1 / 76

2D00055O WLAN 9100

2D00055O WLAN 9100. 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014. Overview. Selling WLAN 9100 Learning Byte 1 Overview 2D00055O June, 2014. The Box Speed vs. Business Speed. 4. 4. 4. 3. 3. 3. 5. 5. 5. 2. 2. 2. 6. 6. 6.

salaam
Download Presentation

2D00055O WLAN 9100

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014

  2. Overview Selling WLAN 9100 Learning Byte 1Overview 2D00055OJune, 2014

  3. The Box Speed vs. Business Speed 4 4 4 3 3 3 5 5 5 2 2 2 6 6 6 "We need a manageable BYOD deployment ASAP!" "How fast can the solution be deployed?" "How easy is it to make changes?" "How easy is it to add new Applications?" 1 1 1 7 7 7 0 0 0 8 8 8 Throughput Latency Uplink The Business of Speed http://www.avaya.com/usa/documents/the-business-of-speed-dn7505.pdf

  4. Some Key Trends • An expectation that the use on the network will be common irrespective of whether the user is connected via an Ethernet cable or via Wireless • Continuation of more people bringing their own devices into the workplace • Users looking for the same "wired" performance from their wireless network access • Big increase in cloud-managed systems in the mid-market, particularly looking at zero touch solutions

  5. Avaya WLAN 9100A Wireless LAN Solution delivering a high Quality user Experience • WLAN 9100 enables enterprises to; • deliver Predictable Application Performance to Mobile Users • improve the User Experience by maximizing the use of RF Resources • keep up with Business Growth Wireless LAN 9100 Orchestration Management System High-Performance Indoor Access Points High-Performance Outdoor Access Points Avaya Wireless LAN 9100 Series http://www.avaya.com/usa/product/wireless-lan-9100-series

  6. State of the Art WLAN 9100Access Points address a broad range of Use Cases Avaya Wireless LAN 9100 Access Points Specifications http://www.avaya.com/usa/product/wireless-lan-9100-series?view=technicalSpecifications

  7. State of the Art Wi-Fi ManagementAvaya WLAN 9100 Orchestration System • Flexible Deployment Options • On-premise Software Solution • Cloud Management (Phase 2) • Any network size • Key Benefits • Zero-touch Deployment • Highly scalable to 1000’s of Units • Flexible toolsets for Remote Management and Troubleshooting Network Management and Analytics Dashboard Service Policies WOS RF Visibility Auto Provisioning Tools / API Analytics Avaya WLAN Orchestration System http://www.avaya.com/usa/documents/avaya-wlan-orchestration-system-dn7520.pdf

  8. Use Case: Education (K-12)Keeping students’ focus on classroom learning • Do you want to limit students’ access to social media games and applications during school hours? • Do you want to grant students access to social media games and applications, as well as irrelevant Streaming Videos, such as Sports Broadcasts ONLY after school hours? • With Application Control at the Edge of the Network, you can do all this and preserve network bandwidth for blackboard-type e-learning • This also creates the best Return on Investment for your customer! Avaya WLAN 9100

  9. Unified AccessComprehensive Wireless portfolio to complement Wired Network-Wide Infrastructure • Collaboration Pod Fabric Connect • VSP 9000 • ERS 8000 • VSP 7000 • WLAN 9100 • VSP 4000 • ERS 4000/5000 • ERS 3000 Unified Access – Fabric Attach

  10. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  11. End

  12. Business Impact Selling WLAN 9100 Learning Byte 2Business Impact 2D00055OJune, 2014

  13. Customer Issues we should look-out for?Issues we resolve with WLAN 9100 APPLICATIONS Unpredictable Volume of Application use Unknown and uncontrolled recreational App use DEVICES UnpredictableTypes of BYOD Devices Different Users with multiple Devices SPECTRUM Congestion in the crowded 2.4GHz spectrum Sticky Clients • COMPLEXITY ChangingRequirements from 2.4GHz to 5GHz ComplexPlanning, Deployment & Support

  14. What does the WLAN 9100 offer for the Business? • Application • Optimization Next Generation Application Recognition and Control at the Network Edge • Device • Optimization DeviceFingerprinting, Roaming Assist, Bonjour Support & Secure NetworkAccess • Spectrum • Optimization Flexible Deployment options for AccessPoints to support Spectrum Optimization • Eliminating Complexity • Software Upgradable (802.11n Š 802.11ac) Ease of Deployment with Cloud Offering and AvayaFabric to the Wireless Edge

  15. What does the WLAN 9100 offer for the Business? • Application • Optimization Next Generation Application Recognition and Control at the Network Edge • Device • Optimization DeviceFingerprinting, Roaming Assist, Bonjour Support & Secure NetworkAccess • Spectrum • Optimization Flexible Deployment options for AccessPoints to support Spectrum Optimization • Eliminating Complexity • Software Upgradable (802.11n Š 802.11ac) Ease of Deployment with Cloud Offering and AvayaFabric to the Wireless Edge

  16. 1 Application OptimizationNext-gen application recognition and control at the network edge • Predictable Application Performance by prioritizing Business Applications over recreational applications and reducing Network Load • Flexible Policy Control by blocking, throttling, or applying QoS to Applications directly at the Network Edge • Recognition of more than 1,300 Applications of 20+ Categories • Granular Control over Applications: • Permit • Prioritize • Throttle • Block • …with Control by: • SSID • VLAN • Time of Day

  17. 1 Avaya Application ControlWhat is different? • Full Function Deep Packet Inspection Engine in every Access Point • Layer 7 DPI Implementation • Greater Depth and Accuracy of Application Detection (more than 1,300) • Uses advanced pattern matching, heuristics, flow awareness, etc. • Superior Performance with 2-6 Core Processors per Access Point • Traditional APs run with limited performance (Typically 1 Core Processor) • Operates at the Network Edge where BYOD Control is needed the most • Competitors rely on implementations with Central Appliances/Controllers

  18. 2 Device OptimizationWi-Fi devices are not created equal • Device Fingerprinting • Identify Device Types (iPad, Android, Windows, etc.) to enable unique policies for each • Roaming Assist • Inter-Array coordinated roaming to assist 'sticky' smartphones and tablets • Bonjour Optimization • Deploy Apple services such as AirPrint and AirPlay across an enterprise network • Band steering/Load Balancing • Move 5GHz-capable devices to the higher performance band when possible

  19. 2 Device OptimizationSecure, simple access to the network for all user types Avaya Identity Engines provides comprehensive Secure Access Control to the wireless network for both unknown and known users • Onboarding: 802.1x client auto-configuration with dissolvable agent • Guest Access: Captive Portal with hosted, self, or sponsored Guest Registration Onboarding Known users with BYOD devices Guest Access Unknown users with BYOD devices Avaya Identity Engines Portfolio http://www.avaya.com/usa/product/identity-engines

  20. 3 Spectrum OptimizationAdvanced RF Management for 'wired-like' network performance Auto Channel & Cell • Maximize use of RF resources to improve the User Experience • Automatic Radio Control • Load Balancing across Radios • Roaming Assistance for sticky clients • Bonjour Optimization • Honey Pot • Increased availability, resiliency and application performance • 802.11ac, MIMO, etc. ALB (Auto-Load Balancing) Roaming Assist

  21. Eliminating ComplexityReduce wireless learning curve, deployment time, and help desk calls 4 • Simple and intuitive web-based interface • Zero-touch license activation, software upgrade and configuration • Application Control for predictable application performance under load • Monitoring of wireless network status, traffic and clients • Detailed management reports on wireless devices and users • Ease of Management • On-Premise Management • Cloud-based Management (Phase 2) Cloud

  22. Eliminating Complexity Introducing the Foundation for Business Speed 4 Traditional Networking Technology Complex & Inflexible Avaya Advantage End to End Fabric Technology • Time consuming and error prone to enable new services • Many complex protocols to manage • Long Convergence Times • Lacks end to end virtualization and security • Fabric Connect reduces more than 6 protocols to 1 • Single Click Provisioning at Edge • Faster Time to Service • End to End Services Virtualization • Highly Resilient

  23. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  24. End

  25. Explaining the Value Selling WLAN 9100 Learning Byte 3Explaining the Value 2D00055OJune, 2014

  26. Avaya WLAN 9100 Value Statements Avaya WLAN 9100 allows you to buy 802.11n technology today and upgrade to 802.11ac with just a software license – no need to touch the AP to upgrade. Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance.

  27. Avaya WLAN 9100 Value Statements Avaya WLAN 9100 allows you to buy 802.11n technology today and upgrade to 802.11ac with just a software license – no need to touch the AP to upgrade. Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance.

  28. 1 Explaining the Value Avaya WLAN 9100 allows enterprises to buy 802.11n technology today and upgrade to 802.11ac with just a software license – no need to touch the AP to upgrade Why is it important? • Most 11n to 11ac upgrades require manual swap out of the Access Point • A technician must be dispatched to climb a ladder and swap the AP(= labor/OPEX costs). • Avaya WLAN 9100 offers a software only upgrade from 802.11n to 802.11ac • Customers can start with 11n and upgrade to 11ac in their time, without touching the AP.

  29. 2 Explaining the Value Avaya WLAN 9100 ensures with 100% certainty, that wireless Business Applications aren’t compromised by recreational applications Why is it important? • This provides Application-level Control to ensure predictable application performance • This provides IT with granular Control as to which user groups can use specific applications • Avaya Application Control provides recognition for 1,300+ applications • This allows customers to block, throttle or apply QoS to applications directly at the Network Edge • This reduces network load and ensures that the most important applications come first

  30. 3 Explaining the Value Avaya WLAN 9100 provides up to 70%* more bandwidth per Access Point, 2x the capacity for the price of one AP and more coverage area with fewer AP’s Why is it important? • It enables enterprises to customize APs based on their specific client environment • Unlike other vendors solutions where the radios are preset, WLAN 9100 supports software programmable radios • Each radio can be programed for the client environment • e.g. if all clients are 2.4GHz, both radios can be set to 2.4GHz • To ensure the optimal user experience APs can customized as the client environment changes over time • * 70% more bandwidth is based on the following: • Industry-standard 802.11ac, 3x3 AP:Radio 1 = 225Mbps (2.4GHz); Radio 2 = 1.3Gbps (5GHz) = Max Bandwidth = 1.525Gbps • Avaya 802.11ac, 3x3 AP: Radio 1 =1.3Gbps (5Ghz) and Radio 2 (5GHz) = 1.3 bps = Max bandwidth = 2.6Gbps

  31. Explaining the Value(Phase 2) 4 Avaya WLAN 9100 offers cloud-based as well as on-premise management for rapid deployment, unparalleled visibility & simplified administration Why is it important? • Cloud-based Management • reduces the demands on IT administrators • allows wireless networks to be deployed and administered quickly and easily • is particularly attractive for customers who do not have large IT staffs or cannot afford training • removes the complexity and learning curve associated with deploying and operating wireless networks Simplicity Complexity

  32. Explaining the Value 5 Avaya WLAN 9100 extends Avaya’s Fabric Connect intelligence to the Access Point by offering Zero Touch Provisioning and Enhanced Performance Why is it important? • It leverages Avaya’s unique Fabric Technology • It brings the benefits of the Data Center and Core to the Edge • It makes the entire implementation, provisioning, and ongoing changes fast, easy, and error proof • It enhances the performance and resiliency of the whole network • It reduces application latency resulting in a better end user experience

  33. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  34. End

  35. Aligning the Value to Business Stakeholders Selling WLAN 9100 Learning Byte 4Aligning the Value to Business Stakeholders 2D00055OJune, 2014

  36. WLAN 9100 Value Statements and Alignment

  37. What are the Benefits for Sales Partners? • Expanded WLAN Portfolio • Comprehensive, industry leading WLAN offering that allows us to compete aggressively and win in all Avaya Networking segments. New products being introduced include industry leading management, 2x2 and 3x3 802.11ac APs. • Target new Market Opportunities with Cloud-Managed offerings • Cloud-managed equipment is proliferating especially in the Mid-market, and the new capabilities made possible by the Cloud solution allows customers to compete in this fast growth market. It also creates tighter alignment with other Avaya cloud-managed offerings such as UCaaS offered by Avaya. • Capitalize on the 802.11ac upgrade cycle • Purchase 802.11ac WLAN 9100 APs today or go with 802.11n APs and upgrade to 802.11ac when required later. No need to physically swap out APs – a simple, software upgrade is all that is required. • Compete in Mid-Market • With the cost-effective wired and wireless Unified Access Solution, Avaya has the perfect solution for all segments of the market. • Feature-set optimized for Mobile Collaboration • Extending Fabric to the edge enables differentiated services to applications; delivers simplicity, resiliency & TCO advantage

  38. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  39. End

  40. Identifying Potential Customers Selling WLAN 9100 Learning Byte 5Identifying Potential Customers 2D00055OJune, 2014

  41. Corporate Headquarters Branch Office Remote Office Data Center Convention Center Shop Airport Bank Hospital School Government Building Who are the target customers for WLAN 9100? • Target Customers: • Existing Avaya WLAN customers who are upgrading or expanding their network • Avaya wired (non wireless) customers who have a wireless opportunity. These customers could adopt either the Overlay model or the Fabric Attach/Unified Access model for their WLAN deployment • Target Verticals: • Large, medium and small enterprises with a specific focus on K-12, Healthcare, Higher Education and Hospitality verticals

  42. Benefits of Fabric Attachsaves time and reduces configuration errors Sample Use Case Scenarios: • Adding a new BYOD policy • Changing a BYOD policy (changing contractors’ access to match that of employees) • Add 500 new IP cameras for surveillance Assumptions: • Adding a new edge switch to a stack take ~ 12 CLI commands without Fabric Attach • Adding a new end point takes ~ 3-5 CLI commands depending on whether it is a new VLAN or not • It takes between 7.2 seconds to type/execute a CLI command (average over different commands) Comparisons of Time Savings for Different Scenarios* 3.46 Minutes Hours 3.46 Minutes Hours 3.46 Minutes Hours *depending on # of unique VLANs Source: In-house testing

  43. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  44. End

  45. Qualifying Potential Customers Selling WLAN 9100 Learning Byte 6Qualifying Potential Customers 2D00055OJune, 2014

  46. Avaya WLAN 9100 Qualification Questions

  47. Documents & Resources Click here for Sales Portal Click here for Partner Portal

  48. End

  49. Avaya Services Selling WLAN 9100 Learning Byte 7Avaya Services 2D00055OJune, 2014

  50. Avaya WLAN 9100 Maintenance Offers Direct GX5300 Co-Delivery (PASS) GX4300 Wholesale (Express) GX6300 Retail (US Only) GX6100 Support Matrix for the WLAN 9100 AP Support Matrix for the WLAN 9100 WOS

More Related