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ProCurve Switch 8212zl Sales Training

This training provides an overview of the ProCurve Switch 8212zl, its features and benefits, and strategies for selling and positioning it within the market.

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ProCurve Switch 8212zl Sales Training

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  1. ProCurve Switch 8212zl NPI Sales Training June 2007 Internal ProCurve Training

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

  3. Objectives • After completing this training, you should be able to: • Identify the market potential for the Switch 8212zl • Describe the Switch8212zl • Position the 8212zl within the ProCurve family • Describe the key features and benefits of the Switch 8212zl • Introduce the zl Wireless Edge Services Module for use within the switch 8212zl • Target potential customers by work environments and needs • Articulate • Customer business benefits • IT benefits • Reseller business benefits • Review the competition • Identify the ProCurve Switch8212zl key differentiators • Address customer objections/concerns • Emphasize the ProCurve EDGE ArchitectureTM and value propositions fit

  4. Market Landscape

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

  6. What’s Driving Network Reliability? • Convergence • As new applications combine data, voice, video and security on common network infrastructures, the reliability of those networksbecome 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.

  7. 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

  8. Product Overview

  9. ProCurve Switch 8212zlGo-To-Market Message • The ProCurve 8212zl core switch is based on ProCurve’s award-winning ProVision 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 • ProVision-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

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

  11. ProCurve Switch 8212zlCore 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 10GbE ports (2:1) • High Availability • Hot-swap/redundant management, fabric, power supplies • Passive backplane • Proven Architecture: ProVision ASIC, platform, code base • Proven Componentry: leveraged modules, power supplies • Comprehensive Features • Full L2-L4, Security, QoS • Gig POE on all copper ports, Wireless Edge Services ProCurve Switch 8212zl

  12. ProCurve Switch 8212zlBase Switch features J8715A - Switch 8212zl Base System: • Modular chassis-based switch platform • 12 interface/service module slots • Includes: • 1x Chassis • 1x Fan Tray • 1x Mgmt Module (min required) • 2x Fabric Module (min required) • 1x System Support Module • Power supplies, interface modules, additional mgmt module ordered separately • No Premium License (full Layer 3 features pre-enabled) • No Gig bundles • Systems

  13. Fabric Modules ProCurve Switch 8212zlHigh Availability • Management Modules • Dual, hot-swappable • Active/standby model (one module active, one module on standby) • 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) • Minimal traffic loss, reduced performance capacity on module failure • System Support Module • System health/status • Serviceable system-level components Mgmt Modules System Support Module Front View

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

  15. ProCurve Switch 8212zlDetails • Management/Fabric/System Support Modules • J9092A - Switch 8200zl Management Module • 8212zl-specific, additional module for fully redundant configuration and for on-site sparing (J8715A/base system includes 1x mgmt module) • J9093A - Switch 8200zl Fabric Module • For on-site sparing only (J8715A/base system includes required modules) • J9095A - Switch 8200zl System Support Module • For on-site sparing only (J8715A/base system includes required module)

  16. ProCurve Switch 8212zlHigh Availability - Management Module • J9092A - Switch 8200zl Management Module (MM): • 8212zl-specific, max 2x/system. J8715A/base system includes 1x 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: • ProCurve 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/ 8200zl 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)

  17. ProCurve Switch 8212zlHigh Availability - Fabric Module • J9093A - Switch 8200zl Fabric Module (FM): • Max 2x/system. J8715A/base system includes 2x 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: • ProCurve quality  drives underlying system/network reliability • ProCurve 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)

  18. ProCurve Switch 8212zlHigh Availability - System Support Module • J9095A - Switch 8200zl System Support Module (SMM): • Max 1x/system. J8715A/base system includes 1x 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 5412zl): • 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: • ProCurve quality  drives underlying system/network reliability • Components are VERY reliable: low probability of failure (~zero), solid 5400 track record • ProCurve 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

  19. ProCurve Switch 8212zlDetails • Infrastructure Components • J9091A - Switch 8212zl Empty Chassis/Fan Tray • For on-site sparing only (J8715A/base system ordered for new purchases) • J9094A - Switch 8212zl Fan Tray • For on-site sparingonly (J8715A/base system provides 1x Fan Tray)

  20. ProCurve Switch 8212zlDetails • Interface Modules (Common w/ 5400zl Series) • J8702A - zl 24-Port 10/100/1000 PoE Module • J8705A - zl 20-Port 10/100/1000 PoE + 4-Port Mini-GBIC Module • LH-LC, LX-LC, SX-LC, 1000base-T Mini-GBIC support • J8706A - zl 24-Port Mini-GBIC Module • LH-LC, LX-LC, SX-LC, 1000base-T Mini-GBIC support • J8707A - zl 4-Port 10GbE X2 Module • CX4, SR, LR or ER optics support • J8708A - zl 4-Port 10GbE CX4 Module

  21. ProCurve Switch 8212zlDetails • Optics/Transceivers Mini-GBIC • J8177B - ProCurve Gigabit 1000Base-T Mini-GBIC • J4858B - ProCurve Gigabit-SX-LC Mini-GBIC • J4859B - ProCurve Gigabit-LX-LC Mini-GBIC • J4860B - ProCurve Gigabit-LH-LC Mini-GBIC Transceiver • J8436A - ProCurve 10-GbE X2-SC SR Optic • J8437A - ProCurve 10-GbE X2-SC LR Optic • J8438A - ProCurve 10-GbE X2-SC ER Optic • J8439A - ProCurve 10-GbE CX4 Media Converter • J8440A - ProCurve Switch 10-GbE X2-CX4 Transceiver • J9054B - ProCurve 100-FX SFP-LC Transceiver

  22. ProCurve Switch 8212zlAccessories • Power Supplies (Common w/ 5400zl Series) • J8712A - zl 875W Power Supply • 275W of EPS (PoE) power – 110V@12A or 220V@5.7A • J8713A - zl 1500W Power Supply • 900W of EPS (PoE) power – 220V only @ 10A • J8714A - zl Power Supply Shelf • Expands POE power, uses zl power supplies

  23. Wireless Edge Services zl Module Support up to 156 ProCurve Radio Ports 1 gig wireless throughput ProCurve Switch 8212zl Wireless Edge Services zl Module Wireless Edge Services zl Module • Redundant Wireless Services zl Module • Automatically adopts radio ports if primary module is unavailable or should fail Redundant Wireless Services zl Module ProCurve Wireless Services zl 12 RP License (J9053A) ProCurve Wireless Services zl 48 RP License (J9090A) Add Radio Port capacity in increments of 12 or 48 for total of 156 Radio Ports per ProCurve Wireless Edge Services zl module.

  24. ProCurve Radio Ports* ProCurve Switch 8212zl Wireless Edge Services zl Module • Radio Port 210 (part# J9004A) • Single 802.11g radio • Integrated antenna • (No external antenna connectors) • Radio Port 230 (part# J9006A) • Dual radio (a+b/g) • Integrated antenna • (No external antenna connectors) Radio Port 220 (part# J9005A) • Dual radio (a+b/g) • External antennas required • Plenum rated *Operation requires Wireless Edge Services zl or xl Module

  25. ProVision ASIC Fourth Generation Design HP Labs – ProCurve collaboration Highly integrated architecture ASIC-internal memory error correction Switch CPU DoS protection Platform Design Lossless switch fabric Efficient packet forwarding Solution Reliability ProCurve Switch 8212zlHigh Availability

  26. ProCurve Switch 8212zlHigh Availability 5400zl Platform Architecture Modules Power Supplies Code Base ProVision ASIC ProCurve Switch 8212zl Proven Componentry Proven Technology = Solution Reliability

  27. ProCurve Switch 8212zlSoftware Features

  28. ProCurve Switch 8212zlSoftware Features

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

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

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

  32. ProCurve Switch 8212zlWhat’s new/different (compared to the 5412zl)?

  33. ProCurve Switch 8212zl8212zl vs 5412zl:Chassis layout Management Fabric on backplane (not upgradeable) Management System Support Management Interface Interface 9 RU 7 RU Fabric Interface Interface 8212zl 5412zl Front View 8212zl Base System/J8715A, includes: 1x: chassis/fan tray 1x: mgmt module (min required) 2x: fabric module (min required) 1x: system support module (min)

  34. Fan Tray Fan Tray ProCurve Switch 8212zl8212zl vs 5412zl:Chassis layout Back-of-Box System Information indicators 9 RU Power Supplies 7 RU Power Supplies 8212zl 5412zl Rear View

  35. Portfolio Positioning

  36. ProCurve Chassis Portfolio 8200 • Resilient high availability • Gig/10G balanced • L2-L4 features • Core-to-Edge Unified 9300 • Multi-protocol routing (IP, IPX, AT) • Gigabit optimized • Wirespeed Layer 4 services • Redundant high availability • High network scalability 8100 Functionality • ProVision ASIC, Versatile Intelligent Port • Gigabit PoE w/10G uplink optimized • Wirespeed Intelligent Edge services 5400 • Programmable ASIC • 10/100 and Gigabit optimized • Intelligent Edge services 5300 • Alternative to competitors stackables • 10/100 and Gigabit optimized • Traditional Edge services 4200 • Fast Path Technology • 10/100 optimized • Layer 2 + IP static routes 4100 Price/Performance

  37. ProCurve Chassis Selection

  38. ProCurve Switch 8212zlCore Segment positioning

  39. The 8212zl is the ideal Interconnect Fabric core switch complement to an Intelligent EDGE network deployment: High Performance High Reliability Comprehensive Network Management Integration Reduced Complexity Lower Cost-of-ownership Commandfrom the Center ProCurve Switch 8212zlInterconnect Fabric Core for an Adaptive EDGE Network Servers WirelessClients IntelligentEDGE Interconnect Fabric Intelligent Switches Clients Intelligent Switches Clients ProCurve Switch 8212zl EdgePortal WirelessAccess Points EdgeNetwork Internet WirelessClients

  40. Deployment Models

  41. ProCurve Switch 8212zlDeployment Models • Primary • Core in small/medium-sized central office networks • Core in large enterprise branch office networks • Secondary • Large enterprise distribution • Large-scale 10GbE aggregation • Large enterprise access (High Availability Edge) • Mission-critical PoE/VOIP

  42. High- availability PoE 8212zl 5412zl ProCurve Switch 8212zlDeployment Model Data Center Core ProCurve 7000 Internet 5400zl/3500yl 10G • Unified Management • PCM+ • IDM Serversfor NetworkServices 10G 8212zl 8212zl 10G 5400zl/3500yl /6200yl SecuredConnectivity PoE SecuredConnectivity ProCurve Edge Switches PoE Secured Mobility IP Telephony ProCurve Radio Ports SecuredConnectivity HQ Branch

  43. ProCurve Switch 8212zlCore Deployment Model – 8212zl vs 5400zl 2x mgmt 2x mgmt 2x mgmt

  44. ProCurve Switch 8212zlCore Deployment Model – 8212zl vs 5400zl (details) 2x mgmt 2x mgmt 2x mgmt

  45. High Availability PoE 8212zl ProCurve Switch 8212zlDeployment Model – High Availability Edge SecuredConnectivity PoE SecuredConnectivity PoE Secured Mobility IP Telephony ProCurve Radio Ports Provides enhanced availability by providing protection against single-point-of-failure @ network access layer (e.g. IP Phones)

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

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

  48. Vertical Alignment

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

  50. ProCurve Switch 8212zlVertical Alignment: K-12 Education

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