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CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved Sales Training Indoor and Campus WLAN

Selling WLAN

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Page 1: Selling WLAN

CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved

Sales TrainingIndoor and Campus WLANSales TrainingIndoor and Campus WLAN

Page 2: Selling WLAN

Agenda

Customer Requirements and Opportunities

Aruba Solution and Architecture

Sample Sales Pitch

Competition

Overcoming Objections

2

Page 3: Selling WLAN

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

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Page 4: Selling WLAN

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

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Page 5: Selling WLAN

CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved

Traditional way of installing WLAN In IndiaTraditional way of installing WLAN In India

Page 6: Selling WLAN

Total Controls is with AP

802.11a/b/g

Antennas

Policy

Mobility

Forwarding

Encryption

Authentication

Management

“Fat” Access Points

Page 7: Selling WLAN

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

Page 8: Selling WLAN

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

Page 9: Selling WLAN

CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved

Aruba Solution and ArchitectureAruba Solution and Architecture

Page 10: Selling WLAN

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

Page 11: Selling WLAN

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

Page 12: Selling WLAN

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

Page 13: Selling WLAN

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

Page 14: Selling WLAN

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…

Page 15: Selling WLAN

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

Page 16: Selling WLAN

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

Page 17: Selling WLAN

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

Page 18: Selling WLAN

WHY ARUBA?

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Page 19: Selling WLAN

Reason #1: Aruba is Easy to Deploy

• Simple RF Planning Tool• Zero-touch AP Deployment• Adaptive Radio Management• Realtime Coverage Maps• No network disruption

Page 20: Selling WLAN

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

Page 21: Selling WLAN

CONFIDENTIAL © Copyright 2008. Aruba Networks, Inc. All rights reserved

Secure Remote Networks

Secure Remote Networks

Aruba Networks Security ArchitectureAruba Networks Security Architecture

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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

Page 22: Selling WLAN

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

Page 23: Selling WLAN

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

Page 24: Selling WLAN

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

Page 25: Selling WLAN

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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)

Page 26: Selling WLAN

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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

Page 27: Selling WLAN

CompetitionCompetition

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Page 28: Selling WLAN

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

Page 29: Selling WLAN

Overcoming Technical ObjectionsOvercoming Technical Objections

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Page 30: Selling WLAN

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.

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Page 31: Selling WLAN

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.

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Page 32: Selling WLAN

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

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Page 33: Selling WLAN

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

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Page 34: Selling WLAN

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

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Page 35: Selling WLAN

How to evaluate the customersHow to evaluate the customers

35

Page 36: Selling WLAN

• 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

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Page 37: Selling WLAN

•Segments In India –• Education•Medical• BFSI• Large Corporate/Enterprises.•Manufacturing

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Page 38: Selling WLAN

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

Page 39: Selling WLAN

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

Page 40: Selling WLAN

Winning Strategy For FY’09

Airwave Smart WLAN Choice

Outdoor/Warehouse RF DesignWinco, Nike, Land O’Lakes

Remote AP

Engage Lead With Up Sell

Page 41: Selling WLAN

www.arubanetworks.comwww.arubanetworks.com