Managed Service

Sheet1 WiFi Pain Point Question Answer Feature / Capability Benefit • Alternative Wi Fi solutions are cumbersome to administer particular where a centralized management portal is unavailable. • Can you manage and trouble-shoot all of your wi fi Access Point from a singla control portal? • A centralized management plane remarkably simplifies policy management and provisioning of WiFi networks. • Arista automates WiFi network monitoring and troubleshooting to optimize the WiFi user experience and minimize the mean time to resolution (MTTR) for network access and performance issues. • Withe Arista it is simple to change a network configuration globally, physically locate a WiFi device, view real-time or historical experience. • Centralized configuration and policy management. • Cognitive cloud-based network baselining and troubleshooting with root cause analysis engine. • Visual packet trace and analysis • A Smarter Phone System –  All the features, reliability, and mobility you expect, plus real-time analytics to make better decisions. • Improve productivity, reduce expenses and enhance customer experience • The freedom to communicate and collaborate your way, anywhere, anytime. • Freedom to focus on other more mission critical activity. • Lost of Wi Fi connectivity to the management console interferes with Wi FI network connections. • Current Wi Fi network is encountering scalability issues destablizing the Wi Fi network and causing issues w/Wi Fi system features. • Do you ever experience loss of internet connectivity? • Are customers or employees to your facilities expressing frustration over Wi Fi connectivity performance?? • Arista’s distributed control pane architecture ensures there is no loss of functionality if connectivity to the management plane is lost. The WiFi network continues to support mission-critical applications at all times. • Real-time insight into the experience of WiFi clients as they journey on the network. Client Journey tracks when and why clients fail to connect to the network, and provides access to connection logs to aid troubleshooting. • Distributed control pane architecture • Avoid disruption of your Wi-Fi communications connections. • Enhanced Customer Experience. • Wi Fi network is not delivering an optimum customer experience or delivering on a good WiFi user experience. • Are you confident that your network connections are performing at optimal levels? • WIFi supports tracking location of any WiFi APs and clients on a floor. It can be used for mapping of WiFi client connectivity and performance issues in the context of their physical location. • Automatice packet capture. • Intelligent RF Optimization. • Root cause analysis engine. • Fast root cause analysis saving on resources associated with trouble resolution. • Lack of robust WiFi Security • Are you concerned that opening up WiFi security to visitors will place network security at risk? • Federal Grade Security: Arista implements multiple tiers of security—including strong access controls, two-factor authentication, regular vulnerability scanning and management, encryption of data in transit (TLS) and at rest. • Arista provides a comprehensive solution to enforce context-based policies and protect the network from abuse. • Wireless Intrusion Prevention (WIPS) • Protect valuable IT assets from security risks and the tremendous costs associated with breaches. • Lack of Analytics to provide significant business intelligence. • Are you looking of analytics to help with marketing research, operations (staff planning optimize facility utilization) and / or IT networking planning and design? Arista provides analytics for Prescence, Engagement, Zone and Density Flow of Wi-Fi users. • WiFi analytics for business intelligence • Statistical information about the footfall (number of WiFi devices detected), dwell time (duration for which WiFi devices are present) and repeat versus new customers. • Improve marketing ROI and enhance facility planning. • Lack ability to allow users to access Wi Fi network with Social applications. • Would you like to make it easy for Wi Fi users to access your Wi Fi network? Arista Inbuilt integration with Facebook, Google+, Twitter, LinkedIn, Instagram and Foursquare enables guest on-boarding using social login. • Inbuilt integration with the most popular • social networks. • Powerful Web APIs for custom integrations with third-party web services. • Improve Customer Journey. • Lower software development costs. Wi Fi Product Marketing Strategy Section 1: Executive Summary  The exponential growth of devices that connect to Wi-Fi including appliances, TVs, video systems, wireless phones, computing devices, smart watches, and the growth of the internet of things (IoT) demands that enterprises approach their Wi-Fi network selection as a mission critical priority. To capitalize on this, BullsEye’s WiFi focus will center on 3 main themes: o providing direct and real-time insight into the experience of WiFi clients as they journey on the network o Wi Fi analytics o Federal Grade Security & Wireless Intrusion Prevention  Of the two current service providers that BullsEye source Wi Fi services from the primary marketing focus will center on Arista due to the strength of their Cognitive Software Management system to deliver on the above themes.  Leverage marketing communications awareness & demand generation efforts.  Create content on the above themes for use Product Development and Roadmaps during QBRs. Section 2: Target Customers  Verticals o Financial Services o Healthcare o Higher Education o Hospitality o Public Venues o Retail  Use Cases o Contact Tracing o IoT o Marketing Analytics o Operations (staff planning, optimize facility utilization), o IT (network planning and design based on user density). Section 3: Unique Selling Proposition (USP)  Wi Fi Value Proposition: The power of Wi Fi intelligence, speed, and accuracy  Wi Fi Key differentiators for BullsEye to focus messaging on: o Using cloud technology, big data analytics, machine learning and automation, Arista WiFi brings the power of intelligence, speed, and accuracy to wireless networks. Through root cause analysis and proactive problem resolution options, Arista WiFi reduces the mean-time-to resolve problems minimizing network troubleshooting. o Simplicity Redefined - Centrally managing a WiFi network has many advantages - it is simple to change a network configuration globally, physically locate a WiFi device, view real-time or historical experience of WiFi users or capture and visualize a packet trace from a remote site. o Federal Grade Security - The Arista Cloud implements multiple tiers of security— including strong access controls, two-factor authentication, regular vulnerability scanning and management, encryption of data in transit (TLS) and at rest (EBS and S3), and PII data privacy. The security measures certifications are SSAE SOC 2 Type II and FIPS 140-2. o Location Tracking - supports tracking location of any WiFi APs and clients on a floor. It enables visualization of WiFi associations and includes filtering based on client or user information, or connectivity or performance issues. It can be used for mapping of WiFi client connectivity and performance issues in the context of their physical location. o Client Journey Analytics - provides direct and real-time insight into the experience of WiFi clients as they journey on the network. Tracks when and why clients fail to connect to the network, reporting latencies of network services such as AAA, DHCP, and DNS. Administrators can drill down and access live and historical client connection logs to aid troubleshooting. o WiFi Analytics  Analytics based on presence and behavior of WiFi devices can provide significant business intelligence, and can inform business functions such as marketing research (A/B testing of storefront displays, measure ROI of marketing campaigns, context-based guest engagement)  operations (staff planning, optimize facility utilization)  IT (network planning and design based on user density)  Gathered data is based on WiFi device MAC addresses collected from Probe Requests, content analytics and application visibility based on WiFi connections, and engagement analytics based on WiFi users who opt in and choose to share their personal information  Zone analytics provide insight into the density and flow of WiFi users by visualizing it on a floor map. This allows administrators to monitor how various parts of a facility are populated over a period of time.  Presence analytics provide anonymous, statistical information about the footfall (number of WiFi devices detected), dwell time (duration for which WiFi devices are present) and repeat versus new customers. These trends can be viewed for a site or aggregated across multiple sites, and across different time periods: intra-day, daily, weekly, monthly and year-over-year  Engagement Analytics - Integration with social networks and third-party loyalty systems can be leveraged to collect demographics and other information from WiFi users who opt in to share their personal details. This in turn can be used to engage with the opt-in WiFi users, e.g., retail business can provide special deals to their loyal customers and convert them into brand ambassadors. o Wireless Access Security and Control - with a suite of features to identify users, devices, and applications and to control the access and privileges they get on the network, Arista provides a comprehensive solution to enforce context-based policies and protect the network from abuse. Section 4: Pricing & Positioning Strategy  Arista’s Wi Fi Analytics will provide the justification for higher priced Wi Fi solution vs Sophos lower priced Wi Fi alternative that lacks these capabilities.  Arista further provides additional value with APIs and Third-party Integration: o With Single Sign-On, powerful Web APIs, and secure tunneling, integrating the Arista Cloud with third-party systems, in-cloud, or on-premises, is easy. o Both push and pull mechanisms are available. Using custom applications, WiFi analytics can be pulled from the Arista Cloud or configuration and policy changes can be pushed to it. o Social WiFi - inbuilt integration with Facebook, Google+, Twitter, LinkedIn, Instagram and Foursquare enables guest on-boarding using social login.  Wi Fi enables users to realize two key benefits: o Increase Customer Satisfaction  Customers view WiFi access at your business as a necessity. It’s transformed from a perk into an expectation.  Particularly in the hospitality industry, lack of hotel WiFi access is a major dealbreaker. For while-you-wait service providers (such as auto mechanics) or other by-appointment businesses (like doctor’s offices, salons, and legal practices), WiFi makes wait times seem shorter and even helps make your customers more comfortable if there are unforeseen delays.  Customers can do the product research in-store, which lets them feel more confident about their purchasing decisions.  Customer WiFi lets you create some new branding and marketing opportunities. You can create a branded customer portal to deliver coupons, news, customized recommendations, loyalty rewards and more. Along the way, you can collect customer email addresses and data to help you make smarter decisions.  More than merely meeting a common customer expectation, in-store wireless is important because it helps you to connect with your customers, promoting your brand and engaging with them directly. An app providing customers with benefits like a map to products they’re interested in, location-based coupons, or curated recommendations can make for a more personal, meaningful customer experience.  Additionally, as Matt Allpress notes in “The Connected Customer Is Always Right,” WiFi creates opportunities for customers to post pictures or testimonials about their experience to their social networks. You get “free promotion for your business across various social media outlets” and social proof that can influence potential customers’ future decision-making. o Boost Employee Satisfaction  One of the best ways to keep employees motivated and engaged is to put them in a position to succeed. You want your team to feel like you’re taking care of them, and if you’ve ever sat staring at a loading screen then you know what a difference a good WiFi connection makes for your productivity (and your mood). Help your employees do their jobs better (and with less frustration) with a speedy and reliable WiFi connection.  A wireless network also frees up your team to find the best space for them to focus, whether that is a quieter space down the hall or the bustling coffee shop next door. By allowing each employee to find an environment that best suits him or her at a particular time, you increase productivity and employee satisfaction.  Pricing o Variable Pricing Levels according to”  Access Point models, term length o Flexible Pricing Plans: CapEx model, OpEx model o Competitive Partner Incentives Section 5: Distribution Plan  VAR Channel Distribution  SPMs Focused on Technology Services Section 6: Your Offers  Seasonal Promotions  Loyalty Programs  Complimentary Remote Heat Mapping  Professional Installation based upon Statement of Work Section 7: Marketing Materials  Website Content  Product Snapshots  Partner Portals  Marcom Campaigns  Demonstrations Section 8: Promotions Strategy  Partner Conferences & Webinars  BullEye hosted webinars  Marketing eMail campaigns Section 9: Online Marketing Strategy  Keywords: Wi Fi, Wireless, Access Points, Wi Fi Analytics Section 10: Conversion Strategy  Customer case studies / testimonials  Cognitive Cloud Demonstrations w/emphasis on Analytical capabilities Section 11: Joint Ventures & Partnerships Solarwinds has integrated their award winning network performance, fault and availability management tools to Arista's Extensible Operating System (EOS). InnerSpace - Used by corporate offices, retailers and sports and entertainment facilities, InnerSpace gives you better visibility into how people are using your building. Easily track metrics such as occupancy, utilization, travel pathways, time on site and more! Visualized in digital signage, analytics dashboards. Section 12: Referral Strategy  Joint Press Releases w/customers  Referral Incentives  Customer & Partner Experience Surveys Section 13: Strategy for Increasing ARPU  Promo Discount end dates  Promote Wi Fi by educating sales and channel partners of the key business drivers associated with multi-branch enterprises which demonstrate the need for the service offering: o Central Management Simplicity o Network Performance Analytical capability o Marketing Analytical capability o 3rd Party API Integrations Section 14: Retention Strategy  Loyalty Programs  eMail Marketing Campaigns Section 15: Financial Projections (needs updating)  2021 SD WAN Revenue Growth – TBD upon availability of metrics  2021 MSP Attrition Target – 1.25%