Selling Aruba Products and Solutions

IT is concerned about the security implications of moving workloads to the edge

An increasing number of IoT devices are connected to the network and require cloud connections

IT leaders don't understand the value of moving workloads to the edge

Not enough data being generated at the edge and moving data from the data center is expensive

a university that needs to provide home wireless services and VPN access for faculty

a medium business with 570 employees that needs a simple cloud-managed wireless solution

a small business with 46 employees and the need for simple plug-and-play Wi-Fi

a retailer that needs to support a large number of small branch sites

Listen for opportunities to refresh servers or to Increase speed at the top of the rack, then extend the conversation to enhancing automation and visibility.

Look for large cloud providers who need high availability, and emphasize Aruba CX features such as Virtual Switching Framework (VSF).

Look for large data centers with hundreds of racks, and help the customer see how Aruba data center solutions will simplify the network architecture and management.

Use the fact that Aruba CX switches are designed to work exclusively with other Aruba products to lock competing switches out of customers' data centers.

Aruba Dynamic Segmentation

Aruba Al Search

Aruba ClearPass Device Insight

Aruba Al Insight

While Mist offers features for enhancing troubleshooting, it does not offer Al or remediation guidance.

Aruba AlOps benefits from a much larger data set that ensures problems are more accurately identified, dynamic baselines cut down on alert fatigue, and recommendations are based on Al models,
not basic monitoring analytics

Mist AlOps capabilities derive from Juniper, and Mist and Juniper are not well integrated.

Mist uses machine learning from large data sets for its AlOps solution, while Aruba AlOps uses a more powerful quantum computing approach that requires less data.

It provides workshops and consulting services, helping customers to understand how to use new technologies strategically.

It enables the customer to obtain additional value from legacy infrastructure that is ready to be retired.

It enables the customer to offload networking management to Aruba experts in a Network Operations Center (NOC).

It provides deployment and installation services for new solutions, lowering risks for customers.

They want to shift away from cloud solutions.

They want to efficiency to do more with fewer resources.

They want to segregate core functions in the data center so they can manage silos more efficiently.

They want trust in the network, knowing that it will ensure productivity and security.

They want to move to a CAPEX model to increase line-of-business budgets.

The customer has found cloud applications to be too expensive and wants to limit their use.

The customer needs a wireless upgrade as well and wants better wired and wireless integration.

The customer considers cost the primary concern and is not worried about performance, security, or visibility.

The customer is a small business with about 60 employees and needs a simple, plug-and-play solution.

Juniper/Mist forces customer to use a single interface to manage all of their security features, while Aruba provides multiple options.

Juniper/Mist requires customers to purchase several solutions to obtain full security, while Aruba offers all of its security features through a single Control subscription.

Juniper/Mist has no feature comparable to Aruba Dynamic Segmentation, which unifies role-base policy enforcement for wired and wireless devices.

Juniper/Mist has no analyst solution, while Aruba offers extensive analytics through integration with third-party solutions.

ClearPass provides Guest Wi-Fi management, while IntroSpect offers the customizable portal which includes social logins.

IntroSpect provides centralized encryption that combines with deep packet inspection from the ClearPass firewall to provide trusted traffic.

ClearPass Sensors are placed in areas with high mobile wireless traffic. They send information to IntroSpect, which used machine learning analytics to analyze Wi-Fi performance and provide suggestions for how to improve performance.

IntroSpect detects anomalies and once an Entuty360 Risk Score reaches a certain level, it can send an alert to ClearPass, which can invoke a range of responses based on pre-defined.