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HPE/Aruba E-rate team
E-rate 2019
Now is the Time!
Primary Education – Top of Mind
INSTITUTIONALTransformational Learning
Student Success
Security and Safety
IT AND APPLICATIONSPervasive WiFi
Network Capacity
Cyber Security
Student
collaboration
Online
assessment
Guest
Access
1:1
initiatives
Project based
learning
Cloud apps Internet of
Things
Network SecurityVisibility, Control, Response
IoT Protection
Enhanced Learning ExperienceAutomated Attendance
Location-activated Learning
Intelligent SwitchingSimplify IT Operations
High Density Connectivity
Wi-Fi That WorksAlways-on Reliability
Secure Guest Access
Use Cases on the Campus
E-rateThe Basics
What is E-rate?
• Created in the Telecommunications Act of 1996
• Funding years are July 1 through June 30 (FY2018: July 1, 2018– June 30, 2019)
• Provides subsidies of up to 90% for eligible services (up to 85% for C2 eligible services)
• Available to schools and libraries
• Administered by the Universal Service Administration Company (USAC)
• Specifically, the Schools & Libraries Division (SLD)
• Universal Service Program overseen by FCC
• FY2019 Estimated Funding Cap of ~$4.1 billion
• Likely additional $500m rollover
Why now?There has never been a better time than now to get involved in the E-rate program
E-rate Modernization Orders
E-Rate 2.0
Program Updates
Focus on Wi-Fi
Scaled Down ESL
Category 2 Maximum Budget
Modified Discount Structure
Cost-Effective Purchases
Streamlined Application Process
E-Rate 2.1
Program Updates
Increased Funding Cap
Category 1 Self-Construct*
Increased Library Support
Add’l Category 1 Support*
Urban Areas Redefined
Equalizing Lit/Dark Fiber*
Results of the E-rate Modernization Orders
All Eligible Requests
will be FUNDED
For FY2015 – FY2018
Funding Year
2016
$5.0B All Service Types
$3.506B Category 1
$1.495B Category 2
Funding Year
2015
$5.0B All Service Types
$3.132B Category 1
$1.939B Category 2
Funding Year
2017
$4.4B All Service Types
$3.276B Category 1
$1.150B Category 2
Funding Year
2018
$3.9B All Service Types
$2.856B Category 1
$1.072M Category 2
Funding Year
2019
TBD
Last Year To
Get Known
Funding
FY2015 FY2016 FY2017 FY2018 Projected FY2019 Projected FY2020
Wireless Data Distribution $585,153,694.82 $415,496,766.44 $288,235,988.34 $253,136,617.21 $227,822,955.49 $702,184,433.78
Wired Data Distribution $888,364,149.09 $657,194,841.45 $487,393,237.91 $447,893,619.92 $403,104,257.93 $1,066,036,978.91
$0.00
$200,000,000.00
$400,000,000.00
$600,000,000.00
$800,000,000.00
$1,000,000,000.00
$1,200,000,000.00
$1,400,000,000.00
$1,600,000,000.00
$1,800,000,000.00
$2,000,000,000.00
Category Two Wired / WLAN Only
Wired Data Distribution Wireless Data Distribution
E-rate Discounts Requested (FY2015-FY2020*)
*Projected Demand
When do things start up?
Things don’t start up…they are always on going
E-rate FY2019 Timeline
470s Posted
•July 1, 2018
ESL Released
•Oct 2018*
471 Application Window Open
•Early January 2019*
471 Application Window Closes
•Late March 2019*
Non-Recurring Services Begin
•April 1, 2019
Recurring Services Begin
•July 1, 2019
•Disbursements Begin
Last Day to Deliver Recurring
•June 30, 2020
Last Day to Deliver Non-Recurring
•September 30, 2020
Why Partner with Aruba?
Switching WLAN
E-rate FY2018 Switching and WLAN Results
Switching
# Equipment Make
BEN
Count Switching Marketshare
1 Cisco Systems 16361 $240,793,489.07 52%
2 HPE Aruba 9788 $91,766,928.78 20%
3 Meraki 3984 $47,242,373.62 10%
4 Extreme Networks 3599 $36,380,484.26 8%
5 Ruckus Wireless 948 $8,346,555.68 2%
6 Juniper Networks 544 $7,667,942.93 2%
7 Brocade 1236 $7,254,027.45 2%
8 Dell 577 $6,264,156.88 1%
9 Alcatel-Lucent 129 $2,907,442.51 1%
10 Finisar 1 $2,805,194.16 1%
11 Ubiquiti 830 $2,505,022.66 1%
12 Avaya 148 $2,289,509.73 0%
WLAN # Equipment Make
BEN
Count WLAN Marketshare
1 Cisco Systems 4096 $84,544,564.91 33%
2 HPE Aruba 4088 $57,154,178.42 23%
3 Meraki 4035 $45,641,479.38 18%
4 Aerohive Networks 2142 $21,460,951.59 8%
5 Ruckus Wireless 2052 $16,985,144.55 7%
6 Extreme Networks 936 $10,097,535.18 4%
7 Ubiquiti 1221 $4,819,195.52 2%
8 Fortinet 341 $4,775,730.40 2%
9 Xirrus 145 $2,505,360.04 1%
10 Alcatel-Lucent 49 $759,657.89 0%
11 Mojo Networks 18 $407,490.78 0%
12 Huawei 29 $277,881.52 0%
Surgical StrikeSales Strategies
• Know your sweet spot• Scope of Work
• Multi-Discipline, Drop-ship only, Complex Integration
• Size of Project• Small, Medium, Large
• Geography• Area Radius
• Set a goal• Number of projects to touch/bid/win
• YoY Growth
• Revenue Target
• Build a team• Sales Support, Engineers, Reps
• Engage• Local Aruba Sales Team
• Channel Sales Specialists
• Customized Reports
Develop an E-rate Strategy
Under E-rate program rules, service providers cannot:
• Prepare all or part of an applicant’s technology plan or Request for Proposal (RFP)
• Prepare, sign, submit, or post FCC Form 470 and/or FCC Form 470 certification
• Serve as the FCC Form 470 contact or have your contact information on the FCC Form 470
• Participate in the competitive bidding process except as a bidder
• Provide free services to ensure bid selection
• Give a charitable donation that is an inducement to purchase eligible services, reduces applicant’s share, or serves to increase the demand for an existing donor’s services
• Bundle eligible and ineligible products and services to hide the ineligible costs
• Waive or forgive the applicant’s non-discount share of the costs for eligible services
• Set up a foundation that grants money for an applicant’s non-discount share
• Urge applicants to submit a service certification with incorrect information
Aruba E-Rate Compliance Partner Training – Learn the rules, avoid the penalties!Course Name Deep Link
HPE and Aruba - Partner E-Rate
Compliance Training 2019
https://hpe-
external.sabacloud.com/Saba/Web_spf/HPE/common/searchresults/01120224/
E-rate rules of the road – Service Provider
Customized ReportsRefreshed Out of Gas E-rate Report (ROGER)
Gathering data from numerous sources, we can narrow the thousands of customers by a variety of factors, specific to your sales strategy.
Please contact the local Aruba representative to help create your focused plan.
Nationwide there are 11,202 School Systems with $3.2B C2 Remaining Funds(over 3,000 School Systems & nearly $1B with 100% of funds left)
ROGER Report
Estimated Pre Discount Remaining
C2 Funds
Estimated Percentage of
Pre Discount Remaining
C2 Funds Applicant Entity Type CITY ST
$7,241,350.93 100.00% School District Bremerton WA
$6,852,020.91 100.00% School District Medford OR
$6,682,665.47 100.00% School District Riverside CA
$4,871,312.23 100.00% School District San Jose CA
$4,536,350.93 100.00% School District Temecula CA
$2,786,865.54 100.00% School District Chandler AZ
$2,106,944.09 100.00% School District Scottsdale AZ
$2,068,667.26 100.00% School District Medford OR
$1,671,369.41 100.00% School District Durango CO
Aruba E-Rate Support TeamDedicated SLED K-12 Support Reps in your region
East, Northeast
East, SoutheastCentral, TOLAM
West, West
West, CA/Hawaii
Central, Great Lakes
Soraya Wallace – ISR541-360-6291, [email protected]
Jake Marly - ISR541-360-6337, [email protected]
Mike Smith – ISR541-360-6287, [email protected]
Anthony Rivera – ISR541-360-6308, [email protected]
Ross Hering – ISR541-360-6332, [email protected]
E.C. Mathews – ISR 503-966-8075, [email protected]
Nick Freeland – ISR 503-303-8698, [email protected]
Kirk Newell– K-12 Sales [email protected]
Supporting E-rate
Juan Rodriguez – Channel Manager K-12/E-rate
Dan Rivera – Product Marketing Manager | EDU
Nancy Schwarz – E-rate Program Manager
K-12 ISR Organization
Category Two
MIBS
Category Two
Internal Connections
Security / Analytics /
Management / LBS
ClearPass
Access Points
Core / Agg
Beacons
Access
Controllers
IntroSpect
Meridian
Central
Mobility
Master
NetInsight
E-rate Eligible Not Eligible
Switches / AP’s
Controllers
Manage / Operate
Administer Services
Foundation
Care Services
L1 – L4
Support
AirWave
E-LTU’s / Software
Aruba Campus Subscription(ACS)
AirWave
Aruba Solutions
*NEW* Aruba E-rate Eligibility Toolwww.arubanetworks.com/eratetool
CONTROLLER AND LICENSE BUNDLESFOR K12 EDUCATION CUSTOMERS
Bundle Benefits
Simplified Ordering
Controllers include LIC-K12 License Bundles
LIC-K12 License Bundle includes AP, PEF and RFP
Most cost-effective way to purchase
Includes 1st Year ArubaCare Support
Bundle SKUs
7030-K12-32-US (JW774A)
7205-K12-64-US (JW776A)
7205-K12-128-US (JW778A)
7210-K12-128-US (JW780A)
7210-K12-256-US (JW782A)
LIC-K12-1 (JW619AAE)
AW-K12-1 (JW605AAE)(Not E-rate Eligible)
ARUBA CENTRALFOR
EDUCATION CUSTOMERS
90-day Free Trial
www.arubanetworks.com/s
olutions/central/eval/
Part Number:
JZ017AAE
Aruba Central Device
Management/Cloud
Services 2 Tokens 5yr
Subscription E-rate
Bundle E-STU
Escalated Pricing% varies by opportunity
Partners are required to complete Aruba’s annual mandatory E-rate Compliance Training
Minimum threshold $250k list. Only available for very large, competitive and strategic
opportunities.
Deal Registration
Benefit12%
Exclusive incentive to ONE partner for value add customer assistance. Available prior to
Form 470 release!
Dis
co
un
t
No-Touch Low-TouchEscalated
Pricing
E-rate No Touch
Pricing
Very aggressive, pre-approved everyday price for responding to 2019 Category 2 470s
and RFPs.
2019 E-rate
Compliance Training
E-rate FY2019 Pricing Program
HELP US FIGHT GREY MARKET ACTIVITY
Grey Market Advisory Letter on Arubapedia For Partners
Medallion Level Big Deal #
Platinum/System and Global Integrator 96242095
Gold 96244691
Authorized and Silver 96244538
E-Rate Deal RegistrationsHPE Aruba continues to improve our Partner experience by introducing a new field on the Networking Deal Registration
form to help register E-Rate opportunities. There is no need for Partners to remember entering the text “E-Rate” on the
opportunity field anymore. Note: this field will not be available in the Mixed Deal Registration experience (see next slide for
details).
• The Networking Deal Registration form is located via the Partner Ready for Networking site
• As of April 2nd, deal registrations that were submitted via the Networking Deal Registration will see the field updated to
“Yes” if the opportunity description field contains the word “E-rate”.
All Partner employees who deal with K12 institutions and library customers must take HPE/Aruba annual E-rate compliance
training course.
Note: The E-Rate Project field will appear after selecting a customer account
E-Rate Deal Registrations (continued)
If a Partner wishes to use HPE’s Partner Ready Deal Registration experience, the “Partner Ready for Networking - US E-Rate
19” program will need to be selected when submitting the deal registration.
•On April 2nd, existing deal registrations that was submitted via the Mixed Deal Registration experience will see their registered
program updated to “Partner Ready for Networking – US E-Rate 19” if the opportunity description field contains the word “E-
rate”.
Next Steps
How-to Videoswww.arubanetworks.com/products/networking/
central-training/
65,000+ Airheads!community.arubanetworks.com
JOIN AIRHEADSBECOME AN
EXPERT
Mandatory to get E-rate Pricing
https://hpe-external.sabacloud.com/Saba/Web_spf/H
PE/common/searchresults/01120224/
TAKE E-RATE COMPLIANCE
TRAINING
–Take E-Rate Partner Compliance Training
–Qualify to be on the Orphan List
–Email [email protected]
–Engage with your local sales team
–Use ROGER – get ahead of the deal
–Email [email protected]
–Check Aruba website for new info
Next Steps to help you Win
Aruba E-Rate Partner [email protected]
Aruba E-rate Websiteswww.arubanetworks.com/erate
Aruba Partner For Ready Networking Portalhttps://partner.hpe.com/group/upp-aruba/home/
Arubapedia For PartnerCompetitive Battle Cardshttps://afp.arubanetworks.com/afp/index.php/Main_Page
E-rate Resourceshttps://afp.arubanetworks.com/afp/index.php/E-Rate
Links to Bookmark
Aruba SKU Eligibility Lookup Toolhttp://www.arubanetworks.com/eratetool/
USAC ResourcesMain Websitehttps://www.usac.org/sl/
Download Posted 470shttps://data.usac.org/publicreports/Forms/Form470Detail/Index
