HPE Aruba: už to není jen o drátu a bezdrátu. Rudolf Šída

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1 HPE Aruba: už to není jen o drátu a bezdrátu Rudolf Šída

2 Kdo vlastně jsme? Co to je HPE Aruba? HP Networking + Aruba Networks Založeno: 2002, IPO: 2007 HPE Networking akvizice od června 2015 $3B+ roční obrat Biggest Small Company Zákaznicky orientovaný business model Customer First, Customer Last Domov 40K+ mobility Airheads komunita Zákazníci by měli brát řešení postavená na HPE Aruba v úvahu ve všech oblastech svých drátových i bezdrátových sítí. Gartner MQ for Wired and Wireless LAN Access Infrastructure, August 2016 Source: Gartner Magic Quadrant for the Wired and Wireless LAN Access Infrastructure September Tim Zimmerman, Bill Menezes, Andrew Lerner, ID Number: G This Magic Quadrant graphic was published by Gartner Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from HP. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

3 HPE ARUBA: Hrajeme s otevřenými kartami Agilní Datová Centra Digitální pracoviště Ochrana už na perimetru Mobilita, která není jen o hardware Jednoduchá pobočková řešení

4 MOBILE-FIRST NETWORKS Lidé jsou neustále v pohybu. Bezdrátové sítě nové generace se musí vydat za nimi.

5 Technology Enterprise Finance Media & Ent Higher Education Government Healthcare Retail LÍDŘI NÁM Primary Education Public Transit Public Venues Services DŮVĚŘUJÍ Oil & Gas Manufacturing Hospitality Telecom / SP

6 CLOUD-FIRST NETWORKS Tradiční obchodní modely se digitalizují. Moderní sítě v datových centrech musí být připraveny.

7 Science & Technology Services Finance Media & Entertainment Higher Education Transportation Content Provider Retail LÍDŘI NÁM Service Provider Technology Public Sector DC Infrastructure DŮVĚŘUJÍ Oil & Gas Manufacturing Hospitality Hosted Telephony

8 HPE ARUBA: Produktové portfolio od přístupu až po datová centra Software Jednotná multi-vendorní platforma pro správu, ale mnohem, mnohem více policy & locationbased services Přístupové prvky: Je jedno jestli drátové nebo bezdrátové Kampusové sítě: Je libo 1Gb, 10Gb, IRF nebo jinou formu virtualizace Core/ Datová centra: 1U, modulární, konvergované, 10G 40Gb 100Gb

9 HPE ARUBA: Aruba OS switching HW

10 HPE ARUBA: Aruba OS switching - SW

11 HPE FLEX NETWORK: Comware OS switching

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13 Nově v HPE Aruba - produktový souhrn Aruba Central Public cloud management and guest Airwave Private cloud management ClearPass Access Policy Management Access Points Controller-less or controller-based Mobility Controllers Centralized encryption and mobility Location Services ALE, BLE and Meridian Apps Aruba Switches Wired access

14 Souhrn všechno se zjednodušuje Sjednocené portfolio drát bezdrát management Jednotný Pricelist Téměř jednotný OS (Aruba, Comware) Sjednocený partnerský program Sjednocená logistika HPE Aruba > NL > Distribuce > Partner Jednotný formát služeb Aruba Care > Foundation Care (Carepack) Partner Care > Partner Branded Services

15 HPE Aruba Partner Ready for Networking - nový partnerský program

16 ClearPass Security/Mgmt Solution Mobile Engagement Solution Easy to understand program framework: Clear and simple structure Networking Specialization Networking Competencies Networking Wireless LAN AND Campus Switching + 2 Networking Wireless LAN AND Campus Switching + 1 Networking Wireless LAN OR Campus Switching + Optional Requirements to be met by 31 Aug 2017 for FY18 Partner Ready for Networking program eligibility 22

17 What the new program delivers to our partners Mobile First Networking Advantage Predictable Profitability Ease of Doing Business 23

18 Predictable Upfront and Backend Compensation 1 Up Front Discounting (requires further validation; pending finalizing distributor discounts) Partner Ready for Networking Program Discounting Business Partner Silver Gold Platinum Base VAR Standard Discount 30% 30% 32% 34% Deal Registration Discount (stacked with VAR standard and specialization discounts) Total effective contractual VAR Discount (w/contractual discount and Deal Registration) 10% 10% 10% 10% 40% 40% 42% 44% Total Standard Discount Opportunity 2 Back End Incentives Medallion Back end incentives are based on specializations earned in FY16 Competency incentives are paid on specific SKUs (SKU s are also included in base back end incentives) list Pfr Level Specialization Incentives Platinum 1.45% Gold 1.05% Silver 0.60% Competency Rebate Both WLAN & Switching ClearPass Mobile Engagement 5% 24

19 NEW Partner Ready for Networking site Making our partners more productive Leading-edge design with more efficient search and navigation Simplified tools to help partners be more productive Planned MDF and lead generation tools and services Quick path to support on every page Easy switch to HPE Partner Ready Portal Your company s status information, personal notifications and alerts Customize your dashboard, 1-click access to the tools you use most 25

20 Partner lead-acquisition tools and services All accessible through the new networking site Co-brand Aruba networking campaign assets, templates, and more Create smarter, more efficient spaces with IoT. Easy to use campaign guides for each Aruba campaign Create your own campaigns with the NEW partner-driven templates Digital Workplace FY17, Q1 Self-paced training to help you get started quickly 26

21 IRIS Configurator Easy-to-use presales network design and configuration application IRIS can help users configure individual boxes, but its power and capabilities shine when designing solutions with multiple sites and interconnected products from many vendors Provides multiple design views Connection validation ensures correct connectivity with automatic cable selection. Unlimited undo/redo functionality The BOM and quotation can be exported Offline mode allows users to access Iris anytime, anywhere Customizable favorites catalog Templates feature allows you to create re-usable designs or design fragment 27

22 Reseller Partner Playbooks - Arubapedia Distributed to all partners Customized for each geography Operational transition details and guide Available from Partner portals: partners.arubanetworks.com partner.hpe.com 28