Avaya Networking Sales Workshop
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Avaya Networking Sales Workshop

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Avaya Networking Sales Training from Westcon Convergence

Avaya Networking Sales Training from Westcon Convergence

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  • Let ’ s start with the most important talking point in the industry for the last few years: virtualization. Virtualization is not as novel as it once was and many network managers have become skilled at running all sorts of workloads in that environment. Rather than running up against diminishing returns, it seems "the more you virtualize, the more you realize the benefits of virtualization," Lazar said. In his research, about 16% of survey respondents said they are virtualizing their UC servers now, while 37.8% have no plans to do so. The rest are at some stage of considering or planning a virtual deployment. In any case, virtualization is changing the game. All our applications are or will be virtualized. Virtualization is impacting networking architecture and all suppliers need to take it into account
  • Virtualisation is one major trend but not the only one. Adoption of BYOD is growing very fast. Access to your network needs to be opened-up to a lot of different devices and to continue to deliver the expected level of security. The Cloud is the third topic but for Avaya, cloud alone is nothing, we need to speak about the collaborative cloud. This is our vision with Avaya VENA. The network has evolved to a private cloud that extends to the entire enterprise. Users can access corporate applications on whatever device they choose without compromising security and without causing a lot of extra work for IT staff. Its about users collaborating in real-time from anywhere with a positive user experience. And its about providing a new level of service to users that is more equivalent to what they are getting at home. Finally its about enabling IT to be more efficient and having a network that can facilitate changing business objectives rather than constantly being a hindrance.
  • Have a look at this recent quote from Zeus Kerravala. Current Analysis from December 28 th , 2012 is also saying: “ Avaya networking is aggressively competing against other networking companies through innovation, both with the early adoption and support of standards in addition to some strong technology in their intellectual property archives ” We have driven a lot of the standards related to Ethernet networks. We have been first to market with technologies that really brought Ethernet networks to a new level of reliability. We invented resilient stacking, active, active high availability with Switch Clustering and we have the industry's most comprehensive fabric implementation. We need to make sure that customers put us on their short lists for network infrastructure upgrades since we do have a compelling story to tell.
  • Instructor Notes
  • How our networking portfolio fits and is organized? As you can see, we have solutions for teleworkers, branches, campus and data center to support our applications and devices. Our goal with this end to end ecosystem is to bring an unmatched experience to the end users.
  • typical lan and how it might look in mid-large business.
  • What do the nines mean, everybody asks for so many nines. Take a look at what it means if you have a 3x9 availability, compared to 5x9? Avaya offers 5x9! For the same or lower cost than competitive offerings.
  • Explain the difference between networking outage and application outage. Sub second failover of the network means uninterupted applications Voice example. After a couple of seconds you might hang up (not nice in a call centre) Data example: oracle database that hangs due to client-server synchronisation issues. The server hangs and requires a reboot. Rebooting a server may take 4 to 8 hours!, so you have an application outage of 4-8 hours due to a networking outage of 45 seconds. 45 secs is best case, STP may take minutes depending on the size of the network. RSTP does not work in all conditions. Link flap-> normal STP (long failover) root bridge outage -> long STP failover instead of rapdi
  • Avaya switch clustering solution is proven technology Available since 2001 and deployed in many customer networks Resilience regardless of choice of core products Breadth of support extends to all of Avaya’s core infrastructure switches Simplicity of deployment Cisco’s VSS technology can only be deployed on small subset of hardware components including no WAN module support in VSS participating switches Forced hardware upgrade for Cisco customers – again New Cisco’s VSS deployment starts at $95,000 just for the VSS hardware Current Catalyst 6500 need to upgrade to get VSS support A new Avaya switch clustering solution (ERS 8600) starts at $66,980 (even less for adding other switches to clusters)
  • You can imagine the connectivity and communications demands of such as event. Public stats available at http://www.bce.ca/en/news/releases/bm/2010/03/01/75406.html This was the largest and most demanding Olympic network, the 1 st ALL IP end to end DC with ERS5000 series, in excess of 90+ ERS8600 : All ran FLAWLESS = 100% AVAILABILITY ! You can see from the numbers of devices that the Olympic and Paralympic Games Network has to support to enable critical communications for athletes, officials, VANOC staff, volunteers and the media that this was a unique event and an END TO END AVAYA SOLUTIONS, Voice, UC, Mobility, net mgmt monitoring tools, Ethernet Switching for Campus & Data Centre, SR series for WAN connectivity and our access control solutions (In this case SNAS due to timing of event, but emphasize Access control as opposed to platform used since our strategic platform is ID.Engines. Key messages : We are not building products to eventually achieve “Always-On” we deliver it today. In APAC, more specifically Japan : JR Tokai is a great example of super reliable 100% availability solution. © 2009 Avaya Inc. All rights reserved.
  • This presentation will not go through technical details but we would like to emphase two areas: First one is Avaya VENA (Virtual Enterprise Network Architecture) is an end to end cloud grade network architecture that is designed for real-time applications. Its purpose is to facilitate the transition towards full mobile collaboration and to provide a foundation that will enable the enterprise to be ready for the next wave of applications and devices that are likely to emerge over the next 4 years. Avaya VENA is about building a private cloud so that applications are accessible from anywhere, at anytime, from any device. Its about simplifying the network, having a more agile network that is easy to make changes to and roll out new services on and its about driving down costs and enabling IT to be more efficient by alleviating many of the manual, time consuming tasks that must be done in today ’ s network environments. The architecture is an end to end network architecture that starts in the Data Center and ultimately extends into the campus and the branch. It consists of a number of key technologies including: Ethernet Switching – Including next generation Ethernet hardware for the Data Center, campus and remote locations. This includes a suite of different virtualization technologies including an end to end network fabric. Wireless – Including a unique architecture that positions customers for the increase in mobile video traffic that is expected over the next couple of years. Branch – Including a unified branch solution that consists of a range of Routers and VPN Appliances that provide secure remote connectivity and application support for branches and individuals we will be extending our fabric into these remote locations for increased simplicity and to deploy advanced services. Access control – Critical for dealing with consumertization of IT and helps tie the wired and the wireless infrastructure into a unified access network that offers consistent policies and security. Finally Network Management – Managing the virtualized and physical environments is going to be complex without the appropriate management tools to help manage, configure and troubleshoot the network. You will hear more about VENA and Virtualisation later today.
  • In just three years, the bytes of data generated by digital cameras, mobile phones, businesses IT systems and devices will equal the number of grains of sand on the world's beaches “IDC”. I don’t have to tell anyone. . . Avaya’s data solutions lead in scalability. On a like for like basis, Avaya deliver 20x times the thruput of an equivalent Cisco product. Limitless scale in the core…extended product life cycles and investment protection deliver these advantages whether you are edge switch or the core
  • Page Nortel Corporate Presentation © 2004 Nortel Simplified deployment and management – reduce engineering time – save money.
  • None of our key competitors can match Avaya in all three of these key areas for efficient edge networking. Note that HP cannot compete in all three areas. Alcatel has some SPB support, but lacks high stacking performance Avaya Advantages: End to End QoS Fabric Connect (SPB) – Unique industry standard Resilient Stacking - 18 times the throughput Intelligent set-up Plug ’ n Play in < 2 min Automated IP phone energy savings > 50%
  • 2010 Avaya Inc. All rights reserved. This slide shows a quick comparison on which products and resiliency technologies CISCO, HP, Juniper and Avaya are using in the Edge, Core and Data Centre (DC). It can be seen that Cisco, HP and Juniper are not consistent with their resiliency technologies from end to end, unlike Avaya. Also they are using a lot of proprietary solutions which are not open standard. Only Avaya has a consistent end-to-end solution which uses the same technologies in every area.
  • High Scalability Unique architecture that integrates wireless LAN forwarding directly into the switching architecture providing the most cost effective way to support the mobile traffic explosion Real-time Optimised Industry leading video & voice scaling over Wi-Fi 30% more video, 20% more voice over Wi-Fi than competition Unified Solution with lower TCO Unified Network, Management & Policy Controllers become virtual applications; not linked to hardware
  • In today’s networks, the functions of Control Plane and Data Plane are housed in a single piece of hardware: Appliance or Blade In Nortel’s next-generation architecture, we’ve split these functions; The Control Plane or Wireless Control Point can be implemented on a dedicated h/w or appliance The more compelling aspect of this is that once separated, this function lends itself to virtualization: Memory intensive, transaction based function that can be run on a Virtual Server rather dedicating h/w to this function. In fact our demo network has done just that. We have the Wireless Control Plane running on a PC with VM Ware. For the Data Plane or Wireless Switching Point, again this allows for implementation on dedicated h/w or appliance. This allows for more efficient scaling as I’ll show next. For customers that are also using Nortel switching products, the value is even more pronounced; The Wireless Switching Point can be implemented via s/w on Nortel’s wireless enable core or edge switches eliminating the need to add h/w as the wireless traffic grows. Optimization Utilize the Data infrastructure to carry the WLAN traffic without the need to terminate in Wireless Controllers (Appliances/Blades) Flexibility Core or Edge traffic flows to meet customer’s needs Improved Resiliency Wireless Control Point clustering and Hitless switching failover (SMLT) Improved Scalability Control and Data Planes scale independently and at different rates
  • Backup slide.
  • Third party validation of our voice and video performance… In August 2011, third party testing was conducted by Miercom, a leading, independent product test center, in Santa Clara, California. The testing compared voice call density and video stream density of Avaya WLAN 8100 versus Cisco, Aruba and Juniper (Trapeze) WLAN (leading WLAN vendors). Against the competitive set average, Avaya WLAN 8100 was 26% better in supporting 802.11a voice calls, 31% better in supporting 802.11g voice calls and 31% better in unicast video.
  • A key application for wireless networks is guest access. After all, we are ‘guests’ whenever we access a wireless hotspot in a hotel, airport or coffee shop. Avaya identified that wireless guest access was not well supported outside of dedicated hot spots due to the complex applications used for provisioning. Most companies either had an open system or one with shared passwords due to the complexity or the provisioning tools. This makes tracking of individual online behavior almost impossible. Our engineers developed a guest access provisioning module that works in conjunction with our network access control application (Identity Engines). This provides an extremely simple guest access provisioning interface that can be used by reception staff, security staff or employees and allows them to easily and quickly generate individual logon credentials for guests. The organization can lock down the wireless network, but also provide quick and easy access for those that need it. As a part of Avaya’s overall NAC solution guest access can be integrated into the main corporate access control solution used for employees, corporate devices and BYOD. Activation options Immediate activation Future activation Account duration time Activate on first login Intuitive: Provision guest accounts in <10 seconds Eliminates the need for a technician Detailed Tracking and Auditing
  • When it comers to BYOD, the single most important thing IT needs to know is who is using what and is it safe. As we saw at the beginning , users are extremely keen to upgrade to the latest software/operating system even if there are known issues. If a new release comes out over the weekend then chances are 15-20% of your user base will be using it by Monday. IT needs to know this, especially if sensitive apps are being used. To assist with this, Avaya has developed a device fingerprinting capability as part of the NAC solution. Using this device finger printing we can identify the user, device, OS version and browser being used by the client and then assign this an access level. When a device/OS combination is deemed safe it can be assigned a more trusted access level. If the same user has another device with another OS version or updates their main device then device fingerprinting will detected this and assign a different trust level. Device fingerprinting can also be used to get a picture of the type and quantity of devices clients users are using and also how often they upgrade. This information could then be used to guide IT on what apps or browsers need testing first with corporate applications. © 2009 Avaya Inc. All rights reserved.
  • Backup slides
  • Unified Branch Avaya’s Unified Branch product line provides a comprehensive range of products designed to deliver exceptional performance together with a high degree of service consolidation. Delivering 4-5X reliability & 2X performance advantage over the market leader, and offering tighter integration between traditional Branch devices – WAN Router, LAN Switch, Firewall, and VPN Gateway – they also feature innovative integration of Unified Communications functionality with support for 3rd-party compatibility with SIP Call Servers & IP Phones, and a survivable SIP Voice platform for the Branch. SIP Survivability & Inter-operability completed with Traditional Nortel CS1K/2100 as well as recently (March 2010) against Avaya Aura ! - Official software release in mid April 2010. In addition to the advanced Unified Branch products we also offer traditional WAN Core Routers for highly-scaled Enterprise applications. Avaya has one of the 3 credible Enterprise Class router, while we can compete head to head with Cisco & Juniper, we typically want to approach customers from the UC/SIP side and tell them about all the network services this Advanced SIP Gateway will offer. Some new positioning for SR2330 will be launched in June 2010 as AG2330 ! This will enable us to fully take advantage of the Avaya sales force.
  • COM is a real-time, multi-user configuration management tool that offers intuitive wizards and templates to simplify configuration of complex technologies including SMLT/MLT, Multicast, Routing, VLAN and VRF. It also provides centralized 'off-box' element management to address the needs associated with managing inventory and updates. In addition, it delivers role-based access control with audit logging, ensuring that only those authorized to make configuration changes are allowed to do so. Acting as a unified configuration management platform, it delivers an extensible architecture allowing it to support pluggable device add-ons and loadable software components. Why is it needed? Configuring technologies like SMLT is extremely complex and can take many hours. With intuitive wizards and templates, configuration times are significantly reduced and parameters are built in to make sure that users enter data in correctly. VLAN managers as well make it simple to centrally create VLANs across the network, also saving time and resources. Not only are configuration setup times reduced, but so is the time needed to make configuration device changes throughout the network. This offers significant savings on operational costs. In addition, since configuration is performed centrally, the likelihood for configuration errors that come from manual configuration is reduced. And finally, the network is also protected from unauthorized changes.
  • VPFM is Avaya’s performance monitoring tool. It delivers device discovery, troubleshooting and performance management of all IP/SNMP devices including phones, call servers, switches and routers regardless of vendor. It provides topology maps of the network and shows how devices are connected as can be seen in the bottom and top right-hand corner screen shots. It also does performance trending to see how performance changes over time as is shown in the top left screen shot. It also manages faults and uses correlation to tie events together, to help determine the root cause as one event often leads to several others. VPFM will alert the appropriate network administrators via an email or a page when a switch goes down or when performance metrics step outside of preset thresholds. In addition, VPFM has the ability to divide the network into device classifications based on function, so that users drill down into only the specific areas that they are interested in monitoring. VPFM is needed as it helps organizations understand how their network is setup, how it’s operating, and determine the root cause of problems in order to quickly fix them. VPFM helps to decrease the Mean Time to Recovery, through proactive monitoring and root cause analysis, ensuring that the network is always up and running. Through reducing network downtime, it saves significantly on costs. It also reduces complexity by allowing organizations to quickly and easily visualize their networks and respond when things are amiss.
  • IPFM is a performance monitoring tool that analyzes application and user behavior on the network. It provides multi-vendor capabilities as it works with any switch supporting IPFIX as well as the NetFlow v5 and NetFlow v9 standards. Through its collection of IPFIX traffic, it provides insight into the network so that administrators can prevent abuse and facilitate growth planning. It offers views of top applications, users, subnets, etc. in easy to understand, at a glance summary formats. It also allows administrators to set thresholds so that they’re informed when traffic exceeds acceptable limits. This helps to prevent after the fact responses to network application performance issues—preventing network downtime and helping to make informed planning decisions.
  • EPM is another configuration tool that manages network bandwidth, prioritizes traffic streams and sets network access policies. It is often tied to VoIP technologies as it can ensure that voice calls receive the right QoS. It also provides security functionality as it can quickly roll out filters across devices in order to protect against viruses and worms. The next EPM release will include support for energy saver policies and will be able to facilitate the creation of policies across the network that will dim switches during off peak hours in order to save on energy consumption.
  • Expansion on topic and describe how the solutions can be x-sold.
  • These questions seem pretty straightforward, but let me explain why you need to ask them: Are you gonna use IPT: there is still a huge replacement going on from traditional (digital) voice to IP based solutions. Is your Netw, QoS enabled: This seems a pretty straightforward question but we have seen enough situations where the customer forgot to turn on QoS! Actually Avaya sold a huge IPT + LAN network to a major SI in EMEA, where during the project they complained about the quality of the voice solutions. It turned out that in their advanced next gen Avaya network, they forgot swithc on the QoS! This is really important to verify Is network stable: I guess every IT manager will tell you it is stable, they do not want to show their dirty laundry to an outsider. But if you ask this to the network administrator, the one that is being called in the middle of the night you may hear a different story. Please be aware that most networks outthere are BASED ON SPANNING TREE resiliency/redundancy solutions! This is key to understand that the reality of many enterprises is to live with a Spanning Tree network in 2010. And most administrators will confirm to you it is not that stable and causes major disruptions. This is what you definitely need to identify in the customer. (we have examples of customers facing bankrupcy because of STP based network outages.... Ask about performance; bring the value of stacking to the table. Non stackables cause bottlenecks. Cost savings are always important, we can prove we are cheaper than the market leader in capex and opex. We can even beat HP if needed.
  • Avaya’s Unique Value Proposition How does Avaya uniquely address the most crucial requirements of the Enterprise? First, intelligent components and designs are at the heart of Avaya’s reputation for delivering the most distinguished resiliency model in the industry. Besides being fully scalable across the Enterprise, it has been 3 rd party tested to deliver up to 7 times better resiliency than the market share leader and provides uncompromising end-to-end availability for real-time applications such as IP Telephony.   Second, providing dependability and performance only goes so far if the network is not efficient in its service delivery. An efficient network is a better performing network. Avaya’s network is designed with architectures that maximise all resources and investments, doing away with idle or under-utilised links, equipment, and even entire “architectural tiers” delivering up to 20X better performance and 1/3 less equipment.   And, last but of course not least, a network that is deterministic and optimised also needs to have the embedded flexibility to seamlessly scale as business demands evolve and grow. Through genuine innovation Avaya provides Industry-leading solutions that maximise capacity utilization, easily accommodate incremental growth, and therefore avoid unnecessary and costly fork-lift upgrades   In summary, while Avaya addresses each characteristic uniquely, the most impressive advantage is that Avaya excels at all three simultaneously. We’ll now talk at a high level how we intend to get the message out…
  • I wanted to include this next slide for those of you that are not yet selling the Avaya Data portfolio. Here are a few benefits for our Avaya Data channel partners.
  • In terms of the landscape, there are really 3 major competitors in this space, Cisco, HP and Juniper. Cisco offers a number of products that support their Stack Wise technology. There are 4 popular model variants that compete against the ERS 4000 and 5000 portfolios. HP offers a huge number of devices in this space; however, a couple of weeks ago they introduced the HP 3800 product which supports Meshed Stacking capabilities. It is a very strong offering in this space and will be in my opinion the strongest competition moving forward.. If HP can resolve some of the internal conflict that is occurring right now between heritage HP and heritage H3C. Juniper also competes in this space primarily with the EX4200. They have largely copied Avaya’s Stackable Chassis and Switch Clustering implementations to provide a resilient stackable solution. However, they have poor bandwidth capacity at the moment – although we believe they are working on a solution that will stack up to a Terabit. They also have an uncompetitive warranty and huge power consumption.
  • In terms of where to attack Cisco, definitely attack their inefficient stacking capabilities and their in ability to offer customers the ability to scale capacity as they need it. In competitive situations with the ERS 5000 series products, you can attack the Cisco Catalyst 3750-X from a capacities and a densities perspective. Cisco tends to be very complex to operate and maintain. They have a confusing and expensive licensing model. Many of their features are proprietary. They are not as energy efficient as Avaya and they don’t have the evolution path that we can offer with future support for wireless split plane and the ability to support Virtualized Services. Cisco’s virtualization strategy is also proprietary and focused solely on the Data Center. In terms of areas where you have to defend, mindshare and market share are obviously the most significant hurdles, the feature breadth that Cisco can offer, in particular support for features such as full IPv6 routing capabilities and the warranty that they are able to offer. In terms of silver bullets – we offer 5x and 15x the virtual backplane capacity of Cisco with the ERS 4000 Series and 5000 Series respectively, we offer 25% better energy efficiency, a 50% reduction in TCO over a 5 year time period and with the ERS 5000 Series can offer a solution that is twice as dense with the availability of the only 96-port solution in the market. © 2009 Avaya Inc. All rights reserved.
  • In terms of where to attack them – energy is a great place to start. We can also show that this contributes to a higher Total cost of Ownership. We can attack their lack of an end to end solution and not having any experience in next generation applications such as voice and video. We can attack their warranty, their stacking capabilities and the fact that their implementation is relatively new and they don’t have 12-13 years of deployment experience to build upon. They offer an overlay wireless architecture without any integration and they do not offer any evolution path to supporting Virtualized Services at the Campus Edge. Their virtualization strategy is proprietary and focused solely on the Data Center. In terms of where to defend, Juniper often promotes the values of JunOS and having a single OS for all platforms. One way to defend against this is that having all features on all platforms can slow down performance. Some of Juniper platforms take a very long time to boot up due to the huge software load that needs to be supported. They support rich L3 capabilities including IPv6 and they do support good scalability for a number of their features. In terms of silver bullets – we offer 3x and 10x the virtual backplane capacity of Juniper with the ERS 4000 Series and 5000 Series respectively, we offer 50% better energy efficiency, a 50% reduction in TCO over a 5 year time period and with the ERS 5000 Series can offer a solution that is twice as dense with the availability of the only 96-port solution in the market. © 2009 Avaya Inc. All rights reserved.
  • In terms of how to attack – the main area to attack is with regards to the acquisition and the internal politics that is occurring right now between heritage HP and heritage 3Com folks. Their products are not as energy efficient as ours. They do not have a solution that includes next generation applications similar to what we can offer with Avaya Aura and Avaya Flare. They have a confusing WLAN story without any integration into the switching network and no evolution path to extend Virtualized services beyond the Data Center. In terms of where to defend, they are the #2 vendor in the space so have the mindshare and market share. They offer compelling price points, a comprehensive lifetime warranty, rich L3 functionality and good scaling with the new 3800 product. In terms of silver bullets we offer 20% better energy efficiency than HP with the ERS 4000 series, we offer 3x the virtual backplane capacity of the HP 3800 with the ERS 5000 Series and with the ERS 5000 Series we can offer a solution that is twice as dense with the availability of the only 96-port solution in the market. © 2009 Avaya Inc. All rights reserved.
  • Starting first with Cisco. When the customer needs stacking they will generally lead with the Catalyst 3750-X or at the lower end the Cisco 2960. If a standalone offering is adequate you may see the 3760-X. We’ve included the 3750-E for completeness. You may see it in a few accounts, but it lacks 10 Gig SFP+ support and has less forwarding bandwidth than the 3750-X. The biggest knock against Cisco is their inefficient ring based bus architecture that they use for stacking. It only allows them to utilize 64 Gbps of total stack bandwidth. On the plus side, they have a wide breadth of features and they do have a very good lifetime warranty where they offer next business day delivery of replacement hardware for the life of the product and they offer software updates as part of the warranty as well. © 2009 Avaya Inc. All rights reserved.
  • With Juniper they only have one product offering that supports Virtual Chassis capabilities and it’s the Juniper EX 4200. The obvious place to attack Juniper is the stack bandwidth capabilities. They only offer 128 Gbps compared to our 384 with the ERS 4000 Series and 1.152 Terabits with the ERS 5600. Power consumption is a huge issue for them, in our tests and in a separate Tolly test that HP commissioned Juniper utilized almost twice as much power than any other device in this space. They also have some weaknesses in their warranty in that power and fans – which tend to be high failure items are only covered for 5 years.. versus Avaya’s Lifetime coverage. They also only offer shipping of spares within one business – rather than next business day with Avaya. © 2009 Avaya Inc. All rights reserved.
  • HP offers a number of platforms for this space; however, strategically we will likely see the 2910 in standalone scenarios and more and more the HP 3800 in stacking opportunities. This switch was introduced at the Fall Networld Interop event at the beginning of this month. Of all the devices in the market, this offering is the most comparable to Avaya’s. They have 9 model variants and they offer 2 additional 10 Gig SFP+ ports on their 48-port models compared to everyone else in the industry. They also offer a very compelling warranty with advanced replacements and next-business day delivery with free software updates. They do not however, have the solutions breadth that we do have do not have the evolution path to WLAN integration and future support for Virtualized Services. Their virtualization strategy is unclear and unfocused having announced support for both TRILL and SPB – it is also solely focused on the Data Center. © 2009 Avaya Inc. All rights reserved.
  • 2010 Avaya Inc. All rights reserved.

Avaya Networking Sales Workshop Avaya Networking Sales Workshop Presentation Transcript

  • Avaya Networking Sales ModulesBy Westcon Convergence
  • Agenda Introduction to Avaya Data Avaya’s ERS range WLAN & BYOD Secure Routing Management Sales Tools 2
  • A rich history I 3
  • Virtualization Among CIO’s TopPriorities 42% 77M OF COMPANIES ARE USERS WILL USE VDI TOVIRTUALIZING OR PLANNING TO DELIVER CLIENT COMPUTING VIRTUALIZE THEIR UC CAPABILITIES BY 2016 (UP FROM APPLICATIONS 18M in 2012) Nemertes Research, March 2012 Gartner Forecast: Hosted Virtual Desktops, Worldwide, 2012-2016, 2012 Update 4
  • Three Trends That Will Affect HowYou Sell… Consumerization Virtualization Collaboration and of IT the cloud Implication: Implication: Implication: The network will All applications will be Your application manage devices that in the data center…who performance will be you sell and that access controls the data more dependent upon your applications center? the network, than the application And what about VDI? 5
  • “Avaya Networking has a strong track record of innovation…thisis the same company that invented Stacking in the late 90’s and were the first to market with Active-Active high availability… pioneers of Ethernet Fabric…anyone not paying attention to Avaya Networking should take another look.” Zeus Kerravala, ZK Research, 2012 6
  • Key components of UC deployment UC/IPT Vo WLAN WLAN LANMobile Devices IP Telephone Secure Router Remote / Mobile Worker Branch Office 7
  • Avaya Networking - Data Centre toDesktop Network Management Branch Campus VoIP Desk Data Centre Sets VSP 9000 WLAN 8100 VSP 7000 Identity Engines Wireless SR 4134 Sets ERS 8000 ERS 4000 ERS 5000 VPN Clients AG 2330Flare on iPad ERS 2500 Avaya Desktop Video ERS 3500 Display 9
  • Ethernet Switching
  • What does a typical LAN look like? Wiring Closet 2nd Floor Edge Switches Wiring Closet 1st FloorComms Room CAT5 cable to floor boxes Ground Floor Riser Wiring Closet Core Switch 11
  • Meet the family Enterprise Access Top of Rack VSP 9000 VSP 7000 ERS 8800ec na m o r eP & eci r P Modular Stackable r f ERS 5xxx ERS 4x00 Enterprise Core ERS 3500 stacking to be introduced in Feb 13 ERS 3500 stacking to be introduced in Feb 13 ERS 3500 ERS 2500 Scale & Functionality 13
  • Switch Clustering
  • Availability What about the nines? 9 9 9 9 99.5% availability unavailable: 0.50% =43.8 hours Industry 99.9% availability unavailable: 0.10% =8.76 hours claim 99.99% availability unavailable: 0.01% = 52.56 minutes Avaya’s 99.999% availability unavailable: 0.001%= 5.256 minutes claim 9365 x 24 hr/y 9 9 9 15
  • ResiliencyWhy is this so important? IP tel users hang up Web users the phone... experiencing long response times. Client/server en real- Most LAN networks Start time applications running recovered fromNetwork into performance outageoutage problems 1 6 10 25 … 45 secondsAvaya Split Second Sub-second fail-over fail over of a is a key requirement link/switch 16
  • Simple overview of switch clustering Failover Time Comparison Avaya Cisco Public Network 4x 7x Faster Faster Core Switch Link Failure Switch FailureEdge Switches • Sub second failover • Call does not drop (survivable) • All connections used at the same time – Call between two Avaya IP Sets nothing wasted. 17
  • Yes, but Cisco has VSS? Virtual Switching System VS Avaya’s Switch Clustering• Only available since 2008 • Proven, available since 2001. hundreds of references available• Only available for high end portfolio – reduced • Available across the complete deployment options core portfolio for any size core switches• Complex set up and maintenance • Simple configuration and implementation, no special• Special hardware and software software needed - expensive and little investment protection • Cost neutral hardware – no additional or special• Incomplete and expensive requirements • Complete and proven solution 18
  • So what sort of network requires this? 30,000,000 MB Total mobile data count 65,000,000 mobile text messages were sent and received 750,000 calls made from 6,000 landline VOIP phones 4,900,000,000 bytes of data delivered to the Internet on behalf of the Games 1,200,000 meters of Cat5 cabling installed to support 31,000 Ethernet ports 300,000,000 people visited www.vancouver2010.com, representing 1.1 billion page views 19
  • VENA
  • Avaya Virtual Enterprise NetworkArchitecture Data Center Branch Office Enterprise Campus A cloud grade network architecture Specifically designed for real-time applications 21
  • Energy Efficiency
  • Simple overview of Energy Efficiency daytime Public Network Components designed to use less power Low High Throttle down CPU usage overnight• Automated switch over control power to each port Power down low• priority devices Designed with energy efficiency in mind 23
  • Stacking throughput/capacity
  • Scalability – Data Explosion Edge Core 20x 1152 Gb/s 64 64 1 Terabit21% Increase in VOIP Traffic Cisco Avaya and 77% Video Growth by 2013 25
  • Plug and Play provisioning
  • Zero touch configuration with ADACADAC – Auto Detection Network Management Auto Configuration Call Server Enterprise LAN IP Phone Ethernet DHCP • Simplified deployment of Routing Switch TFTP HTTP an Avaya IPT deployment. NTP • Automates the set up of VLAN and QoS settings. IP Phone sends LLDP packet upon power up • Recent Independent Ethernet switch invokes ADAC testing quoted that an IP after LLDP packet received Handset was setup witin one minute. IP Phone configured with VLAN/QoS via LLDP from ERS IP Phone DHCP for IP address and fileserver address IP Phone downloads configuration file <1 minute to provision Dial tone established 27
  • One touch config for IP Office • Available on R 5.0.1 • ‘runipoffice’ automatically sets: • VLANs • QoS • Default route • Call Server address • File Server address • Allocates switchports for IP Office, handsets & WAN. 28
  • Lifetime Warranty on Stackable Switches• Lifetime Hardware Warranty • Next Business Day Replacement• Lifetime Technical Support • Basic Technical support for life •Basic Tech Support plus access to patches for 90 days• Optional Software Subscription • Nominal fee for software updates Industry-leading warranty that complements Avaya’s genuine TCO advantage 29 29
  • Cost Comparison
  • Stackable price comparison • Updated for Jan 13. • Pricing based on typical reseller purchase price • Licence keys are applied to a whole stack rather than individual licence keys on competitive products 31
  • 500 port network (switch clustered) 1x COM Management Avaya Unified Communications 2x ERS 5632 FD with Management Advanced Routing Kit List Price for 500 Ports 45% s ing £ 100,000 sav £ 80,000 £ 60,000 £ 40,000 £ 20,000 Avaya Cisco £ 45,798 £ 83,066 11x 2550 Edge Switches 32
  • 1000 port network (switch clustered) 1x COM Management Avaya Unified Communications Management 2x ERS 5632 FD with Advanced Routing Kit List Price for 1,000 Ports 54% s £ 140,000 £ 120,000 ing £ 100,000 sav £ 80,000 £ 60,000 £ 40,000 £ 20,000 Avaya Cisco £ 58,899 £ 126,784 21x 4550T Edge Switches 33
  • Competitive positioning
  • Recent Independent TestingMiercom report for 2011• Vs Cisco, Juniper and HP• Plug & Play EdgeDeploy IPT endpoint in less than one minuteKey stats• 26% more Energy efficient• 233% more capacity• 40% Less TCO 35
  • Is the network edge a commodity? For hardware, yes: For software and network integration, no… Chip set End to end QoS Processor Intelligent Set-up Densities Simplified Support Cisco HP Alcatel JuniperEnd to End – Fabric Connect (SPB) – Resilient Stacking – 18x throughput QoSIntelligent – Plug ’n Play in less than 1 min Set-up – BYOD guest set-up in <10 secSimplified – Hot-Swap auto-config in < 2 min Support – Auto IP phone energy savings >50% 36
  • Is resiliency important for yourbusiness? What is the competition doing?Avaya is the only supplier able to offer an unique resiliency model across its full networking portfolio 37
  • How to compete...What are the key strengths I should push against the following vendors? Competitor Key strengths of Avaya versus... Complex and expensive, Stacking is expensive and inefficient, Limited Warranty. Stacking, Price, No CLI like Cisco, No switching heritage, WLAN not integrated, No end to end story and Warranty Performance, limited 40G stacking at low end Low Profile, limited interop stacking with rest of ENT family, & performance No PoE+ on smaller switch. Clustering rather than resilient switching. Complex overlaps within portfolio. The detail of how Avaya compete against each vendor is within the appendix 38
  • Quick reminder about the USP’s Switch clustering Energy Efficient Cost comparison Stacking capacity Zero Touch Config Lifetime warranty 39
  • WLAN
  • The WLAN market landscape• Enterprise WLAN market exceeded $2B in 2010• 12% CAGR to $3.6B by 2015• Popularity of WLAN enabled client devices- BYOD- (smart-phones, tablets) forcing IT departments adoption• Video/Voice – The network killer app will proliferate• 802.11n penetration rate 49% for 2010; reaching 100% for 2012 Source: Dell Oro January 2011 41 41
  • What does a typical WLANnetwork look like? CAT5 cable CAT5 cable AP in ceiling Wiring Closet AP in ceiling 2nd Floor Wiring Closet 1st FloorComms Room Ground Floor Riser Wiring Closet Controller 42
  • IEEE 802.11 Standard direction• Specifications for the 802.11 Physical layer Physical and MAC Layers Data Rates – Mbps• Backward compatibility with legacy 802.11 standard• Maximize spectral efficiency and performance• Co-existence with other device sharing the 2.4GHz and 5Ghz frequency bands 43 43
  • What is Avaya Wireless LAN 8100?• 802.11n wireless LAN solution• Enables wireless network access and campus roaming• Developed in-house by Avaya• Compatible with any wired network• Certified for healthcare environments: EN 60601-1-2 and Draeger• Optimised for voice and multimedia• Next-generation unified wired/wireless architecture – Strong security – Improved resiliency – Improved performance/user experience – Massive scalability – Lower TCO 44
  • Today’s WLAN 8100 PortfolioWAP 8120 WLAN 8100 InfrastructureWAP 8120-EWAP 8120-O WC 8180 WC 8180 -16L WLAN Management Software 8100 •Lower cost option for •Support for up to 512802.11n small branch deployments APs (256 in first release)Dual radio •Support for 16 APs Optional Wireless Network Services Voice/UC Video E-911 Guest Location Advanced Management Services Security Infusion pump X Avaya 3641/3645 Avaya Flare ADVD E-911 VoWLAN Unified Wired/Wireless Real Time Location Wireless Intrusion IP Wireless Phones A175 integration Guest Manager (iDEngines) Tracking Detection/Protection Ekahau/Aeroscout 45
  • VENA Unified Access Today’s Model Unified Access Data traffic Control traffic Servers Servers witihh wt va aavailiaabee 000 l bl l 0 as s 1 nd 88 hhaee 1 2.00aand88 PP N 2. WLAAN .22oonCCR WL 7 . n R VV7 Wireless Controllers Wireless Controller (Application & control) (Control only) • Overlay Network • Integrated Network • More Users, More Money • Eliminate bottlenecks • Constrained Capacity • Limitless Scale • Lower TCO 46
  • Introducing Split Plane, the differentiator Today’s Model: Next Generation Model: Control & Data separated Control & Data combined Wireless Security Wireless Switch Wireless Control Wireless Point Switching Point Controller Appliance Wireless Switching WC virtualized Point integrated to (software only) edge/core switch Dedicated to Dedicated to control traffic data traffic• Common platform for control anddata plane• Appliance or housed in a Chassis • Control and Data planes run on • Optimized H/W for separate network elements required function improving resiliency • Flexible deployment options • Independent Scaling 47
  • WLAN Pricing Controllers supporting 16 APs €6,000 €5,000 €4,000 €3,000 €2,000 €1,000 €- Avaya 81xx Extreme Altitude Juniper WLC800R Enterasys WS C25 Meru 1500 plus 3600 10 ap key Controllers (16AP) $2,370 $4,900 $5,065 $3,833 $4,409 Access Points $1,200 $1,000 $800 $600 $400 $200 $0 Avaya 81xx Extreme Altitude Juniper MP-522 Enterasys AP3605 Meru 320i 4610 802.11 a/g/n AP $372 $500 $407 $436 $1,065 48
  • Competitive - Wireless LANCapability Cisco Aruba JuniperKnow your • Strong Mindshare and • #2 WLAN Market-share • #9 market-share in WLAN Market share (50%+ share) • Primarily WLAN only vendor • WLAN solution acquiredcompetitors • Expensive (typically 1.5x – unable to offer end to end from Trapeze in 2010 WLAN 8100) solution with voice/UC/CC • Networking vendor - unable • Large marketing push on to offer end to end solution BYOD with voice/UC/CCVoice/Video over Wi- • Supports 50% more 802.11a • Support 50% more 802.11g • Avaya WLAN supports 160% voice calls per AP voice calls per AP more video streams per APFi supportArchitecture • Lack of wired/wireless • As WLAN vendor, will need • No unified solution today integration: Cisco’s hair-pin to rely on solution is a far cry from true partnerships/acquisitions for unification integrated solutionPortfolio breadth • Broad portfolio with range of • Broad portfolio with wide • Broad portfolio however APs, controllers range of APs little innovation / new • Strong investment and • Rich feature set with strong features since Trapeze features security offering acquisition Avaya: Better than competitor Same as competitor Worse than competitor 49
  • Real–Time WLAN PerformanceValidatedSessions WLAN 8100 Voice and Video Testing Avaya Industry Average Certified = 23% = More 31% =More QoS performance VoWLAN call sessions video call sessions Source: Miercom 2011 Test Results, Avaya versus: Cisco, Juniper (Trapeze), and Aruba 50
  • BYOD
  • What is BYOD?• Bring your own device is • The trend of employees bringing their own device into the place of work: • Apple devices (iPad, MacBook, iPhone), • Non standard issue devices.• Why is this a growing phenomena? • New technology appearing in the home before the workplace • Employees become more efficient with their own devices. • Industry reports vary from 10 to 20% more productive. • Employee choice. “ • Employer saves money on capital expense. Analyst TechMarketView • Employees take more care of their own device. claims nearly 10 million UK employees will be using • Companies can adopt new technology quicker. personal devices in the workplace by 2016. ” 52
  • Bring your own disaster!1. Sensitive information is not as secure as device is mobile and can be placed in risky environments.2. Weak security tools/software3. Outdated software.4. Questionable content. 53
  • Building the Network ready for BYOD CAT5 cable CAT5 cable AP in ceiling Wiring Closet AP in ceiling 2nd Floor Wiring Closet 1st FloorComms Room Ground Floor Riser Wiring Closet Controller 54
  • Secure and Simple Guest Access…..Avaya Identity Engines Guest Manager Provision guests in under 10 seconds Self provisioning kiosk Detailed tracking and auditing Unified wired/wireless 55
  • Device Fingerprinting Secure and Enforce IT ComplianceIdentity Engines IFIgnition Server (identity = HR employee) AND IF (device = corp laptop) Case 1 AND IF (medium = wired) Employee with corporate laptop THEN ALLOW & GRANT FULL ACCESS IF (identity = HR employee) Case 2 AND IF Employee with (device = personal iPad) personal iPad AND IF (medium = wireless) (same corporate credentials) THEN ALLOW & GRANT LIMITED ACCESS 56
  • 3 key roles of NAC(Network Access Control) • To ensure that users are authenticated/checked before being1• allowed access to the network To set policies to determine what areas of the network2 users can access To prevent the network from being vulnerable from PCs and3 devices that lack antivirus, patches or host intrusion prevention software 57
  • Identity Engines – the components Core Application Ignition The brains of the solution, performs central Server authorisation and authentication. Ignition Checks connected devices to ensure that Posture vulnerabilities are shut down. Additional Applications Ignition Guest Secure guest, visitor and contractor access Manager Ignition Reports highlighting user info, failed Analytics authentications, usage summaries, etc 58
  • Competitive - Access ControlCapability Cisco Aruba JuniperKnow your • Identity Services Engine (ISE) • MOVE / Amigpod / Clear Pass •Unified Access Control (UAC)competitor • Strong brand & sales execution • Aggressive BYOD Marketing •Highly scalable • Separated wired and wireless • Vendor agnostic •Large focus on BYOD solutions • Good technology acquisition of •Complete solution includes IDS / • Migration challenges from the Avenda Systems (Nov/2011) IPS and VPN technologies CleanAccess solution • QuickConnect service for MAC OSX • FIPS certified and iOS • Hardware product only – no Virtual AppliancePricing • Very expensive solution • Expensive solution • Very expensive solution • Seats & subscription based • Seats based • Seats basedEnd-to-End • Complete solution: UC, • Limited wired experience; • Networking vendorSolution networking, and services primarily WLAN-only vendor • No UC portfolio • No UC portfolioPolicy control • Limited policy granularity • Limited policy granularity • Limited policy granularity& Directory • Limited directory integration • Limited directory integration • Limited directory integration • Two solutions (original & new • Proprietary in certain areas e.g.integration Avenda Systems) EAP-JUAC protocolGuest • Limited • Fair solution • Limitedmanagement Avaya: Better than competitor Same as competitor Worse than competitor 59
  • Secure Routing
  • Simple intro to secure routers• Delivers the survivable SIP Voice platform for the Branch IP Phones Analogue Phones PCs Wireless Aps Legacy PBX• Consolidates Branch networking functions into fewer, tightly- LAN Switch integrated devices Consolidated • Reduces network complexity functionality • Streamlines capital & operational Firewall VPN costs Wide Area Network• Gives workers a high quality of experience • Regardless of which applications Secure Router or services are enabled across the Data Centre network 61
  • Unified Branch Solution • Unified Branch Office Solutions • Unified communication ready platform- FW – IDS – Enterprise class routing, Ethernet without PoE, FXO / FXS, WAN • Uniquely integrates with Microsoft OCS service and SCS (SR4134) and SIP Survivability solutions (SR4134 / SR2330) Mid Branch to Campus SR4134 Small – Mid Branch Access SR2330 AG2330 High End Converged Branch Routers SR3120 Mid Tier Converged Targets Branch Offices and Survivable SIP gateway Outperforms comparable Cisco 2821 Branch Routers Enterprises and Service Providers for centralized UC routers delivering more than 4x systems, upgradeable to full WAN routing the throughput Avaya’s Unified Branch Solutions match Cisco’s ability to enable UC / VoIP (1)Source: (1) Avaya reporting, Tolly group reports 62
  • VPN Gateway 3050/3070 Virtual Appliance No charge for Virtual Appliance – simplyEntry-level Virtual Appliance that can run download the virtual appliance softwareon an existing PC or VM Server • The Virtual Appliance contains no licencing so product must be licenced to enable functionality • 3050 – supports up to 250 users / tunnelsLoadable to any VMware ESX or ESXi compliant hardware • 3070 – supports up to 1000 users / tunnels .00 • 3090 – supports up to 5000 users/tunnels itthV9 . wi w h V9 Nw Neew• Simply purchase the desired licenses • Deploy as many Virtual Appliances as(SSL & IPsec, IPsec, SPO, etc) needed• Enable the functionality / capacity just • Use Clustering to obtain desiredlike the hardware variants capacity 63
  • Management
  • Unified CommunicationsManagement Portfolio Visualization Performance Multi-vendor network discovery, root cause & Fault Manager analysis, network topology maps Portfolio Applications Configuration & Orchestration Manager Configuration and element management Enterprise Policy Network access control policies, Manager bandwidth management, QoS IP Flow Manager IPFIX collection, analysis & reporting, top 10 applications and protocols 65
  • Configuration and Orchestration Manager (COM)What is it?• Offers centralised configuration, provisioning and troubleshooting for enterprise-wide devices and technologies• Delivers simplified element management with role-based access privileges and audit trails• Offers management for LAN and WAN products through plug-insWhy is it needed?• Network services and protocols are becoming more complex, causing increased difficulties related to installation and configurationValue Proposition• Reduces configuration setup time and saves operational costs• Protects the network from unauthorised changes• Facilitates faster configuration and changes to the network• Reduces the potential for network downtime Base license price £1,875• Decreases the likelihood of configuration and provisioning Part Code: AH2735001-2.3 errors 66
  • Visualization Performance& Fault Manager (VPFM) What is it? • Delivers discovery, troubleshooting and performance management of all IP/SNMP devices in multi-vendor networks (both voice and data) • Gives detailed topology maps of the IT infrastructure including network devices, IP phones, servers and applications Why is it needed? • Administrators need to know what is on their networks and determine the root cause of problems Value Proposition • Reduces complexity • Decreases MTTR • Proactive solution • Lowers TCO through fault management Base license price £3,620 Part Code: AH3313109-2.3 67
  • IP Flow Manager (IPFM)What is it?• Manages network usage monitoring, abuse investigation and growth planning• Analyses applications, protocols and user activity based on IP Flow data captured from Ethernet Routing SwitchesWhy is it Needed?• Lack of visibility into who and which applications are consuming network resources and bandwidthValue Proposition• More informed/accelerated resolution/planning decisions• Ability to resolve issues before they impact productivity• Reduce TCO associated with planning/diagnosing performance and abuse investigation Base license price £3,045 Part Code: AH3313149-2.0 68
  • Enterprise Policy Manager (EPM)What is it? • Allows network administrators to manage network bandwidth, prioritise traffic streams and set network access policies • Enables critical applications to receive the right QoS and users to be granted access to the appropriate applications • Provides a rapid response to resolving new network threatsWhy is it needed? • Sensitive Applications such as voice need prioritising • Network/application access by users must be controlledValue Proposition • Increases overall security and application performance • Reduces complexity and simplifies provisioning of consistent polices Base license price £2,477 • Protects network resources Part Code: AH3313103-5.1 69
  • Section 3 – Summary and Sales tools
  • Pulling it all together Services: Location, RF Data Centre Security (WIDS/WIPS) InternetManagementServices Aura IPT solution = 100K Core Wireless Controller LAN 35K + Wireless 8K Edge + WAN Router 1K + Management 3K Wireless Access Points IP Sets = Increased value of sale 47K Phone PDA Desktop PC’s Typical prices for 250 user/ports 71
  • Sales ProRecently extended to cover bothvoice and networking portfolioCompetitive and displacementinformationLatest product and promotioninformationVideo tutorial available 73
  • Avaya LAN Competitive Analysis Tool(LANCAT) 1. Select the switches you want to compare2. Run the comparison and see the results •1, 3 and 5 year TCO •Capacities •Bandwidth •Power consumption Link to LAN CAT 74
  • Using the Westcon price book 75
  • Avaya Networking portal Key features: • Latest News & Highlights • Latest promotion news • Easy to search product sections • Product Lifecycle information • Analysts views • Case studies • Competitive 76
  • Updated Tell Me About … 77
  • Solution Guides 78
  • Active Networking Promotions 84
  • 85
  • Questions 86
  • ContactsBarry Ralph Pre Sales Specialist barry.ralph@westcon.co.uk European ProductDave Garwood dave.garwood@westcon.co.uk Manager Pre Sales team NortelPresales@westcon.co.uk
  • Appendix
  • Cisco Stackables Comparison ERS 4800 ERS 5600 Cisco 3750- Cisco 3750- Cisco 3760- Cisco X E X 2960Forwarding 128-184 288 – 384 160 Gbps 128 Gbps 160 Gbps 88 Gbpsbandwidth Gbps GbpsStack members 8 8 9 9 n/a 4Total bandwidth of 384 Gbps 1.152 64 Gbps 64 Gbps n/a 20 Gbpsstack Terabits10/100/1000 density 24 port and 24, 48 and 24 port and 48 24 and 48 port 24 and 48 24 and 48 48 port 96 port port variants variants ports (5 model port variants variants variants variants)10 Gigabit SFP+ 2 ports XFP only (2 2 ports n/a 2 ports SFP+ 2 ports or 8 ports) and 2 ports XFPPoE/ PoE+ Yes PoE only Yes Yes Yes YesIntegrated field Yes Yes Yes Yes Yes Yesreplaceable powersuppliesFuture WLAN Yes Yes via ERS No No No Nointegration 5800Future support for Yes Yes via ERS No No No NoVirtualized services 5800Warranty Next-business-day shipment Next-business-day delivery of replacement hardware where of failed units; up to L4 available and 90 days of 8 x 5 Cisco Technical Assistance Center technical support for first 90 (TAC) support. days. Software updates
  • Juniper Stackables Comparison ERS 4800 ERS 5600 Juniper EX 4200Forwarding bandwidth 128-184 Gbps 288 – 384 Gbps 88-136 GbpsStack members 8 8 10Total bandwidth of 384 Gbps 1.152 Tbps 128 GbpsStack10/100/1000 Density 24 port and 48 port 24, 48 and 96 port 24 port and 48 port variants variants variants10 Gigabit SFP+ 2 ports XFP only (2 or 8 ports) 2 portsPoE+ Yes No YesIntegrated field Yes Yes Yesreplaceable powersuppliesFuture WLAN Yes Yes via ERS 5800 NointegrationFuture support for Yes Yes via ERS 5800 NoVirtualized servicesWarranty Next-business-day shipment of failed units; up to Includes software L4 technical support for first 90 days. Software updates; advanced updates nominal fee. shipping of spares within one business day; 24x7 JTAC for 90 days. Power and fans 5
  • HP Stackables Comparison ERS 4800 ERS 5600 HP E4500G HP 3800 HP 2910Forwarding 128-184 Gbps 288 – 384 Gbps 128-176 Gbps 88 Gbps 128-176 GbpsbandwidthStack members 8 8 Cluster up to 32 10 switches n/a devicesTotal bandwidth of 384 Gbps 1.152 Tbps 96 Gbps? 336 Gbps n/aStack10/100/1000 24 port and 48 24, 48 and 96 port 20 and 44 port 24 and 48 port 24 port and 48Density port variants variants variants variants (9 port variants models)1/10 Gigabit SFP+ 2 ports XFP only (2 or 8 2 ports (via 4 ports on 48-port 4 ports ports) expansion variants and 2 module) ports on 24 port variantsPoE+ Yes No No Yes YesIntegrated field Yes Yes Yes Yes Noreplaceable powersuppliesFuture WLAN Yes Yes via ERS 5800 No No NointegrationFuture support for Yes Yes (via ERS No No NoVirtualized 5800)servicesWarranty Next-business-day shipment of failed Advance replacement and units; up to L3 technical support for first next-business-day delivery; free software updates 90 days. Software updates nominal fee.
  • Avaya ERS 2500 Product Comparison: Juniper EX2200 Factors Avaya ERS 2500 Juniper EX2200Performance • Switch Fabric up to 15.6 Gbps • Switch Fabric up to 104 Gbps • Stacking Bandwidth up to 32 Gbps • No StackingFunctionality • Advanced resilient Stacking • Gigabit Ethernet models • Mixed Stacking within ERS 2500 family • PoE but not full Class 3 on 48-port models • Common Enterprise-class management • No unified management • Advanced QoS – 802.1p & DSCP Prioritization • Advanced Network traffic control – 802.1p & DSCP Prioritization • Convergence ready – integrated PoE & QoS • Highly energy efficient designPrice & Value • Full Lifetime with Next Business Day • Limited Lifetime Warranty, but no Technical Support replacement and free level 1 Technical • EX2200-24T / 24P – no data available Support for life • EX2200-48T / 48P – no data available • 2526T / PWR – $695 / $1,995 • 2550T / PWR – $1,195 / $2,995Security, Routing • 802.1X (SHSA & Guest VLAN), RADIUS, • MAC limiting, Allowed MAC Addresses – configurable per port,& Convergence SNMPv3, SSHv2, MAC Based Security Dynamic ARP inspection, IP Source Guard, Local proxy ARP, Staticprotocols • Static, Local ARP support, DHCP Snooping, Captive Portal, ACLs, 802.1X • PoE, 802.1AB (LLDP), LLDP-MED, Advanced • Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS, QoS, ADAC, Auto QoS MPLS, IPv6) • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS Av Adv ayaPotential Objections Responses an• Juniper supports one software stream across all products; why • Avaya’s approach is not that dissimilar, and features are shared between all products as appropriate. Importantly this means that inappropriate (overly- Stac tage: k in And g doesn’t Avaya do this complex) features are not ported.• The EX2200 can support PoE • But full Class 3 is not available on all ports, making deployment and Pr i c on all ports administration problematic e • Given that the EX2200 is non-Stackable, there seems little benefit in Gigabit,• The EX2200 Switches are and as low-end products they are usually deployed into the Branch, where Gigabit Ethernet the WAN link – and not the port speed – is the limiting factor 96
  • Avaya ERS 4500 Product Comparison: Juniper EX3200 Factors Avaya ERS 4500 Juniper EX3200 • Switch Fabric up to 184 Gbps • Switch Fabric up to 136 GbpsPerformance • Stacking Bandwidth up to 320 Gbps • No Stacking • Advanced resilient Stacking with Automatic Unit Replacement • Fast Ethernet & Gigabit model options, plus 10G Ethernet options • Internal power redundancy option • External power redundancy • Field-replaceable Power RedundancyFunctionality • Mixed Stacking within ERS 4500 family • Comprehensive Routing & Multicast • Common Enterprise-class management • No unified management • Highly energy efficient design & Energy Saver mode • Full Lifetime with Next Business Day replacement and free level 1 Technical Support for life • Lifetime Warranty, no Technical SupportPrice & Value • ERS 4524GTX-PWR - $3,695 • EX3200-24T / 24P – $3,000 / $3,800 • ERS 4548GT-PWR - $6,995 • EX3200-48T / 48P - $5,400 / $7,000 • ERS 4526GTX-PWR - $5,295 • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP • MAC limiting, Allowed MAC Addresses – configurable per port, Dynamic ARPSecurity, Routing Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP inspection, IP Source Guard, Local proxy ARP, Static ARP support, DHCP& Convergence SourceGuard Snooping, Captive Portal, ACLs, 802.1Xprotocols • Static, RIP, OSPF (License) • Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS, MPLS, IPv6) • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoSPotential Objections Responses Av• Juniper supports one software • Avaya’s approach is not that dissimilar, and features are shared Adv aya stream across all products; why between all products as appropriate. Importantly this means an doesn’t Avaya do this that inappropriate (overly-complex) features are not ported. Stac tage: k in• Avaya’s 4500 does not support field- • Avaya is currently working on introducing 4500 models with this Bett And g replaceable PSUs, unlike the EX3200 support, and it is currently available on the 5600 if important er W• The EX3200 offers a comprehensive • However this comes at a cost, and would be very overly- a rr a IP Routing feature set complex for the typical Enterprise nt y 97
  • Avaya ERS 5600 Product Comparison: Juniper EX4200 Factors Avaya ERS 5600 Juniper EX4200 • Switch Fabric up to 384 Gbps • Switch Fabric up to 136 GbpsPerformance • 18X Stacking performance (1.152 Tbps) • Limited to 128 Gbps of Stack capacity • Switch Clustering – always-on networking • No Switch Clustering • Advanced resilient Stacking with Automatic Unit Replacement • Resilient Stacking: “Virtual Chassis” • Field-replaceable Power Redundancy • Field-replaceable Power RedundancyFunctionality • Mixed Stacking within ERS 5000 range • Comprehensive Routing & Multicast • Common Enterprise-class management • No unified management • Convergence ready – integrated PoE & QoS • Full Lifetime with Next Business Day replacement and free level 1 Technical Support for life • 5510-24 / 5520-24 - $5,495 / $5,995 • Limited Lifetime Warranty, no Technical Support • 5510-48 / 5520-48 - $7,695 / $7,995 • EX4200-24T / 24P – $6,000 / $6,800Price & Value • 5650 / PWR - $7,995 / $8,995 • EX4200-48T / 48P - $10,800 / $12,400 • 5698 / PWR - $12,995 / $14,995 • EX4200-24F - $16,000 • 5530 / 5632 - $9,995 / $19,995 • MAC limiting, Allowed MAC Addresses – configurable per port,Security, Dynamic ARP inspection, IP Source Guard, Local proxy ARP, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection (DAI), RADIUS,Routing & Static ARP support, DHCP Snooping, Captive Portal, ACLs, SSH, SSL, SNMPv3, BPDU Filtering, IP SourceGuard, DoS Attack Prevention 802.1XConvergence • Static, RIP, Advanced License OSPF, VRRP, ECMP, PIM-SM • Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS,protocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS MPLS, IPv6) • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoSPotential Objections Responses Av• Juniper supports one software stream across all products; why • Avaya’s approach is not that dissimilar, and features are shared between all products as appropriate. Importantly this means that inappropriate (overly- Adv aya Sup an doesn’t Avaya do this complex) features are not ported. erio tage: B etter St• Avaya does not support BGP on • True, but there can be limited application for BGP Routing in a platform of this r Pr acking War ice and , size; we see more value in support Switch Clustering so that customers can the 5000 Series create an always-on Core for smaller networks rant• The EX4200 can scale up to 10 y • Yes, but this is only really marginally more than the 384 ports available on the units high, delivering higher port 5600; importantly Juniper only has a 128 Gbps virtual backplane density (up to 480 ports) 98
  • Avaya ERS 2500 Product Comparison: Extreme 150 Factors Avaya ERS 2500 Extreme 150 • Switch Fabric up to 15.6Gbps • Switch Fabric up to 13.6GbpsPerformance • Stacking Bandwidth up to 32Gbps • No Stacking • Advanced resilient Stacking • No Stacking • Mixed Stacking within ERS 2500 family • PoE only available on 24-port model • Common Enterprise-class managementFunctionality • Advanced QoS – 802.1p & DSCP Prioritization • External power supply required for full 802.3af • No unified management • Convergence ready – integrated PoE & QoS • Network traffic control – 802.1p & DSCP Prioritization • Highly energy efficient design • Full Lifetime with Next Business Day replacement • Limited Lifetime with Express Advanced hardware replacement and free level 1 Technical Support for lifePrice & Value • ERS 2526T- $695 • X150 24-port - $995 • X150 48-port - $1,495 • ERS 2550T - $1,390Security, • 802.1X (SHSA & Guest VLAN), RADIUS, SNMPv3, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARPRouting & SSHv2, MAC Based Security Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP SourceGuard • Static, LocalConvergence • None • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS,protocols • 802.1AB (LLDP), LLDP-MED, QoS ADAC, Auto QoS AvPotential Objections Responses Adv aya Bett antag ll a e: er a• Avaya does not have a single • Avaya leverages consistent core feature code and implements this into product pe rfor Operating System across the line-specific Operating Systems; this is how we deliver feature consistency in a man round entire portfolio. manner that is transparent to the user c pric e and • But this is only available on one – 24-port – Switch and even then requires an e• Extreme can support PoE on all additional external power source. Avaya delivers two full-power PoE options: ports. 12-ports and 24-ports • Avaya’s CLI also provides a common command line configuration option; and our• Extreme has a common CLI across Unified Communication Management takes web-based common look and feel to all switch products. a new level of functionality. 99
  • Avaya ERS 4500 Product Comparison: Extreme 250e Factors Avaya ERS 4500 Extreme 250e • Switch Fabric up to 184Gbps • Switch Fabric up to 97.6GbpsPerformance • Stacking Bandwidth up to 320Gbps • Stacking Bandwidth 40Gbps • Advanced resilient Stacking with Automatic Unit Replacement • Resilient Stacking but no AUR • Fast Ethernet & Gigabit model options, plus 10G Ethernet options • Fast Ethernet only, and no 10G • External power redundancyFunctionality • Mixed Stacking within ERS 4500 family • External power redundancy • Mixed Stacking across certain products • Common Enterprise-class management • No unified management • Highly energy efficient design & Energy Saver mode • Full Lifetime with Next Business Day replacement and free level 1 Technical Support for life • ERS 4526T-PWR - $2,995 • Limited Lifetime WarrantyPrice & Value • ERS 4550 TPWR - $3,995 • X250e-24p - $1,995 • ERS 4524GTX-PWR - $3,695 • X250e-48p - $2,995 • ERS 4548GT-PWR - $6,995 • ERS 4526GTX-PWR - $5,295Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection (DAI), • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARPRouting & RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP SourceGuard Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP SourceGuardConvergence • Static, RIP, OSPF (License) • Static, RIP; Advanced License (OSPF-Edge, ECMP, VRRP, Sflowprotocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoSPotential Objections Responses Av• Avaya does not have mixed • Avaya offers distinct product lines each with numerous models that exceed Adv aya Bett antag Stacking between different typical Enterprise requirements, making cross-product Stacking unnecessary product lines. & irrelevant. ll a e: er a pe rfor• Extremes Automatic • When deployed at the Edge – in concert with Avaya’s Switch Clustering – the man round c pric e and Protection provides sub- ERS 4500 does not require any special configuration, and yet it provides a second fail-over. superior solution and is much simpler to deploy and manage. e • Avaya’s CLI also provides a common command line configuration option;• Extreme has a common CLI and our Unified Communication Management takes web-based common across all switch products. look and feel to a new level of functionality. 100
  • Avaya ERS 5600 Product Comparison: Extreme 450e Factors Avaya ERS 5600 Extreme 450e • Switch Fabric up to 384Gbps • Switch Fabric up to 256GbpsPerformance • 4X Stacking performance (1.152Tbps) • Limited to 40Gbps of Stack capacity • Switch Clustering – hitless failover • No Switch Clustering; Circular EAPS • Advanced resilient Stacking with Automatic Unit Replacement • Resilient Stacking, but no Auto Unit Replacement • Field-replaceable Power Redundancy • External power redundancyFunctionality • Mixed Stacking within ERS 5000 range • Mixed Stacking across certain products • Common Enterprise-class management • No unified management • Convergence ready – integrated PoE & QoS • Full Lifetime with Next Business Day replacement and free • Limited Lifetime Warranty level 1 Technical Support for lifePrice & Value • 5650TD-PWR - $8,995 (PPP: $178) • X450e-24p - $4,995 (PPP: $208) • X450e-48p - $7,495 (PPP: $156) • 5698TFD-PWR - $14,995 (PPP: $153) • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping,Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, BPDURouting & ARP Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP Filtering, IP SourceGuard, DoS Attack Prevention SourceGuardConvergence • Static, RIP, Advanced License OSPF, VRRP, ECMP, PIM-SM • Static, RIP, Advanced License (OSPF-edge,ECMP, VRRP, Sflowprotocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS AutoQoS Av Adv ayaPotential Objections Responses • Avaya offers distinct product lines each with numerous models that exceed Bett antag• Avaya does not have mixed Stacking typical Enterprise requirements, making cross-product Stacking unnecessary & perf er e al : orm l aroun between different product lines. irrelevant. anc d• Extremes Automatic Protection provides • Avaya’s Switch Clustering provides a superior solution (in terms of resiliency & pric e and sub-second fail-over. resource utilization) and is much simpler to deploy and manage. e • Avaya’s CLI also provides a common command line configuration option; and our• Extreme has a common CLI across all Unified Communication Management takes web-based common look and feel to switch products. a new level of functionality. 101
  • Avaya ERS 2500 Product Comparison: Enterasys A-Series Factors Avaya ERS 2500 Enterasys A-Series • Switch Fabric up to 15.6Gbps • Switch Fabric up to 17.6GbpsPerformance • Stacking Bandwidth up to 32Gbps • No Stacking • Advanced resilient Stacking • Mixed Stacking within ERS 2500 family • No Stacking • Common Enterprise-class management • External power supply optionFunctionality • Advanced QoS – 802.1p & DSCP Prioritization • No unified management • Convergence ready – integrated PoE & QoS • Network traffic control – 802.1p & DSCP Prioritization • Highly energy efficient design • Full Lifetime with NBD replacement & free Level 1 • Lifetime Warranty with NBD replacement & free Level 1 TechnicalPrice & Technical Support for life Support & Software Updates for lifeValue • ERS 2526T- $695 • A2H124-24 / 24P - $625 / $1,995 • ERS 2550T - $1,390 • A2H124-48 / 48P - $1,250 / $2,395Security, • 802.1X (SHSA & Guest VLAN), RADIUS, SNMPv3, SSHv2, • MAC-based Port Authentication, 802.1X (SHSA only), RADIUS Client, MAC Based SecurityRouting & SSHv2, SSL, SNMPv3 • Static, LocalConvergence • None • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC,protocols • PoE, Advanced QoS Auto QoS Ava Adv yaPotential Objections Responses anta S ge Ente tacking : rp , secu rise-cla• Avaya does not have a redundant Power • True, but MTBFs are rising all the time and 2500/A-Series class products are not Supply option. typically deployed into mission-critical scenarios. s Con rity and s verg• Enterasys offer Software Updates for • Avaya delivers a highly competitive Lifetime Warranty, and Software Updates are enc life. available with the extremely cost-effective SRS Basic offering. e • The list pricing is very close, but importantly Avaya offer genuine Enterprise-class• Avaya is more expensive. Security & Convergence feature, plus of course Stacking. The A-Class is essentially just SMB-class. 102
  • Avaya ERS 4500 Product Comparison: Enterasys B-Class Factors Avaya ERS 4500 Enterasys B-Class • Switch Fabric up to 184Gbps • Switch Fabric up to 136GbpsPerformance • Stacking Bandwidth up to 320Gbps • Stacking Bandwidth 40Gbps • Advanced resilient Stacking with Automatic Unit Replacement • Resilient Stacking but no AUR • Fast Ethernet & Gigabit model options, plus 10G Ethernet options • Fast Ethernet only, and no 10G • External power redundancyFunctionality • Mixed Stacking within ERS 4500 family • External power redundancy • Mixed Stacking across certain products • Common Enterprise-class management • No unified management • Highly energy efficient design & Energy Saver mode • Full Lifetime with NBD replacement & free level 1 Technical Support for life • Lifetime Warranty with NBD replacement & free Level 1 Technical Support & • 4526T / PWR - $2,295 / $2,995 Software Updates for life • 4550T / PWR - $3,295 / $3,995 • B5G124-24 / P2 - $2,795 / $3,595Price & Value • 4524GT / PWR - $2,995 / $3,695 • B5G124-48 / P2 - $4,595 / $5,995 • 4548GT / PWR - $6,295 / $6,995 • B5K125-24 / P2 - $4,295 / $5,495 • 4526GTX / PWR - $4,995 / $5,295 • B5K125-48 / P2 - $6,195 / $7,295Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection • MAC-based Port Authentication, ACLs, ARP/DHCP Spoof, 802.1X, RADIUSRouting & (DAI), RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP SourceGuard Client/Accounting, SSHv2, SSL, SNMPv3Convergence • Static, RIP, OSPF (License) • Static, RIPprotocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS AvPotential Objections Responses Adv aya• Avaya does not match the PoE+ (802.3at) • There is very little real need to PoE+ today, and Avaya is in the process of Bett antage support that is available on the B-Series developing units that will support both PoE+ and crucially field-replaceable PSUs. and er P ri : Gen cing• Enterasys offer Software Updates for life. • Avaya delivers a highly competitive Lifetime Warranty, and Software Updates are available with the extremely cost-effective SRS Basic offering. Stac uine king • However they provide no independent testing and verification of this, and they• Enterasys claim a higher Stacking bandwidth have no virtual hot-swap capability; and important serviceability feature. 103
  • Avaya ERS 5600 Product Comparison: Enterasys C-Series Factors Avaya ERS 5600 Enterasys C-Series • Switch Fabric up to 384Gbps • Switch Fabric up to 136GbpsPerformance • Stacking performance up to 1.152Tbps • Stack capacity claimed to be 128Gbps per Switch (but no independent • Switch Clustering – hitless failover verification) • Advanced resilient Stacking with Automatic Unit Replacement • Resilient Stacking, but no Auto Unit Replacement • Field-replaceable Power Redundancy • External power redundancyFunctionality • Mixed Stacking within ERS 5000 range • 802.3at PoE+ support • Common Enterprise-class management • No unified management • Convergence ready – integrated PoE & QoS • Full Lifetime with Next Business Day replacement and free Level 1 • Lifetime Warranty with Next Business Day replacement and free Level 1 Technical Support for life Technical Support & Software Updates for lifePrice & Value • 5650TD-PWR - $8,995 (PPP: $178) • C5G124-48P2 - $8,995 • 5698TFD-PWR - $14,995 (PPP: $153) • C5G125-48P2 - $11,995Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP • MAC-based Port Authentication, ACLs, ARP/DHCP Spoof, 802.1X, RADIUSRouting & Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP Client/Accounting, SSHv2, SSL, SNMPv3 SourceGuard, DoS Attack Prevention • Static, RIP, OSPF, VRRP, ECMP,Convergence • Static, RIP, Advanced License OSPF, VRRP, ECMP, PIM-SM DVMRP,PIM-SM, full IPv6protocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE 802.3af/at, 802.1AB (LLDP), LLDP-MED, Advanced QoS AvPotential Objections Responses Adv aya Bett antage• Avaya does not match the PoE+ (802.3at) • There is very little real need to PoE+ today, the C-Series lacks internal field- and er P ri : support that is available on the C-Series replaceable PSUs, and important serviceability requirement. Gen cing Stac uine • Avaya delivers a highly competitive Lifetime Warranty, and Software king• Enterasys offer Software Updates for life. Updates are available with the extremely cost-effective SRS Basic offering. • Avaya is currently adding IPv6 Routing to the existing comprehensive suite.• Enterasys already deliver IPv6 Routing. More importantly Avaya delivers Switch Clustering; reliability is more widely required than IPv6 Routing. 104
  • How does this all work together? Unified Management simplifies provisioning, monitoring, and troubleshooting Network Access Control authenticates Users/Devices & High performance stackables WLAN 8100 assigns appropriate VLAN/QoS and at the edge supporting Wireless Virtual Service Network Plug and Play Provisioning Controller Server Data Centre Campus Distribution Edge Access Core CoreServer Switch Clustering between tiers – scalable from small to large Wireless LAN 8100 provides enterprise providing active/active at unmatched UC mobility Layer 2 or Layer 3 performance and scale with advanced call admission control Identity Engines Ignition Server provides Authenticated Network Access / Policy Enforcement 105
  • The Innovative Leader in Real-TimeNetworking 1 min. 2 min. 36% 40% 233% Certified Certified 36% Less 40% Lower 233% Greater 1 minute 2 minute edge energy edge total cost stackable traffic Plug-n-Play stackable unit consumption of ownership capacity phones hot-swap <1sec. 31% 23% 7x 25x 23% More Up to 7x faster Up to 25x faster 31% More video time to service time to service Certified VoWLAN call call sessions for virtual for virtual sub-second sessions than than competitive network network failover competitive average provisioning than provisioning than average Switch Clustering Spanning TreeSource: Miercom 2011 Avaya Test Reports 106