Cisco Switching n Routing Competitive Reference

CisCo sWiTCHiNG & RouTiNG CompeTiTive RefeReNCe Guide

Cisco Confidential

Contents

CISCO SWITCHING COMPETITIVE REFERENCE GUIDE

Introduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3

3Com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17

Extreme. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31

Nortel. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .45

ProCurve. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57

Force10.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .69

Foundry. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .77

Huawei. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .91

Alcatel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103

D-Link. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 113

Cisco.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 123

CISCO ROUTING COMPETITIVE REFERENCE GUIDE

Introduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 135

Huawei. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 149

3Com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 159

Juniper.Networks. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 167

Nortel. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 179

Appliance.Competitors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 193

Cisco.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 223

SWITCHING

Cisco Confidential

INTRODUCTION

3

Welcome.to.the.2007.Cisco®.Catalyst®.Switching.Competitive.Reference.Guide ..

This.guide.provides.information.about.selected.LAN.switching.competitors.

(3Com,.Extreme.Networks,.Nortel,.ProCurve.Networking,.Force10.Networks,.

Foundry.Networks,.Huawei,.Alcatel,.and.D-Link).and.highlights.multiple.

perspectives:.products,.sales,.weaknesses,.and.sales.tactics ..

The.objective.is.to.outline.the.advantages.of.Cisco.Catalyst.LAN.switches.

in.comparison.to.competitive.offerings,.and.to.help.you.address.Cisco.

competitors.as.you.encounter.them ..

A.Switch.Positioning.and.Overview.section.provides.a.quick.comparison.of.how.

competitive.offerings.are.positioned.relative.to.the.current.Cisco.switches ..

ORGaNIzaTION

. •.Switch.Positioning.and.Overview

. •.Merchant.Silicon:.A.False.Panacea

. •.TCO.Versus.Value.Benefit.Analysis

. •.Competitor.Profiles

.................•.Who.They.Are.and.What.They.Sell

.................•.Typical.Network.Configuration

.................•.Product.Overviews.and.Vulnerabilities

.................•.Weaknesses

.................•.Sales.Tactics...

. •.Why.Work.With.Cisco

. •.Why.Choose.Cisco

Introduction

Cisco Confidential4 Cisco Confidential

INTRODUCTION

5

Introduction

Switch Positioning and Overview

The.charts.on.the.following.pages.position.the.switches.from.commonly.

encountered.competitors ..You.will.see.products.listed.multiple.times.as.they.

have.dual.roles.and.are.used.differently.in.small,.medium,.and.large.networks ..

The.charts.are.a.guideline.as.to.how.the.devices.can.be.used ..

Table.1.lists.the.competitor.switches.mapped.against.Cisco.wiring.closet.

switches.as.of.December.2006 ..Table.2.lists.the.competitor.switches.mapped.

against.Cisco.data.center.access.switches.as.of.December.2006 ..Table.3.lists.

competitor.switches.mapped.against.Cisco.distribution.and.core.data.center.

access.switches.as.of.December.2006 .

WIR ING CLOSE T SWITCHES DECE MB E R 1, 2006

Cisco. 3Com Extreme Nortel ProCurve Force10 Foundry Huawei Alcatel D-Link

Wiring Closet—Fixed-Configuration Switches

Catalyst.2960.Series

42xx,.42xxG,.44xx,.45xx,.387XG

Summit.200

325,.425,.460,.470,.3510,.1424T

25xx,.26xx.28xx,.42xx

Edge.Iron,.Fast.Work-group.X

QuidwayS3000,.S3900

62xx 32xx,.35xx,.38xx


44xxPWR,55xx.(1),.45xxPWR,.387XG

Summit.300,.400

16xx,3510,...

BS**/ERS*.5xxx

26xxPWR,.28xx,34xx,..35xx,53xx

FastIron.Edge,

EdgeIron,FastIron.Edge.X

Quidway5000,.S56xx

66xx,.68xx,.685x

33xx,38xx


55xx,.55xxG

Summit.400,..X450,.

X450a/e

16xx,BS**/ERS*.5xxx

34xx,.35xx,53xx,.54xx

S25P,..S50,..S50V

FastIron.Edge,

FastIron.Edge.X

Quidway5000,..S56xx

66xx,.68xx,.685x

33xx,38xx

Wiring Closet—Modular Switches

Catalyst.45xx.Series

77xx Alpine.38xx,.Black-

Diamond.68xx,Black-

Diamond.88xx

BS**/ERS*.5xxx,

ERS.83xx

53xx,.54xx,81xx

FastIron.Super.X/SX,.BigIron.RX.

Quidway.S65xx

96xx,.97xx

DES6500


88xx.(1) Black-Diamond.68xx,.88xx,.10808

ERS*.83xx,

ERS*.86xx

81xx,.93xx,.9408

ES600,ES1200

FastIron.Super.X/

SX,BigIron.RX,.MG8

Quidway.S85xx

97xx,.98xx

DaTa CE NTE R aCCESS SWITCHES DECE MB E R 1, 2006


Data Center access—Blade Switches

Cisco.3030.–.Dell.Cisco.GESM***.–.HPCisco.GESM***.–.IBM

Data Center access—Fixed-Configuration Switches


55xxG Summit.400

BS/ERS.5xxx

62xx S50,.S2410

FastIron.4802,.9604

Quidway.S56xx

685X

Data Center access—Modular Switches


88xx.(1) Black-Diamond.88xx,.10808

ERS.83xx,ERS.86xx

81xx,.93xx,.9408

E300,.600,1200

BigIron.RX,MG8

Quidway.S85xx

97xx,.98xx

.*ERS:.Ethernet.Routing.Switch,.older.versions.may.use.the.Passport.designation.**BS:.BayStack.Products.

.***Cisco.GESM:.Gigabit.Ethernet.Switch.Module

D ISTR IB UTION a ND COR E DaTa CE NTE R aCCESS SWITCHES DECE MB E R 1, 2006


Distribution and Core Switches


77xx .Black-Diamond.68xx

BS**/ERS*.5xxx.

62xx. S50,.S2410

FastIron.4802,.9604

Quidway.S56xx

96xx,.97xx

DES6500


88xx Black-Diamond.88xx,.10808

ERS*.83xx,.

ERS*.86xx

81xx,.93xx,.9408

E300,.600,1200

BigIron.RX,MG.8

Quidway.S85xx

97xx,.98xx

Table.1

Table.2

Table.3


INTRODUCTION

7

WHy CUSTOMERS SHOULD NOT BUy MERCHaNT SILICON

TCO.CONSIDERATIONS

Total.cost.of.ownership.(TCO).is.calculated.based.upon.the.capital.expenditure.

(CapEx).and.the.operational.expenses.(OpEx).over.the.total.product.longevity.

(length.of.time.a.product.is.used) ..By.using.merchant.silicon.to.build.a.switch,.

CapEx.is.lower.because.of.the.origin.of.the.product ..Conversely,.the.OpEx.is.

predicted.to.be.higher,.due.to.the.limited.development.and.feature.set.of.the.

products .

DANGERS.OF.PRODUCTS.BUILT.ON.MERCHANT.SILICON

Merchant.silicon.seems.to.solve.the.main.problems.a.network.manufacturer.

encounters.when.trying.to.design,.build,.and.produce.products.for.a.market.

segment.willing.to.accept.low-cost.products.with.moderate.functionality ..

However,.merchant.silicon.does.not.allow.for.scalable.products.to.be.produced.

today ..In.fact,.merchant.silicon.is.accelerating.the.production.of.multiple-task,..

single-entity.products.limited.to.the.features.that.a.merchant.silicon.provider.

can.easily.provide ..In.time,.this.results.in.more.boxes.that.need.to.be.

implemented,.integrated,.and.managed.within.the.network,.resulting.in.higher.

OpEx ..It.also.means.the.merchant.silicon.provider.may.not.have.knowledge.of.

networking,.or.more.importantly,.of.end-customer.needs ..

Recently,.more.and.more.switching.products.using.merchant.silicon.have.been.

appearing.in.the.marketplace ..They.rely.on.time-to-market.to.differentiate.

themselves.from.their.competitors,.even.if.it.means.going.to.market.with.

immature,.not.fully.developed.features ..This.has.led.to.a.shift.in.the.industry.

as.power.and.influence.swing.from.the.network.product.manufacturers.to.

the.merchant.silicon.vendors ..Originally.network.manufacturers.designed.a.

product,.and.then.asked.the.merchant.silicon.companies.to.build.ASICs.to.

that.specific.design ..Now,.it.appears.merchant.silicon.companies.design.and.

produce.ASICs.and.then.expect.the.network.manufacturers.to.build.products.

around.those.ASICs ..The.result:.Fewer.innovative.networking.products.are.

available.to.customers .

Merchant Silicon: A False Panacea

Merchant.silicon.refers.to.the.outsourced.application-specific.integrated.

circuits.(ASICs).that.switch.vendors.source.from.chip.developers ..Unlike.most.

of.its.Ethernet.switching.competitors,.Cisco.has.avoided.the.use.of.merchant.

silicon.and.continues.to.invest.in.the.development.of.ASICs ...

Using.merchant.silicon.enables.Cisco’s.switching.competitors.to:

. •.Reduce.production.costs.

. •.Facilitate.entry.into.new.markets.

. •.Round.out.product.lines

However,.while.switches.that.use.merchant.silicon.are.sometimes.promoted.

as.enterprise-class.products.that.promise.to.deliver.performance.and.

functionality,.customers.should.evaluate.whether.these.low-cost.products.are.

designed.and.built.to.satisfy.cost.needs.rather.than.customer.needs .

aDOPTION OF MERCHaNT SILICON

As.the.networking.industry.evolved,.demands.on.network.equipment.

manufacturers.changed.from.the.highest.switching.capacity.and.the.highest.

density.to.more.complex.requirements ..These.include.combining.high.

performance,.high.density,.and.business-critical.services.at.cost-effective.

pricing ..The.need.to.reach.aggressive.price.points.and.the.expense.of.

maintaining.chip.development.teams.has.led.some.network.manufacturers.

to.outsource.aspects.of.product.development.to.merchant.silicon.providers ...

These.merchant.silicon.companies.now.produce.a.massive.array.of.silicon.

products.that.can.be.taken.by.network.equipment.manufacturers.and.made.

into.end-user.products,.such.as.LAN.switches,.wireless.devices,.WAN.routers,..

and.storage.devices ..

Manufacturers.using.merchant.silicon.typically.rely.on.the.merchant.silicon.

vendors.to.understand.customer.requirements ..The.problem.with.this.

approach.is.that.the.silicon.foundries.do.not.have.either.the.channels.or.the.

customer.contact.to.truly.understand.what.business.problems.the.customer.

hopes.to.address ..

Introduction


INTRODUCTION

9

WHO USES MERCHaNT SILICON?

Table.4.lists.the.vendors.that.use.merchant.silicon ..Cisco.expects.use.of.

merchant.silicon.to.proliferate.because.it.solves.the.budget.constraints.of.

various.network.vendors ..However,.it.offers.limited.room.for.differentiation.and.

value-added.features .

TCO Versus Value Benefit Analysis

Customers.want.to.achieve.superior.business.results.within.budget.in.today’s.

competitive.environment ..Cisco.competitors.often.claim.a.lower.TCO,.typically.

citing.initial.acquisition.cost.and.a.maintenance.contract.over.a.short.time.frame.

(three.years).as.proof.of.this.claim ..This.view,.though.it.may.be.well.intended,.

can.be.misleading.for.the.following.reasons:

. •..Cisco’s.modular.design.philosophy.differs.from.its.competitors ..The.Cisco.

Catalyst.4500.and.6500.Series.Switches.are.designed.to.be.upgradable.

while.competitors.typically.release.a.completely.new.platform.lacking.

hardware.compatibility,.potentially.forcing.customers.to.invest.in.a..

different.architecture.within.three.to.five.years,.at.significantly.higher.

overall.cost .

. •..Cisco.products.offer.a.richer.feature.set ..This.feature.richness.helps..

explain.why.customers.are.sometimes.willing.to.pay.premium.prices.for.

Cisco.switches ..These.value-based.elements.are.often.ignored.or.lost.

in.a.TCO.analysis ..Competitors.have.inserted.the.implied,.misleading.

assumption.that.their.products.have.the.same.range.of.features.as.Cisco.

switches,.which.generally.is.not.true ..Cisco.products.typically.offer.higher.

levels.of.security,.scalability,.availability,.IP.convergence,.and.manageability.

features.than.competing.product.portfolios .

. •..The.TCO.analysis.is.put.into.a.limited.context.that.ignores.ongoing..

network.and.administration.costs,.which.can.comprise.70-75%.of..

lifetime.costs ..A.larger.omission.is.the.failure.to.recognize.that.the.

network.is.the.fundamental.delivery.mechanism.for.IT.(server,.PC,.storage).

infrastructure.services ..Costs.avoided.on.the.networking.component.(10.

to.15%.of.IT.expense).are.a.false.economy.when.poorer.IT.infrastructure.

performance.results.in.increased.downtime,.greater.incidence.of.security.

issues,.or.longer.wait.times.and.lower.productivity.experienced.by.the.IT.

user.community .

USE OF ME RCH aNT S ILICON

.. 3Com Extreme Nortel ProCurve Force10 Foundry Huawei Alcatel D-Link

Fixed 38xx,42xx,44xx,55xx,55xxG

Summit.400

ERS.55xx 26xx,28xx,34xx,6108

S50,.S2410

EdgeIron..(All)

Quidway.56xx

Modular FastIron.Super.X.

Introduction

SUMMaRy

It.is.easy.to.see.why.network.equipment.manufacturers.might.be.attracted..

by.the.time-to-market.and.low-cost.characteristics.of.merchant.silicon ..

However,.end.customers.who.select.a.merchant.silicon.product.lose.the.price.

advantage.in.a.two-.to.three-year.investment ..Over.time,.the.customer.who.

deploys.a.series.of.merchant.silicon.devices.will.end.up.with.more.boxes.

to.manage.and.support,.a.less.cohesive.and.less.functional.network,.and.a.

higher.level.of.operating.expenses.resulting.from.these.factors ..

Table.4


INTRODUCTION

11

Figure.1.compares.and.contrasts.Cisco’s.modular.design.approach.and.

product.evolution.with.those.of.selected.competitors .

Skeptical?.Supervisor.modules.have.comprised.15-20%.of.the.configured.cost.

of.Cisco.Catalyst.4500.or.Catalyst.6500.Series.Switches ..Assuming.a.claimed.

40%.premium.and.20%.configured.cost.paradigm,.this.becomes.a.simple.math.

exercise ..Initial.competitor.investment.is.100%;.assume.in.3-5.years,.a.platform.

refresh.is.necessary,.and.its.costs.will.be.equivalent.to.the.initial.investment.plus.

the.upgrade.will.require.personnel.costs ..In.the.second.phase,.Cisco.requires.

a.less.time-consuming.(less.downtime),.less.costly.upgrade.versus.a.complete.

chassis.replacement.for.a.competitor.product,.which.is.a.more.complex.

operation ..The.following.net.result.is.solely.based.on.hardware.without.costs.

of.support,.training,.and.administration ..Although.partially.complete,.a.different.

picture.begins.to.emerge ..

Introduction

Competitors.often.introduce.a.modular.platform.and.replace.it.every.three.

to.five.years.with.little.regard.for.the.customers’.investments.in.hardware,.

software,.and.training ..Cisco.introduces.a.platform.that.evolves.as.technology.

evolves.and.the.short.TCO.time.spans.used.by.competitors.ignore.this.fact ..

Large.secondary.investments.in.competing.products.are.needed.usually.in.

year.four.or.five.and.are.outside.the.typical.TCO.window.that.competitors.

use ..A.Cisco.platform’s.richer.feature.set.is.lost.in.the.TCO.analysis ..Figure.2.

depicts.how.an.initial.investment.in.Cisco.hardware.actually.costs.less.over.two.

investment.cycles.despite.having.an.initial.price.premium.over.a.competitor.

offering ..The.primary.factor.is.the.capability.to.upgrade.Supervisor.modules.

and.take.advantage.of.common.equipment.at.various.points.throughout.the.life.

cycle.of.Cisco.Catalyst.4500.and.Catalyst.6500.Series.platforms .

Competitor Cisco

Initial.Investment 100% 140%

Initial.Implementation.... 15% 15%

Secondary.Investment.(Year.3–5)............ 100% 28%.(20%.of.140)

Secondary.Implementation........................... 15% 5%.(1/3.initial.implementation)..

Cumulative.Hardware.Investment........... 230% 188%

Figure.1:.Cisco’s.Evolutionary.Approach

Figure.2:.Cost.Offers.Greater.Investment.Protection

Architectures designed to evolve as technology evolves

Architectures designed to change every 3-5 years

1998 2000 2002 2004 2006

Sup 2Forwarding

ServicesModule

41xx 42xx40xxM

54xx53xx

Not Forward Compatible

NoPerformance

Enhancements

Sup 72067xx CardsIPv6

Sup 720 3BXLSup 720 3BMPLSSup 32

Catalyst 65xx

Big Iron Iron Core ASIC

Chassis and PowerSupply Forward

Compatible

Big Iron Jet Core ASIC

Big Iron MG8

Catalyst 45xx

BlackDiamond10808

BlackDiamond88xx

BlackDiamond68xx

NotForward

Compatible

Big Iron RX

Sup 3SecurityAdv QoS

Sup 2Pre-Std PoE

Sup 4Std PoE

Sup V 10G10G UplinksSSO



Foundry Networks

Extreme Networks

ProCurveNetworking

by HP

CiscoSystems

NotForward

Compatible

NotForward

Compatible

Cisco: Most line cards, power supplies, and gigabit interface converters (GBICs) can be used going forward.

Foundry: No line cards and few power supplies can be used. Some GBICs may be usable.

Extreme: No line cards or power supplies can be used. Some GBICs may be usable.

ProCurve: No line cards can be used. Selected GBICs and power supplies are usable.

0 2 4 6 8

Initial Cisco PurchasePremium

InitialCompetitorPurchase

Lifetime Duty Cycle Years

Cisco Feature Premium- Security / Services Capability- High Availability- Scalability- Manageability- Investment Protection

Hardware Dollars Invested

Upgrade /SecondaryInvestment

SecondaryCompetitorPurchase

Initial CiscoPurchase

SecondaryCisco

Purchase

Cumulative Duty Cycle Investment

Cumulative HardwareDollars Invested

Cisco

Competitor

InitialCompetitorPurchase


INTRODUCTION

13

Support.and.other.elements.need.to.be.factored.into.the.analysis ..If.you.

assume.annual.system.support.costs.of.8%,.the.Cisco.offering.is.less.

expensive.on.a.cumulative.basis.after.the.second.investment.cycle ..Until.

then,.Cisco.appears.more.expensive ..Clearly,.customers.must.consider.their.

long-term.business.needs.rather.than.arbitrary.TCO.time.periods.set.forth.by.

competitors .

Although.the.above.analysis.has.focused.on.modular.switches,.a.similar.

posture.can.be.taken.in.the.stackable.or.fixed-configuration.area ..Advanced.

Cisco.features.such.as.Cisco.StackWiseTM. architecture.and.Power.over.

Ethernet.(PoE).were.emulated.by.competitors.two.to.three.years.after.being.

introduced.by.Cisco ..Network.Admission.Control.(NAC),.one-click.software.

updates,.Smartport.macros,.and.802 .1x.Wake-on-LAN.are.recently.introduced.

features.that.are.likely.to.be.implemented.by.competitors.in.two.to.three.years.

depending.on.the.merchant.silicon.implementation.cycle.of.suppliers ..Which.

is.a.better.value.for.the.customer?

. 1)..A.switch.with.greater.features.costing.$2500,.which.is.likely.to.last..

five.years?.

. 2)..One.with.less.features.costing.$1500.and.likely.to.last.two.or..

three.years?.

The.first.option.is.$42.per.month.($2500.for.60.months).and.the.second.is.

$42-60.per.month.depending.on.longevity ..The.second.option.does.not.offer.

the.extra.benefits.of.the.first.option’s.richer.feature.set.or.superior.ease.of.use,.

which.results.in.higher.productivity.and.lower.network.administration.costs .

Cisco.Catalyst.switches.are.designed.to.offer.high.service.and.the.

high-availability.levels.required.by.customers ..The.Cisco.Catalyst.6500.Series.

offers.high-availability.features.such.as.Nonstop.Forwarding.(NSF),.Stateful.

Switchover.(SSO),.Cisco.IOS®.Software.modularity,.and.fault.containment.to.

maximize.customer.uptime ..The.cost.of.downtime.varies.by.customer.but.is.

huge,.as.shown.in.Table.5 .

D OWNTIME COST FOR Va R IOUS INDUSTR IES

. Finance Healthcare Transportation Manufacturing Retail

Downtime.Cost $220.million $42.million $32.million $154.million $41.million

Downtime.Hours 1180 393 298 766 518

Cost.per.Downtime.Hour

$188,000 $107,000 $107,000 $201,000 $79,000

Annual.Downtime.Cost.Per.Employee

$8500 $4400 $1900 $9000 $1900

Introduction

This.table.illustrates.how.a.single.hour.of.downtime.in.any.of.these.examples..

is.cost-prohibitive.and.being.ignored.in.a.TCO.approach ..Costs.related.to.

security.can.also.be.prohibitive.as.viruses,.worms,.and.other.forms.of.malware.

can.result.in.significant.productivity,.financial,.and.intellectual.property.loss..

which.are.not.considered.in.a.TCO.approach ..Figure.3.creates.a.more.balanced.

customer.evaluation.framework .

Figure.3:.Cost.Versus.Value

Cost-Based Elements Value-Based Elements

Initial.Purchase

Implementation.Costs

Ongoing.Support

Training

Management

Administration

Secondary.Investment.Cycle.Costs

Product.Longevity

Security.Capabilities

Ease-of-use.and.Manageability.Features

Performance.and.Scalability

Network.Design.and.Support.Capability

Current.and.Future.Solution.Capability

Investment.Protection

Competitor Strengths Cisco Strengths

Table.5

Source:.2005.Cost.of.Enterprise.Downtime:..North.American.Vertical.Markets.study.by.Infonetics.Research


INTRODUCTION

15

When.confronted.with.the.TCO.argument.and.framework,.point.out.that.it.is.a.

useful.starting.point.but.is.incomplete ..Customers.need.to.consider.the.value.

elements.offered.by.Cisco.which.are.ignored.by.the.cost-based.nature.of.a.

TCO.exercise ..Adding.these.value.elements.results.in.a.more.balanced.view,.

more.akin.to.a.cost.and.benefit.analysis ..

Customers.are.buying.more.than.a.networking.product.or.components.when.

working.with.Cisco.or.Cisco.partners ..They.are.buying.Cisco.expertise.and.

commitment.to.making.them.successful.now.and.in.the.future ..Cisco.offers.

the.broadest.range.of.LAN.switching.products,.from.easy-to-use,.high-

performance,.fixed-configuration.switches.designed.for.SMB.customers.to.

modular.Cisco.Catalyst.4500.and.Catalyst.6500.Series.platforms.designed.

for.large.enterprises ..Cisco.has.the.most.experience.designing.and.

supporting.networks.of.any.vendor.today.and.customers.can.take.advantage.

of.that.expertise.by.working.with.Cisco.and.its.partners ..Cisco.is.committed.

to.enabling.customers’.success.because.this.assures.the.future.success.of.

Cisco.and.its.partners,.regardless.of.the.product.or.service.purchased .

Introduction

NOTES


3COM

17

3Com Overview

3Com.sells.LAN.switches,.routers,.wireless.devices,.security,.connectivity.

(network.interface.cards.[NICs]),.and.IP.telephony.products.worldwide.

primarily.through.indirect.channels ..3Com.has.a.strong.SMB.franchise,..

but.re-entered.the.enterprise.segment.in.2003.after.exiting.this.area.in.2000 ..

Recent.products.are.designed.for.higher-density.enterprise.networking.

environments.and.most.were.developed.as.part.of.a.joint.venture.with.Huawei.

designed.to.increase.product.velocity.and.lower.costs ..3Com.took.control.

of.the.H3C.venture.by.outbidding.partner.Huawei.with.an.$882.million.bid.

in.November.2006 ..Huawei.is.barred.from.competing.in.the.Enterprise/SMB.

routing.and.switching.areas.for.18.months.but.is.free.to.re-enter.these.markets.

after.this.time.frame ..Huawei.is.free.to.compete.and.develop.products.for.the.

SP.market.as.part.of.the.agreement ..3Com.has.consistently.lost.market.share.

as.sales.dropped.from.a.peak.$5 .7.billion.in.1999.to.$650.million.in.fiscal.2005,.

but.rebounded.to.$795.million.in.2006 ..3Com.has.lost.money.for.six.straight.

years ..3Com’s.headcount.dropped.to.1562.at.the.close.of.fiscal.2006.down.

from.a.peak.of.13,000.in.May.1999 ..With.the.H3C.purchase,.3Com,.ProCurve,.

and.Nortel.will.all.have.between.3 .5-4%.market.share.based.on.revenues ..

Their.FYQ1.2007.revenues.increased.sharply.mainly.due.to.consolidation.

under.US.GAAP,.rather.than.increased.market.penetration .

3Com

Table.6

1Yahoo.Finance2Synergy.Research

3COM FINaNCIaL PROFILE1

FyQ1 2007 ($M) 2006 ($M) 2005 ($M) 2004 ($M)

Total.Revenue

-.Cost.of.Goods

$300 .1

$163 .6

$794 .8

$434 .0

$651 .2

$382 .3

$698 .8

$447 .2

=.Gross.Margin

-.Marketing.&.Administration

-.Research.and.Development

-.Other.Expenses

$136 .5

$97 .4

$47 .7

$12 .2

$360 .8

$257 .5

$126 .4

$31 .8

$268 .9

$284 .6

$83 .4

-.$4 .6

$251 .6

$325 .6

$101 .3

$21 .7

=.Operating.Loss $20 .8 $54 .8 $94 .4 $197 .1

Operating.Loss.%

Headcount

-6 .9%

1562

-6 .9%

1562

-14 .5%

1850

-28 .2%

1925

H1 2006 2005. 2004

LAN.Switching.Market.Share2 2 .0% 2 .7% 2 .8%

Introduction

NOTES


3COM

19

Typical 3Com LAN Configuration

3Com

3Com LAN Switches

The.following.graphic.portrays.3Com’s.current.products.as.of.December.2006 ....

Figure.4:.3Com.LAN.Switches

Figure.5:.3Com.Backbone.Network

Above.is.a.typical.3Com.solution.for.a.backbone.network,.which.closely.

resembles.a.Huawei.solution.because.their.partnership.shares.many.products ..

This.portrays.a.typical.corporate.data.center.with.distributed.branch.offices.

connected.across.the.WAN ..3Com.has.focused.on.delivering.a.base.set.of.

products.upon.re-entering.the.enterprise.market.to.satisfy.basic.customer.

connectivity,.density,.and.performance.requirements.and.has.not.focused.

on.the.more.comprehensive.needs.of.enterprise.customers ..3Com.has.yet.

to.outline.or.set.forth.a.scalable.architecture.like.the.Cisco.Service-Oriented.

Network.Architecture.(SONA) ..The.3Com-Huawei.partnership.has.a.limited.

delivery.record ..It.has.done.a.good.job.of.quickly.delivering.a.set.of.new.

products,.but.questions.of.product.reliability,.support,.and.integration.remain.

unanswered ..3Com.has.focused.on.much.smaller,.simpler.networks.and.has.

limited.experience.in.more.complex.enterprise.environments .

3Com NBXBusiness Phone

3Com OfficeConnectWireless Cable/DSL Gateway

3Com Router 3030

3Com Switch 7754

3Com Wireless LANAccess Point 7250

PoEData

3Com NBXBusiness Phone

3Com Switch 8800

3Com NBX V5000Gateway Chassis

3Com Router 6080Corporate HeadquartersHartford, CT, USA

VPN TunnelInternet

Regional OfficeMadrid, Spain

Branch OfficeIstanbul, Turkey

3Com Switch 4060

3Com Router 6040

3Com Switch 5500

3Com NBX 100Chassis and Call Processors

3Com Switch 8800 in the core of a distributed enterprisenetwork, with Switch 7754 distributing data and power.


3COM

21

DECE MB E R 1, 2006

44xx Series 45xx Series

4400-24 4400-48 4400-24PWR 4500-26 4500-50 4500-26PWR 4500-50PWR

Catalyst.2960/3560.(PWR.version)

Wiring.Closet

Layer.2

3C17203 3C17204 3C17205 3C17561-91 3C17562-91 3CR17571-91 3CR17572-91

24 48 24.(PoE) 24 48 24 48

2 2 2 2 2 2 2

8 .8 13 .6 8 .8 8 .8 13 .6 8 .8 13 .6

6 .6 10 .1 6 .6 6 .6 10 .1 6 .5 10 .1

64 60 60 256 256 256 256

8000 8000 8000 8000 8000 8000 8000

· · · · · · ·· · · · · · ·

· · · · · · ·

· · · · · · ·· · · · · · ·

4.Queues

3Com

3CO M FIx E D - CONFIGUR aTION SWITCHES

3Com Product Family 42xx Series 42xxG Series

Description 4200-26 4200-28 4200-50 4200G-12 4200G-24 4200G-48

Cisco Catalyst Switching

Catalyst.Equivalent Catalyst.2960 Catalyst.2960G

Positioning Wiring.Closet

Layer.2/Layer.3 Layer.2 Layer.2.(32.Static.L3.Routes)

3Com Product Numbers 3C17300A 3C17304A 3C17302A 3C17660-91 3C17661-91 3C17662-91

Maximum Port Density

10/100. 24 24 48

10/100/1000 2 2 2 8 20 44

Dual.Personality 2 4.all.models

Uplink/SFP/GBIC

10G.Uplink 1.or.2

Performance

Capacity.(Gbps) 8 .8 12 .8 13 .6 44 88 136

Throughput.(Mbps) 6 .6 9 .5 10 .1 32 .7 65 .5 101 .2

Maximum.VLANs 60 60 60 256 256 256

MAC.Address.Entries 8000 8000 8000 8196 8196 8196

Security

Radius · · · · · ·802 .1X · · · · · ·SSL · · ·SSH · · ·Bandwidth Management/QoS

IGMP.Snooping · · · · · ·Rate.Limiting · · ·GVRP.

Weighted.Fair.Queuing

Strict.Priority

Hardware.Queues 2.Queues 8.Queues

Table.7


3COM

23

3ComTable.7

3CO M FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D)

3Com Product Family 387x Series

Description 3870-24 3870-48


Catalyst.Equivalent Catalyst.2960G/3560


Layer.2/Layer.3 Layer.2

3Com Product Numbers 3CR17450-91 3CR17451-91


10/100.

10/100/1000 20 44

Dual.Personality 4,.Both.Models

Uplink/SFP/GBIC

10G.Uplink 1,.Both.Models

Performance

Capacity.(Gbps) 108 156

Throughput.(Mbps) 80 115

Maximum.VLANs 255 255

MAC.Address.Entries 16,000 16,000

Security

Radius · ·802 .1X · ·SSL

SSH · ·Bandwidth Management/QoS

IGMP.Snooping · ·Rate.Limiting · ·GVRP.


Strict.Priority · ·Hardware.Queues 8.Queues

DECE MB E R 1, 2006

55xx 10/100 Series 55xx 10/100/1000 Series

55xx-28 SI 55xx-28 EI 55xx-52 SI 55xx-52 EI 55xxG-24 EI 55xxG-48 EI

Catalyst.3560/3750

Wiring.Closet

SI.-.RIPv1/v2.EI.-.RIPv1/v2,.OSPF,.PIM-S,.PIM-D RIPv1/v2,.OSPF,.PIM-S,.PIM-D

3CR17151-91 3CR17161-91.3CR17171-91 3CR17152-91 3CR17162-91.

3CR17171-913CR17250-91.3CR17250-91

3CR17161-91.3CR17171-91

24 24 48 48

20 44

4,.All.Models

4,.All.Models

2 2

12 .8 12 .8 17 .6 17 .6 184 232

9 .5 9 .5 13 .1 13 .1 136 .9 172 .6

256 4094 256 4094 4094 4094

16,000 16,000 16,000 16,000 16,000 16,000

· · · · · ·· · · · · ·

· · · · · ·

· · · · · ·· · · · · ·

· (GARP) · (GARP) · (GARP) · (GARP) · (GARP) · (GARP)· · · · · ·· · · · · ·

8.Queues


3COM

25

3ComTable.8

3CO M M ODUL aR SWITCHES

3Com Product Family 77xx Series

Description 7754 7757 7758


Catalyst.Equivalent Catalyst.4500


Layer.3.Compatibility RIPv1/v2,.OSPF,.BGP,.IS-IS,.PIM,.DVMRRP

3Com Product Numbers 3C16894 EC16895 EC16896


.Interface.Module.Slots 3 6 6

RJ-45.10/100 144 288 288

RJ-45.10/100/1000 144 288 288

Maximum.1000BASE-SX/LX 144 288 288

10.Gigabit 3 6 6

Power.over.Ethernet.(PoE) 144 288 288

Other.(ATM,.STM,.etc .) None

Service.Module.Support None

Performance (One Unit)

Capacity.(Gbps). 120 240 240

Throughput.(Mbps) 89 179 179

QoS and Rate Limiting

Weighted.Round.Robin · · ·Weighted.Random.Early.Detection


Strict.Priority.Queuing · · ·Rate.Limiting · · ·

High availability

Stateful.Switchover.(SSO)

Nonstop.Failover.(NSF)

Hitless.Software.Upgrades

Modular.Operating.System

Redundant.Fabric.Module ·Hot.Swap.Line.Cards · · ·

DECE MB E R 1, 2006

88xx Series

8807 8810 8814

Catalyst.6500

Wiring.Closet/Core

RIPv1/v2,.OSPF,.BGP,.PIM

3C17543 3C17541 3C17540

5 8 12

240 384 576

240 384 576

20 32 48

240 384 576

None

Network.Monitoring,.VPLS,.IPSec

300 960 1 .4.Tbps

358 572 856

· · ·

· · ·· · ·

· · ·· · ·


3COM

27

3Com

3Com Weaknesses

. •..Consistent,.prolonged.financial.losses.and.management.turnover.—.three.

CEOs.in.2006 ..Bruce.Claflin.left.in.January,.replaced.by.Scott.Murray.who.

left.after.seven.months.and.was.replaced.by.Edgar.Masri ..

. •..Constant.change.of.strategies.(enterprise.exit.and.re-entry),.constant.

product.shuffling.(first.exiting.modular.switches.and.routers.before.

reversing.that.decision) ..

. •..Heavy.reliance.on.Huawei.to.deliver.critical.products.and.technology ..

3Com.must.now.effectively.integrate.H3C.operations.and.retain.key.

executives.to.move.forward.successfully ..Over.40%.of.3Com’s.sales.are.

in.China.which.is.growing.quickly,.but.it.is.unclear.how.sticky.(committed).

this.customer.base.will.be.going.forward ..We.expect.Huawei.to.re-enter.

this.market.segment.and.much.of.3Com’s.gain.is.likely.to.be.temporary..

in.nature .

. •..Competing.in.many.networking.segments.has.traditionally.unfocused.

3Com.in.the.past ..Is.it.happening.now.with.so.many.areas.of.relatively.

small.size.and.market.share?.3Com’s.voice.business.seems.stalled.at.

roughly.$15-16.million.per.quarter.and.growth.in.the.security.area.was.

~3%.over.Q4.2006.(Source:.Tipping.Point) .

. •..3Com’s.specific.market.share.declined.to.1 .8%.in.the.first.nine.months.of.

2006,.down.from.2 .7%.in.the.first.nine.months.of.2005.(Source:.Synergy.

Research) ..Adding.the.H3C.portion.increases.3Com’s.share.to.3 .8%,.

roughly.equivalent.to.Nortel.and.ProCurve .

. •..Back-end.support ..With.the.sales.force.turnover.and.company.

downsizing,.some.partners.said.it’s.nearly.impossible.to.get.quick.

answers.to.questions ..“My.biggest.problem.with.3Com.is.just.its.internal.

disarray ..Those.internal.points.of.contact.are.not.there”,.said.Marc.

Harrison,.president.of.Silicon.East,.a.partner.in.Manalapan,.New.Jersey ..

“Any.problems.you.have,.you.have.to.make.half.a.dozen.phone.calls.to.

find.the.person.who.knows.the.answer .”.(CRN.10/09/2006,.page.20) ..The.

purchase.of.H3C.doesn’t..address.this.issue.and.may.in.fact.make.it.more.

acute.because.of.distance.and.integration/assimilation.issues .

. •..In-out-in.posture.with.in.the.enterprise.segment.has.left.3Com.with.little.

credibility.or.trust.among.many.enterprise.IT.managers.and.professionals ..

Purchase.of.H3C.indicates.greater.commitment,.but.how.can.the.

customer.be.sure,.given.past.behavior?

. •..Purchase.of.the.H3C.venture.will.reduce.3Com’s.cash.on-hand.and.

potentially.weaken.the.balance.sheet.depending.on.debt.levels.incurred ..

This.will.also.potentially.limit.3Com’s.strategic.moves.going.forward.

because.of.more.limited.financial.flexibility .

3Com Sales Tactics

. •..3Com.delivers.affordable.technology ..3Com.claims.to.offer.features.

similar.to.Cisco,.but.priced.25-30%.lower ..You.get.what.you.pay.for ..

3Com’s.use.of.merchant.silicon.enables.them.to.reach.a.low.price.point,.

but.the.products.offer.fewer.manageability,.security,.and.quality.of.

service.features.than.comparable.Cisco.products,.which.increases..

long-term.operating.costs ..3Com.support.has.deteriorated.as.evidenced.

by.the.earlier.comment.from.Marc.Harrison ..Cisco.has.five.TACs,.over.

1300.support.engineers,.and.a.reputation.for.delivering.consistent.high.

levels.of.support .

. •..3Com.can.offer.a.broad.solution ..Its.solutions.are.best.deployed.

in.relatively.small.networks ..3Com’s.in-out-in.again.posture.in.the.

enterprise.arena.is.not.likely.to.inspire.customer.confidence.in.its.long-

term.commitment ..The.77xx.and.88xx.modular.switching.products.

manufactured.by.Huawei.are.untried,.untested.first-generation.products,.

with.unknown.reliability ..Point.this.out.to.prospective.customers .

. •..Cisco.has.convergence.products.(voice,.video,.data,.and.IP.TV).and.

expertise.coupled.with.a.long-term.commitment.to.implement.these.

successfully ..3Com.has.some.elements,.but.are.they.committed?.After.

six.years.of.operating.losses,.a.declining.cash.balance,.and.a.reduction.

in.staffing.from.13,027.in.fiscal.1999.to.1562.in.June.2006,.is.3Com.the.

partner.with.whom.customers.want.to.work?.


3COM

29

3Com

. •..3Com.will.sell.downward.from.chassis.to.fixed-configuration.switches.

as.necessary ..3Com.moves.the.sale.toward.fixed-configuration.switches.

when.its.mixed.modular.and.fixed-configuration.solution.has.little.chance.

of.success ..This.lowers.the.price.for.the.customer.and.moves.3Com.or.

its.reseller.closer.to.3Com’s.product.center.of.gravity.and.comfort.zone ..

In.these.situations,.help.the.customer.to.focus.on.the.solution.and.point.

out.that.3Com’s.price.tactic.is.driven.by.the.lack.of.a.relevant.product.

solution .

NOTES


EXTREME

31

Extreme

Extreme Overview

Extreme,.founded.in.1996,.focuses.on.the.enterprise,.data.center,.and.metro.

service.provider.market.segments ..It.provides.fixed.and.modular.switches,.

wireless.devices,.and.security.appliances.to.address.customer.needs..

(Table.9) ..Extreme.is.Ethernet-focused.with.a.posture.of.high.performance,.

high.density,.and.competitive.price ..It.uses.a.“Unified.Access”.message.in.

both.wired.and.wireless.environments ..Extreme.advocates.putting.intelligence.

at.the.edge.of.the.network.and.focuses.development.efforts.on.delivering.

managed.wireless.solutions.as.an.integral.part.of.its.wired.offering ..It.provides.

a.single.mechanism.for.policy.management.and.user.authentication ..LAN.

Switching.comprises.almost.all.of.Extreme’s.revenues.and.one-third.of.

Extreme’s.employees.are.devoted.to.either.sales.or.marketing ..Recently.

revenue.mix.shifted.toward.fixed-configuration.products.(55%) ..Avaya.has.

become.an.important.channel.for.Extreme.accounting.for.~10%.of.sales.in.

recent.quarters ..Recently.Gordon.Stitt.stepped.down.as.president.and.CEO.

in.favor.of.Mark.Canepa ..The.past.CFO.left.in.early.August.and.on.September.

28,.2006.Extreme.got.a.de-listing.notice.from.the.NASDAQ,.because.of.a.

delayed.filing.on.10K.financial.reports ..This.was.caused.by.an.investigation.

into.Extreme’s.option.granting.policies,.which.could.result.in.restatement.of.

prior.period.financial.statements ..Extreme.didn’t.release.financial.statements.

because.of.the.option-grant.issue,.but.has.missed.revenue.expectations.in.

three.of.the.past.four.fiscal.quarters ..Research.and.development.investment.

has.remained.relatively.flat.and.profits.have.been.hard.to.come.by.in.the.past.

four.years ..LAN.switching.market.share.has.also.shown.a.consistent.decline.

throughout.the.first.nine.months.of.2006 ..Fiscal.year.2007.got.off.to.a.tepid.

start.as.FYQ1.2007.revenues.were.~13%.below.FYQ1.2006.levels .

3Com

NOTES


EXTREME

33

Extreme

Extreme LAN Switches

The.following.graphic.portrays.Extreme’s.current.products.as.of.December.2006 .

Figure.6:..Extreme’s.Product.Offering.as.of.December.2006

Typical Extreme Network Configuration

In.late.2004,.Avaya.invested.$28.million.in.Extreme.for.2%.of.the.company.and.

a.partnership.agreement ..Avaya.introduced.Extreme.to.its.channel.partners,.

ceased.development.of.its.Cajun.switches,.and.now.uses.Extreme.switches.for.

its.VoIP.switching.infrastructure.in.most.cases ..Extreme.also.has.a.partnership.

with.Juniper,.but.unlike.Avaya,.Juniper.does.not.have.an.equity.stake.in.

Extreme ..Extreme.has.claimed.to.be.developing.an.integrated.converged.

network.reference.architecture.with.Avaya.but.no.products.implementing.this.

architecture.have.been.released.as.of.October.2006 ..Extreme.products.are.

focused.primarily.on.speeds.and.feeds,.emphasizing.port.density,..

uplink.speeds,.standards-oriented.features,.and.price.(heavy.discounting) ...

Extreme.solutions.do.not.set.forth.a.scalable.architecture.such.as.the.Cisco.

Service-Oriented.Network.Architecture.(SONA) ..

Table.9


E x TR E ME FIN aNCIaL PROFILE1

FyQ1 2007 ($M) 2006 ($M) 2005 ($M) 2004 ($M)

Total.Revenue

-.Cost.of.Goods

$83 .8.

not.reported

$358 .6

$164 .9

$383 .4

$180 .7

$351 .8

$172 .6

=.Gross.Margin



-.Other.Expenses

not.reported

not.reported

not.reported

not.reported

$193 .7

$124 .4

$62 .1

$0 .0

$202 .7

$130 .6

$61 .3

$0 .1

$179 .2

$122 .8

$58 .1

$7 .5

=.Operating.Income.Profit/Loss not.reported

$7 .2 $10 .7 -$9 .2

Operating.Profit/Loss.%

Headcountnot.reported

856

2%

847

2 .8%

834

-2 .6%

831

Q1-Q3 2006 2005. 2004



EXTREME

35

Extreme

Extreme.has.quickly.adopted.industry.standards ..It.delivers.many.features.

through.merchant.silicon,.focusing.on.low.initial.acquisition.cost.in.various.

forms ..Extreme.has.directed.its.marketing.toward.converged.metro.networks.

and.its.mobile.solutions.offerings,.implementing.802 .11a,.b,.and.g.standards,.

developed.by.Siemens.and.resold.by.Extreme.under.its.own.brand ..

Extreme’s.reliance.on.third-party.and.OEM.agreements.to.deliver.a.secure.

network.solution.is.not.ideal.for.keeping.pace.with.multimedia,.voice,.and.

data.advancements ..Extreme.depends.on.its.OEM.partners.to.deliver.these.

elements.in.a.timely.fashion ..

Figure.7.represents.a.typical.Extreme.Resilient.Enterprise.Network ..

Figure.7:.Extreme’s.Resilient.Enterprise.Network.

BlackDiamond 10808

BlackDiamond 10808

BlackDiamond 8810

BlackDiamond 8810

Sentriant

10 Gigabit

10 Gigabit

10/100/1000Link with PoE

Altitude

IP Phone



10 Gigabit Ethernet Rings

PC Laptop

Summit WM 1000


EXTREME

37

ExtremeTable.10

DECE MB E R 1, 2006

Summit 400 Series Summit x450 Series Summit x450a/e Series

400-24PWR 400-24 400-48 450-24 450-24SFP x450a-24 x450a-48 x450a-24

Catalyst.3560/3750 Catalyst.3750

Wiring.Closet

RIPv1/v2,.OSPF,.PIM-SX RIPv1/v2,.OSPF,.PIM-SX,.BGP RIPv1/v2,.OSPF,.PIM-SX,..PIM-DX,.BGP

RIPv1/v2,.OSPF,.PIM..-SX,.PIM-DX

16137 16131 16101 16123 16121 16151 16157 16152

24.(PoE) 24 48 24 4 24 48 24

4 4 4 4 24 4 4 4

2.Optional

80 80 160 160 160 128 256 128

35 .7 35 .7 101 65 65 65 101 65

4096 4096 4096 4096 4096 4096 4096 4096

16,000 16,000 16,000 16,000 16,000 16,000 16,000 16,000

· · · · · · · ·· · · · · · · ·

· (SCP) · (SCP) · (SCP) · (SCP) · (SCP) · (SCP) · (SCP) · (SCP)· · · · · · · ·

· · · · · · · ·· · · · · · · ·

8.Queues

E x TR E ME FIx E D - CONFIGUR aTION SWITCHES

Extreme Product Family Summit 200 Series Summit 300 Series

Description 200-24 200-48 300-24 300-48


Catalyst.Equivalent Catalyst.2960/3560 Catalyst.3560/3750


Layer.2/Layer.3 RIPv1/v2,.OSPF,.PIM-SX

Extreme Product Numbers 13240 15040 13245 15042


10/100. 24 48 24.(PoE) 48.(PoE)

10/100/1000 2 2 2 4

Dual.Personality

Uplink/SFP/GBIC 2 2 2 4

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 13 .6 8 .8 17 .6

Throughput.(Mbps) 6 .6 10 .1 6 .6 13 .1

Maximum.VLANs 255 255 255 255

MAC.Address.Entries 8191 8191 8191 16,384

Security

Radius · · · ·802 .1X · · · ·SSL · · · (SCP) · (SCP)SSH · · · ·Bandwidth Management/QoS

IGMP.Snooping · · · ·Rate.Limiting · · · ·GVRP.

Hardware.Queues 4.Queues


EXTREME

39

ExtremeTable.11

E x TR E ME M ODUL aR L aN SWITCHES

Extreme Product Family alpine Series

Description 3804 3808




Layer.3.Compatibility RIPv1/v2,.OSPF,.BGP,.PIM,.DVMRRP

Extreme Product Numbers 45040 45080


.Interface.Module.Slots 4 8

RJ-45.10/100 128 256

RJ-45.10/100/1000 64 128

Maximum.1000BASE-SX/LX 64 128

10.Gigabit

Power.over.Ethernet.(PoE)

Other.(ATM,.STM,.etc .) T1,.E1,.VDSL,.T3






Weighted.Round.Robin

Weighted.Random.Early.Detection · (RED) · (RED)Weighted.Fair.Queuing

Strict.Priority.Queuing · ·Rate.Limiting · ·

High availability





Redundant.Fabric.Module

Hot.Swap.Line.Cards · ·

DECE MB E R 1, 2006

Black Diamond Series

6808 8806 8810 12804C 12804R 10808

Catalyst.6500 Catalyst.6500.Cisco.7600 Catalyst.6500

Wiring.Closet Wiring.Closet/Core Metro.E Wiring.Closet/.Core

RIPv1/v2,.OSPF,.BGP,.PIM,.DVMRRP RIPv1/v2,.OSPF,.BGP,.PIM

53011 41012 41011 65040 60011

7 5 9 4 4 8

672

168 240 432 80 80 480

128 248 440 80 80 480

8 20 36 8 8 48

240 432

None

None

256 2 .48.Tbps 4 .02.Tbps 160 160 1 .28.Tbps

192 285 570 120 120 240

· (RED) · (RED) · (RED) · (RED) · (RED) · (RED)

· · · · · ·· · · · · ·

· ·

· · ·· · · · ·

· · · ·· · · · · ·


EXTREME

41

Extreme

Weaknesses

Market.share.loss,.from.2 .3%.in.2004.to.2%.in.2005.down.to.1 .7%.in.the.first.

nine.months.of.2006.(Source:.Synergy.Research) .

. •.Thin.sales-force.coverage.model .

. •.Recent.sales.execution.challenges.and.sales.force.turnover .

. •..Increased.competition.from.ProCurve,.Nortel,.3Com,.and.Foundry.all.

striving.to.become.a.credible.alternative.to.Cisco.and.all.have.greater.

market.share .

. •.Weak.post-sales.product.support.model ..

. •..Support.ownership.and.responsibility.issues.with.so.many.partnerships.

(Avaya,.Juniper,.Siemens).in.delivering.customer.solutions .

. •..Extreme.has.a.weak.wide.area.connectivity.story ..Extreme.doesn’t.have.

solutions.in.this.space.compared.to.the.choices.offered.by.Cisco .

Extreme’s Sales Tactics

. •..Extreme.doggedly.advocated.a.two-tier.network.design.but.now.has.

modified.their.stance ..Extreme.now.proposes.an.Edge-Aggregation-

Core.architecture.which.is.remarkably.similar.to.that.proposed.by.Cisco.

for.years ..Cisco.has.used.this.conceptual.three-layer.model.for.years,.

based.on.its.proven.capability.to.maximize.application.uptime,.scalability,.

cost-effectiveness.and.manageability ..Ultimately.the.choice.is.up.to.the.

customer.based.on.business.needs.and.objectives ..Cisco.can.provide.

the.appropriate.network.structure.and.design.support.for.any.customer.

network ..Cisco.has.always.had.switches.capable.of.collapsing.the.model.

into.two.or.three.tiers.as.desired.by.customers,.while.providing.excellent.

aggregation.performance.and.advanced.services.which.other.vendors.

can’t.provide .

. •..Universal.Edge.Ports:.Extreme.touts.the.Universal.Edge.Port.or.a..

single.port.capable.of.supporting.IP.phones,.wireless.access.points,.

and.gigabit-attached.PCs ..It.is.clever.marketing,.but.Extreme.is.claiming.

capabilities.that.Cisco.has.offered.for.several.years.(such.as.end-to-end.IP.

telephony,.inline.power,.and.automated.deployment.features) ..Cisco.was.

first.to.introduce.10/100/1000.ports.capable.of.managing.secure.voice.

and.video.traffic ..This.is.simply.another.attempt.by.Extreme.to.spin.the.

story.to.its.favor ..

. •..Innovative.hardware.and.ASIC.design:.Extreme.is.likely.to.point.out.its.

development.and.introduction.of.the.fourth-generation.network.silicon.

systems.(4GNSS),.which.is.a.marketing.term.for.programmable.packet.

processor ..It.claims.this.provides.the.capability.to.process.all.different.

networking.technologies.and.assure.the.scalability.of.the.10808.product ..

Unfortunately,.the.introduction.of.the.BlackDiamond.series,.which.has.

higher.capacity,.negated.this.claim ..

. •..Security.and.wireless.capability:.Extreme.offers.Sentriant.security.

appliances.and.wireless.products,.but.these.are.more.of.a.product-

line.round.out ..Cisco.has.significantly.greater.security.and.wireless.

networking.expertise.and.capability.than.Extreme .

. •..Resiliency:.Extreme.claims.its.devices.and.implementations.provide.the.

most.resilient.offering.for.customers.today ..Although.the.idea.behind.

Extreme’s.message.is.correct.(resiliency.is.needed),.Extreme.is.far.from.

being.able.to.deliver.on.this.promise ..EAPS.is.a.proprietary.Ethernet.Ring.

solution.with.a.ring.needed.to.provide.resiliency ..Internal.Cisco.tests.have.

shown.that.in.order.to.achieve.sub-50-millisecond.switchover.times,.

there.has.to.be.a.specific.and.fine-tuned.environment,.which.is.unrealistic.

in.the.real.world.of.network.traffic ..Extreme.also.offers.a.modular.OS,.

ExtremeWare.XOS,.for.improved.application.performance ..However,..

the.modular.elements.of.XOS.are.limited.only.to.certain.simple.processes.

and.no.patching.of.processes.is.available,.unlike.Cisco.IOS.Software.

modularity.on.the.Cisco.Catalyst.6500.Series .

. •..Like.Cisco.but.cheaper:.Generally.this.approach.is.taken.in.a.TCO.analysis.

focused.only.on.initial.acquisition.cost.and.a.service.contract ..This.is.

short-sighted.because.it.ignores.ongoing.operational.expenses,.which.are.

typically.75-80%.of.lifetime.expenses ..Extreme’s.four.ASIC.generations.

have.created.a.collection.of.incompatible.architectures.and.destroyed.

much.of.the.economic.value.of.earlier.platforms ..Simply.compare.residual.

values.of.Cisco.Catalyst.4500.and.Catalyst.6500.Series.products.to.the.


EXTREME

43

Extreme

Extreme.Alpine.or.BlackDiamond.series.and.you.will.see.Cisco.products.

retain.a.much.higher.percent.of.original.value ..Extreme’s.sole.focus.on.

Ethernet.switching.necessitates.partnering.in.most.situations.to.provide.a.

complete.solution ..By.engaging.multiple.organizations,.customer.linkage.

costs.such.as.support,.training,.administration,.and.managing.spares.are.

duplicated,.resulting.in.increased.costs ..Ownership,.responsibility,.and.

problem.resolution.are.more.problematic.as.more.entities.are.engaged.

when.problems.arise ..When.these.hidden.costs.are.factored.into.any.

analysis,.it.is.hard.to.reach.the.conclusion.that.Extreme.is.“cheaper.than”.

or.“just.like”.Cisco .

. •..Cisco.is.too.big.to.care.about.you:.Cisco’s.focus.on.its.customers.has.

actually.contributed.to.its.growth ..Cisco.offers.a.broad.set.of.products,.

listens.to.customers,.adapts.to.their.needs,.and.provides.technical.

capability.and.leadership .

NOTES


NORTEL

45

Nortel

Nortel Overview

Nortel.started.as.part.of.Bell.Canada.in.the.1930s,.changing.the.name.to.

Northern.Telecom.(NT).in.1976.and.diversifying.into.networking.by.buying.Bay.

Networks.in.1998 ..It.changed.the.name.to.Nortel,.and.expanded.its.product.

line.through.numerous.acquisitions.of.networking,.software,.and.telecom.

businesses ..Sales.soared,.then.plunged.with.Nortel.taking.a.$27+.billion.

loss.in.2001 ..Revenues.and.employee.count.currently.are.one-third.of.peak.

levels.reached.in.2000 ..An.accounting.scandal,.management.issues,.and.a.

SEC.investigation.led.to.managerial.shifts.from.2001.to.2005 ..New.CEO.Mike.

Zafirovsky.replaced.the.majority.of.upper.management.and.has.sold.assets.

(a.portion.of.UMTS.to.Alcatel.for.$320.million).to.try.to.focus.and.revive.Nortel ..

Zafirovsky.has.indicated.a.desire.to.focus.on.areas.where.Nortel.can.achieve.

15-20%.market.share ..Recently.LAN.switching.market.share.dipped.to.2 .8%.in.

the.first.nine.months.of.calendar.2006.(Source:.Synergy.Research) ..The.$240.

million.operating.profit.recorded.by.Nortel.in.the.first.nine.months.of.fiscal.

2006.is.largely.driven.by.a.reversal.of.expenses.recorded.in.2005.and.not.by.

any.significant.improvement.in.operations ..

Table.12


NOR TE L FINaNCIaL PROFILE1

Q1-3 2006 ($M) 2005 ($M) 2004 ($M) 2003 ($M)

Total.Revenue

-.Cost.of.Goods

$8081

$4982

$10,523

$6217

$9828

$5750

$10,193

$5852

=.Gross.Margin



-.Other.Expenses

$3099

$1796

$1447

$384

$4306

$2413

$1856

$2708

$4078

$2138

$1959

$92

$4341

$1955

$1960

$381

=.Operating.Income.Profit/Loss

$240 -$2671 -$111 $45


Headcount.(Hoovers)3 .0%

35,370

-25 .4%

35,370

-1 .1%

34,150

0 .4%

35,160

2006 yTD 2005. 2004


Extreme

NOTES


NORTEL

47

Nortel LAN Switches

The.following.graphic.portrays.Nortel’s.current.products.as.of.December.2006 .

Figure.8:.Nortel’s.Product.Offering.as.of.December.2006

Typical Nortel Network Configuration

Nortel.markets.its.5500.series.fixed-configuration.devices.for.extensive.use.

in.the.wiring.closet ..The.5500.series.switches.are.based.on.merchant.silicon.

from.Broadcom.to.permit.lower.prices.and.protect.margins ..Nortel.has.been.

unable.to.convert.its.installed.base.of.PBX.customers.to.complete.Nortel.LAN.

switched.architectures ..Nortel.promised.features.and.products.but.failed.to.

deliver,.seriously.hurting.its.credibility ..Examples.include.the.late.shipment.of.

its.next-generation.Ethernet.Routing.Switch.8600,.the.lack.of.new.modules.for.

the.Ethernet.Routing.Switch.8300,.and.promised,.but.not.delivered,.full.Layer.3.

functionality.for.the.ERS.5000.series.(Source:.Current.Analysis.April.3,.2006) ...

Nortel

Nortel.lacks.a.real.end-to-end.solution.for.the.enterprise.because.it.does.not.

offer.a.concise.application-optimized.WAN.solution ..

Nortel’s.product.focus.is.mainly.speeds.and.feeds.with.an.emphasis.on.

port.density,.uplink.speeds,.standards-oriented.features,.and.price.(heavy.

discounting) ..Nortel.embraces.industry.standards,.using.merchant.silicon.to.

deliver.many.features.with.a.focus.on.a.low.initial.acquisition.cost ..Marketing.

efforts.are.directed.toward.converged.networks.but.it.is.difficult.to.see.how.

Nortel.delivers.an.integrated.convergence.solution.when.fixed.products.are.

built.with.off-the-shelf.ASICs.and.its.modular.chassis.have.not.kept.pace.with.

switching.performance.demands ..

There.are.flaws.in.Nortel’s.solution.offering.for.a.converged.network.requiring.

a.modular.10.Gigabit.Ethernet.and.802 .3af.(PoE).solution ..Currently.the.Nortel.

Passport.8300.Ethernet.Switch.does.not.support.10.Gigabit.Ethernet.but.

does.support.802 .3af ..The.Nortel.Passport.8600.Routing.Switch.supports.

10.Gigabit.Ethernet.but.not.802 .3af ..This.forces.customers.to.use.a.mix.of.

stackable.and.modular.chassis,.which.are.more.difficult.to.support.when.

trying.to.keep.common.spares.or.consolidate.on.a.single.platform .

Figure.9.represents.a.typical.Nortel.Enterprise.Network.design ..

Figure.9:.Nortel’s.Enterprise.Network.

No single point of failure Sub-second failover Transparent Interoperable

Reliability with SMLT Access

IST

SMLT Edge

ERS 8600


NORTEL

49

NortelTable.13

DECE MB E R 1, 2006

ES 460 ES 470 Series

460-24PWR 470-24 470-24 PWR 470-48 470-48 PWR

Catalyst.2960 Catalyst.2960/3560.(PoE)

Wiring.Closet

Layer.2

AL2012x20 AL2012x34 AL2012x53 AL2012x37 AL2012x52

24.(PoE) 24 24.(PoE) 48 48.(PoE)

2 2 2 2 2

2 .5 5 5 5 5

3 .2 3 .2 3 .2 3 .2 3 .2

256 256 256 256 256

16,000 16,000 16,000 16,000 16,000

· · · · ·· · · · ·

· · · · ·

· · · · ·

4.Queues 4.or.8.Queues

NO R TE L FIx E D - CONFIGUR aTION SWITCHES

Nortel Product Family ES 325 Series ES 425 Series

Description 325-24T 325-24G 425-24 425-48





Nortel Product Numbers AL2012x45 AL2012x46 AL2012x41 AL2012x44


10/100. 24 24 24 48

10/100/1000 2 2 2.(Shared) 2.(Shared)

Dual.Personality

Uplink/SFP/GBIC 2.(Shared) 2.(Shared)

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 8 .8 16 32

Throughput.(Mbps) 3 .6 6 .6 6 .6 10 .1


MAC.Address.Entries 8000 8000 8000 8000

Security

Radius · · · ·802 .1X Future.(Unstated) · ·SSL

SSH · · · ·Bandwidth Management/QoS

IGMP.Snooping · · · ·Rate.Limiting · ·GVRP.

Hardware.Queues 4.Queues


NORTEL

51

NortelTable.13

DECE MB E R 1, 2006

ERS 5000 Series

5510-24 5510-48 5520-24 5520-48 5530

Catalyst..3560/3750

Wiring.Closet/Core

RIPv1/v2,.OSPF,.VRRP

AL1001x02 AL1001x01 AL1001x05 AL1001x06 AL1001x07

24 48 24.(PoE) 48.(PoE) 24

2 2 2 2 12

2

80 160 160 160 160

35 .7 71 .4 71 .4 71 .4 65 .6

256 256 256 256 256

16,000 16,000 16,000 16,000 16,000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·

8.Queues

NO R TE L FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D)

Nortel Product Family ERS 1424T ERS 16xx Series ERS 3510

Description 1424-24 ERS 1612G ERS 1624G ERS 1648T 1424-24


Catalyst.Equivalent Cat.2960/3560 Catalyst.3560/3750 Cat.2960G/3560


Layer.2/Layer.3 RIPv1/v2,.OSPF RIPv1/v2,.OSPF,.PIM-SX Layer.2

Nortel Product Numbers DJ1412x05 DJ1412x03 DJ1412x04 DJ1412x02 AL1001x08


10/100. 24 48

10/100/1000 24

Dual.Personality

Uplink/SFP/GBIC 2 12 24 4 4

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 24 48 16 40

Throughput.(Mbps) 6 .6 18 36 13 35 .7

Maximum.VLANs 63 2000 2000 2000 256

MAC.Address.Entries 2000 8000 8000 8000 8000

Security

Radius · · · ·802 .1X · · ·SSL

SSH · · ·Bandwidth Management/QoS

IGMP.Snooping · · · ·Rate.Limiting

GVRP.

Hardware.Queues 4.Queues 8.Queues


NORTEL

53

NortelTable.14

NO R TE L M ODUL aR L aN SWITCHES

Nortel Product Family ERS 8300 Series





Layer.3.Compatibility RIPv1/v2

Nortel Product Numbers DS1402008 DS1402008



RJ-45.10/100 192 384

RJ-45.10/100/1000 192 384


10.Gigabit

Power.over.Ethernet.(PoE) 182 384







Weighted.Round.Robin · ·Weighted.Random.Early.Detection · (RED) · (RED)Weighted.Fair.Queuing


High availability





Redundant.Fabric.Module · ·Hot.Swap.Line.Cards · ·

DECE MB E R 1, 2006

ERS 8600 Series

8603 8606 8610

Catalyst.4500

Distribution/Core

RIPv1/v2,.OSPF,.BGPv4,.PIM-S,.VRRP

DS1402003 DS1402002 DS1402001

2 4 8

96 192 384

96 192 384

60 120 240

6 12 24

Not.Supported

ATM.(OC3.and.OC12)

Firewall,.IDS,.Web.Switch,.SSL

120 240 720

89 80 357

· · ·· (RED) · (RED) · (RED)

· · ·· · ·

· ·· · ·


NORTEL

55

Nortel

Weaknesses

. •..Nortel.lacks.solid.momentum.behind.its.enterprise.product.development.

efforts ..Nortel.has.repeatedly.announced.a.product,.pushed.it.into.the.

channel,.and.then.failed.to.deliver.critical.technology.updates.necessary.

to.keep.that.product.competitive.in.the.market ..Key.examples.include.the.

late.shipment.of.its.next-generation.Ethernet.Routing.Switch.8600,.the.

lack.of.new.modules.for.the.Ethernet.Routing.Switch.8300,.and.promised,.

but.not.delivered,.full.Layer.3.functionality.for.the.Ethernet.Routing.Switch.

5000.series .

. •..Nortel.has.announced.that.it.will.continue.to.reduce.headcount.and.cut.

back.on.research.and.development.spending.in.order.to.meet.profitability.

goals.in.2005 ..The.strength.of.the.Nortel.enterprise.business.in.its.time.

of.financial.troubles.was.its.commitment.to.product.development.and.

innovation ..However,.the.new.CEO.has.indicated.that.Nortel.will.need.

to.significantly.change.its.processes.and.methods.to.reduce.research.

and.development.and.other.operational.costs.in.the.future ..How.will.

customers.be.affected?

. •..Nortel.LAN.switching.market.share.dropped.to.2 .8%.in.the.first.nine.

months.of.2006,.down.from.4 .0%.in.the.same.nine.month.period.of.2005.

(Source:.Synergy.Research) ..

. •..New.Nortel.CEO.Mike.Zafirovsky.has.indicated.a.desire.to.compete.in.

markets.where.Nortel.can.achieve.15-20%.of.the.market.share ..Given.

Nortel’s.loss.of.share.and.3Com’s.purchase.of.H3C,.will.Nortel.stay.

committed.to.LAN.switching?

. •..LAN.switching.products.now.generate.approximately.6%.of.total.Nortel.

sales ..The.company.is.doing.a.strategic.re-evaluation.and.could.exit.all.or.

parts.of.this.market.segment.to.focus.on.more.attractive.areas .

. •..Weak.balance.sheet.with.$3 .8.billion.in.debt,.$1 .8.billion.coming.due.in.

2008,.and.negative.tangible.assets.of.~$1 .5.billion.as.of.September.30,.

2006 .

. •..Continual.turnover.and.reorganization.within.the.ranks.of.Nortel’s.

enterprise.division.take.their.toll.on.the.company’s.ability.to.execute.on.

a.single.enterprise.strategy,.which.in.turn.causes.delays.in.new.product.

development,.channel.initiatives,.and.customer-focused.events .

. •..Nortel.has.shown.a.lack.of.momentum.in.enterprise.product.development.

efforts ..Nortel.has.often.announced.a.product,.pushed.it.into.the.channel,.

failed.to.keep.it.technically.up-to-date.and.competitive .

Nortel Sales Tactics

. •..Nortel.strongly.emphasizes.convergence.and.discounts.LAN.switching.

products.heavily.in.VoIP.opportunities ..

. •..It.has.recently.started.to.market.solutions.rather.than.individual.devices,.

but.sales.teams.typically.focus.on.the.device ..

. •..Nortel.is.starting.to.vertically.market.their.solutions .

. •..Nortel.uses.solution.selling.tools.and.relationship.selling,.but.account.

teams.are.not.practicing.these.effectively.yet ..


PROCURVE

57

ProCurve

ProCurve Overview

ProCurve.Networking.by.HP.product.line.includes.LAN.switches,.access.

routers,.wireless,.and.security.products,.sold.worldwide.through.indirect.

channels,.which.account.for.99%.of.its.sales ..Historically,.ProCurve.focused.on.

smaller.networks.(fewer.than.2000.nodes),.but.recent.products.are.designed.

for.higher-density.enterprise.environments ..ProCurve.increased.market.share.

in.terms.of.ports.and.revenues.from.2002.through.the.first.nine.months.of.

2006.at.the.expense.of.second-.and.third-tier.networking.vendors.to.become.

number.two.in.port.share ..Based.on.market.share.figures,.approximately.95%.

of.ProCurve’s.revenue.is.from.LAN.switching,.with.the.balance.coming.from.

wireless.products.and.low-end.routers .

Nortel

NOTES


PROCURVE

59

ProCurve

Typical ProCurve LAN Convergence Configuration

Figure.11.shows.a.typical.ProCurve.solution.for.a.medium-sized.enterprise.

using.a.ProCurve.5300.chassis .

Figure.11:.ProCurve.Enterprise.Solution

IP PBX

Remote office

Applicationserver

Remote office

HP EPSpower supply

IP PBX

HP switch 5300xl with 10/100 PoE module

HP PoE switch

HP switch 5300xl with 10/100 PoE module

LaptopLaptop Laptop PCPCPC

HP 5300xl

IP PBX

HP PoE switch

QoS• Provision, control, prioritize• Layer 2: IEEE 802.1p• Layer 3: IP type of service (IP TOS) - IP precedence, Diffserv

QoS• Provision, control, prioritize• Layer 2: IEEE 802.1p• Layer 3: IP type of service (IP TOS) - IP precedence, Diffserv

Reliability• 802.1p, 802.1w, 802.1s• Switch meshing• Trunking (LACP, FEC)• XRRP, L3 routing• Lifetime warranty

Investment Protection• Chassis upgradeable to PoE• Proven interoperability with leading IP telephony solutionsEase of Use• LLDP, VVLAN, IGMP, PIM Dense PoE• 802.3af compliant

Ease of Use• LLDP, VVLAN, IGMP, PIM Dense• 24 or 48 ports PoE• 802.3af compliant• RPS

ProCurve.has.limited.VoIP.experience.outside.of.a.partnership.with.Mitel ...

It.is.unclear.if.reference.designs.are.used.or.if.customers.work.separately.

with.each.vendor.to.implement.their.VoIP.architecture ..This.unnecessarily.

exposes.customers.to.potential.implementation.and.integration.issues.as.they.

move.toward.a.converged.network.infrastructure ..These.issues.are.unlikely.to.

be.encountered.when.working.with.Cisco,.who.is.the.leader.in.implementing.

enterprise.VoIP.solutions ..ProCurve.products.are.focused.primarily.on.speeds.

and.feeds.with.the.emphasis.on.port.density,.uplink.speeds,.standards-oriented.

features,.and.price ..ProCurve.has.not.articulated.a.scalable.architecture.like.

the.Cisco.Service-Oriented.Network.Architecture.(SONA),.instead.offering.

its.Adaptive.Edge.Architecture,.which.is.largely.a.rationale.for.a.disparate,.

disjointed.product.line ..

ProCurve.has.been.quick.to.adopt.industry.standards,.delivering.many.features.

via.merchant.silicon.with.a.focus.on.a.low.initial.acquisition.cost.in.various.forms ..

IP PBX

R emote office

Applicationserver

R emote office

HP E PSpower supply

IP PBX

QoS• Provis ion, control, prioritize• Layer 2: IE E E 802.1p• Layer 3: IP type of s ervice

(IP TOS ) - IP precedence, Diffs erv

E as e of us e • LLDP, VVL AN, IGMP, P IM

Dens e• 24 or 48 ports PoE• 802.3af compliant• R PS

HP S witch 5300xl with 10/100 PoE module

HP PoE switch




Inves tment protection• C has s is upgradable to PoE• Proven interoperability with

leading IP telephony s olutions


Dens e PoE• 802.3af compliant LaptopLaptop Laptop PCPCPC

HP 5300xl

IP PBX

HP PoE switch

R eliability• 802.1p, 802.1w, 802.1s• Switch meshing• Trunking (LACP, FEC)• XRRP, L3 routing• Lifetime warranty

IP PBX

R emote office

Applicationserver

R emote office

HP E PSpower supply

IP PBX






HP PoE switch








HP 5300xl

IP PBX

HP PoE switch


IP PBX

R emote office

Applicationserver

R emote office

HP E PSpower supply

IP PBX






HP PoE switch








HP 5300xl

IP PBX

HP PoE switch


ProCurve LAN Switches

Figure.10.portrays.ProCurve’s.current.and.announced.products.as.of..

December.2006 .

Figure.10:.ProCurve.LAN.Switches


PROCURVE

61

ProCurveTable.15

DECE MB E R 1, 2006

26xx Series 28xx Series

2608 2624 2650 2824 2848

Catalyst.2960/3560.PoE Catalyst.2960G

Wiring.Closet

Layer.2

J8762A J4900B.J8164A

J4899A.J8165A J4903A J4904A

8 24 48

20 44

1.(2608).or.2.(2624/2648) 4,.Both.Models

9 .6 9 .6 13 .6 48 96

6 .6 6 .6 10 .1 34 .6 69 .6

253 253 253 256 256

8000 8000 8000 16,000 16,000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·

· · · · ·4.Queues

PRO CURVE FIx E D - CONFIGUR aTION SWITCHES

ProCurve Product Family 25xx Series

Description 2512 2524 2524-10





ProCurve Product Numbers J4812A J4813A J9019A


10/100. 12 24 24

10/100/1000

Dual.Personality 2,.All.Models

Uplink/SFP/GBIC

10G.Uplink

Performance

Capacity.(Gbps) 9 .8 9 .8 8 .8

Throughput.(Mbps) 4 .8 6 .6 6 .6

Maximum.VLANs 30 30 64

MAC.Address.Entries 4000 4000 8000

Security

Radius · · ·802 .1X · · ·SSL ·SSH ·Bandwidth Management/QoS

IGMP.Snooping · · ·Rate.Limiting

GVRP. · · · (GARP)Hardware.Queues 2.Queues 4.Queues


PROCURVE

63

ProCurveTable.15

DECE MB E R 1, 2006

34xx Series 35xx Series 62xx

3424 3448 3524 3548 6224

Catalyst.3560/3750 Catalyst.3750

Wiring.Closet Aggregation

RIPv1/v2,.OSPF RIPv1/v2,.OSPF/PIM-DX,.PIM-SX,.VRRP

J4905A J4906A J8692A J8693A J89992A

20 44 20 44

4,.Both.Models

4

2,.Both.Models Up.to.4.(2.at.Wire.Rate)

88 136 115 173 115

64 99 .5 74 110 74

256 256 2048 2048 2048

64,000 64,000 64,000 64,000 64,000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·· · · (Outbound.Only) · (Outbound.Only) · (Outbound.Only)· · · · ·

4.Queues 8.Queues

PRO CURVE FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D)

ProCurve Product Family 2810 Series

Description 2810-24 2810-48


Catalyst.Equivalent Catalyst.2960G



ProCurve Product Numbers J9021A J9022A


10/100.

10/100/1000 20 44

Dual.Personality 4,.Both.Models

Uplink/SFP/GBIC

10G.Uplink

Performance


Throughput.(Mbps) 35 .7 71 .4


MAC.Address.Entries 16,000 16,000

Security

Radius · ·802 .1X · ·SSL · ·SSH · ·Bandwidth Management/QoS

IGMP.Snooping · ·Rate.Limiting

GVRP. · ·Hardware.Queues 4.Queues


PROCURVE

65

ProCurveTable.16

PRO CURVE M ODUL aR L aN SWITCHES

ProCurve Product Family 53xx Series 54xx Series

Description 5304 5308 5406 5412


Catalyst.Equivalent Catalyst.3750/4500

Positioning Wiring.Closet Wiring.Closet/Core

Layer.3.Compatibility RIPv1/v2,.OSPF RIPv1/v2,.OSPF,.PIM-DX,..PIM-SX,.VRRP

ProCurve Product Numbers J4850A J4819A J8697A J88698A


.Interface.Module.Slots 4 8 6 12

RJ-45.10/100 96 192

RJ-45.10/100/1000 56 114 144 288

Maximum.1000BASE-SX/LX 16 32 144 288

10.Gigabit 24.(12.Wire.Rate) 48.(24.Wire.Rate)

Power.over.Ethernet.(PoE) 96 192 144 288


Service.Module.Support Wireless None


Capacity.(Gbps) 36 .4 76 .8 288 576

Throughput.(Mbps) 24 48 214 428


Weighted.Round.Robin 4.Queues 8.Queues

Weighted.Random.Early.Detection

Weighted.Fair.Queuing · ·Strict.Priority.Queuing · ·Rate.Limiting · (Outbound.Only)

High availability






Hot.Swap.Line.Cards · · · ·

DECE MB E R 1, 2006

81xx Series 93xx Series 9408

8108 8116 9304 9308 9315 9408

Catalyst.6500

Core

RIPv1/v2,.OSPF,.PIM-DX,..PIM-SX,.VRRP

J8727A J8728A J4139A J4138A J4874A J8680A

8 16 4 8 15 8

144 336 672

80 160 56 120 232 48

80 160 56 120 232 320

8 16 6 14 28 32

None

None

160 320 128 256 480 480

119 238 83 276 345 1280

· · 4.Queues

· ·· · · · · ·· · · · · ·· · · · · ·

· ·· · · · · ·


PROCURVE

67

ProCurve

Weaknesses

. •..ProCurve’s.small.size.within.HP ..ProCurve.is.less.than.0 .5%.of.HP’s.

revenues .

. •..Low.intellectual.property.content.limits.value.added.(pricing.power)..

and.constricts.value.proposition.toward.price-oriented.market.initiatives.

(low.TCO,.price.per.port) ..Most.wireless.products.are.OEM.or.sourced.

from.third.parties,.lengthening.support.time.frames.and.problem.

resolution ..Access.routers.are.sourced.from.Adtran.and.are.limited.in.

interface.types.offered.and.product.breadth.(two.models) .

. •..Recent.product.introductions.and.marketing.suggest.desire.to.move..

from.a.cost-based.sales.model.(price.per.port).toward.a.more.value-

based.sales.model .

. •..Small.size.of.dedicated.ProCurve.sales.force.and.talent.acquisition.to.

drive.growth .

. •..Talent.acquisition.and.management.in.an.uncertain.environment.and.a.

location.far.from.most.of.HP’s.product.organizations .

. •..No.application.networking,.limited.security.product.offering,.and.limited.

scope.of.VoIP.partnerships .

. •..Inconsistent.feature.delivery,.sometimes.within.the.same.product.family ..

Example:.The.2608PWR.switch.supports.in-line.power;.however,.the.2624.

and.2650.versions.do.not,.because.the.2608.uses.a.merchant.silicon.chip.

released.after.the.2624.and.2650.were.developed .

ProCurve Sales Tactics

. •..ProCurve.claims.to.offer.features.similar.to.Cisco,.but.with.lower.price.or.

lower.total.cost.of.ownership.focusing.on.initial.acquisition.costs.only .

. •..It.portrays.Cisco.solutions.as.expensive,.complicated,.and.proprietary.

solutions.with.ProCurve.as.a.simpler,.less.expensive.alternative.with.most.

of.the.same.features.(Cisco.is.the.best,.but.ProCurve.is.good.enough) .

. •..ProCurve.emphasizes.HP’s.traditional.commitment.and.reputation.for.

product.quality ..It.backs.this.with.a.qualified.lifetime.warranty.for.most.

products ..This.is.very.effective.in.government.and.education.markets ..

. •..HP.presents.a.safe.choice.and.worldwide.presence.in.terms.of.support.

and.distribution;.however,.because.significant.parts.of.the.product.line.

are.OEM.or.third.party.in.nature,.this.can.result.in.an.extensive.hidden.

multivendor.solution .

. •..It.uses.partnerships.to.offer.the.customer.a.broad.or.complete.solution ..

A.good.example.is.Mitel.for.IP.telephony ..Although.this.can.provide.a.

complete.solution.it.adds.to.customer.linkage.cost.in.identifying.and.

resolving.problems ..When.problems.arise,.which.organization.will.step.up.

and.support.the.customer?


FORCE10

69

Force10

Force10 Overview

. •..Privately.held,.six.rounds.of.venture.capital.funding.totaling.US$470-480.

million.to.date,.founded.in.1999 .

. •..On.a.run.rate.to.generate.~$110-120.million.in.revenue.in.2006.based.on.

market.share.figures ..

. •..Consistent.need.for.funding.indicates.company.is.consistently.burning.

cash.and.likely.is.unprofitable .

. •..Sells.LAN.switches.through.a.direct.sales.force.and.selected.resellers .

. •..Focused.on.data.center,.high-performance.computing,.service.provider,.

Metro.Ethernet,.and.10.Gigabit.Ethernet.core.environments .

. •..Currently.offers.three.modular.switches:.E300,.E600,.and.E1200.and.four.

fixed-configuration.switches.in.the.S.series ..Recent.product.introductions.

have.focused.on.fixed-configuration.switches.to.round.out.the.product.

line .

. •..Niche.player.focused.on.Gigabit.Ethernet.and.10.Gigabit.Ethernet.

switching.and.routing .

. •..Susquehanna.Capital.indicated.Nortel.may.be.pursuing.via.an.acquisition.

of.$550-600.million.in.September.2006 ..No.comments.from.Force10.

regarding.the.Susquehanna.speculation .

ProCurve

NOTES


FORCE10

71

Force10

Force10 LAN Switches

Figure.12.portrays.current.Force10.products.as.of.December.1,.2006 .

Figure.12:.Force10.LAN.Switches

Typical Force10 Configurations

Figure.13.shows.typical.Force10.configurations.for.a.data.center.grid.

computing.and.enterprise.environment .

Figure.13:.Typical.Force10.Network.Configuration

Force10.emphasizes.performance.and.high.density ..It.uses.the.density.

argument.to.claim.fewer.boxes.are.needed.in.a.Force10.solution,.resulting.in:.

. •.An.easier.environment.to.manage.

. •.Lower.CapEx.and.OpEx.

Force10.Operating.System.(FTOS).is.non-modular.and.relatively.immature.

compared.to.Cisco.IOS.Software.and.has.a.limited.track.record.(approximately.

three.years.of.deployment) ..Cisco.IOS.Software.has.been.successfully.

deployed.in.tens.of.thousands.of.customer.environments .


FORCE10

73

Force10

Force10.products.are.focused.primarily.on.speeds.and.feeds.with.the.

emphasis.on.port.density.and.performance ..Force10.solutions.do.not.set.out.

a.scalable.architecture.like.the.Cisco.Service-Oriented.Network.Architecture.

(SONA) ..Force10’s.product.set.lacks.critical.enterprise.features.such.as.data.

center.security,.management,.and.IP.multicast ..Customers.will.be.forced.to.

integrate.multiple.third-party.solutions.to.provide.these.critical.business-class.

services,.increasing.their.costs.and.time.spent.on.issue.identification.and.

resolution ..

Cisco.strives.for.backward.compatibility.to.protect.customers’.investments.

and.it.is.unclear.if.this.is.important.to.Force10 ..EtherScale.products.were.

introduced.in.September.2002.and.in.September.2004.were.replaced.

by.the.TeraScale.product.line ..This.rapid.introduction.pace.results.in.

increased.CapEx.and.investment.in.terms.of.dollars.and.cycles.to.manage.

sparing.inventory.as.different.types.of.boxes.proliferate ..It.also.can.result.in.

manageability.issues.as.differing.boxes.need.to.be.managed.and.maintained.

within.the.network ..For.example,.EtherScale.line.cards.are.not.compatible.with.

the.TeraScale.products,.limiting.the.flexibility.and.destroying.a.portion.of.the.

early-adopter’s.economic.value .

Table.17

FORCE10 FIxE D - CONFIGUR aTION SWITCHES DECE MB E R 1, 2006

Force10 Product Family S Series

Description S2410 S25P S50 Switch S50V



Positioning Data.Center Wiring.Closet/.Data.Center Wiring.Closet

Layer.2/Layer.3 Layer.2RIPv1/v2,.OSPF,..

PIM-SX,..PIM-DX,.DVMRP

Force10 Product Numbers S2410-01-10GE.24C S25-01-GE.24P SA-01-GE-48T SA-01-GE-48T


10/100.

10/100/1000 4 48 48

Dual.Personality

Uplink/SFP/GBIC 4.(10G) 24 4.1000T.or.SFP 4.1000T.or.SFP

10G.Uplink 20.(CX4) 4.(Optional) 4.(Optional) 4.(Optional)

Performance

Capacity.(Gbps) 480 144 192 288

Throughput.(Mbps) 360 95 >130 131

Maximum.VLANs 1024 1024 1024 1024

MAC.Address.Entries 16,000 16,000 16,000 16,000

Security

Radius · · · ·802 .1X · · · ·SSL · · · ·SSH · · · ·Bandwidth Management/QoS

IGMP.Snooping · · · ·Rate.Limiting · · · ·GVRP. · · · ·Hardware.Queues 4.Queues 8.Queues


FORCE10

75

Force10

FORCE10 M ODUL aR L a N SWITCHES DECE MB E R 1, 2006

Force10 Product Family Exxx Chassis Series

Description E300 Chassis E600 Chassis E1200 Chassis


Catalyst.Equivalent Catalyst.6500.or.Cisco.7600

Positioning Data.Center,.SP,.or.Enterprise.Core

Layer.3.Compatibility RIPv1/v2,.OSPF,.PIM-DX,.PIM-SX,.VRRP,.BGP,.IS-IS,.MBGP

Force10 Product Numbers CH-E300 CH-E600 CH-E1200



RJ-45.10/100

RJ-45.10/100/1000 288 630 1260

Maximum.1000BASE-SX/LX 72 168 ?

10.Gigabit 48.(12.Line.Rate) 112.(28.Line.Rate) 224.(58.Line.Rate)

Power.over.Ethernet.(PoE) None

Other.(ATM,.STM,.etc .) Packet-Over.SONET



Capacity.(Gbps) 400 900 1 .668.Tbps

Throughput.(Mbps) 196. 500 1Bpps


Weighted.Round.Robin · · ·Weighted.Random.Early.Detection · · ·Weighted.Fair.Queuing · · ·Strict.Priority.Queuing · · ·Rate.Limiting · · ·

High availability

Stateful.Switchover.(SSO) · · ·Nonstop.Failover.(NSF) · · ·Hitless.Software.Upgrades · · ·Modular.Operating.System

Redundant.Fabric.Module · ·Hot.Swap.Line.Cards · · ·

Table.18

Weaknesses

. •..Narrow.product.line.requires.Force10.to.partner.to.offer.complete.solution.

outside.narrow.market.niches .

. •..Lacks.the.resources.to.scale.into.new.markets.and.opportunities .

. •..Sales.force.is.small .

. •..Spending.habits.require.constant.funding ..Will.the.company.survive?

. •..Products.are.expensive.because.of.design.and.limited.volume.(their.

specialty.nature) .

. •..Support.is.expensive .

. •..The.enterprise.feature.set.is.immature .

. •..Although.Force10.claims.to.lead.in.performance,.independent.testing.has.

shown.the.Cisco.Catalyst.6500.performs.as.well.or.better.in.a.battery.of.

tests,.including.test.of.availability,.management,.port.loss,.and.scalability ..

(Source:.EANTC.testing.of.Cisco.Catalyst.6500.versus.Force10.TeraScale.

E1200.[June.2005] .)

Force10 Sales Tactics

. •..Force10.is.the.performance.and.density.leader .

. •..Force10.environment.requires.fewer.boxes.because.of.the.high-density.

capabilities.of.products .

. •..Force10.products.are.easier.to.manage.(in.part.because.fewer.are.required) ..

. •..Use.of.Force10.products.results.in.lower.CapEx.and.OpEx .

. •..Force10.is.more.responsive ..The.customer.is.important.to.Force10..

and.it.will.add.specific.features.or.customized.features.for.the.customer..

(if.it.makes.business.sense) .


FOUNDRY

77

Foundry

Foundry Overview

Foundry.focuses.on.the.enterprise,.Metro.Ethernet,.and.service.provider.

market.segments,.providing.fixed.and.modular.switches,.Layer.4–7.load-

balancing.switches,.wireless.products,.and.routers.to.address.customer.

needs ..Foundry.has.typically.focused.on.performance.and.was.an.early.

entrant.in.the.10.Gigabit.market.space ..Through.time,.it.has.adeptly.morphed.

products.and.market.messaging.to.deal.with.changing.market.conditions ..

Foundry.designed.product.architectures.around.custom.ASICs.with.little.to.

no.regard.for.compatibility,.resulting.in.a.series.of.incompatible.architectures.

which.reduces.the.residual.economic.value.of.a.customer’s.investments.in.

Foundry.hardware ..Table.19.outlines.a.breakdown.of.Foundry’s.2005.revenues.

and.products .

Foundry.reported.revenue.of.US$222.million.in.the.first.half.of.2006;.however,.

could.not.report.profitability.due.to.an.investigation.related.to.options.

issuance ..Foundry.will.need.to.restate.previous.financials.and,.like.Extreme,.

received.a.delisting.notice.on.August.17,.2006.from.the.NASDAQ.stock.

exchange ..Foundry.has.been.increasing.research.and.development,.however.

the.$51.million.spent.in.2005.stands.in.stark.contrast.to.the.$3 .2.billion.spent.

by.Cisco.in.the.same.period .

Table.19


FOUNDRy FINaNCIaL PROFILE1

Q1-3 2006 ($M) 2005 ($M) 2004 ($M) 2003 ($M)

Total.Revenue

-.Cost.of.Goods

...$341 .2.......

......not.reported.

$403 .9

$155 .2

$409 .1

$143 .6

$399 .6

$140 .9

=.Gross.Margin



-.Other.Expenses

not.reported

not.reported

not.reported

not.reported

$248 .7

$130 .9

$51 .2

$0 .0

$265 .5

$128 .2

$43 .9

$30 .2

$258 .7

$106 .0

$40 .5

$0 .2

=.Operating.Income.Profit not.reported $66 .6 $63 .2 $112 .0

Operating.Profit.%

Headcount.(Hoovers)......not.reported

781

16 .5%

719

15 .4%

658

28 .0%

588

FyH1 2006 2005 2004. 2003

LAN.Switching.Market.Share2 2 .2% 2 .1% 2 .5% 3 .3%

. •..Aggressive.use.of.public.relations.to.constantly.stay.in.the.headlines ..

This.entails.multiple.press.releases.often.on.the.same.topic.or.relatively.

minor.items.such.as.using.a.specific.vendor.for.a.10.Gigabit.PHY.(PHY.is.a.

generic.electronics.term.referring.to.a.special.electronic.integrated.circuit.

or.functional.block.of.a.circuit.that.provides.physical.access.to.a.digital.

connection.cable) .

. •..Leverages.partnerships.to.offer.the.customer.a.broad.or.complete.solution .

Force10


FOUNDRY

79

Foundry

but.fails.to.address.many.problems.faced.by.enterprise.IT.managers ..Foundry.

has.focused.on.delivering.a.set.of.products.predicated.on.high.performance.

(speeds).and.density.(feeds).and.has.not.set.out.a.scalable.services.

architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) .

Foundry’s.products.lack.any.of.the.service.modules.(SSL.services,.firewall,.

IDS,.etc .).available.on.the.Cisco.Catalyst.6500.Series.that.are.needed.in.data.

center.deployments ..Foundry.has.tried.to.address.its.security.shortcomings.

by.pulling.together.the.Foundry.Security.Alliance.Program,.which.offers.

interoperability.testing.and.joint.marketing.efforts,.but.little.else ..Cisco.

provides.a.broad.range.of.complete.solutions,.whereas.Foundry.must.

partner.in.most.situations.to.provide.a.complete.solution ..The.use.of.multiple.

organizations.results.in.duplicated.customer.linkage.costs.such.as.support,.

training,.administration,.and.managing.spares,.increasing.overall.costs ..

Ownership,.responsibility,.and.problem.resolution.are.problematic.as.more.

entities.must.be.engaged.when.problems.arise ..Cisco.provides.multiple.

solutions.from.a.single.vendor,.lowering.linkage.costs.and.simplifying.issue.

resolution,.thereby.lowering.TCO .

Figure.15:.Typical.Foundry.Network.Configuration

Foundry LAN Switches

Figure.14.portrays.Foundry’s.enterprise.products.as.of.December.2006 .

Figure.14:.Foundry’s.Enterprise.Products

Typical Foundry LAN Configurations

Figure.15.shows.a.typical.Foundry.backbone.network.or.enterprise.data.

center.configuration.including.the.BigIron.RX ..It.portrays.a.typical.corporate.

data.center.with.high-speed.connections.(1Gbps.and.10Gbps).to.the.wiring.

closet.switches.with.WAN.access.provided.by.an.AccessIron.router.(Tasman.

OEM) ..Tasman.was.recently.purchased.by.Nortel,.which.makes.switching.

products.that.are.competitive.with.Foundry’s.products ..It.is.a.nice.portrayal.


FOUNDRY

81

FoundryTable.20

DECE MB E R 1, 2006

EdgeIron Series

Catalyst.2960/3560

Wiring.Closet

Layer.2

EIF48G EIF24GS EIF48GS EIF8x10G

48 24 48

4 4 4

1 1 8.XFP

96 48 96 160

71 .4 50 .6 86 .3 119

255 255 255 255

16,000 16,000 16,000 16,000

· · · ·· · · ·· · · ·· · · ·

· · · ·· · · ·· · · ·

4.Queues

FOUNDRy FIx E D - CONFIGUR aTION SWITCHES

Foundry Product Family EdgeIron Series





Foundry Product Numbers EIF2402CF EIF4802CF EIF24G-A


10/100. 24 48

10/100/1000 24

Dual.Personality

Uplink/SFP/GBIC 2 2 4

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 13 .6 48




Security

Radius · · ·802 .1X · · ·SSL · · ·SSH · · ·Bandwidth Management/QoS

IGMP.Snooping · · ·Rate.Limiting · · ·GVRP. · · ·Hardware.Queues 4.Queues


FOUNDRY

83

FoundryTable.20

FOUNDRy FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D)

Foundry Product Family FastIron Edge Series


Catalyst.Equivalent Catalyst.3560/3750/4948


Layer.2/Layer.3 RIPv1/v2,.OSPF,.PIM-DX,.PIM-SX,.VRRP,.DVMRP,.IGMP

Foundry Product NumbersFES2402.

FES2402PoE.FES.2402WLAN

FES4802.FES4802PoE.FES.

4802WLANFES9604.WLAN FES12GC


10/100. 24 48 96

10/100/1000

Dual.Personality

Uplink/SFP/GBIC 2 2 4 12

10G.Uplink

Performance

Capacity.(Gbps) 38 .4 38 .4 76 .8 34 .6

Throughput.(Mbps) 6 .6 10 .1 20 .4 17 .8

Maximum.VLANs 4096 4096 4096 4096


Security


IGMP.Snooping · · · ·Rate.Limiting · · · ·GVRP. · · · ·Hardware.Queues 4.Queues

DECE MB E R 1, 2006

FastIron Edge x Series FastIron Workgroup Switch x Series

Catalyst.3560/3750/4948

Wiring.Closet

RIPv1/v2,.OSPF,.BGP,.PIM-DX,.PIM-SX,.DVMRP Layer.2

FESX424..FESX424-1XG..FESX424-2XG.

FESX424-1XGPoE.FESX424-2XGPoE

FESX448.FESX448-1XG.FESX448-2XG

FEXS424HFFWSX424.

FWSX424-1XG.FWSX424-2XG

FWSX448.FWSX448-1XG.FWSX448-2XG

20 44 4 24 48

4 4 20 4 4

1.on.1XG,.2.on.2XG

88 136 88 88 36

65 101 65 65 101

4096 4096 4096 4096 4096

16,000 16,000 16,000 16,000 16,000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·· · · · ·· · · · ·

8.Queues


FOUNDRY

85

FoundryTable.21

FOUNDRy M ODUL aR L aN SWITCHES

Foundry Product Family BigIron Rx Series



Positioning Wiring.Closet/Core/Data.Center

Layer.3.Compatibility RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.DVMRP

Foundry Product Numbers BI-RX-4 BI-RX-8 BI-RX-16



RJ-45.10/100

RJ-45.10/100/1000 192 384 768

Maximum.1000BASE-SX/LX 96 192 384

10.Gigabit 16 32 64






Throughput.(Mbps) 286 571 1 .14.Tbps



Weighted.Fair.Queuing · · ·Strict.Priority.Queuing Yes,.Global.Setting

Rate.Limiting Yes,.Global.Setting

High availability

Stateful.Switchover.(SSO) · · ·Nonstop.Failover.(NSF)



Redundant.Fabric.Module · · ·Hot.Swap.Line.Cards · · ·

DECE MB E R 1, 2006

BigIron MG8 FastIron Super x/Sx Series

Catalyst.4500/6500

Wiring.Closet/Core/Data.Center

RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.DVMRP

BI-MG8-xx FI-SX1 FI-SX800 FI-SX1600

8 8 8 16

480 204 192 384

320 204 192 384

32 16 20 36

204 192 384

None

None

640 510 600 1080

480 304 348 646

· · · ·

· · · ·Yes,.Global.Setting

Yes,.Global.Setting

· · ·· · · ·


FOUNDRY

87

FoundryTable.21

FOUNDRy M ODUL aR ROUTE RS (SWITCH DE R IVaTIVES POSITIONE D aS ROUTE RS)

Foundry Product Family NetIron MLx Series


Catalyst.Equivalent Catalyst.6500.and.Cisco.7600

Positioning Core/Data.Center/Metro.Area.Networks

Layer.3.Compatibility RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.MSDP,.MPLS

Foundry Product Numbers NI-MLX-4 NI-MLX-8 NI-MLX-16



RJ-45.10/100

RJ-45.10/100/1000 80 160 320

Maximum.1000BASE-SX/LX

10.Gigabit 16 32 64






Throughput.(Mbps) 240 480 960



Weighted.Fair.Queuing · · ·Strict.Priority.Queuing Yes,.Global.Setting

Rate.Limiting Yes,.Global.Setting

High availability


Nonstop.Failover.(NSF) · · ·Hitless.Software.Upgrades


Redundant.Fabric.Module · · ·Hot.Swap.Line.Cards · · ·

DECE MB E R 1, 2006

NetIron xMR Series IMR 640

Catalyst.6500/7600

Core/Data.Center/Metro.Area.Networks

RIP.v1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.MSDP,.MPLS

NI-XMR-4 NI-XMR-8 NI-XMR-16 NI-IMR

4 8 16 8

80 160 320 320

16 32 64 32

None

None

384 768 1 .54.Tbps 1 .28.Tbps

240 480 960 480

· · · ·

· · · ·Yes,.Global.Setting

Yes,.Global.Setting

· · ·

· · ·· · · ·


FOUNDRY

89

Foundry

Weaknesses

. •..Lacks.an.end-to-end.convergence.strategy.despite.a.long-term.

relationship.with.Mitel .

. •..High.concentration.of.sales.to.the.U .S ..Government,.ranging.from.13-19%.

of.quarterly.sales.in.the.past.six.quarters ..This.may.influence.Foundry.to.

focus.its.product.development.efforts.on.features.of.interest.to.the.U .S ..

Government.but.not.needed.by.other.customers .

. •..Lost.market.share.in.2005.with.modest.improvement.year-to-date.in.2006 ..

. •..Service.and.support.offering.and.delivery.mechanism.are.weak.(1.TAC,..

35.system.engineers) ..

. •..Feeds.and.speeds.mentality/myopia.limits.them.from.understanding.

that.a.customer.deploys.a.complete.system.that.includes.security.and.

applications ...

. •..Multiple.product.architectures.create.support.issues.and.potential.

customer.confusion ..A.lack.of.investment-protection.features.has.reduced.

economic.value.of.some.customers’.installed.base.equipment.(MG8) .

. •..Lacks.integrated.method.of.service.delivery.(VPNs,.IDS,.firewalls).within.

product.platforms .

Foundry Sales Tactics

. •..Leaders.of.networking.infrastructure:.Foundry.claims.to.be.a.networking.

leader;.however,.data.from.every.market.share.firm.(Dell’Oro,.Synergy,.etc .)..

clearly.paints.the.picture.of.Foundry.as.one.of.several.firms.fighting.to.

maintain.viability.after.losing.share.in.four.of.the.past.five.quarters .

. •..Like.Cisco.but.cheaper:.Foundry’s.penchant.for.ASIC-driven.architectures.

and.multiple.incompatible.architectures.discredits.this.argument ...

Compare.the.residual.value.of.Catalyst.4500.Series.and.Catalyst.6500.

Series.products.to.any.of.the.Foundry.Iron.series.and.you.will.see.that.

Cisco.products.retain.a.higher.percent.of.original.value ..Foundry.must.

partner.in.most.situations.to.provide.complete.solutions ..Customer.linkage.

costs.such.as.support,.training,.administration,.and.managing.spares.

are.duplicated,.resulting.in.increased.costs ..Ownership,.responsibility,.

and.problem.resolution.are.also.more.problematic.in.multiple-vendor.

situations .

. •..Cisco.is.too.big.to.care.about.you:.Cisco’s.focus.on.its.customers.has.

actually.contributed.to.its.growth ..Cisco.offers.a.broad.set.of.products,.

listens.to.customers,.adapts.to.their.needs,.and.provides.technical.

capability.and.leadership ...

. •..Cisco.provides.proprietary.solutions:.This.is.true,.and.many.would.

view.that.as.leadership ..Cisco.introduces.solutions.based.on.customer.

needs,.then.works.to.get.them.accepted.and.implemented.by.the.various.

standards.organizations ..Many.times.Cisco.introduces.a.proprietary.

feature.based.on.customer.needs.and.works.with.other.companies.who.

also.make.contributions.to.create.an.industry.standard ..Examples.of.

this.include.Cisco.Group.Management.Protocol.which.became.Internet.

Group.Management.Protocol.(IGMP).Snooping,.Interior.Gateway.Routing.

Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP).became.Open.Shortest.Path.

First.(OSPF).and.Routing.Information.Protocol.Version.2.(RIPv2),.Cisco.

EtherChannel®.technology.became.802 .3ad,.and.Cisco’s.implementation.

of.Power.over.Ethernet.(PoE).became.an.important.element.of.the.802 .3af.

standard,.to.name.just.a.few ..After.obtaining.ratification.from.standards.

bodies,.Cisco.supports.all.of.these.features.while.continuing.to.develop.

new.proprietary.solutions.based.on.customer.needs,.starting.the..

process.anew .


HUAWEI

91

Foundry

NOTES

Huawei

Huawei Overview

. •..Huawei.is.a.privately.held.Chinese.high-tech.company.established.in.1988 .

. •..Huawei.has.30,000.employees.(approximately.3400.internationally),..

with.48%.of.employees.engaged.in.research.and.development ..

. •..Claims.to.invest.10%.of.annual.sales.in.research.and.development .

. •..Huawei’s.2005.global.sales.totaled.$8 .2.billion,.with.more.than.50%.of.

sales.made.outside.mainland.China ..

. •..It.has.four.corporate.divisions.organized.functionally:.products.and.

services,.strategy.and.marketing,.sales.and.support,.operations.and.

delivery .

. •..Huawei.recently.sold.its.stake.in.its.joint.venture.interest.in.H3C.to.3Com.

for.$882.million ..As.part.of.the.agreement,.Huawei.can’t.compete.in.the.

Enterprise/SMB.routing.and.switching.markets.for.18.months.after.final.

approval.(expected.in.January.or.February.2007) ..Huawei.can.supply.

products.to.the.Service.Provider.(SP).markets .

. •..Huawei.concentrates.on.five.key.areas:.data.communications,.mobile.

networks,.optical.networks,.software,.and.applications .


HUAWEI

93

Huawei

Huawei LAN Switches

Figure.16.portrays.Huawei’s.LAN.switch.portfolio.as.of.December.2006 .

Figure.16:.Huawei’s.LAN.Switches

Typical Huawei Network Configuration

Huawei’s.documentation.lacks.connection.to.the.problems.faced.by.enterprise.

IT.managers ..Huawei.products.are.focused.primarily.on.speeds,.feeds,.and.low.

cost.with.the.emphasis.on.port.density.and.uplink.speeds ..Huawei’s.solutions.

do.not.set.out.a.scalable.architecture.such.as.the.Cisco.Service-Oriented.

Network.Architecture.(SONA) ..The.Cisco.Network.Admission.Control.(NAC).

architecture,.for.example,.was.derived.from.interaction.with.customers.and.a.

common.understanding.of.the.issues.customers.face ...

Huawei.introduced.a.solution.called.Endpoint.Admission.Defense.(EAD);.

however.this.system.only.works.with.local.Chinese.antivirus.software.

solutions ..It.does.not.support.global.antivirus.vendors.such.as.McAfee.Security,.

Trend.Micro,.and.Symantec ..To.date,.EAD.has.received.limited.support.among.

the.Huawei.switching.and.routing.platforms.because.of.this.limitation;.however,.

it.indicates.Huawei’s.recognition.of.this.as.an.issue.and.its.willingness.to.invest.

resources .

Figure.17:.Huawei.Enterprise.Backbone.Network


HUAWEI

95

HuaweiTable.23

HUaWE I FIx E D - CONFIGUR aTION SWITCHES

Huawei Product Family Quidway 3000 Series


Catalyst.Equivalent Catalyst.2960/3560.(PoE)



Huawei Product Numbers S3026C S3026CPWR S3050C


10/100. 24 24.(PoE) 48

10/100/1000 2 2 2

Dual.Personality

Uplink/SFP/GBIC

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 8 .8 13 .6




Security

Radius · · ·802 .1X · · ·SSL

SSH · · ·Bandwidth Management/QoS

IGMP.Snooping · · ·Rate.Limiting

GVRP. · · ·Hardware.Queues 4.Queues

DECE MB E R 1, 2006

Quidway 3900 Series Quidway 5000 Series

Catalyst.2960/3560 Catalyst.2960G

Wiring.Closet

RIPv1/v2,.OSPF,.PIM-SX,.PIM-DX Layer.2

3928TP-SI3928P-SI.3928P-EI.

3928P-PWR-EI

3952P-SI.3952-EI.

3952P-PWR-EIS5012G S5024G S5012T

24 24 48

2 12 20 2

2

2 4 4 4 4 10

12 .8 12 .8 17 .6 24 24 48

9 .5 9 .5 11 .8 17 .8 17 .8 35 .6

4000 4000 4000 4000 4000 4000

16,000 16,000 16,000 16,000 16,000 16,000

· · ·· · · · · ·

· · · · · ·

· · · · · ·· · ·· · · · (GARP) · (GARP) · (GARP)

8.Queues


HUAWEI

97

HuaweiTable.23

HUaWE I FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D) DECE MB E R 1, 2006





Layer.2/Layer.3 RIPv1/v2,.OSPF,.BGP,.PIM-SX,.PIM-DX

Huawei Product Numbers S5624P S5624P.PWR S5648P S5648P.PWR S5624F


10/100.

10/100/1000 24 24.(PoE) 48 48.(PoE) 4

Dual.Personality 4 4 4 4

Uplink/SFP/GBIC 24

10G.Uplink 2.All.Models

Performance

Capacity.(Gbps) 192 192 240 240 192

Throughput.(Mbps) 65 .5 65 .5 101 .2 101 .2 65 .5

Maximum.VLANs 4000 4000 4000 4000 4000

MAC.Address.Entries 16,000 16,000 16,000 16,000 16,000

Security

Radius · · · · ·802 .1X · · · · ·SSL

SSH · · · · ·Bandwidth Management/QoS

IGMP.Snooping · · · · ·Rate.Limiting · · · · ·GVRP. · · · · ·Hardware.Queues 8.Queues


HUAWEI

99

HuaweiTable.24

HUaWE I M ODUL aR L aN SWITCHES





Layer.3.Compatibility RIP,.OSPF,.BGP,.IS-IS,.PIM-DX,.VRRP

Huawei Product Numbers S6502 S6503 S6506 S6506R


.Interface.Module.Slots 2 3 6 6

RJ-45.10/100 96 144 288 288

RJ-45.10/100/1000 96 144 288 288

Maximum.1000BASE-SX/LX 96 144 288 288

10.Gigabit 8 12 24 24

Power.over.Ethernet.(PoE) 96 144 288 288


Service.Module.Support Network.Analysis


Capacity.(Gbps) 48-192 56-312 96-336 96-336

Throughput.(Mbps) 36-144 42-216 72-216 72-432


Weighted.Round.Robin · 8.QueuesWeighted.Random.Early.Detection · (RED) · (RED) · (RED) · (RED)Weighted.Fair.Queuing

Strict.Priority.Queuing · · · ·Rate.Limiting · · · ·

High availability





Redundant.Fabric.Module ·Hot.Swap.Line.Cards · · · ·

DECE MB E R 1, 2006

Quidway 8500 Series

Catalyst.6500

Wiring.Closet/Core

RIP,.OSPF,.BGP,.IS-IS,.PIM-DX,.VRRP

S8505 S8508 S8512

5 8 12

240 384 576

240 384 576

120 192 288

20 32 48

120 192 288

SONET

Firewall

300 480 720

178 285 428

· 8.Queues· (RED) · (RED) · (RED)

· · ·· · ·

· · ·· · ·


HUAWEI

101

Huawei

Weaknesses

. •..Heavily.reliant.on.direct.sales.and.OEM.model .

. •..Weak.feature.support.for.QoS.and.multicast .

. •..Unknown.if.future.chassis.products.will.be.able.to.use.elements.of.current.

chassis.product .

. •..Limited.international.enterprise.experience.and.acceptance .

Huawei Sales Tactics

. •..Claims.to.offer.the.same.features.as.Cisco,.but.at.a.lower.price .

. •..Recycles.old.milestones.and.press.releases.repeatedly.to.gain.news.

coverage .

. •..Portrays.Cisco.as.a.legacy.product.vendor.and.itself.as.a.customer-

focused.new-world.innovator .

. •..Claims.technical.feature.performance.to.be.superior.to.Cisco.

with.no.substantiation .

. •..Uses.partnerships.and.joint.ventures.to.offer.customers.a.complete.solution .

NOTES


ALC

ATEL

103

Huawei

NOTES

alcatel

Alcatel Overview

Originally.founded.in.1898.as.Compagnie.Générale.d’Electricité.(CGE).in.

France ..In.1946,.CGE.diversified.into.the.production.of.telecommunications.

equipment,.consumer.appliances,.and.electronics ..In.1970,.CGE.bought.

Alcatel,.a.French.communications.company.founded.in.1879 ..CGE.combined.its.

telecom.division.with.Alcatel.to.form.CIT.Alcatel ..Alcatel.merged.with.Lucent.

in.December.2006 ..The.combined.companies.will.have.revenues.of.~US$25.

billion ..Alcatel.has.strong.marketing.focus.on.SP.and.has.largely.ignored.the.

Enterprise.LAN.switching.which.is.part.of.its.Enterprise.Solutions.falling.within.

Alcatel’s.Private.Communications.Group.(PCG) ..LAN.Switching.dropped.to.only.

0 .5-0 .6%.of.Alcatel.revenues.at.the.completion.of.the.Lucent.merger ..Alcatel’s.

has.a.weak.position.in.LAN.switching.clinging.to.~1%.market.share.from.2004.

through.the.first.half.of.2006 .

Table.25


aLCaTE L FINaNCIaL PROFILE1

2005 ($M) 2004 ($M) 2003 ($M)

Total.Revenue

-.Cost.of.Goods

$15,554

$10,069

$16,734

$10,493

$15,782

$11,167

=.Gross.Margin



-.Other.Expenses

$5485

$1709

$2382

$39

$6241

$2742

$2165

$177

$4615

$2744

$2055

$1515

=.Operating.Income.Profit/Loss $1355 $1157 -$1699


Headcount8 .7%

58,000

6 .9%

55,718

-10 .8%

60,486

H1 2006 2005. 2004



ALC

ATEL

105

alcatel

Alcatel LAN Switches

Figure.18.portrays.Alcatel’s.LAN.switch.portfolio.as.of.December.1,.2006 .

Figure.18:.Alcatel’s.LAN.Switches

Typical Alcatel Network Configuration

Alcatel.markets.its.6800.series.fixed-configuration.devices.for.extensive.use.

in.the.wiring.closet,.yet.the.6800.has.no.PoE.capability.and.is.largely.obsolete.

as.a.result.of.the.introduction.of.the.6850.less.than.15.months.later ..The.6850.

is.not.stackable.with.the.6800.series,.decreasing.the.6800’s.value.and.adding.

management.complexity ..Alcatel.is.last-to-market.with.a.product.(9700/9800).

comparable.to.the.Cisco.Catalyst.6500.Series ..The.9700/9800.had.no.PoE.

support.until.recently ..Alcatel.promised.features.and.products.but.failed.to.

deliver,.seriously.hurting.its.credibility ..Examples.include.the.late.shipment.of.

the.9800,.announced.but.still.not.shipping,.and.the.failure.to.deliver.a.6800.PoE.

switch.as.promised ..Alcatel.lacks.a.real.end-to-end.solution.for.the.enterprise.

because.it.does.not.offer.a.concise.application-optimized.WAN.solution .

Above.is.a.typical.Alcatel.solution.for.a.LAN.switching.network ..It’s.totally.

focused.on.switch.connectivity.and.lacks.any.reference.to.WAN.or.security.

considerations ..Alcatel.has.focused.on.delivering.a.base.set.of.products.to.

satisfy.some.basic.customer.needs.(connectivity,.density,.and.performance.

requirements).and.has.not.focused.on.the.more.comprehensive.needs.

of.enterprise.customers ..Alcatel.has.yet.to.outline.or.set.forth.a.scalable.

architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) .

Figure.19:.Alcatel.Enterprise.Backbone.Network


ALC

ATEL

107

alcatelTable.26

aLCaTE L FIx E D - CONFIGUR aTION SWITCHES

alcatel Product Family 62xx Series 66xx Series


Catalyst.Equivalent Catalyst.2960/3560.(PoE) Catalyst.3560/3750


Layer.2/Layer.3 Layer.2 RIPv1/v2,.OSPF

alcatel Product Numbers OS-LS-6224.OS-LS-6224P

OS-LS-6248.OS-LS-6248P

OS-6600-24.OS-6602-24.OS-6600-P24



10/100. 24 48 24 48

10/100/1000 2 2 2 2

Dual.Personality 2 2 2 2

Uplink/SFP/GBIC

10G.Uplink

Performance

Capacity.(Gbps) 12 .8 17 .6 14 20

Throughput.(Mbps) 9 .5 13 9 .5 13



Security


IGMP.Snooping · · · ·Rate.Limiting · · · ·GVRP. · ·Hardware.Queues 4.Queues

DECE MB E R 1. 2006

OmniSwitch 6800 Series OmniSwitch 6850 Series

Catalyst.3560/3750

Wiring.Closet

RIPv1/v2,.OSPF,.PIM-SX,.DVMRP

OS-6800-24L.OS-6800-48L

OS-6800-24.OS-6800-48


OS-6850-24.OS-6850-P24.OS-6850-24X.OS-6850-P24X

OS-6850-48.OS-6850-P48.OS-6850-48X.OS-6850-P48X

20.or.44

24.or.48 20 44.or.48.(X.version)

4 4 4 4 4

20

2.(optional.on.OS-6800-48) 2.(X.version)

12 .8.or.17 .6 48.or.96 71 .4 48.or.88 .1 71 .4.or.136 .1

9 .5.or.13 .0 35 .7.or.71 .4 71 .4 35 .7.or.65 .5.(10G) 71 .4.or.101 .2

1024 1024 1024 1024 1024

16,000 16,000 16,000 16,000 16,000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·· · · · ·

8.Queues


ALC

ATEL

109

alcatelTable.27

aLCaTE L M ODUL aR L aN SWITCHES

alcatel Product Family 7xxx Series





Layer.3.Compatibility RIPv1/v2,.OSPF,.BGP,.DVMRP,.PIM-S,.VRRP

alcatel Product Numbers



RJ-45.10/100 192 384

RJ-45.10/100/1000 96 192


10.Gigabit

Power.over.Ethernet.(PoE) 192 384

Other.(ATM,.STM,.etc .) ATM-OC3/OC.12



Bandwidth.Capacity.(Gbps) 64 128



Weighted.Round.Robin · ·Weighted.Random.Early.Detection



High availability





Redundant.Fabric.Module · ·Hot.Swap.Line.Cards · ·

DECE MB E R 1. 2006

OmniSwitch 9xxx Series

9600 9700 9800

Catalyst.4500 Catalyst.6500

Wiring.Closet Wiring.Closet/Core

RIPv1/v2,.OSPF,.BGP,.DVMRP,.PIM-S,.PIM-D,.VRRP

4 8 16

96 192 384

96 192 384

24 48 96

96 192 384

None

None

? 960 1 .92.Tbps

? 285 570

· · ·? · (RED) · (RED)

· · ·? · ·

· ·· · ·


ALC

ATEL

111

alcatel

Weaknesses

. •..Alcatel.has.a.weak.and.declining.position.in.the.worldwide.LAN.switching.

market ..Alcatel.has.1%.market.share.and.LAN.switching.has.dropped.to.

only.0 .5-0 .6%.of.Alcatel.revenues.with.the.completion.of.the.Lucent.merger ..

It.is.difficult.for.Alcatel.to.justify.its.commitment.to.the.Enterprise.market .

. •..Alcatel.lacks.positive.reinforcement.as.a.data.networks.supplier,.

particularly.in.North.America.and.hasn’t.gained.significant.mind.share.in.

the.enterprise.infrastructure.market .

. •..Alcatel.has.had.a.poor.investment.protection.track.record,.typically.

requiring.a.complete.chassis.upgrade .

. •..Alcatel.has.promised.products.and.failed.to.follow.through.on.delivery ..

Alcatel.promised.PoE.capability.on.the.OmniSwitch.6800.but.failed.to.

deliver ..PoE.was.released.on.the.6850.instead;.however,.it.has.a.different.

OS.than.the.6800 .

. •..Alcatel.seems.to.perceive.customer.technology.needs.moving.more.

slowly.than.the.industry.as.a.whole,.including.the.demand.for.tri-speed.

Gigabit.networking.to.the.desktop.and.the.demand.for.Power.over.

Ethernet ..Alcatel.was.relatively.late.to.market,.choosing.to.invest.more.

effort.in.maintaining,.supporting,.and.evolving.cost-sensitive,.lower-

capacity.solutions.than.other.vendors ..This.trend.is.likely.to.continue.

because.of.the.high.degree.of.price.sensitivity.in.some.of.Alcatel’s.key.

vertical.customer.segments .

Alcatel Sales Tactics

. •..Alcatel.strongly.emphasizes.convergence.to.leverage.a.broader.

solution ..Cisco.offers.similar.breadth.with.the.added.depth.of.a.more.

comprehensive.WAN.portfolio.with.extensive.voice.capabilities .

. •..Alcatel.can.offer.complete.solution ..Cisco.offers.a.more.comprehensive.

set.of.products.and.greater.choice.than.Alcatel.in.the.LAN.switching.area .

. •..Alcatel.will.attempt.to.vertically.market.their.solutions ..Cisco.can.offer.a.

superior.overall.solution,.particularly.in.VoIP ..Cisco.has.shipped.over.50.

million.pre-PoE.and.PoE.ports.and.has.five.TACs.and.over.1300.support.

engineers.to.effectively.support.customers ..Through.Q3,.2006.Alcatel.had.

shipped.less.than.400,000.PoE.ports.and.has.much.less.experience.in.this.

area.than.Cisco .

. •..Alcatel.will.tout.its.solution.as.“best.of.breed,”.with.lower.TCO.and.trot.out.

an.ease-of-management.cliché ..They.ignore.the.fact.that.such.a.solution.

requires.multiple.relationships,.increasing.linkage.and.training.costs ..Also.

ignored.is.problem.identification,.ownership,.and.resolution.under.difficult.

conditions .


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alcatel

NOTES

D-Link

D-Link Overview

Founded.in.1986,.D-Link.is.a.Taiwanese.company,.headquartered.in.Hsinchu,.

Taiwan ..Listed.on.the.Taiwan.Stock.Exchange.(TSE) ..D-Link.has.less.than.1800.

employees,.but.claims.to.have.a.global.reach.in.more.than.100.countries ..D-Link.

focuses.on.SOHO.and.SMB.market.segments.and.targets.emerging.markets,.

especially.in.Asia-Pacific.and.Latin.America ..Roughly.half.of.its.revenue.came.

from.Asia-Pacific.in.the.first.six.months.of.2006 .

Table.28

D - LINk FINaNCIaL PROFILE1

2005* ($M) 2004 ($M) 2003 ($M)

Total.Revenue

-.Cost.of.Goods

$1200 .0

$813 .6

$1100 .0

$757 .9

$1000 .0

$665 .0

=.Gross.Margin



-.Other.Expenses

$386 .4

$243 .6

$33 .6

$0 .0

$342 .1

$221 .1

$35 .2

$9 .0

$335 .0

$214 .6

$38 .0

$0 .0

=.Operating.Income.Profit/Loss $109 .2 $76 .8 $82 .4


Headcount9 .1%

~.1800

7 .0%

~.1800

8 .2%

~.1800

H1 2006 2005. 2004


*Spun.out.ODM.subsidiary.into.independent.entity1Yahoo.Finance

2Synergy.Research


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D-Link

D-Link.quickly.adopts.industry.standards ..It.delivers.many.features.via.

merchant.silicon,.focusing.on.low.initial.purchase.price ..D-Link.has.primarily.

focused.on.SMB.markets.but.does.offer.a.chassis.product,.indicating.a.

desire.to.move.into.Enterprise.accounts ..A.thorough.search.of.D-Link’s.North.

American.website.didn’t.locate.any.network.configuration.diagrams ..This.

indicates.that.D-Link.is.unfamiliar.or.inexperienced.in.this.area ..Support.is.

subcontracted.to.NCR,.leaving.us.to.wonder.about.the.quality.of.support.

provided.in.terms.of.dealing.with.networking.environments.of.more.than.two.

to.four.switches .

D-Link LAN Switches

Figure.20.portrays.D-Link’s.LAN.switch.portfolio.as.of.December.2006 .

Figure.20:.D-Link’s.LAN.Switches


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D-LinkTable.29

D - LINk FIx E D - CONFIGUR aTION SWITCHES

D-Link Product Family DES 32xx Series





D-Link Product Numbers DES.3226L DES.3226


10/100. 24 24

10/100/1000

Dual.Personality 2 2

Uplink/SFP/GBIC

10G.Uplink

Performance

Capacity.(Gbps) 8 .8 8 .8

Throughput.(Mbps) 6 .6 6 .6


MAC.Address.Entries 8000 8000

Security

Radius · ·802 .1X · ·SSL

SSH · ·Bandwidth Management/QoS

IGMP.Snooping · ·Rate.Limiting · ·GVRP. · ·Hardware.Queues 2.Queues

DECE MB E R 1, 2006

DES 35xx/38xx Series

Catalyst.2960/3560.(PoE) Catalyst.3560/3750

Wiring.Closet

Layer.2 RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP

DES.3526 DES.3550 DES.3828 DES.3828P DES.3828P

24 48 24 24.(PoE) 48

2 2 2

2 2 2 2 2

8 .8 13 .6 12 .8 12 .8 17 .6

6 .6 10 .1 9 .5 9 .5 10 .4

255 255 4000 4000 4000

8000 8000 16000 16000 16000

· · · · ·· · · · ·· · · · ·· · · · ·

· · · · ·· · · · ·· · · · ·

4.Queues 8.Queues


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D-LinkTable.29

D - LINk FIx E D - CONFIGUR aTION SWITCHES (CONTINUE D)

D-Link Product Family DxS Series




Layer.2/Layer.3 RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP

D-Link Product Numbers DXS.3227 DXS.3227P DXS.3250


10/100.

10/100/1000 24 24.(PoE) 48

Dual.Personality 4 4 4

Uplink/SFP/GBIC

10G.Uplink 1.(Up.to.3) 1.(Up.to.3) 2.(Optional)

Performance

Capacity.(Gbps) 108 108 144

Throughput.(Mbps) 86 .3 86 .3 107 .1


MAC.Address.Entries 16,000 16,000 16,000

Security

Radius · · ·802 .1X · · ·SSL · · ·SSH · · ·Bandwidth Management/QoS

IGMP.Snooping · · ·Rate.Limiting · · ·GVRP. · · ·Hardware.Queues 8.Queues

DECE MB E R 1, 2006

DxS Series

Catalyst.3560/3750

Wiring.Closet

RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP

EIF48G EIF24GS EIF48GS

24 48 4

4 4 24

2 2 2.(Up.to.4)

88 176 128

71 .4 107 .1 101 .2

4000 4000 4000

16,000 16,000 16,000

· · ·· · ·· · ·· · ·

· · ·· · ·· · ·

8.Queues


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D-LinkTable.30

D - LINk M ODUL aR L aN SWITCHES DECE MB E R 1, 2006

D-Link Product Family 6500

Description




Layer.3.Compatibility RIPv1/v2,.OSPF,.PIM-S,.PIM-D,.VRRP

D-Link Product Numbers DES.6500


.Interface.Module.Slots 8

RJ-45.10/100 196

RJ-45.10/100/1000 96

Maximum.1000BASE-SX/LX 96

10.Gigabit 16

Power.over.Ethernet.(PoE) None




Capacity.(Gbps) 160

Throughput.(Mbps) 142


Weighted.Round.Robin ·Weighted.Random.Early.Detection

Weighted.Fair.Queuing ·Strict.Priority.Queuing ·Rate.Limiting ·

High availability






Hot.Swap.Line.Cards

Weaknesses

. •..Support.capability.potentially.very.weak,.outsourced.service.and.support.

to.third.party.(NCR) .

. •..Lack.of.security.integration,.relies.on.partnership.with.Checkpoint .

. •..Lack.of.product.stability.and.compatibility.in.complicated.network.

environments .

. •..Lack.of.experience.in.larger,.more.complex.network.environments .

. •..Unknown.if.future.chassis.products.will.be.able.to.use.elements.of.current.

chassis.product.going.forward .


. •..Limited.solution.scalability ..Product.set.is.geared.toward.small.network.

designs .

. •..Lack.of.PoE.capability.in.6500.chassis,.single.switch.fabric,.and.limited.

chassis.selection .

D-Link Sales Tactics

. •..Price,.price,.price ..Aggressive.pricing,.low.price.per.port .

. •..Simple.management.and.GUI,.you.plug.and.play .

. •..Portrays.Cisco.as.a.legacy.product.vendor.and.itself.as.an.end.user–

focused.new-world.innovator .


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D-Link

NOTES

Cisco

Why Work With Cisco?

CISCO OFFERS BUSINESS aND TECHNICaL VaLUE

Cisco.offers.value.beyond.a.switch,.router,.wireless.access.point,.or.other.

networking.device ..By.working.with.Cisco,.customers.and.partners.can.

practically.and.pragmatically.find.ways.to.more.effectively.utilize.their.

networks.to.further.their.business.goals ..The.Cisco.Service-Oriented.Network.

Architecture.(SONA).and.Network.Admission.Control.(NAC).are.two.current.

examples,.both.based.on.extensive.customer.interaction.and.understanding.of.

issues.faced.by.customers ..They.address.different.aspects.of.effective.network.

utilization,.but.demonstrate.how.Cisco.adds.customer.value.in.addition.to.

providing.high-functionality,.high-performance.networking.solutions .

SONA.provides.a.framework.that.uses.the.network.to.accelerate.business.

applications.and.processes.to.enhance.customer.profitability ..The.network.

is.the.platform.that.connects.and.enables.the.IT.infrastructure ..By.making.

the.network.more.intelligent,.the.IT.infrastructure.is.improved ..This.frees.up.

funds.for.greater.innovation.and.strategic.investment ..By.reducing.operating.

expenses.and.increasing.network.relevance,.SONA.creates.new.revenue.

opportunities.for.partners.to.sell.solutions.and.services.that.move.enterprises.to.

next-generation.IT .

NAC.uses.the.network.to.intelligently.confirm.user.identity.and.endpoint-device.

security.policy.compliance ..NAC.addresses.worms,.viruses,.spyware,.and.

malware,.which.cause.downtime.and.financial.loss.and.decreases.productivity ..

Customers.can.use.existing.network,.security,.and.management.infrastructure.

for.the.smallest.IT.footprint.possible ..NAC.is.built.on.an.industry.initiative.led.by.

Cisco,.with.over.60.active.partners,.and.offers.the.broadest.solution.available.

in.the.market.in.the.form.of.ready-to-use.NAC.appliances.and.an.architecture-

based.framework ..Appliance.components.can.be.integrated.into.the.NAC.

framework,.providing.a.smooth.transition.to.an.architectural.implementation ..

NAC.offers.far-reaching.customer.benefits.such.as:

. •..Endpoints.(laptops,.PCs,.PDAs,.servers,.etc .).conform.to.the.security.policy,.

which.proactively.protects.against.worms,.viruses,.spyware,.and.malware,.

helping.organizations.focus.operations.on.prevention,.not.reaction .


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125

Cisco

. •..NAC.integrates.broadly.with.multi-vendor.security.and.management.

software.to.enhance.existing.investments.in.network.infrastructure.and.

vendor.software .

. •..Comprehensive.admission.control.across.all.access.methods.prevents.

noncompliant.and.rogue.endpoints.from.impacting.network.availability ..

This.reduces.OpEx.related.to.identifying.and.repairing.infected,.rogue,.

and.noncompliant.systems .

Cisco.works.with.leading.security.vendors.such.as.McAfee.Security,.Trend.

Micro,.and.Symantec.to.incorporate.the.best.solutions.into.the.scalable.NAC.

framework ..This.stands.in.stark.contrast.to.Cisco.competitors.who.have.a.

more.narrow.focus.or.choose.to.avoid.addressing.security.concerns .

Why Choose Cisco?

. •..Cisco.has.the.most.experienced.networking.design.and.implementation.

staff.in.the.world ..This.staff.has.designed.thousands.of.networks.of.

varying.size.and.complexity.worldwide ..Cisco.has.incorporated.this.

experience.into.product.development,.design,.and.delivery ..

. •..Cisco.has.successfully.navigated.through.good.and.bad.times,.growing.

from.a.small.startup.to.a.large.multi-national.company.with.a.constant.

focus.on.customer.and.partner.needs ..

. •...Cisco.develops.leading-edge.features.that.others.brand.as.proprietary ..

In.reality,.this.is.technology.innovation.and.leadership ..Cisco.works.

proactively.with.peers.and.competitors.to.incorporate.these.innovations.

as.standards ..This.has.occurred.numerous.times.during.Cisco’s.history ...

A.few.examples.are:.

•...Cisco.worked.actively.with.many.other.companies.to.develop.the.

initial.Fast.Ethernet.specification,.later.adopted.by.IEEE.as.the.802 .3u.

standard .

•..Power.over.Ethernet.(PoE):.Cisco.began.shipping.pre-standard.PoE.

in.mid-2000 ..This.became.the.basis.for.the.ratification.of.standards-

based.PoE.(802 .3af).in.late.2003 .

•.Cisco.EtherChannel.technology.became.the.basis.for.802 .3ad ..

•.Multiple.Instance.Spanning.Tree.(MIST).was.the.basis.for.802 .1s ..

•..Spanning.Tree.Protocol.fast.enhancements.provided.the.basis.for.

802 .1w.(Rapid.Spanning.Tree.Protocol) ..

•.Inter-Switch.Link.(ISL).was.the.basis.for.802 .1Q.trunking ..

•..Layer.2.Tunneling.Protocol.(L2TP):.Cisco.developed.Layer.2.

Forwarding.(L2F).and.a.Microsoft.consortium.developed.Point-to-

Point.Tunneling.Protocol.(PPTP) ..Cisco.cooperated.actively.with.the.

Microsoft.consortium.and.helped.develop.a.new.standard,.L2TP,.which.

took.the.best.ideas.from.both.groups ..

•..Interior.Gateway.Routing.Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP).

later.became.much.of.the.basis.for.Open.Shortest.Path.First.(OSPF).

and.Routing.Information.Protocol.Version.2.(RIPv2) .

. •..Cisco.employees.chair.20.IETF.working.groups.in.varying.networking.

areas,.turning.innovations.into.standards .

. •.More.than.100.Cisco.employees.have.written.Internet.drafts.and.RFCs .

. •..Cisco.actively.participates.in.virtually.every.group.concerned.with.

networking.standards ..This.participation.helps.ensure.that.Cisco.

products.remain.current.and.compatible.with.standards ..Cisco.customers.

can.deploy.Cisco.devices.without.concern.over.incompatibility ..By.

focusing.on.standards,.Cisco.also.quickly.brings.to.market.products.that.

meet.customer.needs—when.they.need.them ..And.the.emphasis.on.

standards.addresses.the.needs.of.the.broad.market,.giving.customers.

more.choices.in.how.they.solve.their.networking.problems.and.tailor.their.

networks.to.meet.specific.business.objectives .

. •..Cisco.actively.looks.for.new.opportunities.to.grow.and.serve.its.

customers.through.internal.development,.acquisition,.or.a.combination,.

taking.the.most.effective.approach.possible ..

. •..Cisco.invested.US$3 .2.billion.in.product.development.(R.&.D).in.fiscal.year.

2005.and.over.$4 .0.billion.in.fiscal.year.2006 .


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Cisco

. •..Cisco.has.more.than.16,000.engineers.working.in.labs.worldwide.and.has.

been.awarded.more.than.2000.patents.with.another.3000.pending .

. •..Cisco.has.the.largest.networking.support.staff.in.the.world.with.five.

Technical.Assistance.Centers.(TACs).and.more.than.1400.support.

engineers.devoted.to.network.support.and.problem.resolution .

. •..Cisco.offers.multiple.purchase.alternatives.such.as.direct.purchase.or.

leases.when.desired.by.customers .

. •..Cisco.IOS.Software.unifies.all.Cisco.switches,.routers,.and.other.

equipment,.providing.a.solid.foundation.for.Internet.applications.and.

helping.companies.to.extend.common.services.and.interfaces.across.the.

entire.network,.reducing.training.and.administrative.costs .

. •..Cisco.management.software.supports.remote.monitoring,.configuration,.

fault-detection,.and.troubleshooting ..A.complete.line.of.tools.simplifies.

and.automates.the.delivery.of.intelligent.services.throughout.the.network,.

whatever.the.organization’s.size .

Cisco.is.the.networking.market.leader.and.has.the.broadest.product.portfolio.

of.networking.products,.services,.and.solutions ..Cisco.can.provide.a..

complete.solution.or.provide.critical.product.and.service.elements.as.desired.

by.customers ..Table.31.compares.Cisco’s.market.coverage.with.selected.

competitors .

Table.31

M a R k ET COVE R aGE

. Cisco 3Com Extreme Nortel ProCurve Force10 Foundry Huawei Alcatel D-Link

Switches

Modular · · · · · · · ·Fixed · · · · · · · ·

Wireless

Switches/Controllers · · · · · ·Access.Points · · · · · · ·Routers

Enterprise · · · ·Branch/Multiservice · · · · · ·IP Telephony

IP.Phones · · ·IP.PBXs · · ·Call.Center.Solutions · · ·Security

Intrusion.Detection · · ·Intrusion.Prevention · · · ·Firewall/VPNs · · · · ·SaNs · *Network Support and Services

Number.of.TACs 5 Unknown Unknown Unknown 2 3 2 3 Unknown Unknown

Support.Engineers 1400 Unknown Unknown Unknown 30-35** 30** 35** Unknown Unknown Unknown

Network.Design · · · · · Unknown Unknown ·Advanced.Services · Unknown Unknown Unknown Unknown Unknown Unknown Unknown Unknown

*HP.does.not.develop.SAN.equipment ..HP.sells.SANs.from.multiple.sources.including.Cisco ..**Estimated .


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Cisco

Why Cisco Catalyst Switching

INTEGRaTED SECURITy

Cisco.Catalyst.switches.have.built-in.mechanisms.to.help.make.the.network.

self-defending ..They.integrate.security.functions.into.the.infrastructure.to.

help.control.user.access.to.the.network.and.to.various.services,.to.help.

protect.against.network.threats.such.as.worms,.viruses,.and.denial-of-service.

(DoS).attacks,.and.to.help.ensure.privacy.in.communications ..Cisco.Catalyst.

switches.offer.integrated.security.solutions.for.networks.of.every.size,.without.

compromising.performance ..From.standalone.to.chassis,.the.Cisco.Catalyst.

family.of.switches.lets.you.implement.whatever.safeguards.you.need,..

wherever.you.need.them ...

. •..Using.Network.Admission.Control.(NAC).on.Cisco.Catalyst.switches,.

the.network.will.allow.devices.onto.the.network.only.if.they.meet.

certain.criteria,.such.as.having.the.latest.version.of.virus.software ..NAC.

significantly.limits.the.capability.for.viruses.to.enter.the.network .

. •..Access.control.lists.(ACLs).assign.users.to.designated.network.areas.and.

block.unauthorized.access.to.all.other.applications.and.information ...

ACLs.allow.only.designated.users.to.access.specified.resources .

. •..Cisco.Catalyst.switches.offer.capabilities.to.mitigate.man-in-the-middle.

attacks ..Features.such.as.Dynamic.Host.Configuration.Protocol.(DHCP).

Snooping,.Dynamic.Address.Resolution,.and.IP.Source.Guard.all.help.

prevent.data.and.identity.theft.in.the.network .

. •..Identity-Based.Networking.Services.(IBNS).on.Cisco.Catalyst.switches.

authenticate.who.can.access.the.network.and.what.network.resources.

they.can.access ..IBNS.prevent.unauthorized.users.from.gaining.access.

to.the.network ..Using.IBNS,.guests.can.be.placed.in.a.“guest”.VLAN.and.

provided.access.to.the.Internet ..

. •..Cisco.Catalyst.switches.offer.numerous.features.to.mitigate.DoS.attacks ..

These.include.Control.Plane.policing,.Port.Security,.Scavenger.Class.

QoS,.and.NetFlow.anomaly.detection,.to.name.a.few .

. •..Cisco.delivers.on.the.vision.of.integrated.network.security.by.offering.a.

suite.of.advanced.security.modules.including.firewall,.IPSec.VPNs,.SSL,.

IPS,.IDS,.and.gigabit.network.analysis.modules.into.the.Cisco.Catalyst.

6500.Series.Switches ..By.expanding.on.the.Cisco.SAFE.Blueprint.to.

include.the.Cisco.Catalyst.6500.Series,.these.capabilities.enable.more.

integrated,.highly.available,.adaptive,.and.scalable.security.for.network.

connectivity,.services,.and.applications ..

aVaILaBILITy aND RESILIENCy

Cisco.Catalyst.switches.offer.availability.and.resiliency.by.providing..

device-level,.protocol-level,.and.network-level.resiliency ..Examples.include:

. •..The.modular.Cisco.Catalyst.switches.have.redundant.power.supplies,.

redundant.supervisors,.fan.trays,.and.clock.modules.that.help.protect.

against.failure ..Features.such.as.NSF/SSO.ensure.subsecond.supervisor.

failover.in.an.event.of.a.supervisor.failure ..Cisco.IOS.Software.modularity,.

an.industry.first,.takes.high.availability.to.the.next.level.by.allowing.

subsystem.image.upgrades.without.having.to.take.the.switch.down ..

. •..The.fixed-configuration.Cisco.Catalyst.switches.support.the.optional.

Cisco.Redundant.Power.System.675,.which.provides.a.675-watt.

redundant.AC.power.system.backup.source.for.one.of.six.units,.improving.

fault.tolerance.and.network.uptime ..

. •..Features.such.as.Bridge.Protocol.Data.Unit.(BPDU).Guard.prevent.

accidental.topology.loops.from.happening.in.the.network,.while.

Unidirectional.Link.Detection.(UDLD).and.Aggressive.UDLD.detect.

incorrect.fiber-optic.wiring.or.port.faults ..Network.uptime.is.maximized.

when.these.features.are.enabled .

. •..Cisco.Spanning.Tree.Protocol.enhancements.allow.for.maximum.uptime,.

maximum.available.bandwidth,.and.greater.levels.of.resiliency ..Features.

such.as.Per.VLAN.Rapid.Spanning.Tree.(PVRST+).and.Backbone.Fast.

allow.for.load.balancing.of.VLANs.and.rapid.convergence.of.the.network ..

Gateway.Load.Balancing.Protocol.(GLBP),.a.unique.Cisco.feature,.allows.

users.to.further.maximize.link.and.network.resources.by.permitting.load.

sharing.of.links.and.gateway.resources.in.a.Layer.2.environment .


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Cisco

. •..Routed.Access.in.the.wiring.closet.enables.the.network.to.respond.to.

recovery.times.very.quickly,.often.in.less.than.200.milliseconds,..

and.optimizes.usage.of.existing.network.links.and.ports .

. •..Cisco.IOS.Software.Modularity.on.the.Cisco.Catalyst.6500.Series.boosts.

operational.efficiency.and.minimizes.downtime.through.evolutionary.

software.infrastructure.advancements ..By.enabling.modular.Cisco.IOS.

subsystems.to.run.as.independent,.self-healing.processes,.this.innovation.

minimizes.unplanned.downtime.through.fault.containment.and.stateful.

process.restarts,.simplifies.software.changes.through.subsystem..

In-Service.Software.Upgrades.(ISSU),.and.enables.process-level,.

automated.policy.control.by.integrating.the.Embedded.Event..

Manager.(EEM) .

aDVaNCED TECHNOLOGy INTEGRaTION

Cisco.delivers.on.the.vision.of.integrated,.converged.services.by.offering.

a.suite.of.service.modules ..The.Cisco.Catalyst.6500.Series.includes.the.

following.advanced.features:

. •..Voice-aware.services.integrate.with.Cisco.Unified.Communications.to.

make.it.easier.to.deploy,.operate,.and.consolidate.voice.solutions ...

. •..The.Cisco.Content.Switching.Module.brings.advanced.Layer.4–7..

content.switching.capabilities.to.the.Cisco.Catalyst.6500.Series.Switch,.

adding.high-performance,.feature-rich.Layer.4–7.load-balancing.to.

existing.Layer.2–3.features.on.the.Catalyst.platforms .

. •..The.Cisco.Catalyst.6500.Wireless.Services.Module.(WiSM).enables.

pervasive,.campus-wide.wireless.services.and.is.a.central.component.of.

the.Cisco.Unified.Wireless.Network ..Integrating.the.WiSM.into.the.Cisco.

Catalyst.6500.Series.combines.the.best.of.wireless.and.wired.technology,.

resulting.in.simplified.wireless.deployment.and.management,.leading.

wireless.security,.maximum.wireless.scalability,.and.the.highest.levels.of.

wireless.availability .

. •..The.Cisco.Catalyst.6500.Application-Oriented.Networking.Module.

provides.message-level.routing,.visibility,.and.security .

. •..The.Cisco.Application.Control.Engine.(ACE).Module.provides.

organizations.with.levels.of.control.over.the.way.that.they.deploy,.operate,.

deliver,.secure,.and.manage.their.applications.and.business.services.

across.the.extended.enterprise .

OPTIMIzED DELIVERy

Cisco.Catalyst.switches.help.disparate.applications,.all.of.which.have.different.

requirements,.to.get.the.bandwidth.and.efficiency.needed.from.a.converged.IP.

network ..From.the.wiring.closet.to.the.core.network,.the.Cisco.Catalyst.family.

of.switches.increases.your.network.value .

. •..Because.Cisco.Catalyst.switches.inspect.and.classify.every.data.packet.

based.on.the.priorities.you.set,.your.most.urgent.traffic.is.handled.first ..

ACLs.can.be.used.to.identify.and.tag.packets,.using.both.802 .1p.Class.of.

Service.(CoS).and.Differentiated.Services.Code.Point.(DSCP).markings.

to.indicate.relative.importance ..This.combination.helps.ensure.that.QoS.

levels.are.maintained.throughout.the.network,.even.across.WAN.links .

. •..With.Cisco.AutoQoS,.a.Cisco.IOS.Software.feature,.you.do.not.need.a.

big.IT.department.or.extensive.expertise.to.take.advantage.of.these.

advanced.QoS.features ..For.example,.with.one.click,.all.the.parameters.for.

IP.telephony.are.set.automatically,.preventing.other.traffic.from.interfering.

with.network-based.phone.conversations .

. •..Cisco.Catalyst.switches.deployed.at.the.edge.of.the.network.support.

Internet.Group.Management.Protocol.(IGMP).snooping,.which.maps.the.

incoming.stream.to.the.port.that.requested.the.traffic ..In.addition,.Cisco.

Catalyst.switches.support.Protocol.Independent.Multicast.(PIM).routing.

protocol ..PIM.determines.reachability.and.efficiency.in.the.network.based.

on.where.the.traffic.has.come.from,.instead.of.where.the.traffic.is.going ..

This.helps.to.ensure.the.best.efficiency.for.multicast.traffic .

. •..Cisco.offers.among.the.highest.performance.modular.and.stackable.

switches.in.the.industry,.but.throughput.alone.is.not.enough ..Organizations.

need.to.be.assured.of.predictable.performance,.regardless.of.variables.

like.congestion,.traffic.type,.or.the.use.of.software-.or.hardware-enabled.

services ..That.is.why.all.Cisco.Catalyst.switches.are.designed.to.maintain.


CISCO

133

Cisco

predictable.performance.through.a.unique.combination.of.mechanisms,.

including.Cisco.Express.Forwarding,.Ternary.Content.Addressable.

Memory.(TCAM),.buffering,.and.congestion.management ..This.allows.

network.managers.to.enable.complex.features.without.fear.of.losing.

speed.in.their.networks .

ENHaNCED MaNaGEaBILITy

Cisco.Catalyst.switches.offer.enhanced.capabilities.that.allow.the.switch.

to.be.easily.configured.and.managed,.and.offer.many.tools.that.aid.in.

troubleshooting.the.network.if.a.problem.arises .

. •..Cisco.Network.Assistant.offers.centralized.management.and.configuration.

of.Cisco.devices.to.simplify.deployment.and.ongoing.maintenance.by.

using.Cisco.Smartports.technology ..Through.a.user-friendly.GUI,.users.

can.easily.apply.common.services.such.as.configuration.management,.

inventory.reports,.password.synchronization,.and.Cisco.IOS.Drag-and-

Drop.Upgrade.across.Cisco.switches,.routers,.and.access.points .

. •..Smartports.Advisor.takes.Cisco.Smartports.technology.further.by.

automatically.detecting.the.type.of.device.(for.example,.an.IP.phone,.

router,.or.access.point).connected.to.the.switch.and.offering.a.Cisco..

best-practices.configuration.to.the.ports .

. •..Cisco.Catalyst.switches.provide.unique.extensions.to.the.IEEE.802 .3af.

standard.through.the.use.of.Intelligent.Power.Management.(IPM),..

which.minimizes.wall.power.requirements.and.maximizes.power.use..

on.a.per-port.basis .

. •..Embedded.Event.Manager.(EEM).on.the.Cisco.Catalyst.6500.Series.is.a.

flexible.automation.technology.that.enables.administrators.to.set.custom.

policies.that.control.what.actions.a.switch.should.dynamically.take.when.

particular.events.occur ..This.automation.helps.administrators.off-load.

time-consuming.tasks.to.the.network.and.accelerate.the.resolution.of.

network.issues ..

Cisco.is.committed.to.customer.and.partner.success ..That.commitment,..

in.addition.to.consistent.product.development,.market.commitment,.and.

technical.focus,.are.and.have.been.key.factors.in.Cisco’s.growth ..Cisco.is.proud.

of.its.success.and.looks.forward.to.a.bright.future.working.with.its.partners..

and.customers .

For.more.information.about.Cisco’s.switching.platforms,.

please.refer.to.the.Cisco.Catalyst.Switch.Guide,.located.at:.

www .cisco .com/go/switchguide

Cisco .Catalyst .6500.and.Catalyst.4500.Series.Modular.Switches

Cisco.Catalyst.4900,.Catalyst.3750,.Catalyst.3560,.Catalyst.2960,.

Catalyst.2950,.Catalyst.2940,.and.Catalyst.Express.500.Series.

Fixed-Configuration.Switches

Scalable,.intelligent.LAN.switching.for.campus,.branch,.and.data.center.networks.of.all.sizes

Spring 2006 V.2

Cisco Catalyst Switch Guide

Cisco Confidential134 Cisco Confidential 135

INTRODUCTION

NOTES

Welcome.to.the.2007.Cisco.Routing.Competitive.Reference.Guide ..This.guide.

provides.information.about.selected.routing.competitors.(Huawei,.3Com,.

Juniper.Networks,.and.Nortel).and.highlights.multiple.perspectives:.products,.

sales,.weaknesses,.and.sales.tactics ..The.objective.is.to.outline.the.advantages.

of.Cisco.routers.in.comparison.to.competitive.offerings,.and.help.you.address.

Cisco.competitors.as.you.encounter.them ..

ORGaNIzaTION

•.Router.Positioning.and.Overview

•.Market.Drivers.for.Integrated.Services

•.Advanced.Security

•.IP.Telephony.and.Unified.Communications

•.Wireless.LAN.and.Wireless.WAN

•.Application.Awareness.in.the.Network

•.Network.Availability..

•.Competitor.Profiles

•.Who.They.Are.and.What.They.Sell

•.Typical.Network.Configuration

•.Product.Overviews.and.Vulnerabilities

•.Weaknesses

•.Sales.Tactics

•.Appliance.Competitors

•.WAN.Optimization./.Application.Delivery.Competitors

•.IP.Communications.Competitors

•.Security.Competitors..

•.Why.Work.With.Cisco

•.Why.Choose.Cisco

IntroductionCisco

ROUTING


INTRODUCTION

NOTES

Welcome.to.the.2007.Cisco.Routing.Competitive.Reference.Guide ..This.guide.

provides.information.about.selected.routing.competitors.(Huawei,.3Com,.

Juniper.Networks,.and.Nortel).and.highlights.multiple.perspectives:.products,.

sales,.weaknesses,.and.sales.tactics ..The.objective.is.to.outline.the.advantages.

of.Cisco.routers.in.comparison.to.competitive.offerings,.and.help.you.address.

Cisco.competitors.as.you.encounter.them ..

ORGaNIzaTION

•.Router.Positioning.and.Overview

•.Market.Drivers.for.Integrated.Services

•.Advanced.Security

•.IP.Telephony.and.Unified.Communications

•.Wireless.LAN.and.Wireless.WAN

•.Application.Awareness.in.the.Network

•.Network.Availability..

•.Competitor.Profiles

•.Who.They.Are.and.What.They.Sell

•.Typical.Network.Configuration

•.Product.Overviews.and.Vulnerabilities

•.Weaknesses

•.Sales.Tactics

•.Appliance.Competitors

•.WAN.Optimization./.Application.Delivery.Competitors

•.IP.Communications.Competitors

•.Security.Competitors..

•.Why.Work.With.Cisco

•.Why.Choose.Cisco

IntroductionCisco


INTRODUCTION

Introduction

Router Positioning and Overview

The.branch.office.networking.market.is.experiencing.a.remarkable.confluence.

of.new.demands.for.security.and.application.performance.combined.with.the.

first.major.network.refresh.cycle.since.Y2K ..Cisco.Integrated.Services.Routers.

and.service.aggregation.routers.meet.the.challenges.of.today’s.networking.

requirements,.while.offering.investment.protection.for.users.with.an.installed.

base.of.Cisco.equipment ..

A.number.of.competitors.want.to.serve.the.branch.office.networking.market,.

yet.their.offerings.fall.far.short.of.the.comprehensive.requirements.of.today’s.

demanding.customers ..Table.1.shows.a.high-level.comparison.of.Cisco.

network.solutions.versus.several.competing.solutions .

Table.1:.Branch.Office.Router.Positioning

B R aNCH OFFICE ROUTE R POSITIONING

Cisco Huawei 3Com Juniper Nortel

Cisco.850.Series

Cisco.870.Series

Quidway.AR18-xx SSG.5VPN.Router.1000.Series

Secure.Router.1000.SeriesMultiprotocol.Router.2430

Cisco.1800.Series.(Fixed)

Cisco.1841.(Modular)

Quidway.AR18-xx Router.3000.Family

J2300SSG.5SSG.20SSG.140MSR.20

Secure.Router.1000.SeriesVPN.Router.1750.ARN

Multiprotocol.Router.5430

Cisco.2800.Series


J4300SSG.520.J4350MSR.30

Secure.Router.3120VPN.Router.2700

Cisco.3800.Series


J6300SSG.550J6350MSR.50.

VPN.Router.5000ASN

Market Drivers for Integrated Services

“a new breed of branch office networking devices is emerging from the

labs and production lines of major network equipment vendors. These

‘branch-in-a-box’ networking devices have a simple aim: to combine the

functions of many different types of common network equipment into a

single device, resulting in cost savings, reduced management complexity,

and increased reliability.”

— Dan Golding, Burton Group

Organizations.require.a.lot.more.than.basic.connectivity.in.their.networks ..

Today.the.network.is.a.strategic.asset.that.plays.an.essential.role.in.delivering.

services.and.enhancing.productivity ..Increasing.external.and.internal.security.

threats.mean.that.security.services.must.be.pervasive.throughout.the.

network ..The.enhanced.productivity,.new.services,.and.cost.savings.of.IP.

telephony.are.leading.a.wholesale.migration.of.traditional.telephony.onto.the.

IP.network ..Increased.employee.mobility.requires.wired.and.wireless.LAN.

integration.as.well.as.ubiquitous.remote.access ..As.the.network.becomes.

more.of.a.strategic.asset,.more.applications.are.placed.on.the.network,.

requiring.sophisticated.application.optimization.in.addition.to.robust.and.

comprehensive.quality.of.service.(QoS) ..

This.surge.in.network.requirements.can.create.a.management.nightmare ..

If.each.new.service.requires.a.new.piece.of.hardware.and.a.new.user.

interface,.the.network.operations.staff.will.have.a.difficult.time.scaling.their.

ability.to.implement.new.services.on.the.network ..The.integration.of.multiple.

services.into.one.platform.reduces.the.burden.on.network.staff,.enabling.

them.to.efficiently.install,.operate,.and.manage.application-aware.converged.

networks ..Adding.services.to.the.network.is.a.simple.matter.of.provisioning.

the.new.service.using.a.common.user.interface .

Customers.have.embraced.the.integrated.services.solution—more.than.two.

million.Cisco.Integrated.Services.Routers.have.been.sold.to.date ..Third-party.

research.shows.that.customers.want.an.integrated.solution.for.their.branch.

office.deployments ..A.Yankee.Group.survey.from.December.2005.shows.the.

customer.preferences.for.integrated.services.(Figure.1) .


INTRODUCTION

Introduction

FirewallIP telephony

Virus protectionIntrusion prevention systems

Intrusion detection systemsSSL VPN

IPSec VPNWireless and mobile support

Video conferencingQoS

CachingVoice Conferencing

Software distributionWeb conferencing and collaboration

URL filteringVoice-mail

Content filteringIM (integrated with IPC)

Unified messagingVideo streaming

StreamingGigabit Ethernet to the desktop

Content deliveryCentralized call processingDistributed call processing

PoS Web Kiosk

0 20 40 60 80 100

Figure.1:.Preferred.Integrated.Services.for.Branch.Offices

Customers.want.integrated.services.for.easy.management.and.support ...

The.key.to.these.benefits.is.a.common.OS.with.a.common.user.interface.

across.multiple.services ..With.a.Cisco.network,.the.same.Cisco.IOS.Software.

operating.system.with.the.same.user.interface.is.used.to.configure.and.

troubleshoot.Ethernet.switching,.WAN.routing,.integrated.firewalls,.IPSec.

and.SSL.VPNs,.intrusion.prevention.systems.(IPSs),.IP.telephony,.traffic.

management,.application.optimization,.and.wireless.LANs .

By.contrast,.competitive.solutions.have.a.different.OS.for.branch.office.

routing.and.aggregation.routing ..SSL.VPNs.(e .g .,.Juniper.JUNOS).and.IPSec.

VPNs.(e .g .,.Juniper.ScreenOS).are.on.separate.boxes.with.different.operating.

systems.and.user.interfaces ..WAN.optimization.and.traffic.management.is.

on.yet.another.box.with.yet.another.operating.system ..Ethernet.switching,.

wireless.LANs,.and.IP.telephony.require.third-party.boxes,.each.with.its.own.

OS.and.user.interface .

The.Yankee.survey.asked.customers.for.the.primary.reasons.they.would..

want.services.and.features.integrated.into.branch.routers ..Figure.2.shows..

the.results ..

Figure.2:.Reasons.for.Integrated.Services.and.Features

Move Intelligence to Branches

Lower Capital Costs

Feature Interoperability

Scalability

Lower Operational Costs

Better Performance

Ease of Support

Ease of Management

0% 10% 20% 30% 40% 50% 60% 70%

Customers.who.use.Cisco.Integrated.Services.Routers.find.that.the.integration.

of.multiple.services.into.one.product.makes.it.easier.to.bring.new.branch.

offices.onto.the.network ..A.Sage.Research.study.(Figure.3).showed.that.Cisco.

Integrated.Services.Routers.users.spend,.on.average,.7.hours.installing.and.

configuring.devices.when.adding.a.new.site.to.a.network ..In.contrast,.other.

users.spend.on.average.12.hours .

Integratedservices router

users

0 5 10 15

Non-integratedservices router

users

Average number of hours

7

125

43

Total (N=107) - Mean

Security appliances (N=112)

Routers (N=109)

Switches (N=108)

Figure.3:.Time.Savings.When.Adding.a.New.Site.to.the.Network


INTRODUCTION

aDVaNCED SECURITy

The.most.dramatic.change.in.networking.over.the.past.several.years.is.the.

enormous.increase.in.attacks.on.the.network,.from.both.the.outside.and.

inside.of.the.network ..In.order.to.respond.to.these.threats,.Cisco.designed.

the.Integrated.Services.Routers.to.be.security.devices ..Each.router.includes.

encryption.hardware,.the.capability.to.store.security.credentials.on.encrypted,.

removable.media,.and.raw.processing.performance ..The.routers.also.help.

companies.to.reduce.their.WAN.costs.by.creating.a.secure.VPN.using.the.

Internet.as.a.WAN.connection ..

Cisco.Integrated.Services.Routers.with.Cisco.IOS.Software.deliver..

comprehensive,.advanced.security.through.the.following.features:

. •..Cisco.IOS.WebSoftware.SSL.VPN.allows.companies.with.multiple.locations.

to.provide.secure.remote.access.to.their.employees,.vendors,.and.

customers.without.installing.PC.client.software.on.each.endpoint ..Cisco.IOS.

WebSoftware.SSL.VPN.is.a.comprehensive.Cisco.IOS.Software.feature.set.

that.provides.Secure.Sockets.Layer.(SSL).VPN.connectivity.integrated.with.

security.and.industry-leading.routing.features ..An.add-on.SSL.encryption.

AIM.for.the.Cisco.1841.through.3845.Integrated.Services.Routers.offloads.

the.encryption.task.from.the.router.and.enables.these.routers.to.support.

more.remote.SSL.VPN.users .

. •..Cisco.IOS.Firewall.is.the.first.line.of.defense.against.today’s.more.sophisticated.

attacks ..For.example,.most.companies.open.port.80.to.allow.Web.traffic.into.

corporate.Web.services ..Malicious.application.developers.create.non-Web.

services.that.use.port.80.to.bypass.traditional.firewalls ..Cisco.IOS.Firewall.

has.the.application.intelligence.to.recognize.and.stop.this.non-Web.traffic .

. •..Intrusion.detection.and.prevention.stops.intrusions.such.as.worms,.spyware/

adware,.network.viruses,.and.application.abuse ..Intrusion.prevention.scans.

traffic.to.check.for.signatures.of.known.threats,.and.if.it ...If.the.Intrusion.

Detection.Device.detects.a.threat,.the.offending.packets.are.dropped.to.

prevent.attacks.on.the.network.and.critical.resources.on.the.network .

. •..A.bothersome.source.of.attacks.on.the.network.can.come.from.mobile.laptops.

being.connected.to.the.corporate.network ..Mobile.devices.can.be.infected.on.

insecure.networks,.and.carry.those.infections.into.a.secure.network ..Network.

Admission.Control.mitigates.this.vulnerability.by.ensuring.that.the.security.

posture.of.the.network.is.met.prior.to.allowing.a.device.to.connect.to.the.

Introduction

SECUR IT y FE aTUR ES B UILT INTO CISCO INTEGR aTE D SE RVICES ROUTE RS

Integrated Router Feature Benefit to Secure Networking

Built-in.Encryption.Hardware.in.Every.Router

All.routers.are.capable.of.securing.communications.across.a.WAN ..This.reduces.the.cost.of.VPN.access.because.the.encryption.hardware.is.a.standard.part.of.every.integrated.services.router .

SSL.VPN.Remote.AccessAllows.secure.remote.access.into.the.network.without.installing.and.maintaining.PC.software.on.all.of.the.clients .

Stateful.FirewallPrevents.common.attacks.on.the.network,.and.can.prevent.unauthorized.access.into.specific.portions.of.the.network .

Intrusion.Prevention.System

Analyzes.traffic.to.check.it.against.the.signatures.of.known.threats.such.as.worms,.spyware/adware,.network.viruses,.and.application.abuse ..Prevents.these.attacks.from.compromising.the.network.or.stations.in.the.network .

Network.Admission.Control...............Protects.the.network.from.worms.and.viruses.by..helping.ensure.that.the.client.device.meets.the.security.posture.before.being.admitted.to.the.network .

Table.2:.Security.Features.Built.Into.Cisco.Integrated.Services.Routers

IP TELEPHONy aND UNIFIED COMMUNICaTIONS

“Cisco continues to grow on a sustained and consistent basis in the

enterprise voice business thanks to its early vision and continuing

investment in IP telephony. as enterprise telephony solutions continue to

transition to IP, Cisco finds itself uniquely positioned at the heart of both

voice and data networks.”

— Jeremy Duke, CEO of Synergy Research Group, Cisco press release,

February 2006

The.integration.of.IP.telephony.and.unified.communications.is.a.technology.

where.Cisco.really.stands.out.from.the.competition ..There.is.no.competitor.

network ..This.security.posture.will.likely.include.ensuring.that.the.virus.definition.

files.in.the.laptop.are.up.to.date.before.it.is.allowed.to.connect.to.the.network .

Cisco.Integrated.Services.Routers.provide.the.comprehensive.security.features.

required.to.protect.the.network.from.internal.as.well.as.external.threats ..

Competitive.offerings.frequently.lack.some.of.these.important.security.capabilities ..


INTRODUCTION

Introduction

IP TE LE PHON y a ND UNIFIE D COMMUNICaTIONS FE aTUR ES IN CISCO INTEGR aTE D S E RVICES R OUTE RS

Integrated Feature Benefit to IP Telephony and Unified Communications

..Ethernet.Switch.Ports.with.Power.over.Ethernet.(PoE).Support.and.Redundant.Power.Supplies

IP.phones.can.plug.directly.into.the.switch.ports.in.the.router ..PoE..provides.more.easily.managed.power.distribution.than.external.phone.power.supplies ..Redundant.power.allows.continued.operation.when.one.power.supply.or.building.circuit.fails ..Centralized.power.distribution.allows.UPS.power.backup.in.case.of.building.power.failure .

Analog.and.Digital.Voice.Ports

Digital.voice.ports.or.trunks.allow.the.ISR.to.act.as.a.gateway.to.the..traditional.analog.telephone.network.(PSTN) ..Calls.from.or.to.the.PSTN..can.be.digitized.and.routed.to.the.internal.VoIP.network ..

Analog.voice.ports.(FXS/FXO).allow.traditional.analog.phones.and.fax..machines.to.be.connected.to.the.internal.VoIP.network .

Integrated.Digital.Signal..Processors.(DSPs)

DSPs.provide.the.processing.power.to.encode.voice.traffic.for.IP..communications ..They.also.provide.transcoding.between.different.kinds.of.codecs.to.create.conference.calls .

Local.Call.Control

Cisco.CallManager.Express.is.the.IP-PBX.in.the.router.running.on.Cisco.IOS.Software ..It.gives.network.designers.the.choice.of.call.control.and.call.termination ..It.allows.the.router.to.act.as.a.gateway.for.call.control.and.provisioning.between.the.PSTN.and.IP.world .

Survivable.Telephony

Call.processing.can.be.centralized.in.larger.telephony.networks.in.order..to.simplify.the.management.of.telephony.parameters.and.dial.plans ...Survivable.Remote.Site.Telephony.(SRST).allows.the.router.to.take.over.call.processing.if.there.is.any.interruption.in.the.connections.between.the.IP.phones.and.the.Cisco.CallManager ..Calls.can.be.routed.over.the.PSTN.if.the.IP.network.is.not.available ..This.is.a.backup.connectivity.feature.used.for.E911.compliance .

Voice.Mail.and.Auto.Attendant

Integrated.voice.mail.and.auto.attendant.services.in.the.router.make.a..complete.IP.telephony.solution.for.a.standalone.IP.PBX.deployment ..

Voice.mail.can.be.stored.locally.in.the.branch.office,.rather.than..consuming.WAN.bandwidth.when.the.message.is.recorded.and..again.when.the.voice.mail.is.played.back .

Table.3:.IP.Telephony.and.Unified.Communications.Features.in.Cisco.Integrated.Services.Routers

who.offers.the.comprehensive.breadth.of.telephony.solutions.integrated.into.

routing.and.switching.platforms .

Many.router.vendors.claim.to.support.voice.over.IP.(VoIP),.when.in.fact.all.

they.support.is.QoS.for.voice.traffic ..Cisco.incorporates.QoS.into.all.network.

elements.to.support.voice.and.video.traffic,.as.well.as.differentiated.services.

to.support.latency-sensitive.applications ..Cisco.also.offers.telephony.support.

far.beyond.QoS .

Table.3.lists.the.rich.set.of.telephony.features.that.are.integrated.into.Cisco.

routers.to.support.complete.IP.PBX.functionality.in.one.platform ..Integrating.

these.telephony.features.into.the.secure.branch.router.makes.them.easy.to.

deploy.and.manage,.and.a.single.router.costs.less.to.operate.than.multiple.

devices.providing.the.same.functionality .

WIRELESS LaN aND WIRELESS WaN

An.increasingly.mobile.workforce.demands.flexibility.in.network.connections.

throughout.the.workplace ..A.wireless.LAN.facilitates.user.productivity.

wherever.users.need.to.collaborate.in.the.workplace ..However,.strict.security.

must.be.maintained.at.all.times ..A.Cisco.wireless.LAN.solution.enables.this.

secure.user.collaboration.while.making.it.easier.for.the.network.administrator.

to.install.and.maintain.the.wireless.LAN .

All.Cisco.Integrated.Services.Routers.are.available.with.optional.IEEE.802 .11a/b/g.

wireless.LAN.access.points ..These.standalone.access.points.are.a.convenient.

way.to.bring.mobility.services.to.a.smaller.branch.site ..But.the.integration.of.

wireless.services.does.not.stop.with.access.points ..Cisco.Integrated.Services.

Routers.provide.additional.wireless.LAN.services.to.secure.the.network.and.to.

facilitate.management.of.the.wireless.LAN .

Cisco.provides.the.tools.that.network.administrators.need.to.manage.the.

wireless.LAN ..The.Cisco.Wireless.LAN.Controller.Module.provides.zero-touch.

access.point.deployment.and.configuration,.making.it.easy.for.IT.managers..

to.extend.secure.wireless.networks.to.branch.offices ..The.module.eliminates.

the.need.to.individually.configure,.manage,.and.monitor.each.access.point.,.and.

extends.the.enterprise.secure.authentication.framework.delivered.by.the.Cisco.

Secure.Services.client.to.the.branch ..In.conjunction.with.Cisco.Lightweight.

Access.Point.Protocol.(LWAPP)-enabled.access.points.and.the.Cisco.Wireless.

Control.System.(WCS),.the.Cisco.Wireless.LAN.Controller.Module.minimizes.

deployment.and.operational.costs,.allowing.businesses.with.limited.IT.staffs.to.

easily.deploy.and.manage.wireless.networks.across.hundreds.of.remote.sites .

Wireless.integration.does.not.end.with.the.LAN ..Cisco.also.offers.wireless.

WAN.connections.through.its.satellite.network.modules.and.3G.cellular.data.

high-speed.WAN.interface.cards ..Satellite.connectivity.provides.access.in.

a.number.of.places.where.traditional.wired.WAN.connectivity.fails ..Satellite.

connectivity.provides.the.following.benefits:

. •..Provides.a.primary.WAN.in.places.where.a.wired.infrastructure.is.not.

available ..This.is.an.attractive.option.in.industries.such.as.oil.and.gas.

exploration.and.mining .

. •..Provides.a.primary.WAN.for.disaster.recovery.when.the.wired.

infrastructure.may.be.damaged ..Government.agencies.need.mobile.

command.centers.that.are.fully.self-contained.and.provide.voice.and.


INTRODUCTION

Introduction

data.services.in.cases.of.emergency ..Corporations.may.also.use.this.

technology.in.their.disaster.planning.scenarios .

. •..Provides.a.backup.WAN.when.the.primary.WAN.fails ..Many.redundant.

network.designs.use.a.wired.link.such.as.ISDN.or.DSL.to.back.up.a.

primary.wired.T1.or.E1.WAN.link ..However.the.backup.WAN.is.frequently.

carried.in.the.same.wire.bundle.in.the.local.loop.as.the.primary.WAN ...

Any.failure.in.the.local.loop.may.compromise.the.backup.WAN.link.as.well.

as.the.primary.WAN .

The.Cisco.3G.cellular.data.high-speed.WAN.interface.card.is.an.exciting..

new.interface.for.the.Cisco.1841.through.3845.Integrated.Services.Routers ..

This.card.provides.IP.connectivity.over.cellular.networks.using.GSM.or.CDMA.

at.broadband.data.rates ...The.3G.cellular.connectivity.provides.a.number.of.

benefits:.

. •..Provides.a.backup.WAN.when.the.primary.WAN.fails ..This.provides.higher.

availability.because.traditional.wired.backup.links.such.as.ISDN.and.DSL.

often.use.the.same.wire.bundles.and.conduits.as.the.primary.WAN.link ..

Many.service.interruptions.of.the.primary.link.also.affect.the.backup.link .

. •..Provides.higher.data.rates.than.ISDN.BRI.for.backup.interfaces .

. •..Provides.highly-mobile.primary.link.applications.where.IP.connectivity.can.

be.set.up.immediately.upon.establishing.a.new.location ..Examples.include.

the.construction.trade.where.secure.data.and.complete.voice.networking.

are.established.on.day.one .

Some.competitive.routers.include.a.wireless.LAN.access.point,.but.no.

competitor.offers.this.rich.set.of.wireless.LAN.and.wireless.WAN.features.

to.build.resilient.networks ..Table.4.lists.the.features.available.in.the.Cisco.

Integrated.Services.Routers .

aPPLICaTION aWaRENESS IN THE NETWORk

Networks.have.evolved.from.providing.simple.connectivity.to.providing.

robust,.secure,.and.high-performance.transport.of.customer.applications ..

Cisco.understands.that.the.network.can.help.transform.business.processes.

to.enhance.productivity ..To.facilitate.this.business.transformation,.the.Cisco.

network.is.intimately.familiar.with.the.applications.running.on.it.and.provides.

the.optimum.service.to.the.end.user ..

Cisco.IOS.provides.a.number.of.application-aware.capabilities.ranging.from.

Network-Based.Application.Recognition.(NBAR).to.quality.of.service ..With.

application.awareness.in.every.router.in.the.network,.the.network.is.able.to.

provide.the.appropriate.level.of.service.to.applications.and.give.the.network.

operator.visibility.into.the.traffic.flows.at.any.point.in.the.IP.network ..

Another.way.to.achieve.application.awareness.in.the.network.is.using.Cisco.

Wide.Area.Application.Services.(WAAS) ..Cisco.WAAS.improves.end-user.

response.time.by.optimizing.WAN.traffic.and.storing.information.closer.to.the.

end.user ..WAAS.provides.WAN.transport.optimizations.that.optimize.

Table.4:.Wireless.LAN.and.Wireless.WAN.Features.in.Cisco.Integrated.Services.Routers

WIR E LESS L aN aND WIR E LESS WaN FE aTUR ES IN CISCO INTEGR aTE D SE RVICES R OUTE RS

Integrated Feature Benefit to Wireless LaN and Wireless WaN

Optional.802 .11.a/b/g.Wireless..Access.Point

Provides.wireless.access.to.a.small.office.or.location.in.one.easy.to.install.and.manage.package .

Ethernet.Switch.Ports.with.Power.over.Ethernet.(PoE).Support.and.Redundant.Power.Supplies

Wireless.access.points.can.plug.directly.into.the.switch.ports.in.the.router ..PoE.provides.more.easily.managed.power.distribution.than..external.power.supplies ..Redundant.power.allows.continued.operation.when.one.power.supply.or.building.circuit.fails ..Centralized.power..distribution.allows.UPS.power.backup.in.case.of.building.power.failure .

Local.Authentication.and.Survivable.Local.Authentication

For.simple.wireless.LANs,.Cisco.LEAP.authentication.is.available.using.the.local.username.database.in.the.router ...

For.more.sophisticated.user.authentication,.the.router.can.use.a.RADIUS.server ..If.the.RADIUS.server.becomes.unreachable,.the.router.can.take.over.user.authentication ..This.allows.users.to.access.local.resources.even.if.the.WAN.link.fails .

Rogue.Access.Point.DetectionUsers.can.compromise.network.security.when.they.connect..uncontrolled.wireless.access.points.to.the.network ..Rogue.access.point.detection.will.find.them.so.that.the.security.hazard.can.be.neutralized .

Wireless.LAN.Controller.Network.Module

Allows.the.IT.manager.to.scale.the.deployment.of.wireless..access.points .

Satellite.Indoor.Unit.(IDU) Satellite.provides.a.robust.backup.interface,.or.a.primary.interface.where.wired.WANs.are.not.available .

3G.Cellular.WAN.Interface

Cellular.backup.is.not.subject.to.the.same.failures.in.the.wire.bundle.and.conduit.as.traditional.wired.backup.technologies.like.ISDN.and.DSL ..It.provides.a.higher.speed.backup.WAN.interface.than.ISDN.and.a.highly.mobile.primary.interface.for.industries.such.as.construction .


INTRODUCTION

bandwidth.utilization.and.improve.latency ..Cisco.WAAS.uses.sophisticated.

caching.techniques.that.recognize.traffic.types.such.as.Web.page.traffic,.

Microsoft.file.system.traffic,.and.Network.File.System.traffic ..

In.the.Cisco.Integrated.Services.Routers,.this.capability.can.be.integrated.

into.the.router.with.the.wide-area.application.engine.network.module ..This.

eliminates.a.point.of.complexity,.another.system.integration.task,.and.another.

point.of.failure.in.the.network .

The.Cisco.routing.solution.also.provides.the.monitoring.tools.to.analyze.traffic.

patterns.and.application.response.times ..The.Cisco.Network.Analysis.Module.

functions.as.an.Ethernet.probe.integrated.into.the.integrated.services.router.to.

provide.sophisticated.views.into.application.traffic.in.the.network .

Network.transparency.is.a.key.element.of.the.Cisco.WAAS.solution ..Cisco.

WAAS.preserves.the.packet.headers.which.allows.all.network.elements.

to.apply.monitoring.and.prioritization ..Competitive.WAN.and.application.

optimization.products.work.by.creating.tunnels.through.the.IP.network,.hiding.

the.traffic.from.the.network.infrastructure ..This.breaks.all.network.services.

which.analyze.the.traffic.in.order.to.provide.enhanced.capabilities ..Security.

features.such.as.network.address.translation,.firewall,.and.intrusion.prevention.

are.all.broken.with.the.competitive.approach ..Basic.network.features.like.quality.

of.service.and.access.control.lists.are.broken.whenever.the.traffic.is.tunneled .

Table.5.lists.the.WAN.and.application.optimization.capabilities.offered.in.the.

Cisco.Integrated.Services.Routers .

Introduction

WaN aND a PPLICaTION OP TIMI z aTION FE aTUR ES IN CISCO INTEGR aTE D SE RVICES ROUTE RS

Integrated Feature Benefit to application aware Networks

..Compression.and.Data.Redundancy.Elimination.(wide-area.application.engine.network.module)

Improves.WAN.link.utilization.and.conserves.bandwidth .

TCP.Flow.Optimization.(wide-area.application.engine.network.module)

Improves.application.performance.by.providing.local.TCP.acknowledgements.fixing.the.TCP.slow.start.problems.caused.by..end-to-end.network.latency .

Caching.for.Web.and.Microsoft.File.System.Data

Improves.end-user.response.time.by.caching.information.close.to.the.user ..This.also.enables.data.center.consolidation.by.maintaining.response.time.when.servers.are.moved.to.a.central.location .

Monitoring.of.Application.Traffic.and.Performance

IOS.capabilities.like.IP.Service.Level.Agreement.and.the.network.analysis.network.module.give.the.network.operator.visibility.into.application.traffic.on.the.network ..This.allows.for.capacity.planning.and.early.warning.of.potential.network.performance.problems .

Table.5:..WAN.and.Application.Optimization.Features.in.Cisco.Integrated.Services.Routers

NETWORk aVaILaBILITy

“One truism of network engineering is that the simpler a network is, the

more reliable it is. a branch office network with a single ‘branch-in-a-box’

device will likely have greater uptime than a branch network with numerous

task-specific devices.”

— Dan Golding, Burton Group

One.common.misconception.regarding.the.integrated.services.approach.

is.that.network.availability.is.compromised.by.having.all.services.delivered.

by.the.same.device ..On.the.contrary,.network.availability.is.enhanced.by.

collapsing.multiple.single.points.of.failure.into.one.device,.and.reducing.the.

complexity.of.the.network.design .

If.you.look.at.the.complexity.of.a.network.design.with.separate.boxes.for.each.

application,.you.can.see.how.the.potential.points.of.failure.increase.along.with.

the.complexity.of.the.system.integration.that.connects.all.of.these.separate.

services ..Each.interconnection.point.is.a.system.integration.problem.and.a.

potential.source.of.network.failure ..Contrast.this.approach.with.the.Cisco.

Integrated.Services.Routers.where.the.interconnection.points.are.eliminated,.

thus.removing.the.system.integration.task.and.eliminating.multiple.points.of.

failure.in.the.network .

Cisco.Integrated.Services.Routers.enhance.network.availability.with.several.

important.features ..First.is.the.option.for.redundant.power.supplies.in.the.

Cisco.2811.through.3845.routers ..Redundant.power.supplies.protect.the.

system.from.a.power.supply.failure,.or.from.the.failure.of.an.individual.building.

circuit ..When.using.redundant.power.supplies,.all.of.the.services.in.the.system.

are.protected.from.power.supply.and.building.circuit.failure,.including.Power.

over.Ethernet ..Contrast.this.with.a.stack.of.separate.appliances.for.each.

service ..Each.appliance.would.need.its.own.redundant.power.supply,.if.it.is.

even.available .

Other.high-availability.features.are.built.into.Cisco.IOS.Software.to.provide.

fully.resilient.networks.and.systems.with.minimum.downtime ..Cisco.IOS.

Software.warm.reload.feature.minimizes.the.time.to.resume.operation.if.there.

is.ever.a.software.failure.in.the.operating.system ..Cisco.IOS.Software.warm.

upgrade.minimizes.downtime.during.a.Cisco.IOS.Software.upgrade .


HUAWEI

Introduction

NOTES

Huawei Overview

•.Huawei.is.a.privately.held.Chinese.high-tech.company.established.in.1988 .

•..It.had.61,000.employees.at.the.end.of.2006.(approximately15,000.internationally),.with.48%.of.employees.engaged.in.R&D ..

•..Huawei.now.serves.31.of.the.world’s.top.50.operators,.along.with.over.one.billion.users.worldwide ..

•.Claims.to.invest.10%.of.annual.sales.in.R&D ..

•..Huawei’s.2006.global.sales.totaled.$11.billion,.with.more.than.64%.of.sales.made.outside.mainland.China ..

•..It.has.four.corporate.divisions.organized.functionally:.products.and.services,.strategy.and.marketing,.sales.and.support,.operations.and.delivery .

•..Huawei.concentrates.on.four.key.areas:.data.communications,.mobile.networks,.fixed.networks,.software.and.applications .

•..Huawei.has.established.12.R&D.centers.around.the.world,.e .g ..in.the.Silicon.Valley.and.Dallas.of.the.United.States,.Bangalore.in.India,.Stockholm.in.Sweden.and.Moscow.in.Russia,.in.addition,.they.have.28.training.centers.worldwide .

•..Huawei’s.access.routers.are.developed.by.the.Huawei-3Com.joint.venture.(H3C) ..On.November.28,.2006.3Com.purchased.Huawei’s.share.of.H3C.and.is.now.the.sole.owner.of.the.joint.venture ..According.to.the.agreement.between.Huawei.and.3Com,.Huawei.cannot.produce.its.own.enterprise.routers.or.switches.for.the.next.18.months ..All.enterprise.products.sold.by.Huawei.will.be.purchased.on.an.OEM.basis.from.H3C,.now.owned.by.3Com .

•.Huawei’s.product.line.is.divided.into.six.categories.outlined.in.Table.6 .

Huawei

HUaWE I PRODUCT SEGME NTS

Data Communications Products Optical Networks (Service Provider Focus)

Fixed-Line Network (Service Provider Focus)

LAN.switchesRoutersIP.telephony802 .11.wireless.LANFirewalls.and.VPNs.

Long-haul/ultra-long-haul/DWDMMetro.WDMOCSNext-generation.SDH/SONETFSO

Next-generation.networksxDSLSwitchingAccess.networkTerminals/video.conferencing

Mobile Networks (Cellular) Software and Value-added Services Handsets and Wireless Terminals

Call.centers.PHS.handsetsGSM.900/1800CDMA/WCDMAPTTWiMax.

Wireless.intelligent.networksFixed.intelligent.networksUniversal.intelligent.networksOSS/BSSCDN/SANWireless/data

UMTS.and.CDMA.handsetsCDMA.fixed.terminalsWireless.modules.and.data.cards

Table.6:.Huawei.Product.Segments


HUAWEI

Huawei

12006.Dell’Oro.Group

Table.7:.Huawei.Enterprise.Routers

HUaWE I E NTE R PR ISE ROUTE RS

Huawei Product Name Description

AR18-xx Fixed.access.routers.for.small.office.or.home.office.(SOHO) .

Quidway.AR28-xx Modular.access.routers.for.small.and.medium-sized.branch.offices .

Quidway.AR46-xx.(RPU.and.ERPU) Modular.enterprise.core.routers.and.large.enterprise.routers.with..2.to.8.slots ..Enhanced.Router.Processor.Unit.(ERPU).available .

NExx Lower-end.versions.of.the.NetEngine.(NE).product.line.which.Huawei.markets.for.use.in.enterprise.networks.(NE05,.NE08,.NE16,.NE20) .

MSR.20,.MSR.30,.MSR.50 New.higher.performance.access.routers.likely.to.replace.the.AR.series .

Estimated Revenues Revenue (1)(US$M) Current Products

Access.routing1 $14 .8 AR18-xx,.Quidway.AR28-xx,.AR46-xx

High-end.routing1 $33 .8 Quidway.NExx

Figure.4:.Huawei’s.Quidway.Access.Router.Product.Line

Features andPerformance

Small OfficeSmall Enterprice Branch

Small – Midsized BusinessEnterprise Branch

Midsized – Large BusinessLarge Enterprise Branch

Quidway AR18-xx(3Com 3000): fixed configurations,4-port Fast Ethernet, serial, DSL, HDSL

Quidway AR28-xx (3Com 5000):modular configurations, 1-2 RU,1-8 network interface slots (NIM),claimed performance up to 150 Kpps

Quidway AR46-xx (3Com 6000):modular configurations, 3RU and5RU, 2-8 network interface slots, claimed performance up to 350 Kpps and 1000 Kpps with the ERPU

Figure.5:.Typical.Huawei.Network.Configuration

Huawei’s.documentation.does.not.focus.on.the.practical.issues.that.enterprise.

IT.managers.face ..Huawei.products.are.focused.primarily.on.speeds,.feeds,.

and.low.cost.with.the.emphasis.on.port.density.and.uplink.speeds ..Huawei’s.

solutions.do.not.set.out.a.scalable.and.intelligent.network.architecture.such.

as.the.Cisco.Service-Oriented.Network.Architecture.(SONA) ..The.Cisco.

Network.Admission.Control.(NAC).architecture,.for.example,.was.derived.

from.interaction.with.customers.and.a.common.understanding.of.the.issues.

customers.face ..

Huawei.introduced.a.solution.called.Endpoint.Admission.Defense.(EAD);.

however.this.system.only.works.with.local.Chinese.antivirus.software.

solutions ..It.does.not.support.global.antivirus.vendors.such.as.McAfee.

Headquarters

Other company SOHO Branch

Extranet VPN Access VPN Intranet VPN

Quidway® AR46-80

Quidway® AR46-80 Quidway® AR46-80

Quidway® AR46-80

VPN tunnelVPN tunnel

Leased Line

Leased Line/(can’t read this)

(can’t read this)

VPN tunnel

Diagram for Secure VPN Applications

Typical Huawei Network Configurations


HUAWEI

Huawei

HUaWE I aCCES S ROUTE RS

Product Name Quidway aR18-xx Quidway aR28-xx Quidway aR46-xx

Product Numbers AR18-1x,.AR18-2x,..AR18-3x

AR28-09-14,.AR28-30/31,.AR28-40/80

AR46-20,.AR46-40,..AR46-80

Cisco Equivalent Cisco.800.Series,..Cisco.1800.Series Cisco.2800.Series Cisco.3800.Series

Positioning Small.office Mid-sized.branch.office Small.office

Performance

Performance* Not.applicable.(supports..up.to.HDSL.rates) 60-100.Kpps 150-350.Kpps

IPSec.Throughput** 110.Mbps 600.Mbps

Firewall.Throughput

WaN Connectivity

ISDN.BRI Fixed · ·xDSL Fixed · ·T1/E1 Fixed · ·DS-3 · ·Frame.Relay · ·ATM · ·

Table.8:.Huawei.Access.Router.Product.Details

Security,.Trend.Micro,.or.Symantec ..To.date.EAD.has.received.limited.support.

because.of.this.limitation;.however,.it.indicates.Huawei’s.recognition.of.security.

as.an.issue.and.its.willingness.to.invest.resources .

Huawei.does.not.seem.to.have.a.comprehensive.security.strategy ..In.contrast,.

Cisco.provides.a.comprehensive.architectural.solution.called.the.Self-Defending.

Network.(SDN).that.uses.the.network.to.identify,.respond,.and.adapt.to.threats ..

Part.of.SDN.is.Cisco.Network.Admission.Control.(NAC).solutions.which.provide.

access.control.in.conjunction.with.many.antivirus.partners .

Huawei.products.lack.many.common.features.available.today.such.as.Intrusion.

Prevention.and.SSL.VPNs ..Can.Huawei.products.adequately.protect.your.

customer’s.network?

HUaWE I aCCESS ROUTE RS (CONTINUE D)

LaN Connectivity

Built-in.LAN.Ports 1-4.x.Fast.Ethernet.(FE) 1-2.x.FE 2.x.FE.(3.x.GbE.for..ERPU.engine)

Modular.LAN.Capability · ·Layer 2 Features

(PoE).802 .3af

Cisco.Discovery.Protocol/Phone.Discovery

Layer 3 Features

OSPF,. BGP OSPF.only · ·IPv6

MPLS · ·CBWFQ,.WRED · · ·Multiprotocol:..SNA.(DLSw,.SNASw,.SDLC.tunneling,..Bisync.Tunneling),..IPX,.DECnet,.AppleTalk

· (DLSw,.IPX.only)

· (DLSw,.IPX.only)

Multicast · · ·Security

Stateful.Firewall,.NAT · · ·VRF-aware.Firewall

IPS

Antivirus/Anti-spam

URL.(Web.filtering)

DDoS.Protection.(Clean.Pipes,..NetFlow,.uRPF)

· ·

Application-level.Security · ·IPSec.VPN.(3DES,.AES) · · ·SSL.VPN

DMVPN · ·**.H-3C.data.sheet.numbers .


HUAWEI

HUaWE I MULTIPLE SE RVICES ROUTE RS (MSR)

Product Name MSR 20 MSR 30 MSR 50

Product Numbers MSR.20-20,.MSR.20-21,..MSR.20-40

MSR.30-20,.MSR.30-40,..MSR.30-60 MSR.50-40,.MSR.50-60

Cisco Equivalent Cisco.2801.Series Cisco.2851.Series Cisco.3845.Series

Positioning Mid-sized.branch.office Mid-sized.branch.office Large.branch.office

Performance

Performance* 110-130.Kpps 220-240.Kpps 600.Kpps

WaN Connectivity

ISDN.BRI · · ·xDSL · · ·T1/E1 · · ·DS-3 · ·Frame.Relay · · ·ATM · · ·LaN Connectivity

Built-in.LAN.Ports 2.x.Fast.Ethernet.(FE).(10.x.FE.for.MSR.20-21) 2.x.GbE 2.x.GbE

Modular.LAN.Capability · · ·Layer 2 Features

(PoE).802 .3af


Layer 3 Features

OSPF,. BGP · · ·IPv6 · · ·MPLS · · ·CBWFQ,.WRED · · ·Multiprotocol:..SNA.(DLSw,.SNASw,.SDLC.tunneling,..Bisync.Tunneling),..IPX,.DECnet,.AppleTalk

· · ·

Multicast · · ·

Table.9:.Huawei.Multiple.Service.Router.Product.Details

HuaweiTable.8:.Huawei.Access.Router.Product.Details.continued

HUaWE I aCCES S ROUTE RS (CONTINUE D)

Product Name Quidway aR18-xx Quidway aR28-xx Quidway aR46-xx

Product Numbers AR18-1x,.AR18-2x,..AR18-3x

AR28-09-14,.AR28-30/31,.AR28-40/80

AR46-20,.AR46-40,..AR46-80



Voice

Call.Processing,.Signaling

PSTN.Gateway · ·Voice.Mail

WaN Connectivity

Caching

Compression

Application-specific.Acceleration

Product..Vulnerabilities

•.Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering .

•.Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface....and.phone .

•.Weak.MPLS ..Huawei.VRP.(OS).doesn’t.support.Multicast.VPN.(mVPN),....advanced.VPLS.features.(H-VPLS.Ethernet/MPLS,.auto-discovery),....Layer.2.VPN.QoS,.or.MPLS.OAM.features .

•.No.IPv6 .

•.Huawei.only.supports.basic.QoS.SLAs,.limited.policing,.shaping,.queuing,....and.rudimentary.traffic.classification;.no.QoS.automation.capabilities .

**.H-3C.data.sheet.numbers


HUAWEI

HUaWE I MULTIPLE SE RVICES ROUTE RS (MSR) cont inued

Product Name MSR 20 MSR 30 MSR 50

Product Numbers MSR.20-20,.MSR.20-21,..MSR.20-40

MSR.30-20,.MSR.30-40,..MSR.30-60 MSR.50-40,.MSR.50-60

Cisco Equivalent Cisco.2801.Series Cisco.2851.Series Cisco.3845.Series

Positioning Mid-sized.branch.office Mid-sized.branch.office Large.branch.office

Security


IPS

Antivirus/Anti-spam

URL.(Web.filtering)


· · ·

Application-level.Security · · ·IPSec.VPN.(3DES,.AES) · · ·SSL.VPN

DMVPN · · ·Voice

Call.Processing,.Signaling.(H .323.only) · · ·PSTN.Gateway · · ·Voice.Mail

WaN Connectivity

Caching

Compression


Product..Vulnerabilities

•.Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering .

•.Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface.and.phone .



Table.9:.Huawei.Multiple.Service.Router.Product.Details.continued

Huawei Weaknesses

. •..Lack.of.security.integration.as.well.as.security.and.wireless.products ..

. •..Heavily.reliant.on.direct.sales.and.OEM.model .

. •..Weak.feature.support.for.QoS.and.multicast .


Huawei Sales Tactics

. •..Claims.to.offer.the.same.features.as.Cisco,.but.with.lower.price ..

. •..Recycles.old.milestones.and.press.releases.to.be.in.the.news.repeatedly .

. •..Portrays.Cisco.as.a.legacy.product.vendor.and.itself.as.a.customer-

focused,.new-world.innovator .

. •..Claims.technical.feature.performance.to.be.superior.to.Cisco,.with.no.

substantiation .

. •..Uses.partnerships.and.joint.ventures.to.offer.customers.a.complete.

solution .


3COM

NOTES

Huawei 3Com

3Com Overview

3Com.sells.LAN.switches,.routers,.wireless.devices,.security,.connectivity.

(network.interface.cards.[NICs]),.and.IP.telephony.products.worldwide.

primarily.through.indirect.channels ..3Com.has.a.strong.SMB.franchise,.

but.exited.the.enterprise.area.in.2000.and.reentered.in.2003 ..Recent.products.

are.designed.for.higher-density.enterprise.networking.environments.and.most.

were.developed.by.H3C ..3Com.has.consistently.lost.market.share.as.sales.

dropped.from.a.peak.$5 .7.billion.in.1999.to.$650.million.in.fiscal.2005 ..3Com.

has.suffered.operating.losses.for.22.straight.quarters.and.is.hoping.to.break.

even.in.2006 ..Their.FYQ1.2007.revenues.increased.sharply.mainly.due.to.

consolidation.under.US.GAAP,.rather.than.increased.market.penetration:

. •..H3C’s.offerings.include.routers,.Ethernet.switches,.wireless.LAN,..

security,.Voice/Video.over.IP.products,.SOHO.products.and.network.

management.systems ..

. •..H3C.is.headquartered.in.Hong.Kong,.with.principal.operations.in.Hangzhou,.

China,.H3C.employs.4800.people.worldwide ..

. •..The.company.operates.R&D.facilities.in.Beijing,.Hangzhou.and.Shenzhen.in.

China.and.Bangalore.in.India;.invests.more.than.15%.of.revenues.back.into.

R&D.every.year.and.has.about.50%.of.the.workforce.engaged.in.research.

and.development ..

. •..Additionally,.H3C.has.filled.nearly.4000.patents.and.licenses. .

. •..H3C.established.branch.companies.in.Japan,.USA,.South.Africa,.Korea,.

Thailand,.Russia,.India.and.Malaysia;.representative.offices.in.countries.of.

Europe,.Latin.America,.Middle.East,.Asia.Pacific.and.Africa ..

. •..H3C.has.set.up.a.global.logistics.system.and.6.regional.hubs.to.provide.

timely.response.to.customers’.needs ..Regional.service.centers.have.been.

expanded.to.Hong.Kong,.Japan,.Korea,.Thailand,.Malaysia,.India,.Russia,.

USA,.South.Africa.and.Germany,.with.10.overseas.spare.part.centers ..


3COM

1Synergy.Research

Table.10:.3Com.by.Product.Area.From.June.to.November.2005

PRODUCT OFFE R ING a ND R E VE NUE

Fixed-Configuration LaN Switches Routers IP Telephony and Voice

32xx 24.or.48.10/100,.2.SFPs 60xx 4.or.8.slots 3.NBX.platforms.(small.business.PBXs)

42xx 24.or.48.10/100,.2.GbE.ports.or.2.GBIC.slots 50xx 1,.2,.4,.or.8.slots 2.VCX.platforms.(enterprise.PBXs)

44xx 24.or.48.10/100,.2.module.slots,.PoE-capable 30xx 5.models:.1.10/100.and.

various.WAN.models 7.different.IP.phones

45xx 24.or.48.10/100,.2.Gb.ports,.PoE-capable Wireless Products Security and Tipping-Point IPS

38xx 12,.24,.or.48.10/100/1000,.4.SFPs

7.different.access.points3.different.wireless.bridges

7.different.IPSs.with.performance..ranging.from.50.Mbps.to.5.Gbps

5500 24.or.48.10/100,.4.SFPs,.PoE-capable Estimated Revenues (1) Revenue ($M)

5500G 20.or.44.10/100/1000,.4.SFPs,.PoE-capable. . [MD10]

40x0 6.or.12.10/100/1000,.and.up.to.24.SFPs Access.Routers $14 .3

49xx 12.or.24.10/100/1000.and..1.module,.up.6.GBICs. . .

Modular/Chassis LaN Switches . .

77xx 4,.7,.8.slots,.Layer.2–4..capable,.up.292.Gb.ports . .

88xx 7,.10,.14.slots,.Layer.2–4..capable,.up.to.288.Gb.ports

3Com

Figure.6:.3Com.Access.Router.Product.Line

Figure.7:.Typical.3Com.Network.Configuration

Typical 3Com Network Configurations





3Com 3000 (Quidway AR18-xx):fixed configurations, 4-port FE,serial, DSL, HDSL

3Com 5000 (Quidway AR28-xx):modular configurations, 1–2 RU,1–8 network interface slots (NIM),claimed performance up to 150 Kpps

3Com 6000 (Quidway AR46-xx):modular configurations, 3RUand 5RU, 2–8 network interfaceslots, claimed performance upto 350 Kpps

Upon.re-entering.the.enterprise.market,.3Com.has.focused.on.delivering.a.base.

set.of.products.to.satisfy.basic.customer.connectivity,.density,.and.performance.

requirements ..3Com.has.not.focused.on.the.more.comprehensive.needs.of.

enterprise.customers ..3Com.has.yet.to.outline.or.set.forth.a.scalable.and.intelligent.

network.architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) ..

3Com.did.announce.the.Bi-Planar.Network,.an.architecture.similar.to.Juniper’s.

Enterprise.Infranet.Solution,.which.argues.that.connectivity.functions.(routers.and.

switches).are.mature.and.the.control.plane.is.where.innovation.is.likely.to.occur ..But.

this.architecture.falls.short.of.SONA ..The.Bi-Planar.Network,.like.Juniper’s.Enterprise.

Infranet.Solution,.is.an.attempt.to.convince.customers.that.routers.and.switches.

should.not.take.on.more.advanced.functionality.and.that.it.is.easier.to.just.add.more.

expensive.appliances.to.the.network ..The.success.of.Cisco.Integrated.Services.

Routers.certainly.proves.that.customers.actually.do.want.high.levels.of.feature.

integration.for.reduced.up-front.and.operational.expenses .

3Com.does.have.a.broad.array.of.enterprise.products.including.security.and.IP.

telephony.devices ..3Com.jump-started.their.re-entry.into.the.enterprise.market.

with.the.3Com-Huawei.joint.venture ..In.2006.3Com.bought.majority.control.of.

the.joint.venture.from.Huawei ..The.3Com-Huawei.partnership.quickly.leveraged.

industry.solutions.but.has.a.limited.delivery.record ..It.has.done.a.good.job.of.quickly.

delivering.a.set.of.new.products.but.questions.of.product.reliability,.support,.and.

integration.remain.unanswered ..3Com.has.focused.on.much.smaller,.simpler.

networks.and.has.limited.experience.in.more.complex.enterprise.environments .


3COM

3ComTable.11:.3Com.Access.Router.Product.Details

3COM aCCES S ROUTE RS

Product Name Router 3000 Family Router 5000 Family Router 6000 Family

Product Numbers 3030,.3031,.3032,.3033,.3034,.3035 5012,.5232,.5642,.5682 6040,.6080



Performance

Performance* Not.applicable.(supports..up.to.HDSL.rates) 60-100.Kpps 150-350.Kpps

IPSec.Throughput** 110.Mbps 600.Mbps

Firewall.Throughput

WaN Connectivity

ISDN.BRI Fixed · ·xDSL Fixed · ·T1/E1 Fixed · ·DS-3 · ·Frame.Relay · ·ATM · ·LaN Connectivity

Built-in.LAN.Ports 1–4.x.FE 1–2.x.FE 2.x.FE


(PoE).802 .3af


Layer 3 Features

OSPF,.BGP OSPF.only · ·IPv6

MPLS · ·CBWFQ,.WRED · · ·Multiprotocol:.SNA.(DLSw,.SNASw,.SDLC.tunneling,.Bisync.Tunneling),.IPX,.DECnet,.AppleTalk

· (DLSw,.IPX.only)

· (DLSw,.IPX.only)

Multicast · · ·

3COM aCCESS ROUTE RS (CONTINUE D)

Security


IPS

Antivirus/Anti-spam

URL.(Web.filtering)

DDoS.Protection.(Clean.Pipes,.NetFlow,.uRPF) · ·Application-level.Security · ·IPSec.VPN.(3DES,.AES) · · ·SSL.VPN

DMVPN · ·Voice


PSTN.Gateway · ·Voice.Mail

WaN Connectivity

Caching

Compression


Product.Vulnerabilities •.Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering .

•.Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface....and.phone .


•.No.IPv6 .


**.H-3C.data.sheet.numbers


3COM

3Com

3Com Weaknesses

. •..Consistent,.prolonged.financial.difficulties.and.deteriorating.balance.sheet .

. •..Repeated.change.of.strategies.(enterprise.exit.and.re-entry),.constant.

product.shuffling.(first.exiting.modular.switches.and.routers.before.

reversing.that.decision) .

. •..Competing.in.many.networking.segments.has.diverted.3Com’s.attention.in.

the.past ..Is.it.happening.now.with.so.many.areas.of.relatively.small.size.and.

market.share?

3Com Sales Tactics

. •..3Com.delivers.affordable.technology ..3Com.claims.to.offer.features.similar.

to.Cisco,.but.priced.25-30%.lower ..You.get.what.you.pay.for ..3Com’s.use.of.

merchant.silicon.enables.them.to.reach.a.low.price.point,.but.the.products.

offer.fewer.manageability,.security,.and.QoS.features.than.comparable.

Cisco.products,.thereby.increasing.long-term..

operating.costs .

. •..3Com.can.offer.a.broad.solution ..Its.solutions.are.best.deployed.in.

relatively.small.networks ..3Com’s.in-out-in.again.posture.in.the.enterprise.

is.not.likely.to.inspire.customer.confidence.in.its.long-term.commitment ..

The.3Com.Switch.7700.Family.and.8800.Family.of.modular.switching.

products.are.untried,.untested.first-generation.products,.with.unknown.

reliability ..Point.this.out.to.prospective.customers ..Despite.its.broad.

portfolio,.3Com.has.not.provided.the.level.of.integration.offered.by.the.

Cisco.ISR.family.of.access.routers ..Unlike.Cisco,.3Com.access.solutions.

may.require.the.deployment.of.multiple.devices .

. •..3Com.can.take.you.to.a.“New.Era.of.Networking .”.The.“New.Era”.alluded.

to.is.convergence.(voice,.video,.data,.and.IPTV) ..Cisco.has.products.and.

expertise.coupled.with.a.long-term.commitment.to.implement.these.

successfully ..3Com.has.some.elements,.but.are.they.committed?.After.

22.straight.quarterly.losses,.a.declining.cash.balance,.and.a.reduction.in.

staffing.from.13,027.in.fiscal.1999.to.1562.at.the.close.of.fiscal.2006,.is.

3Com.the.partner.with.whom.customers.want.to.enter.the.“New.Era.of.

Networking”?


JUNIPER.NETWORKS

NOTES

3Com Juniper Networks

Juniper Networks Overview

•.Publicly.traded.company,.founded.in.1996,.revenues.of.$2.billion.in.2005 .

•..Initially.focused.on.high-end.routers.for.the.carrier.market,.Juniper.has.

recently.moved.into.the.enterprise.market.with.the.acquisition.of.NetScreen.in.

2004,.Peribit.and.Redline.Networks.in.2005,.and.Funk.Software.in.2006 ..

•..The.majority.of.Juniper’s.enterprise.revenue.is.from.its.enterprise.security.

products .

•..Juniper.sells.its.enterprise.access.routers.mostly.through.indirect.channels.

and.partners .

•..For.access.routing,.Juniper.offers.the.J-series.Services.Routers.(J6300,.

J4300,.J2300,.J4350,.J6350).based.on.JUNOS.and.the.SSG.500.series.based.

on.ScreenOS.(SSG.550,.SSG.520,.SSG.5,.SSG.20,.SSG.140) .

•..Enterprise.core.and.aggregation.routing.offering.include.the.range.of.M-series.

Multiservice.Edge.Routers .

JUNIPE R ’S E NTE R PR ISE ROUTING PRODUCTS

access Routers High-End Enterprise Routers

J-series:.J6300,.J4300,.J2300,.J4350,.J6350 M-series:.M7i,.M10i,.M20,.M40e,.M320,.M120,.M320

Security Products with WaN Interfaces Other

SSG.550.(Modular) Security:.NS.Series,.ISG.Series,.IDP.Series,.Infranet.Controller

SSG.520.(Modular) Application.Acceleration,.DX.Series,.WXC.Series

SSG.5.(Fixed),.SSG.20.(Modular),.SSG.140.(Modular)

Estimated Revenues Revenue ($M) Current Products

Access.Routing.(1) $24 .3 J-series

High-End.Routing.(1) $139 .1 M-series


Table.12:.Juniper’s.Enterprise.Routing.Products


JUNIPER.NETWORKS

Juniper Networks

Figure.8:.Juniper.J-series.Access.Routers.and.SSG.Series.Routers

Figure.9:.Typical.Juniper.Network.Configurations


Leased Line

Typical Juniper Network Configurations

Partner Site

Regional HQ

Global Data Center

Corporate HQ

Large Branch OfficeRemote Office

J6300

M10i

M7i

36300

J2300

J4300

Typical Juniper Network Configurations

Figure.9.shows.a.typical.Juniper.enterprise.network.architecture .





J2300: 1 RU, fixed configurationDual T1/E1, JUNOS-based.

SSG 5: optional WLAN, Fixed ChassisWAN (ISDN BRI, serial, V.92), 90 Mbps Firewall (IMIX), 40 Mbps IPSec, ScreenOS-based.

SSG 20: optional WLAN, Modular chassis, WAN up to T1/E1, 90 Mbps Firewall (IMIX), 40 Mbps IPSec, ScreenOS-based.

J4300: 2 RU, Modular configurationUp to 8 T1/E1, JUNOS-based.

SSG 520: 2 RU, Modular configurationWAN up to DS3, 600 Mbps Firewall, 300 Mbps IPSecScreenOS-based.

J6300: 2 RU, Modular configurationUp to DS3, JUNOS-based.

SSG 550: 2 RU, Modular configurationWAN up to DS3, 1Gbps Firewall, 500 Mbps IPSec, ScreenOS-based.

Security Focus,Security-Based

Routing Focus, Routing Based OS

J4350: 2 RU, 4 GE built-in, IPSec HW Acceleration, Modular configurationwith 6 slots, JUNOS-based, DS3 or Ethernet WAN.

J6350: 2 RU, 4 GE built-in, IPSec HW Acceleration, Modular configurationwith 6 slots, JUNOS-based, DS3 or Ethernet WAN.

Juniper.entered.the.enterprise.market.in.2004.with.the.acquisition.of.

NetScreen ..Since.then,.Juniper.has.acquired.Peribit.and.Redline.for.their.

application.delivery.products.and.Funk.Software.for.its.authentication,.

authorization,.and.accounting.(AAA).and.802 .1X.software ..In.the.past.two.

years,.Juniper’s.enterprise.product.portfolio.has.grown.substantially ...

To.further.strengthen.its.solutions.offerings,.Juniper.developed.partnerships.

with.other.enterprise.infrastructure.vendors.such.as.Avaya.and.Extreme,..

and.WLAN.vendors,.Meru.Networks.and.Aruba .

Juniper’s.strategy.is.product-centric.with.a.strong.emphasis.on.performance ..

This.strategy.is.great.for.those.who.need.point.products.for.specialized.needs.

but.falls.short.when.customers.need.solutions.to.IT.problems.and.want.to.

reduce.their.capital.and.operational.expenses .

Juniper.does.not.set.out.a.scalable.and.intelligent.network.architecture.like.

the.Cisco.Service-Oriented.Network.Architecture.(SONA) ..Unlike.Juniper’s.

Enterprise.Infranet.Architecture,.Cisco.SONA.efficiently.solves.business.

issues.and.reduces.expenses ..With.Juniper,.customers.will.be.forced.to.

integrate.multiple.third-party.solutions.to.provide.critical.business-class.

services,.increasing.their.costs.and.time.spent.on.issue.identification.and.

resolution ..

Almost.two.years.after.the.introduction.of.the.J-series,.there.is.no.increased.

level.of.integration.with.other.technologies.available.within.Juniper.(such.as.

NetScreen.security.technology.and.Peribit.WAN.compression.technology).

and.its.partnerships ..Also,.the.J-series.has.failed.to.generate.significant.

market.presence.for.Juniper.in.routing ..With.the.new.J-series.(J4350,.J6350),.

though,.Juniper.is.promising.increased.levels.of.integration.and.performance ..

For.example,.Juniper.and.Avaya.will.be.making.an.IP.telephony.solution.for.the.

J4350.and.J6350.available.in.Q1.2007 ..The.solution.is.called.the.IG550.Media.

Gateway.and.includes.four.new.modules:.the.TGM550.Telephony.Gateway.

Module.and.the.TIM510,.TIM514.and.TIM521.Telephony.Interface.Modules .

Tables.13.and14.outline.the.features.of.the.Juniper.SSG.500.series.and..

J-series.routers,.respectively .


JUNIPER.NETWORKS

Juniper Networks

JUNIPE R S SG SE R IES

Product Name SSG 5 SSG 20 SSG 140 SSG 520 SSG 550

Cisco Equivalent Cisco.871,..Cisco.1800.Series Cisco.1841 Cisco.2811,.

Cisco.2821 Cisco.2821 Cisco.3825

Positioning Small.offices,.Small.enterprise.branch

Small.offices,.Small.enterprise.branch

Regional.and.branch.office



Performance

Recommended..WAN.Capacity

IPSec.Throughput 40.Mbps 40.Mbps 100.Mbps 300.Mbps 500.Mbps

Firewall.Throughput 90.Mbps.(IMIX) 90.Mbps.(IMIX) 300.Mbps.(IMIX) 600.Mbps 1.Gbps

WaN Connectivity

ISDN.BRI · · ·xDSL · · T1/E1 · · · ·DS-3 · ·Frame.Relay · · · · ·ATM

LaN Connectivity

Built-in.LAN.Ports 7.x.10/100 5.x.10/100 8.x.10/100.2.x.10/100/1000 4.x.10/100/1000 4.x.10/100/1000


(PoE).802 .3af


Layer 3 Features

OSPF,. BGP · · · · ·IPv6

MPLS

CBWFQ,.WRED

Multiprotocol:.SNA.(DLSw,.SNASw,..SDLC.tunneling,.Bisync.Tunneling),.IPX,.DECnet,.AppleTalk

Multicast

Table.13:.Juniper.SSG.Series.Product.Features

JUNIPE R SSG SE R IES (CONTINUE D)

Product Name SSG 5 SSG 20 SSG 140 SSG 520 SSG 550

Security

Stateful.Firewall,.NAT · · · · ·VRF-aware.Firewall

IPS · · · · ·Antivirus/Anti-spam · · · · ·URL.(Web.filtering) · · · · ·DDoS.Protection.(Clean.Pipes,..NetFlow,.uRPF)

Application-level.Security · · · · ·IPSec.VPN.(3DES,..AES) · · · · ·SSL.VPN

DMVPN

Voice


PSTN.Gateway

Voice.Mail

WaN Connectivity

Caching

Compression


Product.Vulnerabilities

•.No.voice.capabilities,.application-delivery.features,.WLAN,.or......switching.cards ..

•.Limited.routing.features ..No.IPv6,.MPLS,.or.Multicast ..Limited.QoS .

•.Limited.management.instrumentation.capabilities.such.as.NetFlow........and.IP.SLA .

•.Limited.WAN.interface.choices ..No.ISDN.or.dialup.backup....capability.(SSG.500.Series) .

•.Limited.expandability.for.additional.branch.office.services .

•.No.multiprotocol.(IBM,.desktop).capability .


JUNIPER.NETWORKS

Juniper NetworksTable.14:.Juniper.J-series.Product.Features

JUNIPE R J - SE R IES

Product Name J2300J4300

End of Sale april 2007

J6300End of Sale april 2007

Cisco Equivalent Cisco.1800.Series Cisco.2821 Cisco.3825

Positioning Small.office Medium.branch.office Large.enterprise.branch

Performance

Recommended.WAN.Capacity 2.x.T1/E1 8.x.T1/E1 1.x.DS-3

IPSec.Throughput

Firewall.Throughput

WaN Connectivity

ISDN.BRI · .

xDSL · .

T1/E1 · .

DS-3 · ·Frame.Relay · · ·ATM

LaN Connectivity

Built-in.LAN.Ports 2.x.10/100 2.x 2.x.10/100


(PoE).802 .3af


Layer 3 Features

OSPF,.BGP · · ·IPv6 · · ·MPLS · · ·CBWFQ,.WRED · · ·

Multiprotocol:.SNA.(DLSw,.SNASw,.SDLC.tunneling,.Bisync.Tunneling),.IPX,..DECnet,.AppleTalk

·(DLSw.only)

· (DLSw.only)

· (DLSw.only)

Multicast · · ·

JUNIPE R J - SE R IES (CONTINUE D)

Product Name J2300J4300


J6300End of Sale april 2007

Security


IPS

Antivirus/Anti-spam

URL.(Web.filtering)

DDoS.Protection.(Clean.Pipes,.NetFlow,.uRPF) · · ·Application-level..Security

IPSec.VPN.(3DES,.AES) · · ·SSL.VPN

DMVPN

Voice

Call.Processing,.Signaling · · ·PSTN.gateway · · ·Voice.Mail · · ·WaN Connectivity

Caching

Compression


Product.Vulnerabilities •.No.or.limited.voice.capabilities,.no.application-delivery.features,.WLAN,...or.switching.cards ..

•.Weak.security:.no.IPS,.NAC,.or.endpoint.security .

•.Limited.interface.choices ..

•.Limited.expandability.compared.to.Cisco.Integrated.Services.Routers .

•.Limited.multiprotocol.capability .


JUNIPER.NETWORKS

Juniper NetworksTable.14:.Juniper.J-series.Product.Features.continued


Product Name J4350 J6350

Cisco Equivalent Cisco.2821 Cisco.3825,.Cisco.3845

Positioning Medium.enterprise.branch Large.branch.office

Performance

Recommended.WAN.Capacity DS-3.or.FE DS-3.or.FE

IPSec.Throughput 30.Mbps.(300.with.HW.Acceleration) 500.Mbps

Firewall.Throughput

WaN Connectivity

ISDN.BRI · ·xDSL · ·T1/E1 · ·DS-3 · ·Frame.Relay · ·ATM

LaN Connectivity

Built-in.LAN.Ports 4.x.GbE 4.x.GbE


(PoE).802 .3af


Layer 3 Features

OSPF,.BGP · ·IPv6 · ·MPLS · ·CBWFQ,.WRED · ·

Multiprotocol:.SNA.(DLSw,.SNASw,.SDLC.tunneling,.Bisync.Tunneling),.IPX,..DECnet,.AppleTalk

·(DLSw.only)

· (DLSw.only)

Multicast · ·


Security

Stateful.Firewall,.NAT · ·VRF-aware.Firewall

IPS (Network.Attack.Detection) (Network.Attack.Detection)

Antivirus/Anti-spam

URL.(Web.filtering)

DDoS.Protection.(Clean.Pipes,.NetFlow,.uRPF) · ·Application-level..Security

IPSec.VPN.(3DES,.AES) · ·SSL.VPN

DMVPN

Voice

Call.Processing,..Signaling

PSTN.gateway

Voice.Mail

WaN Connectivity

Caching

Compression


Product..Vulnerabilities •.No.application-delivery.features,.WLAN,..or.switching.cards.including.PoE ..

•.Avaya.IG550.voice.solution.must.work.with.the.Avaya.Communications.Manager.call.control.server,.typically.located.in.an.enterprise.headquarters ..The.IG550.cannot.operate.as.a.stand-alone.PBX.solution.although.local.survivability.is.provided ..

•.Weak.security:.no.IPS,.NAC,.or.endpoint.security .

•.Limited.interface.choices.(No.ATM,.wireless,.cable,.V92,.H-density.L3....Etherswitch,.asynch,.HSSI,.satellite,.CEoIP) ..

•.Limited.multiprotocol.capability.(only.basic.DLSw) .

•.Weak.investment.protection ..(PIMs.are.not.compatible.with.SSG.5/20.or....M-series.routers,.EPIMs.not.compatible.with.old.J-series)

Note:.J4350,.J6350.information.based.on.Juniper.J4350/J6350..data.sheet.available.on.www .juniper .net


JUNIPER.NETWORKS

Juniper Networks

Juniper Weaknesses

. •..Poor.integration ..Many.vendors.today,.including.Cisco,.have.answered.

market.demands.for.lower.total.cost.of.ownership.(TCO).and.ease.of.

use.by.integrating.several.functions.such.as.voice,.security,.routing,.and.

switching.into.a.single.branch.office.device ..Despite.the.addition.of.Avaya.

voice.capabilities.to.Juniper’s.new.J-series,.Juniper.lags.behind.and.does.

not.deliver.the.level.of.integration.that.customers.are.seeking .

. •..High.initial.cost.and.high.TCO ..To.outfit.a.branch.office.with.routing,.

switching,.voice,.security,.and.application-delivery.capabilities,.

customers.must.consider.several.Juniper.products,.making.the.initial.

purchase.and.the.cost.to.manage.higher.because.of.the.multiple.

appliances.and.operating.systems .

. •..Confusion.over.choice.of.product.to.deploy ..Juniper.would.like.to.sell.the.

SSG.series.and.the.J-series.into.the.branch.office.but.because.of.the.lack.

of.feature.parity.between.the.two.product.lines,.customers.cannot.easily.

choose.one.product.or.the.other ..In.many.cases,.both.products.may.need.

to.be.deployed.to.implement.the.capabilities.needed.by.the.enterprise.

where.only.a.single.Cisco.integrated.services.router.could.be.deployed .

. •..Unclear.enterprise.strategy ..While.Juniper.has.certainly.launched.a.wide.

variety.of.products.for.the.enterprise.and.entered.into.arrangements.with.

other.vendors.such.as.Avaya.and.Extreme,.it.is.unclear.what.Juniper’s.

overall.objective.and.strategy.is.for.delivering.solutions.for.the.enterprise ..

Why.hasn’t.Juniper.provided.higher.levels.of.integration.where.it.is.

needed?.Why.are.there.two.dissimilar.product.lines.with.big.feature.

mismatches.being.targeted.at.the.same.branch.office.segment?.What.are.

Juniper’s.solutions.for.enterprise.architectures?

Juniper Sales Tactics

. •..Juniper.focuses.on.high-performance.products.offering.particular.

functionality.(such.as.security.and.routing).at.the.expense.of.TCO,.ease.of.

use,.and.architectural.efficiencies .

. •..Juniper.wants.to.drive.traditional.service.provider.features.such.as.

Multiprotocol.Label.Switching.(MPLS).and.carrier-class.redundancy.into.

the.enterprise ..Juniper.touts.the.JUNOS.operating.system’s.modularity ..While.

MPLS.may.work.well.for.some.large.enterprises,.many.enterprises.are.not.

ready.for.the.move.and.it.is.beyond.the.needs.of.many.SMBs ...Carrier-class.

features.certainly.improve.uptime.and.reduce.maintenance.costs,.but.not.all.

products.or.enterprises.need.or.can.afford.carrier-class.features .

. •..Juniper.will.lead.a.sale.with.its.security.appliances.and.then.up-sell..

J-series.and.M-series.routers .

. •..Juniper.has.multiple.enterprise.partnerships.for.WLAN,.LAN.switching,.

and.voice ..Some.of.these.partners.can.resell.Juniper.equipment.and.have.

performed.solutions.testing.to.various.levels .


NORTEL

Juniper Networks

NOTES

Nortel

Nortel Overview

Nortel.was.founded.in.1895.as.Northern.Electric.and.Manufacturing ..In.1976,.

Bell.Canada.reduced.ownership,.changing.the.name.to.Northern.Telecom.(NT) ..

NT.introduced.a.digital.switch.in.1981.and.diversified.into.networking.by.

buying.Bay.Networks.in.1998 ..It.changed.the.name.to.Nortel,.and.expanded.

its.product.line.through.numerous.acquisitions.of.networking,.software,.and.

telecom.businesses ..Sales.soared,.then.plunged.with.Nortel.taking.a.$27+.

billion.loss.in.2001 ..Revenues.and.employee.count.currently.are.one-third.of.

peak.levels.reached.in.2000 ..

On.October.17,.2005.Nortel.appointed.Mike.Zafirovski.as.their.new.CEO,.

succeeding.Bill.Owens ..Mr ..Zafirovski.came.from.Motorola.and.is.being.tasked.

to.transform.Nortel.to.profitability.and.streamline.its.operations ..In.a.press.

conference.at.the.CTIA.wireless.show.in.April.2006,.Mr ..Zafirovski.stated.that.

in.the.space.of.two.years,.he.would.trim.product.lines.that.could.not.achieve.

20%.market.share,.trim.more.than.$200.million.from.its.financial.costs.and.

improve.the.company’s.operating.margin.by.more.than.$1 .5.billion ..Clearly,.Mr ..

Zafirovski.is.not.wasting.time.in.taking.steps.to.revitalize.Nortel .

Enterprise.Routing.products.are.the.responsibility.of.the.Converged.Data.

Networks.organization.at.Nortel ..Nortel.has.several.routing.product.lines.

including.the.Multiprotocol.routers.which.came.with.Nortel’s.acquisition.of..

Bay.Networks.in.1998,.internally.developed.VPN.Routers,.and.the.Secure.

Router.line.which.came.with.the.acquisition.of.Tasman.Networks.in.early.2006 ..

These.products.generated.approximately.$45.million.of.revenues.in.2005 ..

They.are.augmented.by.a.full.complement.of.service.provider,.security,..

and.telephony-related.products .


NORTEL

Nortel

NOR TE L’S PRODUCT OFFE R ING a ND R E VE NUE

Enterprise Routing Revenues Revenues ($M1) Voice and VoIP Ethernet Switching

Enterprise.high-end.routers $7 .4 •..IP.PBXs,.IP.and.business..phones

•..PBXs,.Key.systems,.network..management

•..Modular.Ethernet.routing.switches•..Fixed-configuration.Ethernet.routing.switches•..Fixed-configuration.Ethernet.switches

Access.routers $56 .5

Nortel Multiprotocol Routers (from Bay Networks acquisition) Customer Contact Wireless

ARN Multiprotocol.router,.small •..Computer.telephony.integration

•.IP.contact.centers

.

•.Switches.and.access.points.

•..CDMA/GSM/TDMA/UMTS.networksASN Multiprotocol.router,.medium

2430 Small.office,.modular.WAN

5430 Medium-sized.office,.modular.WAN

Table.15:.Nortel’s.Product.Offering.and.Revenue

Nortel Secure Routers (from Tasman Networks acquisition) VPN Routers Optical Networks

1001 Single.T1/E1 1010 30.tunnels,.single.LAN.port •..Switching.and.transport

•.WDM.systems1002 Dual.T1/E1 1050 30.tunnels,.4-port.FE.LAN.switch

1004 Quadruple.T1/E1 1100 30.tunnels,.4-port.FE.LAN,..2.expansion.slots

3120 Up.to.16.T1/E1 1750 500.tunnels,.modular.WAN,..4.expansion.slots

2700 2000.tunnels,.modular.WAN,..3.expansion.slots

5000 5000.tunnels,.modular.WAN,..5.expansion.slots


Figure.10:.Nortel.Enterprise.Router.Product.Lines

Figure.11:.Nortel.Secure.Router.Network


Leased Line

Nortel Secure Router Network

High-speedinternet access

Secure Router1002

T1/E1

Secure Router3120

Businesscustomers

Secure Router3120

T1/E1 or DS3/T3

T1/E1

Secure Router1004Secure voice

video and data

Internet

Typical Nortel Network Configurations

Figures.11,.12,.and.13.represent.typical.Nortel.Enterprise.Network.designs .



Small – Medium BusinessEnterprise Branch

Medium – Large BusinessLarge Enterprise Branch

MultiprotocolRouter 2430

Secure Router Line:Firewall, VPN, Routing

MultiprotocolRouter Line

AdvancedRemote Node(ARN)

VPNRouter 1010

VPNRouter 1020

VPNRouter 1100

Secure Router 1001, 1002, 1004

MultiprotocolRouter 5430

Access StackNode (ASN)

VPNRouter 1750

VPNRouter 2700

Secure Router 3120

VPN Router 5000

VPN Router Line:VPN, Routing


NORTEL

Nortel

Figure.12:.Nortel.VPN.Router.Network

Figure.13:.Nortel.Multiprotocol.Router.Network

Nortel Multiprotocol Router Network

Credit/debitdevice

Cash registerconcentrator

Fire/securityservice

PSTN

Retailing headquarters

Credit/debitAuthorizationservice

ARN

Restricted LAN(administrators)

Bankingheadquarters

ATM Server


Internet

Frame Relay,X.25, PPP, credit/debit,

SMDS, ATM

ISDN

ARN

ARN

Public LAN(students)

Regional school district

Studentrecords

AutomatedTeller Machine (ATM)

Teller terminalconcentrator


Nortel’s.three.product.lines:.secure.routers,.multiprotocol.routers,.and.VPN.

routers.provide.some.different.functionality.but.also.provide.many.of.the.

same.features.as.they.are.all.routers ..Since.Nortel.routers.of.different.lines.are.

sometimes.targeted.at.the.same.segment.it.may.be.difficult.to.find.the.right.

product.fit ..

As.evidenced.by.recent.trends.in.the.router.market.place,.more.and.more.

functionality.outside.of.basic.routing.features.is.being.integrated.into.

traditional.routing.products ..Nortel’s.secure.routers.demonstrate.the.highest.

level.of.integration.with.more.functionality.than.the.other.two.product.lines ..

The.secure.routers.still.lack.many.features.and.functionality.being.offered.by.

other.players.in.the.market ..See.the.Tables.16,.17,.and.18.for.more.details .

With.the.shift.in.focus.at.Nortel,.it.is.difficult.to.see.if.Nortel.has.an.overall.

architectural.strategy.similar.to.Cisco.SONA ..While.Nortel.may.have.good.

solutions.for.small.niche.requirements.of.enterprise.routing,.its.big-picture.

direction.is.unclear.and.may.not.be.aligned.with.the.current.needs.of.

enterprises’.network.operations.and.the.drive.to.reduce.operating.costs..

and.capital.expenses ..

Nortel.announced.in.December.2006.that.it.is.discontinuing.the.multiprotocol.

router.product.line.(formerly.the.BayRS.line) ..According.to.Nortel’s.Website.at.

the.time.of.publication.of.this.document.the.Backbone.Link.Node,.Backbone.

Concentrator.Node,.Access.Stack.Node,.5430,.and.2430.manufacturing.will.

be.discontinued.on.May.31,.2007 ..The.ARN.will.be.discontinued.on.August.

31,.2007 ..Nortel.is.recommending.the.secure.router.line.in.place.of.the.

multiprotocol.routers .

Tables.16,.17,.and.18.summarize.Nortel’s.routing.products .


NORTEL

NortelTable.16:.Nortel.Secure.Router.Line

NOR TE L SECUR E ROUTE RS

Product Name Secure Router 1000 Series Secure Router 3120

Product Numbers 1001,.1001S,.1002,.1004 3120

Cisco Equivalent Cisco.800.Series,.Cisco.1800.Series Cisco.2800.Series

Positioning Small.office,.branch.office Medium-sized.branch.office

Performance

Performance/.WAN.Capacity** 1,.2,.or.4.T1/E1 16.T1/E1.or.2.DS-3s

IPSec.Throughput

Firewall.Throughput

WaN Connectivity

ISDN.BRI 1001/1001S.fixed

xDSL

T1/E1 · ·DS-3 ·Frame.Relay · ·ATM

LaN Connectivity

Built-in.LAN.Ports 2.x.FE 2.x.FE

Modular.LAN.Capability

Layer 2 Features

(PoE).802 .3af


Layer 3 Features

OSPF,.BGP · ·IPv6

MPLS

CBWFQ,.WRED · ·Multiprotocol:.SNA.(DLSw,.SNASw,.SDLC.tunneling,.Bisync.Tunneling),.IPX,..DECnet,.AppleTalk

Multicast · ·

NOR TE L SECUR E ROUTE RS (CONTINUE D)

Security

Stateful.Firewall,.NAT · ·VRF-aware.Firewall

IPS

Antivirus/Anti-spam

URL.(Web.filtering)

DDoS.Protection.(Clean.Pipes,.NetFlow,.uRPF)

Application-level..Security · ·IPSec.VPN.(3DES,.AES) · ·SSL.VPN

DMVPN

Voice

Call.Processing,..Signaling

PSTN.gateway

Voice.Mail

WaN Connectivity

Caching

Compression


Product.Vulnerabilities •.Limited.LAN.support ..Only.2.Fast.Ethernet.(FE).ports,.no.Gigabit...Ethernet.(GbE).ports .

•.Limited.WAN.support ..No.xDSL,.no.ISDN.BRI.backup.except.on.1001.model .

•.No.voice.capabilities,.no.application-delivery.capabilities .

•.No.multiprotocol.support .

•.Weak.security,.no.intrusion-prevention.capability .


NORTEL

Nortel

NOR TE L VPN ROUTE RS

Product Name VPN Router 1000 Series VPN Router 1750 VPN Router 2700 VPN Router 5000

Product Numbers 1010,.1050,.1100 1750 2700 5000

Cisco Equivalent Cisco.800.Series Cisco.1800.Series Cisco.2800.Series Cisco.3700.Series

Positioning Small.office,.small..branch.office Small.headquarters Medium-sized.

headquarters Large.headquarters

Performance

Number.of.IPSec.Tunnels 30 500 2000 5000

WaN Connectivity

ISDN.BRI · · ·xDSL · · ·T1/E1 · ·DS-3

Frame.Relay · · ·ATM

Ethernet · · · ·LaN Connectivity

Built-in.LAN.Ports 2.-.4.x.FE 2.x.FE 2.x.FE 1.x.FE,.1.x.GbE

Modular.LAN.Capability · · ·Layer 2 Features

(PoE).802 .3af


Layer 3 Features

OSPF,.BGP · · · ·IPv6

MPLS

CBWFQ,.WRED WRED.only WRED.only WRED.only WRED.only

Multiprotocol:.SNA.(DLSw,.SNASw,.SDLC.tunneling,.Bisync.Tunneling),.IPX,.DECnet,.AppleTalk

DLSw DLSw DLSw DLSw

Multicast

Table.17:.Nortel.VPN.Router.Line

NOR TE L VPN ROUTE RS (CONTINUE D)

Security

Stateful.Firewall,.NAT · · · ·VRF-aware.Firewall

IPS

Antivirus/Anti-spam

URL.(Web.filtering)


Application-level.Security · ·IPSec.VPN.(3DES,.AES) · · · ·SSL.VPN · · ·DMVPN

Voice


PSTN.Gateway

Voice.Mail

WaN Connectivity

Caching

Compression




•.Weak.security,.no.intrusion-prevention.capability .

•.Weak.LAN.capability,.modular.cards.support.only.single.Ethernet.ports .

•.Limited.basic.IP.support,.BGP.requires.additional.license .

•.No.IPv6,.MPLS,.or.Multicast.support .


NORTEL

Nortel

NOR TE L MULTIPROTO COL ROUTE RS

Product NameMultiprotocol Router 2430


Multiprotocol Router 5430


advanced Remote Node


access Stack Node


Product Numbers 2430 5430 ARN ASN

Cisco Equivalent Cisco.800.Series Cisco.1800.Series Cisco.1800.Series Cisco.3800.and..Cisco.7200.Series

Positioning Small.office,.small..branch.office Branch.office Legacy.traffic.

transport,.small.siteRemote.and..

campus.offices

WaN Connectivity

ISDN.BRI · · · ·xDSL · ·T1/E1 · · · ·DS-3 ·Frame.Relay · · · ·ATM · ·Ethernet · ·LaN Connectivity

Built-in.LAN.Ports 1.x.FE 2.x.FE 2.x.FE 1.x.FE,.1.x.GbE


(PoE).802 .3af


Layer 3 Features

OSPF,.BGP · · · ·IPv6 · · · ·MPLS

CBWFQ,.WRED · · · ·

Multiprotocol:.SNA.(DLSw,.SNASw,..SDLC.tunneling,.Bisync.Tunneling),.IPX,.DECnet,.AppleTalk

· · · ·

Multicast

Table.18:.Nortel.Multiprotocol.Router.Line

NOR TE L MULTIPROTO COL ROUTE RS (CONTINUE D)

Security

Stateful.Firewall,.NAT

VRF-aware.Firewall

IPS

Antivirus/Anti-spam

URL.(Web.filtering)


Application-level.Security

IPSec.VPN.(3DES,.AES) · (no.AES) · (no.AES) · (no.AES) · (no.AES)

SSL.VPN

DMVPN

Voice


PSTN.Gateway

Voice.Mail

WaN Connectivity

Caching

Compression




•.Weak.security,.no.intrusion-prevention.capability,.no.stateful.firewall .

•.Weak.LAN.capability,.modular.cards.support.only.single.Ethernet.ports .

•.No.MPLS.or.Multicast.support .


NORTEL

Nortel

Nortel Weaknesses

. •..Nortel.lacks.solid.momentum.behind.its.enterprise.product.development.

efforts ..Nortel.has.repeatedly.announced.a.product,.pushed.it.into.the.

channel,.and.then.failed.to.deliver.critical.technology.updates.necessary.to.

keep.that.product.competitive.in.the.market ..Key.examples.include.the.late.

shipment.of.its.next-generation.Ethernet.Routing.Switch.8600,.the.lack.of.

new.modules.for.the.Ethernet.Routing.Switch.8300,.and.promised,..

but.not.delivered,.full.Layer.3.functionality.for.the.Ethernet.Routing.Switch.

5000.Series .

. •..Nortel’s.three.lines.of.enterprise.routers.make.it.difficult.for.Nortel.partners.

to.decide.which.products.to.recommend.to.customers ..A.combination.of.

older.products.and.new.products.with.overlapping.functionality,.features,.

and.intended.target.markets.makes.the.choice.confusing ..Support.for.

multiple.software.trains.for.similar.products.will.make.it.challenging.for.

Nortel.to.maintain.feature.development.on.all.three.product.lines ..With.

recent.changes.at.Nortel,.it.is.difficult.to.see.which.products.will.be.the.

focus.of.Nortel’s.efforts.in.the.future .

. •..Nortel.continues.to.downsize.with.a.2900-employee.reduction.announced.

in.February.2007 ..The.strength.of.the.Nortel.enterprise.business.in.its.time.

of.financial.troubles.was.its.commitment.to.product.development.and.

innovation ..However.the.new.CEO.has.indicated.that.Nortel.will.need.to.

significantly.change.its.processes.and.methods.to.lower.R&D.and.other.

operational.costs.in.the.future ..

. •..Continual.turnover.and.reorganization.within.the.ranks.of.Nortel’s.

enterprise.division.take.their.toll.on.the.company’s.ability.to.execute.on.

a.single.enterprise.strategy,.which.in.turn.causes.delays.in.new.product.

development,.channel.initiatives,.and.customer-focused.events.and.

marketing ..However,.by.discontinuing.the.multiprotocol.router.line.in.favor.

of.the.Secure.Router.line,.Nortel.is.starting.to.make.customer.choices.

easier.and.their.strategy.clearer .

Nortel Sales Tactics

. •..Nortel.strongly.emphasizes.convergence ..

. •..It.has.recently.started.to.market.solutions.rather.than.individual.devices,.

but.sales.teams.typically.focus.on.the.device ..

. •..Nortel.is.starting.to.vertically.market.their.solutions .

. •..Nortel.uses.Solution.Selling.Tools.and.Relationship.Selling,.but.account.

teams.are.not.practicing.these.effectively.yet ..


APPLIA

NCE.COMPETITORS

Nortel

NOTES

appliance Competitors

Comparing the ISR to Purpose-Built Appliances

Customers.can.lower.TCO.and.benefit.from.the.Cisco.end-to-end.SONA.

architecture.by.using.Integrated.Services.Routers ..But.can.the.ISRs.compete.

with.single-use.appliances.from.vendors.that.focus.on.specific.market.

segments.such.as.application.delivery,.WAN.optimization,.security,.and.voice?.

The.answer.is.yes ..In.many.cases.an.ISR’s.integrated.services.outperform.

single-use.appliances.in.performance.and.features ..However,.with.Cisco.you.

can.also:

. •..Lower.operational.costs ..Unlike.dedicated.appliances,.a.Cisco.integrated.

services.module.has.no.incremental.support.costs.(it.is.covered.under.the.

router.maintenance.contract),.reduces.physical.space.requirements,.and.

simplifies.power.and.cable.management ..In.addition,.services.modules.

are.designed.to.provide.the.same.hardware.isolation.benefits.provided.by.

dedicated.appliances ..A.service.interruption.on.a.services.module.will.not.

affect.router.operation .

. •..Reduce.device.management.overhead ..With.the.ISR,.IT.staff.will.only.need.

to.learn.a.single.device—the.ISR—and.single.operating.system—Cisco.

IOS.Software ..With.other.vendors,.IT.staff.will.face.learning.and.managing.

multiple.operating.systems.and.multiple.devices ..In.cases.where.multiple.

services.are.involved,.it.is.likely.that.IT.will.have.to.learn.five.or.more.

devices.each.with.unique.operating.systems ..This.is.the.case.with.many.

other.vendors.if.the.customer.requires.switching,.routing,.security,.voice.

and.application.acceleration.services.in.their.branch.location .

. •...Avoid.radical.network.redesign ..In.some.cases,.other.vendors’.services.

solutions.can.be.disruptive.to.network.configurations.and.architectures ..

For.example,.inadequate.routing.and.quality.of.service.(QoS).capabilities..

in.a.security.appliance.may.disrupt.voice.quality ..Also,.with.“tunnel.mode”..

application.acceleration.solutions,.QoS.and.security.(ACLs).need.to.

be.redesigned.and.reintegrated.into.the.routed.network ..With.Cisco,.

customers.can.be.confident.that.new.services.will.plug.and.play.with.the.

existing.network ..Cisco.helps.ensure.that.features.with.one.service.are.

compatible.with.the.operation.of.other.services ..This.is.the.essence.of.the.

Cisco.SONA.framework .


APPLIA

NCE.COMPETITORS

Unlike.other.competitors,.the.ISR.is.designed.from.the.beginning.to.integrate.

multiple.services.such.as.routing,.switching,.security,.voice,.and.application.

delivery.onto.a.single.device ..The.Cisco.integration.philosophy.is.prevalent.

throughout.our.approach.to.product.design,.as.evidenced.by.the.successful.

Cisco.Catalyst.6500.and.the.ISR .

WAN Optimization/Application Delivery Competitors

CISCO WIDE aREa aPPLICaTION SERVICES

The.Cisco.WAN.acceleration.solution.is.called.Wide.Area.Application.Services.

(WAAS) ..To.run.WAAS.on.the.ISR,.a.customer.needs.a.Wide-Area.Application.

Engine.Network.Module.(NME-WAE).and.the.appropriate.WAAS.software.

license ..A.Wide.Area.Application.Engine.(WAE).data.center.appliance.such.as.

the.Cisco.WAE-7326.is.also.required .

Note.that.Cisco.also.provides.a.range.of.application.delivery.and.application-

oriented.networking.solutions.and.appliances.for.the.branch.and.data.center ..

Please.visit.Cisco .com.for.further.details .


CISCO aPPLICaTION DELIVERy COMPETITIVE aDVaNTaGES

. •..Transparent.integration.Cisco.WAAS.integrates.transparently.with.

existing.client,.server,.storage,.and.network.infrastructure.(Figure.15) ..

Optimizations.provided.by.Cisco.WAAS.are.transparent.and.require.no.

changes.to.the.infrastructure ..Unlike.many.WAN.optimization.products.

that.use.TCP.encapsulation,.Network.Address.Translation.(NAT).static.

tunnels,.or.dynamic.tunnels,.the.Cisco.WAAS.solution.provides.WAN.

optimization.capabilities.without.manipulating.information.that.is.vital.

for.enabling.value-added.services.that.are.hosted.within.the.network.

infrastructure ..By.providing.packet.network.transparency.and.preserving.

IP.and.TCP.header.information,.Cisco.WAAS.is.able.to.interoperate.

with.Cisco.IOS.Software.advanced.network.services.such.as.Quality.of.

Service.(QoS),.NetFlow,.Access.Control.Lists.(ACLs),.Optimized.Edge.

Routing.(OER),.IP.service-level.agreements.(SLAs),.and.Router.and.Link.

redundancy .

. •..Uncompromising.application.troubleshooting,.diagnostics,.and.traffic.

analysis ..Troubleshooting.application.performance.is.easier.with.a.

Cisco.ISR/WAAS.solution.because.of.its.inherent.network.transparency ..

Solutions.that.use.tunnels.for.WAN.compression.sometimes.hide.critical.

information,.which.makes.troubleshooting.and.traffic.analysis.more.

complicated ..For.example,.to.properly.help.ensure.end-to-end.voice.

and.video.quality.for.a.specific.connection,.it.is.important.to.understand.

packet.loss,.jitter,.and.delay.at.every.point.in.the.network ..If.a.WAN.

controller.uses.TCP.encapsulation,.Network.Address.Translation.(NAT),.

static.tunnels,.or.dynamic.tunnels,.troubleshooting.is.compromised.and.

analysis.is.impaired.because.of.a.lack.of.visibility ..

Figure.14:.Cisco.Wide-area.Application.Engine.Network.Module.for.Integrated.Services.Routers


APPLIA

NCE.COMPETITORS

Figure.15:.Cisco.WAAS.Network.Transparency

COMPETITOR PRODUCTS aND POSITIONING

Primary.Cisco.competitors.in.application.networking.are.Juniper.Networks,.

Riverbed,.and.Packeteer ..These.vendors.offer.a.range.of.purpose-built.

appliances.that.address.branch.office.needs ..All.of.the.products.in.Table.19.

below.operate.in.the.range.of.less.than.4.Mbps.of.throughput ..Packeteer.recently.

purchased.Tacit,.which.brought.in.the.iShared.line.of.appliances ..Both.the.

PacketShaper.appliances.and.iShared.line.offer.similar.functionality .

Table.19:.Cisco.WAE.Modules.vs ..Competitor.Appliances

Cisco Juniper Networks Riverbed Packeteer

NME-WAE-302,..NME-WAE-502

WX-15,.WX-20,.WXC-250

Steelhead.Appliances.Models:.100,.200,.520,.1020

iShared.Models:.IS-50

PacketShaper.Models:.1200,.1400,.1550


JUNIPER NETWORkS

For.a.general.background.on.Juniper.Networks.see.page.167 ..

Juniper.Networks.entered.the.application.acceleration.market.when.it.

purchased.Peribit.Networks.in.April.2005 ..Juniper.offers.the.WX.and.WXC.

appliances.for.WAN.optimization ..Both.the.WX.and.WXC.products.perform.the.

same.functions.except.that.the.WXC.also.includes.a.hard.drive.to.store.data.

patterns.as.part.of.its.compression.scheme ..All.WX.and.WXC.devices.run.the.

WX.Operating.System.(WXOS),.which.delivers.the.features.available.within.

the.WXC.products .

Cisco Juniper Riverbed Packeteer (PacketShaper)

Packeteer (iShared)

Feature

WAN.Compression

Network.Transparent.Compression.

(Data.Redundancy.

Elimination–DRE)

Network.Tunneled.

Compression.(Molecular.Sequence.Reduction,.Network.Sequence.Caching)

Network.Tunneled.

Compression.(Data.

Streamlining*)

Network.Tunneled.

Compression.(PacketShaper.Compression.

Module)

Connection.Pooling.

Compression**.(Data.Reduction)

WAN.QoS.Classification.and.Traffic.Shaping

Integrated.into..the.ISR.Cisco.IOS.Software

Yes,.within.tunnels

Yes,.within..TCP.tunnels

Yes,.within.tunnels Yes

Generic.Protocol.Optimization..(e .g ..TCP,.HTTP)

Yes Yes Yes No Yes

Application.Specific.Acceleration..(e .g ..CIFS)

Yes Yes Yes No Yes

*.Note.that.Riverbed.claims.network.transparency,.but.Cisco.testing.revealed.that.Riverbed.is.using.dynamic.and.static.TCP.tunnels.between.Riverbed.appliances,.which.creates.a.loss.in.visibility.of.Layer.3.and.4.packet.header.information .

**.Packeteer’s.iShared.appliances.offer.compression.but.with.a.“Connection.Pooling”.scheme.that.creates.a.loss..in.visibility.of.Layer.3.and.4.packet.header.information .

Table.20:.Application.Acceleration.Feature.Comparison


APPLIA

NCE.COMPETITORS

Juniper.application.acceleration.weaknesses:

. •..May.introduce.difficulties.in.successfully.implementing.features.such.as.

QoS,.NBAR,.NetFlow,.and.ACLs.due.to.the.tunnel-based.nontransparent.

architecture .

. •..May.require.changes.to.existing.infrastructure.configurations ..For.

example,.existing.QoS.policies.may.need.to.be.adjusted.or.modified.to.

accommodate.tunnel-based.architecture ..

. •..Possibly.higher.capital.and.operational.expenses ..Juniper’s.appliance.

solution.is.another.operating.system.and.device.that.requires.its.own.

individual.management,.space,.and.power.over.and.above.other.devices.

such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With.

a.Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a.

single.device ..

RIVERBED

Riverbed.Technology.was.founded.in.2002.and.is.one.of.the.youngest.

competitors.in.the.application.networking.market ..Riverbed.is.based.in.

San.Francisco,.California ..It.only.focuses.in.the.WAN.optimization.controller.

market.segment.and.is.one.of.the.fastest.growing.companies.in.this.area.

based.on.revenue.and.market.share ..Its.Steelhead.appliance.line.comes.in.six.


Figure.16:.Typical.Juniper.Deployment

different.platform.sizes.to.address.any.application.traffic.load.and.WAN.link.

capacity ..Riverbed.also.offers.centralized.management.of.multiple.Steelhead.

appliances.through.its.Central.Management.Console.(CMC) .

Riverbed.application.acceleration.weaknesses:



architecture .

. •..May.require.changes.to.existing.infrastructure.configurations ..For.

example,.existing.QoS.policies.may.need.to.be.adjusted.or.modified.to.

accommodate.tunnel-based.architecture ..

. •..Possibly.higher.capital.and.operational.expenses ..Riverbed’s.appliance.



such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With.

a.Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a.

single.device .

Figure.17:.Typical.Riverbed.Deployment

PaCkETEER

Packeteer.was.founded.in.1996.and.is.focused.on.developing.products.for.the.

WAN.optimization.market ..Its.headquarters.are.located.in.Cupertino,.California ..

Packeteer.has.been.in.the.WAN.optimization.business.for.over.10.years.and.

enjoys.one.the.largest.installed.bases.with.its.PacketShaper.products ..In.May.

2006,.Packeteer.bought.Tacit.and.now.offers.the.iShared.product.line ..The.

iShared.and.PacketShaper.product.lines.offer.similar.features.except.that.

iShared.additionally.provides.file.sharing.acceleration ..


APPLIA

NCE.COMPETITORS

Packeteer.application.acceleration.weaknesses:



architecture .

. •..May.require.changes.to.existing.infrastructure.configurations ..For.example,..

existing.QoS.policies.may.need.to.be.adjusted.or.modified.to.accommodate.

tunnel-based.architecture ..

. •..Possibly.higher.capital.and.operational.expenses ..Packeteer’s.appliance.



such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With.a.

Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a..

single.device .

. •..Packeteer’s.installed.base.of.PacketShaper.appliances.is.vulnerable.

because.of.the.lack.of.some.key.features.(such.as.is.offered.on.the..

iShared.line) .


Figure.18:.Typical.Packeteer.Deployment

Unified Communications Competitors

CISCO UNIFIED COMMUNICaTIONS

Cisco.Integrated.Services.Router.platforms.embed.voice.and.security.

functions.directly.inside.the.router,.enabling.customers.to.deploy.advanced.

services.simply.by.installing.digital.signal.processors.(DSPs).and.advanced.

integration.modules.(AIMs).for.IP.telephony.conferencing,.voice.gateways,.

Cisco.Unity™.Express.voice.mail.and.automated.attendant,.as.well.as.industry-

standard.security ..For.call.processing,.customers.can.enable.the.company’s.

award-winning.Cisco.Unified.CallManager.Express.solution.as.part.of.Cisco.

IOS.Software,.and.easily.reconfigure.the.same.software.at.any.time.to.support.

Cisco.Unified.Survivable.Remote.Site.Telephony.(SRST).for.centralized.call.

processing.with.Cisco.Unified.CallManager,.the.industry’s.leading.solution.for.

enterprise-class.IP.telephony ..

Cisco’s.integration.approach,.embedding.proven.voice.technologies.inside.the.

platform,.frees.up.modular.slots.on.the.router.for.advanced.services,.enabling.

customers.to.take.advantage.of.high.speed.WAN.interface.card.(HWIC).and.

enhanced.network.module.(NME).for.additional.services,.interfaces,.and.

densities .

The.innovative.extension.voice.module.(EVM).slot.on.both.the.Cisco.2821.and.

2851.routers.provides.significant.increases.in.analog.and.Basic.Rate.Interface.

(BRI).voice.densities.within.a.single.platform,.scaling.to.as.many.as.24.foreign.

exchange.station.(FXS).interfaces.and.12.foreign.exchange.office.(FXO).

interfaces.(these.EVM.modules.also.are.supported.on.the.Cisco.3825.and.

3845.routers) ..All.Cisco.Integrated.Services.Router.platforms.natively.support.

voice.interface.cards.(VICs).in.all.HWIC.slots.and.use.the.optional.packet.voice.

DSP.modules.(PVDMs),.which.are.installable.on.the.motherboard.of.the.router.

itself ..An.example.of.voice.is.embedded.into.the.ISR.is.shown.in.Figure.19 ...

In.this.example.the.Cisco.3845.ISR.is.shown .


APPLIA

NCE.COMPETITORS

CISCO UNIFIED COMMUNICaTIONS COMPETITIVE aDVaNTaGES

Cisco.Integrated.Services.Router.platforms.embed.voice.and.security.functions.

directly.inside.the.router,.enabling.customers.to.deploy.advanced.services.

simply.by.installing.digital.signal.processors.(DSPs).and.advanced.integration.

modules.(AIMs).for.IP.telephony.conferencing,.voice.gateways,.Cisco.Unity™.

Express.voice.mail.and.automated.attendant,.as.well.as.industry-standard.

security ..For.call.processing,.customers.can.enable.the.company’

. •..Integrated Systems approach:.Using.a.systems.approach,.Cisco.combines.

the.strengths.of.intelligent.networking.with.security,.open.application.

programming.interfaces.(APIs),.and.self-service.business.applications ..

And.because.a.converged.Cisco.network.offers.intelligence.that’s.actually.

integrated.throughout.the.entire.network,.organizations.can.take.advantage.

of.networkwide.security,.enhanced.resilience,.simplified.network.

management,.lower.total.cost.of.ownership,.and.accelerated.time-to-

value ..Cisco.Unified.Communications.applications.are.also.network-aware;.

they.seek.out.the.network.services.they.require-for.example,.an.IP.phone.

retrieving.the.proper.settings.for.power.or.quality.of.service.(QoS) ...Here.

are.some.of.the.voice.specific.benefits.of.Cisco’s.unique.systems.approach:

Deployment Benefits

. •..Faster,.more.cost-efficient.IP.phone.moves,.adds,.and.changes

•.Automatically.configure.Cisco.Catalyst.switches.for.voice

•.Efficiently.power.Cisco.Unified.IP.phones

•.Automatically.configure.Cisco.Unified.IP.phones


Figure.19:.Cisco.ISR.Embedded.Voice.Services

. •.Ensure.optimum.voice.quality.across.the.WAN

. •..Secure.unified.communications.everywhere-from.the.endpoints.to.the.

network.infrastructure

. •.Always-available.voice

Operational Benefits

. •.Faster.resolution.of.voice.issues

•.Rapid.detection.and.notification.of.voice.anomalies

•.Centralized.troubleshooting-avoid.onsite.visits

•.Common.view.of.the.network.for.voice.and.data.teams

. •.Reduced.911.costs.and.dispatching.errors

. •.Greater.accuracy.of.voice.configuration.changes

Consolidation Benefits

. •.Consolidated.Cisco.Unified.Contact.Center.voice.recording

. •.Scalable.wireless.voice.services

. •.Services.integration,.which.simplifies.the.network

. •.Video.as.a.simple.addition

. •.Integrated.services.and.support

. •..SMB advantages.–.Simple.and.self-contained—unlike.competitor.

solutions—Cisco’s.voice.SMB.solution.does.not.require.the.use.of.

external.routers,.switches.and.security.appliances ..The.ISR.is.a..

self-contained.solution.that.provides.basic.and.advanced.routing,.

security,.switching,.and.voice.features,.giving.SMBs.access.to.the.latest.

communications.technology ..With.Cisco’s.Unified.CallManager.Express.

and.Unity.Express,.customers.can.easily.replace.traditional,.legacy.key.

systems/small.PBXs.and.voice.mail.systems


APPLIA

NCE.COMPETITORS



Some.of.Cisco’s.key.competitors.in.unified.communications.are.Avaya,..

Nortel.and.ShoreTel ..These.vendors.offer.unified.communications.solutions.

that.provide.voice.communications.and.messaging.solutions ..All.competitors.

offer.stand.alone.solutions.for.the.Small-Medium.Business.(SMB).market.and.

more.scalable.solutions.with.central.management.and.call.processing.for.larger.

enterprises ..While.not.covered.in.this.guide,.all.vendors.also.offer.a.range.of..

IP.Phones .

Cisco avaya Nortel ShoreTel

Stand-alone SMB Solutions (less than 250 users)

Solution.NameUnified.CallManager.

Express/Unity.Express .

IP.Office,.MultiVantage..Express

Business.Communication.Manager.(BCM)

ShoreTel.SBE.(Small.Business.Edition)

Call.Control.and.Voice.Gateway

2800,.3800.Series.ISR

Small.Office.Edition,.IP.Office.406,..IP.Office.412,.IP.Office.500,.MultiVantage..

Express.(CM.3 .1)

BC.50,.BCM.200,.BCM.400

ShoreGear.Models:.120/24,.60/12,.40/8.

.and.T1/E1

Messaging 2800,.3800.Series.ISR.

Small.Office.Edition,.IP.Office.406,..IP.Office.412,.IP.Office.500,.

MultiVantage.Express..(Intuity.Audix)

BCM.50,.BCM.200,.BCM.400

ShoreTel.Unified.Messaging.–.runs.on.Windows.server.

platform

Large User Solutions (greater than 250 users)

Solution.Name Cisco.Unified.Communications

Avaya.Unified.Communications

Nortel.Unified.Communications

ShoreTel.Unified.Communications

Call.Control Unified.CallManager

Avaya.Communication.Manager,.S8XXX.Media.Servers

Communication.Server.Models:.

CS.1000,.CS.2100,.and.Multimedia.Communications.Server.5100

ShoreGear.Models:.120/24,.60/12,.40/8,.

and.T1/E1

Branch.Office.Voice.Gateway

2800,.3800.Series.ISR

G150,.G250,.G350,.IG550.(Avaya/.

Juniper.Gateway),.G650,.G700

BCM.50,.BCM.200,.BCM.400,.SRG

ShoreGear.Models:.120/24,.60/12,.40/8..

and.T1/E1

Messaging Cisco.UnityAvaya.Modular.

Messaging,.S8XXX.Media.Servers

CallPilot ShoreTel.Unified.Messaging.

Table.21:.Cisco.Unified.Communications.vs ..Competitor.Solutions

aVaya VOICE SOLUTION

Avaya.was.founded.in.2000.as.a.spin-off.of.Lucent ..Avaya.is.focused.on.

communications.equipment.and.services ..About.50%.of.Avaya’s.revenue.

is.from.services.and.50%.is.from.communications.equipment.and.in.FY06,.

Avaya’s.revenues.were.$5 .1.billion ..Avaya.and.Nortel.both.started.with.a.large.

installed.base.of.PBXs.and.digital.telephony.systems.that.are.not.IP.based ..

While.Avaya.and.Nortel.have.been.rushing.to.convert.their.bases.to.IP,.Cisco.

and.other.competitors.are.offering.only.unified.communications.solutions .

From.a.networking.perspective,.Avaya.has.built.alliances.with.both.Extreme.

Networks.for.switching.and.Juniper.Networks.for.routing.and.security ..The.

Avaya.and.Juniper.alliance.allows.Avaya.to.resell.Juniper.products.and.also.

enables.joint.product.development ..The.new.Juniper.J4350.and.J6350.for.

example.will.be.the.host.of.Avaya’s.new.IG550.voice.gateway.shown.in.Figure.

20 ..This.solution.currently.runs.as.part.of.a.centralized.call.processing.system.

with.Avaya.Communications.Manager.and.cannot.run.in.a.stand-alone.PBX.

configuration ..Avaya.also.offers.other.gateways.and.stand-alone.appliances .

Figure.20:.Avaya.IG550.Voice.Gateway.and.Juniper.J4350/J6350.Routers


APPLIA

NCE.COMPETITORS


Avaya/Juniper.General.Weaknesses:

. •..Potential.conflict.with.partners ..Avaya.has.a.large.global.services.

organization.that.can.be.a.strong.driver.for.business.but.can.also.be.in.

conflict.with.channel.partners .

. •..Lack.of.IP/Data.experience ..Avaya.is.a.voice.only.player.and.has.traditionally.

sold.TDM.devices.so.it.may.lack.some.IP.and.data.experience .

. •..Reliance.on.partnerships.to.provide.a.whole.solution ..In.order.to.provide.

a.tested.and.integrated.solution,.Avaya.relies.on.partnerships.with.other.

networking.vendors.such.as.Juniper.Networks.and.Extreme.Networks ..

These.partnerships.can.sometimes.be.difficult.to.manage.and.maintain.

over.time ..In.addition,.customers.may.have.to.contend.with.multiple.vendors.

during.the.procurement.cycle.and.when.support.is.needed .

SMB:.Avaya/Juniper.IP.Office.Weaknesses:

. •..No.endpoint.investment.protection..for.the.5600.IP.phones.and.5400..

digital..phones.if.the.customer.chooses.to.migrate.to.the.Avaya.

Communication.Manager.platform.as.these.phones.are.IP.Office.exclusive.

models ..Note:.the.Avaya.4600.series.IP.phones.work.on.both.the.Avaya.

Communication.Manager.and.IP.Office.platforms .

. •..No.support.for.SIP.in.current.IP.Office.version.3 .2 ..H .323.is.the.only.

supported.VoIP.protocol ..

. •..No.inline.Power.over.Ethernet.(PoE).module ..IP.Office.requires.an.external.

Ethernet.switch.to.provide.PoE.support.for.the.IP.phones ..

. •..No.native.video.support.with.IP.Office ..

. •..Avaya.IP.Office.firewall.has..protections.only.against.standard.protocols ...

UC.500.leverages.various.proven.Cisco.unified.communications.

technologies.(IOS,.CME,.CUE,.Wi-Fi,.VPN,.Firewall) .

. •..Upgrading.from.the.Lite.versions.of.IP.Office.applications.to.the.Pro.

versions.or.optional.applications.require.additional.IP.Office.licenses ..

NORTEL VOICE SOLUTION

For.a.general.background.on.Nortel.see.page.179 ..

Nortel.is.a.company.with.a.long.legacy.in.business.communications.and.as.

such.has.a.large.legacy.of.digital.telephony.solutions.(e .g ..Norstar) ..Nortel’s.

main.IP.Communications.insertion.strategy.is.to.target.legacy.Norstar.

customers,.SMBs,.and.legacy.branch.office.phone.switch.system.(Key.

System).replacements .

Nortel.Networks.markets.its.Business.Communication.Manager.products.

as.compact,.all-in-one.platforms.that.provide.basic.telephony.along.with.

integrated.voice.and.data.services ..There.are.three.BCM.models:.the.BCM50,.

BCM200,.and.BCM400 ..The.BCM200.and.BCM400.share.the.same.software ..

The.BCM50.is.the.newest.model.and.has.its.own.software.train.and.two.

hardware.configurations.in.addition.to.the.base.unit:.BCM50A.(with.ADSL.

router).and.BCM50E.(Ethernet.router) ..BCM.models.provide.the.telephony.and.

voice.services/applications.and.data.connectivity/services.typically.required.

by.an.SMB.customer,.including.robust.telephony.features,.data.and.VoIP.

networking,.voice.mail,.call.center,.computer.telephony.integration,.and.more ..

BCM.supports.Nortel’s.traditional.digital.telephone.sets,.analog.sets,.and.

Nortel.IP.telephones ..BCM.is.a.product.of.the.Nortel.Norstar.lineage .

Figure.21:.Example.Nortel.Installation


APPLIA

NCE.COMPETITORS


.Nortel.General.Weaknesses:

. •..Potential.conflict.with.partners ..Nortel.Global.Services.provides.a.wide.

variety.of.consulting.and.design.services.that.may.sometimes.be.in.conflict.

with.channel.partners ..As.part.of.their.strategic.alliance.with.Microsoft,.

Nortel.also.offers.consulting.on.Microsoft.communications.products,.an.

additional.possible.conflict .

BCM.Weaknesses:

. •..As.of.early.2007,.it.appears.that.there.is.no.support.for.SIP.in.current.BCM.

software.and.no.shipping.SIP.phones ..

. •..No.inline.Power.over.Ethernet.(PoE).support.is.available.for.the.BCM ..BCM.

always.requires.external.Ethernet.switch(es).to.provide.PoE.support.for.the.

IP.phones ..

. •.No.native.video.support.with.BCM .

. •.BCM.has.no.Gigabit.Ethernet.support .

. •.BCM.Ethernet.ports.do.not.support.VLAN.provisioning .

. •..For.all.BCM.models,.functioning.of.the.phones,.voice.mail,.contact.center.

and.all.other.applications.is.dependent.upon.the.unit’s.hard.drive ..When.the.

hard.drive.is.lost,.the.system.may.be.compromised .

. •..BCM.marks.call-setup.traffic,.voice.media.streams,.and.routine.telephony.

keep.alive.packets.with.the.same.IP.precedence ..This.is.nonstandard.

practice.in.that.these.packets.should.not.compete.with.each.other ..Nor.does.

it.allow.for.a.proper.insertion.of.IP-based.video.packets .

. •..While.Nortel.markets.the.BCM.as.a.Web.Cache.device,.this.capability.is.

nowhere.near.the.capability.of.the.ISR’s.NME-WAE/WAAS.4 .0.product ..The.

BCM.web.cache.is.more.properly.described.as.proxy.server ..Workstations.

on.the.local.LAN.must.be.reconfigured.to.point.at.the.BCM.for.web.access .

. •..While.Nortel.markets.the.BCM.as.a.Domain.Name.Server.(DNS),.the.BCM.

DNS.implementation.is.only.that.of.a.DNS.cache ..That.is,.it.only.has.pointers.

to.upstream.Name.Servers;.it.cannot.be.configured.with.its.own.forward-.or.

reverse-lookup.hostname-to-IP-address.translations .

SHORETEL VOICE SOLUTION

ShoreTel.Company.Overview:

. •..Formerly.known.As.Shoreline-Name.Changed.to.ShoreTel.in.April.2004.in.

conjunction.with.the.Release.5.Launch .

. •..Founded.in.1996.(first.installation.in.1998) ..Privately.owned,.headquarters.

in.Sunnyvale.California .

. •..ShoreTel.has.regional.offices.in.the.United.Kingdom,.Australia,.and.

Germany .

. •..ShoreTel.joined.Juniper.Networks.J-Partner.Infrastructure.alliance.

program.on.4/17/06 ..No.new.products.were.added.to.ShoreTel’s.product.

portfolio.from.this.announcement ..

. •..Today,.ShoreTel.is.focused.on.voice.system.solutions.with.their.fully.

distributed.architecture.that.consists.of.ShoreGear.voice.switches,.

Management/Messaging/Application..Servers,.and.IP.Phones .

ShoreTel.Product.Weaknesses:

. •..ShoreTel.IP.phones:.No.support.for.SIP,.XML,.video,.color.touch.screen,.or.

conference.phones .

. •..TTS.and.ASR.capabilities:.Not.offered ..This.is.an.issue.when.a.customer.is.

required.to.comply.with.ADA.Section.508.and.could.drive.up.overall.cost.

by.requiring.3rd.party.Application .

. •..Scalability:.SG.40/8.supports.40.IP.phones,.or.8.analog.stations,.or.4.

analog.trunks ..SG.60/12.supports.60.IP.phones,.or.12.analog.stations,.or.8.

analog.trunks ..Note:.Each.analog.station.port.uses.five.IP.phone.ports ..For.

example,.if.you.use.4.analog.station.ports.on.the.SG.40/8.platform,.you.

can.only.configure.20.IP.phones .

. •..Digital.Voice.Trunk:.A.separate.T1/E1.voice.module.must.be.purchased ..

ShoreTel.does.not.offer.an.integrated.branch.solution.which.includes.

security.and.routing.features ..


APPLIA

NCE.COMPETITORS


Figure.22:.Typical.ShoreTel.Installation


Cisco Self-Defending Networks

The.Self-Defending.Network.is.Cisco’s.long-term.strategy.to.protect.an.

organization’s.business.processes.by.identifying,.preventing,.and.adapting.

to.threats.from.both.internal.and.external.sources ..This.protection.helps.

organizations.take.better.advantage.of.the.intelligence.in.their.network.

resources,.thus.improving.business.processes.and.cutting.costs .

CHaRaCTERISTICS OF SELF-DEFENDING NETWORk SECURITy SOLUTIONS:

•..The.integration.of.security.throughout.all.aspects.of.the.network .

•..Collaborative.processes.between.the.various.security.and.network.elements .

•..The.ability.of.the.network.to.adapt.to.new.threats.as.they.arise .

The.Cisco.network-based.strategy.allows.your.organization.to.use.existing.

investments.to.solve.your.most.pressing.security.concerns.today,.while.

providing.an.architectural.platform.and.security.solutions.that.can.evolve.to.

deliver.proactive,.automated,.real-time.management.of.threats .

Go.to.http://www .cisco .com/en/US/netsol/ns340/ns394/ns171/ns413/

networking_solutions_package .html.to.learn.more.about.SDN .

CISCO ISR ROUTER SECURITy

Cisco.Integrated.Services.Routers.ship.with.the.industry’s.most.comprehensive.

security.services,.intelligently.embedding.data,.security,.voice,.application.

acceleration,.and.wireless.in.the.platform.portfolio.for.fast,.scalable.delivery.of.

mission-critical.business.applications ..The.Cisco.800,.1800,.2800,.and.3800.

series.are.ideal.for.small.businesses.and.enterprise.branch.offices,.delivering.a.

rich,.integrated.solution.for.connecting.remote.offices,.mobile.users,.and.partner.

extranets.or.service.provider-managed.customer.premises.equipment.(CPE) .

By.combining.proven.Cisco.IOS.Software.functions.and.industry-leading.LAN/

WAN.connectivity.with.world-class.network.security.features,.integrated.router.

security.solutions.provide.customers.the.following.benefits:

. •..“Use.What.You.Have”.–.Takes.full.advantage.of.existing.network.

infrastructure,.enabling.new.security.features.on.the.router.through.Cisco.

IOS.Software.without.deploying.additional.hardware .


APPLIA

NCE.COMPETITORS

. •..“Deploy.Security.Everywhere”.–.Provides.the.flexibility.to.apply.security.

functionality,.such.as.firewall,.intrusion.prevention.system.(IPS),.and.VPN,.

anywhere.in.the.network.to.maximize.security.benefit .

. •..“Protect.Your.Gateways”.–.Allows.best-in-class.security.functions.to.be.

deployed.at.all.entry.points.into.the.network .

. •..“Protect.Your.Gateways”.–.Allows.best-in-class.security.functions.to.be.

deployed.at.all.entry.points.into.the.network .

. •..“Protect.Your.Infrastructure”.–.Protects.the.router,.defending.against.

attacks.that.are.targeted.directly.at.the.network.infrastructure.such.as.

distributed.denial-of-service.(DDoS).attacks .

CISCO SELF-DEFENDING NETWORk

Cisco.800,.1800,.2800,.and.3800.series.Integrated.Services.Routers.are.integral.

components.of.the.Cisco.Self-Defending.Network.(SDN),.a.strategy.to.allow.

organizations.to.identify,.prevent,.and.adapt.to.network.security.threats ..Unlike.

point.solution.strategies,.a.network-based.approach.is.a.strategic.approach ..One.

that.meets.today’s.challenges.while.evolving.your.security.capability.to.keep.

ahead.of.the.curve ..With.Cisco.IOS.Software-based.IPSec.and.SSL.VPN,.firewall,.

and.IPS,.as.well.as.optional.enhanced.VPN.acceleration,.and.intrusion.detection.

system.(IDS).network.modules.(for.the.Cisco.2800.and.3800.Series),.Cisco.

Integrated.Services.Routers.provide.the.industry’s.most.robust.and.adaptable.

security.solutions.for.the.branch.office ..Cisco.Self-Defending.Network.is.built.

upon.the.key.principles.of:

. •..Integration.of.security.throughout.existing.infrastructure—built.in,.not.bolted.on .

. •..Collaboration.between.security.and.network.so.they.leverage.each.other.

and.work.in.harmony.together .

. •..Adaptability:.the.ability.of.the.network.to.intelligently.evolve.and.adapt.

to.emerging.threats.SDN.Integrated.Security.revolutionized.network.

security.by.making.every.network.element.a.point.of.defense,.including.

routers,.switches,.appliances.and.endpoints ..For.more.information.on.the.

Self-Defending.Network,.visit.http://www .cisco .com/go/sdn .

CISCO SDN aND ROUTER SECURITy COMPETITIVE aDVaNTaGES

. •..Reduced.operational.and.capital.costs ..An.advanced.set.of.security.

functions.are.integrated.into.the.ISR.eliminating.the.need.to.purchase.and.

maintain.a.dedicated.security.appliance ..


. •..Router.security.functions.are.integrated.with.an.overall.IT.security.strategy ...

ISR.routers.can.stand.alone.as.security.devices.but.can.also.play.a.critical.

role.in.a.Self.Defending.Network .

. •..Market.leading.security.features .

Primary Integrated Security Features and Benefits of Cisco 800, 1800, 2800, and 3800 Series Routers

Benefits advantages

Cisco VPN

GET.VPN Revolutionary.technology.that.provides.IPSec.encryption.over.private.WAN.connections.without.the.use.of.tunnels .

DMVPN Provides.a.scalable.and.flexible.way.to.establish.virtual.full-meshed.IPSec.tunnels.from.branch.to.branch ..Zero.configuration.at.hub.when.adding.new.spokes .

Easy.VPN.remote..and.server.support

This.feature.eases.administration.and.management.of.point-to-point.VPNs.by.actively.pushing.new.security.policies.from.a.single.headend.to.remote.sites .

MPLS.VPN.supportBranch-office.optimized.customer-edge.(CE).functionality.plus.a.mechanism.to.extend.customers.MPLS-VPN.networks.out.to.the.CE.with.Multi-VRF-aware.firewall,.and.IPSec .

Multi-VRF.and.MPLS.secure.contexts

Supports.multiple.independent.contexts.(addressing,.routing,.and.interfaces).at.the.branch.location.for.separation.of.departments,.subsidiaries,.or.customers ..All.contexts.can.share.a.single.uplink.connection.to.the.core,.(for.example,.IPSec.VPN..or.Frame.Relay/ATM),.while.still.maintaining.secure.separation.between.them .

Secure.Provisioning/Digital.Certificates

A.simple,.powerful.mechanism.for.enrolling.new.remote-site.devices.in.a.secure.network.infrastructure .

V3PN Delivers.cost-effective.integrated.voice,.video,.and.data.over.VPN.to.any.location .

Virtual.Tunnel.Interface.(VTI) Simplifies.VPN.configuration.and.design .

SSL.VPN VPN.remote-access.connectivity.from.almost.any.Internet-enabled.location.using.only.a.Web.browser.and.its.native.SSL.VPN.encryption .

Cisco IOS Firewall

Cisco.IOS.FirewallAn.ideal.single-device.security.and.routing.solution.for.protecting.the.WAN.entry.point.into.the.network ..Now.with.IPv6.support.and.Zone-based.policy.mapping.for.easier.administration .

Advanced.Application.Inspection.and.Control.(Application.Firewall)

Uses.inspection.engines.to.enforce.protocol.conformance.and.prevent.malicious.or.unauthorized.behavior.such.as.port.80.tunneling.or.misuse.of.email.connectivity .

Transparent.FirewallSegment.existing.network.deployments.into.security.trust.zones.without.making.address.changes!.Support.for.subinterfaces.and.VLAN.trunks ..Simultaneous.transparent.and.Layer.3.firewall.support .


APPLIA

NCE.COMPETITORS

Primary Integrated Security Features and Benefits of Cisco 800, 1800, 2800, and 3800 Series Routers continued

Benefits advantages

Cisco IOS Firewall continued

VRF-Aware.Firewall Firewall.now.included.in.the.list.of.services.available.at.the.individual.context.level..for.VRF.deployments .

Cisco IOS Intrusion Prevention (IPS)

Inline.Intrusion.prevention.(IPS)

An.ideal.single-device.security.and.routing.solution.for.protecting.the.WAN.entry.point.into.the.network ..Now.with.IPv6.support.and.Zone-based.policy.mapping.for.easier.administration .

Transparent.IPS Provides.Layer.3.IPS.for.Layer.2.connectivity .

Network Foundation Protection (NFP)

AutoSecure Simplifies.router.security.configuration.and.enables.rapid.implementation.of..security.policies.with.a."one.touch".device.lockdown.process .

Control.Plane.Policing Reduces.the.success.of.a.DoS.attack.by.policing.the.incoming.rate.of.traffic.to.the.control.plane,.helping.to.maintain.network.availability.even.when.under.attack .

CPU/memory..thresholding

By.reserving.CPU.and.memory,.this.feature.allows.the.router.to.stay.operational.under.high.loads,.such.as.those.created.by.attacks .

NBARThis.classification.engine.in.Cisco.IOS.Software.can.recognize.a.wide.variety.of..applications ..When.the.application.is.recognized,.the.network.can.invoke.specific.services.for.that.particular.application,.providing.the.proper.level.of.control.they.need .

NetFlow

NetFlow.technology.efficiently.provides.the.metering.base.for.a.key.set.of..applications.including.network.traffic.accounting,.usage-based.network.billing,.network.planning,.as.well.as.Denial.Services.monitoring,.and.network.monitoring.capabilities ..Cisco.NetFlow.applications.collect.NetFlow.export.data,.perform.data.volume.reduction,.post-processing,.and.provide.to.end-user.applications.easy.access.to.NetFlow.data .

Role-Based.CLI.Access

Provides.view-based.access.to.CLI.commands,.allowing.highly.secure,.logical.separation.of.router.between.NetOps,.SecOps,.and.end.users .

SSHv2Provides.powerful.new.authentication.and.encryption.capabilities.with.options.for.tunneling.additional.types.of.traffic.over.the.encrypted.connection,.including.file-copy.and.e-mail.protocols .

SNMPv3An.interoperable.standards-based.protocol.for.network.management.that.provides.secure.access.to.devices.by.a.combination.of.authenticating.and.encrypting..packets.over.the.network .

additional Security Features

AAAAllows.administrators.to.dynamically.configure.the.type.of.authentication.and..authorization.they.want.on.a.per-line.(per-user).or.per-service.(for.example,.IP,.IPX,..or.VPDN).basis .

Cisco.IOS.Certificate.Server.and.Client Allows.the.router.to.act.as.a.certificate.authority.on.the.network .

Standard.802 .1x.support.on.integrated.switching

Standard.802 .1x.applications.require.valid.access.credentials.that.make.unauthor-ized.access.to.protected.information.resources.and.deployment.of.unsecured.wireless.access.points.more.difficult .


Benefits advantages

additional Security Features continued

URL.filtering.(off-device)

Helps.enable.the.Cisco.IOS.Firewall.to.interact.with.the.Websense.or.N2H2.URL.filtering.software,.thereby.preventing.users.from.accessing.specified.websites.on.the.basis.of.company.security.policies .

Management

Secure.management.with.Cisco.Router.and.Security.Device.Manager.(SDM)

This.intuitive,.easy-to-use,.web-based.device.management.tool.embedded.within.the.Cisco.IOS.Software.of.Cisco.routers.that.can.be.accessed.remotely.using..HTTPS.and.SSH .

Enterprise.security.management

Two.tools.are.available.for.enterprise.security.deployments:

•.Cisco.Security.Management.Suite.(CSMS),.an.integrated.security-event.manager.....that.includes.the.new.Cisco.Security.Manager,.and.Cisco.Security.Monitoring,...Analysis,.and.Response.System.(MARS) .

•.Cisco.IP.Solution.Center.(ISC).3 .0.is.a.service.provider.MPLS.IPSec...management.tool .


Some.of.Cisco’s.key.competitors.in.Security.for.branch.offices.are.Juniper,.

Checkpoint,.SonicWALL.and.Fortinet ..On.the.next.page.is.a.product.positioning.

table.which.compares.how.Cisco.and.their.competitors.cover.key.branch.office.

security.requirements ...The.products.in.the.table.are.suited.for.small.office,.and.

small.to.large.branch.offices .

In.general,.Cisco’s.competitors.do.a.good.job.at.integrating.security.features.

but.lack.the.services.and.functionality.such.as.voice,.advanced.routing.and.

switching,.and.application.acceleration ..Cisco’s.ISR.products.can.give.the.

customer.similar.or.better.advanced.security.features.and.world.class.routing,.

switching.modules,.unified.communication,.application.acceleration,.and.

other.services ..This.enables.small.offices.and.branch.offices.to.consolidate.

functionality.into.a.single.device .


APPLIA

NCE.COMPETITORS

Cisco Juniper Checkpoint SonicWaLL Fortinet

NAT/FW 800,.1800,.2800,.3800.Series.ISR

NS.5GT,.SSG.5,.20,.140,.520,.550

J4350,.J6350

VPN.1.UTM.EDGE.X/W.8,..X/W.16,.X/W32,.XU/WU

[email protected]/500W,.500/500.W.ADSL

TZ150,.TZ170,.TZ190

PRO.1260,.PRO.2040,.PRO.3060,.PRO.4060

Fortigate.50-100.Series,.Fortigate.200-800.Series

IPSec.VPN 800,.1800,.2800,.3800.Series.ISR

NS.5GT,.SSG.5,.20,.140,.520,.550

J4350,.J6350

VPN.1.UTM.EDGE.X/W.8,.X/W.16,.X/W32,.XU/WU


TZ150,.TZ170,.TZ190

PRO.1260,.PRO.2040,.PRO.3060,.PRO.4060


IPS 800,.1800,.2800,.3800.Series.ISR

NS.5GT,.SSG.5,.20,.140,.520,.550

J4350,.J6350



TZ150,.TZ170,.TZ190

PRO.1260,.PRO.2040,.PRO.3060,.PRO.4060


SSL.VPN 800,.1800,.2800,.3800.Series.ISR

SA.700,.SA.2000


. Fortigate.50-100.Series,.Fortigate.200-800.Series

Network.Access.Control.

800,.1800,.2800,.3800.Series.ISR

(called.Unified.Access.Control.–UAC)

NS.5GT,.SSG.5,..20,.140,.520,.550

. . .

Content.Security 800,.1800,.2800,.3800.Series.ISR

SSG.5,.20,.140,.520,.550



TZ150,.TZ170,.TZ190

PRO.1260,.PRO.2040,.PRO.3060,.PRO.4060


Table.22:.Cisco.Branch.Office.Security.Competitive.Positioning


JUNIPER SECURITy

Juniper.entered.the.security.market.in.2004.with.the.purchase.of.Netscreen ..

Their.product.line.includes.security.devices.for.SSL.VPN,.Firewall/VPN,.IPS,.

and.Access.Control ..Juniper’s.security.vision.is.encompassed.in.the.Infranet.

concept.which.describes.a.secure.and.assured.network ..Unlike.Cisco’s.SONA.

architecture,.Infranet.appears.to.only.cover.security.services ..Also,.unlike.Cisco’s.

Self-Defending.Network.architecture,.Juniper’s.Infranet.seems.to.be.focused.only.

on.access.control ..Juniper.launched.a.product.called.the.Infranet.Controller.which.

is.used.as.a.policy.management.server.for.their.Unified.Access.Control.system ..

Cisco’s.SDN.encompasses.much.more.than.access.control.and.is.a.blueprint.

for.enterprise.or.company.wide.security.which.includes,.network,.endpoint,.

application,.and.message.security ..

.Figure.23:.Typical.Juniper.Remote.Office.Implementations


APPLIA

NCE.COMPETITORS


JUNIPER SECURITy PRODUCT WEakNESSES:

. •..Juniper’s.key.branch.office.security.device,.the.SSG.series,.has.weak.routing.

support.(e .g ..no.MPLS).and.does.not.include.many.services.such.as.voice.and.

application.acceleration ..For.advanced.routing.features,.customers.must.also.

choose.the.J-series.or.other.JUNOS.based.device .

. •..Juniper’s.branch.office.router.device,.the.J-series.has.some.security.

features.but.not.as.advanced.as.the.SSG.or.Cisco’s.ISR ...For.advanced.

security.features,.customers.must.choose.the.SSG.or.other.ScreenOS.

based.device .

. •..In.cases.where.advanced.routing.features.(such.as.MPLS).and.advanced.

security.features.(such.as.IPS).are.needed,.customers.will.need.to.purchase.

and.maintain.two.devices.(SSG.and.J-series).and.two.operating.systems.

(JUNOS.and.ScreenOS) ..With.Cisco,.only.one.ISR.is.required .

. •..Juniper’s.SSG.products.do.not.support.SSL.VPN .

. •..Juniper’s.lacks.advanced.secure.remote.access.capabilities.such.as.

those.provided.by.Cisco’s.DMVPN.and.now.GET.technologies ..These.VPN.

technologies.automate.the.process.of.deploying.secure.connectivity.thus.

reducing.the.effort.required.to.connect.and.maintain.remote.office.IP.links .

For.a.detailed.competitive.overview.of.the.Juniper.SSG.and.J-series,.see.the.

Juniper.section.of.this.guide ..

CHECkPOINT

Checkpoint.was.founded.in.1993.and.is.focused.on.internet.security.products.and.

services ..With.over.1500.employees,.Checkpoint’s.international.headquarters.are.

in.Ramat-Gan,.Israel.while.their.US.headquarters.are.in.Redwood.City,.California ...

Checkpoint.is.a.publicly.traded.company.with.revenues.of.$580M.for.2005 ..

Checkpoint.licenses.their.software.to.Nokia.and.Crossbeam.who.build.and.sell.

hardware.security.products.to.server.vendors.such.as.Dell.and.IBM ..In.addition,.

Checkpoint.also.sells.appliances ..

.

CHECkPOINT SECURITy PRODUCT WEakNESSES:

. •..No.unified.communications.(e .g ..no.call.control,.no.voice.mail,.no.PoE)

. •.No.application.acceleration.

. •..Weak.routing.support.(e .g .,.no.MPLS,.IPv6,.only.OSPF.for.dynamic.routing)

. •..Poor.connectivity.(only.supports.ADSL)

. •..VPN.1.UTM.Edge.products.do.not.support.SSL.VPN .

SONICWaLL

Founded.in.1991,.SonicWALL,.Inc ..designs,.develops,.and.manufactures.

comprehensive.network.security,.secure.remote.access,.web.and.e-mail.security,.

backup.and.recovery,.and.policy.and.management.solutions ..SonicWALL.offers.

appliance.based.security.products.for.the.enterprise,.small/medium.business,.

and.small.office ..For.the.year.ending.in.2005,.SonicWALL.had.403.employees.and.

generated.$135M.in.revenues ..Checkpoint.is.a.publicly.traded.company.and.their.

headquarters.are.located.in.Sunnyvale,.California .

Figure.24:.Checkpoint.VPN.1.UTM.Edge.Typical.Installation


APPLIA

NCE.COMPETITORS


.

SONICWaLL SECURITy PRODUCT WEakNESSES:


. •.No.application.acceleration..

. •..Poor.routing.support.(e .g .,.no.MPLS,.IPv6,.only.OSPF.for.dynamic.routing)

. •..Only.WAN.connectivity.option.is.Ethernet,.no.T1/E1,.DSL,.ATM,.or.Frame.Relay

. •..PRO.Series.and.TZ.Series.do.not.support.SSL.VPN

FORTINET

Fortinet.is.a.private.company.and.was.founded.in.2000.by.Ken.Xie,.former.

president.and.CEO.of.Netscreen ..According.to.their.website,.Fortinet’s.revenues.

for.2005.were.over.$100M.and.they.currently.have.over.700.employees ..Fortinet’s.

market.focus.is.security.appliances.for.the.small.office.and.SMB,.enterprise.and.

MSSPs.(Managed.Security.Service.Provider) ...Fortinet.claims.to.be.the.leader.in.

ASIC.(Application.Specific.Integrated.Circuit).based.security.systems ..

FORTINET SECURITy PRODUCT WEakNESSES:


. •.No.application.acceleration..

. •..No.support.for.MPLS

. •..Poor.connectivity.(only.supports.ADSL)

Figure.25:.SonicWALLPRO.and.TZ.Series.Typical.Installation

Figure.26:.Fortinet.Enterprise.Applications


CISCO

NOTES

appliance Competitors Cisco

Why Work With Cisco?

CISCO OFFERS BUSINESS aND TECHNICaL VaLUE

Cisco.offers.value.beyond.a.switch,.router,.wireless.access.point,.or.other.

networking.device ..By.working.with.Cisco,.customers.and.partners.can.find.

practical.ways.to.more.effectively.utilize.their.networks.to.further.their.business.

goals ..The.Cisco.Service-Oriented.Network.Architecture.(SONA).Framework.

and.Network.Admission.Control.(NAC).are.two.current.examples,.both.based.

on.extensive.customer.interaction.and.understanding.of.issues.faced.by.

customers ..They.address.different.aspects.of.effective.network.utilization.and.

demonstrate.how.Cisco.adds.customer.value.in.addition.to.providing..

high-functionality,.high-performance.networking.solutions .

SONA.provides.a.framework.that.enables.the.network.to.accelerate.business.

applications.and.processes.to.enhance.customer.profitability ..A.more.intelligent.

network.yields.greater.cost.efficiency,.freeing.up.funds.for.greater.innovation.

and.strategic.investment ..By.reducing.operating.expenses.(OpEx).and.increasing.

network.relevance,.SONA.creates.new.revenue.opportunities.for.partners.to.sell.

solutions.and.services.that.move.enterprises.to.next-generation.IT .

NAC.is.part.of.the.Cisco.Self-Defending.Network,.an.initiative.to.increase.

network.intelligence.in.order.to.enable.the.network.to.automatically.identify,.

prevent,.and.adapt.to.security.threats ..NAC.uses.the.network.to.intelligently.

confirm.user.identity.and.endpoint-device.compliance.with.security.policy ..

NAC.addresses.worms,.viruses,.spyware,.and.malware,.which.cause.downtime,.

financial.loss,.and.decreased.productivity ..Customers.can.use.their.existing.

network,.security,.and.management.infrastructure.for.the.smallest.IT.footprint.

possible ..NAC.is.built.on.an.industry.initiative.led.by.Cisco,.with.more.than..

60.active.partners,.and.offers.the.broadest.solution.available.in.the.market.in..

the.form.of.ready-to-use.NAC.appliances.and.an.architecture-based.framework ..

Appliance.components.can.be.integrated.into.the.NAC.framework,.providing.a.

smooth.transition.to.an.architectural.implementation ..NAC.offers.far-reaching.

customer.benefits.such.as:

. •..Endpoints.(laptops,.PCs,.PDAs,.servers,.etc .).conform.to.the.security.policy,.

which.proactively.protects.against.worms,.viruses,.spyware,.and.malware,.

helping.organizations.focus.operations.on.prevention,.not.reaction .

. •..NAC.integrates.broadly.with.multivendor.security.and.management.

software.to.enhance.customers’.existing.investments .


CISCO

Cisco

. •..Comprehensive.admission.control.across.all.access.methods.prevents.

noncompliant.and.rogue.endpoints.from.impacting.network.availability ..

This.reduces.OpEx.related.to.identifying.and.repairing.infected,.rogue,.

and.noncompliant.systems .

Cisco.works.with.leading.security.vendors.such.as.McAfee.Security,.Trend.

Micro,.and.Symantec.to.incorporate.the.best.solutions.into.the.scalable.NAC.

framework ..This.stands.in.stark.contrast.to.Cisco.competitors.who.have.a.

more.narrow.focus.or.choose.to.avoid.addressing.security.concerns .

Why Choose Cisco?

. •..Cisco.has.the.most.experienced.networking.design.and.implementation.

staff.in.the.world ..This.staff.has.designed.thousands.of.networks.of.

varying.size.and.complexity.worldwide ..Cisco.has.incorporated.this.

experience.into.product.development,.design,.and.delivery ..

. •..Cisco.has.successfully.navigated.through.good.and.tough.times,.growing.

from.a.small.startup.to.a.large.multinational.company.with.a.constant.

focus.on.customer.and.partner.needs ..

. •...Cisco.develops.leading-edge.features.that.others.brand.as.proprietary ..

In.reality,.this.is.technology.innovation.and.leadership ..Cisco.works.

proactively.with.peers.and.competitors.to.incorporate.these.innovations.

as.standards ..This.has.occurred.numerous.times.during.Cisco’s.history ...

A.few.examples.are:.

•...Cisco.worked.actively.with.many.other.companies.to.develop.the.

initial.Fast.Ethernet.specification,.later.adopted.by.IEEE.as.the.802 .3u.

standard .

•..Power.over.Ethernet.(PoE):.Cisco.began.shipping.pre-standard.PoE.

in.mid-2000 ..This.became.the.basis.for.the.ratification.of.standards-

based.PoE.(802 .3af).in.late.2003 .

•.Cisco.EtherChannel.technology.was.central.to.the.creation.of.the..

..802 .3ad.specification ..

•.Multiple.Instance.Spanning.Tree.(MIST).was.a.key.source.used.by.the..

..creators.of.the.802 .1s.specification ..

•.Spanning.Tree.Protocol.fast.enhancements.provided.the.basis.for..

..802 .1w.(Rapid.Spanning.Tree.Protocol) ..

•.Inter-Switch.Link.(ISL).was.the.basis.for.802 .1Q.VLANs ..

•..Layer.2.Tunneling.Protocol.(L2TP):.Cisco.developed.Layer.2.Forwarding.

(L2F).and.a.Microsoft.consortium.developed.Point-to-Point.Tunneling.

Protocol.(PPTP) ..Cisco.cooperated.actively.with.the.Microsoft.

consortium.and.helped.develop.a.new.standard,.L2TP,.which.took.the.

best.ideas.from.both.groups ..

•..Interior.Gateway.Routing.Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP).

later.became.much.of.the.basis.for.Open.Shortest.Path.First.(OSPF) .

•..Cisco.developed.the.technology.for.tag.switching,.which.was.later.

developed.into.Multiprotocol.Label.Switching.(MPLS) .

Cisco.is.the.networking.market.leader.and.has.the.broadest.product.portfolio.

of.networking.products,.services,.and.solutions ..Cisco.can.provide.a..

complete.solution.or.provide.critical.product.and.service.elements.as.desired.

by.customers ..Table.23.on.the.following.page.compares.Cisco’s.market.

coverage.with.selected.competitors .


CISCO

Table.23:.Market.Coverage.Comparison

M a R k E T COVE R aGE COMPaR ISON

. Cisco Juniper Huawei 3COM Nortel

Switches

Modular · · ·Fixed · · ·

Wireless

Switches/Controllers · · ·Access.Points · · · ·Routers

Enterprise · · * · ·Service.Integration · · · · ·IP Telephony

IP.Phones · · ·IP.PBXs · · ·Call.Center.Solutions · · ·Security

Intrusion.Detection · · ·Intrusion.Prevention · · ·Firewall/VPNs · · · · ·Network.Admission.Control · Limited Limited

application Optimization

TCP.Flow.Optimization · ·WAN.Compression · ·File.System..Acceleration.and.Caching

· ·

Application.Acceleration.and.Caching

· ·

Data Center

SANs ·Data Center

Number.of.TACs 5

Support.Engineers 1300

Network.Design · ·Advanced.Services ·

Cisco

Cisco Innovation

The.following.examples.highlight.the.ways.that.Cisco.is.leading.the.network.

industry.in.innovation .

. •..Cisco.employees.chair.20.IETF.working.groups.in.various.networking.

areas,.turning.innovations.into.standards .

. •.More.than.100.Cisco.employees.have.written.Internet.drafts.and.RFCs .

. •..Cisco.actively.participates.in.virtually.every.group.concerned.with.

networking.standards ..This.participation.helps.ensure.that.Cisco.products.

remain.current.and.compatible.with.standards ..Cisco.customers.can.

deploy.Cisco.devices.without.concern.over.incompatibility ..By.focusing.

on.standards,.Cisco.also.quickly.brings.to.market.products.that.meet.

customer.needs—when.they.need.them ..And.the.emphasis.on.standards.

addresses.the.needs.of.a.broad.market,.giving.customers.more.choices.

in.how.they.solve.their.networking.problems.and.tailor.their.networks.to.

meet.specific.business.objectives .

. •..Cisco.actively.looks.for.new.opportunities.to.grow.and.serve.its.

customers.through.internal.development,.acquisition,.or.a.combination.of.

both,.taking.the.most.effective.approach.possible ..

. •..Cisco.invested.$3 .2.billion.in.product.development.(R&D).in.fiscal.year.

2005.(July.2004.to.June.2005).and.is.on.track.to.invest.$3 .8-3 .9.billion.

during.fiscal.year.2006 .

. •..Cisco.has.more.than.12,000.engineers.working.in.labs.worldwide.and.has.

been.awarded.more.than.1100.patents.as.of.the.end.of.2004 .

. •..Cisco.has.the.largest.networking.support.staff.in.the.world.with.five.

Technical.Assistance.Centers.(TACs).and.more.than.1300.support.

engineers.devoted.to.network.support.and.problem.resolution .

. •..Cisco.offers.multiple.purchase.alternatives.such.as.direct.purchase.or.

leases.when.desired.by.customers .

. •..Cisco.IOS.Software.unifies.all.Cisco.switches,.routers,.and.other.

equipment,.providing.a.solid.foundation.for.Internet.applications.and.

helping.companies.to.extend.common.services.and.interfaces.across.the.

entire.network,.and.reducing.training.and.administrative.costs .


CISCOCisco

. •..Cisco.management.software.supports.remote.monitoring,.configuration,.

fault-detection,.and.troubleshooting ..A.complete.line.of.tools.simplifies.

and.automates.the.delivery.of.intelligent.services.throughout.the.network,.

whatever.the.organization’s.size .

Cisco.is.committed.to.customer.and.partner.success ..That.commitment,..

in.addition.to.consistent.product.development,.market.commitment,.and.

technical.focus,.are.and.have.been.key.factors.in.Cisco.growth ..Cisco.is..

proud.of.its.success.and.looks.forward.to.a.bright.future.working.with.its.

partners.and.customers .

For.more.information.about.Cisco.routing.platforms,..

please.refer.to.the.Cisco.Router.Guide,.located.at:.

www .cisco .com/go/routerguide

Cisco.Integrated.Services.Routers:.Cisco.850,.870,.1800.(fixed),.1800.(modular),.2800,.3800.

Series;.Cisco.Access.Routers:.Cisco.SOHO,.SB.100,.820/830,.1700,.2600,.3700.Series;.Cisco.

Services.Aggregation.Routers:.Cisco.7200/7301,.7304,.7600.Series

Cisco Router GuideFor.Teleworkers,.Small.Offices,.Small.To.Medium-sized.Businesses,..and.Enterprise.Branch.and.Head.Offices

SPRING 2006 V.3

www.cisco.com

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Product information provided in this Guide is derived from sources including competitor data sheets and testing performed by Cisco Systems. Product information provided is believed to be accurate as of August 2007. Cisco is not liable for redistributing inaccurate information received from third-party sources.

Copyright © 2007 Cisco Systems, Inc. All rights reserved. CCIP, CCSP, the Cisco Arrow logo, the Cisco Powered Network mark, Cisco Unity, Follow Me Browsing, FormShare, and StackWise are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn, and iQuick study are service marks of Cisco Systems, Inc.; and Aironet, ASIST, BPX, Catalyst, CCDA, CCDP, CCIE, CCNA, CCNP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, the Cisco IOS logo, Cisco Press, Cisco Systems, Cisco Systems Capital, the Cisco Systems logo, Empowering the Internet Generation, Enterprise/Solver, EtherChannel, EtherSwitch, Fast Step, GigaStack, Internet Quotient, IOS, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, LightStream, Linksys, MGX, MICA, the Networkers logo, Networking Academy, Network Registrar, Packet, PIX, Post-Routing, Pre-Routing, RateMUX, Registrar, ScriptShare, SlideCast, SMARTnet, Strata View Plus, Stratm, SwitchProbe, TeleRouter, The Fastest Way to Increase Your Internet Quotient, TransPath, and VCO are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

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Switching Competitive informationhttp://www.cisco.com/web/partners/sell/competitive/switching.html

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http://www.cisco.com/web/partners/sell/technology/routing/advantage.html

Lit No. 932320007

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Cisco Switching n Routing Competitive Reference