Aruba Instant Telemarketing Script
CONVERSATION STARTERS
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Are you responsible for the wireless network infrastructure in your
organization?
Are you familiar with Aruba Networks?
Which vendors are you using today for wireless LANs (WLANs)?
What is your biggest challenge with the wired/wireless infrastructure today?
WHO IS ARUBA NETWORKS?
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Aruba is a technology leader in mobile enterprise networks and offers
WLANs, Mobility Access Switches, remote networking and management
products.
Nearly 20,000 customers use Aruba WLANs.
Gartner places Aruba at the top of its magic quadrant as a leader and
visionary in the WLAN arena.
ARUBA INSTANT: ENTERPRISE-CLASS WI-FI MADE SIMPLE
It’s affordable
Unlike competitive products, the Aruba Instant solution requires no ongoing
service fees, no additional license fees, no management appliances and no
external controller hardware. Enterprise-class Mobility Controller functionality is
virtualized and resides in the AP.
It’s Intuitive
Any non-technical, non-IT person can easily install and configure Aruba Instant in
just a few minutes using a Wizard-driven interface. Aruba Instant does not
require any complex network changes, such as VLANs, even for guest access.
It’s scalable
Aruba Instant can be used to create networks of any size. Hundreds of locations
can be managed from one centralized management console. You can easily add a
Mobility Controller for sites that need a roaming performance boost or if you
need to centralize VLANs.
DISCOVER WLAN NEEDS
KEY FEATURES
1. Are you seeing a need for increased wireless coverage for the influx of
tablets, smartphones and mobile devices?
2. How are you handling guest access requests currently?
3. How are you preventing intrusions, rouge devices and hackers?
4. How old are your currently deployed solutions?
5. Are any of the following initiatives on your radar?
- Migrating to 802.11n or new WLAN deployment
- Bring your own device (BYOD)
- Wireless intrusion protection
- Guest access
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DISCOVER WLAN SIZE REQUIREMENTS
1. How many access points (APs) do you manage today and what flavor are they
– 802.11a, b, g or n?
2. How many devices, users and locations do you have today?
3. What is the approximate square footage of your facility? Do you have floor
plans we can review?
©2012 Aruba Networks, Inc.
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Scales to an unlimited number of APs in a network.
Integrated GUI can be used to manage all APs in a site.
For multiple site installations, AirWave can be used to manage centrally.
Supports power-over-Ethernet (PoE) and multiple antenna options.
Adaptive Radio Management (ARM) technology optimizes Wi-Fi client
performance by ensuring that Instant APs stay clear of RF interference.
Customizable guest access portals for login and registration.
Integrated firewall for traffic separation between guests and employees.
Strong authentication and encryption to protect your data and network.
Wireless intrusion detection and protection against rogue APs.
Automatic prioritization of voice, video and data traffic.
Device fingerprinting identifies, categorizes and assigns the appropriate
roles-based policies based on the mobile device type.
Instant APs can operate as Spectrum Analyzers to identify non-802.11
sources of RF interference and their effects on WLAN performance.
ARUBA INTERNAL & CONFIDENTIAL – DO NOT PRINT, COPY OR DISTRIBUTE
Aruba Instant Telemarketing Script
CLOSING QUESTIONS
OVERCOMING OBJECTIONS
1. Would you like to learn more about how Aruba Instant can fit into your
networking environment?
2. Would you like to get a quote on Aruba Instant to see how much money you
will save?
Objection: I already have a wireless network.
Response: Aruba Instant has the additional capacity and higher performance you
need to accommodate the growing number of mobile devices that employees
and guests are bringing onto your network.
TYPICAL COST OF THE ARUBA INSTANT WLAN SOLUTION
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Aruba Instant costs as little as $395 per AP, which easily covers 10-20 users
and a small space.
Click here for a more detailed cost calculation.
Aruba Instant costs roughly 30% less than equivalent solutions because it
does not require a separate management platform.
Aruba’s approach to network rightsizing enables you to pay-as-you-grow and
can reduce your total cost of network ownership by 70%.
Objection: My solution provider recommended Cisco or another vendor.
Response: Aruba is widely heralded by industry analysts and our 20,000
customers as having the best WLAN technology. Once you evaluate Aruba, you
your solution provider may offer you bigger discounts on other gear.
Objection: Why do I need anything more than a Linksys or D-Link router I get
from Best Buy or from my DSL provider?
Response: Aruba Instant provides enterprise-grade features such as guest access
portals and roaming that you cannot get with consumer-grade products.
Objection: Everyone in the office uses 3G cards for wireless access.
Response: Aruba Instant delivers faster-performing Wi-Fi at a much lower cost
than 3G cards. The same Wi-Fi can be securely extended to guests.
COMPETITIVE DIFFERENTIATORS
FEATURE
AEROHIVE
ARUBA INSTANT
ARUBA WLAN WITH CONTROLLER
Cost – List price with 3 years support, small to medium WLAN with 10-48 APs
$10,789 to $44,191
$7,790 to $37,392
$18,400 to $83,852
NO
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Unlimited
Unlimited
Unlimited
NO
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NO
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NO
NO
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NO
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N/A
Operates without centralized management
Scalability – Maximum number of APs
Setup and deployment
- Setup without centralized or cloud management
- Troubleshoot with centralized management
- Guest access without VLANs or tunnels
Advanced security and multimedia services
- Built-in wireless intrusion protection
- Supports Microsoft Lync, Apple FaceTime and Citrix
Advanced network services
- Performance boost for roaming and centralized encryption
- Simple overlay design with no edge VLANs
- Same experience for wired, wireless and remote
Add Mobility Controller for advanced network services?
©2012 Aruba Networks, Inc.
ARUBA INTERNAL & CONFIDENTIAL – DO NOT PRINT, COPY OR DISTRIBUTE