AEROHIVE
Mike Allers 404.861.7784
mallers@aerohive.com
© 2011 Aerohive Networks CONFIDENTIAL
Mobility Changes Everything
© 2011 Aerohive Networks CONFIDENTIAL
Visionary Network Infrastructure Company
› Cloud-enabled, Controller-less Wi-Fi,
Routing, VPN, Switching
› 16,000 Customers (1,600+ in Q2/14)
HiveManager OS
Cloud Services Platform
Public or On-Prem
› HIVE – Listed NYSE
› 550+ Employees
› Most Visionary Vendor - Gartner MQ
Wired & Wireless LAN 2014
› Deloitte - #5 of 500 NAM “Fastest
Growing Companies
› Apple Partner
Switches
APs & Routers
› iBeacon
#5 of 500 “Fastest Growing”
“Most Visionary”
Apple Partner
© 2011 Aerohive Networks CONFIDENTIAL
3
New AND Existing Customers Driving Rapid Growth
Total Customers
YearQ1-Q3
over Year
– 1H 2013
2013Growth
YoY Growth
60%
50%
40%
30%
20%
10%
ol
a
ot
or
a
M
Ar
ub
o*
Ci
sc
ke
t
M
ar
o
Ci
sc
ck
us
Ru
ro
-10%
Ae
11,609
Customers
hi
ve
0%
-20%
-30%
© 2011 Aerohive Networks CONFIDENTIAL
Source: Infonetics, Aerohive
4
Our
Customers
© 2014
2011 Aerohive Networks CONFIDENTIAL
5
Wired and Wireless Infrastructure Magic Quadrant
Aerohive is a Visionary!
A Magic Quadrant Visionary for wired and Wireless Infrastructure
We have been made a Visionary in the Wired and Wireless LAN Access Infrastructure for the 3rd year in a row!!
Aerohive Networks
•
Aerohive continues to grow faster than the
overall industry in terms of revenue
•
Aerohive's key differentiator continues to be its
distributed intelligence, controller-less
architecture and unified HiveManager network
service applications, supporting a cloud- or onpremises-based single control point for
onboarding, monitoring, and managing both the
WLAN and wired switches as a unified network.
•
Enterprises should consider Aerohive for all
overlay WLAN deployments, especially in the
education, retail and healthcare sectors.
•
Clients report that the context-based visibility,
policy enforcement and analytics capabilities
have good user interfaces and ease of use.
•
Aerohive customers gave high marks for its
experience, including sales, support and
performance of the solution. The vendor's
solutions are typically the most cost-effective,
based on the bids that Gartner reviews.
© 2011 Aerohive Networks CONFIDENTIAL
6
Bob Knows Best
Legacy Enterprise Networks
Architected for Basic Connectivity
Rigid Centralized Control & Enforcement
Employee
Guest
Employee
Employee
Employee
Employee
Employee
Guest
Guest
ENTERPRISE DATA CENTER
© 2011 Aerohive Networks CONFIDENTIAL
ENTERPRISE CLIENTS
8
Mobility Revolution
Breaks Legacy Enterprise Networks
MORE DEVICES
Employee
MORE DATA
Employee
Guest
Employee
MORE USERS
Employee
Guest
Employee
MORE CLOUD SERVICES
ENTERPRISE
DATA CENTER
Employee
Guest
ENTERPRISE
CLIENTS
MORE LOCATIONS
© 2011 Aerohive Networks CONFIDENTIAL
9
Distributed (Controller-less) Wi-Fi Architecture
Delivering simplicity, reliability and affordability
Management
Management within the
network only
Centralized cloud-based or
Local management
Redundancy
Requires multiple controllers
No single point of failure
Local data forwarding..what
do you lose?
Self healing mesh architecture
No controller tax
Scalability and future proofing
No feature licensing
Start small and grow
Distributed intelligence
Controller capacity?
Feature licenses?
(FW, RADIUS, CWP, BYOD, Bonjour GW)
Performance
Data bottlenecks
No data bottlenecks
QoS, Spectrum analysis..$$$
Service Level Agreements
QoS & Spectrum analysis included
© 2011 Aerohive Networks CONFIDENTIAL
How does it work?
Architectural Alternatives
Central Vs. Distrib. Control10
How does it work?
Wireless
Network
Wired
Network
Reporting
Policy
Configuration
Heat
Maps
SLA
Compliance
HiveManager NMS

With
anetworking
second
fast
Mesh
and
best
AHiveAPs
single
HiveAP
byHiveAP,
itself
acts
as
are best
discovered,
Dynamic
path
Cooperative
Control,
With
roaming,
Asstateful
more
HiveAPs
are
apolicy
full-featured
enterprise
class
path
forwarding
can
be
is pushed
and
the
forwarding
and
stateful
Cooperative
RF
power
access
point
can
securely
clients
cooperative
RF,
station
added,
coverage,
used
for
extra
resiliency
WLAN
is
operational
roaming
provides
levels
minimize
Identity-based
security,
including
stateful
and
seamlessly
roam
load
balancing
and
reliability
and
backhaul
and
reachability
inspection
FW,
rogue
detection
&
mitigation
HiveManager
iswithout
a single
mgmt
resiliency
a interface
single
co-channel
interference
across
the
WLAN
seamless
resiliency
are
bandwidth
increases
for
configuration,
OS updates
& local
Airtime
Scheduling,
SLA
compliance
and
Dynamically
reroutes
around
point
of
failure
monitoringimplemented
of thousandsat
devices
forwarding
edge
enabled
failures ofthe

© 2011 Aerohive Networks CONFIDENTIAL
11
Application Visibility
See, Manage How the Network is Really Used
© 2014 Aerohive Networks
12
Control at Scale
You Must
Inspect
Packets in
Real Time
To Make
Automated
Policy
Decisions
Inspecting
Packets
takes
PROCESSING!
Processing
packets
real-time
takes
POWER
AVC needed to deliver the security,
visibility and enforcement required
for mobile-centric networks
Processing requirements
make a distributed, controller-less
architecture disruptive all over again!
© 2014 Aerohive Networks
Central Controller
Architecture
Distributed
Architecture
Application Processors in 500-AP network
Disruptive Price Point
Aerohive List Price vs. Cisco List Price
Highly Distributed
Large # Regional Sites
1,000 Sites, 3,000 APs1
Centralized Campus
200 Sites, 12,000 APs2
10 Buildings, 5,000 APs3
$35
$8
$8
$30
Millions
$5
$4
$25
Millions
58 %
less
$6
$20
$7
60 %
less
$15
$3
$6
Millions
$7
26 %
less
$5
$4
$3
$10
$2
$2
$5
$1
$-
$1
$-
APs
Management
$-
Controllers
Redundant Controllers*
* Typical Cisco enterprise deployments require redundant controllers for high availability.
Company estimates based on Cisco list pricing from www.cisco.com and Aerohive list pricing as of Jan 2014. For illustrative purposes only.
Note: Comparisons do not reflect discounts to list prices which may be typically offered in a commercial transaction.
1. Aerohive list price 3,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price1,000 x 2504-5 Controllers, 3,000 x Aironet-1600 APs, Prime Mgmt. & 5 yrs. support(5x1y)
2. Aerohive list price 12,000 x 121 APs & HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price 200 x 5508-100 Controllers, 12,000 x Aironet-1600 APs, Prime Mgmt.& 5 yrs. Support (5x1y)
3. Aerohive list price 5,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. support (5x1y) vs. Cisco list price 10 x 5508-500 Controllers, 5,000 x Aironet-1600, APs, Prime Mgmt. & 5 yrs. support. (5x1y)
© 2011 Aerohive Networks CONFIDENTIAL
14
Proven Customer Success
1,700+ restaurants
200+ schools and
administrative buildings
12 hospitals,
200+ clinics
Simple and scalable
management
Wireless access for 176,000
students, 20,000 staff and
teachers
Visibility and control of
medical applications
Why Aerohive?
Why Aerohive?
Why Aerohive?
Simplicity
© 2011 Aerohive Networks CONFIDENTIAL
Scalability
Security
15
Deploying for Density, Performance & AVC
$100,000 802.11ac Deployment Comparison
Density, Performance, Application Visibility and Control
120
111
Access Points
100
80
60
50
50
More Clients
More Throughput
More Processing
40
20
0
Based on list pricing for Cisco AP2700 and Cisco 5508-50 WLAN Controller & Prime cisco.com - Jan 2014 price list
Based on list pricing for Aruba 224s and Aruba 7200 WLAN Controller, RF Protect, PEFNG, & Airwave SecureWireless.com – March 2014 price list
Based on list pricing for Aerohive March 2014. price list Aerohive list pricing includes 7/24 support
© 2011 Aerohive Networks CONFIDENTIAL
16
BREAKING NEWS – Aerohive Voted Best Value in
Wired/Wireless LAN
Winner of the Trend Setter Award
© 2011 Aerohive Networks CONFIDENTIAL
17
Start Small And Grow
Disruptive Go-to-Market Model
Easy to Get Started
Easy to Expand
• Easy evaluation
• Additional locations
• Easy installation
• Additional infrastructure
• Effective for large and
small customers
• Additional applications
56%
1
of business
from repeat
customers
1.
Based on Company prepared analysis of bookings from Q1 2013 – Q4 2013.
© 2011 Aerohive Networks CONFIDENTIAL
18
Target Customer: Significant Market Opportunity
and Competitive Advantage
Seek executive exception
Fortune-like
Sell to this broader audience who will use our
solution “as is”
Commercial
Upper
Midmarket
Retail
Healthcare
D. Enterprise
Education
Lower
Midmarket
SMB
© 2011 Aerohive Networks CONFIDENTIAL
Primary sales focus & marketing message
• Focused product development
• Focused marketing content & demand gen
• Channel can be made more self-sufficient
Sell to audience who need & value our
enterprise features
Not a focus (avoid)
19`
The Midmarket Opportunity
NATIONAL CENTER
FOR
THE MIDDLE MARKET
MIDDLE MARKET
SMALL BUSINESS
<$10M - <$1B
BIG BUSINESS
<$10M
ANNUAL REVENUE
<$1B
ANNUAL REVENUE
195,000
ANNUAL REVENUE
~6M
BUSINESSES
~2,000
BUSINESSES
the US
Midmarket
is the
© 2011 Aerohive Networks CONFIDENTIAL
4
BUSINESSES
th
largest
global
economy
20
Competitive Opportunity in Midmarket / Commercial
Large Enterprise
Midmarket
Small Business
Aerohive
Single unified architecture
Aruba Legacy
Aruba Instant
Cisco Airspace
Cisco Meraki
Cisco Unified Access
© 2011 Aerohive Networks CONFIDENTIAL
Thank you!
© 2011 Aerohive Networks CONFIDENTIAL