Cisco Switching N Routing Competitive Reference

CisCo sWiTCHiNG & RouTiNG CompeTiTive RefeReNCe Guide
Contents
CISCO SWITCHING COMPETITIVE REFERENCE GUIDE
Introduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 3Com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17 Extreme. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31 Nortel. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .45 ProCurve. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57 Force10.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .69 Foundry. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .77 Huawei. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .91 Alcatel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103 D-Link. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 113 Cisco.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 123
CISCO ROUTING COMPETITIVE REFERENCE GUIDE
Introduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 135 Huawei. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 149 3Com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 159 Juniper.Networks. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 167 Nortel. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 179 Appliance.Competitors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 193 Cisco.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 223
Cisco Confidential
SWITCHING
INTRODUCTION
Introduction
Welcome.to.the.2007.Cisco.Catalyst.Switching.Competitive.Reference.Guide .. This.guide.provides.information.about.selected.LAN.switching.competitors. (3Com,.Extreme.Networks,.Nortel,.ProCurve.Networking,.Force10.Networks,. Foundry.Networks,.Huawei,.Alcatel,.and.D-Link).and.highlights.multiple. perspectives:.products,.sales,.weaknesses,.and.sales.tactics .. The.objective.is.to.outline.the.advantages.of.Cisco.Catalyst.LAN.switches. in.comparison.to.competitive.offerings,.and.to.help.you.address.Cisco. competitors.as.you.encounter.them .. A.Switch.Positioning.and.Overview.section.provides.a.quick.comparison.of.how. competitive.offerings.are.positioned.relative.to.the.current.Cisco.switches ..
ORGaNIzaTION
. . . .
.Switch.Positioning.and.Overview .Merchant.Silicon:.A.False.Panacea .TCO.Versus.Value.Benefit.Analysis .Competitor.Profiles
..................Who.They.Are.and.What.They.Sell ..................Typical.Network.Configuration ..................Product.Overviews.and.Vulnerabilities ..................Weaknesses ..................Sales.Tactics... . . .Why.Work.With.Cisco .Why.Choose.Cisco
Cisco Confidential
INTRODUCTION
Introduction
Table.2
D aTa C E N T E R a C C E S S S W I T C H E S D E C E M B E R 1, 2 0 0 6
Switch Positioning and Overview

The.charts.on.the.following.pages.position.the.switches.from.commonly. encountered.competitors ..You.will.see.products.listed.multiple.times.as.they. have.dual.roles.and.are.used.differently.in.small,.medium,.and.large.networks .. The.charts.are.a.guideline.as.to.how.the.devices.can.be.used .. Table.1.lists.the.competitor.switches.mapped.against.Cisco.wiring.closet. switches.as.of.December.2006 ..Table.2.lists.the.competitor.switches.mapped. against.Cisco.data.center.access.switches.as.of.December.2006 ..Table.3.lists. competitor.switches.mapped.against.Cisco.distribution.and.core.data.center. access.switches.as.of.December.2006 .
Table.1
WIRING CLOSET SWITCHES D E C E M B E R 1, 2 0 0 6
Cisco.
3Com
Extreme
Nortel
ProCurve
Force10
Foundry
Huawei
Alcatel
D-Link
Data Center accessBlade Switches Cisco.3030..Dell. Cisco.GESM***..HP Cisco.GESM***..IBM Data Center accessFixed-Configuration Switches Catalyst. 49xx. Series 55xxG Summit. 400 BS/ERS. 5xxx 62xx S50,. S2410 FastIron. Quidway. 4802,. S56xx 9604 685X
Data Center accessModular Switches Catalyst. 88xx.(1) 65xx. Series Black- ERS.83xx, Diamond. ERS.86xx 88xx,. 10808 81xx,. 93xx,. 9408 E300,.600, 1200 BigIron. RX, MG8 Quidway. S85xx 97xx,. 98xx
Table.3
D I S T R I B U T I O N a N D C O R E D aTa C E N T E R a C C E S S S W I T C H E S D E C E M B E R 1, 2 0 0 6
Cisco.
3Com
Extreme
Nortel
ProCurve
Force10
Foundry
Huawei
Alcatel
D-Link
Wiring ClosetFixed-Configuration Switches Catalyst. 2960. Series 42xx,. 42xxG,. 44xx,. 45xx,. 387XG Summit. 200 325,.425,. 460,.470,. 3510,. 1424T 25xx,. 26xx. 28xx,. 42xx Edge. Quidway Iron,.Fast. S3000,. WorkS3900 group.X 62xx 32xx,. 35xx,. 38xx
Cisco.
3Com
Extreme
Nortel
ProCurve
Force10
Foundry
Huawei
Alcatel
D-Link
Distribution and Core Switches Catalyst. 45xx. Series Catalyst. 65xx. Series 77xx .Black- BS**/ERS*. Diamond. 5xxx. 68xx BlackERS*. Diamond. 83xx,. 88xx,. ERS*.86xx 10808 62xx. S50,. S2410 FastIron. 4802,. 9604 BigIron. RX, MG.8 Quidway. S56xx 96xx,. 97xx DES6500
16xx, 26xxPWR,. Catalyst. 44xxPWR, Summit. 55xx.(1),. 300,.400 3510,... 28xx, 3560. BS**/ERS*. 34xx,.. Series 45xxPWR,. 387XG 5xxx 35xx, 53xx Catalyst. 3750. Series 55xx,. 55xxG Summit. 16xx, 400,.. BS**/ERS*. X450,. 5xxx X450a/e 34xx,. 35xx, 53xx,. 54xx S25P,.. S50,.. S50V
FastIron. Quidway Edge, 5000,. EdgeIron, S56xx FastIron. Edge.X FastIron. Edge, FastIron. Edge.X Quidway 5000,.. S56xx
66xx,. 68xx,. 685x
33xx, 38xx
88xx
81xx,. 93xx,. 9408
E300,.600, 1200
Quidway. S85xx
97xx,. 98xx
66xx,. 68xx,. 685x
33xx, 38xx
.*ERS:.Ethernet.Routing.Switch,.older.versions.may.use.the.Passport.designation .**BS:.BayStack.Products. .***Cisco.GESM:.Gigabit.Ethernet.Switch.Module
Wiring ClosetModular Switches Catalyst. 45xx. Series 77xx Alpine. BS**/ERS*. 38xx,. 5xxx, Black- ERS.83xx Diamond. 68xx, BlackDiamond. 88xx BlackERS*. 83xx, Diamond. 68xx,. ERS*.86xx 88xx,. 10808 53xx,. 54xx, 81xx FastIron. Super. X/SX, .BigIron. RX. Quidway. S65xx 96xx,. 97xx DES6500
Catalyst. 88xx.(1) 65xx. Series
81xx,. 93xx,. 9408
ES600, ES1200
FastIron. Quidway. Super.X/ S85xx SX, BigIron. RX,.MG8
97xx,. 98xx
Cisco Confidential
Cisco Confidential
INTRODUCTION
Introduction
Merchant Silicon: A False Panacea
Merchant.silicon.refers.to.the.outsourced.application-specific.integrated. circuits.(ASICs).that.switch.vendors.source.from.chip.developers ..Unlike.most. of.its.Ethernet.switching.competitors,.Cisco.has.avoided.the.use.of.merchant. silicon.and.continues.to.invest.in.the.development.of.ASICs ... Using.merchant.silicon.enables.Ciscos.switching.competitors.to: . . . .Reduce.production.costs. .Facilitate.entry.into.new.markets. .Round.out.product.lines
WHy CUSTOMERS SHOULD NOT BUy MERCHaNT SILICON TCO.CONSIDERATIONS
Total.cost.of.ownership.(TCO).is.calculated.based.upon.the.capital.expenditure. (CapEx).and.the.operational.expenses.(OpEx).over.the.total.product.longevity. (length.of.time.a.product.is.used) ..By.using.merchant.silicon.to.build.a.switch,. CapEx.is.lower.because.of.the.origin.of.the.product ..Conversely,.the.OpEx.is. predicted.to.be.higher,.due.to.the.limited.development.and.feature.set.of.the. products .

DANGERS.OF.PRODUCTS.BUILT.ON.MERCHANT.SILICON
However,.while.switches.that.use.merchant.silicon.are.sometimes.promoted. as.enterprise-class.products.that.promise.to.deliver.performance.and. functionality,.customers.should.evaluate.whether.these.low-cost.products.are. designed.and.built.to.satisfy.cost.needs.rather.than.customer.needs .

aDOPTION OF MERCHaNT SILICON
As.the.networking.industry.evolved,.demands.on.network.equipment. manufacturers.changed.from.the.highest.switching.capacity.and.the.highest. density.to.more.complex.requirements ..These.include.combining.high. performance,.high.density,.and.business-critical.services.at.cost-effective. pricing ..The.need.to.reach.aggressive.price.points.and.the.expense.of. maintaining.chip.development.teams.has.led.some.network.manufacturers. to.outsource.aspects.of.product.development.to.merchant.silicon.providers ... These.merchant.silicon.companies.now.produce.a.massive.array.of.silicon. products.that.can.be.taken.by.network.equipment.manufacturers.and.made. into.end-user.products,.such.as.LAN.switches,.wireless.devices,.WAN.routers,.. and.storage.devices .. Manufacturers.using.merchant.silicon.typically.rely.on.the.merchant.silicon. vendors.to.understand.customer.requirements ..The.problem.with.this. approach.is.that.the.silicon.foundries.do.not.have.either.the.channels.or.the. customer.contact.to.truly.understand.what.business.problems.the.customer. hopes.to.address ..
Merchant.silicon.seems.to.solve.the.main.problems.a.network.manufacturer. encounters.when.trying.to.design,.build,.and.produce.products.for.a.market. segment.willing.to.accept.low-cost.products.with.moderate.functionality .. However,.merchant.silicon.does.not.allow.for.scalable.products.to.be.produced. today ..In.fact,.merchant.silicon.is.accelerating.the.production.of.multiple-task,.. single-entity.products.limited.to.the.features.that.a.merchant.silicon.provider. can.easily.provide ..In.time,.this.results.in.more.boxes.that.need.to.be. implemented,.integrated,.and.managed.within.the.network,.resulting.in.higher. OpEx ..It.also.means.the.merchant.silicon.provider.may.not.have.knowledge.of. networking,.or.more.importantly,.of.end-customer.needs .. Recently,.more.and.more.switching.products.using.merchant.silicon.have.been. appearing.in.the.marketplace ..They.rely.on.time-to-market.to.differentiate. themselves.from.their.competitors,.even.if.it.means.going.to.market.with. immature,.not.fully.developed.features ..This.has.led.to.a.shift.in.the.industry. as.power.and.influence.swing.from.the.network.product.manufacturers.to. the.merchant.silicon.vendors ..Originally.network.manufacturers.designed.a. product,.and.then.asked.the.merchant.silicon.companies.to.build.ASICs.to. that.specific.design ..Now,.it.appears.merchant.silicon.companies.design.and. produce.ASICs.and.then.expect.the.network.manufacturers.to.build.products. around.those.ASICs ..The.result:.Fewer.innovative.networking.products.are. available.to.customers .
Cisco Confidential
Cisco Confidential
INTRODUCTION
Introduction
WHO USES MERCHaNT SILICON?
TCO Versus Value Benefit Analysis

Customers.want.to.achieve.superior.business.results.within.budget.in.todays. competitive.environment ..Cisco.competitors.often.claim.a.lower.TCO,.typically. citing.initial.acquisition.cost.and.a.maintenance.contract.over.a.short.time.frame. (three.years).as.proof.of.this.claim ..This.view,.though.it.may.be.well.intended,. can.be.misleading.for.the.following.reasons: . .. iscos.modular.design.philosophy.differs.from.its.competitors ..The.Cisco. C Catalyst.4500.and.6500.Series.Switches.are.designed.to.be.upgradable. while.competitors.typically.release.a.completely.new.platform.lacking. hardware.compatibility,.potentially.forcing.customers.to.invest.in.a.. different.architecture.within.three.to.five.years,.at.significantly.higher. overall.cost . .. isco.products.offer.a.richer.feature.set ..This.feature.richness.helps.. C explain.why.customers.are.sometimes.willing.to.pay.premium.prices.for. Cisco.switches ..These.value-based.elements.are.often.ignored.or.lost. in.a.TCO.analysis ..Competitors.have.inserted.the.implied,.misleading. assumption.that.their.products.have.the.same.range.of.features.as.Cisco. switches,.which.generally.is.not.true ..Cisco.products.typically.offer.higher. levels.of.security,.scalability,.availability,.IP.convergence,.and.manageability. features.than.competing.product.portfolios . .. he.TCO.analysis.is.put.into.a.limited.context.that.ignores.ongoing.. T network.and.administration.costs,.which.can.comprise.70-75%.of.. lifetime.costs ..A.larger.omission.is.the.failure.to.recognize.that.the. network.is.the.fundamental.delivery.mechanism.for.IT.(server,.PC,.storage). infrastructure.services ..Costs.avoided.on.the.networking.component.(10. to.15%.of.IT.expense).are.a.false.economy.when.poorer.IT.infrastructure. performance.results.in.increased.downtime,.greater.incidence.of.security. issues,.or.longer.wait.times.and.lower.productivity.experienced.by.the.IT. user.community .
Table.4.lists.the.vendors.that.use.merchant.silicon ..Cisco.expects.use.of. merchant.silicon.to.proliferate.because.it.solves.the.budget.constraints.of. various.network.vendors ..However,.it.offers.limited.room.for.differentiation.and. value-added.features .
Table.4
USE OF MERCHaNT SILICON
.. Fixed
3Com 38xx, 42xx, 44xx, 55xx, 55xxG
Extreme
Nortel
ProCurve 26xx, 28xx, 34xx, 6108
Force10 S50,. S2410
Foundry
Huawei
Alcatel
D-Link
Summit. ERS.55xx 400
EdgeIron.. Quidway. (All) 56xx
.
FastIron. Super.X.
Modular
SUMMaRy
It.is.easy.to.see.why.network.equipment.manufacturers.might.be.attracted.. by.the.time-to-market.and.low-cost.characteristics.of.merchant.silicon .. However,.end.customers.who.select.a.merchant.silicon.product.lose.the.price. advantage.in.a.two-.to.three-year.investment ..Over.time,.the.customer.who. deploys.a.series.of.merchant.silicon.devices.will.end.up.with.more.boxes. to.manage.and.support,.a.less.cohesive.and.less.functional.network,.and.a. higher.level.of.operating.expenses.resulting.from.these.factors ..
Cisco Confidential
Cisco Confidential
INTRODUCTION
Introduction
Figure.1.compares.and.contrasts.Ciscos.modular.design.approach.and. product.evolution.with.those.of.selected.competitors .
Figure.1:.Ciscos.Evolutionary.Approach
Cisco: Most line cards, power supplies, and gigabit interface converters (GBICs) can be used going forward. Foundry: No line cards and few power supplies can be used. Some GBICs may be usable. Extreme: No line cards or power supplies can be used. Some GBICs may be usable. ProCurve: No line cards can be used. Selected GBICs and power supplies are usable.
Architectures designed to evolve as technology evolves

Cisco Systems
Catalyst 65xx Sup 2 Forwarding Services Module Sup 720 67xx Cards IPv6 Sup 720 3BXL Sup 720 3B MPLS Sup 32 Sup V 10G 10G Uplinks SSO
Catalyst 45xx
Sup 2 Pre-Std PoE
Sup 3 Security Adv QoS
Sup 4 Std PoE
1998
2000
2002
2004
2006
Architectures designed to change every 3-5 years

Foundry Networks
Chassis and Power Supply Forward Compatible Big Iron Iron Core ASIC Not Forward Compatible Not Forward Compatible Big Iron RX
Skeptical?.Supervisor.modules.have.comprised.15-20%.of.the.configured.cost. of.Cisco.Catalyst.4500.or.Catalyst.6500.Series.Switches ..Assuming.a.claimed. 40%.premium.and.20%.configured.cost.paradigm,.this.becomes.a.simple.math. exercise ..Initial.competitor.investment.is.100%;.assume.in.3-5.years,.a.platform. refresh.is.necessary,.and.its.costs.will.be.equivalent.to.the.initial.investment.plus. the.upgrade.will.require.personnel.costs ..In.the.second.phase,.Cisco.requires. a.less.time-consuming.(less.downtime),.less.costly.upgrade.versus.a.complete. chassis.replacement.for.a.competitor.product,.which.is.a.more.complex. operation ..The.following.net.result.is.solely.based.on.hardware.without.costs. of.support,.training,.and.administration ..Although.partially.complete,.a.different. picture.begins.to.emerge ..
Big Iron Jet Core ASIC No Performance Enhancements
Big Iron MG8
Competitor Initial.Investment Initial.Implementation.... Secondary.Investment.(Year.35).... . Secondary.Implementation........................... Cumulative.Hardware.Investment...... 100% 15% 100% 15% 230%
Cisco 140% 15% 28%.(20%.of.140) 5%.(1/3.initial.implementation). . 188%
Extreme Networks
BlackDiamond 68xx
Not Forward Compatible
BlackDiamond BlackDiamond 10808 88xx Not Forward Compatible Not Forward Compatible 42xx
ProCurve Networking by HP
53xx Not Forward Compatible 40xxM
54xx
41xx
Competitors.often.introduce.a.modular.platform.and.replace.it.every.three. to.five.years.with.little.regard.for.the.customers.investments.in.hardware,. software,.and.training ..Cisco.introduces.a.platform.that.evolves.as.technology. evolves.and.the.short.TCO.time.spans.used.by.competitors.ignore.this.fact .. Large.secondary.investments.in.competing.products.are.needed.usually.in. year.four.or.five.and.are.outside.the.typical.TCO.window.that.competitors. use ..A.Cisco.platforms.richer.feature.set.is.lost.in.the.TCO.analysis ..Figure.2. depicts.how.an.initial.investment.in.Cisco.hardware.actually.costs.less.over.two. investment.cycles.despite.having.an.initial.price.premium.over.a.competitor. offering ..The.primary.factor.is.the.capability.to.upgrade.Supervisor.modules. and.take.advantage.of.common.equipment.at.various.points.throughout.the.life. cycle.of.Cisco.Catalyst.4500.and.Catalyst.6500.Series.platforms .
Figure.2:.Cost.Offers.Greater.Investment.Protection
Cumulative Hardware Dollars Invested Hardware Dollars Invested Competitor Cisco
Secondary Cisco Purchase
Initial Cisco Purchase Premium
Cisco Feature Premium - Security / Services Capability - High Availability - Scalability - Manageability - Investment Protection
Secondary Competitor Purchase
Initial Competitor Purchase
Upgrade / Secondary Investment
Initial Cisco Purchase Initial Competitor Purchase
Lifetime Duty Cycle Years
Cumulative Duty Cycle Investment
10
Cisco Confidential
Cisco Confidential
11
INTRODUCTION
Introduction
Table.5
D O W N T I M E C O S T F O R Va R I O U S I N D U S T R I E S
Support.and.other.elements.need.to.be.factored.into.the.analysis ..If.you. assume.annual.system.support.costs.of.8%,.the.Cisco.offering.is.less. expensive.on.a.cumulative.basis.after.the.second.investment.cycle ..Until. then,.Cisco.appears.more.expensive ..Clearly,.customers.must.consider.their. long-term.business.needs.rather.than.arbitrary.TCO.time.periods.set.forth.by. competitors . Although.the.above.analysis.has.focused.on.modular.switches,.a.similar. posture.can.be.taken.in.the.stackable.or.fixed-configuration.area ..Advanced. Cisco.features.such.as.Cisco.StackWiseTM. architecture.and.Power.over. Ethernet.(PoE).were.emulated.by.competitors.two.to.three.years.after.being. introduced.by.Cisco ..Network.Admission.Control.(NAC),.one-click.software. updates,.Smartport.macros,.and.802 .1x.Wake-on-LAN.are.recently.introduced. features.that.are.likely.to.be.implemented.by.competitors.in.two.to.three.years. depending.on.the.merchant.silicon.implementation.cycle.of.suppliers ..Which. is.a.better.value.for.the.customer? . . 1).. .switch.with.greater.features.costing.$2500,.which.is.likely.to.last.. A five.years?. 2).. ne.with.less.features.costing.$1500.and.likely.to.last.two.or.. O three.years?.
. Downtime. Cost Downtime. Hours Cost.per. Downtime. Hour Annual. Downtime. Cost.Per. Employee
Finance $220.million 1180
Healthcare $42.million 393
Transportation $32.million 298
Manufacturing $154.million 766
Retail $41.million 518
$188,000
$107,000
$107,000
$201,000
$79,000
$8500
$4400
$1900
$9000
$1900
Source:.2005.Cost.of.Enterprise.Downtime:. . North.American.Vertical.Markets.study.by.Infonetics.Research
This.table.illustrates.how.a.single.hour.of.downtime.in.any.of.these.examples.. is.cost-prohibitive.and.being.ignored.in.a.TCO.approach ..Costs.related.to. security.can.also.be.prohibitive.as.viruses,.worms,.and.other.forms.of.malware. can.result.in.significant.productivity,.financial,.and.intellectual.property.loss.. which.are.not.considered.in.a.TCO.approach ..Figure.3.creates.a.more.balanced. customer.evaluation.framework .
The.first.option.is.$42.per.month.($2500.for.60.months).and.the.second.is. $42-60.per.month.depending.on.longevity ..The.second.option.does.not.offer. the.extra.benefits.of.the.first.options.richer.feature.set.or.superior.ease.of.use,. which.results.in.higher.productivity.and.lower.network.administration.costs . Cisco.Catalyst.switches.are.designed.to.offer.high.service.and.the. high-availability.levels.required.by.customers ..The.Cisco.Catalyst.6500.Series. offers.high-availability.features.such.as.Nonstop.Forwarding.(NSF),.Stateful. Switchover.(SSO),.Cisco.IOS.Software.modularity,.and.fault.containment.to. maximize.customer.uptime ..The.cost.of.downtime.varies.by.customer.but.is. huge,.as.shown.in.Table.5 .
Figure.3:.Cost.Versus.Value
Initial.Purchase Implementation.Costs Ongoing.Support Training Management Administration Secondary.Investment.Cycle.Costs
Product.Longevity Security.Capabilities Ease-of-use.and.Manageability.Features Performance.and.Scalability Network.Design.and.Support.Capability Current.and.Future.Solution.Capability Investment.Protection
Cost-Based Elements
Competitor Strengths
Value-Based Elements
Cisco Strengths
12
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Cisco Confidential
13
INTRODUCTION
Introduction
NOTES
When.confronted.with.the.TCO.argument.and.framework,.point.out.that.it.is.a. useful.starting.point.but.is.incomplete ..Customers.need.to.consider.the.value. elements.offered.by.Cisco.which.are.ignored.by.the.cost-based.nature.of.a. TCO.exercise ..Adding.these.value.elements.results.in.a.more.balanced.view,. more.akin.to.a.cost.and.benefit.analysis .. Customers.are.buying.more.than.a.networking.product.or.components.when. working.with.Cisco.or.Cisco.partners ..They.are.buying.Cisco.expertise.and. commitment.to.making.them.successful.now.and.in.the.future ..Cisco.offers. the.broadest.range.of.LAN.switching.products,.from.easy-to-use,.highperformance,.fixed-configuration.switches.designed.for.SMB.customers.to. modular.Cisco.Catalyst.4500.and.Catalyst.6500.Series.platforms.designed. for.large.enterprises ..Cisco.has.the.most.experience.designing.and. supporting.networks.of.any.vendor.today.and.customers.can.take.advantage. of.that.expertise.by.working.with.Cisco.and.its.partners ..Cisco.is.committed. to.enabling.customers.success.because.this.assures.the.future.success.of. Cisco.and.its.partners,.regardless.of.the.product.or.service.purchased .
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3Com
3Com Overview
3Com.sells.LAN.switches,.routers,.wireless.devices,.security,.connectivity. (network.interface.cards.[NICs]),.and.IP.telephony.products.worldwide. primarily.through.indirect.channels ..3Com.has.a.strong.SMB.franchise,.. but.re-entered.the.enterprise.segment.in.2003.after.exiting.this.area.in.2000 .. Recent.products.are.designed.for.higher-density.enterprise.networking. environments.and.most.were.developed.as.part.of.a.joint.venture.with.Huawei. designed.to.increase.product.velocity.and.lower.costs ..3Com.took.control. of.the.H3C.venture.by.outbidding.partner.Huawei.with.an.$882.million.bid. in.November.2006 ..Huawei.is.barred.from.competing.in.the.Enterprise/SMB. routing.and.switching.areas.for.18.months.but.is.free.to.re-enter.these.markets. after.this.time.frame ..Huawei.is.free.to.compete.and.develop.products.for.the. SP.market.as.part.of.the.agreement ..3Com.has.consistently.lost.market.share. as.sales.dropped.from.a.peak.$5 .7.billion.in.1999.to.$650.million.in.fiscal.2005,. but.rebounded.to.$795.million.in.2006 ..3Com.has.lost.money.for.six.straight. years ..3Coms.headcount.dropped.to.1562.at.the.close.of.fiscal.2006.down. from.a.peak.of.13,000.in.May.1999 ..With.the.H3C.purchase,.3Com,.ProCurve,. and.Nortel.will.all.have.between.3 .5-4%.market.share.based.on.revenues .. Their.FYQ1.2007.revenues.increased.sharply.mainly.due.to.consolidation. under.US.GAAP,.rather.than.increased.market.penetration .
Table.6
3 C O M F I N a N C I a L PR O F I L E1
3COM
FyQ1 2007 ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Loss Operating.Loss.% Headcount $300 .1 $163 .6 $136 .5 $97 .4 $47 .7 $12 .2 $20 .8 -6 .9% 1562
2006 ($M) $794 .8 $434 .0 $360 .8 $257 .5 $126 .4 $31 .8 $54 .8 -6 .9% 1562 H1 2006
2005 ($M) $651 .2 $382 .3 $268 .9 $284 .6 $83 .4 -.$4 .6 $94 .4 -14 .5% 1850 2005. 2 .7%
2004 ($M) $698 .8 $447 .2 $251 .6 $325 .6 $101 .3 $21 .7 $197 .1 -28 .2% 1925 2004 2 .8%
Yahoo.Finance 2 Synergy.Research
1
LAN.Switching.Market.Share2
2 .0%
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3Com LAN Switches
The.following.graphic.portrays.3Coms.current.products.as.of.December.2006 ....
Figure.4:.3Com.LAN.Switches
3Com Switch 7754
PoE Data
Typical 3Com LAN Configuration

Figure.5:.3Com.Backbone.Network 3COM
3Com Wireless LAN Access Point 7250 3Com NBX Business Phone
Branch Office Istanbul, Turkey
3Com NBX Business Phone 3Com NBX V5000 Gateway Chassis 3Com OfficeConnect Wireless Cable/DSL Gateway 3Com Router 3030 3Com Switch 8800 3Com Router 6080
Corporate Headquarters Hartford, CT, USA
t rne Inte el
Tunn VPN
3Com Router 6040
Regional Office Madrid, Spain
3Com Switch 4060
3Com Switch 5500 3Com NBX 100 Chassis and Call Processors
3Com Switch 8800 in the core of a distributed enterprise network, with Switch 7754 distributing data and power.
Above.is.a.typical.3Com.solution.for.a.backbone.network,.which.closely. resembles.a.Huawei.solution.because.their.partnership.shares.many.products .. This.portrays.a.typical.corporate.data.center.with.distributed.branch.offices. connected.across.the.WAN ..3Com.has.focused.on.delivering.a.base.set.of. products.upon.re-entering.the.enterprise.market.to.satisfy.basic.customer. connectivity,.density,.and.performance.requirements.and.has.not.focused. on.the.more.comprehensive.needs.of.enterprise.customers ..3Com.has.yet. to.outline.or.set.forth.a.scalable.architecture.like.the.Cisco.Service-Oriented. Network.Architecture.(SONA) ..The.3Com-Huawei.partnership.has.a.limited. delivery.record ..It.has.done.a.good.job.of.quickly.delivering.a.set.of.new. products,.but.questions.of.product.reliability,.support,.and.integration.remain. unanswered ..3Com.has.focused.on.much.smaller,.simpler.networks.and.has. limited.experience.in.more.complex.enterprise.environments .
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Table.7
3 C O M F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
3Com Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 3Com Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Weighted.Fair.Queuing Strict.Priority Hardware.Queues 8 .8 6 .6 60 8000 24 2
3C17300A 4200-26
42xx Series 4200-28 4200-50 4200G-12
42xxG Series 4200G-24 4200G-48 4400-24
44xx Series 4400-48 4400-24PWR 4500-26
45xx Series 4500-50 4500-26PWR 4500-50PWR

3COM
Catalyst.2960 Wiring.Closet Layer.2

3C17304A
Catalyst.2960G
Catalyst.2960/3560.(PWR.version) Wiring.Closet Layer.2

3C17203 3C17204 3C17205 3C17561-91 3C17562-91 3CR17571-91 3CR17572-91
Layer.2.(32.Static.L3.Routes)
3C17302A 3C17660-91 3C17661-91 3C17662-91
24 2 2
48 2 8 20 4.all.models 44
24
48
24.(PoE)
24
48
24
48
2 1.or.2
12 .8 9 .5 60 8000
13 .6 10 .1 60 8000
44 32 .7 256 8196
88 65 .5 256 8196
136 101 .2 256 8196
8 .8 6 .6 64 8000
13 .6 10 .1 60 8000
8 .8 6 .6 60 8000
8 .8 6 .6 256 8000
13 .6 10 .1 256 8000
8 .8 6 .5 256 8000
13 .6 10 .1 256 8000
2.Queues
8.Queues
4.Queues
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Table.7
3 C O M F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
3Com Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 3Com Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Weighted.Fair.Queuing Strict.Priority Hardware.Queues 108 80 255 16,000 20
3CR17450-91 3870-24
387x Series 3870-48 55xx-28 SI
55xx 10/100 Series 55xx-28 EI 55xx-52 SI 55xx-52 EI
55xx 10/100/1000 Series 55xxG-24 EI 55xxG-48 EI

3COM
Catalyst.2960G/3560 Wiring.Closet Layer.2

3CR17451-91
Catalyst.3560/3750 Wiring.Closet SI.-.RIPv1/v2.EI.-.RIPv1/v2,.OSPF,.PIM-S,.PIM-D

3CR17151-91 3CR17161-91. 3CR17171-91 3CR17152-91 3CR17162-91. 3CR17171-91
RIPv1/v2,.OSPF,.PIM-S,.PIM-D
3CR17250-91. 3CR17250-91 3CR17161-91. 3CR17171-91
24 44 4,.Both.Models
24
48
48 20 4,.All.Models 44
4,.All.Models 1,.Both.Models 2 2
156 115 255 16,000
12 .8 9 .5 256 16,000
12 .8 9 .5 4094 16,000
17 .6 13 .1 256 16,000
17 .6 13 .1 4094 16,000
184 136 .9 4094 16,000
232 172 .6 4094 16,000

8.Queues
(GARP)
(GARP)
(GARP)
8.Queues
(GARP)
(GARP)
(GARP)
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Table.8
3COM MODUL aR SWITCHES D E C E M B E R 1, 2 0 0 6
3Com Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility 3Com Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps). Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
24
77xx Series 7754 7757 7758 8807
88xx Series 8810 8814

3COM
Catalyst.4500 Wiring.Closet RIPv1/v2,.OSPF,.BGP,.IS-IS,.PIM,.DVMRRP

3C16894 EC16895 EC16896 3C17543
Catalyst.6500 Wiring.Closet/Core RIPv1/v2,.OSPF,.BGP,.PIM

3C17541 3C17540
3 144 144 144 3 144
6 288 288 288 6 288 None None
6 288 288 288 6 288
12
240 240 20 240
384 384 32 384 None Network.Monitoring,.VPLS,.IPSec
576 576 48 576
120 89
240 179
240 179
300 358
960 572
1 .4.Tbps 856
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3Com
3Com Weaknesses
. .. onsistent,.prolonged.financial.losses.and.management.turnover..three. C CEOs.in.2006 ..Bruce.Claflin.left.in.January,.replaced.by.Scott.Murray.who. left.after.seven.months.and.was.replaced.by.Edgar.Masri .. .. onstant.change.of.strategies.(enterprise.exit.and.re-entry),.constant. C product.shuffling.(first.exiting.modular.switches.and.routers.before. reversing.that.decision) .. .. eavy.reliance.on.Huawei.to.deliver.critical.products.and.technology .. H 3Com.must.now.effectively.integrate.H3C.operations.and.retain.key. executives.to.move.forward.successfully ..Over.40%.of.3Coms.sales.are. in.China.which.is.growing.quickly,.but.it.is.unclear.how.sticky.(committed). this.customer.base.will.be.going.forward ..We.expect.Huawei.to.re-enter. this.market.segment.and.much.of.3Coms.gain.is.likely.to.be.temporary.. in.nature . .. ompeting.in.many.networking.segments.has.traditionally.unfocused. C 3Com.in.the.past ..Is.it.happening.now.with.so.many.areas.of.relatively. small.size.and.market.share?.3Coms.voice.business.seems.stalled.at. roughly.$15-16.million.per.quarter.and.growth.in.the.security.area.was. ~3%.over.Q4.2006.(Source:.Tipping.Point) . .. Coms.specific.market.share.declined.to.1 .8%.in.the.first.nine.months.of. 3 2006,.down.from.2 .7%.in.the.first.nine.months.of.2005.(Source:.Synergy. Research) ..Adding.the.H3C.portion.increases.3Coms.share.to.3 .8%,. roughly.equivalent.to.Nortel.and.ProCurve . .. ack-end.support ..With.the.sales.force.turnover.and.company. B downsizing,.some.partners.said.its.nearly.impossible.to.get.quick. answers.to.questions ..My.biggest.problem.with.3Com.is.just.its.internal. disarray ..Those.internal.points.of.contact.are.not.there,.said.Marc. Harrison,.president.of.Silicon.East,.a.partner.in.Manalapan,.New.Jersey .. Any.problems.you.have,.you.have.to.make.half.a.dozen.phone.calls.to. find.the.person.who.knows.the.answer ..(CRN.10/09/2006,.page.20) ..The. purchase.of.H3C.doesnt..address.this.issue.and.may.in.fact.make.it.more. acute.because.of.distance.and.integration/assimilation.issues . . . ..n-out-in.posture.with.in.the.enterprise.segment.has.left.3Com.with.little. I credibility.or.trust.among.many.enterprise.IT.managers.and.professionals .. Purchase.of.H3C.indicates.greater.commitment,.but.how.can.the. customer.be.sure,.given.past.behavior? .. urchase.of.the.H3C.venture.will.reduce.3Coms.cash.on-hand.and. P potentially.weaken.the.balance.sheet.depending.on.debt.levels.incurred .. This.will.also.potentially.limit.3Coms.strategic.moves.going.forward. because.of.more.limited.financial.flexibility .
3COM
3Com Sales Tactics

. .. Com.delivers.affordable.technology ..3Com.claims.to.offer.features. 3 similar.to.Cisco,.but.priced.25-30%.lower ..You.get.what.you.pay.for .. 3Coms.use.of.merchant.silicon.enables.them.to.reach.a.low.price.point,. but.the.products.offer.fewer.manageability,.security,.and.quality.of. service.features.than.comparable.Cisco.products,.which.increases.. long-term.operating.costs ..3Com.support.has.deteriorated.as.evidenced. by.the.earlier.comment.from.Marc.Harrison ..Cisco.has.five.TACs,.over. 1300.support.engineers,.and.a.reputation.for.delivering.consistent.high. levels.of.support . .. Com.can.offer.a.broad.solution ..Its.solutions.are.best.deployed. 3 in.relatively.small.networks ..3Coms.in-out-in.again.posture.in.the. enterprise.arena.is.not.likely.to.inspire.customer.confidence.in.its.longterm.commitment ..The.77xx.and.88xx.modular.switching.products. manufactured.by.Huawei.are.untried,.untested.first-generation.products,. with.unknown.reliability ..Point.this.out.to.prospective.customers . .. isco.has.convergence.products.(voice,.video,.data,.and.IP.TV).and. C expertise.coupled.with.a.long-term.commitment.to.implement.these. successfully ..3Com.has.some.elements,.but.are.they.committed?.After. six.years.of.operating.losses,.a.declining.cash.balance,.and.a.reduction. in.staffing.from.13,027.in.fiscal.1999.to.1562.in.June.2006,.is.3Com.the. partner.with.whom.customers.want.to.work?.
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NOTES
.. Com.will.sell.downward.from.chassis.to.fixed-configuration.switches. 3 as.necessary ..3Com.moves.the.sale.toward.fixed-configuration.switches. when.its.mixed.modular.and.fixed-configuration.solution.has.little.chance. of.success ..This.lowers.the.price.for.the.customer.and.moves.3Com.or. its.reseller.closer.to.3Coms.product.center.of.gravity.and.comfort.zone .. In.these.situations,.help.the.customer.to.focus.on.the.solution.and.point. out.that.3Coms.price.tactic.is.driven.by.the.lack.of.a.relevant.product. solution .
3COM
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NOTES
Extreme
Extreme Overview
Extreme,.founded.in.1996,.focuses.on.the.enterprise,.data.center,.and.metro. service.provider.market.segments ..It.provides.fixed.and.modular.switches,. wireless.devices,.and.security.appliances.to.address.customer.needs.. (Table.9) ..Extreme.is.Ethernet-focused.with.a.posture.of.high.performance,. high.density,.and.competitive.price ..It.uses.a.Unified.Access.message.in. both.wired.and.wireless.environments ..Extreme.advocates.putting.intelligence. at.the.edge.of.the.network.and.focuses.development.efforts.on.delivering. managed.wireless.solutions.as.an.integral.part.of.its.wired.offering ..It.provides. a.single.mechanism.for.policy.management.and.user.authentication ..LAN. Switching.comprises.almost.all.of.Extremes.revenues.and.one-third.of. Extremes.employees.are.devoted.to.either.sales.or.marketing ..Recently. revenue.mix.shifted.toward.fixed-configuration.products.(55%) ..Avaya.has. become.an.important.channel.for.Extreme.accounting.for.~10%.of.sales.in. recent.quarters ..Recently.Gordon.Stitt.stepped.down.as.president.and.CEO. in.favor.of.Mark.Canepa ..The.past.CFO.left.in.early.August.and.on.September. 28,.2006.Extreme.got.a.de-listing.notice.from.the.NASDAQ,.because.of.a. delayed.filing.on.10K.financial.reports ..This.was.caused.by.an.investigation. into.Extremes.option.granting.policies,.which.could.result.in.restatement.of. prior.period.financial.statements ..Extreme.didnt.release.financial.statements. because.of.the.option-grant.issue,.but.has.missed.revenue.expectations.in. three.of.the.past.four.fiscal.quarters ..Research.and.development.investment. has.remained.relatively.flat.and.profits.have.been.hard.to.come.by.in.the.past. four.years ..LAN.switching.market.share.has.also.shown.a.consistent.decline. throughout.the.first.nine.months.of.2006 ..Fiscal.year.2007.got.off.to.a.tepid. start.as.FYQ1.2007.revenues.were.~13%.below.FYQ1.2006.levels .
EXTREME
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Table.9
E x T R E M E F I N a N C I a L PR O F I L E1
FyQ1 2007 ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Income.Profit/ Loss Operating.Profit/Loss.% Headcount $83 .8. not.reported not.reported not.reported not.reported not.reported not.reported not.reported 856
2006 ($M) $358 .6 $164 .9 $193 .7 $124 .4 $62 .1 $0 .0 $7 .2
2005 ($M) $383 .4 $180 .7 $202 .7 $130 .6 $61 .3 $0 .1 $10 .7
2004 ($M) $351 .8 $172 .6 $179 .2 $122 .8 $58 .1 $7 .5 -$9 .2
Extreme LAN Switches

The.following.graphic.portrays.Extremes.current.products.as.of.December.2006 .
Figure.6:..Extremes.Product.Offering.as.of.December.2006
2% 847 Q1-Q3 2006
2 .8% 834 2005. 2 .0%

1 2
-2 .6%
EXTREME
831 2004 2 .3%

Yahoo.Finance Synergy.Research
1 .7%
Typical Extreme Network Configuration

In.late.2004,.Avaya.invested.$28.million.in.Extreme.for.2%.of.the.company.and. a.partnership.agreement ..Avaya.introduced.Extreme.to.its.channel.partners,. ceased.development.of.its.Cajun.switches,.and.now.uses.Extreme.switches.for. its.VoIP.switching.infrastructure.in.most.cases ..Extreme.also.has.a.partnership. with.Juniper,.but.unlike.Avaya,.Juniper.does.not.have.an.equity.stake.in. Extreme ..Extreme.has.claimed.to.be.developing.an.integrated.converged. network.reference.architecture.with.Avaya.but.no.products.implementing.this. architecture.have.been.released.as.of.October.2006 ..Extreme.products.are. focused.primarily.on.speeds.and.feeds,.emphasizing.port.density,.. uplink.speeds,.standards-oriented.features,.and.price.(heavy.discounting) ... Extreme.solutions.do.not.set.forth.a.scalable.architecture.such.as.the.Cisco. Service-Oriented.Network.Architecture.(SONA) ..
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Extreme
Extreme.has.quickly.adopted.industry.standards ..It.delivers.many.features. through.merchant.silicon,.focusing.on.low.initial.acquisition.cost.in.various. forms ..Extreme.has.directed.its.marketing.toward.converged.metro.networks. and.its.mobile.solutions.offerings,.implementing.802 .11a,.b,.and.g.standards,. developed.by.Siemens.and.resold.by.Extreme.under.its.own.brand .. Extremes.reliance.on.third-party.and.OEM.agreements.to.deliver.a.secure. network.solution.is.not.ideal.for.keeping.pace.with.multimedia,.voice,.and. data.advancements ..Extreme.depends.on.its.OEM.partners.to.deliver.these. elements.in.a.timely.fashion .. Figure.7.represents.a.typical.Extreme.Resilient.Enterprise.Network ..
Figure.7:.Extremes.Resilient.Enterprise.Network. EXTREME
BlackDiamond 8810
BlackDiamond 10808
10/100/1000 Link with PoE PC Laptop
10 Gigabit Sentriant
10/100/1000 Link with PoE
10 Gigabit Ethernet Rings
IP Phone
10/100/1000 Link with PoE
10 Gigabit BlackDiamond 8810 BlackDiamond 10808 Summit WM 1000
Altitude
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Table.10
E x T R E M E F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Extreme Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3
Summit 200 Series 200-24 200-48
Summit 300 Series 300-24 300-48
Summit 400 Series 400-24PWR 400-24 400-48
Summit x450 Series 450-24 450-24SFP
Summit x450a/e Series x450a-24 x450a-48 x450a-24
Catalyst.2960/3560 Wiring.Closet
Catalyst.3560/3750
Catalyst.3560/3750 Wiring.Closet RIPv1/v2,.OSPF,.PIM-SX RIPv1/v2,.OSPF,.PIM-SX,.BGP
Catalyst.3750
RIPv1/v2,.OSPF,.PIM-SX
RIPv1/v2,.OSPF,.PIM-SX,.. PIM-DX,.BGP
RIPv1/v2,. OSPF,.PIM.. -SX,.PIM-DX

16152
EXTREME
Extreme Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues
13240
15040
13245
15042
16137
16131
16101
16123
16121
16151
16157
24 2
48 2
24.(PoE) 2
48.(PoE) 4 24.(PoE) 24 48 24 4 24 48 24
4 2.Optional
24
8 .8 6 .6 255 8191
13 .6 10 .1 255 8191
8 .8 6 .6 255 8191
17 .6 13 .1 255 16,384
80 35 .7 4096 16,000
80 35 .7 4096 16,000
160 101 4096 16,000
160 65 4096 16,000
160 65 4096 16,000
128 65 4096 16,000
256 101 4096 16,000
128 65 4096 16,000

4.Queues
(SCP)
(SCP)
(SCP)
(SCP)
(SCP)
(SCP)
8.Queues
(SCP)
(SCP)
(SCP)
(SCP)
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Table.11
ExTREME MODUL aR L aN SWITCHES D E C E M B E R 1, 2 0 0 6
Extreme Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility Extreme Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
38
alpine Series 3804 3808 6808 8806
Black Diamond Series 8810 12804C 12804R 10808
Catalyst.4500 Wiring.Closet RIPv1/v2,.OSPF,.BGP,.PIM,.DVMRRP

45040 45080
Catalyst.6500 Wiring.Closet RIPv1/v2,.OSPF,. BGP,.PIM,.DVMRRP

53011 41012 41011
Catalyst.6500. Cisco.7600 Metro.E
Catalyst.6500 Wiring.Closet/. Core
Wiring.Closet/Core RIPv1/v2,.OSPF,.BGP,.PIM
65040
60011
4 128 64 64
8 256 128 128
7 672 168 128 8
EXTREME
240 248 20 240
432 440 36 432 None None
80 80 8
80 80 8
480 480 48
T1,.E1,.VDSL,.T3 None
32 24
64 48
256 192
2 .48.Tbps 285
4 .02.Tbps 570
160 120
160 120
1 .28.Tbps 240
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Extreme
Weaknesses
Market.share.loss,.from.2 .3%.in.2004.to.2%.in.2005.down.to.1 .7%.in.the.first. nine.months.of.2006.(Source:.Synergy.Research) . . . . .Thin.sales-force.coverage.model . .Recent.sales.execution.challenges.and.sales.force.turnover . ..ncreased.competition.from.ProCurve,.Nortel,.3Com,.and.Foundry.all. I striving.to.become.a.credible.alternative.to.Cisco.and.all.have.greater. market.share . .Weak.post-sales.product.support.model .. .. upport.ownership.and.responsibility.issues.with.so.many.partnerships. S (Avaya,.Juniper,.Siemens).in.delivering.customer.solutions . .. xtreme.has.a.weak.wide.area.connectivity.story ..Extreme.doesnt.have. E solutions.in.this.space.compared.to.the.choices.offered.by.Cisco . . . telephony,.inline.power,.and.automated.deployment.features) ..Cisco.was. first.to.introduce.10/100/1000.ports.capable.of.managing.secure.voice. and.video.traffic ..This.is.simply.another.attempt.by.Extreme.to.spin.the. story.to.its.favor .. ..nnovative.hardware.and.ASIC.design:.Extreme.is.likely.to.point.out.its. I development.and.introduction.of.the.fourth-generation.network.silicon. systems.(4GNSS),.which.is.a.marketing.term.for.programmable.packet. processor ..It.claims.this.provides.the.capability.to.process.all.different. networking.technologies.and.assure.the.scalability.of.the.10808.product .. Unfortunately,.the.introduction.of.the.BlackDiamond.series,.which.has. higher.capacity,.negated.this.claim .. .. ecurity.and.wireless.capability:.Extreme.offers.Sentriant.security. S appliances.and.wireless.products,.but.these.are.more.of.a.productline.round.out ..Cisco.has.significantly.greater.security.and.wireless. networking.expertise.and.capability.than.Extreme . .. esiliency:.Extreme.claims.its.devices.and.implementations.provide.the. R most.resilient.offering.for.customers.today ..Although.the.idea.behind. Extremes.message.is.correct.(resiliency.is.needed),.Extreme.is.far.from. being.able.to.deliver.on.this.promise ..EAPS.is.a.proprietary.Ethernet.Ring. solution.with.a.ring.needed.to.provide.resiliency ..Internal.Cisco.tests.have. shown.that.in.order.to.achieve.sub-50-millisecond.switchover.times,. there.has.to.be.a.specific.and.fine-tuned.environment,.which.is.unrealistic. in.the.real.world.of.network.traffic ..Extreme.also.offers.a.modular.OS,. ExtremeWare.XOS,.for.improved.application.performance ..However,.. the.modular.elements.of.XOS.are.limited.only.to.certain.simple.processes. and.no.patching.of.processes.is.available,.unlike.Cisco.IOS.Software. modularity.on.the.Cisco.Catalyst.6500.Series . .. ike.Cisco.but.cheaper:.Generally.this.approach.is.taken.in.a.TCO.analysis. L focused.only.on.initial.acquisition.cost.and.a.service.contract ..This.is. short-sighted.because.it.ignores.ongoing.operational.expenses,.which.are. typically.75-80%.of.lifetime.expenses ..Extremes.four.ASIC.generations. have.created.a.collection.of.incompatible.architectures.and.destroyed. much.of.the.economic.value.of.earlier.platforms ..Simply.compare.residual. values.of.Cisco.Catalyst.4500.and.Catalyst.6500.Series.products.to.the.
EXTREME
. . .
Extremes Sales Tactics

. .. xtreme.doggedly.advocated.a.two-tier.network.design.but.now.has. E modified.their.stance ..Extreme.now.proposes.an.Edge-AggregationCore.architecture.which.is.remarkably.similar.to.that.proposed.by.Cisco. for.years ..Cisco.has.used.this.conceptual.three-layer.model.for.years,. based.on.its.proven.capability.to.maximize.application.uptime,.scalability,. cost-effectiveness.and.manageability ..Ultimately.the.choice.is.up.to.the. customer.based.on.business.needs.and.objectives ..Cisco.can.provide. the.appropriate.network.structure.and.design.support.for.any.customer. network ..Cisco.has.always.had.switches.capable.of.collapsing.the.model. into.two.or.three.tiers.as.desired.by.customers,.while.providing.excellent. aggregation.performance.and.advanced.services.which.other.vendors. cant.provide . .. niversal.Edge.Ports:.Extreme.touts.the.Universal.Edge.Port.or.a.. U single.port.capable.of.supporting.IP.phones,.wireless.access.points,. and.gigabit-attached.PCs ..It.is.clever.marketing,.but.Extreme.is.claiming. capabilities.that.Cisco.has.offered.for.several.years.(such.as.end-to-end.IP.
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Extreme
NOTES
Extreme.Alpine.or.BlackDiamond.series.and.you.will.see.Cisco.products. retain.a.much.higher.percent.of.original.value ..Extremes.sole.focus.on. Ethernet.switching.necessitates.partnering.in.most.situations.to.provide.a. complete.solution ..By.engaging.multiple.organizations,.customer.linkage. costs.such.as.support,.training,.administration,.and.managing.spares.are. duplicated,.resulting.in.increased.costs ..Ownership,.responsibility,.and. problem.resolution.are.more.problematic.as.more.entities.are.engaged. when.problems.arise ..When.these.hidden.costs.are.factored.into.any. analysis,.it.is.hard.to.reach.the.conclusion.that.Extreme.is.cheaper.than. or.just.like.Cisco .
EXTREME
.. isco.is.too.big.to.care.about.you:.Ciscos.focus.on.its.customers.has. C actually.contributed.to.its.growth ..Cisco.offers.a.broad.set.of.products,. listens.to.customers,.adapts.to.their.needs,.and.provides.technical. capability.and.leadership .
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NOTES
Nortel
Nortel Overview
Nortel.started.as.part.of.Bell.Canada.in.the.1930s,.changing.the.name.to. Northern.Telecom.(NT).in.1976.and.diversifying.into.networking.by.buying.Bay. Networks.in.1998 ..It.changed.the.name.to.Nortel,.and.expanded.its.product. line.through.numerous.acquisitions.of.networking,.software,.and.telecom. businesses ..Sales.soared,.then.plunged.with.Nortel.taking.a.$27+.billion. loss.in.2001 ..Revenues.and.employee.count.currently.are.one-third.of.peak. levels.reached.in.2000 ..An.accounting.scandal,.management.issues,.and.a. SEC.investigation.led.to.managerial.shifts.from.2001.to.2005 ..New.CEO.Mike. Zafirovsky.replaced.the.majority.of.upper.management.and.has.sold.assets. (a.portion.of.UMTS.to.Alcatel.for.$320.million).to.try.to.focus.and.revive.Nortel .. Zafirovsky.has.indicated.a.desire.to.focus.on.areas.where.Nortel.can.achieve. 15-20%.market.share ..Recently.LAN.switching.market.share.dipped.to.2 .8%.in. the.first.nine.months.of.calendar.2006.(Source:.Synergy.Research) ..The.$240. million.operating.profit.recorded.by.Nortel.in.the.first.nine.months.of.fiscal. 2006.is.largely.driven.by.a.reversal.of.expenses.recorded.in.2005.and.not.by. any.significant.improvement.in.operations ..
NORTEL Table.12
N O R T E L F I N a N C I a L PR O F I L E1
Q1-3 2006 ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Income.Profit/ Loss Operating.Profit/Loss.% Headcount.(Hoovers) $8081 $4982 $3099 $1796 $1447 $384 $240
2005 ($M) $10,523 $6217 $4306 $2413 $1856 $2708 -$2671
2004 ($M) $9828 $5750 $4078 $2138 $1959 $92 -$111
2003 ($M) $10,193 $5852 $4341 $1955 $1960 $381 $45
3 .0% 35,370
-25 .4% 35,370 2006 yTD
-1 .1% 34,150 2005. 4 .1%

1
0 .4% 35,160 2004 3 .7%

2 .8%
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Nortel LAN Switches
The.following.graphic.portrays.Nortels.current.products.as.of.December.2006 .
Figure.8:.Nortels.Product.Offering.as.of.December.2006
Nortel.lacks.a.real.end-to-end.solution.for.the.enterprise.because.it.does.not. offer.a.concise.application-optimized.WAN.solution .. Nortels.product.focus.is.mainly.speeds.and.feeds.with.an.emphasis.on. port.density,.uplink.speeds,.standards-oriented.features,.and.price.(heavy. discounting) ..Nortel.embraces.industry.standards,.using.merchant.silicon.to. deliver.many.features.with.a.focus.on.a.low.initial.acquisition.cost ..Marketing. efforts.are.directed.toward.converged.networks.but.it.is.difficult.to.see.how. Nortel.delivers.an.integrated.convergence.solution.when.fixed.products.are. built.with.off-the-shelf.ASICs.and.its.modular.chassis.have.not.kept.pace.with. switching.performance.demands .. There.are.flaws.in.Nortels.solution.offering.for.a.converged.network.requiring. a.modular.10.Gigabit.Ethernet.and.802 .3af.(PoE).solution ..Currently.the.Nortel. Passport.8300.Ethernet.Switch.does.not.support.10.Gigabit.Ethernet.but. does.support.802 .3af ..The.Nortel.Passport.8600.Routing.Switch.supports. 10.Gigabit.Ethernet.but.not.802 .3af ..This.forces.customers.to.use.a.mix.of. stackable.and.modular.chassis,.which.are.more.difficult.to.support.when. trying.to.keep.common.spares.or.consolidate.on.a.single.platform . Figure.9.represents.a.typical.Nortel.Enterprise.Network.design ..
Figure.9:.Nortels.Enterprise.Network.
Reliability with SMLT Access
NORTEL
Typical Nortel Network Configuration

Nortel.markets.its.5500.series.fixed-configuration.devices.for.extensive.use. in.the.wiring.closet ..The.5500.series.switches.are.based.on.merchant.silicon. from.Broadcom.to.permit.lower.prices.and.protect.margins ..Nortel.has.been. unable.to.convert.its.installed.base.of.PBX.customers.to.complete.Nortel.LAN. switched.architectures ..Nortel.promised.features.and.products.but.failed.to. deliver,.seriously.hurting.its.credibility ..Examples.include.the.late.shipment.of. its.next-generation.Ethernet.Routing.Switch.8600,.the.lack.of.new.modules.for. the.Ethernet.Routing.Switch.8300,.and.promised,.but.not.delivered,.full.Layer.3. functionality.for.the.ERS.5000.series.(Source:.Current.Analysis.April.3,.2006) ...
No single point of failure Sub-second failover Transparent Interoperable

IST
SMLT Edge
ERS 8600
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Table.13
N O R T E L F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Nortel Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 Nortel Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 8 .8 3 .6 255 8000 24 2
ES 325 Series 325-24T 325-24G
ES 425 Series 425-24 425-48
ES 460 460-24PWR 470-24
ES 470 Series 470-24 PWR 470-48 470-48 PWR

AL2012x45
AL2012x46
Catalyst.2960
Catalyst.2960/3560.(PoE) Wiring.Closet Layer.2
AL2012x41
AL2012x44
AL2012x20
AL2012x34
AL2012x53
AL2012x37
AL2012x52
24 2
24 2.(Shared)
48 2.(Shared)
24.(PoE)
24
24.(PoE)
48
48.(PoE)
2.(Shared)
2.(Shared)
8 .8 6 .6 255 8000
16 6 .6 255 8000
32 10 .1 255 8000
NORTEL
2 .5 3 .2 256 16,000
5 3 .2 256 16,000
5 3 .2 256 16,000
5 3 .2 256 16,000
5 3 .2 256 16,000
Future.(Unstated)

4.Queues
4.Queues
4.or.8.Queues
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Table.13
N O R T E L F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
Nortel Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 Nortel Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH
ERS 1424T 1424-24 ERS 1612G
ERS 16xx Series ERS 1624G ERS 1648T
ERS 3510 1424-24 5510-24 5510-48
ERS 5000 Series 5520-24 5520-48 5530
Cat.2960/3560
Cat.2960G/3560
Catalyst..3560/3750 Wiring.Closet/Core
RIPv1/v2,.OSPF
DJ1412x05 DJ1412x03
RIPv1/v2,.OSPF,.PIM-SX
DJ1412x04 DJ1412x02
Layer.2
AL1001x08 AL1001x02 AL1001x01
RIPv1/v2,.OSPF,.VRRP
AL1001x05 AL1001x06 AL1001x07
24
48 24 24 48 24.(PoE) 48.(PoE) 24
12
24
12 2
8 .8 6 .6 63 2000
24 18 2000 8000
48 36 2000 8000
16 13 2000 8000
40 35 .7 256 8000
NORTEL
80 35 .7 256 16,000
160 71 .4 256 16,000
160 71 .4 256 16,000
160 71 .4 256 16,000
160 65 .6 256 16,000
Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 4.Queues 8.Queues 8.Queues
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Table.14
NORTEL MODUL aR L aN SWITCHES D E C E M B E R 1, 2 0 0 6
Nortel Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility Nortel Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
52
ERS 8300 Series 8306 8310 8603
ERS 8600 Series 8606 8610
Catalyst.4500 Wiring.Closet RIPv1/v2

DS1402008 DS1402008 DS1402003
Catalyst.4500 Distribution/Core RIPv1/v2,.OSPF,.BGPv4,.PIM-S,.VRRP

DS1402002 DS1402001
4 192 192 192
8 384 384 384
2 96 96 60 6
4 192 192 120 12 Not.Supported ATM.(OC3.and.OC12)
8 384 384 240 24
182 None None
384
NORTEL
Firewall,.IDS,.Web.Switch,.SSL
320 106
320 106
120 89
240 80
720 357
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Nortel
Weaknesses
. .. ortel.lacks.solid.momentum.behind.its.enterprise.product.development. N efforts ..Nortel.has.repeatedly.announced.a.product,.pushed.it.into.the. channel,.and.then.failed.to.deliver.critical.technology.updates.necessary. to.keep.that.product.competitive.in.the.market ..Key.examples.include.the. late.shipment.of.its.next-generation.Ethernet.Routing.Switch.8600,.the. lack.of.new.modules.for.the.Ethernet.Routing.Switch.8300,.and.promised,. but.not.delivered,.full.Layer.3.functionality.for.the.Ethernet.Routing.Switch. 5000.series . .. ortel.has.announced.that.it.will.continue.to.reduce.headcount.and.cut. N back.on.research.and.development.spending.in.order.to.meet.profitability. goals.in.2005 ..The.strength.of.the.Nortel.enterprise.business.in.its.time. of.financial.troubles.was.its.commitment.to.product.development.and. innovation ..However,.the.new.CEO.has.indicated.that.Nortel.will.need. to.significantly.change.its.processes.and.methods.to.reduce.research. and.development.and.other.operational.costs.in.the.future ..How.will. customers.be.affected? .. ortel.LAN.switching.market.share.dropped.to.2 .8%.in.the.first.nine. N months.of.2006,.down.from.4 .0%.in.the.same.nine.month.period.of.2005. (Source:.Synergy.Research) .. .. ew.Nortel.CEO.Mike.Zafirovsky.has.indicated.a.desire.to.compete.in. N markets.where.Nortel.can.achieve.15-20%.of.the.market.share ..Given. Nortels.loss.of.share.and.3Coms.purchase.of.H3C,.will.Nortel.stay. committed.to.LAN.switching? .. AN.switching.products.now.generate.approximately.6%.of.total.Nortel. L sales ..The.company.is.doing.a.strategic.re-evaluation.and.could.exit.all.or. parts.of.this.market.segment.to.focus.on.more.attractive.areas . .. eak.balance.sheet.with.$3 .8.billion.in.debt,.$1 .8.billion.coming.due.in. W 2008,.and.negative.tangible.assets.of.~$1 .5.billion.as.of.September.30,. 2006 . .. ontinual.turnover.and.reorganization.within.the.ranks.of.Nortels. C enterprise.division.take.their.toll.on.the.companys.ability.to.execute.on. a.single.enterprise.strategy,.which.in.turn.causes.delays.in.new.product. development,.channel.initiatives,.and.customer-focused.events .
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55
.. ortel.has.shown.a.lack.of.momentum.in.enterprise.product.development. N efforts ..Nortel.has.often.announced.a.product,.pushed.it.into.the.channel,. failed.to.keep.it.technically.up-to-date.and.competitive .
Nortel Sales Tactics

. . . . .. ortel.strongly.emphasizes.convergence.and.discounts.LAN.switching. N products.heavily.in.VoIP.opportunities .. ..t.has.recently.started.to.market.solutions.rather.than.individual.devices,. I but.sales.teams.typically.focus.on.the.device .. .. ortel.is.starting.to.vertically.market.their.solutions . N .. ortel.uses.solution.selling.tools.and.relationship.selling,.but.account. N teams.are.not.practicing.these.effectively.yet ..
NORTEL
54
Nortel
NOTES
ProCurve
ProCurve Overview
ProCurve.Networking.by.HP.product.line.includes.LAN.switches,.access. routers,.wireless,.and.security.products,.sold.worldwide.through.indirect. channels,.which.account.for.99%.of.its.sales ..Historically,.ProCurve.focused.on. smaller.networks.(fewer.than.2000.nodes),.but.recent.products.are.designed. for.higher-density.enterprise.environments ..ProCurve.increased.market.share. in.terms.of.ports.and.revenues.from.2002.through.the.first.nine.months.of. 2006.at.the.expense.of.second-.and.third-tier.networking.vendors.to.become. number.two.in.port.share ..Based.on.market.share.figures,.approximately.95%. of.ProCurves.revenue.is.from.LAN.switching,.with.the.balance.coming.from. wireless.products.and.low-end.routers .
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ProCurve
ProCurve LAN Switches
Figure.10.portrays.ProCurves.current.and.announced.products.as.of.. December.2006 .
Figure.10:.ProCurve.LAN.Switches
Typical ProCurve LAN Convergence Configuration

Figure.11.shows.a.typical.ProCurve.solution.for.a.medium-sized.enterprise. using.a.ProCurve.5300.chassis .
Figure.11:.ProCurve.Enterprise.Solution
QoS QoS Provision, control, prioritize P rovis ion, c ontrol, prioritize Layer 2: IEEE E 802.1p L ayer 2: IE E 802.1p Layer 3: IP type of of s ervic e L ayer 3: IP type service (IP TOS) -) IPIP prec edenc e, (IP T OS - precedence, IP PBX X IP P B Diffserv Diffs erv E as of Use Ease e of us e LLDP, VVLAN,QoS MP , P IM IGMP, L L DP , V V L AN, IG PIM QoS Dens Densee P rovis ion, c ontrol, prioritize P rovis ion, c ontrol, prioritize R emote 24 or 48 portsPL ayer 2: IE E E 802.1p office oE 24 or 48 ports PoE Application Application L ayer 2: IE E E 802.1p 802.3af c ompliant 802.3af compliantayer 3: IP type of server e server L s ervic L ayer 3: IP type of s ervic e RPSS RP (IP T OS ) - IP prec edenc e, (IP T OS ) - IP prec edenc e,
IP P B X
Remote office R emote office
Remote office R emote office
HP P oE s witch HP PoE switch HP PoE switch HP P oE s witch IP P B X IP PBX
R emote office HP 5300xl HP 5300xl R emote office
R emote office
Diffs erv s witch Diffs erv HP P oE E as e of us e E as e of us e QoS IP PBX X QoS IP P B IP P HP P oE s witch B X HP P oE s witch L DP , V V MProvis ion, c ontrol, prioritize L L DP , V V L AN, IGProvision, control,LprioritizeL AN, IG MP , P IM , P IM P Dens e Dens e HP E P S Layer 2: 2: IE E802.1p HP EPS L ayer IEEE E 802.1p HP 5300xl HP 5300xl of or 48 ports power supply 24 or 48 portsP oE Layer 3: IP type 24 service R eliability Application L ayer 3: IP type of s ervic e P oE R eliability Application HP switch 5300xl with 802.3af c HP 802.3af c ompliant (IP TOS) - IP precedence,ompliant S witch 5300xl with server with server 802.1p, 802.1w, 802.1s HP switch 5300xl802.1p, 802.1w, 802.1s S witch 5300xl with (IP T OS ) - IP prec edenc e, 10/100 PoE module 10/100 P oE module R PS Switch meshing Diffserv 10/100 PoE module R PS Switch meshing Diffs erv Trunking (LACP, FEC) Investment Protection Inves tment protec tion Trunking (LACP, FEC) XRRP, L3 routing Chassis is upgradable to P oE C has s upgradeable to PoE QoS IP P B X XRRP, L3 routing QoS IP P B X Lifetime warranty Proven interoperability with c ontrol, prioritize Lifetime warranty P roven interoperability with P rovis ion, P rovis ion, c ontrol, prioritize leading IPIP telephony 2: IE E E 802.1p HP E P S leading telephony HP E P S L ayer L ayer 2: IE E E 802.1p power supply s olutions solutions power supply L ayer 3: IP type of aservic e HP witch 5300xl IP type of s ervic e HP S witch 5300xl with s e of us e S L ayer 3: with E Ease of e, HP S witch 5300xl with OS ) HP S witch 5300xl with (IP T OS ) - IP prec edencUse 10/100 (IP Tmodule- IP prec edenc e, 10/100 P oE module oE L L DP , V V L AN,PIG erv 10/100 PoE module LLDP, VVLAN, IGMP,MP , P IM Diffs PIM 10/100 PoE module Diffs erv Dens e P oE Dense PoE Inves tment protec tion Inves tment protec tion 802.3af c ompliant Laptop PC Laptop Laptop PC 802.3af compliant has s is upgradable to P oE Laptop PC PC Laptop PC C C has s is upgradable to P oE P roven interoperability with P roven interoperability with leading IP telephony leading IP telephony s olutions s olutions E as e of us e E as e of us e L L DP , V V L AN, IG MP , P IM L L DP , V V L AN, IG MP , P IM Dens e P oE Dens e P oE 802.3af c ompliant PC Laptop PC Laptop PC 802.3af c ompliant Laptop PC Laptop PC Laptop Laptop PC
IP P B X
Reliability R eliability 802.1p, 802.1w, 802.1s 802.1p, 802.1w, 802.1s Switch meshing Switch meshing Trunking (LACP, FEC) HP P oE Trunking (LACP, FEC) s witch XRRP, L3 routing XRRP, L3 routing IP P B X Lifetime warranty Lifetime warranty
ProCurve.has.limited.VoIP.experience.outside.of.a.partnership.with.Mitel ... It.is.unclear.if.reference.designs.are.used.or.if.customers.work.separately. with.each.vendor.to.implement.their.VoIP.architecture ..This.unnecessarily. exposes.customers.to.potential.implementation.and.integration.issues.as.they. move.toward.a.converged.network.infrastructure ..These.issues.are.unlikely.to. be.encountered.when.working.with.Cisco,.who.is.the.leader.in.implementing. enterprise.VoIP.solutions ..ProCurve.products.are.focused.primarily.on.speeds. and.feeds.with.the.emphasis.on.port.density,.uplink.speeds,.standards-oriented. features,.and.price ..ProCurve.has.not.articulated.a.scalable.architecture.like. the.Cisco.Service-Oriented.Network.Architecture.(SONA),.instead.offering. its.Adaptive.Edge.Architecture,.which.is.largely.a.rationale.for.a.disparate,. disjointed.product.line ..
PROCURVE
ProCurve.has.been.quick.to.adopt.industry.standards,.delivering.many.features. via.merchant.silicon.with.a.focus.on.a.low.initial.acquisition.cost.in.various.forms ..
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Table.15
P R O C U R V E F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
ProCurve Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 ProCurve Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 9 .8 4 .8 30 4000 12
J4812A 2512
25xx Series 2524 2524-10 2608
26xx Series 2624 2650 2824
28xx Series 2848

J4813A
Catalyst.2960/3560.PoE Wiring.Closet Layer.2

J9019A J8762A J4900B. J8164A J4899A. J8165A J4903A
Catalyst.2960G
J4904A
24
24
24
48 20 44 4,.Both.Models
2,.All.Models
1.(2608).or.2.(2624/2648)
9 .8 6 .6 30 4000
8 .8 6 .6 64 8000
9 .6 6 .6 253 8000
9 .6 6 .6 253 8000
13 .6 10 .1 253 8000
48 34 .6 256 16,000
96 69 .6 256 16,000
(GARP)
4.Queues

4.Queues
PROCURVE

2.Queues
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Table.15
P R O C U R V E F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
ProCurve Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 ProCurve Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 48 35 .7 256 16,000 20
J9021A
2810 Series 2810-24 2810-48 3424
34xx Series 3448 3524
35xx Series 3548
62xx 6224
Catalyst.2960G Wiring.Closet Layer.2

J9022A J4905A
Catalyst.3560/3750 Wiring.Closet RIPv1/v2,.OSPF

J4906A J8692A
Catalyst.3750 Aggregation RIPv1/v2,.OSPF/PIM-DX,.PIM-SX,.VRRP

J8693A J89992A
44 4,.Both.Models
20
44 4,.Both.Models
20
44
4 2,.Both.Models Up.to.4.(2.at.Wire.Rate)
96 71 .4 256 16,000
88 64 256 64,000
136 99 .5 256 64,000
115 74 2048 64,000
173 110 2048 64,000
115 74 2048 64,000

4.Queues

4.Queues

(Outbound.Only)

(Outbound.Only)

(Outbound.Only)
PROCURVE
8.Queues
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Table.16
PROCURVE MODUL aR L aN SWITCHES D E C E M B E R 1, 2 0 0 6
ProCurve Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility ProCurve Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
64
53xx Series 5304 5308 5406
54xx Series 5412 8108
81xx Series 8116 9304
93xx Series 9308 9315
9408 9408
Catalyst.3750/4500 Wiring.Closet RIPv1/v2,.OSPF

J4850A J4819A
Catalyst.6500 Core RIPv1/v2,.OSPF,.PIM-DX,.. PIM-SX,.VRRP

J8727A J8728A J4139A J4138A J4874A J8680A
Wiring.Closet/Core RIPv1/v2,.OSPF,.PIM-DX,.. PIM-SX,.VRRP

J8697A J88698A
4 96 56 16
8 192 114 32
12
16
4 144
8 336 120 120 14
15 672 232 232 28
144 144
288 288
80 80 8
160 160 16
56 56 6
48 320 32
24.(12.Wire.Rate) 48.(24.Wire.Rate) 96 192 None Wireless None 144 288
None None
36 .4 24
76 .8 48
288 214
576 428
160 119
320 238
128 83
256 276
480 345
480 1280
4.Queues
8.Queues
(Outbound.Only)
4.Queues
PROCURVE
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ProCurve
Weaknesses
. . .. roCurves.small.size.within.HP ..ProCurve.is.less.than.0 .5%.of.HPs. P revenues . .. ow.intellectual.property.content.limits.value.added.(pricing.power).. L and.constricts.value.proposition.toward.price-oriented.market.initiatives. (low.TCO,.price.per.port) ..Most.wireless.products.are.OEM.or.sourced. from.third.parties,.lengthening.support.time.frames.and.problem. resolution ..Access.routers.are.sourced.from.Adtran.and.are.limited.in. interface.types.offered.and.product.breadth.(two.models) . .. ecent.product.introductions.and.marketing.suggest.desire.to.move.. R from.a.cost-based.sales.model.(price.per.port).toward.a.more.valuebased.sales.model . .. mall.size.of.dedicated.ProCurve.sales.force.and.talent.acquisition.to. S drive.growth . .. alent.acquisition.and.management.in.an.uncertain.environment.and.a. T location.far.from.most.of.HPs.product.organizations . .. o.application.networking,.limited.security.product.offering,.and.limited. N scope.of.VoIP.partnerships . ..nconsistent.feature.delivery,.sometimes.within.the.same.product.family .. I Example:.The.2608PWR.switch.supports.in-line.power;.however,.the.2624. and.2650.versions.do.not,.because.the.2608.uses.a.merchant.silicon.chip. released.after.the.2624.and.2650.were.developed .
PROCURVE
.. roCurve.emphasizes.HPs.traditional.commitment.and.reputation.for. P product.quality ..It.backs.this.with.a.qualified.lifetime.warranty.for.most. products ..This.is.very.effective.in.government.and.education.markets .. .. P.presents.a.safe.choice.and.worldwide.presence.in.terms.of.support. H and.distribution;.however,.because.significant.parts.of.the.product.line. are.OEM.or.third.party.in.nature,.this.can.result.in.an.extensive.hidden. multivendor.solution . ..t.uses.partnerships.to.offer.the.customer.a.broad.or.complete.solution .. I A.good.example.is.Mitel.for.IP.telephony ..Although.this.can.provide.a. complete.solution.it.adds.to.customer.linkage.cost.in.identifying.and. resolving.problems ..When.problems.arise,.which.organization.will.step.up. and.support.the.customer?
. . . .
ProCurve Sales Tactics

. . .. roCurve.claims.to.offer.features.similar.to.Cisco,.but.with.lower.price.or. P lower.total.cost.of.ownership.focusing.on.initial.acquisition.costs.only . ..t.portrays.Cisco.solutions.as.expensive,.complicated,.and.proprietary. I solutions.with.ProCurve.as.a.simpler,.less.expensive.alternative.with.most. of.the.same.features.(Cisco.is.the.best,.but.ProCurve.is.good.enough) .
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NOTES
Force10
Force10 Overview
. . . . . . .. rivately.held,.six.rounds.of.venture.capital.funding.totaling.US$470-480. P million.to.date,.founded.in.1999 . .. n.a.run.rate.to.generate.~$110-120.million.in.revenue.in.2006.based.on. O market.share.figures .. .. onsistent.need.for.funding.indicates.company.is.consistently.burning. C cash.and.likely.is.unprofitable . .. ells.LAN.switches.through.a.direct.sales.force.and.selected.resellers . S .. ocused.on.data.center,.high-performance.computing,.service.provider,. F Metro.Ethernet,.and.10.Gigabit.Ethernet.core.environments . .. urrently.offers.three.modular.switches:.E300,.E600,.and.E1200.and.four. C fixed-configuration.switches.in.the.S.series ..Recent.product.introductions. have.focused.on.fixed-configuration.switches.to.round.out.the.product. line . .. iche.player.focused.on.Gigabit.Ethernet.and.10.Gigabit.Ethernet. N switching.and.routing . .. usquehanna.Capital.indicated.Nortel.may.be.pursuing.via.an.acquisition. S of.$550-600.million.in.September.2006 ..No.comments.from.Force10. regarding.the.Susquehanna.speculation .
. .
FORCE10
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Force10
Force10 LAN Switches
Figure.12.portrays.current.Force10.products.as.of.December.1,.2006 .
Figure.12:.Force10.LAN.Switches
Typical Force10 Configurations

Figure.13.shows.typical.Force10.configurations.for.a.data.center.grid. computing.and.enterprise.environment .
Figure.13:.Typical.Force10.Network.Configuration
Force10.emphasizes.performance.and.high.density ..It.uses.the.density. argument.to.claim.fewer.boxes.are.needed.in.a.Force10.solution,.resulting.in:. . . .An.easier.environment.to.manage. .Lower.CapEx.and.OpEx.
Force10.Operating.System.(FTOS).is.non-modular.and.relatively.immature. compared.to.Cisco.IOS.Software.and.has.a.limited.track.record.(approximately. three.years.of.deployment) ..Cisco.IOS.Software.has.been.successfully. deployed.in.tens.of.thousands.of.customer.environments .
FORCE10
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Table.17
F O R C E10 F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Force10.products.are.focused.primarily.on.speeds.and.feeds.with.the. emphasis.on.port.density.and.performance ..Force10.solutions.do.not.set.out. a.scalable.architecture.like.the.Cisco.Service-Oriented.Network.Architecture. (SONA) ..Force10s.product.set.lacks.critical.enterprise.features.such.as.data. center.security,.management,.and.IP.multicast ..Customers.will.be.forced.to. integrate.multiple.third-party.solutions.to.provide.these.critical.business-class. services,.increasing.their.costs.and.time.spent.on.issue.identification.and. resolution .. Cisco.strives.for.backward.compatibility.to.protect.customers.investments. and.it.is.unclear.if.this.is.important.to.Force10 ..EtherScale.products.were. introduced.in.September.2002.and.in.September.2004.were.replaced. by.the.TeraScale.product.line ..This.rapid.introduction.pace.results.in. increased.CapEx.and.investment.in.terms.of.dollars.and.cycles.to.manage. sparing.inventory.as.different.types.of.boxes.proliferate ..It.also.can.result.in. manageability.issues.as.differing.boxes.need.to.be.managed.and.maintained. within.the.network ..For.example,.EtherScale.line.cards.are.not.compatible.with. the.TeraScale.products,.limiting.the.flexibility.and.destroying.a.portion.of.the. early-adopters.economic.value .
Force10 Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Data.Center
S2410 S25P
S Series S50 Switch S50V
Catalyst.4948 Wiring.Closet/. Data.Center Wiring.Closet
Layer.2/Layer.3
Layer.2
RIPv1/v2,.OSPF,.. PIM-SX,.. PIM-DX,.DVMRP

SA-01-GE-48T SA-01-GE-48T
Force10 Product Numbers S2410-01-10GE.24C Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 480 360 1024 16,000 4.(10G) 20.(CX4)
S25-01-GE.24P
48
48
24 4.(Optional)
4.1000T.or.SFP 4.(Optional)
4.1000T.or.SFP 4.(Optional)
144 95 1024 16,000
192 >130 1024 16,000
288 131 1024 16,000

4.Queues

8.Queues
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Table.18
F O R C E10 M O D U L a R L a N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Force10 Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility Force10 Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
74
Exxx Chassis Series E300 Chassis E600 Chassis E1200 Chassis
Weaknesses
. .. arrow.product.line.requires.Force10.to.partner.to.offer.complete.solution. N outside.narrow.market.niches . .. acks.the.resources.to.scale.into.new.markets.and.opportunities . L .. ales.force.is.small . S .. pending.habits.require.constant.funding ..Will.the.company.survive? S .. roducts.are.expensive.because.of.design.and.limited.volume.(their. P specialty.nature) . .. upport.is.expensive . S .. he.enterprise.feature.set.is.immature . T .. lthough.Force10.claims.to.lead.in.performance,.independent.testing.has. A shown.the.Cisco.Catalyst.6500.performs.as.well.or.better.in.a.battery.of. tests,.including.test.of.availability,.management,.port.loss,.and.scalability .. (Source:.EANTC.testing.of.Cisco.Catalyst.6500.versus.Force10.TeraScale. E1200.[June.2005] .)
Catalyst.6500.or.Cisco.7600 Data.Center,.SP,.or.Enterprise.Core RIPv1/v2,.OSPF,.PIM-DX,.PIM-SX,.VRRP,.BGP,.IS-IS,.MBGP

CH-E300 CH-E600 CH-E1200
. . . .
14
.
288 72 48.(12.Line.Rate) 630 168 112.(28.Line.Rate) None Packet-Over.SONET None 1260 ? 224.(58.Line.Rate)
. .
Force10 Sales Tactics

400 196. 900 500 1 .668.Tbps 1Bpps
. .
.. orce10.is.the.performance.and.density.leader . F .. orce10.environment.requires.fewer.boxes.because.of.the.high-density. F capabilities.of.products . .. orce10.products.are.easier.to.manage.(in.part.because.fewer.are.required) .. F .. se.of.Force10.products.results.in.lower.CapEx.and.OpEx . U .. orce10.is.more.responsive ..The.customer.is.important.to.Force10.. F and.it.will.add.specific.features.or.customized.features.for.the.customer.. (if.it.makes.business.sense) .

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Force10
. .. ggressive.use.of.public.relations.to.constantly.stay.in.the.headlines .. A This.entails.multiple.press.releases.often.on.the.same.topic.or.relatively. minor.items.such.as.using.a.specific.vendor.for.a.10.Gigabit.PHY.(PHY.is.a. generic.electronics.term.referring.to.a.special.electronic.integrated.circuit. or.functional.block.of.a.circuit.that.provides.physical.access.to.a.digital. connection.cable) . .. everages.partnerships.to.offer.the.customer.a.broad.or.complete.solution . L
Foundry
Foundry Overview
Foundry.focuses.on.the.enterprise,.Metro.Ethernet,.and.service.provider. market.segments,.providing.fixed.and.modular.switches,.Layer.47.loadbalancing.switches,.wireless.products,.and.routers.to.address.customer. needs ..Foundry.has.typically.focused.on.performance.and.was.an.early. entrant.in.the.10.Gigabit.market.space ..Through.time,.it.has.adeptly.morphed. products.and.market.messaging.to.deal.with.changing.market.conditions .. Foundry.designed.product.architectures.around.custom.ASICs.with.little.to. no.regard.for.compatibility,.resulting.in.a.series.of.incompatible.architectures. which.reduces.the.residual.economic.value.of.a.customers.investments.in. Foundry.hardware ..Table.19.outlines.a.breakdown.of.Foundrys.2005.revenues. and.products . Foundry.reported.revenue.of.US$222.million.in.the.first.half.of.2006;.however,. could.not.report.profitability.due.to.an.investigation.related.to.options. issuance ..Foundry.will.need.to.restate.previous.financials.and,.like.Extreme,. received.a.delisting.notice.on.August.17,.2006.from.the.NASDAQ.stock. exchange ..Foundry.has.been.increasing.research.and.development,.however. the.$51.million.spent.in.2005.stands.in.stark.contrast.to.the.$3 .2.billion.spent. by.Cisco.in.the.same.period .
Table.19
FO U N D Ry F I N a N C I a L PR O F I L E1
Q1-3 2006 ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Income.Profit Operating.Profit.% Headcount.(Hoovers) ...$341 .2....... ......not.reported. not.reported not.reported not.reported not.reported not.reported ......not.reported 781 FyH1 2006 LAN.Switching.Market.Share2 2 .2%
2005 ($M) $403 .9 $155 .2 $248 .7 $130 .9 $51 .2 $0 .0 $66 .6 16 .5% 719 2005 2 .1%
2004 ($M) $409 .1 $143 .6 $265 .5 $128 .2 $43 .9 $30 .2 $63 .2 15 .4% 658 2004. 2 .5%
2003 ($M) $399 .6 $140 .9 $258 .7 $106 .0 $40 .5 $0 .2 $112 .0 28 .0% 588 2003 3 .3%
1
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Foundry
Foundry LAN Switches
Figure.14.portrays.Foundrys.enterprise.products.as.of.December.2006 . but.fails.to.address.many.problems.faced.by.enterprise.IT.managers ..Foundry. has.focused.on.delivering.a.set.of.products.predicated.on.high.performance. (speeds).and.density.(feeds).and.has.not.set.out.a.scalable.services. architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) . Foundrys.products.lack.any.of.the.service.modules.(SSL.services,.firewall,. IDS,.etc .).available.on.the.Cisco.Catalyst.6500.Series.that.are.needed.in.data. center.deployments ..Foundry.has.tried.to.address.its.security.shortcomings. by.pulling.together.the.Foundry.Security.Alliance.Program,.which.offers. interoperability.testing.and.joint.marketing.efforts,.but.little.else ..Cisco. provides.a.broad.range.of.complete.solutions,.whereas.Foundry.must. partner.in.most.situations.to.provide.a.complete.solution ..The.use.of.multiple. organizations.results.in.duplicated.customer.linkage.costs.such.as.support,. training,.administration,.and.managing.spares,.increasing.overall.costs .. Ownership,.responsibility,.and.problem.resolution.are.problematic.as.more. entities.must.be.engaged.when.problems.arise ..Cisco.provides.multiple. solutions.from.a.single.vendor,.lowering.linkage.costs.and.simplifying.issue. resolution,.thereby.lowering.TCO .
Figure.14:.Foundrys.Enterprise.Products
Figure.15:.Typical.Foundry.Network.Configuration
Typical Foundry LAN Configurations

Figure.15.shows.a.typical.Foundry.backbone.network.or.enterprise.data. center.configuration.including.the.BigIron.RX ..It.portrays.a.typical.corporate. data.center.with.high-speed.connections.(1Gbps.and.10Gbps).to.the.wiring. closet.switches.with.WAN.access.provided.by.an.AccessIron.router.(Tasman. OEM) ..Tasman.was.recently.purchased.by.Nortel,.which.makes.switching. products.that.are.competitive.with.Foundrys.products ..It.is.a.nice.portrayal.
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Table.20
F O U N D R y F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Foundry Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 Foundry Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 8 .8 6 .6 255 8000 2 24
EIF2402CF
EdgeIron Series
EdgeIron Series
Catalyst.2960/3560 Wiring.Closet Layer.2

EIF4802CF EIF24G-A EIF48G EIF24GS
Catalyst.2960/3560 Wiring.Closet Layer.2

EIF48GS EIF8x10G
48 24 48 24 48
4 1
4 1 8.XFP
13 .6 10 .1 255 8000
48 35 .7 255 16000
96 71 .4 255 16,000
48 50 .6 255 16,000
96 86 .3 255 16,000
160 119 255 16,000

4.Queues

4.Queues
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Table.20
F O U N D R y F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
Foundry Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3
FastIron Edge Series
FastIron Edge x Series
FastIron Workgroup Switch x Series
Catalyst.3560/3750/4948 Wiring.Closet RIPv1/v2,.OSPF,.PIM-DX,.PIM-SX,.VRRP,.DVMRP,.IGMP

FES2402. FES2402PoE.FES. 2402WLAN FES4802. FES4802PoE.FES. 4802WLAN
Catalyst.3560/3750/4948 Wiring.Closet RIPv1/v2,.OSPF,.BGP,.PIM-DX,.PIM-SX,.DVMRP

FESX424.. FESX424-1XG. .FESX424-2XG. FESX424-1XGPoE. FESX424-2XGPoE FESX448. FESX448-1XG. FESX448-2XG FWSX424. FWSX424-1XG. FWSX424-2XG
Layer.2
FWSX448. FWSX448-1XG. FWSX448-2XG
Foundry Product Numbers
FES9604.WLAN
FES12GC
FEXS424HF
Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 38 .4 6 .6 4096 64,000 38 .4 10 .1 4096 64,000 76 .8 20 .4 4096 64,000 34 .6 17 .8 4096 64,000 88 65 4096 16,000 136 101 4096 16,000 88 65 4096 16,000 88 65 4096 16,000 36 101 4096 16,000 2 2 4 12 4 4 20 1.on.1XG,.2.on.2XG 4 4 24 48 96 20 44 4 24 48

4.Queues

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Table.21
FOUNDRy MODUL aR L aN SWITCHES D E C E M B E R 1, 2 0 0 6
Foundry Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility Foundry Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards 384 286 192 96 16 4
BigIron Rx Series
BigIron MG8
FastIron Super x/Sx Series
Catalyst.4500/6500 Wiring.Closet/Core/Data.Center RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.DVMRP

BI-RX-4 BI-RX-8 BI-RX-16 BI-MG8-xx
Catalyst.4500/6500 Wiring.Closet/Core/Data.Center RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.DVMRP

FI-SX1 FI-SX800 FI-SX1600
16
16
384 192 32
768 384 64
480 320 32
204 204 16 204
192 192 20 192 None None
384 384 36 384
None None
768 571
1 .54.Tbps 1 .14.Tbps
640 480
510 304
600 348
1080 646

Yes,.Global.Setting Yes,.Global.Setting


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Table.21
F O U N D R y M O D U L a R R O U T E R S ( S W I T C H D E R I VaT I V E S P O S I T I O N E D a S R O U T E R S ) D E C E M B E R 1, 2 0 0 6
Foundry Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility Foundry Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards 384 240 16 80 4
NetIron MLx Series
NetIron xMR Series
IMR 640
Catalyst.6500.and.Cisco.7600 Core/Data.Center/Metro.Area.Networks RIPv1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.MSDP,.MPLS

NI-MLX-4 NI-MLX-8 NI-MLX-16 NI-XMR-4
Catalyst.6500/7600 Core/Data.Center/Metro.Area.Networks RIP.v1/v2,.OSPF,.BGP,.IS-IS,.VRRP,.PIM-DX,.PIM-SX,.MSDP,.MPLS

NI-XMR-8 NI-XMR-16 NI-IMR
16
16
160
320
80
160
320
320
32
64
16
32
64
32
None None
None None
768 480
1 .54.Tbps 960
384 240
768 480
1 .54.Tbps 960
1 .28.Tbps 480



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Foundry
Weaknesses
. . .. acks.an.end-to-end.convergence.strategy.despite.a.long-term. L relationship.with.Mitel . .. igh.concentration.of.sales.to.the.U .S ..Government,.ranging.from.13-19%. H of.quarterly.sales.in.the.past.six.quarters ..This.may.influence.Foundry.to. focus.its.product.development.efforts.on.features.of.interest.to.the.U .S .. Government.but.not.needed.by.other.customers . .. ost.market.share.in.2005.with.modest.improvement.year-to-date.in.2006 .. L .. ervice.and.support.offering.and.delivery.mechanism.are.weak.(1.TAC,.. S 35.system.engineers) .. .. eeds.and.speeds.mentality/myopia.limits.them.from.understanding. F that.a.customer.deploys.a.complete.system.that.includes.security.and. applications ... .. ultiple.product.architectures.create.support.issues.and.potential. M customer.confusion ..A.lack.of.investment-protection.features.has.reduced. economic.value.of.some.customers.installed.base.equipment.(MG8) . .. acks.integrated.method.of.service.delivery.(VPNs,.IDS,.firewalls).within. L product.platforms . . costs.such.as.support,.training,.administration,.and.managing.spares. are.duplicated,.resulting.in.increased.costs ..Ownership,.responsibility,. and.problem.resolution.are.also.more.problematic.in.multiple-vendor. situations . .. isco.is.too.big.to.care.about.you:.Ciscos.focus.on.its.customers.has. C actually.contributed.to.its.growth ..Cisco.offers.a.broad.set.of.products,. listens.to.customers,.adapts.to.their.needs,.and.provides.technical. capability.and.leadership ... .. isco.provides.proprietary.solutions:.This.is.true,.and.many.would. C view.that.as.leadership ..Cisco.introduces.solutions.based.on.customer. needs,.then.works.to.get.them.accepted.and.implemented.by.the.various. standards.organizations ..Many.times.Cisco.introduces.a.proprietary. feature.based.on.customer.needs.and.works.with.other.companies.who. also.make.contributions.to.create.an.industry.standard ..Examples.of. this.include.Cisco.Group.Management.Protocol.which.became.Internet. Group.Management.Protocol.(IGMP).Snooping,.Interior.Gateway.Routing. Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP).became.Open.Shortest.Path. First.(OSPF).and.Routing.Information.Protocol.Version.2.(RIPv2),.Cisco. EtherChannel.technology.became.802 .3ad,.and.Ciscos.implementation. of.Power.over.Ethernet.(PoE).became.an.important.element.of.the.802 .3af. standard,.to.name.just.a.few ..After.obtaining.ratification.from.standards. bodies,.Cisco.supports.all.of.these.features.while.continuing.to.develop. new.proprietary.solutions.based.on.customer.needs,.starting.the.. process.anew .
. . .
Foundry Sales Tactics

. .. eaders.of.networking.infrastructure:.Foundry.claims.to.be.a.networking. L leader;.however,.data.from.every.market.share.firm.(DellOro,.Synergy,.etc .). clearly.paints.the.picture.of.Foundry.as.one.of.several.firms.fighting.to. maintain.viability.after.losing.share.in.four.of.the.past.five.quarters . .. ike.Cisco.but.cheaper:.Foundrys.penchant.for.ASIC-driven.architectures. L and.multiple.incompatible.architectures.discredits.this.argument ... Compare.the.residual.value.of.Catalyst.4500.Series.and.Catalyst.6500. Series.products.to.any.of.the.Foundry.Iron.series.and.you.will.see.that. Cisco.products.retain.a.higher.percent.of.original.value ..Foundry.must. partner.in.most.situations.to.provide.complete.solutions ..Customer.linkage.
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Huawei
Huawei Overview
HUAWEI
. . . . .
.. uawei.is.a.privately.held.Chinese.high-tech.company.established.in.1988 . H .. uawei.has.30,000.employees.(approximately.3400.internationally),.. H with.48%.of.employees.engaged.in.research.and.development .. .. laims.to.invest.10%.of.annual.sales.in.research.and.development . C .. uaweis.2005.global.sales.totaled.$8 .2.billion,.with.more.than.50%.of. H sales.made.outside.mainland.China .. ..t.has.four.corporate.divisions.organized.functionally:.products.and. I services,.strategy.and.marketing,.sales.and.support,.operations.and. delivery . .. uawei.recently.sold.its.stake.in.its.joint.venture.interest.in.H3C.to.3Com. H for.$882.million ..As.part.of.the.agreement,.Huawei.cant.compete.in.the. Enterprise/SMB.routing.and.switching.markets.for.18.months.after.final. approval.(expected.in.January.or.February.2007) ..Huawei.can.supply. products.to.the.Service.Provider.(SP).markets . .. uawei.concentrates.on.five.key.areas:.data.communications,.mobile. H networks,.optical.networks,.software,.and.applications .
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Huawei LAN Switches
Figure.16.portrays.Huaweis.LAN.switch.portfolio.as.of.December.2006 .
Typical Huawei Network Configuration

Huaweis.documentation.lacks.connection.to.the.problems.faced.by.enterprise. IT.managers ..Huawei.products.are.focused.primarily.on.speeds,.feeds,.and.low. cost.with.the.emphasis.on.port.density.and.uplink.speeds ..Huaweis.solutions. do.not.set.out.a.scalable.architecture.such.as.the.Cisco.Service-Oriented. Network.Architecture.(SONA) ..The.Cisco.Network.Admission.Control.(NAC). architecture,.for.example,.was.derived.from.interaction.with.customers.and.a. common.understanding.of.the.issues.customers.face ... Huawei.introduced.a.solution.called.Endpoint.Admission.Defense.(EAD);. however.this.system.only.works.with.local.Chinese.antivirus.software. solutions ..It.does.not.support.global.antivirus.vendors.such.as.McAfee.Security,. Trend.Micro,.and.Symantec ..To.date,.EAD.has.received.limited.support.among. the.Huawei.switching.and.routing.platforms.because.of.this.limitation;.however,. it.indicates.Huaweis.recognition.of.this.as.an.issue.and.its.willingness.to.invest. resources .
HUAWEI
Figure.16:.Huaweis.LAN.Switches
Figure.17:.Huawei.Enterprise.Backbone.Network
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Table.23
H UaW E I F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Huawei Product Family Cisco Catalyst Switching
Quidway 3000 Series
Quidway 3900 Series
Quidway 5000 Series
HUAWEI
Catalyst.Equivalent Positioning Layer.2/Layer.3 Huawei Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 8 .8 6 .6 256 8000 24 2
S3026C

S3026CPWR
Catalyst.2960/3560 Wiring.Closet RIPv1/v2,.OSPF,.PIM-SX,.PIM-DX

S3050C 3928TP-SI 3928P-SI. 3928P-EI. 3928P-PWR-EI 3952P-SI. 3952-EI. 3952P-PWR-EI S5012G
Catalyst.2960G
Layer.2
S5024G S5012T
24.(PoE) 2
48 2
24 2
24
48 12 20 2 2
10
8 .8 6 .6 256 8000
13 .6 10 .1 256 8000
12 .8 9 .5 4000 16,000
12 .8 9 .5 4000 16,000
17 .6 11 .8 4000 16,000
24 17 .8 4000 16,000
24 17 .8 4000 16,000
48 35 .6 4000 16,000

4.Queues
(GARP)
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(GARP)
(GARP)
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Table.23
H UaW E I F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
Quidway 5600 Series
HUAWEI
Catalyst.Equivalent Positioning Layer.2/Layer.3 Huawei Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 192 65 .5 4000 16,000 192 65 .5 4000 16,000 24 4 24.(PoE) 4
S5624P
Catalyst.3560/3750 Wiring.Closet RIPv1/v2,.OSPF,.BGP,.PIM-SX,.PIM-DX

S5624P.PWR
S5648P
S5648P.PWR
S5624F
48 4
48.(PoE) 4
24 2.All.Models
240 101 .2 4000 16,000
240 101 .2 4000 16,000
192 65 .5 4000 16,000

8.Queues
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Table.24
H UaW E I M O D U L a R L a N S W I T C H E S D E C E M B E R 1, 2 0 0 6
Quidway 6500 Series
Quidway 8500 Series
HUAWEI
Catalyst.Equivalent Positioning Layer.3.Compatibility Huawei Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards 48-192 36-144 2 96 96 96 8 96 3 144 144 144 12 144
S6502
Catalyst.4500 Wiring.Closet RIP,.OSPF,.BGP,.IS-IS,.PIM-DX,.VRRP

S6503 S6506 S6506R S8505
Catalyst.6500 Wiring.Closet/Core RIP,.OSPF,.BGP,.IS-IS,.PIM-DX,.VRRP

S8508 S8512
6 288 288 288 24 288 None
6 288 288 288 24 288
5 240 240 120 20 120
8 384 384 192 32 192 SONET Firewall
12 576 576 288 48 288
Network.Analysis
56-312 42-216
96-336 72-216
96-336 72-432
300 178
480 285
720 428
(RED)
(RED)
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(RED)
(RED)
(RED)
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NOTES
Weaknesses
HUAWEI
. . . .
.. eavily.reliant.on.direct.sales.and.OEM.model . H .. eak.feature.support.for.QoS.and.multicast . W .. nknown.if.future.chassis.products.will.be.able.to.use.elements.of.current. U chassis.product . .. imited.international.enterprise.experience.and.acceptance . L
Huawei Sales Tactics

. . . . . .. laims.to.offer.the.same.features.as.Cisco,.but.at.a.lower.price . C .. ecycles.old.milestones.and.press.releases.repeatedly.to.gain.news. R coverage . .. ortrays.Cisco.as.a.legacy.product.vendor.and.itself.as.a.customerP focused.new-world.innovator . .. laims.technical.feature.performance.to.be.superior.to.Cisco. C with.no.substantiation . .. ses.partnerships.and.joint.ventures.to.offer.customers.a.complete.solution . U
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NOTES
alcatel
Alcatel Overview
Originally.founded.in.1898.as.Compagnie.Gnrale.dElectricit.(CGE).in. France ..In.1946,.CGE.diversified.into.the.production.of.telecommunications. equipment,.consumer.appliances,.and.electronics ..In.1970,.CGE.bought. Alcatel,.a.French.communications.company.founded.in.1879 ..CGE.combined.its. telecom.division.with.Alcatel.to.form.CIT.Alcatel ..Alcatel.merged.with.Lucent. in.December.2006 ..The.combined.companies.will.have.revenues.of.~US$25. billion ..Alcatel.has.strong.marketing.focus.on.SP.and.has.largely.ignored.the. Enterprise.LAN.switching.which.is.part.of.its.Enterprise.Solutions.falling.within. Alcatels.Private.Communications.Group.(PCG) ..LAN.Switching.dropped.to.only. 0 .5-0 .6%.of.Alcatel.revenues.at.the.completion.of.the.Lucent.merger ..Alcatels. has.a.weak.position.in.LAN.switching.clinging.to.~1%.market.share.from.2004. through.the.first.half.of.2006 .
ALCATEL
Table.25
a L C aT E L F I N a N C I a L P R O F I L E 1
2005 ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Income.Profit/Loss Operating.Profit/Loss.% Headcount $15,554 $10,069 $5485 $1709 $2382 $39 $1355
2004 ($M) $16,734 $10,493 $6241 $2742 $2165 $177 $1157
2003 ($M) $15,782 $11,167 $4615 $2744 $2055 $1515 -$1699
8 .7% 58,000 H1 2006
6 .9% 55,718 2005. 1 .0%

2
-10 .8% 60,486 2004 1 .2%

1 Yahoo.Finance Synergy.Research
1 .1%
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Alcatel LAN Switches
Figure.18.portrays.Alcatels.LAN.switch.portfolio.as.of.December.1,.2006 .
Typical Alcatel Network Configuration

Alcatel.markets.its.6800.series.fixed-configuration.devices.for.extensive.use. in.the.wiring.closet,.yet.the.6800.has.no.PoE.capability.and.is.largely.obsolete. as.a.result.of.the.introduction.of.the.6850.less.than.15.months.later ..The.6850. is.not.stackable.with.the.6800.series,.decreasing.the.6800s.value.and.adding. management.complexity ..Alcatel.is.last-to-market.with.a.product.(9700/9800). comparable.to.the.Cisco.Catalyst.6500.Series ..The.9700/9800.had.no.PoE. support.until.recently ..Alcatel.promised.features.and.products.but.failed.to. deliver,.seriously.hurting.its.credibility ..Examples.include.the.late.shipment.of. the.9800,.announced.but.still.not.shipping,.and.the.failure.to.deliver.a.6800.PoE. switch.as.promised ..Alcatel.lacks.a.real.end-to-end.solution.for.the.enterprise. because.it.does.not.offer.a.concise.application-optimized.WAN.solution .
Figure.19:.Alcatel.Enterprise.Backbone.Network
Figure.18:.Alcatels.LAN.Switches
ALCATEL
Above.is.a.typical.Alcatel.solution.for.a.LAN.switching.network ..Its.totally. focused.on.switch.connectivity.and.lacks.any.reference.to.WAN.or.security. considerations ..Alcatel.has.focused.on.delivering.a.base.set.of.products.to. satisfy.some.basic.customer.needs.(connectivity,.density,.and.performance. requirements).and.has.not.focused.on.the.more.comprehensive.needs. of.enterprise.customers ..Alcatel.has.yet.to.outline.or.set.forth.a.scalable. architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) .
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Table.26
a L C aT E L F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1. 2 0 0 6
alcatel Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3
62xx Series
66xx Series
OmniSwitch 6800 Series
OmniSwitch 6850 Series

OS-LS-6224. OS-LS-6224P
OS-LS-6248. OS-LS-6248P
Catalyst.3560/3750
RIPv1/v2,.OSPF
OS-6600-24. OS-6602-24. OS-6600-P24 OS-LS-6248. OS-LS-6248P OS-6800-24L. OS-6800-48L OS-6800-24. OS-6800-48
RIPv1/v2,.OSPF,.PIM-SX,.DVMRP
OS-LS-6248. OS-LS-6248P OS-6850-24. OS-6850-P24. OS-6850-24X. OS-6850-P24X OS-6850-48. OS-6850-P48. OS-6850-48X. OS-6850-P48X
alcatel Product Numbers
Maximum Port Density

ALCATEL
10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues
24 2 2
48 2 2
24 2 2
48 2 2
20.or.44 24.or.48 4 4 4 20 2.(optional.on.OS-6800-48) 2.(X.version) 20 4 44.or.48.(X.version) 4
12 .8 9 .5 255 16,000
17 .6 13 255 16,000
14 9 .5 255 16,000
20 13 255 16,000
12 .8.or.17 .6 9 .5.or.13 .0 1024 16,000
48.or.96 35 .7.or.71 .4 1024 16,000
71 .4 71 .4 1024 16,000
48.or.88 .1 35 .7.or.65 .5.(10G) 1024 16,000
71 .4.or.136 .1 71 .4.or.101 .2 1024 16,000

4.Queues

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Table.27
a L C aT E L M O D U L a R L a N S W I T C H E S D E C E M B E R 1. 2 0 0 6
alcatel Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility alcatel Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Bandwidth.Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
108
7xxx Series 7700 7800 9600
OmniSwitch 9xxx Series 9700 9800
Catalyst.4500/6500 Wiring.Closet RIPv1/v2,.OSPF,.BGP,.DVMRP,.PIM-S,.VRRP
Catalyst.4500 Wiring.Closet
Catalyst.6500 Wiring.Closet/Core RIPv1/v2,.OSPF,.BGP,.DVMRP,.PIM-S,.PIM-D,.VRRP
8 192 96 96
16 384 192 192
16
ALCATEL
96 96 24
192 192 48 192 None None
384 384 96 384
192 ATM-OC3/OC.12 None
384
96
64 30
128 60
? ?
960 285
1 .92.Tbps 570
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alcatel
Weaknesses
. .. lcatel.has.a.weak.and.declining.position.in.the.worldwide.LAN.switching. A market ..Alcatel.has.1%.market.share.and.LAN.switching.has.dropped.to. only.0 .5-0 .6%.of.Alcatel.revenues.with.the.completion.of.the.Lucent.merger .. It.is.difficult.for.Alcatel.to.justify.its.commitment.to.the.Enterprise.market . .. lcatel.lacks.positive.reinforcement.as.a.data.networks.supplier,. A particularly.in.North.America.and.hasnt.gained.significant.mind.share.in. the.enterprise.infrastructure.market . .. lcatel.has.had.a.poor.investment.protection.track.record,.typically. A requiring.a.complete.chassis.upgrade . .. lcatel.has.promised.products.and.failed.to.follow.through.on.delivery .. A Alcatel.promised.PoE.capability.on.the.OmniSwitch.6800.but.failed.to. deliver ..PoE.was.released.on.the.6850.instead;.however,.it.has.a.different. OS.than.the.6800 . .. lcatel.seems.to.perceive.customer.technology.needs.moving.more. A slowly.than.the.industry.as.a.whole,.including.the.demand.for.tri-speed. Gigabit.networking.to.the.desktop.and.the.demand.for.Power.over. Ethernet ..Alcatel.was.relatively.late.to.market,.choosing.to.invest.more. effort.in.maintaining,.supporting,.and.evolving.cost-sensitive,.lowercapacity.solutions.than.other.vendors ..This.trend.is.likely.to.continue. because.of.the.high.degree.of.price.sensitivity.in.some.of.Alcatels.key. vertical.customer.segments . . . .. lcatel.will.attempt.to.vertically.market.their.solutions ..Cisco.can.offer.a. A superior.overall.solution,.particularly.in.VoIP ..Cisco.has.shipped.over.50. million.pre-PoE.and.PoE.ports.and.has.five.TACs.and.over.1300.support. engineers.to.effectively.support.customers ..Through.Q3,.2006.Alcatel.had. shipped.less.than.400,000.PoE.ports.and.has.much.less.experience.in.this. area.than.Cisco . .. lcatel.will.tout.its.solution.as.best.of.breed,.with.lower.TCO.and.trot.out. A an.ease-of-management.clich ..They.ignore.the.fact.that.such.a.solution. requires.multiple.relationships,.increasing.linkage.and.training.costs ..Also. ignored.is.problem.identification,.ownership,.and.resolution.under.difficult. conditions .
ALCATEL
. .
Alcatel Sales Tactics

. .. lcatel.strongly.emphasizes.convergence.to.leverage.a.broader. A solution ..Cisco.offers.similar.breadth.with.the.added.depth.of.a.more. comprehensive.WAN.portfolio.with.extensive.voice.capabilities . .. lcatel.can.offer.complete.solution ..Cisco.offers.a.more.comprehensive. A set.of.products.and.greater.choice.than.Alcatel.in.the.LAN.switching.area .
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NOTES
D-Link
D-Link Overview
Founded.in.1986,.D-Link.is.a.Taiwanese.company,.headquartered.in.Hsinchu,. Taiwan ..Listed.on.the.Taiwan.Stock.Exchange.(TSE) ..D-Link.has.less.than.1800. employees,.but.claims.to.have.a.global.reach.in.more.than.100.countries ..D-Link. focuses.on.SOHO.and.SMB.market.segments.and.targets.emerging.markets,. especially.in.Asia-Pacific.and.Latin.America ..Roughly.half.of.its.revenue.came. from.Asia-Pacific.in.the.first.six.months.of.2006 .
Table.28
D - L I N k F I N a N C I a L PR O F I L E1
D-LINK
2005* ($M) Total.Revenue -.Cost.of.Goods =.Gross.Margin -.Marketing.&.Administration -.Research.and.Development -.Other.Expenses =.Operating.Income.Profit/Loss Operating.Profit/Loss.% Headcount $1200 .0 $813 .6 $386 .4 $243 .6 $33 .6 $0 .0 $109 .2
2004 ($M) $1100 .0 $757 .9 $342 .1 $221 .1 $35 .2 $9 .0 $76 .8
2003 ($M) $1000 .0 $665 .0 $335 .0 $214 .6 $38 .0 $0 .0 $82 .4
9 .1% ~.1800 H1 2006
7 .0% ~.1800 2005. 1 .2%
8 .2% ~.1800 2004 1 .6%
1 .6%
*Spun.out.ODM.subsidiary.into.independent.entity 1 Yahoo.Finance 2 Synergy.Research
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D-Link LAN Switches
Figure.20.portrays.D-Links.LAN.switch.portfolio.as.of.December.2006 .
Figure.20:.D-Links.LAN.Switches
D-LINK
D-Link.quickly.adopts.industry.standards ..It.delivers.many.features.via. merchant.silicon,.focusing.on.low.initial.purchase.price ..D-Link.has.primarily. focused.on.SMB.markets.but.does.offer.a.chassis.product,.indicating.a. desire.to.move.into.Enterprise.accounts ..A.thorough.search.of.D-Links.North. American.website.didnt.locate.any.network.configuration.diagrams ..This. indicates.that.D-Link.is.unfamiliar.or.inexperienced.in.this.area ..Support.is. subcontracted.to.NCR,.leaving.us.to.wonder.about.the.quality.of.support. provided.in.terms.of.dealing.with.networking.environments.of.more.than.two. to.four.switches .
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Table.29
D - L I N k F I x E D - C O N F I G U R aT I O N S W I T C H E S D E C E M B E R 1, 2 0 0 6
D-Link Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 D-Link Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 8 .8 6 .6 255 8000 2 24
DES.3226L
DES 32xx Series
DES 35xx/38xx Series

DES.3226

DES.3526 DES.3550
Catalyst.3560/3750
RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP
DES.3828 DES.3828P DES.3828P
24
24
48
24 2
24.(PoE) 2 2
48 2 2
8 .8 6 .6 255 8000
8 .8 6 .6 255 8000
13 .6 10 .1 255 8000
12 .8 9 .5 4000 16000
12 .8 9 .5 4000 16000
17 .6 10 .4 4000 16000
D-LINK

2.Queues

4.Queues

8.Queues
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Table.29
D - L I N k F I x E D - C O N F I G U R aT I O N S W I T C H E S ( C O N T I N U E D ) D E C E M B E R 1, 2 0 0 6
D-Link Product Family Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.2/Layer.3 D-Link Product Numbers Maximum Port Density 10/100. 10/100/1000 Dual.Personality Uplink/SFP/GBIC 10G.Uplink Performance Capacity.(Gbps) Throughput.(Mbps) Maximum.VLANs MAC.Address.Entries Security Radius 802 .1X SSL SSH Bandwidth Management/QoS IGMP.Snooping Rate.Limiting GVRP. Hardware.Queues 108 86 .3 4000 16,000 1.(Up.to.3) 24 4
DXS.3227
DxS Series
DxS Series
Catalyst.2960/3560.(PoE) Wiring.Closet RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP

DXS.3227P DXS.3250 EIF48G
Catalyst.3560/3750 Wiring.Closet RIPv1/v2,.OSPF,.PIM.S,.PIM.D,.DVMRP

EIF24GS EIF48GS
24.(PoE) 4
48 4 24 4 48 4 2 4 24 2.(Up.to.4)
1.(Up.to.3)
2.(Optional)
108 86 .3 4000 16,000
144 107 .1 4000 16,000
88 71 .4 4000 16,000
176 107 .1 4000 16,000
128 101 .2 4000 16,000

D-LINK

8.Queues

8.Queues
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Table.30
D-LINk MODUL aR L aN SWITCHES D E C E M B E R 1, 2 0 0 6
D-Link Product Family Description Cisco Catalyst Switching Catalyst.Equivalent Positioning Layer.3.Compatibility D-Link Product Numbers Maximum Port Density .Interface.Module.Slots RJ-45.10/100 RJ-45.10/100/1000 Maximum.1000BASE-SX/LX 10.Gigabit Power.over.Ethernet.(PoE) Other.(ATM,.STM,.etc .) Service.Module.Support Performance (One Unit) Capacity.(Gbps) Throughput.(Mbps) QoS and Rate Limiting Weighted.Round.Robin Weighted.Random.Early.Detection Weighted.Fair.Queuing Strict.Priority.Queuing Rate.Limiting High availability Stateful.Switchover.(SSO) Nonstop.Failover.(NSF) Hitless.Software.Upgrades Modular.Operating.System Redundant.Fabric.Module Hot.Swap.Line.Cards
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Weaknesses
. .. upport.capability.potentially.very.weak,.outsourced.service.and.support. S to.third.party.(NCR) . .. ack.of.security.integration,.relies.on.partnership.with.Checkpoint . L .. ack.of.product.stability.and.compatibility.in.complicated.network. L environments . .. ack.of.experience.in.larger,.more.complex.network.environments . L .. nknown.if.future.chassis.products.will.be.able.to.use.elements.of.current. U chassis.product.going.forward . .. imited.international.enterprise.experience.and.acceptance . L .. imited.solution.scalability ..Product.set.is.geared.toward.small.network. L designs . .. ack.of.PoE.capability.in.6500.chassis,.single.switch.fabric,.and.limited. L chassis.selection .
D-LINK
Catalyst.4500 Wiring.Closet RIPv1/v2,.OSPF,.PIM-S,.PIM-D,.VRRP

DES.6500
. . .
8 196 96 96 16 None None None
. . . .
160 142
D-Link Sales Tactics

. . . .. rice,.price,.price ..Aggressive.pricing,.low.price.per.port . P .. imple.management.and.GUI,.you.plug.and.play . S .. ortrays.Cisco.as.a.legacy.product.vendor.and.itself.as.an.end.user P focused.new-world.innovator .
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Cisco
Why Work With Cisco?
CISCO OFFERS BUSINESS aND TECHNICaL VaLUE
Cisco.offers.value.beyond.a.switch,.router,.wireless.access.point,.or.other. networking.device ..By.working.with.Cisco,.customers.and.partners.can. practically.and.pragmatically.find.ways.to.more.effectively.utilize.their. networks.to.further.their.business.goals ..The.Cisco.Service-Oriented.Network. Architecture.(SONA).and.Network.Admission.Control.(NAC).are.two.current. examples,.both.based.on.extensive.customer.interaction.and.understanding.of. issues.faced.by.customers ..They.address.different.aspects.of.effective.network. utilization,.but.demonstrate.how.Cisco.adds.customer.value.in.addition.to. providing.high-functionality,.high-performance.networking.solutions . SONA.provides.a.framework.that.uses.the.network.to.accelerate.business. applications.and.processes.to.enhance.customer.profitability ..The.network. is.the.platform.that.connects.and.enables.the.IT.infrastructure ..By.making. the.network.more.intelligent,.the.IT.infrastructure.is.improved ..This.frees.up. funds.for.greater.innovation.and.strategic.investment ..By.reducing.operating. expenses.and.increasing.network.relevance,.SONA.creates.new.revenue. opportunities.for.partners.to.sell.solutions.and.services.that.move.enterprises.to. next-generation.IT . NAC.uses.the.network.to.intelligently.confirm.user.identity.and.endpoint-device. security.policy.compliance ..NAC.addresses.worms,.viruses,.spyware,.and. malware,.which.cause.downtime.and.financial.loss.and.decreases.productivity .. Customers.can.use.existing.network,.security,.and.management.infrastructure. for.the.smallest.IT.footprint.possible ..NAC.is.built.on.an.industry.initiative.led.by. Cisco,.with.over.60.active.partners,.and.offers.the.broadest.solution.available. in.the.market.in.the.form.of.ready-to-use.NAC.appliances.and.an.architecturebased.framework ..Appliance.components.can.be.integrated.into.the.NAC. framework,.providing.a.smooth.transition.to.an.architectural.implementation .. NAC.offers.far-reaching.customer.benefits.such.as: . .. ndpoints.(laptops,.PCs,.PDAs,.servers,.etc .).conform.to.the.security.policy,. E which.proactively.protects.against.worms,.viruses,.spyware,.and.malware,. helping.organizations.focus.operations.on.prevention,.not.reaction .
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. .. AC.integrates.broadly.with.multi-vendor.security.and.management. N software.to.enhance.existing.investments.in.network.infrastructure.and. vendor.software . .. omprehensive.admission.control.across.all.access.methods.prevents. C noncompliant.and.rogue.endpoints.from.impacting.network.availability .. This.reduces.OpEx.related.to.identifying.and.repairing.infected,.rogue,. and.noncompliant.systems . .Cisco.EtherChannel.technology.became.the.basis.for.802 .3ad .. .Multiple.Instance.Spanning.Tree.(MIST).was.the.basis.for.802 .1s .. .. panning.Tree.Protocol.fast.enhancements.provided.the.basis.for. S 802 .1w.(Rapid.Spanning.Tree.Protocol) .. .Inter-Switch.Link.(ISL).was.the.basis.for.802 .1Q.trunking .. .. ayer.2.Tunneling.Protocol.(L2TP):.Cisco.developed.Layer.2. L Forwarding.(L2F).and.a.Microsoft.consortium.developed.Point-toPoint.Tunneling.Protocol.(PPTP) ..Cisco.cooperated.actively.with.the. Microsoft.consortium.and.helped.develop.a.new.standard,.L2TP,.which. took.the.best.ideas.from.both.groups .. ..nterior.Gateway.Routing.Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP). I later.became.much.of.the.basis.for.Open.Shortest.Path.First.(OSPF). and.Routing.Information.Protocol.Version.2.(RIPv2) . . . . .. isco.employees.chair.20.IETF.working.groups.in.varying.networking. C areas,.turning.innovations.into.standards . .More.than.100.Cisco.employees.have.written.Internet.drafts.and.RFCs . .. isco.actively.participates.in.virtually.every.group.concerned.with. C networking.standards ..This.participation.helps.ensure.that.Cisco. products.remain.current.and.compatible.with.standards ..Cisco.customers. can.deploy.Cisco.devices.without.concern.over.incompatibility ..By. focusing.on.standards,.Cisco.also.quickly.brings.to.market.products.that. meet.customer.needswhen.they.need.them ..And.the.emphasis.on. standards.addresses.the.needs.of.the.broad.market,.giving.customers. more.choices.in.how.they.solve.their.networking.problems.and.tailor.their. networks.to.meet.specific.business.objectives . .. isco.actively.looks.for.new.opportunities.to.grow.and.serve.its. C customers.through.internal.development,.acquisition,.or.a.combination,. taking.the.most.effective.approach.possible .. .. isco.invested.US$3 .2.billion.in.product.development.(R.&.D).in.fiscal.year. C 2005.and.over.$4 .0.billion.in.fiscal.year.2006 .
Cisco.works.with.leading.security.vendors.such.as.McAfee.Security,.Trend. Micro,.and.Symantec.to.incorporate.the.best.solutions.into.the.scalable.NAC. framework ..This.stands.in.stark.contrast.to.Cisco.competitors.who.have.a. more.narrow.focus.or.choose.to.avoid.addressing.security.concerns .
Why Choose Cisco?

. .. isco.has.the.most.experienced.networking.design.and.implementation. C staff.in.the.world ..This.staff.has.designed.thousands.of.networks.of. varying.size.and.complexity.worldwide ..Cisco.has.incorporated.this. experience.into.product.development,.design,.and.delivery .. .. isco.has.successfully.navigated.through.good.and.bad.times,.growing. C from.a.small.startup.to.a.large.multi-national.company.with.a.constant. focus.on.customer.and.partner.needs .. .. isco.develops.leading-edge.features.that.others.brand.as.proprietary .. C . In.reality,.this.is.technology.innovation.and.leadership ..Cisco.works. proactively.with.peers.and.competitors.to.incorporate.these.innovations. as.standards ..This.has.occurred.numerous.times.during.Ciscos.history ... A.few.examples.are:. .. isco.worked.actively.with.many.other.companies.to.develop.the. . C initial.Fast.Ethernet.specification,.later.adopted.by.IEEE.as.the.802 .3u. standard . .. ower.over.Ethernet.(PoE):.Cisco.began.shipping.pre-standard.PoE. P in.mid-2000 ..This.became.the.basis.for.the.ratification.of.standardsbased.PoE.(802 .3af).in.late.2003 . .
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Table.31
MaRkET COVER aGE
. .
.. isco.has.more.than.16,000.engineers.working.in.labs.worldwide.and.has. C been.awarded.more.than.2000.patents.with.another.3000.pending . .. isco.has.the.largest.networking.support.staff.in.the.world.with.five. C Technical.Assistance.Centers.(TACs).and.more.than.1400.support. engineers.devoted.to.network.support.and.problem.resolution . .. isco.offers.multiple.purchase.alternatives.such.as.direct.purchase.or. C leases.when.desired.by.customers . .. isco.IOS.Software.unifies.all.Cisco.switches,.routers,.and.other. C equipment,.providing.a.solid.foundation.for.Internet.applications.and. helping.companies.to.extend.common.services.and.interfaces.across.the. entire.network,.reducing.training.and.administrative.costs . .. isco.management.software.supports.remote.monitoring,.configuration,. C fault-detection,.and.troubleshooting ..A.complete.line.of.tools.simplifies. and.automates.the.delivery.of.intelligent.services.throughout.the.network,. whatever.the.organizations.size .
. Switches Modular Fixed Wireless Switches/ Controllers Access.Points Routers Enterprise Branch/ Multiservice IP Telephony IP.Phones IP.PBXs Call.Center. Solutions Security Intrusion. Detection Intrusion. Prevention Firewall/VPNs SaNs
Cisco
3Com Extreme Nortel ProCurve Force10 Foundry Huawei Alcatel
D-Link

5 1400
. .
Cisco.is.the.networking.market.leader.and.has.the.broadest.product.portfolio. of.networking.products,.services,.and.solutions ..Cisco.can.provide.a.. complete.solution.or.provide.critical.product.and.service.elements.as.desired. by.customers ..Table.31.compares.Ciscos.market.coverage.with.selected. competitors .

CISCO
Network Support and Services Number.of.TACs Support. Engineers Network.Design Advanced. Services
Unknown Unknown Unknown
3 30**
2 35**
Unknown Unknown
Unknown Unknown Unknown 30-35**
Unknown Unknown Unknown
Unknown Unknown
Unknown
Unknown Unknown Unknown Unknown Unknown Unknown Unknown
*HP.does.not.develop.SAN.equipment ..HP.sells.SANs.from.multiple.sources.including.Cisco .. **Estimated .
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Why Cisco Catalyst Switching
INTEGRaTED SECURITy
Cisco.Catalyst.switches.have.built-in.mechanisms.to.help.make.the.network. self-defending ..They.integrate.security.functions.into.the.infrastructure.to. help.control.user.access.to.the.network.and.to.various.services,.to.help. protect.against.network.threats.such.as.worms,.viruses,.and.denial-of-service. (DoS).attacks,.and.to.help.ensure.privacy.in.communications ..Cisco.Catalyst. switches.offer.integrated.security.solutions.for.networks.of.every.size,.without. compromising.performance ..From.standalone.to.chassis,.the.Cisco.Catalyst. family.of.switches.lets.you.implement.whatever.safeguards.you.need,.. wherever.you.need.them ... . .. sing.Network.Admission.Control.(NAC).on.Cisco.Catalyst.switches,. U the.network.will.allow.devices.onto.the.network.only.if.they.meet. certain.criteria,.such.as.having.the.latest.version.of.virus.software ..NAC. significantly.limits.the.capability.for.viruses.to.enter.the.network . .. ccess.control.lists.(ACLs).assign.users.to.designated.network.areas.and. A block.unauthorized.access.to.all.other.applications.and.information ... ACLs.allow.only.designated.users.to.access.specified.resources . .. isco.Catalyst.switches.offer.capabilities.to.mitigate.man-in-the-middle. C attacks ..Features.such.as.Dynamic.Host.Configuration.Protocol.(DHCP). Snooping,.Dynamic.Address.Resolution,.and.IP.Source.Guard.all.help. prevent.data.and.identity.theft.in.the.network . ..dentity-Based.Networking.Services.(IBNS).on.Cisco.Catalyst.switches. I authenticate.who.can.access.the.network.and.what.network.resources. they.can.access ..IBNS.prevent.unauthorized.users.from.gaining.access. to.the.network ..Using.IBNS,.guests.can.be.placed.in.a.guest.VLAN.and. provided.access.to.the.Internet .. .. isco.Catalyst.switches.offer.numerous.features.to.mitigate.DoS.attacks .. C These.include.Control.Plane.policing,.Port.Security,.Scavenger.Class. QoS,.and.NetFlow.anomaly.detection,.to.name.a.few .
.. isco.delivers.on.the.vision.of.integrated.network.security.by.offering.a. C suite.of.advanced.security.modules.including.firewall,.IPSec.VPNs,.SSL,. IPS,.IDS,.and.gigabit.network.analysis.modules.into.the.Cisco.Catalyst. 6500.Series.Switches ..By.expanding.on.the.Cisco.SAFE.Blueprint.to. include.the.Cisco.Catalyst.6500.Series,.these.capabilities.enable.more. integrated,.highly.available,.adaptive,.and.scalable.security.for.network. connectivity,.services,.and.applications ..
aVaILaBILITy aND RESILIENCy
Cisco.Catalyst.switches.offer.availability.and.resiliency.by.providing.. device-level,.protocol-level,.and.network-level.resiliency ..Examples.include: . .. he.modular.Cisco.Catalyst.switches.have.redundant.power.supplies,. T redundant.supervisors,.fan.trays,.and.clock.modules.that.help.protect. against.failure ..Features.such.as.NSF/SSO.ensure.subsecond.supervisor. failover.in.an.event.of.a.supervisor.failure ..Cisco.IOS.Software.modularity,. an.industry.first,.takes.high.availability.to.the.next.level.by.allowing. subsystem.image.upgrades.without.having.to.take.the.switch.down .. .. he.fixed-configuration.Cisco.Catalyst.switches.support.the.optional. T Cisco.Redundant.Power.System.675,.which.provides.a.675-watt. redundant.AC.power.system.backup.source.for.one.of.six.units,.improving. fault.tolerance.and.network.uptime .. .. eatures.such.as.Bridge.Protocol.Data.Unit.(BPDU).Guard.prevent. F accidental.topology.loops.from.happening.in.the.network,.while. Unidirectional.Link.Detection.(UDLD).and.Aggressive.UDLD.detect. incorrect.fiber-optic.wiring.or.port.faults ..Network.uptime.is.maximized. when.these.features.are.enabled . .. isco.Spanning.Tree.Protocol.enhancements.allow.for.maximum.uptime,. C maximum.available.bandwidth,.and.greater.levels.of.resiliency ..Features. such.as.Per.VLAN.Rapid.Spanning.Tree.(PVRST+).and.Backbone.Fast. allow.for.load.balancing.of.VLANs.and.rapid.convergence.of.the.network .. Gateway.Load.Balancing.Protocol.(GLBP),.a.unique.Cisco.feature,.allows. users.to.further.maximize.link.and.network.resources.by.permitting.load. sharing.of.links.and.gateway.resources.in.a.Layer.2.environment .
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. .. outed.Access.in.the.wiring.closet.enables.the.network.to.respond.to. R recovery.times.very.quickly,.often.in.less.than.200.milliseconds,.. and.optimizes.usage.of.existing.network.links.and.ports . .. isco.IOS.Software.Modularity.on.the.Cisco.Catalyst.6500.Series.boosts. C operational.efficiency.and.minimizes.downtime.through.evolutionary. software.infrastructure.advancements ..By.enabling.modular.Cisco.IOS. subsystems.to.run.as.independent,.self-healing.processes,.this.innovation. minimizes.unplanned.downtime.through.fault.containment.and.stateful. process.restarts,.simplifies.software.changes.through.subsystem.. In-Service.Software.Upgrades.(ISSU),.and.enables.process-level,. automated.policy.control.by.integrating.the.Embedded.Event.. Manager.(EEM) . . .. he.Cisco.Application.Control.Engine.(ACE).Module.provides. T organizations.with.levels.of.control.over.the.way.that.they.deploy,.operate,. deliver,.secure,.and.manage.their.applications.and.business.services. across.the.extended.enterprise .
OPTIMIzED DELIVERy
Cisco.Catalyst.switches.help.disparate.applications,.all.of.which.have.different. requirements,.to.get.the.bandwidth.and.efficiency.needed.from.a.converged.IP. network ..From.the.wiring.closet.to.the.core.network,.the.Cisco.Catalyst.family. of.switches.increases.your.network.value . . .. ecause.Cisco.Catalyst.switches.inspect.and.classify.every.data.packet. B based.on.the.priorities.you.set,.your.most.urgent.traffic.is.handled.first .. ACLs.can.be.used.to.identify.and.tag.packets,.using.both.802 .1p.Class.of. Service.(CoS).and.Differentiated.Services.Code.Point.(DSCP).markings. to.indicate.relative.importance ..This.combination.helps.ensure.that.QoS. levels.are.maintained.throughout.the.network,.even.across.WAN.links . .. ith.Cisco.AutoQoS,.a.Cisco.IOS.Software.feature,.you.do.not.need.a. W big.IT.department.or.extensive.expertise.to.take.advantage.of.these. advanced.QoS.features ..For.example,.with.one.click,.all.the.parameters.for. IP.telephony.are.set.automatically,.preventing.other.traffic.from.interfering. with.network-based.phone.conversations . .. isco.Catalyst.switches.deployed.at.the.edge.of.the.network.support. C Internet.Group.Management.Protocol.(IGMP).snooping,.which.maps.the. incoming.stream.to.the.port.that.requested.the.traffic ..In.addition,.Cisco. Catalyst.switches.support.Protocol.Independent.Multicast.(PIM).routing. protocol ..PIM.determines.reachability.and.efficiency.in.the.network.based. on.where.the.traffic.has.come.from,.instead.of.where.the.traffic.is.going .. This.helps.to.ensure.the.best.efficiency.for.multicast.traffic . .. isco.offers.among.the.highest.performance.modular.and.stackable. C switches.in.the.industry,.but.throughput.alone.is.not.enough ..Organizations. need.to.be.assured.of.predictable.performance,.regardless.of.variables. like.congestion,.traffic.type,.or.the.use.of.software-.or.hardware-enabled. services ..That.is.why.all.Cisco.Catalyst.switches.are.designed.to.maintain.
aDVaNCED TECHNOLOGy INTEGRaTION
Cisco.delivers.on.the.vision.of.integrated,.converged.services.by.offering. a.suite.of.service.modules ..The.Cisco.Catalyst.6500.Series.includes.the. following.advanced.features: . . .. oice-aware.services.integrate.with.Cisco.Unified.Communications.to. V make.it.easier.to.deploy,.operate,.and.consolidate.voice.solutions ... .. he.Cisco.Content.Switching.Module.brings.advanced.Layer.47.. T content.switching.capabilities.to.the.Cisco.Catalyst.6500.Series.Switch,. adding.high-performance,.feature-rich.Layer.47.load-balancing.to. existing.Layer.23.features.on.the.Catalyst.platforms . .. he.Cisco.Catalyst.6500.Wireless.Services.Module.(WiSM).enables. T pervasive,.campus-wide.wireless.services.and.is.a.central.component.of. the.Cisco.Unified.Wireless.Network ..Integrating.the.WiSM.into.the.Cisco. Catalyst.6500.Series.combines.the.best.of.wireless.and.wired.technology,. resulting.in.simplified.wireless.deployment.and.management,.leading. wireless.security,.maximum.wireless.scalability,.and.the.highest.levels.of. wireless.availability . .. he.Cisco.Catalyst.6500.Application-Oriented.Networking.Module. T provides.message-level.routing,.visibility,.and.security .
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predictable.performance.through.a.unique.combination.of.mechanisms,. including.Cisco.Express.Forwarding,.Ternary.Content.Addressable. Memory.(TCAM),.buffering,.and.congestion.management ..This.allows. network.managers.to.enable.complex.features.without.fear.of.losing. speed.in.their.networks .
ENHaNCED MaNaGEaBILITy
For.more.information.about.Ciscos.switching.platforms,. please.refer.to.the.Cisco.Catalyst.Switch.Guide,.located.at:.
Cisco Catalyst Switch Guide
Scalable,.intelligent.LAN.switching.for.campus,.branch,. and.data.center.networks.of.all.sizes
www .cisco .com/go/switchguide
Cisco .Catalyst .6500.and.Catalyst.4500.Series.Modular.Switches Cisco.Catalyst.4900,.Catalyst.3750,.Catalyst.3560,.Catalyst.2960,. Catalyst.2950,.Catalyst.2940,.and.Catalyst.Express.500.Series. Fixed-Configuration.Switches

Spring 2006 V.2
Cisco.Catalyst.switches.offer.enhanced.capabilities.that.allow.the.switch. to.be.easily.configured.and.managed,.and.offer.many.tools.that.aid.in. troubleshooting.the.network.if.a.problem.arises . . .. isco.Network.Assistant.offers.centralized.management.and.configuration. C of.Cisco.devices.to.simplify.deployment.and.ongoing.maintenance.by. using.Cisco.Smartports.technology ..Through.a.user-friendly.GUI,.users. can.easily.apply.common.services.such.as.configuration.management,. inventory.reports,.password.synchronization,.and.Cisco.IOS.Drag-andDrop.Upgrade.across.Cisco.switches,.routers,.and.access.points . .. martports.Advisor.takes.Cisco.Smartports.technology.further.by. S automatically.detecting.the.type.of.device.(for.example,.an.IP.phone,. router,.or.access.point).connected.to.the.switch.and.offering.a.Cisco.. best-practices.configuration.to.the.ports . .. isco.Catalyst.switches.provide.unique.extensions.to.the.IEEE.802 .3af. C standard.through.the.use.of.Intelligent.Power.Management.(IPM),.. which.minimizes.wall.power.requirements.and.maximizes.power.use.. on.a.per-port.basis . .. mbedded.Event.Manager.(EEM).on.the.Cisco.Catalyst.6500.Series.is.a. E flexible.automation.technology.that.enables.administrators.to.set.custom. policies.that.control.what.actions.a.switch.should.dynamically.take.when. particular.events.occur ..This.automation.helps.administrators.off-load. time-consuming.tasks.to.the.network.and.accelerate.the.resolution.of. network.issues ..
Cisco.is.committed.to.customer.and.partner.success ..That.commitment,.. in.addition.to.consistent.product.development,.market.commitment,.and. technical.focus,.are.and.have.been.key.factors.in.Ciscos.growth ..Cisco.is.proud. of.its.success.and.looks.forward.to.a.bright.future.working.with.its.partners.. and.customers .
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ROUTING
INTRODUCTION
Introduction
Welcome.to.the.2007.Cisco.Routing.Competitive.Reference.Guide ..This.guide. provides.information.about.selected.routing.competitors.(Huawei,.3Com,. Juniper.Networks,.and.Nortel).and.highlights.multiple.perspectives:.products,. sales,.weaknesses,.and.sales.tactics ..The.objective.is.to.outline.the.advantages. of.Cisco.routers.in.comparison.to.competitive.offerings,.and.help.you.address. Cisco.competitors.as.you.encounter.them ..
ORGaNIzaTION
.Router.Positioning.and.Overview .Market.Drivers.for.Integrated.Services .Advanced.Security .IP.Telephony.and.Unified.Communications .Wireless.LAN.and.Wireless.WAN .Application.Awareness.in.the.Network .Network.Availability.. .Competitor.Profiles .Who.They.Are.and.What.They.Sell .Typical.Network.Configuration .Product.Overviews.and.Vulnerabilities .Weaknesses .Sales.Tactics .Appliance.Competitors .WAN.Optimization./.Application.Delivery.Competitors .IP.Communications.Competitors .Security.Competitors.. .Why.Work.With.Cisco .Why.Choose.Cisco
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Router Positioning and Overview
The.branch.office.networking.market.is.experiencing.a.remarkable.confluence. of.new.demands.for.security.and.application.performance.combined.with.the. first.major.network.refresh.cycle.since.Y2K ..Cisco.Integrated.Services.Routers. and.service.aggregation.routers.meet.the.challenges.of.todays.networking. requirements,.while.offering.investment.protection.for.users.with.an.installed. base.of.Cisco.equipment .. A.number.of.competitors.want.to.serve.the.branch.office.networking.market,. yet.their.offerings.fall.far.short.of.the.comprehensive.requirements.of.todays. demanding.customers ..Table.1.shows.a.high-level.comparison.of.Cisco. network.solutions.versus.several.competing.solutions .
Market Drivers for Integrated Services

a new breed of branch office networking devices is emerging from the labs and production lines of major network equipment vendors. These branch-in-a-box networking devices have a simple aim: to combine the functions of many different types of common network equipment into a single device, resulting in cost savings, reduced management complexity, and increased reliability. Dan Golding, Burton Group
Table.1:.Branch.Office.Router.Positioning
BR aNCH OFFICE ROUTER POSITIONING
Cisco Cisco.850. Series Cisco.870. Series Cisco.1800. Series.(Fixed) Cisco.1841. (Modular) Cisco.2800. Series
Huawei
3Com
Juniper
Nortel VPN.Router.1000.Series Secure.Router.1000.Series Multiprotocol.Router.2430
Quidway.AR18-xx
SSG.5
Organizations.require.a.lot.more.than.basic.connectivity.in.their.networks .. Today.the.network.is.a.strategic.asset.that.plays.an.essential.role.in.delivering. services.and.enhancing.productivity ..Increasing.external.and.internal.security. threats.mean.that.security.services.must.be.pervasive.throughout.the. network ..The.enhanced.productivity,.new.services,.and.cost.savings.of.IP. telephony.are.leading.a.wholesale.migration.of.traditional.telephony.onto.the. IP.network ..Increased.employee.mobility.requires.wired.and.wireless.LAN. integration.as.well.as.ubiquitous.remote.access ..As.the.network.becomes. more.of.a.strategic.asset,.more.applications.are.placed.on.the.network,. requiring.sophisticated.application.optimization.in.addition.to.robust.and. comprehensive.quality.of.service.(QoS) .. This.surge.in.network.requirements.can.create.a.management.nightmare .. If.each.new.service.requires.a.new.piece.of.hardware.and.a.new.user. interface,.the.network.operations.staff.will.have.a.difficult.time.scaling.their. ability.to.implement.new.services.on.the.network ..The.integration.of.multiple. services.into.one.platform.reduces.the.burden.on.network.staff,.enabling. them.to.efficiently.install,.operate,.and.manage.application-aware.converged. networks ..Adding.services.to.the.network.is.a.simple.matter.of.provisioning. the.new.service.using.a.common.user.interface . Customers.have.embraced.the.integrated.services.solutionmore.than.two. million.Cisco.Integrated.Services.Routers.have.been.sold.to.date ..Third-party. research.shows.that.customers.want.an.integrated.solution.for.their.branch. office.deployments ..A.Yankee.Group.survey.from.December.2005.shows.the. customer.preferences.for.integrated.services.(Figure.1) .
Quidway.AR18-xx
Router.3000. Family
J2300 SSG.5 SSG.20 SSG.140 MSR.20 J4300 SSG.520. J4350 MSR.30 J6300 SSG.550 J6350 MSR.50.
Secure.Router.1000.Series VPN.Router.1750.ARN Multiprotocol.Router.5430
Quidway.AR28-xx
Router.5000. Family
Secure.Router.3120 VPN.Router.2700
Cisco.3800. Series
Quidway.AR46-xx
Router.6000. Family
VPN.Router.5000 ASN
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Introduction
Figure.1:.Preferred.Integrated.Services.for.Branch.Offices
Firewall IP telephony Virus protection Intrusion prevention systems Intrusion detection systems SSL VPN IPSec VPN Wireless and mobile support Video conferencing QoS Caching Voice Conferencing Software distribution Web conferencing and collaboration URL filtering Voice-mail Content filtering IM (integrated with IPC) Unified messaging Video streaming Streaming Gigabit Ethernet to the desktop Content delivery Centralized call processing Distributed call processing PoS Web Kiosk
The.Yankee.survey.asked.customers.for.the.primary.reasons.they.would.. want.services.and.features.integrated.into.branch.routers ..Figure.2.shows.. the.results ..

Figure.2:.Reasons.for.Integrated.Services.and.Features
Move Intelligence to Branches Lower Capital Costs Feature Interoperability Scalability Lower Operational Costs Better Performance Ease of Support Ease of Management
0%
10%
20%
30%
40%
50%
60%
70%
20
40
60
80
100
Customers.want.integrated.services.for.easy.management.and.support ... The.key.to.these.benefits.is.a.common.OS.with.a.common.user.interface. across.multiple.services ..With.a.Cisco.network,.the.same.Cisco.IOS.Software. operating.system.with.the.same.user.interface.is.used.to.configure.and. troubleshoot.Ethernet.switching,.WAN.routing,.integrated.firewalls,.IPSec. and.SSL.VPNs,.intrusion.prevention.systems.(IPSs),.IP.telephony,.traffic. management,.application.optimization,.and.wireless.LANs . By.contrast,.competitive.solutions.have.a.different.OS.for.branch.office. routing.and.aggregation.routing ..SSL.VPNs.(e .g .,.Juniper.JUNOS).and.IPSec. VPNs.(e .g .,.Juniper.ScreenOS).are.on.separate.boxes.with.different.operating. systems.and.user.interfaces ..WAN.optimization.and.traffic.management.is. on.yet.another.box.with.yet.another.operating.system ..Ethernet.switching,. wireless.LANs,.and.IP.telephony.require.third-party.boxes,.each.with.its.own. OS.and.user.interface .
Customers.who.use.Cisco.Integrated.Services.Routers.find.that.the.integration. of.multiple.services.into.one.product.makes.it.easier.to.bring.new.branch. offices.onto.the.network ..A.Sage.Research.study.(Figure.3).showed.that.Cisco. Integrated.Services.Routers.users.spend,.on.average,.7.hours.installing.and. configuring.devices.when.adding.a.new.site.to.a.network ..In.contrast,.other. users.spend.on.average.12.hours .

Figure.3:.Time.Savings.When.Adding.a.New.Site.to.the.Network
Integrated services router users Non-integrated services router users
7
Total (N=107) - Mean Security appliances (N=112)
12 5 4 3 0 5 10 Average number of hours 15
Routers (N=109) Switches (N=108)
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INTRODUCTION
Introduction
aDVaNCED SECURITy
The.most.dramatic.change.in.networking.over.the.past.several.years.is.the. enormous.increase.in.attacks.on.the.network,.from.both.the.outside.and. inside.of.the.network ..In.order.to.respond.to.these.threats,.Cisco.designed. the.Integrated.Services.Routers.to.be.security.devices ..Each.router.includes. encryption.hardware,.the.capability.to.store.security.credentials.on.encrypted,. removable.media,.and.raw.processing.performance ..The.routers.also.help. companies.to.reduce.their.WAN.costs.by.creating.a.secure.VPN.using.the. Internet.as.a.WAN.connection .. Cisco.Integrated.Services.Routers.with.Cisco.IOS.Software.deliver.. comprehensive,.advanced.security.through.the.following.features: . .. isco.IOS.WebSoftware.SSL.VPN.allows.companies.with.multiple.locations. C to.provide.secure.remote.access.to.their.employees,.vendors,.and. customers.without.installing.PC.client.software.on.each.endpoint ..Cisco.IOS. WebSoftware.SSL.VPN.is.a.comprehensive.Cisco.IOS.Software.feature.set. that.provides.Secure.Sockets.Layer.(SSL).VPN.connectivity.integrated.with. security.and.industry-leading.routing.features ..An.add-on.SSL.encryption. AIM.for.the.Cisco.1841.through.3845.Integrated.Services.Routers.offloads. the.encryption.task.from.the.router.and.enables.these.routers.to.support. more.remote.SSL.VPN.users . .. isco.IOS.Firewall.is.the.first.line.of.defense.against.todays.more.sophisticated. C attacks ..For.example,.most.companies.open.port.80.to.allow.Web.traffic.into. corporate.Web.services ..Malicious.application.developers.create.non-Web. services.that.use.port.80.to.bypass.traditional.firewalls ..Cisco.IOS.Firewall. has.the.application.intelligence.to.recognize.and.stop.this.non-Web.traffic . ..ntrusion.detection.and.prevention.stops.intrusions.such.as.worms,.spyware/ I adware,.network.viruses,.and.application.abuse ..Intrusion.prevention.scans. traffic.to.check.for.signatures.of.known.threats,.and.if.it ...If.the.Intrusion. Detection.Device.detects.a.threat,.the.offending.packets.are.dropped.to. prevent.attacks.on.the.network.and.critical.resources.on.the.network . .. .bothersome.source.of.attacks.on.the.network.can.come.from.mobile.laptops. A being.connected.to.the.corporate.network ..Mobile.devices.can.be.infected.on. insecure.networks,.and.carry.those.infections.into.a.secure.network ..Network. Admission.Control.mitigates.this.vulnerability.by.ensuring.that.the.security. posture.of.the.network.is.met.prior.to.allowing.a.device.to.connect.to.the.
network ..This.security.posture.will.likely.include.ensuring.that.the.virus.definition. files.in.the.laptop.are.up.to.date.before.it.is.allowed.to.connect.to.the.network . Cisco.Integrated.Services.Routers.provide.the.comprehensive.security.features. required.to.protect.the.network.from.internal.as.well.as.external.threats .. Competitive.offerings.frequently.lack.some.of.these.important.security.capabilities ..
Table.2:.Security.Features.Built.Into.Cisco.Integrated.Services.Routers
S E C U R I T y F E aT U R E S B U I LT I N T O C I S C O I N T E G R aT E D S E R V I C E S R O U T E R S
Integrated Router Feature
Benefit to Secure Networking All.routers.are.capable.of.securing.communications. across.a.WAN ..This.reduces.the.cost.of.VPN.access. because.the.encryption.hardware.is.a.standard.part.of. every.integrated.services.router . Allows.secure.remote.access.into.the.network.without. installing.and.maintaining.PC.software.on.all.of.the. clients . Prevents.common.attacks.on.the.network,.and.can. prevent.unauthorized.access.into.specific.portions.of. the.network . Analyzes.traffic.to.check.it.against.the.signatures. of.known.threats.such.as.worms,.spyware/adware,. network.viruses,.and.application.abuse ..Prevents.these. attacks.from.compromising.the.network.or.stations.in. the.network . Protects.the.network.from.worms.and.viruses.by.. helping.ensure.that.the.client.device.meets.the.security. posture.before.being.admitted.to.the.network .
Built-in.Encryption.Hardware.in.Every.Router
SSL.VPN.Remote.Access
Stateful.Firewall
Intrusion.Prevention.System
Network.Admission.Control...............
IP TELEPHONy aND UNIFIED COMMUNICaTIONS
Cisco continues to grow on a sustained and consistent basis in the enterprise voice business thanks to its early vision and continuing investment in IP telephony. as enterprise telephony solutions continue to transition to IP, Cisco finds itself uniquely positioned at the heart of both voice and data networks. Jeremy Duke, CEO of Synergy Research Group, Cisco press release, February 2006
The.integration.of.IP.telephony.and.unified.communications.is.a.technology. where.Cisco.really.stands.out.from.the.competition ..There.is.no.competitor.

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INTRODUCTION
Introduction
who.offers.the.comprehensive.breadth.of.telephony.solutions.integrated.into. routing.and.switching.platforms . Many.router.vendors.claim.to.support.voice.over.IP.(VoIP),.when.in.fact.all. they.support.is.QoS.for.voice.traffic ..Cisco.incorporates.QoS.into.all.network. elements.to.support.voice.and.video.traffic,.as.well.as.differentiated.services. to.support.latency-sensitive.applications ..Cisco.also.offers.telephony.support. far.beyond.QoS . Table.3.lists.the.rich.set.of.telephony.features.that.are.integrated.into.Cisco. routers.to.support.complete.IP.PBX.functionality.in.one.platform ..Integrating. these.telephony.features.into.the.secure.branch.router.makes.them.easy.to. deploy.and.manage,.and.a.single.router.costs.less.to.operate.than.multiple. devices.providing.the.same.functionality .
Table.3:.IP.Telephony.and.Unified.Communications.Features.in.Cisco.Integrated.Services.Routers
I P T E L E P H O N y a N D U N I F I E D C O M M U N I C aT I O N S F E aT U R E S I N C I S C O I N T E G R aT E D S E R V I C E S R O U T E R S
WIRELESS LaN aND WIRELESS WaN
An.increasingly.mobile.workforce.demands.flexibility.in.network.connections. throughout.the.workplace ..A.wireless.LAN.facilitates.user.productivity. wherever.users.need.to.collaborate.in.the.workplace ..However,.strict.security. must.be.maintained.at.all.times ..A.Cisco.wireless.LAN.solution.enables.this. secure.user.collaboration.while.making.it.easier.for.the.network.administrator. to.install.and.maintain.the.wireless.LAN . All.Cisco.Integrated.Services.Routers.are.available.with.optional.IEEE.802 .11a/b/g. wireless.LAN.access.points ..These.standalone.access.points.are.a.convenient. way.to.bring.mobility.services.to.a.smaller.branch.site ..But.the.integration.of. wireless.services.does.not.stop.with.access.points ..Cisco.Integrated.Services. Routers.provide.additional.wireless.LAN.services.to.secure.the.network.and.to. facilitate.management.of.the.wireless.LAN . Cisco.provides.the.tools.that.network.administrators.need.to.manage.the. wireless.LAN ..The.Cisco.Wireless.LAN.Controller.Module.provides.zero-touch. access.point.deployment.and.configuration,.making.it.easy.for.IT.managers.. to.extend.secure.wireless.networks.to.branch.offices ..The.module.eliminates. the.need.to.individually.configure,.manage,.and.monitor.each.access.point.,.and. extends.the.enterprise.secure.authentication.framework.delivered.by.the.Cisco. Secure.Services.client.to.the.branch ..In.conjunction.with.Cisco.Lightweight. Access.Point.Protocol.(LWAPP)-enabled.access.points.and.the.Cisco.Wireless. Control.System.(WCS),.the.Cisco.Wireless.LAN.Controller.Module.minimizes. deployment.and.operational.costs,.allowing.businesses.with.limited.IT.staffs.to. easily.deploy.and.manage.wireless.networks.across.hundreds.of.remote.sites . Wireless.integration.does.not.end.with.the.LAN ..Cisco.also.offers.wireless. WAN.connections.through.its.satellite.network.modules.and.3G.cellular.data. high-speed.WAN.interface.cards ..Satellite.connectivity.provides.access.in. a.number.of.places.where.traditional.wired.WAN.connectivity.fails ..Satellite. connectivity.provides.the.following.benefits: . .. rovides.a.primary.WAN.in.places.where.a.wired.infrastructure.is.not. P available ..This.is.an.attractive.option.in.industries.such.as.oil.and.gas. exploration.and.mining . .. rovides.a.primary.WAN.for.disaster.recovery.when.the.wired. P infrastructure.may.be.damaged ..Government.agencies.need.mobile. command.centers.that.are.fully.self-contained.and.provide.voice.and.
Integrated Feature E . thernet.Switch.Ports.with.Power. over.Ethernet.(PoE).Support.and. Redundant.Power.Supplies
Benefit to IP Telephony and Unified Communications IP.phones.can.plug.directly.into.the.switch.ports.in.the.router ..PoE.. provides.more.easily.managed.power.distribution.than.external.phone. power.supplies ..Redundant.power.allows.continued.operation.when.one. power.supply.or.building.circuit.fails ..Centralized.power.distribution.allows. UPS.power.backup.in.case.of.building.power.failure . Digital.voice.ports.or.trunks.allow.the.ISR.to.act.as.a.gateway.to.the.. traditional.analog.telephone.network.(PSTN) ..Calls.from.or.to.the.PSTN.. can.be.digitized.and.routed.to.the.internal.VoIP.network .. Analog.voice.ports.(FXS/FXO).allow.traditional.analog.phones.and.fax.. machines.to.be.connected.to.the.internal.VoIP.network . DSPs.provide.the.processing.power.to.encode.voice.traffic.for.IP.. communications ..They.also.provide.transcoding.between.different.kinds.of. codecs.to.create.conference.calls . Cisco.CallManager.Express.is.the.IP-PBX.in.the.router.running.on.Cisco. IOS.Software ..It.gives.network.designers.the.choice.of.call.control.and. call.termination ..It.allows.the.router.to.act.as.a.gateway.for.call.control.and. provisioning.between.the.PSTN.and.IP.world . Call.processing.can.be.centralized.in.larger.telephony.networks.in.order.. to.simplify.the.management.of.telephony.parameters.and.dial.plans ... Survivable.Remote.Site.Telephony.(SRST).allows.the.router.to.take.over. call.processing.if.there.is.any.interruption.in.the.connections.between.the. IP.phones.and.the.Cisco.CallManager ..Calls.can.be.routed.over.the.PSTN.if. the.IP.network.is.not.available ..This.is.a.backup.connectivity.feature.used. for.E911.compliance . Integrated.voice.mail.and.auto.attendant.services.in.the.router.make.a.. complete.IP.telephony.solution.for.a.standalone.IP.PBX.deployment .. Voice.mail.can.be.stored.locally.in.the.branch.office,.rather.than.. consuming.WAN.bandwidth.when.the.message.is.recorded.and.. again.when.the.voice.mail.is.played.back .
Analog.and.Digital.Voice.Ports
Integrated.Digital.Signal.. Processors.(DSPs)
Local.Call.Control
Survivable.Telephony
Voice.Mail.and.Auto.Attendant
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Table.4:.Wireless.LAN.and.Wireless.WAN.Features.in.Cisco.Integrated.Services.Routers
W I R E L E S S L a N a N D W I R E L E S S Wa N F E aT U R E S I N C I S C O I N T E G R aT E D S E R V I C E S R O U T E R S
data.services.in.cases.of.emergency ..Corporations.may.also.use.this. technology.in.their.disaster.planning.scenarios . . .. rovides.a.backup.WAN.when.the.primary.WAN.fails ..Many.redundant. P network.designs.use.a.wired.link.such.as.ISDN.or.DSL.to.back.up.a. primary.wired.T1.or.E1.WAN.link ..However.the.backup.WAN.is.frequently. carried.in.the.same.wire.bundle.in.the.local.loop.as.the.primary.WAN ... Any.failure.in.the.local.loop.may.compromise.the.backup.WAN.link.as.well. as.the.primary.WAN .
Integrated Feature Optional.802 .11.a/b/g.Wireless.. Access.Point Ethernet.Switch.Ports.with.Power.over. Ethernet.(PoE).Support.and.Redundant. Power.Supplies
Benefit to Wireless LaN and Wireless WaN Provides.wireless.access.to.a.small.office.or.location.in.one.easy.to. install.and.manage.package . Wireless.access.points.can.plug.directly.into.the.switch.ports.in.the. router ..PoE.provides.more.easily.managed.power.distribution.than.. external.power.supplies ..Redundant.power.allows.continued.operation. when.one.power.supply.or.building.circuit.fails ..Centralized.power.. distribution.allows.UPS.power.backup.in.case.of.building.power.failure . For.simple.wireless.LANs,.Cisco.LEAP.authentication.is.available.using. the.local.username.database.in.the.router ... For.more.sophisticated.user.authentication,.the.router.can.use.a.RADIUS. server ..If.the.RADIUS.server.becomes.unreachable,.the.router.can.take. over.user.authentication ..This.allows.users.to.access.local.resources. even.if.the.WAN.link.fails . Users.can.compromise.network.security.when.they.connect.. uncontrolled.wireless.access.points.to.the.network ..Rogue.access.point. detection.will.find.them.so.that.the.security.hazard.can.be.neutralized . Allows.the.IT.manager.to.scale.the.deployment.of.wireless.. access.points . Satellite.provides.a.robust.backup.interface,.or.a.primary.interface. where.wired.WANs.are.not.available . Cellular.backup.is.not.subject.to.the.same.failures.in.the.wire.bundle.and. conduit.as.traditional.wired.backup.technologies.like.ISDN.and.DSL ..It. provides.a.higher.speed.backup.WAN.interface.than.ISDN.and.a.highly. mobile.primary.interface.for.industries.such.as.construction .
The.Cisco.3G.cellular.data.high-speed.WAN.interface.card.is.an.exciting.. new.interface.for.the.Cisco.1841.through.3845.Integrated.Services.Routers .. This.card.provides.IP.connectivity.over.cellular.networks.using.GSM.or.CDMA. at.broadband.data.rates ...The.3G.cellular.connectivity.provides.a.number.of. benefits:. . .. rovides.a.backup.WAN.when.the.primary.WAN.fails ..This.provides.higher. P availability.because.traditional.wired.backup.links.such.as.ISDN.and.DSL. often.use.the.same.wire.bundles.and.conduits.as.the.primary.WAN.link .. Many.service.interruptions.of.the.primary.link.also.affect.the.backup.link . .. rovides.higher.data.rates.than.ISDN.BRI.for.backup.interfaces . P .. rovides.highly-mobile.primary.link.applications.where.IP.connectivity.can. P be.set.up.immediately.upon.establishing.a.new.location ..Examples.include. the.construction.trade.where.secure.data.and.complete.voice.networking. are.established.on.day.one .
Local.Authentication.and.Survivable. Local.Authentication
Rogue.Access.Point.Detection Wireless.LAN.Controller.Network. Module Satellite.Indoor.Unit.(IDU)
3G.Cellular.WAN.Interface
. .
aPPLICaTION aWaRENESS IN THE NETWORk
Some.competitive.routers.include.a.wireless.LAN.access.point,.but.no. competitor.offers.this.rich.set.of.wireless.LAN.and.wireless.WAN.features. to.build.resilient.networks ..Table.4.lists.the.features.available.in.the.Cisco. Integrated.Services.Routers .
Networks.have.evolved.from.providing.simple.connectivity.to.providing. robust,.secure,.and.high-performance.transport.of.customer.applications .. Cisco.understands.that.the.network.can.help.transform.business.processes. to.enhance.productivity ..To.facilitate.this.business.transformation,.the.Cisco. network.is.intimately.familiar.with.the.applications.running.on.it.and.provides. the.optimum.service.to.the.end.user .. Cisco.IOS.provides.a.number.of.application-aware.capabilities.ranging.from. Network-Based.Application.Recognition.(NBAR).to.quality.of.service ..With. application.awareness.in.every.router.in.the.network,.the.network.is.able.to. provide.the.appropriate.level.of.service.to.applications.and.give.the.network. operator.visibility.into.the.traffic.flows.at.any.point.in.the.IP.network .. Another.way.to.achieve.application.awareness.in.the.network.is.using.Cisco. Wide.Area.Application.Services.(WAAS) ..Cisco.WAAS.improves.end-user. response.time.by.optimizing.WAN.traffic.and.storing.information.closer.to.the. end.user ..WAAS.provides.WAN.transport.optimizations.that.optimize.
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bandwidth.utilization.and.improve.latency ..Cisco.WAAS.uses.sophisticated. caching.techniques.that.recognize.traffic.types.such.as.Web.page.traffic,. Microsoft.file.system.traffic,.and.Network.File.System.traffic .. In.the.Cisco.Integrated.Services.Routers,.this.capability.can.be.integrated. into.the.router.with.the.wide-area.application.engine.network.module ..This. eliminates.a.point.of.complexity,.another.system.integration.task,.and.another. point.of.failure.in.the.network . The.Cisco.routing.solution.also.provides.the.monitoring.tools.to.analyze.traffic. patterns.and.application.response.times ..The.Cisco.Network.Analysis.Module. functions.as.an.Ethernet.probe.integrated.into.the.integrated.services.router.to. provide.sophisticated.views.into.application.traffic.in.the.network . Network.transparency.is.a.key.element.of.the.Cisco.WAAS.solution ..Cisco. WAAS.preserves.the.packet.headers.which.allows.all.network.elements. to.apply.monitoring.and.prioritization ..Competitive.WAN.and.application. optimization.products.work.by.creating.tunnels.through.the.IP.network,.hiding. the.traffic.from.the.network.infrastructure ..This.breaks.all.network.services. which.analyze.the.traffic.in.order.to.provide.enhanced.capabilities ..Security. features.such.as.network.address.translation,.firewall,.and.intrusion.prevention. are.all.broken.with.the.competitive.approach ..Basic.network.features.like.quality. of.service.and.access.control.lists.are.broken.whenever.the.traffic.is.tunneled . Table.5.lists.the.WAN.and.application.optimization.capabilities.offered.in.the. Cisco.Integrated.Services.Routers .
NETWORk aVaILaBILITy
One truism of network engineering is that the simpler a network is, the more reliable it is. a branch office network with a single branch-in-a-box device will likely have greater uptime than a branch network with numerous task-specific devices. Dan Golding, Burton Group
One.common.misconception.regarding.the.integrated.services.approach. is.that.network.availability.is.compromised.by.having.all.services.delivered. by.the.same.device ..On.the.contrary,.network.availability.is.enhanced.by. collapsing.multiple.single.points.of.failure.into.one.device,.and.reducing.the. complexity.of.the.network.design . If.you.look.at.the.complexity.of.a.network.design.with.separate.boxes.for.each. application,.you.can.see.how.the.potential.points.of.failure.increase.along.with. the.complexity.of.the.system.integration.that.connects.all.of.these.separate. services ..Each.interconnection.point.is.a.system.integration.problem.and.a. potential.source.of.network.failure ..Contrast.this.approach.with.the.Cisco. Integrated.Services.Routers.where.the.interconnection.points.are.eliminated,. thus.removing.the.system.integration.task.and.eliminating.multiple.points.of. failure.in.the.network . Cisco.Integrated.Services.Routers.enhance.network.availability.with.several. important.features ..First.is.the.option.for.redundant.power.supplies.in.the. Cisco.2811.through.3845.routers ..Redundant.power.supplies.protect.the. system.from.a.power.supply.failure,.or.from.the.failure.of.an.individual.building. circuit ..When.using.redundant.power.supplies,.all.of.the.services.in.the.system. are.protected.from.power.supply.and.building.circuit.failure,.including.Power. over.Ethernet ..Contrast.this.with.a.stack.of.separate.appliances.for.each. service ..Each.appliance.would.need.its.own.redundant.power.supply,.if.it.is. even.available . Other.high-availability.features.are.built.into.Cisco.IOS.Software.to.provide. fully.resilient.networks.and.systems.with.minimum.downtime ..Cisco.IOS. Software.warm.reload.feature.minimizes.the.time.to.resume.operation.if.there. is.ever.a.software.failure.in.the.operating.system ..Cisco.IOS.Software.warm. upgrade.minimizes.downtime.during.a.Cisco.IOS.Software.upgrade .
Table.5:..WAN.and.Application.Optimization.Features.in.Cisco.Integrated.Services.Routers
Wa N a N D a P P L I C aT I O N O P T I M I z aT I O N F E aT U R E S I N C I S C O I N T E G R aT E D S E R V I C E S R O U T E R S
Integrated Feature C . ompression.and.Data.Redundancy. Elimination.(wide-area.application. engine.network.module) TCP.Flow.Optimization.(wide-area. application.engine.network.module) Caching.for.Web.and.Microsoft.File. System.Data
Benefit to application aware Networks Improves.WAN.link.utilization.and.conserves.bandwidth .
Improves.application.performance.by.providing.local.TCP. acknowledgements.fixing.the.TCP.slow.start.problems.caused.by.. end-to-end.network.latency . Improves.end-user.response.time.by.caching.information.close.to.the. user ..This.also.enables.data.center.consolidation.by.maintaining.response. time.when.servers.are.moved.to.a.central.location . IOS.capabilities.like.IP.Service.Level.Agreement.and.the.network.analysis. network.module.give.the.network.operator.visibility.into.application.traffic. on.the.network ..This.allows.for.capacity.planning.and.early.warning.of. potential.network.performance.problems .
Monitoring.of.Application.Traffic.and. Performance
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Huawei
Huawei Overview
.Huawei.is.a.privately.held.Chinese.high-tech.company.established.in.1988 . ..t.had.61,000.employees.at.the.end.of.2006.(approximately15,000. I internationally),.with.48%.of.employees.engaged.in.R&D .. .. uawei.now.serves.31.of.the.worlds.top.50.operators,.along.with.over.one. H billion.users.worldwide .. .Claims.to.invest.10%.of.annual.sales.in.R&D .. .. uaweis.2006.global.sales.totaled.$11.billion,.with.more.than.64%.of.sales. H made.outside.mainland.China .. ..t.has.four.corporate.divisions.organized.functionally:.products.and.services,. I strategy.and.marketing,.sales.and.support,.operations.and.delivery . .. uawei.concentrates.on.four.key.areas:.data.communications,.mobile. H networks,.fixed.networks,.software.and.applications . .. uawei.has.established.12.R&D.centers.around.the.world,.e .g ..in.the.Silicon. H Valley.and.Dallas.of.the.United.States,.Bangalore.in.India,.Stockholm.in.Sweden. and.Moscow.in.Russia,.in.addition,.they.have.28.training.centers.worldwide . .. uaweis.access.routers.are.developed.by.the.Huawei-3Com.joint.venture. H (H3C) ..On.November.28,.2006.3Com.purchased.Huaweis.share.of.H3C.and.is. now.the.sole.owner.of.the.joint.venture ..According.to.the.agreement.between. Huawei.and.3Com,.Huawei.cannot.produce.its.own.enterprise.routers.or. switches.for.the.next.18.months ..All.enterprise.products.sold.by.Huawei.will. be.purchased.on.an.OEM.basis.from.H3C,.now.owned.by.3Com . .Huaweis.product.line.is.divided.into.six.categories.outlined.in.Table.6 .
HUAWEI
Table.6:.Huawei.Product.Segments
H UaW E I P R O D U C T S E G M E N T S
Data Communications Products LAN.switches Routers IP.telephony 802 .11.wireless.LAN Firewalls.and.VPNs. Mobile Networks (Cellular) Call.centers. PHS.handsets GSM.900/1800 CDMA/WCDMA PTT WiMax.
148
Optical Networks (Service Provider Focus) Long-haul/ultra-long-haul/DWDM Metro.WDM OCS Next-generation.SDH/SONET FSO Software and Value-added Services Wireless.intelligent.networks Fixed.intelligent.networks Universal.intelligent.networks OSS/BSS CDN/SAN Wireless/data
Fixed-Line Network (Service Provider Focus) Next-generation.networks xDSL Switching Access.network Terminals/video.conferencing Handsets and Wireless Terminals UMTS.and.CDMA.handsets CDMA.fixed.terminals Wireless.modules.and.data.cards
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Table.7:.Huawei.Enterprise.Routers
H UaW E I E N T E R P R I S E R O U T E R S
Huawei Product Name AR18-xx Quidway.AR28-xx Quidway.AR46-xx.(RPU.and.ERPU) NExx MSR.20,.MSR.30,.MSR.50 Estimated Revenues Access.routing1 High-end.routing
1
Description Fixed.access.routers.for.small.office.or.home.office.(SOHO) . Modular.access.routers.for.small.and.medium-sized.branch.offices . Modular.enterprise.core.routers.and.large.enterprise.routers.with.. 2.to.8.slots ..Enhanced.Router.Processor.Unit.(ERPU).available . Lower-end.versions.of.the.NetEngine.(NE).product.line.which.Huawei. markets.for.use.in.enterprise.networks.(NE05,.NE08,.NE16,.NE20) . New.higher.performance.access.routers.likely.to.replace.the.AR. series . Current Products AR18-xx,.Quidway.AR28-xx,.AR46-xx Quidway.NExx
1
Typical Huawei Network Configurations

Figure.5:.Typical.Huawei.Network.Configuration HUAWEI
Headquarters
Revenue (1)(US$M) $14 .8 $33 .8
VPN tunnel Leased Line
VPN tunnel
Leased Line/ (cant read this)
2006.DellOro.Group
(cant read this)
Quidway AR46-80
Figure.4:.Huaweis.Quidway.Access.Router.Product.Line
Extranet VPN
Access VPN
VPN tunnel
Intranet VPN Quidway AR46-80
Quidway AR46-80
Features and Performance
Quidway AR46-80
Other company
SOHO Diagram for Secure VPN Applications
Branch
Quidway AR46-xx (3Com 6000): modular configurations, 3RU and 5RU, 2-8 network interface slots, claimed performance up to 350 Kpps and 1000 Kpps with the ERPU
Quidway AR28-xx (3Com 5000): modular configurations, 1-2 RU, 1-8 network interface slots (NIM), claimed performance up to 150 Kpps
Quidway AR18-xx (3Com 3000): fixed configurations, 4-port Fast Ethernet, serial, DSL, HDSL
Huaweis.documentation.does.not.focus.on.the.practical.issues.that.enterprise. IT.managers.face ..Huawei.products.are.focused.primarily.on.speeds,.feeds,. and.low.cost.with.the.emphasis.on.port.density.and.uplink.speeds ..Huaweis. solutions.do.not.set.out.a.scalable.and.intelligent.network.architecture.such. as.the.Cisco.Service-Oriented.Network.Architecture.(SONA) ..The.Cisco. Network.Admission.Control.(NAC).architecture,.for.example,.was.derived. from.interaction.with.customers.and.a.common.understanding.of.the.issues. customers.face .. Huawei.introduced.a.solution.called.Endpoint.Admission.Defense.(EAD);. however.this.system.only.works.with.local.Chinese.antivirus.software. solutions ..It.does.not.support.global.antivirus.vendors.such.as.McAfee.
Small Office Small Enterprice Branch
Small Midsized Business Enterprise Branch
Midsized Large Business Large Enterprise Branch
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H UaW E I a C C E S S R O U T E R S ( C O N T I N U E D )
Security,.Trend.Micro,.or.Symantec ..To.date.EAD.has.received.limited.support. because.of.this.limitation;.however,.it.indicates.Huaweis.recognition.of.security. as.an.issue.and.its.willingness.to.invest.resources . Huawei.does.not.seem.to.have.a.comprehensive.security.strategy ..In.contrast,. Cisco.provides.a.comprehensive.architectural.solution.called.the.Self-Defending. Network.(SDN).that.uses.the.network.to.identify,.respond,.and.adapt.to.threats .. Part.of.SDN.is.Cisco.Network.Admission.Control.(NAC).solutions.which.provide. access.control.in.conjunction.with.many.antivirus.partners . Huawei.products.lack.many.common.features.available.today.such.as.Intrusion. Prevention.and.SSL.VPNs ..Can.Huawei.products.adequately.protect.your. customers.network?
LaN Connectivity Built-in.LAN.Ports Modular.LAN. Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,. BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.. SNA.(DLSw,.SNASw,. SDLC.tunneling,.. Bisync.Tunneling),.. IPX,.DECnet,. AppleTalk Multicast Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS OSPF.only 1-4.x.Fast.Ethernet.(FE) 1-2.x.FE 2.x.FE.(3.x.GbE.for.. ERPU.engine)
HUAWEI

(DLSw,.IPX.only)

(DLSw,.IPX.only)
Table.8:.Huawei.Access.Router.Product.Details
H UaW E I a C C E S S R O U T E R S
Product Name Product Numbers Cisco Equivalent Positioning Performance Performance* IPSec.Throughput** Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM
152
Quidway aR18-xx AR18-1x,.AR18-2x,.. AR18-3x Cisco.800.Series,.. Cisco.1800.Series Small.office
Quidway aR28-xx AR28-09-14,.AR28-30/31,. AR28-40/80 Cisco.2800.Series Mid-sized.branch.office
Quidway aR46-xx AR46-20,.AR46-40,.. AR46-80 Cisco.3800.Series Small.office
Not.applicable.(supports.. up.to.HDSL.rates)
60-100.Kpps 110.Mbps
150-350.Kpps 600.Mbps
Antivirus/Anti-spam URL.(Web.filtering) DDoS.Protection. (Clean.Pipes,.. NetFlow,.uRPF) Application-level. Security IPSec.VPN.(3DES,. AES) SSL.VPN DMVPN

**.H-3C.data.sheet.numbers .
Fixed Fixed Fixed

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Table.8:.Huawei.Access.Router.Product.Details.continued
H UaW E I a C C E S S R O U T E R S ( C O N T I N U E D )
Table.9:.Huawei.Multiple.Service.Router.Product.Details
H UaW E I M U LT I P L E S E R V I C E S R O U T E R S ( M S R )
Product Name Product Numbers Cisco Equivalent Positioning Voice Call.Processing,. Signaling PSTN.Gateway Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration Product.. Vulnerabilities
Quidway aR18-xx AR18-1x,.AR18-2x,.. AR18-3x Cisco.800.Series,.. Cisco.1800.Series Small.office
Quidway aR28-xx AR28-09-14,.AR28-30/31,. AR28-40/80 Cisco.2800.Series Mid-sized.branch.office
Quidway aR46-xx AR46-20,.AR46-40,.. AR46-80 Cisco.3800.Series Small.office
Product Name Product Numbers Cisco Equivalent Positioning Performance Performance* WaN Connectivity
MSR 20 MSR.20-20,.MSR.20-21,.. MSR.20-40
MSR 30 MSR.30-20,.MSR.30-40,.. MSR.30-60
MSR 50 MSR.50-40,.MSR.50-60
HUAWEI
Cisco.2801.Series Mid-sized.branch.office
Cisco.3845.Series Large.branch.office
110-130.Kpps
220-240.Kpps
600.Kpps
ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM

2.x.Fast.Ethernet.(FE).(10.x. FE.for.MSR.20-21)

2.x.GbE

2.x.GbE
.Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering . .Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface.. ..and.phone . .Weak.MPLS ..Huawei.VRP.(OS).doesnt.support.Multicast.VPN.(mVPN),.. ..advanced.VPLS.features.(H-VPLS.Ethernet/MPLS,.auto-discovery),.. ..Layer.2.VPN.QoS,.or.MPLS.OAM.features . .No.IPv6 . .Huawei.only.supports.basic.QoS.SLAs,.limited.policing,.shaping,.queuing,.. ..and.rudimentary.traffic.classification;.no.QoS.automation.capabilities .
LaN Connectivity Built-in.LAN.Ports Modular.LAN.Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,. BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.. SNA.(DLSw,.SNASw,. SDLC.tunneling,.. Bisync.Tunneling),.. IPX,.DECnet,. AppleTalk Multicast
**.H-3C.data.sheet.numbers
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Table.9:.Huawei.Multiple.Service.Router.Product.Details.continued
H UaW E I M U LT I P L E S E R V I C E S R O U T E R S ( M S R ) c o n t i n u e d
Product Name Product Numbers Cisco Equivalent Positioning Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam URL.(Web.filtering) DDoS.Protection. (Clean.Pipes,.. NetFlow,.uRPF) Application-level. Security IPSec.VPN.(3DES,.AES) SSL.VPN DMVPN Voice Call.Processing,. Signaling.(H .323.only) PSTN.Gateway Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration Product.. Vulnerabilities
MSR 20 MSR.20-20,.MSR.20-21,.. MSR.20-40
MSR 30 MSR.30-20,.MSR.30-40,.. MSR.30-60
MSR 50 MSR.50-40,.MSR.50-60
Huawei Weaknesses
. . . .. ack.of.security.integration.as.well.as.security.and.wireless.products .. L .. eavily.reliant.on.direct.sales.and.OEM.model . H .. eak.feature.support.for.QoS.and.multicast . W .. imited.international.enterprise.experience.and.acceptance . L
HUAWEI
Cisco.3845.Series Large.branch.office
Huawei Sales Tactics

. .. laims.to.offer.the.same.features.as.Cisco,.but.with.lower.price .. C .. ecycles.old.milestones.and.press.releases.to.be.in.the.news.repeatedly . R .. ortrays.Cisco.as.a.legacy.product.vendor.and.itself.as.a.customerP focused,.new-world.innovator . .. laims.technical.feature.performance.to.be.superior.to.Cisco,.with.no. C substantiation . . .. ses.partnerships.and.joint.ventures.to.offer.customers.a.complete. U solution .
. . .
.Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering . .Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface.and.phone . .Weak.MPLS ..Huawei.VRP.(OS).doesnt.support.Multicast.VPN.(mVPN),.. ..advanced.VPLS.features.(H-VPLS.Ethernet/MPLS,.auto-discovery),.. ..Layer.2.VPN.QoS,.or.MPLS.OAM.features . .Huawei.only.supports.basic.QoS.SLAs,.limited.policing,.shaping,.queuing,.. ..and.rudimentary.traffic.classification;.no.QoS.automation.capabilities .
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NOTES
3Com
3Com Overview
3Com.sells.LAN.switches,.routers,.wireless.devices,.security,.connectivity. (network.interface.cards.[NICs]),.and.IP.telephony.products.worldwide. primarily.through.indirect.channels ..3Com.has.a.strong.SMB.franchise,. but.exited.the.enterprise.area.in.2000.and.reentered.in.2003 ..Recent.products. are.designed.for.higher-density.enterprise.networking.environments.and.most. were.developed.by.H3C ..3Com.has.consistently.lost.market.share.as.sales. dropped.from.a.peak.$5 .7.billion.in.1999.to.$650.million.in.fiscal.2005 ..3Com. has.suffered.operating.losses.for.22.straight.quarters.and.is.hoping.to.break. even.in.2006 ..Their.FYQ1.2007.revenues.increased.sharply.mainly.due.to. consolidation.under.US.GAAP,.rather.than.increased.market.penetration: . .. 3Cs.offerings.include.routers,.Ethernet.switches,.wireless.LAN,.. H security,.Voice/Video.over.IP.products,.SOHO.products.and.network. management.systems .. .. 3C.is.headquartered.in.Hong.Kong,.with.principal.operations.in.Hangzhou,. H China,.H3C.employs.4800.people.worldwide .. .. he.company.operates.R&D.facilities.in.Beijing,.Hangzhou.and.Shenzhen.in. T China.and.Bangalore.in.India;.invests.more.than.15%.of.revenues.back.into. R&D.every.year.and.has.about.50%.of.the.workforce.engaged.in.research. and.development .. .. dditionally,.H3C.has.filled.nearly.4000.patents.and.licenses. . A .. 3C.established.branch.companies.in.Japan,.USA,.South.Africa,.Korea,. H Thailand,.Russia,.India.and.Malaysia;.representative.offices.in.countries.of. Europe,.Latin.America,.Middle.East,.Asia.Pacific.and.Africa .. .. 3C.has.set.up.a.global.logistics.system.and.6.regional.hubs.to.provide. H timely.response.to.customers.needs ..Regional.service.centers.have.been. expanded.to.Hong.Kong,.Japan,.Korea,.Thailand,.Malaysia,.India,.Russia,. USA,.South.Africa.and.Germany,.with.10.overseas.spare.part.centers ..
3COM
. .
. .
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Table.10:.3Com.by.Product.Area.From.June.to.November.2005
PRODUCT OFFERING aND REVENUE
Fixed-Configuration LaN Switches 32xx 42xx 44xx 45xx 38xx 5500 5500G 40x0 49xx 24.or.48.10/100,.2.SFPs 24.or.48.10/100,.2.GbE.ports. or.2.GBIC.slots 24.or.48.10/100,.2.module. slots,.PoE-capable 24.or.48.10/100,.2.Gb.ports,. PoE-capable 12,.24,.or.48.10/100/1000,.4. SFPs 24.or.48.10/100,.4.SFPs,.PoEcapable 20.or.44.10/100/1000,.4.SFPs,. PoE-capable. 6.or.12.10/100/1000,.and.up. to.24.SFPs 12.or.24.10/100/1000.and.. 1.module,.up.6.GBICs.
Routers 60xx 4.or.8.slots 50xx 1,.2,.4,.or.8.slots 30xx 5.models:.1.10/100.and. various.WAN.models
IP Telephony and Voice 3.NBX.platforms.(small.business.PBXs) 2.VCX.platforms.(enterprise.PBXs) 7.different.IP.phones Security and Tipping-Point IPS 7.different.IPSs.with.performance.. ranging.from.50.Mbps.to.5.Gbps Revenue ($M)
Typical 3Com Network Configurations

Figure.7:.Typical.3Com.Network.Configuration
Wireless Products 7.different.access.points 3.different.wireless.bridges Estimated Revenues (1) . Access.Routers . . .
3COM
[MD10] $14 .3 . . .
Modular/Chassis LaN Switches 77xx 88xx 4,.7,.8.slots,.Layer.24.. capable,.up.292.Gb.ports 7,.10,.14.slots,.Layer.24.. capable,.up.to.288.Gb.ports
Synergy.Research
Figure.6:.3Com.Access.Router.Product.Line
Upon.re-entering.the.enterprise.market,.3Com.has.focused.on.delivering.a.base. set.of.products.to.satisfy.basic.customer.connectivity,.density,.and.performance. requirements ..3Com.has.not.focused.on.the.more.comprehensive.needs.of. enterprise.customers ..3Com.has.yet.to.outline.or.set.forth.a.scalable.and.intelligent. network.architecture.like.the.Cisco.Service-Oriented.Network.Architecture.(SONA) .. 3Com.did.announce.the.Bi-Planar.Network,.an.architecture.similar.to.Junipers. Enterprise.Infranet.Solution,.which.argues.that.connectivity.functions.(routers.and. switches).are.mature.and.the.control.plane.is.where.innovation.is.likely.to.occur ..But. this.architecture.falls.short.of.SONA ..The.Bi-Planar.Network,.like.Junipers.Enterprise. Infranet.Solution,.is.an.attempt.to.convince.customers.that.routers.and.switches. should.not.take.on.more.advanced.functionality.and.that.it.is.easier.to.just.add.more. expensive.appliances.to.the.network ..The.success.of.Cisco.Integrated.Services. Routers.certainly.proves.that.customers.actually.do.want.high.levels.of.feature. integration.for.reduced.up-front.and.operational.expenses . 3Com.does.have.a.broad.array.of.enterprise.products.including.security.and.IP. telephony.devices ..3Com.jump-started.their.re-entry.into.the.enterprise.market. with.the.3Com-Huawei.joint.venture ..In.2006.3Com.bought.majority.control.of. the.joint.venture.from.Huawei ..The.3Com-Huawei.partnership.quickly.leveraged. industry.solutions.but.has.a.limited.delivery.record ..It.has.done.a.good.job.of.quickly. delivering.a.set.of.new.products.but.questions.of.product.reliability,.support,.and. integration.remain.unanswered ..3Com.has.focused.on.much.smaller,.simpler. networks.and.has.limited.experience.in.more.complex.enterprise.environments .
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3Com 6000 (Quidway AR46-xx): modular configurations, 3RU and 5RU, 28 network interface slots, claimed performance up to 350 Kpps
3Com 5000 (Quidway AR28-xx): modular configurations, 12 RU, 18 network interface slots (NIM), claimed performance up to 150 Kpps
3Com 3000 (Quidway AR18-xx): fixed configurations, 4-port FE, serial, DSL, HDSL
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Table.11:.3Com.Access.Router.Product.Details
3COM aCCESS ROUTERS 3COM aCCESS ROUTERS (CONTINUED)
Product Name Product Numbers Cisco Equivalent Positioning Performance Performance* IPSec.Throughput** Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM LaN Connectivity Built-in.LAN.Ports Modular.LAN.Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.SNA. (DLSw,.SNASw,.SDLC. tunneling,.Bisync. Tunneling),.IPX,.DECnet,. AppleTalk Multicast
162
Router 3000 Family 3030,.3031,.3032,.3033,. 3034,.3035 Cisco.800.Series,.. Cisco.1800.Series Small.office
Router 5000 Family 5012,.5232,.5642,.5682 Cisco.2800.Series Mid-sized.branch.office
Router 6000 Family 6040,.6080 Cisco.3800.Series Small.office
Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam URL.(Web.filtering)
Not.applicable.(supports.. up.to.HDSL.rates)
60-100.Kpps 110.Mbps
150-350.Kpps 600.Mbps
DDoS.Protection.(Clean. Pipes,.NetFlow,.uRPF) Application-level.Security IPSec.VPN.(3DES,.AES)
3COM
Fixed Fixed Fixed

12.x.FE

2.x.FE
SSL.VPN DMVPN Voice Call.Processing,.Signaling PSTN.Gateway Voice.Mail WaN Connectivity Caching
14.x.FE
Compression Application-specific. Acceleration Product.Vulnerabilities .Weak.security:.no.IPS,.antivirus/anti-spam,.no.Web.filtering . .Weak.voice.support,.provides.little.more.than.DSP.cards.for.PSTN.interface.. ..and.phone . .Weak.MPLS ..Huawei.VRP.(OS).doesnt.support.Multicast.VPN.(mVPN),.. ..advanced.VPLS.features.(H-VPLS.Ethernet/MPLS,.auto-discovery),.. ..Layer.2.VPN.QoS,.or.MPLS.OAM.features .
OSPF.only

(DLSw,.IPX.only)

(DLSw,.IPX.only)
.No.IPv6 . .Huawei.only.supports.basic.QoS.SLAs,.limited.policing,.shaping,.queuing,.. ..and.rudimentary.traffic.classification;.no.QoS.automation.capabilities .
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3Com
3Com Weaknesses
. . .. onsistent,.prolonged.financial.difficulties.and.deteriorating.balance.sheet . C .. epeated.change.of.strategies.(enterprise.exit.and.re-entry),.constant. R product.shuffling.(first.exiting.modular.switches.and.routers.before. reversing.that.decision) . .. ompeting.in.many.networking.segments.has.diverted.3Coms.attention.in. C the.past ..Is.it.happening.now.with.so.many.areas.of.relatively.small.size.and. market.share?
3COM
3Com Sales Tactics

. .. Com.delivers.affordable.technology ..3Com.claims.to.offer.features.similar. 3 to.Cisco,.but.priced.25-30%.lower ..You.get.what.you.pay.for ..3Coms.use.of. merchant.silicon.enables.them.to.reach.a.low.price.point,.but.the.products. offer.fewer.manageability,.security,.and.QoS.features.than.comparable. Cisco.products,.thereby.increasing.long-term.. operating.costs . .. Com.can.offer.a.broad.solution ..Its.solutions.are.best.deployed.in. 3 relatively.small.networks ..3Coms.in-out-in.again.posture.in.the.enterprise. is.not.likely.to.inspire.customer.confidence.in.its.long-term.commitment .. The.3Com.Switch.7700.Family.and.8800.Family.of.modular.switching. products.are.untried,.untested.first-generation.products,.with.unknown. reliability ..Point.this.out.to.prospective.customers ..Despite.its.broad. portfolio,.3Com.has.not.provided.the.level.of.integration.offered.by.the. Cisco.ISR.family.of.access.routers ..Unlike.Cisco,.3Com.access.solutions. may.require.the.deployment.of.multiple.devices . .. Com.can.take.you.to.a.New.Era.of.Networking ..The.New.Era.alluded. 3 to.is.convergence.(voice,.video,.data,.and.IPTV) ..Cisco.has.products.and. expertise.coupled.with.a.long-term.commitment.to.implement.these. successfully ..3Com.has.some.elements,.but.are.they.committed?.After. 22.straight.quarterly.losses,.a.declining.cash.balance,.and.a.reduction.in. staffing.from.13,027.in.fiscal.1999.to.1562.at.the.close.of.fiscal.2006,.is. 3Com.the.partner.with.whom.customers.want.to.enter.the.New.Era.of. Networking?
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NOTES
Juniper Networks
Juniper Networks Overview
.Publicly.traded.company,.founded.in.1996,.revenues.of.$2.billion.in.2005 . ..nitially.focused.on.high-end.routers.for.the.carrier.market,.Juniper.has. I recently.moved.into.the.enterprise.market.with.the.acquisition.of.NetScreen.in. 2004,.Peribit.and.Redline.Networks.in.2005,.and.Funk.Software.in.2006 .. .. he.majority.of.Junipers.enterprise.revenue.is.from.its.enterprise.security. T products . .. uniper.sells.its.enterprise.access.routers.mostly.through.indirect.channels. J and.partners . .. or.access.routing,.Juniper.offers.the.J-series.Services.Routers.(J6300,. F J4300,.J2300,.J4350,.J6350).based.on.JUNOS.and.the.SSG.500.series.based. on.ScreenOS.(SSG.550,.SSG.520,.SSG.5,.SSG.20,.SSG.140) . .. nterprise.core.and.aggregation.routing.offering.include.the.range.of.M-series. E Multiservice.Edge.Routers .
JUNIPER.NETWORKS
Table.12:.Junipers.Enterprise.Routing.Products
JUNIPERS ENTERPRISE ROUTING PRODUCTS
access Routers J-series:.J6300,.J4300,.J2300,.J4350,.J6350 Security Products with WaN Interfaces SSG.550.(Modular) SSG.520.(Modular) SSG.5.(Fixed),.SSG.20.(Modular),.SSG.140.(Modular) Estimated Revenues Access.Routing.(1) High-End.Routing.(1) Revenue ($M) $24 .3 $139 .1
High-End Enterprise Routers M-series:.M7i,.M10i,.M20,.M40e,.M320,.M120,.M320 Other Security:.NS.Series,.ISG.Series,.IDP.Series,.Infranet. Controller Application.Acceleration,.DX.Series,.WXC.Series
Current Products J-series M-series

1
2006.DellOro.Group
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Figure.8:.Juniper.J-series.Access.Routers.and.SSG.Series.Routers
Security Focus, Security-Based

SSG 550: 2 RU, Modular configuration WAN up to DS3, 1Gbps Firewall, 500 Mbps IPSec, ScreenOS-based.
SSG 20: optional WLAN, Modular chassis, WAN up to T1/E1, 90 Mbps Firewall (IMIX), 40 Mbps IPSec, ScreenOS-based. SSG 520: 2 RU, Modular configuration WAN up to DS3, 600 Mbps Firewall, 300 Mbps IPSecScreenOS-based. SSG 5: optional WLAN, Fixed Chassis WAN (ISDN BRI, serial, V.92), 90 Mbps Firewall (IMIX), 40 Mbps IPSec, ScreenOS-based. J4350: 2 RU, 4 GE built-in, IPSec HW Acceleration, Modular configuration with 6 slots, JUNOS-based, DS3 or Ethernet WAN.
Juniper.entered.the.enterprise.market.in.2004.with.the.acquisition.of. NetScreen ..Since.then,.Juniper.has.acquired.Peribit.and.Redline.for.their. application.delivery.products.and.Funk.Software.for.its.authentication,. authorization,.and.accounting.(AAA).and.802 .1X.software ..In.the.past.two. years,.Junipers.enterprise.product.portfolio.has.grown.substantially ... To.further.strengthen.its.solutions.offerings,.Juniper.developed.partnerships. with.other.enterprise.infrastructure.vendors.such.as.Avaya.and.Extreme,.. and.WLAN.vendors,.Meru.Networks.and.Aruba . Junipers.strategy.is.product-centric.with.a.strong.emphasis.on.performance .. This.strategy.is.great.for.those.who.need.point.products.for.specialized.needs. but.falls.short.when.customers.need.solutions.to.IT.problems.and.want.to. reduce.their.capital.and.operational.expenses . Juniper.does.not.set.out.a.scalable.and.intelligent.network.architecture.like. the.Cisco.Service-Oriented.Network.Architecture.(SONA) ..Unlike.Junipers. Enterprise.Infranet.Architecture,.Cisco.SONA.efficiently.solves.business. issues.and.reduces.expenses ..With.Juniper,.customers.will.be.forced.to. integrate.multiple.third-party.solutions.to.provide.critical.business-class. services,.increasing.their.costs.and.time.spent.on.issue.identification.and. resolution .. Almost.two.years.after.the.introduction.of.the.J-series,.there.is.no.increased. level.of.integration.with.other.technologies.available.within.Juniper.(such.as. NetScreen.security.technology.and.Peribit.WAN.compression.technology). and.its.partnerships ..Also,.the.J-series.has.failed.to.generate.significant. market.presence.for.Juniper.in.routing ..With.the.new.J-series.(J4350,.J6350),. though,.Juniper.is.promising.increased.levels.of.integration.and.performance .. For.example,.Juniper.and.Avaya.will.be.making.an.IP.telephony.solution.for.the. J4350.and.J6350.available.in.Q1.2007 ..The.solution.is.called.the.IG550.Media. Gateway.and.includes.four.new.modules:.the.TGM550.Telephony.Gateway. Module.and.the.TIM510,.TIM514.and.TIM521.Telephony.Interface.Modules . Tables.13.and14.outline.the.features.of.the.Juniper.SSG.500.series.and.. J-series.routers,.respectively .
Routing Focus, Routing Based OS
J6350: 2 RU, 4 GE built-in, IPSec HW Acceleration, Modular configuration with 6 slots, JUNOS-based, DS3 or Ethernet WAN.
J2300: 1 RU, fixed configuration Dual T1/E1, JUNOS-based.
J4300: 2 RU, Modular configuration Up to 8 T1/E1, JUNOS-based.
J6300: 2 RU, Modular configuration Up to DS3, JUNOS-based.
JUNIPER.NETWORKS
Typical Juniper Network Configurations

Figure.9.shows.a.typical.Juniper.enterprise.network.architecture .
Figure.9:.Typical.Juniper.Network.Configurations
J6300 M10i Regional HQ
VPN tunnel Leased Line VPN tunnel
J4300
Global Data Center
Partner Site M7i J2300 36300 Corporate HQ Remote Office Large Branch Office
Typical Juniper Network Configurations

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Table.13:.Juniper.SSG.Series.Product.Features
JUNIPER SSG SERIES JUNIPER SSG SERIES (CONTINUED)
Product Name Cisco Equivalent Positioning Performance Recommended.. WAN.Capacity IPSec.Throughput Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM LaN Connectivity Built-in.LAN.Ports Modular.LAN. Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,. BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.SNA. (DLSw,.SNASw,.. SDLC.tunneling,. Bisync.Tunneling),. IPX,.DECnet,. AppleTalk Multicast
170
SSG 5 Cisco.871,.. Cisco.1800.Series
SSG 20 Cisco.1841
SSG 140 Cisco.2811,. Cisco.2821 Regional.and. branch.office
SSG 520 Cisco.2821 Regional.and. branch.office
SSG 550 Cisco.3825 Regional.and. branch.office
Product Name Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam
SSG 5
SSG 20
SSG 140
SSG 520
SSG 550
Small.offices,.Small.Small.offices,.Small. enterprise.branch enterprise.branch
40.Mbps 90.Mbps.(IMIX)
300.Mbps 600.Mbps
500.Mbps 1.Gbps
URL.(Web.filtering) DDoS.Protection. (Clean.Pipes,.. NetFlow,.uRPF) Application-level. Security
IPSec.VPN.(3DES,.. AES) SSL.VPN DMVPN
JUNIPER.NETWORKS
Voice Call.Processing,. Signaling
7.x.10/100
5.x.10/100
8.x.10/100. 4.x.10/100/1000 4.x.10/100/1000 2.x.10/100/1000
PSTN.Gateway Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration Product. Vulnerabilities .No.voice.capabilities,.application-delivery.features,.WLAN,.or.... ..switching.cards .. .Limited.routing.features ..No.IPv6,.MPLS,.or.Multicast ..Limited.QoS . .Limited.management.instrumentation.capabilities.such.as.NetFlow.. . ..and.IP.SLA . .Limited.WAN.interface.choices ..No.ISDN.or.dialup.backup.. ..capability.(SSG.500.Series) . .Limited.expandability.for.additional.branch.office.services . .No.multiprotocol.(IBM,.desktop).capability .
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Table.14:.Juniper.J-series.Product.Features
JUNIPER J-SERIES JUNIPER J-SERIES (CONTINUED)
Product Name Cisco Equivalent Positioning Performance Recommended.WAN. Capacity IPSec.Throughput Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM LaN Connectivity Built-in.LAN.Ports Modular.LAN.Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.SNA. (DLSw,.SNASw,.SDLC. tunneling,.Bisync. Tunneling),.IPX,.. DECnet,.AppleTalk Multicast
172
J2300 Cisco.1800.Series Small.office
J4300
End of Sale april 2007
J6300
Product Name Security Stateful.Firewall,.NAT VRF-aware.Firewall
J2300
J4300
J6300
Cisco.2821 Medium.branch.office
Cisco.3825 Large.enterprise.branch
2.x.T1/E1
8.x.T1/E1
1.x.DS-3
IPS Antivirus/Anti-spam URL.(Web.filtering) DDoS.Protection.(Clean. Pipes,.NetFlow,.uRPF)
. . .
Application-level.. Security IPSec.VPN.(3DES,.AES) SSL.VPN DMVPN Voice Call.Processing,.Signaling PSTN.gateway

JUNIPER.NETWORKS
2.x.10/100
2.x
2.x.10/100
Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration Product.Vulnerabilities
.No.or.limited.voice.capabilities,.no.application-delivery.features,.WLAN,.. .or.switching.cards .. .Weak.security:.no.IPS,.NAC,.or.endpoint.security . .Limited.interface.choices .. .Limited.expandability.compared.to.Cisco.Integrated.Services.Routers . .Limited.multiprotocol.capability .

(DLSw.only)

(DLSw.only)

(DLSw.only)
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Table.14:.Juniper.J-series.Product.Features.continued
JUNIPER J-SERIES (CONTINUED) JUNIPER J-SERIES (CONTINUED)
Product Name Cisco Equivalent Positioning Performance Recommended.WAN. Capacity IPSec.Throughput Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM LaN Connectivity Built-in.LAN.Ports Modular.LAN.Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED
J4350 Cisco.2821 Medium.enterprise.branch
J6350 Cisco.3825,.Cisco.3845 Large.branch.office
Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS (Network.Attack.Detection) (Network.Attack.Detection)
DS-3.or.FE 30.Mbps.(300.with.HW.Acceleration)
DS-3.or.FE 500.Mbps
Antivirus/Anti-spam URL.(Web.filtering) DDoS.Protection.(Clean. Pipes,.NetFlow,.uRPF) Application-level.. Security IPSec.VPN.(3DES,.AES) SSL.VPN DMVPN Voice Call.Processing,.. Signaling PSTN.gateway
JUNIPER.NETWORKS
4.x.GbE
4.x.GbE
Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration Product..Vulnerabilities .No.application-delivery.features,.WLAN,..or.switching.cards.including.PoE .. .Avaya.IG550.voice.solution.must.work.with.the.Avaya.Communications. Manager.call.control.server,.typically.located.in.an.enterprise.headquarters ..The. IG550.cannot.operate.as.a.stand-alone.PBX.solution.although.local.survivability. is.provided .. .Weak.security:.no.IPS,.NAC,.or.endpoint.security . .Limited.interface.choices.(No.ATM,.wireless,.cable,.V92,.H-density.L3.. ..Etherswitch,.asynch,.HSSI,.satellite,.CEoIP) .. .Limited.multiprotocol.capability.(only.basic.DLSw) . .Weak.investment.protection ..(PIMs.are.not.compatible.with.SSG.5/20.or.. ..M-series.routers,.EPIMs.not.compatible.with.old.J-series)

(DLSw.only)

(DLSw.only)
Multiprotocol:.SNA. (DLSw,.SNASw,.SDLC. tunneling,.Bisync. Tunneling),.IPX,.. DECnet,.AppleTalk
Multicast
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Juniper Weaknesses
. .. oor.integration ..Many.vendors.today,.including.Cisco,.have.answered. P market.demands.for.lower.total.cost.of.ownership.(TCO).and.ease.of. use.by.integrating.several.functions.such.as.voice,.security,.routing,.and. switching.into.a.single.branch.office.device ..Despite.the.addition.of.Avaya. voice.capabilities.to.Junipers.new.J-series,.Juniper.lags.behind.and.does. not.deliver.the.level.of.integration.that.customers.are.seeking . .. igh.initial.cost.and.high.TCO ..To.outfit.a.branch.office.with.routing,. H switching,.voice,.security,.and.application-delivery.capabilities,. customers.must.consider.several.Juniper.products,.making.the.initial. purchase.and.the.cost.to.manage.higher.because.of.the.multiple. appliances.and.operating.systems . .. onfusion.over.choice.of.product.to.deploy ..Juniper.would.like.to.sell.the. C SSG.series.and.the.J-series.into.the.branch.office.but.because.of.the.lack. of.feature.parity.between.the.two.product.lines,.customers.cannot.easily. choose.one.product.or.the.other ..In.many.cases,.both.products.may.need. to.be.deployed.to.implement.the.capabilities.needed.by.the.enterprise. where.only.a.single.Cisco.integrated.services.router.could.be.deployed . .. nclear.enterprise.strategy ..While.Juniper.has.certainly.launched.a.wide. U variety.of.products.for.the.enterprise.and.entered.into.arrangements.with. other.vendors.such.as.Avaya.and.Extreme,.it.is.unclear.what.Junipers. overall.objective.and.strategy.is.for.delivering.solutions.for.the.enterprise .. Why.hasnt.Juniper.provided.higher.levels.of.integration.where.it.is. needed?.Why.are.there.two.dissimilar.product.lines.with.big.feature. mismatches.being.targeted.at.the.same.branch.office.segment?.What.are. Junipers.solutions.for.enterprise.architectures? the.enterprise ..Juniper.touts.the.JUNOS.operating.systems.modularity ..While. MPLS.may.work.well.for.some.large.enterprises,.many.enterprises.are.not. ready.for.the.move.and.it.is.beyond.the.needs.of.many.SMBs ...Carrier-class. features.certainly.improve.uptime.and.reduce.maintenance.costs,.but.not.all. products.or.enterprises.need.or.can.afford.carrier-class.features . . . .. uniper.will.lead.a.sale.with.its.security.appliances.and.then.up-sell.. J J-series.and.M-series.routers . .. uniper.has.multiple.enterprise.partnerships.for.WLAN,.LAN.switching,. J and.voice ..Some.of.these.partners.can.resell.Juniper.equipment.and.have. performed.solutions.testing.to.various.levels .
JUNIPER.NETWORKS
Juniper Sales Tactics

. .. uniper.focuses.on.high-performance.products.offering.particular. J functionality.(such.as.security.and.routing).at.the.expense.of.TCO,.ease.of. use,.and.architectural.efficiencies . .. uniper.wants.to.drive.traditional.service.provider.features.such.as. J Multiprotocol.Label.Switching.(MPLS).and.carrier-class.redundancy.into.
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NOTES
Nortel
Nortel Overview
Nortel.was.founded.in.1895.as.Northern.Electric.and.Manufacturing ..In.1976,. Bell.Canada.reduced.ownership,.changing.the.name.to.Northern.Telecom.(NT) .. NT.introduced.a.digital.switch.in.1981.and.diversified.into.networking.by. buying.Bay.Networks.in.1998 ..It.changed.the.name.to.Nortel,.and.expanded. its.product.line.through.numerous.acquisitions.of.networking,.software,.and. telecom.businesses ..Sales.soared,.then.plunged.with.Nortel.taking.a.$27+. billion.loss.in.2001 ..Revenues.and.employee.count.currently.are.one-third.of. peak.levels.reached.in.2000 .. On.October.17,.2005.Nortel.appointed.Mike.Zafirovski.as.their.new.CEO,. succeeding.Bill.Owens ..Mr ..Zafirovski.came.from.Motorola.and.is.being.tasked. to.transform.Nortel.to.profitability.and.streamline.its.operations ..In.a.press. conference.at.the.CTIA.wireless.show.in.April.2006,.Mr ..Zafirovski.stated.that. in.the.space.of.two.years,.he.would.trim.product.lines.that.could.not.achieve. 20%.market.share,.trim.more.than.$200.million.from.its.financial.costs.and. improve.the.companys.operating.margin.by.more.than.$1 .5.billion ..Clearly,.Mr .. Zafirovski.is.not.wasting.time.in.taking.steps.to.revitalize.Nortel . Enterprise.Routing.products.are.the.responsibility.of.the.Converged.Data. Networks.organization.at.Nortel ..Nortel.has.several.routing.product.lines. including.the.Multiprotocol.routers.which.came.with.Nortels.acquisition.of.. Bay.Networks.in.1998,.internally.developed.VPN.Routers,.and.the.Secure. Router.line.which.came.with.the.acquisition.of.Tasman.Networks.in.early.2006 .. These.products.generated.approximately.$45.million.of.revenues.in.2005 .. They.are.augmented.by.a.full.complement.of.service.provider,.security,.. and.telephony-related.products .
NORTEL
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Table.15:.Nortels.Product.Offering.and.Revenue
N O R T E L S P R O D U C T O F F E R I N G a N D R E V E N U E
Figure.10:.Nortel.Enterprise.Router.Product.Lines
Enterprise Routing Revenues Enterprise.high-end.routers Access.routers
Revenues ($M1) $7 .4 $56 .5
Voice and VoIP ..P.PBXs,.IP.and.business.. I phones .. BXs,.Key.systems,.network.. P management
Ethernet Switching .. odular.Ethernet.routing. M switches .. ixed-configuration.Ethernet. F routing.switches .. ixed-configuration.Ethernet. F switches Wireless .Switches.and.access.points. .. DMA/GSM/TDMA/UMTS. C networks

Secure Router Line: Firewall, VPN, Routing
Secure Router 3120 Secure Router 1001, 1002, 1004 VPN Router 1010 VPN Router 1020 VPN Router 1100 VPN Router 2700
VPN Router Line: VPN, Routing
Nortel Multiprotocol Routers (from Bay Networks acquisition) ARN ASN 2430 5430 Multiprotocol.router,.small Multiprotocol.router,.medium Small.office,.modular.WAN Medium-sized.office,.modular.WAN
Customer Contact .. omputer.telephony. C integration .IP.contact.centers . VPN Routers 1010 1050 1100 1750 2700 5000
VPN Router 5000
VPN Router 1750
Access Stack Node (ASN)
Advanced Remote Node (ARN)
Nortel Secure Routers (from Tasman Networks acquisition) 1001 1002 1004 3120 Single.T1/E1 Dual.T1/E1 Quadruple.T1/E1 Up.to.16.T1/E1
Multiprotocol Router Line

Multiprotocol Router 5430
Optical Networks .. witching.and. S transport .WDM.systems
30.tunnels,.single.LAN.port 30.tunnels,.4-port.FE.LAN. switch 30.tunnels,.4-port.FE.LAN,.. 2.expansion.slots 500.tunnels,.modular.WAN,.. 4.expansion.slots 2000.tunnels,.modular.WAN,.. 3.expansion.slots 5000.tunnels,.modular.WAN,.. 5.expansion.slots
Small Medium Business Enterprise Branch
Medium Large Business Large Enterprise Branch
Typical Nortel Network Configurations

Figures.11,.12,.and.13.represent.typical.Nortel.Enterprise.Network.designs .
Figure.11:.Nortel.Secure.Router.Network
Business customers
1
2006.DellOro.Group
Secure Router 3120

VPN tunnel Leased Line
T1/E1 or DS3/T3
VPN tunnel
NORTEL
Secure Router 3120 T1/E1 Secure Router 1004 T1/E1 Internet
Secure voice video and data
Secure Router 1002
High-speed internet access
Nortel Secure Router Network

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Figure.12:.Nortel.VPN.Router.Network
Nortels.three.product.lines:.secure.routers,.multiprotocol.routers,.and.VPN. routers.provide.some.different.functionality.but.also.provide.many.of.the. same.features.as.they.are.all.routers ..Since.Nortel.routers.of.different.lines.are. sometimes.targeted.at.the.same.segment.it.may.be.difficult.to.find.the.right. product.fit .. As.evidenced.by.recent.trends.in.the.router.market.place,.more.and.more. functionality.outside.of.basic.routing.features.is.being.integrated.into. traditional.routing.products ..Nortels.secure.routers.demonstrate.the.highest. level.of.integration.with.more.functionality.than.the.other.two.product.lines .. The.secure.routers.still.lack.many.features.and.functionality.being.offered.by. other.players.in.the.market ..See.the.Tables.16,.17,.and.18.for.more.details . With.the.shift.in.focus.at.Nortel,.it.is.difficult.to.see.if.Nortel.has.an.overall. architectural.strategy.similar.to.Cisco.SONA ..While.Nortel.may.have.good. solutions.for.small.niche.requirements.of.enterprise.routing,.its.big-picture. direction.is.unclear.and.may.not.be.aligned.with.the.current.needs.of. enterprises.network.operations.and.the.drive.to.reduce.operating.costs.. and.capital.expenses ..
Figure.13:.Nortel.Multiprotocol.Router.Network
Automated Fire/security Teller terminal Teller Machine (ATM) service concentrator ATM Server ISDN Banking headquarters
Student records
ARN Fire/security service
Nortel.announced.in.December.2006.that.it.is.discontinuing.the.multiprotocol. router.product.line.(formerly.the.BayRS.line) ..According.to.Nortels.Website.at. the.time.of.publication.of.this.document.the.Backbone.Link.Node,.Backbone. Concentrator.Node,.Access.Stack.Node,.5430,.and.2430.manufacturing.will. be.discontinued.on.May.31,.2007 ..The.ARN.will.be.discontinued.on.August. 31,.2007 ..Nortel.is.recommending.the.secure.router.line.in.place.of.the. multiprotocol.routers . Tables.16,.17,.and.18.summarize.Nortels.routing.products .
NORTEL
Credit/debit Authorization service
Regional school district
Frame Relay, X.25, PPP, credit/debit, SMDS, ATM
Retailing headquarters
Public LAN (students)
ARN
PSTN
ARN Internet
Restricted LAN (administrators)
Fire/security Cash register service concentrator
Credit/debit device
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Table.16:.Nortel.Secure.Router.Line
NORTEL SECURE ROUTERS NORTEL SECURE ROUTERS (CONTINUED)
Product Name Product Numbers Cisco Equivalent Positioning Performance Performance/.WAN. Capacity** IPSec.Throughput Firewall.Throughput WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM LaN Connectivity Built-in.LAN.Ports Modular.LAN.Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.SNA. (DLSw,.SNASw,.SDLC. tunneling,.Bisync. Tunneling),.IPX,.. DECnet,.AppleTalk Multicast
184
Secure Router 1000 Series 1001,.1001S,.1002,.1004 Cisco.800.Series,.Cisco.1800.Series Small.office,.branch.office
Secure Router 3120 3120 Cisco.2800.Series Medium-sized.branch.office
Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam
1,.2,.or.4.T1/E1
16.T1/E1.or.2.DS-3s
URL.(Web.filtering) DDoS.Protection.(Clean. Pipes,.NetFlow,.uRPF) Application-level.. Security IPSec.VPN.(3DES,.AES)
1001/1001S.fixed
SSL.VPN
DMVPN Voice Call.Processing,.. Signaling PSTN.gateway Voice.Mail
2.x.FE
2.x.FE
WaN Connectivity Caching Compression Application-specific. Acceleration Product.Vulnerabilities .Limited.LAN.support ..Only.2.Fast.Ethernet.(FE).ports,.no.Gigabit.. .Ethernet.(GbE).ports . .Limited.WAN.support ..No.xDSL,.no.ISDN.BRI.backup.except.on.1001.model .
NORTEL
.No.voice.capabilities,.no.application-delivery.capabilities . .No.multiprotocol.support . .Weak.security,.no.intrusion-prevention.capability .
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Table.17:.Nortel.VPN.Router.Line
NORTEL VPN ROUTERS NORTEL VPN ROUTERS (CONTINUED)
Product Name Product Numbers Cisco Equivalent Positioning Performance Number.of.IPSec. Tunnels WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM Ethernet LaN Connectivity Built-in.LAN.Ports Modular.LAN. Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED Multiprotocol:.SNA. (DLSw,.SNASw,.SDLC. tunneling,.Bisync. Tunneling),.IPX,. DECnet,.AppleTalk Multicast
186
VPN Router 1000 Series 1010,.1050,.1100 Cisco.800.Series Small.office,.small.. branch.office
VPN Router 1750 1750 Cisco.1800.Series Small.headquarters
VPN Router 2700 2700 Cisco.2800.Series Medium-sized. headquarters
VPN Router 5000 5000 Cisco.3700.Series Large.headquarters
Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam URL.(Web.filtering)
30
500
2000
5000
DDoS.Protection. (Clean.Pipes,.. NetFlow,.uRPF) Application-level. Security IPSec.VPN.(3DES,. AES) SSL.VPN

2.-.4.x.FE

2.x.FE

1.x.FE,.1.x.GbE
DMVPN Voice Call.Processing,. Signaling PSTN.Gateway
2.x.FE
Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration

NORTEL
Product. Vulnerabilities
.No.voice.capabilities,.no.application-delivery.capabilities . .Weak.security,.no.intrusion-prevention.capability . .Weak.LAN.capability,.modular.cards.support.only.single.Ethernet.ports . .Limited.basic.IP.support,.BGP.requires.additional.license . .No.IPv6,.MPLS,.or.Multicast.support .
WRED.only
WRED.only
WRED.only
WRED.only
DLSw
DLSw
DLSw
DLSw
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Table.18:.Nortel.Multiprotocol.Router.Line
N O R T E L M U LT I P R O T O C O L R O U T E R S N O R T E L M U LT I P R O T O C O L R O U T E R S ( C O N T I N U E D )
Product Name Product Numbers Cisco Equivalent Positioning WaN Connectivity ISDN.BRI xDSL T1/E1 DS-3 Frame.Relay ATM Ethernet LaN Connectivity Built-in.LAN.Ports Modular.LAN. Capability Layer 2 Features (PoE).802 .3af Cisco.Discovery. Protocol/Phone. Discovery Layer 3 Features OSPF,.BGP IPv6 MPLS CBWFQ,.WRED


advanced Remote Node

access Stack Node

Security Stateful.Firewall,.NAT VRF-aware.Firewall IPS Antivirus/Anti-spam URL.(Web.filtering) DDoS.Protection. (Clean.Pipes,.. NetFlow,.uRPF) Application-level. Security IPSec.VPN.(3DES,. AES) SSL.VPN DMVPN
2430 Cisco.800.Series Small.office,.small.. branch.office
5430 Cisco.1800.Series Branch.office
ARN Cisco.1800.Series Legacy.traffic. transport,.small.site
ASN Cisco.3800.and.. Cisco.7200.Series Remote.and.. campus.offices

1.x.FE,.1.x.GbE
(no.AES)
(no.AES)
(no.AES)
(no.AES)
Voice Call.Processing,. Signaling
1.x.FE
2.x.FE
2.x.FE
PSTN.Gateway Voice.Mail WaN Connectivity Caching Compression Application-specific. Acceleration

NORTEL
Product. Vulnerabilities
.No.voice.capabilities,.no.application-delivery.capabilities . .Weak.security,.no.intrusion-prevention.capability,.no.stateful.firewall . .Weak.LAN.capability,.modular.cards.support.only.single.Ethernet.ports . .No.MPLS.or.Multicast.support .
Multiprotocol:.SNA. (DLSw,.SNASw,.. SDLC.tunneling,. Bisync.Tunneling),. IPX,.DECnet,. AppleTalk
Multicast
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Nortel Weaknesses
. .. ortel.lacks.solid.momentum.behind.its.enterprise.product.development. N efforts ..Nortel.has.repeatedly.announced.a.product,.pushed.it.into.the. channel,.and.then.failed.to.deliver.critical.technology.updates.necessary.to. keep.that.product.competitive.in.the.market ..Key.examples.include.the.late. shipment.of.its.next-generation.Ethernet.Routing.Switch.8600,.the.lack.of. new.modules.for.the.Ethernet.Routing.Switch.8300,.and.promised,.. but.not.delivered,.full.Layer.3.functionality.for.the.Ethernet.Routing.Switch. 5000.Series . .. ortels.three.lines.of.enterprise.routers.make.it.difficult.for.Nortel.partners. N to.decide.which.products.to.recommend.to.customers ..A.combination.of. older.products.and.new.products.with.overlapping.functionality,.features,. and.intended.target.markets.makes.the.choice.confusing ..Support.for. multiple.software.trains.for.similar.products.will.make.it.challenging.for. Nortel.to.maintain.feature.development.on.all.three.product.lines ..With. recent.changes.at.Nortel,.it.is.difficult.to.see.which.products.will.be.the. focus.of.Nortels.efforts.in.the.future . .. ortel.continues.to.downsize.with.a.2900-employee.reduction.announced. N in.February.2007 ..The.strength.of.the.Nortel.enterprise.business.in.its.time. of.financial.troubles.was.its.commitment.to.product.development.and. innovation ..However.the.new.CEO.has.indicated.that.Nortel.will.need.to. significantly.change.its.processes.and.methods.to.lower.R&D.and.other. operational.costs.in.the.future .. .. ontinual.turnover.and.reorganization.within.the.ranks.of.Nortels. C enterprise.division.take.their.toll.on.the.companys.ability.to.execute.on. a.single.enterprise.strategy,.which.in.turn.causes.delays.in.new.product. development,.channel.initiatives,.and.customer-focused.events.and. marketing ..However,.by.discontinuing.the.multiprotocol.router.line.in.favor. of.the.Secure.Router.line,.Nortel.is.starting.to.make.customer.choices. easier.and.their.strategy.clearer .
NORTEL
Nortel Sales Tactics

. . . . .. ortel.strongly.emphasizes.convergence .. N ..t.has.recently.started.to.market.solutions.rather.than.individual.devices,. I but.sales.teams.typically.focus.on.the.device .. .. ortel.is.starting.to.vertically.market.their.solutions . N .. ortel.uses.Solution.Selling.Tools.and.Relationship.Selling,.but.account. N teams.are.not.practicing.these.effectively.yet ..
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NOTES
appliance Competitors
Comparing the ISR to Purpose-Built Appliances
Customers.can.lower.TCO.and.benefit.from.the.Cisco.end-to-end.SONA. architecture.by.using.Integrated.Services.Routers ..But.can.the.ISRs.compete. with.single-use.appliances.from.vendors.that.focus.on.specific.market. segments.such.as.application.delivery,.WAN.optimization,.security,.and.voice?. The.answer.is.yes ..In.many.cases.an.ISRs.integrated.services.outperform. single-use.appliances.in.performance.and.features ..However,.with.Cisco.you. can.also: . .. ower.operational.costs ..Unlike.dedicated.appliances,.a.Cisco.integrated. L services.module.has.no.incremental.support.costs.(it.is.covered.under.the. router.maintenance.contract),.reduces.physical.space.requirements,.and. simplifies.power.and.cable.management ..In.addition,.services.modules. are.designed.to.provide.the.same.hardware.isolation.benefits.provided.by. dedicated.appliances ..A.service.interruption.on.a.services.module.will.not. affect.router.operation . .. educe.device.management.overhead ..With.the.ISR,.IT.staff.will.only.need. R to.learn.a.single.devicethe.ISRand.single.operating.systemCisco. IOS.Software ..With.other.vendors,.IT.staff.will.face.learning.and.managing. multiple.operating.systems.and.multiple.devices ..In.cases.where.multiple. services.are.involved,.it.is.likely.that.IT.will.have.to.learn.five.or.more. devices.each.with.unique.operating.systems ..This.is.the.case.with.many. other.vendors.if.the.customer.requires.switching,.routing,.security,.voice. and.application.acceleration.services.in.their.branch.location . .. void.radical.network.redesign ..In.some.cases,.other.vendors.services. .A solutions.can.be.disruptive.to.network.configurations.and.architectures .. For.example,.inadequate.routing.and.quality.of.service.(QoS).capabilities.. in.a.security.appliance.may.disrupt.voice.quality ..Also,.with.tunnel.mode.. application.acceleration.solutions,.QoS.and.security.(ACLs).need.to. be.redesigned.and.reintegrated.into.the.routed.network ..With.Cisco,. customers.can.be.confident.that.new.services.will.plug.and.play.with.the. existing.network ..Cisco.helps.ensure.that.features.with.one.service.are. compatible.with.the.operation.of.other.services ..This.is.the.essence.of.the. Cisco.SONA.framework .
APPLIANCE.COMPETITORS
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Unlike.other.competitors,.the.ISR.is.designed.from.the.beginning.to.integrate. multiple.services.such.as.routing,.switching,.security,.voice,.and.application. delivery.onto.a.single.device ..The.Cisco.integration.philosophy.is.prevalent. throughout.our.approach.to.product.design,.as.evidenced.by.the.successful. Cisco.Catalyst.6500.and.the.ISR .
CISCO aPPLICaTION DELIVERy COMPETITIVE aDVaNTaGES
WAN Optimization/Application Delivery Competitors

CISCO WIDE aREa aPPLICaTION SERVICES
The.Cisco.WAN.acceleration.solution.is.called.Wide.Area.Application.Services. (WAAS) ..To.run.WAAS.on.the.ISR,.a.customer.needs.a.Wide-Area.Application. Engine.Network.Module.(NME-WAE).and.the.appropriate.WAAS.software. license ..A.Wide.Area.Application.Engine.(WAE).data.center.appliance.such.as. the.Cisco.WAE-7326.is.also.required . Note.that.Cisco.also.provides.a.range.of.application.delivery.and.applicationoriented.networking.solutions.and.appliances.for.the.branch.and.data.center .. Please.visit.Cisco .com.for.further.details . .
.. ransparent.integration.Cisco.WAAS.integrates.transparently.with. T existing.client,.server,.storage,.and.network.infrastructure.(Figure.15) .. Optimizations.provided.by.Cisco.WAAS.are.transparent.and.require.no. changes.to.the.infrastructure ..Unlike.many.WAN.optimization.products. that.use.TCP.encapsulation,.Network.Address.Translation.(NAT).static. tunnels,.or.dynamic.tunnels,.the.Cisco.WAAS.solution.provides.WAN. optimization.capabilities.without.manipulating.information.that.is.vital. for.enabling.value-added.services.that.are.hosted.within.the.network. infrastructure ..By.providing.packet.network.transparency.and.preserving. IP.and.TCP.header.information,.Cisco.WAAS.is.able.to.interoperate. with.Cisco.IOS.Software.advanced.network.services.such.as.Quality.of. Service.(QoS),.NetFlow,.Access.Control.Lists.(ACLs),.Optimized.Edge. Routing.(OER),.IP.service-level.agreements.(SLAs),.and.Router.and.Link. redundancy . .. ncompromising.application.troubleshooting,.diagnostics,.and.traffic. U analysis ..Troubleshooting.application.performance.is.easier.with.a. Cisco.ISR/WAAS.solution.because.of.its.inherent.network.transparency .. Solutions.that.use.tunnels.for.WAN.compression.sometimes.hide.critical. information,.which.makes.troubleshooting.and.traffic.analysis.more. complicated ..For.example,.to.properly.help.ensure.end-to-end.voice. and.video.quality.for.a.specific.connection,.it.is.important.to.understand. packet.loss,.jitter,.and.delay.at.every.point.in.the.network ..If.a.WAN. controller.uses.TCP.encapsulation,.Network.Address.Translation.(NAT),. static.tunnels,.or.dynamic.tunnels,.troubleshooting.is.compromised.and. analysis.is.impaired.because.of.a.lack.of.visibility ..
Figure.14:.Cisco.Wide-area.Application.Engine.Network.Module.for.Integrated.Services.Routers
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Table.20:.Application.Acceleration.Feature.Comparison
Cisco
Figure.15:.Cisco.WAAS.Network.Transparency
Juniper
Riverbed
Packeteer (PacketShaper)
Packeteer (iShared)
Feature Network. Transparent. Compression. (Data. Redundancy. EliminationDRE) Network. Tunneled. Compression. (Molecular. Sequence. Reduction,. Network. Sequence. Caching) Yes,.within. tunnels Network. Tunneled. Connection. Compression. Pooling. (PacketShaper. Compression**. Compression. (Data.Reduction) Module)
WAN.Compression
Network. Tunneled. Compression. (Data. Streamlining*)
WAN.QoS. Classification.and. Traffic.Shaping Generic.Protocol. Optimization.. (e .g ..TCP,.HTTP) Application.Specific. Acceleration.. (e .g ..CIFS)
Integrated.into.. the.ISR.Cisco. IOS.Software
Yes,.within.. TCP.tunnels
Yes,.within. tunnels
Yes
Yes
Yes
Yes
No
Yes
Yes
Yes
Yes
No
Yes
*.Note.that.Riverbed.claims.network.transparency,.but.Cisco.testing.revealed.that.Riverbed.is.using.dynamic.and.static.TCP. tunnels.between.Riverbed.appliances,.which.creates.a.loss.in.visibility.of.Layer.3.and.4.packet.header.information . **.Packeteers.iShared.appliances.offer.compression.but.with.a.Connection.Pooling.scheme.that.creates.a.loss. . in.visibility.of.Layer.3.and.4.packet.header.information .
COMPETITOR PRODUCTS aND POSITIONING
Primary.Cisco.competitors.in.application.networking.are.Juniper.Networks,. Riverbed,.and.Packeteer ..These.vendors.offer.a.range.of.purpose-built. appliances.that.address.branch.office.needs ..All.of.the.products.in.Table.19. below.operate.in.the.range.of.less.than.4.Mbps.of.throughput ..Packeteer.recently. purchased.Tacit,.which.brought.in.the.iShared.line.of.appliances ..Both.the. PacketShaper.appliances.and.iShared.line.offer.similar.functionality .
JUNIPER NETWORkS
For.a.general.background.on.Juniper.Networks.see.page.167 .. Juniper.Networks.entered.the.application.acceleration.market.when.it. purchased.Peribit.Networks.in.April.2005 ..Juniper.offers.the.WX.and.WXC. appliances.for.WAN.optimization ..Both.the.WX.and.WXC.products.perform.the. same.functions.except.that.the.WXC.also.includes.a.hard.drive.to.store.data. patterns.as.part.of.its.compression.scheme ..All.WX.and.WXC.devices.run.the. WX.Operating.System.(WXOS),.which.delivers.the.features.available.within. the.WXC.products .
Table.19:.Cisco.WAE.Modules.vs ..Competitor.Appliances
Cisco NME-WAE-302,.. NME-WAE-502
Juniper Networks WX-15,. WX-20,. WXC-250
Riverbed Steelhead.Appliances. Models:. 100,. 200,. 520,. 1020
Packeteer iShared.Models:. IS-50 PacketShaper.Models:. 1200,. 1400,. 1550
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Figure.16:.Typical.Juniper.Deployment
different.platform.sizes.to.address.any.application.traffic.load.and.WAN.link. capacity ..Riverbed.also.offers.centralized.management.of.multiple.Steelhead. appliances.through.its.Central.Management.Console.(CMC) . Riverbed.application.acceleration.weaknesses: . .. ay.introduce.difficulties.in.successfully.implementing.features.such.as. M QoS,.NBAR,.NetFlow,.and.ACLs.due.to.the.tunnel-based.nontransparent. architecture . .. ay.require.changes.to.existing.infrastructure.configurations ..For. M example,.existing.QoS.policies.may.need.to.be.adjusted.or.modified.to. accommodate.tunnel-based.architecture .. .. ossibly.higher.capital.and.operational.expenses ..Riverbeds.appliance. P solution.is.another.operating.system.and.device.that.requires.its.own. individual.management,.space,.and.power.over.and.above.other.devices. such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With. a.Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a. single.device .
Juniper.application.acceleration.weaknesses: . .. ay.introduce.difficulties.in.successfully.implementing.features.such.as. M QoS,.NBAR,.NetFlow,.and.ACLs.due.to.the.tunnel-based.nontransparent. architecture . .. ay.require.changes.to.existing.infrastructure.configurations ..For. M example,.existing.QoS.policies.may.need.to.be.adjusted.or.modified.to. accommodate.tunnel-based.architecture .. .. ossibly.higher.capital.and.operational.expenses ..Junipers.appliance. P solution.is.another.operating.system.and.device.that.requires.its.own. individual.management,.space,.and.power.over.and.above.other.devices. such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With. a.Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a. single.device ..
Figure.17:.Typical.Riverbed.Deployment
PaCkETEER RIVERBED
Riverbed.Technology.was.founded.in.2002.and.is.one.of.the.youngest. competitors.in.the.application.networking.market ..Riverbed.is.based.in. San.Francisco,.California ..It.only.focuses.in.the.WAN.optimization.controller. market.segment.and.is.one.of.the.fastest.growing.companies.in.this.area. based.on.revenue.and.market.share ..Its.Steelhead.appliance.line.comes.in.six.
Packeteer.was.founded.in.1996.and.is.focused.on.developing.products.for.the. WAN.optimization.market ..Its.headquarters.are.located.in.Cupertino,.California .. Packeteer.has.been.in.the.WAN.optimization.business.for.over.10.years.and. enjoys.one.the.largest.installed.bases.with.its.PacketShaper.products ..In.May. 2006,.Packeteer.bought.Tacit.and.now.offers.the.iShared.product.line ..The. iShared.and.PacketShaper.product.lines.offer.similar.features.except.that. iShared.additionally.provides.file.sharing.acceleration ..
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Figure.18:.Typical.Packeteer.Deployment
Unified Communications Competitors

CISCO UNIFIED COMMUNICaTIONS
Packeteer.application.acceleration.weaknesses: . .. ay.introduce.difficulties.in.successfully.implementing.features.such.as. M QoS,.NBAR,.NetFlow,.and.ACLs.due.to.the.tunnel-based.nontransparent. architecture . .. ay.require.changes.to.existing.infrastructure.configurations ..For.example,.. M existing.QoS.policies.may.need.to.be.adjusted.or.modified.to.accommodate. tunnel-based.architecture .. .. ossibly.higher.capital.and.operational.expenses ..Packeteers.appliance. P solution.is.another.operating.system.and.device.that.requires.its.own. individual.management,.space,.and.power.over.and.above.other.devices. such.as.routers,.security.appliances,.switches,.and.voice.gateways ..With.a. Cisco.ISR,.all.of.these.functions.can.be.integrated.transparently.into.a.. single.device . .. acketeers.installed.base.of.PacketShaper.appliances.is.vulnerable. P because.of.the.lack.of.some.key.features.(such.as.is.offered.on.the.. iShared.line) .
Cisco.Integrated.Services.Router.platforms.embed.voice.and.security. functions.directly.inside.the.router,.enabling.customers.to.deploy.advanced. services.simply.by.installing.digital.signal.processors.(DSPs).and.advanced. integration.modules.(AIMs).for.IP.telephony.conferencing,.voice.gateways,. Cisco.Unity.Express.voice.mail.and.automated.attendant,.as.well.as.industrystandard.security ..For.call.processing,.customers.can.enable.the.companys. award-winning.Cisco.Unified.CallManager.Express.solution.as.part.of.Cisco. IOS.Software,.and.easily.reconfigure.the.same.software.at.any.time.to.support. Cisco.Unified.Survivable.Remote.Site.Telephony.(SRST).for.centralized.call. processing.with.Cisco.Unified.CallManager,.the.industrys.leading.solution.for. enterprise-class.IP.telephony .. Ciscos.integration.approach,.embedding.proven.voice.technologies.inside.the. platform,.frees.up.modular.slots.on.the.router.for.advanced.services,.enabling. customers.to.take.advantage.of.high.speed.WAN.interface.card.(HWIC).and. enhanced.network.module.(NME).for.additional.services,.interfaces,.and. densities . The.innovative.extension.voice.module.(EVM).slot.on.both.the.Cisco.2821.and. 2851.routers.provides.significant.increases.in.analog.and.Basic.Rate.Interface. (BRI).voice.densities.within.a.single.platform,.scaling.to.as.many.as.24.foreign. exchange.station.(FXS).interfaces.and.12.foreign.exchange.office.(FXO). interfaces.(these.EVM.modules.also.are.supported.on.the.Cisco.3825.and. 3845.routers) ..All.Cisco.Integrated.Services.Router.platforms.natively.support. voice.interface.cards.(VICs).in.all.HWIC.slots.and.use.the.optional.packet.voice. DSP.modules.(PVDMs),.which.are.installable.on.the.motherboard.of.the.router. itself ..An.example.of.voice.is.embedded.into.the.ISR.is.shown.in.Figure.19 ... In.this.example.the.Cisco.3845.ISR.is.shown .
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Figure.19:.Cisco.ISR.Embedded.Voice.Services
. . .
.Ensure.optimum.voice.quality.across.the.WAN .. ecure.unified.communications.everywhere-from.the.endpoints.to.the. S network.infrastructure .Always-available.voice
Operational Benefits . .Faster.resolution.of.voice.issues .Rapid.detection.and.notification.of.voice.anomalies .Centralized.troubleshooting-avoid.onsite.visits .Common.view.of.the.network.for.voice.and.data.teams .Reduced.911.costs.and.dispatching.errors .Greater.accuracy.of.voice.configuration.changes
CISCO UNIFIED COMMUNICaTIONS COMPETITIVE aDVaNTaGES
. .
Cisco.Integrated.Services.Router.platforms.embed.voice.and.security.functions. directly.inside.the.router,.enabling.customers.to.deploy.advanced.services. simply.by.installing.digital.signal.processors.(DSPs).and.advanced.integration. modules.(AIMs).for.IP.telephony.conferencing,.voice.gateways,.Cisco.Unity. Express.voice.mail.and.automated.attendant,.as.well.as.industry-standard. security ..For.call.processing,.customers.can.enable.the.company . .. ntegrated Systems approach:.Using.a.systems.approach,.Cisco.combines. I the.strengths.of.intelligent.networking.with.security,.open.application. programming.interfaces.(APIs),.and.self-service.business.applications .. And.because.a.converged.Cisco.network.offers.intelligence.thats.actually. integrated.throughout.the.entire.network,.organizations.can.take.advantage. of.networkwide.security,.enhanced.resilience,.simplified.network. management,.lower.total.cost.of.ownership,.and.accelerated.time-tovalue ..Cisco.Unified.Communications.applications.are.also.network-aware;. they.seek.out.the.network.services.they.require-for.example,.an.IP.phone. retrieving.the.proper.settings.for.power.or.quality.of.service.(QoS) ...Here. are.some.of.the.voice.specific.benefits.of.Ciscos.unique.systems.approach:
Consolidation Benefits . . . . . .Consolidated.Cisco.Unified.Contact.Center.voice.recording .Scalable.wireless.voice.services .Services.integration,.which.simplifies.the.network .Video.as.a.simple.addition .Integrated.services.and.support
Deployment Benefits . .. aster,.more.cost-efficient.IP.phone.moves,.adds,.and.changes F .Automatically.configure.Cisco.Catalyst.switches.for.voice .Efficiently.power.Cisco.Unified.IP.phones .Automatically.configure.Cisco.Unified.IP.phones
.. MB advantages..Simple.and.self-containedunlike.competitor. S solutionsCiscos.voice.SMB.solution.does.not.require.the.use.of. external.routers,.switches.and.security.appliances ..The.ISR.is.a.. self-contained.solution.that.provides.basic.and.advanced.routing,. security,.switching,.and.voice.features,.giving.SMBs.access.to.the.latest. communications.technology ..With.Ciscos.Unified.CallManager.Express. and.Unity.Express,.customers.can.easily.replace.traditional,.legacy.key. systems/small.PBXs.and.voice.mail.systems
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COMPETITOR PRODUCTS aND POSITIONING aVaya VOICE SOLUTION
Some.of.Ciscos.key.competitors.in.unified.communications.are.Avaya,.. Nortel.and.ShoreTel ..These.vendors.offer.unified.communications.solutions. that.provide.voice.communications.and.messaging.solutions ..All.competitors. offer.stand.alone.solutions.for.the.Small-Medium.Business.(SMB).market.and. more.scalable.solutions.with.central.management.and.call.processing.for.larger. enterprises ..While.not.covered.in.this.guide,.all.vendors.also.offer.a.range.of.. IP.Phones .
Table.21:.Cisco.Unified.Communications.vs ..Competitor.Solutions
Avaya.was.founded.in.2000.as.a.spin-off.of.Lucent ..Avaya.is.focused.on. communications.equipment.and.services ..About.50%.of.Avayas.revenue. is.from.services.and.50%.is.from.communications.equipment.and.in.FY06,. Avayas.revenues.were.$5 .1.billion ..Avaya.and.Nortel.both.started.with.a.large. installed.base.of.PBXs.and.digital.telephony.systems.that.are.not.IP.based .. While.Avaya.and.Nortel.have.been.rushing.to.convert.their.bases.to.IP,.Cisco. and.other.competitors.are.offering.only.unified.communications.solutions . From.a.networking.perspective,.Avaya.has.built.alliances.with.both.Extreme. Networks.for.switching.and.Juniper.Networks.for.routing.and.security ..The. Avaya.and.Juniper.alliance.allows.Avaya.to.resell.Juniper.products.and.also. enables.joint.product.development ..The.new.Juniper.J4350.and.J6350.for. example.will.be.the.host.of.Avayas.new.IG550.voice.gateway.shown.in.Figure. 20 ..This.solution.currently.runs.as.part.of.a.centralized.call.processing.system. with.Avaya.Communications.Manager.and.cannot.run.in.a.stand-alone.PBX. configuration ..Avaya.also.offers.other.gateways.and.stand-alone.appliances .
Figure.20:.Avaya.IG550.Voice.Gateway.and.Juniper.J4350/J6350.Routers
Cisco Stand-alone SMB Solutions (less than 250 users) Solution.Name Unified.CallManager. Express/Unity. Express .
avaya
Nortel
ShoreTel
IP.Office,. MultiVantage.. Express Small.Office.Edition,. IP.Office.406,.. IP.Office.412,. IP.Office.500,. MultiVantage.. Express.(CM.3 .1)
Business. Communication. Manager.(BCM)
ShoreTel.SBE.(Small. Business.Edition)
Call.Control.and. Voice.Gateway
2800,.3800.Series. ISR
BC.50,.BCM.200,. BCM.400
ShoreGear.Models:. 120/24,.60/12,.40/8. .and.T1/E1
Messaging
2800,.3800.Series. ISR.
Small.Office.Edition,. IP.Office.406,.. BCM.50,.BCM.200,. IP.Office.412,. IP.Office.500,. BCM.400 MultiVantage.Express. . (Intuity.Audix)
ShoreTel.Unified. Messaging..runs. on.Windows.server. platform
Large User Solutions (greater than 250 users) Cisco.Unified. Communications Avaya.Unified. Communications Nortel.Unified. Communications ShoreTel.Unified. Communications
Solution.Name
Call.Control
Unified.CallManager
Avaya. Communication. Manager,.S8XXX. Media.Servers G150,.G250,.G350,. IG550.(Avaya/. Juniper.Gateway),. G650,.G700 Avaya.Modular. Messaging,.S8XXX. Media.Servers
Communication. Server.Models:. ShoreGear.Models:. CS.1000,.CS.2100,. 120/24,.60/12,.40/8,. and.Multimedia. and.T1/E1 Communications. Server.5100 ShoreGear.Models:. BCM.50,.BCM.200,. 120/24,.60/12,.40/8.. BCM.400,.SRG and.T1/E1
Branch.Office.Voice. Gateway
2800,.3800.Series. ISR
Messaging
Cisco.Unity
CallPilot
ShoreTel.Unified. Messaging.
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Avaya/Juniper.General.Weaknesses: . .. otential.conflict.with.partners ..Avaya.has.a.large.global.services. P organization.that.can.be.a.strong.driver.for.business.but.can.also.be.in. conflict.with.channel.partners . .. ack.of.IP/Data.experience ..Avaya.is.a.voice.only.player.and.has.traditionally. L sold.TDM.devices.so.it.may.lack.some.IP.and.data.experience . .. eliance.on.partnerships.to.provide.a.whole.solution ..In.order.to.provide. R a.tested.and.integrated.solution,.Avaya.relies.on.partnerships.with.other. networking.vendors.such.as.Juniper.Networks.and.Extreme.Networks .. These.partnerships.can.sometimes.be.difficult.to.manage.and.maintain. over.time ..In.addition,.customers.may.have.to.contend.with.multiple.vendors. during.the.procurement.cycle.and.when.support.is.needed .
NORTEL VOICE SOLUTION
For.a.general.background.on.Nortel.see.page.179 .. Nortel.is.a.company.with.a.long.legacy.in.business.communications.and.as. such.has.a.large.legacy.of.digital.telephony.solutions.(e .g ..Norstar) ..Nortels. main.IP.Communications.insertion.strategy.is.to.target.legacy.Norstar. customers,.SMBs,.and.legacy.branch.office.phone.switch.system.(Key. System).replacements . Nortel.Networks.markets.its.Business.Communication.Manager.products. as.compact,.all-in-one.platforms.that.provide.basic.telephony.along.with. integrated.voice.and.data.services ..There.are.three.BCM.models:.the.BCM50,. BCM200,.and.BCM400 ..The.BCM200.and.BCM400.share.the.same.software .. The.BCM50.is.the.newest.model.and.has.its.own.software.train.and.two. hardware.configurations.in.addition.to.the.base.unit:.BCM50A.(with.ADSL. router).and.BCM50E.(Ethernet.router) ..BCM.models.provide.the.telephony.and. voice.services/applications.and.data.connectivity/services.typically.required. by.an.SMB.customer,.including.robust.telephony.features,.data.and.VoIP. networking,.voice.mail,.call.center,.computer.telephony.integration,.and.more .. BCM.supports.Nortels.traditional.digital.telephone.sets,.analog.sets,.and. Nortel.IP.telephones ..BCM.is.a.product.of.the.Nortel.Norstar.lineage .
Figure.21:.Example.Nortel.Installation
. .
SMB:.Avaya/Juniper.IP.Office.Weaknesses: . .. o.endpoint.investment.protection..for.the.5600.IP.phones.and.5400.. N digital..phones.if.the.customer.chooses.to.migrate.to.the.Avaya. Communication.Manager.platform.as.these.phones.are.IP.Office.exclusive. models ..Note:.the.Avaya.4600.series.IP.phones.work.on.both.the.Avaya. Communication.Manager.and.IP.Office.platforms . .. o.support.for.SIP.in.current.IP.Office.version.3 .2 ..H .323.is.the.only. N supported.VoIP.protocol .. .. o.inline.Power.over.Ethernet.(PoE).module ..IP.Office.requires.an.external. N Ethernet.switch.to.provide.PoE.support.for.the.IP.phones .. .. o.native.video.support.with.IP.Office .. N .. vaya.IP.Office.firewall.has..protections.only.against.standard.protocols ... A UC.500.leverages.various.proven.Cisco.unified.communications. technologies.(IOS,.CME,.CUE,.Wi-Fi,.VPN,.Firewall) . .. pgrading.from.the.Lite.versions.of.IP.Office.applications.to.the.Pro. U versions.or.optional.applications.require.additional.IP.Office.licenses ..
. . . .
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.Nortel.General.Weaknesses: . .. otential.conflict.with.partners ..Nortel.Global.Services.provides.a.wide. P variety.of.consulting.and.design.services.that.may.sometimes.be.in.conflict. with.channel.partners ..As.part.of.their.strategic.alliance.with.Microsoft,. Nortel.also.offers.consulting.on.Microsoft.communications.products,.an. additional.possible.conflict .
SHORETEL VOICE SOLUTION
ShoreTel.Company.Overview: . . . . .. ormerly.known.As.Shoreline-Name.Changed.to.ShoreTel.in.April.2004.in. F conjunction.with.the.Release.5.Launch . .. ounded.in.1996.(first.installation.in.1998) ..Privately.owned,.headquarters. F in.Sunnyvale.California . .. horeTel.has.regional.offices.in.the.United.Kingdom,.Australia,.and. S Germany . .. horeTel.joined.Juniper.Networks.J-Partner.Infrastructure.alliance. S program.on.4/17/06 ..No.new.products.were.added.to.ShoreTels.product. portfolio.from.this.announcement .. .. oday,.ShoreTel.is.focused.on.voice.system.solutions.with.their.fully. T distributed.architecture.that.consists.of.ShoreGear.voice.switches,. Management/Messaging/Application..Servers,.and.IP.Phones .
BCM.Weaknesses: . . .. s.of.early.2007,.it.appears.that.there.is.no.support.for.SIP.in.current.BCM. A software.and.no.shipping.SIP.phones .. .. o.inline.Power.over.Ethernet.(PoE).support.is.available.for.the.BCM ..BCM. N always.requires.external.Ethernet.switch(es).to.provide.PoE.support.for.the. IP.phones .. .No.native.video.support.with.BCM . .BCM.has.no.Gigabit.Ethernet.support . .BCM.Ethernet.ports.do.not.support.VLAN.provisioning . .. or.all.BCM.models,.functioning.of.the.phones,.voice.mail,.contact.center. F and.all.other.applications.is.dependent.upon.the.units.hard.drive ..When.the. hard.drive.is.lost,.the.system.may.be.compromised . .. CM.marks.call-setup.traffic,.voice.media.streams,.and.routine.telephony. B keep.alive.packets.with.the.same.IP.precedence ..This.is.nonstandard. practice.in.that.these.packets.should.not.compete.with.each.other ..Nor.does. it.allow.for.a.proper.insertion.of.IP-based.video.packets . .While.Nortel.markets.the.BCM.as.a.Web.Cache.device,.this.capability.is. . nowhere.near.the.capability.of.the.ISRs.NME-WAE/WAAS.4 .0.product ..The. BCM.web.cache.is.more.properly.described.as.proxy.server ..Workstations. on.the.local.LAN.must.be.reconfigured.to.point.at.the.BCM.for.web.access . .. hile.Nortel.markets.the.BCM.as.a.Domain.Name.Server.(DNS),.the.BCM. W DNS.implementation.is.only.that.of.a.DNS.cache ..That.is,.it.only.has.pointers. to.upstream.Name.Servers;.it.cannot.be.configured.with.its.own.forward-.or. reverse-lookup.hostname-to-IP-address.translations .
. . . .
ShoreTel.Product.Weaknesses: . . .. horeTel.IP.phones:.No.support.for.SIP,.XML,.video,.color.touch.screen,.or. S conference.phones . .. TS.and.ASR.capabilities:.Not.offered ..This.is.an.issue.when.a.customer.is. T required.to.comply.with.ADA.Section.508.and.could.drive.up.overall.cost. by.requiring.3rd.party.Application . .. calability:.SG.40/8.supports.40.IP.phones,.or.8.analog.stations,.or.4. S analog.trunks ..SG.60/12.supports.60.IP.phones,.or.12.analog.stations,.or.8. analog.trunks ..Note:.Each.analog.station.port.uses.five.IP.phone.ports ..For. example,.if.you.use.4.analog.station.ports.on.the.SG.40/8.platform,.you. can.only.configure.20.IP.phones . .. igital.Voice.Trunk:.A.separate.T1/E1.voice.module.must.be.purchased .. D ShoreTel.does.not.offer.an.integrated.branch.solution.which.includes. security.and.routing.features ..
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Figure.22:.Typical.ShoreTel.Installation
Cisco Self-Defending Networks
The.Self-Defending.Network.is.Ciscos.long-term.strategy.to.protect.an. organizations.business.processes.by.identifying,.preventing,.and.adapting. to.threats.from.both.internal.and.external.sources ..This.protection.helps. organizations.take.better.advantage.of.the.intelligence.in.their.network. resources,.thus.improving.business.processes.and.cutting.costs .
CHaRaCTERISTICS OF SELF-DEFENDING NETWORk SECURITy SOLUTIONS:
.. he.integration.of.security.throughout.all.aspects.of.the.network . T .. ollaborative.processes.between.the.various.security.and.network.elements . C .. he.ability.of.the.network.to.adapt.to.new.threats.as.they.arise . T The.Cisco.network-based.strategy.allows.your.organization.to.use.existing. investments.to.solve.your.most.pressing.security.concerns.today,.while. providing.an.architectural.platform.and.security.solutions.that.can.evolve.to. deliver.proactive,.automated,.real-time.management.of.threats . Go.to.http://www .cisco .com/en/US/netsol/ns340/ns394/ns171/ns413/ networking_solutions_package .html.to.learn.more.about.SDN .
CISCO ISR ROUTER SECURITy
Cisco.Integrated.Services.Routers.ship.with.the.industrys.most.comprehensive. security.services,.intelligently.embedding.data,.security,.voice,.application. acceleration,.and.wireless.in.the.platform.portfolio.for.fast,.scalable.delivery.of. mission-critical.business.applications ..The.Cisco.800,.1800,.2800,.and.3800. series.are.ideal.for.small.businesses.and.enterprise.branch.offices,.delivering.a. rich,.integrated.solution.for.connecting.remote.offices,.mobile.users,.and.partner. extranets.or.service.provider-managed.customer.premises.equipment.(CPE) . By.combining.proven.Cisco.IOS.Software.functions.and.industry-leading.LAN/ WAN.connectivity.with.world-class.network.security.features,.integrated.router. security.solutions.provide.customers.the.following.benefits: . .. Use.What.You.Have..Takes.full.advantage.of.existing.network. infrastructure,.enabling.new.security.features.on.the.router.through.Cisco. IOS.Software.without.deploying.additional.hardware .
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. .. Deploy.Security.Everywhere..Provides.the.flexibility.to.apply.security. functionality,.such.as.firewall,.intrusion.prevention.system.(IPS),.and.VPN,. anywhere.in.the.network.to.maximize.security.benefit . .. Protect.Your.Gateways..Allows.best-in-class.security.functions.to.be. deployed.at.all.entry.points.into.the.network . .. Protect.Your.Gateways..Allows.best-in-class.security.functions.to.be. deployed.at.all.entry.points.into.the.network . .. Protect.Your.Infrastructure..Protects.the.router,.defending.against. attacks.that.are.targeted.directly.at.the.network.infrastructure.such.as. distributed.denial-of-service.(DDoS).attacks . . .. outer.security.functions.are.integrated.with.an.overall.IT.security.strategy ... R ISR.routers.can.stand.alone.as.security.devices.but.can.also.play.a.critical. role.in.a.Self.Defending.Network . .. arket.leading.security.features . M
. . .
Primary Integrated Security Features and Benefits of Cisco 800, 1800, 2800, and 3800 Series Routers
Benefits
Cisco VPN GET.VPN DMVPN Easy.VPN.remote.. and.server.support MPLS.VPN.support Revolutionary.technology.that.provides.IPSec.encryption.over.private.WAN. connections.without.the.use.of.tunnels . Provides.a.scalable.and.flexible.way.to.establish.virtual.full-meshed.IPSec.tunnels. from.branch.to.branch ..Zero.configuration.at.hub.when.adding.new.spokes . This.feature.eases.administration.and.management.of.point-to-point.VPNs.by.actively. pushing.new.security.policies.from.a.single.headend.to.remote.sites . Branch-office.optimized.customer-edge.(CE).functionality.plus.a.mechanism.to. extend.customers.MPLS-VPN.networks.out.to.the.CE.with.Multi-VRF-aware.firewall,. and.IPSec . Supports.multiple.independent.contexts.(addressing,.routing,.and.interfaces).at. the.branch.location.for.separation.of.departments,.subsidiaries,.or.customers ..All. contexts.can.share.a.single.uplink.connection.to.the.core,.(for.example,.IPSec.VPN.. or.Frame.Relay/ATM),.while.still.maintaining.secure.separation.between.them . A.simple,.powerful.mechanism.for.enrolling.new.remote-site.devices.in.a.secure. network.infrastructure . Delivers.cost-effective.integrated.voice,.video,.and.data.over.VPN.to.any.location . Simplifies.VPN.configuration.and.design . VPN.remote-access.connectivity.from.almost.any.Internet-enabled.location.using. only.a.Web.browser.and.its.native.SSL.VPN.encryption . advantages
CISCO SELF-DEFENDING NETWORk
Cisco.800,.1800,.2800,.and.3800.series.Integrated.Services.Routers.are.integral. components.of.the.Cisco.Self-Defending.Network.(SDN),.a.strategy.to.allow. organizations.to.identify,.prevent,.and.adapt.to.network.security.threats ..Unlike. point.solution.strategies,.a.network-based.approach.is.a.strategic.approach ..One. that.meets.todays.challenges.while.evolving.your.security.capability.to.keep. ahead.of.the.curve ..With.Cisco.IOS.Software-based.IPSec.and.SSL.VPN,.firewall,. and.IPS,.as.well.as.optional.enhanced.VPN.acceleration,.and.intrusion.detection. system.(IDS).network.modules.(for.the.Cisco.2800.and.3800.Series),.Cisco. Integrated.Services.Routers.provide.the.industrys.most.robust.and.adaptable. security.solutions.for.the.branch.office ..Cisco.Self-Defending.Network.is.built. upon.the.key.principles.of: . . . ..ntegration.of.security.throughout.existing.infrastructurebuilt.in,.not.bolted.on . I .. ollaboration.between.security.and.network.so.they.leverage.each.other. C and.work.in.harmony.together . .. daptability:.the.ability.of.the.network.to.intelligently.evolve.and.adapt. A to.emerging.threats.SDN.Integrated.Security.revolutionized.network. security.by.making.every.network.element.a.point.of.defense,.including. routers,.switches,.appliances.and.endpoints ..For.more.information.on.the. Self-Defending.Network,.visit.http://www .cisco .com/go/sdn .
Multi-VRF.and.MPLS. secure.contexts Secure.Provisioning/ Digital.Certificates V3PN Virtual.Tunnel. Interface.(VTI) SSL.VPN Cisco IOS Firewall Cisco.IOS.Firewall Advanced.Application. Inspection.and. Control.(Application. Firewall) Transparent.Firewall
An.ideal.single-device.security.and.routing.solution.for.protecting.the.WAN.entry. point.into.the.network ..Now.with.IPv6.support.and.Zone-based.policy.mapping.for. easier.administration . Uses.inspection.engines.to.enforce.protocol.conformance.and.prevent.malicious.or. unauthorized.behavior.such.as.port.80.tunneling.or.misuse.of.email.connectivity . Segment.existing.network.deployments.into.security.trust.zones.without.making. address.changes!.Support.for.subinterfaces.and.VLAN.trunks ..Simultaneous. transparent.and.Layer.3.firewall.support .
CISCO SDN aND ROUTER SECURITy COMPETITIVE aDVaNTaGES
.. educed.operational.and.capital.costs ..An.advanced.set.of.security. R functions.are.integrated.into.the.ISR.eliminating.the.need.to.purchase.and. maintain.a.dedicated.security.appliance ..

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Primary Integrated Security Features and Benefits of Cisco 800, 1800, 2800, and 3800 Series Routers continued
Benefits
advantages
Benefits
advantages
additional Security Features continued URL.filtering. (off-device) Management Secure.management. with.Cisco.Router. and.Security.Device. Manager.(SDM) This.intuitive,.easy-to-use,.web-based.device.management.tool.embedded.within.the. Cisco.IOS.Software.of.Cisco.routers.that.can.be.accessed.remotely.using.. HTTPS.and.SSH . Two.tools.are.available.for.enterprise.security.deployments: Enterprise.security. management .Cisco.Security.Management.Suite.(CSMS),.an.integrated.security-event.manager.... .that.includes.the.new.Cisco.Security.Manager,.and.Cisco.Security.Monitoring,.. .Analysis,.and.Response.System.(MARS) . .Cisco.IP.Solution.Center.(ISC).3 .0.is.a.service.provider.MPLS.IPSec.. .management.tool . Helps.enable.the.Cisco.IOS.Firewall.to.interact.with.the.Websense.or.N2H2.URL. filtering.software,.thereby.preventing.users.from.accessing.specified.websites.on. the.basis.of.company.security.policies .
Cisco IOS Firewall continued VRF-Aware.Firewall Firewall.now.included.in.the.list.of.services.available.at.the.individual.context.level.. for.VRF.deployments .
Cisco IOS Intrusion Prevention (IPS) Inline.Intrusion. prevention.(IPS) Transparent.IPS An.ideal.single-device.security.and.routing.solution.for.protecting.the.WAN.entry. point.into.the.network ..Now.with.IPv6.support.and.Zone-based.policy.mapping.for. easier.administration . Provides.Layer.3.IPS.for.Layer.2.connectivity .
Network Foundation Protection (NFP) AutoSecure Control.Plane.Policing CPU/memory.. thresholding NBAR Simplifies.router.security.configuration.and.enables.rapid.implementation.of.. security.policies.with.a."one.touch".device.lockdown.process . Reduces.the.success.of.a.DoS.attack.by.policing.the.incoming.rate.of.traffic.to.the. control.plane,.helping.to.maintain.network.availability.even.when.under.attack . By.reserving.CPU.and.memory,.this.feature.allows.the.router.to.stay.operational. under.high.loads,.such.as.those.created.by.attacks . This.classification.engine.in.Cisco.IOS.Software.can.recognize.a.wide.variety.of.. applications ..When.the.application.is.recognized,.the.network.can.invoke.specific. services.for.that.particular.application,.providing.the.proper.level.of.control.they.need . NetFlow.technology.efficiently.provides.the.metering.base.for.a.key.set.of.. applications.including.network.traffic.accounting,.usage-based.network.billing,. network.planning,.as.well.as.Denial.Services.monitoring,.and.network.monitoring. capabilities ..Cisco.NetFlow.applications.collect.NetFlow.export.data,.perform.data. volume.reduction,.post-processing,.and.provide.to.end-user.applications.easy. access.to.NetFlow.data . Provides.view-based.access.to.CLI.commands,.allowing.highly.secure,.logical. separation.of.router.between.NetOps,.SecOps,.and.end.users . Provides.powerful.new.authentication.and.encryption.capabilities.with.options. for.tunneling.additional.types.of.traffic.over.the.encrypted.connection,.including. file-copy.and.e-mail.protocols . An.interoperable.standards-based.protocol.for.network.management.that.provides. secure.access.to.devices.by.a.combination.of.authenticating.and.encrypting.. packets.over.the.network .
COMPETITOR PRODUCTS aND POSITIONING
NetFlow
Some.of.Ciscos.key.competitors.in.Security.for.branch.offices.are.Juniper,. Checkpoint,.SonicWALL.and.Fortinet ..On.the.next.page.is.a.product.positioning. table.which.compares.how.Cisco.and.their.competitors.cover.key.branch.office. security.requirements ...The.products.in.the.table.are.suited.for.small.office,.and. small.to.large.branch.offices . In.general,.Ciscos.competitors.do.a.good.job.at.integrating.security.features. but.lack.the.services.and.functionality.such.as.voice,.advanced.routing.and. switching,.and.application.acceleration ..Ciscos.ISR.products.can.give.the. customer.similar.or.better.advanced.security.features.and.world.class.routing,. switching.modules,.unified.communication,.application.acceleration,.and. other.services ..This.enables.small.offices.and.branch.offices.to.consolidate. functionality.into.a.single.device .
Role-Based.CLI. Access SSHv2
SNMPv3
additional Security Features AAA Cisco.IOS.Certificate. Server.and.Client Standard.802 .1x. support.on.integrated. switching
214
Allows.administrators.to.dynamically.configure.the.type.of.authentication.and.. authorization.they.want.on.a.per-line.(per-user).or.per-service.(for.example,.IP,.IPX,.. or.VPDN).basis . Allows.the.router.to.act.as.a.certificate.authority.on.the.network . Standard.802 .1x.applications.require.valid.access.credentials.that.make.unauthorized.access.to.protected.information.resources.and.deployment.of.unsecured. wireless.access.points.more.difficult .
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Table.22:.Cisco.Branch.Office.Security.Competitive.Positioning
Cisco NAT/FW 800,.1800,. 2800,.3800. Series.ISR
Juniper NS.5GT,. SSG.5,.20,. 140,.520,. 550 J4350,. J6350
Checkpoint VPN.1.UTM. EDGE.X/W. 8,..X/W.16,.X/ W32,.XU/WU Safe@Office. 500/500W,. 500/500.W. ADSL VPN.1.UTM. EDGE.X/W. 8,.X/W.16,.X/ W32,.XU/WU Safe@Office. 500/500W,. 500/500.W. ADSL VPN.1.UTM. EDGE.X/W. 8,.X/W.16,.X/ W32,.XU/WU Safe@Office. 500/500W,. 500/500.W. ADSL VPN.1.UTM. EDGE.X/W. 8,.X/W.16,.X/ W32,.XU/WU
SonicWaLL TZ150,. TZ170,. TZ190 PRO.1260,. PRO.2040,. PRO.3060,. PRO.4060
Fortinet Fortigate. 50-100. Series,. Fortigate. 200-800. Series
JUNIPER SECURITy
IPSec.VPN
800,.1800,. 2800,.3800. Series.ISR
NS.5GT,. SSG.5,.20,. 140,.520,. 550 J4350,. J6350
TZ150,. TZ170,. TZ190 PRO.1260,. PRO.2040,. PRO.3060,. PRO.4060
Fortigate. 50-100. Series,. Fortigate. 200-800. Series
Juniper.entered.the.security.market.in.2004.with.the.purchase.of.Netscreen .. Their.product.line.includes.security.devices.for.SSL.VPN,.Firewall/VPN,.IPS,. and.Access.Control ..Junipers.security.vision.is.encompassed.in.the.Infranet. concept.which.describes.a.secure.and.assured.network ..Unlike.Ciscos.SONA. architecture,.Infranet.appears.to.only.cover.security.services ..Also,.unlike.Ciscos. Self-Defending.Network.architecture,.Junipers.Infranet.seems.to.be.focused.only. on.access.control ..Juniper.launched.a.product.called.the.Infranet.Controller.which. is.used.as.a.policy.management.server.for.their.Unified.Access.Control.system .. Ciscos.SDN.encompasses.much.more.than.access.control.and.is.a.blueprint. for.enterprise.or.company.wide.security.which.includes,.network,.endpoint,. application,.and.message.security .. .
Figure.23:.Typical.Juniper.Remote.Office.Implementations
IPS
800,.1800,. 2800,.3800. Series.ISR
NS.5GT,. SSG.5,.20,. 140,.520,. 550 J4350,. J6350
SSL.VPN
800,.1800,. 2800,.3800. Series.ISR
SA.700,.SA. 2000
Fortigate. 50-100. Series,. Fortigate. 200-800. Series .
Network.Access. Control.
800,.1800,. 2800,.3800. Series.ISR
(called.Unified. Access. Control.UAC) NS.5GT ,.SSG. 5,..20,.140,. 520,.550
Content.Security
800,.1800,. 2800,.3800. Series.ISR
SSG.5,.20,. 140,.520,. 550
VPN.1.UTM. EDGE.X/W. 8,.X/W.16,.X/ W32,.XU/WU Safe@Office. 500/500W,. 500/500.W. ADSL
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Figure.24:.Checkpoint.VPN.1.UTM.Edge.Typical.Installation
JUNIPER SECURITy PRODUCT WEakNESSES:
.. unipers.key.branch.office.security.device,.the.SSG.series,.has.weak.routing. J support.(e .g ..no.MPLS).and.does.not.include.many.services.such.as.voice.and. application.acceleration ..For.advanced.routing.features,.customers.must.also. choose.the.J-series.or.other.JUNOS.based.device . .. unipers.branch.office.router.device,.the.J-series.has.some.security. J features.but.not.as.advanced.as.the.SSG.or.Ciscos.ISR ...For.advanced. security.features,.customers.must.choose.the.SSG.or.other.ScreenOS. based.device . ..n.cases.where.advanced.routing.features.(such.as.MPLS).and.advanced. I security.features.(such.as.IPS).are.needed,.customers.will.need.to.purchase. and.maintain.two.devices.(SSG.and.J-series).and.two.operating.systems. (JUNOS.and.ScreenOS) ..With.Cisco,.only.one.ISR.is.required . .. unipers.SSG.products.do.not.support.SSL.VPN . J .. unipers.lacks.advanced.secure.remote.access.capabilities.such.as. J those.provided.by.Ciscos.DMVPN.and.now.GET.technologies ..These.VPN. technologies.automate.the.process.of.deploying.secure.connectivity.thus. reducing.the.effort.required.to.connect.and.maintain.remote.office.IP.links .
CHECkPOINT SECURITy PRODUCT WEakNESSES:
. .
. . . . .
.. o.unified.communications.(e .g ..no.call.control,.no.voice.mail,.no.PoE) N .No.application.acceleration. .. eak.routing.support.(e .g .,.no.MPLS,.IPv6,.only.OSPF.for.dynamic.routing) W .. oor.connectivity.(only.supports.ADSL) P .. PN.1.UTM.Edge.products.do.not.support.SSL.VPN . V
For.a.detailed.competitive.overview.of.the.Juniper.SSG.and.J-series,.see.the. Juniper.section.of.this.guide ..
CHECkPOINT
Checkpoint.was.founded.in.1993.and.is.focused.on.internet.security.products.and. services ..With.over.1500.employees,.Checkpoints.international.headquarters.are. in.Ramat-Gan,.Israel.while.their.US.headquarters.are.in.Redwood.City,.California ... Checkpoint.is.a.publicly.traded.company.with.revenues.of.$580M.for.2005 .. Checkpoint.licenses.their.software.to.Nokia.and.Crossbeam.who.build.and.sell. hardware.security.products.to.server.vendors.such.as.Dell.and.IBM ..In.addition,. Checkpoint.also.sells.appliances ..
SONICWaLL
Founded.in.1991,.SonicWALL,.Inc ..designs,.develops,.and.manufactures. comprehensive.network.security,.secure.remote.access,.web.and.e-mail.security,. backup.and.recovery,.and.policy.and.management.solutions ..SonicWALL.offers. appliance.based.security.products.for.the.enterprise,.small/medium.business,. and.small.office ..For.the.year.ending.in.2005,.SonicWALL.had.403.employees.and. generated.$135M.in.revenues ..Checkpoint.is.a.publicly.traded.company.and.their. headquarters.are.located.in.Sunnyvale,.California .
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. Figure.25:.SonicWALLPRO.and.TZ.Series.Typical.Installation
FORTINET
Fortinet.is.a.private.company.and.was.founded.in.2000.by.Ken.Xie,.former. president.and.CEO.of.Netscreen ..According.to.their.website,.Fortinets.revenues. for.2005.were.over.$100M.and.they.currently.have.over.700.employees ..Fortinets. market.focus.is.security.appliances.for.the.small.office.and.SMB,.enterprise.and. MSSPs.(Managed.Security.Service.Provider) ...Fortinet.claims.to.be.the.leader.in. ASIC.(Application.Specific.Integrated.Circuit).based.security.systems ..

Figure.26:.Fortinet.Enterprise.Applications
SONICWaLL SECURITy PRODUCT WEakNESSES:
. . . . .
.. o.unified.communications.(e .g ..no.call.control,.no.voice.mail,.no.PoE) N .No.application.acceleration.. .. oor.routing.support.(e .g .,.no.MPLS,.IPv6,.only.OSPF.for.dynamic.routing) P .. nly.WAN.connectivity.option.is.Ethernet,.no.T1/E1,.DSL,.ATM,.or.Frame.Relay O .. RO.Series.and.TZ.Series.do.not.support.SSL.VPN P

FORTINET SECURITy PRODUCT WEakNESSES:
. . . .
.. o.unified.communications.(e .g ..no.call.control,.no.voice.mail,.no.PoE) N .No.application.acceleration.. .. o.support.for.MPLS N

.. oor.connectivity.(only.supports.ADSL) P
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NOTES
Cisco
Why Work With Cisco?
CISCO OFFERS BUSINESS aND TECHNICaL VaLUE
CISCO
Cisco.offers.value.beyond.a.switch,.router,.wireless.access.point,.or.other. networking.device ..By.working.with.Cisco,.customers.and.partners.can.find. practical.ways.to.more.effectively.utilize.their.networks.to.further.their.business. goals ..The.Cisco.Service-Oriented.Network.Architecture.(SONA).Framework. and.Network.Admission.Control.(NAC).are.two.current.examples,.both.based. on.extensive.customer.interaction.and.understanding.of.issues.faced.by. customers ..They.address.different.aspects.of.effective.network.utilization.and. demonstrate.how.Cisco.adds.customer.value.in.addition.to.providing.. high-functionality,.high-performance.networking.solutions . SONA.provides.a.framework.that.enables.the.network.to.accelerate.business. applications.and.processes.to.enhance.customer.profitability ..A.more.intelligent. network.yields.greater.cost.efficiency,.freeing.up.funds.for.greater.innovation. and.strategic.investment ..By.reducing.operating.expenses.(OpEx).and.increasing. network.relevance,.SONA.creates.new.revenue.opportunities.for.partners.to.sell. solutions.and.services.that.move.enterprises.to.next-generation.IT . NAC.is.part.of.the.Cisco.Self-Defending.Network,.an.initiative.to.increase. network.intelligence.in.order.to.enable.the.network.to.automatically.identify,. prevent,.and.adapt.to.security.threats ..NAC.uses.the.network.to.intelligently. confirm.user.identity.and.endpoint-device.compliance.with.security.policy .. NAC.addresses.worms,.viruses,.spyware,.and.malware,.which.cause.downtime,. financial.loss,.and.decreased.productivity ..Customers.can.use.their.existing. network,.security,.and.management.infrastructure.for.the.smallest.IT.footprint. possible ..NAC.is.built.on.an.industry.initiative.led.by.Cisco,.with.more.than.. 60.active.partners,.and.offers.the.broadest.solution.available.in.the.market.in.. the.form.of.ready-to-use.NAC.appliances.and.an.architecture-based.framework .. Appliance.components.can.be.integrated.into.the.NAC.framework,.providing.a. smooth.transition.to.an.architectural.implementation ..NAC.offers.far-reaching. customer.benefits.such.as: . .. ndpoints.(laptops,.PCs,.PDAs,.servers,.etc .).conform.to.the.security.policy,. E which.proactively.protects.against.worms,.viruses,.spyware,.and.malware,. helping.organizations.focus.operations.on.prevention,.not.reaction . .. AC.integrates.broadly.with.multivendor.security.and.management. N software.to.enhance.customers.existing.investments .
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. .. omprehensive.admission.control.across.all.access.methods.prevents. C noncompliant.and.rogue.endpoints.from.impacting.network.availability .. This.reduces.OpEx.related.to.identifying.and.repairing.infected,.rogue,. and.noncompliant.systems . .Spanning.Tree.Protocol.fast.enhancements.provided.the.basis.for.. ..802 .1w.(Rapid.Spanning.Tree.Protocol) .. .Inter-Switch.Link.(ISL).was.the.basis.for.802 .1Q.VLANs .. .. ayer.2.Tunneling.Protocol.(L2TP):.Cisco.developed.Layer.2.Forwarding. L (L2F).and.a.Microsoft.consortium.developed.Point-to-Point.Tunneling. Protocol.(PPTP) ..Cisco.cooperated.actively.with.the.Microsoft. consortium.and.helped.develop.a.new.standard,.L2TP,.which.took.the. best.ideas.from.both.groups .. ..nterior.Gateway.Routing.Protocol.(IGRP).and.Enhanced.IGRP.(EIGRP). I later.became.much.of.the.basis.for.Open.Shortest.Path.First.(OSPF) . .. isco.developed.the.technology.for.tag.switching,.which.was.later. C developed.into.Multiprotocol.Label.Switching.(MPLS) . Cisco.is.the.networking.market.leader.and.has.the.broadest.product.portfolio. of.networking.products,.services,.and.solutions ..Cisco.can.provide.a.. complete.solution.or.provide.critical.product.and.service.elements.as.desired. by.customers ..Table.23.on.the.following.page.compares.Ciscos.market. coverage.with.selected.competitors .
CISCO
Cisco.works.with.leading.security.vendors.such.as.McAfee.Security,.Trend. Micro,.and.Symantec.to.incorporate.the.best.solutions.into.the.scalable.NAC. framework ..This.stands.in.stark.contrast.to.Cisco.competitors.who.have.a. more.narrow.focus.or.choose.to.avoid.addressing.security.concerns .
Why Choose Cisco?

. .. isco.has.the.most.experienced.networking.design.and.implementation. C staff.in.the.world ..This.staff.has.designed.thousands.of.networks.of. varying.size.and.complexity.worldwide ..Cisco.has.incorporated.this. experience.into.product.development,.design,.and.delivery .. .. isco.has.successfully.navigated.through.good.and.tough.times,.growing. C from.a.small.startup.to.a.large.multinational.company.with.a.constant. focus.on.customer.and.partner.needs .. .. isco.develops.leading-edge.features.that.others.brand.as.proprietary .. C . In.reality,.this.is.technology.innovation.and.leadership ..Cisco.works. proactively.with.peers.and.competitors.to.incorporate.these.innovations. as.standards ..This.has.occurred.numerous.times.during.Ciscos.history ... A.few.examples.are:. .. isco.worked.actively.with.many.other.companies.to.develop.the. . C initial.Fast.Ethernet.specification,.later.adopted.by.IEEE.as.the.802 .3u. standard . .. ower.over.Ethernet.(PoE):.Cisco.began.shipping.pre-standard.PoE. P in.mid-2000 ..This.became.the.basis.for.the.ratification.of.standardsbased.PoE.(802 .3af).in.late.2003 . .Cisco.EtherChannel.technology.was.central.to.the.creation.of.the.. ..802 .3ad.specification .. .Multiple.Instance.Spanning.Tree.(MIST).was.a.key.source.used.by.the.. ..creators.of.the.802 .1s.specification ..
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Table.23:.Market.Coverage.Comparison
M a R k E T C O V E R a G E C O M Pa R I S O N
CISCO
. Switches Modular Fixed Wireless Switches/Controllers Access.Points Routers Enterprise Service.Integration IP Telephony IP.Phones IP.PBXs Call.Center.Solutions Security Intrusion.Detection Intrusion.Prevention Firewall/VPNs Network.Admission. Control application Optimization TCP.Flow.Optimization WAN.Compression File.System.. Acceleration.and. Caching Application. Acceleration.and. Caching Data Center SANs Data Center Number.of.TACs Support.Engineers Network.Design Advanced.Services
226
Cisco
Juniper
Huawei
3COM
Nortel
Cisco Innovation
The.following.examples.highlight.the.ways.that.Cisco.is.leading.the.network. industry.in.innovation . . .. isco.employees.chair.20.IETF.working.groups.in.various.networking. C areas,.turning.innovations.into.standards . .More.than.100.Cisco.employees.have.written.Internet.drafts.and.RFCs . .. isco.actively.participates.in.virtually.every.group.concerned.with. C networking.standards ..This.participation.helps.ensure.that.Cisco.products. remain.current.and.compatible.with.standards ..Cisco.customers.can. deploy.Cisco.devices.without.concern.over.incompatibility ..By.focusing. on.standards,.Cisco.also.quickly.brings.to.market.products.that.meet. customer.needswhen.they.need.them ..And.the.emphasis.on.standards. addresses.the.needs.of.a.broad.market,.giving.customers.more.choices. in.how.they.solve.their.networking.problems.and.tailor.their.networks.to. meet.specific.business.objectives . .. isco.actively.looks.for.new.opportunities.to.grow.and.serve.its. C customers.through.internal.development,.acquisition,.or.a.combination.of. both,.taking.the.most.effective.approach.possible .. .. isco.invested.$3 .2.billion.in.product.development.(R&D).in.fiscal.year. C 2005.(July.2004.to.June.2005).and.is.on.track.to.invest.$3 .8-3 .9.billion. during.fiscal.year.2006 . .. isco.has.more.than.12,000.engineers.working.in.labs.worldwide.and.has. C been.awarded.more.than.1100.patents.as.of.the.end.of.2004 . .. isco.has.the.largest.networking.support.staff.in.the.world.with.five. C Technical.Assistance.Centers.(TACs).and.more.than.1300.support. engineers.devoted.to.network.support.and.problem.resolution . .. isco.offers.multiple.purchase.alternatives.such.as.direct.purchase.or. C leases.when.desired.by.customers . .. isco.IOS.Software.unifies.all.Cisco.switches,.routers,.and.other. C equipment,.providing.a.solid.foundation.for.Internet.applications.and. helping.companies.to.extend.common.services.and.interfaces.across.the. entire.network,.and.reducing.training.and.administrative.costs .

5 1300
. .

Limited
Limited
. .
. .

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. .. isco.management.software.supports.remote.monitoring,.configuration,. C fault-detection,.and.troubleshooting ..A.complete.line.of.tools.simplifies. and.automates.the.delivery.of.intelligent.services.throughout.the.network,. whatever.the.organizations.size . For.more.information.about.Cisco.routing.platforms,.. please.refer.to.the.Cisco.Router.Guide,.located.at:.
Cisco Router Guide
For.Teleworkers,.Small.Offices,.Small.To.Medium-sized.Businesses,.. and.Enterprise.Branch.and.Head.Offices
CISCO
www .cisco .com/go/routerguide
Cisco.Integrated.Services.Routers:.Cisco.850,.870,.1800.(fixed),.1800.(modular),.2800,.3800. Series;.Cisco.Access.Routers:.Cisco.SOHO,.SB.100,.820/830,.1700,.2600,.3700.Series;.Cisco. Services.Aggregation.Routers:.Cisco.7200/7301,.7304,.7600.Series

SPRING 2006 V.3
Cisco.is.committed.to.customer.and.partner.success ..That.commitment,.. in.addition.to.consistent.product.development,.market.commitment,.and. technical.focus,.are.and.have.been.key.factors.in.Cisco.growth ..Cisco.is.. proud.of.its.success.and.looks.forward.to.a.bright.future.working.with.its. partners.and.customers .
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All information in this publication is Cisco Confidential and should not be shared unless expressly authorized by the Cisco Competitive Leadership Team. To the best of our knowledge, information in this Competitive Reference Guide is current as of the date this document was released by Cisco marketing.
www.cisco.com
The use of the term partner to refer to a Cisco authorized reseller does not and should not be interpreted to create a legal relationship of partnership between Cisco and its authorized resellers. Product information provided in this Guide is derived from sources including competitor data sheets and testing performed by Cisco Systems. Product information provided is believed to be accurate as of August 2007. Cisco is not liable for redistributing inaccurate information received from third-party sources. Copyright 2007 Cisco Systems, Inc. All rights reserved. CCIP, CCSP, the Cisco Arrow logo, the Cisco Powered Network mark, Cisco Unity, Follow Me Browsing, FormShare, and StackWise are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn, and iQuick study are service marks of Cisco Systems, Inc.; and Aironet, ASIST, BPX, Catalyst, CCDA, CCDP, CCIE, CCNA, CCNP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, the Cisco IOS logo, Cisco Press, Cisco Systems, Cisco Systems Capital, the Cisco Systems logo, Empowering the Internet Generation, Enterprise/Solver, EtherChannel, EtherSwitch, Fast Step, GigaStack, Internet Quotient, IOS, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, LightStream, Linksys, MGX, MICA, the Networkers logo, Networking Academy, Network Registrar, Packet, PIX, Post-Routing, Pre-Routing, RateMUX, Registrar, ScriptShare, SlideCast, SMARTnet, Strata View Plus, Stratm, SwitchProbe, TeleRouter, The Fastest Way to Increase Your Internet Quotient, TransPath, and VCO are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries. All other trademarks mentioned in this document or website are the property of their respective owners.
Cisco Confidential To order a copy of this guide please register your details at: Switching Competitive information http://www.cisco.com/web/partners/sell/competitive/switching.html http://www.cisco.com/web/partners/sell/technology/switching/advantage.html Routing Competitive information http://www.cisco.com/web/partners/sell/competitive/routing.html http://www.cisco.com/web/partners/sell/technology/routing/advantage.html Lit No. 932320007 LYON 5499 8/07

Cisco Switching N Routing Competitive Reference

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CisCo sWiTCHiNG & RouTiNG CompeTiTive RefeReNCe Guide

CISCO ROUTING COMPETITIVE REFERENCE GUIDE

.Switch.Positioning.and.Overview .Merchant.Silicon:.A.False.Panacea .TCO.Versus.Value.Benefit.Analysis .Competitor.Profiles

..................Who.They.Are.and.What.They.Sell ..................Typical.Network.Configuration ..................Product.Overviews.and.Vulnerabilities ..................Weaknesses ..................Sales.Tactics... . . .Why.Work.With.Cisco .Why.Choose.Cisco

Switch Positioning and Overview

66xx,. 68xx,. 685x

81xx,. 93xx,. 9408

66xx,. 68xx,. 685x

.*ERS:.Ethernet.Routing.Switch,.older.versions.may.use.the.Passport.designation .**BS:.BayStack.Products. .***Cisco.GESM:.Gigabit.Ethernet.Switch.Module

Catalyst. 88xx.(1) 65xx. Series

81xx,. 93xx,. 9408

FastIron. Quidway. Super.X/ S85xx SX, BigIron. RX,.MG8

However,.while.switches.that.use.merchant.silicon.are.sometimes.promoted. as.enterprise-class.products.that.promise.to.deliver.performance.and. functionality,.customers.should.evaluate.whether.these.low-cost.products.are. designed.and.built.to.satisfy.cost.needs.rather.than.customer.needs .

TCO Versus Value Benefit Analysis

Table.4.lists.the.vendors.that.use.merchant.silicon ..Cisco.expects.use.of. merchant.silicon.to.proliferate.because.it.solves.the.budget.constraints.of. various.network.vendors ..However,.it.offers.limited.room.for.differentiation.and. value-added.features .

3Com 38xx, 42xx, 44xx, 55xx, 55xxG

ProCurve 26xx, 28xx, 34xx, 6108

Force10 S50,. S2410

Summit. ERS.55xx 400

EdgeIron.. Quidway. (All) 56xx

Architectures designed to evolve as technology evolves

Sup 2 Pre-Std PoE

Sup 3 Security Adv QoS

Sup 4 Std PoE

Architectures designed to change every 3-5 years

Big Iron Jet Core ASIC No Performance Enhancements

Big Iron MG8

Cisco 140% 15% 28%.(20%.of.140) 5%.(1/3.initial.implementation). . 188%

Not Forward Compatible

53xx Not Forward Compatible 40xxM

Initial Cisco Purchase Premium

Secondary Competitor Purchase

Initial Competitor Purchase

Upgrade / Secondary Investment

Initial Cisco Purchase Initial Competitor Purchase

Lifetime Duty Cycle Years

Cumulative Duty Cycle Investment

Finance $220.million 1180

Healthcare $42.million 393

Transportation $32.million 298

Manufacturing $154.million 766

Retail $41.million 518

Initial.Purchase Implementation.Costs Ongoing.Support Training Management Administration Secondary.Investment.Cycle.Costs

Product.Longevity Security.Capabilities Ease-of-use.and.Manageability.Features Performance.and.Scalability Network.Design.and.Support.Capability Current.and.Future.Solution.Capability Investment.Protection

Typical 3Com LAN Configuration

Branch Office Istanbul, Turkey

Corporate Headquarters Hartford, CT, USA

Regional Office Madrid, Spain

3Com Switch 4060

42xx Series 4200-28 4200-50 4200G-12

42xxG Series 4200G-24 4200G-48 4400-24

44xx Series 4400-48 4400-24PWR 4500-26

45xx Series 4500-50 4500-26PWR 4500-50PWR

Catalyst.2960 Wiring.Closet Layer.2

Catalyst.2960/3560.(PWR.version) Wiring.Closet Layer.2

136 101 .2 256 8196

387x Series 3870-48 55xx-28 SI

55xx 10/100 Series 55xx-28 EI 55xx-52 SI 55xx-52 EI

55xx 10/100/1000 Series 55xxG-24 EI 55xxG-48 EI

Catalyst.2960G/3560 Wiring.Closet Layer.2

Catalyst.3560/3750 Wiring.Closet SI.-.RIPv1/v2.EI.-.RIPv1/v2,.OSPF,.PIM-S,.PIM-D

156 115 255 16,000

184 136 .9 4094 16,000

.ERS:.Ethernet.Routing.Switch,.older.versions.may.use.the.Passport.designation .BS:.BayStack.Products. .Cisco.GESM:.Gigabit.Ethernet.Switch.Module