HPE Aruba:
už to není jen o drátu a bezdrátu Rudolf Šída
04. 10. 2016
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 inženýrů @ 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 2015. Tim Zimmerman, Bill Menezes, Andrew Lerner, ID Number: G00277052 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 depi cts 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.
HPE ARUBA: Hrajeme s otevřenými kartami Agilní Datová Centra
Digitální pracoviště
Ochrana už na perimetru
Mobilita, která není jen o hardware
Jednoduchá pobočková řešení
MOBILE-FIRST NETWORKS
Lidé jsou neustále v pohybu. Bezdrátové sítě nové generace se musí vydat za nimi.
LÍDŘI NÁM DŮVĚŘUJÍ
Technology
Enterprise
Finance
Media & Ent
Higher Education
Government
Healthcare
Retail
Primary Education
Public Transit
Public Venues
Services
Oil & Gas
Manufacturing
Hospitality
Telecom / SP
CLOUD-FIRST NETWORKS
Tradiční obchodní modely se digitalizují. Moderní sítě v datových centrech musí být připraveny.
LÍDŘI NÁM DŮVĚŘUJÍ
Science & Technology
Services
Finance
Media & Entertainment
Higher Education
Transportation
Content Provider
Retail
Service Provider
Technology
Public Sector
DC Infrastructure
Oil & Gas
Manufacturing
Hospitality
Hosted Telephony
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
HPE ARUBA: Aruba OS switching HW
HPE ARUBA: Aruba OS switching - SW
HPE FLEX NETWORK: Comware OS switching
Nově v HPE Aruba - produktový souhrn Aruba Central
Airwave
ClearPass
Public cloud management and guest
Private cloud management
Access Policy Management
Access Points
Mobility Controllers
Controller-less or controller-based
Centralized encryption and mobility
Aruba Switches Wired access
Location Services ALE, BLE and Meridian Apps
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
HPE Aruba Partner Ready for Networking - nový partnerský program
Easy to understand program framework: Clear and simple structure Networking Specialization
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
Mobile Engagement Solution
Networking
ClearPass Security/Mgmt Solution
Networking Competencies
22
What the new program delivers to our partners
Mobile First Networking Advantage
Predictable Profitability
Ease of Doing Business
23
Predictable Upfront and Backend Compensation 1 Up Front Discounting (requires further validation; pending finalizing distributor discounts) Partner Ready for Networking Program Discounting Base VAR Standard Discount Deal Registration Discount (stacked with VAR standard and specialization discounts) Total effective contractual VAR Discount (w/contractual discount and Deal Registration)
Business Partner
Silver
Gold
Platinum
30%
30%
32%
34%
10%
10%
10%
10%
40%
40%
42%
44%
2 Back End Incentives • • •
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
Medallion Level
Specialization Incentives Both WLAN & Switching
Platinum
1.45%
Gold
1.05%
Silver
0.60%
Total Standard Discount Opportunity
Competency Rebate ClearPass
Mobile Engagement
5%
24
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
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
generation tools and services
25
Partner lead-acquisition tools and services All accessible through the new networking site •
•
Co-brand Aruba networking campaign assets, email templates, and more Easy to use campaign guides for each Aruba campaign
•
Create your own campaigns with the NEW partner-driven templates
•
Self-paced training to help you get started quickly
Create smarter, more efficient spaces with IoT.
Digital Workplace FY17, Q1
26
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
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
