Cisco Solutions

Competitive

Rob Karnbach WCD ME Feb 2003

Cisco Wireless Solutions Aironet

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 2

Agenda

Home solutions Small to medium business solutions

Large enterprise solutions

Building to building bridges Security Solution
Cisco Competitive Feb 2001 Rev 01/01 page 3

Confidential For Internal Use only

Product Features - 3Com Office Connect Wireless Gateway

1 Port WAN (10mb Ethernet Port)

To connect to Cable or xDSL modem

4 Port 10/100 Wire Speed Switch Ports DHCP Server NAT (Network Address Translation) Firewall Web Configuration IP Routing Up to 35 Users Wi-Fi Compliant
Cisco Competitive Feb 2001 Rev 01/01 page 4

Confidential For Internal Use only

Product Features Cisco 340 Wireless Base Station

1 Port 10mb Ethernet Port 1 56K Modem RJ11 DHCP Server NAT (Network Address Translation) GUI Proprietary Mgmt System IP Routing 10 Users No Support for multi user AOL 1 Year Warranty

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 5

Win..Win..Win
On this Home solution we have a very good product and should be able to win hands down against Cisco!!! This is Ciscos weak attempt at the Home Market
Not enough Ethernet ports 56k Modem.come on No Firewall. Complicated to setup

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 6

Cisco Strengths & Weakness

Strength

Weakness

Sales Team Cisco Brand

Price..Price Features Concentrating on LE No Ease of Use No Firewall No Hub Limited Users Limited throughput No ease of Installation

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 7

3Com Strengths & Weakness

Strength

Weakness

Price Features Ease of Use Concentrating on Home Firewall Switch ports Ease of Installation

Coverage Area Software Updates

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 8

Agenda

Home solutions Small to medium business solutions

Large enterprise solutions

Building to building bridges Security Solution
Cisco Competitive Feb 2001 Rev 01/01 page 9

Confidential For Internal Use only

3Com 11 Mbps WLAN Access Point 8000

The 3Com 11 Mbps WLAN Access Point 8000 provides the wireless LAN infrastructure with industryleading security and centralized management solutions

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 10

Product Features - 3Com AP8000

1 Port Ethernet 10/100 Removable Antennas Management

Web Interface SNMP

Confidential For Internal Use only

WEP 40 & 128, 128 DSL, Serial Authentication Up to 256 users ACL 128 supported EAP-MD5, EAP-TLS, EAP-TTLS Short Preamble Radio Tuning Price $749
Cisco Competitive Feb 2001 Rev 01/01 page 11

Cisco 350

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 12

Product Features Cisco Aironet 350

1 Port 10/100mb Ethernet Multiple Antennas Management

Web Interface Serial Port SNMP

Confidential For Internal Use only

WEP 40 & 128/Radius/EAP QoS Auto Channel Selection Up to 2048 users 100mw output Cisco Only Mode ~5mb through put
Cisco Competitive Feb 2001 Rev 01/01 page 13

Product Features Cisco Aironet 350 (cont)

Load Balancing Hot Stand by World Mode Sesson Key Radio Tuning Filtering Power over Ethernet Power Hub Coverage over 100 meters Price $700

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 14

What to do..

Cisco has added a lot of new features to this product line 350 We need to know when to fight and when to walk away Fight when
Price is a issue Ease of use Security NICs cards are important, ie Combos

Walk
Cisco Bigots True Large Enterprise Sale

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 15

Cisco Strengths & Weakness

Strength
Cisco Brand Concentrating on LE Direct Sales Force

Weakness
Price..Price Delivery?

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 16

3Com Strengths & Weakness

Strength

Weakness

Price Dynamic Key Support 3NS

QoS Hot Standby

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 17

Agenda

Home solutions Small to medium business solutions

Large enterprise solutions

Building to building bridges Security Solution
Cisco Competitive Feb 2001 Rev 01/01 page 18

Confidential For Internal Use only

Cisco 1100

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 19

Product Features Cisco Aironet 1100

1 Port 10/100mb Ethernet Based on IOS Management

Web Interface SNMP

WEP 40 & 128/Radius/EAP/PEAP QoS Auto Channel Selection Up to 2048 users 100mw output on 802.11b Only one radio Cisco Only Mode ~5mb through put

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 20

Product Features Cisco Aironet 1100 (cont)

Load Balancing Hot Stand by VLANs Multiple ESSIDs per radio Sesson Key Radio Tuning Filtering Power over Ethernet Power Switch Coverage over 100 meters Price $599

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 21

Cisco Strengths & Weakness

Strength

Weakness

Cisco Brand Single Radio Upgradable AP Concentrating on LE Direct Sales Force

No External Antennas No 802.11a POE is extra charge

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 22

3Com Strengths & Weakness

Strength

Weakness

Upgradeable to any 802.11 standard Dynamic Key Support 3NS Free POE

QoS VLAN Support Hot Standby

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 23

Next Generation AP8X00 Family

Ceiling

Wall

Table-top
Confidential For Internal Use only Cisco Competitive Feb 2001 Rev 01/01 page 24

Separate radio antennas >12 apart Diversity Antennas >3 apart Antennas held away from wall/table/ceiling

Antennas at 25 deg to work with horz. and vert. Polarizations of clients

Hidden RJ45 allows Hidden cable routing Connector placement flexibility

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 25

User Upgrade

Add/upgrade miniPCI Radios

Add/upgrade antenna systems

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 26

AP8200/8500 Performance for the Enterprise

Dual radio design

Smooth transition of networks from 802.11a to b Backbone configuration

802.11a turbo mode (72 Mbps) Load balancing Traffic prioritization QoS 802.11d (When used with a 3Com switch) 3Com WLAN device discovery tool Secured Web management interface 3NS bulk configuration and upgrade capability SNMP V3 support

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 27

AP8200/8500: Security Authentication

802.1X EAP-MD5, EAP-TLS, EAP-TTLS, PEAP Authentication 802.1X based Serial Authentication
Identical to TLS, without requiring the deployment of a dedicated Certificate server

MAC Address authentication

Local

MAC Address authentication

Radius server based

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 28

AP8200/8500: Security Encryption

40-, 128-bit WEP Encryption 802.1x-based Unique Key Generation Fast Key Refresh
per packet and/or Time based

AES TKIP when ratified

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 29

Cisco 1200

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 30

Product Features Cisco Aironet 1200

1 Port 10/100mb Ethernet Multiple Antennas on 802.11b only Management

Web Interface Serial Port SNMP

WEP 40 & 128/Radius/EAP/PEAP QoS Auto Channel Selection Up to 2048 users 100mw output on 802.11b mini PCI 40mw output on 802.11a PC Card

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 31

Product Features Cisco Aironet 1200 (cont)

Load Balancing Hot Stand by World Mode Sesson Key Radio Tuning Filtering Power over Ethernet only with POE module Coverage over 100 meters Price $1200

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 32

Cisco Strengths & Weakness

Strength

Weakness
POE - will not work with existing Cisco POE switches Can only have one 802.11a and one 802.11b - they cannot do two as or 2 bs Price No ease of use Complicated

Concentrating on LE Cisco Brand First to Market Existing Customer Base Direct Sales Force

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 33

3Com Strengths & Weakness

Strength

Weakness

Price Can do two as or two bs Turbo Mode on 802.11a for better through put

QoS Hot Standby

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 34

Agenda

Home solutions Small to medium business solutions

Large enterprise solutions

Building to building bridges Security Solution
Cisco Competitive Feb 2001 Rev 01/01 page 35

Confidential For Internal Use only

3Com 11 Mbps Wireless LAN Building-to-Building Bridge

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 36

Product Features 3Com Building to Building Bridges

1 Port 10/100mb Ethernet Multiple Antennas Management

Web Interface SNMP

WEP 40 & 128 DSL when used with a AP8000 Auto Channel Selection No signal Loss on Cable when using outdoor bridge Can be used with any Wi-Fi Access point 3NS fro Upgrades ~5mb through put

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 37

Product Features Cisco Aironet 350

1 Port 10/100mb Ethernet Multiple Antennas Management

Web Interface Serial Port SNMP

Confidential For Internal Use only

WEP 40 & 128/Radius/EAP QoS Auto Channel Selection Up to 2048 users 100mw output Cisco Only Mode ~5mb through put
Cisco Competitive Feb 2001 Rev 01/01 page 38

Product Features Cisco Aironet 350 (cont)

Confidential For Internal Use only

Load Balancing Hot Stand by World Mode Dynamic Key Radio Tuning Filtering Power over Ethernet Power Switch Coverage over 100 meters Outdoor Boxes Spanning Tree 18 miles @ 11mb Price $1999

Cisco Competitive Feb 2001 Rev 01/01 page 39

Win..Win..Win
On this Building to Building solution we have a very good product and should be able to win against Cisco!!! Cisco is going to have to drop prices on the 350 to Win
Priced to High Complicated to setup Large Footprint

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 40

Cisco Strengths & Weakness

Strength

Weakness

Radius Support Dynamic Key Support Rugged Container Cisco Brand Concentrating on LE Direct Sales Force

Price..Price Cable Loss Ability to work with APs

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 41

3Com Strengths & Weakness (Futures)

Strength

Weakness

Low Cost Easy to setup Small foot print POE All in on Antenna

Antenna Alignment tool

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 42

Agenda

Home solutions Small to medium business solutions

Large enterprise solutions

Building to building bridges Security Solution
Cisco Competitive Feb 2001 Rev 01/01 page 43

Confidential For Internal Use only

Cisco Security Solution

RADIUS with EAP Dynamic Session WEP Key 802.1x support but only with XP client Supports PEAP but not compatible with Microsoft at this due to the fact they followed different drafts Submitted to IEEE by Cisco & Microsoft

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 44

Cisco Security Solution Session Key Exchange

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 45

Cisco Security Solution

Using open authentication, a wireless client associates with an access point. The access point blocks all attempts by the client to gain access to network resources until the client logs on to the network. The user on the client supplies a username and password in a network logon dialog box or its equivalent. Using 802.1x and EAP, the wireless client and a RADIUS server on the wired LAN perform a mutual authentication through the access point. As part of the authentication process, the client passes the username and a one-way hash of the password to the RADIUS server. The RADIUS server checks the username and one-way hash of the password against a database of valid usernames and passwords to determine if it should authenticate the client. When mutual authentication is successfully completed, the RADIUS server and the client determine a WEP key that is distinct to the client and provides the client with the appropriate level of network access, thereby approximating the level of security inherent in a wired switched segment to the individual desktop. The client loads this key and prepares to use it for the logon session. The RADIUS server sends the WEP key, called a session key, over the wired LAN to the access point. The access point encrypts its broadcast key with the session key and sends the encrypted key to the client, which uses the session key to decrypt it. The client and access point activate WEP and use the session and broadcast WEP keys for all communications during the remainder of the session.
Cisco Competitive Feb 2001 Rev 01/01 page 46

Confidential For Internal Use only

Cisco Strengths & Weakness

Strength

Weakness

Radius Support PEAP Support Microsoft Cisco Compatible Logo Account Control Cisco Brand

Only works on Cisco Server $7,000 Is only Session based Key Proprietary solution

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 47

3Com Strengths & Weakness

Strength

Weakness

Support for all EAP types Support for all windows OSs Good Client Software Support for all Radius servers S

Not enough knowledge out there on our solution vs Cisco Cisco brand

Confidential For Internal Use only

Cisco Competitive Feb 2001 Rev 01/01 page 48

For more information, please visit www.3com.com/