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Affinity Vendor Partner Introduction 7/17/2015 March 2007 1 Product - Aruba’s Mobile Edge Solution ■ Aruba provides a Secured Mobility Solution that enables enterprises to deliver mobility services to their mobile users (laptops, PDA’s, VoIP handsets, dual-mode cell phones, RFID tags, etc.) ■ ■ ■ ■ ■ Purpose-built infrastructure that sits over the wired infrastructure Overlay to any existing underlying wired infrastructure Agnostic to the existing underlying wired infrastructure, so is compatible with installed networks from any incumbent vendors (e.g. Avaya, Cisco, Nortel and others) Client-independent so does not require any proprietary application to run in the client Products set ■ Customers only need Aruba mobility controllers (MC) and Aruba access points (AP) Max. # of APs Max. # of Users Typical Deployment ■ ■ ■ Aruba 6000 Aruba 2400 Aruba 800 Aruba 200 512 48 16 6 8,192 768 256 100 Headquarters/ Large Campus Regional Office Branch Office Small Offices/ Retail Store Software licenses enable advanced features such as VPN, Wireless Intrusion Detection, Policy Enforcement firewall, Enhanced Voice Services, and endpoint client scanning. APs are available in single radio, dual radio, ruggedized outdoor models. All MC products contain the same ArubaOS software and application options. 2 Who buys Aruba solutions and why? ■ Aruba solutions extend corporate PBX functionality to mobile devices and provide seamless roaming with extremely high level of security and guest access. The following segments are early adopters for these services: ■ ■ ■ ■ ■ ■ ■ ■ Education (Higher-Ed and K-12); Healthcare (mobile applications for doctors, nurses, staff; guest access for patients); Retail (warehouses, stores, Payment Card Industry -PCI- v1.1 compliant, corporate offices); Manufacturing (factories and warehouses); Government (central/federal as well as local/state, FIPS140-2 compliant and xSec solutions) Aruba products fit best in the mid to large enterprise market segment. The typical midmarket target customer would start from a few hundred employees. Aruba products also apply to branch/remote office and SOHO applications (enabling employees to work on the corporate data and telephone network securely - from anywhere with the same user experience as when in the office). Why do customers buy Aruba solutions? Because of 3 key differentiators ■ ■ ■ Aruba makes the Enterprise become mobile. Mobility means having identical voice & data enterprise services truly from anywhere, i.e. at the office, on the road and from home; Security based on user credentials rather than port credentials. Users credentials follow the users wherever they are located or move to; Lower total cost. Typically a 10:1 ratio compared to competitive solutions that require more boxes and a more complex infrastructure to operate. 3 How you make money – Aruba Vendor Ecosystem ■ Aruba Ecosystem enables “attach rate” with the following vendors / solutions ■ ■ ■ ■ ■ Avaya VoWLAN: provides mobility infrastructure Fortinet: scales wired users remediation to include wireless users RSA SecurID: extend RSA solution to wireless users Spectralink: Aruba is 100% certified interoperable with Spectralink Aruba also sells as an overlay to any existing wired network: Easily add mobility services over any installed wired network (e.g. Cisco, Nortel, Extreme) ■ Sell Aruba over any existing WLAN to add Intrusion Detection/Prevention and provide one of the highest level of security available today ■ Extend any existing Enterprise WLAN over the Internet to home users (Executives, telecommuters), with the Aruba Remote AP solution ■ Aruba helps you win more business ■ VARs earn about 15% sales margin with Aruba solutions; and 10% commission per year on reselling Aruba maintenance services (ArubaCare). ■ Aruba solutions are less complex to install and maintain, so end user Capex & Opex are drastically reduced. ■ Once installed, an Aruba solution makes it easy for customers to add mobility applications – enabling VARs to sell more gear and applications to their installed base. ■ Deal registration to protect Resellers developing business opportunities. 4 How we work together ■ Pre-Sales and Post Sales – for certified partners ■ ■ ■ Training, Certifications, Contracts and Quotas ■ ■ ■ Access to Support Web: technical tips, release notes, online manuals, etc. Access to Westcon TAC: Aruba specialists at Westcon provide customer case posting & escalation; partner portal access for software download also included Opportunistic engagement: no contract, project-basis, limited support Aruba Certified Solution Provider (CSP) program ■ Benefits include: MDF for lead generation campaigns, end user leads, free technical training seats, pre and post sales support ■ Requirement: 2+ Aruba ACMX (Aruba Certified Mobility Expert) engineers, purchase demo system and join Aruba Ecosystem (Gold partners) ■ Training: Online CBT and in classes (technical / sales tracks; Westcon locations) ■ Quotas per annum: CSP with no accreditation: $250K; Silver CSP: $500K, Gold CSP: $750K Quotes, Ordering and Delivery ■ The Order Entry, Delivery, and RMA processes are managed through Westcon ■ Leadtime: 2-4 weeks ARO 5 Next Steps – Getting Started ■ Participate in Aruba’s next Webinar, Seminar or Road Show ■ ■ Enroll in one-day Sales/Presales kick-off training ■ ■ Sign contract; enroll in training; enjoy the benefits Where to find information on Westcon Group web program sites ■ ■ ■ ■ The VAR gets 50% discount (i.e. $1,800 Net) Become Aruba Certified Mobility Partner ■ ■ Classroom style; several dates scheduled; managed by Westcon with Aruba SEs Purchase Aruba Demo Kit ■ ■ Various dates and locations www.convergencepoint.vodaone.com or www.securitypoint.westcon.com; select Vendors, then select Aruba Networks Westcon SalesVision Tool WGNA Intranet / Manufacturer site (for Westcon internal sales teams) Contacts ■ Aruba Networks ■ Doug DiNunzio, Mgr. Strategic Partnerships, [email protected], 508-925-7115 ■ Westcon ■ Dan Pirro, Group Commercial Sales Manager, [email protected], 514-420-5417 6 Opportunity Finder ■ Have you sold . . . ■ ■ To this type of customer . . . ■ Here is the Opportunity : ■ Product Name : ■ Avaya IP Office or Nortel BCM ■ Small offices or retail stores with 50 -100 users ■ Extending corporate PBX functionality to all mobile devices ■ Aruba 200 model with up to 6 APs ■ Enterprise-class systems (e.g. Avaya CM or Nortel CS1K) ■ Headquarters or large campus environment ■ Mobility services deployed as an overlay on top of existing wired network ■ Aruba 6000 model serving over 8,000 users; add clusters for larger systems ■ Standalone wireless access points ■ Mid to large manufacturing entity, Education or Hospitality ■ Provide seamless roaming w/ extremely high level of security and guest access ■ Aruba 800, 2400 or 6000 model scaling from 256 users with up to 512 APs ■ Fortinet, RSA, Spectralink, Nokia/Checkpoint ■ Headquarters, regional or branch offices ■ Extend wired security to include mobile devices ■ Aruba 800, 2400 or 6000 model 7