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Student Reference Guide

HP Sales Certified Networking Solutions & Services [2014]

Use this text version of the course to search on words or topics to be able to go back
into the course and review material and as a study aid for your HP Networking Sales
Certification Exam. Below are two sample exam questions (also found in your Learning

1. In the FlexNetwork architecture, where is the HP 2920 Switch Series a lead-
recommended product?

a. FlexCampus
b. FlexFabric
c. FlexManagement
d. FlexBranch

Correct Answer: d. FlexBranch

2. An IT manager is interested in replacing legacy routers in the organizations
network, but is concerned about the new networks ability to grow as the
organization grows. Which FlexNetwork feature would you emphasize to the IT

a. FlexNetwork provides agility, allowing companies to roll out new applications
and services faster.
b. FlexNetwork is scalable so large and medium-sized businesses can take
advantage of features appropriate to their size.
c. FlexNetwork delivers a consistent experience no matter where users access the
d. FlexNetwork is built on open standards, which are also supported throughout
the branch, campus LAN, and data center.

Correct Answer: b. FlexNetwork is scalable so large and medium-sized businesses can
take advantage of features appropriate to their size.

Course screen numbers are indicated in bold beside the titles of screens to enable you
to easily return to that section of the course.


ORIENTATION ...................................................................................................................... 4
SEGMENTATION ................................................................................................................... 7
PORTFOLIO OVERVIEW ...................................................................................................... 10
FLEXNETWORK .................................................................................................................. 17
FLEXFABRIC ....................................................................................................................... 22
FLEXCAMPUS ..................................................................................................................... 32
FLEXBRANCH ..................................................................................................................... 46
FLEXMANAGEMENT ........................................................................................................... 53
TECHNOLOGY SERVICES .................................................................................................... 58
DIFFERENTIATORS ............................................................................................................ 63
DELIVER CUSTOMER VALUE .............................................................................................. 68
SUMMARY AND CALL TO ACTION ....................................................................................... 71
APPENDIX ALTERNATE PRODUCTS ................................................................................ 73

Copyright 2014 Hewlett-Packard Development Company, L.P.

The information contained herein is subject to change without notice. The only
warranties for HP products and services are set forth in the express warranty
statements accompanying such products and services. Nothing herein should be
construed as constituting an additional warranty. HP shall not be liable for technical or
editorial errors or omissions contained herein.

This is an HP copyrighted work that may not be reproduced without the written
permission of HP. You may not use these materials to deliver training to any person
outside of your organization without the written permission of HP.

Microsoft and Windows are U.S. registered trademarks of the Microsoft group of

HP Advanced Sales Certified Enterprise Networking Solutions and Services 2014

Study guide

February 2014

HP Confidential For training purposes only.

3 Opening Video
Welcome to the HP Sales Certified, Networking Solutions and Services 2014 course for
sales people in HP partners selling to mid-sized businesses.

As channel partners to HP, your success is vital to the success of the HP business. This
course is not just about training, it's about building stronger, closer, more meaningful
relationships between you, the sales teams who lead our customer interactions and HP,
so we can give you the right support to help you win more business.

A great HP partner is someone who commits to training and getting certified. Let's
look at what the course contains and, more importantly, how completing this training
will help you be more successful. Lets look at how the course is structured. This
Orientation module sets the scene where we introduce you to the overall program and
reinforce its importance, both to you and to us at HP. Then we have split the course into
three main categories: Know, Sell and Win. Know is all about getting the facts about
the networking market opportunities; what trends are driving change for your
customers; being able to categorize your prospects - this will help you hunt more
effectively for new business.

Also in the Know section is an overview of the HP Networking Portfolio - high-level
information about key products, services and the FlexNetwork strategy

We then delve deeper into FlexNetwork, FlexFabric, FlexCampus, FlexBranch,
FlexManagement and Technology Services. Now you may think this is all you need to be
able to sell HP. Good product knowledge is, of course, essential but it is only effective if
you apply it carefully to your sales activities.

The next two categories in this course are Sell and Win. Here you will learn vital skills in
how to apply your knowledge and be a more effective sales person.
We spoke to Sue Barsamian and put it to her that the whole world of IT is changing and
asked her what that means to channel partners.

Youre right. Everything's changing. The buying patterns are changing. The buyers are
changing. What they're buying is changing. You know, in 25 years in the business, I've
never seen as much change as we're seeing right now. I would give partners the same,
you know, counsel that we take at HP, which is the best thing you can do, is know your
offering cold. Listen to what your customers are doing and what their business
outcomes are. And really, in almost real-time -- because it is changing and that's really
what's different. Whereas before, we could train you on, these are the things your
customers want to do. These are the things you line up to what your customers needs
are. You have to do that almost in real time today. And that's really the difference.

Great advice from Sue, stressing the need to be constantly updating our skills and our
knowledge of the customer. This Sales Certification program gives you access to

further learning beyond this course. But why should you bother? We have designed
this program to be regularly updated, to reflect the high rate of change in our industry
that Sue spoke about.

So by completing this program, you will be able to articulate the latest innovations
from HP. You will build your skills to be a more effective sales person and you will build
your sales pipeline more effectively and earn more as a result.

Before you start out on your journey - here's one more clip from Vice President of
Enterprise Group Channel Sales, Jesse Chavez. What are his observations about this

Well the thing about the training is that the training is not about bits and bytes, right?
It certainly talks about products, but it talks about the problems that we're trying to
solve from a customer perspective and then how to position that to the customer. But
also how do you position against the competition. So that's one of the key
fundamentals that we're putting into the training that in fact, the positioning aspect,
and how to compete effectively is a key part of the training.

So Jesse I'm just about to embark upon my certification program. What's your message
to me as a channel partner sales person who's just about to commit this time?

I think it's going to be a very effective use of your time because I believe through the
training we'll give you the skill sets and the knowledge to actually go create more
opportunities with customers in being able to sell the portfolio, improve your
profitability, improve your margins, and basically give you the return so that you can
take home a bigger paycheck.

7 Video
Now that you understand how the course is organized, it would be useful to know the
type of customer we have in mind for most of the products, solutions and services that
we will cover in this course. That target customer is a medium-sized business with
more than 100 but less than 1000 employees with typical networking needs. They
usually have only a few IT people and they need to be generalists so it is likely that they
require a simpler approach to IT, one that reduces complexity. That may cover the
majority of medium sized business customers we see for our products, but it doesnt
necessarily describe all of your networking customers.

The networking requirements of smaller customers are similar to the needs of
branches of larger customers, and we will partly cover more enterprise focused
solutions, since you may be selling to a smaller cloud provider, for example, with very
demanding, scalable networking needs.

Here is where this course fits in the context of other courses. Beyond this Sales
Certified course, you may want to deepen your skills and knowledge by taking the HP
Advanced Sales Certified Enterprise Networking Solutions and Services course.

In that course, we explore in greater detail the requirements of large organizations and
the HP Networking solutions that address their enterprise needs.

Now that you understand the structure of the course, to help you along your way, there
is a Learning Guide to print off.

The Learning Guide contains key learning points and useful information. As you
progress through the course, you will be encouraged to add your own notes to your
guide. Use it to write down what you want to learn; add your ideas on how you can
apply the learning to your own customers; keep track of the questions and
opportunities that occur to you as you progress; and identify further training you might
need. Long after you have completed this course, your Learning Guide will remain a
valuable tool for quick reference support. Next, click the forward arrow and you will be
asked to print your Learning Guide and use it for the first time.

9 Closing Video
We have reached the end of this Orientation module. You should now be able to
describe the goal and objectives of the Networking Solutions and Services course,
describe how this learning program will benefit you and your company and be able to
use the Learning Guide.
The next module is Segmentation which includes key Networking trends and business
initiatives; and segmenting customers to help you prospect. Good luck and enjoy the
course but before we conclude this module, here is a final word from Sue Barsamian.

First of all, I think HP's products are very differentiated. We have market leading
positions in almost everything we sell. The power of the HP ecosystem and the channel
specifically is really, for me, the second half of the coin. And so what our partners do by
being there on the ground, having the face-to-face relationships with the customers.
And doing what they do every day to add value, bringing the HP portfolio through as
they do it. I think it's a winning combination and nobody can beat us.

3 Video
In Segmentation, we look at prospecting for sales opportunities - identifying the best
customers for HP Networking products, services and solutions.
You can apply our Networking portfolio to customers of all sizes, because customers
needs dont just depend upon the size of their organization. Some companies such as
service providers, which may be seen as small because of the number of employees,
can have very sophisticated enterprise requirements driven by the service level
demands of their own customers. Whereas some large organizations, in terms of
number of employees, can have relatively simple IT requirements. We have to get
more sophisticated when selling.

Customers needs can depend on several factors, such as their level of IT maturity, their
organizational maturity, where they are in their buying cycle, what is happening in their
industry, their competitive environment, management style and financial position. One
size does not fit all!

However, it is fair to say that there are strong similarities among groups of your
potential customers and their networking needs. In this module you are going to learn
to recognize those similarities, and group your customers into different segments. This
is what is known as segmentation and this will help you to spot larger opportunities
and sell more!

In this module we also look at the top relevant IT trends and their main business
drivers. Armed with this information you will be able to explain how those solutions
help customers meet their business challenges. By having a greater understanding of
your customers, you become more of a trusted advisor to your customers and are able
to better anticipate and propose solutions that they will need in the future, solutions
that span the HP portfolio.

4 Top business and IT initiatives
In this topic we will look at the top 5 IT initiatives and the 3 top business drivers behind
them. The 5 IT initiatives are:
Data center consolidation and server virtualization
Bring Your Own Device or BYOD
Embracing cloud computing
Unified Communications & Collaboration or UC&C
And last but certainly not least, network modernization

5 Business drivers
Five of the top initiatives for networking directly relate to three main business drivers:
acquiring new customers, reducing costs and improving operational effectiveness.

7 Customer segmentation
The HP Networking portfolio of products offers powerful solutions to meet the
challenging needs of todays organizations as well as providing future support for
emerging standards. The range of clients you will contact is wide, complex and
potentially very rewarding and you already know that one size does not fit all.

HP current and potential customers are alike in their desire to meet their business
needs through the adoption of carefully selected, future-proof solutions and within
that wide group are distinct sectors with different needs. You can increase your
productivity by becoming more accomplished at identifying these differences in order
to tailor a competitive HP Networking offering accordingly.

That is what customer segmentation is about: subdividing customers into groups that
are similar so you can prospect and uncover customer needs more efficiently.

8 Customer segmentation knowledge check
Customer segmentation is a very powerful tool that will help you identify specific,
unmet requirements.
You will beat your competitors by delivering solutions and messages that are
more likely to meet those requirements.
You will increase you sales productivity by spending more time on customers
that will be more receptive to what you have to offer.
And you will know which HP Networking will be more appealing and how to best
highlight those components that will prove critical to improve your clients
You will take less time to complete the sales cycle.
You are not just an order taker! You are a trusted advisor, able to shape a
flexible, scalable, future- proof solution, able to position HP Networking
solutions so that their true business value is recognized.
Finally, You will be able to prioritize your work by concentrating on the most
open customers and deliver solutions with the most competitive advantage.

9 Market segments
There are two broad types of segmentation horizontal and vertical. Vertical, you are
no doubt familiar with since you may already specialize in a particular industry it is
dividing the market according to industry types so you develop vertical expertise. With
horizontal segmentation, all types of industries need similar products and services.

10 Market segments vertical segmentation
Vertical segments include:
Local Government
Retail Chains

Business Services
IT Service Providers
And Financial Services

11 Market segments horizontal segmentation
The horizontal segments turn out to be the same as the IT initiatives behind networking
that we covered earlier. Each offers opportunities for Partners to specialize, to develop
deeper expertise and partnerships to establish a strong position in a niche. There is
one key horizontal that every HP Networking Partner will encounter.

11A WLAN Forecast
Bring your own device or BYOD is the single largest demand driver for wireless security
technology and wireless and wired convergence. It means the policy of permitting
employees to bring their own laptops, tablets, and smartphones to work and to be able
to use them to access privileged company information and applications. BYOD is also
used to describe the practice of students using their own devices in schools and

In high growth markets such as Brazil and Russia, roughly three quarters of employees
use their own devices at work and in developed markets it is just under a half of all
businesses. In most instances, customers are unable to prevent it. There are many who
feel that employee productivity increases if they can use their own technology and it
makes a business more attractive to new recruits.

The 2013 addressable market for WLAN Access was $4.1B, growing at 11% a year
The market for Ethernet Access was $12.6B.

3 Opening Video
Welcome to the Portfolio Overview Module of the HP Sales Certified, Networking
Solutions and Services course. Before we begin, I have asked Mike Banic, VP of
Marketing for HP Networking to tell us HP's overall networking strategy.

We can actually do that in one word, which is "simplification." When we look at
networks over the last 10 to 20 years, they've been too complex in terms of the
number of devices, the number of layers, number of operating systems and
management applications. And our strategy is to simplify that for our customers. Now,
that creates value for our partners as they go to market with us.

As a partner salesperson, what do I need to know to be able to have a meaningful
conversation about simplification of the network?

I think it starts with FlexNetwork Architecture. Because when we approach the
enterprise market, we start with the fact we have a single architecture from the data
center where applications are run and business processes are run to the campus and
the branch where the users are connected who are accessing those applications and
working with clients and partners and customers.

And that is very different than our competitors. Our competitors have multiple
architectures for different parts of the network; and that, again, creates complexity.
Once they understand that, then they can click into the specific solutions like FlexFabric
for the data center network, FlexCampus, and FlexBranch. And then they can start to
talk about the consistency of the technology in those different solutions. The fact
they're all based on open industry standards and the fact that they're all managed by a

5 Video
To find out more about how you can tell the HP networking simplification story, heres
an interview we shot earlier with Craig Hinckley, Vice President and General Manager of
HP Networking Americas.

That's a great question because the HP Networking simplification story is a very
powerful one. So instead of me trying to maybe tell it to you, maybe I should draw it for
you so let me kind of walk you through it. So from an HP Networking perspective, let's
talk about how we simplify networking.

Let's start by really looking at our existing networks. Existing networks for the last 10
or 15 years have traditionally been built in 3 tiers. The challenge with that is that it
cannot support today's traffic demands on things like voice, video, and mobile devices.
They are also complex and costly to manage and support. Think about your SMARTnet
costs right now. Think about our customers paying that bill every month every year for
SMARTnet. Are your customers experiencing SMARTnet fatigue. So now let's look at HP

Networking and how we simplify the architecture. HP Networking has simplified the
network by providing a flatter architecture; 3 tiers down to 2 tier. Or in some cases, 3
tier to 1 tier. That's open standards based. So the key thing here, you can now see we
can connect devices directly and more directly to each other.

An architecture like this delivers higher performance, faster response times, and higher
availability. And flatter means fewer devices and less ports so, therefore, a lower total
cost of ownership. So now we'll simplify the architecture. Let's look at how we then
further simplify with virtualization. Now HP has led in virtualizing servers and storage
and now, virtualizing the network as well. Virtualizing the network means you can take
multiple physical devices and make it look like one virtual device.

So now in this location, you can take multiple physical switches and make them look
like one but that's not all. We can now take multiple locations, so location one here and
location two, and we can actually make them look like one virtual network. And we can
do that virtualization of the devices through our intelligent resilient framework; IRF.
And then connecting multiple locations throughout Virtual Device Interconnect; VDI

Again, this enables us to flatten tiers in the data center and provide better automation
and operational efficiencies. What does this mean for you and the customer? You gain
increased availability and resilience, you get increased performance, and again, lower
cost and lower complexity.

So now we've simplified the architecture; we've now simplified the network further
through virtualization. Now let's take it one step further and show what we can do in
simplifying the management of your entire network. And that is not just the HP devices
in your network, but allows us to manage more than 6,000 devices from over 220
vendors. So when you look at building a heterogeneous, best in class network
infrastructure. Our intelligent management center provides a multi-vendor and best of
class device support through a single pane of glass and that's the important thing.
Through a single pane of glass, you can manage HP, you can manage Cisco better than
Cisco, as well as 6,000 devices from over 220 other vendors.

This frees up human capital to focus on projects and lower operating costs overall. So
we've now simplified the architecture, we've simplified the actual network through
virtualization, and we're providing a more efficient and effective way to manage the
infrastructure. So what's next? Software Defined Networking, or SDN. That is a hot
topic today and are you comfortable with what SDN is and what it may mean to your
customer in the enterprise. I'm not an SDN expert, but let me tell you what I know.
Software Defined Networking redefines networking. It makes it much simpler.

SDN separates the control from the movement of the data through the network and
allows you to centrally manage your network in a way that is easier than really ever
before. It really changes the way you build, deploy, and operate the infrastructure. And
what this means for you is you gain the agility to respond to customer and market

demands faster. You can deploy applications faster to meet business needs, so your
time to capability and your time to employ new business capabilities in the
infrastructure is now reduced. You can focus less on managing your infrastructure and
more on connecting your users to applications.

HP has been working on Software Defined Networking since 2006 and most of our
products support the emerging SDN standard protocol called OpenFlow. And that
OpenFlow support on all of our products will be on all their products by the end of
calendar year 2013. So if you talk about investment protection for our customers and
the ability to use OpenFlow to implement an SDN strategy today, HP is your only bet.
And candidly, our competitor's products, like Cisco, do not support OpenFlow.

Let's summarize what Craig Hinckley has covered in Network Simplification. HP is
simplifying network architecture through FlexNetwork, simplifying the network by
virtualizing assets in the network and simplifying network management. By having a
software defined network, business agility is increased by accelerating application
deployment. HP also improves network performance, scalability and reliability. That
lowers total cost of ownership fewer devices, fewer ports, less to manage, lower third
party maintenance and ease of management through a single-pane-of-glass.
In your learning guide is a typical network. Draw how that might look using HP's
network architecture and if you have time, consider how one of your customer's
networks is architected and how that might be transformed with FlexNetwork

6 FlexFabric
We have looked at the simplification strategy and FlexNetwork architecture; let's now
consider the data center network. FlexFabric converges and secures the data center
network servers and storage.
FlexFabric delivers 3 main customer benefits:
1. Simplification, reducing operational data center networking complexity by up to
2. Scalability, doubling the fabric scaling of existing data center solutions
3. Automation, cutting data center network provisioning time from months to

7 FlexFabric overview
FlexFabric's next generation data center switches enable: Cloud, Big Data and
Virtualization, fully unifying virtual and physical networks. FlexFabric next generation
routers scale routing and security services by over five times. Finally HP's Software
Defined Networks [SDN] reduces the complexity of managing, provisioning, and
changing a network.

HPs FlexFabric solutions are designed for Enterprise data centers and highly
virtualized workloads such as public/private or hybrid cloud environments. You can find
these across all client verticals. HP FlexFabric solutions are also designed for high
performance computing data centers found in the automotive, movie industry,
geophysical, bio/life sciences or government sectors.


9 FlexCampus
FlexCampus converges wired and wireless networks to deliver secure identity-based

10 FlexCampus overview
Communications is undergoing drastic change fuelled by rich media applications like
webcasts, video-enabled customer service, video conferencing, video!on-demand
training, and IP surveillance and security. Network capacity in most organizations has
to increase up to ten times to support a new wave of business video. Users demand
fast, reliable wireless access from anywhere in customers premises and often from
their own devices. Many smartphones have weak Wi-Fi capabilities but users blame the
network. Existing wireless networks cannot cope with the range and number of
devices. Wired and Wireless networks are managed independently and often BYOD
devices are not managed or monitored.

The HP end-to-end Campus solution is a complete, secure networking infrastructure
that connects users to job-critical services across multi- building campuses over a high-
performance converged wired/wireless network.
Put simply, FlexCampus redefines the campus network for the video and mobile world.
FlexCampus delivers a simplified network architecture and management capabilities,
based on the FlexNetwork 2-tier switching architecture that improves performance
with lower latency, increases resilience, reduces cost and complexity. These are
solutions based on open industry standards that prevent customers from vendor lock-
in and further lowers costs.

11 FlexCampus sweetspot
Some customers have had only one network vendor for many years and may be
resistant to change. In these organizations, there are often individuals who have
invested heavily in Certification. They may have concerns around training needed to
support a second vendor. Assure these customers that most of the knowledge in those
Certifications is transferable to other vendors products because much of it is about
networking technology. If training is needed, HP offers a fast track Certification
program. And remember to highlight how flattening their 3-tier campus network to 2-
tiers will reduce the number of network hops, latency and complexity. HP can also help
with the transition with management tools that support multi-vendor networks.

12 FlexBranch
FlexBranch is HPs networking solution designed for branch offices. FlexBranch
converges infrastructure and network applications to dramatically improve
performance, simplify deployments, centralize management and help to reduce IT

13 FlexBranch knowledge check 1
Branch and campus users driving the demand for data center consolidation, service
migration to cloud, mobility, application delivery, and unified communication and

collaboration applications are severely affecting aging branch networks and fuelling
the demand for always-available, accelerated and simplified branch infrastructure
while being easy to deploy and manage remotely.
The branch office for many organizations is the face of company to its customers. The
in-branch experience can shape customer opinions and satisfaction.
Your customers have to balance the in-branch experience with operational costs.
Organizations with branch offices have two big concerns.

14 FlexBranch dynamics
Take as an example a company with branch offices of less than 20 employees. You
could easily imagine them being a government, education, healthcare, retail, or
services organization. Employees in a small branch office require telephony, email, file
sharing, local printing, and Internet access. In addition to secure access to the
corporate network, the customer may want to grant WiFi guest access to the internet in
its branches.
For example, the branch has a router with firewall capabilities and a site to site virtual
private network (VPN) over a broadband connection for encrypted access to the
headquarters network. Email is usually hosted in the corporate data center (DC). It
could be routing VoIP traffic between the site and a central VoIP switch.

15 FlexBranch knowledge check 2
Some of their challenges assuming there are no IT staff on site:
Inefficient WAN speed is affecting productivity, slowing access to main office file
shares, and creating intermittent login problems.
Frequent local network issues and a lack of reliable backup are jeopardizing the
security of important customer data.
Unreliable printing is forcing frequent reboots to clear the queue.

16 FlexBranch benefits
With HP FlexBranch solutions, you can provide the branch with:
Improved LAN reliability and performance
Remote management capabilities
Dramatically improved file access times
Faster logins with enhanced security
File storage with regular backup
Automatic offsite data replication for Disaster Recovery protection

It does this by placing a switch/router in the branch to deliver consistent user
experience, centralized policy administration across all branches and resilience if the
WAN link goes down.

17 FlexBranch scope
HP FlexBranch targets Enterprises with a large number of branches or regional offices,
as well as medium-sized companies with a few branches. Together with partners, HP
earn customers in key verticals such as Education, Government, Retail, Banking,

Manufacturing and Healthcare. Branches will have generally have up to a 100
employees connecting simultaneously. Remember with guest or commuter users, the
branch size may be larger. Sites with larger numbers of uses will start to fall into the
FlexCampus category for products and solutions.
Your sales focus should be on IT directors, IT general managers, IT managers and/or
VPs of information technology; though these people may not be the actual decision
makers, they have a cross functional responsibility for operational and/or strategic IT
initiatives and can take proposals to the decision maker. Look for all networks that are
aging or struggling to keep pace with business applications.

18 FlexManagement
FlexManagement is HPs solutions for simplifying network management through a
single pane of glass.

19 FlexManagement benefits
FlexManagement benefits:
Improve network availability and reliability
Lower operating expenses and improve total cost of ownership
Ensure faster problem recognition and resolution
Improve network security
Reduce network complexities

24 Competition summary
Only the HP FlexNetwork defines the move from 3 to 2 tiers and improves robustness
and network performance.

25 Technology Services
Lifetime Warranty 2.0 is simple and cost effective. It adds 24x7 phone support for up to
3 years to HPs Lifetime Warranty.

26 Technology Services levels of support
Install it Right
Implementation and Start-Up
o Quick, easy installation of your HP Networking products
Foundation Support
Hardware and Software Support
o Enhance the product warranty to meet your business needs
o Best-in-class support to keep your network and business running
Multi-Vendor Support
Supporting the Entire Network with Single Point of Accountability
o Reduce finger pointing
o One certified services vendor responsible for all your network support

o HP Support covering the entire network makes it easier to switch to HP
Network products

Proactive Support
If your Network is Mission Critical
o Avoid issues before they occur through automation
o Priority access to experts whenever you need them

32 Support services
Customer needs and HP Network support service
Installation, Integration and Optimization: Customers IT staff does not have the
expertise and/or bandwidth to implement and optimize in the current IT
HP Foundation Support
Customer network equipment is mission critical and requires extended hours of
support and/or guaranteed repair times to ensure no unplanned outages.
HP Proactive Support
Customer requires proactive services such as health checks and assessments to
maximize IT investment and reduce overall IT costs.
HP Datacenter Care Support
Customer requires single source of support covering different vendors in their
network environment. This allows them to maximize past IT investments and
better integrate new technologies.

34 Video
By now you should have gathered that simplification is the key differentiator for HP
Networking in a world where networks are growing more complex and struggling to
keep pace with demand. Before we leave this overview, lets hear from Mike Banic
where HP Networking is headed.

HP is driving the transition in the market with software define networking. And it's
becoming the beacon that customers want to drive towards. And so the solutions that
we have for contemporary problems are ones that customers want to deploy because
they know it's setting a steppingstone to get to this ultimate place, this ultimate
destination of a software defined network, because that's going to bring -- bring along
a level of automation and greater level of simplification than we can expect from even
today's contemporary solutions. So HP is really doing something that's remarkably
different. It's leading the market, and I really want partners to know that that's what
we're about. We're innovating, and we're leading.

3 Video
Medium sized businesses facing a migration towards private or public cloud computing
or encountering IT sprawl or trying to cope with complex and aging multi-tier networks
or mobile workers demanding better access to rich content, can turn to the HP
FlexNetwork architecture to simplify their networks and support future as well as
todays needs.

As you saw from the previous module where we looked at the entire portfolio, HP
FlexNetwork is divided into building blocks that align to specific business needs and all
those are managed through a single-pane-of-glass, a single management console we
refer to as FlexManagement.

HP FlexNetwork Architecture solves legacy network challenges by offering five key
features: support for open standards; scalability; security; agility; and a consistent
operating experience for ease of management. Lets examine each a little more closely
and their benefits

Firstly, HP uses open standard protocols at the boundaries of each FlexNetwork
modular building block which means that customers can escape
vendor lock-in, mix and match a wider range of equipment and lower their costs.
Standards are also supported between network layers and throughout the branch,
campus LAN, and datacenter.

Secondly, HP FlexNetwork is scalable downwards and upwards, from basic to rich
functionality. This allows operators of large networks to use basic features where
appropriate to lower costs, while small and medium sized businesses can use feature-
rich functionality to create competitive advantage, cost effectively. All businesses can
scale up in features, ports and capacity as needed to future proof their business.

Thirdly, its secure. Security is not bolted on. It is integrated throughout and
implemented consistently across the network. That lowers cost by making security
easier to manage and lowers business risk by increasing the possible level of control.

HP FlexNetwork is agile. We can reduce the number of network tiers and device sprawl
through modularity to cut CAPEX and OPEX, increase throughput, reduce latency to
increase the performance of media-rich applications; roll out new applications and
services faster and make it easier to plan, manage and change.

And finally, HP FlexNetwork delivers a consistent experience. Just as a universal
remote control simplifies the operation of a home entertainment system, so too must
the network respond to a single management console. Our competitors offer different
architectures for the datacenter and campus LAN. They use different products with
different operating systems to build each architecture and administer these with

different tools, making it difficult for IT staff to move from one project to another,
leaving less opportunity to innovate.

HP brings its networking solutions together with servers, storage, power and cooling,
and management software to create shared pools of resources and deliver greater
levels of agility to customers at lower costs. It is one of the key reasons why HP is
winning in the market.

Innovative technologies like HP Intelligent Resilient Framework or IRF are what make
the 'flatter'... Flex Network Architecture possible.

IT can combine multiple HP switches with built-in support for IRF to create an ultra-
resilient virtual switching fabric composed of hundreds or even thousands of 1,10 or
40 Gigabit Ethernet ports that can be managed as one IP address.

HP Flex Networks flatter architecture is such a key differentiator that it would be
useful if you could draw this simply for your customers using a whiteboard. In the next
video, you will see for yourself how this can be done very simply.

4 Video
In the Portfolio Overview model, Craig Hinckley showed you how HP simplifies the
network architecture. Lets review part of that to ensure you understand how that
architecture can work for your customers. Lets start with a typical network. To make
things simple, I just show two tiers; core and access, and a single server at the bottom
of the screen. We have redundant connections across the network so if any device fails
it wont affect traffic. In a network, we need to prevent loops, because loops mean
trouble. Usually we use a variant of the spanning tree protocol, which decides on a
route switch for the network, then sends out packets that determine which ports to
block so that there are no loops. As you can see here, it works. If one of the active links
fails, the system opens a blocked link to fix the problem. There are some issues with
spanning tree protocols; with some versions of the protocol, this traffic reconfiguration
can take 60 seconds. The fastest versions take around a second, and even that will
break some applications, and spanning tree has its own security issues. Also,
redundant server connections have to be configured using other standards since they
dont use spanning tree. Finally, youll see with have four connections between the core
and access layers, but only one is active. So we are only using one quarter of the
physical connections.

There has to be a better way, and HPs IRF switch virtualization gives us that. IRF makes
multiple switches act as one, like so. There is an open standard that allows multiple
connections between two switches to be bundled together and act as one, called the
Link Aggregation Control Protocol, or LACP. With two IRF switches, we can use LACP
between them and go from using one quarter of the available bandwidth, to using all of
it. So if the links are 10-GIG, then we have the full 40-GIG available. The other
advantage IRF offers us is recovery from most issues in under 15 milliseconds. Very
much faster than spanning tree, and applications, wont be interrupted. Finally, as LACP

is an open standard, servers also support it. So as we can see here, we can use it to
more than double bandwidth to the server. So there you have it. The method of
connecting servers and switches tiers is open standards-based. Scalability is increased
with more available bandwidth. Security is increased by removing some of the security
issues associated with spanning tree from parts of the network. Agility is increased
with faster fail-over, and you have a consistent approach for both network and server

5 FlexNetwork must haves in the access layer
According to Gartner, customers do not want to have to make trade-offs between the
security and management of their wired and wireless access networks. In addition to
wired or wireless hardware, what do you think are the four customer must haves in
the access layer solution?

6 HP unified wired and WLAN enterprise solution
With limited growth in IT resources, administrators require one network management
application, one access security solution, one guest access application or policy
enforcement solution. This integration reduces operational overhead and eliminates
the potential for conflicting policies as users access the network with an increasing
number of diverse devices. Gartner is saying that it is no longer acceptable to have two
different network management applications or differing guest access applications,
especially if the solution is being provided by the same vendor. Unifying network
service applications reduces complexity by providing a single display and reduces costs
associated with multiple solutions. In other words, unifying access to wired and
wireless networks should bring together these onceseparate networks in a seamless
fashion to improve the user experience and lower capital and operations costs. And
that is exactly what HP Networking has done.

7 Software Defined Networking (SDN)
Software Defined Networking or SDN is a new software-centric approach to networking
that changes everything. It reduces costs through programmatic control of the
network infrastructure, which enables customization, optimization and innovation. HP
is leading in SDN. HPs SDN technology virtualizes the network and that allows
customers to bring their network to the point where it meets the needs of business so
customers are not spending many days provisioning the network for a new application.

SDN is transforming the networking industry. Think about other IT transformations
such as the move from mainframes to client server or PBXs to Voice over IP or Local
storage to SANs. In each of these examples, customers look to trusted advisors to
provide guidance and services. Together, you and HP can deliver this value to your
customers, anchored to SDN.

8 SDN benefits
SDN provides three main IT benefits:
1. Simplifies the data center, the architecture and deployment
2. Increases the scalability of enterprise networks
3. Allows greater automation and management capabilities

These three benefits in turn deliver flexibility in network usage, rapid application
deployment and lower operating costs.

9 SDN aligning the network
SDN aligns the network with business objectives by creating greater flexibility in how
the network can be used and accelerating the deployment of applications. Both
increase business agility. SDN simplifies the network by reducing operating complexity.
That simplification lowers the cost of the network.

10 SDN an open standard
SDN is an open standard defined by the Open Network foundation. In the SDN
architecture, the control and data planes are decoupled, network intelligence and state
are logically centralized and the underlying network infrastructure is abstracted from
the applications. That open standard protocol, called Open Flow, allows customers to
access the provisioning mechanisms in network devices without having to physically
go to the device that is what is meant by splitting the control and data planes apart.
Its allows the controller to be put into a central, logical location so devices can be
managed and provisioned without having to physically touch them.
SDN does not eliminate hardware innovation some things such as deep packet
inspection are much faster in silicon but it does bring agility not possible in hardware
alone or in hardware and proprietary software.

11 SDN delivering agility
Our vision is that SDN will deliver agilityagility for businesses and organizations that
they never had from their network before. SDN will give them a programmable network
that they can align to their business and applications.
In 2008 HP delivered the first OpenFlow-enabled switch. HP now has 50 switches that
are OpenFlow enabled as well as 10 routers. HP has shipped over 25 million OpenFlow
enabled ports. One of those routers is the Virtual Services Router, combining SDN with
Network Function Virtualization. In accordance with our vision, these products span the
entire network from the data center to the campus and the branch. It is a consistent
SDN implementation that extends from where applications are generated in the data
center to where they are consumed by users in the campus and the branch.
HPs SDN ecosystem includes many SDN applications. HP is partnering with over 25
alliance partners and independent software vendors to develop SDN applications.
These new applications will be downloadable from HPs SDN App Store. The mix of
applications will be HP applications, jointly developed applications, partner-developed
applications and certified applications.
SDN solutions are changing the way networks are built, programmed and managed and
as a result, IT professionals need updated skills. To address this need, HP is

introducing an SDN Learning Journey curriculum and SDN Certification that will help you
and your customers understand the best ways to adopt and implement SDN, while
gaining significant business benefits from deploying SDN solutions."

3 Video
FlexFabric is, as you know by now, HPs portfolio of datacenter networking products
and solutions. To help you navigate through all those FlexFabric products, we have
come up with a visual aid you may have seen before.

In most HP Networking Sales Guides and courses you will find what are referred to as
bullseyes. These depict our recommendations for certain market segments. The rings
and center area represent types of products- in this case edge and core switches and

The left hand side of the circle represents the names of products we usually sell to mid
sized enterprises and the right side shows, products aimed mostly at large enterprises.
Some mid sized businesses might require the scalability or features of enterprise
networks to allow you to see both sides.

The top half of a bullseye represents the products most customers would require,
referred to here as the lead product.
The bottom half of the bullseye, the alternate products, depicts products for customers
that are less typical. They may need more features or more specialized features than
are found in products in the top half of the diagram. Not shown on the bullseye are
even more products for customers with even greater specialized needs and you may
need to get some assistance from an HP Solution Architect to help in those sales. But
for mid-sized businesses, most of your sales will be for products in the upper left
quadrant of the bullseyes since they offer the best combination of functionality,
scalability and price for typical needs.

Shown here is the FlexFabric bullseye and the top half represents our lead products for
the datacenter. The left side of the bullseye represents the mid-size business needs
with standard scaling and functionalities such as 1,10 and 40 GIG in the core of the
network and 1 and 10 GIG server access. The right side of the bullseye represents larger
Enterprise customers or customers with advanced scaling requirements.

This technology is fast moving and we are bringing out new products all the time. The
most up to date bullseyes can all be found in the FlexNetwork Sales Guides and Sales
Playbooks. Always refer to the latest versions of these and you can find them on the HP
Networking Channel Dropbox.

Lets look at some recent FlexFabric announcements introduced by HPs Bethany
Hi, Im Bethany Meyer, Senior Vice President and General Manager for HP Networking.
Networking is the fabric of todays business; it connects employees, customers, and
partners to the applications they need to work, compete and win. Legacy data centers
have reached the breaking point. Customers need a new solution to meet the demands
of Cloud, Big Data, and Virtualization. This is precisely what were delivering; the
biggest, most comprehensive data center networking announcement in HPs history.

Were announcing the future of data center networking; HP FlexFabric, the industrys
most complete Software-Defined Network fabric. HP FlexFabric redefines how
customers architect and implement data center network fabrics.

The open, standards-based approach of FlexFabric delivers three important customer
benefits. First, simplification; reducing operational complexity by up to 75%. Second,
scalability; doubling fabric capacity. And third, automation; cutting network
provisioning time from months, to minutes.

Were announcing the next generation data center switches, which enable Cloud, Big
Data, and Virtualization, fully unifying both physical and virtual networks. These
switches can double the switching capacity and triple 40 GbE density compared to our
nearest competitor. Were also announcing next generation routers, which scale
routing and security services by over five times. And were introducing the industrys
first network function virtualization; the Virtual Services Router, for multi-tenant cloud
data centers. Were building on our industry-leading, Software-Defined Network

Were announcing the Virtual Application Networks SDN Manager module, and the
Virtual Application Networks Resource Automation module. Both are built on
intelligent management center, a single pane-of-glass for FlexNetwork architecture.
The VAN SDN manager module is the industrys first comprehensive SDN management
solution, ensuring that operators have full management of SDN solutions. The VAN
Network Resource Automation module automates operations of core, switches and
routers, as well as resources like application delivery controllers, and security devices.
HP Technology Services simplify the adoption of FlexFabric solutions with
comprehensive consulting and support services. If you arent already an HP Networking
customer, we want to earn your business. Please visit us at our website for details on
how HP delivers the future of data center networking today, with FlexFabric; the
industrys most complete, Software-Defined Network fabric.

Before we go into detail on some of the products Bethany Mayer announced, it would
be best to examine what data centers require now and in the near future from the
network infrastructure.

Business requirements drive the IT requirements for data centers and those are
improved application performance, better regulatory compliance, and business agility
to respond rapidly to changes.

Your customers IT staff face increasing demands on data center network capacity and
functionality. With the growth in multimedia traffic and server virtualization, traffic
flow between servers is expected to increase by an order of magnitude in the near
future. It is predicted that traffic patterns may have spikes of up to two orders of
magnitude higher than most datacenters experience today. So first and foremost, the
datacenter network needs to be robust, flexible and resilient to handle that growth in
east-west traffic. It must also remain secure. The network must integrate well with

data center servers, storage, existing networking infrastructure and systems
management processes. It must be manageable with existing resources and future
proof to handle changes that we cannot predict.

To achieve that flexibility and resilience, the network must be scalable. To be
manageable and to achieve high scalability, it must be simplified. And to be
manageable and stay within tight budgets, it must be built on standards. These are
three of the most important criteria that analyst firm Forrester recommend your
customers look for in a network vendors data center products.

Gartner illustrated in their Magic Quadrant of February 2013 that when it comes to the
datacenter network, there are only two major players. Gartner advises clients to
shortlist HP for all data center networking requirements.

They cite our strong investment and delivery of network management and automation
around Software Defined Networking, OpenFlow and Virtual Application Networks.

Ciscos absence from the 'leaders' quadrant shows that the market is
changing. Customers are moving away from Ciscos legacy 40-year-old network
operating model.

Gartner says that Cisco has not been able to combine its capabilities into a cohesive,
strategic portfolio, and, in many cases, leaves its customers confused about the
appropriate solution required, especially when it involves a migration from an existing
Cisco Catalyst solution.

Customers are looking to vendors like HP who have detailed a clear vision and begun to
deliver real solutions that can help them simplify network operations and take
advantage of SDN as part of their datacenter network evolution.

Lets now examine our datacenter networking products for mid sized businesses by
revisiting the HP FlexFabric bullseye.

4 Core support for IRF
Intelligent Resilient Framework or IRF fabric can virtualize anywhere up to 4 modular
switches and up to 9 fixed switches. As an example, a customer can group up to 4 HP
5900AF or 5920AF switches in an IRF configuration. Always check the product
specifications for the exact number of devices supported in an IRF stack.
HP_STR097_103_FFAB_004 10 GbE at the edge

5 10-GbE at the edge
Although 1GbE is prevalent at the server edge, medium sized organizations are also
deploying 10GbE to support highly virtualized data centers. This is where HP switches

excel by delivering cost effective, high 10GbE port density at the edge, low latency
switching and of course IRF.

6 Intelligent Resilient Framework
IRF allows HP switches to form an ultra-resilient, virtual switching fabric that is
configured and managed as a single switch with a single IP address. With IRF, your
customers can simplify deployment and management while improving performance.
This also leads to reduced operating expenses, while delivering a scalable, available
data center network for physical and virtualized environments.
There is a simple rule of thumb to tell if an HP Networking switching product supports
IRF. If the part number begins with a J followed by a letter and it has 10GbE ports, then
it will almost certainly support IRF but if it begins with J followed by a number then it
will not, but it is always best to double check the products specs to make sure.
Fewer layers and platforms simplified lower cost design
Single low latency hop between servers (for L2 and L3)
Higher performing, scale and switch/networking reliability

7 FlexFabric reference architecture: Simplified 2 tier design
With a high enough 10-GbE port density, core switches can support uplinks for all of the
1GbE and 10GbE edge switches. Together with IRF, this feature enables your customer
to eliminate the costly, performance-inhibiting aggregation layer.
By deploying IRF in conjunction with 5900 switches in the access layer and 5900 or
5920 in the core, customers can simplify the network, reduce costs and enjoy the
benefits of a large Layer 2 domain all with increased network uptime.

8 FlexFabric reference architecture: optimizing a 3-tier design
Removing a network tier is not always going to be an appropriate solution. For
example, sometimes existing data center wiring or a rack layout will make a two-tier
solution impractical. That doesnt preclude support for open standards and unified
management and HP is able to support a wide range of network designs based on the
needs of your customers.

Customers can deploy cost-effective HP edge and aggregation platforms that inter-
operate with existing core switches. This approach allows customers to preserve
existing assets and gradually migrate to a more agile network design over time, while
enjoying the benefits of IRF switch virtualization and cost-effective, scalable switches
in the edge and aggregation layers. Whatever design requirements your customers
have, HP Networking can support them.

9 LAN/SAN convergence
Traditionally, Local Area Networks or LANs and Storage Area Networks or SANs,
infrastructures have been separate within a data center. Servers have separate
network adapters and connections to access both networks.


10 The role of the FCoE switch
SANs often use a Fibre Channel fabric topology with Fibre Channel over Ethernet or
FCoE interfaces, switches and storage devices. FCoE was designed to transport Fibre
Channel communications over an Ethernet network. This can enable each server to be
connected to just one network with significant cable, adapter and switch consolidation.
FCoE support is required to be designed into the network from the ground up, as having
both storage and networking traffic on the same fabric introduces its own set of
challenges. When FCoE is a requirement, work with technical resources to validate

11 Virtualized data center
Illustrated is an example deployment model architected to simplify and increase the
performance of a highly virtualized data center. We will cover these products shortly.
HP supplies many reference architectures for Data Center, Campus and Branch that you
can customize to fit the needs of your customers.

13 FlexFabric bullseye
In the FlexFabric bullseye, the 5900 series is positioned in several places.
Mid-size typical requirements
Standard scaling and functionalities:
o 1/10/40 GbE core
o 1/10 GbE server access
o Mainly rack server access
o Moderate server virtualization
o 100s of servers

Large enterprises typical requirements
Advanced scaling and functionalities
o 10/40/100 GbE capable core
o 1/10/40 GbE server access
o FCoE server access
o Highly virtualized servers
o 1000s of servers

14 Access layer
We begin by looking at the lead switches designed for the access layer for the data
center of a mid-sized business and that typically comprises 1GbE or 10GbE top of rack

15 Top of Rack (ToR) switches
HPs 5900 Switch Series is a family of high-density, ultra-low-latency, top-of-rack
switches. Ideally suited for deployment at the server access layer, the HP 5900 Switch
Series is also designed for deployment at the core of small to medium-sized enterprise
data centers. With the increase in virtualized applications and server-to-server traffic,
customers now require Top of Rack switch innovations that will meet their needs for

higher-performance server connectivity, converged Ethernet and storage traffic, the
capability to handle increased traffic from virtual server environments, and ultra-low-
latency, all in a single device.

16 VM network policy management
The new HP FlexFabric Virtual Switch 5900v, in combination with HP Intelligent
Management Center and either the HP 5900/11900 or 12900 Virtual Ethernet Port
Aggregator or VEPA capable switches provide a robust solution for monitoring,
securing, and managing virtual machine traffic. The HP 5900v switch is software that
replaces a standard vSwitch in the VMware ESXi infrastructure to deliver advanced
networking capabilities. It also competes with third party vSwitches such as Ciscos
Nexus 1000v.

The 5900v switch passes VM to VM traffic through the VEPA-capable top of rack or end
of row switches giving full visibility of that traffic to network administrators. As VM
workloads move from server to server or across racks, the FlexFabric Virtual Switch
5900v and IMC maintain full visibility of configuration and topology changes and ensure
that network and security policies automatically follow VMs. This allows VMs to
maintain their assigned resources and continue to operate as expected.
Benefits of virtual switching include lower costs since the customer does not need a
dedicated hardware appliance. They also include simpler VM access, improved network
performance and VM performance.
Standards-based automated VM network policy management
o Advances networking beyond basic vSwitch
o Separates switch & server operations
o Extends 5900 features to hypervisor via EVB/VEPA
o Simplifies operations with IMC VAN Server Connect
o Automates mobility of network policies

18 Core switch for most mid-sized businesses
As they were at the server edge, the HP 5900 switch series is a strong match for
medium sized business customers at the core. High-port-density 10GbE, support for
40GbE and cutting-edge switching technologies set new benchmarks for performance,
low latency, reliability and investment protection as more and more compute resources
are packed into the rack.

Both 5900 and 5920 feature cutting-edge 1/10-GbE and 40-GbE technologies that will
advance the adoption of 10GbE in enterprise data centers. The HP 5900 delivers higher
1/10-GbE port density and cut-through switching for ultra-low latency (~ 1
microsecond for demanding enterprise applications), while the 5920 features high 10-
GbE port density and ultra-deep packet buffering (3.6 GB) to contend with traffic
bursts and general network congestion at the I/O.

These are the industrys only ToR switches in their class with IPv6 routing and
IPv4/IPv6 dual-stack support for advanced future networks and future-proof

19 HP5900AF and HP5920AF
The HP 5900 switch series provides models with 48 port 1GbE copper with 2 x 40GbE
uplinks or 48 port 10GbE copper or 48 port 10GbE optical each with four 40GbE uplinks,
or up to 64 10GbE ports when you convert the 40GbE ports to 4 x 10GbE ports with a
splitter cable. In larger companies, the 40GbE uplink ports could be used to connect the
access layer to 40GbE capable aggregation or core switches.
When the 5900 is deployed in the core, these 40GbE links could be used as additional
10GbE links or for inter-switch IRF connections.

The HP 5920 rounds out the 5900 switch series with 24 10GbE ports and large packet

20 Scaling up with the HP 12500
For customers who require higher capacity at the core, the HP 12500 Switch Series is a
family of powerful routing switches with outstanding capacity for the network core.
Besides innovative IRF virtualization technology that provides unprecedented levels of
performance and high availability, the 12500 switch series incorporates Open
Application Architecture that enables flexible deployment options for new services e.g.
Firewall modules.

These switches also have energy efficient features that drive down operational
expenses and are ideal for organizations contemplating data center consolidation,
business continuity and disaster recovery sites and other applications requiring a
robust, high-performance switching platforms.

21 Video
We need something in a core thats capable of handling mass amounts of 10-Gb
density. The modern CLOS architecture of the 12500 allows us to have large 10-Gb
non-blocking density. It also, because its next-generation technology, allows us to
buffer over 200 milliseconds of traffic. We can also provide granular QoS via our 12000
virtual output queues. Our 12500 is also capable of delivering same performance at
IPV4 as well as IPV6. And finally, the 12500 is capable of simplifying the network
architecture using our IRF design. Two physical boxes can, again, be managed via one IP
address. The other simplification that we have in this whole HP solution is that all of
this equipment runs on a single operating system.

22 12900 Switch Series
As well as the 12500, we recently introduced the next-generation 12900 Switch Series
that is primarily designed for cloud data center environments. The 12900 delivers
unprecedented levels of performance, buffering, scale and availability with high

density 10GbE and 40GbE today, and 100GbE in the near future. The series scales up to
768 10G and 256 40G ports per switch with higher power efficiency in a single modular
switching platform. This is the industrys first data center core switch to support
TRILL/SPB and OpenFlow 1.3. This, together with the 5900 and 11900 support for
OpenFlow, lays the foundation for SDN in the modern data center.

23 Quality of Service (QoS)
In addition to handling extraordinary bandwidth demands, your customers need to
support end-to-end traffic prioritization as well. Delay, jitter and packet loss can
adversely affect the quality of voice or video. With users now accessing applications
remotely via the Wide Area Network, customers need to ensure low latency for delay-
sensitive traffic. FlexFabric can prioritize and control traffic to meet those needs.

24 Energy efficiency
Power consumption is a key consideration in data center design. Here HP has made
great strides. All HP FlexFabric switches are designed to minimize power consumption.
In fact HPs switches have won energy awards and lead the industry. Miercom has given
its Certified Green Award to products in the 5120, 5800, 5820 and 12500 switch series.
Select the table to see how HP 5820-24XG fared in Miercoms tests.

25 WAN edge routers and firewalls
HP FlexFabric routers are optimized for Wide Area Network backbones, offering high
capacity, throughput and reliability as well as an impressive and cost effective future-
proof feature set. Lets take a closer look at the HP HSR6800 router series.

26 HP HSR 6800 Router Series
High performance services routers deliver comprehensive routing, security, switching
services for small to large data centers and campus Wide Area Networks. They can
scale up to 420 Mpps forwarding and up to 2 Terrabits per second of switch capacity.
You can find more details of the specifications for these routers on the HP HSR6800
Router Series page in your Learning Guide.

27 HP Networking security
Our HP Networking security strategy is comprised of Simple, Integrated and Reliable
solutions that address todays security risks on the network.
Simple simplified network access control
Integrated integrated security in network infrastructure
Reliable reliable protection against real-time advanced threats

28 Next Generation Firewalls (NGFW)
HP sees 68% of data breaches coming from mobile applications and this number will
increase. 84% of data breaches are in the application layer. We see more and more
networking devices creating more challenges for the IT administrator. There is a need
for granular control of all these new devices. One of our solutions is our Next
Generation Firewall or NGFW. The market totals $9 billion and is growing 10%

29 Features required in data center routers
One of the requirements for data center routing is security. HPs Dynamic Virtual
Private Network or DVPN technology simplifies VPN configuration and management.
When enabled, routers can automatically establish IPsec VPN tunnels between sites. IT
no longer needs to configure complex parameters to provide secure Wide Area
Networking connectivity.

30 WAN Edge Routers and Firewalls
The TippingPoint Next Gen Firewall Series provides visibility and control across
application, device and data threat vectors. They are simple to configure and install
with centralized management and provide effective security based on industry leading
security intelligence with weekly DVLabs updates. They are reliable with a seven nines
network uptime track record. Roll over the firewalls to see some statistics.
Deploys in minutes
Easy to manage graphical user interface
Single enterprise management solution for Network Generation Intrusion
Prevention System (NGIPS) and Next Generation Firewall (NGFW) devices
Set and forget security
Over 7,400 filters of network protection right out of the box
Over 2,650 security researchers focused on emerging threats
Proven accuracy with no false positives
Optimize network performance and protect business critical applications

31 Prospects for NGFW
Customers are worried about:
Lack of visibility and control with the proliferation of applications
Multiple devices to support and manage
Evolving threats and multiplying threat vectors
Ensuring network security without compromising bandwidth
Complex security solutions that are hard to integrate with their infrastructure
Start asking your customers these discovery questions:
What is the scope of your network security responsibility?
How are you currently keeping track of all the applications running on your

33 The FlexFabric management story
We conclude this overview of the lead HP FlexFabric portfolio for mid-sized businesses
by taking a brief look at how these products are managed.
First, all the switching and routing platforms we have viewed use a common operating
system, Comware, which provides feature and operational consistency to streamline
network administration, enhance operational efficiencies and provide faster time to
service, all of which help to reduce network operational costs and complexity.

These products support a common command-line interface or CLI as well as a graphical
user interface, management through a browser, or remote management via any
common SNMP platform.

They also offer advanced monitoring and reporting capabilities such as Remote
Monitoring which uses SNMP to monitor essential network functions and sFlow, a
statistical traffic sampling tool.

35 HP Intelligent Management Centre
Adding the comprehensive network management platform, IMC, to the FlexFabric
solution makes management that much easier. IMC not only unifies network
management from the edge to the core, but also provides a unified view into the
physical and virtual network infrastructure. That accelerates application and service
delivery, simplifies operations and boosts network availability. We will take a much
closer look at IMC later.

37 Alternate FlexFabric products
Details on the alternate products shown in the bottom half of the FlexFabric bullseye
and in bullseyes elsewhere in the course can be found in the appendix of this guide.

3 Video
Now we take a close look at FlexCampus. You have already seen how customers are
demanding more from their campus LAN infrastructure. They need to support a more
mobile workforce with smartphones, tablets and other BYOD technologies.

They need to secure their wired and wireless networks, manage bandwidth intensive
communications and collaboration applications, consolidate data centers, move to
cloud, as well as future proof their network with scalable and flexible infrastructure.
Its a tall order.

In this section we examine how HP FlexCampus solutions address all these LAN
challenges. As we work through this bullseye, remember that you should always refer
to the latest of versions of our sales guides when selling to customers and you can find
them on the HP Networking Channel Dropbox.

We take as a reference point, a medium sized business, that has 300 network seats, up
to about a thousand seats in an organization that would require standard scaling and
functionality. That would probably include 10/100 Mb or 1 Gb access, 1 Gb or 10 Gb
uplinks, 1 Gb to 10 Gb at the Core or Distribution layers and perhaps stacking in other
words, being able to group switches so they appear as one IP address. That is the left
hand side of the diagram and we will begin with the upper left hand quadrant, the lead
campus products for the type of customer I have just described. These products offer
the best chances of winning deals.

In the campus, you are starting from a position of strength. For the second consecutive
year, Gartner identified HP as a leader in the Wired and Wireless LAN Infrastructure
Magic Quadrant, recognizing HP Networking as a global access layer vendor with its
unified wired and wireless FlexCampus solution, and emphasizing that Every
organization should at least consider and competitively include HP in all network
evaluations of any size.

Gartner specifically highlights HPs Intelligent Management Center, the strength of our
sales channel, and global service and support. Gartner pointed out the total cost of
ownership benefit from HPs new Lifetime Warranty 2.0.

They cited HPs vision and phased delivery of OpenFlow enabled switches and SDN
applications for the campus access layer and our complete BYOD solution, including the
new TippingPoint SDN application.

Lets now start our coverage of FlexCampus with the switches we lead with at the
campus core.

4 HP 5400zl and HP 8200zl Switch Series
HPs 5400 zl and HP 8200 zl modular switch family is designed for campus LAN
switching for the mid-size organizations network core. HP refreshed the modules for

the switch family, offering both existing customers and new customers a graceful
upgrade to a new level of performance and capabilities.
Both HP 5400zl and HP 8200zl switch series provide:

Up to 90% lower latency
600% higher performance
128% higher port density
35% lower energy consumption*
Multimedia & collaboration
o 3 microsecond latency campus access switching solution
o 288 GbE ports per chassis at line rate
Simplified networks
o 1and 2 tier campus architectures
o Single pane-of-glass management
o Enables true wired & wireless convergence
Industry-first standards-based Energy Efficient Ethernet

* Source: Tolly Enterprises, LLC; HP E5406 compared to Cisco 4506

5 HP 5400zl and HP 8200zl - Flexibility
The HP 5400 zl and HP 8200 zl switch series both support 10/100/1000 and 10 Gigabit
Ethernet modules, Power over Ethernet (commonly known as PoE), PoE+, and non-PoE
modules as well as HP AllianceONE and HP Advanced Services zl Modules.

Both of these switches are OpenFlow-enabled, in other words, ready for Software
Defined Networking, commonly known as SDN. Customers are either preparing for SDN
or embracing SDN. HP Networking SDN-ready switches enable your customers to start
their SDN journey when they are ready.

6 HP 5400zl and HP 8200zl - Reducing costs
This flexibility enables customers to tailor these switches to meet their current and
future business needs. The HP 5400 zl and HP 8200 zl share common interface and
services modules, power supplies, optics and transceivers. This enables enhanced
flexibility, simplified maintenance and greater ROI.

7 HP 5400zl and HP 8200zl - Price/performance
With 10-GbE port density, core switches can support uplinks for all of the 1-GbE and
10-GbE edge switch ports.

Both the HP 5400 zl and HP 8200 zl can support up to 96 10GbE ports. The 8200 zl
offers higher switching and forwarding capacity than the 5400 zl. Both switches offer
the high switching, routing capacity and low latency that are required to manage traffic
levels and successfully deliver high quality video and other bandwidth intensive
applications demanded by users today. These switches also support up to 288
wirespeed Gigabit Ethernet ports. Specifications are in your Learning Guide


8 HP212zl - Front/back views
The HP 5400zl and HP 8200zl Series Switches are designed from the ground up with
uninterrupted connectivity in mind. The 5400s provide redundant hot-swappable
power supplies and hot-swappable interface modules.
The 8200 also provides dual management modules for unattended system recovery
and reduced network downtime. These dual load-sharing fabric modules ensure
network operation without disruption in the event of a module failure. The high
availability features of the 8200 are similar to that of the 7500 that we will cover in the
alternate products

9 Full mesh throughput comparison
The HP 5400zl and HP 8200zl deliver up to seven times the performance and one-
seventh the latency of in-class competitors. The Cisco Catalyst 4500 has poorer
performance, higher power consumption, lower port density and complex and costly
feature licensing, plus its warranty excludes power and cooling.

10 Full mesh latency comparison
HP provides up to half the latency of the Catalyst 3750-X and one-tenth the latency of
the Catalyst 4506. The Cisco Catalyst 3750-X has no Energy Efficient Ethernet support,
poorer performance and higher latency.

11 Easy to deploy, manage and maintain
HP understands that customers need solutions that are easy to deploy, manage, and
maintain. Integrated premium IP software features across the networking hardware
portfolio enable customers to make use of features like full Layer 3 routing whenever
they choose with no need to purchase, audit, maintain or manage multiple software
licenses, unlike Cisco who charge for optional software features such as a firewall and
advanced IP features.

12 HP AllianceONE partner program
The HP AllianceONE partner program offers many partner-based solutions that have
been tested and certified by HP. These partner-based solutions can be deployed in a
number of ways including virtualized platforms such as the HP 5400 zl and HP 8200 zl
virtualization modules or HP OAP modules on compatible MSR routers. This can lead to
lower power consumption while also reducing space and cooling requirements
compared to stand-alone appliance-based solutions. In the FlexBranch section we will
look more closely at HP AllianceONE solutions for unified communications and
collaboration. It is important to note that HPs AllianceONE partner program has been
extended to include Software Defined Networking based applications that can be
deployed as part of HPs OpenFlow solution.

13 Energy conservation
Lets now look briefly at energy conservation. As was mentioned already, virtual
services modules can lower power consumption while reducing space and cooling

requirements. Lets examine some of the other green advantages these switches offer
customers. You can find a table of HP energy savings in your Learning Guide.

Energy Efficient Ethernet, or EEE, is an industry open standard that reduces network
power consumption. Depending on traffic patterns and idle periods, power savings can
be fairly substantial. In the above diagram, in order to achieve the benefits of EEE, both
the Edge Switch and the Distribution Switch must support that standard.
The key to achieving the benefits of EEE is when port traffic is less than highly utilized.
Industry sources generally believe that average traffic intensity is less than 10% of
peak traffic loads. HP was one of the lead contributors to the current EEE standard and
is committed to deploying EEE-enabled switching equipment as widely as possible. The
v2 zl modules for the 5400 zl and 8200 zl platforms were the first EEE-enabled
switches in the networking industry.

HP is innovating in other ways to save energy costs. The computing intelligence of the
5400 zl and 8200 zl series is distributed to the interface modules, so the available
capacity increases with the addition of new modules, and customers are not burning
power when the utilization is not high. Both switches can run at a higher temperature
than is possible with many competitors products, so customers can lower their cooling
costs and allow deployment in more environments.

14 Secure management access
HP provides many security features across our networking solutions from secure
management access and data encryption of management traffic as well as secure
network access, and threat management that mitigates malicious attacks and protects
the network from Denial of Service attacks or configuration mistakes. These features
form an integrated part of the larger HP security portfolio.

15 Video
Hi, my name is Mauricio Sanchez. I am Director of Advanced Technology at HP
Networking. Here at the last day of HP Discover 2013, its been a great show for us, and
I wanted to spend these next couple of minutes talking a little bit about an SDN
application that Im co-inventor on thats bringing the intersection between Software-
Defined Networking and security. Its called the Sentinel Security application.

So what I want to touch upon is, first, the philosophy in terms of what HP Networking
sees in terms of Software-Defined Networking, and then switch over to how were
looking at applying it in a near term to address BYOD security concerns in order to turn
your entire network into a massive BotNet, Malware Spyware Detector. So being able to
make your network infrastructure part of the solution, rather than part of the problem
as probably the case is today in many of your organizations. So let me start off a little
bit about Software-Defined Networking because it means in the industry theres a lot of
confusion, and we at HP, here at HP Networking, have a very specific and definitive view
on what Software-Defined Networking is. The way we see it is a new architecture, or an
evolution of the existing network architecture that is now going to be made up of three
pieces, three layers in the infrastructure cake, so to speak.


We start off with the infrastructure, we want that infrastructure to be highly-
programmable and we want to do it in a way that is leveraging open-standards, and an
open-standard today that HP has been working on for several years now is OpenFlow.
So think of this opening up a new level of programmability and capability where your
entire network infrastructure can then have its central control plain coalesced into one
single point where we can steer traffic and bring new levels of control and visibility to
the entire network.

Sitting on top of this infrastructure is then a new piece, the controller piece that today
is our Virtual Application Networks SDN controller. And so that, between the
infrastructure and the controller forms the basic foundation in terms of what is the
premise of a Software-Defined Networking architecture because it allows the creation
of the third piece, which is the application piece which leverages those two bottom
pieces to enable new levels of functionality, and what Im going to be talking about is
new levels of security functionality and, as I stated, to bring BotNet, Malware and
Spyware Detection to the entire network. So, with sentinel what were able to do is
bring reputation, intelligence and security, and be able to using OpenFlow and its
programmability be able to look at all the network flows happening on that network
and bring botnet, spyware, malware detection and be able to stop it in its tracks. So, in
effect, it leverages and brings the TippingPoint IPS capabilities and spreads it through
the entire network, not replacing the TippingPoint IPS but complementing it and
making, like I said, your entire network part of the solution, rather than part of the

16 Wired Access Layer
Now lets move into the wired access layer and the HP 2920 switch.

17 HP 2920 Switch Series
The HP 2920 Switch Series is a cost-effective, scalable solution for customers who are
building high-performance networks. These switches can be deployed at the enterprise
edge, in remote branch offices and in converged networks. The HP 2920 is one of the
best solutions in the market to provide 1-GbE downlink access with industry leading
price and performance. This switch includes strong Quality of Service and security
features and support for baseline Layer-3 features. In addition, optional 10-GbE
uplinks and Power Over Ethernet Plus support are provided to ensure investment
protection as your customers network grows.
The HP 2920 Switch Series consists of a range of five Gigabit Ethernet access switches,
each with four dual-personality 10/100/1000 or SFP ports for Gigabit connectivity. In
addition, up to four optional 10 Gigabit Ethernet SFP+ and/or 10GBASE-T ports can be
added, as well as an optional two-port stacking module.

Like the HP 5400 zl and HP 8200 zl series, the HP 2920 switches can run at higher
temperatures thus lowering cooling costs.

18 Whats new?
Lets sum up the new features in the HP 2920 series. The series supports a total of
740W of PoE and PoE+ power with the included power supply. These power supplies
are removable and upgradeable. In addition, the HP EPS640 external power supply can
be added to enable 1,440 watts of PoE power. The series provides Energy Efficient
Ethernet, basic Layer 3 switching and features 80 Gb/s stacking modules for up to 4
switches. Modular 10G uplinks are available. The 2920 series also supports OpenFlow,
making it SDN-ready. The 2920 series with Lifetime Warranty 2.0 is a great example of
innovative engineering.

19 Video
Kash Shaikh: Having a Lifetime Warranty shows that we have designed our products to
last longer. By picking high quality components and performing intensive quality tests,
we ensure the product does not fail.
Rebecca Humphrees: We have to ensure the product is super reliable, and this
reliability comes from a suite of tests that we do. Everything from drop tests on the
actual box that it ships in, to even static testing to make sure that if you or something
around the product has static, it doesnt affect the product at all.
Then theres EMI tests where we can measure the amount of electromagnetic
emissions that are coming out of a switch to make sure that it isnt going to interfere
with something else and, at the same time, to make sure that some type of
interference isnt going to affect it.
Rebecca Humphrees: In the sound room, they put the switch in the center of the room;
its purely taking the sound of the switch and making sure that decibel level isnt
annoying or interfering any sort of conversation that a customer might have around it.
We bring in independent testers like Tolly to confirm that the performance that we are
seeing out of the 2920 is really what customers are going to see. It allows customers to
see exactly what that is, before they even purchase the box.
Yangyang Xu: Tolly Enterprise is the leading provider for independent third-party
testing. I have done tests for HP Networking, for HP Servers and Storages. They always
have very very good performance.
Rebecca Humphrees: The Tolly testing showed that the HP 2920 had double the
throughput of the Cisco 2960. We also saw that the latency of the 2920 was 45% less
than the latency that we saw in the Cisco 2960. It is one of the first in the marketplace
to be able to provide full PoE capability up to 1440 watts. It has the scalability to allow
for stacking and 10-GIG uplinks, and its super-reliable and comes with a Lifetime
Mike Frey: The Lifetime Warranty again is another reason why we have to work hard
and make sure this stuff is going to be of the upmost quality. The sheet metal for the
box you see, its much more robust than if you pick up some of its competitors, down to
our chip which specify with the person who manufactures the silicon, the quality levels
for that.
You know, not only do we design them for that, but we test them.
Rebecca Humphrees: Our environmental tests make sure that the switch can go into a
variety of environments, whether it be very hot environments over 100 degrees, or
even in very moist or even very cold environments.

Eric Pelletier: We had customers that were taking our devices in very warm climates
and putting them outside on poles. Our customers who do that, they dont even know
what temperature the box is so theyre just going Yeah, youre stuff lasts longer than
anybody elses. You did what with it?
Rebecca Humphrees: Weve even seen our switches in environments where its
between two magnets and just floating there, and its had no loss of performance or
capability. The 2920 is going to change the world because its going to allow our
customers to work anytime, anywhere with any device.
Kash Shaikh: Customers are looking for an alternative, and industry analysts
recommend HP Networking as the best solution.

20 Cisco comparison
Cisco Catalyst 2960-X.
No OpenFlow support
Limited Lifetime Warranty
Higher power/bandwidth ratio
Fixed power supplies only
HP 2920
OpenFlow-enabled & SDN ready
Lifetime Warranty 2.0
Lower power/bandwidth ratio ability to power down parts of the switch when
they are not being used
Single modular power supply for improved redundancy and reliability

21 Wireless LAN access layer
Now lets look at HP Networkings optimized wireless LAN architecture. It gives your
customers the ability to scale performance easily to meet modern networking
demands. We will also see that HP unifies the wired and wireless infrastructure and
provides a secure means of reliably supporting bring your own device, more commonly
known as BYOD, while keeping the network simple for customers and enabling them to
take full advantage of the benefits of wireless networking.

22 Interoperability Many organizations wireless infrastructures do not adequately
interoperate with their wired equipment. Deploying wireless can introduce network
instability, heighten security risks, and increase the cost and effort associated with
network management. Securing their WLAN often requires a separate platform, which
drives up complexity and cost, and again, potentially affects performance.

Customers also need some way to ensure the compliance of employee-owned devices
with corporate security policies. The BYOD trend increases flexibility and productivity,
but it also introduces a host of new challenges for your IT administrators. The
challenges of BYOD:
In legacy networks, wired and wireless networks are managed separately.
Legacy networks are IT dependent. They rely on IT-based issued devices for
secure access to applications.

Management of devices and applications is separate. There is a lack of visibility
into user behaviours, access, and usage.
Many networks are unable to meet security demands

25 WLAN user experience
Existing wireless LANs often deliver a substandard user experience compared to wired
networks. Distance limitations of legacy WLAN implementations hinder true mobility,
and the performance of those networks inhibits video delivery. Customers seek a
scalable wireless solution that protects their legacy product investments and offers
easy migration to high-performance 802.11n and the new 802.11ac standard when the
business demands.

26 Wireless portfolio for mid-sized business
Our portfolio for mid-sized businesses includes the HP MultiService Mobility or MSM
7XX wireless controllers. The HP MSM765zl slots into an HP 5400zl or HP 8200zl
modular switch, really using the wired infrastructure to deliver cost effective wireless,
saving rack space and offering a redundant power solution.
The MSM HP 760 is an appliance based wireless controller option when an integrated
controller isnt appropriate. Both the MSM760 and MSM765zl controllers provide
centralized WLAN configuration and management for up to 200 HP MSM access points
or as many as 800 across five controllers in an N+1 resilient configuration. Both are
well positioned for deployments of more than 40 access points.
For small to medium size campus
40 Aps upgradeable to 200 Aps
Centralized provisioning of Aps for consistent QoS
Comprehensive WLAN security
Seamless failover <30 seconds

27 For smaller deployments
For smaller deployments, the MSM720 is ideal, providing centralized WLAN
configuration and management for between 10 access points, up to 40 access points
across two controllers.
For small to medium sized campus
Up to 40 access points
250 simultaneous guest access users
Virtual failover, redundancy, sFlow and fanless
HP Lifetime Warranty 2.0
Seamless failover in <30 sec

28 MSM Access Points
HP MSM access points bring intelligence to the network edge, providing scalable,
seamless, secure, wireless access anywhere, anytime, either autonomously or centrally
controlled by an MSM controller. These range from our single-radio 802.11a/b/g/n
access points to our dual radio access points. These MSM access points are advanced
wireless devices that provide consistent, easy-to-manage connectivity that expands
your customers existing network.

The access points maintain the network without interruption and reduce bottlenecks
and network complexity by determining where data needs to go throughout the
network. The MSM access points provide complete wireless coverage for greater
reliability and connectivity. Security is also provided at the network edge through a 24 x
7 Intrusion Detection/ Intrusion Prevention System known as IDS/IPS that prevents
security breaches.
Multi-media & collaboration
o Two and three spatial stream 802.11n access points
o Wire-like service (450Mbps /radio)
o 15 HD video streams per access point, double the users
Increased reliability with RF optimization
o Standards-based beam forming improves coverage
o Band steering enhances 5GHz capable client performance
MSM 466 series Aps support concurrent 5GHz radio operation for dense
o Seamless indoor and outdoor roaming
o MSM 466R Directional & Omni-Directional antennas, embedded heater
o Point-to-point and multipoint wireless communications
50% higher performance
15 HD video streams per AP

29 Access control policies
Both independent and managed HP MSM access points can enforce the same access
control policies and apply the same rights to a users wireless connections as an HP
edge switch would to a wired connection.

30 User account profiles
Intelligence is delivered to the edge of the network through user account profiles as
well as Virtual Service Communities or WLAN profiles that independently configure
Quality of Service, authentication, encryption and VLAN support.
The HP MSM460 and 466 Access Points can support up to 16 different WLAN profiles,
which means that their customers can optimize the network for a variety of
applications, services, users, and devices, for example for guests and employees or
students and faculty.
In the example shown here, Quality of Service and security parameters are applied to
different profile types to create a unified, adaptive network with a security strategy

that protects the network regardless of access method and provides timely access to
resources to its users anywhere, at any time. Select the different profiles to learn more.

31 End user experience
In an enterprise wireless network, a wireless client communicates directly with only
one device, the access point with which it is associated. Noise in the frequency, or
channel, can either force a device to wait to transmit or introduce an error that forces
the device to retransmit. Wireless users experience this interference as a slow or
unreliable connection and will complain to support staff.

Wireless connections are highly sensitive to interference, not just from other
organizations wireless networks but also other devices like cordless phones and
microwaves. By choosing a channel with less interference, an access point can
significantly improve performance for wireless clients.

32 Wi-Fi Clear Connect
HP Wi-Fi Clear Connect features, included in the new MSM Firmware version 6.0, deliver
advanced radio resource management capabilities that optimize WLAN performance.
Clear Connect helps ensure reliability, even with the growing number of mobile devices
and the prevalence of performance-sapping sources of radio frequency interference.
Clear Connect seeks to maximize the wireless capacity and fair-share access, minimize
coverage holes, minimize the number of channel changes and minimize disruption of
service, coverage, and performance.
It does this by automatically tuning the channel and power settings to optimize
coverage and adjust to changing RF conditions to maximize capacity. It has advanced
RF performance analysis and management to detect and mitigate poor RF
performance. It dynamically balances client load, which is critical for dense client
environments and BYOD support. It also ensures airtime fairness to improve the end
user experience in mixed client environments. Finally, Clear Connect is a free software
feature whereas our competitors charge for such capabilities.

33 MSM 6.0
Different customer networks have different wireless security needs. For networks that
only require intrusion detection, HP offers an integrated solution. The latest MSM
firmware provides an out-of-the-box alternative to higher-end IDS/IPS solutions by
using an existing, or new, HP MSM wireless network. Centrally controlled MSM access
points can alternate between AP and sensor mode, simultaneously providing client
services and IDS capabilities such as detection of denial of service, rogue wireless APs
or wireless client threats.
Integrated IDS requires that the controller or team of controllers has a Premium license
installed. While new controllers ship with this as standard feature, existing controllers
deployed in the network may need to be upgraded.

34 Intrusion Detection System (IDS)
For customers with existing MSM720 or MSM760 Access Controllers that require IDS
capabilities, you must purchase a Premium Mobility license.


35 A solution that scales
Not only does HP Networking provide a solution that scales from 802.11b to 802.11n
with ease, ours is a solution without a single point of failure or forklift upgrades of
centralized WLAN switches, edge switches or the LAN backbone that competitors
solutions often require.
Because each access point can forward traffic independently, traffic is distributed
across multiple points. The wired network handles the additional traffic more easily
and users experience the full benefit of 802.11n bandwidth.

36 Centralized access control
While there are distinct advantages to distributed forwarding, there are times when
your customer may not want their APs forwarding traffic directly onto the network.
Centralized access control enables the controller to act as the gatekeeper to the wired
network, enforcing access controls on wireless user traffic.

For example, a customer may need to support a large and rotating number of guest
accounts. With HP Networking mobility solutions, guests can be required to
authenticate through a web login page before accessing the protected network.
Centralized access control also benefits networks that require a large coverage area
but have limited infrastructure by providing an integrated firewall, DHCP server and
RADIUS server for wireless traffic.

Alternatively, to simplify RADIUS setup where IT time is at a premium or staff
experience is limited, customers could choose to let MSM access points handle all
wireless data traffic, transmitting it directly onto the network while still providing
centralized authentication through the controller. In other words, HPs optimized WLAN
architecture is flexible, allowing your customers to choose how wireless traffic is
controlled and distributed on their wired network.

37 Automatic redirection
802.11n operates in either the 2.4GHz or 5GHz band, but a great many laptops and
smartphones only use the 2.4GHz band. The HP MSM460 and 466 access points can
automatically redirect 5GHz capable clients to the less congested 5GHz band to
maximize performance for users.

The 802.11n standard has the potential to bring near wired Gigabit Ethernet
performance to WLANs and HP is at the forefront here. In fact, we plan to roll out
products to support the currently evolving 802.11ac standard. This standard will be
released in two waves of functionality between 2014 and 2016. It will provide
customers with higher performance and greater ability to communicate with multiple
clients in the same area simultaneously. Gartner predicts that the chipsets that support
802.11ac multiuser multiple input, multiple output or MIMO, that address the
challenges presented by 802.11ac dense environments, wont be available until early

38 IMC
HP Networking provides industry leading campus network management with Intelligent
Management Center or IMC. This network management software suite brings together
management of wired, wireless and BYOD networks in a single, central console or
single pane-of-glass. We will be covering IMC and its ability to manage the entire
FlexNetwork Architecture as well as multi-vendor networks in detail in the
FlexManagement section of this training.

40 Video
Hi Im Bethany Mayer and Im the Senior Vice President and General Manager for HP
Networking. One of our customers biggest IT challenges is that legacy networks are
unprepared for the explosion of BYOD or bring your own devices. 4.5 billion personal
client devices will be on the network by 2015. You need a complete solution for
managing the personal device explosion, a solution that is simple, scalable and secure.
HP goes beyond the competitors with our offering because we know how BYOD will
impact everyone and everything, from the user to the administrator to the network
infrastructure and its management. HP is announcing a complete, unified solution for
BYOD. Its the most complete BYOD solution in the industry and is engineered to enable
our customers to simplify their operations, scale their network for cloud and provide
secure access from anywhere and any device. Our new BYOD solution in based on IMC
User Access Manager and Smart Connect Virtual Clients; this on-boards users while
enforcing policies, and protects the network with intrusion prevention. IMC Smart
Connect allows you to deploy BYOD management quickly and easily.

Were announcing the unified wired and wireless switch: the 830 Unified LAN Switch.
Were also introducing a new stackable switch with the industrys lowest latency and
twice the performance; the HP 2920 Switch Series. Our solution also delivers always on
wi-fi experience with HP Wi-Fi Clear Connect. Were announcing an enterprise grade
scalable wireless LAN module that fits into the 10500 and 7500 switches that delivers
the highest scalable wireless solution in the industry. Our new SDN based Sentinel
Security Application automates and scales BYOD security.
All of us at HP are really excited about how our BYOD innovations for simplicity,
scalability and security can help customers take the challenges of their legacy network
and turn them into opportunities for increased end user productivity.

41 The WAN Edge
Now lets move into the wide area network edge.

42 HP HSR6600
The HP HSR6600 Router Series is a family of high-performance wide area network
routers that are ideal for small- to medium-sized campus wide area network edge and
aggregation, as well as high-end branch deployments. Built on the proven HP 6600
platform, these routers have a compact multi-core centralized processing architecture
that delivers, in a 2 rack unit form factor, robust routing, security, full Layer 2
switching, and modular wide area network and local area network interface options, all
integrated in a single fast and powerful routing platform. In addition, these routers

feature robust carrier-class reliability capabilities to reduce disruption from network or
system failures.
Both routers deliver robust routing, security, switching, and modular WAN/LAN:
Built on the proven 6600 platform
Higher performance for small to medium campus, ultra high-end branch CPE
and small campus core/edge routers
o HP 6602 router
o Improved NAT/IPSec performance, routing table size (4M RIB on XG
model), and IPv6 FIB (1M)
Lower CAPEX than current HP 6602 Router, with built-in WAN ports onboard:
o 4GE (combo) fixed ports on HSR6602-G Router
o 4GE (combo) and 2x10GE SFP+ fixed ports on HP HSR6602-XG router
Hot swappable fan tray and expansion line cards (FIP10, FIP-20), plus 1-1
redundant power supply support, for high availability

Both routers deliver robust routing, security, switching, and modular WAN/LAN:
Up to 125% more routing compared to Cisco
Up to 8X more firewall/NAT performance compared to Cisco
Up to 2.66X more VPN performance compared to Cisco

43 HP6600
The HP 6600 Series Routers feature a modular and innovative multi-core, distributed
architecture and operate on the wide area network edge, aggregation and core layers.
High performance, multi-core CPU & distributed processing up to 252M PPS
Comprehensive routing, switching, and security services
MPLS, dynamic routing, IPv6, multicast, nested QoS
Spanning tree, VLAN, bridging, IGMP/MLD
Stateful firewall, MPLS, Dynamic VPN
Multiple WAN/LAN options
T3, E3, T1, E1, OC-3, GbE, 10GbE, serial, RPR, RRPP, POS, CPOS
High reliability to fully meet carrier-level reliability requirements
New centralized MPU and line card options - Ideal for deployments that require
performance at a lower cost

44 TippingPoint NGFW
For security at the wide area network edge, the TippingPoint Next Generation Firewalls
known as NGFW S3010F or S3020F are recommended. We introduced these in the
FlexFabric section of this module. The 30x0 series provides 1-2-Gbs firewall
throughput, midway between the branch 1050F and data center 8000 series.
They provide visibility and control across application, device and data threat vectors.
Simple to configure and install with centralized management, they provide inline
deployment without affecting network performance. The TippingPoint NGFW provides
comprehensive security. HPs industry-leading, DVLabs security intelligence delivers
regular security policy updates to the devices ensuring that the network is always
protected from the latest threats.

45 Reference architecture
Lets take a moment to review an example reference architecture that reflects what we
have covered in the upper left hand quadrant of the FlexCampus bullseye. Typical mid-
sized businesses looking to simplify their campus LAN by moving to a two tier
infrastructure should consider either a 5400zl or 8200zl for the core.
The 2920 at the access layer is likely to be the best solution for 1 GbE user access. For
the wireless access, HP offers MSM controllers and intelligent APs to give your
customers the ability to scale performance easily to meet modern networking
demands. The products illustrated here are just examples and no two networks are
exactly the same. HPs broad portfolio can cover the needs of just about any mid-sized
business you are likely to encounter. That gives your customers a great deal of

46 Optimizing a 3-tier design
As we learned in the FlexFabric section, removing a network tier is not always possible.
In the course, see an example of a three tier campus LAN design for mid-sized
businesses. The core and access layers are the same as in the 2-tier model and the
aggregation layer is formed by HP 5400zl modular switches. Again, the products given
here are just examples and many more reference architecture models can be found on
the HP Networking website and in the HP Networking Channel Dropbox.

47 Alternate Products
Now that we have covered the full portfolio of lead products for medium sized
businesses, in the appendix of this guide you can find alternate FlexCampus products,
starting first with the core and distribution layer, then the wired access layer, wireless
access and then the WAN edge. Remember, HP also provides additional networking
products outside of the FlexCampus bullseye that may be required for customers with
particular needs driven by physical, environmental, regulatory or other requirements.
When you encounter customers with these types of requirements remember to work
with technical resources to ensure their needs are met.

3 Video
For many mid sized businesses, the branch office is where a significant portion of the
business transactions takes place. A branch office is a location that is physically
separated from the central office campus and is often part of a multi-tenant building.
Branch office employees can be the face of the corporation. They can significantly
affect customer satisfaction and loyalty; particularly if supported by safe, dependable,
and fast access to the corporate knowledge base and productivity tools. In addition,
with todays increasing security vulnerabilities, branch office networks must be
protected by comprehensive security policies and enforcement to help ensure business

There are a wide variety of branch office types all over the world, so services need to be
delivered efficiently to these remote branch users. Todays cloud based and datacenter
focused delivery model has branch offices connecting to the cloud via a wide area
network or Internet connection. IT staff are under pressure to enhance customer
experience and increase productivity while reducing costs. Though branch offices may
be vital to a business, often there are not enough IT resources to support them, so
branch office network planning and design is very important. IT would prefer to design
those networks so they are agile, scalable and secure with a consistent user

HP converges network functionality, security, and all of the necessary services to
deliver a headquarters-like user experience at the branch office and at the same time
simplify remote-site management. In this section we will cover the WAN Edge routers,
LAN switches, Wireless LAN controllers and access points, security and Unified
Communications and Collaboration.

4 FlexBranch bullseye
Over a third of branch IT investment is in networking equipment, so branches are a key
segment of the networking market. Many of the products in the FlexBranch bullseye
are also in the FlexCampus. Its important to note while we have concentrated in the
upper half of the left-hand side of the other bullseyes, the FlexBranch bullseye is
segmented into smaller and larger branches so we will be reviewing all the products on
the FlexBranch bullseye.

5 Switches
Lets start by reviewing the FlexBranch portfolio of switches recommended for the
branch office. Well only briefly cover the FlexBranch products that are also in the
FlexCampus bullseye.

6 HP 2920 Switch Series
The HP 2920 was covered in FlexCampus module. These are great general purpose
switches that can be deployed at the enterprise edge, in small or large branch offices
and in converged networks. The series features 1GbE downlink access, strong QoS and

security features, support for basic layer 3 features, OpenFlow, PoE+ for investment
protection and Lifetime Warranty 2.0. HP 2920 is positioned as the lead solution for
large branches with more than 50 employees and customers can extend its port
capacity with optional 10G uplinks and stack up to four switches.
Key competitive points - Cisco Catalyst 2960S LAN Base
Poor buffer memory architecture vs. 2920s dynamic memory allocation
Limited QoS with 4 queues versus 2920s 8 queues)
More throughput & better bandwidth in stacking deployments
Lifetime Warranty 2.0
Up to 45% lower latency
Up to 100% higher performance
Up to 400% faster stack failover time

Source: HP 2920 Switch Series: Competitive Performance, Power Consumption and TCO
Evaluation Versus Cisco Catalyst 2960-S and Cisco 3750-X Series, Tolly, Feb 2013

7 5400zl series switches large branches
The 5400 zl is also positioned as a lead switch for the large branch. It meets the needs
of customers who require full Layer 3 features, scalable PoE/PoE+ and port capacity. It
has a high-availability architecture and an array of service modules that customers can
integrate to meet their current and future needs.
Key competitive points - Cisco Catalyst 4500:
Poor performance (5400: 7x higher*)
Higher latency (5400: 85% lower*)
Higher power consumption (5400: 9x/Gigabit performance)
Complex/costly feature licensing (5400: License free)
Cisco Lifetime Warranty excludes power/cooling (5400: Lifetime Warranty 2.0)
*Source: Tolly, Nov. 2010

8 Virtualized zl service modules
The Virtualized zl service modules are designed to accelerate application delivery to
branch offices while reducing expenses by virtualizing applications rather than running
them physically on a branch office server. Customers can reduce the number of
appliances, lower cabling, power, space and cooling requirements, simplify services
management and deploy new services quickly to branches for greater business agility.

The HP Advanced Services zl Module with Citrix XenServer and HP Advanced Services zl
Module with VMware vSphere are industry- standard open architecture platforms that
can host one or multiple applications within the 5400 zl or 8200 zl chassis switch.
These modules have their own processor, storage, network interfaces and memory,
ensuring greater switching and multi-application performance. They will run solutions
from HP AllianceONE partners as well as any other solutions that are certified to run on

vSphere or XenServer. Hundreds of applications are certified by Citrix and VMware to
run smoothly in the virtual environment. Your customers can even deploy their own

The services modules accelerate application delivery to branch offices while reducing
expenses by virtualizing those applications rather than running them physically on a
branch office server.
57% lower power consumption
21% reduction in cost

9 HP Advanced Services zl Module
With diverse appliances, adding additional capabilities typically involves adding new
hardware which is costly and perpetuates complexity in the branch office, reducing
business and IT agility and compromising the delivery of services.

HP has responded with the HP Advanced Services zl Module with support for VMware
vSphere and Citrix XenServer. This enables support for virtualized environments in the
branch within the 5400zl switch to deploy integrated services quickly. These modules
can combine many of the services needed in branch offices including core services,
WAN acceleration, firewall services, video streaming, video surveillance, network
diagnoses, custom mission-critical applications and network monitoring. These
consolidate space, wiring and management and simplify scaling as business demands

10 Services deployment options
HP virtual services modules are part of the HP AllianceONE program and will run
solutions for our AllianceONE partners as well as any other solutions that are certified
to run vSphere or XenServer. Some of our HP AllianceONE partners also offer solutions
that can be hosted within the network as standalone appliances or run on customers
HP ProLiant servers.

12 Routers
Lets now look at the Wide Area Network edge requirements for the branch.

13 HP MSR2000 router
HP MSR 2000 Router Series is designed for small and medium sized branches with
forwarding requirements of up to one million packets per second as well as supporting
a large range of Wide Area Network connectivity module options. This router features a
modular full-featured, resilient routing platform, with IPv6 and MPLS, up to 1 Mpps
forwarding capacity and up to 400 Mbps of IPsec VPN encrypted throughput. The
MSR2000 router multi-core processors ensure high performance and reliable routing,
switching, SIP/voice, 3G/4G WAN and security services, all in one device.

Comparing against Ciscos ISR G2 1900 series, the HP MSR 2000 series has lower cost of
ownership and provides up to three times the performance.
Typical customer requirements:

WAN routing (300 Kpps 1Mpps forwarding)
GE LAN ports with flexible WAN/LAN options (T1, E1, xDSL, 3G, 802.11,
Ethernet, ISDN, Serial, etc.)
IP/MPLS routing, IPv6, QoS, switching, firewall, VPN
Branch-in-box with broad range of
integrated services
Unified wired and wireless LAN/WAN

14 HP MSR4000 router
For larger branches, the HP MSR4000 Router Series provides up to 20 Mpps forwarding
capacity and up to 8 Gbps of IPsec VPN encrypted throughput as well as supporting a
large range of Wide Area Network connectivity module options. The series uses
separated data and control planes, dual Main Processing Units and support for up to
four power supplies ensuring the highest performance and reliability.
Typical customer requirements:
High performance routing (2.6 20 Mpps forwarding)
GbE LAN ports with multiple, high density WAN/LAN options (T3, E3,T1, E1,
xDSL, 802.11n, 3/4G, GbE, PoE, OC-3, etc.)
IP/MPLS routing, IPv6, QoS, switching, firewall, VPN
1+1 PS for Redundancy Backup and hot-swappable
Open Application Platform and AllianceOne
Comware V7 based

15 HP MSR OAP with VMware Vsphere Series
The HP MSR OAP with VMware Vsphere is an industry-standard, open architecture
platform that provides the capability to host one or multiple applications within the
networking infrastructure. The solution has its own processor, storage, network
interfaces, and memory, all interconnected with an industry-leading Wide Area
Network branch routing platform that hosts a virtualized environment. The Module is
installed into an HP MSR30 router and will soon be supported on the MSR3000/4000.
Using virtualization management tools, applications and services can be installed and
configured remotely. With this high degree of flexibility, IT organizations can quickly
deploy extended application monitoring to virtualize any small or medium branch
office location.

16 DVPN automates secure connectivity
The HP Dynamic Virtual Private Network or DVPN simplifies connectivity in a wide area
network. It interconnects data centers campuses and branch offices with standards
based-IPsec VPN encryption. DVPN is highly automated, simple, secure and scalable.
IMC can manage the HP 6600 or HSR6600 router series at headquarters or in the data
center and the HP MSR series routers in the branches. This solution scales to over 3000
sites on a single HP 6600 router in a DVPN domain. DVPN can be implemented over any
wide area network technology with the flexibility to lower Wide Area Network costs by
using broadband access. HP DVPN is simple, secure and scalable.


17 TippingPoint Next Generation Firewall (NGFW) Series
The TippingPoint Next Generation Firewall S1050F has 500 Mbps throughput and
250,000 concurrent connections making it ideal for use in large branch networks where
security is critical.

18 Unified communications and collaboration
We have touched on unified communications and collaboration or UC&C in previous
modules. Now lets look at HPs approach in more depth. UC&C brings together email,
texts, instant messages, shared desktops or whiteboards, voice and video over IP and
integrates them into a single user experience.

UC&C solutions require network performance, quality of service, scalability and
security. HP provides deep portfolio integration with the leading UC&C providers
products to deliver the high performance platform that customers need to make all
their communications highly reliable, easier to use, easier to manage and less costly to
maintain. In fact, HP has the most complete UC&C networking portfolio in the market
today, allowing you to deliver a robust, integrated platform that eliminates finger

HP Networking products are designed to meet the needs of todays converged
networks including PoE and PoE+ for intelligent power to devices such as phones, high
availability with IRF, bandwidth in the campus core, prioritization of voice traffic and
Quality of Service for advanced granular policies, HP IP phones with hi definition audio
and seamless plug and play functionality at an attractive price and finally single pane-
of-glass management. HP Networking can support customers with existing Cisco VoIP
installations. Lets look closely at some of the components in HPs UC&C portfolio for

19 Voice on HP MSR
The HP MSR Series can play a critical role in a VoIP networking by acting as a gateway
with easy integration between analog phones, fax machines, and existing PBX systems
or allowing VoIP calls to be sent over the public switch telephone network.
1. Wide variety of voice FXO/FXS/T1/E1 interface modules, starting from MSR2000
2. Connect local analog phones, modems, fax machines, PSTN or PBX
3. Configure rules for number matches, number substitution, and call routing
4. SIP media gateway, SIP trunking
5. Avaya Aura DevConnect Certified (Voice Gateway)
6. Voice survivability options
7. TLS/SRTP for voice security

20 Branch survivability on HP MSR
Avaya endorsed HPs MSR Series Routers with Avaya DevConnect Certification for Voice
Survivability. This enables the MSR router to tunnel voice calls to the PSTN when the

wide area network link fails. Also, Avaya SIP phones can register to the MSR to enable
local calling to users at the branch.

21 HP and Microsoft
Together, HP and Microsoft deliver a complete UC&C solution. HP 4110 common area
and HP 4120 desktop IP phones, optimized for Microsoft Lync, were co-developed and
are a key component of HPs end-to-end UC&C solution. HP MSR Series routers have
been certified by Microsoft for Lync which is another example of Microsoft and HP
collaboration. Certification ensures key support services for clients. Support is
provided regardless of who the client calls about Lync queries. The joint solution
includes HP Services for design, integration and support of UC&C that partners can sell
and deliver as well as HP infrastructure and devices, including Business Technology
Optimization software tools for UC&C system and application management, end user
clients like UC-qualified notebooks, industry standard servers as well as HP networking
switches and routers of course.

22 HP survivable branch communication
The HP MSR Survivable Branch communication module provides branch users with the
ability to communicate and collaborate if Data Center Communications Servers cannot
be reached. All services that are peer-to-peer within the branch remain operational
including instant messaging, video, desktop sharing, and voice.

The HP MSR SBM integrates Microsoft Lync Survivable Branch Application software and
is domain-joined to the Microsoft environment. By utilizing the MSR30 Router, and soon
MSR3000/4000 Series Routers, customers can get voice survivability, routing,
switching, WAN access, wireless LAN, PoE, 3G, security, and virtualization services from
one device. No additional Microsoft Survivable Branch Application license is needed.
The Survivable Branch modules come preloaded with a fully licensed Microsoft
Survivable Branch Application. These modules are part of a converged branch-in-a-box
solution that enables organizations to lower costs, reduce complexity and increase
resilience with an all-in-one solution that is easy to manage and deploy. Check with
your HP contact for future support in other MSR series.

5400zl and 8200zl also provide survivability in the campus. Your customer can deploy a
subset of UC&C capabilities to the branch via virtualized services modules or with other
available zl modules designed for this purpose. For example, the HP Survivable Branch
Communication zl Module provides survivable branch services such as external call
capability while sustaining internal peer to peer communications when the data center
cannot be reached.

HP solutions support the open SIP protocol so HP also provides branch survivability to
vendors beyond Avaya and Microsoft. Speak with HP to learn more about branch
survivability solutions options.

23 HP 4110 and 4120 IP Phones for Microsoft Lync
The HP 4110 and 4120 IP Phones are optimized for Microsoft Lync. The HP 4110 IP
Phones are cost effective and are ideal for deployment in common areas such as
lobbies. The HP 4120 IP Phones Series supports all Lync-optimized IP phone features,
including Microsoft Better Together mode, use Lync's powerful collaboration
capabilities and supports Office 365. Both series support Power over Ethernet.

24 Unified management of the branch
HPs management solutions span the campus and branch. FlexBranch products
support various means of management, including a CLI and/or Web interface and SNMP
for remote management. But more importantly, HP provides a comprehensive
management solution that takes all management concerns out of the hands of branch
office staff. HP IMC provides single pane-of-glass wired and wireless management.
Well learn more about HP IMC in the next module.

3 Video
Welcome to FlexManagement where we will now focus on a key differentiator that we
have touched on many times already in this course. The need for better and easier
network management comes up time and time again when discussing just about any
aspect of networking. IT staff need greater agility to respond to user requirements
with tools that address today's trends and challenges.
They need greater visibility of the entire network. There are just too many
management tools they must use that do not integrate making the network difficult to
manage for employees in mid sized businesses who are IT generalists.
Lets hear HPs Gladys Alegre-Kimura describe that particular challenge.

Hi my name is Gladys Alegre-Kimura and Im a Product Marketing Manager for HP
Networking covering FlexManagement. Today I would like to introduce you to HPs
Networking management solution - IMC Intelligent Management Center for networking
operations. A good network management platform is key to a well-operated network
and a sane IT staff. However, many customers are using several tools to manage their
network, whether it is all from the same vendor or several tools used from different
vendors. Either way, you may find customers averaging 20 plus tools just to manage
their entire network. For example, on the campus side, a customer may have a tool for
the wired network, one tool for the wireless network, a tool for security, a tool for
traffic analysis, the list goes on and on. The use of several tools is clouding the visibility
because customers are getting alerts from one tool and having to address issues in
other tools. Other issues with a disparate management strategy include not handling
change configuration in a controlled way and securing access to the network, either
access to the device or to the network itself by users, and many IT administrators are
still using CLI to manage to the network. This practice can be very time consuming, plus
the use of CLI is decades old, its time for network administrators to use a modern tool
set for managing the network.

As Gladys Alegre-Kimura said, its time for a modern tool to manage the network.
So lets look at the FlexManagement bullseye. As you can see, weve made this one as
simple as the tool, so lets begin with the upper left hand quadrant again and look at
IMC Standard for managing the network infrastructure of a medium sized business.

4 FlexManagement bullseye
You should always lead with HP Intelligent Management Center or IMC for all
opportunities, whether for thousands of seats in large enterprises or hundreds of seats
in medium-sized organizations. IMC is naturally well positioned for large networks due
to its scalability, multi-vendor support, advanced tool set and interfaces to HPs
Software Business Service Management software. For mid-size customers, IMC
provides comprehensive network infrastructure management that every IT Manager
will appreciate. In addition to the expansive HP networking portfolio, IMC can manage
more than 6,000 devices from more than 200 manufacturers including Cisco. That
provides true end-to-end management for the entire network. IMC also consolidates
several management toolsets, which helps IT to achieve a faster mean time to repair.

It is important to remember that HP Softwares suite of Business Service Management
solutions is a perfect complement to IMC Network Infrastructure Management. HP
Softwares solutions include Application Monitoring and Management, Network
Automation, Storage Management, Governance and Compliance Reporting to name a
few. These functionalities extend what IMC can do for an IT Manager and together, they
position HP far beyond any of our competitors.

HP IMC is a unified, single-pane-of glass management solution that provides visibility
across entire networks. That enables your customer to completely manage resources,
services and users. IMC unifies and simplifies the management of wired, wireless,
physical and virtual resources and their users. That results in increased performance,
enhanced security, reduced infrastructure complexity and lower costs.

6 Comprehensive management capabilities
HP IMC aligns with all areas of the industry standard FCAPS model of IT configuration
and management fault, configuration, accounting, performance and security
management. It provides a single pane-of-glass view while being built on top of a
modular, service-oriented architecture platform. IMCs modular architecture offers the
flexibility and scalability to meet the continuing needs of networks of all sizes. That
modular design enables deployment across multiple servers for increased scalability
and resilience for all required functions. Roll over the highlighted add-on modules to
learn more about their role in helping provide your customers with single-pane-of-
glass management that addresses all of the modern management challenges.

7 IMCs capabilities
IMCs capabilities extend across data center, campus and branch. Visit the course to see
this depicted graphically.

8 HP IMC platform portfolio
IMC Standard Edition provides comprehensive network management for medium to
large enterprises whereas IMC Enterprise also includes Network Traffic Analyzer and a
license for the Extended APIs. IMC can scale to meet the needs of very large enterprise
networks when deployed in a hierarchical architecture. For smaller businesses we
brought out IMC Basic Edition for unified resource and device management and Basic
WLAN for unified management of small wired and wireless networks. IMC Smart
Connect Virtual Appliance Software is a bundle of software that offers a comprehensive
BYOD solution with easy onboarding, provisioning, and monitoring and Smart Connect
WLAN adds wireless management.

9 IMC benefits
IMC simplifies network management by delivering consistent visibility of the network
elements and abstracts network data clutter to present actionable information.
Deployment is flexible with a single server able to handle up to 10,000 nodes and
deeper functions that can be added as required. Select the three benefits to learn more


10 IMC unified wired and wireless management
IMC also unifies control of wired and wireless networks by delivering role-based access
and centralized policy enforcement for users and their devices. Using policies,
administrators can manage all devices, from access points to edge routers, in a secure

Identity-based access ensures that the appropriate security and policies are applied
consistently to users, whether they connect through a wired or a wireless LAN. IMC also
integrates endpoint posture assessment to identity and isolate risks. A posture
assessment includes collecting the attributes of an endpoint, making those attributes
available for evaluation and action and checking them for compliance with policies.

11 Network Access Control (NAC)
Users can be assigned into the appropriate VLAN automatically based on their identity,
device type, device posture, time of day, application type and other factors.
If an endpoint is not compliant with policies, IMC can isolate it for remediation. IMC can
also block access to the network. To ensure continued security, IMC constantly
monitors each endpoints traffic, installed software running processes and registry
changes. This detailed level of control is often sought when implementing BYOD.

12 NAC security policy
Security policy conformance is ensured by:
Customizable security policy definitions
Security Policy Enforcement with Endpoint Admission Defense (EAD)*
Anti virus definitions, OS Patches, FW, banned SW
Dissolvable & permanent iNode clients for common OS
Includes Desktop Asset Manager
Device inventory management
Data leakage prevention
* Additional IMC Module

13 BYOD and beyond a holistic approach
Here is a complete overview of how IMC provides the building blocks for BYOD and
unified wired and wireless management and monitoring enterprise-wide.

14 Unifies control
IMC also manages the virtual environment. For businesses struggling with the demands
of the virtualized data center, IMC reduces administration and troubleshooting time by
providing unified management of physical and virtual network infrastructure. It also
accelerates the delivery of new applications by automating configuration of virtual and
physical network infrastructures and eliminates service interruptions caused by virtual
or physical network configuration errors.
IMC provides virtual and physical topology view and status indicators for
network resources

IMC provides VM and virtual switch resource management including the
creation of virtual switches and port groups
IMC provides automatic reconfiguration of network policies that move with
virtual applications and workloads
IMC automatically discovers VMs and virtual switches and their relationships to
the physical network

15 Process for deploying apps
To meet application-delivery requirements and ensure optimal application
performance and reliability across the network infrastructure, the HP IMC VAN Manager
provides network orchestration by creating a set of connection profile templates. The
templates include predetermined parameters and policies for server VMs that are used
to automatically configure HP network switches. IMC VAN Manager enables
administrators to create programmable and agile networks that are automatically
orchestrated to streamline operations. IT can deploy new cloud applications to users in
minutes and ensure SLAs are consistently met.

16 IMC VAN Manager
Enables IT to provision applications quickly by
Reducing provisioning time from weeks to minutes
Automating and orchestrating VM network connectivity
Eliminating manual configuration
Leveraging template, policy based approach
Supporting vSphere and KVM

17 Extended APIs
Creating a unified platform for the dynamic and rapid deployment of cloud applications
and services, Virtual Application Networks is the next logical step in the path to the
cloud. HP IMC Extended APIs or eAPIs allow application providers to deliver services
that require dynamic changes to the network. Using eAPIs, developers can write their
applications just once to interface with IMC. Otherwise they would have to write to the
operating system of each third party device on their network individually. eAPIs allow IT
administrators to control the entire mixed network from a single management tool.

IMC also provides future proofing when migrating to Software Defined Networks.
Today, VAN enables legacy network devices to be updated automatically in response to
application requirements. HPs VAN SDN manager will provide this functionality for
SDN-enabled networks.

18 Application Performance Manager (APM)
With the IMC Application Performance Manager module, customers can visualize and
measure the health of critical business applications and their impact on network
It is easy to determine which business process is affected and which application issues
to prioritize. This is an important step toward full service management, because it ties
the network to other infrastructure.


19 Multi-site management
We have shown a number of ways in which IMC converges and simplifies network
management and now we will briefly show how IMC brings this same advantage to
secure Wide Area Network connectivity. Together with HP Dynamic VPN, IMC
automates the deployment of VPN tunnels over the Internet and delivers an open
solution with standards-based encryption to easily connect thousands of remote
branches to the corporate headquarters or to data centers. Administrators no longer
need to log in to each VPN device to manually set up site-to-site VPN tunnels at each
branch or regional office, each data center and corporate headquarters. IMC Branch
Intelligent Management System or BIMS can be used to automatically deploy pre-
defined configurations to HP 6600 and HP MSR routers the first time they contact and
authenticate with the BIMS over the WAN.
Finally, your customers can securely extend IMCs core platform capability to remote
sites by deploying remote agents for comprehensive, remote site management. IMC
Remote Site Manager supports:
Firewalled remote networks either NAT or proxy
Isolated local network discovery
Remote site service monitoring
And secure communication to agents with SSL
The IPSec/VPN Manager or IVM module provides wizards that guide administrators
during the configuration of new DVPN domains. It also provides auto-discovery of the
devices in each DVPN domain. IVM also offers support for Quality of Service policy
configuration and deployment and provides branch traffic monitoring as well as
branch-to-hub detection of tunnel connectivity.

3 Partner Challenges
Customers are expecting partners to play a more important role. They require partners
to not only provide them with the optimal solutions but also help them realize the
business benefits of those solutions. Partners have to make their own business more
agile to meet the varying and emerging demands of customers. At the same time,
partners have to maintain the expertise and capacity to deliver on existing

4 HP Network Services portfolio
HP can augment your business with a comprehensive offering of services you can resell
that help your customers to evolve to cloud and virtualization, transition to IPv6,
embrace and enable mobility and fully take advantage of unified communications.
With your help and HP Network Lifecycle Services, customers can achieve the type of
network today that will prepare them for tomorrow. HPs services promote a simplified,
secure, optimized and available network that will accelerate growth, deliver faster time
to market and faster time to service, reduce operating costs and mitigate risk. Roll over
the diagram to learn more.

5 Network Assessment Services
Here is a representative example of HP Network Technology Services for the initial
phases of the customers journey on network transformation. To help build a strategy
for a customer and support a business case for network transformation, HP can deliver
an architectural roadmap, a solution blueprint or an IT strategy and architecture

6 Network Strategy and Planning Services
Once we establish a strategy, we need to assess the state of their network, the gap
between it and best practice, and what will be required to transform their network.
Assessments could include Network analysis and recommendations; ROI and total cost
of ownership; proof of concept; a readiness assessment report or recommendations
and high-level plan.

7 Network Design Service
HP can help to design the network the list of equipment and applications for example.
Architecture sample deliverables
Solution architecture blueprint
Applications Infrastructure
Performance Scalability
Management Monitoring tools
Proof of concept
Design sample deliverables
Detailed logical and physical design
Implementation and transition plan

Testing plan
Operations and support plan
User support training plan

Services listed here are representative examples only. Service availability may vary by

8 Network Implementation Services
Now that you and the customer have the blueprint and equipment list, the next step is
Site surveys and site-specific designs with implementation guides
Procurement, staging, distribution, installation, and configuration
Hardware and software integration
Testing, cutover, and acceptance
Multivendor network integration (interoperability, migration to open standards)
Project management
Education services
Services listed here are representative examples only. Service availability may vary
by region.

9 Partner benefits
It is easier than ever to sell HP Technology Consulting strategy, design and
implementation services. They are easy to sell, quick to quote; and faster to close.
They can be a door opener into high-end consulting engagements and product pull-
through opportunities. They can augment your existing portfolio and offers to
customers. They also enhance your status as a Trusted IT Advisor. This concludes HP
Consulting Services offerings within the network lifecycle and now we move into the
operation phase which covers support services.

10 Network Support Services
Adding Network Support Services provides value to Customers, your company and to
you. Focus on the customers service expectations and you will soon learn that
attaching support services provides a winning situation for all.
Benefits for Customers
Protects the business
Outstanding value
Benefits for HP Partners
Top and bottom line growth
Higher customer loyalty
Competitive differentiator
Benefits for Partner Sales people
More repeat purchases
Avoid being the customers support path


11 Increased account control
Industry analysts indicate that when customers purchase support services beyond
those provided by warranties, they are more likely to be satisfied with the products
they purchased and with the vendors. Also they are more likely to return to that same
Vendor when they have a need for additional equipment. Take a minute to look at some
of these statistics. As a sales person, this means fewer escalations to deal with and
more time to focus on selling.
Customers who purchase service are:
70% more likely to view the vendor as a trusted advisor
35% more likely to purchase additional hardware
24% more likely to recommend the vendor
20% more likely to be highly satisfied

13 Lifetime Warranty 2.0
Many FlexBranch and FlexCampus products carry a lifetime warranty that lasts for as
long as the customer owns the product. Competitors lifetime warranties often end if
the product is discontinued from the vendors product line. If an HP product under
lifetime warranty is discontinued, HP will still honor that warranty and if that product
needs replacing we may provide an equivalent product.

Lifetime Warranty 2.0, announced in August 2013, has been well received by
customers. With that, we extended telephone software support coverage to 24 hours
per day, 7 days a week for up to 3 years. Previously, coverage was limited to 8 hours
per day, 5 days a week. Most of that change is focused on FlexCampus and FlexBranch
products. Not all switches and routers are covered by the Lifetime warranty but most
products that carry a one-year warranty also now include one-year 24x7 technical
phone support. No additional changes were made to hardware support. Details of the
type of coverage offered for each product are in the Lifetime Warranty 2.0 information
in HP Networking Channel Dropbox and in your Learning Guide.

14 Support Services
While HP has one of the most comprehensive warranties in the industry, there are
many mission critical networks or critical parts of networks or types of customers that
require a level of assurance, service or technical support that warranties cannot cover.
HP offers three key types of support services within the operation phase of the network

The first is Foundation Care Support for hardware and software. This is a basic
break/fix service, providing support beyond the warranty included with the purchase of
the product.

The second is Proactive Care Support coverage. This service is ideal for mission critical
environments that cannot afford any downtime - customers want priority access to
experts and want to know about potential issues before they happen.

Finally there is Datacenter Care Support. Here, HP takes care of the entire data center
including third party vendor solutions that complement the HP Network Hardware and
Software portfolio. Lets look at each in more detail.

15 HP Foundation Care
Foundation Care Support for HP Networking provides reactive hardware and software
support to resolve problems and reduce network downtime.
This level of services is ideal for FlexBranch products or products at the edge of the
network. With Foundation Care Support, customers are able to select coverage
windows that work best for them. In addition to basic break fix support, Foundation
Care includes software, firmware and documentation updates, the ability to access
support information electronically and escalation management for HP components.
These services are easy to sell via Care Packs or service contracts.

16 HP Proactive Care
Mission critical or environments with higher end products such as FlexFabric switches
and routers that cant afford down time are best suited for Pro-Active Care. This
service is ideal for customers who want priority access to experts and the ability to find
out about potential issues before they happen. Proactive Care creates value for
customers, providing faster problem awareness and notification. Assigned HP
Technical Experts handle their support requests from beginning to end. If need be,
other specialists will help to resolve a problem.

Because customers are asking to fix my network before it breaks, HP performs pro-
active scans and health checks. Quarterly incident and trend reports are provided to the
customer. These services are sold per device using CarePacks or contracts.

17 Video
You have told us that you want help to not only identify and prevent problems before
they cause down time or performance reduction, but also to have a superior experience
if you need to call HP with a problem. HP Proactive Care Service provides all of this and
more with the support experience that is proactive, personalized and simplified. Power
by HP insight remote support software HP Proactive care helps you avoid problems by
keeping your platform current with Proactive firmware analysis, scans and performs
health checks to help identify and avoid potential issues, and provides a web-based
personal IT dashboard through HP insight online for easy access to support and asset
information. You also have access to advanced technical specialists for rapid problem
diagnosis and resolution as well as a technical solutions specialist who is a single point
of contact for end!to!end case ownership.

18 HP Datacenter Care
Datacenter Care is HPs most comprehensive support service. It provides customized
support for the entire network environment versus individual components. Your
customer will have an assigned account team responsible for their environment,
providing Reactive & Proactive support coverage for distributed & centralized
networks. They will receive enhanced call handling so they are not in the queue with

warranty-only customers. This team will handle third party vendor support. And
provide single point of accountability for network, storage, servers & blades. Because
this service is highly customizable and based on unique customer environment, it is
sold via Service Contract only with invoicing monthly, quarterly or annually.

19 Network Continual Improvement services
Finally HPs Network Continual Improvement services include Network Cloud
Performance Assurance that include periodic health checks that assess how your
customers network is doing against established baselines.
HP will tune their network as needed and make any required changes to policies. HP will
also take care of upgrades and updates, freeing their staff from installation challenges
so they can focus on higher-value tasks. And HP will make recommendations for on-
going improvements to keep their network secure and operating at peak levels.

20 Solution lifecycle services
Heres an example of how the consultative sales steps align with solution lifecycle
Step 1: Lead the customer conversation with Strategy and Design services that provide
your customers with expert recommendations and a detailed solution plan.
Step 2: Help the customer deploy the optimal solution with HP implementation services
such as installation & start-up, and data migration services for a smooth deployment
and integration. Provide the customer with appropriate support services for example
Proactive Care so that their environment stays up and running.
Step 3: Make use of HP improvement services to help the customer maximize returns
from their IT investments and plan for the future. With HP Services, you engage with
your customer more deeply and help them derive the most benefits from their entire IT

21 Call to action
Here are some tips to help you get the most value out of HP Technology Services. First
talk to your customers about services early in the solution sales cycle and start the
conversation with your customers by asking open-ended questions. Be sure to engage
with your HP Technology Services Channel Rep and HP Network sales reps to help
propose these services. Make use of the expertise of the larger team to ensure your
customer gets the right solution and you dont leave money on the table. Ensure that
you understand how to position Proactive Care and always present your customers
with optional quotes for Proactive Care when they ask for reactive support only. And
lastly, up-sell services to your current HP customers to create opportunities.

3 Top IT Initiatives
Recall in the Segmentation module the five top IT initiatives that drive demand for
networking technology: Data center consolidation and server virtualization; Bring Your
Own Device; Embracing cloud computing; Unified Communications & Collaboration; and
Network Modernization. HP is able to differentiate itself from competitors in each of
those areas and with every differentiation there is a story you can tell customers.

HP FlexFabric provides the capabilities in data centers to cater to current and future
heavy I/O demands of server virtualization. Intelligent Resilient Framework overcomes
limitations of legacy spanning tree designs by providing rapid failover for delay-
sensitive, mission-critical applications and dramatically improving network utilization
and performance in the data center network. FlexFabric is the industrys most
complete software defined network fabric for cloud computing. Our SDN data center
switches deliver advanced automation capabilities and industry-leading scalability for
all applications.

HPs BYOD solution delivers a robust, simple, scalable and secure way for customers to
allow users to access information from their personal devices. It delivers secure
network access and unifies the wired and wireless network making it more scalable and
easier to manage. Tackling BYOD challenges becomes easy with HP.

HP delivers the best network for Unified Communications and Collaboration. Through
HPs simplified network management and security your customers can manage and
secure their entire network - data and voice, wired and wireless, core to edge - easily,
through a single pane of glass.

All four of these IT initiatives drive the need for the fifth, network modernization. Lets
review some of the innovations that we learned about in this module that separate HP
from its competitors.

4 HP Networking strategy
Consider again HPs Networking strategy. It is simplification and that is done through
product innovations, disruptive economics and an integrated go to market.
Simplification for the customer reduces operational and capital expenditure without
compromising on user and administrator experiences, this leads to higher customer
demand which feeds a healthy partner channel.

5 Software defined networking Software Defined Networking is an area in
which HP leads and it is a clear differentiator for you. Here is Meg Whitman, HP
president and CEO making the SDN ecosystem announcement to Interop New York in
September 2013 followed by some of the people that are making SDN possible.

6 Video
Hi Im Meg Whitman, President and CEO of HP. Welcome to Interop New York. Im sorry
I cant be there in person but I didnt want to miss the opportunity to send you a short
video message. I am really excited about HP Software-Defined Networking innovations
and how they are creating an open ecosystem to solve your network challenges in new
automated ways. IT remains the change agent, the defining change agent of our time.
Were standing at the next major inflection point in our industry where trends such as
Cloud, Mobility, Big Data and Security are driving a shift to what I call the new style of
IT, and to enable this shift, todays networks need to be simple, open and
programmable. HP understands the essential role networking plays in your successful
day to day business operations, so you can work, compete and win. And weve been a
leader in the SDN market since it began in 2007, working with Stanford University on
Project Ethane, followed by our first OpenFlow Switch Demo in 2008. In 2009, we had
10 Lighthouse customers with grew to 60 in 2010. HP shipped the first commercially
available OpenFlow switches in 2011, and launched the first complete SDN solution last
year, and today I am excited to announce HP is leading the creation of an open SDN
ecosystem to unlock innovation with our Partners and shape the new future of

Innovation is in our culture.

Yung-Ching Tseng: It is not just a product, a solution but a vision.
Thomas Vachuska: Innovation is still alive and well at HP. The Software-Defined
Networking controller is a delivery vehicle for developing applications that can teach
the network to do new tricks.
Yung-Ching Tseng: We give IT, our main customers, an easy, one single point solution.
Thomas Vachuska: One of the ways that this can be described is by imagining the
network as a series of streets being directed by police officers, the police officers have
limited visibility and therefore they can only make limited decisions about how to direct
the traffic. Now if you were to contrast that with a scenario where you have a helicopter
in the sky, which is our Software-Defined Networking controller from HP that provides
an overhead view, you have a much, much more improved situational awareness of
your network.

7 Software defined networking
As Meg Whitman said, networks need to be simple, open and programmable and HP
sees SDN as the key enabler to do that. You should engage clients in a discussion about
the strategic architecture that is required to support business agility, to be able to
support IT agility. Those customers will need a comprehensive solution with compute,
storage, and networking with software that allows one to manage and automate and
to really deliver an agile infrastructure. You and HP can provide the entire solution.
For many customers, the migration to SDN presents its own challenges and you can
smooth that path by engaging with HPs Consulting services to set a strategy for your
customer based on SDN and to create the plan for their migration.

8 Intelligent resilient framework (IRF)
We covered HP innovations in the logical topology of networks when we covered HPs
Intelligent Resilient Framework. It gives customers a network that is fully resilient, yet
is also simpler to set up and manage, faster to converge, and easier to scale. Shown
here is a two-tier network. The aggregation layer found in conventional three-tier data
center networks has been completely eliminated. The collapsed, two-tier data center
network architecture enables faster server-to-server performance, requires
significantly fewer connections since there are no aggregation switches, streamlines
provisioning and network management, and reduces capital expense and energy

9 Single-pane-of-glass management with IMC
And we can manage three tier, two tier, single tier, SDN, traditional or hybrid, wired and
wireless multivendor networks through a single-pane-of-glass, HP IMC. IMC lowers
operating expenses, improves network availability and reliability, enables faster
problem recognition and troubleshooting, bolsters endpoint defense, control, and
visibility for networks of all sizes.

10 Energy efficiency
HP has made strides in Energy Efficiency in all its products, and they are always
designed with energy usage reduction as a priority. While most energy efficient
technologies concentrate on the campus LAN, HP also provides energy efficiency in the
Data Center. Lower power use in the Data Center enables savings in both power and
cooling costs which are key concerns for many businesses.

Another example where HP innovates is in Power Over Ethernet. HP Networking
platforms disable PoE power to different ports based on policy. PoE ports can be
disabled based on time of day, day of week, etc. With PoE+ ports consuming up to
30W/port, the network power savings with smart PoE power controls are substantial.

Another area where HP innovates is by providing savings for customers through our
use of Energy Efficient Ethernet in our switches. That is a physical layer standard that
reduces network power consumption by disabling transmit logic. When two EEE devices
are connected the customer starts realizing the energy savings right away and those
savings can be substantial.

HP Energy Efficiency Services is a range of service offerings that can help customers
plan a sustainable energy-wise strategy and transition to a more energy-efficient data

11 HP UC&C ecosystem
HPs unified communications and collaboration ecosystem is another key
differentiator. It is not just the ability of HP Networking products to build a robust
fabric to support UC&C that HP has to offer. HPs big competitive advantage lies in the
strength of its other complimentary products, its services and most importantly its
partner relationships. Products, services, AllianceOne partnerships and your

relationship with HP make up a complete ecosystem that is capable of delivering a
converged, well integrated, future proof unified communications and collaboration
solution for your customer."

13 Complete unified BYOD Solution
Another important differentiator for HP Networking is our holistic approach to solving
BYOD challenges by offering a broad solution that goes beyond secure access to the
network. HPs Unified BYOD solution is the industrys only complete solution that
delivers BYOD essentials such as secure device on-boarding and provisioning through
single management application. It goes beyond BYOD essentials by delivering unified
wired and wireless management and switching platforms that create a single network
for wired as well as wireless connectivity. This solution provides clients with a simple,
scalable and secure network that is also ready for Software-Defined Networking.

14 Lifetime Warranty 2.0
Lifetime Warranty 2.0 is excellent proof again of where HP leads the industry and we
wouldnt be able to make such an offer economically viable if our products werent built
to last in the first place.

15 Why HP?
The Why HP story is a powerful one.
HP serves more than 1 billion customers in more than 170 countries on six
HP has approximately 331,800 employees worldwide.
One out of every three servers shipped worldwide is from HP.
HP is #1 or #2 in every major market we compete.
HP Software makes calls possible for more than 300 million mobile phone
customers around the globe.
The HP Networking story is also powerful.
HP Networking is the #1 smart managed switching vendor.
HP Networking is the #1 vendor in China.
HP Networking is #2 enterprise networking vendor worldwide and has a larger
market share than then our next 6 competitors in the market combined.
HP Networking is the #2 ethernet switch and router vendor globally.
Our credentials include over 40 years of networking experience. FlexNetwork Solutions
are used by:
100% of all Telecommunications companies on the Global 100 list
100% of all Insurance companies on the Fortune 100 list
83% of all Aerospace & Defence companies on the Fortune 100 list
82% of all Automotive companies on the Global 100 list
78% of all Electronics companies on the Global 100 list

Our Services arm has over 8000 certified project management professionals, over 7600
network & voice certified professionals over 11,000 Microsoft certified professionals
and 12,000 ITIL certifications. We deliver an end-to-end, fully integrated IT solution -

servers, storage, networking and management under one brand, HP. We are able to
provide a global single point of contact for services and support. Our Technology
Services have a proven project methodology with flexible, modular approach to align
with customer needs and deliver relevant business outcomes.

3 Video
Welcome to the Deliver Customer Value module where we will look at various network
purchase decision making roles in customers, the buying cycle for networks, some
tools to help you build your business cases, how to differentiate your network solution
and handle customer objections. And you will be working through a few scenarios
based on actual customer case studies. Lets here from Mike Banic on what he feels is
the most important thing you need to understand in a sales situation.

I think that you as a salesperson should always know a little bit more than what
you're presenting so that you feel comfortable with your level of aptitude, your depth
of knowledge; but it doesn't mean that you have to become a certified, network
engineer. It means that you really need to understand the business problem the
customer is facing and understand what specific architectural approach that HP has,
the technology that we use to bring that to life, and the specific products that are part
of those solution modules. Once you understand that, I believe that a partner
salesperson or an HP salesperson is very credible to have those conversations.

As Mike said, your understanding of your customers business problem is the key. And
to help you understand your customer, what follows is a sales approach that has been
used by many of the worlds most successful technology salespeople.

4 Decision makers and influencers
Think about the roles of these people in the Purchasing Cycle. Approach the selling
process as a strategist and ask yourself what is their role and what purchase decision
influence do they have? As you can imagine, there are no straight answers; influence
in enterprises is governed by many different factors and your own experience will help
you identify who the key players are.

5 Economic buyer
Strategic selling breaks down the influencers into four main categories. One of those
categories is the economic buyer. Often, but not always, this person is the President or
the CEO. They are motivated by strategic benefits. They consider how this purchase is
going to give them a competitive advantage, make more profit or cut costs for the
company. They look for proof of performance, such as examples of how other
companies have benefited.

6 Users
Another category of influencers is made up of those who will actually use your product
or service, in other words, the users. Sell to them by explaining how your product or
service will make their lives easier.

7 Technical buyer
A third category is the technical buyer. They are responsible for making sure that the
product fits the technical requirements defined by the company. Since the technical

buyer never has the sole authority to say, yes, they too are often overlooked in the
sale process. But watch out, because a technical buyer can kill a sale behind the scenes,
and youll never know what happened. In medium-sized enterprises, this person is
usually the network administrator, if there is one.

8 Coach
Finally, the fourth type of influencers acts like an ally for you and they are known as
the Coach. A Coach is someone who is on your side at the customers site, and in
medium sized companies is often the IT Director or CIO but not always. The role of the
Coach is not tied to a specific job title. So, anyone could be a Coach. Your Coach can
guide you through the sale by letting you know what is happening behind the scenes
and advising you on what to do.

11 Buying Cycle
Now we are going to learn about the 5 stages in the Buying Cycle, it all starts when a
customer recognizes a need. During this first stage, the customer identifies, describes
and begins to quantify the impact and technical challenges for their business problem
business problem or need. After that, comes a more structured stage: identifying
requirements. The customer invests time to diagnose their potential needs and
different ways to solve their problem. The third stage is to evaluate options. The
customer determines the optimal way to solve problems or meet business needs,
including doing nothing or attempting a solution using only internal resources. Be sure
that HP Solution offering is evaluated at this stage. During the fourth stage, the
customer mitigates risks. This is done by reviewing all potential risks, identifying
mitigation plans, considering the impact of any remaining risk and agreeing to act to
solve the problem. Finally, the customer reaches the final stage: purchasing a solution.

15 Building the business case
Now lets explore building a financial business case for HP Networking products,
solutions and services. This business case would be well suited for economic buyers.
Its important to understand the financial metrics your customer will use to evaluate
your proposal. The three important metrics are an investment's payback period, the
rate of return on an investment or ROI, and the minimum acceptable rate of return on
an organization's investments known as the hurdle rate.
Though customers have their own models for evaluating product proposals, its
important that you frame metrics with as much accurate data as is possible. As we
review these three financial metrics, consider what information will help you create a
strong financial business case for your proposals.

16 Payback period
The payback period is the length of time, usually measured in months, required to
recover the cost of an investment and it provides customers with a good rule of thumb
whether or not to go ahead with a project. It is calculated by taking the total cost of a
project and dividing it by its monthly cash savings. If an IT investment's aim is to make
rather than save money, profit would be used instead of savings. When liquidity is tight,
as it was during the financial market crisis, then the payback period will be short.


19 Return on Investment (ROI)
The Return on Investment or ROI allows customers to evaluate the performance of an
investment. It is calculated by dividing the present value of the expected benefits by
the present value of its cost expressed as a percentage. Present value is the value of
something in today's money it takes into account an assumed interest rate.

20 Hurdle Rate
Your proposal will compete for investment with other proposals and not just IT
proposals. Before starting a project, a company will have established what is the
minimum acceptable rate of return also commonly known as the hurdle rate, on a
project. Suppose a manager knows that investing in a project A yields a specified rate of
return. When analyzing a new project, the manager may use the known projects rate of
return as the hurdle rate. The manager will only implement the new project if its
anticipated return exceeds the hurdle rate. The hurdle rate is usually determined by
evaluating existing opportunities in operations expansion, rate of return for
investments, and other factors deemed relevant by management.

21 Building the business case
Coming prepared to customer presentations with a strong projection of the payback
period, ROI and the customers hurdle rate calculated will put you in a much stronger
position to persuade the economic buyer. Another important measure to consider and
frame is how the proposed IT project will boost a customers shareholder value.
Demonstrating business value is always a winning sales strategy."

3 Video
By now you will have a good understanding of HP Networking products, solutions, and
services for mid-sized businesses. This course is a vital part of the HP Partner
Programs goal of building your strength as a sales person and cementing your
relationship with HP and with your customers.

In 2013, HP significantly invested in its Partner Program to reward partner
performance, drive demand, and simplify the program in order to provide you with the
support necessary to succeed. HP will continue to make substantial investments to
deliver you the greatest business value.

The goal of this course has been to help you to increase your sales by teaching you
about the critical HP Networking products, services, and solutions for mid-sized
businesses. You also learned about HP competitive advantages and methods to
position those advantages. Many of our partners customers are purchasing IT products
like commodities, believing that vendors are equal. Now that you understand the main
unique capabilities that differentiate HP, you can create higher HP value for your
customers, increase your revenue, and your margin and the number of sales

By now, you have populated your Learning Guide and it should act as an effective job
aid. In the many exercises, you grouped your customers, identified some ideal
prospects and created some winning value propositions. You will find your Learning
Guide to be an invaluable resource as you engage with your customers in your day-to-
day activities. I asked Sue Barsamian how she feels about your investment in this

First of all I'd like to thank everybody on behalf of HP for really dedicating the time. I
think it's important, not just because certification is part of a commitment to be an HP
partner, but really on a personal level everybody wants to be successful. Everybody
wants to sell more. The way to sell more is really to be at the top of your game. And
you can't be at the top of your game anymore without investing the time it takes to
learn and train yourself.

5 Video
We have covered a lot of ground with you but your HP learning does not stop here. If
you choose to deepen your product knowledge, there are more advanced courses
available. And there is an abundance of online resources at your fingertips. Albert
Einstein famously said, I don't need to know everything, I just need to know where to
find it, when I need it.
With all this new knowledge, by now you will have some strong ideas where to prospect
for sales. The most successful sales people take the time to reinforce their learning by
taking immediate action, so now is the time to apply what you have learned and that
begins with a plan.

A good sales plan has four key elements. It sets out a revenue goal. Then it lays out a
strategy for meeting that revenue target. For example, are you going after all
customers who have a particular business issue and set of IT challenges? Next, it
names the customers you are going after and names the important decision makers in
those accounts. And then it states the tactics you will use in each of those customers
and that includes developing a strong value proposition beforehand.
It is time to use your Learning Guide once more to build your sales plan and map out
your opportunities. Good luck!

7 Video
Congratulations on completing this course! Our customers are telling us all the time to
send them our brightest people, people who are committed to our customers long-
term success, people that can propose the best architectural solutions to drive that
success. You are now member of that select group of people.
You now understand the uniqueness of HP Networkings offerings that address your
customers biggest issues. And you have shown the high degree of commitment needed
to drive home bigger sales.

Remember, the more you understand about HPs products, solutions, and services, the
more prepared you will be to meet your customers specific needs. HP Sales
Certification is an investment you make in yourself, so check out our advanced
products and solutions courses to take your learning forward. Thank you for making
this important investment and now we wish you the great success you have earned.

Though not covered in the Sales Certification Exam, there will be many sales situations
where customers require alternate products. More details on these products can be
found on the HP FlexNetwork Channel Dropbox.

Alternate Products in the FlexFabric Bullseye
HP 11908 Switch Series
The HP FlexFabric 11908 Switch Series is a high-performance data center aggregation
modular switch that provides line-rate, high-density 10GbE and 40GbE connectivity
designed for cost-effective end of row and small core deployments. With latency as
low as 3 microseconds, the HP FlexFabric 11908 Switch Series can scale to 384 10GbE
and 64 40GbE ports. It is the industrys first data center aggregation switch to support
TRILL and SPB and OpenFlow 1.3, thus laying the foundation for SDN.

The FlexFabric 11908 has 50% lower latency compared to the Nexus 7010 with F2
modules, up to 31% lower cost per 40GbE port compared to the Nexus 7010 with M2
modules and up to 34% higher 40 GbE density compared to the Nexus 7009 with M2

6125G, 6125G/XG
The 6125G and 6125G/XG Ethernet Blade Switches are designed for the HP
BladeSystem c-Class enclosure and provide secure, feature-rich, data center switching
capabilities directly to the blade server edge.
The 6125G is a low cost switch that is ideal for customers for basic data center
connections and/or remote locations, who require basic 1GbE switching. The 6125G/XG
is for customers with mixed 1Gb and 10Gb bandwidth applications, virtualization and
scale-out. Like our other FlexFabric switches, these switches run HP Comware and
support IRF.

HP Virtual Connect
HP Virtual Connect is HPs unique networking technology to add, replace and recover
server blades on the fly. HP Virtual Connect is ideal for customers with virtualized
environments who require more connection density at the server edge, but also want
to reduce network CAPEX and OPEX.

We estimate that Virtual Connect FlexFabric modules can eliminate as much as 95 per
cent of network sprawl at the server edge. For example, the Virtual Connect FlexFabric
10GbE 24-port Module for the HP c7000 Blade Enclosures can connect servers and
virtual machines to any LAN or SAN, converging Ethernet, Fibre Channel and iSCSI onto
a common fabric.

Two modules can connect an enclosure of HP server blades to any data or storage
network. Virtual Connect reduces the number of cables, network interface cards and
Ethernet or Fibre Channel switches required to connect servers to LANs or SANs. Each
module can replace up to three Ethernet switches and one Fibre Channel switch in an


Virtual Connect Flex-10 technology offers significant advantages over other 10GbE
devices that provide large bandwidth but no segmentation.

HP 8800 Router Series
Whenever legacy interfaces and protocols are used, the HP 8800 is the choice for data
center core router. This is a 10 GbE WAN Core Router with up to 864 Mpps forwarding.
Product features include:
A high density WAN/LAN (1/10 GbE, OC-3 to OC192)
Hierarchal QoS and traditional QoS
Real-time fail-over & system resilience options

VPN Firewall 12500, 11900/10500/7500 Module
We have two firewall blades in the alternate segment of the bullseye. The HP VPN
Firewall Modules can be deployed into the 12500 switches in the data center as well as
in the 11900/10500/7500 switches. The firewalls are scalable and can be aggregated
in a single switch chassis that would deliver up to 400 Gbps throughput. These provide
high speed processing without affecting switch performance.
Customers we target for our security solutions are those who would like a traditional
single function, stateful firewall to protect their core. They are looking for a high
performance solution for intra data center traffic.

VPN Firewall 10500/11900/7500 Module
High performance stateful firewall module
Scalable-aggregated in a single switch chassis
Full featured virtual firewall supporting multi-tenant deployments
Simplified management

VPN Firewall 12500 Module
20 Gbps firewall throughput/module
Supports up to 16 modules/chassis
Supports up to 400 Gbps throughput/chassis

Alternate Products in the FlexCampus Bullseye
HP 10500 Switch Series
Some medium-sized companies will have the campus LAN needs of a large enterprise.
The HP 10500 Switch Series delivers unparalleled 10-GbE port density, support for 40-
GbE and 100-GbE technologies, granular QoS capabilities, almost 2 billion packets per
second throughput performance and ultra low, 3 microsecond, latency. With the 10500
in the campus LAN core, your customers can support a rich media capable

You can learn more about the products recommended for the large enterprise by
consulting the HP FlexNetwork sales guides and playbooks on the HP Networking
Channel Dropbox.

HP 7500 switch
It is likely that more of your medium-sized companies will be well served in the campus
LAN core by the smaller HP 7500 switch. It can be positioned as an upsell if specialized
functionality is required, such as the routing protocols Multi- Protocol Label Switching
or MPLS, Border Gateway Protocol or BGP or Intermediate System to Intermediate
System, IS-IS. Multi-site distributed businesses require a very high-speed forwarding
architecture. MPLS is a way of ensuring data packets get to where they are supposed to
go quickly with fewer bottlenecks. MPLS, BGP, and IS-IS work together to speed the
forwarding of traffic across the routed network. Note that the switches and routers
covered in the FlexFabric section also support these technologies for customers who
need them now or in the future.

The 7500 supports the majority of sophisticated technologies as the lead core switches
for the data center, including IRF to simplify the network and make it more resilient.
The 7500 also supports the same operating system as all the switches covered in
FlexFabric, providing feature and operational consistency to streamline network
administration, enhance operational efficiencies, and provide faster time to service all
of which helps reduce network operational costs and complexity.

HP 3800 Switch Series
The second family of switches recommended as alternates for the campus LAN core is
the HP 3800 Switch Series for the industrys highest stacking performance. The 3800
delivers chassis-like performance and resilience in a flexible, stackable form. Where
the 7500 supports IRF, the 3800 supports meshed stacking, resilient, and manageable
networks that scale easily as the needs of mid-sized or larger edge networks grow over
time. Direct links between each switch in the stack form a single logical switch. Up to
five 3800 switches can be aggregated to form a fully meshed stack managed via a
single address.

Dual hot-swappable power supplies, field-replaceable fans, and industry-leading port
density also ensure less downtime for end users.
Ultra-low latency, integrated 10 Gigabit uplinks, and a full Layer 3 software feature set
provide the performance needed for todays high-definition, media-rich applications.

The 3800 is built on HP-designed ASIC technology, as is the 5400zl, 8200zl and 2920
which offer similar QoS and security features. Smaller customers could therefore
deploy the 3800 at the core instead of the 5400 or 8200, and the 2920 at the access
layer, and still benefit from a consistent administrator experience.

HP 7500 and 5120 EI and IRF
It is important to note that both HP7500 and HP 5120 EI series support IRF and can
therefore converge and flatten the campus LAN network for increased network
performance and availability. Cisco does not offer a consistent switch virtualization
solution across its campus portfolio. The Cisco 6500 uses Virtual Switching System or
VSS, while Ciscos Catalyst 3750 uses another proprietary stacking and virtualization
method. HP IRF is available on the 7500s and the 5120 EIs in the campus as well as all
data center switches. Use IRF as a differentiator when describing HPs simpler and
more cost effective solutions.

5120 EI Switch Series
For customers with the HP 7500 at the core, the 5120 EI Switch Series is a logical choice
for the access layer. In addition to IRF, the 5120 EI provides support for 1/10 GbE, PoE+,
static Layer 3 routing and IPv6 forwarding. It also supports security and QoS features
and includes HPs Lifetime Warranty 2.0. Remember that both HP7500 and HP 5120 EI
series support IRF and can therefore converge and flatten the campus LAN network for
increased network performance and availability.

HP 2530 and HP 2620 Switch Series
HP also offers the HP 2530 and HP 2620 Switch Series as an alternative at the wired
access layer. For cost sensitive mid-sized businesses, these switches offer 10/100Mb
ports where Gigabit to the desktop is not needed.
In addition, HP 2530 has the option of 10/100 and 10/100/1000 models for customers
who have mixed user requirements around bandwidth but require a single access
switch platform.

HP 2530-48G
Miercoms results in March 2013 for the HP 2530-48G Switch showed that this switch
uses energy 70% more efficiently than similar switches. Its Energy Efficient Ethernet
feature allows the switch to consume on average 38% less power. Miercom reported
the HP 2530-48G switch can save an average of 9% annually in total cost of ownership
when compared to the Industry Average. The switch operates at 32-113
F or 0-45
and has variable speed fans requiring less cooling and power overall.

HP 2620
The 2620 Switch Series is best suited for customers with a Gigabit core who only
require 10/100 access at the edge and are price conscious, but still need the security
and reliability of a fully managed switch. The series features: 24 and 48 port Fast
Ethernet connectivity with dedicated Gigabit uplinks; Enterprise-level L2 and basic L3
features; Non-PoE, partial PoE+, and PoE+ models. The 2620 switch series has an
energy-efficient design and operates quietly. These switches can be fully managed
with CLI, Web and SNMP options as well as IMC.
Key differentiators are the switchs support for IPv6, low acoustic noise levels, PoE+,
enterprise-class features, including access control and threat protection, up to 8
priority queues for quality of service, an optional Redundant/External Power Supply to
minimize downtime and enhanced power savings.


HP 830 Unified Wireless Wired
For customers with wireless and wired requirements in branch offices or smaller
campuses, who need granular management and ease-of-deployment, the HP 830
Unified Wired-WLAN Switch Series integrates both wireless controller and 1-GbE switch
The switch series provides 1-GbE ports, with each supporting a maximum power of up
to 30 W PoE+ and Access Points while delivering unified wired and wireless access
control functions. The HP 830 24-Port PoE+ Unified Wired-WLAN Switch provides two
optional 10GbE modules on the rear panel to relieve transmission bottleneck at the
core of a WLAN network. HP 800 Series wireless controllers use the same MSM APs as
MSM7xx series controllers.

HP HSR6800 Router Series
The HP HSR6800 router portfolio, the HSR6802, 6804, and 6808, are high performance
services WAN routers, ideal for large scale, high density data center and campus WAN
networks. They are built with a multi-core distributed processing architecture that
scales up to 420 Mbps forwarding and up to 2 Tbps switch capacity.
These routers deliver robust routing supporting MPLS, IPv4/IPv6, dynamic routing and
nested or traditional QoS. They provide security features including stateful inspection,
VPN, Denial of Service Protection and Network Address Translation. They deliver full
layer 2 switching, and traffic analysis capabilities, plus high density 10 GbE and future
40/100 GbE WAN interface options, all integrated on a single, high performance routing

Alternate Products in the FlexBranch bullseye
HP 2530 & 2620 Switch Series
For smaller branches under 50 seats with simpler requirements, HP offers the HP 2530
and 2620 Switch Series as an alternative for wired access. HPs 2620 switches offer
10Mb/100Mb connectivity for the most cost-sensitive customers or for those who do
not require 1 Gigabit access to the desktop. The 2530 switches offer models with
10Mb/100Mb connectivity as well as models with 1Gb connectivity so you can mix
models depending on your customers requirements.

HP 5500 HI & 5500 EI Switch Series
These Gigabit Ethernet switches deliver outstanding security, reliability, and
multiservice support capabilities for robust switching at the edge of large enterprise
and campus networks, or in the core layer of branch networks. These are for customers
who would prefer to deploy the same operating system between the WAN edge router
and user connectivity switches or those who opt for the HP 7500 or 5120 EI switches in
the campus LAN or data center. The 5500 EI and HI are also an excellent fit for
customers who require advanced Layer 3 capabilities. The EI offers POE/POE+ and non-
POE models for deployment flexibility.

The HI has all the features of the EI plus MPLS/VPLS support and dual power supplies.
Both have slots for additional 10G uplink ports but the HI has two 10G uplink ports
already built in.

HP 5120 EI
The Cisco Catalyst 2960S LAN Base feature matrix is complex and requires costly
software licensing associated for the additional features. HPs 5120EI series is license
free and all software features are included out of the box. Ciscos additional license
costs and on-going costs are increased as support costs are tied to a percentage of
hardware and software license costs.

For smaller branches, the new HP MSR93x Series high performance fixed feature
routers delivers integrated routing, switching, and security in a single box. These
routers deliver up to 300 Kpps forwarding with comprehensive IPv4 and IPv6 routing,
MPLS, Quality of Service, firewall, NAT, VPN, switching, voice, and wireless capabilities
in a compact, fixed, form factor. Select the router to see a competitive view. With a
large number of models across MSR93x series you and your customer can pick the
appropriate model for each site depending on the local connectivity available while still
providing a consistent management experience.

HP MSR300 Router Series
The HP MSR3000 Router Series rounds out the branch routing portfolio with
performance between the MSR 2000 and 4000 routers. It supports up to 5 Mpps
forwarding capacity and 3.3 Gbps of IPsec VPN encrypted throughput as well as a large
range of Wide Area Network connectivity module options.