices - (Multiple offices will definitely help us)• How many Laptop users (Most important Point) • How many people are traveling (Remote access issue)
• Most Important thing is finding out MAN – if yes then-• Current WLAN implementation, if any• Problem the customer is trying to solve (i.e. why are they talking to
you?)• Network topology & infrastructure• Security requirements• Project funding & decision makers and buying process• Requirements for successful purchase of the Aruba solution• Demo, evaluation, test plan
36
•Segments In India –• Education•Medical• BFSI• Large Corporate/Enterprises.•Manufacturing
37
Guest Acce
ss
Employee Access
Wireless IPS
Comp-lance
Wireless
VoIP
Remote
Access
ECS / NAC
Mesh Medical apps
Asset Tracking
Education – Higher X X X * * * X X
Education – K-12 * X * * * * X
Enterprise - General
X * * * * *
Enterprise - High Tech
X X X * *
Enterprise - Services
X * X
Finance * X * X *
Healthcare * * X X * X *
Hospitality - Luxury
X * * X * *
BFSI X X x *
Application & Industry MatrixApplication & Industry Matrix
CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved 39
• Best software for managing your wireless network• Visibility for fast problem
resolution
• Control configurations
• Enforce security policies
• Lower TCO
• Scales to large enterprises
• Supports leading wireless hardware products from multiple vendors
Sample of supported hardware vendors:
AirWave Management Software
Winning Strategy For FY’09
Airwave Smart WLAN Choice
Outdoor/Warehouse RF DesignWinco, Nike, Land O’Lakes
Remote AP
Engage Lead With Up Sell
www.arubanetworks.comwww.arubanetworks.com