Extreme Networks PartnerWorks

CLOUD WI-FI SOLUTIONSales Playbook

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OverviewCloud-managed Wi-Fi has gained significant traction in the market and is projected to grow to $2.5 Billion by 2018 (IDC #247738); with small to medium business, primary education (K-12), hospitality and public Wi-Fi markets leading the adoption curve. Traditional Cloud-managed Wi-Fi has been very lucrative for the hosting vendors, but leaves VARs to simply resell the vendor-led service. This methodology falls short for VARs looking to grow their own business through Cloud and managed services delivery.

Introducing Extreme Networks Wi-Fi Cloud Services 2.0! With Extreme Networks you have the opportunity build a Wi-Fi services model with rich margins, high customer touch and recurring revenue.

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Learn

WHAT IS THE EXTREME NETWORKS PARTNERWORKS CLOUD OFFERING?

Extreme Networks’ Cloud Wireless Service offering is a cloud-ready Enterprise-class Wi-Fi solution offered to qualified Partners to easily deploy an enterprise-wide Wi-Fi network without the complexity and costs of traditional Wi-Fi networks. Extreme Networks’ PartnerWorks Cloud offering is designed around high-performance IdentiFi™ Wireless Wi-Fi access points (APs) located on the customer premise and cloud-ready management and control using the Extreme Networks’ OneFabric management system. This unique cloud-based solution maintains management and control systems for each customer isolated on dedicated virtual machines. Partners provide simplicity and peace-of-mind operations through centralized management via the cloud, insulating customers from the complexity and costs associated with day-to-day management of traditional Wi-Fi solutions. Experience Matters. IdentiFi Wireless is proven to be the only scalable Wireless solution on the market. This didn’t happen overnight; IdentiFi Wireless technology has grown and evolved for over a decade with an extensive and diversified customer base. Extreme Networks is a pioneer in the Wireless industry, as well as in Unified Access for network infrastructure. Our experience matters.

Unlike competing cloud-based offerings, Extreme Networks’ solution can easily adapt to different customers’ business needs and technical requirements. Competing solutions limit Partners and customers to distributed Wi-Fi models with a centralized off-premised management solution, often hosted at an unknown facility. The IdentiFi Adapt architecture can be deployed in distributed, centralized, or hybrid modes even within a single SSID.

MANAGED CLOUD WIRELESS — A CLOUD-READY ENTERPRISE-CLASS WI-FI SOLUTION OFFERING:

• High-performance access points (APs) from Extreme Networks reside on the customer premise with management and control anywhere!

• Security – wireless data and management traffic is protected by strong encryption.

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• BYOD – no problem! Control who, when and with what devices users can access data services in your network.

• Optional professional services for site surveys, consulting, implementa-tion, installation, troubleshooting and much more.

Solution components include:• Cloud-ready, centralized administration of IdentiFi Wireless APs• Role-based authorization/configuration• Policy Enforcement, authorization of network usage• BYOD pre-assessment, onboarding, and Guest Services• Compliance Reporting: Network usage and statistics as result of policy

enforcement• High-security packages with integrated WIDS, WIPS, spectrum analysis• A Cloud-based service you can count on – Powered by Extreme Networks

Download the Cloud Deployment Guide

MarketIDENTIFI WIRELESS PORTFOLIO MARKETING ASSETS:

1. Video – IdentiFi Wireless: The Challenge of Scale; See IdentiFi in Action: Extreme Networks introduces the new IdentiFi access point. Indoor & outdoor 802.11ac Wi-Fi delivering unmatched scale, density, and performance.

View the Video

2. IdentiFi Sales Brochure – IdentiFi Wireless is proven to be the most scalable Wireless solution on the market. This didn’t happen overnight; IdentiFi Wireless technology has grown and evolved for over a decade with an extensive and diversified customer base. Extreme Networks is a pioneer in the Wireless industry, as well as in Unified Access for network infrastructure. Our experience matters.

View the Brochure

3. IdentiFi Adapt Solution Brief – As the uptake of wireless devices and their use in daily life increases, so do the challenges that wireless net-works are asked to solve. Since its original launch Extreme Networks identiFi has answered the call of scale and performance required by

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the growth of mobile devices while leading the industry by managing them in a single unified wired/wireless infrastructure. Today however a new challenge approaches – networks are used in such a variety of ways, that a single architecture model cannot solve every problem.

View the Solution Brief

4. IdentiFi Cloud Data Sheet - Unlike competing cloud-based offerings, Extreme Networks’ solution can easily adapt to different customers’ business needs and technical requirements. Competing solutions limit Partners and customers to distributed Wi-Fi models with a central-ized off-premised management solution, often hosted at an unknown facility. The IdentiFi Adapt architecture can be deployed in distributed, centralized, or hybrid modes even within a single SSID.

View the Data Sheet

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Sell

EXTREME NETWORKS CLOUD SERVICES ADVANTAGES:

• More revenue for Partners via recurring services• Cloud and management tools can be anywhere (customer premise,

partner data center, public data center with encrypted link) – lower partner cost by leveraging lowest cost deployment options

• More flexibility supporting both centralized and distributed topologies for on-boarding

• Industry leading NAC solution• Fixed cost model improves Partner cash flow:• High touch model providing margin on initial hardware sales and recur-

ring services revenue• Over $100K value per install at a US list price of $99• Can be deployed one per customer, or as multi-tenant• Create tiered options to increase profitability without additional up-

front licensing cost• Basic connectivity• Secure connectivity• BYOD guest services

View the Ordering Guide

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Frequently Asked QuestionsQUESTION: WHAT IS THE DIFFERENCE BETWEEN HOSTED AND MANAGED SERVICES?

HOSTED SERVICES

In hosted model, a 3rd party provides the infrastructure (network hardware, bare metal appliances, telecommunications, etc.) that are needed to run software applications. The hosted service assumes the brick-and-mortar costs of this infrastructure, BUT it is the responsibility of the customer to manage their own application. In the case of wireless hosted models, the Wi-Fi manufacturers host the management applications at their facilities, or at a neutral hosting site. This eliminates the need for a customer to install the management application in their own infrastructure and eliminates any CAPEX costs associated with bringing up a network and server infrastructure to support the management application. However, the burden of management for their Wi-Fi network as well as keeping up with all the rapid advancements of wireless technology is still carried by the often stressed IT organization.

MANAGED SERVICES

In a managed service model, the VAR/Managed Cloud Service Provider (MSCP) assumes responsibility for managing the network and applications for the customer. SLAs defined by the MCSPs at different value tiers are used as key metrics to ensure that the MCSP is providing the right level of service needed by the customer. In this model, traditional CAPEX and personnel costs are subsumed via a recurring subscription (aka OPEX) model. This model eliminates the burden of day to day operations from stressed IT departments as well as eliminating the need to keep up with the fast moving pace of Wi-Fi technology. Unlike a hosted only service model, in this model the customer does not do any network management, design, or troubleshooting. These are all value added services provided by the MCSP based on mutually agreed service level agreements (SLAs). In this model, the MCSP can choose whether to deploy management applications at a customer premise, in their own data center, or at a neutral hosting site. Each MCSP has the flexibility to deploy the solution based on the MCSPs business model and the customer’s infrastructure capability thus providing more value than a hosted only solution.

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QUESTION: WHICH PARTNERS QUALIFY FOR THIS PROGRAM?

Extreme Networks Cloud Wireless offering is limited to qualified PartnerWorks and PartnerWorks Plus Partners. (For international regions please check the appropriate PartnerWorks guide posted on PartnerNet)

QUESTION: WHAT ARE THE COMPONENTS REQUIRED FOR THIS PROGRAM?

1. CS-WLANNAM9 (for North America regulatory domain) or CS-WLAN-ROW9 (Rest of World) Software bundle enabling partners to create a managed service offering. This software package includes: Fully loaded V2110 with a single license, NMS Advance user license and Mobile IAM-12k

2. Hardware Access Points: Partners can select from a variety of 802.11ac or 802.11n AP which are compatible with this program

3. Subscription on per Access Point. This subscription is available to be pur-chased for 1-, 2-, 3-, 4- or 5-year term. *Qualified partners can customize and add services they would want to offer with this program to meet their customer expectations and enhance the value of their service offering.

QUESTION: WHAT DOES THE MANAGED WIRELESS SOFTWARE BUNDLE INCLUDE?

Managed wireless software bundle is comprised of three components:

• Fully loaded V2110 with a single license• NetSight Advanced (includes 500 end system license)• Mobile IAM-12k (includes 12,000 end system license)

QUESTION: WHAT CUSTOMER CHALLENGES ARE ADDRESSED BY A PROGRAM LIKE THIS?

• Ease of Deployment and Simplified Management• OPEX vs CAPEX model for WLAN management• On demand Scalability to address BYOD trends• Customized services based on end users technical and business needs

View the comprehensive Cloud Offering FAQ

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