Aruba Sales

AGENDA
Aruba Networks
Enabling the Next Generation Workplace
2K Aruba Staf
30K+ Customers
$650M Global
Company
NASDAQ: ARUN
CONFIDENTIAL
Copyright 2014. Aruba Networks, Inc. All rights
reserved
Industry Recognition
Leader in the 2013

Magic Quadrant for
Wired and Wireless LAN
Access
7th fastest growing

tech company
30% YoY WLAN

Growth
2nd largest WiFi
vendor in the world
CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved
Trusted by Enterprises Worldwide

High
High Tech
Tech
Internet
Internet
Finance
Finance
Media
Media &
& Ent.
Ent.
Higher
Higher Education
Education
Government
Government
Healthcare
Healthcare
Retail
Retail
Primary
Primary Education
Education
Public
Public Transit
Transit
Public
Public Venues
Venues
Services
Services
Oil
Oil &
& Gas
Gas
Manufacturing
Manufacturing
Hospitality
Hospitality
Telecom
Telecom
What Is In It For You

The PartnerEdge Program provides a
range of benefits that enable you to
Grow your business and add value to your customers
Boost your profitability through sales promotions and deal
management
Improve customer satisfaction through training, certification and
support
Create awareness and demand with a range of marketing programs
Access sales, marketing, competitive, technical and many other
resources through Partner Center
Recognition of your investment in Aruba Networks
PartnerEdge includes 4 levels of

partnership with Aruba Networks
Plati
num
Gold
Silver
Authorized
Platinum partners have expert sales and

technical knowledge of Aruba solutions
enabling them to manage the full sales cycle
Gold partners have advanced knowledge of
Aruba solutions including technical certification
and advanced selling skills
Silver partners have basic knowledge of the
Aruba solutions and sell Aruba on a more
regular basis than Authorized partners
Authorized partners is the entry level of the
partner program, partners sell a limited range
of Aruba solutions
PartnerEdge Benefits
SALES
Recommended discount
Promotions
Deal Registrations
Base
Access to qualified leads

Joint customer visits with
Aruba Sales
Quarterly business reviews
Good
Better
Best
Selectively
Selectively
On Request
PARTNER ENABLEMENT
Partner Portal Access
Discounted Demo Equipment /
NFR
Sales support
MARKETING
Marketing Development Funds
Joint lead and demand
generation
Co-branded marketing programs and
resources
PartnerEdge accreditation and
logo
Partner plaque
TRAINING AND CERTIFICATION
Access
to online
sales
CONFIDENTIAL
Copyright
2014.
Aruba+Networks, Inc. All rights reserved
technical training
Atmosphere EMEA 2014
Gen X: ONE Workplace
Gen Y: TWO Workplaces
Theres A New Generation,

and the Lines are Blurred
OFFICE
HOME OFFICE
COFFEE SHOP
MOBILE OFFICE
Are you ready for
65%
HAVE THREE OR MORE DEVICES
29%
84%
WOULD NOT USE A DESKTOP
COMPUTER GIVEN THE CHOICE
WOULD GIVE UP
COFFEE BEFORE
SMARTPHONE
The good news:
HERE IS HOW THEY CONNECT
CONFIDENTIAL
CONFIDENTIAL
Copyright 2014. Aruba Networks, Inc. All rights reserved
Copyright 2013. Aruba Networks, Inc.
14
All rights reserved
Before
2005
CONFIDENTIAL
CONFIDENTIAL
15
All rights reserved
#GenMobile
2013
CONFIDENTIAL
CONFIDENTIAL
16
All rights reserved
The Personal Network Experience
HOME
COMMUTE
SPORTS
OFFICE
INFLIGHT
MOBILE
COFFEE
SHOPPING
WIRELESS
OFFICE
SHOP
Attributes of Next Generation Workplace
Wireless Everywhere
BYO-Everything
Self Service
#GenMobile Imperative:
All-Wireless Office
STABLE AIR
Wi-Fi that doesnt slow down
as many people connect
SECURE AIR
Secure personal devices and
guests without involving IT
SIMPLE AIR
App login and sharing
without manual entry
SMART AIR
Allocate bandwidth for new
collaboration apps at work
What Makes Aruba Different

Capture and correlate real-time data
Auto-Program
Network Paths
Automate
Workflows
Optimized for
Multivendor
vs.
vs.
vs.
Manual Changes
of Static VLANs
Respond to
Trouble Tickets
Costly
Vendor Lock-in
Providing faster and smarter Wi-Fi with 802.11ac
CONFIDENTIAL
reserved
Why 11ac? - Capacity & Bandwidth
More
devices
Average 3
devices per
user
Smartphone
, tablets,
laptops,
ultrabooks
More
application
s per
device
Average 40
apps per
mobile
device
Estimates >
300 billion
app
downloads
by 2016
More traffic
HD mobile
video, video
telepresenc
e,
collaboratio
n programs
Tablet
traffic ~
3.4x
greater
than
smartphone
traffic
Shift in WiFi Usage

Pervasive,
primary
access
Mission
critical
Multimedia
Voice,
IPTV, older
legacy
media
transport
systems
(i.e. cable
TV)
802.11ac Is Ratified & Ready for Prime Time

1
802.11ac clients are here (200+)
300% Faster for 802.11n Devices
HTC One
2x Fast Ethernet Speed at 120ft
Large Deployments
GALAXY S4
(40M+ sold)
Toshiba
NB15t
Dell
Alienware
Asus
G75VW
3
Moto X
ALL Apple
Laptops
Last Wi-Fi Standard

to Use PoE & 1Gb
802.11n/11ac Product Line
Price
AP-93H
802.11n
Single radio
2x2:2SS
Entry level
Hospitality
103 Series
802.11n
Dual radio
2x2:2SS
Entry level
Low Density
AP-104/105
802.11n
Dual radio
2x2:2SS
Mid
Perf./Density
110 Series
802.11n
Dual radio
3x3:3SS
High
Performance
AP-134/135
802.11n
Dual radio
3x3:3SS
High
Performance
220 Series
802.11ac
Dual radio
3x3:3SS
Highest
Performance
Performance
Gigabit Wi-Fi Extends Across Campus
IAP/AP-275
Internal antennas
IAP/AP-274
External antennas
Installation: Simple, simple, simple
Design: Street furniture
Temperature: -40C to +65C
Power: AC or PoE+
Avoids cellular network interference
Requires
Instant 4.1
ArubaOS 6.4
Purpose-built Aruba 220 Series
3x3:3 Dual Radio
5GHz 11ac: up to 1.3Gbps

2.4GHz 11n: up to 450Mbps
(600Mbps with Broadcom clients)
2x GE link aggregation
Enabling >1Gbps TCP throughput
Operates with 802.3af, requires

802.3at for full functionality
Controller-managed
& Controllerless
Modular AP Designs Are

Full of Compromises
Antenna
Compromises
Power
Hungry
Inadequate
WAN Uplink
Manual,
costly upgrade
Modular = Costly
Mismatch
Components
802.11ac TCP Download 214 Mbps at 120 feet

802.11ac TCP Download Performance
Test Clients: Windows 7 Laptop with 3 stream 802.11ac radio, Macbook Air
with 2 stream 802.11ac client and Samsung Galaxy S4 smartphone with 1SS
Test Goal: Test TCP download performance at increasing distance from AP for
devices with varying capabilities
Test Result: Aruba AP-225 delivers peak performance of 705 Mbps. Even at
120ft, the clients gets up to 214 Mbps throughput
802.11n TCP Download: AP-225 Delivers 325% More

Single Macbook Pro - 3x3:3 11n
Test Client: MacbookPro with 3 stream 802.11n radio

Test Goal: Test TCP download performance at increasing distance from AP to
see if 11n client performance is improved on 11ac Access Point
Test Result: Aruba AP-225 delivers up to 325% improved performance for 11n
clients compared to 802.11n access points
Better 11n than 11n
Improved rate vs range

Newer generation radios with better receive sensitivity
Improved antenna design
Better out of band interference mitigation
Better performance at high client densities

Faster CPU
More Memory
Multi Client
TCP Bidirectional Throughput (Mbps)
2x2:2 MacBook Air laptops

Aruba ClientMatch
Enables 802.11ac Wi-Fi
REAL-TIME RF CORRELATION
DEVICE TYPE LOCATION CONGESTION INTERFERENCE
Match to another AP
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
Patent: 84015540
Client Health Visibility
After
Before
ClientMatch
AppRF Technology
Identify Apps
Lync
Skype
BitTorrent
FaceTime
Adjust
Priority
Blacklist
Load
Balance
Box
SalesForce
AirPlay
Adjust RF
Increase
Priority
Limit
Optimize
Bandwidth
Video
Unicast
Bonjour
Intelligent Traffic Control with AppRF
High priority realtime

Medium priority
business apps
A
p
Low priority
personal
p
F
R
Enable administrators to control usage

Business-critical communications prioritized
Bandwidth allocated to corporate cloud applications
Policy enforcement at network edge
Only WLAN solution with

Microsoft Lync Visibility
Microsoft
SDN API
QoS for all Lync flowsnot just voice & video

Call Admission Control (CAC for Lync flows)
Real-time monitoring for voice and video call quality
WiFi Architectures
CONFIDENTIAL
reserved
Two different architectures
Controller
Controllerless
Deployment overview
Controllers
Complex network topologies
Centralized encryption / switching
Larger mobility domains
Advanced services at scale
Controllerless
Less complex local networks
Many individual remote sites
Simplified UI
Minimal onsite HW and cost
Cloud Management
Controllerless WLAN
functionality
(Instant)
CONFIDENTIAL
reserved
How Does it Work?

First AP self-elects as Master and starts
Instant cluster
New APs automatically join the cluster
Master performs firewall and controller
functions
Client traffic handling is distributed
Centralized configuration, monitoring
and SW management
Aruba Central, Airwave or 3rd party Mgmt
Instant AP
Instant OS
Convertible Architectures
Controllerless
APs directed to
the controller
IAP
IAP
IAP
IAP
AP Group BLDG#1
Add a controller
to the network
Mobility
Mobility
Controller
Controller
Access
Access
Switch
Switch
Distribution
Distribution
// Core
Core
Content
Filters
RADIUS/AD
Controllerless
APs software
conversion to
controller based
APs
Mixed Architectures
Controllerless
APs at remote
sites
IAP
IAP
IAP
IAP
AP Group BLDG#1
Controller at main
campus
Access
Access
Switch
Switch
WWW
WWW
Mobility
Mobility
Controller
Controller
AirWave for
consolidated
management
VPN from
rd
APs or 3rd
party VPN
Distribution
Distribution
// Core
Core
Content
Filters
RADIUS/AD
How to securely OnBoard Guests
CONFIDENTIAL
All rights reserved
Secure Guest Access

ClearPass Guest
Customizable branding and

data entry fields
No IT involvement
Automated SMS/email
credential delivery
Sponsor privileges
with access verification
Per session
access controls
Cached login access
HUNTING FOR FASTER, SMARTER WI-FI?

YOURE IN GOOD
46
ClearPass Guest - Access Features
Selfregistration
Customizable,
automated
workflows
Notification via
SMS, email,
badge printer
One time
registration
CONFIDENTIAL
All rights reserved
Sponsored
Guest
Access
Reception
sponsor
interface
Email sponsor
approval
workflow
Enable any
employee to
instantly
sponsor
Preregistration
3rd Party
Integration
Bulk import
from file eg.
Excel, text
Generate visitor
badges or notify
via branded
email templates
XML APIs for

integration with
existing
applications
47
Sponsored Guest Access

New Visitor
ClearPass Policy Manager

Access Network
Account enabled,
3. visitor
notified via
Sponsor
visitor
1. Collect
information
CONFIDENTIAL
All rights reserved
screen, SMS, or email
2.
Sponsor prompted
to confirm that
guest is valid
48
Third Party Integration - Creating Custom Workflows

Integrate ClearPass Guest into existing solutions
CRM
Lobby management systems
Patient check-in systems
Familiar look and feel for staff and guests

XML / SOAP APIs for custom integration
Request
XML / SOAP
XML / SOAP
Output
3rd Party
Appliance /
Application
CONFIDENTIAL
All rights reserved
Custom
workflow
ClearPass
Guest
Server
49
Visibility
Full insight and reporting of all guest activities
Who created the account
When was account created
Where did guest access network
How long was guest on network
How much bandwidth was used
per guest(s)
CONFIDENTIAL
All rights reserved
by
50
Customizable Guest Portal Branding

Replicates existing web
branding
Automatic optimization
for mobile browsers
Options for portal per
department
Easily add/change fields
User info, terms of use
acceptance and verbiage
One-time fee for Skin

creation
CONFIDENTIAL
All rights reserved
Built-in Guest Advertising

Revenue and Loyalty Opportunities
Strategic Placement
Images, videos
Context Driven Ads

Location
Season
Gender
Interests
News

YOURE IN GOOD
ClearPass Skin Examples
How to securely OnBoard

personal devices
CONFIDENTIAL
All rights reserved
ClearPass Onboard
Simplified Enrollment and Provisioning
IT
ClearPass Policy Manager
IT creates configuration
and certificate data
Authorizes BYOD
enrollment
Maintains device database
for policies and device
revocation
User
User connects device and

is redirected to portal
Enters AD credentials to
begin onboarding device
Accepts certificate and
connects to secure
network
Automated Onboarding of Devices

Device Authentication With Unique Certificates
1. Unknown device
detected &
redirected to portal
2. Settings & certificates
configured after domain

credentials entered
3. Automatically places
user on proper SSID /

network segment
SSID = EnterpriseWPA2

YOURE IN GOOD
Aruba Mobile Engagement

Personalized Wayfinding, Notifications & Analytics
for Public Venues
Mobile Engagement 1.0

The first phase of mobile engagement
?
didnt provide enterprises enough
context around the customer and

their location.
CARRIER
CARRIER
8:30 AM
8:30 AM
100%
When location was important,
100%
CARRIER
8:30 AM
100%
enterprises didnt have

control of the data presented.
Enterprises Take Control in Mobile

Engagement 2.0
Campus
Hospitals
Hotels
CARRIER
Retail
CARRIER
8:30 AM
8:30 AM
100%
Transportation
100%
CARRIER
CARRIER
8:30 AM
8:30 AM
100%
100%
CARRIER
80% of the world

owns a mobile phone.
And were using them
in the venues we visit.
8:30 AM
100%
27% of companies
worldwide intend to
implement locationbased mobile
marketing in 2013.
Mobile Engagement Inside Venues
Guest Wi-Fi
Secure and customized

network access portal
Way-Finding
Indoor turn-by-turn
directions
Push Notifications
Time & location

relevant messaging
Analytics
Dwell-time and
traffic insights
Monetizing Personalized Indoor

Notifications
Hotels
Hospitals
Share of Wallet
Patient Satisfaction
With notifications about

nearby specials
John, dinner is being
served in the pool-side
restaurant
Retail
Increase Basket-Size
With notifications about nearby
deals and for loyalty.
Jody, 20% off any shoe for your
10th visit
With notifications that

manage care to comply
with regulations.
John, dont forget to
pick up your
prescription.
Smarter Registration with ClearPass

Guest
Customizable registration portal

T&Cs email address, age, sex, zip code,
purchasing preferences, App delivery, etc.)
Capture user demographics and

preferences
Look-up existing directories for Wi-Fi login
Facebook login integration
Use credentials to enforce network

policies and securely onboard
(staff vs. visitors)
One Wi-Fi login for repeat visitors
App delivery via guest registration
Quickly, Easily Build an App
Add Directions & Points of Interest
Analytics Based Business Intelligence
Presence
Wayfinding
Loyalty
Programs
Increase operational efficiency with real-time data

Determine optimal hours, store layout and traffic flow
Monetize venue layout based on high-traffic areas
Determine precise user travel paths

Use search data to adjust inventory
Custom offers for best customers
Determine acquisition rate and commitment rate
Geofencing
Offers triggered by location

Contextually-relevant messaging
Cross-Channel
Monitor apps and sites visited

Referral fee programs based on click-through
In-store offers triggered by certain sites visited
Analytics Based Business Intelligence
Dwell times
Shoppers inside vs.
outside the store
Conversion rates
Repeat frequency
Aruba Analytics Partners

Partner
Product
Features & Differentiation
Presence Analytics
Traffic counts
Capture bounce rates
Store visit frequency and duration
Window conversion for specialty retail
Unlimited zones for large format stores
Loyalty and showrooming

solutions
Analyze foot traffic

Window conversion
Repeat vs. 1st time visits
Dwell time
Analytics and CRM solutions
Window conversion rates

Dwell time
Traffic counts
Founders from CRM backgrounds
Presence Analytics
Capture rate
Visitor frequency
Dwell time
Retail, airports, malls
Foot traffic counting
Dwell time
Traffic counts
Bounce rate
App & Real-time Analytics
Measure user engagement of the App

Search, navigation, features
Real-time view and heat map of visitors
Summary: Aruba Differentiators

Best Concierge Mobile App
Indoor GPS for both iOS and Android. No

proprietary sensors. Real customer deployments.
Secure Guest Onboarding
Customizable registration portal for secure network

access, context-based promotions, app delivery
User, Device & Traffic-Aware Wi-Fi
Provides context for personalization & securely

separates internal & public users on same Wi-Fi
Open Analytics Ecosystem
Choose from any available analytics solution or

integrate with internally developed apps

Aruba Sales

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AGENDA

Leader in the 2013

7th fastest growing

30% YoY WLAN

Trusted by Enterprises Worldwide

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

What Is In It For You

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

PartnerEdge includes 4 levels of

Platinum partners have expert sales and

Access to qualified leads

Atmosphere EMEA 2014

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Gen X: ONE Workplace

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Gen Y: TWO Workplaces

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Theres A New Generation,

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Are you ready for

HAVE THREE OR MORE DEVICES

The good news:

HERE IS HOW THEY CONNECT

The Personal Network Experience

Attributes of Next Generation Workplace

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

What Makes Aruba Different

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Providing faster and smarter Wi-Fi with 802.11ac

Why 11ac? - Capacity & Bandwidth

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Shift in WiFi Usage

802.11ac Is Ratified & Ready for Prime Time

802.11ac clients are here (200+)

300% Faster for 802.11n Devices

2x Fast Ethernet Speed at 120ft

Last Wi-Fi Standard

802.11n/11ac Product Line

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Gigabit Wi-Fi Extends Across Campus

Installation: Simple, simple, simple

Design: Street furniture

Temperature: -40C to +65C

Avoids cellular network interference

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Purpose-built Aruba 220 Series

3x3:3 Dual Radio

5GHz 11ac: up to 1.3Gbps

Enabling >1Gbps TCP throughput

Operates with 802.3af, requires

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Modular AP Designs Are

802.11ac TCP Download 214 Mbps at 120 feet

802.11n TCP Download: AP-225 Delivers 325% More

Test Client: MacbookPro with 3 stream 802.11n radio

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

Better 11n than 11n

Improved rate vs range

Better performance at high client densities

CONFIDENTIAL Copyright 2014. Aruba Networks, Inc. All rights reserved

2x2:2 MacBook Air laptops

DEVICE TYPE LOCATION CONGESTION INTERFERENCE

Client Health Visibility