Huawei Enterprise Network esight Channel Sales Guide HUAWEI TECHNOLOGIES CO., LTD. Issue 3.2. Date

Transcription

1 Huawei Enterprise Network esight Channel Sales Guide Issue 3.2 Date HUAWEI TECHNOLOGIES CO., LTD.

2 2013. All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means without prior written consent of Huawei Technologies Co., Ltd. Trademarks and Permissions and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd. All other trademarks and trade names mentioned in this document are the property of their respective holders. Notice The purchased products, services and features are stipulated by the contract made between Huawei and the customer. All or part of the products, services and features described in this document may not be within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements, information, and recommendations in this document are provided "AS IS" without warranties, guarantees or representations of any kind, either express or implied. The information in this document is subject to change without notice. Every effort has been made in the preparation of this document to ensure accuracy of the contents, but all statements, information, and recommendations in this document do not constitute a warranty of any kind, express or implied. Huawei Technologies Co., Ltd. Address: Website: Huawei Industrial Base Bantian, Longgang Shenzhen People's Republic of China support@huawei.com i

3 Contents Contents 1 esight Overall Sales Strategy Product Changes Features Supported in V2R3C Features Supported in V2R3C Features Supported in V2R3C Sales Scenarios esight Integrated User and Network Management Solution for Campus Networks esight Visible Management Solution for Enterprise Branch Networks esight Automatic Management Solution for Data Center Networks Market Opportunities Third-Party Device Management Capability of esight Help Win Network Expansion and Migration Projects Hierarchical Network Management Is Recommended When an Enterprise Has a Headquarters and Many Branches Customers Focus on Network Quality Monitoring (Latency, Packet Loss Rate, and Jitter) and Traffic Monitoring Customers Focus on NAT Source Tracing, Online Behavior Analysis, and Network Security Customers Focus on Network Reliability esight Portfolio esight Component Overview Competition Analysis Selling Points and Sales Strategy Selling Points Key Message Recommended Components and Scenarios Sales Policy and Restriction Sales Policy and Restriction Upgrade Scenarios Product Certification esight Sales and Quotation Modes esight Quotation Mode Product License Architecture Document and Help Channels ii

4 Contents 5.1 Documents iii

5 1 esight Overall Sales Strategy 1 esight Overall Sales Strategy A network management system (NMS) plays an important role in network operation and maintenance (O&M). An NMS can provide visible management, simplify O&M, help administrators quickly locate faults, and provide data support for decision-making of top executives. esight is a unified network management platform for enterprise networks, and has been widely used in government, education, medicine, and large enterprises. The overall sales strategies for esight are as follows: 1. Integrated with a solution to ensure future network expansion: Recommend esight when Huawei devices are used on a network for the first time. 2. Trial use before promotion: Recommend customers to use esight for a trial. Report information about customers who use esight as a trial to the esight support team and then promote esight to these customers. 3. Project breakthrough: Use the third-party device management capability of esight to make a breakthrough in projects with third-party devices on live networks. Sale the AppBase platform first. Sale other esight components after customers use Huawei devices on their networks. 4. Market seeking: Find out esight's market opportunities based on customer management requirements to promote sales of esight components. For details about application scenarios of major components, see section "Recommended Components and Scenarios." 1.2 Product Changes Features Supported in V2R3C10 Component esight AppBase (enhanced) Description VLAN service management: management of VLANs on the entire network, VLAN-based device management, VLAN topology, and batch VLAN deployment Configuration file: Sends notifications through s after detecting configuration changes. 1

6 1 esight Overall Sales Strategy Component Network Traffic Analyzer (enhanced) WLAN Manager (enhanced) MPLS VPN Manager (enhanced) IPSec VPN Manager (enhanced) Secure Center (enhanced) Description Traffic threshold alarm: Sets traffic threshold values for applications and hosts. When the number of times that the monitored value exceeds the threshold values within a specified time reaches the preset value, esight sends alarm notifications through . Application traffic analysis: Works with the service awareness (SA) function of an AR V2R5 to analyze some application traffic, such as QQ and BT. Power consumption management: power conservation policies based on APs, radios, and SSIDs WIDS enhanced: detection and display of attack sources; detection of the AP number and attack behavior matching; attack prevention and denial of unauthorized clients VPN management on third-party devices (H3C devices: MSR series S5800 and S5500; Cisco devices: Cisco Catalyst 6500 series switches, Cisco Catalyst 3500 series switches, Cisco Catalyst 4500 series switches, Cisco 7600 series routers, and Cisco 7000 series routers) GUI for MPLS VPN service configuration Automatic discovery and graphic display of IPSec VPN service Service-based quick diagnosis Supported devices: S9300 and S9700 switches, NE16, AR1200, AR2200, AR3200, AR150, AR200, AR500, Eudemon, USG, and SVN Restricted sales canceled Intelligent security policy analysis: Analyzes redundant policies and policies with high risks and a high matching rate. This function is designed for firewalls Features Supported in V2R3C01 Component Description LogCenter Manages a large number of logs on the entire network. The logs can be system, binary, DataFlow, and NetFlow logs. Supports NAT source tracing and collects 2,400,000 session logs and 105,000 system logs per second. Secure Center Provides security policies for firewalls and UTMs. 2

7 1 esight Overall Sales Strategy Component Description WLAN Manager Provides the wireless positioning function to locate clients, unauthorized devices, and interference sources in real time. This provides basic data for product promotion, rescue, and network maintenance Features Supported in V2R3C00 Component Description DC ncenter Unified physical and virtual resource management Integrated physical and virtual topology Virtual awareness and automatic policy migration on the network side to ensure service continuity Dual Server Uses risk and disaster recovery protection to ensure service continuity and improve system reliability. Uses the Veritas software to perform software volume management, data replication, and heartbeat management. Supports the Linux operating system and Oracle database. SLA Manager Provides real-time monitoring on the network to ensure Quality of Service (QoS) for key services. Uses unified key indicators and graphic display of statistics to provide basis for network quality monitoring and optimization. MPLS Tunnel Manager Automatically discovers deployed tunnels (MPLS TE and LDP tunnels), edges out complex networking modes, and reduces management difficulties. Dynamically displays tunnel status changes and prevents tunnel faults. 1.3 Sales Scenarios esight Integrated User and Network Management Solution for Campus Networks Solution Highlights Wired and wireless integration: Provides an open platform and manages IP devices of third-party vendors such as Cisco and HP. It implements unified management of IP and IT devices such as switches, WLAN devices, and firewalls on campus networks. Unified policy management: Provides unified policy management on the entire network to implement multi-layer control on access terminals, users, and networks. Visible network quality: Displays statistics on latency, packet loss rate, and jitter and traffic distribution and trend on the GUI. This helps detect potential network risks in advance to protect key services of enterprises. 3

8 1 esight Overall Sales Strategy Recommended Components esight standard/esight professional, WLAN Manager, Network Traffic Analyzer, LogCenter, Secure Center, SLA Manager, and Policy Center esight Visible Management Solution for Enterprise Branch Networks Solution Highlights Recommended Components Visible devices: Manages switches, routers, and printers in a visible manner and presents real-time network problems. Visible traffic: Manages branch traffic in a refined manner. esight can display Top N application traffic and host traffic, which displays real-time traffic data, detects exceptions, and provides basis for network planning. Visible quality: Evaluates SLA services and provides Network Quality Analysis (NQA) counters to evaluate latency, packet loss rate, and jitter of network data packets. This helps locate network problems and ensure branch office experience. Visible service: Provides visible management of the MPLS VPN services and provides the one-click fault diagnosis function of services, devices, and interfaces. This reduces the requirements on enterprise operation and maintenance (O&M). Visible security trend: Provides distributed log management and one-stop log audit to view historical network status and reproduce security events. esight standard/esight professional, SLA Manager, Network Traffic Analyzer, MPLS VPN Manager, IPSec VPN Manager, MPLS Tunnel Manager, LogCenter, and Secure Center esight Automatic Management Solution for Data Center Networks Solution Highlights Recommended Components Visible: Manages physical and virtual resources and displays network traffic distribution and network quality (latency, packet loss rate, and jitter) in a visible manner. Automatic: Migrates data center networks automatically, and supports CE switches and X7 switches. esight professional, SLA Manager, Network Traffic Analyzer, and DC ncenter 4

9 1 esight Overall Sales Strategy 1.4 Market Opportunities Third-Party Device Management Capability of esight Help Win Network Expansion and Migration Projects Background Some devices on a live network are from other vendors and are managed by a third-party NMS. A unified NMS is required to implement unified management of all devices on the network. Solution and Customer Benefit esight can manage devices from more than 30 vendors. esight can provide basic device management capabilities for new devices within a month since the devices support the SNMP/Telnet protocol. The basic device management capability includes management on basic device information such as manufacturer, device type, device version, interface information, performance, and panel, link discovery, universal alarms, IP addresses, and configuration files Hierarchical Network Management Is Recommended When an Enterprise Has a Headquarters and Many Branches Background O&M personnel in the branches want to manage devices in the branches independently. The headquarters NMS only monitors the branch status. There are more than 5,000 network elements (NEs) on the network. Solution and Customer Benefit Use hierarchical network management by deploying one esight professional edition in the headquarters and one esight standard edition in each branch. The esight systems in the headquarters and branches are physically isolated. The headquarters esight can know network status of branches, while the branch esight can manage devices in each branch independently Customers Focus on Network Quality Monitoring (Latency, Packet Loss Rate, and Jitter) and Traffic Monitoring Background Enterprises require that the networks leased from carriers of high quality. Enterprises want to monitor network traffic to provide guarantee for key applications. Enterprises want to obtain statistics on latency, packet loss rate, and jitter through ping operations. 5

10 1 esight Overall Sales Strategy Solution and Customer Benefit esight provides the SLA Manager and NTA components to meet these requirements. SLA Manager must work with the NQA feature of devices; while NTA must work with the NetSteam feature Customers Focus on NAT Source Tracing, Online Behavior Analysis, and Network Security Background NAT is required at enterprise egress to meet conformity audit requirements. Enterprises use Huawei USG or ASG products to provide user behavior management. Customers want a product that can manage gateway security policies in a unified manner, evaluate policy rationality, and give security suggestions. Solution and Customer Benefit esight provides the LogCenter and Secure Center components to meet these requirements Customers Focus on Network Reliability Background Customers require that when one NMS in an area powers off, the other NMS can take over to monitor the network. Customers require that when one NMS in an area becomes faulty, the other NMS can take over to monitor and manage the network. Customers have sufficient budget. Solution and Customer Benefit esight can be used with the Veritas software to provide dual server (with Linux operating system) backup, meeting customers' reliability requirements. 6

11 2 esight Portfolio 2 esight Portfolio 2.1 esight Component Overview esight provides a unified O&M platform and a wide variety of components for enterprise users, catering for differentiated O&M demands. For detailed description about esight, see Huawei esight Full Product Datasheet. Component esight Unified Network Management Platform esight Smart Reporter esight SLA Manager Description Provides compact, standard, and professional editions for enterprise users. In addition to unified management of devices from various vendors, topology management, fault management, performance management, smart configuration tool, configuration file management, and Simple Network Management Protocol (SNMP) northbound interface, the esight Unified Network Management Platform allows users to customize third-party devices, helping establish a network management system customized to their specific needs. Provides preset report templates to meet requirements in most management scenarios. Provides a professional report design tool for users to customize statistics reports. Integrates with devices' Network Quality Analysis (NQA) function to diagnose and measure link performance between network devices 24x7 and displays Quality of Service (QoS) statistics. Administrators can set the QoS threshold. esight notifies administrators remotely when QoS reaches the threshold. Administrators can use the quick diagnosis function to monitor link performance in real time and diagnose faults, which improves management efficiency. 7

12 2 esight Portfolio Component esight Network Traffic Analyzer esight LogCenter Manager esight WLAN Manager esight MPLS VPN Manager esight MPLS Tunnel Manager esight IPSec VPN Manager esight Secure Center Description Collects router and Layer 3 switch traffic, analyzes network traffic based on NetFlow, NetStream, and sflow protocols, and allows users to customize reports. This helps network administrators monitor traffic and bandwidth usage and detect network bottlenecks in a timely manner, providing evidence for network planning and fault diagnosis. Provides a platform for collecting, storing, and auditing multiple types of large-scale logs in a unified manner. Manages logs from Huawei and other vendors' devices. Provides industrial leading NAT tracing and security events analysis functions. Provides integrated management of wired and wireless networks. Supports wizard configuration to improve deployment efficiency of wireless services. Displays information about WLAN network quality, interference sources, wireless intrusion, and access terminals. Supports one-click diagnosis, interference source locating, access terminal locating, and spectrum analysis at the terminal side and network side to implement highly-efficient troubleshooting. Integrates scattered VPN information into visible management objects and displays the information using figures and graphs. Provides End-to-End (E2E) service deployment and hierarchical fault diagnosis capabilities. Administrators can easily deploy, monitor, and diagnose VPN services to provide quality and reliability guarantee for key services. Automatically discovers Multiprotocol Label Switching (MPLS) Traffic Engineering (TE) and Label Distribution Protocol (LDP) tunnels that have been deployed on the network, monitors tunnels in real time, dynamically displays tunnel running status, and monitors active-standby switchover and bypasses. Automatically discovers IPSec VPN services on the hub-spoke and site-to-site networks and provides all-round monitoring and diagnosis functions, including service alarm status monitoring, service topology, performance monitoring, service diagnosis, and historical tunnel information display. Provides unified security services management functions for the entire network, including Huawei firewalls, Unified Threat Management (UTM), and Access Routers (AR). Provides policy redundancy analysis, risk analysis, policy matching analysis, and comprehensive analysis for USG series firewalls to provide basis for policy optimization. 8

13 2 esight Portfolio Component esight DC ncenter Description Monitors network resources (including physical servers, VMs, vswitches, and TOR switches), displays the topology of virtual resources and physical devices, and dynamically adjusts physical network profiles based on VM changes. 2.2 Competition Analysis For detailed information about comparison between Huawei esight and HP (H3C) imc, see Huawei esight vs HP(H3C) imc Mapping. For detailed information about comparison between Huawei esight and Cisco product, see Huawei esight vs Cisco Mapping. 9

14 3 Selling Points and Sales Strategy 3 Selling Points and Sales Strategy 3.1 Selling Points Key Message One Management Unified wired and wireless network management Multi-vendor device management Unified network and security device management One Policy Easy to Use Rule-based policy management and 5W1H-based access control (5W1H indicates user identity, terminal type, resource type, access time, access location, and access mode.) Rich security policies that enhance terminal security Full guest access lifecycle solution Visualized management Easy troubleshooting User-friendly Graphical User Interface (GUI) Recommended Components and Scenarios Component esight compact/standard/professional esight Smart Reporter esight SLA Manager Scenario Customer focus: basic monitoring, alarm, performance, configuration file, and report management Customer focus: latency, packet loss rate, and jitter Devices must support the NQA feature. 10

15 3 Selling Points and Sales Strategy Component esight NTA Manager esight LogCenter esight WLAN Manager esight MPLS VPN Manager esight MPLS Tunnel Manager esight IPSec VPN Manager Scenario Customer focus: traffic distribution and bandwidth usage Devices must support the NetFlow, NetStream, and sflow features. Customer focus: NAT source tracing, online behavior analysis, and network security Customer focus: unified wired and wireless network management, wireless positioning, spectrum analysis, and WIDS management Customer focus: MPLS VPN management Customer focus: IPSec VPN management esight Secure Center esight DC ncenter Customer focus: Analysis and suggestions on configuration and optimization of security policies Customer focus: unified management of physical and virtual resources and dynamical adjustment of network policies upon VM changes 3.2 Sales Policy and Restriction Sales Policy and Restriction 1. Huawei esight and Policy Center are two independent products, and they can be configured on the same or different servers. Users can log in to Huawei esight and Policy Center simultaneously. For details, see Huawei esight Configuration of Software and Hardware. 2. The following components of Huawei esight do not support HA and the Linux operating system: LogCenter Manager, Secure Center, and Network Traffic Analyzer. 3. Huawei servers are recommended for esight. If customers purchase servers from other vendors, they must read Huawei esight Configuration of Software and Hardware carefully to determine the server models Upgrade Scenarios esight provides upgrade services through warranty and maintenance. The details are as follows: In China By default, Huawei provides three-month support services for esight software from the date of shipment. If customers purchase warranty and maintenance, Huawei provides upgrade versions including the C version, R version, and patches. If customers need to upgrade services for more than one year, they can place an order independently. 11

16 3 Selling Points and Sales Strategy Service Type Service Item Hi-Care Application Software Support Hi-Care Application Software Upgrade Support Gold Gold+ Remote support Help Desk 7 x 24 service 7 x 24 service Remote troubleshooting 7 x 24 x 30 Min 7 x 24 x 30 Min Online technical support Yes Yes Software support Software upgrade service for patch and minor versions Software upgrade service for major versions Yes No Yes Yes Active support Health check No 4/year Service plan and report No Yes Outside of China Hi-Care Application Software Support provides C version upgrade and patches. Hi-Care Application Software Upgrade Support provides R version upgrade. By default, Huawei provides one-year support services for esight software. If customers need to upgrade services for more than one year, they can place an order independently. The warranty and maintenance fee is calculated each year starting from 90 days after the date of shipment. Offering Service Type Service Item Hi-Care Application Software Support Hi-Care Application Software Upgrade Support Application software maintenance support Remote support Software support Help Desk 7 x 24 service 7 x 24 service Remote troubleshooting 7 x 24 service 7 x 24 service Online technical support Yes Yes Software upgrade service for patch and minor versions Software upgrade service for major versions Yes No Yes Yes 12

17 3 Selling Points and Sales Strategy 3.3 Product Certification Software Server RoHS Software Server CE-SDoc esight Enterprise Operation And Maintenance System CE-SDoc esight Enterprise Operation And Maintenance System RoHS 13

18 4 esight Sales and Quotation Modes 4 esight Sales and Quotation Modes 4.1 esight Quotation Mode The esight quotation mode matches the enterprise network mode, with various editions meeting different enterprise requirements. esight service management components are configured on the esight platform with a management device license. More service components with licenses can be added. The esight license follows the scale and incremental design of the industry. esight licenses are packed for sale. 4.2 Product License Architecture For details about quotation items, see Huawei esight Full Ordering Guide. 14

19 5 Document and Help Channels 5 Document and Help Channels 5.1 Documents esight product documents are available at Huawei provides detailed documents and smooth help channels for agents. For more information, visit ucts-info/network-infrastructure/esight/index.htm. 15

20 5 Document and Help Channels Copyright 2013 Huawei Technologies Co., Ltd. All Rights Reserved. The information contained in this document is for reference purpose only, and is subject to change or withdrawal according to specific customer requirements and conditions. 16