Pro Curve Switch 8212 zl NPI Sales Training

Pro. Curve Switch 8212 zl NPI Sales Training June 2007 Internal Pro. Curve Training © 2007 Hewlett-Packard Development Company, L. P. The information contained herein is subject to change without notice.

Table of Contents Objectives Market Landscape Product Overview Portfolio Positioning Deployment Models Vertical Alignment Business Benefits Competition Business Opportunities/Selling Strategies Value Proposition/AEA Fit Summary Additional Resources Slide 3 Slides 5– 7 Slides 9 -34 Slides 36 -39 Slides 41 -47 Slides 49 -53 Slides 55 -59 Slides 61 -74 Slides 76 -79 Slides 81 -82 Slide 83 Slide 85 2

Objectives After completing this training, you should be able to: –Identify the market potential for the Switch 8212 zl –Describe the Switch 8212 zl –Position the 8212 zl within the Pro. Curve family –Describe the key features and benefits of the Switch 8212 zl –Introduce the zl Wireless Edge Services Module for use within the switch 8212 zl –Target potential customers by work environments and needs –Articulate –Customer business benefits –IT benefits –Reseller business benefits –Review the competition –Identify the Pro. Curve Switch 8212 zl key differentiators –Address customer objections/concerns –Emphasize the Pro. Curve EDGE Architecture. TM and value propositions fit 3

Market Landscape 4

Network Requirements New Applications High Bandwidth Unpredictable Growth Pro. Curve Adaptive Network Users Mobile/Remote Access Trends Compliance Requirements Resource Constraints An adaptive network helps organizations compete more effectively 5

What’s Driving Network Reliability? Convergence • As new applications combine data, voice, video and security on common network infrastructures, the reliability of those networks become more and more important. • The Network is becoming a more critical business tool; when the network is down, the business is down. • Historically required only in the most mission-critical networks, network reliability is driving the need for High Availability core solutions in a wider range (and size) of network environments • The only way to ensure enhanced network reliability was to deploy highly available provider-oriented switch platforms. These are expensive to purchase, upgrade, manage and maintain. 6

Affordable High Availability A wider range of customers are looking for core solutions that provide… • High Performance & scalability • Critical networking features • Critical reliability and high availability …while delivering… • Ease of deployment and management • Investment protection …with lower cost-of-ownership 7

Product Overview 8

Pro. Curve Switch 8212 zl Go-To-Market Message The Pro. Curve 8212 zl core switch is based on Pro. Curve’s award-winning Pro. Vision technology that unifies the network’s operation, management and support from the core to edge, reducing complexity and simplifying the ownership of enterprise networks to reduce cost. Key Messages/Themes: • Core Switch - performance, high availability, software features • Pro. Vision-based - proven technology, advanced features, reliability • Unified Core to Edge - shared infrastructure, common management Customer Value Proposition: • Reduced Complexity • Simplified with a dramatically reduced Cost-of-Ownership 9

Pro. Curve Switch 8212 zl Reliable Solution delivering exceptional value The 8212 zl • Employs Pro. Vision ASIC technology • Is based on a proven Pro. Curve switch platform architecture • Is built with proven Pro. Curve components and accessories • Offers high availability, reliability and flexibility at a pricepoint that delivers incredible customer value The industry’s 1 st core switch with a lifetime warranty 10

Pro. Curve Switch 8212 zl Core Switch features High Performance • Routing/Switching capacity: 692 Gbps total (28. 8 Gb/slot) • Switch throughput: up to 428 million pps • Scalability: 288 Gig ports (wirespeed), 48 10 Gb. E ports (2: 1) High Availability • Hot-swap/redundant management, fabric, power supplies • Passive backplane • Proven Architecture: Pro. Vision ASIC, platform, code base • Proven Componentry: leveraged modules, power supplies Pro. Curve Switch 8212 zl Comprehensive Features • Full L 2 -L 4, Security, Qo. S • Gig POE on all copper ports, Wireless Edge Services 11

Pro. Curve Switch 8212 zl Base Switch features J 8715 A - Switch 8212 zl Base System: Systems • Modular chassis-based switch platform • 12 interface/service module slots • Includes: – 1 x Chassis – 1 x Fan Tray – 1 x Mgmt Module (min required) – 2 x Fabric Module (min required) – 1 x System Support Module • Power supplies, interface modules, additional mgmt module ordered separately • No Premium License (full Layer 3 features pre-enabled) • No Gig bundles 12

Pro. Curve Switch 8212 zl High Availability Management Modules • Dual, hot-swappable • Active/standby model (one module active, one module on standby) Mgmt Modules System Support Module • Graceful System Restart (<1 min network recovery) on Active Module failure Fabric Modules • Dual, hot-swappable • Performance load-sharing (each module provides ½ of system throughput) Fabric Modules • Minimal traffic loss, reduced performance capacity on module failure System Support Module • System health/status • Serviceable system-level components Front View 13

Pro. Curve Switch 8212 zl High Availability Backplane Passive Backplane • No traffic-forwarding active components Fan Tray • High capacity Power Supplies • 4 x slots, hot-swappable • N+N power-redundancy capacity Power Supplies • Available External Power Shelf Fan Tray • 1 x, hot-swappable • Resilient Fan design Rear View 14

Pro. Curve Switch 8212 zl Details Management/Fabric/System Support Modules • J 9092 A - Switch 8200 zl Management Module – 8212 zl-specific, additional module for fully redundant configuration and for on-site sparing (J 8715 A/base system includes 1 x mgmt module) • J 9093 A - Switch 8200 zl Fabric Module –For on-site sparing only (J 8715 A/base system includes required modules) • J 9095 A - Switch 8200 zl System Support Module –For on-site sparing only (J 8715 A/base system includes required module) 15

Pro. Curve Switch 8212 zl High Availability - Management Module J 9092 A - Switch 8200 zl Management Module (MM): 8212 zl-specific, max 2 x/system. J 8715 A/base system includes 1 x MM. Additional MM ordered for fully redundant configuration or for onsite sparing • Hot-swappable (i. e. the switch does not have to be powered-off to remove/replace an MM) • Single MM required for system operation • Active/standby dual MM model (one module active, one module on standby) • Failover model: Graceful System Restart (<1 min system recovery) in dual MM config Key Points to highlight for customers: • Pro. Curve quality drives underlying system/network reliability • Network downtime - Fundamental tradeoff: 10’s of thousands of dollars (competitors) vs slim chance of a module failure resulting in <1 min network downtime over the next five years (w/ 8200 zl solution) • If customer can’t afford any downtime (and has $ to burn), they should buy the competitive solution – or – come talk to us later (uncommitted plans to improve failover model over time) 16

Pro. Curve Switch 8212 zl High Availability - Fabric Module J 9093 A - Switch 8200 zl Fabric Module (FM): Max 2 x/system. J 8715 A/base system includes 2 x FMs. Additional FMs ordered for onsite sparing • Hot-swappable (i. e. the switch does not have to be powered-off to remove/replace an FM) • Two FMs required for system operation • Performance load-sharing (each module provides ½ of system performance capacity) • Allows for upgrade with next generation modules (increased performance capacity) Key Points to highlight for customers: • Pro. Curve quality drives underlying system/network reliability • Pro. Curve takes the sensible approach: – 90% of networks are sensibly and generously over-provisioned from a performance capacity perspective (bandwidth is cheap) – 90% of customers will never see a network impact to network performance –A load-sharing fabric model is a sensible, cost-effective way of improving system reliability (all hardware working all the time) 17

Pro. Curve Switch 8212 zl High Availability - System Support Module J 9095 A - Switch 8200 zl System Support Module (SMM): Max 1 x/system. J 8715 A/base system includes 1 x SSM. Additional SSMs ordered for onsite sparing • NOT hot-swappable (but can be removed without system damage): removal = shutdown • Hosts system elements (that are backplane-resident on the 5412 zl): –System Clock, Multiplexer for MM to IM communication, Fan Controller circuitry, other • Strictly speaking this module is a Single-point-of Failure, but… Key Points to highlight for customers: • Pro. Curve quality drives underlying system/network reliability • Components are VERY reliable: low probability of failure (~zero), solid 5400 track record • Pro. Curve takes the sensible approach: –Why not a fully redundant solution? too costly/complex to architect, marginal (theoretical) uptime improvement –Focus on serviceability: IF anything on the module were to fail (highly unlikely), it would be very easy to service • Competitive context: Cisco/4500 – comparable system circuitry buried in chassis, servicing requires module removal/de-cabling disruption/downtime to recover to full redundancy 18

Pro. Curve Switch 8212 zl Details Infrastructure Components • J 9091 A - Switch 8212 zl Empty Chassis/Fan Tray –For on-site sparing only (J 8715 A/base system ordered for new purchases) • J 9094 A - Switch 8212 zl Fan Tray –For on-site sparing only (J 8715 A/base system provides 1 x Fan Tray) 19

Pro. Curve Switch 8212 zl Details Interface Modules (Common w/ 5400 zl Series) • J 8702 A - zl 24 -Port 10/1000 Po. E Module • J 8705 A - zl 20 -Port 10/1000 Po. E + 4 -Port Mini-GBIC Module –LH-LC, LX-LC, SX-LC, 1000 base-T Mini-GBIC support • J 8706 A - zl 24 -Port Mini-GBIC Module –LH-LC, LX-LC, SX-LC, 1000 base-T Mini-GBIC support • J 8707 A - zl 4 -Port 10 Gb. E X 2 Module –CX 4, SR, LR or ER optics support • J 8708 A - zl 4 -Port 10 Gb. E CX 4 Module 20

Pro. Curve Switch 8212 zl Details Optics/Transceivers Mini-GBIC • J 8177 B - Pro. Curve Gigabit 1000 Base-T Mini-GBIC • J 4858 B - Pro. Curve Gigabit-SX-LC Mini-GBIC • J 4859 B - Pro. Curve Gigabit-LX-LC Mini-GBIC • J 4860 B - Pro. Curve Gigabit-LH-LC Mini-GBIC Transceiver • J 8436 A - Pro. Curve 10 -Gb. E X 2 -SC SR Optic • J 8437 A - Pro. Curve 10 -Gb. E X 2 -SC LR Optic • J 8438 A - Pro. Curve 10 -Gb. E X 2 -SC ER Optic • J 8439 A - Pro. Curve 10 -Gb. E CX 4 Media Converter • J 8440 A - Pro. Curve Switch 10 -Gb. E X 2 -CX 4 Transceiver • J 9054 B - Pro. Curve 100 -FX SFP-LC Transceiver 21

Pro. Curve Switch 8212 zl Accessories Power Supplies (Common w/ 5400 zl Series) • J 8712 A - zl 875 W Power Supply – 275 W of EPS (Po. E) power – 110 V@12 A or 220 V@5. 7 A • J 8713 A - zl 1500 W Power Supply – 900 W of EPS (Po. E) power – 220 V only @ 10 A • J 8714 A - zl Power Supply Shelf –Expands POE power, uses zl power supplies 22

Pro. Curve Switch 8212 zl Wireless Edge Services zl Module • Support up to 156 Pro. Curve Radio Ports • 1 gig wireless throughput Redundant Wireless Services zl Module • Automatically adopts radio ports if primary module is unavailable or should fail Pro. Curve Wireless Services zl 12 RP License (J 9053 A) Pro. Curve Wireless Services zl 48 RP License (J 9090 A) Add Radio Port capacity in increments of 12 or 48 for total of 156 Radio Ports per Pro. Curve Wireless Edge Services zl module. 23

Pro. Curve Switch 8212 zl Wireless Edge Services zl Module Pro. Curve Radio Ports* Radio Port 210 (part# J 9004 A) • • • Single 802. 11 g radio Integrated antenna (No external antenna connectors) Radio Port 230 (part# J 9006 A) • • • Dual radio (a+b/g) Integrated antenna (No external antenna connectors) Radio Port 220 (part# J 9005 A) • • • Dual radio (a+b/g) External antennas required Plenum rated * Operation requires Wireless Edge Services zl or xl Module 24

Pro. Curve Switch 8212 zl High Availability Pro. Vision ASIC • Fourth Generation Design • HP Labs – Pro. Curve collaboration • Highly integrated architecture • ASIC-internal memory error correction • Switch CPU Do. S protection Platform Design • Lossless switch fabric • Efficient packet forwarding Solution Reliability 25

Pro. Curve Switch 8212 zl High Availability 5400 zl Platform Architecture Modules Power Supplies Pro. Curve Switch 8212 zl Proven Componentry Pro. Vision ASIC Code Base Proven Technology = Solution Reliability 26

Pro. Curve Switch 8212 zl Software Features Feature Benefit Operational Flexibility Pro. Vision Policy Enforcement Engine Improves the speed and granularity of access control – faster and more flexible security Security Fast, flexible ACLs Faster, more precise network access control IP & MAC lockdown/lockout Protection against known unauthorized hosts accessing the network Source port filtering Allows customers to control port access at the physical level – increasing security in a Layer 2 environment Multiple-user authentication • 802. 1 x, Web-auth, MAC-auth Protects the network from external unauthorized users as well as internal threats. Enables per-user rights Virus throttling Maximizes network uptime Secure management access Encryption of switch management and configuration traffic – secures the network infrastructure from unauthorized access • SSH, SSL, TACACS+, Secure FTP 27

Pro. Curve Switch 8212 zl Software Features Feature Benefit Bandwidth Shaping/Control Guaranteed Minimums Assures mission-critical traffic gets through Enforced Maximums Prevents extraneous traffic from bogging down the network Quality of Service (Qo. S) Multiple Qo. S Parameters Allows precise control and flexibility of packet priority – assuring timely delivery of missioncritical data Operational Flexibility Layer 3 Services Without Routing Less complexity with greater flexibility for network access control, Qo. S, etc. Network Availability 802. 1 s Multiple Spanning Tree Layer 2 link redundancy – allowing increased network uptime Switch Meshing Layer 2 link redundancy using all available bandwidth – network uptime with improved performance VRRP Layer 3 redundancy – improved network uptime and availability 28

Pro. Curve Switch 8212 zl Unified Core-to-Edge: Shared infrastructure 8212 zl – 5400 zl Common accessories • zl Interface/Service Modules • zl Power Supplies/EPS 5400 zl • Pro. Curve Optics/Transceivers Common sparing Solution flexibility 8212 zl – 5400 zl/3500 yl/6200 yl Code Base Mgmt tools Common code base • Features implementation/configuration 8212 zl • SW versioning Common device management • Device mgmt tools (CLI, GUI, Menu) 6200 yl 3500 yl Management simplicity Reduced Complexity 29

Pro. Curve Switch 8212 zl Unified Core-to-Edge: Common Management The 8212 zl is integrated into Pro. Curve’s Network Management solution: Intelligent EDGE Pro. Curve Manager Plus (PCM+) Robust, secure, scalable platform for efficient management of distributed networks EDGE Switches Clients 8212 zl Core EDGE Switches Clients Pro. Curve Identity Driven Mgr (IDM) Unified access control for efficient security administration of distributed networks Enhanced Management Productivity Reduced Complexity Internet PCM+ IDM 30

Pro. Curve Switch 8212 zl Lower Cost-of-Ownership Delivers superior long term value vs competitive core solutions Solution Longevity • Excellent Gig/10 Gb. E Port Scalability • Upgradeable Switch Fabric and Management • Passive, high-capacity chassis design • Provision ASIC: Feature programmability Deployment Flexibility • Flexible Networking and Security features • Po. E standard on all Gig ports • Service Modules Lifetime Warranty & Support Pro. Curve Switch 8212 zl • Lifetime Hardware Warranty • Lifetime Software Updates • Lifetime Call-in Support 31

Pro. Curve Switch 8212 zl What’s new/different (compared to the 5412 zl)? 8212 zl • • What’s the same/shared? 5412 zl System performance capacity, port count/scalability Interface Modules, Optics/Transceivers (8212 zl shares existing SKUs) Power Supplies, EPS Shelf (8212 zl shares existing SKUs) 12 x interface module slots, 4 x internal Power Supply slots, 1 x fan tray slot Wireless Edge Management module support Networking/security/Qo. S software features, code base (same SW image/version) Warranty (Lifetime HW, SW updates, call-in support) What’s different? Platform • • • Features • Baseline 5400 zl feature set + code to run dual mgmt/fabric • Baseline feature set (L 2 -L 4, Security features, device mgmt) Productization • No Gig copper bundles (ala carte ordering) • No premium license, 5400 Advanced L 3 features loaded standard • 48 p/96 p Gig-bundles • Advanced L 3 features through purchase of Premium License 8212 zl-specific chassis, 9 RU high 8212 zl-specific management module dual management module slots dual/slotted fabric modules (upgradeable) System Support Module/slot 8212 zl-specific fan tray • • • 5412 zl-specific chassis, 7 RU high 5412 zl-specific management module single management module slot backplane-integrated switch fabric backplane-hosted system components 5412 zl-specific fan tray 32

Pro. Curve Switch 8212 zl vs 5412 zl: Chassis layout Management Fabric on backplane (not upgradeable) Management System Support Management Interface 9 RU 7 RU Fabric Interface 8212 zl 5412 zl 8212 zl Base System/J 8715 A, includes: 1 x: chassis/fan tray 1 x: mgmt module (min required) 2 x: fabric module (min required) 1 x: system support module (min) Front View 33

Pro. Curve Switch 8212 zl vs 5412 zl: Chassis layout Back-of-Box System Information indicators Fan Tray 9 RU Power Supplies 8212 zl 7 RU 5412 zl Rear View 34

Portfolio Positioning 35

Pro. Curve Chassis Portfolio 8200 • Resilient high availability • Gig/10 G balanced • L 2 -L 4 features • Core-to-Edge Unified 9300 Functionality • Multi-protocol routing (IP, IPX, AT) • Gigabit optimized • Wirespeed Layer 4 services 8100 5400 5300 4200 4100 • Redundant high availability • High network scalability • Pro. Vision ASIC, Versatile Intelligent Port • Gigabit Po. E w/10 G uplink optimized • Wirespeed Intelligent Edge services • Programmable ASIC • 10/100 and Gigabit optimized • Intelligent Edge services • Alternative to competitors stackables • 10/100 and Gigabit optimized • Traditional Edge services • Fast Path Technology • 10/100 optimized • Layer 2 + IP static routes Price/Performance 36

Pro. Curve Chassis Selection 9300 m Segment 8100 fl 8212 zl 5400 zl 5300 xl Core Intelligent Edge Full feature Gig Po. E Edge customer, moderate distribution switch Higher end 10/100 and 10/100 Po. E Edge customer, some Gig client connectivity Target Market Large Enterprise core Mid-market core, enterprise distribution, highly reliable Edge/Access layer Port Density 672 10/100, 232 1000 28 10 Gb. E 160 10/1000 16 10 Gb. E 288 10/100/1000 48 10 Gb. E 192 10/100 128 10/1000 L 3 routing, ACLs, some L 3 services when running at L 2/L 3 Full L 2 -L 3 standard L 3 services when running at L 2, L 3 routing with Premium License Optimized Port Environment Gig - 10 G 10/100 - Gig High Availability Dual/slotted mgmt Redundant power Dual/slotted mgmt/fabric Passive backplane Redundant power Single mgmt Integral fabric/backplane Redundant power Integral mgmt/fabric/backplan e Redundant power Po. E No No Yes, standard Yes, optional Performance Gig oversubscribed 4: 1 10 Gb. E oversubscribed 2: 1 Wirespeed Gig, 10 Gb. E Wirespeed Gig, 4 port 10 Gb. E 2: 1 oversubscription Wirespeed 10/100, Gig oversubscribed 4: 1 IPv 6 capable Planned future softwarebased IPv 6 host and routing No Planned future IPv 6 host and routing No AEA Edge and Policy Control No No Full feature Good (through IDM) Customer Price Sensitivity Very Low, features more important than price Moderate 37

Pro. Curve Switch 8212 zl Core Segment positioning 8100 fl 8212 zl Pro. Curve’s best core solution for mid-market customers Sell when customer… • Requires very high scalability and predictable performance in very large network deployments • Focus on critical networking and high availability features • Wants fully redundant solution • Exceptional value (pricepoint, warranty) • Fully Redundant HA (fabric, fans) • Very High network scalability (routes, buffering) • Non-Pro. Curve portfolio aligned features, management tools • • • Resilient HA (resilient fabric) Superior system/rack density Core-to-Edge Unified Excellent Price Performance Lifetime Warranty 9300 m Sell when customer… • Wants to expand an existing 9300 m install • Requires multi-protocol operation • Requires select niche functions • Multi-protocol routing (IP, IPX, AT) • Specialized features (BGPv 4, MRP, NAT, • High network scalability (routes, buffering) • Non-Pro. Curve portfolio aligned features, management tools 38

Pro. Curve Switch 8212 zl Interconnect Fabric Core for an Adaptive EDGE Network Servers The 8212 zl is the ideal Interconnect Fabric core switch complement to an Intelligent EDGE network deployment: Intelligent EDGE Intelligent Switches Interconnect Fabric • High Performance • High Reliability Clients Intelligent Switches Clients Pro. Curve Switch 8212 zl • Comprehensive Network Management Integration • Reduced Complexity Wireless Clients Wireless Access Points • Lower Cost-of-ownership Wireless Clients Edge Portal Edge Network Internet Command from the Center 39

Deployment Models 40

Pro. Curve Switch 8212 zl Deployment Models Primary • Core in small/medium-sized central office networks • Core in large enterprise branch office networks Secondary • Large enterprise distribution –Large-scale 10 Gb. E aggregation • Large enterprise access (High Availability Edge) –Mission-critical Po. E/VOIP 41

Pro. Curve Switch 8212 zl Deployment Model Data Center Core Pro. Curve 7000 Internet 5400 zl/3500 yl 10 G Servers for Network Services Unified Management • PCM+ • IDM 10 G 8212 zl 5400 zl/3500 yl /6200 yl Highavailability Po. E Secured Connectivity Po. E Pro. Curve Edge Switches Secured Connectivity Po. E Secured Mobility IP Telephony HQ Secured Connectivity Pro. Curve Radio Ports Branch 42

Pro. Curve Switch 8212 zl Core Deployment Model – 8212 zl vs 5400 zl 8212 zl-based 2 x 8212 zl systems dual mgmt modules 2 x 8212 zl systems single mgmt module 1 x 8212 zl system dual mgmt modules § Provides similar network availability to a 2 x 8212 zl, single mgmt module network (network recovery times shorter than in-chassis mgmt failover performance) § position as a long-term dual chassis solution that will leverage future mgmt failover improvements over time 2 x mgmt § Leverages network-level redundancy to achieve fast system-level failure recovery § position as a long-term dual chassis solution – upgradeability, long-term investment protection § Provides network availability within a single device vs 2 x system networks providing network availability through an entirely separate device (dual systems network-level recovery shorter than in-chassis mgmt failover performance) § position as a long-term single chassis solution – upgradeability, long-term investment protection 2 x mgmt 5400 zl-based 2 x 5400 zl systems § Leverages network-level redundancy to achieve fast system-level failure recovery § No in-chassis upgradeability (vs 8200 zl): position 8200 zl 1 st as a long-term dual chassis solution (upgradeability, long-term investment protection) 1 x 5400 zl system § No enhanced availability § No in-chassis upgradeability (vs 8200 zl): position 8200 zl 1 st as a long-term single chassis solution (upgradeability, long-term investment protection) 43

Pro. Curve Switch 8212 zl Core Deployment Model – 8212 zl vs 5400 zl (details) 8212 zl-based 2 x 8212 zl systems dual mgmt modules 2 x 8212 zl systems single mgmt module 1 x 8212 zl system dual mgmt modules Recovery time driven by the System (Mgmt/Operating system) + system + component redundancy (network single-sec recovery*) + Load balancing (enhanced availability via trunking, VRRP, MSTP) + Chassis investment protection (upgradeable fabric) - Increased cost and complexity (*no network downtime with future hitless failover feature) 2 x mgmt Recovery time driven by the Network (redundancy protocols) + system redundancy (network single-sec recovery) + Load balancing (enhanced availability via trunking, VRRP, MSTP) + Chassis investment protection (upgradeable fabric) - Increased cost and complexity Recovery time driven by the System (Mgmt/Operating system) +Component redundancy (sub-minute network recovery*) +Cost-effective, reduced complexity +Chassis investment protection (upgradeable fabric) - HA for redundant components only (*no network downtime with future hitless failover feature) 2 x mgmt 5400 zl-based 2 x 5400 zl systems Recovery time driven by the Network (redundancy protocols) + System redundancy (network single-sec recovery) + Load balancing (enhanced availability via trunking, VRRP, MSTP) - Increased cost and complexity (5412 zl) 1 x 5400 zl system No advanced redundancy (mgmt) to provide enhanced availability + Cost-effective, reduced complexity - HA for redundant components only (power, interface modules) - significant network downtime (mgmt module failure) 44

Pro. Curve Switch 8212 zl Deployment Model – High Availability Edge 8212 zl High Availability Po. E Secured Connectivity Po. E Secured Mobility IP Telephony Pro. Curve Radio Ports Provides enhanced availability by providing protection against single-point-of-failure @ network access layer (e. g. IP Phones) 45

Pro. Curve Switch 8212 zl Wireless Edge Services for 5400 zl/8212 zl Offering secure, advanced wireless services with simplified management and unified wired and wireless operation across the network. Wireless Edge Services zl Module Pro. Curve Switch 5400 zl Series Reduced complexity – lower TCO • Wireless services enabled across the network, regardless of Pro. Curve chassis deployment Pro. Curve Switch 8212 zl

Pro. Curve Switch 8212 zl Wireless Edge Services Use Models Switch 8212 zl with wireless services zl module core distribution 5412 zl Switch 5400 zl 3500 8212 zl core 5412 zl distribution Switch 5400 zl series with wireless services zl module 3500 edge Layer 3 radio port adoption Good Layer 2 radio port adoption Layer 3 radio port adoption Best 47

Vertical Alignment 48

Vertical Alignment • K-12 Education • Higher Education (University) • Public Sector • Government • Corporate (campus) • Retail (branch offices) • Healthcare • Financial 49

Pro. Curve Switch 8212 zl Vertical Alignment: K-12 Education Need 8212 zl Proof Point Security: must protect against security threats (e. g. computer virus) infiltrating the network and disrupting operations • Virus Throttling - Control of worm viruses • ACLs on bridged traffic – threat control • Student/Administration data separation Efficient device mgmt tools: menu, web UI, CLI • Monitoring/diagnostic tools (UDLD, loopback interfaces) • STP troubleshooting tools • Core-to-Edge Unified Management • Resource Constraints (IT staff): effective, efficient tools to manage and troubleshoot the network Critical high availability features (redundant mgmt/fabric/power) • Comprehensive network availability tools • Superior Value • Convergence driving network availability: Cost-effective, highly reliable switch solution Lifetime warranty, streamlined cost of ownership model • Comprehensive features • Solution longevity • High reliability with superior value • Initial/Ongoing Budget Constraints: cost effective, non-disruptive, simple to own and upgradeable over time 50

Pro. Curve Switch 8212 zl Vertical Alignment: Higher Education (University) Need 8212 zl Proof Point • Threat control - ACLs on bridged traffic, Virus Throttling Security & data integrity: must protect against security threats (e. g. computer virus) and ensure • Data security tools - DHCP Protection, Dynamic ARP Protection, Dynamic IP Lockdown, BPDU Port sensitive data is not compromised Protection Efficient device mgmt tools: menu, web UI, CLI • Monitoring/diagnostic tools (UDLD, loopback interfaces) • STP troubleshooting tools • Core-to-Edge Unified Management • Resource Constraints (IT staff): effective, efficient tools to manage and troubleshoot the network Traffic Control (file sharing, etc): effective, efficient tools to control bandwidth usage and manage network resources • Convergence (distance learning/collaboration, VOIP): effective, efficient tools to ensure sensitive applications get the resources required • Advanced traffic control and rate limiting tools to selectively limit bandwidth utilization and target top consumers of those resources Dynamic Queue management • Granular Packet classification, Qo. S tools • Efficient multicast features Critical high availability features (redundant mgmt/fabric/power) • Comprehensive network availability tools • Superior Value • Convergence driving network availability: Cost-effective, highly reliable switch solution 51

Pro. Curve Switch 8212 zl Vertical Alignment: Mid-sized Enterprise/Branch Office Need 8212 zl Proof Point • Threat control - ACLs on bridged traffic, Virus Throttling Security & data integrity: must protect against security threats (e. g. computer virus) and ensure • Data security tools - DHCP Protection, Dynamic ARP Protection, Dynamic IP Lockdown, BPDU Port sensitive data is not compromised Protection Efficient device mgmt tools: menu, web UI, CLI • Monitoring/diagnostic tools (UDLD, loopback interfaces) • STP troubleshooting tools • Core-to-Edge Unified Management • Resource Constraints (IT staff): effective, efficient tools to manage and troubleshoot the network Solution Longevity: highly scalable solutions that provide extended useful life to avoid disruptive technology upgrades Convergence (distance collaboration, VOIP): effective, efficient tools to ensure sensitive applications get the resources required High port scalability, performance headroom • Flexible Pro. Vision ASIC architecture • Passive system design • Core-to-Edge Unified Infrastructure • Dynamic Queue management • Granular Packet classification, Qo. S tools • Efficient multicast features • Critical high availability features (redundant mgmt/fabric/power) • Comprehensive network availability tools • Proven technology and components • Solution Reliability: features to ensure continuity and enhance network productivity 52

Pro. Curve Switch 8212 zl Vertical Alignment: Health Care Need 8212 zl Proof Point Security & Data Integrity: must protect against security threats (e. g. computer virus) and ensure sensitive data is not compromised (e. g. health privacy) • Threat control - ACLs on bridged traffic, Virus Throttling • Data security tools - DHCP Protection, Dynamic ARP Protection, Dynamic IP Lockdown, BPDU Port Protection Efficient device mgmt tools: menu, web UI, CLI Monitoring/diagnostic tools (UDLD, loopback interfaces) • STP troubleshooting tools • Core-to-Edge Unified Management • Resource Constraints (IT staff): effective, efficient tools to manage and troubleshoot the network Solution Longevity: highly scalable solutions that provide extended useful life to avoid disruptive technology upgrades Convergence (remote file sharing, VOIP): effective, efficient tools to ensure sensitive applications get the resources required • High port scalability, performance headroom • Flexible Pro. Vision ASIC architecture • Passive system design • Core-to-Edge Unified Infrastructure • Dynamic Queue management • Granular Packet classification, Qo. S tools • Efficient multicast features • Critical high availability features (redundant mgmt/fabric/power) • Comprehensive network availability tools • Proven technology and components • Solution Reliability: features to ensure continuity and enhance network productivity 53

Business benefits Customer IT Reseller 54

Pro. Curve Switch 8212 zl meets customers business needs Pro. Curve Switch 8212 zl • • Up to 288 POE-Enabled Gig ports, 48 10 Gb. E ports • Supports 4 zl Wireless Edge Services modules for a total of up to 624 managed radio ports • Increased Productivity 692 Gbps capacity, 428 million pps throughput Upgradeable modular management/fabric technologies • Layer 2 through 4 networking features, High Availability and redundancy • Proven technology, proven architecture • Hot-swappable, upgradeable redundant modules, power supplies and fan tray. Hot-swappable interface modules. Passive chassis backplane • Streamlined acquisition and maintenance costs • The FIRST core switch with a Lifetime Warranty 55

Pro. Curve Switch 8212 zl meets customers business needs Pro. Curve Switch 8212 zl • • Common device management tools • Pro. Curve Network management integration • Po. E standard on all Gig ports • Streamlined acquisition and maintenance costs • Based on a proven architecture – leverage existing training on and experience with the Pro. Vision family • Fortify Security Common software code image, features • Reduced Complexity Common zl accessories Advanced, integrated security features for protection against internal and external threats • Pro. Curve Security management solution integration 56

Pro. Curve Switch 8212 zl meets customers IT needs Pro. Curve Switch 8212 zl • Flexibility • • • Fortify Security • • 10/100/Gig/10 Gb. E connectivity POE on all Gig ports zl module support Upgradeable Switch Management, Fabric and Power supplies Programmable ASIC architecture enabling upgrades over time Virus Throttle, ACLs on bridged traffic and per port ACLs Advanced security features – DHCP and Dynamic ARP protection, Dynamic IP lockdown and BPDU port protection Switch CPU protection, source port filtering 57

Pro. Curve Switch 8212 zl meets customers IT needs Pro. Curve Switch 8212 zl Applicationspecific performance Precise management of switch resources Advanced queue memory management tools for selective resource allocation Granular packet classification Qo. S tools for prioritization of time-sensitive traffic • • • Meet budget challenges • • Low deployment, operational and maintenance costs Common zl-type accessories Lifetime warranty Compatibility Minimize downtime • • • High availability network features – meshing, OSPF-ECMP, trunking and VRRP Redundant and hot-swappable management/fabric modules, power supplies and fan tray Hot swappable interface and service modules 58

Pro. Curve Switch 8212 zl reseller business benefits Pro. Curve Switch 8212 zl • Win More Deals • • Repeat Customers Shortened Sales Cycle • • High performance, highly scalable core solution Reliable solution, proven technology and architecture Very attractive price point, Lifetime warranty Complete solution brings more potential revenue leverage existing Pro. Curve edge/distribution installs to expand deployments to include corecapable switches Leverage new technologies and capabilities, and shared accessory/software positioning to upgrade 5400 zl installed bases Features, management tools, warranty aligned with Pro. Vision ASIC-based Pro. Curve portfolio 59

Competition 60

Competition to the 8212 zl • Cisco 4500 R • Cisco 6500 • Foundry SX 61

Pro. Curve 8212 zl vs. Cisco 4500 R Pro. Curve 8212 zl Cat 4500 4507 R Backplane (Gbps) 692 92 10 G ports 4 port module 2 (Available on Sup V 10 G only) IPv 6 Support In Hardware SW only SW Updates No Cost updates SW support contract Hardware Replacement Policy Next Business Day 5 -10 day turnaround Warranty Lifetime* 90 Days, then contract Pro. Curve advantages: + Lifetime Hardware and Software Updates vs. 90 -day hardware and feebased software contracts + Vastly Superior Performance & Scalability for lower investment (see chart) + Long-term Investment Protection for lower cost-of-ownership * Pro. Curve Switch 8212 zl lifetime warranty is subject to local laws and regulations; see Warranty Statement for more details 62

Pro. Curve 8212 zl vs. Cisco 4500 R Pro. Curve 8212 zl Differentiators • Superior performance and scalability • Gig (288 x wirespeed vs 240 x 8: 1 oversubscribed) • 10 Gb. E (48 x 2: 1 oversubscribed vs 4 x wirespeed) • Lower initial cost-of-entry, lower total costs across a range of configuration sizes and less costly to manage and maintain • Lower 8212 zl initial system cost lower vs high upfront 4500 R costs (expensive Supervisor Modules) • Significantly lower 10 Gb. E costs per port • Provides significant investment protection ensuring ongoing solution viability and scalability • 2 x performance-enabled chassis • Programmable Pro. Vision ASIC • Provides much higher Gig/10 Gb. E ports-per-rack unit density • Gig ports/RU: 8212 zl 32 x, 4507 R 22 x • 10 Gb. E ports/RU: 8212 zl 5 x, 4507 R <1 63

Pro. Curve 8212 zl vs. Cisco 4500 R Pro. Curve 8212 zl Objections/Responses • The 8212 zl has limited network route scalability • Response: large route capacity is only required for very large network deployments. The 8212 zl is provisioned to support most core network requirements • The 8212 zl lacks support for some of the advanced features required for specialized network deployments such as IPv 6 host/routing/multicast, BGPv 4, Q-in-Q, ISIS, VRF-lite • Response: the 8212 zl is IPv 6 Hardware-enabled vs poor-performing SW 4507 R implementation • The 8212 zl has high availability features and implementation that are not as robust - management failover module can result in up to one minute of downtime • Response: Pro. Curve provides critical high availability in a radically more cost-effective solutions built on a solid foundation of high quality and integration 64

Pro. Curve 8212 zl vs. Cisco 4500 R Cisco 4507 R Sup modules and/or line cards must be removed to access… …six internal backplane-mounted boards… (Loaded Chassis) (Chassis interior) …which host system-critical circuitry Clock Arbitrator (contains three system-level single-points-of-failure) Pro. Curve 8212 zl system support module slotted, easily serviced Line Card Multiplexers (each contains four slot-level single-points-of-failure) System must be brought down, de-cabled, and modules removed if a board were to fail 65

Pro. Curve 8212 zl vs. Cisco 4500 R Selling Strategies • Drive discussion around long-term customer needs and how the 8200 will carry the customer beyond initial deployment –Features: leverage 8200 strengths – point out when Cisco is overselling the 4500 on select advanced features where the 8200 is the more sensible solution –Long-term value: architectural longevity (performance, connectivity, flexibility), highlight advanced capabilities (wireless management, virus throttling, etc) • Close the deal with lower cost-of-ownership: –Simplified support: lifetime warranty vs annual service contracts for extended warranty, call-in support, SW updates –Full Layer 3 features standard vs for-fee licenses 66

Pro. Curve 8212 zl vs. Cisco 6500 Pro. Curve 8212 zl Cat 6500 6509 -E Backplane (Gbps) 692 720 10 G ports 4 p module 8 p module (full-width slots) IPv 6 Support In Hardware Pro. Curve advantages: SW Updates No Cost updates SW support contract + Lifetime Hardware and Software Updates vs. 90 -day hardware and feebased software contracts Hardware Replacement Policy Next Business Day 5 -10 Day turnaround Warranty Lifetime* 90 Days, then contract + Superior, high-density design for more space-efficient deployment + Dramatically lower initial and ongoing cost-of-ownership * Pro. Curve Switch 8212 zl lifetime warranty is subject to local laws and regulations; see Warranty Statement for more details 67

Pro. Curve 8212 zl vs. Cisco 6500 Pro. Curve 8212 zl Differentiators • Provides a more streamlined cost-of-ownership model • 8212 zl Lifetime NBD warranty replacement vs expensive 4507 R annual SMARTnet warranty contracts • Provides significant investment protection ensuring ongoing solution viability and scalability • 2 x performance-enabled chassis • Programmable Pro. Vision ASIC • Lower initial cost-of-entry price, lower total costs across a range of configuration sizes and less costly to manage and maintain • Lower 8212 zl initial system cost lower vs high upfront 6500 costs (expensive Supervisor Modules) • Significantly lower Gig/10 Gb. E costs per port 68

Pro. Curve 8212 zl vs. Cisco 6500 Pro. Curve 8212 zl Objections/Responses • The 8212 zl has limited network route scalability • Response: large route capacity is only required for very large network deployments. The 8212 zl is provisioned to support most core network requirements • The 8212 zl lacks support for some of the advanced features required for specialized network deployments such as IPv 6 host/routing/multicast, BGPv 4, Q-in-Q, ISIS, VRF-lite • Response: the 8212 zl is IPv 6 Hardware-enabled vs poor-performing SW 4507 R implementation • The 8212 zl has high availability features and implementation that are not as robust - management failover module can result in up to one minute of downtime • Response: Pro. Curve provides critical high availability in a radically more cost-effective solutions built on a solid foundation of high quality and integration 69

Pro. Curve 8212 zl vs. Cisco 6500 Selling Strategies • Focus on identifying and aligning to immediate customer needs –Carefully assess real customer requirements – point out when Cisco is overselling the 6500 on advanced features and flexibility where the 8200 is the more sensible solution • Focus on lower cost-of-ownership: –Simplified support: lifetime warranty vs annual service contracts for extended warranty, call-in support, SW updates –Full Layer 3 features standard vs for-fee licenses 70

Pro. Curve 8212 zl vs. Foundry SX Pro. Curve 8212 zl Backplane (Gbps) + Dramatically lower initial and ongoing cost-of-ownership 4 port module 2 (+2 per M 4 mgmt module) In Hardware SW Updates + Superior, high-density design for more space-efficient deployment 848 IPv 6 Support + Lifetime Hardware and Software Updates vs. 90 -day hardware and feebased software contracts 692 10 G ports Pro. Curve advantages: Foundry SX 1600 No cost updates SW support contract Hardware Replacement Policy Next Business Day 5 -10 day turnaround Price/port $196 (288 p) $233 (288 p) Warranty Lifetime* 90 Days, then contract * Pro. Curve Switch 8212 zl lifetime warranty is subject to local laws and regulations; see Warranty Statement for more details 71

Pro. Curve 8212 zl vs. Foundry SX Pro. Curve 8212 zl Differentiators • Provides a more streamlined cost-of-ownership model with lifetime warranty • Lower initial cost-of-entry price, lower total costs across a range of configuration sizes and less costly to manage and maintain • Provides significant investment protection ensuring ongoing solution viability and scalability • Provides much higher Gig and 10 Gb. E ports-per-rack unit density 72

Pro. Curve 8212 zl vs. Foundry SX Pro. Curve 8212 zl “Gotchas” • The 8212 zl has limited network route scalability necessary for certain sizes and types of networks (seats and those needing some level of Internet peering required in BGP-type implementations) • The 8212 zl lacks support for some of the advanced features required for specialized network deployments such as IPv 6 host/routing/multicast, BGPv 4, Q-in-Q, ISIS, VRF-lite • The 8212 zl has High availability features and implementation that are not as robust - management failover module can result in up to one minute of downtime • The 8212 zl only offers an AC power solution • The 8212 zl cannot provide fan tray-level redundancy 73

Pro. Curve 8212 zl vs. Foundry SX Selling Strategies • Focus on Pro. Curve’s integrated solutions (Wireless/Wired management, security) Pro. Curve’s longterm technology commitment (e. g. Pro. Vision ASICs) and vision instead of focusing on platform-specific features • Where applicable, draw into question Foundry’s ability to deliver a complete value chain (vs HP/Pro. Curve global presence) in multi-country/region accounts • Focus on lower cost-of-ownership: –Simplified support: lifetime warranty vs annual service contracts for extended warranty, call-in support, SW updates –Full Layer 3 features standard vs for-fee licenses 74

Business Opportunities Selling Strategies 75

Business Opportunities • Primary – new, non-Pro. Curve accounts • Attack new mid-market core opportunities, especially vs vendors overselling large-scale core solutions • Proactively migrate existing mid-market core installs with incumbent largescale core solutions (lower long-term costs) • Secondary – existing account expansion, protection, migration • Competitor core (incumbents in Pro. Curve edge customer base) • “if you LIKE our other products (5400/3500), you’ll LOVE the 8200” • For new core installs: attack over-provisioned competitive solutions (take the competition to task when they try to upsell the customer on expensive carrier-class core solutions) • 9300 m installed accounts • Aggressively migrate existing deployments – ensures long-term account control (before Foundry does it to us!) • Focus on leveraging existing Pro. Curve presence (drive unified core-toedge story, reduced complexity) • 5400 zl installed accounts • Replace 5400 zl core installs and redeploy to distribution/edge or • Upgrade chassis (existing interface modules & power supplies are 8200 zl compatible!) 76

Pro. Curve Switch 8212 zl “Enterprise” Onsite Sparing Customer can minimize downtime (mean-time-to-repair) by locally stocking extra components to immediately repair failed equipment (especially for critical network systems) New with the 8212 zl: All critical components are productized “J” part numbers …so what? • To an end user – means one-stop-shopping, ease of ordering • To a reseller – means enhanced customer satisfaction, incremental business opportunity • To the Pro. Curve Sales Professional – enhanced customer satisfaction, quota commission Consult with your customers on onsite sparing strategies to improve network availability 77

Pro. Curve Switch 8212 zl Selling Services • 8212 zl Lifetime Warranty provides a compelling baseline set of support (Next business day HW warranty replacement, local business hrs call-in support, lifetime SW updates) • Critical core networking deployments usually require high level of service (e. g. after hours support, advanced onsite support, expedited HW replacement) • 24 x 7 call-in support Care Packs are a logical and cost-effective complement to onsite sparing strategies –Provides round-the-clock phone support for help with after-hours hardware and software issues –Enables faster dispatch of HW warranty replacement Consult with your customers on services to meet their overall support requirements 78

Pro. Curve Switch 8212 zl Overall Selling Strategy • Sell features 1 st (not price)– convince the customer that the 8212 zl meets the need • High Performance • Networking Features • Reliability, proven design …then long-term lower cost of ownership • Reduced complexity (shared componentry) • Pro. Curve portfolio commonality • Long-term investment protection (upgradeability, modular design) • Simpler cost-of-ownership model (Lifetime warranty) …then dramatically lower price/support costs – save it for the closing punch • Whenever a highly scalable chassis solution is required, sell the 8212 zl first (instead of the 5400 zl) based on High Availability features and long-term investment protection! 79

Pro. Curve Value Proposition and Adaptive EDGE Architecture. TM fit 80

Continuing to deliver Pro. Curve value Affordable technology • Pro. Curve is dramatically reducing cost of ownership and driving down ongoing support costs such as sparing, training and network management by providing lifetime warranty and a unified architecture from the core to the network edge with Pro. Vision products • Pro. Curve is simplifying the customer ownership model by providing lifetime warranty from the core to the edge – vastly reducing the complexity and cost of deploying and owning network infrastructure Reduced complexity • Pro. Curve Networking introduces the industry’s first complete network platform optimized from the edge to the core, across both wired and wireless networks, with common blades, software and management tools • Pro. Curve Networking simplifies deployment and lowers operational costs by providing a common management interface and unified infrastructure through shared interface modules between the 5400 zl Intelligent EDGE switch family and 8212 zl core Trusted & Reliable • Pro. Curve Networking provides investment protection with it’s Pro. Vision ASIC architecture – an entire core to edge portfolio of products built upon proven technology and a history of innovation Choice & flexibility • This new Wireless Edge zl Services Module builds on the success of the 5300 xl WESM module, extending the unified wired and wireless network in a flexible module that works within both the 5400 zl chassis products and the 8200 zl high availability core switch. • Pro. Curve Networking offers a complete infrastructure solution for organizations that delivers consistent operation and flexible deployment from core to edge through it’s proven Pro. Vision family; the 3500 zl stackable, the 5400 zl chassis switches, and the 8212 zl high availability network core. 81

Continuing to deliver on the Pro. Curve Adaptive EDGE Architecture™ Command from the center/control to the edge • Regardless of where within a network the 8212 zl is used, it offers some of the most flexible network traffic control and security features in the industry. • The consistent feature set and operation from the same software code base, allows customers for the first time in the industry to be able to implement a completely consistent feature set from the core to the edge of their network. • The Wireless Edge Services zl Module allows for unified management and centralized control of the wired and wireless infrastructure. Security • The switch 8212 zl is based on Pro. Curve’s next generation Pro. Vision ASIC allowing the ability to enforce advanced, strict security controls. Mobility • The 8212 zl supports the zl Wireless module, allowing customers to centrally configure and control up to 624 radio ports per chassis. • The ability of the zl Wireless module to adopt and manage radio ports at Layer 3 makes it ideal for larger campus-wide wireless networks. Convergence • The 8212 zl is the first core level network switch in the industry to have Power over Ethernet enabled on every 10/1000 port making it a perfect fit for large converged Voice/Data networks. 82

Summary In this training, you have learned how to: –Identify the market potential for these products/solutions –Describe the switch 8212 zl –Position these products within the Pro. Curve family –Describe the key features and benefits of the switch 8212 zl –Target potential customers by work environments and needs –Articulate –Customer business benefits –IT benefits –Reseller business benefits –Review the competition –Identify the Pro. Curve 8212 zl products/solutions key differentiators –Address customer objections/concerns –Emphasize the Pro. Curve EDGE Architecture. TM and value propositions fit 83

Additional Resources 84

Pro. Curve Sales Resources For collateral, sales tools, and training go to: Pro. Curve Sales Resource Center (for Pro. Curve reps): http: //internal. procurve. com/Sales/Default. aspx Pro. Curve Partner Portal (for Partner reps): http: //www. procurve. com/partners 85

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