Avaya Networking Competitive Review September 2014 › ~ › media › catalyst-us › brand… ·...

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Avaya Networking Competitive Review September 2014

© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 2

The information discussed and presented is Avaya proprietary and intended for the sole use of Avaya

associates and authorized Business Partners for the purpose of selling Avaya solutions and services. Use of any of this information by any organization attempting to

sell non-Avaya solutions and services is strictly prohibited.

Disclaimer


1

Innovation Drives our Future while Improving

our Customers Lives

2

Why Avaya Wins Against Cisco

3

A Fabric Enabled Enterprise: Driving a LOWER TCO

through SIMPLIFICATION

Why is Cisco vulnerable now?

Details regarding Cisco products are all sourced from public information published by Cisco


2013 2014

Innovation Drives Our Future

Ships Multi-

Protocol Router

First to ship 10

Gigabit Ethernet

1st high-performance

Stackable Chassis

1st high-performance VPN

1st 10/100 auto-sensing

Ethernet switch

Pioneers twisted

pair Ethernet &

Token Ring Hubs

Selected to deliver

the first all IP

Olympics in

Vancouver, 2010

Next-Gen Modular

Switching launched

New Secure Router

architecture

Terabit-class

Stackable

Chassis

Route Switch

Processor introduced

Management

Unified

VENA

launched

Unified Access

demonstrated

In-House

WLAN

Flawless 2010

Olympics

PBB/PBT – basis

of SPB – invented

Switch Clustering

invented

2008 2009 1988 1995 2003 2011 2007 2010 2012

Distributed

ToR invented

Collaboration

Pods ship

WLAN 9100

Fabric Attach

Automated

end-point

provisioning

Fabric Connect

goes live

VSP 8000

Mid-size core

switch

1

Avaya’s carrier knowledge and innovation in 2005 with PBB/ PBT became the foundation or our IEEE standards based Fabric Connect that provides your customer an excellent foundation for a software-defined networking strategy today


We wait…

Seconds or Minutes for

network re-convergence

Hours for

troubleshooting

Weeks for maintenance

windows

Months to roll out

significant applications

The Bold Truth 1


“Protocols are killing us.

Protocols are like the never-

ending bottle of pills, each

one prescribed to remedy the

problems introduced by the

previous medication.”

- Ethan Banks – Host of Packet Pushers,

and a network engineer

http://packetpushers.net/does-trill-stand-a-

chance-at-wide-adoption/#disqus_thread

STP

VLANs

OSPF

BGP

PIM

Today’s protocol stacks are like a house of cards

Today’s networks are based on too many protocols – causing instability, slowing down recovery times and ability to troubleshoot issues

1 Why We Wait… Complexity!

http://packetpushers.net/does-trill-stand-a-chance-at-wide-adoption/















© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 7 7

Why We Wait… Too Many Touch Points

Too many touch points in today’s network to change and enable

services introduce risk requiring off-hours maintenance windows

Hop by hop provisioning is slow, prone to errors and introduces risk

In a 2012 survey by IDC

almost half of the

respondents noted that their

network is not well suited for

making changes and loses

resiliency when doing so.

Source: IDC's Why the

Network Matters Survey - 2013

New Service

Hop by hop

provisioning

1


Solution: Fabric Connect to End the Waiting Game

Turns the network into a private cloud infrastructure.

Network is simple, resilient and agile

End point provisioning only – no more hop-by-hop

Hands-off core eliminates risk

Elimination of complex protocol overlays improve stability and recovery times

Hands-off core prevents errors and decreases severity of change requests

New Service

Edge-Only

Provisioning

From 4-6 protocols down to 1

1


Ending the Waiting Game for our Customers

© 2011 Avaya Inc. All rights reserved. 9

NETWORK RECOVERY:

From seconds / minutes to

milliseconds

“We reduced recovery times for inter-site failures

from 1-2 seconds down to 20 milliseconds. Now

mailboxes don’t fall over, VoIP calls stay up. Its

seamless.” – Leeds Metropolitan University

TROUBLESHOOTING:

From hours / days to minutes

“We used to have to spend a whole day

troubleshooting a single site. Now troubleshooting is

so clear that it takes very little time. It’s literally a no-

brainer.” – Jefferson County Public Schools

MAINTENANCE WINDOWS /

M-A-Cs:

From weeks to days /

minutes

“Previously we needed six weeks for network changes.

Now we can implement them in days.” – Fujitsu

APPLICATION

DEPLOYMENT:

From Months to weeks / days

New implementations now occur quickly, which is

essential to a hospital’s smooth operation.”

– Franciscan Health Alliance

1


Ending the Waiting Game Impacts the Bottom Line

The average cost of labor per month:

Avaya Competition

Low frequency changes $5.70 $17.03

High frequency changes $57.00 $170.3

5 Year Amortization for Low Frequency Change Environment

$0

$100,000

$200,000

$300,000

$400,000

$500,000

$600,000

Avaya Competition

$136,800

$554,400

1

Avaya’s carrier knowledge and innovation in 2005 with PBB/ PBT became the foundation or our IEEE standards based Fabric Connect that provides your customer an excellent foundation for a software-defined networking strategy today

11 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.

Ending the Waiting Game Improves your life!

Today’s Networks can be characterized as:

– Complex: Based on multiple legacy technologies

– Slow: Seconds even minutes for recovery from failures

– Static: Moves, adds and changes weeks / months

Avaya Fabric Connect is a new way to build networks

– Simple: One next-generation technology; 25x less provisioning

– Fast: Sub-second recovery from failures – transparent to users.

– Agile: Moves, adds and changes in minutes

"The Avaya solution has

given me a lot more sleep at

night."- Rick Bolt, Network

Engineer, Franciscan Alliance

1


Why is Cisco vulnerable now? (SALES)

Large install base of Cat6500/3500/3700 = EoS

Data Center Architecture confusion and weakness – Market moving to ToR (Top of Rack model)

– Multiple Fabric options, each closed to the other, limited support end to end, Fabric only applicable to Nexus tier.

– Be aware they may also propose 2 Tiers Leaf-Spine CloS Architectures – Fabrics for Cisco = FabricPath or DFA or ACI or VPC or OTV or PBB EVPN

– Now there is the ACI/APIC strategy which functionally requires new hardware AND new virtual switching which are closed to other Cisco HW platforms

Insieme (SDN strategy) acquisition confuses everyone further – SDN push is big for them right now (Cisco ACI/APIC)

– Cisco ACI/APIC requires a closed Clos leaf spine architecture AND a new virtual switch AND an out-of-path Northbound server controller – Do you remember the Nexus 1000V? That is now tied directly to the Cisco

9000 platform

– Only applies to new products such as Nexus 9000 – Customers must route between existing Cisco legacy gear and ACI/APIC leaf

switches

– ANOTHER FORKLIFT

– Note: 6800 is more of a campus play than Data Center. 6800 was well received by customers with 6500

– Appealing ACI story – Sounds good for apps – But requires a new hypervisor switch which server teams will NOT be pleased to accept.

AVAYA CONFIDENTIAL – INTERNAL USE ONLY

2


Limitations of Cisco FabricPath 2014

Due to Cisco’s Implementation of their FabricPath TRILL header, customer will not be able directly extend L2 DCI services provisioning across OTV

FabricPath implementation in a datacenter requires an extensive VDC construct architecture

Slow Convergence across fabric, no universal BFD integration

L3 Pathing through FabricPath is both deterministic and manual --- IP Shortcuts without shortcuts!

HSRP model requires Master MAC Pseudo-node, untested beyond FabricPath

Anycast sharing between vPCs or FabricPath domains requires shared HSRP IP/MAC

Troubleshooting Multicast issues in a FabricPath tree is problematic

FabricPath is only maintained in certain Nexus 5000/7000 switches and line cards – not in any of the newer Nexus 3000, 6000 and 9000 switches

Minimal Integration with Nexus 1000V, none with AVS

Requires extensive licensing to provide base L3 services

.

2


Limitations of Cisco Dynamic Fabric Automation

Cisco’s requires utilization of FabricPath encapsulation for L2 forwarding in DFA

DFA is only supported successfully in higher capacity Nexus 7000 F2+ line cards for spine implementations

L3 ECMP through DFA requires knowledge of MP-iBGP and Route Reflectors which is operationally challenging for data center operators

Required licensing to deploy FabricPath along with additional L3 licensing per leaf switch

Only leaf–spine deployments are considered best practice

POAP provisioning Cisco proprietary with custom LLDP extensions

DCNM required for full DFA fabric management beyond per node config

Troubleshooting Multicast issues with DCNM problematic

Minimal Integration with Nexus 1000V, none with AVS

.

2


Limitations of Cisco Application Centric Infrastructure

Completely new overlay architecture, completely different

ACI requires eVXLAN overlay for L2 over L3 tunneling

ACI requires hypervisor connectivity, no physical server

Proprietary closed APIC controller, proprietary OPFLEX southbound control protocol

Only leaf–spine deployments considered best practice

Requires AVS replacement of existing VMWare/Hyper-V/KVM virtual switch for full functionality

DCNM and APIC required for full EPG fabric management beyond per node config

Only supported with a Nexus 9000 forklift – no association with Nexus 7700 line cards

Not supported with OTV for L2 DCI, no supported extensions for VXLAN over EVPN.

2

© 2014 Avaya Inc. All rights reserved. 16 16

Business Continuity

• 6x9’s when it matters

• Extend @ Cloud speed

• Application/Context

Awareness

• In-production service

enablement

• Emergency Services

DR Capabilities

• Native Fabric Extension

• High Performance DC Fabric

• VM Mobility, Lowest Latency,

• Highest performance East-

West flows (near 20TB)

• In service maintenance and

operations

WHY Avaya’s Virtual Enterprise? – SDN Ready NOW!

ONE….

• Enterprise Fabric

• PROTOCOL

• Converged Infrastructure

• Multi-Tenants

• Multi-Services (16M+)

LOWER TCO

• Reduced Time to Service

• Minutes vs. weeks

• Edge-only provisioning

• Automated Provisioning

with Fabric Attach

• Green IT – Cooling – Power

• Smart Buildings

• Simplified Architecture

Security

• 16M+ Secure Zones

• IP hacking prevention

• PCI compliance simplification

• Private Stealth networks

• Secure BYOD & VDI

Cloud Scale & Agility

• Unmatched Multicast

scalability and reliability

• IPTV, CCTV, Digital

Signage, CC supervisor,

CC Desktop Display, IP

Wallboards, etc…

• Embedded Monitoring Tools

• All cloud deployment models

supported & PODs support

Reduced TCO & Utility pricing

Enhanced Security & Cloud scale

Business Continuity DR Capabilities

Customer Satisfaction


Displacing Cisco with Avaya (SEs & Sales)

Increased business continuity

Finally Eliminate Spanning Tree and increase reliability of networking infrastructure from your Enterprise

No maintenance windows with Active/Active model

Branch Office extends just like a Wiring Closet

Multicast simplicity – no PIM & OSPF requirement

Virtual Services creation for L2 & L3 secure separation

Stealth Network solution – Your IP Network is invisible

Multi-Tenants & Multi-Services embedded

Seamless Devices & WLAN provisioning for automation

Why bother..?


3

Cisco Competitive Displacement and Migration to Avaya’s Fabric Enabled Architecture

Avaya Fabric Solutions September 2014


3


Strategic Technical Deals Experts Support Networking/Fabric Global DSE & CSE

– Andreas Herden [email protected] +49 6975051563

– Jean Turgeon (backup) [email protected] +1 6135959100

US – West

– Steven Emert [email protected] +1 6127665502

US – East

– Ed Koehler [email protected] +1 2128414771

Americas International

– Scott Cheval [email protected] +1 5149567262

– Rowan Smillie (backup) [email protected] +1 6135959440

Europe

– Adrian Brookes [email protected] +44 1483308133

– Andreas Herden (backup) [email protected] +49 6975051563

GGM

– Matt Palmer [email protected] +971 44048242

– Maan Al Shakarchi (backup) [email protected] +971 44048238

Asia Pacific

– Lui Simonetti [email protected] +61 293529209

– Gates Zeng (backup) [email protected] +61 293529204

– Marcos Mubaied (backup) [email protected] +81 355758776

3


1st Migration Scenario

This scenario starts at the edge of the Campus and then to the Core.

Realize some customers depending on life cycle of their products may start in the Campus Core – But usually they see less risk starting with another vendor at the

edge of the campus

– They could also have a need to improve their Data Center Edge model

– From EoR/MoR to ToR

We need to establish where the customer stands so we can propose the right migration strategy

These scenarios want to demonstrate it is an evolution not a revolution

Customer must be presented end to end Fabric value proposition as you engage into migration scenarios.

3


Traditional Cisco Campus/Core Design

Server Access

DC Core

Campus Core

Campus Distribution

Campus Access

WAN Access

Advantages:

VSS provides active/active Core

2-Tier Data Center design

Disadvantages:

Perpetuates Spanning Tree ***

Offers active/standby or requires OSPF/ECMP

Requires Aggregation Tier & Layer 3

Device-based, link-by-link configuration

Device-based virtualization

Legacy WAN Access solution

*** : Note, VSS is now supported on CAT4500, but known to be

unstable. This could remove Spanning Tree at the edge or they

also use FlexLink in some accounts (Active/Standy fast fail over)

C3750 C6500 + VSS C6500 + VSS C4500 C35XX/3750

3


Migration – Starting from Campus Edge – Step 1

Server Access

DC Core

Campus Core

Campus Distribution

Campus Access

WAN Access

Advantages:


2-Tier Data Center design

Disadvantages:

Perpetuates Spanning Tree ***

Offers active/standby or requires OSPF/ECMP

Requires Aggregation Tier & Layer 3

Device-based, link-by-link configuration

Device-based virtualization


*** : Note, VSS is now supported on CAT4500, but known to be

unstable. This could remove Spanning Tree at the edge or they also

use FlexLink in some accounts (Active/Standy fast fail over)

C3750 C6500 + VSS C6500 + VSS C4500 C35XX/3750 ERS 4800

3



Server Access

DC Core

Campus Core

Campus Distribution

Campus Access

WAN Access

Advantages:


Fabric Enabled Aggregation to Edge (L2 & L3 VSNs)

2-Tier Campus design possible if aggregation layer was only

used for Spanning Tree Control / Domain size

Spanning Tree is removed from Campus

Active/Active Edge – Devices and Links

OSPF/ECMP can be used for Core Connectivity

Disadvantages:

Device-based, link-by-link configuration from DC to Campus

Device-based virtualization (VLANs & VRF)


C3750 C6500 + VSS C6500 + VSS C4500 ERS 4800 VSP 8000

3


Migration – Starting from Campus Edge – Step 2a Using Fabric Attach Edge

Server Access

DC Core

Campus Core

Campus Distribution

Campus Access

WAN Access

Advantages:


Fabric Enabled Aggregation to Edge (L2 & L3 VSNs)






Automated Provisioning using Fabric Attach on WLAN 9100

Disadvantages:

Device-based, link-by-link configuration from DC to Campus

Device-based virtualization (VLANs & VRF)


C3750 C6500 + VSS C6500 + VSS C4500 FC: ERS 4800 FA: 4500/5600

VSP 8000

ID Engines

3


ERS 4800


Server Access

DC Core

Campus Core

Campus Distribution

Campus Access

WAN Access

Advantages:


Fabric Enabled Campus Core to Edge (L2 & L3 VSNs)






Disadvantages:

Device-based, link-by-link configuration for DC to Campus

Device-based virtualization (VLANs & VRF) in Data Center


C3750 C6500 + VSS C6500 + VSS VSP 8000 VSP 9000 ERS 8800

Campus Core

Campus Distribution

ID Engines

3


ERS 4800

Migration – Now the Data Center – Step 4

Server Access

DC Core

Campus Access

WAN Access

Advantages:

SMLT/RSMLT Active/Active Core + Fabric Connect

Fabric Enabled DC Core to Campus Edge (L2 & L3 VSNs)

2-Tier Campus & DC design possible

Spanning Tree FREE Enterprise


Inter-operability with Cisco DC Edge & legacy protocols

Strong Campus Multicast Solution with Fabric

Disadvantages:

Device-based, link-by-link configuration for DC edge to

Campus

No DC edge Fabric support


C3750 C6500 + VSS VSP 8000 VSP 9000 ERS 8800

Campus Core

Campus Distribution

VSP 9000

DC Core

ID Engines

3


ERS 4800

Migration – E2E Data Center to Campus – Step 5

Server Access

DC Core

Campus Access

WAN Access

Advantages:


Fabric Enabled DC Edge to Campus Edge (L2 & L3 VSNs)

2-Tier Campus & DC design Implemented



Inter-operability with Cisco WAN Edge & legacy protocols left

Differentiated E2E Fabric, Unicast, Multicast, L2 and L3 VSNs

Faster TTS, increased reliability and scalability

Disadvantages:


C3750 VSP 8000 VSP 9000 ERS 8800

Campus Core

Campus Distribution

VSP 9000

DC Core

Server Access

VSP 7000

ID Engines

3


ERS 4800

Migration – Now the Branch – Step 6

Server Access

DC Core

Campus Access

WAN Access

Advantages:


Fabric Enabled DC Edge to Campus Edge (L2 & L3 VSNs)

2-Tier Campus & DC design Implemented



Inter-operability with Cisco WAN Edge & legacy protocols left

Differentiated E2E Fabric, Unicast, Multicast, L2 and L3 VSNs

Faster TTS, increased reliability and scalability

Extended Fabric across entire Enterprise

Disadvantages:

None

VSP 8000 VSP 9000 ERS 8800

Campus Core

Campus Distribution

VSP 9000

DC Core

Server Access

VSP 7000

VSP 4000

WAN Access

ID Engines

3

Avaya Fabric Connect in Action!

Customer References and Fabric Wins

3


Recent WINS..! 3


Middle East Recent WINS summary!

Keystone Academy (Beijing)


What are Customers saying?

“Previously we… needed a lead time of

up to six weeks…; today we can

implement similar tasks within days.”

Albert Knoll,

Network Operations Manager, Fujitsu

“What Avaya has done with its networking technology at Sochi, I wish I had that in Vancouver, it would have made my life

much better”

Ward Chapin, CIO 2010 Vancouver Olympics

"We needed to extend services to another data center without any

business interruptions, Avaya was the vendor with the most viable solution to

meet our needs” "We had maintenance window to

transition services associated with vlans, some were forgotten, but with Fabric

Connect we were able to easily extend the one's forgotten, in the past we

would have had to re-schedule the changes another weekend and revert

back, not this time”

Stuart Russell, Leader Networking Engineering – Westpac/St George Bank

3


Customers and Partners Couldn’t Wait!

"We are able to meet the PCI DSS compliance very easily, we don’t need to change the core

configuration at all”

“…Inter-site failovers …to 20 milliseconds… if we lost links people didn't notice…OSPF we got it down

to a couple of seconds but people saw it.”

Phil Taylor, Communications Consultant

"Fabric Connect is the next big thing that will revolutionize the networking space. Avaya did

not stop there, they added a complete portfolio of switches, AP’s and applications that will give an

end to end solution that is unmatched to anything I have seen throughout the

marketplace”

Peter Smith, President, NetAdmins

3


IIX Inc. didn’t wait…

“IIX’s Global Interconnection Platform is supported by Avaya's Innovative Fabric Connect technology, end-to-end.

You can now have a ONE HOP WAN service, globally, while also securely and directly connect to the Cloud services that are important to your business. With IIX, you can bypass the public Internet.”

Al Burgio, CEO, IIX Inc.

3


Other Recent Wins!!!

Al Noor Hospitals – UAE – Installed

Barwa City – Qatar – Just won the order ($3.4M Data – 8000 CCTV cameras)

Dubai Electricity and Water Authority – UAE – Installation in progress

Sheraton Doha – Qatar – Just won the order

Kempinski Hotel - Mall of the Emirates – UAE – Just won the order

Tekfen Stadium – Turkey – Just won the order

Bangalore International Airport – India – Implementation completed

Chiba University Hospital – Japan

ZTV – IPTV Service Provider – MPLS RIP!

Fiducia – Migrating to SPB now

5 School Boards in Quebec!!!!!

3


802.1

Protocols run independently.

PIM

Stability

Instability & Complexity

Nu

mb

er

of co

ntr

ol p

lan

es

Data Center ONLY with FabricPath

Legacy Model (Cisco)

Complex Nodal provisioning

Stability

Stability, Scalability & Simplicity

802.1

Fabric Connect

OAM

ONE protocol

Nu

mb

er

of co

ntr

ol p

lan

es

ONE PROTOCOL E-2-E (L2, L3, Unicast, Multicast)

Avaya’s Fabric Connect

Simple provisioning for end-to-end Services

OTV

3 A Profound Impact on how networks will be built!


UC Zone

Tenant 2 Zone

Guest Zone

Contractor Zone

Avaya’s Multi-Services & Multi-Tenancy Support Enables “Security Zones” Enterprise-Wide / PCI compliance

3


Avaya Fabric Connect: Setting a new standard for IP Video Surveillance

10x Scalability

3x Performance

50x Faster Re-convergence

“Makes my product look and perform as designed.” Pelco

3


Use Case: Video Surveillance Making it work the way it should!

3


802.1

PIM

Stability

Instability & Complexity

Nu

mb

er

of co

ntr

ol p

lan

es

Complex, Fragile & slow

Legacy Model

Complex Nodal provisioning

Protocols run independently

and managed

separately.



Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available Video Not Available

Video Surveillance – Legacy Model using PIM

3


Stability

Stability, Scalability & Simplicity

802.1

Fabric Connect

OAM

Nu

mb

er

of co

ntr

ol p

lan

es

Multiservice networking using ONE protocol

Avaya’s Fabric Connect

Simple E2E Services

ONE protocol L2&L3



Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available

Video Not Available Video Not Available

Video Surveillance – Using Avaya’s Fabric Connect

3


With Avaya’s Fabric Connect you can…

or more

Faster Time-to-Service

Up to

Less Resources

Up to

Improved QoE for IPTV viewers

Up to

More Video surveillance cameras

Digital signage

Secure Compliance (PCI) Stealth Networks (No IP topology)

Standards based Interoperability

Make more Money $$$

Secure & Protect your Investments

Save costs & reduce risks

Implement New & Better Services

better Business Continuity &

Disaster Recovery

Core changes Public Safety focus

Multicast Solution

in the Market

Up to

Faster Applications Delivery

Unique services

3

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