This document provides an overview of Avaya's networking sales modules. It introduces Avaya's Ethernet routing switch (ERS) portfolio and wireless LAN solutions. The presentation discusses key topics such as virtualization, collaboration trends affecting sales, Avaya's unified access strategy, and pricing comparisons for wireless LAN controllers.
4. Virtualization Among CIO’s Top
Priorities
42% 77M
OF COMPANIES ARE USERS WILL USE VDI TO
VIRTUALIZING OR PLANNING TO DELIVER CLIENT COMPUTING
VIRTUALIZE THEIR UC CAPABILITIES BY 2016 (UP FROM
APPLICATIONS 18M in 2012)
Nemertes Research, March 2012 Gartner Forecast: Hosted Virtual
Desktops, Worldwide, 2012-2016,
2012 Update
4
5. Three Trends That Will Affect How
You Sell…
Consumerization Virtualization Collaboration and
of IT the cloud
Implication: Implication: Implication:
The network will All applications will be Your application
manage devices that in the data center…who performance will be
you sell and that access controls the data more dependent upon
your applications center? the network, than the
application
And what about VDI?
5
6. “Avaya Networking has a strong track record of innovation…this
is the same company that invented Stacking in the late 90’s and
were the first to market with Active-Active high availability…
pioneers of Ethernet Fabric…anyone not paying attention to
Avaya Networking should take another look.”
Zeus Kerravala,
ZK Research, 2012
6
7. Key components of UC deployment
UC/IPT
Vo WLAN
WLAN LAN
Mobile Devices
IP Telephone
Secure
Router
Remote / Mobile Worker
Branch Office
7
8. Avaya Networking - Data Centre to
Desktop
Network Management
Branch
Campus
VoIP Desk Data Centre
Sets VSP 9000
WLAN 8100 VSP 7000 Identity Engines
Wireless
SR 4134 Sets
ERS 8000 ERS 4000
ERS 5000 VPN Clients
AG 2330
Flare on iPad ERS 2500 Avaya Desktop Video
ERS 3500 Display
9
10. What does a typical LAN look like?
Wiring Closet 2nd Floor
Edge Switches
Wiring Closet 1st Floor
Comms Room
CAT5 cable to
floor boxes Ground Floor
Riser Wiring Closet
Core Switch
11
11. Meet the family
Enterprise Access
Top of Rack
VSP 9000
VSP 7000 ERS 8800
ec na m o r eP & eci r P
Modular
Stackable
r f
ERS 5xxx
ERS 4x00 Enterprise Core
ERS 3500 stacking to be introduced in Feb 13
ERS 3500 stacking to be introduced in Feb 13
ERS 3500
ERS 2500
Scale & Functionality
13
13. Availability
What about the nines?
9 9 9 9
99.5% availability unavailable: 0.50% =43.8 hours
Industry
99.9% availability unavailable: 0.10% =8.76 hours claim
99.99% availability unavailable: 0.01% = 52.56 minutes
Avaya’s
99.999% availability unavailable: 0.001%= 5.256 minutes claim
9
365 x 24 hr/y
9 9 9 15
14. Resiliency
Why is this so important?
IP tel users hang up Web users
the phone... experiencing long
response times.
Client/server en real- Most LAN networks
Start
time applications running recovered from
Network
into performance outage
outage
problems
1 6 10 25 … 45 seconds
Avaya Split Second Sub-second fail-over
fail over of a is a key requirement
link/switch
16
15. Simple overview of switch clustering
Failover Time Comparison Avaya Cisco
Public Network
4x 7x
Faster Faster
Core Switch
Link Failure Switch Failure
Edge Switches
• Sub second failover
• Call does not drop (survivable)
• All connections used at the same time –
Call between two Avaya IP Sets
nothing wasted.
17
16. Yes, but Cisco has VSS?
Virtual Switching
System VS Avaya’s Switch Clustering
• Only available since 2008 • Proven, available since 2001.
hundreds of references available
• Only available for high end
portfolio – reduced • Available across the complete
deployment options core portfolio for any size core
switches
• Complex set up and
maintenance • Simple configuration and
implementation, no special
• Special hardware and software software
needed - expensive and little
investment protection • Cost neutral hardware – no
additional or special
• Incomplete and expensive requirements
• Complete and proven solution
18
17. So what sort of network requires this?
30,000,000 MB
Total mobile data count
65,000,000
mobile text messages were sent and received
750,000
calls made from 6,000 landline VOIP phones
4,900,000,000 bytes of data delivered to
the Internet on behalf of the Games
1,200,000 meters of Cat5 cabling
installed to support 31,000 Ethernet ports
300,000,000
people visited www.vancouver2010.com,
representing 1.1 billion page views 19
19. Avaya Virtual Enterprise Network
Architecture
Data Center
Branch Office Enterprise Campus
A cloud grade network architecture
Specifically designed for real-time applications
21
21. Simple overview of Energy Efficiency
daytime Public Network
Components designed
to use less power
Low High
Throttle down CPU
usage overnight
• Automated switch over
control power to each
port Power down low
• priority devices
Designed with energy
efficiency in mind
23
25. Zero touch configuration with ADAC
ADAC – Auto Detection Network
Management
Auto Configuration
Call
Server
Enterprise LAN
IP Phone Ethernet DHCP • Simplified deployment of
Routing
Switch
TFTP
HTTP
an Avaya IPT deployment.
NTP • Automates the set up of
VLAN and QoS settings.
IP Phone sends LLDP packet
upon power up • Recent Independent
Ethernet switch invokes ADAC
testing quoted that an IP
after LLDP packet received Handset was setup witin
one minute.
IP Phone configured with
VLAN/QoS via LLDP from ERS
IP Phone DHCP for IP address
and fileserver address
IP Phone downloads
configuration file <1 minute
to provision
Dial tone established
27
26. One touch config for IP Office
• Available on R 5.0.1
• ‘runipoffice’ automatically
sets:
• VLANs
• QoS
• Default route
• Call Server address
• File Server address
• Allocates switchports for IP
Office, handsets & WAN.
28
27. Lifetime Warranty on Stackable Switches
• Lifetime Hardware Warranty
• Next Business Day Replacement
• Lifetime Technical Support
• Basic Technical support for life
•Basic Tech Support plus access to
patches for 90 days
• Optional Software Subscription
• Nominal fee for software updates
Industry-leading warranty that
complements Avaya’s
genuine TCO advantage
29
29
29. Stackable price comparison
• Updated for Jan 13.
• Pricing based on typical reseller purchase price
• Licence keys are applied to a whole stack rather than
individual licence keys on competitive products
31
30. 500 port network (switch clustered)
1x COM Management
Avaya Unified
Communications 2x ERS 5632 FD with
Management
Advanced Routing Kit
List Price for 500 Ports
45% s
ing
£ 100,000
sav
£ 80,000
£ 60,000
£ 40,000
£ 20,000
Avaya Cisco
£ 45,798 £ 83,066
11x 2550 Edge Switches
32
31. 1000 port network (switch clustered)
1x COM Management
Avaya Unified
Communications
Management
2x ERS 5632 FD with
Advanced Routing Kit
List Price for 1,000 Ports
54% s
£ 140,000
£ 120,000
ing
£ 100,000
sav
£ 80,000
£ 60,000
£ 40,000
£ 20,000
Avaya Cisco
£ 58,899 £ 126,784
21x 4550T Edge Switches 33
33. Recent Independent Testing
Miercom report for 2011
• Vs Cisco, Juniper and HP
• Plug & Play Edge
Deploy IPT endpoint in less than one minute
Key stats
• 26% more Energy efficient
• 233% more capacity
• 40% Less TCO
35
34. Is the network edge a commodity?
For hardware, yes: For software and network integration,
no…
Chip set End to end QoS
Processor Intelligent Set-up
Densities Simplified Support
Cisco HP Alcatel Juniper
End to End – Fabric Connect (SPB)
– Resilient Stacking – 18x throughput
QoS
Intelligent – Plug ’n Play in less than 1 min
Set-up – BYOD guest set-up in <10 sec
Simplified – Hot-Swap auto-config in < 2 min
Support – Auto IP phone energy savings >50%
36
35. Is resiliency important for your
business? What is the competition doing?
Avaya is the only supplier able to offer an unique resiliency model across
its full networking portfolio 37
36. How to compete...
What are the key strengths I should push against the following vendors?
Competitor Key strengths of Avaya versus...
Complex and expensive, Stacking is expensive and
inefficient, Limited Warranty.
Stacking, Price, No CLI like Cisco, No switching heritage,
WLAN not integrated, No end to end story and Warranty
Performance, limited 40G stacking at low end
Low Profile, limited interop stacking with rest of ENT
family, & performance
No PoE+ on smaller switch. Clustering rather than resilient
switching. Complex overlaps within portfolio.
The detail of how Avaya compete against each vendor is within the appendix 38
37. Quick reminder about the USP’s
Switch clustering
Energy Efficient
Cost comparison
Stacking capacity
Zero Touch Config
Lifetime warranty
39
39. The WLAN market landscape
• Enterprise WLAN market exceeded $2B in
2010
• 12% CAGR to $3.6B by 2015
• Popularity of WLAN enabled client devices-
BYOD- (smart-phones, tablets) forcing IT
departments adoption
• Video/Voice – The network killer app will
proliferate
• 802.11n penetration rate 49% for 2010;
reaching 100% for 2012
Source: Dell Oro January 2011
41
41
40. What does a typical WLAN
network look like?
CAT5 cable CAT5 cable
AP in ceiling Wiring Closet AP in ceiling 2nd Floor
Wiring Closet 1st Floor
Comms Room
Ground Floor
Riser Wiring Closet
Controller
42
41. IEEE 802.11 Standard direction
• Specifications for the 802.11 Physical layer
Physical and MAC Layers Data Rates – Mbps
• Backward compatibility
with legacy 802.11
standard
• Maximize spectral
efficiency and
performance
• Co-existence with other
device sharing the
2.4GHz and 5Ghz
frequency bands
43
43
42. What is Avaya Wireless LAN 8100?
• 802.11n wireless LAN solution
• Enables wireless network access and campus roaming
• Developed in-house by Avaya
• Compatible with any wired network
• Certified for healthcare environments: EN 60601-1-2 and Draeger
• Optimised for voice and multimedia
• Next-generation unified wired/wireless architecture
– Strong security
– Improved resiliency
– Improved performance/user experience
– Massive scalability
– Lower TCO
44
43. Today’s WLAN 8100 Portfolio
WAP 8120
WLAN 8100 Infrastructure
WAP 8120-E
WAP 8120-O WC 8180 WC 8180 -16L WLAN Management Software 8100
•Lower cost option for
•Support for up to 512
802.11n small branch deployments
APs (256 in first release)
Dual radio •Support for 16 APs
Optional Wireless Network Services
Voice/UC Video E-911 Guest Location Advanced
Management Services Security
Infusion
pump X
Avaya 3641/3645 Avaya Flare ADVD E-911 VoWLAN Unified Wired/Wireless Real Time Location Wireless Intrusion
IP Wireless Phones A175 integration Guest Manager (iDEngines) Tracking Detection/Protection
Ekahau/Aeroscout 45
44. VENA Unified Access
Today’s Model Unified Access
Data traffic
Control traffic
Servers
Servers
witihh
wt
va
aavailiaabee 000
l bl l 0
as s 1 nd 88
hhaee 1 2.00aand88
PP
N 2.
WLAAN .22oonCCR
WL 7 . n
R
VV7
Wireless Controllers Wireless Controller
(Application & control) (Control only)
• Overlay Network • Integrated Network
• More Users, More Money • Eliminate bottlenecks
• Constrained Capacity • Limitless Scale
• Lower TCO
46
45. Introducing Split Plane, the differentiator
Today’s Model: Next Generation Model: Control & Data separated
Control & Data combined
Wireless
Security Wireless
Switch Wireless Control
Wireless Point
Switching Point
Controller Appliance Wireless Switching
WC virtualized Point integrated to
(software only) edge/core switch
Dedicated to Dedicated to
control traffic data traffic
• Common platform for control and
data plane
• Appliance or housed in a Chassis
• Control and Data planes run on • Optimized H/W for
separate network elements required function
improving resiliency
• Flexible deployment options • Independent Scaling
47
47. Competitive - Wireless LAN
Capability Cisco Aruba Juniper
Know your • Strong Mindshare and • #2 WLAN Market-share • #9 market-share in WLAN
Market share (50%+ share) • Primarily WLAN only vendor • WLAN solution acquired
competitors • Expensive (typically 1.5x – unable to offer end to end from Trapeze in 2010
WLAN 8100) solution with voice/UC/CC • Networking vendor - unable
• Large marketing push on to offer end to end solution
BYOD with voice/UC/CC
Voice/Video over Wi- • Supports 50% more 802.11a • Support 50% more 802.11g • Avaya WLAN supports 160%
voice calls per AP voice calls per AP more video streams per AP
Fi support
Architecture • Lack of wired/wireless • As WLAN vendor, will need • No unified solution today
integration: Cisco’s hair-pin to rely on
solution is a far cry from true partnerships/acquisitions for
unification integrated solution
Portfolio breadth • Broad portfolio with range of • Broad portfolio with wide • Broad portfolio however
APs, controllers range of APs little innovation / new
• Strong investment and • Rich feature set with strong features since Trapeze
features security offering acquisition
Avaya: Better than competitor Same as competitor Worse than competitor
49
48. Real–Time WLAN Performance
Validated
Sessions WLAN 8100 Voice and Video Testing
Avaya
Industry
Average
Certified
= 23% =
More 31% =More
QoS performance VoWLAN call sessions video call sessions
Source: Miercom 2011 Test Results, Avaya versus: Cisco, Juniper (Trapeze), and Aruba
50
50. What is BYOD?
• Bring your own device is
• The trend of employees bringing their own device into the place of
work:
• Apple devices (iPad, MacBook, iPhone),
• Non standard issue devices.
• Why is this a growing phenomena?
• New technology appearing in the home before the workplace
• Employees become more efficient with their own devices.
• Industry reports vary from 10 to 20% more productive.
• Employee choice.
“
• Employer saves money on capital expense. Analyst TechMarketView
• Employees take more care of their own device. claims nearly 10 million UK
employees will be using
• Companies can adopt new technology quicker. personal devices in the
workplace by 2016.
”
52
51. Bring your own disaster!
1. Sensitive information is not as secure as device is mobile and
can be placed in risky environments.
2. Weak security tools/software
3. Outdated software.
4. Questionable content.
53
52. Building the Network ready for BYOD
CAT5 cable CAT5 cable
AP in ceiling Wiring Closet AP in ceiling 2nd Floor
Wiring Closet 1st Floor
Comms Room
Ground Floor
Riser Wiring Closet
Controller
54
53. Secure and Simple Guest Access…..
Avaya Identity Engines Guest Manager
Provision guests in under
10 seconds
Self provisioning kiosk
Detailed tracking and auditing
Unified wired/wireless
55
54. Device Fingerprinting
Secure and Enforce IT Compliance
Identity Engines IF
Ignition Server (identity = HR employee)
AND IF
(device = corp laptop)
Case 1 AND IF
(medium = wired)
Employee with
corporate laptop THEN
ALLOW & GRANT
FULL ACCESS
IF
(identity = HR employee)
Case 2 AND IF
Employee with (device = personal iPad)
personal iPad AND IF
(medium = wireless)
(same corporate
credentials) THEN
ALLOW & GRANT
LIMITED ACCESS
56
55. 3 key roles of NAC
(Network Access Control)
• To ensure that users are authenticated/checked before being
1• allowed access to the network
To set policies to determine what areas of the network
2 users can access
To prevent the network from being vulnerable from PCs and
3 devices that lack antivirus, patches or host intrusion prevention software
57
56. Identity Engines – the components
Core Application
Ignition The brains of the solution, performs central
Server
authorisation and authentication.
Ignition Checks connected devices to ensure that
Posture vulnerabilities are shut down.
Additional Applications
Ignition
Guest Secure guest, visitor and contractor access
Manager
Ignition Reports highlighting user info, failed
Analytics authentications, usage summaries, etc
58
57. Competitive - Access Control
Capability Cisco Aruba Juniper
Know your • Identity Services Engine (ISE) • MOVE / Amigpod / Clear Pass •Unified Access Control (UAC)
competitor • Strong brand & sales execution • Aggressive BYOD Marketing •Highly scalable
• Separated wired and wireless • Vendor agnostic •Large focus on BYOD
solutions • Good technology acquisition of •Complete solution includes IDS /
• Migration challenges from the Avenda Systems (Nov/2011) IPS and VPN technologies
CleanAccess solution • QuickConnect service for MAC OSX • FIPS certified
and iOS • Hardware product only – no
Virtual Appliance
Pricing • Very expensive solution • Expensive solution • Very expensive solution
• Seats & subscription based • Seats based • Seats based
End-to-End • Complete solution: UC, • Limited wired experience; • Networking vendor
Solution networking, and services primarily WLAN-only vendor • No UC portfolio
• No UC portfolio
Policy control • Limited policy granularity • Limited policy granularity • Limited policy granularity
& Directory • Limited directory integration • Limited directory integration • Limited directory integration
• Two solutions (original & new • Proprietary in certain areas e.g.
integration
Avenda Systems) EAP-JUAC protocol
Guest • Limited • Fair solution • Limited
management
Avaya: Better than competitor Same as competitor Worse than competitor
59
59. Simple intro to secure routers
• Delivers the survivable SIP Voice
platform for the Branch
IP Phones Analogue Phones PCs Wireless Aps Legacy PBX
• Consolidates Branch networking
functions into fewer, tightly-
LAN Switch
integrated devices
Consolidated
• Reduces network complexity functionality
• Streamlines capital & operational Firewall
VPN
costs
Wide Area Network
• Gives workers a high quality of
experience
• Regardless of which applications Secure Router
or services are enabled across the Data Centre
network
61
60. Unified Branch Solution
• Unified Branch Office Solutions
• Unified communication ready platform- FW – IDS – Enterprise class routing,
Ethernet without PoE, FXO / FXS, WAN
• Uniquely integrates with Microsoft OCS service and SCS (SR4134) and SIP
Survivability solutions (SR4134 / SR2330)
Mid Branch to Campus
SR4134
Small – Mid Branch Access
SR2330
AG2330 High End Converged Branch Routers
SR3120
Mid Tier
Converged Targets Branch Offices and
Survivable SIP gateway Outperforms comparable Cisco 2821
Branch Routers Enterprises and Service Providers
for centralized UC routers delivering more than 4x
systems, upgradeable
to full WAN routing
the throughput
Avaya’s Unified Branch Solutions match Cisco’s ability to enable UC / VoIP (1)
Source: (1) Avaya reporting, Tolly group reports
62
61. VPN Gateway 3050/3070
Virtual Appliance
No charge for Virtual Appliance – simply
Entry-level Virtual Appliance that can run download the virtual appliance software
on an existing PC or VM Server • The Virtual Appliance contains no licencing so
product must be licenced to enable functionality
• 3050 – supports up to 250 users / tunnels
Loadable to any VMware ESX or ESXi compliant hardware • 3070 – supports up to 1000 users / tunnels
.00
• 3090 – supports up to 5000 users/tunnels itthV9 .
wi
w h V9
Nw
Neew
• Simply purchase the desired licenses • Deploy as many Virtual Appliances as
(SSL & IPsec, IPsec, SPO, etc) needed
• Enable the functionality / capacity just • Use Clustering to obtain desired
like the hardware variants capacity
63
63. Unified Communications
Management Portfolio
Visualization
Performance Multi-vendor network discovery, root cause
& Fault Manager analysis, network topology maps
Portfolio Applications
Configuration &
Orchestration Manager
Configuration and element management
Enterprise Policy Network access control policies,
Manager bandwidth management, QoS
IP Flow Manager IPFIX collection, analysis & reporting,
top 10 applications and protocols
65
64. Configuration and Orchestration Manager (COM)
What is it?
• Offers centralised configuration, provisioning and
troubleshooting for enterprise-wide devices and technologies
• Delivers simplified element management with role-based
access privileges and audit trails
• Offers management for LAN and WAN products through
plug-ins
Why is it needed?
• Network services and protocols are becoming more
complex, causing increased difficulties related to installation
and configuration
Value Proposition
• Reduces configuration setup time and saves operational
costs
• Protects the network from unauthorised changes
• Facilitates faster configuration and changes to the network
• Reduces the potential for network downtime Base license price £1,875
• Decreases the likelihood of configuration and provisioning Part Code: AH2735001-2.3
errors
66
65. Visualization Performance
& Fault Manager (VPFM)
What is it?
• Delivers discovery, troubleshooting and performance
management of all IP/SNMP devices in multi-vendor
networks (both voice and data)
• Gives detailed topology maps of the IT infrastructure
including network devices, IP phones, servers and
applications
Why is it needed?
• Administrators need to know what is on their
networks and determine the root cause of problems
Value Proposition
• Reduces complexity
• Decreases MTTR
• Proactive solution
• Lowers TCO through fault management Base license price £3,620
Part Code: AH3313109-2.3
67
66. IP Flow Manager (IPFM)
What is it?
• Manages network usage monitoring, abuse investigation
and growth planning
• Analyses applications, protocols and user activity based
on IP Flow data captured from Ethernet Routing Switches
Why is it Needed?
• Lack of visibility into who and which applications are
consuming network resources and bandwidth
Value Proposition
• More informed/accelerated resolution/planning decisions
• Ability to resolve issues before they impact productivity
• Reduce TCO associated with planning/diagnosing
performance and abuse investigation Base license price £3,045
Part Code: AH3313149-2.0
68
67. Enterprise Policy Manager (EPM)
What is it?
• Allows network administrators to manage network
bandwidth, prioritise traffic streams and set network
access policies
• Enables critical applications to receive the right QoS and
users to be granted access to the appropriate applications
• Provides a rapid response to resolving new network
threats
Why is it needed?
• Sensitive Applications such as voice need prioritising
• Network/application access by users must be controlled
Value Proposition
• Increases overall security and application performance
• Reduces complexity and simplifies provisioning of
consistent polices
Base license price £2,477
• Protects network resources Part Code: AH3313103-5.1
69
69. Pulling it all together
Services: Location, RF Data Centre
Security (WIDS/WIPS)
Internet
Management
Services Aura IPT solution = 100K
Core
Wireless
Controller LAN 35K
+ Wireless 8K
Edge + WAN Router 1K
+ Management 3K
Wireless
Access Points
IP Sets = Increased value of sale 47K
Phone PDA
Desktop PC’s
Typical prices for 250 user/ports 71
70. Sales Pro
Recently extended to cover both
voice and networking portfolio
Competitive and displacement
information
Latest product and promotion
information
Video tutorial available
73
71. Avaya LAN Competitive Analysis Tool
(LANCAT)
1. Select the switches you want to compare
2. Run the comparison and see the results
•1, 3 and 5 year TCO
•Capacities
•Bandwidth
•Power consumption
Link to LAN CAT
74
79. Contacts
Barry Ralph Pre Sales Specialist barry.ralph@westcon.co.uk
European Product
Dave Garwood dave.garwood@westcon.co.uk
Manager
Pre Sales team NortelPresales@westcon.co.uk
81. Cisco Stackables Comparison
ERS 4800 ERS 5600 Cisco 3750- Cisco 3750- Cisco 3760- Cisco
X E X 2960
Forwarding 128-184 288 – 384 160 Gbps 128 Gbps 160 Gbps 88 Gbps
bandwidth Gbps Gbps
Stack members 8 8 9 9 n/a 4
Total bandwidth of 384 Gbps 1.152 64 Gbps 64 Gbps n/a 20 Gbps
stack Terabits
10/100/1000 density 24 port and 24, 48 and 24 port and 48 24 and 48 port 24 and 48 24 and 48
48 port 96 port port variants variants ports (5 model port variants
variants variants variants)
10 Gigabit SFP+ 2 ports XFP only (2 2 ports n/a 2 ports SFP+ 2 ports
or 8 ports) and 2 ports
XFP
PoE/ PoE+ Yes PoE only Yes Yes Yes Yes
Integrated field Yes Yes Yes Yes Yes Yes
replaceable power
supplies
Future WLAN Yes Yes via ERS No No No No
integration 5800
Future support for Yes Yes via ERS No No No No
Virtualized services 5800
Warranty Next-business-day shipment Next-business-day delivery of replacement hardware where
of failed units; up to L4 available and 90 days of 8 x 5 Cisco Technical Assistance Center
technical support for first 90 (TAC) support.
days. Software updates
82. Juniper Stackables Comparison
ERS 4800 ERS 5600 Juniper EX 4200
Forwarding bandwidth 128-184 Gbps 288 – 384 Gbps 88-136 Gbps
Stack members 8 8 10
Total bandwidth of 384 Gbps 1.152 Tbps 128 Gbps
Stack
10/100/1000 Density 24 port and 48 port 24, 48 and 96 port 24 port and 48 port
variants variants variants
10 Gigabit SFP+ 2 ports XFP only (2 or 8 ports) 2 ports
PoE+ Yes No Yes
Integrated field Yes Yes Yes
replaceable power
supplies
Future WLAN Yes Yes via ERS 5800 No
integration
Future support for Yes Yes via ERS 5800 No
Virtualized services
Warranty Next-business-day shipment of failed units; up to Includes software
L4 technical support for first 90 days. Software updates; advanced
updates nominal fee. shipping of spares
within one business
day; 24x7 JTAC for 90
days. Power and fans 5
83. HP Stackables Comparison
ERS 4800 ERS 5600 HP E4500G HP 3800 HP 2910
Forwarding 128-184 Gbps 288 – 384 Gbps 128-176 Gbps 88 Gbps 128-176 Gbps
bandwidth
Stack members 8 8 Cluster up to 32 10 switches n/a
devices
Total bandwidth of 384 Gbps 1.152 Tbps 96 Gbps? 336 Gbps n/a
Stack
10/100/1000 24 port and 48 24, 48 and 96 port 20 and 44 port 24 and 48 port 24 port and 48
Density port variants variants variants variants (9 port variants
models)
1/10 Gigabit SFP+ 2 ports XFP only (2 or 8 2 ports (via 4 ports on 48-port 4 ports
ports) expansion variants and 2
module) ports on 24 port
variants
PoE+ Yes No No Yes Yes
Integrated field Yes Yes Yes Yes No
replaceable power
supplies
Future WLAN Yes Yes via ERS 5800 No No No
integration
Future support for Yes Yes (via ERS No No No
Virtualized 5800)
services
Warranty Next-business-day shipment of failed Advance replacement and
units; up to L3 technical support for first next-business-day delivery; free software updates
90 days. Software updates nominal fee.
84. Avaya ERS 2500
Product Comparison: Juniper EX2200
Factors Avaya ERS 2500 Juniper EX2200
Performance • Switch Fabric up to 15.6 Gbps • Switch Fabric up to 104 Gbps
• Stacking Bandwidth up to 32 Gbps • No Stacking
Functionality • Advanced resilient Stacking • Gigabit Ethernet models
• Mixed Stacking within ERS 2500 family • PoE but not full Class 3 on 48-port models
• Common Enterprise-class management • No unified management
• Advanced QoS – 802.1p & DSCP Prioritization • Advanced Network traffic control – 802.1p & DSCP Prioritization
• Convergence ready – integrated PoE & QoS
• Highly energy efficient design
Price & Value • Full Lifetime with Next Business Day • Limited Lifetime Warranty, but no Technical Support
replacement and free level 1 Technical • EX2200-24T / 24P – no data available
Support for life • EX2200-48T / 48P – no data available
• 2526T / PWR – $695 / $1,995
• 2550T / PWR – $1,195 / $2,995
Security, Routing • 802.1X (SHSA & Guest VLAN), RADIUS, • MAC limiting, Allowed MAC Addresses – configurable per port,
& Convergence SNMPv3, SSHv2, MAC Based Security Dynamic ARP inspection, IP Source Guard, Local proxy ARP, Static
protocols • Static, Local ARP support, DHCP Snooping, Captive Portal, ACLs, 802.1X
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced • Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS,
QoS, ADAC, Auto QoS MPLS, IPv6)
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS
Av
Adv aya
Potential Objections Responses
an
• Juniper supports one software
stream across all products; why
• Avaya’s approach is not that dissimilar, and features are shared between all
products as appropriate. Importantly this means that inappropriate (overly- Stac tage:
k in
And g
doesn’t Avaya do this complex) features are not ported.
• The EX2200 can support PoE • But full Class 3 is not available on all ports, making deployment and Pr i c
on all ports administration problematic e
• Given that the EX2200 is non-Stackable, there seems little benefit in Gigabit,
• The EX2200 Switches are
and as low-end products they are usually deployed into the Branch, where
Gigabit Ethernet
the WAN link – and not the port speed – is the limiting factor
96
85. Avaya ERS 4500
Product Comparison: Juniper EX3200
Factors Avaya ERS 4500 Juniper EX3200
• Switch Fabric up to 184 Gbps • Switch Fabric up to 136 Gbps
Performance • Stacking Bandwidth up to 320 Gbps • No Stacking
• Advanced resilient Stacking with Automatic Unit Replacement
• Fast Ethernet & Gigabit model options, plus 10G Ethernet options • Internal power redundancy option
• External power redundancy • Field-replaceable Power Redundancy
Functionality • Mixed Stacking within ERS 4500 family • Comprehensive Routing & Multicast
• Common Enterprise-class management • No unified management
• Highly energy efficient design & Energy Saver mode
• Full Lifetime with Next Business Day replacement and free level 1
Technical Support for life • Lifetime Warranty, no Technical Support
Price & Value • ERS 4524GTX-PWR - $3,695 • EX3200-24T / 24P – $3,000 / $3,800
• ERS 4548GT-PWR - $6,995 • EX3200-48T / 48P - $5,400 / $7,000
• ERS 4526GTX-PWR - $5,295
• MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP • MAC limiting, Allowed MAC Addresses – configurable per port, Dynamic ARP
Security, Routing Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP inspection, IP Source Guard, Local proxy ARP, Static ARP support, DHCP
& Convergence SourceGuard Snooping, Captive Portal, ACLs, 802.1X
protocols • Static, RIP, OSPF (License) • Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS, MPLS, IPv6)
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS
Potential Objections Responses
Av
• Juniper supports one software • Avaya’s approach is not that dissimilar, and features are shared Adv aya
stream across all products; why between all products as appropriate. Importantly this means an
doesn’t Avaya do this that inappropriate (overly-complex) features are not ported. Stac tage:
k in
• Avaya’s 4500 does not support field- • Avaya is currently working on introducing 4500 models with this
Bett And g
replaceable PSUs, unlike the EX3200 support, and it is currently available on the 5600 if important
er W
• The EX3200 offers a comprehensive • However this comes at a cost, and would be very overly- a rr a
IP Routing feature set complex for the typical Enterprise
nt y
97
86. Avaya ERS 5600
Product Comparison: Juniper EX4200
Factors Avaya ERS 5600 Juniper EX4200
• Switch Fabric up to 384 Gbps • Switch Fabric up to 136 Gbps
Performance • 18X Stacking performance (1.152 Tbps) • Limited to 128 Gbps of Stack capacity
• Switch Clustering – always-on networking • No Switch Clustering
• Advanced resilient Stacking with Automatic Unit Replacement
• Resilient Stacking: “Virtual Chassis”
• Field-replaceable Power Redundancy
• Field-replaceable Power Redundancy
Functionality • Mixed Stacking within ERS 5000 range
• Comprehensive Routing & Multicast
• Common Enterprise-class management
• No unified management
• Convergence ready – integrated PoE & QoS
• Full Lifetime with Next Business Day replacement and free level 1 Technical Support for life
• 5510-24 / 5520-24 - $5,495 / $5,995 • Limited Lifetime Warranty, no Technical Support
• 5510-48 / 5520-48 - $7,695 / $7,995 • EX4200-24T / 24P – $6,000 / $6,800
Price & Value • 5650 / PWR - $7,995 / $8,995 • EX4200-48T / 48P - $10,800 / $12,400
• 5698 / PWR - $12,995 / $14,995 • EX4200-24F - $16,000
• 5530 / 5632 - $9,995 / $19,995
• MAC limiting, Allowed MAC Addresses – configurable per port,
Security, Dynamic ARP inspection, IP Source Guard, Local proxy ARP,
• MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection (DAI), RADIUS,
Routing & Static ARP support, DHCP Snooping, Captive Portal, ACLs,
SSH, SSL, SNMPv3, BPDU Filtering, IP SourceGuard, DoS Attack Prevention
802.1X
Convergence • Static, RIP, Advanced License OSPF, VRRP, ECMP, PIM-SM
• Static, RIP, OSPF, VRRP, PIM-SM (Advanced Licence: BGP, IS-IS,
protocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS
MPLS, IPv6)
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS
Potential Objections Responses
Av
• Juniper supports one software
stream across all products; why
• Avaya’s approach is not that dissimilar, and features are shared between all
products as appropriate. Importantly this means that inappropriate (overly- Adv aya
Sup an
doesn’t Avaya do this complex) features are not ported.
erio tage:
B etter St
• Avaya does not support BGP on
• True, but there can be limited application for BGP Routing in a platform of this
r Pr acking
War ice and ,
size; we see more value in support Switch Clustering so that customers can
the 5000 Series
create an always-on Core for smaller networks
rant
• The EX4200 can scale up to 10
y
• Yes, but this is only really marginally more than the 384 ports available on the
units high, delivering higher port
5600; importantly Juniper only has a 128 Gbps virtual backplane
density (up to 480 ports)
98
87. Avaya ERS 2500
Product Comparison: Extreme 150
Factors Avaya ERS 2500 Extreme 150
• Switch Fabric up to 15.6Gbps • Switch Fabric up to 13.6Gbps
Performance • Stacking Bandwidth up to 32Gbps • No Stacking
• Advanced resilient Stacking
• No Stacking
• Mixed Stacking within ERS 2500 family
• PoE only available on 24-port model
• Common Enterprise-class management
Functionality • Advanced QoS – 802.1p & DSCP Prioritization
• External power supply required for full 802.3af
• No unified management
• Convergence ready – integrated PoE & QoS
• Network traffic control – 802.1p & DSCP Prioritization
• Highly energy efficient design
• Full Lifetime with Next Business Day replacement
• Limited Lifetime with Express Advanced hardware replacement
and free level 1 Technical Support for life
Price & Value • ERS 2526T- $695
• X150 24-port - $995
• X150 48-port - $1,495
• ERS 2550T - $1,390
Security, • 802.1X (SHSA & Guest VLAN), RADIUS, SNMPv3,
• MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP
Routing & SSHv2, MAC Based Security
Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP SourceGuard
• Static, Local
Convergence • None
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS,
protocols • 802.1AB (LLDP), LLDP-MED, QoS
ADAC, Auto QoS
Av
Potential Objections Responses Adv aya
Bett antag
ll a e:
er a
• Avaya does not have a single • Avaya leverages consistent core feature code and implements this into product pe rfor
Operating System across the line-specific Operating Systems; this is how we deliver feature consistency in a
man round
entire portfolio. manner that is transparent to the user c
pric e and
• But this is only available on one – 24-port – Switch and even then requires an e
• Extreme can support PoE on all
additional external power source. Avaya delivers two full-power PoE options:
ports.
12-ports and 24-ports
• Avaya’s CLI also provides a common command line configuration option; and our
• Extreme has a common CLI across
Unified Communication Management takes web-based common look and feel to
all switch products.
a new level of functionality.
99
88. Avaya ERS 4500
Product Comparison: Extreme 250e
Factors Avaya ERS 4500 Extreme 250e
• Switch Fabric up to 184Gbps • Switch Fabric up to 97.6Gbps
Performance • Stacking Bandwidth up to 320Gbps • Stacking Bandwidth 40Gbps
• Advanced resilient Stacking with Automatic Unit Replacement
• Resilient Stacking but no AUR
• Fast Ethernet & Gigabit model options, plus 10G Ethernet options
• Fast Ethernet only, and no 10G
• External power redundancy
Functionality • Mixed Stacking within ERS 4500 family
• External power redundancy
• Mixed Stacking across certain products
• Common Enterprise-class management
• No unified management
• Highly energy efficient design & Energy Saver mode
• Full Lifetime with Next Business Day replacement and free level 1 Technical
Support for life
• ERS 4526T-PWR - $2,995 • Limited Lifetime Warranty
Price & Value • ERS 4550 TPWR - $3,995 • X250e-24p - $1,995
• ERS 4524GTX-PWR - $3,695 • X250e-48p - $2,995
• ERS 4548GT-PWR - $6,995
• ERS 4526GTX-PWR - $5,295
Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP Inspection (DAI), • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping, ARP
Routing & RADIUS, SSH, SSL, SNMPv3, BPDU Filtering, IP SourceGuard Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP SourceGuard
Convergence • Static, RIP, OSPF (License) • Static, RIP; Advanced License (OSPF-Edge, ECMP, VRRP, Sflow
protocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC, AutoQoS • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS
Potential Objections Responses
Av
• Avaya does not have mixed • Avaya offers distinct product lines each with numerous models that exceed
Adv aya
Bett antag
Stacking between different typical Enterprise requirements, making cross-product Stacking unnecessary
product lines. & irrelevant.
ll a e:
er a
pe rfor
• Extremes Automatic • When deployed at the Edge – in concert with Avaya’s Switch Clustering – the man round
c
pric e and
Protection provides sub- ERS 4500 does not require any special configuration, and yet it provides a
second fail-over. superior solution and is much simpler to deploy and manage.
e
• Avaya’s CLI also provides a common command line configuration option;
• Extreme has a common CLI
and our Unified Communication Management takes web-based common
across all switch products.
look and feel to a new level of functionality.
100
89. Avaya ERS 5600
Product Comparison: Extreme 450e
Factors Avaya ERS 5600 Extreme 450e
• Switch Fabric up to 384Gbps • Switch Fabric up to 256Gbps
Performance • 4X Stacking performance (1.152Tbps) • Limited to 40Gbps of Stack capacity
• Switch Clustering – hitless failover • No Switch Clustering; Circular EAPS
• Advanced resilient Stacking with Automatic Unit Replacement
• Resilient Stacking, but no Auto Unit Replacement
• Field-replaceable Power Redundancy
• External power redundancy
Functionality • Mixed Stacking within ERS 5000 range
• Mixed Stacking across certain products
• Common Enterprise-class management
• No unified management
• Convergence ready – integrated PoE & QoS
• Full Lifetime with Next Business Day replacement and free
• Limited Lifetime Warranty
level 1 Technical Support for life
Price & Value • 5650TD-PWR - $8,995 (PPP: $178)
• X450e-24p - $4,995 (PPP: $208)
• X450e-48p - $7,495 (PPP: $156)
• 5698TFD-PWR - $14,995 (PPP: $153)
• MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping,
Security, • MAC Security, L2-4 Filtering (ACLs), 802.1X, DHCP Snooping,
ARP Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, BPDU
Routing & ARP Inspection (DAI), RADIUS, SSH, SSL, SNMPv3, IP
Filtering, IP SourceGuard, DoS Attack Prevention
SourceGuard
Convergence • Static, RIP, Advanced License OSPF, VRRP, ECMP, PIM-SM
• Static, RIP, Advanced License (OSPF-edge,ECMP, VRRP, Sflow
protocols • PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC,
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS
AutoQoS
Av
Adv aya
Potential Objections Responses
• Avaya offers distinct product lines each with numerous models that exceed Bett antag
• Avaya does not have mixed Stacking
typical Enterprise requirements, making cross-product Stacking unnecessary &
perf
er e
al :
orm l aroun
between different product lines.
irrelevant.
anc d
• Extremes Automatic Protection provides • Avaya’s Switch Clustering provides a superior solution (in terms of resiliency & pric e and
sub-second fail-over. resource utilization) and is much simpler to deploy and manage.
e
• Avaya’s CLI also provides a common command line configuration option; and our
• Extreme has a common CLI across all
Unified Communication Management takes web-based common look and feel to
switch products.
a new level of functionality.
101
90. Avaya ERS 2500
Product Comparison: Enterasys A-Series
Factors Avaya ERS 2500 Enterasys A-Series
• Switch Fabric up to 15.6Gbps • Switch Fabric up to 17.6Gbps
Performance • Stacking Bandwidth up to 32Gbps • No Stacking
• Advanced resilient Stacking
• Mixed Stacking within ERS 2500 family • No Stacking
• Common Enterprise-class management • External power supply option
Functionality • Advanced QoS – 802.1p & DSCP Prioritization • No unified management
• Convergence ready – integrated PoE & QoS • Network traffic control – 802.1p & DSCP Prioritization
• Highly energy efficient design
• Full Lifetime with NBD replacement & free Level 1 • Lifetime Warranty with NBD replacement & free Level 1 Technical
Price & Technical Support for life Support & Software Updates for life
Value • ERS 2526T- $695 • A2H124-24 / 24P - $625 / $1,995
• ERS 2550T - $1,390 • A2H124-48 / 48P - $1,250 / $2,395
Security, • 802.1X (SHSA & Guest VLAN), RADIUS, SNMPv3, SSHv2,
• MAC-based Port Authentication, 802.1X (SHSA only), RADIUS Client,
MAC Based Security
Routing & SSHv2, SSL, SNMPv3
• Static, Local
Convergence • None
• PoE, 802.1AB (LLDP), LLDP-MED, Advanced QoS, ADAC,
protocols • PoE, Advanced QoS
Auto QoS
Ava
Adv ya
Potential Objections Responses anta
S ge
Ente tacking :
rp ,
secu rise-cla
• Avaya does not have a redundant Power • True, but MTBFs are rising all the time and 2500/A-Series class products are not
Supply option. typically deployed into mission-critical scenarios.
s
Con rity and s
verg
• Enterasys offer Software Updates for • Avaya delivers a highly competitive Lifetime Warranty, and Software Updates are enc
life. available with the extremely cost-effective SRS Basic offering. e
• The list pricing is very close, but importantly Avaya offer genuine Enterprise-class
• Avaya is more expensive. Security & Convergence feature, plus of course Stacking. The A-Class is essentially
just SMB-class.
102
Notes de l'éditeur
Let ’ s start with the most important talking point in the industry for the last few years: virtualization. Virtualization is not as novel as it once was and many network managers have become skilled at running all sorts of workloads in that environment. Rather than running up against diminishing returns, it seems "the more you virtualize, the more you realize the benefits of virtualization," Lazar said. In his research, about 16% of survey respondents said they are virtualizing their UC servers now, while 37.8% have no plans to do so. The rest are at some stage of considering or planning a virtual deployment. In any case, virtualization is changing the game. All our applications are or will be virtualized. Virtualization is impacting networking architecture and all suppliers need to take it into account
Virtualisation is one major trend but not the only one. Adoption of BYOD is growing very fast. Access to your network needs to be opened-up to a lot of different devices and to continue to deliver the expected level of security. The Cloud is the third topic but for Avaya, cloud alone is nothing, we need to speak about the collaborative cloud. This is our vision with Avaya VENA. The network has evolved to a private cloud that extends to the entire enterprise. Users can access corporate applications on whatever device they choose without compromising security and without causing a lot of extra work for IT staff. Its about users collaborating in real-time from anywhere with a positive user experience. And its about providing a new level of service to users that is more equivalent to what they are getting at home. Finally its about enabling IT to be more efficient and having a network that can facilitate changing business objectives rather than constantly being a hindrance.
Have a look at this recent quote from Zeus Kerravala. Current Analysis from December 28 th , 2012 is also saying: “ Avaya networking is aggressively competing against other networking companies through innovation, both with the early adoption and support of standards in addition to some strong technology in their intellectual property archives ” We have driven a lot of the standards related to Ethernet networks. We have been first to market with technologies that really brought Ethernet networks to a new level of reliability. We invented resilient stacking, active, active high availability with Switch Clustering and we have the industry's most comprehensive fabric implementation. We need to make sure that customers put us on their short lists for network infrastructure upgrades since we do have a compelling story to tell.
Instructor Notes
How our networking portfolio fits and is organized? As you can see, we have solutions for teleworkers, branches, campus and data center to support our applications and devices. Our goal with this end to end ecosystem is to bring an unmatched experience to the end users.
typical lan and how it might look in mid-large business.
What do the nines mean, everybody asks for so many nines. Take a look at what it means if you have a 3x9 availability, compared to 5x9? Avaya offers 5x9! For the same or lower cost than competitive offerings.
Explain the difference between networking outage and application outage. Sub second failover of the network means uninterupted applications Voice example. After a couple of seconds you might hang up (not nice in a call centre) Data example: oracle database that hangs due to client-server synchronisation issues. The server hangs and requires a reboot. Rebooting a server may take 4 to 8 hours!, so you have an application outage of 4-8 hours due to a networking outage of 45 seconds. 45 secs is best case, STP may take minutes depending on the size of the network. RSTP does not work in all conditions. Link flap-> normal STP (long failover) root bridge outage -> long STP failover instead of rapdi
Avaya switch clustering solution is proven technology Available since 2001 and deployed in many customer networks Resilience regardless of choice of core products Breadth of support extends to all of Avaya’s core infrastructure switches Simplicity of deployment Cisco’s VSS technology can only be deployed on small subset of hardware components including no WAN module support in VSS participating switches Forced hardware upgrade for Cisco customers – again New Cisco’s VSS deployment starts at $95,000 just for the VSS hardware Current Catalyst 6500 need to upgrade to get VSS support A new Avaya switch clustering solution (ERS 8600) starts at $66,980 (even less for adding other switches to clusters)
This presentation will not go through technical details but we would like to emphase two areas: First one is Avaya VENA (Virtual Enterprise Network Architecture) is an end to end cloud grade network architecture that is designed for real-time applications. Its purpose is to facilitate the transition towards full mobile collaboration and to provide a foundation that will enable the enterprise to be ready for the next wave of applications and devices that are likely to emerge over the next 4 years. Avaya VENA is about building a private cloud so that applications are accessible from anywhere, at anytime, from any device. Its about simplifying the network, having a more agile network that is easy to make changes to and roll out new services on and its about driving down costs and enabling IT to be more efficient by alleviating many of the manual, time consuming tasks that must be done in today ’ s network environments. The architecture is an end to end network architecture that starts in the Data Center and ultimately extends into the campus and the branch. It consists of a number of key technologies including: Ethernet Switching – Including next generation Ethernet hardware for the Data Center, campus and remote locations. This includes a suite of different virtualization technologies including an end to end network fabric. Wireless – Including a unique architecture that positions customers for the increase in mobile video traffic that is expected over the next couple of years. Branch – Including a unified branch solution that consists of a range of Routers and VPN Appliances that provide secure remote connectivity and application support for branches and individuals we will be extending our fabric into these remote locations for increased simplicity and to deploy advanced services. Access control – Critical for dealing with consumertization of IT and helps tie the wired and the wireless infrastructure into a unified access network that offers consistent policies and security. Finally Network Management – Managing the virtualized and physical environments is going to be complex without the appropriate management tools to help manage, configure and troubleshoot the network. You will hear more about VENA and Virtualisation later today.
In just three years, the bytes of data generated by digital cameras, mobile phones, businesses IT systems and devices will equal the number of grains of sand on the world's beaches “IDC”. I don’t have to tell anyone. . . Avaya’s data solutions lead in scalability. On a like for like basis, Avaya deliver 20x times the thruput of an equivalent Cisco product. Limitless scale in the core…extended product life cycles and investment protection deliver these advantages whether you are edge switch or the core
None of our key competitors can match Avaya in all three of these key areas for efficient edge networking. Note that HP cannot compete in all three areas. Alcatel has some SPB support, but lacks high stacking performance Avaya Advantages: End to End QoS Fabric Connect (SPB) – Unique industry standard Resilient Stacking - 18 times the throughput Intelligent set-up Plug ’ n Play in <1 min BYOD guest set-up in <10 sec Simplified Support Hot-Swap auto-config in < 2 min Automated IP phone energy savings > 50%
2010 Avaya Inc. All rights reserved. This slide shows a quick comparison on which products and resiliency technologies CISCO, HP, Juniper and Avaya are using in the Edge, Core and Data Centre (DC). It can be seen that Cisco, HP and Juniper are not consistent with their resiliency technologies from end to end, unlike Avaya. Also they are using a lot of proprietary solutions which are not open standard. Only Avaya has a consistent end-to-end solution which uses the same technologies in every area.
High Scalability Unique architecture that integrates wireless LAN forwarding directly into the switching architecture providing the most cost effective way to support the mobile traffic explosion Real-time Optimised Industry leading video & voice scaling over Wi-Fi 30% more video, 20% more voice over Wi-Fi than competition Unified Solution with lower TCO Unified Network, Management & Policy Controllers become virtual applications; not linked to hardware
In today’s networks, the functions of Control Plane and Data Plane are housed in a single piece of hardware: Appliance or Blade In Nortel’s next-generation architecture, we’ve split these functions; The Control Plane or Wireless Control Point can be implemented on a dedicated h/w or appliance The more compelling aspect of this is that once separated, this function lends itself to virtualization: Memory intensive, transaction based function that can be run on a Virtual Server rather dedicating h/w to this function. In fact our demo network has done just that. We have the Wireless Control Plane running on a PC with VM Ware. For the Data Plane or Wireless Switching Point, again this allows for implementation on dedicated h/w or appliance. This allows for more efficient scaling as I’ll show next. For customers that are also using Nortel switching products, the value is even more pronounced; The Wireless Switching Point can be implemented via s/w on Nortel’s wireless enable core or edge switches eliminating the need to add h/w as the wireless traffic grows. Optimization Utilize the Data infrastructure to carry the WLAN traffic without the need to terminate in Wireless Controllers (Appliances/Blades) Flexibility Core or Edge traffic flows to meet customer’s needs Improved Resiliency Wireless Control Point clustering and Hitless switching failover (SMLT) Improved Scalability Control and Data Planes scale independently and at different rates
Backup slide.
Third party validation of our voice and video performance… In August 2011, third party testing was conducted by Miercom, a leading, independent product test center, in Santa Clara, California. The testing compared voice call density and video stream density of Avaya WLAN 8100 versus Cisco, Aruba and Juniper (Trapeze) WLAN (leading WLAN vendors). Against the competitive set average, Avaya WLAN 8100 was 26% better in supporting 802.11a voice calls, 31% better in supporting 802.11g voice calls and 31% better in unicast video.
A key application for wireless networks is guest access. After all, we are ‘guests’ whenever we access a wireless hotspot in a hotel, airport or coffee shop. Avaya identified that wireless guest access was not well supported outside of dedicated hot spots due to the complex applications used for provisioning. Most companies either had an open system or one with shared passwords due to the complexity or the provisioning tools. This makes tracking of individual online behavior almost impossible. Our engineers developed a guest access provisioning module that works in conjunction with our network access control application (Identity Engines). This provides an extremely simple guest access provisioning interface that can be used by reception staff, security staff or employees and allows them to easily and quickly generate individual logon credentials for guests. The organization can lock down the wireless network, but also provide quick and easy access for those that need it. As a part of Avaya’s overall NAC solution guest access can be integrated into the main corporate access control solution used for employees, corporate devices and BYOD. Activation options Immediate activation Future activation Account duration time Activate on first login Intuitive: Provision guest accounts in <10 seconds Eliminates the need for a technician Detailed Tracking and Auditing
Unified Branch Avaya’s Unified Branch product line provides a comprehensive range of products designed to deliver exceptional performance together with a high degree of service consolidation. Delivering 4-5X reliability & 2X performance advantage over the market leader, and offering tighter integration between traditional Branch devices – WAN Router, LAN Switch, Firewall, and VPN Gateway – they also feature innovative integration of Unified Communications functionality with support for 3rd-party compatibility with SIP Call Servers & IP Phones, and a survivable SIP Voice platform for the Branch. SIP Survivability & Inter-operability completed with Traditional Nortel CS1K/2100 as well as recently (March 2010) against Avaya Aura ! - Official software release in mid April 2010. In addition to the advanced Unified Branch products we also offer traditional WAN Core Routers for highly-scaled Enterprise applications. Avaya has one of the 3 credible Enterprise Class router, while we can compete head to head with Cisco & Juniper, we typically want to approach customers from the UC/SIP side and tell them about all the network services this Advanced SIP Gateway will offer. Some new positioning for SR2330 will be launched in June 2010 as AG2330 ! This will enable us to fully take advantage of the Avaya sales force.
COM is a real-time, multi-user configuration management tool that offers intuitive wizards and templates to simplify configuration of complex technologies including SMLT/MLT, Multicast, Routing, VLAN and VRF. It also provides centralized 'off-box' element management to address the needs associated with managing inventory and updates. In addition, it delivers role-based access control with audit logging, ensuring that only those authorized to make configuration changes are allowed to do so. Acting as a unified configuration management platform, it delivers an extensible architecture allowing it to support pluggable device add-ons and loadable software components. Why is it needed? Configuring technologies like SMLT is extremely complex and can take many hours. With intuitive wizards and templates, configuration times are significantly reduced and parameters are built in to make sure that users enter data in correctly. VLAN managers as well make it simple to centrally create VLANs across the network, also saving time and resources. Not only are configuration setup times reduced, but so is the time needed to make configuration device changes throughout the network. This offers significant savings on operational costs. In addition, since configuration is performed centrally, the likelihood for configuration errors that come from manual configuration is reduced. And finally, the network is also protected from unauthorized changes.
VPFM is Avaya’s performance monitoring tool. It delivers device discovery, troubleshooting and performance management of all IP/SNMP devices including phones, call servers, switches and routers regardless of vendor. It provides topology maps of the network and shows how devices are connected as can be seen in the bottom and top right-hand corner screen shots. It also does performance trending to see how performance changes over time as is shown in the top left screen shot. It also manages faults and uses correlation to tie events together, to help determine the root cause as one event often leads to several others. VPFM will alert the appropriate network administrators via an email or a page when a switch goes down or when performance metrics step outside of preset thresholds. In addition, VPFM has the ability to divide the network into device classifications based on function, so that users drill down into only the specific areas that they are interested in monitoring. VPFM is needed as it helps organizations understand how their network is setup, how it’s operating, and determine the root cause of problems in order to quickly fix them. VPFM helps to decrease the Mean Time to Recovery, through proactive monitoring and root cause analysis, ensuring that the network is always up and running. Through reducing network downtime, it saves significantly on costs. It also reduces complexity by allowing organizations to quickly and easily visualize their networks and respond when things are amiss.
IPFM is a performance monitoring tool that analyzes application and user behavior on the network. It provides multi-vendor capabilities as it works with any switch supporting IPFIX as well as the NetFlow v5 and NetFlow v9 standards. Through its collection of IPFIX traffic, it provides insight into the network so that administrators can prevent abuse and facilitate growth planning. It offers views of top applications, users, subnets, etc. in easy to understand, at a glance summary formats. It also allows administrators to set thresholds so that they’re informed when traffic exceeds acceptable limits. This helps to prevent after the fact responses to network application performance issues—preventing network downtime and helping to make informed planning decisions.
EPM is another configuration tool that manages network bandwidth, prioritizes traffic streams and sets network access policies. It is often tied to VoIP technologies as it can ensure that voice calls receive the right QoS. It also provides security functionality as it can quickly roll out filters across devices in order to protect against viruses and worms. The next EPM release will include support for energy saver policies and will be able to facilitate the creation of policies across the network that will dim switches during off peak hours in order to save on energy consumption.
Expansion on topic and describe how the solutions can be x-sold.
These questions seem pretty straightforward, but let me explain why you need to ask them: Are you gonna use IPT: there is still a huge replacement going on from traditional (digital) voice to IP based solutions. Is your Netw, QoS enabled: This seems a pretty straightforward question but we have seen enough situations where the customer forgot to turn on QoS! Actually Avaya sold a huge IPT + LAN network to a major SI in EMEA, where during the project they complained about the quality of the voice solutions. It turned out that in their advanced next gen Avaya network, they forgot swithc on the QoS! This is really important to verify Is network stable: I guess every IT manager will tell you it is stable, they do not want to show their dirty laundry to an outsider. But if you ask this to the network administrator, the one that is being called in the middle of the night you may hear a different story. Please be aware that most networks outthere are BASED ON SPANNING TREE resiliency/redundancy solutions! This is key to understand that the reality of many enterprises is to live with a Spanning Tree network in 2010. And most administrators will confirm to you it is not that stable and causes major disruptions. This is what you definitely need to identify in the customer. (we have examples of customers facing bankrupcy because of STP based network outages.... Ask about performance; bring the value of stacking to the table. Non stackables cause bottlenecks. Cost savings are always important, we can prove we are cheaper than the market leader in capex and opex. We can even beat HP if needed.
Avaya’s Unique Value Proposition How does Avaya uniquely address the most crucial requirements of the Enterprise? First, intelligent components and designs are at the heart of Avaya’s reputation for delivering the most distinguished resiliency model in the industry. Besides being fully scalable across the Enterprise, it has been 3 rd party tested to deliver up to 7 times better resiliency than the market share leader and provides uncompromising end-to-end availability for real-time applications such as IP Telephony. Second, providing dependability and performance only goes so far if the network is not efficient in its service delivery. An efficient network is a better performing network. Avaya’s network is designed with architectures that maximise all resources and investments, doing away with idle or under-utilised links, equipment, and even entire “architectural tiers” delivering up to 20X better performance and 1/3 less equipment. And, last but of course not least, a network that is deterministic and optimised also needs to have the embedded flexibility to seamlessly scale as business demands evolve and grow. Through genuine innovation Avaya provides Industry-leading solutions that maximise capacity utilization, easily accommodate incremental growth, and therefore avoid unnecessary and costly fork-lift upgrades In summary, while Avaya addresses each characteristic uniquely, the most impressive advantage is that Avaya excels at all three simultaneously. We’ll now talk at a high level how we intend to get the message out…
I wanted to include this next slide for those of you that are not yet selling the Avaya Data portfolio. Here are a few benefits for our Avaya Data channel partners.
In terms of the landscape, there are really 3 major competitors in this space, Cisco, HP and Juniper. Cisco offers a number of products that support their Stack Wise technology. There are 4 popular model variants that compete against the ERS 4000 and 5000 portfolios. HP offers a huge number of devices in this space; however, a couple of weeks ago they introduced the HP 3800 product which supports Meshed Stacking capabilities. It is a very strong offering in this space and will be in my opinion the strongest competition moving forward.. If HP can resolve some of the internal conflict that is occurring right now between heritage HP and heritage H3C. Juniper also competes in this space primarily with the EX4200. They have largely copied Avaya’s Stackable Chassis and Switch Clustering implementations to provide a resilient stackable solution. However, they have poor bandwidth capacity at the moment – although we believe they are working on a solution that will stack up to a Terabit. They also have an uncompetitive warranty and huge power consumption.