Ruckus Networks' presentation for the Purdicom Open Day - The Ruckus Edge: Networking Solutions

1. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
The Ruckus Edge:
Networking Solutions
July 2019
1

2. Copyright 2019 – ARRIS Enterprises, LLC. All rights reservedPRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc | v192
CONNECTIVITY IS EVERYWHERE.
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3. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
ENABLED BY
RAPIDLY EVOLVING NETWORKS.

4. Copyright 2018 – ARRIS Enterprises, LLC. All rights reserved
Ruckus delivers:
Great end-user
experiences
Lower cost per connection
Simpler
networking
4© 2018 ARRIS Enterprises, LLC. All rights reserved.
Our Value Proposition

5. Copyright 2019 – ARRIS Enterprises, LLC. All rights
reserved
CONTROLLERS &
ACCESS POINTS
SWITCHES
PRIVATE LTE &
IN-BUILDING CELLULAR
(CBRS)
SECURE NETWORK ACCESS
SOFTWARE
ANALYTICS &
LOCATION SOFTWARE
IoT ACCESS NETWORKS
Ruckus Networks builds:
Converged wired and wireless networks
for enterprises and service providers
5 © 2019 CommScope, Inc. All rights

6. PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc. | v196 PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc | v196
HIGH DEVICE DENSITY
HIGH INTERFERENCE
HIGH LOSS
Test us. We’ll prove it.
Start With WiFi
6
© 2018 ARRIS Enterprises, LLC. All rights reserved.

7. PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc. | v197
IOT Is The Challenge and the Opportunity

8. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
Device specific network
THINGS
New Networks for the New World
SERVICES
Ruckus IoT Suite
+
2
Ruckus IoT
Modules
(BLE ZIGBEE
LORA)
1
IoT-ready
APs
3
WLAN
Controller
4
Ruckus IoT
Controller
+
Replaces Device Specific Network
AP
I

9. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
Most Likely Scenario Your Customer Is Encountering
9
For whatever reason most of our customers have Ruckus Wi-Fi but
have another company’s switches✓
✓ 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%

10. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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
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

11. Copyright 2018 – ARRIS Enterprises, LLC. All rights reserved
A Single Pane of Glass
11

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Converged Network Management
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 It
Fast & Flexible
Deployment
Auto-discovery and auto-provisioning of
APs and switches
Get your network up and
running quickly. Reduce
guesswork, manual
administration and
deployment time
Why 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

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Ultra-High Resiliency SmartZone delivers intra-cluster,
and inter-cluster failover including
georedundancy with active/active
clusters
Protect against
catastrophic failures and
deliver higher availability
vs. traditional hot
standby
How Ruckus Does It
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.
Why It’s ImportantCustomer Benefit
Converged Network Management

14. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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
Scalability
Ruckus offers scalable and flexible deployments without the
need for costly chassis based systems.
Unlike the competition

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Superior Performance
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

16. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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

17. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
Objection Handling
This Section Focuses On Handling Customer Objections & Common
Misconceptions
17
“Ruckus hasn’t got a switching pedigree”
“A switch is just a switch”
“Ruckus doesn’t have a solution for the core”
✓
✓
✓
“We already know Cisco/Aruba/Juniper, and don’t
want to retrain our teams on Ruckus”✓

18. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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
➢ ”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
➢ “And we have continued to invest heavily in R&D. Within the last 12 months have
launched two new hardware platforms (ICX 7650 & 7850) and three major software
updates. We have also integrated management with SmartZone & Unleashed and
additional switch launches are planned for the coming months”
2 3 4 51

19. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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

20. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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

21. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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”

22. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved
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.”

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Thank You!
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