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Selling Guide – Aruba AirMesh Wireless Mesh Routers Copyright © 2011 Aruba Netw

Selling Guide – Aruba AirMesh Wireless Mesh Routers Copyright © 2011 Aruba Networks, Inc. Confidential. For Aruba Employees and Authorized Partners Only SOLUTION OVERVIEW Providing network connectivity in outdoor environments is often challenging due to the cost and disruption of running fiber to each location. Moreover, many wireless solutions today lack the scalability to cover large areas and reliability to support multimedia applications, such as video and voice. Aruba AirMesh is a self‐forming, self‐healing, multi‐hop wireless LAN/WAN for citywide and industrial deployments. It supports multiple user groups, applications and devices, including laptops, smart phones, video surveillance cameras, and sensors. High‐performance Aruba AirMesh wireless mesh networks combine an 802.11n multi‐radio architecture and intelligent Layer 3 routing for greater reliability and scalability. The result is a high‐capacity, multiservice mesh network that is optimized for multimedia applications over long distances in outdoor municipal, public safety and industrial environments. For administration and control, Aruba provides a suite of management tools that simplify planning, virtualization and deployment, which reduces the total cost of network ownership. NETWORK DIAGRAM DIFFERENTIATION Unprecedented performance and scalability – Aruba Adaptive Wireless Routing™ (AWR) technology offers intelligent Layer 3 routing and load balancing between wired gateways for superior performance and scalability. Competitive products use complex Layer 2 spanning tree architectures that do not scale. High capacity – AirMesh routers feature an 802.11n multi‐radio, multi‐ frequency architecture that sustains throughput over multiple hops. Each radio delivers up to 300 Mbps capacity. Legacy mesh products with only one radio can lose up to 50% of capacity with every hop. Traffic management and video optimization – Advanced quality of service (QoS) and Active Video Transport™ (AVT) technology make it possible to support real‐time, jitter‐free, broadcast‐quality video surveillance. AVT optimizes and prioritizes video traffic for delivery at 30 frames per second, while DiffServ and other QoS enhancements ensure priority access to bandwidth. High‐speed roaming – Aruba MobileMatrix™ technology allows seamless roaming between mesh routers in less than 50 milliseconds. Application session persistence is maintained at speeds up to 60 mph. Flexible deployment models – AirMesh supports Wi‐Fi client access as well as point‐to‐point, point‐to‐multipoint and mesh connections. Radios are software‐ configurable to support access or backhaul using multiple frequencies. Aruba supports long range links up to six miles (10 kilometers). COMPONENTS OF ARUBA AIRMESH OUTDOOR WIRELESS MESH ROUTERS Mesh Routers – AirMesh 802.11n wireless mesh routers meet a wide range of requirements in harsh outdoor environments. AirMesh routers run Aruba MeshOS™, which provides a consistent set of capabilities, including intelligent Layer 3 routing, RF awareness, link quality, high‐speed roaming, traffic management and video optimization.  MSR4000 – Outdoor wireless mesh router with quad MIMO radios. Software‐ configurable for 2.4 GHz, 4.9 GHz or 5 GHz.  MSR2000 – Outdoor wireless mesh router with dual MIMO radios. Software‐ configurable for 2.4 GHz, 4.9 GHz or 5 GHz.  MST200 – Outdoor wireless mesh access router with a single 5‐GHz MIMO radio and an integrated directional antenna.  MSR1200 – Indoor wireless mesh router with dual MIMO radios. Aruba Outdoor RF Planner – Integrated with Google Earth to simplify mesh network deployment planning, the Aruba Outdoor RF Planner uses real‐world data to automatically calculate bandwidth, distances, gain and coverage. MeshConfig – The web‐based MeshConfig tool automates the deployment, configuration and administration of the AirMesh wireless mesh network. MeshConfig also provides performance monitoring and fault management capabilities. AirWave management – Centralized multivendor wired and wireless management, visibility and control across multiple locations. (Version 7.3 with wireless mesh network monitoring available in June 2011.) Selling Guide – Aruba AirMesh Wireless Mesh Routers Copyright © 2011 Aruba Networks, Inc. Confidential. For Aruba Employees and Authorized Partners Only WHICH OUTDOOR SOLUTION TO SELL  Indoor to outdoor campus WLAN extension – The Aruba AP‐175 is extends controller‐based campus WLANs outdoors with one to two mesh hops.  Industrial, municipal and public safety deployments – AirMesh is ideal for vast geographic coverage where sustained throughput over multiple hops is needed for applications like video surveillance. QUALIFYING QUESTIONS  Do you need to provide outdoor network connectivity to support industrial operations, such as security and theft prevention, inventory tracking, sensor monitoring, communications, and intranet/Internet access?  Do you need to provide municipal/public safety network connectivity for video surveillance, field services, public/private Wi‐Fi access, or telemetry?  Is your city planning on deploying Smart‐Grid services, such as automated meter reading or traffic control systems?  Do you need to provide fixed or rapid deployment video surveillance capabilities to ensure the safety of people and property?  Does your security team need to have the ability to view video surveillance feeds from mobile devices for better situational awareness? SALES OPPORTUNITIES Public safety and security – Aruba AirMesh wireless mesh networks are ideal for industrial enterprises and municipalities that need to provide video surveillance coverage, access control and mobile viewing. Mobile Wi‐Fi – Employees and first‐responders can utilize high‐bandwidth Wi‐Fi access provided by Aruba AirMesh for in‐field reporting, database access, voice over IP and other applications, while reducing recurring cellular costs. Fixed network access – Industrial enterprises – such as oilfields, mining operations and ports – can use Aruba AirMesh to connect remote and hard‐to‐wire facilities and reduce leased line costs. Smart Grid – Using Aruba AirMesh wireless mesh networks, municipalities can deploy a wireless telemetry infrastructure for traffic control, automated meter reading and other monitoring systems. Rapid response networks – Aruba AirMesh wireless mesh networks can be rapidly deployed and reconfigured for temporary use at public events and in disaster recovery situations. In‐vehicle mobility – First‐responders can use Aruba AirMesh wireless mesh networks to ensure high‐speed connectivity for their mobile devices while in automobiles, transit cars and other emergency vehicles. HANDLING OBJECTIONS Q: We tried other mesh solutions and were disappointed with the results. A: Legacy mesh networks operate at Layer 2 and have only one backhaul radio. Consequently, they cannot scale and lose up to 50% capacity on every hop. AirMesh operates at Layer 3 and features dual and quad 802.11n MIMO radios, which ensure massive capacity and sustained throughput over multiple hops. Q: We are already an Aruba customer and prefer a controller‐based solution. A: The Aruba AP‐175 is an 802.11n outdoor AP that extends Aruba controller‐ based WLANs from the indoor carpeted enterprise to outdoor environments that require only one or two hops. Q: We’re a Cisco shop. A: While Cisco’s mesh products suffer from poor scalability and multi‐hop performance, AirMesh wireless mesh networks can be used in conjunction with Cisco indoor WLANs without having to replace the Cisco controller. Q: What about performance with unlicensed bands due to interference? A: The AirMesh backhaul network has multiple point‐to‐point wireless links with directional antennas. This allows AirMesh routers to use different frequencies and channels for sustained performance in challenging outdoor environments. COMPETITIVE COMPARISON Aruba AirMesh delivers the highest levels of performance, capacity and scalability, with flexible deployment options. Aruba AirMesh Firetide 7000 Motorola 7181 Cisco 1550 FluidMesh Duo Number of radios Dual and Quad Dual Dual Dual Dual Software configurable: AP or mesh Yes Yes No, fixed configuration No, fixed configuration Yes Tri‐band support Yes Yes No No Yes Quality of service (QoS) Layer 2 and Layer 3 Layer 2 Layer 2 Layer 2 Layer 2 Wireless routing Layer 3 (AWR) Layer 2 Layer 2 Layer 2 Layer 2 Video optimization Yes (AVT) No No No No uploads/Ingenierie_Lourd/ airmesh-selling-guide.pdf