The Ruckus Edge: Networking Solutions
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This document discusses networking solutions from Ruckus Networks. It provides an overview of Ruckus' product portfolio including controllers and access points, switches, private LTE and in-building cellular solutions, secure network access software, analytics and location software, and IoT access networks. The document highlights how Ruckus delivers great end-user experiences, lower cost per connection, and simpler networking compared to other vendors.
The Ruckus Edge: Networking Solutions
- 1. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved The Ruckus Edge: Networking Solutions July 2019 1
- 2. Copyright 2019 – ARRIS Enterprises, LLC. All rights reservedPRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc | v192 CONNECTIVITY IS EVERYWHERE. 3.7 MILLION GOOGLE SEARCHES 266,000 HOURS NETFLIX VIDEO WATCHED $900,000 USD SPEND ONLINE >1 MILLION SWIPES IN AN INTERNET MINUTE
- 3. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved ENABLED BY RAPIDLY EVOLVING NETWORKS.
- 4. Copyright 2018 – ARRIS Enterprises, LLC. All rights reserved Ruckus delivers: Great end-user experiences Lower cost per connection Simpler networking 4© 2018 ARRIS Enterprises, LLC. All rights reserved. Our Value Proposition
- 5. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved CONTROLLERS & ACCESS POINTS SWITCHES PRIVATE LTE & IN-BUILDING CELLULAR (CBRS) SECURE NETWORK ACCESS SOFTWARE ANALYTICS & LOCATION SOFTWARE IoT ACCESS NETWORKS Ruckus Networks builds: Converged wired and wireless networks for enterprises and service providers 5 © 2019 CommScope, Inc. All rights
- 6. PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc. | v196 PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc | v196 HIGH DEVICE DENSITY HIGH INTERFERENCE HIGH LOSS Test us. We’ll prove it. Start With WiFi 6 © 2018 ARRIS Enterprises, LLC. All rights reserved.
- 7. PRIVATE AND CONFIDENTIAL © 2019 CommScope, Inc. | v197 IOT Is The Challenge and the Opportunity
- 8. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Device specific network THINGS New Networks for the New World SERVICES Ruckus IoT Suite + 2 Ruckus IoT Modules (BLE ZIGBEE LORA) 1 IoT-ready APs 3 WLAN Controller 4 Ruckus IoT Controller + Replaces Device Specific Network AP I
- 9. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Most Likely Scenario Your Customer Is Encountering 9 For whatever reason most of our customers have Ruckus Wi-Fi but have another company’s switches✓ ✓ Your customers have challenges perfectly aligned to our value proposition* *Investment drivers for Network managers polled in IHS Market Study 2018 Replace Old Equipment 71% Lower the Cost of the Network 66% Traffic Growth 58% Gain Insight into the Network 53%
- 10. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Our Switching Value Proposition Price: Performance Deliver the power and performance your applications require, at a cost your business demands Pay as you grow Conserve CAPEX and OPEX as you grow the network by deploying upgradeable fixed switches. Ruckus automates provisioning of APs and switches using a single, common, zero-touch approach When pairing a Ruckus Switch to a Ruckus Wireless network, customers enjoy three major benefits and our solution is 20% cheaper to acquire and 42% cheaper to operate over 5 years than that of our nearest competitors Converged Management Spend less time and money by managing all your network elements through a single interface Ruckus delivers chassis-level capability without the cost and disruption associated with forklift upgrades Lower Total-Cost-of-Ownership with Ruckus; 20-40% lower costs to deploy and manage an enterprise grade network Differentiator Value Proposition
- 11. Copyright 2018 – ARRIS Enterprises, LLC. All rights reserved A Single Pane of Glass 11
- 12. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Converged Network Management Solve Network Problems Quicker Common wired and wireless dashboard for simplified diagnostics and troubleshooting Enable IT to react quickly to unexpected events How Ruckus Does It Fast & Flexible Deployment Auto-discovery and auto-provisioning of APs and switches Get your network up and running quickly. Reduce guesswork, manual administration and deployment time Why It’s ImportantCustomer Benefit All In One Management SmartZoneOS includes guest access, reporting & analytics as well as other features You don’t need extra hardware or software Ruckus offers greater convenience to their customers with the ability to manage and configure your existing wireless estate and switching network through a single pane of glass Unlike the competition
- 13. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Ultra-High Resiliency SmartZone delivers intra-cluster, and inter-cluster failover including georedundancy with active/active clusters Protect against catastrophic failures and deliver higher availability vs. traditional hot standby How Ruckus Does It Multi-Tenancy SmartZone enables creation of zones and tiered tenants to accommodate any architectural or business requirement Allows you to subdivide your network to easily more easily manage sites, customers or deployment types. Why It’s ImportantCustomer Benefit Converged Network Management
- 14. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Pay-As-You-Grow License based port upgrades and scale-out deployment models ensure that Ruckus ICX networks can be expanded without the need for costly fork-lift upgrades. Aggregation and core ICX switches also support stacking for unmatched scalability Expand your network as your business grows and requirements increase How Ruckus Does It Flexible Deployment Options Stack over long distances using standard ethernet optics for distances up to 10KM, across wiring closets in a building or even between buildings. Campus Fabric, Stacking or *Cloud Managed solutions are all available via simple configuration changes. Benefit from superior scalability via flexible stacking of the network Why It’s ImportantCustomer Benefit Scalability Ruckus offers scalable and flexible deployments without the need for costly chassis based systems. Unlike the competition
- 15. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Superior Performance Price-Performance Multigigabit access in entry level switches. Ruckus switches can be easily upgraded allowing you to extract more value from every switch Eliminate overpaying for performance and optimize your wireless through switching Ruckus offers scalable performance even at the edge of the network and together with high power PoE the ability to support the most demanding applications– at a lower TCO How Ruckus Does ItWhy It’s ImportantCustomer Benefit Unlike the competition Power Capacity Ruckus provides the latest power-over- Ethernet (PoE) technology to deliver up to 90 Watts per port to power high performance IoT networks Support advanced wireless APs, and advanced edge devices such as video surveillance equipment
- 16. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved If your existing Ruckus wireless customer doesn’t connect their APs to a Ruckus switch, they cannot… Deploy and manage an enterprise-grade network for 20-40% lower costs Power a high performance network supporting data-rich applications to offer a competitive edge React quickly to unexpected events by effectively troubleshooting and managing the network
- 17. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Objection Handling This Section Focuses On Handling Customer Objections & Common Misconceptions 17 “Ruckus hasn’t got a switching pedigree” “A switch is just a switch” “Ruckus doesn’t have a solution for the core” ✓ ✓ ✓ “We already know Cisco/Aruba/Juniper, and don’t want to retrain our teams on Ruckus”✓
- 18. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Ruckus Hasn’t Got a Switching Pedigree Customer Objection Statement ”Come on, Ruckus is a wireless company and doesn’t have a strong history of offering switches. I am going to stay with Cisco and HP because they have a lot of functionality built on many years of experience with the technology.” Our Responses ➢ ”Ruckus actually has a rich history with switches. We have over 14,000 ICX customers worldwide in all verticals. The Ruckus ICX portfolio has its roots in Foundry Networks, a pioneer in wired networks and we own all of the intellectual property associated with the innovations driven by Foundry and Brocade ➢ “And we have continued to invest heavily in R&D. Within the last 12 months have launched two new hardware platforms (ICX 7650 & 7850) and three major software updates. We have also integrated management with SmartZone & Unleashed and additional switch launches are planned for the coming months” 2 3 4 51
- 19. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Ruckus Hasn’t Got a Switching Pedigree A Long History of Investment and Innovation 1st 1G switch 1st 10G switch 1st 40G wiring closet switch 1st switch with 90W PoE Campus Network Fabrics 1st 100G wiring closet switch BeamFlex Adaptive Antenna Systems 1st 802.11ac Wave 1 AP 1st 802.11ac Wave 2 AP 1st OpenG/LTE Access Point Cloud-based Policy Management Founding Member CBRS Alliance 2 3 4 51
- 20. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved A Switch Is Just A Switch Customer Objection Statement ”Sorry, I understand that not all wireless was created equal, but a switch is just switch. I don’t need anything more than PoE." Our Responses “Cheap consumer-grade switches may be “good-enough” in some environments but enterprise class WiFi needs a strong foundation so that it can meet its full potential” “As WiFi technology evolves and the sophistication of the functionality available within the AP increases the need for an enterprise grade switching foundation becomes ever more critical” “When matched to the customer requirements the Ruckus solution to be optimised to deliver the best price and performance vs. any enterprise class competitive solution” “Using a non-Ruckus switch to support a Ruckus WiFi network means that there is no way to take advantage of current and future integration with SmartZone and unleashed.” 2 3 4 51
- 21. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Ruckus Doesn’t Have a Solution for the Core 2 3 4 51 Customer Objection Statement “The Ruckus ICX switch portfolio only includes PoE switches to support the APs, there are no aggregation or core switches that deliver high performance core functionality.” Our Responses “ Ruckus ICX is specifically designed to deliver high-density core switching functionality with sophisticated Layer 3 functionality across all interface speeds from 1Gbps right up to 100Gbps.” “Ruckus ICX Switches can be clustered together to create powerful core switching systems which outperform the largest chassis in both price and performance”
- 22. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved I Cannot Afford to Retrain My Engineers On ICX 2 3 4 51 Customer Objection Statement “You know all of my engineers are very experienced with HP/Cisco/etc. switches and I don’t want to go to the expense of retraining them.” Our Responses “It is very simple with ICX. The configuration command language of Ruckus ICX switches is very similar to Cisco/HP. And you also have to think about the additional benefit that Ruckus SmartZone delivers with simplified deployment, configuration and troubleshooting.” “If training is required then Ruckus offers on-line self-paced courses to ensure that time away from the office is minimised.”
- 23. Copyright 2019 – ARRIS Enterprises, LLC. All rights reserved Thank You! 23