Flexnetwork Architecture
Transcript of Flexnetwork Architecture
1 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012 ©2011Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
FlexNetwork Architecture Sales Guide GREEN/RED Qualification + Positioning
HP Confidential—For HP and Channel Partners Internal Use Only
Version 2
2 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
The industry’s only converged architecture for the campus, branch, and DC
HP FlexNetwork Architecture
Open Scalable Secure Agile Consistent
FlexNetwork Architecture
FlexManagement
FlexFabric FlexCampus FlexBranch
3 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Step 2: Position Use bullseye positioning charts
LEAD
ALTERNATE
Engage HP TS Consulting Services
Use LEAD
or ALTERNATE products
Step 1: Qualify deals Use GREEN / RED zone criteria Excellent alignment
PURSUE Moderate alignment
CAUTION No alignment
CONSULT TS
GREEN ZONE RED ZONE GREY ZONE
Increase Efficiency and Win Rate • Green zone: Pursue opportunities well-aligned with FlexNetwork
• Grey zone: Exercise caution
• Red zone: Consult HP TS Consulting Services for opportunities not aligned
GREEN/RED zone qualification + positioning
4 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Customer-level GREEN / RED zone qualification
FlexNetwork Solutions
PURSUE CAUTION CONSULT TS
Enterprise/SMB Global Service Provider Core Network Metro/ Regional Provider Service Provider CPE Equipment Service Provider Data Center (ALU)
SEGMENTS
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FlexCampus Sales Guide MODULE 2 GREEN/RED Zone Qualification
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FlexCampus Flatter, high-performance, low-latency two-tier networks
FlexFabric
Converges and secures data center network,
compute, and storage in the physical and virtual
worlds
FlexBranch
Converges network functionality, security
and services for simplicity
Open Scalable Secure Agile Consistent
FlexNetwork Architecture
FlexManagement
FlexFabric FlexCampus FlexBranch
FlexNetwork Architecture
FlexManagement
Converges Network Management and
Orchestration
FlexCampus
Converges wired and wireless networks to
delivery secure identity-based access
7 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
PURSUE CAUTION CONSULT TS
Vertical Healthcare, education, hospitality,
manufacturing, state/local govt
Telco/campus CPE* National/Federal certs (FIPS/CC)
Size 100s–1000s of seats
Application Productivity/PT/video, wireless aps,
UC&C, Location-based services Large-scale video surveillance
(extremely large multicast streams)
Environment Indoor Outdoor Industrial Grade
Deployment Wireless access/wired refresh,
E2E refresh/ greenfield
Tenant model Single Multiple
Availability High Extreme
Integration Cisco switching Cisco IPT/WLAN
Select features Integrated network services (ADC, WAN Acc, FW),
MACSec/Data Encryption
Network speed 10/100M/1 GbE wired access,
1/10 Gbps dist/core
FlexCampus Wired
* Sell-through/resell of HP switches/routers by service providers for provider-deployed & managed customer premise equipment – CPE – verify if we satisfy all the requirements
GREEN zone / RED zone qualification
8 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
PURSUE CAUTION CONSULT TS
Verticals Healthcare, education, state/local
government, hospitality, transportation
Handheld devices for Retail/Logistics National/Federal govt certifications
(FIPS/CC)
Size Large scale centralized mgmt 2500+
APs
Application Voice, video, data, guest access,
RFID, seamless roaming, <PTP/PTMP bridging>
Muni Mesh
Infrastructure needs
802.11n access point, 5400/8200 controller blade, controller
appliances, unified walljack
IMC, Comware controller blade, IPV6
Teleworker access point
Wireless security (IDS/IPS)
Overlay security solution (24x7) ≤ 500 Sensors
500+ sensors Integrated security solution
Network United networking (wired/wireless),
Cisco wired LAN overlay
FlexCampus WLAN GREEN zone / RED zone qualification
9 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
FlexCampus Sales Guide MODULE 2 POSITIONING
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Campus wireless LAN
• Sell MSM series controllers & Aps—no Comware based outside of China
– IMC/WSM (Wireless Services Manager) for Enterprise Management
• Lead with 760 & 765 controllers—dependent on customer environment
– 765zl and 760 identical functionality, 765zl chassis has redundant power
• Lead with MSM46X Access Point
– Industry’s highest-performing Access Point
• Pair above MSM WLAN solution with any HP wired solution
– Unify wired and wireless with IMC/WSM
Campus switching
• Flatter, simplified, higher-performance two-tier networks
• “Large” campus networks:
– DRIVE a competitively superior/differentiated solution: full-featured, high performance/low latency 1GbE access layer, 10/40/100GbE-capable core/distribution
– Exploit Cisco’s modular switch focus for access: position stacking-enabled fixed access-layer offerings to differentiate on price/performance or offer Modular at the price of Fixed as a choice
• “Mid-size” campus networks:
– DRIVE a right-sized solution: feature-optimized 1GbE access layer (10/100M as alternate) , 1GbE/10GbE core/distribution
– Offer alternates when customer requires more ‘Cisco-like’ product profile, specialized features, etc.
FlexCampus product positioning strategy
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Campus routing
• Lead with 6600 Routers Series for campus WAN edge/router upgrade opportunities
– 6600 Router Series is a high performance router with multi-core distributed processing (up to 252Mpps forwarding)
– 6600 Router Series supports a wide range of WAN/LAN interfaces (T3, E3, T1, E1, GbE, 10GbE, OC-3, OC-48, etc.)
– 6600 Routers offers greater flexibility to support a broad range of features for easy deployment
• Position HP 8800 Router Series in high throughput and competitive Cisco 7600 Series deals
– 8800 Router Series has up to 864Mpps forwarding/routing performance
FlexCampus product positioning strategy
12 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
FlexCampus product positioning model • Positioning objective = clarity (vs. long menu of choices) – focus on key products (Lead +
Alternate) that are aligned with HP strategy/business objectives and meet the vast majority of customer requirements
• LEAD—best functionality, scale and price for this segment =
• ALTERNATE—upsell/downsell (on price/specific features) =
• DO NOT—position products not explicitly positioned in lead/alternate areas unless there are specific customer requirements that we can’t meet with green
• Explicit customer product preferences trump proactive recommendations (e.g.: three tier network designs)
• Field creativity and individual account selling strategies still apply!
13 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
FlexCampus product positioning summary
• Standard scaling & functionality
• 100s of network seats
• 10/100 or GbE access
• GbE uplinks
• GbE/10 GbE Core/Distribution
• Power HA; optional stacking
“Mid-size” Enterprise
• Advanced scaling & functionality
• 1000s of network seats
• Layer 3 access
• GbE/10 GbE Uplinks
• 10/40/100GbE-capable Core/ Distribution
• Full HA; stacking
“Large” Enterprise
CORE/DIST
WIRED ACCESS
WLAN ACCESS
3500/ 3800
MSM-76X MSM-46X
MSM-7XX MSM-46X
7500
8200
29XX
5120 EI MSM-7XX MSM-430
MSM-76X MSM-430
5500 EI/HI
5400
7500
10500 5400/ 8200
7500
25XX
WAN EDGE
6600
8800
26XX
LEAD
ALTERNATE
ROUTERS
3600v2 EI
3800
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“Large” FlexCampus Switch POSITIONING GUIDELINES
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“Large” FlexCampus—core/distribution
Typical customer requirements
• 10GbE core/aggregation
• Advanced functionalities: BGP, ISIS, MPLS
• Advanced high availability, high performance/scalability
• Single OS alignment with ComWare based OS access layer
• High performance, future-proofed architecture
• 10/40/100 GbE Capable
• Industry-leading scalability
• Specialized features (BGP, ISIS, MPLS)
• Advanced high availability (IRF-based hitless patch upgrades)
• Granular management
10500
• Versatile, high-performance platform
• 2-,3-,6- and 10-slot chassis
• Advanced high availability (IRF-based hitless patch upgrades), 4-chassis IRF
• Specialized features (BGP, ISIS, MPLS)
• Single OS alignment with ComWare
• Granular management
7500
LEAD ALTERNATE
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Competitive view
“Large” FlexCampus—core/distribution
• High performance, future-proofed architecture
• 10/40/100 GbE Capable
• Industry-leading scalability
• Specialized features (BGP, ISIS, MPLS)
• Advanced high availability (IRF-based hitless patch upgrades)
• Granular management
10500 Key competitive points
• Cisco Catalyst 6500
– Poor performance (10500: 40% higher)
– Higher latency (10500: 75% lower)
– Poor 10GbE density (10500: 2x higher)
– Inflexible, platform-specific VSS virtualization (10500: Solution-common, scalable IRF technology)
– High power consumption
– Complex/costly feature licensing (10500: license free)
LEAD ALTERNATE
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Competitive view
“Large” FlexCampus—core/distribution
• Versatile, high-performance platform
• 2-,3-,6- and 10-slot chassis
• Advanced high availability (IRF-based hitless patch upgrades), 4-chassis IRF
• Specialized features (BGP, ISIS, MPLS)
• Single OS alignment with ComWare
• Granular management
7500
Key competitive points
• Cisco Catalyst 6500 – Inflexible, platform-specific VSS virtualization (7500:
Solution-common, scalable IRF technology)
– High power consumption
– Complex/costly feature licensing (7500: license free)
• Cisco Catalyst 4500 – Poor performance (7500: 3x higher)
– Poor 10GbE density (7500: 3x higher)
– No switch virtualization technology (7500: Solution-common, scalable IRF technology)
– Complex/costly feature licensing (7500: license free)
LEAD ALTERNATE
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“Large” FlexCampus—wired access (Lead) Typical customer requirements • Complete functionality (advanced L2, L3, security, QoS)
• Full Layer 3 features
• High availability/stacking
• PoE/PoE+, IPv6
*
• Access-focused features, lowest entry full L3 price point
• Mesh Technology: high-performance, resilient stacking
• IPv6, granular management, streamlined deployment
• PoE+, Lifetime warranty
3800
• Access-focused features, modular at price of fixed
• Power/space efficient, IPv6
• Granular management, streamlined deployment
• Lifetime warranty
5400
• Single OS alignment with Comware core/dist switch
• IRF stacking, IPv6, granular management
• Specialized features (BGP, ISIS, multi-CE)
• PoE/PoE+
• Lifetime warranty
5500 EI
LEAD ALTERNATE
• Resiliency and multiservice support
• IRF stacking, IPv6, granular management
• Specialized features (BGP, ISIS, multi-CE)
• Redundant power supplies
• Lifetime warranty
5500 HI
*
• Modular 10G uplinks & OpenFlow enabled
• IPv6, granular management, streamlined deployment
• Lifetime warranty
• PoE/PoE+
3500
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Competitive view
“Large” FlexCampus—wired access (Lead)
• Single OS alignment with Comware core switch
• IRF stacking, IPv6, granular management
• Specialized features (BGP, ISIS, Multi-CE)
• PoE/PoE+
• Lifetime warranty
5500 EI
Key competitive points
• Cisco Catalyst 3750X
– Inflexible, platform-specific, low performance, local-only stacking solution (5500: Solution-common, scalable, IRF technology)
– Complex/costly feature licensing (5500: license free)
LEAD ALTERNATE
• Delivers resiliency, security, and multiservice support capabilities
• IRF stacking, IPv6
• Specialized features (BGP, ISIS, multi-CE)
• Redundant power supplies
• Lifetime warranty
5500 HI
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Competitive view
“Large” FlexCampus—wired access (Lead)
• Access-focused features, lowest entry full L3 price point
• Mesh Technology: high-performance, resilient stacking
• IPv6, granular management, streamlined deployment
• Lifetime warranty
Key competitive points
• Cisco Catalyst 3750X/3560X
– Poor stacking performance (3800: 336Gbps vs. 64Gbps)
– No modular stacking capability (Fixed only)
– No 10GBase-T support
– Lower stack scaling (3800: 10 vs. 9 stack members)
– Complex/costly feature licensing (3800: license free)
LEAD ALTERNATE
3800
*
• Modular 10G uplinks & OpenFlow enabled
• IPv6, granular management, streamlined deployment
• Lifetime warranty
3500
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Competitive view
“Large” FlexCampus—wired access (Lead)
*Source: Tolly
• Access-focused features, modular at price of fixed
• Power/space efficient
• IPv6, PoE+, OpenFlow-enabled
• Granular management, ease-of-deployment
• Lifetime warranty
5400 Key competitive points
• Cisco Catalyst 4500
– Higher latency (5400: 85% lower*)
– Higher power consumption (5400: 9x/Gigabit performance)
– Complex/costly feature licensing (5400: license free)
– Lifetime warranty excludes power/cooling (5400: E2E LTW)
LEAD ALTERNATE
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“Large” FlexCampus—wired access (Alternate)
Expected availability: September 2011
• Single OS alignment with Comware core switch
• Advanced high availability (IRF-based hitless patch upgrades)
• Specialized features (BGP, ISIS, MPLS)
• Granular management
7500
• Access-focused features, modular at price of fixed
• Critical high availability (nonstop switching)
• Power/space efficient
• Granular management, ease-of-deployment
• Lifetime warranty
8200
Typical customer requirements
• Complete functionality (advanced L2, L3, security, QoS)
• High availability, PoE/PoE+, IPv6
• High density PoE, integrated services modules
LEAD ALTERNATE
• Single OS alignment with Comware core switch
• 10/100 full layer 3 with IRF
• Specialized features (BGP, ISIS, MPLS)
3600 v2 EI
23 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Competitive view
“Large” FlexCampus—wired access (Alternate)
• Versatile, high-performance platform
• 2-,3-,6- and 10-slot chassis
• Advanced high availability (IRF-based hitless patch upgrades), 4-chassis IRF
• Specialized features (BGP, ISIS, MPLS)
• Single OS alignment with ComWare
• Granular management
7500 Key competitive points
• Cisco Catalyst 4500 – Poor performance (7500: 3x higher)
– Poor 10GbE density (7500: 3x higher)
– No switch virtualization technology (7500: Solution-common, scalable IRF technology)
– Complex/costly feature licensing (7500: License free)
• Cisco Catalyst 3750X – Complex/costly feature licensing (7500: License free)
LEAD ALTERNATE
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Competitive view
“Large” FlexCampus—wired access (Alternate)
• Access-focused features, modular at price of fixed
• Critical high availability (nonstop switching)
• Power/space efficient
• ease-of-deployment
• OpenFlow-Enabled
• Lifetime warranty
8200 Key competitive points
• Cisco Catalyst 4500 – Higher latency (8200: 85% lower)
– Complex/costly feature licensing (8200: license free)
– Lifetime warranty excludes power/cooling (8200: E2E LTW)
• Cisco Catalyst 3750X – Poor performance (8200: 3x higher)
– Higher latency (8200: 50% lower)
– Complex/costly feature licensing (8200: license free)
Source: Tolly LEAD ALTERNATE
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Competitive view
“Large” FlexCampus—wired access (Alternate)
LEAD ALTERNATE
• Single OS alignment with Comware core switch
• 10/100 full layer 3 with IRF
• Specialized features (BGP, ISIS, MPLS)
3600 v2 EI
Key competitive points
• Cisco Catalyst 3560 v2
– No PoE+ support (3600v2 EI supports PoE+)
– No stacking capability (3600v2 EI supports IRF)
– Complex/costly feature licensing (3600v2 EI: license free)
26 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
FlexCampus— WAN Edge
*Expected availability: September 2011
Typical customer requirements • High performance routing
• IP/MPLS routing, IPv6, QoS
• Flexible WAN/LAN connectivity
• Stateful Firewall/NAT
• Hub and spoke VPN
• High availability
• High performance, multi-core processing
• Up to 252 Mpps forwarding
• Modular WAN/LAN (T3/E3,T1/E1, 1/10GbE, OC3/48)
• Comprehensive routing, nested QoS
• Dynamic VPN
• Real-time fail-over & system resiliency options
6600
• High throughput (10GbE) and scalable architecture
• Up to 864 Mpps forwarding
• High density WAN/LAN (1/10GbE, OC-3~192)
• Comprehensive routing, hierarchal QoS
• IPSec/MPLS VPN
• Real-time fail-over & system resiliency options
8800
LEAD ALTERNATE
27 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Competitive view
FlexCampus— WAN Edge
*Expected availability: September 2011
• High performance, multi-core processing
• Up to 252 Mpps forwarding
• Modular WAN/LAN (T3/E3, T1/E1, 1/10GbE,OC3~48)
• Comprehensive routing, nested QoS
• Dynamic VPN
• Real-time fail-over & system resiliency options
6600
Key competitive points
• Cisco ASR 1000 Series
– Poor performance (6600 has up to 10X more routing, up to 20X more switch capacity, up to 4X more VPN performance than ASR1000 Series)
– Complex/costly feature licensing (6600 has simplified licensing – most advanced features available at no additional cost)
– Multiple OS versions (Unified OS across all HP routers with Comware)
– Several management systems (Single-pane-of-glass management with HP IMC)
LEAD ALTERNATE
28 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Competitive view
FlexCampus— WAN Edge
• High throughput (10GbE) and scalable architecture
• Up to 864 Mpps forwarding
• High density WAN/LAN (1/10GbE, OC-3~192)
• Comprehensive routing, hierarchal QoS
• IPSec/MPLS VPN
• Real-time fail-over & system resiliency options
8800
Key competitive points
• Cisco 7600 Series
– Poor performance (8800 has more than 29X routing performance than Cisco 7600 Series)
– Complex/costly feature licensing (8800 has simplified licensing – most advanced features available at no additional cost)
– Multiple OS versions (Unified OS across all HP routers with Comware)
– Several management systems (Single-pane-of-glass management with HP IMC)
LEAD ALTERNATE
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• For Large FlexCampus Wired Core Distribution
9500 can be used only if specialized functionality such as very high IPv6 scaling or advanced MPLS features are needed
• For Large FlexCampus -Wired Access
5800 can be used if specific functionality such as PoE+ or MPLS is needed
FlexCampus Exceptions
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“Mid-size” FlexCampus Switch POSITIONING GUIDELINES
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“Mid-size” FlexCampus—core/distribution
• BEST aligned with typical customer requirements
• Power/space efficient
• Advanced layer 3 (OSPF)
• Critical high availability (nonstop switching)
• Ease-of-management, lifetime warranty
8200/5400
• Direct replacement for Cisco 4500
• Advanced layer 3 (OSPF) + specialized features (BGP, ISIS, MPLS)
• Advanced high availability (IRF-based hitless patch upgrades)
7500
Typical customer requirements
• Simplicity, right-size feature set (L2-focused for access, Advanced L3 (OSPF) for core)
• Baseline performance (range: 1G to10G)
• Granular management/control, ease-of-deployment
LEAD ALTERNATE
• Stackable fixed-port with modular-performance features
• Meshed Technology: high-performance, resilient stacking
• IPv6, granular management, streamlined deployment
• Lifetime warranty
3800
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Competitive view
“Mid-size” FlexCampus—core/distribution
*Source: Tolly
• BEST aligned with typical customer requirements
• Power/space efficient
• Advanced layer 3 (OSPF)
• Critical high availability (nonstop switching)
• Ease-of-management, lifetime warranty
8200/5400
Key competitive points
• Cisco Catalyst 4500 – Poor performance (8200: 9x higher, 5400: 7x
higher*)
– Higher power consumption (5400: 9x/Gigabit performance)
– Poor port density (5400: 128% higher)
– Complex/costly feature licensing (8200/5400: License free)
– Lifetime warranty excludes power/cooling (8200/5400: E2E LTW)
• Cisco Catalyst 3750X – No Energy Efficient Ethernet support
– Poor performance (8200: 3x higher)
– Higher latency (8200: 50% lower)
LEAD ALTERNATE
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Key competitive points
• Cisco Catalyst 6500 – Poor performance (7500: 2–4x higher
– Inflexible, platform-specific VSS virtualization (7500: Solution-common, scalable IRF technology)
– Complex/costly feature licensing (7500: license free)
• Cisco Catalyst 4500 – Poor performance (7500: 3x higher)
– Poor 10GbE density (10500: 3x higher)
– No switch virtualization technology (7500: Solution-common, scalable, distance-capable IRF switch virtualization technology)
– Complex/costly feature licensing (7500: license free)
Competitive view
“Mid-size” FlexCampus—core/distribution
Source: Tolly
• Direct replacement for Cisco 4500
• Advanced layer 3 (OSPF) + specialized features (BGP, ISIS, MPLS)
• Advanced high availability (IRF-based hitless patch upgrades)
7500
LEAD ALTERNATE
34 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Competitive view
“Mid-Size” FlexCampus—core/distribution
• Stackable fixed-port with modular-performance features
• Meshed Technology: high-performance, resilient stacking
• IPv6, PoE+, 10G uplinks, streamlined deployment
• Lifetime warranty
Key competitive points
• Cisco Catalyst 3750X/3560X
– Poor stacking performance (3800: 336Gbps vs. 63Gbps)
– No modular stacking capability (Fixed only)
– No 10GBase-T support
– Lower stack scaling (3800: 10 vs. 9 stack members)
– Complex/costly feature licensing (3800: license free)
LEAD ALTERNATE
3800
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• Cost sensitive deals only
• Layer 2/basic layer 3*
• 10/100 client ports
• Lifetime warranty
25XX/26XX
Typical customer requirements
• Simplicity, balanced features (L2-focused)
• Baseline performance (10/100 1G (access), 1G uplinks)
• PoE
• Granular management/control, ease-of-deployment
“Mid-size” FlexCampus—wired access
• BEST aligned with typical customer requirements
• Feature/value balanced – basic layer 3 (RIP/static routing)/security
• Gig client ports/optional 10G uplinks, PoE+ for investment protection
• Lifetime warranty
29XX
• Single OS alignment with Comware core switch
• IRF stacking/advanced QoS
• PoE
• Lifetime warranty
5120 El
LEAD ALTERNATE 262x – static/RIP routing
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LEAD ALTERNATE
Competitive view
“Mid-size” FlexCampus—wired access
• Fixed port feature/value balanced access switch
• Basic Layer3 (RIP/static routing), PoE/PoE+
• Gigabit client ports, extended port capacity
• Enhanced quality of service
• Lifetime warranty
29XX
Key competitive points
• Cisco catalyst 2960S Lan Base
– Poor buffer memory architecture (29XX: Dynamic memory allocation)
– Limited QoS with 4 queues (29xx: 8 queues)
• Brocade Fastiron GS
– No PoE+ support
– Expensive (29xx: more cost effective & features focused for branch deployments)
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LEAD ALTERNATE
Competitive view
“Mid-size” FlexCampus—wired access
• Cost sensitive basic connectivity switch
• Layer 2/basic Layer 3*
• 10/100 client ports
• PoE/PoE+ support
• Lifetime warranty
25XX/26XX
Key competitive points
• Cisco Catalyst 2960/2960S Lan Base
– Fewer ACL’s vs. 2610
– No PoE+ Support for 10/100 skus (2620: up to 382W of internal PoE/PoE+ power)
– Limited 16 static routes (2620: 256 static routes)
– RMON only (26xx/25xx: sFlow give both network and application visibility)
– Limited lifetime warranty (25xx/26xx: E2E lifetime warranty)
• Cisco Catalyst 2960/2960S Lan Lite
– No compact 8-port PoE version available
– Limited lifetime warranty (25xx/26xx: E2E lifetime warranty)
*262x – static/RIP routing
38 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Competitive view
“Mid-size” FlexCampus—wired access
• Single OS alignment with Comware core switch
• IRF stacking/advanced QoS
• PoE
• Lifetime warranty
5120 El
Key competitive points
• Cisco Catalyst 2960S Lan Base: Complex/costly feature licensing (5120-EI: License free)
LEAD ALTERNATE
39 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Switch products NOT positioned
• 4200/4210/4210G/4500/45x0G/4800G/5500/5500G (FE/GbE fixed, legacy 3Com-branded): Announced or planned EoS, replaced by other products
• 4200 (low-end FE/GE modular): Non-strategic, very low revenue
• 2800 (GE L2/L2+ fixed): For GE L2/L2+ lead with E25xx since higher revenue $100+M vs $40M over same period) & is future proof
• 3600 SI, 3610 (FE L3), 3100 EI/SI (FE L2/Lite L3 fixed): Non-strategic, low revenue, FE platforms
• 5820X/5800AF: Positioned as data center products
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WLAN Access POSITIONING GUIDELINES
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FlexCampus mobility controller positioning • Customers who have or plan to purchase a 5400/8200 chassis
• Both controller models have the same features/functionality
• 40-200 access points and, up to 800 AP’s as part of a Team
• Up to 2000 simultaneous guest access users
• Support for L3 roaming services, and failover
• Lifetime Warranty
MSM765zl
• MSM760 Appliance
• Environments without a 5400/8200 chassis
• NON HP customers
• 40–200 access points and, up to 800 AP’s as part of a Team
• Up to 2000 simultaneous guest access users
• Support for L3 roaming services, and failover
• 1 Year Warranty
MSM760 Appliance
Typical customer requirements • Up to 800 access point support (increments
of 40 AP licenses)
• Granular management/control, ease-of-deployment
• Key Competitive Points
• Cisco 6500: WiSM controllers require a SUP720 (Cisco’s most expensive) module to be installed.
• Cisco 5508: No support for VPN termination (such as IPsec and L2TP) and VPN pass-through
• Aruba No cohesive Wired/WLAN.
• Ruckus: No support for controller redundancy in case of controller failure introduces “single point of failure” in the network
LEAD ALTERNATE
42 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Typical customer requirements
• Supports up to 40 access points
• Typically the controller is a centrally managed solution in the campus
• Granular management/control, ease-of-deployment
Typical competitive offering
• Cisco 4402, 2100 Series Wireless Controllers; Aruba 600; Ruckus ZD1100
Competitive points
• Cisco: No support for VPN termination (such as IPsec and L2TP) and VPN pass-through
• Aruba: Offers no cohesive wired/WLAN solution.
• Ruckus: On controller failure, all connected APs must reboot, and get reconfigured from another controller, disrupting wireless services for all users.
• Typically the controller is a centrally managed solution in the campus
NONE
LEAD ALTERNATE
FlexCampus WLAN controller
• Mid-range, enterprise-class controller
• Virtual failover redundancy, sFlow, and fanless
• Up to 40 access points and/or access devices
• 250 simultaneous guest access users
• Automated workflows for easy configuration (V5.7)
• Lifetime Warranty
MSM-720 CONTROLLER APPLIANCE
43 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
FlexCampus WLAN AP
LEAD ALTERNATE
Typical customer requirements
• 802.11n connectivity (MSM4xx)
• Comprehensive WLAN security
• WLAN-specific network management functionality
Typical competitive offering
• Cisco AP Aironet 3600i ( 3SS stream) and 3500i; Aruba AP 135, AP 125; Ruckus 7962
Key competitive points
• Cisco: Aironet 3600i. Interference detection only ,when deployed in overlay mode. Self healing, requires rip and replace
• HP MSM466 provides unique simultaneous use of the 5GHz band providing improved HD Video capability
• Aruba: AP’s will not function if connectivity to the controller is broken. (requires full redundancy implementation)
• Ruckus: No unified wire/wireless integration No 3 spatial stream AP
• Highest performing access points in industry
• Dual radio 802.11n
• 450 Mb/s/radio
• RF optimization features
• Powered by 802.3af PoE
• Also managed centrally by a Mobility Controller
• Lifetime warranty
MSM 46x
• Value sensitive Enterprise markets
• Dual radio 802.11n
• 300 Mb/s / radio
• RF optimization features
• Powered by 802.3af PoE
• Lifetime warranty
MSM430
44 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Please send your feedback and comments on the Sales Guides to your regional PLM:
NA: Bob Beliles [email protected] Lat: Carlos Meza [email protected] EMEA: Dave Sturgess [email protected] APJ: Justin Chiah [email protected]
The regional PLM will collect the feedback and, on a quarterly basis, send it to the authors of the sales guides.
Sales Guide Feedback Process
45 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
• Attend mandatory training – FlexNetwork qualification & positioning
• Click sales guide tab on sales portal – FlexNetwork sales guides
• Additional resources:
– Leave behind the FlexNetwork architecture brochure
– Download the FlexNetwork architecture whiteboard
– HPN ROI Tool Link
– Send to clients or use new customer testimonial videos in presentations
Next Steps
• DreamWorks
• SHI
• CERN
• UL
• Marriott
• Industry Analyst Video
(HP ETV, YouTube)
46 HP CONFIDENTIAL—For HP and Channel Partners Internal Use Only 10/19/2012
Thank You