CONNECT FAQ EMEA & APAC

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1 CONNECT FAQ EMEA & APAC OVERVIEW What is Aerohive Connect? Aerohive Connect is a new cloud networking solution that delivers enterprise connectivity and centralized management starting at $229 per access point. Aerohive Connect leverages the power of cloud networking, Aerohive s unique Cooperative Control Wi-Fi architecture, and the industry s best customer support, to allow organizations to grow as they go, simplify their network operations, and effortlessly upgrade their Connected Experience as their needs change. New, Aggressively-Priced Wi-Fi Solution Hardware: NEW AP122 and AP130 only HiveManager Connect: NG Public Cloud with focused feature set for simpler networks and connectivity use cases. Support: HiveCare Connect Community and support No renewal perpetual HiveOS license and NG cloud service Easy upgrade to Aerohive Select (available now) Easy upgrade to Aerohive Insight (Timing TBC) Why have we created Connect? GOAL: Bring to market new product offering and pricing strategy that commands attention, opens new markets, simplifies operations. Price can be a tool to start a discussion, Connect will provide more opportunities to talk to prospects. Today we have a one size fits all solution you get all features whether you want them or not. If we discount our product, we don t have anything to upsell later New and more products to sell to our customers New way to sell to current customers. New differentiator against competitors. Simpler operations for our channel partners, and our customers. Fastest growth is happening in the low end of the market. What does Aerohive Connect deliver? Aerohive Connect provides the essential functionality businesses need to provision robust Wi-Fi connectivity at one or thousands of locations. Customers who purchase Aerohive Connect get the benefit of: Reduced Cost Connect offers dramatically lower purchase prices than comparable Cisco and HP solutions, as well as a self-optimizing and self-healing architecture that keeps ongoing costs down without compromising quality. Six-Click Configuration Step-by-step guided configuration and intuitive management lets customers build enterpriselevel connectivity configurations in six clicks. Simplified Cloud Management Ongoing operation of even the largest networks can be done from a single point of management using Aerohive s leading cloud networking platform. HiveManager Connect is perfectly designed for simpler networks and connectivity-oriented use cases. Easy Upgrades Customers who later need additional capabilities, such as advanced troubleshooting, increased network visibility, or new data insights, can upgrade in minutes to access the complete HiveManager feature set. Effortless Scale Scale from one to thousands of access points with a single architecture. Aerohive is the only vendor that uses the same architecture to support all customers, from the smallest organizations to the largest.

2 Who is the target audience for Aerohive Connect? Aerohive Connect provides the essential functionality businesses need to provision robust Wi-Fi connectivity at one or thousands of locations. Aerohive Connect is particularly well suited to connectivity-oriented and pricefocused organizations that have limited on-site IT resources, such as hospitality, hotspots, small and medium enterprises, as well as managed service providers supporting such deployments. How disruptive is Aerohive Connect versus the competition? Very! The below table is based on current list prices. List Price for Entry-level 2x2 11ac AP Meraki MR33 $649 Aruba Central IAP-207 $395 Ruckus Cloud Wi-Fi R310 $495 Aerohive Connect AP122 $229 Cloud Subscription 3yr $300 $290 $190 Not required Entry price for 1 cloud managed AP for 3yr $949 $685 $685 $299 What is Aerohive Select? Aerohive Select is a new name that describes our current high-value solutions sold to current customers who need enterprise management and security, including HiveManager Classic and HiveManager NG, for all public/private cloud and on-premises models. What is the difference between Aerohive Connect and Aerohive Select? Aerohive Connect provides all the essential functionality required to support connectivity-oriented organizations. For customers that require a full suite of access, deployment, and feature options, Aerohive Select is the appropriate solution. Both Aerohive Connect and Select support Aerohive Inisight.

3 PRODUCT What features are included with Connect vs. Select? How can Connect customers access Select features? In HiveManager Connect, customers will see Select features greyed out and will be provided with a link to the Select upgrade page (aerohive.com/upgradeconnect). When an upgrade is purchased, the customer can simply enter their Select entitlement key under the management settings and the Select features will unlock in the interface. They have an option to trial the features for 30 days from within HiveManager Connect Which Aerohive devices are supported on Aerohive Connect? Aerohive s new AP122 - A 2x2 MIMO, dual radio ac access point, is designed for coverage-focused environments, as well as IoT and location-based services. The AP122 supports two spatial streams and has built-in BLE and a USB to accommodate beacons and other IoT devices. Versatile and value-priced, AP122 enables organizations not only to deploy essential Wi-Fi, but also to utilize the product s additional rich capabilities now and in the future.

4 Aerohive AP130 - A 2x2, 2 spatial stream, ac access point which provides powerful ac performance. Advanced software features and simplified management offer a cost-optimized solution that allows for high-speed ac Wi-Fi in every office or environment. Running Aerohive s powerful HiveOS coupled with Aerohive s innovative distributed Cooperative Control protocols, the AP130 maintains Aerohive s standard for a cost-effective WLAN solution for mid- to high-density environments. What is the difference between the AP122 and AP130? Is there a maximum number of access points per HiveManager Connect account? No. Aerohive s unique Cooperative Control Wi-Fi can scale from one, to tens of thousands of access points with a single architecture. How is a HiveManager Connect account created? By registering at aerohive.com/cloud. Once a customer logs into their account, they will be given the option to manage their devices with HiveManager Connect, enter an entitlement key to access Aerohive Select, or trial Aerohive Select features for 30 days.

5 Is HiveManager Connect available on-premises? No. Only Select is available for on-premises and private cloud deployments. Can we mix Connect and Select devices in one account? No. Access Points must either be connected to HiveManager Connect, or an Aerohive Select management solution (HiveManager Classic or HiveManager NG). Can switches be connected to HiveManager Connect? No. Today only access points are supported on HiveManager Connect. Is Guest Access included in HiveManager Connect? Aerohive Connect includes basic Guest functionality: a CWP with use policy acceptance. For Aerohive s full Guest Access solution with CWP, PPSK, and stand-alone apps are only available with Aerohive Select. Will Connect software have a different release schedule? Aerohive Connect will have same schedule as current HiveManager NG cloud release. Can a firewall be configured in HiveManager Connect? You can separate corporate and guest traffic, but can t configure application firewalls. How easy is Aerohive Connect to upgrade to Aerohive s complete mobility solutions (Select) vs. the competition? Meraki Mobility Express Aruba Central Ruckus Cloud Wi-Fi Ruckus Unleashed Aerohive Connect Upgradeable to fullfeatured Enterprise solution? "Rip and Replace" with Cisco Yes Yes Partly Partly Yes Configuration preserved? No No No No No Yes Use Existing APs? No Yes Yes Yes Yes Yes Uses existing Firmware? No No No No No Yes Same GUI & Login?? No No No No No Yes Controller required? Yes Yes Yes Yes Yes No

6 If a Select customer wants to downgrade to Connect, what happens? When the unit s downgrade from Select to Connect, the existing configuration is preserved but no changes can be made to disabled features in Connect mode. What is Insight? Insight is the new product name for our API offering. What APIs are available? We offer the following APIs: presence, location, monitoring, identity and configuration. For more information about the APIs, refer to the separate Insight FAQ document. Is Insight available for Connect and Select? Yes. For now, Insight is available as a free trial for Connect and HiveManager NG customers. However, Insight will become a chargeable upgrade in the future. It will be available for both Connect and Select NG. Due to the different product capabilities of Connect and Select, the Insight package will be different for each tier more below. What APIs are available with Connect and Select? Here is a table that explains how Insight breaks out across the deployment options: Aerohive Connect Aerohive Select Public Cloud HiveManager Public Cloud HiveManager Virtual Appliance HiveManager Classic Online + On- Premises Identity APIs Not supported Included Included Not supported Configuration APIs Not supported Included Included (has legacy APIs for Identity) Monitoring APIs Insight upgrade Included Included Presence + Insight upgrade Insight upgrade Not supported Location APIs PRICING AND ORDERING When is Aerohive Connect available? January 31 st 2017 is the public announcement. Price lists and shipment details will be available from February 1 st, Aerohive s AP122 will be available on Aerohive s US and International price lists on February 1 st, HiveManager Connect is available now. HiveCare Connect support is available now on HiveNation (community.aerohive.com)

7 Do I need to order software with Aerohive Connect? No. Software purchases are only required for Select upgrades. How does licensing work for Connect? Entitlement Keys are NOT required for Connect. Instructions will be provided to customers for HiveManager Connect account self-registration. What are the upgrade SKUs? To allow customers to use Connect hardware with Select. NOT required for Connect only orders. MANDATORY on all Select orders for AP122 and AP130. Must be combined with SW SKU. SKU AH-UPG-AP-1YR Subscription Perpetual Licence AH-UPG-AP-3YR AH-UPG-AP-5YR AH-UPG-AP-LIC How is a project quoted that includes a mix of Connect and Select access points? E.g. AP130 and AP250. If all access points will be deployed under Select Management, then AP130 will require UPG+SW SKU, the AP250 will only require SW SKU. If the customer does not wish to deploy the Connect AP s with a Select Management solution, then they will not need to order UPG/SW, however the Connect and Select access points will have to managed through separate management instances. Will we be charging for Insight? Today, Insight is available as a free trial for Connect and Select customers. Insight may be monetized in the future. Is there an impact to VADs? No change to current contract. What are the VAD/VAR discounts for Connect? EMEA & APAC - No change. NAM Speak to Aerohive channel team for further information. Can all VARs sell Connect? Yes. Connect can be sold by all authorized VARs.

8 How will the new pricing affect renewals? There is no change to pricing for renewals at this time. Renewals will not be required for Connect customers. Will renewal be impacted by the upgrade SKUs? No, renewal will remain on the subscription/support SKU. For existing customer renewals, how do I quote? Is the upgrade SKU required? Renewals will not need the UPG SKU. What happens if a Select software is not renewed? Will my network still work? Your network will remain operational; however, access to Select Management UI is locked until a valid Entitlement Key is applied, and access to the latest software and support will terminate. A customer may also choose to downgrade to HiveManager Connect. SUPPORT What support is included in Aerohive Connect? Connect provides Community Support. All questions are answered by community members. Support for hardware is based on a 1-year warranty with Return to Factory terms. What forum is used for support? HiveNation (community.aerohive.com) will be the support forum. For the community forum, are we going to dedicate resources? There will be no Technical Support resources dedicated to Community. There will be a Community Moderator assigned to monitor the overall community, not answer technical questions. What warranty do Connect products have? Existing products will have limited lifetime warranty AP122 will have a 1-year warranty If you move the AP122 to Select, customers receive extended hardware replacement for the duration of your support contract. What is HiveCare call back and how does it work? HiveCare Callback is a Support Program that can be purchased in North America ONLY that entitles customers with HiveCare Community Support to submit a question and request a callback in lieu of an to receive an answer. List price is $40 per access point and all connected access points must be covered. At launch this will not be available internationally however international channel partners may choose to offer their own branded callback services. RMAs One-year warranty from date of activation for AP122 unless extended through Select All other products keep limited lifetime warranty New Global RMA process. RMAs will be handled by Aerohive not part of a VAD support contract

9 If a Connect customer calls Aerohive support, will they be verified? Yes. Support will verify entitlement and redirect the customer to the Community if no other support service has been purchased. If after moderator review a question is approved for submittal to Aerohive, it will be done using a web form and the process will continue over . SLA is 48 business hours. Will VADs/VARs be providing support for connect? A VAD/VAR can provide their branded Tier 1 and 2 support programs to the Connect end user. In this use case, Aerohive will not provide Tier 3 support to the VAD/VAD. Will support continue for Select as is today? Yes. The existing HiveCare Select and VAD/Partner Support programs will remain the go-to support program for non-connect customers. What addition support options are available for Connect customers? North America ONLY - will offer a HiveCare CallBack option, which will entitle customers to submit a web form requesting a call back from the ATAC; SLAs are within 24 business hours. ADDITIONAL INFORMATION Where can I find more information? Visit the Partner Center -> Product Information -> Connect Who should I contact for more information? Speak to your Aerohive representative or Authorized Distributor for further information.