Todays WLAN and the Future

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Todays WLAN and the Future

• Brent Nixon
• Director of Product Management
• 3Com Wireless

2
Wireless LAN EvolutionEnterprise Market
Deployments
Strategically planned infrastructure and client
deployments tied to increased ROI
Wired Replacement
Network expansion increased mobility
Opportunistic Ad-Hoc
Basic Access
1990s
Present
3
What Are Converged Wireless LAN Solutions?

• The Integration of Voice and Data into a single
  wireless solution
• Both data and Voice (VoWiFi) co-exist on the same
  wireless network
• Complete mobility for all users for both data and
  voice at all times

LAN Switch
Access Point
Wireless IP phone
4
Cell Phone / WiFi Example of a Future Application
Internet
Main Office
IP Telephony module
Home Office
Blackberry 7270
Bob
802.11
802.11
802.11
GSM
GSM
5
Today's Wireless LANs

• Last generation of Wireless LAN infrastructure
  was not designed to be integrated into the
  network
• Each AP is an island, managed separately
• Planning for the complete solution is very
  difficult
• Most deployed Wireless LANs were designed for
  data and are not ready for VoWiFi
• Important features required for voice are not
  available
• QOS
• Security

6
Using Voice On Today's Equipment

• VoWiFi used on WLANs today does not have access
  to the full range of features required
• Low quality as there is no QoS, so best effort
  only
• Low level of security latest higher levels of
  encryption are not supported
• Moving from AP to AP when roaming is often not
  possible
• Patchy Coverage

7
Security of the Wireless Environment is Critical

• Still the 1 concern for enterprise customers
• Increased exposure with VoWiFi
• Wireless can be a serious business risk
• Malicious attempts to snoop on your data
• Employees access point
• Adjacent companys AP in your airspace
• Wireless LANs can be as secure as a wired network

8
3Com Secure Converged Wireless Architecture
Mobility Domain
3 Com Wireless Switch Manager
WX4400
4400PWR
MAPs
WX4400
WX1200
4400PWR
Fat APs
AAA Servers
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3Com Wireless Mobility System

• Makes wireless LAN as secure, manageable and easy
  to use as a wired network
• Robust security
• Ready for voice
• Simple site planning
• Centralized management
• Supports future capabilities
• Cost effective

• 3 components to the system
• Wireless Switch
• Access Points
• Wireless Switch Manager s/w

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What 3Com Delivers

• Robust Business Security
• Automated Site Planning and Deployment
• Simplified Network Management
• A Plan for the Future
• Significant Cost Savings

11
3Com Makes Wireless A Wise Investment

• Wise spending of IT budget is a concern for every
  organization
• 3Com makes wireless a wise decision right now
• Increases employee productivity
• Is a reliable, cost-effective way to connect
  multiple buildings
• Overlays existing network
• Standards-based products
• Supports future capabilities

12
3Coms Plans for Converged Wireless

• Partnership with Market leader Research In Motion
  (RIM)
• March 2005 announced partnership RIM to co-market
  convergence solution with RIMs new Blackberry
  7270. 7270 is capable of VoWiFi.
• Convergence solution includes wireless mobility
  system and 3Coms VCX platform
• 3Com has additional plans to develop its own
  VoWiFi handset that will integrate with its VCX
  platform and wireless mobility system
• Future plans may include further integration of
  wireless switching into wired platform

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Where to go from here?

• Examine the need for wireless convergence in the
  business going forward
• Mobile data needs
• Mobile voice needs
• Inventory of existing Wireless Equipment
• Coverage
• Security, QOS, etc
• Integration of existing wireless equipment in the
  overall network
• Define a strategy for going forward
• Use the 3Com planning tools to produce an overall
  plan for the site

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3Coms Complete End-to-End Solution
Convergence
Security
Core

• E-
• mail

• CRM

• PSTN

• SCM

• VCX

Aggregation

• WAN /
• Internet

• Access
• Wired
• Wireless
• Voice

WAN
Client
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Proof Points
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Adoption in Wireless is Growing Rapidly

• Large campuses
• Hospitals
• Hot spots
• Critical part of many businesses

Dell Oro, Feb 2005
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Enterprise Wireless Market

• Enterprise WLAN Market showing strong growth
• 212M in Q3 FY04, 5 qtr/qtr growth
• WLAN switch segment 40M in Q3 FY04
• Technology shift from 1st to 2nd generation
  wireless
• 1st generation Independent Access Points
• 2nd generation Fully managed centralized
  Wireless Switch solution
• ASPs on Enterprise WLAN solutions remain strong
  as technology is still advancing
• Deals sizes have increased with the WLAN switch
  solutions
• Many deals gt100K

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Wireless Switch Market Forecast
Western Europe Revenue Forecast 2004-2009
Source IDC 2004
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Wireless Switch Market Forecast
Worldwide Enterprise Wireless Infrastructure
Revenue 2003-2008
Source IDC 2004
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What is Voice over WiFi?

• Voice over WiFi is the use of VoIP over a
  Wireless LAN
• Allows you to conduct phone calls over the
  wireless LAN instead of on a mobile or analogue
  phone
• An Example A sales manager uses a dual
  VoWiFi/mobile GSM phone.
• He can roam the sales floor while still receiving
  calls without using mobile phone minutes (because
  his calls are running over the companys wireless
  network)
• He can eliminate the need for a desktop phone,
  because his VoWiFi/GSM handset is now a universal
  way to reach him
• While out of the office with an end user, his
  calls route to the same phone, but it is in GSM
  mode

Voice over WLAN usage will skyrocket from 6
currently to 27 by August 2006 Infonetics
Research. November 2004. Richard Webb,
Infonetics directing analyst.
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3Com Wireless Customers
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Win a Wireless Travel Router

• Q1 What is my Sons name?
• Bruce
• James
• William
• Q2 Which RIM model is available for VoWiFi?
• 7250
• 7270
• 7290
• What is the number 1 concern for enterprise
  customers?
• Cost
• Security
• Compatibility with existing devices

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Robust Business Security
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3Com Wireless Security

• Encryption at the AP
• Most competitors do encryption at the wireless
  switch
• 3Com houses encryption at the AP to increase
  security
• AES encryption
• AES is the strongest encryption available in
  wireless LAN today
• It would take 149 trillion years to crack a
  128-bit AES key (the smallest possible key size
  with AES)
• Mobility System also supports TKIP and WEP
  encryption
• Group and User profiles
• Authentication

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Securing the Airspace

• Rogue Detection and Isolation
• Mobility System scans the airspace (can be set up
  as an automatic scan) to ensure no rogue APs are
  connected to the network
• If rogue APs are detected, Mobility System
• Alerts the IT manager
• Spoofs the rogue AP to ensure no clients connect
  to it accidentally (so passwords arent captured)
• Isolates the rogue AP
• Modifies power levels and channel assignments of
  to ensure performance doesnt suffer

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How it Works Together Layers of Security
User Group Profiling
Access based on Profiles
Encryption
Authentication
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How it Works Together Layers of Security
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Automated Site Planning and Deployment
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3Com Makes Site Planning Simple

• Manual site planning is one barrier to large
  deployments
• 3Com Wireless Switch Manager software makes site
  planning simple
• Create a custom site plan without going onsite
• Import CAD drawings
• Create site plans for multiple clients in a few
  hours
• Automatically generate work orders

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Automatic Channel and Radio Management
Optimized Channel Assignments APs channels no
longer adjacent Result Improved performance

• Auto-discovery of clients and APs and their
  spatial relationships
• Dynamic adjustments to power and channel of
  access points
• Continuous monitoring optimization of RF
  environment
• Bandwidth can be dynamically directed at the
  need
• Network RF is optimized using a complex decision
  algorithm
• Re-tuning and load balancing of the wireless
  network
• Environment is scanned and RF footprints are all
  managed

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Valdosta State University

• Deal Size 133K
• Competitors faced Extreme, Cisco, Foundry
• Products Deployed
• (3) Wireless Switch Controller WX4400
• (150) Wireless Access Point 2750
• Wireless Switch Manager
• Wired Switches
• Switch 7700
• Switch 4400
• Switch 3200
• Switch 4900
• Why 3Com Won
• Planning and management capability on the
  Wireless Switch Manager
• Good experience with 3Com AP8250 fat APs

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Simplified Network Management
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3Com Makes Wireless as Simple to Manage as a Data
Network

• 1st generation Wireless LAN deployments required
  APs to be individually configured
• 1st generation Wireless LANs could not be viewed
  comprehensively APs had to be managed as
  individuals
• 3Com Mobility System makes management simple
• Push out configurations from a desktop to all APs
• See the Wireless LAN as a comprehensive network
  rather than component parts
• Get visibility down to the end user level

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Network Management

• See everything on your wireless network from one
  console including
• Traffic on each access point
• Traffic on each switch
• End user roaming (last 5 roams)
• Bandwidth usage
• Centralize upgrades and downgrades, synchronize
  and rollback capabilities from one console to all
  APs and Switches
• Even manage wireless switches at branch offices
  from headquarters

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Bunzl

• Deal Size 333,000
• Company Background Leading supplier of food
  packaging, supplies, cleaning products for
  supermarkets, caterers, and hotels.
• Deployment Information
• 1 Corporate Headquarters
• 75 remote warehouses/branch locations.
• Competitors faced Aruba, Symbol
• Products Deployed
• WX1200 wireless switch
• AP 2750s
• 3Com Routers
• Testing Switch 8800s
• Why 3Com Won
• Superior management and security
• Wireless Mobility System opened the door. Add on
  sale Routers. Also, seeded Switch 8800.

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A Plan for the Future
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Mobility System Supports Voice-over-WiFi

• VoWiFi will be the next big trend in Wireless LAN
  
• 3Com supports this capability now
• Enterprises ready to try VoWiFi can deploy it now
  
• Enterprises who arent ready can ensure theyre
  investment is protected

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Mobility System Supports Voice-over-WiFi

• Prioritizes voice traffic over data traffic for
  high-quality sound
• Fast Roaming
• Doesnt drop or delay calls when a user travels
  across access points
• 3Com has teamed with Research In Motion
• The company that created Blackberry, to
  joint-market the 3Com Mobility System with RIMs
  voice-over-WiFi handset

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Mobility Domain enables Fast Roaming
Mobility Domain
3Com Wireless Switch Manager
WX4400
Fit APs
4400PWR
Fit APs
3rd Party APs
WX4400
WX1200
Switched LAN Infrastructure
Fat APs
4400PWR
AAA Servers
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Significant Cost Savings
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3Com Makes Wireless A Wise Investment

• Wise spending of IT budget is a concern for every
  organization
• Most enterprises have deployed Wireless LAN on a
  limited basis, usually in executive areas or in
  pilot programs
• 3Com makes wireless a wise decision right now
• Increases employee productivity
• Is a reliable, cost-effective way to connect
  multiple buildings
• Overlays existing network
• Standards-based products
• Supports future capabilities

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Wireless LANs Increase Productivity
The majority of companies exploiting wireless
notebooks as part of their overall business
objectives find a payback in end-user
productivity, business efficiency, and overall
operational effectiveness in as little as 6-12
months META Group, April 2004

• Wireless LAN increases employee productivity
• Makes collaboration easier
• Allows employees to be connected to
  business-critical data from anywhere within the
  wireless network
• Unchains the employee from their desk, so

Survey respondents indicated that wireless LAN
technology enabled their employees to work and
additional 90 minutes per day. Wireless LAN
Benefits Study, NOP World. November 2003
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Bahrain Ministry of Education

• Background
• 13,000 employees
• Applications e-books, online simulations,
  experiments, animation, student records,
  internet access
• 3Com deployed as part of a 6-school e-learning
  pilot program with plans to deploy similar
  solutions through all 200 state schools by 2011.
• Bridges used to network remote classrooms
• Products Deployed
• 3Com Wireless LAN Outdoor Bridge Solution
• 3Com Wireless LAN AP 7250
• Wired Switches
• Switch 4005
• SuperStack 3 Switch 4228G 24 Port Plus 2
  10/100/1000 and 2 GBIC slots
• Why 3Com Won
• Ease of management
• Flexible performance
• Superior business value

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3Coms Key Differentiators

• Strong security at the Access Point
• Encryption in the switch only is not secure
• Strongest AES encryption
• Rogue Detection and Isolation
• Future Proof
• Mobility and Fast Roaming for users on the move
  with true session integrity
• Voice-ready traffic management
• Automated Site Planning
• Customized, automated site planning tools
• Greatly save on installation costs
• A complete end-to-end Secure Converged solution

45
Complete Breadth of Wireless Solutions
Standard Connectivity with OfficeConnect WLAN
products

• Small Business

46
Identifying and Qualifying Customers
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Target Markets

• Medium to Large Enterprise with interest in a
  comprehensive wireless deployment
• Enterprises with branch offices
• Education especially campuses with multiple
  buildings
• Healthcare with increasing capacity security
  concerns
• Public access environments with both private and
  public access needs (e.g. Hotspots)

48
Perfect Fits - Qualifying

• User with a complex wireless environment that
  needs easier and automated control
• We can do automated AP management load
  balancing
• Our Wireless Switch Solution can optimize AP
  power channel assignments to reduce cross
  channel interference
• We can automatically detect rogue APs
• Entities with many branch offices
• Requiring remote management capabilities
• Environments with
• High security requirements
• Wireless Switch Solution adds to our already
  strong AES encryption
• Complex RF environment
• Future VoWiFi requirements

49
Handling Objections

• We have a Cisco LAN already that we arent going
  to change.
• No problem, well work on top of any L2/L3
  infrastructure
• We already have switches in our network
• This product does much more than the name
  implies.
• AP placement
• Wireless security
• Centralized RF environment controls
• We already have wireless. Why do we need a
  switch?
• Helps centrally manage place your access points
• Improves your wireless security with user group
  policies
• Helps grow your network scalable, great
  planning, better security, and mobility fast
  roaming
• Your network now includes the air exposes
  potential threats

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Where to go for More Information
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Sales Tools

• www.3com.com/wireless
• 3Com Wireless Switch Manager Demo/Tutorial
• Flash Demo with 9 modules that include site
  planning, configuring APs, managing group
  profiles and troubleshooting
• Links to products
• Links to training
• Sales Toolkits via Partner Access
• Competitive Matrices/Cheat sheets
• Presentations geared for End Users
• Whitepapers

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Thank you
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3Com Secure Converged Wireless Strategy
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Wireless Systems Strategy

• Complement 3Coms secure convergence networking
  strategy by providing a robust, voice-ready
  wireless infrastructure
• 3Com has a complete end-to-end Secure Converged
  solution
• The key message in FY06 marketing will be
  convergence solutions that leverage wireless
• Voice over WLAN (VoWLAN) is the main focus area
• New solutions delivered throughout FY06

55
3Coms Plans for VoWiFi

• Partnership with Market leader Research In Motion
  (RIM)
• March 2005 announced partnership RIM to co-market
  convergence solution with RIMs new Blackberry
  7270. 7270 is capable of VoWiFi.
• Convergence solution includes wireless mobility
  system and VCX
• 3Com has additional plans to develop its own
  VoWiFi handset that will integrate with its VCX
  platform and wireless mobility system
• Future plans may include further integration of
  wireless switching into wired platform

56
Wireless Systems Solutions Focus

• 3Coms Wireless Infrastructure solutions focus
  on
• End-to-End Wireless Security
• Mobility and Roaming
• Convergence of data and voice over WLAN
• Comprehensive Management
• Network Extension
• 2 Key Product Areas
• WLAN Switch solutions
• Building-to-Building Bridge solutions

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Addressing Competitors
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3Com vs. Heritage Cisco
59
3Com vs. Airspace/Cisco
60
3Com vs. Aruba
61
3Com vs. Symbol
62
3Com vs. HP
63
3Com vs. Trapeze
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Advocating 3Com
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Big Benefits to Network Managers

• Benefits for the IT/IS Manager
• Provides easier planning and deployment
• Comprehensive network and user management
• Simplifies complex wireless environments
• Delivers serious security enterprise grade
• A standards based implementation with no
  proprietary vendor lock-in
• Supports future wireless LAN capabilities,
  including voice

66
Big Benefits to the End User

• Benefits for the End User
• Connect to the network securely and roam
• No need to re-associate or re-authenticate once
  connected
• Improves coverage, consistent network use and
  availability
• Provides both convenience and security
• Fewer support issues for IT staff as end-users
  move around network

67
Big Benefits to the Reseller Channel

• Allows you to pursue large enterprise wireless
  opportunities
• Increases deal sizes
• Provides revenue generating tool (WXM Software)
  to facilitate for-pay site planning services
  without intensive on-site hours

68
What the Other Wireless LAN Providers Dont Tell
You

• Planning process is Manual (and based on
  surveyors estimates)
• Some installations require new proprietary
  wireless clients
• Finding problems involves extensive guess work
• Reconfiguration of underlying LAN network is
  typically required
• VLAN reconfiguration
• New tunnels configured between switches
• New switch/router OS and/or management upgrade
  for support
• A rogue Access Point may be identified to exist,
  but will not be located for removal and
  countermeasures may not exist
• Rethink of security support for user
  authentication encryption
• Many dont support AES encryption today
• Entire network VLAN architecture must be changed
  to accommodate the WLAN

69
Ease of Implementation Beats Competition

• Planning software takes guesswork out of antennae
  placement
• No complex tunnelling configuration required
  to/from system
• No modification to VLAN architecture required
• No need to bring down wired network to install a
  new IOS to support the wireless switch
• Configure centrally manage MAPs via the
  Wireless Switch
• Secure deployment with integrated Authentication,
  AES Encryption, and Secure Roaming

70
Wireless Bridging
71
Wireless LAN Bridging Comes of Age

• Connects remote buildings with a
  building-to-building bridge
• With 802.11g rate is up to 54Mbps
• Reach is up to 10Miles (16Km)
• Significantly less expensive than trenching wired
  line access
• Less expensive than T1/E1 tie lines

72
Why Wireless LAN Bridging?

• Problems with T1/E1
• Cost - 500 - 1000 / month
• Speed - 1.5Mbps throughput
• Security Data sent across PSTN

• Problems with Fibre
• Cost Trenching and fibre for 1/2 1 mile can
  be greater than 30,000
• Right of way / zoning issues

73
54Mbps 11g Building-to-Building Bridges

• Indoor and Outdoor versions
• Span distances of up to 10 miles
• Reliable way to extend the network to multiple
  buildings
• Point to point
• Point to multipoint
• Cost effective
• 3K cost (outdoor version) vs. several thousands
  in cable trenching
• One time 3K cost (outdoor version) vs. monthly
  T1 or E1 line

74
Cost Savings
75
Cost of Owning the Wireless Network More than
Just Hardware

• Site planning Deployment
• For many this is still a manual, time-consuming
  and costly task
• When APs are deployed, calibrating power levels
  and channels is manual and difficult
• Ongoing management, access rights and deployment
  costs
• Need to forklift upgrade wireless hardware to
  support future applications such as voice
• Cost of network disruption caused by intrusion
  and rogue access points

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To Address These Issues Wireless Switching is
Taking Off
The Old Way
Fat APs
Antenna
802.11 a/b/g
Encryption
802.1x, TKIP, 802.11e, 802.11f, 802.11h
Mobile IP, IPSec, Certs
Layer 2 Switch
77
Benefits of a Switched Wireless Environment
Wireless Switching Network

• Improved business security
• Centralises control and management
• Clearer visibility of what is happening in the
  Wireless LAN
• Enhanced user experience
• Allows user to connect once and roam throughout
  the network with true session integrity
• Lowers cost of large deployments
• Access points are simpler and lower cost
• Becomes more cost effective than stand-alone APs
  when more than 6 APs are required

Fit APs
Antenna
802.11 a/b/g
Encryption
Rogue Wireless Protection
Site Surveys
Per-user Firewall
Self-Healing
RF Management
802.1x, TKIP, 802.11e, 802.11f, 802.11h
Mobile IP, IPSec, Certs
Wireless Switch
78
Where These Solutions Fit in a Network
Management
WLAN Switch
Access Points
Building to Building Bridges
ClientBridges
Clients
79
Overlays Existing Networks

• 3Com Mobility System
• Installs over existing L2 or L3 network
• Doesnt require an upgrade or reconfiguration of
  the network backbone
• Allows APs to connect to the Wireless Switch OR
  to unused ports on other switches already in your
  network

80
Easy Upgrade Path Standards Based

• 3Com protects your investment
• AP 7250, 8250 and 8750 (fat APs) will be
  upgradeable and useable with the Mobility System
  (approximate launch date May 2005)
• 3Com is committed to building standards-based
  products
• Dont require proprietary hardware and/or
  software to run
• Integrate easily in multi-vendor environments
• Easy to upgrade