Extreme Networks Altitude 4511 Channel Training 09 07 11 Vs5

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  • Wireless is a generic term that has many technical meanings. People careabout what they can do with it. What do we want to do?Communication sets humans as uniquely different from the animal kingdom.We love to reach out and touch family members and friends.Today, wireless means social networking, video chat - basically any communication that keepsus constantly connected at home, or when we travel to your hotel.Hotels report seeing 2 to 3 wifi devices per guest; laptop, tablet, smartphone. The guest expectation remains the same – always connected, 100% uptime for every device.However 
  • Tablets are not the same as laptops.These personal devices typically have low powered radios, space constrained for chips and antennas.The network designed last year, maybe last month, may not keep up with the trend in mobile devices.A lab test was done in December 2010 to measure the different signal levels from multiple devices; using a business-class laptop, iPAD, and a cheap android iPAD clone (bought in Hong Kong, not a Motorola XOOM)In order to maintain a high signal level, the APs may need to be moved closer to the hotel guest using a low powered device.Whatever solution is deployed today needs to be flexible enough to support changes needed.We expected some of these changes, but the speed of change certainly was surprising.Motorola is an engineering company with a history of innovation 
  • The keystone port is designe to accept any standard keystone connector.Snap in anything that fits, RJ11, TV, or another RJ45 cable.This is designed to connect a secondary cable that may be on the same wall plate. Thus, the AP becomes the wall plate.
  • Install by:Install universal mounting bracket over existing wall plate. Note the bracket can also be installed on any flat surface.Install the cables provided to connect the AP to the existing wiringSnap-On the AP to the bracket. Add extra security with a pin and torque screw
  • Limited service hotels are a large segment of the market. I’ve seen this segment reported as 40% of the hotel market. That’s a significant and important market segment that should not be left without the benefits of the WiNG architecture and Motorola WLANs.Cost effective and self-healing are great attractions for limited service hotels.In this network, the AP 6511 itself acts as an RF Controller. Set one as the Controller, and the remainder of the APs are automatically adopted and get their configuration from the controller.SmartRF, Client Roaming, Rogue AP detection are all featured on the Controller AP. Very powerful, and extremely cost effective for small hotels.
  • Select service hotels will begin to have meeting rooms and conference facilities. With more extensive public spaces and restaurants, the select service hotel may choose to deploy other Motorola APs in these locations.The RFS 4000 would be an ideal management platform that coordinates all the APs into a seamless network.
  • Select service hotels will begin to have meeting rooms and conference facilities. With more extensive public spaces and restaurants, the select service hotel may choose to deploy other Motorola Aps in these locations.The RFS 4000 would be an ideal management platform that coordinates all the Aps into a seamless network.

Transcript

  • 1. Snap-On Wireless Access Solution
    Altitude™ 4511 Access Point by Extreme Networks & Motorola
  • 2. Relevant Trends
    Constantly connected
    In the news
    Increasing Internet time on social networks
    Skype @ 560 million users by 08-2010
    Apple sold 19.4 million iPads in 2010
    Morgan Stanley reports 1 in 3 U.S. adults will carry a tablet in 2012
    Personal and social
    Tablets with front/rear cameras
    Social media-optimized smartphones
    Huge growth in education
    New game consoles with multi-touch interfaces for network gaming
    Social Networks, Video Chat
    2
  • 3. Devices are Changing
    Trend to lower powered Wi-Fi radio transmitters
    Space-constrained antenna design
    Battery-powered, always connected
    AP
       44dB SNR laptop
    Tablets are not the Same as Laptops
    AP
    AP
       15dB SNR Tablet Clone
       25dB SNR iPad
    Need more wireless radio power!
    3
  • 4. Challenge
    Need for powerful, consistent 802.11n wireless everywhere
    Offices, dormitories, hotels, cubicles, hospitals, barracks, libraries…
    Schools today depending on wireless and mobility
    BUT, wireless is not meant for challenging sites, multiple dwelling units and high-throughput needs
    Only installs in central, overhead location
    Many attenuating (radio obstructing) structures
    High costs to purchase, design, deploy, cable, configure
    Security, including user and device control for wired and wireless access
    Growing congestion on the wired network
    4
  • 5. New Solution from Extreme Networks
    Altitude™ 4511 access point
    Snap-on Set-up: Installs in minutes
    Ultra Compact ( ̴ iPhone-size)
    Powerful – 26 dBm
    Advanced Antenna Technology by Motorola
    Optional 1, 3 or 4 Fast Ethernet ports
    Designed for
    Schools: classroom & dormitories
    Hospitals: 1 device for up to 10 rooms
    Hotels: significantly fewer access points
    Government: barracks, housing, offices
    5
  • 6. AP with no external ports
    (use included Blank)
    AP with one connector
    (add any one of the connectors shown at left)
    AP with Ethernet Module
    (add any one of the connectors shown at left)
    Small: Modular Design
    6
    Blank (included)
    RJ-45 Ethernet (included)
    Keystone or Leviton QuickPort® style
    RJ-45 (3rd party)
    F-connector (3rd party)
    RJ11 (3rd party)
  • 7. Installs in minutes
    7
    Cat 5 Plate
    Install Bracket
    Install Cables
    0 seconds
    55 seconds
    75 seconds
    Snap On
    Done
    85 seconds
    90 seconds
  • 8. Extensive Coverage
    Altitude™ 4511 Access Point in Hotel Room
    Extreme Networks®& Motorola
    Extensive Wi-Fi coverage
    Covers up to 10 Rooms
    Multiple room (26 dBm radio)
    Faster data speed at edge
    4511 AP
    Competitor Device in Hotel Room
    Competition*
    • Minimal Wi-Fi coverage
    • 9. Covers 1-2 rooms
    • 10. Single room (16 dBm radio)
    • 11. Slower data speeds at edge
    ZF 7025
    *Compared similar in-class products from HP, Ruckus Wireless, Aruba and Cisco
    8
  • 12. Altitude 4511 List of Approved Countries
    9
  • 13. Extreme Networks & Motorola Mobile Network Solution
    10
    Powerful Wi-Fi Antenna & Identity Management for the Converged Mobile Edge
    3
    Altitude™ 4511 Access Point
    Compact: ( ̴ iPhone-sized)
    Powerful: 26 dBm radio/antenna
    Snap-on set-up: add Ethernet ports
    Save: Easy & Fast Wi-Fi access installs
    Integrated controller inside
    Compatible with SummitWM3XXX series controllers
    Summit®X450e 24p PoE Switch
    • Automated device install
    • 14. Power over Ethernet – Powers APs, VoIP phone, cameras
    • 15. Automated Identity Management –Smart access for people and devices
    • 16. Universal Port Manager – self-configures for each device
    • 17. Easy installation software scripts
  • Extreme Networking Across Campus
    11
    Access Layer Switching
    Identity management & PoE for wireless
    Altitude™ 4600
    Plug-n-Play AP ideal for admin & academic areas
    Altitude 4700
    High density for large areas, lecture halls with 3G or LTE backhaul
    Edge Switching
    Rack & Chassis
    Core & Distribution Switching
    Resilient & Open
    Altitude 4511
    The 4511 puts 802.11n in the dorm room at a fraction of the cost
    Ridgeline™
    Deploy, monitor, manage
    WM Controllers
    Integrate management & control with rich WLAN features
    Motorola ADSP
    Network Assurance Security Multivendor Management
  • 18. Cost-Effective: Small Facility
    Applications
    No-disruption-wireless
    Dormitories, Hotel or Hospital Rooms, Entrance, Business center
    Zero-touch deployment and support
    Extreme Networks Solution
    Fast deployment
    Self-healing, redundant wireless
    Built-in RF Controller
    Converged Edge
    Altitude™ 4511 Controller APManage 24 4511 APs
    Router
    Internet
    Extreme Networks® PoE SwitchSummit® X450e-24p
    Up to 24 4511 APs
    12
  • 19. Simplified: Medium Facility
    Applications
    Guest/Lobby/Meeting/Back Office
    Workforce enablement
    Wireless VoIP phones
    Staff wireless mobility
    Extreme Networks Solution
    Fast deployment
    Self-healing, Adaptive
    Optimized APs
    Scalable RF Controller
    Converged Edge
    Router
    Summit® WM3400 ControllerUp to 72 APs from 2 controllers
    Internet
    Extreme Networks® PoE SwitchSummit X450e-24p
    Lobby/
    Back Office
    Altitude 4700
    Fat Access Point
    Dorms, Offices
    Altitude 4511
    Snap-on Access Point
    Meeting Rooms
    Altitude™ 4600
    Thin Access Point
    13
  • 20. Versatile: Large Facility
    Applications
    Guest/Lobby/Meeting/Back Office
    Conference/Ballrooms
    Wireless VoIP phones
    Workforce enablement
    Staff wireless mobility
    PCI compliance reporting
    Extreme Networks Solution
    Self-healing, adaptive
    Advanced troubleshooting
    PCI compliance security
    Scalable wireless controllers
    Converged edge
    Motorola ADSP
    Net Mgmt, Troubleshooting, PCI
    Router
    Summit® WM3700 ControllerUp to 12,000 APs from 2 controllers
    Internet
    Extreme Networks® PoE SwitchSummit X450e-24p
    Lobby/
    Back Office
    Altitude 4700
    Fat Access Point
    Dorms, Offices
    Altitude 4511
    Snap-on Access Point
    Meeting Rooms
    Altitude™ 4600
    Thin Access Point
    14
  • 21. Competitive
    15
    Small Form Factor AP
    • No true wallplate AP
    • 22. Minimal switch functionality – no simple IDM/UP equivalent
    Small Form Factor AP
    • Complex deployment – no simple IDM/UP equivalent
    • 23. No wallplate AP
    Wallplate AP – Zoneflex 7343
    • No switch portfolio
    • 24. Low RF coverage (16db) = single room
    Wallplate AP – MSM 317
    • 802.11b only, Low RF coverage (16db) = single room
    • 25. Minimal switch functionality – no simple IDM/UP equivalent
  • Ordering Information & Pricing
    Altitude™ 4511 Access Point
    15761 Altitude 4511 Access Point US: $599 NA MSRP
    15762 Altitude 4511 Access Point ROW: $629 EMEA MSRP
    For other regions, please refer to your regional price list
    But wait – there’s much more…
    Is this price competitive?
    Let’s get aggressive to take market share!
    Value of the AP increases greatly with a wired PoE switch!
    Create a “Silver Bullet” to get you into some new accounts
    Introducing the concept of a Bundle
    16
  • 26. Converged Mobile Edge Bundles
    Bundle One
    6 Altitude™ 4511 APs + Summit® X450e-24p PoE switch
    Bundle Two
    12 Altitude 4511 APs + Summit X450e-24p PoE switch
    Bundle Three
    12 Altitude 4511 APs + Summit X460-48p PoE switch
    Available only from:
    Sept 1–Nov 30, 2011
    17
  • 27. Converged Mobile Edge Bundle
    Incredible Discount
    Beats typical field discounts
    Fixed Discounted List Price for the Bundle
    Distributor contract pricing
    1 SKU per bundle
    Bundles Stay Whole
    Sample Value proposition
    “Get 6 802.11n APs for about the list price of a switch purchase”
    “Get 802.11n APs for ~$179 ea. with switch purchase”
    18
  • 28. Converged Mobile Edge Bundle
    Bundle One:
    U.S. PN 20112, ROW PN 20212
    12 qty. Altitude™ 4511 wallplate access points
    $599 unit list price, $7,188 aggregate list price
    1 qty. Summit® X450e-24p PoE Switch
    $4,995 List Price
    List price (for all solution components): $12,183
    NA List Price: $6,999
    Estimated Street Price: ~$4,995
    19
  • 29. Converged Mobile Edge Bundle
    Bundle Two:
    U.S. PN 20106, ROW PN 20206
    6 qty. Altitude™ 4511 wallplate access points
    $599 unit list price, $3,594 aggregate list price
    1 qty. Summit® X450e-24p PoE Switch
    $4,995 List Price
    List price (for all solution components): $8,589
    NA List Price: $4,204
    Estimated Street Price: ~$3,000
    20
  • 30. Converged Mobile Edge Bundle, Summit X460
    Bundle Three:
    U.S. PN 20312, ROW PN 20412
    12 qty. Altitude™ 4511 wallplateaccess points
    $599 unit list price, $7,188 aggregate list price
    1 qty. Summit® X460-48p PoE Switch
    $7,995 List Price
    List price (for all solution components): $15,183
    NA List Price: $7,999
    Estimated Street Price: ~$5,700
    21
  • 31. Low-cost bundle price
    Featuring Altitude™ 4511 Snap-on Access Point
    Automated, Zero-touch configuration
    Two-minute AP install
    Universal Port
    Safe & secure mobility
    Identity Manager
    Wireless firewall
    Consistent & fast performance
    SMART RF
    Powerful radio and antenna
    Extensive Wi-Fi coverage (26 dBm)
    Bundle Feature Value
    Fast, easy, secure: Converged Mobile Edge
    22
  • 32. Bundle Financial Value
    23
    CAPEX
    • Lowest-cost combined feature-rich switch & AP bundle
    • 33. Integrated controller
    • 34. No cabling costs
    • 35. Less APs required due to RF coverage
    OPEX
    • Installs in minutes
    • 36. Fewer switch ports
    • 37. Intuitive switch installation
    • 38. Simple and secure management delivers ‘instant-on’ access
    • 39. Rich WLAN and wired troubleshooting tools
  • Selling Tips: Start with This
    Keep it simple
    Create drama
    24
    Put Altitude™ 4511 Into the Hands of the Customer:
    Installs in minutes using in-wall cables
    Large coverage: via special, high 26 dBm powered Motorola radio and antenna
    Integrated controller included in the price
    Add extra Ethernet ports – one cable serves radio and wired ports
    Get ExtremeXOS®at the edge: IDM & UPM right into the AP!
    • Proven Motorola technology (no need for extensive tests)
    • 40. Special bundle available until November 30, 2011
    • 41. They will need the switches for PoE, IDM, UPM
  • Promotion Roadmap
    25
    August
    September
    October
    November
    December
    Start
    Finish
  • 42. Supporting Materials Available on PartnerWeb
    26
    Altitude™ 4511 Marketing Materials
    • Data sheet and technical specifications: available now
    • 43. Dormitory Wireless is a Snap white paper: available now
    • 44. Wireless on the Wall white paper: available now
    • 45. The Converged Mobile Edge tech brief: available now
    • 46. Video data sheet: available now
    • 47. Installation video: available now
    • 48. Dormitory Wireless is a Snap customer presentation: available now
    • 49. Altitude 4511 and Wireless Bundles Open Books Announcements: 8/31/11 & 9/6/2011
    • 50. Altitude 4511 hot sheet: available now
    • 51. Altitude 4511 evaluation guide: available 9/16/11
    • 52. Higher Education e-mail template: available 9/16/11
    GO TO PARTNERWEB
  • 53. 27
  • 54. Questions?
    28
  • 55. 29