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Student Reference Guide HP Sales Certified Networking Solutions & Services [2014] Use this text version of the course to search on words or topics to be able to go back into the course and review material and as a study aid for your HP Networking Sales Certification Exam. Below are two sample exam questions (also found in your Learning Guide) 1. In the FlexNetwork architecture, where is the HP 2920 Switch Series a lead-

recommended product?

a. FlexCampus b. FlexFabric c. FlexManagement d. FlexBranch

Correct Answer: d. FlexBranch 2. An IT manager is interested in replacing legacy routers in the organizations

network, but is concerned about the new networks ability to grow as the organization grows. Which FlexNetwork feature would you emphasize to the IT manager?

a. FlexNetwork provides agility, allowing companies to roll out new applications

and services faster. b. FlexNetwork is scalable so large and medium-sized businesses can take

advantage of features appropriate to their size. c. FlexNetwork delivers a consistent experience no matter where users access the

network. d. FlexNetwork is built on open standards, which are also supported throughout

the branch, campus LAN, and data center. Correct Answer: b. FlexNetwork is scalable so large and medium-sized businesses can take advantage of features appropriate to their size. Course screen numbers are indicated in bold beside the titles of screens to enable you to easily return to that section of the course.

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TABLE OF CONTENTS ORIENTATION ...................................................................................................................... 4 SEGMENTATION ................................................................................................................... 7 PORTFOLIO OVERVIEW ...................................................................................................... 10 FLEXNETWORK .................................................................................................................. 17 FLEXFABRIC ....................................................................................................................... 22 FLEXCAMPUS ..................................................................................................................... 32 FLEXBRANCH ..................................................................................................................... 46 FLEXMANAGEMENT ........................................................................................................... 53 TECHNOLOGY SERVICES .................................................................................................... 58 DIFFERENTIATORS ............................................................................................................ 63 DELIVER CUSTOMER VALUE .............................................................................................. 68 SUMMARY AND CALL TO ACTION ....................................................................................... 71 APPENDIX ALTERNATE PRODUCTS ................................................................................ 73 Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein. This is an HP copyrighted work that may not be reproduced without the written permission of HP. You may not use these materials to deliver training to any person outside of your organization without the written permission of HP. Microsoft and Windows are U.S. registered trademarks of the Microsoft group of companies. HP Advanced Sales Certified Enterprise Networking Solutions and Services 2014 Study guide February 2014 HP Confidential For training purposes only.

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ORIENTATION 3 Opening Video Welcome to the HP Sales Certified, Networking Solutions and Services 2014 course for sales people in HP partners selling to mid-sized businesses. As channel partners to HP, your success is vital to the success of the HP business. This course is not just about training, it's about building stronger, closer, more meaningful relationships between you, the sales teams who lead our customer interactions and HP, so we can give you the right support to help you win more business. A great HP partner is someone who commits to training and getting certified. Let's look at what the course contains and, more importantly, how completing this training will help you be more successful. Lets look at how the course is structured. This Orientation module sets the scene where we introduce you to the overall program and reinforce its importance, both to you and to us at HP. Then we have split the course into three main categories: Know, Sell and Win. Know is all about getting the facts about the networking market opportunities; what trends are driving change for your customers; being able to categorize your prospects - this will help you hunt more effectively for new business. Also in the Know section is an overview of the HP Networking Portfolio - high-level information about key products, services and the FlexNetwork strategy We then delve deeper into FlexNetwork, FlexFabric, FlexCampus, FlexBranch, FlexManagement and Technology Services. Now you may think this is all you need to be able to sell HP. Good product knowledge is, of course, essential but it is only effective if you apply it carefully to your sales activities. The next two categories in this course are Sell and Win. Here you will learn vital skills in how to apply your knowledge and be a more effective sales person. We spoke to Sue Barsamian and put it to her that the whole world of IT is changing and asked her what that means to channel partners. Youre right. Everything's changing. The buying patterns are changing. The buyers are changing. What they're buying is changing. You know, in 25 years in the business, I've never seen as much change as we're seeing right now. I would give partners the same, you know, counsel that we take at HP, which is the best thing you can do, is know your offering cold. Listen to what your customers are doing and what their business outcomes are. And really, in almost real-time -- because it is changing and that's really what's different. Whereas before, we could train you on, these are the things your customers want to do. These are the things you line up to what your customers needs are. You have to do that almost in real time today. And that's really the difference. Great advice from Sue, stressing the need to be constantly updating our skills and our knowledge of the customer. This Sales Certification program gives you access to

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further learning beyond this course. But why should you bother? We have designed this program to be regularly updated, to reflect the high rate of change in our industry that Sue spoke about. So by completing this program, you will be able to articulate the latest innovations from HP. You will build your skills to be a more effective sales person and you will build your sales pipeline more effectively and earn more as a result. Before you start out on your journey - here's one more clip from Vice President of Enterprise Group Channel Sales, Jesse Chavez. What are his observations about this training? Well the thing about the training is that the training is not about bits and bytes, right? It certainly talks about products, but it talks about the problems that we're trying to solve from a customer perspective and then how to position that to the customer. But also how do you position against the competition. So that's one of the key fundamentals that we're putting into the training that in fact, the positioning aspect, and how to compete effectively is a key part of the training. So Jesse I'm just about to embark upon my certification program. What's your message to me as a channel partner sales person who's just about to commit this time? I think it's going to be a very effective use of your time because I believe through the training we'll give you the skill sets and the knowledge to actually go create more opportunities with customers in being able to sell the portfolio, improve your profitability, improve your margins, and basically give you the return so that you can take home a bigger paycheck. 7 Video Now that you understand how the course is organized, it would be useful to know the type of customer we have in mind for most of the products, solutions and services that we will cover in this course. That target customer is a medium-sized business with more than 100 but less than 1000 employees with typical networking needs. They usually have only a few IT people and they need to be generalists so it is likely that they require a simpler approach to IT, one that reduces complexity. That may cover the majority of medium sized business customers we see for our products, but it doesnt necessarily describe all of your networking customers. The networking requirements of smaller customers are similar to the needs of branches of larger customers, and we will partly cover more enterprise focused solutions, since you may be selling to a smaller cloud provider, for example, with very demanding, scalable networking needs. Here is where this course fits in the context of other courses. Beyond this Sales Certified course, you may want to deepen your skills and knowledge by taking the HP Advanced Sales Certified Enterprise Networking Solutions and Services course.

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In that course, we explore in greater detail the requirements of large organizations and the HP Networking solutions that address their enterprise needs. Now that you understand the structure of the course, to help you along your way, there is a Learning Guide to print off. The Learning Guide contains key learning points and useful information. As you progress through the course, you will be encouraged to add your own notes to your guide. Use it to write down what you want to learn; add your ideas on how you can apply the learning to your own customers; keep track of the questions and opportunities that occur to you as you progress; and identify further training you might need. Long after you have completed this course, your Learning Guide will remain a valuable tool for quick reference support. Next, click the forward arrow and you will be asked to print your Learning Guide and use it for the first time. 9 Closing Video We have reached the end of this Orientation module. You should now be able to describe the goal and objectives of the Networking Solutions and Services course, describe how this learning program will benefit you and your company and be able to use the Learning Guide. The next module is Segmentation which includes key Networking trends and business initiatives; and segmenting customers to help you prospect. Good luck and enjoy the course but before we conclude this module, here is a final word from Sue Barsamian. First of all, I think HP's products are very differentiated. We have market leading positions in almost everything we sell. The power of the HP ecosystem and the channel specifically is really, for me, the second half of the coin. And so what our partners do by being there on the ground, having the face-to-face relationships with the customers. And doing what they do every day to add value, bringing the HP portfolio through as they do it. I think it's a winning combination and nobody can beat us.

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SEGMENTATION 3 Video In Segmentation, we look at prospecting for sales opportunities - identifying the best customers for HP Networking products, services and solutions. You can apply our Networking portfolio to customers of all sizes, because customers needs dont just depend upon the size of their organization. Some companies such as service providers, which may be seen as small because of the number of employees, can have very sophisticated enterprise requirements driven by the service level demands of their own customers. Whereas some large organizations, in terms of number of employees, can have relatively simple IT requirements. We have to get more sophisticated when selling. Customers needs can depend on several factors, such as their level of IT maturity, their organizational maturity, where they are in their buying cycle, what is happening in their industry, their competitive environment, management style and financial position. One size does not fit all! However, it is fair to say that there are strong similarities among groups of your potential customers and their networking needs. In this module you are going to learn to recognize those similarities, and group your customers into different segments. This is what is known as segmentation and this will help you to spot larger opportunities and sell more! In this module we also look at the top relevant IT trends and their main business drivers. Armed with this information you will be able to explain how those solutions help customers meet their business challenges. By having a greater understanding of your customers, you become more of a trusted advisor to your customers and are able to better anticipate and propose solutions that they will need in the future, solutions that span the HP portfolio. 4 Top business and IT initiatives In this topic we will look at the top 5 IT initiatives and the 3 top business drivers behind them. The 5 IT initiatives are:

Data center consolidation and server virtualization Bring Your Own Device or BYOD Embracing cloud computing Unified Communications & Collaboration or UC&C And last but certainly not least, network modernization

5 Business drivers Five of the top initiatives for networking directly relate to three main business drivers: acquiring new customers, reducing costs and improving operational effectiveness.

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7 Customer segmentation The HP Networking portfolio of products offers powerful solutions to meet the challenging needs of todays organizations as well as providing future support for emerging standards. The range of clients you will contact is wide, complex and potentially very rewarding and you already know that one size does not fit all. HP current and potential customers are alike in their desire to meet their business needs through the adoption of carefully selected, future-proof solutions and within that wide group are distinct sectors with different needs. You can increase your productivity by becoming more accomplished at identifying these differences in order to tailor a competitive HP Networking offering accordingly. That is what customer segmentation is about: subdividing customers into groups that are similar so you can prospect and uncover customer needs more efficiently. 8 Customer segmentation knowledge check Customer segmentation is a very powerful tool that will help you identify specific, unmet requirements.

You will beat your competitors by delivering solutions and messages that are more likely to meet those requirements.

You will increase you sales productivity by spending more time on customers that will be more receptive to what you have to offer.

And you will know which HP Networking will be more appealing and how to best highlight those components that will prove critical to improve your clients performance.

You will take less time to complete the sales cycle. You are not just an order taker! You are a trusted advisor, able to shape a

flexible, scalable, future- proof solution, able to position HP Networking solutions so that their true business value is recognized.

Finally, You will be able to prioritize your work by concentrating on the most open customers and deliver solutions with the most competitive advantage.

9 Market segments There are two broad types of segmentation horizontal and vertical. Vertical, you are no doubt familiar with since you may already specialize in a particular industry it is dividing the market according to industry types so you develop vertical expertise. With horizontal segmentation, all types of industries need similar products and services. 10 Market segments vertical segmentation Vertical segments include:

Education Healthcare Hotels Local Government Retail Chains

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Manufacturers Business Services IT Service Providers And Financial Services

11 Market segments horizontal segmentation The horizontal segments turn out to be the same as the IT initiatives behind networking that we covered earlier. Each offers opportunities for Partners to specialize, to develop deeper expertise and partnerships to establish a strong position in a niche. There is one key horizontal that every HP Networking Partner will encounter. 11A WLAN Forecast Bring your own device or BYOD is the single largest demand driver for wireless security technology and wireless and wired convergence. It means the policy of permitting employees to bring their own laptops, tablets, and smartphones to work and to be able to use them to access privileged company information and applications. BYOD is also used to describe the practice of students using their own devices in schools and universities. In high growth markets such as Brazil and Russia, roughly three quarters of employees use their own devices at work and in developed markets it is just under a half of all businesses. In most instances, customers are unable to prevent it. There are many who feel that employee productivity increases if they can use their own technology and it makes a business more attractive to new recruits. The 2013 addressable market for WLAN Access was $4.1B, growing at 11% a year The market for Ethernet Access was $12.6B.

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PORTFOLIO OVERVIEW 3 Opening Video Welcome to the Portfolio Overview Module of the HP Sales Certified, Networking Solutions and Services course. Before we begin, I have asked Mike Banic, VP of Marketing for HP Networking to tell us HP's overall networking strategy. We can actually do that in one word, which is "simplification." When we look at networks over the last 10 to 20 years, they've been too complex in terms of the number of devices, the number of layers, number of operating systems and management applications. And our strategy is to simplify that for our customers. Now, that creates value for our partners as they go to market with us. As a partner salesperson, what do I need to know to be able to have a meaningful conversation about simplification of the network? I think it starts with FlexNetwork Architecture. Because when we approach the enterprise market, we start with the fact we have a single architecture from the data center where applications are run and business processes are run to the campus and the branch where the users are connected who are accessing those applications and working with clients and partners and customers. And that is very different than our competitors. Our competitors have multiple architectures for different parts of the network; and that, again, creates complexity. Once they understand that, then they can click into the specific solutions like FlexFabric for the data center network, FlexCampus, and FlexBranch. And then they can start to talk about the consistency of the technology in those different solutions. The fact they're all based on open industry standards and the fact that they're all managed by a single-pane-of-glass. 5 Video To find out more about how you can tell the HP networking simplification story, heres an interview we shot earlier with Craig Hinckley, Vice President and General Manager of HP Networking Americas. That's a great question because the HP Networking simplification story is a very powerful one. So instead of me trying to maybe tell it to you, maybe I should draw it for you so let me kind of walk you through it. So from an HP Networking perspective, let's talk about how we simplify networking. Let's start by really looking at our existing networks. Existing networks for the last 10 or 15 years have traditionally been built in 3 tiers. The challenge with that is that it cannot support today's traffic demands on things like voice, video, and mobile devices. They are also complex and costly to manage and support. Think about your SMARTnet costs right now. Think about our customers paying that bill every month every year for SMARTnet. Are your customers experiencing SMARTnet fatigue. So now let's look at HP

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Networking and how we simplify the architecture. HP Networking has simplified the network by providing a flatter architecture; 3 tiers down to 2 tier. Or in some cases, 3 tier to 1 tier. That's open standards based. So the key thing here, you can now see we can connect devices directly and more directly to each other. An architecture like this delivers higher performance, faster response times, and higher availability. And flatter means fewer devices and less ports so, therefore, a lower total cost of ownership. So now we'll simplify the architecture. Let's look at how we then further simplify with virtualization. Now HP has led in virtualizing servers and storage and now, virtualizing the network as well. Virtualizing the network means you can take multiple physical devices and make it look like one virtual device. So now in this location, you can take multiple physical switches and make them look like one but that's not all. We can now take multiple locations, so location one here and location two, and we can actually make them look like one virtual network. And we can do that virtualization of the devices through our intelligent resilient framework; IRF. And then connecting multiple locations throughout Virtual Device Interconnect; VDI technology. Again, this enables us to flatten tiers in the data center and provide better automation and operational efficiencies. What does this mean for you and the customer? You gain increased availability and resilience, you get increased performance, and again, lower cost and lower complexity. So now we've simplified the architecture; we've now simplified the network further through virtualization. Now let's take it one step further and show what we can do in simplifying the management of your entire network. And that is not just the HP devices in your network, but allows us to manage more than 6,000 devices from over 220 vendors. So when you look at building a heterogeneous, best in class network infrastructure. Our intelligent management center provides a multi-vendor and best of class device support through a single pane of glass and that's the important thing. Through a single pane of glass, you can manage HP, you can manage Cisco better than Cisco, as well as 6,000 devices from over 220 other vendors. This frees up human capital to focus on projects and lower operating costs overall. So we've now simplified the architecture, we've simplified the actual network through virtualization, and we're providing a more efficient and effective way to manage the infrastructure. So what's next? Software Defined Networking, or SDN. That is a hot topic today and are you comfortable with what SDN is and what it may mean to your customer in the enterprise. I'm not an SDN expert, but let me tell you what I know. Software Defined Networking redefines networking. It makes it much simpler. SDN separates the control from the movement of the data through the network and allows you to centrally manage your network in a way that is easier than really ever before. It really changes the way you build, deploy, and operate the infrastructure. And what this means for you is you gain the agility to respond to customer and market

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demands faster. You can deploy applications faster to meet business needs, so your time to capability and your time to employ new business capabilities in the infrastructure is now reduced. You can focus less on managing your infrastructure and more on connecting your users to applications. HP has been working on Software Defined Networking since 2006 and most of our products support the emerging SDN standard protocol called OpenFlow. And that OpenFlow support on all of our products will be on all their products by the end of calendar year 2013. So if you talk about investment protection for our customers and the ability to use OpenFlow to implement an SDN strategy today, HP is your only bet. And candidly, our competitor's products, like Cisco, do not support OpenFlow. Let's summarize what Craig Hinckley has covered in Network Simplification. HP is simplifying network architecture through FlexNetwork, simplifying the network by virtualizing assets in the network and simplifying network management. By having a software defined network, business agility is increased by accelerating application deployment. HP also improves network performance, scalability and reliability. That lowers total cost of ownership fewer devices, fewer ports, less to manage, lower third party maintenance and ease of management through a single-pane-of-glass. In your learning guide is a typical network. Draw how that might look using HP's network architecture and if you have time, consider how one of your customer's networks is architected and how that might be transformed with FlexNetwork 6 FlexFabric We have looked at the simplification strategy and FlexNetwork architecture; let's now consider the data center network. FlexFabric converges and secures the data center network servers and storage. FlexFabric delivers 3 main customer benefits:

1. Simplification, reducing operational data center networking complexity by up to 75%

2. Scalability, doubling the fabric scaling of existing data center solutions 3. Automation, cutting data center network provisioning time from months to

minutes 7 FlexFabric overview FlexFabric's next generation data center switches enable: Cloud, Big Data and Virtualization, fully unifying virtual and physical networks. FlexFabric next generation routers scale routing and security services by over five times. Finally HP's Software Defined Networks [SDN] reduces the complexity of managing, provisioning, and changing a network. HPs FlexFabric solutions are designed for Enterprise data centers and highly virtualized workloads such as public/private or hybrid cloud environments. You can find these across all client verticals. HP FlexFabric solutions are also designed for high performance computing data centers found in the automotive, movie industry, geophysical, bio/life sciences or government sectors.

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9 FlexCampus FlexCampus converges wired and wireless networks to deliver secure identity-based access. 10 FlexCampus overview Communications is undergoing drastic change fuelled by rich media applications like webcasts, video-enabled customer service, video conferencing, videoon-demand training, and IP surveillance and security. Network capacity in most organizations has to increase up to ten times to support a new wave of business video. Users demand fast, reliable wireless access from anywhere in customers premises and often from their own devices. Many smartphones have weak Wi-Fi capabilities but users blame the network. Existing wireless networks cannot cope with the range and number of devices. Wired and Wireless networks are managed independently and often BYOD devices are not managed or monitored. The HP end-to-end Campus solution is a complete, secure networking infrastructure that connects users to job-critical services across multi- building campuses over a high- performance converged wired/wireless network. Put simply, FlexCampus redefines the campus network for the video and mobile world. FlexCampus delivers a simplified network architecture and management capabilities, based on the FlexNetwork 2-tier switching architecture that improves performance with lower latency, increases resilience, reduces cost and complexity. These are solutions based on open industry standards that prevent customers from vendor lock-in and further lowers costs. 11 FlexCampus sweetspot Some customers have had only one network vendor for many years and may be resistant to change. In these organizations, there are often individuals who have invested heavily in Certification. They may have concerns around training needed to support a second vendor. Assure these customers that most of the knowledge in those Certifications is transferable to other vendors products because much of it is about networking technology. If training is needed, HP offers a fast track Certification program. And remember to highlight how flattening their 3-tier campus network to 2-tiers will reduce the number of network hops, latency and complexity. HP can also help with the transition with management tools that support multi-vendor networks. 12 FlexBranch FlexBranch is HPs networking solution designed for branch offices. FlexBranch converges infrastructure and network applications to dramatically improve performance, simplify deployments, centralize management and help to reduce IT costs. 13 FlexBranch knowledge check 1 Branch and campus users driving the demand for data center consolidation, service migration to cloud, mobility, application delivery, and unified communication and

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collaboration applications are severely affecting aging branch networks and fuelling the demand for always-available, accelerated and simplified branch infrastructure while being easy to deploy and manage remotely. The branch office for many organizations is the face of company to its customers. The in-branch experience can shape customer opinions and satisfaction. Your customers have to balance the in-branch experience with operational costs. Organizations with branch offices have two big concerns. 14 FlexBranch dynamics Take as an example a company with branch offices of less than 20 employees. You could easily imagine them being a government, education, healthcare, retail, or services organization. Employees in a small branch office require telephony, email, file sharing, local printing, and Internet access. In addition to secure access to the corporate network, the customer may want to grant WiFi guest access to the internet in its branches. For example, the branch has a router with firewall capabilities and a site to site virtual private network (VPN) over a broadband connection for encrypted access to the headquarters network. Email is usually hosted in the corporate data center (DC). It could be routing VoIP traffic between the site and a central VoIP switch. 15 FlexBranch knowledge check 2 Some of their challenges assuming there are no IT staff on site:

Inefficient WAN speed is affecting productivity, slowing access to main office file shares, and creating intermittent login problems.

Frequent local network issues and a lack of reliable backup are jeopardizing the security of important customer data.

Unreliable printing is forcing frequent reboots to clear the queue. 16 FlexBranch benefits With HP FlexBranch solutions, you can provide the branch with:

Improved LAN reliability and performance Remote management capabilities Dramatically improved file access times Faster logins with enhanced security File storage with regular backup Automatic offsite data replication for Disaster Recovery protection

It does this by placing a switch/router in the branch to deliver consistent user experience, centralized policy administration across all branches and resilience if the WAN link goes down. 17 FlexBranch scope HP FlexBranch targets Enterprises with a large number of branches or regional offices, as well as medium-sized companies with a few branches. Together with partners, HP earn customers in key verticals such as Education, Government, Retail, Banking,

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Manufacturing and Healthcare. Branches will have generally have up to a 100 employees connecting simultaneously. Remember with guest or commuter users, the branch size may be larger. Sites with larger numbers of uses will start to fall into the FlexCampus category for products and solutions. Your sales focus should be on IT directors, IT general managers, IT managers and/or VPs of information technology; though these people may not be the actual decision makers, they have a cross functional responsibility for operational and/or strategic IT initiatives and can take proposals to the decision maker. Look for all networks that are aging or struggling to keep pace with business applications. 18 FlexManagement FlexManagement is HPs solutions for simplifying network management through a single pane of glass. 19 FlexManagement benefits FlexManagement benefits:

Improve network availability and reliability Lower operating expenses and improve total cost of ownership Ensure faster problem recognition and resolution Improve network security Reduce network complexities

24 Competition summary Only the HP FlexNetwork defines the move from 3 to 2 tiers and improves robustness and network performance. 25 Technology Services Lifetime Warranty 2.0 is simple and cost effective. It adds 24x7 phone support for up to 3 years to HPs Lifetime Warranty. 26 Technology Services levels of support Install it Right

Implementation and Start-Up o Quick, easy installation of your HP Networking products

Foundation Support Hardware and Software Support

o Enhance the product warranty to meet your business needs o Best-in-class support to keep your network and business running

efficiently Multi-Vendor Support

Supporting the Entire Network with Single Point of Accountability o Reduce finger pointing o One certified services vendor responsible for all your network support

needs

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o HP Support covering the entire network makes it easier to switch to HP Network products

Proactive Support

If your Network is Mission Critical o Avoid issues before they occur through automation o Priority access to experts whenever you need them

32 Support services Customer needs and HP Network support service

Installation, Integration and Optimization: Customers IT staff does not have the expertise and/or bandwidth to implement and optimize in the current IT environment.

HP Foundation Support Customer network equipment is mission critical and requires extended hours of

support and/or guaranteed repair times to ensure no unplanned outages. HP Proactive Support

Customer requires proactive services such as health checks and assessments to maximize IT investment and reduce overall IT costs.

HP Datacenter Care Support Customer requires single source of support covering different vendors in their

network environment. This allows them to maximize past IT investments and better integrate new technologies.

34 Video By now you should have gathered that simplification is the key differentiator for HP Networking in a world where networks are growing more complex and struggling to keep pace with demand. Before we leave this overview, lets hear from Mike Banic where HP Networking is headed. HP is driving the transition in the market with software define networking. And it's becoming the beacon that customers want to drive towards. And so the solutions that we have for contemporary problems are ones that customers want to deploy because they know it's setting a steppingstone to get to this ultimate place, this ultimate destination of a software defined network, because that's going to bring -- bring along a level of automation and greater level of simplification than we can expect from even today's contemporary solutions. So HP is really doing something that's remarkably different. It's leading the market, and I really want partners to know that that's what we're about. We're innovating, and we're leading.

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PRODUCTS AND SOLUTIONS

FLEXNETWORK 3 Video Medium sized businesses facing a migration towards private or public cloud computing or encountering IT sprawl or trying to cope with complex and aging multi-tier networks or mobile workers demanding better access to rich content, can turn to the HP FlexNetwork architecture to simplify their networks and support future as well as todays needs. As you saw from the previous module where we looked at the entire portfolio, HP FlexNetwork is divided into building blocks that align to specific business needs and all those are managed through a single-pane-of-glass, a single management console we refer to as FlexManagement. HP FlexNetwork Architecture solves legacy network challenges by offering five key features: support for open standards; scalability; security; agility; and a consistent operating experience for ease of management. Lets examine each a little more closely and their benefits Firstly, HP uses open standard protocols at the boundaries of each FlexNetwork modular building block which means that customers can escape vendor lock-in, mix and match a wider range of equipment and lower their costs. Standards are also supported between network layers and throughout the branch, campus LAN, and datacenter. Secondly, HP FlexNetwork is scalable downwards and upwards, from basic to rich functionality. This allows operators of large networks to use basic features where appropriate to lower costs, while small and medium sized businesses can use feature-rich functionality to create competitive advantage, cost effectively. All businesses can scale up in features, ports and capacity as needed to future proof their business. Thirdly, its secure. Security is not bolted on. It is integrated throughout and implemented consistently across the network. That lowers cost by making security easier to manage and lowers business risk by increasing the possible level of control. HP FlexNetwork is agile. We can reduce the number of network tiers and device sprawl through modularity to cut CAPEX and OPEX, increase throughput, reduce latency to increase the performance of media-rich applications; roll out new applications and services faster and make it easier to plan, manage and change. And finally, HP FlexNetwork delivers a consistent experience. Just as a universal remote control simplifies the operation of a home entertainment system, so too must the network respond to a single management console. Our competitors offer different architectures for the datacenter and campus LAN. They use different products with different operating systems to build each architecture and administer these with

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different tools, making it difficult for IT staff to move from one project to another, leaving less opportunity to innovate. HP brings its networking solutions together with servers, storage, power and cooling, and management software to create shared pools of resources and deliver greater levels of agility to customers at lower costs. It is one of the key reasons why HP is winning in the market. Innovative technologies like HP Intelligent Resilient Framework or IRF are what make the 'flatter'... Flex Network Architecture possible. IT can combine multiple HP switches with built-in support for IRF to create an ultra-resilient virtual switching fabric composed of hundreds or even thousands of 1,10 or 40 Gigabit Ethernet ports that can be managed as one IP address. HP Flex Networks flatter architecture is such a key differentiator that it would be useful if you could draw this simply for your customers using a whiteboard. In the next video, you will see for yourself how this can be done very simply. 4 Video In the Portfolio Overview model, Craig Hinckley showed you how HP simplifies the network architecture. Lets review part of that to ensure you understand how that architecture can work for your customers. Lets start with a typical network. To make things simple, I just show two tiers; core and access, and a single server at the bottom of the screen. We have redundant connections across the network so if any device fails it wont affect traffic. In a network, we need to prevent loops, because loops mean trouble. Usually we use a variant of the spanning tree protocol, which decides on a route switch for the network, then sends out packets that determine which ports to block so that there are no loops. As you can see here, it works. If one of the active links fails, the system opens a blocked link to fix the problem. There are some issues with spanning tree protocols; with some versions of the protocol, this traffic reconfiguration can take 60 seconds. The fastest versions take around a second, and even that will break some applications, and spanning tree has its own security issues. Also, redundant server connections have to be configured using other standards since they dont use spanning tree. Finally, youll see with have four connections between the core and access layers, but only one is active. So we are only using one quarter of the physical connections. There has to be a better way, and HPs IRF switch virtualization gives us that. IRF makes multiple switches act as one, like so. There is an open standard that allows multiple connections between two switches to be bundled together and act as one, called the Link Aggregation Control Protocol, or LACP. With two IRF switches, we can use LACP between them and go from using one quarter of the available bandwidth, to using all of it. So if the links are 10-GIG, then we have the full 40-GIG available. The other advantage IRF offers us is recovery from most issues in under 15 milliseconds. Very much faster than spanning tree, and applications, wont be interrupted. Finally, as LACP

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is an open standard, servers also support it. So as we can see here, we can use it to more than double bandwidth to the server. So there you have it. The method of connecting servers and switches tiers is open standards-based. Scalability is increased with more available bandwidth. Security is increased by removing some of the security issues associated with spanning tree from parts of the network. Agility is increased with faster fail-over, and you have a consistent approach for both network and server connectivity. 5 FlexNetwork must haves in the access layer According to Gartner, customers do not want to have to make trade-offs between the security and management of their wired and wireless access networks. In addition to wired or wireless hardware, what do you think are the four customer must haves in the access layer solution? 6 HP unified wired and WLAN enterprise solution With limited growth in IT resources, administrators require one network management application, one access security solution, one guest access application or policy enforcement solution. This integration reduces operational overhead and eliminates the potential for conflicting policies as users access the network with an increasing number of diverse devices. Gartner is saying that it is no longer acceptable to have two different network management applications or differing guest access applications, especially if the solution is being provided by the same vendor. Unifying network service applications reduces complexity by providing a single display and reduces costs associated with multiple solutions. In other words, unifying access to wired and wireless networks should bring together these onceseparate networks in a seamless fashion to improve the user experience and lower capital and operations costs. And that is exactly what HP Networking has done. 7 Software Defined Networking (SDN) Software Defined Networking or SDN is a new software-centric approach to networking that changes everything. It reduces costs through programmatic control of the network infrastructure, which enables customization, optimization and innovation. HP is leading in SDN. HPs SDN technology virtualizes the network and that allows customers to bring their network to the point where it meets the needs of business so customers are not spending many days provisioning the network for a new application. SDN is transforming the networking industry. Think about other IT transformations such as the move from mainframes to client server or PBXs to Voice over IP or Local storage to SANs. In each of these examples, customers look to trusted advisors to provide guidance and services. Together, you and HP can deliver this value to your customers, anchored to SDN.

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8 SDN benefits SDN provides three main IT benefits:

1. Simplifies the data center, the architecture and deployment 2. Increases the scalability of enterprise networks 3. Allows greater automation and management capabilities

These three benefits in turn deliver flexibility in network usage, rapid application deployment and lower operating costs. 9 SDN aligning the network SDN aligns the network with business objectives by creating greater flexibility in how the network can be used and accelerating the deployment of applications. Both increase business agility. SDN simplifies the network by reducing operating complexity. That simplification lowers the cost of the network. 10 SDN an open standard SDN is an open standard defined by the Open Network foundation. In the SDN architecture, the control and data planes are decoupled, network intelligence and state are logically centralized and the underlying network infrastructure is abstracted from the applications. That open standard protocol, called Open Flow, allows customers to access the provisioning mechanisms in network devices without having to physically go to the device that is what is meant by splitting the control and data planes apart. Its allows the controller to be put into a central, logical location so devices can be managed and provisioned without having to physically touch them. SDN does not eliminate hardware innovation some things such as deep packet inspection are much faster in silicon but it does bring agility not possible in hardware alone or in hardware and proprietary software. 11 SDN delivering agility Our vision is that SDN will deliver agilityagility for businesses and organizations that they never had from their network before. SDN will give them a programmable network that they can align to their business and applications. In 2008 HP delivered the first OpenFlow-enabled switch. HP now has 50 switches that are OpenFlow enabled as well as 10 routers. HP has shipped over 25 million OpenFlow enabled ports. One of those routers is the Virtual Services Router, combining SDN with Network Function Virtualization. In accordance with our vision, these products span the entire network from the data center to the campus and the branch. It is a consistent SDN implementation that extends from where applications are generated in the data center to where they are consumed by users in the campus and the branch. HPs SDN ecosystem includes many SDN applications. HP is partnering with over 25 alliance partners and independent software vendors to develop SDN applications. These new applications will be downloadable from HPs SDN App Store. The mix of applications will be HP applications, jointly developed applications, partner-developed applications and certified applications. SDN solutions are changing the way networks are built, programmed and managed and as a result, IT professionals need updated skills. To address this need, HP is

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introducing an SDN Learning Journey curriculum and SDN Certification that will help you and your customers understand the best ways to adopt and implement SDN, while gaining significant business benefits from deploying SDN solutions."

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FLEXFABRIC 3 Video FlexFabric is, as you know by now, HPs portfolio of datacenter networking products and solutions. To help you navigate through all those FlexFabric products, we have come up with a visual aid you may have seen before. In most HP Networking Sales Guides and courses you will find what are referred to as bullseyes. These depict our recommendations for certain market segments. The rings and center area represent types of products- in this case edge and core switches and routers. The left hand side of the circle represents the names of products we usually sell to mid sized enterprises and the right side shows, products aimed mostly at large enterprises. Some mid sized businesses might require the scalability or features of enterprise networks to allow you to see both sides. The top half of a bullseye represents the products most customers would require, referred to here as the lead product. The bottom half of the bullseye, the alternate products, depicts products for customers that are less typical. They may need more features or more specialized features than are found in products in the top half of the diagram. Not shown on the bullseye are even more products for customers with even greater specialized needs and you may need to get some assistance from an HP Solution Architect to help in those sales. But for mid-sized businesses, most of your sales will be for products in the upper left quadrant of the bullseyes since they offer the best combination of functionality, scalability and price for typical needs. Shown here is the FlexFabric bullseye and the top half represents our lead products for the datacenter. The left side of the bullseye represents the mid-size business needs with standard scaling and functionalities such as 1,10 and 40 GIG in the core of the network and 1 and 10 GIG server access. The right side of the bullseye represents larger Enterprise customers or customers with advanced scaling requirements. This technology is fast moving and we are bringing out new products all the time. The most up to date bullseyes can all be found in the FlexNetwork Sales Guides and Sales Playbooks. Always refer to the latest versions of these and you can find them on the HP Networking Channel Dropbox. Lets look at some recent FlexFabric announcements introduced by HPs Bethany Mayer. Hi, Im Bethany Meyer, Senior Vice President and General Manager for HP Networking. Networking is the fabric of todays business; it connects employees, customers, and partners to the applications they need to work, compete and win. Legacy data centers have reached the breaking point. Customers need a new solution to meet the demands of Cloud, Big Data, and Virtualization. This is precisely what were delivering; the biggest, most comprehensive data center networking announcement in HPs history.

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Were announcing the future of data center networking; HP FlexFabric, the industrys most complete Software-Defined Network fabric. HP FlexFabric redefines how customers architect and implement data center network fabrics. The open, standards-based approach of FlexFabric delivers three important customer benefits. First, simplification; reducing operational complexity by up to 75%. Second, scalability; doubling fabric capacity. And third, automation; cutting network provisioning time from months, to minutes. Were announcing the next generation data center switches, which enable Cloud, Big Data, and Virtualization, fully unifying both physical and virtual networks. These switches can double the switching capacity and triple 40 GbE density compared to our nearest competitor. Were also announcing next generation routers, which scale routing and security services by over five times. And were introducing the industrys first network function virtualization; the Virtual Services Router, for multi-tenant cloud data centers. Were building on our industry-leading, Software-Defined Network portfolio. Were announcing the Virtual Application Networks SDN Manager module, and the Virtual Application Networks Resource Automation module. Both are built on intelligent management center, a single pane-of-glass for FlexNetwork architecture. The VAN SDN manager module is the industrys first comprehensive SDN management solution, ensuring that operators have full management of SDN solutions. The VAN Network Resource Automation module automates operations of core, switches and routers, as well as resources like application delivery controllers, and security devices. HP Technology Services simplify the adoption of FlexFabric solutions with comprehensive consulting and support services. If you arent already an HP Networking customer, we want to earn your business. Please visit us at our website for details on how HP delivers the future of data center networking today, with FlexFabric; the industrys most complete, Software-Defined Network fabric. Before we go into detail on some of the products Bethany Mayer announced, it would be best to examine what data centers require now and in the near future from the network infrastructure. Business requirements drive the IT requirements for data centers and those are improved application performance, better regulatory compliance, and business agility to respond rapidly to changes. Your customers IT staff face increasing demands on data center network capacity and functionality. With the growth in multimedia traffic and server virtualization, traffic flow between servers is expected to increase by an order of magnitude in the near future. It is predicted that traffic patterns may have spikes of up to two orders of magnitude higher than most datacenters experience today. So first and foremost, the datacenter network needs to be robust, flexible and resilient to handle that growth in east-west traffic. It must also remain secure. The network must integrate well with

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data center servers, storage, existing networking infrastructure and systems management processes. It must be manageable with existing resources and future proof to handle changes that we cannot predict. To achieve that flexibility and resilience, the network must be scalable. To be manageable and to achieve high scalability, it must be simplified. And to be manageable and stay within tight budgets, it must be built on standards. These are three of the most important criteria that analyst firm Forrester recommend your customers look for in a network vendors data center products. Gartner illustrated in their Magic Quadrant of February 2013 that when it comes to the datacenter network, there are only two major players. Gartner advises clients to shortlist HP for all data center networking requirements. They cite our strong investment and delivery of network management and automation around Software Defined Networking, OpenFlow and Virtual Application Networks. Ciscos absence from the 'leaders' quadrant shows that the market is changing. Customers are moving away from Ciscos legacy 40-year-old network operating model. Gartner says that Cisco has not been able to combine its capabilities into a cohesive, strategic portfolio, and, in many cases, leaves its customers confused about the appropriate solution required, especially when it involves a migration from an existing Cisco Catalyst solution. Customers are looking to vendors like HP who have detailed a clear vision and begun to deliver real solutions that can help them simplify network operations and take advantage of SDN as part of their datacenter network evolution. Lets now examine our datacenter networking products for mid sized businesses by revisiting the HP FlexFabric bullseye. 4 Core support for IRF Intelligent Resilient Framework or IRF fabric can virtualize anywhere up to 4 modular switches and up to 9 fixed switches. As an example, a customer can group up to 4 HP 5900AF or 5920AF switches in an IRF configuration. Always check the product specifications for the exact number of devices supported in an IRF stack. HP_STR097_103_FFAB_004 10 GbE at the edge 5 10-GbE at the edge Although 1GbE is prevalent at the server edge, medium sized organizations are also deploying 10GbE to support highly virtualized data centers. This is where HP switches

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excel by delivering cost effective, high 10GbE port density at the edge, low latency switching and of course IRF. 6 Intelligent Resilient Framework IRF allows HP switches to form an ultra-resilient, virtual switching fabric that is configured and managed as a single switch with a single IP address. With IRF, your customers can simplify deployment and management while improving performance. This also leads to reduced operating expenses, while delivering a scalable, available data center network for physical and virtualized environments. There is a simple rule of thumb to tell if an HP Networking switching product supports IRF. If the part number begins with a J followed by a letter and it has 10GbE ports, then it will almost certainly support IRF but if it begins with J followed by a number then it will not, but it is always best to double check the products specs to make sure. Features:

Fewer layers and platforms simplified lower cost design Single low latency hop between servers (for L2 and L3) Higher performing, scale and switch/networking reliability

7 FlexFabric reference architecture: Simplified 2 tier design With a high enough 10-GbE port density, core switches can support uplinks for all of the 1GbE and 10GbE edge switches. Together with IRF, this feature enables your customer to eliminate the costly, performance-inhibiting aggregation layer. By deploying IRF in conjunction with 5900 switches in the access layer and 5900 or 5920 in the core, customers can simplify the network, reduce costs and enjoy the benefits of a large Layer 2 domain all with increased network uptime. 8 FlexFabric reference architecture: optimizing a 3-tier design Removing a network tier is not always going to be an appropriate solution. For example, sometimes existing data center wiring or a rack layout will make a two-tier solution impractical. That doesnt preclude support for open standards and unified management and HP is able to support a wide range of network designs based on the needs of your customers. Customers can deploy cost-effective HP edge and aggregation platforms that inter-operate with existing core switches. This approach allows customers to preserve existing assets and gradually migrate to a more agile network design over time, while enjoying the benefits of IRF switch virtualization and cost-effective, scalable switches in the edge and aggregation layers. Whatever design requirements your customers have, HP Networking can support them. 9 LAN/SAN convergence Traditionally, Local Area Networks or LANs and Storage Area Networks or SANs, infrastructures have been separate within a data center. Servers have separate network adapters and connections to access both networks.

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10 The role of the FCoE switch SANs often use a Fibre Channel fabric topology with Fibre Channel over Ethernet or FCoE interfaces, switches and storage devices. FCoE was designed to transport Fibre Channel communications over an Ethernet network. This can enable each server to be connected to just one network with significant cable, adapter and switch consolidation. FCoE support is required to be designed into the network from the ground up, as having both storage and networking traffic on the same fabric introduces its own set of challenges. When FCoE is a requirement, work with technical resources to validate designs. 11 Virtualized data center Illustrated is an example deployment model architected to simplify and increase the performance of a highly virtualized data center. We will cover these products shortly. HP supplies many reference architectures for Data Center, Campus and Branch that you can customize to fit the needs of your customers. 13 FlexFabric bullseye In the FlexFabric bullseye, the 5900 series is positioned in several places. Mid-size typical requirements

Standard scaling and functionalities: o 1/10/40 GbE core o 1/10 GbE server access o Mainly rack server access o Moderate server virtualization o 100s of servers

Large enterprises typical requirements

Advanced scaling and functionalities o 10/40/100 GbE capable core o 1/10/40 GbE server access o FCoE server access o Highly virtualized servers o 1000s of servers

14 Access layer We begin by looking at the lead switches designed for the access layer for the data center of a mid-sized business and that typically comprises 1GbE or 10GbE top of rack switches. 15 Top of Rack (ToR) switches HPs 5900 Switch Series is a family of high-density, ultra-low-latency, top-of-rack switches. Ideally suited for deployment at the server access layer, the HP 5900 Switch Series is also designed for deployment at the core of small to medium-sized enterprise data centers. With the increase in virtualized applications and server-to-server traffic, customers now require Top of Rack switch innovations that will meet their needs for

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higher-performance server connectivity, converged Ethernet and storage traffic, the capability to handle increased traffic from virtual server environments, and ultra-low-latency, all in a single device. 16 VM network policy management The new HP FlexFabric Virtual Switch 5900v, in combination with HP Intelligent Management Center and either the HP 5900/11900 or 12900 Virtual Ethernet Port Aggregator or VEPA capable switches provide a robust solution for monitoring, securing, and managing virtual machine traffic. The HP 5900v switch is software that replaces a standard vSwitch in the VMware ESXi infrastructure to deliver advanced networking capabilities. It also competes with third party vSwitches such as Ciscos Nexus 1000v. The 5900v switch passes VM to VM traffic through the VEPA-capable top of rack or end of row switches giving full visibility of that traffic to network administrators. As VM workloads move from server to server or across racks, the FlexFabric Virtual Switch 5900v and IMC maintain full visibility of configuration and topology changes and ensure that network and security policies automatically follow VMs. This allows VMs to maintain their assigned resources and continue to operate as expected. Benefits of virtual switching include lower costs since the customer does not need a dedicated hardware appliance. They also include simpler VM access, improved network performance and VM performance. Features:

Standards-based automated VM network policy management o Advances networking beyond basic vSwitch o Separates switch & server operations o Extends 5900 features to hypervisor via EVB/VEPA o Simplifies operations with IMC VAN Server Connect o Automates mobility of network policies

18 Core switch for most mid-sized businesses As they were at the server edge, the HP 5900 switch series is a strong match for medium sized business customers at the core. High-port-density 10GbE, support for 40GbE and cutting-edge switching technologies set new benchmarks for performance, low latency, reliability and investment protection as more and more compute resources are packed into the rack. Both 5900 and 5920 feature cutting-edge 1/10-GbE and 40-GbE technologies that will advance the adoption of 10GbE in enterprise data centers. The HP 5900 delivers higher 1/10-GbE port density and cut-through switching for ultra-low latency (~ 1 microsecond for demanding enterprise applications), while the 5920 features high 10-GbE port density and ultra-deep packet buffering (3.6 GB) to contend with traffic bursts and general network congestion at the I/O.

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These are the industrys only ToR switches in their class with IPv6 routing and IPv4/IPv6 dual-stack support for advanced future networks and future-proof investment. 19 HP5900AF and HP5920AF The HP 5900 switch series provides models with 48 port 1GbE copper with 2 x 40GbE uplinks or 48 port 10GbE copper or 48 port 10GbE optical each with four 40GbE uplinks, or up to 64 10GbE ports when you convert the 40GbE ports to 4 x 10GbE ports with a splitter cable. In larger companies, the 40GbE uplink ports could be used to connect the access layer to 40GbE capable aggregation or core switches. When the 5900 is deployed in the core, these 40GbE links could be used as additional 10GbE links or for inter-switch IRF connections. The HP 5920 rounds out the 5900 switch series with 24 10GbE ports and large packet buffers. 20 Scaling up with the HP 12500 For customers who require higher capacity at the core, the HP 12500 Switch Series is a family of powerful routing switches with outstanding capacity for the network core. Besides innovative IRF virtualization technology that provides unprecedented levels of performance and high availability, the 12500 switch series incorporates Open Application Architecture that enables flexible deployment options for new services e.g. Firewall modules. These switches also have energy efficient features that drive down operational expenses and are ideal for organizations contemplating data center consolidation, business continuity and disaster recovery sites and other applications requiring a robust, high-performance switching platforms. 21 Video We need something in a core thats capable of handling mass amounts of 10-Gb density. The modern CLOS architecture of the 12500 allows us to have large 10-Gb non-blocking density. It also, because its next-generation technology, allows us to buffer over 200 milliseconds of traffic. We can also provide granular QoS via our 12000 virtual output queues. Our 12500 is also capable of delivering same performance at IPV4 as well as IPV6. And finally, the 12500 is capable of simplifying the network architecture using our IRF design. Two physical boxes can, again, be managed via one IP address. The other simplification that we have in this whole HP solution is that all of this equipment runs on a single operating system. 22 12900 Switch Series As well as the 12500, we recently introduced the next-generation 12900 Switch Series that is primarily designed for cloud data center environments. The 12900 delivers unprecedented levels of performance, buffering, scale and availability with high

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density 10GbE and 40GbE today, and 100GbE in the near future. The series scales up to 768 10G and 256 40G ports per switch with higher power efficiency in a single modular switching platform. This is the industrys first data center core switch to support TRILL/SPB and OpenFlow 1.3. This, together with the 5900 and 11900 support for OpenFlow, lays the foundation for SDN in the modern data center. 23 Quality of Service (QoS) In addition to handling extraordinary bandwidth demands, your customers need to support end-to-end traffic prioritization as well. Delay, jitter and packet loss can adversely affect the quality of voice or video. With users now accessing applications remotely via the Wide Area Network, customers need to ensure low latency for delay-sensitive traffic. FlexFabric can prioritize and control traffic to meet those needs. 24 Energy efficiency Power consumption is a key consideration in data center design. Here HP has made great strides. All HP FlexFabric switches are designed to minimize power consumption. In fact HPs switches have won energy awards and lead the industry. Miercom has given its Certified Green Award to products in the 5120, 5800, 5820 and 12500 switch series. Select the table to see how HP 5820-24XG fared in Miercoms tests. 25 WAN edge routers and firewalls HP FlexFabric routers are optimized for Wide Area Network backbones, offering high capacity, throughput and reliability as well as an impressive and cost effective future-proof feature set. Lets take a closer look at the HP HSR6800 router series. 26 HP HSR 6800 Router Series High performance services routers deliver comprehensive routing, security, switching services for small to large data centers and campus Wide Area Networks. They can scale up to 420 Mpps forwarding and up to 2 Terrabits per second of switch capacity. You can find more details of the specifications for these routers on the HP HSR6800 Router Series page in your Learning Guide. 27 HP Networking security Our HP Networking security strategy is comprised of Simple, Integrated and Reliable solutions that address todays security risks on the network. Simple simplified network access control Integrated integrated security in network infrastructure Reliable reliable protection against real-time advanced threats 28 Next Generation Firewalls (NGFW) HP sees 68% of data breaches coming from mobile applications and this number will increase. 84% of data breaches are in the application layer. We see more and more networking devices creating more challenges for the IT administrator. There is a need for granular control of all these new devices. One of our solutions is our Next Generation Firewall or NGFW. The market totals $9 billion and is growing 10% annually.

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29 Features required in data center routers One of the requirements for data center routing is security. HPs Dynamic Virtual Private Network or DVPN technology simplifies VPN configuration and management. When enabled, routers can automatically establish IPsec VPN tunnels between sites. IT no longer needs to configure complex parameters to provide secure Wide Area Networking connectivity. 30 WAN Edge Routers and Firewalls The TippingPoint Next Gen Firewall Series provides visibility and control across application, device and data threat vectors. They are simple to configure and install with centralized management and provide effective security based on industry leading security intelligence with weekly DVLabs updates. They are reliable with a seven nines network uptime track record. Roll over the firewalls to see some statistics. Simple:

Deploys in minutes Easy to manage graphical user interface Single enterprise management solution for Network Generation Intrusion

Prevention System (NGIPS) and Next Generation Firewall (NGFW) devices Set and forget security

Effective Over 7,400 filters of network protection right out of the box Over 2,650 security researchers focused on emerging threats Proven accuracy with no false positives Optimize network performance and protect business critical applications

31 Prospects for NGFW Customers are worried about:

Lack of visibility and control with the proliferation of applications Multiple devices to support and manage Evolving threats and multiplying threat vectors Ensuring network security without compromising bandwidth Complex security solutions that are hard to integrate with their infrastructure

Start asking your customers these discovery questions: What is the scope of your network security responsibility? How are you currently keeping track of all the applications running on your

network? 33 The FlexFabric management story We conclude this overview of the lead HP FlexFabric portfolio for mid-sized businesses by taking a brief look at how these products are managed. First, all the switching and routing platforms we have viewed use a common operating system, Comware, which provides feature and operational consistency to streamline network administration, enhance operational efficiencies and provide faster time to service, all of which help to reduce network operational costs and complexity.

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These products support a common command-line interface or CLI as well as a graphical user interface, management through a browser, or remote management via any common SNMP platform. They also offer advanced monitoring and reporting capabilities such as Remote Monitoring which uses SNMP to monitor essential network functions and sFlow, a statistical traffic sampling tool. 35 HP Intelligent Management Centre Adding the comprehensive network management platform, IMC, to the FlexFabric solution makes management that much easier. IMC not only unifies network management from the edge to the core, but also provides a unified view into the physical and virtual network infrastructure. That accelerates application and service delivery, simplifies operations and boosts network availability. We will take a much closer look at IMC later. 37 Alternate FlexFabric products Details on the alternate products shown in the bottom half of the FlexFabric bullseye and in bullseyes elsewhere in the course can be found in the appendix of this guide.

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FLEXCAMPUS 3 Video Now we take a close look at FlexCampus. You have already seen how customers are demanding more from their campus LAN infrastructure. They need to support a more mobile workforce with smartphones, tablets and other BYOD technologies. They need to secure their wired and wireless networks, manage bandwidth intensive communications and collaboration applications, consolidate data centers, move to cloud, as well as future proof their network with scalable and flexible infrastructure. Its a tall order. In this section we examine how HP FlexCampus solutions address all these LAN challenges. As we work through this bullseye, remember that you should always refer to the latest of versions of our sales guides when selling to customers and you can find them on the HP Networking Channel Dropbox. We take as a reference point, a medium sized business, that has 300 network seats, up to about a thousand seats in an organization that would require standard scaling and functionality. That would probably include 10/100 Mb or 1 Gb access, 1 Gb or 10 Gb uplinks, 1 Gb to 10 Gb at the Core or Distribution layers and perhaps stacking in other words, being able to group switches so they appear as one IP address. That is the left hand side of the diagram and we will begin with the upper left hand quadrant, the lead campus products for the type of customer I have just described. These products offer the best chances of winning deals. In the campus, you are starting from a position of strength. For the second consecutive year, Gartner identified HP as a leader in the Wired and Wireless LAN Infrastructure Magic Quadrant, recognizing HP Networking as a global access layer vendor with its unified wired and wireless FlexCampus solution, and emphasizing that Every organization should at least consider and competitively include HP in all network evaluations of any size. Gartner specifically highlights HPs Intelligent Management Center, the strength of our sales channel, and global service and support. Gartner pointed out the total cost of ownership benefit from HPs new Lifetime Warranty 2.0. They cited HPs vision and phased delivery of OpenFlow enabled switches and SDN applications for the campus access layer and our complete BYOD solution, including the new TippingPoint SDN application. Lets now start our coverage of FlexCampus with the switches we lead with at the campus core. 4 HP 5400zl and HP 8200zl Switch Series HPs 5400 zl and HP 8200 zl modular switch family is designed for campus LAN switching for the mid-size organizations network core. HP refreshed the modules for

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the switch family, offering both existing customers and new customers a graceful upgrade to a new level of performance and capabilities. Both HP 5400zl and HP 8200zl switch series provide:

Up to 90% lower latency 600% higher performance 128% higher port density 35% lower energy consumption* Multimedia & collaboration

o 3 microsecond latency campus access switching solution o 288 GbE ports per chassis at line rate

Simplified networks o 1and 2 tier campus architectures o Single pane-of-glass management o Enables true wired & wireless convergence

Industry-first standards-based Energy Efficient Ethernet * Source: Tolly Enterprises, LLC; HP E5406 compared to Cisco 4506 5 HP 5400zl and HP 8200zl - Flexibility The HP 5400 zl and HP 8200 zl switch series both support 10/100/1000 and 10 Gigabit Ethernet modules, Power over Ethernet (commonly known as PoE), PoE+, and non-PoE modules as well as HP AllianceONE and HP Advanced Services zl Modules. Both of these switches are OpenFlow-enabled, in other words, ready for Software Defined Networking, commonly known as SDN. Customers are either preparing for SDN or embracing SDN. HP Networking SDN-ready switches enable your customers to start their SDN journey when they are ready. 6 HP 5400zl and HP 8200zl - Reducing costs This flexibility enables customers to tailor these switches to meet their current and future business needs. The HP 5400 zl and HP 8200 zl share common interface and services modules, power supplies, optics and transceivers. This enables enhanced flexibility, simplified maintenance and greater ROI. 7 HP 5400zl and HP 8200zl - Price/performance With 10-GbE port density, core switches can support uplinks for all of the 1-GbE and 10-GbE edge switch ports. Both the HP 5400 zl and HP 8200 zl can support up to 96 10GbE ports. The 8200 zl offers higher switching and forwarding capacity than the 5400 zl. Both switches offer the high switching, routing capacity and low latency that are required to manage traffic levels and successfully deliver high quality video and other bandwidth intensive applications demanded by users today. These switches also support up to 288 wirespeed Gigabit Ethernet ports. Specifications are in your Learning Guide

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8 HP212zl - Front/back views The HP 5400zl and HP 8200zl Series Switches are designed from the ground up with uninterrupted connectivity in mind. The 5400s provide redundant hot-swappable power supplies and hot-swappable interface modules. The 8200 also provides dual management modules for unattended system recovery and reduced network downtime. These dual load-sharing fabric modules ensure network operation without disruption in the event of a module failure. The high availability features of the 8200 are similar to that of the 7500 that we will cover in the alternate products 9 Full mesh throughput comparison The HP 5400zl and HP 8200zl deliver up to seven times the performance and one-seventh the latency of in-class competitors. The Cisco Catalyst 4500 has poorer performance, higher power consumption, lower port density and complex and costly feature licensing, plus its warranty excludes power and cooling. 10 Full mesh latency comparison HP provides up to half the latency of the Catalyst 3750-X and one-tenth the latency of the Catalyst 4506. The Cisco Catalyst 3750-X has no Energy Efficient Ethernet support, poorer performance and higher latency. 11 Easy to deploy, manage and maintain HP understands that customers need solutions that are easy to deploy, manage, and maintain. Integrated premium IP software features across the networking hardware portfolio enable customers to make use of features like full Layer 3 routing whenever they choose with no need to purchase, audit, maintain or manage multiple software licenses, unlike Cisco who charge for optional software features such as a firewall and advanced IP features. 12 HP AllianceONE partner program The HP AllianceONE partner program offers many partner-based solutions that have been tested and certified by HP. These partner-based solutions can be deployed in a number of ways including virtualized platforms such as the HP 5400 zl and HP 8200 zl virtualization modules or HP OAP modules on compatible MSR routers. This can lead to lower power consumption while also reducing space and cooling requirements compared to stand-alone appliance-based solutions. In the FlexBranch section we will look more closely at HP AllianceONE solutions for unified communications and collaboration. It is important to note that HPs AllianceONE partner program has been extended to include Software Defined Networking based applications that can be deployed as part of HPs OpenFlow solution. 13 Energy conservation Lets now look briefly at energy conservation. As was mentioned already, virtual services modules can lower power consumption while reducing space and cooling

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requirements. Lets examine some of the other green advantages these switches offer customers. You can find a table of HP energy savings in your Learning Guide. Energy Efficient Ethernet, or EEE, is an industry open standard that reduces network power consumption. Depending on traffic patterns and idle periods, power savings can be fairly substantial. In the above diagram, in order to achieve the benefits of EEE, both the Edge Switch and the Distribution Switch must support that standard. The key to achieving the benefits of EEE is when port traffic is less than highly utilized. Industry sources generally believe that average traffic intensity is less than 10% of peak traffic loads. HP was one of the lead contributors to the current EEE standard and is committed to deploying EEE-enabled switching equipment as widely as possible. The v2 zl modules for the 5400 zl and 8200 zl platforms were the first EEE-enabled switches in the networking industry. HP is innovating in other ways to save energy costs. The computing intelligence of the 5400 zl and 8200 zl series is distributed to the interface modules, so the available capacity increases with the addition of new modules, and customers are not burning power when the utilization is not high. Both switches can run at a higher temperature than is possible with many competitors products, so customers can lower their cooling costs and allow deployment in more environments. 14 Secure management access HP provides many security features across our networking solutions from secure management access and data encryption of management traffic as well as secure network access, and threat management that mitigates malicious attacks and protects the network from Denial of Service attacks or configuration mistakes. These features form an integrated part of the larger HP security portfolio. 15 Video Hi, my name is Mauricio Sanchez. I am Director of Advanced Technology at HP Networking. Here at the last day of HP Discover 2013, its been a great show for us, and I wanted to spend these next couple of minutes talking a little bit about an SDN application that Im co-inventor on thats bringing the intersection between Software-Defined Networking and security. Its called the Sentinel Security application. So what I want to touch upon is, first, the philosophy in terms of what HP Networking sees in terms of Software-Defined Networking, and then switch over to how were looking at applying it in a near term to address BYOD security concerns in order to turn your entire network into a massive BotNet, Malware Spyware Detector. So being able to make your network infrastructure part of the solution, rather than part of the problem as probably the case is today in many of your organizations. So let me start off a little bit about Software-Defined Networking because it means in the industry theres a lot of confusion, and we at HP, here at HP Networking, have a very specific and definitive view on what Software-Defined Networking is. The way we see it is a new architecture, or an evolution of the existing network architecture that is now going to be made up of three pieces, three layers in the infrastructure cake, so to speak.

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We start off with the infrastructure, we want that infrastructure to be highly-programmable and we want to do it in a way that is leveraging open-standards, and an open-standard today that HP has been working on for several years now is OpenFlow. So think of this opening up a new level of programmability and capability where your entire network infrastructure can then have its central control plain coalesced into one single point where we can steer traffic and bring new levels of control and visibility to the entire network. Sitting on top of this infrastructure is then a new piece, the controller piece that today is our Virtual Application Networks SDN controller. And so that, between the infrastructure and the controller forms the basic foundation in terms of what is the premise of a Software-Defined Networking architecture because it allows the creation of the third piece, which is the application piece which leverages those two bottom pieces to enable new levels of functionality, and what Im going to be talking about is new levels of security functionality and, as I stated, to bring BotNet, Malware and Spyware Detection to the entire network. So, with sentinel what were able to do is bring reputation, intelligence and security, and be able to using OpenFlow and its programmability be able to look at all the network flows happening on that network and bring botnet, spyware, malware detection and be able to stop it in its tracks. So, in effect, it leverages and brings the TippingPoint IPS capabilities and spreads it through the entire network, not replacing the TippingPoint IPS but complementing it and making, like I said, your entire network part of the solution, rather than part of the problem. 16 Wired Access Layer Now lets move into the wired access layer and the HP 2920 switch. 17 HP 2920 Switch Series The HP 2920 Switch Series is a cost-effective, scalable solution for customers who are building high-performance networks. These switches can be deployed at the enterprise edge, in remote branch offices and in converged networks. The HP 2920 is one of the best solutions in the market to provide 1-GbE downlink access with industry leading price and performance. This switch includes strong Quality of Service and security features and support for baseline Layer-3 features. In addition, optional 10-GbE uplinks and Power Over Ethernet Plus support are provided to ensure investment protection as your customers network grows. The HP 2920 Switch Series consists of a range of five Gigabit Ethernet access switches, each with four dual-personality 10/100/1000 or SFP ports for Gigabit connectivity. In addition, up to four optional 10 Gigabit Ethernet SFP+ and/or 10GBASE-T ports can be added, as well as an optional two-port stacking module. Like the HP 5400 zl and HP 8200 zl series, the HP 2920 switches can run at higher temperatures thus lowering cooling costs.

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18 Whats new? Lets sum up the new features in the HP 2920 series. The series supports a total of 740W of PoE and PoE+ power with the included power supply. These power supplies are removable and upgradeable. In addition, the HP EPS640 external power supply can be added to enable 1,440 watts of PoE power. The series provides Energy Efficient Ethernet, basic Layer 3 switching and features 80 Gb/s stacking modules for up to 4 switches. Modular 10G uplinks are available. The 2920 series also supports OpenFlow, making it SDN-ready. The 2920 series with Lifetime Warranty 2.0 is a great example of innovative engineering. 19 Video Kash Shaikh: Having a Lifetime Warranty shows that we have designed our products to last longer. By picking high quality components and performing intensive quality tests, we ensure the product does not fail. Rebecca Humphrees: We have to ensure the product is super reliable, and this reliability comes from a suite of tests that we do. Everything from drop tests on the actual box that it ships in, to even static testing to make sure that if you or something around the product has static, it doesnt affect the product at all. Then theres EMI tests where we can measure the amount of electromagnetic emissions that are coming out of a switch to make sure that it isnt going to interfere with something else and, at the same time, to make sure that some type of interference isnt going to affect it. Rebecca Humphrees: In the sound room, they put the switch in the center of the room; its purely taking the sound of the switch and making sure that decibel level isnt annoying or interfering any sort of conversation that a customer might have around it. We bring in independent testers like Tolly to confirm that the performance that we are seeing out of the 2920 is really what customers are going to see. It allows customers to see exactly what that is, before they even purchase the box. Yangyang Xu: Tolly Enterprise is the leading provider for independent third-party testing. I have done tests for HP Networking, for HP Servers and Storages. They always have very very good performance. Rebecca Humphrees: The Tolly testing showed that the HP 2920 had double the throughput of the Cisco 2960. We also saw that the latency of the 2920 was 45% less than the latency that we saw in the Cisco 2960. It is one of the first in the marketplace to be able to provide full PoE capability up to 1440 watts. It has the scalability to allow for stacking and 10-GIG uplinks, and its super-reliable and comes with a Lifetime Warranty. Mike Frey: The Lifetime Warranty again is another rea