The document discusses the evolution of network convergence, highlighting the importance of automation, low latency, and high-quality voice services. It presents the strengths and weaknesses of the Extreme Networks solutions compared to competitors while emphasizing the need for simpler, more efficient network management. Additionally, it explores future opportunities and threats within the networking landscape, including the impact of cloud services and emerging technologies.

1. XYZ Account Challenges
What is Convergence all about?
Solving the Tough Stuff!
 Simplify (using the network)
 Device Creep(Demanding Users)
 Keeping the lights on (Automation)
 Experience Matters (w Security)

2. Visionary - 2015 Magic Quadrant for the
Wired & Wireless LAN Access Infrastructure
Visionaries have demonstrated the ability to increase features to
provide a unique and differentiated approach to the market.

3. Complexity verses Chaos Index
Complexity
Resources
VoIP
Compute
Storage
IOT
Wired &
Wireless
VM

4. CONVERGENCE (In the beginning1996)
Vertically To Horizontally
Metro
NETWORK
MODERN
ENTERPRISE
Metro
NETWORK
ENTERPRISE
NETWORK
Video
Voice
T1ServicePSTN
Internet
PABX
DATA
Virtualized Applications
VoIP & Video Service
Switching & Routing
Enhanced Services
Differentiated Access
Ethernet with “ATM like” QoS delivers toll-
quality voice even under adverse
congestion conditions
• low latency (.1ms),
• low jitter (.01ms)
• zero packet loss
Performance w features turned on (L3
built-in).
L2 “SONET Like” convergence

5. Next Generation Ethernet (15 years experience)
Data Center
Consumer Electronic
Metro
Enterprise
Simplicity is the killer app.

6. Convergence 1.0 (Milliseconds)
Policies:
QoS,
VLAN,
802.1X
LLDP,
CDPv2
Preparation OperationPBX
L3
EAPS
I/O
I/O
Port
PortPort
Port
 Ethernet w “ATM like” QoS
 low latency (.1ms),
 low jitter (.01ms)
 zero packet loss
 Performance with features
turned on.
 L3 built-in.

7. Convergence 2.0 (Microseconds')
Page 7
Each network-tier
adds another two
hops, which adds
latency.
Ultralow Latency
Lossless Ethernet,
Virtualization,
Preparation Netsite Operation
Bandwidth requirements
doubling every 12 - 24 months.
Latency impacts
system performance.
Motion

8. Convergence 3.0 (Automation/ Seconds')
Page 8
Preparation Netsite Operation
Open Multi-Vendor-led API
Flexibility and choice
OpenDaylight-Based Controller
Wi-Fi Analytics Security Policy
Extreme’s SDN Platform
 Lync Traffic Engineering
with Purview Analytics
Service Insertion
 Multi-Tenant Networks
Automation and
Orchestration
 Self-Provisioned Network
Slicing (Proof of concept
Implementation)
Physical and Virtual
Infrastructure (Extreme
and 3rd Party)
Greenfield
or
Brownfield
EXOS: OpenFlow 1.3
Simple
Operation

9. Sustain
Market position
Drive Market
Share
Fast Follower approach
Rinse
and Repeat
Re-engineer/
Cost Reduce
30%
30%
30%
Don’t exceed 60% to stay incumbent vendor
Extreme is the goldilocks
of the network business.

10. Why Choose Traditional Technology?
Z
BUS
Y
CPU
X I/O
fn(x,y,z)

11. Why Choose Switching Technology?
Y exceeds your need
Z exceeds your need
X exceeds your need
Z
Latency
Y TCAM
X ports
fn(x,y,z) What If?
Then?
Simple Repeatable (Fit with Platform Design Equity)
Control (Broad based Policy, Analytics & Security)
User Experience (Fast, Invisible & Mobile)
Good
Fast
Cheep

12. • High density 40Gb
• Spine aggregation
• 40Gb speed ToR
• Low Latency
• PTP
• High density 10Gb
• Leaf edge switch
• 10Gb speed ToR
• Low Latency
• PTP
• 10Gb ToR switch
• Data Center Leaf/
Edge switch
• 40Gb uplinks
• 10Gb ToR
• Leaf edge switch
• Low Latency
• PTP
• 48 port 10Gb
• Campus Edge
• Data Center
16 & 10 x 10Gb
• SFP+ & 10GBASE-T
• LAN Edge/Aggregation
• Enterprise modular
systems
• Compact 10Gb
systems
48 x 10Gb Ports 64 x 10Gb Ports 64 x 10GbPorts 72 x 10Gb Ports 104 x 10Gb Ports
X670-48x X670V-48t X670-G2-48x X670-G2-72xX620 X770
Scale, Features, Performance
X440-G2 X460-G2
• 160Gbps Stacking
• L3 & MPLS
• AC/DC PSUs
• DC for 1GbE to 10GbE
transition
• 1500W POE+
• Reverse Air Flow
• Timing & OAM
• 40Gbps Stacking
• L3 Edge
• 100 - 500 user
network
• Edge of large
enterprise, SMB, or
campus
X450-G2
• 84 Gbps Stacking
• L3 Advanced Edge
• 500+ user network
• Edge of large
enterprise
• Power redundancy
• High POE+ Budget
Fixed Stackable Gigabit
Edge Switches
Fixed Stackable 10Gb/40Gb Switches

13. Ask the hard question?
• With all the crazy discounts?
Asymmetric warfare
Would you take it for free?
Not symmetric warfare

14. Extreme SWOT Analysis
Strength's
 Better Experience through
simpler solutions that deliver
long term value.
 Products – one wired and
wireless platform
 Customer Care – Strong 1st
call resolution
Weaknesses
 No storage or Compute
 No FiberChannel
 No FireWall
Opportunities
 Expansion through Strategic
Alliances and Acquisitions
 Great Partners delivering
unique value.
 Simple Nimble approach
Threats
 The use of cloud services
is changing the business.
 White Box competitors
 High competitive rivalry
with Cisco and HP