WLAN Competitive Battle Card & Positioning
Samuel Liu, Business Development
Campus & Branch, Asia Pacific 2013
2 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Agenda
Key Feature Spec for RFP
Product Positioning
Ordering
Customer Attribute
What competitors are saying… How to sell around?
3 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
COMPETITIVE MATRIX (RFP response)Common Feature Set Juniper Aruba Cisco H3C/HP Ruckus Meru
High Availability O
Virtual Cluster O O × ×
HA Licensing Dynamically increase member controller AP
cap to max.
× × × × ×
Non Stop Operation ISSU
Support N:1, N:NFailover < 0.1 sec
No Session Time Out
× (AP Reboot, failover
~8s)Session may timeout*
×(AP Reboot, failover
~61s)Session Timeout
× ×Active/Standby need Manual
Failover
×
VM Controller × ONot full feature
× ×
Spectrum Analysis/Mitigation ACP
ARM
CleanAir
O (require HW NMS)
OChannelFly
WIPS/IDS – WiFi Security O Req. additional
License
VLAN Pooling × O × ×
Built In Location Awareness × × × × 3rd Party Only
Client Access Control, Device Security & Management, Firewall, VPN
Smartpass,MAG, Pulse
Amigopod, Built in VPN,
NAC
ONAC only
O O O
Wired & Wireless IntegrationSingle management PoE & AP
O O × ×
Airtime Fairness, QoS, WMM, SVP OQoS, WMM only
802.11n 3x3:3 High Density AP Ultra High Performance*
4 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
Common Feature Set Juniper Aruba Cisco H3C/HP Ruckus Meru
Advance RF/WLAN Management Junos Space,Ringmaster
Airwave
WCS
× ×
Zero Config, BYOD, Device Fingerprint
Smartpass Connect
Clearpass
ISE
O O O
Remote Branch AP O O O
Local Switching with AP to AP tunneling, L2 & L3 Roaming
× × × × ×
COMPETITIVE MATRIX (RFP response)
5 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
WIRELESS CONTROLLER POSITIONING
SOHOBranch
Mid Size Branch
Medium to Large campus, Stadium, High Density Virtualized
Juniper WLC24 AP
WLC812AP
WLC800R16-128AP*
Max 4096 AP per cluster
WLC880R16-256AP*
Max 4096 AP per cluster
WLC280064-512AP*
Max 4096 AP per cluster
VM MSS 9.0 Full Feature~256 AP* per VM
Max 4096 AP per cluster
Aruba 600 series 600 series 3000 series(8 or 16AP)
3000 series(8 or 16AP)
6000/7200 series(~2048AP)
×Aruba had virtualized a trimmed down ArubaOS and run it on its
Instant AP
Cisco 2500 series 2500 series 2500 series 5500 series 5500 seriesWiSM2
(up to 500AP)
vWLC v7.3 or higher Not full feature
No IPv6, Mesh, HA,Multicast, etc
Ruckus ZD1100 series ZD1100 series ZD3000 series ZD3000 series ZD3000 seriesZD5000 series
×
Meru MC1500(50AP)
MC1550(50AP)
MC3200(200AP)
MC3200MC4200(500AP)
MC4200MC6000 (5000AP)
MC1550-VE (50AP)MC3200-VE (200AP)MC4200-VE (500AP)
HP Procurve
MSM710 (10 AP)
MSM720 (10-40AP)
MSM710 (10 AP)
MSM720 (10-40AP)
MSM760MSM765(40-200AP)
MSM760MSM765
(40-200AP)
× ×
HPH3C
WX5002-64(10-40AP)
WX5002-64(10-40AP)
WX5004(64-256AP)
WX5004(64-256AP)
WX6103128AP
1280AP per chassis
×
6 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
ACCESS POINT - POSITIONING
Brand Single RadioLow Density
SOHO
Dual RadioLow/Mid Density
Enterprise
Dual RadioMid DensityEnterprise
Dual RadioHigh Performance High
Density (3 Stream)Enterprise
Juniper WLA321~$395
WLA322~$595
WLA522~$725
WLA532~$1095
Unique Strength 32 SSIDMax: 500 MAC addresses
64 SSIDMax: 500 MAC addresses
64 SSIDMax: 500 MAC addresses
64 SSIDMax: 500 MAC addresses
Aruba AP90 Series~$499
AP100 Series~$799
AP100 Series~$799
AP130 Series~$1490
Cisco Aironet 600Series
N/A
Aironet 1600Series
N/A
Aironet 1600Series
N/A
Aironet 2600/3600 Series$1495
Ruckus ZoneFlex7343~$499
ZoneFlex7363~$599
ZoneFlex7962~$999
ZoneFlex7982~$1099
Meru AP110AP1010AP1014
AP1020 AP320 AP332
HP Procurve MSM410 MSM430 MSM430 MSM460/ 466/466-R
HPH3C
WA2610E-AGNWA2612-AGN
WA2620E-AGNWA2620-AGN
WA2600iWA2620E-AGNWA2620-AGN
WA3600i
*prices are quoted in USD
7 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
GUEST/VISITOR ACCESS MANAGEMENTJuniper
SmartpassAruba
AmigopodCisco
Mobility Anchor*
Unique UserID & Password ×
Bulk Gen Guest ID & Password × (import only) ×
Coupon template1 ×
Policy Based Control /Access Privilege (e.g. Time/Day/Vol)
×
Role Based Access Control ×
Integrated RADIUS ×
Captive Portal
Self Provisioning ×
Location Awareness × ×
Customizable “Skin” ×
Usage and trending reports ×
Track/Report guest account activity ×
SMS text and email credentials to simplify self provisioning1
×
Available as Software only or Appliance
OAppliance Only
OPart of the WLC*
8 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
BYOD – DEVICE PROVISIONINGJuniper
Smartpass ConnectAruba
ClearpassCisco
ISE
Cloud-hosted provisioning for endpoint devices with 802.1x support
×
Automatically configure 802.1X endpoint devices via a web user-driven wizard.
Support Windows XP, Vista and 7Mac OS XiOS - iPhone, iPad and iPodAndroid
Secures connections with both password-based (PEAP, TTLS) and certificate-based (TLS) authentication.
Support & Extends Microsoft CA infrastructure to diverse and unmanaged devices, including personal (BYOD) and IT owned laptops, phones, and tablets
×
9 Copyright © 2011 Juniper Networks, Inc. www.juniper.net
COMPETITIVE ANALYSIS – CLOUD & HIVECommon Feature Sets Juniper Aerohive Meraki
Centralized Administration ORelies on Cloud, performance
issue, and DC availability
Relies on Cloud, performance
issue, and DC availability
Non Stop – No Single Point of Failure ISSU
Cloud, Cooperative
Cloud
VM Controller × ×Cloud
Spectrum Analysis/Mitigation ACP
ACSP
WIPS/IDS – WiFi Security(Rouge AP, DoS, Countermeasure, etc)
VLAN Pooling × ×
Location Awareness × ×
Client Access Control, Device Security & Management,Firewall, VPN
Smartpass,MAG, Pulse
× VPN & Security Management
Wired & Wireless Integration EX & Junos Space ND
× Meraki Access Switch + Cisco
Airtime Fairness, QoS, WMM, SVP ×
802.11n 3x3:3 High Density AP
Advance RF/WLAN Management Junos Space, Ringmaster
Hivemanager
Enterprise Cloud
Management
Zero Config, BYOD, Device Fingerprint Smartpass Connect
Remote Branch APPersistent AP
SSID 32/Radio 64/AP (2 Radio) 8/Radio 16/AP (2 Radio) 16/Radio 32/AP (2 Radio)
What Ruckus is saying…
11 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Antenna Technique Basic Approach WiFi Application
Adaptive Antennas (AA)(Ruckus BeamFlex Approach)
Dynamically change the inherent directionality of antenna patterns through digital switching of many antenna elements, packet by packet, with closed-loop optimization on achieved throughput
Proprietary Technology to improve downlink signal quality in most circumstance.
Polarization Diversity (PD)(Ruckus BeamFlex Approach)
Adapt antenna orientation to send and receive vertical and horizontal waves, selectively
Crucial for ensuring signal quality in today’s smartphone and tablet driven client base (with arbitrary position and orientation)
BeamFlex (Ruckus) vs WLA532 TxBF
Antenna Technique Basic Approach WiFi Application
Transmit BeamformingImplict & Explicit mode(TxBF 802.11n standard)
Use on-chip signal processing to alter phases of multiple transmit signals, to generate stronger signal at client location
Provide modest downlink performance enhancement with either implicit mode (no client feedback) or exceptional performance with explicit feedback from clients
MIMO or Spatial Multiplexing(802.11n standard)
Send two or more coded streams at once Doubles or triples data rates when conditions allow; essential to high 801.11 data rates
Maximal Ratio Combining (802.11n standard)
Combine multiple received signals to improve signal strength
Better uplink signal quality in most circumstances
12 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
Maximal Ratio Combining (802.11n standard)• Combine multiple received signals received from multiple antenna to improve signal
strength (to resemble a single spatial stream)
• Effectively increases the receive sensitivity, solely through the use of DSP
13 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
TxBF vs Ruckus (BeamFlex)
Explicit TxBF
Implicit TxBF
BeamFlex
Increase Coverage Area
O O
Increase data rate available at > distance
Multiple Receiver
O O
802.11n device
802.11a/b/g O
14 Copyright © 2010 Juniper Networks, Inc. www.juniper.net
How to sell around this?Ruckus How to sell around
Beamforming WiFi Clients that are already predisposed to being sticky become very sticky and might not able to roam, and this approach to beamforming can produce significant hidden node issues, depending on how it is deployed and the client density of a cell or deployment as a whole.StrategyUse WLA532 to sell against Ruckus, field trial had shown that it coverage capability matches ZoneFlex7982 while throughput and performance supersede Ruckus.
Controller less AP Similar to the first type of access points (aka Fat AP or autonomous AP) that were introduced onto the wireless market. These were perfect for small scale wireless network solutions that needed no more than 10-15 clients per access point or were just providing “hot-spot” type of services. Each AP functions in its own entity, and needs to be manually configured for the network and to match the security settings you would want running on your network. This is a great solution if you only plan on having no more than a few AP’s in a single location.
Ruckus also offers WLAN controller (ZoneDirector) to customer who needs to manage large WLAN. In essence Ruckus knows about the disadvantage of controllers less AP.Position WLC as the WLAN controller that provides all the AP its configuration and also functions as a switch for all the wireless traffic, plus Intrusion Detection, Prevention services, spectrum monitoring/analysis and much more.
•WLAN Controller allows for easy and quick configuration of multiple AP’s without having to manually configure each and every one. It also eliminates the need to re-architect customer wired network to host a WLAN. As you might assume, scalability is greatly improved. •Also Mention sub sec high availability and non stop functions when customer is keen to evaluate a controller base WLAN.
Top Related