Flexnetwork Architecture

FlexNetwork Architecture
Sales Guide GREEN/RED Qualification + Positioning
Version 2
HP ConfidentialFor HP and Channel Partners Internal Use Only

2011Hewlett-Packard Development Company, L.P. 1 HP CONFIDENTIALFor HP subject to change without notice The information contained herein isand Channel Partners Internal Use Only 10/19/2012
HP FlexNetwork Architecture
The industrys only converged architecture for the campus, branch, and DC
FlexFabric
FlexCampus
FlexBranch
FlexManagement FlexNetwork Architecture Open

2
Scalable
Secure
10/19/2012
Agile
Consistent
HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
GREEN/RED zone qualification + positioning

Increase Efficiency and Win Rate

Green zone: Grey zone: Red zone:
Pursue opportunities well-aligned with FlexNetwork Exercise caution Consult HP TS Consulting Services for opportunities not aligned
GREEN ZONE
Excellent alignment
Step 1: Qualify deals
GREY ZONE
Moderate alignment
RED ZONE
No alignment
Use GREEN / RED zone criteria
PURSUE
CAUTION
CONSULT TS
Step 2: Position
LEAD
Use LEAD
or ALTERNATE products
Use bullseye positioning charts
ALTERNATE
Engage HP TS Consulting Services
10/19/2012
FlexNetwork Solutions
Customer-level GREEN / RED zone qualification
SEGMENTS
Metro/ Regional Provider Service Provider CPE Equipment Service Provider Data Center (ALU)
Enterprise/SMB
Global Service Provider Core Network
PURSUE
CAUTION
CONSULT TS
10/19/2012
FlexCampus Sales Guide
MODULE 2 GREEN/RED Zone Qualification
10/19/2012
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
FlexCampus
Converges wired and wireless networks to delivery secure identitybased access
FlexBranch
Converges network functionality, security and services for simplicity
FlexFabric
FlexCampus
FlexBranch
FlexManagement Converges Network Management and Orchestration
FlexManagement FlexNetwork Architecture Open Scalable Secure Agile Consistent FlexNetwork Architecture
10/19/2012
GREEN zone / RED zone qualification

PURSUE
Vertical Size Application Healthcare, education, hospitality, manufacturing, state/local govt 100s1000s of seats Productivity/PT/video, wireless aps, UC&C, Location-based services Large-scale video surveillance (extremely large multicast streams)
FlexCampus Wired
CAUTION
Telco/campus CPE* National/Federal certs (FIPS/CC)
CONSULT TS
Environment
Deployment Tenant model Availability Integration Select features Network speed
*
Indoor
Wireless access/wired refresh, E2E refresh/ greenfield Single High Cisco switching
Outdoor
Industrial Grade
Multiple Extreme Cisco IPT/WLAN Integrated network services (ADC, WAN Acc, FW), MACSec/Data Encryption
10/100M/1 GbE wired access, 1/10 Gbps dist/core
Sell-through/resell of HP switches/routers by service providers for provider-deployed & managed all the requirements 7 customer premise equipment CPE verify if we satisfy 10/19/2012 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
FlexCampus WLAN
GREEN zone / RED zone qualification
PURSUE
Verticals Healthcare, education, state/local government, hospitality, transportation
CAUTION
Handheld devices for Retail/Logistics National/Federal govt certifications (FIPS/CC) Large scale centralized mgmt 2500+ APs
CONSULT TS
Size Voice, video, data, guest access, Application RFID, seamless roaming, <PTP/PTMP bridging> Infrastructure needs Wireless security (IDS/IPS) Network 802.11n access point, 5400/8200 controller blade, controller appliances, unified walljack Overlay security solution (24x7) 500 Sensors United networking (wired/wireless), Cisco wired LAN overlay
Muni Mesh IMC, Comware controller blade, IPV6 500+ sensors Teleworker access point
Integrated security solution
10/19/2012
FlexCampus Sales Guide

MODULE 2 POSITIONING
10/19/2012
FlexCampus product positioning strategy

Campus switching

Campus wireless LAN
Flatter, simplified, higher-performance two-tier networks Large campus networks:
DRIVE a competitively superior/differentiated solution: fullfeatured, high performance/low latency 1GbE access layer, 10/40/100GbE-capable core/distribution Exploit Ciscos 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
Sell MSM series controllers & Apsno Comware based outside of China IMC/WSM (Wireless Services Manager) for Enterprise Management Lead with 760 & 765 controllersdependent on customer environment 765zl and 760 identical functionality, 765zl chassis has redundant power
Mid-size campus networks:
Lead with MSM46X Access Point Industrys highest-performing Access Point

Pair above MSM WLAN solution with any HP wired solution Unify wired and wireless with IMC/WSM
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.
10
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FlexCampus product positioning strategy

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
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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 LEADbest functionality, scale and price for this segment = ALTERNATEupsell/downsell (on price/specific features) = DO NOTposition products not explicitly positioned in lead/alternate areas unless there are specific customer requirements that we cant 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!
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FlexCampus product positioning summary

WLAN ACCESS
MSM-7XX MSM-46X MSM-76X MSM-46X
WIRED ACCESS
5500 EI/HI 3500/ 3800 5400
Mid-size Enterprise
Standard scaling & functionality 100s of network seats 10/100 or GbE access GbE uplinks
29XX 5400/ 8200
Large Enterprise
Advanced scaling & functionality 1000s of network seats
CORE/DIST
10500
WAN EDGE
6600 25XX
ROUTERS
8800
3800 7500 26XX
7500
7500 8200
GbE/10 GbE Core/Distribution Power HA; optional stacking

LEAD
MSM-7XX MSM-430
ALTERNATE
5120 EI
3600v2 EI
MSM-76X MSM-430
Layer 3 access GbE/10 GbE Uplinks 10/40/100GbEcapable Core/ Distribution Full HA; stacking
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Large FlexCampus Switch

POSITIONING GUIDELINES
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Large FlexCampuscore/distribution
10500

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
Typical customer requirements

10GbE core/aggregation Advanced functionalities: BGP, ISIS, MPLS Advanced high availability, high performance/scalability
7500

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
LEAD
Single OS alignment with ComWare based OS access layer
ALTERNATE
15
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Competitive view
Key competitive points
10500
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
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
16 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
ALTERNATE
10/19/2012
Competitive view
7500

Cisco Catalyst 6500
Inflexible, platform-specific VSS virtualization (7500: Solution-common, scalable IRF technology) High power consumption Complex/costly feature licensing (7500: license free) Poor performance (7500: 3x higher) Poor 10GbE density (7500: 3x higher) No switch virtualization technology (7500: Solutioncommon, scalable IRF technology) Complex/costly feature licensing (7500: license free)
Cisco Catalyst 4500
LEAD
ALTERNATE
10/19/2012
Large FlexCampuswired access (Lead)


Complete functionality (advanced L2, L3, security, QoS) Full Layer 3 features High availability/stacking PoE/PoE+, IPv6
Access-focused features, modular at price of fixed Power/space efficient, IPv6 Granular management, streamlined deployment Lifetime warranty
5400
3500
3800

Modular 10G uplinks & OpenFlow enabled IPv6, granular management, streamlined deployment Lifetime warranty PoE/PoE+
Access-focused features, lowest entry full L3 price point Mesh Technology: high-performance, resilient stacking IPv6, granular management, streamlined deployment PoE+, Lifetime warranty
Resiliency and multiservice support IRF stacking, IPv6, granular management Specialized features (BGP, ISIS, multi-CE) Redundant power supplies Lifetime warranty
ALTERNATE
Single OS alignment with Comware core/dist switch IRF stacking, IPv6, granular management Specialized features (BGP, ISIS, multi-CE) PoE/PoE+ Lifetime warranty
LEAD
5500 EI
5500 HI
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Competitive view
5500 EI

Single OS alignment with Comware core switch IRF stacking, IPv6, granular management Specialized features (BGP, ISIS, Multi-CE) PoE/PoE+ Lifetime warranty
Cisco Catalyst 3750X
5500 HI
Delivers resiliency, security, and multiservice support capabilities IRF stacking, IPv6 Specialized features (BGP, ISIS, multi-CE) Redundant power supplies Lifetime warranty
LEAD
Inflexible, platform-specific, low performance, localonly stacking solution (5500: Solution-common, scalable, IRF technology) Complex/costly feature licensing (5500: license free)
ALTERNATE
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Competitive view
3800 Access-focused features, lowest entry full L3 price point Mesh Technology: high-performance, resilient stacking IPv6, granular management, streamlined deployment Lifetime warranty 3500

*
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)
Modular 10G uplinks & OpenFlow enabled IPv6, granular management, streamlined deployment Lifetime warranty
LEAD
ALTERNATE
10/19/2012

Competitive view
5400
Access-focused features, modular at price of fixed Power/space efficient IPv6, PoE+, OpenFlow-enabled Granular management, ease-of-deployment Lifetime warranty
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)
*Source: Tolly 21 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
LEAD
ALTERNATE
10/19/2012
Large FlexCampuswired access (Alternate)

7500

Single OS alignment with Comware core switch Advanced high availability (IRF-based hitless patch upgrades) Specialized features (BGP, ISIS, MPLS)

Complete functionality (advanced L2, L3, security, QoS)
High availability, PoE/PoE+, IPv6

High density PoE, integrated services modules
Granular management
8200

3600 v2 EI

Access-focused features, modular at price of fixed

Critical high availability (nonstop switching) Power/space efficient Granular management, ease-of-deployment Single OS alignment with Comware core switch 10/100 full layer 3 with IRF Specialized features (BGP, ISIS, MPLS)
Lifetime warranty
LEAD
Expected availability: September 2011 22 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
ALTERNATE
10/19/2012

Competitive view
7500

Cisco Catalyst 4500

Poor performance (7500: 3x higher) Poor 10GbE density (7500: 3x higher) No switch virtualization technology (7500: Solutioncommon, scalable IRF technology) Complex/costly feature licensing (7500: License free) Complex/costly feature licensing (7500: License free)
LEAD
ALTERNATE
10/19/2012

Competitive view
8200
Access-focused features, modular at price of fixed Critical high availability (nonstop switching) Power/space efficient ease-of-deployment OpenFlow-Enabled Lifetime warranty
Cisco Catalyst 4500

Higher latency (8200: 85% lower) Complex/costly feature licensing (8200: license free) Lifetime warranty excludes power/cooling (8200: E2E LTW) Poor performance (8200: 3x higher) Higher latency (8200: 50% lower) Complex/costly feature licensing (8200: license free)

Source: Tolly 24 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
LEAD
ALTERNATE
10/19/2012

Competitive view
3600 v2 EI

Single OS alignment with Comware core switch 10/100 full layer 3 with IRF Specialized features (BGP, ISIS, MPLS)
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)
LEAD
ALTERNATE
10/19/2012
FlexCampus WAN Edge

6600

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
High performance routing

IP/MPLS routing, IPv6, QoS Flexible WAN/LAN connectivity Stateful Firewall/NAT Hub and spoke VPN High availability
8800

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
LEAD
*Expected availability: September 2011 26 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
ALTERNATE
10/19/2012
FlexCampus WAN Edge

Competitive view
6600
Cisco ASR 1000 Series
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
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)
*Expected availability: September 2011 27 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
LEAD
ALTERNATE
10/19/2012
FlexCampus WAN Edge

Competitive view
8800

Cisco 7600 Series

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
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
10/19/2012
FlexCampus Exceptions
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
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Mid-size FlexCampus Switch

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Mid-size FlexCampuscore/distribution
8200/5400

BEST aligned with typical customer requirements Power/space efficient

Advanced layer 3 (OSPF)

Critical high availability (nonstop switching) Ease-of-management, lifetime warranty
Simplicity, right-size feature set (L2-focused for access, Advanced L3 (OSPF) for core) Baseline performance (range: 1G to10G) Granular management/control, ease-ofdeployment 3800
7500

Direct replacement for Cisco 4500 Advanced layer 3 (OSPF) + specialized features (BGP, ISIS, MPLS) Advanced high availability (IRF-based hitless patch upgrades)
Stackable fixed-port with modular-performance features

Meshed Technology: high-performance, resilient stacking IPv6, granular management, streamlined deployment Lifetime warranty
LEAD
ALTERNATE
10/19/2012
Competitive view
Cisco Catalyst 4500

8200/5400

BEST aligned with typical customer requirements Power/space efficient Advanced layer 3 (OSPF) Critical high availability (nonstop switching) Ease-of-management, lifetime warranty
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) No Energy Efficient Ethernet support Poor performance (8200: 3x higher) Higher latency (8200: 50% lower)

*Source: Tolly 32 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
LEAD
ALTERNATE
10/19/2012
Competitive view
7500

Cisco Catalyst 6500

Direct replacement for Cisco 4500 Advanced layer 3 (OSPF) + specialized features (BGP, ISIS, MPLS) Advanced high availability (IRF-based hitless patch upgrades)
Poor performance (7500: 24x higher Inflexible, platform-specific VSS virtualization (7500: Solution-common, scalable IRF technology) Complex/costly feature licensing (7500: license free) Poor performance (7500: 3x higher) Poor 10GbE density (10500: 3x higher) No switch virtualization technology (7500: Solutioncommon, scalable, distance-capable IRF switch virtualization technology) Complex/costly feature licensing (7500: license free)
Cisco Catalyst 4500

Source: Tolly 33 HP CONFIDENTIALFor HP and Channel Partners Internal Use Only
LEAD
ALTERNATE
10/19/2012
Mid-Size FlexCampuscore/distribution
Competitive view
3800

Stackable fixed-port with modular-performance features Meshed Technology: high-performance, resilient stacking IPv6, PoE+, 10G uplinks, streamlined deployment Lifetime warranty
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
10/19/2012
Mid-size FlexCampuswired access


5120 El

Simplicity, balanced features (L2-focused)

Baseline performance (10/100 1G (access), 1G uplinks) PoE Granular management/control, ease-of-deployment
Single OS alignment with Comware core switch IRF stacking/advanced QoS PoE
Lifetime warranty
29XX

25XX/26XX

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
LEAD
Cost sensitive deals only Layer 2/basic layer 3* 10/100 client ports Lifetime warranty
ALTERNATE
262x static/RIP routing
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Competitive view
29XX

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
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)
LEAD
ALTERNATE
10/19/2012

Competitive view
Cisco Catalyst 2960/2960S Lan Base

25XX/26XX

Fewer ACLs 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)
Cost sensitive basic connectivity switch Layer 2/basic Layer 3* 10/100 client ports PoE/PoE+ support 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

LEAD
ALTERNATE
10/19/2012

Competitive view
5120 El

Single OS alignment with Comware core switch IRF stacking/advanced QoS PoE Lifetime warranty
Cisco Catalyst 2960S Lan Base: Complex/costly feature licensing (5120-EI: License free)
LEAD
ALTERNATE
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
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
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
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WLAN Access
40
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FlexCampus mobility controller positioning

MSM765zl
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 APs as part of a Team Up to 2000 simultaneous guest access users

Up to 800 access point support (increments of 40 AP licenses) Granular management/control, ease-of-deployment
Support for L3 roaming services, and failover

Lifetime Warranty
Key Competitive Points
Cisco 6500: WiSM controllers require a SUP720 (Ciscos most expensive) module to be installed.
Cisco 5508: No support for VPN termination (such as IPsec and L2TP) and VPN pass-through
MSM760 Appliance

MSM760 Appliance Environments without a 5400/8200 chassis NON HP customers 40200 access points and, up to 800 APs as part of a Team Up to 2000 simultaneous guest access users Support for L3 roaming services, and failover 1 Year Warranty
LEAD
Aruba No cohesive Wired/WLAN.

Ruckus: No support for controller redundancy in case of controller failure introduces single point of failure in the network
ALTERNATE
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10/19/2012
FlexCampus WLAN controller

NONE
Typically the controller is a centrally managed solution in the campus

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
MSM-720 CONTROLLER APPLIANCE

Competitive points
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
LEAD
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.
ALTERNATE
42
10/19/2012
FlexCampus WLAN AP
MSM 46x
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 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: APs 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
LEAD
MSM430

Value sensitive Enterprise markets Dual radio 802.11n 300 Mb/s / radio RF optimization features Powered by 802.3af PoE Lifetime warranty
ALTERNATE
10/19/2012
Sales Guide Feedback Process

Please send your feedback and comments on the Sales Guides to your regional PLM: NA: Lat: EMEA: APJ: Bob Beliles bob.beliles@hp.com Carlos Meza carlos.meza@hp.com Dave Sturgess david.sturgess@hp.com Justin Chiah justin.chiah@hp.com
The regional PLM will collect the feedback and, on a quarterly basis, send it to the authors of the sales guides.
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Next Steps

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

UL Marriott
DreamWorks SHI
Industry Analyst Video (HP ETV, YouTube)
CERN
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Thank You
46
10/19/2012

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FlexNetwork Architecture

Sales Guide GREEN/RED Qualification + Positioning

HP ConfidentialFor HP and Channel Partners Internal Use Only

FlexManagement FlexNetwork Architecture Open

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

GREEN/RED zone qualification + positioning

Green zone: Grey zone: Red zone:

Step 1: Qualify deals

Use GREEN / RED zone criteria

Use bullseye positioning charts

Engage HP TS Consulting Services

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

Global Service Provider Core Network

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus Sales Guide

MODULE 2 GREEN/RED Zone Qualification

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexManagement Converges Network Management and Orchestration

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

GREEN zone / RED zone qualification

10/100M/1 GbE wired access, 1/10 Gbps dist/core

Integrated security solution

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus Sales Guide

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus product positioning strategy

Campus wireless LAN

Flatter, simplified, higher-performance two-tier networks Large campus networks:

Mid-size campus networks:

Lead with MSM46X Access Point Industrys highest-performing Access Point

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus product positioning strategy

8800 Router Series has up to 864Mpps forwarding/routing performance

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus product positioning model

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

FlexCampus product positioning summary

5500 EI/HI 3500/ 3800 5400

29XX 5400/ 8200

3800 7500 26XX

GbE/10 GbE Core/Distribution Power HA; optional stacking

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

Large FlexCampus Switch

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

Typical customer requirements

Single OS alignment with ComWare based OS access layer

High performance, future-proofed architecture

Cisco Catalyst 6500

Inflexible, platform-specific VSS virtualization (10500: Solution-common, scalable IRF technology)

Cisco Catalyst 6500

Cisco Catalyst 4500

Large FlexCampuswired access (Lead)

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

Large FlexCampuswired access (Lead)

Key competitive points

Cisco Catalyst 3750X

HP CONFIDENTIALFor HP and Channel Partners Internal Use Only

Large FlexCampuswired access (Lead)

Key competitive points

Cisco Catalyst 3750X/3560X

Large FlexCampuswired access (Lead)

Key competitive points

Cisco Catalyst 4500