This is a slightly different webinar event. • Do you want to gain a competitive edge by selling complete solutions and increasing deal sizes? • Do you want to learn how to provide valuable insight to your customers and convert more prospects? • Do you want to accelerate your revenue with dedicated promotions? Then look no further. This is a free sales training course that seeks to provide you with all of this and much more. Based on extensive market research this presentation addresses the entire end-to-end sales process. This is a different kind of sales training. We are not discussing technical features for any one product, but instead, we will cover the framework for a superior sales cycle through the lens of the customer. Here’s just some of what we cover in the sales training: • Identify how to start a conversation with your clients • We will jointly map out a path to ‘yes’ with your customer • How to deliver a unique message which your competition cannot compete with by pairing the RUCKUS Access Points to the RUCKUS Switching portfolio We aim to: • Provide you with the framework required to deliver a superior selling experience to the end customer • Teach you how to win a switching sales cycle from start to finish • Articulate an end-to-end story for ICX through the lens of the customer and the full RUCKUS portfolio This presentation is delivered by expert Sales and Market Development Manager Hasina Dhanji (Sales Acceleration at CommScope). Hasina has many years’ experience in the channel and is a superb presenter.

1. Hasina Dhanji
Sales Acceleration
EMEA Growth Engines:
Ruckus EDGE 1.0
2020

2. Enablement Goals
© 2020 CommScope, Inc.2
Teach sellers how to win a switching sales cycle
from start to finish
Provide our teams with the framework to deliver a
superior selling experience to the end customerü
ü
ü Articulate an end-to-end story for ICX through
the lens of the customer and our full portfolio
This is a different kind of sales presentation. It is not a pitch.
Rather it addresses the end-to-end sales process. We aim to:

3. 3
Most Likely Scenario Your Customer Is Encountering
For whatever reason most of our customers have Ruckus Wi-Fi but
have another company’s switchesü
ü Your customers have challenges perfectly aligned to our value
proposition*
*Investment drivers for Network
managers polled in IHS Market Study 2018
Replace Old Equipment 71%
Lower the Cost of the Network 66%
Traffic Growth 58%
Gain Insight into the Network 53%
© 2020 CommScope, Inc.

4. 4
Investment Priorities in Networking
73%
71%
66%
61%
60%
58%
58%
57%
54%
53%
0% 10% 20% 30% 40% 50% 60% 70% 80%
IMPROVED NETWORK SECURITY
REPLACE OLD EQUIPMENT THAT HAS REACHED END OF LIFE
LOWER THE COST OF NETWORKING
ENABLE USER MOBILITY
SUPPORT NEW TYPES OF DEVICES
TRAFFIC GROWTH
SUPPORT LOCATION-BASED SERVICES
EXTEND NETWORK ACCESS TO NEW AREAS
MOVE USERS FROM WIRED TO WIRELESS ACCESS
GAIN BUSINESS INSIGHTS FROM NETWORK DATA
Source: © 2018 IHS Markit
© 2020 CommScope, Inc.

5. 5
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Identifying
Opportunity
The Sales Cycle Explained
Closing
Setting this map in your head, this will enable us to differentiate by delivering
a superior selling experience to the end customer
© 2020 CommScope, Inc.5

6. 6
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Closing
Identifying
Opportunity
Identifying an Opportunity
The Customer Psyche
“Why am I here?” The customer is blissfully unaware of the situation or doesn’t completely
understand the problem.
2 3 4 51
© 2020 CommScope, Inc.6

7. 7
Defining A Switching Opportunity
Ø This is an opportunity
because we can enhance
the overall performance
of the network to run
applications and deliver
services
Ø This is an opportunity
because the new
wireless standard will
require multi-gig
switches to exploit the
full potential of Wi-Fi 6
(11.ax)
Does the customer have
an aging switching
infrastructure that is at
least 5 years old?
Is the customer planning
the deployment of a new
wireless refresh (Wi-Fi
6)?
Does the customer have
separate wired/wireless
management platforms
with configuration and
troubleshooting issues?
Ø This is an opportunity
because the customer
has a network that is
creating massive
overhead costs due to
the inability to effectively
manage the network
…if the customer answers “yes” to any of these you have an opportunity
Does the customer need
to rapidly deploy a mission
critical applications or
services?
Ø This is an opportunity
because the customer
needs a solution that
manages policies
uniformly and enables
automated deployment
of the wired and wireless
infrastructure
2 3 4 51
The basic criteria and should be asked every time you are in a wireless opportunity or account
© 2020 CommScope, Inc.

8. 8
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Closing
Identifying
Opportunity
Setting the Buyer Criteria
The Customer Psyche
The customer is now considering how he is going to address his challenge
2 3 4 51
© 2020 CommScope, Inc.8

9. 9
Setting the Buyer Criteria
Talking to the customer and setting the buyer criteria is a way to differentiate and allows
the customer to make an informed decision.
Statement
Ø I think that having a seamless
management layer for both
your switching and wireless
will address your problems
Why This Is Important
Ø Management allows you to
have full visibility into the
network, allowing you to
troubleshoot faster and
configure your network
quickly and cost effectively
Management
Statement
Ø Having a multigigabit
switching network will
enable your next
generation wireless
deployment to deliver
performance and services
Why This is Important
Ø Multi-Gig optimizes next
generation wireless,
increasing performance
and reducing cost
Performance
Statement
Ø Having a scalable modular
switching network will address
your issues of concern with
OPEX
Why This is Important
Ø A scalable form-factor
network can simplify set-up,
management, and security to
minimize troubleshooting,
make upgrades easier
ensuring excellent throughput
and investment protection
Scalability
2 3 4 51
© 2020 CommScope, Inc.

10. 10
Setting the Buyer Criteria: Low-Touch Management
Ø High OPEX costs to manage the
network
Ø A high-performance network with
high resiliency to deliver data-rich
applications
Ø Greater visibility and insight
needed from the network
Ø Tight delivery schedule
Ø Speed to deployment via a simplified
network architecture
Ø Unified and proactive management
with reduced OPEX
Ø Superior data visualization
capabilities to allow insight into the
network
Customer Challenge Buying Criteria
A major, multi-national pharmaceutical company with over 50,000 employees, and
200 sites.
2 3 4 51
© 2020 CommScope, Inc.

11. 11
11
Ø Old and aging switching
networking (at least 5 years old)
Ø Large campus and network run
by limited IT staff and budget
Ø Too much time spent on
managing wired and wireless
separately
Ø Issues with management and
reporting platforms with little
visibility into the network
Ø A high-performance, scalable
network with exceptional
throughput and investment
protection
Ø Consolidated wired and wireless
management to simplify network
deployment and troubleshooting
Setting the Buyer Criteria: Scalability
ScalabilityA fully accredited University with multiple departments and almost 15,000 students. They
had 1000 Ruckus APs with another vendors switching. The university has been upgrading
the campus and expanding faculties and dormitories.
2 3 4 51
Customer Challenge Buying Criteria
© 2020 CommScope, Inc.

12. 12
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Closing
Identifying
Opportunity
The Value Proposition
The Customer Psyche
The customer is now asking himself why he would want to buy from you! Remember that we
cannot win on product differentiation alone. The superior sales experience is going to make
the difference.
2 3 4 51
© 2020 CommScope, Inc.12

13. Our Switching Value Proposition
Price: Performance
Deliver the power and
performance your applications
require, at a cost your business
demands
Pay as you grow
Conserve CAPEX and OPEX as you
grow the network by deploying
upgradeable fixed switches.
Ruckus automates provisioning of
APs and switches using a single,
common, zero-touch approach
2 3 4 51
When pairing a Ruckus Switch to a Ruckus Wireless network, customers enjoy three major
benefits and our solution is 20% cheaper to acquire and 42% cheaper to operate over 5 years
than that of our nearest competitors
Converged Management
Spend less time and money by
managing all your network
elements through a single
interface
Ruckus delivers chassis-level
capability without the cost and
disruption associated with forklift
upgrades
Lower Total-Cost-of-Ownership
with Ruckus; 20-40% lower costs
to deploy and manage an
enterprise grade network
Differentiator
Value Proposition
© 2020 CommScope, Inc.13

14. How To Position: Converged Network Management
2 3 4 51
Solve Network
Problems Quicker
Common wired and wireless dashboard for
simplified diagnostics and troubleshooting
Enable IT to react quickly
to unexpected events
How Ruckus Does ItWhy It’s ImportantCustomer Benefit
All In One
Management
SmartZoneOS includes guest access,
reporting & analytics as well as other
features
You don’t need extra
hardware or software
Ruckus offers greater convenience to their customers with the
ability to manage and configure your existing wireless estate and
switching network through a single pane of glass
Unlike the competition
Multi-Tenancy SmartZone enables creation of zones and
tiered tenants to accommodate any
architectural or business requirement
Allows you to subdivide
your network to easily
more easily manage sites,
customers or deployment
types.© 2020 CommScope, Inc.14

15. 2 3 4 51
Pay-As-You-Grow License based port upgrades and scale-out
deployment models ensure that Ruckus ICX
networks can be expanded without the
need for costly fork-lift upgrades.
Aggregation and core ICX switches also
support stacking for unmatched scalability
Expand your network as
your business grows and
requirements increase
How Ruckus Does It
Flexible Deployment
Options
Stack over long distances using standard
ethernet optics for distances up to 10KM, across
wiring closets in a building or even between
buildings. Campus Fabric, Stacking or Cloud
Managed solutions are all available via simple
configuration changes.
Benefit from superior
scalability via flexible
stacking of the network
Why It’s ImportantCustomer Benefit
How To Position: Scalability
Ruckus offers scalable and flexible deployments without the
need for costly chassis based systems.
Unlike the competition
© 2020 CommScope, Inc.15

16. How To Position: Superior Performance 2 3 4 51
Price-Performance Multigigabit access in entry level switches.
Ruckus switches can be easily upgraded
allowing you to extract more value from
every switch
Eliminate overpaying for
performance and
optimize your wireless
through switching
Ruckus offers scalable performance even at the edge of the
network and together with high power PoE the ability to support
the most demanding applications– at a lower TCO
How Ruckus Does ItWhy It’s ImportantCustomer Benefit
Unlike the competition
Power Capacity Ruckus provides the latest power-over-
Ethernet (PoE) technology to deliver up
to 90 Watts per port to power high
performance IoT networks
Support advanced
wireless APs, and
advanced edge devices
such as video surveillance
equipment
© 2020 CommScope, Inc.16

17. If your existing Ruckus wireless customer doesn’t connect their
APs to a Ruckus switch, they cannot…
Deploy and manage an
enterprise-grade
network for 20-40%
lower costs
Power a high
performance network
supporting data-rich
applications to offer a
competitive edge
React quickly to
unexpected events by
effectively
troubleshooting and
managing the network
Ruckus Networks builds: Converged wired and wireless
networks for enterprises and service providers
2 3 4 51
© 2020 CommScope, Inc.17

18. 18
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Closing
Identifying
Opportunity
The Customer Psyche
“Why act now? I am going to stress test this.”
2 3 4 51
© 2020 CommScope, Inc.18
Objection Handling

19. 19
Objection Handling
This Section Focuses On Handling Customer Objections & Common
Misconceptions
“Ruckus hasn’t got a switching pedigree”
“A switch is just a switch”
“Ruckus doesn’t have a solution for the core”
ü
ü
ü
2 3 4 51
“We already know Cisco/Aruba/Juniper, and don’t
want to retrain our teams on Ruckusӟ
© 2020 CommScope, Inc.

20. Ruckus Hasn’t Got a Switching Pedigree
Customer Objection Statement
”Come on, Ruckus is a wireless company and doesn’t have a strong history of offering
switches. I am going to stay with Cisco and HP because they have a lot of functionality built
on many years of experience with the technology.”
Our Responses
Ø ”Ruckus actually has a rich history with switches. We have over 14,000 ICX customers
worldwide in all verticals. The Ruckus ICX portfolio has its roots in Foundry Networks, a
pioneer in wired networks and we own all of the intellectual property associated with the
innovations driven by Foundry and Brocade. CRN has recognised our7850 switches as their
“Networking Product Of the Year” boosting our reputation for ICX.
Ø “And we have continued to invest heavily in R&D. We have also integrated management with
SmartZone & Unleashed & Cloud and additional switch launches are planned for the coming
months. Our ICX line continues to expand, within the last 18 months have launched two new
hardware platforms (ICX 7650 & 7850) and several major software updates with more
planned.” 2 3 4 51
© 2020 CommScope, Inc.20

21. Ruckus Hasn’t Got a Switching Pedigree
A Long History of Investment and Innovation
1st
1G switch
1st
10G switch
1st
40G wiring
closet switch
1st
switch with
90W PoE
Campus
Network
Fabrics
1st
100G wiring
closet switch
BeamFlex
Adaptive
Antenna
Systems
1st
802.11ac
Wave 1 AP
1st
802.11ac
Wave 2 AP
1st
OpenG/LTE
Access Point
Cloud-based
Policy
Management
Founding
Member
CBRS
Alliance
2 3 4 51
© 2020 CommScope, Inc.21

22. A Switch Is Just A Switch
Customer Objection Statement
”Sorry, I understand that not all wireless was created equal, but a switch is just switch. I
don’t need anything more than PoE."
Our Responses
“Cheap consumer-grade switches may be “good-enough” in some environments but enterprise class WiFi
needs a strong foundation so that it can meet its full potential”
“As WiFi technology evolves and the sophistication of the functionality available within the AP increases
the need for an enterprise grade switching foundation becomes ever more critical”
“When matched to the customer requirements the Ruckus solution to be optimised to deliver the best
price and performance vs. any enterprise class competitive solution”
“Using a non-Ruckus switch to support a Ruckus WiFi network means that there is no way to take
advantage of current and future integration with SmartZone and unleashed.” 2 3 4 51
© 2020 CommScope, Inc.22

23. Ruckus Doesn’t Have a Solution for the Core
2 3 4 51
Customer Objection Statement
“The Ruckus ICX switch portfolio only includes PoE switches to support the APs, there are no
aggregation or core switches that deliver high performance core functionality.”
Our Responses
“ Ruckus ICX is specifically designed to deliver high-density core switching functionality with
sophisticated Layer 3 functionality across all interface speeds from 1Gbps right up to 100Gbps.”
“Ruckus ICX Switches can be clustered together to create powerful core switching systems which
outperform the largest chassis in both price and performance”
© 2020 CommScope, Inc.23

24. I Cannot Afford to Retrain My Engineers On ICX
2 3 4 51
Customer Objection Statement
“You know all of my engineers are very experienced with HP/Cisco/etc. switches and I don’t
want to go to the expense of retraining them.”
Our Responses
“It is very simple with ICX. The configuration command language of Ruckus ICX switches is very similar to
Cisco/HP. And you also have to think about the additional benefit that Ruckus SmartZone delivers with
simplified deployment, configuration and troubleshooting.”
“If training is required then Ruckus offers on-line self-paced courses to ensure that time away from the
office is minimised.”
© 2020 CommScope, Inc.24

25. 25
Ø Identify Top
Questions Needed
to Indicate a
Customer is Ready
to Invest in
Switches
Ø Set Buying Criteria
In-Line with Value
Proposition, Vital
to a Competitive
Edge
Setting Buyer
Criteria
Ø Value Prop is
Aligned to Your
Buying Criteria,
Challenge the
Status Quo
Value
Proposition
Ø Reassure Your
Customer Looking
for Comfort (e.g.
POC, Support)
Objection
Handling
Ø Create a Sense of
Urgency with a
Clear Call to
Action
Ø Assure the
customer of any
concerns
Closing
Identifying
Opportunity
Closing
The Customer Psyche
“What happens if I am say yes?” “Will I get burned?” “Will I get fired?” ”Will Ruckus work?”
2 3 4 51
© 2020 CommScope, Inc.25

26. 26
Closing
Customers don’t just buy technology. They also buy into the company. It is the
last hurdle. The things that we need to do to assure the customer.
Use references & case studies
Bring in Ruckus Sales where required
ü
ü
Proof of Concept. We usually win in a ”street
fightӟ
2 3 4 51
© 2020 CommScope, Inc.

27. 27