Welcome to the D-Link Sales Specialist (DSS) Training course for

D-Link wireless products.

Prerequisites: There are no prerequisites for this training.

1
This self-paced training course is divided into three modules. This is a
course designed for sales staff.

When you complete this course, you will have a basic understanding of
the D-Link wireless products and solutions, basic customer applications
and selling guidelines.

Certification Exam: When you complete the course, please schedule a

time to take the online exam.

2
This module is designed to give you a basic understanding of D-Links
overall market positioning.

In particular, this module focuses on D-Links strengths in providing end-

to-end, standards-based solutions, our global resources, and the
companys strong market position in both switching and wireless.

3
Because customers care about the ability of a vendor to support them wherever they
are located, at any stage of growth, and whatever their needs, it is important to know
these facts and figures about D-Link:

We are the global leader in providing network solutions to small and medium-sized
business. D-Link is also committed to the enterprise market.
D-Link has been in business for over 25 years.
We are a market leader in the design, manufacture and marketing of advanced
networking, broadband, digital, and voice and data communications solutions.
We are a billion dollar company with over 2,500 employees.
D-Link surpassed the $1 billion revenue milestone in 2007.
A major contributor to our success is our established and expanding network of over
4,500 authorized resellers, distributors, ITSPs and SIs delivering products to more
than 67 countries.
Our global distribution channels has resulted in double-digit growth every year for
20 years; 98% of our employees are locally hired.
We have regional warehouses in 13 countries and Return Material Authorization
(RMA) centers around the globe. This coverage allows us to deliver products to
customers faster.
D-Link's international headquarters are located in Taipei, Taiwan, Republic of China.
More than 190 global offices serve North America, Asia and Europe, including the
North American headquarters in Fountain Valley, California. D-Link maintains
strategic operations in Canada, the United Kingdom, Germany, France, Spain, Italy,
Greece, Turkey, Sweden, Norway, the Netherlands, Denmark, Finland, Russia,
Israel, the Middle East, South Africa, Chile, Australia, Japan, Vietnam, Singapore,
China, India and other countries on five continents.

4
5
6
According to Gartner, D-Link had the #1 market share of WLAN standalone
APs for unit shipments in small enterprise market and #2 market share in
midsize and large enterprise markets in 2010.

7
D-Links core competency is in Ethernet connectivity. We are the global
leader in providing Ethernet switches from small, medium-sized business
to large enterprise.

This is important because wireless networks are often switched networks,

and this is part of D-Links ability to provide a complete solution to
customers.

8
9
10
According to Gartner, shipments of WLAN APs is continuing to grow in the
midsize and large enterprise markets worldwide.
802.11n has become the mainstream technology in this market with
94.2% of thin/unified AP shipments projected by 2014.

11
According to Gartner, shipments of standalone WLAN APs is continuing to grow in the
small business market segment worldwide with a CAGR of 16.1% through 2014.

APs based on IEEE 802.11n will grow even more substantially with a CAGR of 81%
through 2014.

12
D-Link addresses customer issues with the companys extensive wireless solutions.
As for the major customer pain points or needs. One of the most important
differentiators for D-Link is our ability to provide customers with complete solutions,
including:
Support for a full range of operations modes

Solutions tested and certified for interoperability with Wi-Fi Alliance

Standalone, cloud-managed, and controller-based solutions make it easy to select

the right product based on each customers budget and application requirements,
today and in the future

Applications fit SOHO to enterprise environments: extending existing network

infrastructure (including WLAN/LAN integration), providing Internet connectivity in
public areas with hotspots, and connecting remote networks

Products scale from a single user to thousands of users

D-Link supports the full range of AP operations modes, including WDS and
repeater modes

D-Link also provides design and deployment services

13
14
This module will review D-Links Wireless product portfolio. Upon
completion of this module, you should be familiar with the D-Link wireless
family, which is architected to address the specific needs of different types
of companies by size, physical environment/network topology, and
business requirements.

15
Highlights of each of D-Link core offerings:

Wireless Networking
D-Link provides greater value across a comprehensive range of wireless
needs, delivering scalability, ease of management, seamless roaming and
robust security in a self-healing solution.
Network Switching
D-Link can cost-effectively unify and secure a customers wired and
wireless network with our switching solutions.
Network Storage
D-Links iSCSI storage area network (SAN) solutions surpass the
performance and reliability of competitors at half the price. D-Link
simplifies the difficult challenges of managing and growing storage, and
supports virtualized servers.
Network Security
D-Links firewalls and switches work together with a de facto security
policy mechanism to prevent network disruption and downtime from
internal and external threats.
IP surveillance
D-Links flexible network camera solutions surpass the competition with
our range of cost-effective camera types, advanced features, searchable
video storage solutions, standards-based solutions and, of course, the
advantages of an end-to-end solution from D-Link.
Services
16
D-Link also helps customers optimize their solutions with proven
consulting, installation and ongoing support.

16
 The D-Link AirPremier N AP family is designed to add secure, cost-effective
wireless access to any small network or office space.
The D-Link Unified Wireless solution provides secure wireless
connectivity and centralized multi-site management.

17
18
19
 AirPremier N APs do not require a wireless controller or switch.

All configuration and security policies are stored and pushed to the APs.

AirPremier N APs support a browser-based D-Link AP Array.

AirPremier N APs can also be configured and monitored by D-Link AP

Manager II software installed on a PC console.

20
Indoor (Interior) AirPremier N APs
Plenum-rated business-class Standalone APs can be placed in air ducts without
violating stringent fire regulations.

Outdoor (Exterior) AirPremier N APs

D-Links outdoor Standalone APs feature a IP6-rated weather resistant
enclosure, designed to easily install beneath overhangs or at locations
with limited protection from the elements.
They include a built-in heater for extreme cold weather conditions; the
PoE injector shipped with the Standalone AP supplies additional power
for the heater.
They also include a powerful N-type directional antenna in the front
panel for point-to-point deployments.
The console port is used for configuration and diagnostics, not for
powering the AP.

21
D-Link Unified Controllers:
D-Link Unified Controllers track the status and statistics for all associated WLAN
devices, managing the discovery, validation, authentication, and monitoring
of peer controllers, D-Link APs and clients on the WLAN, including
discovery and status of rogue APs and clients.
Each controller can manage up to 6 APs, four controllers per group.
Each controller cluster can manage up to 24 APs, up to a maximum of 96 APs.

D-Link Unified Switches:

D-Link Unified Switches track the status and statistics for all associated WLAN
traffic and devices, managing the discovery, validation, authentication, and
monitoring of peer unified switches, D-Link APs and clients on the WLAN,
including discovery and status of rogue APs and clients.
Each switch can manage up to 64 APs (depending on switch model).
When combining switches into a roaming group, the maximum number
of managed APs scales to 192 or 256.
Layer 2/Layer 3 switches offer advanced features to manage an entire
network.
Full gigabit Ethernet speed is supported by D-Link 802.11n APs.

22
 D-Link Unified APs support managed and standalone modes without
firmware changeover:
In Managed mode, the D-Link Unified AP operates as a thin AP,
managed by and receiving configurations from the PoE D-Link Unified
Switch.
In Standalone mode, the D-Link Unified AP operates alone as a fat AP
and does not require a D-Link Wireless Controller or Unified Switch. All
configuration and security policies are stored on the switch and
pushed to the APs. Standalone mode supports a web GUI but the
managed mode does not.
This dual capability offers customers investment flexibility. They can start
small and simple using Standalone AP mode, then migrate to the switch-
managed Managed mode when ready for a more sophisticated
deployment.

23
Note1 : Auto RF management and Fast roaming features are only supported in Unified
Switch/ Controller product group
Note2 : If unified APs are managed directly (not via Unified Switch, nor Wireless Controller),
RF Visualization, Auto RF management, Fast L2/L3 roaming, Intrusion detection and
mitigation, and Location tracking features are not supported
Note3 : DWC-1000/ DWS-3160/ DWL-3600AP/DWL-6600AP and DAP-DAP-
2310/2360/2690/3690 are supported in WCM1.2; The RF Visualization, Auto RF
management, Fast roaming, Intrusion detection and mitigation, and Location tracking
features are not supported.

24
Clustering can be enabled on D-Link Unified APs in standalone mode.
Its the similar concept to switch clustering; APs share configuration
information.
It is an ideal solution for SMB that manages wireless network centrally
without a unified switch or a wireless controller. Up to 16 APs can be
clustered into a group.

25
The administrator can manage the configuration of D-Link Access Points
though the use of configuration profiles. A profile is like a configuration
template that administrators can apply to one or more APs. The D-Link
Unified Wireless solution allows for creating multiple configuration profiles
for APs. Many AP profiles can be defined on the Unified Switch or
Controller. The same profile can be used for multiple APs, or a unique
profile can be created for each AP that the switch manages.

26
Dynamic power adjustment adjust the power of the RF signal
automatically, broadcasting far enough to reach WLAN clients, but not far
enough to interfere with RF signals broadcast by other APs. The Wireless
Switch or Controller can be programmed to readjust power automatically
at certain intervals (such as every hour).

27
The D-Link Unified wireless solution can automatically adjust channels of the controlled
access points in an event such as a new AP being added or removed. This design allows
the wireless network to avoid interference dynamically and provide the best performance
for wireless clients. The Unified wireless switch or controller can be programmed to
readjust channels automatically at a certain time of day (e.g., 2 AM every day) or at a
certain interval (e.g., every six hours). The interval time range is 624 hours.

28
With the D-Link Unified Wireless Solution, mobile stations can maintain
their IP connections while roaming from one access point to another, even
when these access points are attached to different IP subnets. This feature
enables Voice over IP (VoIP) deployments on 802.11 subnetted networks.
Fast roaming can be done within the same IP subnet (Layer 2) or even
across multiple IP subnets (Layer 3).

The D-Link Unified Wireless Solution series not only supports fast roaming
between APs that are managed by the same switch; it can also support
roaming between switches.

The D-Link Unified Wireless Solution employs mechanisms such as pre-

authentication and key-caching so that wireless users can roam the entire
network freely, without need for re-authentication or IP relocation.

29
Captive portal is a Web-based security solution. Users need to pass Web
authentication before they can have access to the network. Authentication
Web page can be customized and no configuration is needed on WLAN
clients. Authentication is done based on user identity. The Captive Portal
web page is provided by the Unified Controller or Unified Switch.

Captive portals are used in Wi-Fi hotspots such as cafes, schools, colleges
and universities, apartments, hotel rooms, airports, and business centers
to control both wireless and wired access.

30
D-View 6.0 Wireless Control Module (WCM) can manage multiple D-Link
Unified Switches, Unified Controllers, Unified APs, and standalone APs on
the same management platform. WCM helps customers manage and
monitor wireless network infrastructure, saving customers time and
money and improving service quality. WCM Monitor provides real-time
status and updates from managed switches and APs. WCM reports
provides reports on AP counts, client counts, authenticated client traffic
rate and WLAN utilization.

31
32
The typical small office or SMB branch interested in a wireless solution is
looking for an affordable, easy to deploy solution. D-Link AirPremier N
wireless solution is optimized for customers who require basic wireless
access and control. D-Link AirPremier N APs are configured through built-in
Web management interface. Configuration and security policies are stored
on each AP.

33
 D-Link Unified wireless solution provides secure wireless connectivity,
seamless Layer 2 and Layer 3 roaming for end users, and centralized
SMB and SME wireless management.
In a business environment, different deployment options are available
based on user requirement: Unified controllers with up to 96 unified
access points for a small office to SMB whereas Unified switches with up
to 256 unified APs for mid-to large, high user density environment.

34
 In wireless remote management deployments, the APs are not directly
connected to the Unified Switch or Unified controller. They are connected
to other switches but are controlled by a Unified Switch or Unified
controller which is located in the main office or the corporate heaquarter.
This deployment allows customers to keep their existing network
investments.

In the remotely managed AP implementation, the Unified controller acts

as a VPN gateway. The VPN license upgrade is required for this
deployment. VPN license also includes a firewall license, which enables
the Unified Controller to act as a firewall as well. If multiple Unified
controllers are deployed, the D-View Wireless Control Module(WCM) can
be optionally deployed in the main office for better management of the
entire wireless infrastructure.

35
In a campus network, the APs act as wireless bridges between different building or
LANs in a site where cabling is not an good option. The wireless LAN connection
eliminates the need for an expensive wired backbone or extends the reach to different
buildings. A wireless network can provide tremendous flexibility in setting up
new networks where cabling may be expensive, such as a warehouse,
manufacturing floor or old building. A wireless network can also connect to
an existing wired or wireless network.

36
In a public hot spot environment , the access point acts as a central
connection point for users and enables them to share a connection to the
Internet. The access point works well for hotspot applications such as
public and semipublic areas such as malls, cafes or small parks. Wireless
users are not able to contact each other directly, which helps prevent data
theft.

37
Upon completion of this module, you should have the foundation for developing scripts
for your salespeople in order to:

Initiate a conversation with prospects

Anticipate typical objections

38
39
40
 Tough economic times are forcing customers to look for solutions that
give them long-term, cost-effective results.

Providing wireless access presents unique management and security

challenges, including:

Outdated wireless (or no wireless at all) is not keeping up with the

explosion of wireless devices, advances in security, and the
proliferation of data, voice, video and multimedia files

Departments must cut costs, yet find ways to deliver improved

services to their customers and constituents.

Industry, state and federal regulations are mandating stronger

data security and privacy compliance.

41
42
These are the types of qualifying questions that you can use to identify a
good wireless prospect.

43
Additional qualifying questions.

44
Here are some examples of customer needs, and how you can respond
with D-Link solutions.

45
46
47
48
49
50
Congratulations on completing D-Links Sales Specialist Training (DSS)
course for D-Link wireless solutions.

Next steps: Schedule the DSS D-Link wireless certification exam from the
D-Link Academy web page.

Candidates who pass this exam will achieve DSS D-Link Wireless
Certification.

51