EXTREME FABRIC CONNECT – BATTLECARD

“How can I be more “How can I accelerate “How can I secure my

“Is my network ready for
responsive to the moves, adds and network without increasing
IoT, machine learning, etc?”
business?” changes?” complexity?”

What Is It? Why Do Customers Need It? Fabric Connect Technologies

Extreme Fabric Connect is a far simpler way Most networks require trade-offs. Enhancing • Fabric Extend: Enables the full values of Fabric
to design, build, manage and troubleshoot security and resiliency can negatively impact the to be extended over 3rd party IP networks for
simplicity and agility of the network. seamless interoperability with 3rd party cores and /
campus networks compared to both traditional
or IP-based WANs.
networking and to competitive next-generation offers.
• Fabric Attach: Fabric Attach allows the values of
It is a field proven, standards-based, network fabric to be extended to non-fabric enabled devices
virtualization technology. In the same way (edge switches, wireless APs and even IP
server virtualization allowed multiple applications to cameras). By communicating with upstream fabric
run on the same physical server, Fabric Connect nodes, Fabric Attach offers the secure attachment
enables multiple isolated, secure virtualized networks of users and devices to the appropriate service.
to run as “ships in the night” over a single physical
network. These virtualized networks are inherently • Policy: Unifies wired and wireless access and
With Fabric Connect, no more Compromises! delivers secure edge automation. Users and
secure and can be set up and changed very quickly
Simplicity AND Security devices can connect from anywhere and be
with edge provisioning only - eliminating instability
Agility AND Resiliency assigned the right policy with attachment to the right
and risk of error.
fabric service without manual intervention.

Transforms todays complex, rigid and insecure networks - making them agile, simple and secure
11x faster time 6x faster 100x reduction in 31x faster roll out
to service troubleshooting outages of applications
14 days to 1.3 days 36 days to 6 days 3 outages due to human error 31 days to 1 day
Based on Fabric Connect Customer Experience Research Survey per year to 0
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Differentiators
• Delivers true simplification: Competitive
approaches add overlays and then try to mask all
that complexity with a GUI to deliver automation.
Fabric Connect streamlines the network and allows
for all network services to be enabled with a single
protocol - delivering simplification in addition to
automation.
• Inherent security: Fabric Connect makes it difficult
for hackers by hiding the network topology (stealth).
It also contains damage in the event of a breach by
offering secure, isolated virtualized networks (hyper-
segmentation); that can be deployed with greater
ease, security and scale than industry alternatives.
• 28x more scalable IP Multicast: Offers greater
performance, scale and stability than traditional
PIM-based implementations.
• Single technology unifying wired and wireless
access: Fabric Connect brings the simplicity and
security benefits of Fabric to the wired and wireless
edge with policy-enabled, plug and play
deployments of users and devices.
• Field Proven: Fabric Connect has thousands of in
service live deployments spanning every continent
and vertical. With features such as Fabric Attach
and Fabric Extend, we have customers who have
deployed a single fabric that spans the globe and
encompasses tens of thousands of switches.
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EXTREME FABRIC CONNECT – BATTLECARD
Did You Know?
• Fabric Connect is Olympic Grade: The Sochi 2014
Winter Games was the first Games to deploy a fabric
network and the first Games to run a converged video
network over than fabric network..
• Zero Breaches in Multiple Hackathons: Set up your
own Hackathon for your security centric customers!
• Flawless deployment at InteropNet with 1/10th the
resources taking 1/10th the time to configure
compared to previous years run by the competition.
• It has a MASSIVE impact on our customers day to
day jobs: With 11x faster time to service and 6x faster
troubleshooting, Fabric customers are focusing more
on strategic projects, leaving day to day complex
manual operations in the past!
Recognized VISIONARY in 2017 Gartner MQ
Top 3 Vendor!
Overcoming Objections
Objection: Why haven’t I heard of Fabric Connect or
Shortest Path Bridging?
Answer: The technology has been around for over a
decade and has origins in the service provider space.
Although there were heavy investments in R&D , there
was limited investment in marketing this technology.
Analysts have called it the networking industry’s “best
kept secret!
Objection: Why don’t any other vendors promote this
technology?
Answer: Other vendors do support Shortest Path
Bridging, in fact, Extreme has participated in
interworking events with HP, Alcatel-Lucent, Spirent
networks and others. These vendors all support
limited SPB functionality.
Objection: I don’t believe that this technology can do
everything that you say it can do.
Answer: Let me demonstrate it for you in our labs as
seeing is believing. I would also love to put you in
touch with customers who have deployed it so they
can tell you the benefits directly.
Objection: Don’t I have to have an end to end
Extreme network to get the values of Fabric?
Answer: Fabric is based on IP and Ethernet and
therefore interworks with the routers and switches that
you have installed today. Features such as Fabric
Extend can be used to extend fabric based services
across 3rd party IP cores and/ or IP-based WANs.
 SELLING EXTREME FABRIC CONNECT
Executive Level Questions
1. How are you using digital technology to drive revenue, to be
more efficient or to gain a competitive advantage? What
role is your network playing in this?
2. Are you looking at practical ways to automate manual
Key Business Drivers? networking tasks to increase efficiency and drive down your
(Revenue, Operational Efficiency, Digital operational costs?
Transformation, Security)
3. How is your corganization being impacted by trends such
as IoT? Are you worried about securing IoT devices?
What Vertical? 4. How concerned are you about a potential breach? Can you
contain a breach if/when it occurs?
Networking
Criteria pain points? Technical Level Questions
(Segmentation,
application 1. Are you tired of wasting time on manual changes to
performance/ multicast, VLANs, programming, and other administrative changes?
moves, adds and 2. Do you experience delay time when rolling out applications
changes) and doing network changes (slow processing, wait times
Buyer Software requirements? for a maintenance windows?)
(Policy, analytics, 3. Are you struggling with the trade-offs between simplicity
management) and security? Are you looking to enhance security through
segmentation but concerned about implementation and
management?
Footnotes: 4. Do you have applications that require IP multicast?
1: Based on internal study
2: Based on Fabric Connect Customer Experience Research Study 5. Have you experienced any outages as a result of human
3: Based on input from Dubai World Trade Center
4: Based on Fabric Connect Customer Experience Research Study error during configuration changes?
6. How long does it take you to troubleshoot issues?
Simple Elevator Pitch
Extreme will give you the simple, resilient and secure
network foundation you need to underpin your Digital
Transformation initiatives. Our technology:
• Can reduce operational costs by as much as 66%1
• Facilitates your use of digital technology and allow you
to deploy applications 31x faster2
• Is inherently secure , eliminating back-door entry
points, stopping hackers in their tracks and isolating
potentially insecure IoT devices.
Simple Elevator Pitch
Extreme will transform the role of the networking team by
reducing time spent on manual operations and increasing
available man power for strategic projects. Our technology:
• Reduces provisioning by 50-60%3 by provisioning the
edges only.
• Enables new applications to be deployed 31x faster
• Eliminates maintenance windows for the vast majority
of moves, adds and changes.
• Enables scalable, high performance multicast without
PIM
• Enables 7x faster troubleshooting4
• Delivers Simplicity AND Security

1. Understand Buyer 2. Ask the right questions 3. Show results

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 SELLING INTO HEALTHCARE
State of the Healthcare Industry
The combination of the public and private exchanges in the US, new market entrants and millions of new
customers is fostering fierce competition over quality and price. Emphasis on payments based on value and
outcomes, compared with the outdated focus on volume, is resulting in an industry that is starting to get
laser-focused on being responsive to its patients.

Cares About Value of Extreme What We Can Enable

Patient Satisfaction & Outcomes
• Reimbursements based on value &
patient outcomes, rather than volume,
creating a major shift in healthcare
Digital Transformation
• Large investments in EMR systems,
wearables, patient monitoring systems
and analytics. Leveraging technology to
deliver better outcomes more efficiently.
Cost Reduction / Efficiency
• Shift from commercial to government
based reimbursements means healthcare
needs to increase efficiencies & reduce
costs to make up shortfalls.
Privacy / Regulatory Compliance
• Increase in data breaches; an estimated
34% of healthcare records have been
breached.
Enhanced Patient Services
• Reliable network / device connectivity
• Reliable and scalable support for patient
monitoring systems
• Faster and more scalable IPTV services
Agile Network to support Digital Healthcare
Initiatives
• Agile, flexible and secure network to support
IoT, analytics, wearables, telemedicine.
Efficiency and OPEX reduction
• Simple and secure network that is easier to
run. 1/10 the resources taking 1/10th of the
time to implement and manage the network.
Simple yet secure segmented network
• Isolation and protection of patient records for
HIPAA compliance
• Ability to deploy a highly segmented and Figure: Example of network segments typically found in a healthcare customer
secure network with ease.

“When you look at Fabric Connect, you’ll say, ‘It can’t be that easy,’ but I’m telling you it works.” - Promedica

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 SELLING INTO EDUCATION

State of the Education Industry

Digital technology is starting to revolutionize how educators instruct their students. Gaming,
artificial intelligence, virtual reality, remote learning and collaboration are technologies which will play a
role in classrooms to help make learning more engaging and to improve digital literacy for students.

Cares About Value of Extreme What We Can Enable

Improving student learning through
technology
• The rise of educational technology is
enabling educators to make dramatic
changes to instruction and make up of the
classes (AI, VR, class-based devices (as
opposed to BYOD), remote learning /
collaboration)
Efficiency and Access to Funding
• Small IT budgets. Dependence on eRate
funding to keep networks up to date.
Safety & Security
• Many schools are investing in IP door
access control systems, IP alarms and IP
surveillance as part of safe school
initiatives.
• Protection of teacher /admin apps
(grades) through segmentation.
Agile, future-proofed network for supporting
digital technology
• Reliable, stable and secure network to support
digital learning applications (video, social,
gaming apps) now and in the future (AI, VR).
Simplicity / eRate
• Network that requires 1/10TM the resources and
1/10TM of the time to configure.
• Single architecture for wired/ wireless.
• Portfolio that is eligible for eRate funding
Support for safe schools & security initiatives
• Reliable secure connectivity for door readers,
alarm systems and surveillance.
• Ability to deploy a highly segmented network
with ease.
• Secure network environment for teacher/
professor/ grading applications that is isolated
from the student network. Figure: Example of network segments typically found in a education customer

“We used to encounter lag time and choppy video, but we haven’t experienced either of those issues
since deploying the Fabric network.” - South Euclid Lyndhurst School System
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 SELLING INTO GOVERNMENT
State of the Local & State Government
Technology that has been hovering on the horizon, will begin to have real-life
implications in our cities and states. In 2017, many technologies, such as the Internet of Things (IoT),
are making their way onto city streets. This has huge implications on security – which continues to be
the single biggest focus of CIOs across all state and local governments.

Cares About Value of Extreme What We Can Enable

Digital Transformation and IoT
• 53% of state and local government CIOs
are in formal discussions to implement IoT
applications. (traffic sensors, connected
parking meters, etc.)
• Smart city applications to improve citiizen
engagement and to increase efficiency of
government provided services.
Cyber Security / Data Privacy
• Continued investment in digitization and
IoT goes hand-in-hand with an increased
focus on security.
Consolidation / Cost Reduction
• Eliminating duplication between agencies
and consolidating and restructuring
services is a top priority to reduce costs
and increase efficiency.
• Cloud migration is a top priority
Foundation for IoT and Smart City
Initiatives
• Agile, flexible network for current and future
smart city initiatives.
• Single architecture for wired and wireless.
Simple yet secure, segmented network
• Combination of hyper-segmentation, stealth
and elasticity create a network that improves
security and protects customer data without
complexity.
Flexible, multi-tenancy to support
consolidation efforts.
• Enable private and shared services between
agencies.
• Create a simple network environment that
leverages 1/10th of the resources and Figure: Example of network segments typically found in a state/ local
enables 1/10th of the time to set up and government
manage.

“It could have easily been an 8-plus hour day to just troubleshoot why one link failed. Whereas now,
if we have a link like that fail, we won’t have to drop everything.” – Indiana Department of Transportation
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 SELLING INTO HOSPITALITY
State of Hospitality
Hotels, resorts and stadiums are turning to digital technology to personalize, enhance and enrich
experiences for their guests & fans. From using smart phones to control door access and in-room services to
technologies such as Virtual Reality to help potential clients visualize the experience before booking,
the hospitality sector is quickly adopting advanced technologies.

Cares About Value of Extreme What We Can Offer

Enhanced Guest Services / Fan Enhanced Guest Services / Fan
Engagement Engagement
• Use of mobile applications (geo-targeting • Faster, more scalable IPTV and digital
and beacons) / social media to enhance signage
guest services and fan engagement Simplest Multi-tent Solution in the Industry
Separate networks for different services • Isolation of guest Wi-Fi traffic
• Hospitality networks are massive multi- • Separation of Gaming, Convention Center,
tenant environments requiring separation HMS system, Digital Signage, etc.
of services. 11x Faster Time to Service
Agility of the network; support for • Best suited technology for dynamic networks
advanced technologies with the ability to do move, adds and
• Hospitality is dynamic. IT needs to move changes on the fly to support different daily
quickly to support events. events.
• Reconfiguration of network and • Ability to reconfigure the network and
personalized digital signage for each change digital signage daily – very quickly
event with few resources.
Figure: Example of network segments typically found in a hospitality
customer

“We saved at least 50-60% of provisioning time. Manual intervention is now virtually non-existent and
we’ve dramatically decreased the level of troubleshooting required.” – Dubai World Trade Center
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 SELLING INTO TRANSPORTATION

State of the Transportation Industry

During the next 12 months, airlines , airports and rail companies across the world will be tasked
with the challenge of identifying the new and emerging technologies that can enhance business
efficiency and improve customer experiences.

Cares About Value of Extreme What We Can Offer

Use of Technology for Improved Agile, future-proofed network for
Passenger Services supporting digital technology
• Deliver personalized services with • Reliable, stable and secure network to
simplified check-in and smart baggage support advanced technologies.
services Simplest Multi-tenant Solution in the
• Use of AI (chatbots), robotics (baggage Industry
services) and biometrics (secure check-in) • Separation of airlines and different airport /
are all technologies making their way into railway services in a simplified way.
airlines and railways.
Safety & Security
• Embracing IoT (queue sensors, beacons)
• Reliable network for physical security; IP
Separate Networks for Different Services; surveillance, alarm systems, door readers,
Resiliency etc.
• Airports and railway networks are huge
Stability and resiliency
multi-tenant environments that require
• Highly reliable network for critical timing /
secure segmentation.
traffic control applications.
Safety & Security of Passengers.
Figure: Example of network segments typically found in a transportation
• Physical safety of passengers; high
customer
performance and scalable surveillance.

“Fabric Connect is logical – the way networks should be.” - Norwegian State Railway

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©2017
All rights
Extreme
reserved
Networks, Inc. All rights reserved