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ProCurve Switch 2610 Series NPI Sales Training

ProCurve Switch 2610 Series NPI Sales Training. Launch Date: February 2008. Objectives. After completing this training, you should be able to: Identify the market potential for the ProCurve switch 2610 series Describe the ProCurve switch 2610 series products/solutions

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ProCurve Switch 2610 Series NPI Sales Training

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  1. ProCurve Switch 2610 SeriesNPI Sales Training Launch Date: February 2008

  2. Objectives • After completing this training, you should be able to: • Identify the market potential for the ProCurve switch 2610 series • Describe the ProCurve switch 2610 series products/solutions • Position these products within the ProCurve family • Describe the key features and benefits of the ProCurve switch 2610 series • Target potential customers by work environments and needs • Articulate • Customer business benefits • IT benefits • Reseller business benefits • Review the competition • Identify the ProCurve switch 2610 series key differentiators • Address customer objections/concerns • Emphasize the ProCurve EDGE ArchitectureTM and value propositions fit

  3. Overview

  4. Overview • Customers are creating networks or redesigning their current networks to address the needs of adding new convergence functionalities such as: • VoIP Solutions • Video Security Solutions • Unified Communications • Video Multicast • Wireless access • Those customers not adding convergence are looking for an infrastructure that can offer enterprise class functionality at a cost that makes good business sense.

  5. MarketLandscape or Potential

  6. Market drivers • The market is looking for value optimized networks that can support solution needs – not just point product needs. • The purchase is all about: • Getting the appropriate technologies for the appropriate solution • Avoiding over-spending; not buying more than what is needed • Creating the most streamlined, flexible solution infrastructure

  7. Market potential • According to Dell ‘Oro report in July 2007, the managed 10/100 Layer 2 and Layer 3 space for 2008 is estimated to be in excess of 53 million ports. • Power of Ethernet (PoE) market is growing at an increasing rate, and therefore the PoE portion of the 10/100 space as a percentage is growing even faster. • This equates to a significant market opportunity to continuing the market presence of the 2600 series switches.

  8. Products

  9. ProCurve Switch 2610 Series Overview • The Next Generation 2600 • Robust Enterprise Edge Switches • Enables secure, reliable networks for 10/100 connectivity and convergence applications • Proven/Standards based technology • Wired Infrastructure Solution • 24 port 10/100 Switch with 4 Gigabit Uplinks • 48 port 10/100 Switch with 4 Gigabit Uplinks • Convergence Solution • 24 port 10/100 PoE Switch with 4 Gigabit Uplinks • Supports PoE on 12 ports • 24 port 10/100 PoE Switch with 4 Gigabit Uplinks • Supports PoE on 24 ports • 48 port 10/100 PoE Switch with 4 Gigabit Uplinks • Supports PoE on 48 ports

  10. ProCurve Switch 2610 SeriesProduct OverviewWired Infrastructure Solution • 10/100 Edge Switches • 24 and 48-port 10/100 with 4 uplink Gigabit ports • 1U and shallow form factor allows for operational flexibility • Redundant power supply enabled • 24 port Fanless Switch provides Quiet Operation • ProCurve Switch 2610-48 • ProCurve Switch 2610-24

  11. ProCurve Switch 2610-PWR SeriesProduct OverviewConvergence Solution • 10/100 PoE Edge Switches • 2610-24/12PWR provides PoE support on 12 ports • Provides best value for incremental PoE deployment • 24 and 48-port 10/100 PoE with 4 Gigabit uplink ports • 1U and shallow form factor allows for operational flexibility • Redundant/External power supply enabled • ProCurve Switch 2610-48-PWR • ProCurve Switch 2610-24-PWR • ProCurve Switch 2610-24/12PWR

  12. ProCurve 10/100 Edge Switch Portfolio 2610-PWR 2610 Managed - Lite L3 24 & 48 port Gigabit Uplinks (4), 100FX Security No PoE, Partial, Full PoE 2600-PWR 2600 2510 2500 Managed - Layer 2 2 Dual Personality* Uplinks (2510-24) Fanless 1700 Functionality 2300 Web Managed 8 & 24 port 2 Dual Personality* Uplinks (1700-24) Fanless 2124 408 Unmanaged Plug n Play *Dual Personality - 10/100/1000 ports or mini-GBIC slots for optional fiber Price/performance

  13. ProCurve Switch 2610 SeriesProduct Details and ComparisonWired Infrastructure Solution New New

  14. ProCurve Switch 2610-PWR SeriesProduct Details and ComparisonConvergence Solution New New New

  15. ProCurve Switch 2610 SeriesKey Features and Benefits in addition to 2600Wired Infrastructure and Convergence Solutions * Features in bold are new

  16. ProCurve Switch 2610 PWR seriesComparison with 3500yl New

  17. ProCurve Switch 2510 and 2610 SeriesProduct Detail Comparison

  18. ProCurve Switch 2510 and 2610 SeriesProduct Detail Comparison - continued

  19. Ideal Environments

  20. Customer needs - Enterprise Feature Set Easy serviceability with option for more network control Robust 10/100 connectivity Quiet operation – fan-less 24 port Flexible deployment – 24 or 48 ports, port density options, upliniks Security - ACL Data prioritization – Data driven IGMP (48 port) Network monitoring - sFlow Control over multicast data Optimized video delivery and streaming applications Uplink Flexibility Scalable network when needed Reliable services and support ProCurve solution 2610 as edge connectivity 3500yl/5400zl as distribution 8200zl as core option (not shown) PCM for switch management 2610 Ideal Customer EnvironmentWired Infrastructure Solution • Deployment • 2- or 3-tiered approach • OpenView/PCM for management • Flexible port density options • Standards-based Connectivity

  21. Customer needs Integrated Convergence Solutions secure VOIP communications Secure wireless access deployment VoWLAN Video surveillance Control over multicast data Scalable network when needed Reliable services and support ProCurve solution 2610 as edge connectivity 3500yl/5400zl as distribution 8200zl as core option (not shown) PCM for switch management 2610-PWR Ideal Customer EnvironmentConvergence Solution • Deployment • 2- or 3-tiered approach • OpenView/PCM for management • Flexible port density options • Standards-based connectivity

  22. Solution Use Models

  23. Medium/Large Enterprise EdgeConvergence Solution • Robust network connectivity • Standards based 10/100 connectivity with Gigabit uplinks • scalable PoE deployment • PoE stackable with advanced EDGE features and 802.3af - option of 24 or 48 port or incremental 12 port PoE • Minimizes network downtime • EPS/RPS provides reliable power infrastructure • Single Secure infrastructure • Cost effective, easy to support • Wireless network overlay • Supports mobile workers ProCurve Switch 8200zl Mitel 3300 IP PBX Distribution Gigabit fiber uplinks SX, LX, LH, 100-FX Wiring Closet ProCurve Switch 2610-24-PWR ProCurve Switch 2610-48-PWR

  24. Internet Remote Office Use Model • The 2610-24-PWR provides cost effective connectivity for different types of devices in small offices • IP phones • Wireless LAN AP • Wired PC’s and wireless laptops • Integrated switching, PoE, and enterprise management in one device 7203dl ProCurve Switch 2610-24-PWR Server

  25. Video Streaming Solutions • Wirespeed 10/100 performance • Supports video streaming applications • Multicast processing • Provides optimized multicast traffic delivery • Network control • Flexible QoS ensures quality of video • Video Streaming use for educational, entertainment applications in enterprises 5400zl Gigabit fiber uplinks SX, LX, LH,100-FX 2610-48-PWR

  26. Video Surveillance Solutions • Video surveillance use for security monitoring in enterprises, retail, manufacturing environments • PoE supports powering of video security cameras, card access readers, door locks • Wirespeed 10/100 performance • Supports video streaming applications • Multicast processing • Provides optimized multicast traffic delivery • Network control • Flexible QoS ensures quality of video 5400zl Gigabit fiber uplinks SX, LX, LH,100-FX 2610-24/12PWR

  27. Vertical markets • Education • K-12 • Higher Education • Public Sector • Government • Corporate (campus) • Retail (branch offices) • Healthcare • Financial

  28. Education Internet or District Office • Easy to deploy and maintain • Small IT staff can support • Secure infrastructure • Maintains students and administration data separate • Cost effective converged network • The 2610 PoE products provide cost savings, PoE capability, enterprise management Distribution 5400zl 2610-PWR Closet

  29. Manufacturing, Warehouse, and Retail Loading Dock • Wireless infrastructure enables critical inventory management, manufacturing and retail service applications • The 2610-24-PWR provides cost savings, PoE capability, enterprise management and other features to expedite deployment wireless LAN infrastructure • Provides the ease and flexibility in installation methods • Provides optional redundant power (with ProCurve 600 RPS/EPS) to ensure continuation of operation in case of power supply failure Factory/Store floor ProCurve Switch 2610-24-PWR with ProCurve 600 RPS/EPS Warehouse MRP/Inventory Servers

  30. WirelessPDA/Phone Healthcare Hospitals • Reliable infrastructure • robust hardware • EPS/RPS power reliability • Secure network • Maintains integrity of patient data • converged VOIP and wireless • Mobile workforce Off-site diagnostic labs 5412zl Distribution 3500yl ICU/CCU Admissions Admin 2610-PWR 2610-PWR Administrative Clinical WirelessPDA/Phone

  31. Business benefitsCustomer IT Reseller

  32. ProCurve Switch 2610 Seriesmeets customer business needs ProCurve Switch 2610 Series • Cost effective integrated PoE to build a single converged network • Flexibility and scalability to optimize the value of the purchase • Robust security and management features to lower operational cost • Lifetime warranty and no-cost phone support Lower Cost of Ownership • Mobile application used in a converged network can increase productivity throughout the company. The ease of integration of the 2610 allows for a faster and more efficient deployments of these mobile apps. • Enterprise- class security and management minimizes the chance of lost revenue from security breaches Increased Productivity Remote Office Support • Cost-effectively integrate PoE into smaller remote offices • Remote management reduces local support needs

  33. ProCurve Switch 2610 Seriesmeets customer IT needs ProCurve Switch 2610 Series • Select most efficient location for PoE devices • Route traffic locally with static IP routing • Cost-effective, compact form factor to allow installation options • Gigabit copper and fiber for network design options Operational Flexibility • Improved ability to manage and diagnose Wireless LAN AP’s • Access security features protect against malicious attacks • Ability to monitor networks more closely through capabilities such as mirroring and sFlow Minimize Downtime

  34. ProCurve Switch 2610 Seriesmeets customer IT needs ProCurve Switch 2610 Series • Robust access security (802.1X, ACLs, source port filtering) and device management security(SSHv2, TACACS+) • Full network visibility through sFlow based traffic monitoring • Static IP routing for logical separation in shared physical locations Secure Networks Investment Protection • The ProCurve switch 2610 series can provide PoE to a multitude of vendors PoE device, even Cisco's pre-standard PoE access points and IP phones • The wide array of configurations of the ProCurve 2610 series allows for consistent switch deployment in at the headquarters, remote offices and small workgroups – leveraging training and support needs Device Continuity

  35. ProCurve Switch 2610 Series reseller business benefits ProCurve Switch 2610 Series • Support for a combination of integrated PoE, SNMP management, enterprise level software, cost-effectiveness allow for installation and operational flexibility • The 2610-24/12 switch offers the most cost-effective PoE capable managed switch for small or remote office deployments Offer Choice & Flexibility Meet Emerging Needs • Support for a wide range of customers convergence needs with choices of port densities and PoE options • The 2610 series provides a compelling set of convergence features to support a fully mobile solution that includes IP phones, APs, security cameras, and VoWLAN. Increase Revenue • According to Dell’Oro Enterprise-level wireless LAN APs and IP phone shipments are showing increasing growth, the PoE switches to support these device in turn are tracking accordingly • Be more competitive in the bidding process, offer features similar to more expensive high-speed switches

  36. Competition

  37. Competition • 3Com 4500 • Cisco 2960 • Cisco 3560

  38. ProCurve 2610 vs. 3Com 4500Wired Infrastructure & Convergence Solutions • Lifetime warranty versus limited warranty • Flexible PoE Deployment • Better switching performance • Better and more flexible security • sFlow traffic monitoring means full visibility over the network • Broader range of ease of use features including LLDP-MED simplifies switch operation and management in a multi-vendor environment

  39. ProCurve 2610 vs. Cisco 2960Wired Infrastructure • Lifetime warranty versus Limited Lifetime warranty • Layer 3 Lite • sFlow traffic monitoring means full visibility over the network • Robust secure connectivitywith proven technology

  40. ProCurve 2610-PWR vs. Cisco 3560Convergence Solution • Lifetime warranty versus Limited Lifetime warranty • sFlow traffic monitoring means full visibility over the network • Flexible PoE Deployment • Robust secure connectivitywith proven technology

  41. Key Differentiators

  42. Key differentiators • The ProCurve Switch 2610 series offers a unique blend of features such as Gig uplinks, manageability, PoE options, redundant power supplies and multicast video support. These enterprise-class features enable customers to value optimize an adaptive edge to their network.

  43. Addressing customer questions, concerns or objections

  44. Customer questions/concerns/objections and ProCurve responses • Question/concern/objection: I’m just looking for the cheapest PoE switch to work with my VoIP brand. • Answer: The ProCurve Value Proposition related to the switch 2610 series will be a powerful selling tool with these customers. The choice and flexibility of having 3 versions of PoE switch configurations in the 2610 series allows the customer to choose just the right switch for their needs – and not just the cheapest.

  45. Customer questions/concerns/objections and ProCurve responses • Question/concern/objection: You say the switch 2610 series is suited for a converged network. The cameras and videos in our business use a lot of bandwidth, can the 10/100 support these applications? • Answer: For bandwidth-hungry applications, such as the use of multiple high resolution cameras, the 3500yl series would be a more appropriate choice. To support less bandwidth bending devices, the 2610 is the appropriate choice to help customers value optimize their network solution.

  46. ProCurve Value Propositionand Adaptive EDGE ArchitectureTM fit

  47. Continuing to deliver the ProCurve Value Proposition Affordable technology • Enterprise-class convergence features in a 10/100 switch Reduced complexity • Integrated PoE, SNMP management and enterprise-class software to simplify the deployment of convergence Trusted • Over 20 years of delivering network technologies and quality service and support Reliable • Lifetime next-business day advanced replacement warranty Choice & flexibility • Various port counts and PoE options to deploy the most cost effective solution

  48. Continuing to deliver on the ProCurve Adaptive EDGE Architecture™ Command from the center/control to the edge • Manageability through ProCurve Manager and ProCurve Manger Plus Security • Robust access security • 802.1X, ACLs, source-port filtering • Device management security • SSHv2, TACACS+ • Sflow based traffic monitoring providing full network visibility Mobility • Enables the deployment of wireless LAN infrastructure and support for the associated mobility applications Convergence • Support for LLDP-MED extends the LLDP standard to enable advanced features at the edge for VoIP endpoint devices

  49. Learning Check

  50. Learning Check • How many products does the 2610 series contain ? • Name the new type of product SKU 2610 supports ?   • How many dual personality ports does the 2610 series contain ? • How many Gigabit ports does 2610 contain ?   • Name 3 new features for 2610 vs 2600 ?  

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