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Aerohive. Mike Allers 404.861.7784 mallers@aerohive.com. Mobility Changes Everything. Visionary Network Infrastructure Company. Cloud-enabled, Controller-less Wi-Fi , Routing, VPN, Switching 16,000 Customers (1,600+ in Q2/14) HIVE – Listed NYSE 550+ Employees - PowerPoint PPT Presentation
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© 2011 Aerohive Networks CONFIDENTIAL
Aerohive
Mike Allers 404.861.7784
mallers@aerohive.com
© 2011 Aerohive Networks CONFIDENTIAL
Mobility Changes EverythingMobility Changes Everything
© 2011 Aerohive Networks CONFIDENTIAL
Visionary Network Infrastructure Company
3
› Cloud-enabled, Controller-less Wi-Fi, Routing, VPN, Switching
› 16,000 Customers (1,600+ in Q2/14)
› HIVE – Listed NYSE
› 550+ Employees
› Most Visionary Vendor - Gartner MQ Wired & Wireless LAN 2014
› Deloitte - #5 of 500 NAM “Fastest Growing Companies
› Apple Partner
› iBeacon
Switches
APs & Routers
Cloud Services PlatformPublic or On-Prem
Apple Partner
#5 of 500 “Fastest Growing”
“Most Visionary”
HiveManager OS
Cloud Services PlatformPublic or On-Prem
© 2011 Aerohive Networks CONFIDENTIAL 4
New AND Existing Customers Driving Rapid Growth
11,609Customer
sSource: Infonetics, Aerohive
Year over Year Growth – 1H 2013Total Customers
© 2011 Aerohive Networks CONFIDENTIAL© 2014 Aerohive Networks 5
Our Customers
© 2011 Aerohive Networks CONFIDENTIAL
Wired and Wireless Infrastructure Magic QuadrantAerohive is a Visionary!
6
A Magic Quadrant Visionary for wired and Wireless InfrastructureWe 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 on-premises-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.
Bob Knows Best
© 2011 Aerohive Networks CONFIDENTIAL
Legacy Enterprise Networks
Architected for Basic Connectivity
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Rigid Centralized Control & Enforcement
ENTERPRISE DATA CENTER
Employee
Employee
Employee
Employee
Employee
Employee
Guest
Guest
ENTERPRISE CLIENTS
8
Guest
© 2011 Aerohive Networks CONFIDENTIAL
ENTERPRISE DATA CENTER
EmployeeGuest
Employee
Employee
Employee
Employee
Employee
Guest
Guest
ENTERPRISE CLIENTS
Mobility Revolution
Breaks Legacy Enterprise Networks
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MORE DEVICES
MORE LOCATIONS
MORE USERS
MORE CLOUD SERVICES
MORE DATA
9
© 2011 Aerohive Networks CONFIDENTIAL
No data bottlenecks
Service Level Agreements
QoS & Spectrum analysis included
Distributed (Controller-less) Wi-Fi Architecture Delivering simplicity, reliability and affordability
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Management
Redundancy
Scalability and future proofing
Performance
Centralized cloud-based or
Local management
Management within the network only
No single point of failure
Self healing mesh architecture
No controller tax
Requires multiple controllers
Local data forwarding..what do you lose?
No feature licensing
Start small and grow
Distributed intelligence
Controller capacity?
Feature licenses?
Data bottlenecks
QoS, Spectrum analysis..$$$
(FW, RADIUS, CWP, BYOD, Bonjour GW)
How does it work? Architectural Alternatives Central Vs. Distrib. Control
© 2011 Aerohive Networks CONFIDENTIAL
How does it work?
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Wireless Network
Wired Network
HiveManager NMS
Reporting Heat Maps
SLA Compliance
Policy Configuration
© 2014 Aerohive Networks © 2014 Aerohive Networks
Application VisibilitySee, Manage How the Network is Really Used
12
© 2014 Aerohive Networks
Processing packets real-time
takes POWER
Inspecting Packets takes PROCESSING!
You Must Inspect
Packets in Real Time
To Make Automated
Policy Decisions
Central Controller Architecture
Distributed Architecture
Application Processors in 500-AP network
AVC needed to deliver the security, visibility and enforcement required for mobile-centric networks Processing requirementsmake a distributed, controller-less architecture disruptive all over again!
Control at Scale
© 2011 Aerohive Networks CONFIDENTIAL
58 % less
* 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)
60 % less
26 % less
APs Redundant Controllers*Management Controllers
Highly Distributed
1,000 Sites, 3,000 APs1
Large # Regional Sites
200 Sites, 12,000 APs2
Centralized Campus
10 Buildings, 5,000 APs3
Disruptive Price Point
Aerohive List Price vs. Cisco List Price
14
© 2011 Aerohive Networks CONFIDENTIAL
Proven Customer Success
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1,700+ restaurants
Simple and scalable management
Why Aerohive?
Simplicity
200+ schools and administrative buildings
Wireless access for 176,000 students,
20,000 staff and teachers
Why Aerohive?
Scalability
12 hospitals, 200+ clinics
Visibility and control of medical applications
Why Aerohive?
Security
© 2011 Aerohive Networks CONFIDENTIAL
Deploying for Density, Performance & AVC$100,000 802.11ac Deployment Comparison
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Density, Performance, Application Visibility and Control
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 listBased on list pricing for Aerohive March 2014. price list Aerohive list pricing includes 7/24 support
More ClientsMore
ThroughputMore
Processing
More ClientsMore
ThroughputMore
Processing
© 2011 Aerohive Networks CONFIDENTIAL
BREAKING NEWS – Aerohive Voted Best Value in Wired/Wireless LAN
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Winner of the Trend Setter Award
© 2011 Aerohive Networks CONFIDENTIAL
Start Small And Grow
Disruptive Go-to-Market Model
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1. Based on Company prepared analysis of bookings from Q1 2013 – Q4 2013.
56%of business from repeat customers
1
Easy to Get Started• Easy evaluation
• Easy installation
• Effective for large and small customers
Easy to Expand• Additional locations
• Additional infrastructure
• Additional applications
© 2011 Aerohive Networks CONFIDENTIAL
Target Customer: Significant Market Opportunity and Competitive Advantage
`
Fortune-like
UpperMidmarket
LowerMidmarket
SMB
Commercial
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Sell to this broader audience who will use our solution “as is”
Sell to audience who need & value our enterprise features
RetailHealthcare
D. EnterpriseEducation
Seek executive exception
Not a focus (avoid)
Primary sales focus & marketing message•Focused product development •Focused marketing content & demand gen•Channel can be made more self-sufficient
© 2011 Aerohive Networks CONFIDENTIAL
BIG BUSINESS
<$1BANNUAL REVENUE
~2,000BUSINESSES
The Midmarket Opportunity
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SMALL BUSINESS
<$10MANNUAL REVENUE
~6MBUSINESSES
MIDDLE MARKET
<$10M - <$1BANNUAL REVENUE
195,000BUSINESSES
NATIONAL CENTERMIDDLE MARKET
FOR THE
the US Midmarket
is the largest global economy
th4
© 2011 Aerohive Networks CONFIDENTIAL
Cisco Unified AccessCisco Unified Access
Aruba LegacyAruba Legacy Aruba InstantAruba Instant
Cisco AirspaceCisco Airspace
Cisco MerakiCisco Meraki
AerohiveSingle unified architecture
AerohiveSingle unified architecture
Competitive Opportunity in Midmarket / Commercial
Midmarket Small BusinessLarge Enterprise
© 2011 Aerohive Networks CONFIDENTIAL
Thank you!
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