1.
WLAN Competitive Battle Card & Positioning
Samuel Liu, Business Development
Campus & Branch, Asia Pacific 2013

2.
2 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Agenda
Key Feature Spec for RFP
Product Positioning
Ordering
Customer Attribute
What competitors are saying…
 How to sell around?

3.
3 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
COMPETITIVE MATRIX (RFP response)
Common Feature Set Juniper Aruba Cisco H3C/HP Ruckus Meru
High Availability     O 
Virtual Cluster  O O × × 
HA Licensing 
Dynamically increase
member controller AP
cap to max.
× × × × ×
Non Stop Operation 
ISSU
Support N:1, N:N
Failover < 0.1 sec
No Session Time Out
×
(AP Reboot, failover
~8s)
Session may timeout*
×
(AP Reboot, failover
~61s)
Session Timeout
× ×
Active/Standby
need Manual
Failover
×
VM Controller  × O
Not full feature
× × 
Spectrum Analysis/Mitigation 
ACP

ARM

CleanAir
O
(require HW NMS)
O
ChannelFly

WIPS/IDS – WiFi Security     O 
Req. additional
License
VLAN Pooling   × O × ×
Built In Location Awareness  ×  × × × 3rd Party
Only
Client Access Control, Device
Security & Management, Firewall,
VPN

Smartpass,
MAG, Pulse

Amigopod, Built in VPN,
NAC
O
NAC only
O O O
Wired & Wireless Integration
Single management PoE & AP
 O  O × ×
Airtime Fairness, QoS, WMM, SVP    O
QoS, WMM only
 
802.11n 3x3:3 High Density AP 
Ultra High Performance*
    

4.
4 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
Common Feature Set Juniper Aruba Cisco H3C/HP Ruckus Meru
Advance RF/WLAN Management 
Junos Space,
Ringmaster

Airwave

WCS
× × 
Zero Config, BYOD, Device
Fingerprint

Smartpass Connect

Clearpass

ISE
O O O
Remote Branch AP    O O O
Local Switching with AP to AP
tunneling, L2 & L3 Roaming
 × × × × ×
COMPETITIVE MATRIX (RFP response)

5.
5 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
WIRELESS CONTROLLER POSITIONING
SOHO
Branch
Mid Size
Branch
Medium to Large campus, Stadium, High Density Virtualized
Juniper WLC2
4 AP
WLC8
12AP
WLC800R
16-128AP*
Max 4096 AP per
cluster
WLC880R
16-256AP*
Max 4096 AP per
cluster
WLC2800
64-512AP*
Max 4096 AP per
cluster
VM MSS 9.0 Full Feature
~256 AP* per VM
Max 4096 AP per cluster
Aruba 600 series 600 series 3000 series
(8 or 16AP)
3000 series
(8 or 16AP)
6000/7200 series
(~2048AP)
×
Aruba had virtualized a trimmed
down ArubaOS and run it on its
Instant AP
Cisco 2500 series 2500 series 2500 series 5500 series 5500 series
WiSM2
(up to 500AP)
vWLC
v7.3 or higher Not full feature
No IPv6, Mesh, HA,Multicast, etc
Ruckus ZD1100 series ZD1100 series ZD3000 series ZD3000 series ZD3000 series
ZD5000 series
×
Meru MC1500
(50AP)
MC1550
(50AP)
MC3200
(200AP)
MC3200
MC4200
(500AP)
MC4200
MC6000
(5000AP)
MC1550-VE (50AP)
MC3200-VE (200AP)
MC4200-VE (500AP)
HP
Procurve
MSM710
(10 AP)
MSM720
(10-40AP)
MSM710
(10 AP)
MSM720
(10-40AP)
MSM760
MSM765
(40-200AP)
MSM760
MSM765
(40-200AP)
× ×
HP
H3C
WX5002-64
(10-40AP)
WX5002-64
(10-40AP)
WX5004
(64-256AP)
WX5004
(64-256AP)
WX6103
128AP
1280AP per chassis
×

6.
6 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
ACCESS POINT - POSITIONING
Brand Single Radio
Low Density
SOHO
Dual Radio
Low/Mid Density
Enterprise
Dual Radio
Mid Density
Enterprise
Dual Radio
High Performance High
Density
(3 Stream)
Enterprise
Juniper WLA321
~$395
WLA322
~$595
WLA522
~$725
WLA532
~$1095
Unique Strength 32 SSID
Max: 500 MAC addresses
64 SSID
Max: 500 MAC addresses
64 SSID
Max: 500 MAC addresses
64 SSID
Max: 500 MAC addresses
Aruba AP90 Series
~$499
AP100 Series
~$799
AP100 Series
~$799
AP130 Series
~$1490
Cisco Aironet 600
Series
N/A
Aironet 1600
Series
N/A
Aironet 1600
Series
N/A
Aironet 2600/3600 Series
$1495
Ruckus ZoneFlex7343
~$499
ZoneFlex7363
~$599
ZoneFlex7962
~$999
ZoneFlex7982
~$1099
Meru AP110
AP1010
AP1014
AP1020 AP320 AP332
HP Procurve MSM410 MSM430 MSM430 MSM460/ 466/466-R
HP
H3C
WA2610E-AGN
WA2612-AGN
WA2620E-AGN
WA2620-AGN
WA2600i
WA2620E-AGN
WA2620-AGN
WA3600i
*prices are quoted in USD

7.
7 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
GUEST/VISITOR ACCESS MANAGEMENT
Juniper
Smartpass
Aruba
Amigopod
Cisco
Mobility Anchor*
Unique UserID & Password   ×
Bulk Gen Guest ID & Password  × (import only) ×
Coupon template1   ×
Policy Based Control /Access
Privilege (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 to
simplify self provisioning1
  ×
Available as Software only or
Appliance
 O
Appliance Only
O
Part of the WLC*

8.
8 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
BYOD – DEVICE PROVISIONING
Juniper
Smartpass Connect
Aruba
Clearpass
Cisco
ISE
Cloud-hosted provisioning for
endpoint devices with 802.1x
support
  ×
Automatically configure 802.1X
endpoint devices via a web user-
driven wizard.
  
Support Windows XP, Vista and 7
Mac OS X
iOS - iPhone, iPad and iPod
Android
  
Secures connections with both
password-based (PEAP, TTLS)
and certificate-based (TLS)
authentication.
  
Support & Extends Microsoft CA
infrastructure to diverse and
unmanaged devices, including
personal (BYOD) and IT owned
laptops, phones, and tablets
  ×

9.
9 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
COMPETITIVE ANALYSIS – CLOUD & HIVE
Common Feature Sets Juniper Aerohive Meraki
Centralized Administration  O
Relies on Cloud, performance
issue, and DC availability

Relies on Cloud, performance
issue, and DC availability
Non Stop – No Single Point of Failure 
ISSU

Cloud, Cooperative

Cloud
VM Controller  × ×
Cloud
Spectrum 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 Management
Wired & Wireless Integration 
EX & Junos Space ND
× 
Meraki Access Switch + Cisco
Airtime Fairness, QoS, WMM, SVP   ×
802.11n 3x3:3 High Density AP   
Advance RF/WLAN Management 
Junos Space, Ringmaster

Hivemanager

Enterprise Cloud Management
Zero Config, BYOD, Device Fingerprint 
Smartpass Connect
 
Remote Branch AP
Persistent AP
  
SSID 32/Radio 64/AP (2 Radio) 8/Radio 16/AP (2 Radio) 16/Radio 32/AP (2 Radio)

10.
What Ruckus is saying…

11.
11 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Antenna Technique Basic Approach WiFi Application
Adaptive Antennas (AA)
(Ruckus BeamFlex Approach)
Dynamically change the inherent directionality
of antenna patterns through digital switching of
many antenna elements, packet by packet,
with closed-loop optimization on achieved
throughput
Proprietary Technology to improve downlink
signal quality in most circumstance.
Polarization Diversity (PD)
(Ruckus BeamFlex Approach)
Adapt antenna orientation to send and receive
vertical and horizontal waves, selectively
Crucial for ensuring signal quality in today’s
smartphone and tablet driven client base (with
arbitrary position and orientation)
BeamFlex (Ruckus) vs WLA532 TxBF
Antenna Technique Basic Approach WiFi Application
Transmit Beamforming
Implict & Explicit mode
(TxBF 802.11n standard)
Use on-chip signal processing to alter phases
of multiple transmit signals, to generate
stronger signal at client location
Provide modest downlink performance
enhancement with either implicit mode (no client
feedback) or exceptional performance with
explicit feedback from clients
MIMO or Spatial Multiplexing
(802.11n standard)
Send two or more coded streams at once Doubles or triples data rates when conditions
allow; essential to high 801.11 data rates
Maximal Ratio Combining
(802.11n standard)
Combine multiple received signals to improve
signal strength
Better uplink signal quality in most
circumstances

12.
12 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Maximal Ratio Combining (802.11n standard)
•Combine multiple received signals received from multiple antenna to improve signal
strength (to resemble a single spatial stream)
•Effectively increases the receive sensitivity, solely through the use of DSP

13.
13 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
TxBF vs Ruckus (BeamFlex)
Explicit
TxBF
Implicit
TxBF
BeamFlex
Increase
Coverage
Area
O O 
Increase
data rate
available at
> distance
  
Multiple
Receiver
O O 
802.11n
device
  
802.11a/b/g O  

14.
14 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
How to sell around this?
Ruckus How to sell around
Beamforming WiFi Clients that are already predisposed to being sticky become very sticky and might not
able 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.
Strategy
Use WLA532 to sell against Ruckus, field trial had shown that it coverage capability matches
ZoneFlex7982 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 wireless
market. These were perfect for small scale wireless network solutions that needed no more than 10-15 clients
per access point or were just providing “hot-spot” type of services. Each AP functions in its own entity, and needs
to be manually configured for the network and to match the security settings you would want running on your
network. 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 essence
Ruckus 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 for
all the wireless traffic, plus Intrusion Detection, Prevention services, spectrum monitoring/analysis and much
more.
•WLAN Controller allows for easy and quick configuration of multiple AP’s without having to manually configure
each and every one. It also eliminates the need to re-architect customer wired network to host a WLAN. As you
might assume, scalability is greatly improved.
•Also Mention sub sec high availability and non stop functions when customer is keen to evaluate a controller
base WLAN.