COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED.

COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO

COMPANY INSTRUCTION

ALCATEL-LUCENT ENTERPRISEOMNISWITCH 6350 SALES WEBINAR

Daniel FaurlinJuly 23, 2015

2COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO

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OMNISWITCH 6350 GIGABIT ETHERNET SWITCHEXPANDING OUR REACH INTO THE SMB MARKET

• Targeted at the SMB Market with limited feature set: Simple, low-cost solution Auto-configurable via OmniPCX Office Not recommended for other markets:

No 10Gbps Uplinks, No Stacking, Fixed Power Supply Limited software features: No Unified Access, No BYOD, No Metro Ethernet, No SDN No OmniVista 2500 Management support (until 2016)

• For Medium/Large Enterprise (MLE), position OmniSwitch 6250/6450/6860 Families Meets/Exceeds typical MLE requirements:

Stacking, 10GbE Uplinks, Redundant Power Supplies, Desktop models Unified Access Network Services, Unified Management, BYOD, Metro-Ethernet, SDN, etc.

OmniSwitch 6350-24 OmniSwitch 6350-P24


Leveraging ALE’s footprint as a top provider of SMB Voice Solutions, ALE is introducing in September, 2015 the new OmniSwitch 6350 Gigabit Ethernet Switch family to deliver a comprehensive, easy-to-install and operate platform, to address SMB’s move to an IP infrastructure.


COMPANY INSTRUCTION

•Unified Access•Intelligent fabric•Network analytics

•OEM/JV programs•New platforms for regional needs•Certifications

•Expand data center portfolio•Strengthen programmability with SDN Ecosystem•Hospitality solution

•New service offerings•Network subscription model•Cloud & SMB market

Extract Value from Core

Business

Develop New

Business Streams

GrowSpecific

Geographies(China, US,

Russia)

Expand Specific Solution

s

NETWORK – INNOVATIONS TO SUPPORT 2015 SALES PRIORITIES


COMPANY INSTRUCTION

OMNISWITCH 6350 SALES WEBINARAGENDA

• Network Innovations to Support ALE 2015 Sales Priorities

• SMB Market Overview

• OmniSwitch 6350 Product Overview

• OS6350 Launch Plan

• Professional and Support Services

• Training and Certification

• Ordering Information and Technical Highlights


COMPANY INSTRUCTION

SMB MARKET OVERVIEW


COMPANY INSTRUCTION

TOP SMB BUSINESS ISSUES, PRIORITIES AND IT CHALLENGES

Top IT Priorities for 2015• Mobility Solutions

• Secure LAN/Wireless LAN and APs



• Collaboration

• IP Telephony, OpenTouch, Multi-media and Devices



• Collaboration

• IP Telephony, OpenTouch, Multi-media and Devices

• IoT & Converged Infrastructure

• Single Vendor Voice/Data/Wi-Fi solution Tested and Validated

OS6350

P

P

P


COMPANY INSTRUCTION

GLOBAL SMB IT MARKET SPEND PROJECTION

Source: SMB Group estimates, U.S. Census Bureau data, and World Bank estimates

Target Market of 20-100 employees~25% of the total market

According to Gartner, the SMB market represents 44% of the total IT spend worldwide. In 2015, the SMB market is projected to cross the trillion-dollar mark in IT spend.

$250 BillionGlobal SMB IT Spend Estimate

for 20 to 100 UsersSource: Estimated from Gartner projections


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GLOBAL SMB GROWTH OPPORTUNITIESPROJECTION BY REGION

• Global SMB Growth Opportunities

North America

Western Europe

Latin America

Asia/PacificSource: Techaisle SMB Global IT Spending report,

2015

5%

12%

11%

8%


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+10% CAGR

Source: MZA 2013

GLOBAL SMB PBX/IP TELEPHONY MARKET WORLDWIDE MARKET GROWTH


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DRIVE CROSS–SELLING GROWTH WITH OUR PARTNERS2015 US SMB MARKET STUDY

2015 SMB IT Spending Priorities

36% Likely to evaluate a new phone

system Hanover Research 2015

21% Upgrade wireless infrastructure

Wasp Barcode Technologies 2015

43% SMB owners use a smartphone

as the primary device to run their business Intuit 2015

Source: Hanover Research 2015Survey conducted among 427 capital equipment purchase decision makers or influencers at businesses with 5-499 employees in the U.S. across 22 vertical industries.

US SMB Market Study


COMPANY INSTRUCTION

OMNISWITCH 6350 PRODUCT OVERVIEW


COMPANY INSTRUCTION

OMNISWITCH 6350 GIGABIT ETHERNET SWITCHPRODUCT OVERVIEW

• OmniSwitch 6350 Family of Gigabit Ethernet Switches Four fixed configurations (24-/48-ports, with/without PoE) Supports Gigabit RJ-45 access and up to four dedicated Gigabit SFP uplinks Has a fixed power supply Priced between the OS6250 and OS6450 families

• Limited feature set for the SMB Market: Auto-configurable via OmniPCX Office Limited applicability to other markets: No 10Gbps Uplinks, No Stacking, No redundant or external P/S options Limited software features: No Unified Access, No BYOD, No Metro Ethernet, No SDN No OmniVista 2500 Management support (until 2016)




COMPANY INSTRUCTION

OS6350 LIST PRICE COMPARISON VS. OS6250 AND OS6450

Model10/100/1000

RJ-45 ports

Fixed SFP | 1G Access

ports

Power Supply

6250 List Price

6350 List

Price

6450L List

Price

6450 List

Price

OS6350-24 24 4 | 24 Internal Primary $750 $850 $1300 $1600

OS6350-P2424 (PoE)

4 | 24

Internal Primary (380W)

$1595 $1700 $2100 $2500

OS6350-48 48 4 | 48 Internal Primary $1295 $1550 $2200 $2900

OS6350-P48 48 (PoE) 4 | 48Internal Primary

(780W) $2395 $2950 $3700 $4700


COMPANY INSTRUCTION

NETWORK PRODUCTS FOR 2015

On The Road Home Office SMB/Branch Office Corporate Office Data Center

OS10K OS6900 OS9000E

OS6860

Network Infrastructure (OmniVista)

OS6855

OA4XXX

IAP, AP, RAP

VPNClient

Management Wide Area Network

Local Area Network

Core

Access

VIA

Advanced Policy & BYOD (ClearPass)

EnterpriseServicesRouter

OA5800 ESR OA5700 ESR

OS6450 OS6250OS6350

http://intranet.arubanetworks.com/departments/marketing/Product%20Photos/Outdoor%20Wireless%20Mesh%20Routers/AP_175_34R_132RT.png

















COMPANY INSTRUCTION

OS6350 COMPARISON WITH OS6250 AND OS6450

Feature OS6250 OS6350 OS6450L

OS6450

Operating System ALE OS ALE OS ALE OS ALE OS

10/100 Mbps RJ-45 Access Ports P O P O10/100/1000 Mbps Access Ports O P S/W

upgrade P1 Gig Combo Ports (Uplink) P O O O1 Gig SFP Ports (Uplinks/Stacking) P P P P10 Gig SFP+ Ports (Uplinks/Stacking) O O S/W

upgradeOptional

Stacking 2.5 Gig E O 5/10 Gig E 5/10 Gig E

Number of 1 Gig Uplinks 4 4 4 4

Number of 10 Gig Uplinks/Stacking O O 2/2 2/2

802.3AZ Energy Efficient Ethernet (EEE) O P P PRedundant or External Power Supply (RPS/EPS) P O P PPower over Ethernet/Power over Ethernet + (PoE/PoE+) P P P POmniVista NMS support P Future P PMLE requirements: Unified Access/BYOD/Metro Ethernet/SDN P O P P


COMPANY INSTRUCTION

WHEN TO USE THE OS6350 VS. THE OS6250 OR OS6450IDEAL SCENARIOS

Product SMB Mid-Large Enterprise

OS6350 Yes (ideal price/performance with OXO, IP phones and high-speed IAPs).

Not recommended (does not support UA features, stacking, RPS/EPS, 10Gig uplinks).

OS6250 Not recommended (does not support high-speed IAPs such as 802.11n or 802.11ac).

Yes as access switch for older gen Wi-Fi access (802.11 a/b/g only), IP telephony and low-speed requirements, as well as Metro-Ethernet use cases.

OS6450 Yes (for high-end SMB requirements needing Unified Access and 10 Gig uplinks plus high-speed IAP support).

Yes as access switch for next gen Wi-Fi access and limited high-speed requirements including Metro-Ethernet use cases.


COMPANY INSTRUCTION

OMNISWITCH DECISION TREE FOR SMBOS6350 VS. OS6450

SMB Opportunity?

YesDoes SMB

need OXO or OXO upgrade?

Yes*

Does SMB need 1 Gig

access?

Yes Sell OS6350 and IAP’s

No Sell OS6350 and IAP’s

Does SMB need 10 Gig

uplinks?

No Sell OS6350 and IAP’s


NoDoes SMB need Wi-Fi upgrade?


No

No Sell OS6450

* Assumes Wi-Fi required in each case

This example does not include Unified Access requirements


COMPANY INSTRUCTION

SMB – OS6350 SWEET SPOTNETWORK MOBILITY + IP TELEPHONY SOLUTION

• Higher performance than OS6250 is required for next gen Wi-Fi e.g. 802.11n and 802.11ac

• Lower price than OS6450 for more competitive SMB solution

• Don’t need advanced enterprise features such as UA technology

• Stacking is not needed for 20-100 users

• 10 Gig uplinks not required (up to 4 x 1 Gig uplinks are more than sufficient)

Internet

OmniAccessInstant Access

Points (IAP)

Customer Router (e.g. OmniAccess

ESR)(With DHCP service

enabled)OmniSwitch 6350 (P24/P48)

PSTN

MyIC & 8-Series phones

OpenTouch Client

Wi-Fi Access

OmniPCX Office (RCE)


COMPANY INSTRUCTION

OMNISWITCH 6350 LAUNCH PLAN


COMPANY INSTRUCTION

OS6350 LAUNCH PLANSMB VALUE PROPOSITION FOR ALE PARTNERS AND END-CUSTOMERS• SMB Market Value Propositions for ALE Partners

Cost-effective Network Mobility (OS6350 + Wi-Fi) + OmniPCX Office RCE IP Telephony solution OS6350 combined with OXO has been validated in-house Short installation and configuration time using auto-configuration of OS6350 via OXO IAP auto-discovery by OS6350 simplifies Wi-Fi installation Multilingual Configuration Guide (new) and Data Sheet (English, French, German, Spanish and

Mandarin) Get 10 free OV2500 node licenses (OV2500 with release 4.2.1 R02 available in 2016) for SMB

monitoring

• SMB End-Customer Value Proposition

Gigabit converged Voice/Data/Wi-Fi turn-key solution for SMB All-in-one sales and support via local accredited Resellers Simple to manage and monitor via Webview (OV2500 with release 4.2.1 R02 in 2016)


COMPANY INSTRUCTION

OS6350 LAUNCH PLANPROGRAMS AND PROMOTIONS

• Leveraging Go-to-Market with Connect IP+ SMB Program

Connect IP+ refresh/re-launch in Oct. ’15 covers WW (excluding China) Introduces the OS6350 (and WLAN products) as a new option for Network Mobility solutions

• Leveraging SMB programs 2015 H2 launch

New marketing campaign to grow momentum in SMB sales through ALE Partners SMB Partner Days in France, Oct. 6-7

• Promotions

2 x OS6350-P24 (with 2 x OAW-IAP103) for demo/give-away at SMB Partner Days (France, Oct. 6-7) 20 Seed Units for key VAD’s Orange Business Systems France, ICON NAR, Telefonica Spain, Komsa Germany, LATAM, APAC


COMPANY INSTRUCTION

OMNIPCX OFFICE (RCE)

Besides the traditional SMB Market, voice centric and TDM technology based, where ALE partners are used to sell and get their main recurring business, CONNECT IP + will help them to enlarge their market scope by facilitating the cross selling of IP voice, data and WLAN products.

Combining the best in class of Alcatel-Lucent’s OmniPCX Office RCE (OXO) and Network Infrastructure portfolios allows ALE partners to offer a complete voice/data/wi-fi solution for SMB customers, while our BP’s are delivering more value and increasing their revenue at the same time.

OS6350/OS6250 / OS6450 SWITCHES AND WLAN

+QUARTERLYFREE TRAINING CREDITS

+

= CONNECT IP +

Promo

OS6350 LAUNCH PLANCONNECT IP + PROMO


COMPANY INSTRUCTION

Give Reseller a way to accelerate solution readiness with a Fast Education Package

Lab kit to practice

•1 unit of OS6450-P10-xx(1 x $1,350.00 USD WPL – PAF/SDR discount)

•2 units of OAW-IAP103-xx(2 x $395.00 USD WPL – PAF/SDR discount)

Easy to order via eBuy *(Max 2 kits per Partner)

eBook to learn

• Objective: install 6450P and IAPs• Prerequisite: none• At your own pace, Fast & Cheap• Configuration guide based on Lab Kit• Available in 4 languages: English, French, Spanish &

German

• 1 unit of DT00XTE100 (1 x $80.50 USD WPL – GG32 discount)

Easy to order via eBuy

1

2

+

•Contact your CSM for price and purchase process

OS6350 LAUNCH PLANCONNECT IP + PROMO

https://ebuy.businesspartner.alcatel-lucent.com/

https://ebuy.businesspartner.alcatel-lucent.com/


COMPANY INSTRUCTION

OS6350 LAUNCH PLANSALES TOOLS AND CONFIGURATION GUIDE

• ACTIS and New Sales Assistant

OS6350 will be added to ACTIS for configuration and quoting with OXO (includes existing Connect IP + Network products)

Sales Assistant enables a “quick” budgetary quote from a tablet or laptop while on the customer premise

• Configuration Guide and Data Sheet Configuration guide provides zero-touch configuration

information for OS6350 when used with OXO and IAP’s Configuration Guide and Data Sheet will be available in

English, Mandarin, French, German and Spanish

• Solution Sheet

Solution sheet used as a sales tool to help SMB’s understand the value of the Network Mobility + IP Telephony solution


COMPANY INSTRUCTION

OS6350 LAUNCH PLAN SALES ASSISTANT

• Help prospect understand SMB solution benefits• Identify customer and business needs• Define a solution• Run a budgetary quotation/estimate• Print estimate and send it to your prospect• Share it with pre-sales to create an ACTIS quote• Availability:

• Online mode launched April 27th (via browser)• Offline mode end of June (iPad, Android and

laptop)http://

www.smbsalesassistant.com

1 MEETING, 1 HOUR, 1 OFFER


COMPANY INSTRUCTION

PROFESSIONAL & SUPPORT SERVICES


COMPANY INSTRUCTION

PROFESSIONAL & SUPPORT SERVICESNETWORK LIFECYCLE SERVICES

• OS6350-24/P24 and OS6350-48/P48 included in Network Lifecycle Services – Globally Assess & Migrate Plan & Design Integrate & Deploy

https://businessportal.alcatel-lucent.com/alugesdp/faces/gesdp/services/Basic.jspx?reference=PS_NETWORK_LIFECYCLE_SERVICES


COMPANY INSTRUCTION

PROFESSIONAL & SUPPORT SERVICESPARTNER PROGRAM

• PARTNER PROGRAM (“fees model”)EMEA/APAC/CALA For the Level 3 Support provided by Alcatel-Lucent Enterprise hereunder for a three (3) year term following

Business Partner agrees to pay to Alcatel-Lucent Enterprise fees calculated as a percentage of the Net Value of each Contractual Product as detailed here below. Such amount shall be invoiced concurrently with the invoice for the purchase price of the Contractual Product.

SERVICE Content:

OS6350-24, OS6350-P24, OS6350-48 and OS6350-P48 shall be in Service Category 1: 2% RTF & 2.5% AVR


COMPANY INSTRUCTION

PROFESSIONAL & SUPPORT SERVICES END CUSTOMER SUPPORT SERVICES

• END CUSTOMER SUPPORT FOR NETWORK INFRASTRUCTUREWORLDWIDE OS6350 will be included in:

SUPPORT Software SWxN-OS6350

SUPPORT Plus (31 Countries) SPxN-OS6350

Note: x can either by 1, 3, or 5 years

End Customer Support in English only, requires IS/IT knowledge on networking and troubleshooting.

SUPPORT Software SUPPORT Plus

24x7 Telephone Support P P24x7 Remote Diagnostics P POnline Support P POperating System Updates / Upgrades P PAdvance Hardware Replacement - Next Business Day P


COMPANY INSTRUCTION

TRAINING & CERTIFICATION


COMPANY INSTRUCTION

TRAINING & CERTIFICATIONTRAINING PLAN AND SCHEDULE

• Training Plan

Update of the Sales, Presales, and Post sales training offers and associated certification exams ACSR, ACPS and ACSE Communication plan to experienced partners for updated

delta training and re-certification

• Training Schedule

Sales training w/ACSR (e-learning) to be published between DR2 and DR3 Presales modules to be scheduled from DR3 on the WW

planning ACPS exam to be published at DR3 Post sales modules to be scheduled from DR4 on the WW

planning ACSE to be published at DR4


COMPANY INSTRUCTION

TRAINING & CERTIFICATION SALES, PRESALES AND POST SALES COURSES

Target Course ref. Comments Duration When

Sales DT00WSA007 Network Unified Access 2014 with associated ACSR contributors Joe Raccuglia’s team

2 hours online Between DR2 DR3

Presales DT00WPS175 Unified Access Presales Evolutionspresales Unified Access delta course updated with AOS 6.7.0

4 hoursonline

DR3

DT00CPS/VPS171

Unified Access Presalespresales Unified Access course for newcomers updated with AOS 6.7.0

2 day12 hrs

DR3

DT00PC2W2 ACPS Unified Accesspresales exam for Unified Access updated with AOS 6.7.0

35 MCQ 60 mins DR3

Post sales

DT00RTE/VTE128

OmniSwitch LAN Update R6/R7/R8Update LAN course for postsales updated with AOS 6.7.0

3 days18 hrs

DR4

DT00TC2U19 ACSE Renew OmniSwitch LAN R6/R7/R8ACSE certification exam for renewal updated with AOS 6.7.0

30 MCQ 45 mins DR4

DT00CTE115/120 OmniSwitch LAN Boot camp / Access SwitchingCurrent LAN entry courses for postsales. updated with AOS 6.7.0

5 days DR4

ACSE LAN Track OmniSwitch Network Design & Troubleshooting / tap-lab /Certif.ACSE LAN or postsales. updated with AOS 6.7.0

5 days DR4

Equipment

NA Additions of 6350s in Remote Lab and Flying Kits With GA version upon availability.

NA DR4

Updated AOS 6.7.0R01 offer for Sales/Presales/Post sales (included in UA courses/exam):


COMPANY INSTRUCTION

ORDERING INFORMATION


COMPANY INSTRUCTION

ORDERING INFORMATION OMNISWITCH 6350

In August 2015 World Wide Price List


COMPANY INSTRUCTION

KEY TAKEAWAYS

• OS6350 expands the reach of the OmniSwitch product portfolio into the SMB market

• OS6350 is NOT a replacement for the OS6450

• When combined with OXO, the OS6350 can be auto-configured to simplify installation and configuration

• We provide an ALE lab validated Network Mobility + IP Telephony solution (OS6350/OXO/IAP’s)

• OS6350 provides enterprise performance and good value for the SMB market

• Connect IP + Promo provides differentiation and a competitively priced IP Telephony/Data/Wi-Fi solution for SMB’s with single vendor/reseller for support


COMPANY INSTRUCTION

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