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Today’s WLAN and the Future. Brent Nixon Director of Product Management 3Com Wireless. Wireless LAN Evolution: Enterprise Market Deployments. Strategically planned infrastructure and client deployments tied to increased ROI. Wired Replacement. Network expansion increased mobility.

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Today’s WLAN and the Future

Brent Nixon

Director of Product Management

3Com Wireless

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Wireless LAN Evolution:Enterprise Market Deployments


planned infrastructure

and client deployments

tied to increased ROI

Wired Replacement







Basic Access



3Com Confidential

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What Are Converged Wireless LAN Solutions?

  • The Integration of Voice and Data into a single wireless solution

    • Both data and Voice (VoWiFi) co-exist on the same wireless network

  • Complete mobility for all users for both data and voice at all times

LAN Switch

Access Point

Wireless IP phone

3Com Confidential

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Cell Phone / WiFi Example of a Future Application




IP Telephony module



Blackberry 7270







3Com Confidential

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Today's Wireless LANs

  • Last generation of Wireless LAN infrastructure was not designed to be integrated into the network

    • Each AP is an island, managed separately

    • Planning for the complete solution is very difficult

  • Most deployed Wireless LANs were designed for data and are not ready for VoWiFi

  • Important features required for voice are not available

    • QOS

    • Security

3Com Confidential

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Using Voice On Today's Equipment

  • VoWiFi used on WLANs today does not have access to the full range of features required

    Low quality as there is no QoS, so “best effort” only

    Low level of security – latest higher levels of encryption are not supported

    Moving from AP to AP when roaming is often not possible

    Patchy Coverage

3Com Confidential

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Security of the Wireless Environment is Critical

  • Still the #1 concern for enterprise customers

  • Increased exposure with VoWiFi

  • Wireless can be a serious business risk

    • Malicious attempts to snoop on your data

    • Employee’s access point

    • Adjacent company’s AP in your airspace

  • Wireless LANs can be as secure as a wired network

3Com Confidential

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3Com Secure Converged Wireless Architecture

Mobility Domain

3 Com Wireless Switch Manager







Fat APs



3Com Confidential

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3Com Wireless Mobility System

  • Makes wireless LAN as secure, manageable and easy to use as a wired network

    • Robust security

    • Ready for voice

    • Simple site planning

    • Centralized management

    • Supports future capabilities

    • Cost effective

  • 3 components to the system

    • Wireless Switch

    • Access Points

    • Wireless Switch Manager s/w

3Com Confidential

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What 3Com Delivers

  • Robust Business Security

  • Automated Site Planning and Deployment

  • Simplified Network Management

  • A Plan for the Future

  • Significant Cost Savings

3Com Confidential

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3Com Makes Wireless A Wise Investment

  • Wise spending of IT budget is a concern for every organization

  • 3Com makes wireless a wise decision right now:

    • Increases employee productivity

    • Is a reliable, cost-effective way to connect multiple buildings

    • Overlays existing network

    • Standards-based products

    • Supports future capabilities

3Com Confidential

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3Com’s Plans for Converged Wireless

  • Partnership with Market leader Research In Motion (RIM)

    • March 2005 announced partnership RIM to co-market convergence solution with RIM’s new Blackberry 7270. 7270 is capable of VoWiFi.

    • Convergence solution includes wireless mobility system and 3Com’s VCX platform

  • 3Com has additional plans to develop its own VoWiFi handset that will integrate with its VCX platform and wireless mobility system

  • Future plans may include further integration of wireless switching into wired platform

3Com Confidential

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Where to go from here?

  • Examine the need for wireless convergence in the business going forward

    • Mobile data needs

    • Mobile voice needs

  • Inventory of existing Wireless Equipment

    • Coverage

    • Security, QOS, etc

    • Integration of existing wireless equipment in the overall network

  • Define a strategy for going forward

    • Use the 3Com planning tools to produce an overall plan for the site

3Com Confidential

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3Com’s Complete End-to-End Solution














  • Wired

  • Wireless

  • Voice



3Com Confidential

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3Com Confidential


Proof Points

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Adoption in Wireless is Growing Rapidly

  • Large campuses

  • Hospitals

  • Hot spots

  • Critical part of many businesses

Dell ‘Oro, Feb 2005

3Com Confidential

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Enterprise Wireless Market

  • Enterprise WLAN Market showing strong growth

    • $212M in Q3 FY04, 5% qtr/qtr growth

    • WLAN switch segment $40M in Q3 FY04

  • Technology shift from 1st to 2nd generation wireless

    • 1st generation: Independent Access Points

    • 2nd generation: Fully managed centralized Wireless Switch solution

  • ASPs on Enterprise WLAN solutions remain strong as technology is still advancing

  • Deals sizes have increased with the WLAN switch solutions

    • Many deals >$100K

3Com Confidential

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Wireless Switch Market Forecast

Western Europe Revenue Forecast 2004-2009

Source: IDC 2004

3Com Confidential

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Wireless Switch Market Forecast

Worldwide Enterprise Wireless Infrastructure Revenue 2003-2008

Source: IDC 2004

3Com Confidential

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What is Voice over WiFi?

  • Voice over WiFi is the use of VoIP over a Wireless LAN

    • Allows you to conduct phone calls over the wireless LAN instead of on a mobile or analogue phone

  • An Example: A sales manager uses a dual VoWiFi/mobile GSM phone.

    • He can roam the sales floor while still receiving calls without using mobile phone minutes (because his calls are running over the company’s wireless network)

    • He can eliminate the need for a desktop phone, because his VoWiFi/GSM handset is now a universal way to reach him

    • While out of the office with an end user, his calls route to the same phone, but it is in GSM mode

“Voice over WLAN usage will skyrocket from 6% currently to 27% by August 2006” – Infonetics Research. November 2004.

– Richard Webb, Infonetics directing analyst.

3Com Confidential

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3Com Wireless Customers

3Com Confidential

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Win a Wireless Travel Router

  • Q1 What is my Sons name?

    • Bruce

    • James

    • William

  • Q2 Which RIM model is available for VoWiFi?

    • 7250

    • 7270

    • 7290

  • What is the number 1 concern for enterprise customers?

    • Cost

    • Security

    • Compatibility with existing devices

3Com Confidential

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3Com Confidential


Robust Business Security

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3Com Wireless Security

  • Encryption at the AP

    • Most competitors do encryption at the wireless switch

    • 3Com houses encryption at the AP to increase security

  • AES encryption

    • AES is the strongest encryption available in wireless LAN today

    • It would take 149 trillion years to crack a 128-bit AES key (the smallest possible key size with AES)

    • Mobility System also supports TKIP and WEP encryption

  • Group and User profiles

  • Authentication

3Com Confidential

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Securing the Airspace

  • Rogue Detection and Isolation

    • Mobility System scans the airspace (can be set up as an automatic scan) to ensure no rogue APs are connected to the network

    • If rogue APs are detected, Mobility System

      • Alerts the IT manager

      • Spoofs the rogue AP to ensure no clients connect to it accidentally (so passwords aren’t captured)

      • Isolates the rogue AP

      • Modifies power levels and channel assignments of to ensure performance doesn’t suffer

3Com Confidential

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6. Traveler A enters First Class. Traveler B enters Coach Class

5. Tickets are rechecked before boarding

4. Luggage is scanned to ensure it is safe. Luggage tags verify it belongs to a specific traveler.

3. Passport and tickets are checked by gate agent and access is granted.

2. Tickets are issued at the reservation desk. Seats are assigned.

1. Travelers A & B arrive at the airport

How it Works Together – Layers of Security

User & Group Profiling

Access based on Profiles



3Com Confidential

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Rogue Detection

1. Authorized traveler packs luggage with hazardous material

2. During scan, luggage is identified then is isolated and destroyed.

2. Access is denied

1. Person without tickets attempts to go enter the gate area

How it Works Together – Layers of Security

3Com Confidential

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3Com Confidential


Automated Site Planning and Deployment

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3Com Makes Site Planning Simple

  • Manual site planning is one barrier to large deployments

  • 3Com Wireless Switch Manager software makes site planning simple

    • Create a custom site plan without going onsite

    • Import CAD drawings

    • Create site plans for multiple clients in a few hours

    • Automatically generate work orders

3Com Confidential

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Automatic Channel and Radio Management

  • Auto-discovery of clients and APs and their spatial relationships

  • Dynamic adjustments to power and channel of access points

  • Continuous monitoring & optimization of RF environment

  • Bandwidth can be dynamically ‘directed’ at the need

  • Network RF is optimized using a complex decision algorithm

  • Re-tuning and load balancing of the wireless network

  • Environment is scanned and RF footprints are all managed

Optimized Channel Assignments

APs channels no longer adjacent

Result: Improved performance

3Com Confidential

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Valdosta State University

  • Deal Size: $133K

  • Competitors faced: Extreme, Cisco, Foundry

  • Products Deployed:

    • (3) Wireless Switch Controller WX4400

    • (150) Wireless Access Point 2750

    • Wireless Switch Manager

    • Wired Switches

      • Switch 7700

      • Switch 4400

      • Switch 3200

      • Switch 4900

  • Why 3Com Won

    • Planning and management capability on the Wireless Switch Manager

    • Good experience with 3Com AP8250 ‘fat’ APs

3Com Confidential

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3Com Confidential


Simplified Network Management

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3Com Makes Wireless as Simple to Manage as a Data Network

  • 1st generation Wireless LAN deployments required APs to be individually configured

  • 1st generation Wireless LANs could not be viewed comprehensively – APs had to be managed as individuals

  • 3Com Mobility System makes management simple

    • Push out configurations from a desktop to all APs

    • See the Wireless LAN as a comprehensive network rather than component parts

    • Get visibility down to the end user level

3Com Confidential

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Network Management

  • See everything on your wireless network from one console including:

    • Traffic on each access point

    • Traffic on each switch

    • End user roaming (last 5 roams)

    • Bandwidth usage

      • Centralize upgrades and downgrades, synchronize and rollback capabilities from one console to all APs and Switches

  • Even manage wireless switches at branch offices from headquarters

3Com Confidential

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  • Deal Size: $333,000

  • Company Background: Leading supplier of food packaging, supplies, cleaning products for supermarkets, caterers, and hotels.

  • Deployment Information:

    • 1 Corporate Headquarters

    • 75 remote warehouses/branch locations.

  • Competitors faced: Aruba, Symbol

  • Products Deployed:

    • WX1200 wireless switch

    • AP 2750s

    • 3Com Routers

    • Testing Switch 8800s

  • Why 3Com Won

    • Superior management and security

  • Wireless Mobility System opened the door. Add on sale: Routers. Also, seeded Switch 8800.

3Com Confidential

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3Com Confidential


A Plan for the Future

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Mobility System Supports Voice-over-WiFi

  • VoWiFi will be the next big trend in Wireless LAN

  • 3Com supports this capability now

    • Enterprises ready to try VoWiFi can deploy it now

    • Enterprises who aren’t ready can ensure they’re investment is protected

3Com Confidential

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Mobility System Supports Voice-over-WiFi

  • Prioritizes voice traffic over data traffic for high-quality sound

  • Fast Roaming

    • Doesn’t drop or delay calls when a user travels across access points

  • 3Com has teamed with Research In Motion

    • The company that created Blackberry, to joint-market the 3Com Mobility System with RIM’s voice-over-WiFi handset

3Com Confidential

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Mobility Domain enables Fast Roaming

Mobility Domain

3Com Wireless Switch Manager


Fit APs


Fit APs

3rd Party APs



Switched LAN Infrastructure

Fat APs




3Com Confidential

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3Com Confidential


Significant Cost Savings

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3Com Makes Wireless A Wise Investment

  • Wise spending of IT budget is a concern for every organization

  • Most enterprises have deployed Wireless LAN on a limited basis, usually in executive areas or in pilot programs

  • 3Com makes wireless a wise decision right now:

    • Increases employee productivity

    • Is a reliable, cost-effective way to connect multiple buildings

    • Overlays existing network

    • Standards-based products

    • Supports future capabilities

3Com Confidential

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Wireless LANs Increase Productivity

“The majority of companies exploiting wireless notebooks as part of their overall business objectives find a payback in end-user productivity, business efficiency, and overall operational effectiveness in as little as 6-12 months”

–META Group, April 2004

  • Wireless LAN increases employee productivity

    • Makes collaboration easier

    • Allows employees to be connected to business-critical data from anywhere within the wireless network

    • Unchains the employee from their desk, so

Survey respondents indicated that wireless LAN technology enabled their employees to work and additional 90 minutes per day.

– Wireless LAN Benefits Study, NOP World. November 2003

3Com Confidential

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Bahrain Ministry of Education

  • Background:

    • 13,000 employees

    • Applications: e-books, online simulations, experiments, animation, student records, internet access

    • 3Com deployed as part of a 6-school e-learning pilot program with plans to deploy similar solutions through all 200 state schools by 2011.

    • Bridges used to network remote classrooms

  • Products Deployed:

    • 3Com Wireless LAN Outdoor Bridge Solution

    • 3Com Wireless LAN AP 7250

    • Wired Switches

      • Switch 4005

      • SuperStack® 3 Switch 4228G 24 Port Plus 2 10/100/1000 and 2 GBIC slots

  • Why 3Com Won

    • Ease of management

    • Flexible performance

    • Superior business value

3Com Confidential

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3Com’s Key Differentiators

  • Strong security at the Access Point

    • Encryption in the switch only is not secure

    • Strongest AES encryption

    • Rogue Detection and Isolation

  • Future Proof

    • Mobility and Fast Roaming for users on the move with true session integrity

    • Voice-ready traffic management

  • Automated Site Planning

    • Customized, automated site planning tools

    • Greatly save on installation costs

  • A complete end-to-end Secure Converged solution

3Com Confidential

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WLAN Switching and management


Management Tools

Enterprise 11a/b/g WLAN Solutions


54Mbps Wireless B2B and Client Bridging




End-to-End AES

Extensive mgt tools


Complete Breadth of Wireless Solutions

Standard Connectivity with OfficeConnect®

WLAN products

Small Business

3Com Confidential

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3Com Confidential


Identifying and Qualifying Customers

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Target Markets

  • Medium to Large Enterprise with interest in a comprehensive wireless deployment

  • Enterprises with branch offices

  • Education – especially campuses with multiple buildings

  • Healthcare with increasing capacity & security concerns

  • Public access environments with both private and public access needs (e.g. Hotspots)

3Com Confidential

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Perfect Fits - Qualifying

  • User with a complex wireless environment that needs easier and automated control

    • We can do automated AP management & load balancing

    • Our Wireless Switch Solution can optimize AP power & channel assignments to reduce cross channel interference

    • We can automatically detect rogue APs

  • Entities with many branch offices

    • Requiring remote management capabilities

  • Environments with:

    • High security requirements

      • Wireless Switch Solution adds to our already strong AES encryption

    • Complex RF environment

  • Future VoWiFi requirements

3Com Confidential

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Handling Objections

  • We have a Cisco LAN already that we aren’t going to change.

    • No problem, we’ll work on top of any L2/L3 infrastructure

  • We already have switches in our network

    • This product does much more than the name implies.

      • AP placement

      • Wireless security

      • Centralized RF environment controls

  • We already have wireless. Why do we need a switch?

    • Helps centrally manage & place your access points

    • Improves your wireless security with user & group policies

    • Helps grow your network – scalable, great planning, better security, and mobility & fast roaming

    • Your network now includes the air – exposes potential threats

3Com Confidential

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3Com Confidential


Where to go for More Information

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Sales Tools


    • 3Com Wireless Switch Manager Demo/Tutorial

      • Flash Demo with 9 modules that include site planning, configuring APs, managing group profiles and troubleshooting

    • Links to products

    • Links to training

  • Sales Toolkits via Partner Access:

    • Competitive Matrices/Cheat sheets

    • Presentations geared for End Users

    • Whitepapers

3Com Confidential

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3Com Confidential


3Com Secure Converged Wireless Strategy

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Wireless Systems Strategy

  • Complement 3Com’s secure convergence networking strategy by providing a robust, voice-ready wireless infrastructure

    • 3Com has a complete end-to-end Secure Converged solution

  • The key message in FY06 marketing will be convergence solutions that leverage wireless

    • Voice over WLAN (VoWLAN) is the main focus area

    • New solutions delivered throughout FY06

3Com Confidential

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3Com’s Plans for VoWiFi

  • Partnership with Market leader Research In Motion (RIM)

    • March 2005 announced partnership RIM to co-market convergence solution with RIM’s new Blackberry 7270. 7270 is capable of VoWiFi.

    • Convergence solution includes wireless mobility system and VCX

  • 3Com has additional plans to develop its own VoWiFi handset that will integrate with its VCX platform and wireless mobility system

  • Future plans may include further integration of wireless switching into wired platform

3Com Confidential

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Wireless Systems Solutions Focus

  • 3Com’s Wireless Infrastructure solutions focus on:

    • End-to-End Wireless Security

    • Mobility and Roaming

    • Convergence of data and voice over WLAN

    • Comprehensive Management

    • Network Extension

  • 2 Key Product Areas

    • WLAN Switch solutions

    • Building-to-Building Bridge solutions

3Com Confidential

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3Com Confidential


Addressing Competitors

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3Com vs. Heritage Cisco

3Com Confidential

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3Com vs. Airspace/Cisco

3Com Confidential

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3Com vs. Aruba

3Com Confidential

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3Com vs. Symbol

3Com Confidential

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3Com vs. HP

3Com Confidential

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3Com vs. Trapeze

3Com Confidential

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3Com Confidential


Advocating 3Com

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Big Benefits to Network Managers

  • Benefits for the IT/IS Manager

    • Provides easier planning and deployment

    • Comprehensive network and user management

    • Simplifies complex wireless environments

    • Delivers serious security: enterprise grade

    • A standards based implementation with no proprietary vendor lock-in

    • Supports future wireless LAN capabilities, including voice

3Com Confidential

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Big Benefits to the End User

  • Benefits for the End User

    • Connect to the network securely and roam

      • No need to re-associate or re-authenticate once connected

    • Improves coverage, consistent network use and availability

    • Provides both convenience and security

      • Fewer support issues for IT staff as end-users move around network

3Com Confidential

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Big Benefits to the Reseller Channel

  • Allows you to pursue large enterprise wireless opportunities

  • Increases deal sizes

  • Provides revenue generating tool (WXM Software) to facilitate for-pay site planning services without intensive on-site hours

3Com Confidential

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What the Other Wireless LAN Providers Don’t Tell You

  • Planning process is Manual (and based on surveyors estimates)

  • Some installations require new proprietary wireless clients

  • Finding problems involves extensive guess work

  • Reconfiguration of underlying LAN network is typically required

    • VLAN reconfiguration

    • New tunnels configured between switches

    • New switch/router OS and/or management upgrade for support

  • A rogue Access Point may be identified to exist, but will not be located for removal and countermeasures may not exist

  • Rethink of security support for user authentication & encryption

    • Many don’t support AES encryption today

    • Entire network VLAN architecture must be changed to accommodate the WLAN

3Com Confidential

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Floor 2

Layer 2 Switch


Floor 1

Aggregation Switch

Wireless Switch

Authentication Server



Ease of Implementation Beats Competition

  • Planning software takes guesswork out of antennae placement

  • No complex tunnelling configuration required to/from system

  • No modification to VLAN architecture required

  • No need to bring down wired network to install a new IOS to support the wireless switch

  • Configure & centrally manage MAPs via the Wireless Switch

  • Secure deployment with integrated Authentication, AES Encryption, and Secure Roaming

3Com Confidential

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3Com Confidential


Wireless Bridging

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Wireless LAN Bridging Comes of Age

  • Connects remote buildings with a building-to-building bridge

    • With 802.11g rate is up to 54Mbps

    • Reach is up to 10Miles (16Km)

  • Significantly less expensive than trenching wired line access

  • Less expensive than T1/E1 tie lines

3Com Confidential

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Problems with T1/E1

Cost - $500 - $1000+ / month

Speed - 1.5Mbps throughput

Security – Data sent across PSTN

Problems with Fibre

Cost – Trenching and fibre for 1/2 – 1 mile can be greater than $30,000

Right of way / zoning issues










Why Wireless LAN Bridging?

3Com Confidential

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Indoor and Outdoor versions

Span distances of up to 10 miles

Reliable way to extend the network to multiple buildings

Point to point

Point to multipoint

Cost effective:

$3K cost (outdoor version) vs. several thousands in cable trenching

One time $3K cost (outdoor version) vs. monthly T1 or E1 line

54Mbps 11g Building-to-Building Bridges

3Com Confidential

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3Com Confidential


Cost Savings

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Cost of Owning the Wireless Network – More than Just Hardware

  • Site planning & Deployment

    • For many this is still a manual, time-consuming and costly task

    • When APs are deployed, calibrating power levels and channels is manual and difficult

  • Ongoing management, access rights and deployment costs

  • Need to forklift upgrade wireless hardware to support future applications such as voice

  • Cost of network disruption caused by intrusion and rogue access points

3Com Confidential

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Wireless Switching Network Hardware

‘Fit’ APs


Lower Cost APs

802.11 a/b/g


Rogue Wireless Protection

More Managed

Wireless Solutions

Site Surveys

Per-user Firewall


RF Management

802.1x, TKIP,

802.11e, 802.11f, 802.11h

Mobile IP, IPSec, Certs

Wireless Switch





To Address These Issues Wireless Switching is Taking Off

The Old Way

‘Fat’ APs


802.11 a/b/g


802.1x, TKIP,

802.11e, 802.11f, 802.11h

Mobile IP, IPSec, Certs

Layer 2 Switch

3Com Confidential

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Corporate Hardware


Benefits of a Switched Wireless Environment

Wireless Switching Network

  • Improved business security

    • Centralises control and management

    • Clearer visibility of what is happening in the Wireless LAN

  • Enhanced user experience

    • Allows user to connect once and roam throughout the network with true session integrity

  • Lowers cost of large deployments

    • Access points are simpler and lower cost

    • Becomes more cost effective than stand-alone APs when more than 6 APs are required

‘Fit’ APs


802.11 a/b/g


Rogue Wireless Protection

Site Surveys

Per-user Firewall


RF Management

802.1x, TKIP,

802.11e, 802.11f, 802.11h

Mobile IP, IPSec, Certs

Wireless Switch

3Com Confidential

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Where These Solutions Fit in a Network Hardware






Building to

Building Bridges



3Com Confidential

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Wireless Hardware


Floor 2



Floor 1

Data Center



Overlays Existing Networks

3Com Mobility System:

  • Installs over existing L2 or L3 network

  • Doesn’t require an upgrade or reconfiguration of the network backbone

  • Allows APs to connect to the Wireless Switch OR to unused ports on other switches already in your network

3Com Confidential

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Easy Upgrade Path & Standards Based Hardware

  • 3Com protects your investment

    • AP 7250, 8250 and 8750 (‘fat’ APs) will be upgradeable and useable with the Mobility System (approximate launch date May 2005)

  • 3Com is committed to building standards-based products

    • Don’t require proprietary hardware and/or software to run

    • Integrate easily in multi-vendor environments

    • Easy to upgrade

3Com Confidential