© 2014 Avaya Inc. All rights reserved. 2D00055O WLAN 9100 What Sales needs to know to Start the...

© 2014 Avaya Inc. All rights reserved.

2D00055O

WLAN 9100What Sales needs to know to Start the Conversation

June, 2014

2D00055O WLAN 9100


Module Duration:

Selling WLAN 9100

Learning Byte 1Overview2D00055OJune, 2014

Overview


The Box Speed vs. Business Speed

"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?"

10

23 4 5

6

78

Throughput

10

23 4 5

6

78

Uplink

10

23 4 5

6

78

Latency

The Business of Speedhttp://www.avaya.com/usa/documents/the-business-of-speed-dn7505.pdf

http://www.avaya.com/usa/documents/the-business-of-speed-dn7505.pdf


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

Some Key Trends


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

Avaya WLAN 9100A Wireless LAN Solution delivering a high Quality user Experience

Avaya Wireless LAN 9100 Serieshttp://www.avaya.com/usa/product/wireless-lan-9100-series

High-Performance Indoor Access Points

Wireless LAN 9100 Orchestration Management System

High-Performance Outdoor Access Points

http://www.avaya.com/usa/product/wireless-lan-9100-series


State of the Art WLAN 9100Access Points address a broad range of Use Cases

WAP 9122 WAP 9123 WAP 9132 WAP 9133 WAO 9122(Outdoor)

WAP9162/9173

(Phase 2)

802.11n 2x2 AP

802.11n 3x3 AP

802.11ac 2x2 AP

802.11ac 3x3 AP

802.11n 2x2 AP

802.11ac2x2/3x3

2 Radios 2 Radios 2 Radios 2 Radios 2 Radios 4 Radios

Common Advanced Feature Set

Integrated Controller

Application Control

Zero Touch Provisioning

On-Premise or Cloud Management

Avaya Wireless LAN 9100 Access Points Specificationshttp://www.avaya.com/usa/product/wireless-lan-9100-series?view=technicalSpecifications

http://www.avaya.com/usa/product/wireless-lan-9100-series?view=technicalSpecifications


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

State of the Art Wi-Fi ManagementAvaya WLAN 9100 Orchestration System

Network Management and Analytics

Avaya WLAN Orchestration Systemhttp://www.avaya.com/usa/documents/avaya-wlan-orchestration-system-dn7520.pdf

Service PoliciesDashboard

RF Visibility

Auto Provisioning

AnalyticsTools / API

WOS

http://www.avaya.com/usa/documents/avaya-wlan-orchestration-system-dn7520.pdf


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?

Use Case: Education (K-12)Keeping students’ focus on classroom learning

Avaya WLAN 9100

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!


WLAN 9100

ERS 3000ERS 4000/5000

Unified Access – Fabric Attach

Network-Wide Infrastructure

VSP 9000

ERS 8000VSP 7000VSP 4000

Collaboration Pod

Fabric Connect

Unified AccessComprehensive Wireless portfolio to complement Wired


Documents & Resources

Click here for Sales Portal

Click here for Partner Portal

http://www.avaya.com/salesportal

http://www.avaya.com/partnerportal


End


Module Duration:

Selling WLAN 9100

Learning Byte 2Business Impact2D00055OJune, 2014

Business Impact


Customer Issues we should look-out for?Issues we resolve with WLAN 9100

Unpredictable Volume of Application useUnknown and uncontrolled recreational App use

Unpredictable Types of BYOD DevicesDifferent Users with multiple Devices

Congestion in the crowded 2.4GHz spectrumSticky Clients

Changing Requirements from 2.4GHz to 5GHzComplex Planning, Deployment & Support

DEVICES

SPECTRUM

COMPLEXITY

APPLICATIONS


What does the WLAN 9100 offer for the Business?

Flexible Deployment options for Access Points to support Spectrum Optimization

SpectrumOptimization

Software Upgradable (802.11n Š 802.11ac)Ease of Deployment with Cloud Offering and Avaya Fabric to the Wireless Edge

Eliminating Complexity

Next Generation Application Recognition and Control at the Network Edge

ApplicationOptimization

Device Fingerprinting, Roaming Assist, Bonjour Support & Secure Network Access

DeviceOptimization


1

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

Application OptimizationNext-gen application recognition and control at the network edge


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

Avaya Application ControlWhat is different?

1


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

Device OptimizationWi-Fi devices are not created equal

2


OnboardingKnown users with

BYOD devices

Guest AccessUnknown users with

BYOD devices

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

Device OptimizationSecure, simple access to the network for all user types

2

Avaya Identity Engines Portfolio http://www.avaya.com/usa/product/identity-engines

http://www.avaya.com/usa/product/identity-engines


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.

Spectrum OptimizationAdvanced RF Management for 'wired-like' network performance

Roaming Assist

Auto Channel & Cell

ALB (Auto-Load Balancing)

3


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)

Eliminating ComplexityReduce wireless learning curve, deployment time, and help desk calls

Cloud


Avaya AdvantageEnd to End Fabric Technology

Traditional Networking Technology Complex & Inflexible

Eliminating Complexity Introducing the Foundation for Business Speed

• 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

4


End


Module Duration:

Selling WLAN 9100

Learning Byte 3Explaining the Value2D00055OJune, 2014

Explaining the Value


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.


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.

Explaining the Value 1


Avaya WLAN 9100 ensures with 100% certainty, that wireless Business Applications aren’t compromised by recreational applications


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



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


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


Avaya WLAN 9100 offers cloud-based as well as on-premise management for rapid deployment, unparalleled visibility & simplified administration


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

Explaining the Value(Phase 2) 4

ComplexitySimplicity


Avaya WLAN 9100 extends Avaya’s Fabric Connect intelligence to the Access Point by offering Zero Touch Provisioning and Enhanced Performance


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



End


Module Duration:

Selling WLAN 9100

Learning Byte 4Aligning the Value to Business Stakeholders2D00055OJune, 2014

Aligning the Value to Business Stakeholders


WLAN 9100 Value Statements and Alignment

Value Statement Stakeholder Alignment

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.

IT Director or Manager – concerned with strategic solutions that avoid rip & replace


IT Director or Manager – concerned with efficient day-to-day operations


CXO Level – most concerned with keeping the business running


IT Director or Manager – concerned with efficient day-to-day operations


Line of Business Manager – concerned with agile solutions that can rapidly adapt to changing business needs


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

What are the Benefits for Sales Partners?


End


Module Duration:

Selling WLAN 9100

Learning Byte 5Identifying Potential Customers2D00055OJune, 2014

Identifying Potential Customers


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

Who are the target customers for WLAN 9100?

Corporate Headquarters

Branch Office

Remote Office

Data Center

Convention Center

Shop

Airport

Bank

Hospital School

Government Building


Benefits of Fabric Attachsaves time and reduces configuration errors

*depending on # of unique VLANsSource: In-house testing

3.46 Minutes

Comparisons of Time Savings for Different Scenarios*

Hours

Hours

Hours

3.46 Minutes

3.46 Minutes

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)

1 switch and 50 clients



0 2 4 6 8 10 12 14

3

6

12

With Fabric Attach Without Fabric Attach


End


Module Duration:

Selling WLAN 9100

Learning Byte 6Qualifying Potential Customers2D00055OJune, 2014

Qualifying Potential Customers


Avaya WLAN 9100 Qualification Questions

Question Target StakeholderWhy the Question

Matters

How is the performance of your current WLAN network?

IT Director or Manager

This will give you a chance to explain that Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point and so needs fewer APs.

Do you have visibility of the devices and applications running on your wireless network?

IT Director or Manager

This will help you to talk about how Application Control makes ensures that bandwidth is available business applications.

Do you have any plans to upgrade to 802.11ac?

Chief Executive Officer (CxO)This will allow you to find out if there were already strategic discussion to upgrade the WLAN and explain that our solution only needs a software upgrade.

Do you have IT staff to manage your wireless network? Would you have an interest in a cloud based management solution that allows you to deploy and administer the network quickly and easily?

Line of Business Manager

This will allow you to position one of the WLAN 9100 key strengths, zero-touch provisioning, which allows working at Business Speed.


End


Module Duration:

Selling WLAN 9100

Learning Byte 7Avaya Services2D00055OJune, 2014

Avaya Services


Avaya WLAN 9100 Maintenance Offers

Support Service Offers

On-Site with Parts• Next Business Day

GJNBD

Parts• Advanced Replacement

• Next Business Day• 10 Day Repair Service GF

NBD Advanced

GL10 Day Repair

24x7 Remote SupportSoftware Updates & Upgrades

GE

Support Matrix for the WLAN 9100 WOSSupport Service Offers

24x7 Remote SupportSoftware Updates & Upgrades

GU

Wholesale (Express)GX6300

Wholesale (Express)GX6300

Retail (US Only) GX6100

Retail (US Only) GX6100

Co-Delivery (PASS) GX4300

Co-Delivery (PASS) GX4300

DirectGX5300Direct

GX5300

Support Matrix for the WLAN 9100 AP


End


Module Duration:

Selling WLAN 9100

Learning Byte 8The Competition2D00055OJune, 2014

The Competition


Competitive Landscape

Competitor Highlights

• 55% enterprise WLAN market share • Often wins as the end-to-end provider or as the safe choice• Little wireless innovation as they protect larger wired business• Opportunity to get in the door to address poor Cisco Wi-Fi performance

• 13% enterprise WLAN market share, second largest vendor• Broad portfolio extends into security, ROBO, wired, etc.• Under heavy attack from Cisco as they grow and take share• Diluted message – controller and controller-less

• Fastest growing Wi-Fi vendor in 2013 following IPO in Nov. 2012• Increased carrier focus has gained more Cisco attention• Strong in hospitality and increasingly in public venues, manufacturing• One of the few vendors (incl. Avaya!)with a real performance message

• Recently made an IPO for $75M• Almost always lead with pricing, few differentiators vs. Avaya• Education, retail, and healthcare are target markets• Emphasize ease-of-use with cloud management platform

• Acquired in November 2012 by Cisco for $1.2B• No significant integration with Cisco as of yet but higher pricing evident• Cloud-only delivery model with pitch centered around ease of use• Integrate many services for ‘free’ into cloud appeals to small customers


Battle Card

Cisco Summary• End-to-end provider, wireless typically only a smaller piece of the equation• Expensive but win a lot of business because of their name, incumbency• Push "CleanAir" for optimizing performance thru RF interference mitigation

Offensive Bullets• Application Control:

• Cisco NBAR2 runs only on expensive centralized routers• Avaya App Control optimizes Wi-Fi at edge

• Superior Performance:• 70% more bandwidth per AP (programmable radios) • Cisco = standard APs commonly fall down in density scenarios

• Simplicity & TCO:• Cisco is expensive & complex; Avaya Fabric simplifies deployments


Battle Card

Aruba Summary• Unified wireless and wired offerings with historic security-centric focus• Acquisitions have broadened offerings, e.g. Airwave multi-vendor mgmt• Controller and controller-less offerings, latter with “Instant” product series

Offensive Bullets• Aruba lacks end to end solution• Application Control:

• Aruba DPI runs only on the expensive 7200 centralized controller• Avaya App Control optimizes Wi-Fi at edge

• Programmable and Upgradable:• Avaya APs: SW upgradeable; high density APs:

HW & SW upgradeable• Aruba APs: only fixed (2.4GHz/5GHz)

• Instant features are compromised:• Aruba Instant lacks controller features with only basic captive portal, less

firewall and IDS/IPS capabilities.


Battle Card

Aerohive Summary• Controller-less AP solution positioned at the low end in cost• Cloud and on-premise management but push cloud and its ease of use• Unified solutions for wireless & wired, headquarters & branch

Offensive Bullets• Full Unified Access solution• Full range portfolio:

• Avaya: 2 to 4 radios, all 11ac APs• Aerohive: 2 radio APs, “half” 11ac APs

• Programmable and Upgradable:• Avaya APs: SW upgradeable; high density APs: HW & SW upgradeable• Aerohive APs: fixed (2.4GHz/5GHz)

• Avaya Differentiated features:• Optimized 11ac perf• Honeypot: optimize 2.4GHz perf• Roaming Assist: optimize sticky clients


End


Module Duration:

Selling WLAN 9100

Learning Byte 9The Pitch2D00055OJune, 2014

The Pitch


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





Elevator Pitch Example


End


Module Duration:

Selling WLAN 9100

Learning Byte 10Overcoming Objections2D00055OJune, 2014

Overcoming Objections


Customer Objections to WLAN 9100

Avaya is nowhere in WLAN!

We offer a holistic end-to-end solution. Our new WLAN 9100 offers best in class Wi-Fi.


Customer Objections to WLAN 9100All 802.11ac solutions are created equal.

Not quite. Avaya WLAN 9100 provides70% more bandwidth per AP, and twice the capacity for the price of one AP. This means more coverage area with fewer AP’s.


Customer Objections to WLAN 9100Cisco tells us that with 802.11ac, there is no need for high density APs.

True, APs are faster, but clients are also faster and you still need to scale.


Customer Objections to WLAN 9100Cisco's CleanAir improves Wi-Fi performance!

This is a band aid for legacy 2.4GHz. Avaya recommends that clients move to 5GHz and use software programmable radios.


Customer Objections to WLAN 9100WLAN infrastructure solutions provide no visibility to the applications running over them.

Avaya WLAN 9100 provides granular visibility and control for more than 1,300 applications.

Avaya's solution can block or throttle apps, and it can give QoS to business apps.


Customer Objections to WLAN 9100But the .11n to .11ac technology transition requires a manual, AP swap-out.

Avaya WLAN allows you to buy 802.11n technology today and upgrade to .11ac with just a software license – no need to touch the AP to upgrade.

However, what you say is true for some competitive WLAN solutions. For them it’s a rip and replace.


Customer Objections to WLAN 9100Avaya WLAN 9100 is only beneficial to Avaya Fabric Connect customers. We don't have Fabric Connect.

Indeed, Avaya's Fabric Intelligence offers a huge advantage to 9100 APs. However, the WLAN 9100 is a highly competitive solution for all wireless requirements.


Customer Objections to WLAN 9100Avaya lacks good WLAN Management.

Avaya WLAN 9100 offers on-premise management, and in phase 2 we also offer cloud-based management. Both enable a rapid deployment, unparalleled visibility and simplified administration.


Customer Objections to WLAN 9100

Avaya is expensive.

Avaya APs are very cost effective if budget is tight. Run a TCO for a true overall comparison.


Overview (Learning Byte 1)

Business Impact (Learning Byte 2)

Explaining the Value (Learning Byte 3)

Aligning the Value to Stakeholders (Learning Byte 4)

Identifying Potential Customers (Learning Byte 5)

Qualifying Potential Customers (Learning Byte 6)

Services (Learning Byte 7)

The Competition (Learning Byte 8)

The Pitch (Learning Byte 9)

Overcoming Objections (Learning Byte 10)

Summary


End

© 2014 Avaya Inc. All rights reserved. 2D00055O WLAN 9100 What Sales needs to know to Start the...

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Transcript of © 2014 Avaya Inc. All rights reserved. 2D00055O WLAN 9100 What Sales needs to know to Start the...