ABCDEFGHIJKLMNOPQRSTUVWXYZAFAGAHAIAJAKAOASAWBDBIBRBVBWBXBYBZCACBCCCDCICJCKCLCMCNCOCPCQCRCSCTCUCVCWCXCYCZDADBDC
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Customer summary table
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By Customers (we spoke to)Customer ACustomer BCustomer CCustomer DCustomer ECustomer FCustomer GCustomer HCustomer ICustomer JCustomer KCustomer LCustomer MCustomer NBy Vertical SegmentationEducation Customer ACustomer BCustomer CCustomer DCustomer ECustomer FHealthcareFinancial Customer GCustomer HCustomer ICustomer JHospitality Logistics TransportationRetail ManufacturingGovernmentBy General Office SegmentBy Sys integrator & InstallerBy CompetitionSystem vendorsCustomer KCustomer LCustomer MCustomer NCustomer OCustomer PL3 Appliance VendorsGeneral Comments
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Sale/Deal Analysis
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Current Deployment
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Number of Aps deployed32625N/A201007032004 (evaluated)600?420700No deployments200+28 purchased, not deployed (2* 14)62532904504710No deployments200+28 purchased, not deployed (2* 14)Actual
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Do you use a separate set of switches for your wireless LAN network (yes/no)?noyesN/Ayesnonoyesnoyes?noyesN/AyesN/AyesnoN/AyesN/A
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As your network grows, do you plan to support a separate set of switches for your Wireless LAN network (yes/no)?noyesN/AyesnoyesN/A?Cisco 3500 (?)Cisco 3500 (?)
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Number of Switches used in your WLAN today65N/A2Cisco216?6541921Calculated
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How are the WLAN Aps connected to the wired switches10baseT10baseTN/A100base T100base T10/100 baseTN/A10/100 baseT (fiber for long backhaul)100 BaseTN/AN/A10baseT10baseT10/100N/AN/A
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Number of potential users200010000N/A50024004000020000N/A175000100002000
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Number of WLAN Users6594000N/A20060010004800N/AThousands20004000659650Actual WLAN
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Number of Buildings with WLAN service265N/A22530N/A?610 (up to 1600)36523
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Covered Square Footage1600005000000N/A 190,000 N/A?5000000160000
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Which WLAN equipment do you current use?Agere AP-1000agree AP-1000N/AAgere AP-1000Cisco 340Agere AS-2000AP-340 & AP-350N/ACisco AP-340/350cisco 340, 350. testing cisco 1200SymbolN/ACisco 350Ciscoagree AP-1000Agere AP-1000Cisco/AppleCiscoN/ACisco 350Cisco
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Did you specify the product to your systems integrator? Who?selfselfN/AselfQwestAvaya/NetversantSelf N/ASelfSymbolN/ANetTeamKPMGselfselfN/ANetTeamKPMG
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Have you purchased L3 Appliance (vernier?)Planning tonoN/AnonononoN/ARFI in progress (not deployed)testingnononono (evaluated reefedge)noPlanning tononono (evaluated reefedge)
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Was Site Survey completed? By Whom?noyesN/Anoneyessun IT EngineeringyesN/A?yesSymbol(?)N/ANetTeamKPMGyesnoyesN/ANetTeamKPMG
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Location of AP (wall, ceiling or closet)ceiling and wall in closetwalls/drop ceilingN/AwallceilingceilingceilingN/Aceiling (offices) & wall (manuf)consultantwallfloor and ceilingplanned for ceilingwalls/drop ceilingceiling and wall in closetceilingfloor and ceilingplanned for ceiling
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Have you deployed any APs outdoor?how many?yes 1Outdoor coverage (outdoor ap?)N/Anonono (demand building)noN/Ano (antenna..yes)nononononoOutdoor coverage (outdoor ap?)yes 1nonono
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How are your clients securing the over-the-air traffic today?802.1x/WEP fast rekeywep
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Will the security mechanism ever change?EAPyes
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Will you need to support multiple security solutions?20122222222
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Cost of Deployment
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Total Cost (if known)$3-$5M$700,000 (ap, firewall, switch)$700,000 (ap, firewall, switch)
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Equipment/Capital Cost (if known) 48000N/A1900050%N/A70%480001175001000000831001000070%
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The Installation Cost (per AP, total, or % of total cost)$1,500 N/A20050%$300-$500/ap2.5 times APN/A$3000-$5000 per AP (internal boeing groups)30%$1,500 40%40%30%
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Recurring Operating Cost (if known)0.51N/A0.10.1?N/A10.5
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The number of operation staff responsible for WLAN network0.51N/A0.11?N/A10.5
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What metrics did you use to quantify your WLAN deployments?None
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Price/portN/AN/A
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Price/APyesN/AyesyesN/Ayesyesyesyesyesyesyesyesyesyes
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Price/UserN/Ayes ($125-$130)N/Ayesyesyesyes
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Price/BuildingN/AN/A
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Price/Square footN/AN/A
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Packet Per Second (AP)N/AN/A
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Packet Per Second (IAPS)N/AN/A
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What are ROI drives for your deployments?
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Strong ROI Justification2222
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Recruiting tool in university1111yes
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End user subscription fees (Student/user pays)11
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End User Demand (Departments/faculty driving it)222222 security holding it, marginal benefit)22 (security stopped this)222 security holding it, marginal benefit)22 (security stopped this)
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Reducing demand for wire infrastructure like university computer labs, email facility (few slots)22
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High value Asset Mgmt/Logistics (cost saving)
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Pushed by executive2222
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Increased Productivity (How much)1121
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Access to network in common areas (conference room/cafeteria)121
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Must prevent Rogue AP22
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Cost Savings in Remote Office1
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Plug 'n Play Network (wireless vs. wireline)
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Purchasing Questions
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Who is buying the client today (e.g. individual, department, IT)?IT (david Field)department (mgr approves)ITITITITITITIT
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Who is buying the client in 2003 (e.g. individual, department, IT)?IT departmentIT (Diode)ITITITITITIT
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In your 2003 laptop purchasing decisions, will you require 802.11 to be built-in?investigating(conservative 2-3 years behind, just updated to win 2000???????
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Will you require future clients to be dual-mode?investigating?already have blue tooth, 802 ???????
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What clients do you forsee in your network that will not be laptops (e.g. PDA)?Yes (Tablet PC, new microsoft product)palm m-100, compmaw ipaq
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How are you depreciating your wireless LAN infrastructure?expenseAPs rentedAPs expensed3-5 yearsNice to expense5 years deppreciationNice to expense5 years deppreciation
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Plan for Future WLAN deployments
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When would you deploy 802.11b?deployeddeployeddeployeddeployeddeployeddeployeddeployedsufficientpilotingfactorydeploying802.11bdepoyingon hold (security)deployeddeployed802.11bdepoyingon hold (security)
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Will you be deploying 802.11a, or 802.11g?investigating bothinvestigating bothN/A802.11a802.11g802.11ainvestigating bothNo Need 802.11g first. Evaluating 802.11a802.11a/officeno need?802.11g??802.11g?
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What is the motivation for upgrading the infrastructure (interference, performance, user demand, capacity, ROI, client)?N/ACapacity?performanceno needN/AN/A
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Do you have any concerns about such an upgrade (cost, complexity, client) ?N/A??N/A
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When would you upgrade your network?N/AROIQ4, 022003?next upgrade 5 years from nowN/Ainvestigating bothinvestigating bothN/A
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When would you deploy 802.11g?UndecidedN/aTBDlater than 802.11ano needgreat compatibilityFW upgrade when readyno needUndecided
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Do you need to support multiple concurrent technologies?yesyesyesyesyesyesno needyesyesno needyesyesyesyesyes
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IAPS Configuration Preference
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Would you expect BSN IAPS to support your existing Aps?yesyesyes ?(check)yesyesyesyesyesyesyesN/AN/AyesyesyesN/Ayes
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Do you prefer Option 1(IAP - switch) or Option 2(IAP-controller)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)IAP-Controller (option 2)Option 1 (2 is flexible, 1 preferred)IAP-Controller (option 2)IAP-Controller (option 2)Option 1 (2 is flexible, 1 preferred)IAP-Controller (option 2)IAP-Controller (option 2)
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Where would you locate 'option 2' Controller? (Wiring closet or data center)Data Centerdata centerData CenterBDFBDFBDFMDF (data center also)BDFwiring closetwiring closet (manufacturing)wiring closetdata centerData Center
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If option 2, how would they fit it into their existing layer 2 topology (physical vs virtual)?bothboth
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If option 2, and starting from scratch, would you place IAPS in the IDF?DC and IDF both?
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If option 1, where would you locate the IAPS? (wiring closet or data center)N/AN/AN/AN/AN/AWiring closetN/AN/A
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What physical interface do you need between the controller and the backbone (e.g. 10, 100, 1000)?1000100 today, 1000 in a year
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If option 2, do you want a single port to handle both inbound and outboundno
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Would you prefer copper or Fiber as IAPS backhaul?Fiber (GigE)FiberFiber (100 Base T)FiberFiberFiber (copper option - nice to have)fiber at data centerFiberFiber (uplink), both downlinkcoppercopperFiberFiber (GigE)coppercopper
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How many LRADs would you need to be supported on the IAPS?20+?6 and 24
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Features (2=must have, 1 nice, 0 - do not know or not needed)
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High Reliability and performance Features (2-must have, 1 - nice thave, 0 - no need)
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A wireless network that has the reliability of your wired network?222222202211122111
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Self-Healing Network (adapts to failures)1110202102222211222
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Double the Average User Performance (802.11b: 4 vs. 8)?1211111.512202221222
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Double Cell Coverage (3600 vs. 7200 sq ft)201.5111.5020110.50.50.50220.50.50.5
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Double the number of users in a cell (802.11b: 10 vs. 20)12222122?2?2221222
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Load Sharing across cells 21.52211.50.51211.52211.522221
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Per Subscriber Traffic Management20212211.5211??02??
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Interference Detection (suggested by GM)1
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Automated Rogue AP Detection2222222222122222222
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Would you connect 3rd party AP in IAPS? Key drivers?
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Inter-IP Subnet Mobility2220212221222222
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Increased Security (MAC Filtering/VPN/Access Control/Filtering, IDS)21.5221, 2 (IDS)2221.52
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Automated AP Mgmt22212122122222222
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IDF (intrusion Detection)222
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Whose APs would you need us to handle?AgereAgereCisco & AgereAgereAgereCiscoN/ACiscocisco 340/350N/ACiscoCisco?N/ACiscoCisco?
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What LRAD Configuration would you prefer?
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LRAD-100212220201.5 (depends on bldg)??121.5 (depends on bldg)??
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LRAD-2002
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LRAD-300222102121.51.5 (depends on bldg)??221.5 (depends on bldg)??
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Which LRAD first (LRAD-100, LRAD-300)lrad-100lrad-300Bothlrad-100lrad-100lrad-300lrad-100lrad-200lrad-300both??lrad-300lrad-100both??
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Sectorized Antennas1210210??21??
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LRAD-TC120221201010
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802.3af Power over Ethernet2222022?2?2?22?2?