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Competitive Selling

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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

#arubasummit

Our Mission Today Is To Help You

Learn and better understand Aruba
differentiation for:
BYOD
High Performance Wi-Fi
Simple & Cost Effective Wi-Fi
Compete effectively
Help you stand out from the crowd
Handle common objections

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All2rights reserved

#arubasummit

Create Differentiation Upfront

Differentiate & prove the value of your
solutions early-on; else PRICING will
become the sole negotiating point!

Customer
Needs /
Issues
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Copyright 2012. Aruba Networks, Inc.
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Product &
Competitive
Knowledge

Strategic
Advantage
Messaging

#arubasummit

Aruba Technology Differentiation

Application Aware RF
Protects mission critical apps in high density Wi-Fi

Integrates context based security

No network upgrades to enable BYOD & Guest

Ready for any network

Multi-vendor services, virtual or physical controllers
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All4rights reserved

#arubasummit

Traditional WLANs
Supporting Multiple Applications
Private Cloud

Public Cloud

SSID: iOS
Firewall

Firewall

SSID: Windows
Access

SSID: Multicast

Core/Dist

WLAN
Controller

No mobile app intelligence

Impossible to differentiate users,
devices and apps

SSID: UC

No performance guarantee

Separate firewall for mobility

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All5rights reserved

#arubasummit

Traditional WLANs
Access Point Configuration
Fat Mode

LAN

No RF management
No mobility

Thin Mode
No awareness of mobile apps
Spectrum = Extra $$$ per AP

Hybrid Mode
WAN

No firewall / VPN
No BYOD

OfficeExtend Mode

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All6rights reserved

No firewall, no BYOD
No wireless security

#arubasummit

Traditional WLANs
Adding BYOD Enforcement
Existing Network

with BYOD

NAC

1. Replace NAC with BYOD server

Branch Routers

2. Replace old branch routers w/ new

WLAN

3. Replace fat APs with thin APs

4. Replace old controllers w/ new

Devices

5. Install firewall facing Wi-Fi users

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All7rights reserved

#arubasummit

Aruba Application Awareness

Aruba is the only network to use
deep inspection of traffic
App

Service

Threat

Mobility

To optimize and secure the air

Reliable

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All8rights reserved

Fast

#arubasummit

Secure

Why Aruba Instant?

3
Rogue Devices

Data Center

Wiring Closet

Wireless VLANs
SSID 1

SSID 2
SSID 3
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All9rights reserved

#arubasummit

Why Aruba Mobility Controllers?

2
1

Home/Branch
Cellular

Data Center
Wiring Closet

Wired, Wireless, Remote VLANs

3
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

Voice

Data

Wireless
Provisioning

Guest

BYOD

Remediation

#arubasummit

Video

Why Aruba Mobility Access Switches?

2

Mobility Access
Switches
Data Center

1
3
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Why AirWave?
1
Wired Access

2
Data Center

3
Wireless LAN

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Why ClearPass?
2

Visitor

Data Center

Contractor

Wired / Wireless
Shopper

Patient

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Aruba Customer Focus

>20k customers, 57% YoY customer growth,
Airheads Community for WLAN engineers
Deployed in over 120 countries, 8 TAC centers
worldwide, 800+ WLAN engineers
$2B shipped, 20% market share in 802.11n,
Largest WLAN: 60,000 APs at U.S. AirForce
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

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Objections
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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

#arubasummit

Question 1 Requested Solution

We are looking for a BYOD solution,
do you do that?
Clarify
Highlight Arubas unique ability to integrate with any existing
network regardless of the vendor as well as our flexibility in
provisioning any mobile device.

Explain
And, as much as I believe in our abilities, it would be
presumptive to give an answer before understanding the
specifics of what you want to accomplish.
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Question 2 Requested Solution

We are looking for a simple inexpensive wireless
solution but it should work better than Linksys
Clarify
Aruba has helped thousands of companies successfully migrate to
enterprise class wireless.
These customers selected us because our solutions are affordable,
scalable and best of all they are so simple that you dont require any
training to setup and maintain.

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Competitive Attack 1 Technology

Vendor C said our VoIP phones
will not work on Aruba Wi-Fi
Clarify
We respect our competitors and their right to compete.
As the leading visionary provider of Wi-Fi solutions our technology
is a great asset for our customers.

Explain
Aruba Wi-Fi solutions adhere to open standards and are
completely interoperable with any VoIP solution.
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Competitive Attack 2 Technology

Vendor A said we dont need controllers,
they are expensive and unnecessary.
Align
As the leading visionary provider of Wi-Fi solutions we have
no technology religion and give our customers the best
options to choose from.

Explain
In fact, our flexible solutions allow you to seamlessly migrate
from virtual controller solution to a physical one, at your own
pace and as your business needs dictate.
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Competitive Attack 3 - Price

Company C is offering their product at 80%
off, will you match it?
Align
We respect our competitors and appreciate their right to
compete in the market as they see fit.
And lets agree that a discussion about your investment is a
mutual goal of ours.

Explain
We believe our solutions will both pay for itself many times
over and be a great asset to your firm.
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Competitive Attack 4 - Brand

We only buy and use networking gear

from Vendor C
Explain
The vast majority of our customers are Cisco customers too.
Many have chosen to use Aruba over Cisco for enterprise
mobility because of a measurable difference in technology and
superior customer service.
We also have solutions that fill in the gaps in vendor Cs
portfolio, such as multi vendor management, remote networking,
complete BYOD, advanced guest access.
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Your Competitive Advantage

With Aruba in your portfolio,

you are always licenced to win!
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

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Q&A
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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

#arubasummit

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800 Pound Gorilla is Vulnerable !

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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

#arubasummit

Aruba Has BYOD Covered

Network Infrastructure
Manage Device Access

Desktop Management
Manage the Device

Provision
Remote
Device& revoke
wipe &
level
device
control
visibility
credentials
Firmware &
Restrict
Configure
Push &
patch
usage &
network
provision
management
bandwidth
settings
apps

Identify the
user
Protect the
network

Aruba MOVE
Cisco ISE/Trustsec
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

BYOD with Aruba MOVE

Provision ANY
device; no helpdesk

Context-aware access for Take back control

ANY vendors network
Wired/Wireless/
Remote Access

Aruba Network Access

Context-based
Enforcement

Mobility
Controller

User/Device
Visibility

AirWave
Policy
Provisioning
Posture

Any Vendors Network

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

ClearPass
#arubasummit

BYOD with Cisco TrustSec & ISE

No self-provisioning Lacks Multi-Vendor Unproven solution
for mobile devices
Network Support
Device
Fingerprinting

Cisco Access
Network

WLAN
Controller

ASA

Wireless
IPS

AnyConnect
Software Agent
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

3rd Party
Access

MSE

ISE
Location

Device
Visibility

NCS

#arubasummit

MSE

Aruba 134/135 vs. Cisco 3600

Aruba AP134/135 is field proven with thousands of units
shipped and several high-profile deployments
Shipping since early 2011

Aruba APs provide better performance, higher

scale and superior design at a much lower cost
Cisco 3600s do not scale in a dense BYOD
environment as well as Aruba
Ciscos 4x4 MIMO AP does not improve
performance; it is a band aid to HW limitations
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

#arubasummit

Aruba Wi-Fi Advantage

20% better performance with Spectrum

AP 135 w/o
Spectrum
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

AP 135 w Spectrum
Visualization

Cisco 3600 w/o

CleanAir

Cisco 3600 w
CleanAir (No
Visualization)
#arubasummit

Aruba Wi-Fi Advantage

30% better high density performance
290.0
280.0
270.0
260.0
250.0
240.0
230.0
220.0
TCP Down

TCP up

AP 135
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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TCP Bi

Cisco 3600
#arubasummit

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Competing
with
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1 lighter 35%

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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

31

#arubasummit

Instant - Enterprise Wi-Fi Made Simple

Affordable

Intuitive

Aruba
Instant
Scalable
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All32
rights reserved

No external controller or
manager required.

WLAN setup takes 30secs on

a wizard.

Performance boost for roaming

and policy control with optional
Mobility Controller
#arubasummit

Aruba Instant v. Aerohive

Affordable

Intuitive

Aerohive
Scalable
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

Always requires external

HiveManager for config &
troubleshooting, updates
No Magic VLAN for guest
access. Must use tunnels or
VLANs.
No controller option.
Layer 3 Roaming Reduces
Wi-Fi Performance by up to
55%
#arubasummit

Aruba Instant costs up to 29% less

TCO with 3yr NBD support
$140,000
$120,000
$100,000

$80,000
$60,000
$40,000
$20,000
$-

Aerohive
Aruba Instant
CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
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rights reserved

16
$16,063
$12,464

32
$30,127
$24,928

64
$58,255
$49,856

128
$114,511
$99,712

#arubasummit

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LICENCE TO WIN

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DISCUSS: #arubasummit

CONFIDENTIAL
Copyright 2012. Aruba Networks, Inc.
All rights reserved

#arubasummit