Jim Harold. VP Channel Sales. Aruba Networks
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2 Jim Harold VP Channel Sales Aruba Networks
3 Once in a long time, the technologies align #GenMobile Takes Root Security Becomes Job #1 BYOD Explodes Wi-Fi takes the lead!
4 The Workplace of Yesterday $14,000 Average cost of an employee workplace 60% Unoccupied
5 The Workplace of Yesterday 53% of conference rooms designed for 7+ people 73% of all meetings involve 2-4 people
6 From Cubes and Square Footage to Collisionable Moments where employees demand a seamless switch between computing and communicating. Gartner We save nearly $50M annually by having unassigned seating for employees. GlaxoSmithKline Optimizing 100 workspaces can save $1M+ a year. Gartner
7 Our Customers Save Millions With Rightsizing, While ReinvesBng Savings in Extending Mobility
8 Running Wi-Fi as a Utility Rock Solid Infrastructure Mobile Experience Management Major New Opportunity for Partner Differentiation & Services Copyright Aruba Networks, Inc. All rights reserved
9 #GenMobile ImperaBve: All- Wireless Office STABLE AIR Wi- Fi that doesn t slow down as many people connect SECURE AIR Secure resources when personal devices and guests connect SIMPLE AIR App login and sharing without manual entry SMART AIR Allocate bandwidth for new collaborabon apps at work
10 It is More Than WLANs AirWave Cloud Services Controllers ClearPass Instant & Remote Access Points Copyright Aruba Networks, Inc. All rights reserved
11 Mobile Engagement Trends 80% of the world owns a mobile phone. And we re using them in the venues we visit. 52% of companies worldwide intend to implement locabon- based mobile markebng by 2017 (up from 27% in 2013).
12 Enterprises Take Control in Mobile Engagement 2.0 Retail Hospitals CARRIER 8:30 AM 100% Hotels Campus CARRIER 8:30 AM 100% TransportaBon CARRIER 8:30 AM 100% CARRIER 8:30 AM 100% CARRIER 8:30 AM 100%
13 Mobile Engagement Inside Venues Guest Wi-Fi Way-Finding Push Notifications Secure and customized network access portal Indoor turn- by- turn direcbons Time & locabon relevant messaging
14 MoneBzing Mobile Engagement Hotels Hospitals Share of Wallet With nobficabons about nearby specials John, dinner is being served in the pool- side restaurant Retail Increase Basket- Size With nobficabons about nearby deals and for loyalty. Jody, 20% off any shoe for your 10 th visit Pa6ent Sa6sfac6on With nobficabons that manage care to comply with regulabons. John, don t forget to pick up your prescripbon.
15 LocaBon by BLE Beacons Advantages When Beacons Handle Location ü ü ü Works well for ios and new Android devices Apple makes a move, and other handset manufacturers will follow. Less expensive than other hardware approaches
16 Add LocaBon Services to deliver BluDot locabon
17 Levi s Uses Meridian SDK with Aruba Beacons Levi s Stadium app integrates Beacon SDK BluDot SDK Meridian SDK LocaBon services powered by 1,000+ Aruba Beacons 2,100 food orders with the app during the first game NavKit SDK
18 High Density Wi- Fi with Aruba ac Breaking down Levi s Stadium: Wi- Fi is best in show Stadium Tech Report, September ,500 Seats 1,200 APs Silicon Valley, USA Opening Game Stats 3.3TB data transfer more than the last Super Bowl 7,800 instant video replays on the Levi s Stadium app > 18,000 acbve Wi- Fi users 3.1Gbps peak data rate
19 Key Sales Plays ALL WIRELESS WORKPLACE (AWW) NETWORK ACCESS SECURITY Additional Hot Sales Plays Gigabit Wi-Fi for AWW AAA/Radius Upgrades Wi-Fi For SME Mobile UC w/lync Onboarding & Profiling Mobile Engagement Rightsizing Branch & Remote Guest Access Management K-12 Wi-Fi Services Opportunity (Every $4 in product sales drives $1 in professional services) #ATM15 19 CONFIDENTIAL Copyright Aruba Networks, Inc. All rights reserved
20 High margin Opportunity Safeguarding Network Access with ClearPass 8M authentications per day at Ohio State University 100K onboarded devices at a top 10 bank 1M devices per year at University of Washington Copyright Aruba Networks, Inc. All rights reserved
21 Bridging Access Security with Network Security Aruba PEF Copyright Aruba Networks, Inc. All rights reserved
22 Aruba Fueling Channel Growth Market Growth Partners growing faster than market Partners growing slower than market Common theme: 56% Capitalizing of Aruba on Medallion ac partners transition grew >2x faster than the market (from 42%) Technically capable for 50 implimentation partners doubled their Aruba revenue (from 24) Built a ClearPass Practice 78 partners >$1Mil (+26%) Solution selling Copyright Aruba Networks, Inc. All rights reserved
23 2015 Forrester Wave for WLAN Infrastructure 2015 Gartner Magic Quadrant for Wired + Wireless LAN CHALLENGERS LEADERS We Lead the Market in Innovation NICHE PLAYERS VISIONARIES Copyright Aruba Networks, Inc. All rights reserved
24 We Lead the Market in Execution UNIFIED WIRED + WIRELESS ENTERPRISE WLAN SMALL OR REMOTE OFFICE GUEST ACCESS HIGH DENSITY VENUE 1. CISCO ARUBA ARUBA ARUBA ARUBA ARUBA HIVE CISCO HIVE XIRRUS HP CISCO HP CISCO HIVE EXTR EXTR EXTR EXTR CISCO HIVE AVAYA HIVE AVAYA EXTR JNPR HP AVAYA HP AVAYA Wired + Wireless LAN Critical Capabilities Report by Gartner Copyright Aruba Networks, Inc. All rights reserved
25 Same Aruba but with greater resources Access to a broader portfolio of networking products Global service delivery for customers and partners
26 Count On Us as Partners Turning up the heat on marketing and sales Sales tools & improving the back office POC and Demo support 100% commitment to channels Stay out of your business More joint marketing Registration with integrity More CAMs, ICAMs, trainers #ATM15 Copyright Aruba Networks, Inc. All rights reserved 26
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