WLAN Competitive Battle Card & PositioningSamuel Liu, Business DevelopmentCampus & Branch, Asia Pacific 2013
2 Copyright © 2010 Juniper Networks, Inc. www.juniper.netAgendaKey Feature Spec for RFPProduct PositioningOrderingCustomer...
3 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCOMPETITIVE MATRIX (RFP response)Common Feature Set Juniper Aruba...
4 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCommon Feature Set Juniper Aruba Cisco H3C/HP Ruckus MeruAdvance ...
5 Copyright © 2011 Juniper Networks, Inc. www.juniper.netWIRELESS CONTROLLER POSITIONINGSOHOBranchMid SizeBranchMedium to ...
6 Copyright © 2011 Juniper Networks, Inc. www.juniper.netACCESS POINT - POSITIONINGBrand Single RadioLow DensitySOHODual R...
7 Copyright © 2011 Juniper Networks, Inc. www.juniper.netGUEST/VISITOR ACCESS MANAGEMENTJuniperSmartpassArubaAmigopodCisco...
8 Copyright © 2011 Juniper Networks, Inc. www.juniper.netBYOD – DEVICE PROVISIONINGJuniperSmartpass ConnectArubaClearpassC...
9 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCOMPETITIVE ANALYSIS – CLOUD & HIVECommon Feature Sets Juniper Ae...
What Ruckus is saying…
11 Copyright © 2010 Juniper Networks, Inc. www.juniper.netAntenna Technique Basic Approach WiFi ApplicationAdaptive Antenn...
12 Copyright © 2010 Juniper Networks, Inc. www.juniper.netMaximal Ratio Combining (802.11n standard)•Combine multiple rece...
13 Copyright © 2010 Juniper Networks, Inc. www.juniper.netTxBF vs Ruckus (BeamFlex)ExplicitTxBFImplicitTxBFBeamFlexIncreas...
14 Copyright © 2010 Juniper Networks, Inc. www.juniper.netHow to sell around this?Ruckus How to sell aroundBeamforming WiF...
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Juniper Wireless Competitive Deep Dive

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This is an deep dive analysis on Juniper Wireless Product vs. a hand full of Wireless Networking competitors

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  • = Fully ComplyO = Partial Comply×= Not ComplyHere are a set of common features that common appears on RFP where Juniper has a competitive advantages
  • = Fully ComplyO = Partial Comply×= Not ComplyHere are a set of common features that common appears on RFP where Juniper has a competitive advantages
  • This matrix is intent to be used as a reference for competitive product positioning
  • 1Coupon template require WLM-SP-SM-xxx licenses*using Cisco WLC as a Mobility Anchor for guest access, this is not different than the Web Portal built into all Juniper WLC
  • ToundestandTxBF transmit beamforming, consider a radio signal as a wave shape, with a wave length that is specific to the frequency of the signal. When two radio signals are send from different antenna, these signals are added together at the receiver’s antenna. Depending on the distance that each radio signal travels, they are very likely to arrive at the receiver out of phase with each other. This difference in phase at the receiver affects the overall signal strength of the received signal. By carefully adjusting the phase of the radio signal strength of the received, the received signal can be maximized at the receiver, increasing SNR.This is what transmit beamforming does: It effectively focuses the transmitters on a single receiver.Transmit beamforming cannot easily be done at the transmitter without information from the receiver about the received signal. This feeback is available only from 802.11n devices (explictTxBF), and not from 802.11a, b, g devices. To maximize the signal at the receiver, feedback from the receiver must be sent to the transmitter so that the transmitter can tune each signal it sends.This feedback is not immediate and is only valid for a short time. Any physical movement by the transmitter, receiver or elements in the environment will quickly invalidate the parameters used by beamforming. The wavelenght for a 2.4GHz radio is only 120mm, and only 55mm for a 5GHz radio. Thus a normal walking pace of 1meter per second will rapidly move the receiver out of the spot where the transmitter’s beamforming efforts are most effective.Transmit beamforming is useful only when transmitting to a single receiver. It is not possible to optimize the phase of the transmitted signals when sending broadcast or multicast transmissions. Making hotel guest room the most ideal use case for TxBF!!! For this reason, in general networking applications, the utility of transmit beamforming is somewhat limited, providing improved SNR at the receiver for only those transmissions that are send to that receiver alone.Transmit beamforming can increase the data rate available at greater distances from the AP.But it does not increase the coverage area of an AP.Since that is determined, in large part, by the ability to receive the beacons from the access point. Beacons are a broadcast transmission that does not benefit from transmit beamforming
  • Juniper Wireless Competitive Deep Dive

    1. 1. WLAN Competitive Battle Card & PositioningSamuel Liu, Business DevelopmentCampus & Branch, Asia Pacific 2013
    2. 2. 2 Copyright © 2010 Juniper Networks, Inc. www.juniper.netAgendaKey Feature Spec for RFPProduct PositioningOrderingCustomer AttributeWhat competitors are saying… How to sell around?
    3. 3. 3 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCOMPETITIVE MATRIX (RFP response)Common Feature Set Juniper Aruba Cisco H3C/HP Ruckus MeruHigh Availability     O Virtual Cluster  O O × × HA Licensing Dynamically increasemember controller APcap to max.× × × × ×Non Stop Operation ISSUSupport N:1, N:NFailover < 0.1 secNo Session Time Out×(AP Reboot, failover~8s)Session may timeout*×(AP Reboot, failover~61s)Session Timeout× ×Active/Standbyneed ManualFailover×VM Controller  × ONot full feature× × Spectrum Analysis/Mitigation ACPARMCleanAirO(require HW NMS)OChannelFlyWIPS/IDS – WiFi Security     O Req. additionalLicenseVLAN Pooling   × O × ×Built In Location Awareness  ×  × × × 3rd PartyOnlyClient Access Control, DeviceSecurity & Management, Firewall,VPNSmartpass,MAG, PulseAmigopod, Built in VPN,NACONAC onlyO O OWired & Wireless IntegrationSingle management PoE & AP O  O × ×Airtime Fairness, QoS, WMM, SVP    OQoS, WMM only 802.11n 3x3:3 High Density AP Ultra High Performance*    
    4. 4. 4 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCommon Feature Set Juniper Aruba Cisco H3C/HP Ruckus MeruAdvance RF/WLAN Management Junos Space,RingmasterAirwaveWCS× × Zero Config, BYOD, DeviceFingerprintSmartpass ConnectClearpassISEO O ORemote Branch AP    O O OLocal Switching with AP to APtunneling, L2 & L3 Roaming × × × × ×COMPETITIVE MATRIX (RFP response)
    5. 5. 5 Copyright © 2011 Juniper Networks, Inc. www.juniper.netWIRELESS CONTROLLER POSITIONINGSOHOBranchMid SizeBranchMedium to Large campus, Stadium, High Density VirtualizedJuniper WLC24 APWLC812APWLC800R16-128AP*Max 4096 AP perclusterWLC880R16-256AP*Max 4096 AP perclusterWLC280064-512AP*Max 4096 AP perclusterVM MSS 9.0 Full Feature~256 AP* per VMMax 4096 AP per clusterAruba 600 series 600 series 3000 series(8 or 16AP)3000 series(8 or 16AP)6000/7200 series(~2048AP)×Aruba had virtualized a trimmeddown ArubaOS and run it on itsInstant APCisco 2500 series 2500 series 2500 series 5500 series 5500 seriesWiSM2(up to 500AP)vWLCv7.3 or higher Not full featureNo IPv6, Mesh, HA,Multicast, etcRuckus ZD1100 series ZD1100 series ZD3000 series ZD3000 series ZD3000 seriesZD5000 series×Meru MC1500(50AP)MC1550(50AP)MC3200(200AP)MC3200MC4200(500AP)MC4200MC6000(5000AP)MC1550-VE (50AP)MC3200-VE (200AP)MC4200-VE (500AP)HPProcurveMSM710(10 AP)MSM720(10-40AP)MSM710(10 AP)MSM720(10-40AP)MSM760MSM765(40-200AP)MSM760MSM765(40-200AP)× ×HPH3CWX5002-64(10-40AP)WX5002-64(10-40AP)WX5004(64-256AP)WX5004(64-256AP)WX6103128AP1280AP per chassis×
    6. 6. 6 Copyright © 2011 Juniper Networks, Inc. www.juniper.netACCESS POINT - POSITIONINGBrand Single RadioLow DensitySOHODual RadioLow/Mid DensityEnterpriseDual RadioMid DensityEnterpriseDual RadioHigh Performance HighDensity(3 Stream)EnterpriseJuniper WLA321~$395WLA322~$595WLA522~$725WLA532~$1095Unique Strength 32 SSIDMax: 500 MAC addresses64 SSIDMax: 500 MAC addresses64 SSIDMax: 500 MAC addresses64 SSIDMax: 500 MAC addressesAruba AP90 Series~$499AP100 Series~$799AP100 Series~$799AP130 Series~$1490Cisco Aironet 600SeriesN/AAironet 1600SeriesN/AAironet 1600SeriesN/AAironet 2600/3600 Series$1495Ruckus ZoneFlex7343~$499ZoneFlex7363~$599ZoneFlex7962~$999ZoneFlex7982~$1099Meru AP110AP1010AP1014AP1020 AP320 AP332HP Procurve MSM410 MSM430 MSM430 MSM460/ 466/466-RHPH3CWA2610E-AGNWA2612-AGNWA2620E-AGNWA2620-AGNWA2600iWA2620E-AGNWA2620-AGNWA3600i*prices are quoted in USD
    7. 7. 7 Copyright © 2011 Juniper Networks, Inc. www.juniper.netGUEST/VISITOR ACCESS MANAGEMENTJuniperSmartpassArubaAmigopodCiscoMobility Anchor*Unique UserID & Password   ×Bulk Gen Guest ID & Password  × (import only) ×Coupon template1   ×Policy Based Control /AccessPrivilege (e.g. Time/Day/Vol)  ×Role Based Access Control   ×Integrated RADIUS   ×Captive Portal   Self Provisioning   ×Location Awareness  × ×Customizable “Skin”   ×Usage and trending reports   ×Track/Report guest account activity   ×SMS text and email credentials tosimplify self provisioning1  ×Available as Software only orAppliance OAppliance OnlyOPart of the WLC*
    8. 8. 8 Copyright © 2011 Juniper Networks, Inc. www.juniper.netBYOD – DEVICE PROVISIONINGJuniperSmartpass ConnectArubaClearpassCiscoISECloud-hosted provisioning forendpoint devices with 802.1xsupport  ×Automatically configure 802.1Xendpoint devices via a web user-driven wizard.  Support Windows XP, Vista and 7Mac OS XiOS - iPhone, iPad and iPodAndroid  Secures connections with bothpassword-based (PEAP, TTLS)and certificate-based (TLS)authentication.  Support & Extends Microsoft CAinfrastructure to diverse andunmanaged devices, includingpersonal (BYOD) and IT ownedlaptops, phones, and tablets  ×
    9. 9. 9 Copyright © 2011 Juniper Networks, Inc. www.juniper.netCOMPETITIVE ANALYSIS – CLOUD & HIVECommon Feature Sets Juniper Aerohive MerakiCentralized Administration  ORelies on Cloud, performanceissue, and DC availabilityRelies on Cloud, performanceissue, and DC availabilityNon Stop – No Single Point of Failure ISSUCloud, CooperativeCloudVM Controller  × ×CloudSpectrum Analysis/Mitigation ACPACSPWIPS/IDS – WiFi Security(Rouge AP, DoS, Countermeasure, etc)  VLAN Pooling  × ×Location Awareness  × ×Client Access Control, Device Security & Management,Firewall, VPNSmartpass,MAG, Pulse× VPN & Security ManagementWired & Wireless Integration EX & Junos Space ND× Meraki Access Switch + CiscoAirtime Fairness, QoS, WMM, SVP   ×802.11n 3x3:3 High Density AP   Advance RF/WLAN Management Junos Space, RingmasterHivemanagerEnterprise Cloud ManagementZero Config, BYOD, Device Fingerprint Smartpass Connect Remote Branch APPersistent AP  SSID 32/Radio 64/AP (2 Radio) 8/Radio 16/AP (2 Radio) 16/Radio 32/AP (2 Radio)
    10. 10. What Ruckus is saying…
    11. 11. 11 Copyright © 2010 Juniper Networks, Inc. www.juniper.netAntenna Technique Basic Approach WiFi ApplicationAdaptive Antennas (AA)(Ruckus BeamFlex Approach)Dynamically change the inherent directionalityof antenna patterns through digital switching ofmany antenna elements, packet by packet,with closed-loop optimization on achievedthroughputProprietary Technology to improve downlinksignal quality in most circumstance.Polarization Diversity (PD)(Ruckus BeamFlex Approach)Adapt antenna orientation to send and receivevertical and horizontal waves, selectivelyCrucial for ensuring signal quality in today’ssmartphone and tablet driven client base (witharbitrary position and orientation)BeamFlex (Ruckus) vs WLA532 TxBFAntenna Technique Basic Approach WiFi ApplicationTransmit BeamformingImplict & Explicit mode(TxBF 802.11n standard)Use on-chip signal processing to alter phasesof multiple transmit signals, to generatestronger signal at client locationProvide modest downlink performanceenhancement with either implicit mode (no clientfeedback) or exceptional performance withexplicit feedback from clientsMIMO or Spatial Multiplexing(802.11n standard)Send two or more coded streams at once Doubles or triples data rates when conditionsallow; essential to high 801.11 data ratesMaximal Ratio Combining(802.11n standard)Combine multiple received signals to improvesignal strengthBetter uplink signal quality in mostcircumstances
    12. 12. 12 Copyright © 2010 Juniper Networks, Inc. www.juniper.netMaximal Ratio Combining (802.11n standard)•Combine multiple received signals received from multiple antenna to improve signalstrength (to resemble a single spatial stream)•Effectively increases the receive sensitivity, solely through the use of DSP
    13. 13. 13 Copyright © 2010 Juniper Networks, Inc. www.juniper.netTxBF vs Ruckus (BeamFlex)ExplicitTxBFImplicitTxBFBeamFlexIncreaseCoverageAreaO O Increasedata rateavailable at> distance  MultipleReceiverO O 802.11ndevice  802.11a/b/g O  
    14. 14. 14 Copyright © 2010 Juniper Networks, Inc. www.juniper.netHow to sell around this?Ruckus How to sell aroundBeamforming WiFi Clients that are already predisposed to being sticky become very sticky and might notable to roam, and this approach to beamforming can produce significant hidden node issues,depending on how it is deployed and the client density of a cell or deployment as a whole.StrategyUse WLA532 to sell against Ruckus, field trial had shown that it coverage capability matchesZoneFlex7982 while throughput and performance supersede Ruckus.Controller less AP Similar to the first type of access points (aka Fat AP or autonomous AP) that were introduced onto the wirelessmarket. These were perfect for small scale wireless network solutions that needed no more than 10-15 clientsper access point or were just providing “hot-spot” type of services. Each AP functions in its own entity, and needsto be manually configured for the network and to match the security settings you would want running on yournetwork. This is a great solution if you only plan on having no more than a few AP’s in a single location.Ruckus also offers WLAN controller (ZoneDirector) to customer who needs to manage large WLAN. In essenceRuckus knows about the disadvantage of controllers less AP.Position WLC as the WLAN controller that provides all the AP its configuration and also functions as a switch forall the wireless traffic, plus Intrusion Detection, Prevention services, spectrum monitoring/analysis and muchmore.•WLAN Controller allows for easy and quick configuration of multiple AP’s without having to manually configureeach and every one. It also eliminates the need to re-architect customer wired network to host a WLAN. As youmight assume, scalability is greatly improved.•Also Mention sub sec high availability and non stop functions when customer is keen to evaluate a controllerbase WLAN.
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