Transcript SalesConnect Training

Today’s WLAN and the
Future
Brent Nixon
Director of Product Management
3Com Wireless
Basic Access
Wired Replacement
Wireless LAN Evolution:
Enterprise Market Deployments
Strategically
planned infrastructure
and client deployments
tied to increased ROI
Network
expansion
increased
mobility
Opportunistic
Ad-Hoc
1990’s
Competition
Present
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
1
What Are Converged Wireless LAN
Solutions?
• The Integration of Voice
and Data into a single
wireless solution
– Both data and Voice
(VoWiFi) co-exist on the
same wireless network
• Complete mobility for all
users for both data and
voice at all times
LAN Switch
Access Point
Wireless IP phone
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
2
Cell Phone / WiFi
Example of a Future Application
Internet
IP Telephony
module
Main
Office
Home
Office
Blackberry
7270
Bob
802.11
Competition
3Com Strategy
GSM
802.11
Wireless
Competition
Bridging
802.11
GSM
3Com Confidential
Advocating 3Com
Cost Savings
3
Today's Wireless LANs
• Last generation of Wireless LAN
infrastructure was not designed to
be integrated into the network
– Each AP is an island, managed
separately
– Planning for the complete solution is
very difficult
• Most deployed Wireless LANs were
designed for data and are not ready
for VoWiFi
• Important features required for
voice are not available
– QOS
– Security
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
4
Using Voice On Today's Equipment
• VoWiFi used on WLANs today does not have access
to the full range of features required
Low quality as there is no QoS, so “best effort” only
Low level of security – latest higher levels of encryption are
not supported
Moving from AP to AP when roaming is often not possible
Patchy Coverage
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
5
Security of the Wireless Environment is
Critical
• Still the #1 concern for
enterprise customers
• Increased exposure with VoWiFi
• Wireless can be a serious
business risk
– Malicious attempts to snoop on
your data
– Employee’s access point
– Adjacent company’s AP in your
airspace
• Wireless LANs can be as secure
as a wired network
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
6
3Com Secure Converged Wireless
Architecture
Mobility Domain
3 Com Wireless
Switch Manager
WX4400
4400PWR
MAPs
WX4400
WX1200
4400PWR
Fat
APs
AAA
Servers
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
7
3Com Wireless Mobility System
• Makes wireless LAN as
secure, manageable
and easy to use as a
wired network
– Robust security
– Ready for voice
– Simple site planning
– Centralized
management
– Supports future
capabilities
– Cost effective
Competition
3Com Strategy
•3 components to the system
–Wireless Switch
–Access Points
–Wireless Switch Manager s/w
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
8
What 3Com Delivers
• Robust Business Security
• Automated Site Planning and Deployment
• Simplified Network Management
• A Plan for the Future
• Significant Cost Savings
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
9
3Com Makes Wireless A Wise
Investment
• Wise spending of IT budget is a concern for every
organization
• 3Com makes wireless a wise decision right now:
– Increases employee productivity
– Is a reliable, cost-effective way to connect multiple buildings
– Overlays existing network
– Standards-based products
– Supports future capabilities
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
10
3Com’s Plans for Converged Wireless
• Partnership with Market leader Research In Motion
(RIM)
– March 2005 announced partnership RIM to co-market
convergence solution with RIM’s new Blackberry 7270. 7270
is capable of VoWiFi.
– Convergence solution includes wireless mobility system and
3Com’s VCX platform
• 3Com has additional plans to develop its own VoWiFi
handset that will integrate with its VCX platform and
wireless mobility system
• Future plans may include further integration of
wireless switching into wired platform
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
11
Where to go from here?
• Examine the need for wireless convergence in the
business going forward
– Mobile data needs
– Mobile voice needs
• Inventory of existing Wireless Equipment
– Coverage
– Security, QOS, etc
– Integration of existing wireless equipment in the overall
network
• Define a strategy for going forward
– Use the 3Com planning tools to produce an overall plan for
the site
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
12
3Com’s Complete End-to-End Solution
Security
Convergence
Core
Aggregation
WAN
Access
• Wired
• Wireless
• Voice
Competition
Client
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
13
Proof Points
3Com Confidential
14
Adoption in Wireless is Growing Rapidly
• Large campuses
• Hospitals
• Hot spots
• Critical part of many
businesses
Dell ‘Oro, Feb 2005
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
15
Enterprise Wireless Market
• Enterprise WLAN Market showing strong growth
– $212M in Q3 FY04, 5% qtr/qtr growth
– WLAN switch segment $40M in Q3 FY04
• Technology shift from 1st to 2nd generation wireless
– 1st generation: Independent Access Points
– 2nd generation: Fully managed centralized Wireless Switch
solution
• ASPs on Enterprise WLAN solutions remain strong as
technology is still advancing
• Deals sizes have increased with the WLAN switch
solutions
– Many deals >$100K
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
16
Wireless Switch Market Forecast
Western Europe Revenue Forecast 2004-2009
350
300
Rveneu ($m)
250
200
150
100
50
0
2004
2005
2006
2007
Year
Competition
3Com Strategy
Wireless
Competition
Bridging
2008
2009
Source: IDC 2004
3Com Confidential
Advocating 3Com
Cost Savings
17
Wireless Switch Market Forecast
Worldwide Enterprise Wireless Infrastructure Revenue 2003-2008
1800
1600
1400
Revenue (4m)
1200
Fat Aps
1000
Thin / Fit Aps
800
Wireless Switch
600
400
200
0
2003
2004
2005
2006
Year
Competition
3Com Strategy
Wireless
Competition
Bridging
2007
2008
Source: IDC 2004
3Com Confidential
Advocating 3Com
Cost Savings
18
What is Voice over WiFi?
• Voice over WiFi is the use of VoIP over a Wireless LAN
– Allows you to conduct phone calls over the wireless LAN instead of
on a mobile or analogue phone
• An Example: A sales manager uses a dual VoWiFi/mobile GSM
phone.
– He can roam the sales floor while still receiving calls without using
mobile phone minutes (because his calls are running over the
company’s wireless network)
– He can eliminate the need for a desktop phone, because his
VoWiFi/GSM handset is now a universal way to reach him
– While out of the office with an end user, his calls route to the same
phone, but it is in GSM mode
“Voice over WLAN usage will skyrocket from 6% currently to 27%
by August 2006” – Infonetics Research. November 2004.
– Richard Webb, Infonetics directing analyst.
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
19
3Com Wireless Customers
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
20
Win a Wireless Travel Router
1. Q1 What is my Sons name?
1. Bruce
2. James
3. William
2. Q2 Which RIM model is available for VoWiFi?
1. 7250
2. 7270
3. 7290
3. What is the number 1 concern for enterprise
customers?
1. Cost
2. Security
3. Compatibility with existing devices
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
21
Robust Business Security
3Com Confidential
22
3Com Wireless Security
• Encryption at the AP
– Most competitors do encryption at the wireless switch
– 3Com houses encryption at the AP to increase security
• AES encryption
– AES is the strongest encryption available in wireless LAN
today
– It would take 149 trillion years to crack a 128-bit AES key
(the smallest possible key size with AES)
– Mobility System also supports TKIP and WEP encryption
• Group and User profiles
• Authentication
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
23
Securing the Airspace
• Rogue Detection and Isolation
– Mobility System scans the airspace (can be set up as an
automatic scan) to ensure no rogue APs are connected to
the network
– If rogue APs are detected, Mobility System
• Alerts the IT manager
• Spoofs the rogue AP to ensure no clients connect to it
accidentally (so passwords aren’t captured)
• Isolates the rogue AP
• Modifies power levels and channel assignments of to ensure
performance doesn’t suffer
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
24
How it Works Together – Layers of
Security
User & Group
Profiling
1. Travelers A
& B arrive at
the airport
Competition
2. Tickets are
issued at the
reservation
desk. Seats
are assigned.
Authentication
3. Passport
and tickets
are checked
by gate agent
and access is
granted.
3Com Strategy
Access based
on Profiles
Encryption
4. Luggage is
scanned to
ensure it is safe.
Luggage tags
verify it belongs
to a specific
traveler.
Wireless
Competition
Bridging
5. Tickets
are
rechecked
before
boarding
6. Traveler A
enters First
Class.
Traveler B
enters
Coach Class
3Com Confidential
Advocating 3Com
Cost Savings
25
How it Works Together – Layers of
Security
Authentication
1. Person without
tickets attempts to
go enter the gate
area
Competition
Rogue Detection
1. Authorized
traveler packs
luggage with
hazardous
material
2. Access is
denied
3Com Strategy
Wireless
Competition
Bridging
2. During scan,
luggage is
identified then is
isolated and
destroyed.
3Com Confidential
Advocating 3Com
Cost Savings
26
Automated Site Planning
and Deployment
3Com Confidential
27
3Com Makes Site Planning Simple
• Manual site planning is one
barrier to large deployments
• 3Com Wireless Switch
Manager software makes site
planning simple
– Create a custom site plan
without going onsite
– Import CAD drawings
– Create site plans for multiple
clients in a few hours
– Automatically generate work
orders
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
28
Automatic Channel and Radio
Management
Optimized Channel Assignments
APs channels no longer adjacent
Result: Improved performance
•
•
•
•
•
•
•
Auto-discovery of clients and APs and their spatial relationships
Dynamic adjustments to power and channel of access points
Continuous monitoring & optimization of RF environment
Bandwidth can be dynamically ‘directed’ at the need
Network RF is optimized using a complex decision algorithm
Re-tuning and load balancing of the wireless network
Environment is scanned and RF footprints are all managed
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
29
Valdosta State University
• Deal Size: $133K
• Competitors faced: Extreme,
Cisco, Foundry
• Products Deployed:
–
–
–
–
(3) Wireless Switch Controller WX4400
(150) Wireless Access Point 2750
Wireless Switch Manager
Wired Switches
•
•
•
•
Switch 7700
Switch 4400
Switch 3200
Switch 4900
• Why 3Com Won
– Planning and management
capability on the Wireless Switch
Manager
– Good experience with 3Com
AP8250 ‘fat’ APs
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
30
Simplified Network
Management
3Com Confidential
31
3Com Makes Wireless as Simple to
Manage as a Data Network
• 1st generation Wireless LAN deployments required
APs to be individually configured
• 1st generation Wireless LANs could not be viewed
comprehensively – APs had to be managed as
individuals
• 3Com Mobility System makes management simple
– Push out configurations from a desktop to all APs
– See the Wireless LAN as a comprehensive network rather
than component parts
– Get visibility down to the end user level
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
32
Network Management
• See everything on your
wireless network from one
console including:
– Traffic on each access point
– Traffic on each switch
– End user roaming (last 5
roams)
– Bandwidth usage
• Centralize upgrades and
downgrades, synchronize
and rollback capabilities
from one console to all APs
and Switches
• Even manage wireless
switches at branch offices
from headquarters
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
33
Bunzl
•
•
•
Deal Size: $333,000
Company Background: Leading supplier of
food packaging, supplies, cleaning products
for supermarkets, caterers, and hotels.
Deployment Information:
– 1 Corporate Headquarters
– 75 remote warehouses/branch locations.
•
•
Competitors faced: Aruba, Symbol
Products Deployed:
–
–
–
–
•
WX1200 wireless switch
AP 2750s
3Com Routers
Testing Switch 8800s
Why 3Com Won
– Superior management and security
• Wireless Mobility System opened the door.
Add on sale: Routers. Also, seeded Switch
8800.
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
34
A Plan for the Future
3Com Confidential
35
Mobility System Supports Voice-overWiFi
• VoWiFi will be the next big trend in Wireless LAN
• 3Com supports this capability now
– Enterprises ready to try VoWiFi can deploy it now
– Enterprises who aren’t ready can ensure they’re investment
is protected
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
36
Mobility System Supports Voice-overWiFi
• Prioritizes voice traffic over data traffic for highquality sound
• Fast Roaming
– Doesn’t drop or delay calls when a user travels across
access points
• 3Com has teamed with Research In Motion
– The company that created Blackberry, to joint-market the
3Com Mobility System with RIM’s voice-over-WiFi handset
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
37
Mobility Domain enables Fast Roaming
Mobility Domain
3Com Wireless
Switch Manager
WX4400
Fit
APs
4400PWR
Fit
APs
3rd Party
APs
WX4400
WX1200
Fat
APs
Switched LAN
Infrastructure
4400PWR
AAA
Servers
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
38
Significant Cost Savings
3Com Confidential
39
3Com Makes Wireless A Wise
Investment
• Wise spending of IT budget is a concern for every
organization
• Most enterprises have deployed Wireless LAN on a
limited basis, usually in executive areas or in pilot
programs
• 3Com makes wireless a wise decision right now:
– Increases employee productivity
– Is a reliable, cost-effective way to connect multiple buildings
– Overlays existing network
– Standards-based products
– Supports future capabilities
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
40
Wireless LANs Increase Productivity
“The majority of companies exploiting wireless notebooks as part of their
overall business objectives find a payback in end-user productivity,
business efficiency, and overall operational effectiveness in as little as 612 months”
–META Group, April 2004
• Wireless LAN increases employee productivity
– Makes collaboration easier
– Allows employees to be connected to business-critical data
from anywhere within the wireless network
– Unchains the employee from their desk, so
Survey respondents indicated that wireless LAN technology enabled
their employees to work and additional 90 minutes per day.
– Wireless LAN Benefits Study, NOP World. November 2003
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
41
Bahrain Ministry of Education
•
Background:
– 13,000 employees
– Applications: e-books, online simulations, experiments,
animation, student records, internet access
– 3Com deployed as part of a 6-school e-learning pilot program
with plans to deploy similar solutions through all 200 state
schools by 2011.
– Bridges used to network remote classrooms
•
Products Deployed:
–
–
–
3Com Wireless LAN Outdoor Bridge Solution
3Com Wireless LAN AP 7250
Wired Switches
• Switch 4005
• SuperStack® 3 Switch 4228G 24 Port Plus 2 10/100/1000 and 2
GBIC slots
•
Why 3Com Won
–
–
–
Ease of management
Flexible performance
Superior business value
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
42
3Com’s Key Differentiators
• Strong security at the Access Point
– Encryption in the switch only is not secure
– Strongest AES encryption
– Rogue Detection and Isolation
• Future Proof
– Mobility and Fast Roaming for users on the move with true
session integrity
– Voice-ready traffic management
• Automated Site Planning
– Customized, automated site planning tools
– Greatly save on installation costs
• A complete end-to-end Secure Converged solution
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
43
Complete Breadth of Wireless Solutions
3CRWX
440095
Enterprise
11a/b/g WLAN
Solutions
Standard
Connectivity with
OfficeConnect®
WLAN products
Competition
Enterprise
Management
Tools
WLAN
Switching and
management
54Mbps
Wireless B2B
and Client
Bridging
11a/b/g
Modularity
End-to-End AES
Extensive mgt tools
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
44
Identifying and Qualifying
Customers
3Com Confidential
45
Target Markets
• Medium to Large Enterprise with interest in a
comprehensive wireless deployment
• Enterprises with branch offices
• Education – especially campuses with multiple
buildings
• Healthcare with increasing capacity & security
concerns
• Public access environments with both private and
public access needs (e.g. Hotspots)
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
46
Perfect Fits - Qualifying
• User with a complex wireless environment that needs easier
and automated control
– We can do automated AP management & load balancing
– Our Wireless Switch Solution can optimize AP power & channel
assignments to reduce cross channel interference
– We can automatically detect rogue APs
• Entities with many branch offices
– Requiring remote management capabilities
• Environments with:
– High security requirements
• Wireless Switch Solution adds to our already strong AES encryption
– Complex RF environment
• Future VoWiFi requirements
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
47
Handling Objections
• We have a Cisco LAN already that we aren’t going to
change.
– No problem, we’ll work on top of any L2/L3 infrastructure
• We already have switches in our network
– This product does much more than the name implies.
• AP placement
• Wireless security
• Centralized RF environment controls
• We already have wireless. Why do we need a switch?
– Helps centrally manage & place your access points
– Improves your wireless security with user & group policies
– Helps grow your network – scalable, great planning, better security,
and mobility & fast roaming
– Your network now includes the air – exposes potential threats
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
48
Where to go for More
Information
3Com Confidential
49
Sales Tools
• www.3com.com/wireless
– 3Com Wireless Switch Manager Demo/Tutorial
• Flash Demo with 9 modules that include site planning,
configuring APs, managing group profiles and troubleshooting
– Links to products
– Links to training
• Sales Toolkits via Partner Access:
– Competitive Matrices/Cheat sheets
– Presentations geared for End Users
– Whitepapers
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
50
Thank you
3Com Secure Converged
Wireless Strategy
3Com Confidential
52
Wireless Systems Strategy
• Complement 3Com’s secure convergence networking
strategy by providing a robust, voice-ready wireless
infrastructure
– 3Com has a complete end-to-end Secure Converged
solution
• The key message in FY06 marketing will be
convergence solutions that leverage wireless
– Voice over WLAN (VoWLAN) is the main focus area
– New solutions delivered throughout FY06
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
53
3Com’s Plans for VoWiFi
• Partnership with Market leader Research In Motion
(RIM)
– March 2005 announced partnership RIM to co-market
convergence solution with RIM’s new Blackberry 7270. 7270
is capable of VoWiFi.
– Convergence solution includes wireless mobility system and
VCX
• 3Com has additional plans to develop its own VoWiFi
handset that will integrate with its VCX platform and
wireless mobility system
• Future plans may include further integration of
wireless switching into wired platform
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
54
Wireless Systems Solutions Focus
• 3Com’s Wireless Infrastructure solutions focus on:
– End-to-End Wireless Security
– Mobility and Roaming
– Convergence of data and voice over WLAN
– Comprehensive Management
– Network Extension
• 2 Key Product Areas
– WLAN Switch solutions
– Building-to-Building Bridge solutions
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
55
Addressing Competitors
3Com Confidential
56
3Com vs. Heritage Cisco
3Com
Cisco
Easy Planning and Management
Difficult to plan & configure
– Customized easy site planning based on CAD
drawings, work order generation
– Auto AP config, auto channel assignments,
power settings
Switch-to-switch communication
No switch-to-switch communication
– Consistent security implementation not
dependent on physical SSIDs set at the APs
– Voice over Wireless with QoS
Solid Security
– No support for Voice over WiFi
Configuration dependent security
– End-to-end AES encryption across entire
enterprise portfolio since 2003
– Consistent security implementation not
dependent on physical SSIDs set at the APs
Affordable, Pay as you Grow
3Com Strategy
– AES encryption only announced in November
2004
– No consistent policy security enforcement –
physical security limitations
Very Expensive
– Painless starting purchase
– No penalty for small deployments
– Bigger cost savings for large enterprises
Competition
– Manual site planning
– Manual AP SSID configs, mapped to GRE
tunnels
– Cisco proprietary, costly H/W & S/W
– Requires rewiring backbone
– Cisco 6500 switch, IOS, APs, licenses
management S/W + wireless upgrades
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
57
3Com vs. Airspace/Cisco
3Com
Airspace/Cisco
Planning tools for coverage, capacity, and RF
Planning more limited, only coverage
planning, limited RF prediction
Floor plans considered
No 3D floor visibility for RF contours
Little information on obstacle attenuation –
reduces accuracy of AP placement
3D visibility across floors
Accurate placement of APs possible
Stronger rogue detection, location isolation,
and countermeasures
No rogue location info
Policy based user groups provides more
flexible security consistently enforced across
entire WLAN
Relies on SSIDs…not equivalent or as
flexible as policy based security
Fast Roaming well supported with switches
sharing user policy info & handoffs
Switches do not communicate to exchange
users security information for fast roaming
Automatic IP address config
Requires L2 path between APs & switch to
configure IP address
4096 VLAN support
16 VLANs only
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
58
3Com vs. Aruba
3Com
Aruba
No proprietary client software req’d
Proprietary client s/w req’d = hidden cost
Encryption in APs, distributed encryption
architecture
Thin AP, encryption only in switch,
encryption not close to the user
Centralized crypto chips are big, more
expensive to scale
Potential traffic bottleneck
Strong planning, deployment, configuration,
& management capabilities – PLUS great
security
Limited management & configuration
capabilities (Aruba will push security
discussion only)
Post deployment verification & management
Single point of configuration
AP configurations pushed in a single click
No change req’d to LAN network
Easily locate individual users
Competition
3Com Strategy
Multiple step configuration, APs &
switches configured individually
Requires changes to LAN network for
installation
Process to locate users complex
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
59
3Com vs. Symbol
3Com
Symbol
Automatic survey planning including coverage &
capacity
–Pre & Post deployment verification including
tools for RF coverage verification as well
Manual survey, coverage for coverage only
Identity based networking for roaming
No identity based networking for roaming
No network VLAN reconfiguration required
Requires backbone VLANs be reconfigured “for
security purposes”
3Com’s WX4000 switch scales to 100 APs
No enterprise class product, support for 30 APs
only
Competition
3Com Strategy
No pre or post deployment verification tools
Wireless
Competition
Bridging
3Com Confidential
Advocating 3Com
Cost Savings
60
3Com vs. HP
3Com
HP
Strong capacity and site planning
Manual site planning, limited planning
features
Roaming well supported
No voice quality roaming
Stronger rogue detection, location isolation,
and countermeasures
Only able to detect an unauthorized AP
attempt
– No location info provided
– No isolation available
4096 VLANs
64 VLANs
MAPs need zero pre-config
APs need IP address config
Fit APs: Improved performance with
distributed encryption
Fat APs, include user database & routing info
– Security risk if stolen
– APs not a security risk if stolen
Competition
3Com Strategy
Wireless
Competition
Bridging
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3Com vs. Trapeze
3Com
Trapeze
Global company with large support
organisation
Small start-up company
Broad wireless product portfolio
Only have wireless switching
Convergence strategy supported by
complete portfolio of networking products
including security
Only have wireless switching
–Low number of staff
–Very small support organisation
–3Com backing up Trapeze on large multicountry deals
Legacy 3Com APs can be integrated as well Only Trapeze APs can be used at present
as Trapeze APs
Competition
3Com Strategy
Wireless
Competition
Bridging
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Advocating 3Com
3Com Confidential
63
Big Benefits to Network Managers
• Benefits for the IT/IS Manager
– Provides easier planning and deployment
– Comprehensive network and user management
– Simplifies complex wireless environments
– Delivers serious security: enterprise grade
– A standards based implementation with no proprietary
vendor lock-in
– Supports future wireless LAN capabilities, including voice
Competition
3Com Strategy
Wireless
Competition
Bridging
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Big Benefits to the End User
• Benefits for the End User
– Connect to the network securely and roam
• No need to re-associate or re-authenticate once connected
– Improves coverage, consistent network use and availability
– Provides both convenience and security
• Fewer support issues for IT staff as end-users move around
network
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
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Big Benefits to the Reseller Channel
• Allows you to pursue large enterprise wireless
opportunities
• Increases deal sizes
• Provides revenue generating tool (WXM Software) to
facilitate for-pay site planning services without
intensive on-site hours
Competition
3Com Strategy
Wireless
Competition
Bridging
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What the Other Wireless LAN Providers
Don’t Tell You
• Planning process is Manual (and based on surveyors estimates)
• Some installations require new proprietary wireless clients
• Finding problems involves extensive guess work
• Reconfiguration of underlying LAN network is typically required
– VLAN reconfiguration
– New tunnels configured between switches
– New switch/router OS and/or management upgrade for support
• A rogue Access Point may be identified to exist, but will not be located
for removal and countermeasures may not exist
• Rethink of security support for user authentication & encryption
– Many don’t support AES encryption today
– Entire network VLAN architecture must be changed to accommodate the
WLAN
Competition
3Com Strategy
Wireless
Competition
Bridging
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Ease of Implementation Beats
Competition
• Planning software takes guesswork
out of antennae placement
Clients
• No complex tunnelling configuration
required to/from system
Floor 2
• No modification to VLAN
architecture required
Layer 2
Switch
• No need to bring down wired
network to install a new IOS to
support the wireless switch
MAPs
• Configure & centrally manage MAPs
via the Wireless Switch
• Secure deployment with integrated
Authentication, AES Encryption, and
Secure Roaming
Competition
3Com Strategy
Wireless
Competition
Bridging
Floor 1
Aggregation
Switch
Wireless
Switch
Authentication
Server
Corporate
Backbone
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Wireless Bridging
3Com Confidential
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Wireless LAN Bridging Comes of Age
• Connects remote buildings with a building-to-building bridge
– With 802.11g rate is up to 54Mbps
– Reach is up to 10Miles (16Km)
• Significantly less expensive than trenching wired line access
• Less expensive than T1/E1 tie lines
Competition
3Com Strategy
Wireless
Competition
Bridging
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Why Wireless LAN Bridging?
WLAN
Bridge
WLAN
Bridge
PSTN
T1/E1
T1/E1
Fiber
Fiber
Problems with T1/E1
Problems with Fibre
• Cost - $500 - $1000+ / month
• Cost – Trenching and fibre
for 1/2 – 1 mile can be
greater than $30,000
• Speed - 1.5Mbps throughput
• Security – Data sent across
PSTN
Competition
3Com Strategy
• Right of way / zoning issues
Wireless
Competition
Bridging
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54Mbps 11g Building-to-Building
Bridges
• Indoor and Outdoor versions
• Span distances of up to 10 miles
• Reliable way to extend the
network to multiple buildings
– Point to point
– Point to multipoint
• Cost effective:
– $3K cost (outdoor version) vs.
several thousands in cable
trenching
– One time $3K cost (outdoor
version) vs. monthly T1 or E1 line
Competition
3Com Strategy
Wireless
Competition
Bridging
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Cost Savings
3Com Confidential
73
Cost of Owning the Wireless Network –
More than Just Hardware
• Site planning & Deployment
– For many this is still a manual, time-consuming and costly
task
– When APs are deployed, calibrating power levels and
channels is manual and difficult
• Ongoing management, access rights and deployment
costs
• Need to forklift upgrade wireless hardware to support
future applications such as voice
• Cost of network disruption caused by intrusion and
rogue access points
Competition
3Com Strategy
Wireless
Competition
Bridging
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To Address These Issues Wireless
Switching is Taking Off
The Old Way
Wireless Switching Network
‘Fat’ APs
‘Fit’ APs
Antenna
Antenna
802.11 a/b/g
Encryption
802.11 a/b/g
Lower Cost APs
Encryption
802.1x, TKIP,
802.11e, 802.11f, 802.11h
Mobile IP, IPSec, Certs
Rogue Wireless Protection
Site Surveys
Self-Healing
Per-user Firewall
RF Management
802.1x, TKIP,
802.11e, 802.11f, 802.11h
Layer 2 Switch
Mobile IP, IPSec, Certs
Wireless Switch
Corporate
Network
Competition
3Com Strategy
Wireless
Competition
Bridging
Corporate
Network
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Benefits of a Switched Wireless
Environment
• Improved business security
Wireless Switching Network
‘Fit’ APs
– Centralises control and
management
– Clearer visibility of what is
happening in the Wireless LAN
Antenna
802.11 a/b/g
Encryption
• Enhanced user experience
– Allows user to connect once and
roam throughout the network with
true session integrity
Rogue Wireless Protection
• Lowers cost of large deployments
– Access points are simpler and
lower cost
– Becomes more cost effective than
stand-alone APs when more than
6 APs are required
Competition
3Com Strategy
Site Surveys
Self-Healing
Per-user Firewall
RF Management
802.1x, TKIP,
802.11e, 802.11f, 802.11h
Mobile IP, IPSec, Certs
Wireless Switch
Wireless
Competition
Bridging
Corporate
Network
3Com Confidential
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Where These Solutions Fit in a Network
Management
WLAN
Switch
Access
Points
Building to
Building Bridges
Client
Bridges
Competition
3Com Strategy
Clients
Wireless
Competition
Bridging
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Overlays Existing Networks
3Com Mobility System:
• Installs over existing L2 or
L3 network
• Doesn’t require an
upgrade or
reconfiguration of the
network backbone
3Com Strategy
Floor 2
Wireless
Switch/Controller
Floor 1
• Allows APs to connect to
the Wireless Switch OR to
unused ports on other
switches already in your
network
Competition
Wireless
Switch/Controller
Wireless
Competition
Bridging
Data Center
Corporate
Network
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Easy Upgrade Path & Standards Based
• 3Com protects your investment
– AP 7250, 8250 and 8750 (‘fat’ APs) will be upgradeable and
useable with the Mobility System (approximate launch date
May 2005)
• 3Com is committed to building standards-based
products
– Don’t require proprietary hardware and/or software to run
– Integrate easily in multi-vendor environments
– Easy to upgrade
Competition
3Com Strategy
Wireless
Competition
Bridging
3Com Confidential
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Cost Savings
79