Aruba 802.11ac

Channel Webinar

Christian Gilby, Director of Product Marketing

11ac solution overview and TCO savings

How our customers are leveraging 11ac

Competitive comparisons & differentiation

Selling strategies

Current promotions

Agenda

3+ devicesper user

40+ appsper user

The Next Generation Workplace

Apps driving 30% CAGR data usage

More devices than capacity

Devices make roaming decisions

App performance needs are diverse

Users no longer tethered to a single device

WLAN Challenges

•Wider channels

•30% more efficient data transfer

•Up to 8 spatial streams

•Better range for 11n devices

•Less power per MB

What benefits does 802.11ac bring?

Why 802.11ac?

Wi-Fi Alliance certified

Aruba Customers Deploy 11ac

802.11ac clients are here

HTC One GALAXY S4 Moto RAZR

Toshiba NB15t

AsusG75VW

MacBookAir

DellAlienware

Runs on standard 802.3af PoE

802.11ac Migration is Happening Now

Aruba 220 Series

• 802.11ac speeds for high density

• Faster & further for 802.11n devices

• Leverages standard PoE switches

AppRF™

• Deliver QoS for Lync voice/video/share

• AirGroup™ enables AirPlay/AirPrint for enterprise

• Prioritize enterprise apps above personal apps

Patented ClientMatch™

• Eliminate effects of sticky clients

• For 802.11n and 802.11ac

Smarter Wi-Fi for the Next-Gen Workplace

Role-based Security

• Dynamic firewall actions based on identity, not device

• Enable secure, self-serve device onboarding

• 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

Purpose-built Aruba 220 Series 802.11ac Access

Point

Match to

another AP

DEVICE

TYPE

INTERFERENC

E

LOCATION CONGESTION

REAL-TIME RF CORRELATION

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:

8,401,554

Aruba ClientMatch™ Enables 802.11ac Wi-Fi

Before

ClientMatch

After

ClientMatch

Client Health Visibility

VLAN Model: Not Good for Mobile Apps

Load

Balance

FaceTime

Adjust

Priority

Skype

Optimize

Video

IP TV AirPlay

Unicast

BonjourBlacklist

Device

BitTorrent

Increase

Priority

Lync

Limit

Bandwidth

Box

AppRF™ Technology

Enable administrators to control usage

Business-critical communications prioritized

Bandwidth allocated to corporate cloud applications

Policy enforcement at network edge

Intelligent Traffic Control with AppRF™

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

Only WLAN with Microsoft Lync Visibility

Lyn

c C

all

De

tails

Lyn

c A

pp

De

tails

Visibility to Lync Quality

SELECTIVELY ALLOW GUESTS TO PROJECT &

PRINT

BLACKLIST INTRUDERS & P2P APPS

QUARANTINE WHEN INFECTED & JAILBROKEN

REDIRECT NEW & MISCONFIGURED

DEVICES

Mobility Without Breaking Security

Runs on Aruba Instant APs, Switches, Controllers

Dynamic Firewall actions instead of static VLAN

Mobility

Switches

Mobility

ControllersAccess

Points

Private

Cloud

Public

Cloud

Aruba WLAN: Rightsized for Mobility

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

76% Lower IT

Costs *

Now Possible: Next-Gen Workplace

• Pervasive high density WLAN

design with Aruba 802.11ac

• Aruba ClientMatch to guarantee

802.11ac Wi-Fi data rates

• All wireless access for all

employees in a 5 story building

• Reduce cost of wired access

network infrastructure

• Unplug the VoIP phone whenever

possible & move to softphones

Requirements

Solution

Next-Gen

Workplace

Insert Pic

Powering the Next Generation Workplace

• 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

• Reliable service including high

density areas ( with >15,000 users)

• Enable media streaming between

mobiles and AirPlay/AirPrint devices

Requirements

Solution

High Density

Demands

Solving High Density Challenges

• 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

• Upgrade existing Cisco Wi-Fi to

eliminate poor network performance

• Capability to onboard mobile devices

• Support Single-Sign-On (SSO)

Requirements

Solution

Seamless Device

Onboarding

Enabling Self-Serve Device Onboarding

A History of Bad Ideas…

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

Manual, costly upgradeRemove and retrofit every AP. No guarantee of Wave 2 performance

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

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

Inadequate WAN UplinkWAN uplink designed for early module; caps performance

Modular = CostlyStarting at $1,495 without any modules

Cisco 3700: Same Flawed Clip-on Approach

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

2x Faster802.11n at most ranges

57% Faster 802.11ac at 120ft

Why Aruba over Cisco?

Better Performance for 802.11n and 802.11ac Clients

1 10 25 50 75 100 150 200 255

Aruba AP225 960 960 960 960 959 873 691 635 616

Cisco 11ac Module 700 668 662 626 205 150 140 0 0

0

200

400

600

800

1000

1200

Thro

ugh

pu

t (M

bp

s)

# of Clients

3x3 11ac Downstream UDP Performance

Aruba AP225

Cisco 11ac Module

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

53% Faster (50 clients)

4.8x Faster (100 clients)

Why Aruba over Cisco?

Better Multi-client Performance

- S2500 & S3500

- GbE ports for APs

- PoE+ on every port

- 10GbE uplinks

Mobility Access Switches802.11ac APs

- Gigabit Wi-Fi

- No sticky clients

Mobility Controllers

- 600, 3000, M3 and

7200 series

- 40Gbps encrypted

- 2 million sessions

AirWave 7.7 Management

- Multi-vendor

- 802.11ac ready

- ClientMatch reports

Upgrade Opportunities to Aruba 802.11ac

• 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.

802.11ac: Identifying Opportunities

• 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: 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.

• 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

Next Steps: Prospect

Free PoE Switch Promotion (through 12/31/2013)

• For every 24 APs you sell, receive a 24 port PoE switch

ACTIVE Partner and End-user Promotions

Sell This Receive This Free

24 x AP-224/225 Access Points 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

802.11ac Trade-in Promotion (through 12/31/2013)

(includes AP-60/61, AP-65, AP-70, AP-124/125)

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

ACTIVE Partner and End-user Promotions

Sell This Trade-in Customer Receives

Partner Receives

AP-224/225 Competitor AP $100 $50

AP-224/225 Aruba EOL AP $150 $50

1. 802.11ac Competitive Trade-in Promotion

2. Aruba Upgrade Promotion (includes AP-60/61, AP-65, AP-70, AP-124/125)

UPCOMING Promotions

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

• 802.11ac Channel Kit Page

» Selling guide

» 11ac Whiteboard training

» Promotions

» Campaign Kit

» 11ac Technical training

» Migration Guide

» 11ac technical demo in SEEL

Partner Resources

Q & A