© 2011 Aerohive Networks CONFIDENTIAL AEROHIVE Mike Allers 404.861.7784 [email protected]

© 2011 Aerohive Networks CONFIDENTIAL

Aerohive

Mike Allers 404.861.7784

[email protected]


Mobility Changes EverythingMobility Changes Everything


Visionary Network Infrastructure Company

3

› Cloud-enabled, Controller-less Wi-Fi, Routing, VPN, Switching

› 16,000 Customers (1,600+ in Q2/14)

› HIVE – Listed NYSE

› 550+ Employees

› Most Visionary Vendor - Gartner MQ Wired & Wireless LAN 2014

› Deloitte - #5 of 500 NAM “Fastest Growing Companies

› Apple Partner

› iBeacon

Switches

APs & Routers

Cloud Services PlatformPublic or On-Prem

Apple Partner

#5 of 500 “Fastest Growing”

“Most Visionary”

HiveManager OS

Cloud Services PlatformPublic or On-Prem

© 2011 Aerohive Networks CONFIDENTIAL 4

New AND Existing Customers Driving Rapid Growth

11,609Customer

sSource: Infonetics, Aerohive

Year over Year Growth – 1H 2013Total Customers

© 2011 Aerohive Networks CONFIDENTIAL© 2014 Aerohive Networks 5

Our Customers


Wired and Wireless Infrastructure Magic QuadrantAerohive is a Visionary!

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A Magic Quadrant Visionary for wired and Wireless InfrastructureWe have been made a Visionary in the Wired and Wireless LAN Access Infrastructure for the 3rd year in a row!!

Aerohive Networks

•Aerohive continues to grow faster than the overall industry in terms of revenue

•Aerohive's key differentiator continues to be its distributed intelligence, controller-less architecture and unified HiveManager network service applications, supporting a cloud- or on-premises-based single control point for onboarding, monitoring, and managing both the WLAN and wired switches as a unified network.

•Enterprises should consider Aerohive for all overlay WLAN deployments, especially in the education, retail and healthcare sectors.

•Clients report that the context-based visibility, policy enforcement and analytics capabilities have good user interfaces and ease of use.

•Aerohive customers gave high marks for its experience, including sales, support and performance of the solution. The vendor's solutions are typically the most cost-effective, based on the bids that Gartner reviews.

Bob Knows Best


Legacy Enterprise Networks

Architected for Basic Connectivity

8

Rigid Centralized Control & Enforcement

ENTERPRISE DATA CENTER

Employee

Employee

Employee

Employee

Employee

Employee

Guest

Guest

ENTERPRISE CLIENTS

8

Guest


ENTERPRISE DATA CENTER

EmployeeGuest

Employee

Employee

Employee

Employee

Employee

Guest

Guest

ENTERPRISE CLIENTS

Mobility Revolution

Breaks Legacy Enterprise Networks

9

MORE DEVICES

MORE LOCATIONS

MORE USERS

MORE CLOUD SERVICES

MORE DATA

9


No data bottlenecks

Service Level Agreements

QoS & Spectrum analysis included

Distributed (Controller-less) Wi-Fi Architecture Delivering simplicity, reliability and affordability

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Management

Redundancy

Scalability and future proofing

Performance

Centralized cloud-based or

Local management

Management within the network only

No single point of failure

Self healing mesh architecture

No controller tax

Requires multiple controllers

Local data forwarding..what do you lose?

No feature licensing

Start small and grow

Distributed intelligence

Controller capacity?

Feature licenses?

Data bottlenecks

QoS, Spectrum analysis..$$$

(FW, RADIUS, CWP, BYOD, Bonjour GW)

How does it work? Architectural Alternatives Central Vs. Distrib. Control


How does it work?

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Wireless Network

Wired Network

HiveManager NMS

Reporting Heat Maps

SLA Compliance

Policy Configuration

© 2014 Aerohive Networks © 2014 Aerohive Networks

Application VisibilitySee, Manage How the Network is Really Used

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© 2014 Aerohive Networks

Processing packets real-time

takes POWER

Inspecting Packets takes PROCESSING!

You Must Inspect

Packets in Real Time

To Make Automated

Policy Decisions

Central Controller Architecture

Distributed Architecture

Application Processors in 500-AP network

AVC needed to deliver the security, visibility and enforcement required for mobile-centric networks Processing requirementsmake a distributed, controller-less architecture disruptive all over again!

Control at Scale


58 % less

* Typical Cisco enterprise deployments require redundant controllers for high availability.Company estimates based on Cisco list pricing from www.cisco.com and Aerohive list pricing as of Jan 2014. For illustrative purposes only.Note: Comparisons do not reflect discounts to list prices which may be typically offered in a commercial transaction.1. Aerohive list price 3,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price1,000 x 2504-5 Controllers, 3,000 x Aironet-1600 APs, Prime Mgmt. & 5 yrs. support(5x1y) 2. Aerohive list price 12,000 x 121 APs & HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price 200 x 5508-100 Controllers, 12,000 x Aironet-1600 APs, Prime Mgmt.& 5 yrs. Support (5x1y) 3. Aerohive list price 5,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. support (5x1y) vs. Cisco list price 10 x 5508-500 Controllers, 5,000 x Aironet-1600, APs, Prime Mgmt. & 5 yrs. support. (5x1y)

60 % less

26 % less

APs Redundant Controllers*Management Controllers

Highly Distributed

1,000 Sites, 3,000 APs1

Large # Regional Sites

200 Sites, 12,000 APs2

Centralized Campus

10 Buildings, 5,000 APs3

Disruptive Price Point

Aerohive List Price vs. Cisco List Price

14


Proven Customer Success

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1,700+ restaurants

Simple and scalable management

Why Aerohive?

Simplicity

200+ schools and administrative buildings

Wireless access for 176,000 students,

20,000 staff and teachers

Why Aerohive?

Scalability

12 hospitals, 200+ clinics

Visibility and control of medical applications

Why Aerohive?

Security


Deploying for Density, Performance & AVC$100,000 802.11ac Deployment Comparison

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Density, Performance, Application Visibility and Control

Based on list pricing for Cisco AP2700 and Cisco 5508-50 WLAN Controller & Prime cisco.com - Jan 2014 price list Based on list pricing for Aruba 224s and Aruba 7200 WLAN Controller, RF Protect, PEFNG, & Airwave SecureWireless.com – March 2014 price listBased on list pricing for Aerohive March 2014. price list Aerohive list pricing includes 7/24 support

More ClientsMore

ThroughputMore

Processing

More ClientsMore

ThroughputMore

Processing


BREAKING NEWS – Aerohive Voted Best Value in Wired/Wireless LAN

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Winner of the Trend Setter Award


Start Small And Grow

Disruptive Go-to-Market Model

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1. Based on Company prepared analysis of bookings from Q1 2013 – Q4 2013.

56%of business from repeat customers

1

Easy to Get Started• Easy evaluation

• Easy installation

• Effective for large and small customers

Easy to Expand• Additional locations

• Additional infrastructure

• Additional applications


Target Customer: Significant Market Opportunity and Competitive Advantage

`

Fortune-like

UpperMidmarket

LowerMidmarket

SMB

Commercial

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Sell to this broader audience who will use our solution “as is”

Sell to audience who need & value our enterprise features

RetailHealthcare

D. EnterpriseEducation

Seek executive exception

Not a focus (avoid)

Primary sales focus & marketing message•Focused product development •Focused marketing content & demand gen•Channel can be made more self-sufficient


BIG BUSINESS

<$1BANNUAL REVENUE

~2,000BUSINESSES

The Midmarket Opportunity

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SMALL BUSINESS

<$10MANNUAL REVENUE

~6MBUSINESSES

MIDDLE MARKET

<$10M - <$1BANNUAL REVENUE

195,000BUSINESSES

NATIONAL CENTERMIDDLE MARKET

FOR THE

the US Midmarket

is the largest global economy

th4


Cisco Unified AccessCisco Unified Access

Aruba LegacyAruba Legacy Aruba InstantAruba Instant

Cisco AirspaceCisco Airspace

Cisco MerakiCisco Meraki

AerohiveSingle unified architecture

AerohiveSingle unified architecture

Competitive Opportunity in Midmarket / Commercial

Midmarket Small BusinessLarge Enterprise


Thank you!

Documents

© 2011 Aerohive Networks CONFIDENTIAL AEROHIVE Mike Allers 404.861.7784 [email protected]