Aruba 802.

11ac Channel Webinar Christian Gilby, Director of Product Marketing

Agenda

11ac solution overview and TCO savings How our customers are leveraging 11ac

Competitive comparisons & differentiation

Selling strategies

Current promotions

The Next Generation Workplace

3+ devices per user

Apps driving 30% CAGR data usage

40+ apps per user

WLAN Challenges

More devices than capacity Devices make roaming decisions App performance needs are diverse

Users no longer tethered to a single device

What benefits does 802.11ac bring?

Wider channels 30% more efficient data transfer Up to 8 spatial streams

Better range for 11n devices

Less power per MB

Why 802.11ac?

802.11ac Migration is Happening Now

Wi-Fi Alliance certified Runs on standard 802.3af PoE

802.11ac clients are here

Aruba Customers Deploy 11ac

HTC One GALAXY S4 Moto RAZR

Toshiba NB15t
Asus G75VW MacBook Air

Dell Alienware

Smarter Wi-Fi for the Next-Gen Workplace

802.11ac speeds for high density Faster & further for 802.11n devices Leverages standard PoE switches Eliminate effects of sticky clients For 802.11n and 802.11ac Deliver QoS for Lync voice/video/share AirGroup enables AirPlay/AirPrint for enterprise Prioritize enterprise apps above personal apps Dynamic firewall actions based on identity, not device Enable secure, self-serve device onboarding

Aruba 220 Series

Patented ClientMatch

AppRF

Role-based Security

Purpose-built Aruba 220 Series 802.11ac Access Point

3x3:3 Dual Radio

5GHz 11ac: up to 1.3Gbps 2.4GHz 11n: up to 450Mbps

2x GE link aggregation
Enabling >1Gbps throughput

Operates with 802.3af 802.11ac Beamforming

$1,295 US List Controller-managed & Controller less**
** Aruba Instant available in Q4 CY2013

Aruba ClientMatch Enables 802.11ac Wi-Fi

REAL-TIME RF CORRELATION

DEVICE TYPE

LOCATION

CONGESTION

INTERFERENC E

Match to another AP Patent: 8,401,554

Enables use of 802.11ac Wi-Fi rates 98% of mobile devices with higher signal quality 94% better performance for sticky clients No client-side software required

Client Health Visibility

After Before ClientMatch

VLAN Model: Not Good for Mobile Apps

AppRF Technology

Lync

Skype

BitTorrent FaceTime

Box

IP TV

AirPlay

Increase Adjust Blacklist Load Optimize Unicast Limit Priority Priority Device Balance Bandwidth Video Bonjour

Intelligent Traffic Control with AppRF

Enable administrators to control usage Business-critical communications prioritized Bandwidth allocated to corporate cloud applications Policy enforcement at network edge

Only WLAN with Microsoft Lync Visibility

QoS for all Lync flows not just voice & video Call Admission Control (CAC for Lync flows) Real-time monitoring for voice and video call quality

Visibility to Lync Quality

Lync App Details

Lync Call Details

Mobility Without Breaking Security

Dynamic Firewall actions instead of static VLAN

Runs on Aruba Instant APs, Switches, Controllers

SELECTIVELY ALLOW GUESTS TO PROJECT & PRINT

BLACKLIST INTRUDERS & P2P APPS

QUARANTINE WHEN INFECTED & JAILBROKEN

REDIRECT NEW & MISCONFIGURED DEVICES

Aruba WLAN: Rightsized for Mobility

Private Cloud Public Cloud

Access Points

Mobility Switches

Mobility Controllers

Now Possible: Next-Gen Workplace

76%
Lower IT Costs *

Soft phones replace desk phones Shared wireless projectors & printers Switches for AP backhaul only
* 3-year capital and operation cost for 1,000 person company

Powering the Next Generation Workplace

Requirements
Reduce cost of wired access network infrastructure Unplug the VoIP phone whenever possible & move to softphones

Next-Gen Workplace

Solution
Pervasive high density WLAN design with Aruba 802.11ac Aruba ClientMatch to guarantee 802.11ac Wi-Fi data rates

Insert Pic

All wireless access for all employees in a 5 story building

Solving High Density Challenges

Requirements
Reliable service including high density areas ( with >15,000 users) Enable media streaming between mobiles and AirPlay/AirPrint devices

High Density Demands

Solution
Solving performance and density with ClientMatch for 802.11ac AirGroup delivers plug-and-play network services on campus WLAN

Upgrade portion of 3,000 Aruba 802.11n APs with 802.11ac for Javits Lecture Center and Sports Complex

Enabling Self-Serve Device Onboarding

Requirements
Upgrade existing Cisco Wi-Fi to eliminate poor network performance Capability to onboard mobile devices Support Single-Sign-On (SSO)

Seamless Device Onboarding

Solution
Superior 802.11ac with ClientMatch for best performance across schools Aruba 7200 Series Controllers with redundancy for always-on operation

SAML support for SSO authentication

ClearPass & AirWave

A History of Bad Ideas

Cisco 3700: Same Flawed Clip-on Approach

Antenna Compromises
Antenna limited to the surface area of the clip-on module

Manual, costly upgrade

Remove and retrofit every AP. No guarantee of Wave 2 performance

Power Hungry
Inefficient design requires new switches with PoE+ for full 802.11ac radio operation

Modular = Costly
Starting at $1,495 without any modules

Inadequate WAN Uplink

WAN uplink designed for early module; caps performance

Mismatch Components
Older CPU and memory not optimized for future antenna/feature upgrades

Why Aruba over Cisco? Better Performance for 802.11n and 802.11ac Clients

2x Faster 802.11n at most ranges

57% Faster 802.11ac at 120ft

Get the full report here http://www.miercom.com/2013/10/aruba-ap-225/

Why Aruba over Cisco? Better Multi-client Performance

3x3 11ac Downstream UDP Performance
1200

1000

Throughput (Mbps)

800

Aruba AP225 Cisco 11ac Module

600

400

200

0 Aruba AP225 Cisco 11ac Module

1 960 700

10 960 668

25 960 662

50 960 626

75 959 205

100 873 150

150 691 140

200 635 0

255 616 0

# of Clients

Clients: Veriwave Conducted, 3x3 11ac, Downstream, UDP 1500 Byte, WPA2-PSK, Tunnel Mode (AP225)

53% Faster (50 clients)

4.8x Faster (100 clients)

Upgrade Opportunities to Aruba 802.11ac

802.11ac APs

Mobility Access Switches

Mobility Controllers

AirWave 7.7 Management

- Gigabit Wi-Fi - No sticky clients

- S2500 & S3500 - GbE ports for APs

- 600, 3000, M3 and 7200 series - 40Gbps encrypted - 2 million sessions

- Multi-vendor - 802.11ac ready

- PoE+ on every port

- 10GbE uplinks

- ClientMatch reports

802.11ac: Identifying Opportunities

Approach early adopters: education & enterprise customers 802.11abg networks: Leapfrog 802.11n and get longer service life out of 802.11ac Old 802.11n networks: Improved performance with 802.11ac, especially in high-density areas. Current 802.11n network: Investment protection for any new deployments and for existing customers to improve capacity in dense areas.

Next Steps: Existing Customer

Discuss challenges of existing 802.11abgn
Ask about any video or mobile UC deployments, like Microsoft Lync, that will benefit from 802.11ac

Are they encountering bandwidth or density issues

Share Aruba's 802.11ac migration guide.

Discuss phased rollout to address 802.11abgn challenges Discuss upgrading controllers to the 7200 series and highlight the trade-in promo.
Talk about existing controller capacity and migration

Ask about the PoE budget and see if there is a wired closet refresh on the horizon.

Review promotions (trade-in and switch)

Next Steps: Prospect

Discuss challenges of existing 802.11abgn
Ask about any video or mobile UC deployments, like Microsoft Lync, that will benefit from 802.11ac

Are they encountering bandwidth or density issues

Share Aruba's 802.11ac migration guide.

Demo AirWave (login with corp credentials) and show the ClientMatch report. Discuss setting up a proof of concept.

Email: Top 5 Things you Need to Know about 802.11ac

ACTIVE Partner and End-user Promotions

Free PoE Switch Promotion (through 12/31/2013)
For every 24 APs you sell, receive a 24 port PoE switch

Sell This
24 x AP-224/225 Access Points

Receive This Free

1 x S2500-24P Switch

24 x AP-104/105 Access Points

1 x S1500-24P Switch

Note: These promotions may be combined together and are eligible for standard discounts

ACTIVE Partner and End-user Promotions

802.11ac Trade-in Promotion (through 12/31/2013)
(includes AP-60/61, AP-65, AP-70, AP-124/125)

Sell This

Trade-in

Customer Receives

Partner Receives

AP-224/225 Competitor AP

$100

$50

AP-224/225 Aruba EOL AP

$150

$50

Note: These promotions may be combined together and are eligible for standard discounts

UPCOMING Promotions
1. 802.11ac Competitive Trade-in Promotion 2. Aruba Upgrade Promotion
(includes AP-60/61, AP-65, AP-70, AP-124/125)

Sell This

Trade-in

Customer Receives

Partner Receives

AP-224/225 Competitor AP1

$100

$50

AP-224/225 Aruba EOL AP2

$150

$25

AP-114/115 Aruba EOL AP2

$100

$25

Note: These promotions may be combined together and are eligible for standard discounts

Partner Resources

802.11ac Channel Kit Page

Selling guide 11ac Whiteboard training

Promotions
Campaign Kit 11ac Technical training

Migration Guide
11ac technical demo in SEEL

Q&A