The document provides an overview of Xirrus' competitive landscape in the wireless LAN market as of August 2015. It summarizes Xirrus' key differentiators compared to competitors like Cisco, Aruba, Aerohive, Ruckus, and Meraki. These include scalable solutions, application control at the edge, high speed 802.11ac radios, upgradable hardware, easy-to-use cloud management, and distributed control without single points of failure. Product comparisons are provided for 11ac Wave 1 and Wave 2 access points, showing Xirrus' competitive positioning. Market shares and strengths of the major competitors are also summarized.

1. Competitive Overview
August 2015

2. © 2015 Xirrus. All Rights Reserved.
• Overview
• Key Differentiators
• Product Comparisons
• Competitors
­ Aerohive
­ Meraki
­ Ruckus
­ Aruba
­ Cisco
­ Ubiquiti
Contents
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3. © 2015 Xirrus. All Rights Reserved.
Competitive Landscape
Competitor Highlights
• 51% enterprise WLAN market share, down from 60% several years ago
• Wins as the end-to-end provider or as the safe choice
• Limits wireless innovation as they protect much larger wired business
• Xirrus often gets in the door to address poor Cisco Wi-Fi performance
• 11% enterprise WLAN market share, second largest vendor
• Broad portfolio and emphasizes security, often leads with Clearpass
• Acquisition (Q1’15) by HP causing uncertainty with customers/channel
• Diluted message – controller-based (higher $) & controllerless (Instant)
• Have exhibited healthy growth following IPO in Nov. 2012
• Increased carrier focus has gained more Cisco attention
• Strong in hospitality and public access Wi-Fi
• Only vendor besides Xirrus with a strong performance message
• IPO in March 2014, raised $75M from equity offering
• Emphasize controllerless, lead with pricing, few differentiators
• Education, retail, and healthcare are key markets with increasing focus on EDU
• Emphasize ease-of-use with cloud management platform
• Acquired in November 2012 by Cisco for $1.2B
• No significant integration with Cisco of yet, positioned for SMB
• Cloud-only delivery model with pitch centered around ease of use
• Integrate many services for ‘free’ into cloud appeals to small customers
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4. © 2015 Xirrus. All Rights Reserved.
Key Xirrus Differentiators
Differentiator Xirrus Cisco Aruba Aerohive Ruckus Meraki
Scalability – 2 to 16 radio solutions to address broad density needs
and less equipment for reduced TCO
✓ ✗ ✗ ✗ ✗ ✗
App Control at the Edge – Visibility and policy control of 1300+ apps
in the AP for predictable performance
✓ ✗
Not on all
APs
1/2 the
apps ✗
1/10 the
apps
100% High Speed – Twice as many 11ac radios per AP with SW
programmable 2.4GHz/5GHz per radio
✓ ✗ ✗ ✗ ✗ ✗
Upgradable HW – Modular platform for technology and capacity
upgrades (incl. 11ac Wave 2) w/ no rip/replace
✓
Only 1
model ✗ ✗ ✗ ✗
Easy-to-Use Cloud – Zero touch set up, very simple management
interface, no central controllers ✓ ✗
Limited
funct
Very
complex ✗
No on-
prem
option
Distributed Control – Integrated controller with no single point of
failure, superior scalability, lower cost
✓ ✗
Instant
APs
Limited
perf ✗
Cloud
required
Multi-radio design – Dedicate radios for access or IDS/IPS, packet
capture, P2P, etc. – not shared use
✓ ✗ ✗ ✗ ✗ ✗
acXpress™ –Optimize performance by automatically segmenting
slow and fast clients between radios
✓ ✗ ✗ ✗ ✗ ✗
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5. © 2015 Xirrus. All Rights Reserved.
AP Competitive Product Positioning
AP Class Xirrus Aruba Cisco
11ac - High End
225
$1295+200
11n - Low End 103
$395+200
Ruckus Aerohive Meraki
3702
$1295+300
702
$495+300
R300
$395+125
11ac Wall Switch 205H
$695+200
H500
$365+125
370
$999
121
$499
630
$975
MR34
$1399
11n - Mid-range
115
$895+200
2602
$1095+300
7982
$1099+125
330
$999
630(11n)
$875
MR26
$1099
MR18
$649
Pricing shown is list price per AP plus prorated controller as applicable
620
$675
520
$350
R700
$995+125
205
$695+200
11ac - Mid-range
130
$649
R500
$645+125
320
$395
MR32
$799
1702
$695+300
700W(11n)
$495+300
XD4
$1595 (4 rad)
High Density
1130
$1399
XH2
$1395
T300
$1295+125
11ac Outdoor
11ac Wave 2 320
$1395+200
XD2
$1295
R710
$1295+125
11ac - Low End X2
$445
215
$995+200
2702
$1095+300
R600
$795+125
230
$799
1850
$?+300
270 (3x3)
$1595+200
1570 (3x3)
$5000+300
MR72
$1599
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6. © 2015 Xirrus. All Rights Reserved.
Competitive 11ac Wave 2 APs
Xirrus Aruba Ruckus Cisco
Model XD2-240 AP320 R710 AP1850
Radio modes 2-a/b/g/n/acW2 1-b/g/n
1-a/n/acW2
1-b/g/n
1-a/n/acW2
1-b/g/n
1-a/n/acW2
Radio bands 2-2.4/5GHz 1-2.4GHz
1-5Ghz
1-2.4GHz
1-5GHz
1-2.4GHz
1-5Ghz
11ac Wave 2 Radios 2 1 1 1
SU-MIMO Streams 4 4 4 4
MU-MIMO Streams 4 3 3 3
Max Bonding 160MHz 80MHz 80MHz 80MHz
Wave 2 Data Rate 3.47Gps 1.73Gbps 1.73Gbps 1.73Gbps
Antenna Type Internal Internal and External
options
Internal Internal and External
options
Uplink 2-GigE 2-GigE 2-GigE 2-GigE
Feature Differentiation TurboXpress, integ controller,
app control, 5 uplink modes,
acXpress
Controller and controllerless
(Instant) options, app control
(AppRF), ClearPass
Beamflex+ (directional)
antennas, adaptive
polarization (PD-MRC)
External antenna
option, controllerless
option
Power PoE+ (PoE limited) PoE PoE+ (PoE limited) PoE+ (PoE limited)
Warranty Limited Life Limited Life Limited Life Limited Life
AP List Price $1295 $1395 $1295 ?
Controller List per AP NA $200
NA w/ Instant
$125 $300
= Key Differentiators
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7. © 2015 Xirrus. All Rights Reserved.
Competitive High/Med End 11ac Wave 1 APs
Xirrus Aruba Cisco Meraki Meru Ruckus Aerohive
Model XR-620/630 AP215/225 2702/3702 MR32/34 AP822/832 R600/R700 AP230/370
Radio modes 2-a/b/g/n/ac 1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
822: 1-b/g/n, 1-a/n/ac
832: 2-a/b/g/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
Radio bands 2-2.4/5GHz 1-2.4GHz
1-5Ghz
1-2.4GHz
1-5Ghz
1-2.4GHz
1-5Ghz
822:1-2.4GHz,1-5GHz
832: 2-2.4/5GHz
1-2.4GHz
1-5GHz
1-2.4GHz
1-5Ghz
11ac Radios 2 1 1 1 822: 1; 832: 2 1 1
MIMO: Streams 620: 2x2:2
630: 3x3:3
3x3:3 11n- 4x4:3
11ac- 3x3:3
MR32: 2x2:2
MR34: 3x3:3
822: 2x2:2
832: 3x3:3
R600: 2x2:2
R700: 3x3:3
3x3:3
Antenna Type Internal Internal and External
options
Internal Internal Internal and External
options
Internal Internal and External
options
Uplink 2-GigE 215: 1 GigE
225: 2 GigE
2702: 2 GigE
3702: 1 GigE
1-GigE 1-GigE 2-GigE 2-GigE
Feature
Differentiation
Software prog
bands/modes, integ
controller, app
control, 5 uplink
modes, acXpress
Controller and
controllerless (Instant)
options, app control
(AppRF), ClearPass
Modular slot for
Wave 2, 3G/4G, etc.
(3702 only),
CleanAir, 3x4/4x4
antennas
3rd radio for WIDS/
WIPS, BLE on
MR32, integrated
features in cloud
Software prog band,
single channel
architecture
Beamflex+
(directional)
antennas, adaptive
polarization (PD-
MRC)
Plenum rated,
integrated controller,
app control
Power PoE+ PoE PoE+ PoE PoE PoE PoE
Warranty Limited Life Limited Life Limited Life
90 day controllers
Limited Life Limited Life Limited Life Limited Life
AP List Price $675 / $975 $995 / $1295 $1095 / $1495 $799 / $1399 $895 / $1295 $795 / $995 $799 / $999
Controller List
per AP
NA $200
NA w/ Instant
$300 $150/year
Mandatory Cloud
$300 $125 NA
= Key Differentiators
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8. © 2015 Xirrus. All Rights Reserved.
Xirrus Aerohive Ruckus Cisco Aruba Ubiquiti
Model X2-120 AP130 R500 1702 205 UNIFI AP AC
Radio modes 1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
1-b/g/n
1-a/n/ac
Radio bands 1-2.4GHz
1-5GHz
1-2.4GHz
1-5Ghz
1-2.4GHz
1-5GHz
1-2.4GHz
1-5Ghz
1-2.4GHz
1-5Ghz
1-2.4GHz
1-5GHz
11ac Radios 1 1 1 1 1 1
MIMO: Streams 2x2:2 2x2:2 2x2:2 3x3:2 2x2:2 3x3:3
Antenna Type Internal Internal Internal Internal Internal Internal
Uplink 1-GigE 1-GigE 2-GigE 2 GigE 1 GigE 2-GigE
AppCon No 700 apps No Yes (requires
additional hw)
Yes No
Cloud Yes Yes No*(analytics) No Yes No
Feature
Differentiation
XMS-Cloud/
EasyPass,
Price
Plenum rated,
integrated
controller
Beamflex+
(directional)
antennas
CleanAir Controller or
controllerless (Instant),
AppRF, ClearPass
Price,
simplicity
Power PoE+ PoE PoE PoE+ PoE+ PoE+
Warranty Limited Life Limited Life Limited Life Limited Life
90 day controller
Limited Life
90 day controller
Limited Life
AP List Price $445 $649 $645 $695 $695 $299
Controller List per AP NA NA $125 $300 $200 NA
Competitive 11ac Wave 1 Entry Level APs
= Key Differentiators
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9. © 2015 Xirrus. All Rights Reserved.
Xirrus Meru Cisco HP Ruckus Aruba Aruba Motorola
Model XR-320 AP122 700W 527 H500 205H 103H 7502
Number of Radios 2 2 2 2 2 2 2 2
Front Ethernet Ports 4 x GigE 2 x 10/100 4 x GigE 3 x GigE 4 x 10/100 3 x GigE 2 x 10/100 3 x 10/100
PoE Out Yes (11af) Yes (11af) Yes (11af) Yes (11af) Yes (11af) Yes (11af) No Yes (11af)
Uplink 1GigE 1 GigE 1 GigE 1 GigE 1 GigE 1 GigE 1 GigE 1 GigE
Wi-Fi
2x2:2,
11a/b/g/n/ac
2x2:2,
11a/b/g/n/ac
2x2:2,
11a/b/g/n
2x2:2,
11a/b/g/n/ac
2x2:2,
11a/b/g/n/ac
2x2:2,
11a/b/g/n/ac
2x2:2,
11a/b/g/n
2x2:2,
11a/b/g/n/ac
Frequency Bands 2.4, 5GHz 2.4, 5GHz 2.4, 5GHz 2.4, 5GHz 2.4, 5GHz 2.4 or 5GHz 2.4 or 5GHz 2.4, 5GHz
Mounting Options Wall US, EU, AU Wall US, EU Wall US, EU Wall US, EU Wall US, EU Wall US,EU Wall US,EU Wall US, EU
Pass through port Yes (RJ-45+PDB) Yes (RJ-45) No Yes (RJ-45)
Yes, channel for pass
through
Yes (RJ-45+PDB) Yes (RJ-45) No
On-prem Controller No Required Required Required
Optional but needed for
full functionality
Optional Required Optional
Max dimension (cm) 15x8.6x2.7cm 14cm(L), 13.6cm(W) 15.2x10.2x4.1cm 8.6x15x3.5cm
9x17x2.9cm 8.6x4x15cm 14x8.6x3.1cm 3.5x9.5x9cm
Power Options PoE,48VDC,12VDC PoE,48VDC,12VDC PoE,48VDC PoE,48VDC PoE, 48VDC PoE,48VDC,12VDC PoE,48VDC,12VDC PoE, 48VDC
Max Power 9W 9W 11.6W 12.9W
9.5W 13W 9.4W 6.5W
Cloud Management Yes No No No No No No No
AP Warranty Lim lifetime Lim lifetime Lim lifetime Lim lifetime Lim lifetime Lim lifetime Lim lifetime Lim lifetime
Controller Warranty N/A 1 year 90 days 1 year Lim lifetime 1 year 1 year 1 year
AP List Price $395 $499 $495 $549 $365 $695 $345 $395
Controller List per AP NA $250 $300 $200 $125 $150 $150
Competitive Wall Switch APs
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10. © 2015 Xirrus. All Rights Reserved.
Xirrus
Ruckus
Aruba
Aerohive
Ruckus
Model
XH2-120
T300
AP-270
AP1130
7782
MIMO
2x2 11ac
2x2 11ac
3x3 11ac
2x2 11ac
3x3 11n (2x2 narrow beam)
Radios
2.4GHz/5GHz
programmable
2.4, 5GHz
2.4, 5GHz
2.4, 5GHz
2.4, 5Ghz
Uplinks
2G
1G
2G (1PoE+)
1G
1G
SSIDs
16
16
16
Antennas
4-Ntype
30/Omni
6-Ntype / Omni or 80
deg Internal
4-Ntype
30/120/Omni Internal /
6-Ntype
Power
PoE+
PoE
PoE+
PoE+
802.3af or AC
Max Tx power
26dBm
23dBm
28dBm
Temp Range
-40 to 55C
-20 to 55C
-40 to 65C
-40 to 55C
-40 to 65C
Humidity
95%
95%
95%
95%
95%
Controller required
No
Yes
optional
No
Yes
AP Warranty
Limited life
1 Year
Limited life
Limited Life
1 Year
Special feature
Programmable radio,
controller less,
AppCon
Internal omni or
external 5GHz
antenna
Spectrum analysis,
Open DNS, integrated
TPM
TPM, on device
Radius, captive portal,
DHCP server, AVC
mesh;
List Price
$1,395
$1,295
$1,595
$1,399
$2,995
Competitive Outdoor 11ac Wave 1 APs
= Key Differentiators
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11. © 2015 Xirrus. All Rights Reserved.
• Test Description: 16 11ac clients connected to each AP in different combos (1
or 2 radios, 11n and/or 11ac, etc.) to find max throughput
• Conclusion: All competitors tested support only one 11ac radio per AP. Two
11ac radios on Xirrus APs delivered the best performance.
Miercom Report: 11ac AP Performance
http://www.xirrus.com/miercom11ac
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