Transcript 2014-06 WLAN 9100 Learning_Bytes

2D00055O WLAN 9100
2D00055O
WLAN 9100
What Sales needs to know to Start the Conversation
June, 2014
© 2014 Avaya Inc. All rights reserved.
Overview
Selling WLAN 9100
Learning Byte 1
Overview
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
The Box Speed vs. Business Speed
"We need a manageable BYOD
deployment ASAP!"
Throughput
Uplink
"How fast can the solution be
deployed?"
"How easy is it to make changes?"
"How easy is it to add new
Applications?"
Latency
The Business of Speed
http://www.avaya.com/usa/documents/the-business-of-speed-dn7505.pdf
© 2014 Avaya Inc. All rights reserved.
Some Key Trends
 An expectation that the use on the network will be common irrespective of
whether the user is connected via an Ethernet cable or via Wireless
 Continuation of more people bringing their own devices into the workplace
 Users looking for the same "wired" performance from their wireless network
access
 Big increase in cloud-managed systems in the mid-market, particularly looking at
zero touch solutions
© 2014 Avaya Inc. All rights reserved.
Avaya WLAN 9100
A Wireless LAN Solution delivering a high Quality user Experience
 WLAN 9100 enables enterprises to;
–
deliver Predictable Application Performance to Mobile Users
–
improve the User Experience by maximizing the use of RF Resources
–
keep up with Business Growth
Wireless LAN 9100
Orchestration Management System
High-Performance
Indoor Access Points
High-Performance
Outdoor Access Points
Avaya Wireless LAN 9100 Series
http://www.avaya.com/usa/product/wireless-lan-9100-series
© 2014 Avaya Inc. All rights reserved.
State of the Art WLAN 9100
Access Points address a broad range of Use Cases
WAP 9122
WAP 9123
WAP 9132
WAP 9133
WAO 9122
(Outdoor)
WAP
9162/9173
(Phase 2)
802.11n
2x2 AP
802.11n
3x3 AP
802.11ac
2x2 AP
802.11ac
3x3 AP
802.11n
2x2 AP
802.11ac
2x2/3x3
2 Radios
2 Radios
2 Radios
2 Radios
2 Radios
4 Radios
Common Advanced Feature Set
Integrated Controller
Application Control
Zero Touch Provisioning
On-Premise or Cloud Management
Avaya Wireless LAN 9100 Access Points Specifications
http://www.avaya.com/usa/product/wireless-lan-9100-series?view=technicalSpecifications
© 2014 Avaya Inc. All rights reserved.
State of the Art Wi-Fi Management
Avaya WLAN 9100 Orchestration System
Network Management and Analytics
 Flexible Deployment Options
– On-premise Software Solution
– Cloud Management (Phase 2)
Service
Policies
Dashboard
– Any network size
 Key Benefits
RF
Visibility
Auto
Provisioning
WOS
– Zero-touch Deployment
– Highly scalable to 1000’s of Units
– Flexible toolsets for Remote Management and
Tools / API
Analytics
Troubleshooting
Avaya WLAN Orchestration System
http://www.avaya.com/usa/documents/avaya-wlan-orchestration-system-dn7520.pdf
© 2014 Avaya Inc. All rights reserved.
Use Case: Education (K-12)
Keeping students’ focus on classroom learning
 Do you want to limit students’ access to social media games and applications
during school hours?
 Do you want to grant students access to social media games and applications,
as well as irrelevant Streaming Videos, such as Sports Broadcasts ONLY after
school hours?
 With Application Control at
the Edge of the Network,
you can do all this and
preserve network
bandwidth for blackboardtype e-learning
Avaya
WLAN 9100
 This also creates the best
Return on Investment for
your customer!
© 2014 Avaya Inc. All rights reserved.
Unified Access
Comprehensive Wireless portfolio to complement Wired
Collaboration
Pod
VSP 9000
ERS 8000
VSP 7000
VSP 4000
ERS 4000/5000
WLAN 9100
ERS 3000
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Business Impact
Selling WLAN 9100
Learning Byte 2
Business Impact
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Customer Issues we should look-out for?
Issues we resolve with WLAN 9100
APPLICATIONS
Unpredictable Volume of Application use
Unknown and uncontrolled recreational App use
DEVICES
Unpredictable Types of BYOD Devices
Different Users with multiple Devices
SPECTRUM
Congestion in the crowded 2.4GHz spectrum
Sticky Clients
COMPLEXITY
Changing Requirements from 2.4GHz to 5GHz
Complex Planning, Deployment & Support
© 2014 Avaya Inc. All rights reserved.
What does the WLAN 9100 offer for the Business?
Next Generation Application Recognition and
Control at the Network Edge
Application
Optimization
Device Fingerprinting, Roaming Assist,
Bonjour Support & Secure Network Access
Device
Optimization
Flexible Deployment options for Access
Points to support Spectrum Optimization
Spectrum
Optimization
Software Upgradable (802.11n  802.11ac)
Ease of Deployment with Cloud Offering and
Avaya Fabric to the Wireless Edge
Eliminating
Complexity
© 2014 Avaya Inc. All rights reserved.
What does the WLAN 9100 offer for the Business?
Next Generation Application Recognition and
Control at the Network Edge
Application
Optimization
Device Fingerprinting, Roaming Assist,
Bonjour Support & Secure Network Access
Device
Optimization
Flexible Deployment options for Access
Points to support Spectrum Optimization
Spectrum
Optimization
Software Upgradable (802.11n  802.11ac)
Ease of Deployment with Cloud Offering and
Avaya Fabric to the Wireless Edge
Eliminating
Complexity
© 2014 Avaya Inc. All rights reserved.
Application Optimization
Next-gen application recognition and control at the network edge
 Predictable Application Performance by prioritizing Business Applications over
recreational applications and reducing Network Load
 Flexible Policy Control by blocking, throttling, or applying QoS to Applications
directly at the Network Edge
 Recognition of more than 1,300 Applications of 20+ Categories
 Granular Control over Applications:
–
Permit
–
Prioritize
–
Throttle
–
Block
 …with Control by:
–
SSID
–
VLAN
–
Time of Day
© 2014 Avaya Inc. All rights reserved.
1
1
Avaya Application Control
What is different?
 Full Function Deep Packet Inspection Engine in every Access Point
–
Layer 7 DPI Implementation
 Greater Depth and Accuracy of Application Detection (more than 1,300)
–
Uses advanced pattern matching, heuristics, flow awareness, etc.
 Superior Performance with 2-6 Core Processors per Access Point
–
Traditional APs run with limited performance (Typically 1 Core Processor)
 Operates at the Network Edge where BYOD Control is needed the most
–
Competitors rely on implementations with Central Appliances/Controllers
© 2014 Avaya Inc. All rights reserved.
2
Device Optimization
Wi-Fi devices are not created equal
 Device Fingerprinting
–
Identify Device Types (iPad, Android, Windows,
etc.) to enable unique policies for each
 Roaming Assist
–
Inter-Array coordinated roaming to assist 'sticky'
smartphones and tablets
 Bonjour Optimization
–
Deploy Apple services such as AirPrint and AirPlay
across an enterprise network
 Band steering/Load Balancing
–
Move 5GHz-capable devices to the higher
performance band when possible
© 2014 Avaya Inc. All rights reserved.
2
Device Optimization
Secure, simple access to the network for all user types
Avaya Identity Engines provides comprehensive Secure Access Control to the
wireless network for both unknown and known users
 Onboarding: 802.1x client auto-configuration with dissolvable agent
 Guest Access: Captive Portal with hosted, self, or sponsored Guest Registration
Onboarding
Known users with
BYOD devices
Guest Access
Unknown users with
BYOD devices
Avaya Identity Engines Portfolio
http://www.avaya.com/usa/product/identity-engines
© 2014 Avaya Inc. All rights reserved.
Spectrum Optimization
Advanced RF Management for 'wired-like' network performance
 Maximize use of RF resources to improve the
Auto Channel & Cell
User Experience
–
Automatic Radio Control
–
Load Balancing across Radios
–
Roaming Assistance for sticky clients
–
Bonjour Optimization
–
Honey Pot
ALB (Auto-Load Balancing)
 Increased availability, resiliency and application
performance
–
802.11ac, MIMO, etc.
Roaming Assist
© 2014 Avaya Inc. All rights reserved.
3
Eliminating Complexity
Reduce wireless learning curve, deployment time, and help desk calls
 Simple and intuitive web-based interface
 Zero-touch license activation, software upgrade and configuration
 Application Control for predictable application performance under load
 Monitoring of wireless network status, traffic and clients
 Detailed management reports on wireless devices and users
 Ease of Management
 On-Premise Management
 Cloud-based Management (Phase 2)
Cloud
© 2014 Avaya Inc. All rights reserved.
4
Eliminating Complexity
4
Introducing the Foundation for Business Speed
Traditional Networking Technology
Complex & Inflexible
• Time consuming
and error prone to
enable new services
• Many complex
protocols to manage
• Long Convergence
Times
• Lacks end to end
virtualization and
security
Avaya Advantage
End to End Fabric Technology
• Fabric Connect
reduces more than 6
protocols to 1
• Single Click
Provisioning at Edge
• Faster Time to
Service
• End to End Services
Virtualization
• Highly Resilient
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Explaining the Value
Selling WLAN 9100
Learning Byte 3
Explaining the Value
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Avaya WLAN 9100 Value Statements
Avaya WLAN 9100 allows you to buy 802.11n technology today and upgrade to
802.11ac with just a software license – no need to touch the AP to upgrade.
Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t
compromised by recreational applications.
Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the
capacity for the price of one Access Point and more coverage area with fewer AP’s.
Avaya WLAN 9100 offers cloud-based or on-premise management for rapid
deployment, unparalleled visibility, and simplified administration.
Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero
touch provisioning and enhanced performance.
© 2014 Avaya Inc. All rights reserved.
Avaya WLAN 9100 Value Statements
Avaya WLAN 9100 allows you to buy 802.11n technology today and upgrade to
802.11ac with just a software license – no need to touch the AP to upgrade.
Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t
compromised by recreational applications.
Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the
capacity for the price of one Access Point and more coverage area with fewer AP’s.
Avaya WLAN 9100 offers cloud-based or on-premise management for rapid
deployment, unparalleled visibility, and simplified administration.
Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero
touch provisioning and enhanced performance.
© 2014 Avaya Inc. All rights reserved.
1
Explaining the Value
Avaya WLAN 9100 allows enterprises to buy 802.11n technology today and
upgrade to 802.11ac with just a software license – no need to touch the AP to
upgrade
Why is it important?
 Most 11n to 11ac upgrades require
manual swap out of the Access Point
 A technician must be dispatched to climb a ladder
and swap the AP(= labor/OPEX costs).
 Avaya WLAN 9100 offers a software only upgrade
from 802.11n to 802.11ac
 Customers can start with 11n and upgrade to 11ac
in their time, without touching the AP.
© 2014 Avaya Inc. All rights reserved.
2
Explaining the Value
Avaya WLAN 9100 ensures with 100% certainty, that wireless Business
Applications aren’t compromised by recreational applications
Why is it important?
 This provides Application-level Control to ensure predictable application
performance
 This provides IT with granular Control as to which user groups can use specific
applications
 Avaya Application Control provides recognition for 1,300+ applications
 This allows customers to block, throttle or
apply QoS to applications directly
at the Network Edge
 This reduces network load and ensures
that the most important applications
come first
© 2014 Avaya Inc. All rights reserved.
3
Explaining the Value
Avaya WLAN 9100 provides up to 70%* more bandwidth per Access Point, 2x the
capacity for the price of one AP and more coverage area with fewer AP’s
Why is it important?
 It enables enterprises to customize APs based on their specific client
environment
 Unlike other vendors solutions where the radios are preset, WLAN 9100 supports
software programmable radios
 Each radio can be programed
for the client environment
–
e.g. if all clients are 2.4GHz,
both radios can be set to 2.4GHz
 To ensure the optimal user experience
APs can customized as the client
environment changes over time
* 70% more bandwidth is based on the following:
• Industry-standard 802.11ac, 3x3 AP:
Radio 1 = 225Mbps (2.4GHz); Radio 2 = 1.3Gbps (5GHz) = Max Bandwidth = 1.525Gbps
• Avaya 802.11ac, 3x3 AP: Radio 1 =1.3Gbps (5Ghz) and Radio 2 (5GHz) = 1.3 bps =
Max bandwidth = 2.6Gbps
© 2014 Avaya Inc. All rights reserved.
Explaining the Value
4
(Phase 2)
Avaya WLAN 9100 offers cloud-based as well as on-premise management for rapid
deployment, unparalleled visibility & simplified administration
Why is it important?
 Cloud-based Management
–
reduces the demands on IT administrators
–
allows wireless networks to be deployed and administered quickly and easily
–
is particularly attractive for
customers who do not have
large IT staffs or cannot afford
training
–
removes the complexity and
learning curve associated with
deploying and operating
wireless networks
© 2014 Avaya Inc. All rights reserved.
5
Explaining the Value
Avaya WLAN 9100 extends Avaya’s Fabric Connect intelligence to the Access Point
by offering Zero Touch Provisioning and Enhanced Performance
Why is it important?
 It leverages Avaya’s unique Fabric Technology
 It brings the benefits of the Data Center and Core
to the Edge
 It makes the entire implementation, provisioning,
and ongoing changes fast, easy, and error proof
 It enhances the performance and resiliency of
the whole network
 It reduces application latency
resulting in a better end user experience
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Aligning the Value to Business Stakeholders
Selling WLAN 9100
Learning Byte 4
Aligning the Value to Business Stakeholders
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
WLAN 9100 Value Statements and Alignment
Value Statement
Stakeholder Alignment
Avaya WLAN 9100 allows you to buy 802.11n technology
today and upgrade to 802.11ac with just a software license –
no need to touch the AP to upgrade.
IT Director or Manager – concerned with strategic solutions
that avoid rip & replace
Avaya WLAN 9100 ensures, with 100% certainty, wireless
business applications aren’t compromised by recreational
applications.
IT Director or Manager – concerned with efficient day-to-day
operations
Avaya WLAN 9100 provides up to 70% more bandwidth per
Access Point, 2x the capacity for the price of one Access
Point and more coverage area with fewer AP’s.
CXO Level – most concerned with keeping the business
running
Avaya WLAN 9100 offers cloud-based or on-premise
management for rapid deployment, unparalleled visibility, and
simplified administration.
IT Director or Manager – concerned with efficient day-to-day
operations
Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the
Access Point offering zero touch provisioning and enhanced
performance.
Line of Business Manager – concerned with agile solutions
that can rapidly adapt to changing business needs
© 2014 Avaya Inc. All rights reserved.
What are the Benefits for Sales Partners?
 Expanded WLAN Portfolio
–
Comprehensive, industry leading WLAN offering that allows us to compete
aggressively and win in all Avaya Networking segments. New products being
introduced include industry leading management, 2x2 and 3x3 802.11ac APs.
 Target new Market Opportunities with Cloud-Managed offerings
–
Cloud-managed equipment is proliferating especially in the Mid-market, and the new
capabilities made possible by the Cloud solution allows customers to compete in this
fast growth market. It also creates tighter alignment with other Avaya cloud-managed
offerings such as UCaaS offered by Avaya.
 Capitalize on the 802.11ac upgrade cycle
–
Purchase 802.11ac WLAN 9100 APs today or go with 802.11n APs and upgrade to
802.11ac when required later. No need to physically swap out APs – a simple,
software upgrade is all that is required.
 Compete in Mid-Market
–
With the cost-effective wired and wireless Unified Access Solution, Avaya has the
perfect solution for all segments of the market.
 Feature-set optimized for Mobile Collaboration
–
Extending Fabric to the edge enables differentiated services to applications; delivers
simplicity, resiliency & TCO advantage
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Identifying Potential Customers
Selling WLAN 9100
Learning Byte 5
Identifying Potential Customers
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Who are the target customers for WLAN 9100?
 Target Customers:
–
Existing Avaya WLAN customers who are upgrading or expanding their network
–
Avaya wired (non wireless) customers who have a wireless opportunity. These
customers could adopt either the Overlay model or the Fabric Attach/Unified Access
model for their WLAN deployment
 Target Verticals:
–
Large, medium and small enterprises with a specific focus on K-12, Healthcare,
Higher Education and Hospitality verticals
Data Center
Bank
Shop
Branch Office
Convention Center
Corporate
Headquarters
Government
Building
Remote Office
Hospital
Airport
School
© 2014 Avaya Inc. All rights reserved.
Benefits of Fabric Attach
saves time and reduces configuration errors
Sample Use Case Scenarios:
Assumptions:




Adding a new BYOD policy
Changing a BYOD policy (changing contractors’
access to match that of employees)
Add 500 new IP cameras for surveillance
Adding a new edge switch to a stack take ~ 12 CLI
commands without Fabric Attach
Adding a new end point takes ~ 3-5 CLI commands
depending on whether it is a new VLAN or not
It takes between 7.2 seconds to type/execute a CLI
command (average over different commands)


Comparisons of Time Savings for Different Scenarios*
3.46 Minutes
1 switch and 200 clients
12 Hours
3.46 Minutes
1 switch and 100 clients
6 Hours
3.46 Minutes
1 switch and 50 clients
3 Hours
0
2
4
With Fabric Attach
6
8
10
12
14
Without Fabric Attach
*depending on # of unique VLANs
Source: In-house testing
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Qualifying Potential Customers
Selling WLAN 9100
Learning Byte 6
Qualifying Potential Customers
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Avaya WLAN 9100 Qualification Questions
Question
How is the performance of your current
WLAN network?
Do you have visibility of the devices and
applications running on your wireless
network?
Do you have any plans to upgrade to
802.11ac?
Do you have IT staff to manage your
wireless network? Would you have an
interest in a cloud based management
solution that allows you to deploy and
administer the network quickly and easily?
Target Stakeholder
Why the Question
Matters
IT Director or Manager
This will give you a chance to explain
that Avaya WLAN 9100 provides up to
70% more bandwidth per Access Point
and so needs fewer APs.
IT Director or Manager
This will help you to talk about how
Application Control makes ensures that
bandwidth is available business
applications.
Chief Executive Officer (CxO)
Line of Business Manager
This will allow you to find out if there
were already strategic discussion to
upgrade the WLAN and explain that our
solution only needs a software upgrade.
This will allow you to position one of the
WLAN 9100 key strengths, zero-touch
provisioning, which allows working at
Business Speed.
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Avaya Services
Selling WLAN 9100
Learning Byte 7
Avaya Services
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Avaya WLAN 9100 Maintenance Offers
Direct
GX5300
Retail (US Only)
GX6100
Wholesale (Express)
GX6300
Co-Delivery (PASS)
GX4300
Support Matrix for the WLAN 9100 AP
Support Service Offers
On-Site with Parts
• Next Business Day
GJ
NBD
Parts
• Advanced Replacement
• Next Business Day
• 10 Day Repair Service
GF
NBD Advanced
GL
10 Day Repair
24x7 Remote Support
Software Updates & Upgrades
GE
Support Matrix for the WLAN 9100 WOS
Support Service Offers
24x7 Remote Support
Software Updates & Upgrades
GU
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
The Competition
Selling WLAN 9100
Learning Byte 8
The Competition
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Competitive Landscape
Competitor
Highlights
•
•
•
•
55% enterprise WLAN market share
Often wins as the end-to-end provider or as the safe choice
Little wireless innovation as they protect larger wired business
Opportunity to get in the door to address poor Cisco Wi-Fi performance
•
•
•
•
13% enterprise WLAN market share, second largest vendor
Broad portfolio extends into security, ROBO, wired, etc.
Under heavy attack from Cisco as they grow and take share
Diluted message – controller and controller-less
•
•
•
•
Recently made an IPO for $75M
Almost always lead with pricing, few differentiators vs. Avaya
Education, retail, and healthcare are target markets
Emphasize ease-of-use with cloud management platform
•
•
•
•
Fastest growing Wi-Fi vendor in 2013 following IPO in Nov. 2012
Increased carrier focus has gained more Cisco attention
Strong in hospitality and increasingly in public venues, manufacturing
One of the few vendors (incl. Avaya!)with a real performance message
•
•
•
•
Acquired in November 2012 by Cisco for $1.2B
No significant integration with Cisco as of yet but higher pricing evident
Cloud-only delivery model with pitch centered around ease of use
Integrate many services for ‘free’ into cloud appeals to small customers
© 2014 Avaya Inc. All rights reserved.
Battle Card
Cisco Summary
• End-to-end provider, wireless typically only a smaller piece of the equation
• Expensive but win a lot of business because of their name, incumbency
• Push "CleanAir" for optimizing performance thru RF interference mitigation
Offensive Bullets
• Application Control:
• Cisco NBAR2 runs only on expensive centralized routers
• Avaya App Control optimizes Wi-Fi at edge
• Superior Performance:
• 70% more bandwidth per AP (programmable radios)
• Cisco = standard APs commonly fall down in density scenarios
• Simplicity & TCO:
• Cisco is expensive & complex; Avaya Fabric simplifies deployments
© 2014 Avaya Inc. All rights reserved.
Battle Card
Aruba Summary
• Unified wireless and wired offerings with historic security-centric focus
• Acquisitions have broadened offerings, e.g. Airwave multi-vendor mgmt
• Controller and controller-less offerings, latter with “Instant” product series
Offensive Bullets
• Aruba lacks end to end solution
• Application Control:
• Aruba DPI runs only on the expensive 7200 centralized controller
• Avaya App Control optimizes Wi-Fi at edge
• Programmable and Upgradable:
• Avaya APs: SW upgradeable; high density APs:
HW & SW upgradeable
• Aruba APs: only fixed (2.4GHz/5GHz)
• Instant features are compromised:
• Aruba Instant lacks controller features with only basic captive portal, less
firewall and IDS/IPS capabilities.
© 2014 Avaya Inc. All rights reserved.
Battle Card
Aerohive Summary
• Controller-less AP solution positioned at the low end in cost
• Cloud and on-premise management but push cloud and its ease of use
• Unified solutions for wireless & wired, headquarters & branch
Offensive Bullets
• Full Unified Access solution
• Full range portfolio:
• Avaya: 2 to 4 radios, all 11ac APs
• Aerohive: 2 radio APs, “half” 11ac APs
• Programmable and Upgradable:
• Avaya APs: SW upgradeable; high density APs: HW & SW upgradeable
• Aerohive APs: fixed (2.4GHz/5GHz)
• Avaya Differentiated features:
• Optimized 11ac perf
• Honeypot: optimize 2.4GHz perf
• Roaming Assist: optimize sticky clients
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
The Pitch
Selling WLAN 9100
Learning Byte 9
The Pitch
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Elevator Pitch Example
 Avaya WLAN 9100 allows you to buy 802.11n
technology today and upgrade to 802.11ac with
just a software license – no need to touch the AP
to upgrade
 Avaya WLAN 9100 ensures, with 100% certainty,
wireless business applications aren’t compromised
by recreational applications.
 Avaya WLAN 9100 provides up to 70% more
bandwidth per Access Point, 2x the capacity for
the price of one Access Point and more coverage
area with fewer AP’s.
 Avaya WLAN 9100 offers cloud-based or on-
premise management for rapid deployment,
unparalleled visibility, and simplified
administration.
 Avaya WLAN 9100 extends Avaya’s Fabric
intelligence to the Access Point offering zero touch
provisioning and enhanced performance.
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.
Overcoming Objections
Selling WLAN 9100
Learning Byte 10
Overcoming Objections
2D00055O
June, 2014
Module Duration:
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Avaya is nowhere
in WLAN!
We offer a holistic end-to-end
solution. Our new WLAN 9100
offers best in class Wi-Fi.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
All 802.11ac
solutions are
created equal.
Not quite. Avaya WLAN 9100
provides70% more bandwidth per
AP, and twice the capacity for the
price of one AP. This means more
coverage area with fewer AP’s.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Cisco tells us that with
802.11ac, there is no need
for high density APs.
True, APs are faster, but
clients are also faster and
you still need to scale.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Cisco's CleanAir
improves Wi-Fi
performance!
This is a band aid for legacy
2.4GHz. Avaya recommends that
clients move to 5GHz and use
software programmable radios.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
WLAN infrastructure
solutions provide no
visibility to the applications
running over them.
Avaya WLAN 9100
provides granular visibility
and control for more than
1,300 applications.
Avaya's solution can
block or throttle apps,
and it can give QoS
to business apps.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
But the .11n to .11ac
technology transition
requires a manual,
AP swap-out.
Avaya WLAN allows you to
buy 802.11n technology today
and upgrade to .11ac with just
a software license – no need
to touch the AP to upgrade.
However, what you
say is true for some
competitive WLAN
solutions. For them
it’s a rip and replace.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Avaya WLAN 9100 is only
beneficial to Avaya Fabric
Connect customers. We don't
have Fabric Connect.
Indeed, Avaya's Fabric
Intelligence offers a huge
advantage to 9100 APs.
However, the WLAN 9100 is
a highly competitive solution
for all wireless requirements.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Avaya lacks good
WLAN Management.
Avaya WLAN 9100 offers onpremise management, and in
phase 2 we also offer cloud-based
management. Both enable a rapid
deployment, unparalleled visibility
and simplified administration.
© 2014 Avaya Inc. All rights reserved.
Customer Objections to WLAN 9100
Avaya is expensive.
Avaya APs are very cost
effective if budget is tight.
Run a TCO for a true overall
comparison.
© 2014 Avaya Inc. All rights reserved.
Documents & Resources
Click here for Sales Portal
Click here for Partner Portal
© 2014 Avaya Inc. All rights reserved.
Summary
 Overview
(Learning Byte 1)
 Business Impact (Learning Byte 2)
 Explaining the Value
(Learning Byte 3)
 Aligning the Value to Stakeholders (Learning Byte 4)
 Identifying Potential Customers (Learning Byte 5)
 Qualifying Potential Customers (Learning Byte 6)
 Services (Learning Byte 7)
 The Competition (Learning Byte 8)
 The Pitch
(Learning Byte 9)
 Overcoming Objections (Learning Byte 10)
© 2014 Avaya Inc. All rights reserved.
End
© 2014 Avaya Inc. All rights reserved.