avaya fabric connect · 4 avaya networking . sales conversation guide on avaya fabric connect...

1

Avaya Fabric Connect based on enhanced Shortest Path Bridging (SPB) Sales Conversation Guide

2

Avaya Networking Sales Conversation Guide on Avaya Fabric Connect

©2013 Avaya Inc. Proprietary, use pursuant to the terms of your signed agreement or Avaya policy.

THE CONVERSATION • Are your customers thinking about FUTURE PROOFING?

• Do they have old networks that can’t keep up with today’s applications?

• Do they need more capacity or faster speeds?

• Would they benefit from plug and play capabilities versus manual provisioning?

• AND COULD THEY BENEFIT FROM A MORE RELIABLE NETWORK without loss of data or video due to slow re-convergence times?

Within today’s IT environment, the network is often seen as the bottleneck to new applications. Many of today’s networks are vulnerable to outages, lack efficiency and are complex to operate and manage Avaya has developed a new and innovative way to design, operate and manage networks that is far superior to any other technology that exists in the market today. Fabric Connect provides a future-proof foundation to effectively deal with today’s mega-trends – virtualization, cloud, mobility and video – while dramatically simplifying the network and reducing operational costs. Enable your customers to save money and be more efficient with an industry-leading technology that your competition just simply can’t match!

PROBLEMS WE ARE SOLVING: • High levels of network complexity which leads to high

operating costs

• Lack of agility; cumbersome adds, moves and changes with long lead times to deploy new services

• Lack of resiliency and service impacting outages

• Inability to support next-generation applications due to lack of capacity, scale and resiliency

AVAYA FABRIC CONNECT Fabric Connect is a technology that evolves the network into a private cloud infrastructure. In the same way that server virtualization allowed for faster time to service, better agility, better business continuity and increased efficiency of the compute environment, Avaya Fabric Connect brings those same values to the network. Based on enhanced Shortest Path bridging, which was jointly standardized by the IEEE and IETF, this technology is now the foundation for all future Ethernet development work by the IEEE. You will see it in your homes, in your cars, in airplanes... anywhere you find Ethernet. Why? Because it provides so much value!

NEXT

START FACTS SAVINGS TECHNOLOGY USE CASES COMPETITION CUSTOMERS MOMENTUM

3



THE PROOF IS IN THE FACTS • Performed flawlessly as the backbone for high profile

events such as Interop - requiring fewer technical resources and a shorter hot-staging period than previous years.

• Deployed in some of the world’s most mission critical banking, healthcare, government and transportation environments where zero downtime is mandated!

• Setting a new benchmark by delivering the “first fabric-enabled Olympic Winter Games” in 2014 in Sochi.

• The only technology capable of supporting Layer 2, Layer 3, routing and multicast services with a single protocol as opposed to multiple legacy protocols.

• Eliminates complex design rules allowing for networks to be designed in days not weeks.

• Provides the lowest latency and fastest network recoveries (sub 50 milliseconds). What other technology has had undetected network failures!

• Reduces provisioning by 87% by adding and changing services at the end points only. Enable your customers to reduce OPEX costs and be more efficient.

• Eliminates core provisioning reducing the risk of a catastrophic failure (37% of downtime is the result of human error during change)

• Conduct adds, moves and changes on the fly. Eliminate off-hours change requests since changes no longer involve reconfiguring the core.

• Increase application performance with shortest path forwarding from source to destination.

• Eliminates cumbersome manual tasks and allows your customers do more with the same number of people.

• Be ready for video, mobility, cloud and Big Data with a scalable, more dynamic network.

• Increase security by eliminating traffic sniffing and VLAN jumping with a network that looks like a single switched router to the end user.

• Support full IP-VPN capabilities without adding protocols or complexity.

Page 1 of 2

BACK NEXT

START FACTS SAVINGS TECHNOLOGY USE CASES COMPETITION CUSTOMERS MOMENTUM

4



THE PROOF IS IN THE FACTS (CONTINUED)

• Meet security / regulatory requirements by isolating traffic within its own separate IP network. (ex. Isolate banking transactions within its own network to help meet PCI DSS compliance)

• Simplify Virtual Machine mobility. Now move VMs anywhere required (across IP domains and even across geographically dispersed Data Centers) by simply provisioning each end.

• Simplify multicast. Imagine the world’s best Multicast performance with: No PIM, no long convergence times and NO configuration headaches.

• Take the complexity out Ethernet. No more configuring Spanning Tree groups or core VLANs or going hop by hop. Extend L2 services anywhere through simple end point provisioning.

• As an IEEE standard, Avaya Fabric Connect has 100% backwards compatibility to existing Ethernet networks. Deploy Fabric Connect where you need it the most and migrate services over time.

• Bring SONET-like stability to Ethernet as well as advanced diagnostics & testing.

Page 2 of 2

• Can be enhanced with OpenStack orchestration to provide the ability to deploy cloud based services in minutes with 4-5 simple steps.

• Can be enhanced with Identity Engines to facilitate the creation of secure zones to isolate critical applications or groups of users across the backbone.

BACK NEXT

FACTS START SAVINGS TECHNOLOGY USE CASES COMPETITION CUSTOMERS MOMENTUM

5



COST SAVINGS

Avaya Fabric Connect can save your customer money by:

• Increasing network uptime and availability.

• Reducing OPEX in provisioning, managing and troubleshooting the network.

• Eliminating high priority / off hours change requests (no more overtime pay outs!)

Assumptions: 1. VLANs added per month 58.3 based on 500 annually. 2. Labor is based on a skilled (CCIE type) network engineer. Annual salary ~$94,000 = ~$45 per hour 3. Time to add VLAN from ToR to edge:

• Fabric Connect - 7.6 mins ToR & edge only • Traditional Network – 54.4 mins ToR-agg-core-core-agg-edge • Time to provision based on Miercom results

Network deployment Labor cost per add / change

Annual labor cost

Traditional network (VLANs, Spanning Tree) – hop by hop provisioning across 6 nodes

$40.96 $28,660

Fabric Connect network – provisioning at the edge only

$5.72 $4,004

WHERE WOULD YOUR CUSTOMER INVEST AN EXTRA $24,000 A YEAR?

BACK NEXT

SAVINGS START FACTS TECHNOLOGY USE CASES COMPETITION CUSTOMERS MOMENTUM

6



TECHNOLOGY AT A GLANCE Avaya Fabric Connect (based on enhanced SPB):

• Leverages carrier grade IS-IS (routing protocol) as the L2/L3 control plane. This technology has been field proven in carrier networks for decades.

• Defines a next generation VLAN called an ISID

(Independent Service Identifier). I-SID header field length is 24 bits, enabling scaling to 16 million services. Far greater than today’s networks limit of 4096 VLANs.

• I-SID is added at the edge of the network,

therefore, standards-based Ethernet hardware can reside in the network core.

Ethernet

Fabric Connect

(IS-IS)

OAM

Onl

y on

e pr

otoc

ol

Ethernet Stability

Instability

Man

y pr

otoc

ols

Traditional networks: Based on protocol overlays. Each managed /provisioned separately often causing instability and flapping

Fabric Connect: Elimination of protocol overlays –simplified provisioning, management & troubleshooting

Before Avaya Fabric Connect After Avaya Fabric Connect

Complex: • Multiple protocols • Network design rules • Cumbersome moves, adds and changes • Hop by hop provisioning

Simple: • Single protocol • Design flexibility • Quick adds, moves and changes • End point provisioning

Inefficient use of resources (blocked ports)

Efficient load balanced network (no blocked ports, shortest path forwarding

Slow recovery (seconds) Lightening fast recovery (subsecond)

BACK NEXT

TECHNOLOGY START FACTS SAVINGS USE CASES COMPETITION CUSTOMERS MOMENTUM

Page 1 of 2

7



AN ANALOGY Traditional networks are like driving on a congested highway – you’ve been trained to do it, but there are a lot of rules and it has limitations, one accident and it could be hours before the traffic flow “re-converges.” You can easily get a traffic jam if the network is even slightly misconfigured. One accident (outage) backs the traffic up in all lanes for hours. Avaya Fabric Connect is like a hovercraft –you are not limited to specific lanes or the old world traffic rules you had in the past. You can take the shortest route from start to finish! And in the same the hovercraft and the road are now decoupled – services and the network are decoupled allowing for services to be deployed wherever they need to go!

Traditional networks: Bound by rules and restrictions; complex to make adds and changes

The future of networks: Avaya Fabric Connect: Eliminates old world restrictions, traffic takes shortest path from source to destination.

BACK NEXT

TECHNOLOGY START FACTS SAVINGS USE CASES COMPETITION CUSTOMERS MOMENTUM

Page 2 of 2

8



USE CASE Enterprise Technology Refresh Customer with an aging network that is looking to: improve resiliency, increase bandwidth capacity, simplify operations and increase agility / time to service. Top 5 Benefits: • Increase IT efficiency by eliminating cumbersome, manual

tasks (hop by hop provisioning, configuring Spanning Tree groups etc)

• Increase resiliency with 50 millisecond recoveries for all

services. Failures are no longer service impacting! • Increase agility and reduce costs by enacting new

services and changes to services at the edge only during business hours

• Reduce time to service and turn-up applications in 1/10th

of the time of current Ethernet networks by reducing provisioning requirements.

• Eliminate complexity by streamlining the network and

completely eliminating protocol overlays.

“Previously we had a lot of complexity and were wary of the risks of network changes. With Avaya Fabric Connect we’re faster and more confident we can get the job done correctly” Espen Holthe, network engineer, Sykehuspartner IKT

BACK NEXT

USE CASES START FACTS SAVINGS TECHNOLOGY COMPETITION CUSTOMERS MOMENTUM

Page 1 of 4

9

BACK NEXT



USE CASE Video Distribution and Digital Signage Customers running multicast for video surveillance, IPTV, digital signage, desktop imaging distribution or for financial applications and require better resiliency, performance and scale. Key Benefits: • Always-on: sub-second recovery times (<200msec) as

opposed to minutes. • Scalable: tens of thousands of multicast streams as

opposed to low thousands. • Performance: consistent performance without CPU spikes

as opposed to erratic performance with large CPU spikes - sometimes as high as 90%.

• Simple: single protocol, as opposed to complex protocol

overlays. • Ease of deployment: single command configuration, as

opposed to complex network-wide configuration

“Avaya Fabric Connect is a revolutionary change both in performance and in simplicity of deployment (in comparison to PIM-based multicast).” Darren Giacomini – Network Architect for Schneider Electric’s Pelco Division


Page 4of 4

10



USE CASE Data Center Virtualization Customers with single or multiple data centers looking to deploy applications faster, improve business continuity, simplify vMotion, and create a flatter, faster Data Center network that reduces costs and is better optimized for a modern compute environment. Top 5 Benefits: • Enable true business continuity with true active/ active

connectivity between Data Centers without complex protocol stitching over overlays. Keep applications running even if connectivity to a Data Center is lost.

• Simplify VM mobility. Extend Layer 2 services across L3

domains and across distances with simple end point provisioning. Automate network provisioning to align to VM adds, moves, etc through Avaya orchestration tools.

• Deploy applications faster. Deploy network services through

simple end point provisioning. Evolve to OpenStack orchestration to enable cloud services in minutes through 4-5 easy steps.

• Save money: Unique architecture allows for 20x lower

hardware costs. Eliminate full data center tiers and creates a network optimized for high growth east/west traffic.

• Increase flexibility: Support single and multitenant Data

Centers, provides an efficient transport layer for network overlays such as VXLAN.

“The driver for us to deploy Avaya Fabric Connect was to enable Layer 2 extensions between Data Centers. We were immediately able to deploy physically resilient load balancing services between data centers several miles apart – significantly enhancing business continuity” Phil Taylor, Communications Consultant from Leeds Metropolitan University

BACK NEXT


Page 2 of 4

11



USE CASE Secure Traffic Separation Customers who have sensitive data, applications or groups of users that they want isolated in their own separate IP network. (Examples: medical imaging equipment, banking transactions to meet PCI DSS compliance, wireless guest traffic, separate tenants or departments.) Top 5 Benefits: • Easy to implement: Rather that provisioning VRF’s, IGPs,

iBGPs, MPBGP, route targets and route distinguishers (which is required to implement multi-tenancy in MPLS), simply map a VRF to an ISID at the network edges and you are done!

• Easy to manage and troubleshoot. Rather than a complex protocol overlay (IGPs, BGP, MPLS), implement traffic separation with a single protocol.

• Easy to add, move change tenants. With end point, single protocol provisioning, Avaya Fabric Connect allows changes to tenant or application network to be completed quickly and easily.

• Secure: Zones which are similar to DMZs can be set up from campus edge all the way to the Data Center edge to meet regulatory requirements such as PCI DSS.

• Flexibility: Isolate groups of users (C-suite), types of traffic (guest wireless, imaging, surveillance, and communications) or different departments / entities at Layer 2 or Layer 3.

“We designed a L3 network over our Avaya fabric for credit card transactions and keep it totally isolated from the other student, staff, traffic. This allows us to meet PCI DSS compliance for the banks very easily. Plus no need to make changes all the way through the core to segment the traffic.” Phil Taylor, Communications Consultant from Leeds Metropolitan University

BACK NEXT


Page 3 of 4

12



COMPETITION Competitive Ethernet Fabrics fall short in simplicity, ease of use and cost effectiveness

In terms of functionality and services breadth, Avaya Fabric Connect is more like MPLS than competitive Ethernet fabric. It provides the full range of functionality that MPLS can offer today BUT with a far simpler approach. Much of the focus of the competition is now on Software-Defined Networking. However, they are focusing on trying to automate complex protocol heavy networks. Avaya offers a different approach which is around simplifying the network and then automating and orchestrating through OpenStack-based management tools. The result – a streamlined, simplified network that solves your customer’s SDN challenges today!

Competitive Ethernet Fabrics

Avaya Fabric Connect

L2 only (Spanning Tree replacement only)

L2, L3, routing and multicast (replaces Spanning Tree, OSPF, PIM and MPLS-based protocols)

For the Data Center only Extends across the enterprise from Data Center to Desktop

For a single Data Center only (requires network overlays or protocol stitching to extend between Data Centers)

True active / active continuity between geographically dispersed Data Centers without overlays or protocol stitching

Cost-effective for large companies

Cost-effective for any size of company – large to small

Many proprietary extensions

Standards-based

MPLS Avaya Fabric Connect

Supports L2/L3 virtualization, routing and multicast

Supports L2/L3 virtualization, routing and multicast

Multiple protocols (large overlay) – IGPs, BGP, MPBGP, LDP, RFC 2547, VPLS

Single protocol (IS-IS)

Complex to configure: (VRF’s, IGP, iBGP, MPBGP, route targets, route distinguishers)

Simple end point configuration. One or 2 command lines to implement services

Relatively high CAPEX / OPEX

Relatively low CAPEX / OPEX

BACK NEXT

COMPETITION START FACTS SAVINGS TECHNOLOGY USE CASES CUSTOMERS MOMENTUM

13


CUSTOMER EXAMPLES

• Avaya provided the entire backbone for the largest technology showcase (Interop 2013) for thousands of users, and flawlessly. We utilized 1/10th of the normal resources and required significantly less time to set-up and stage the entire network. The entire project was implemented by three engineers, showing that companies don't require an army of experts to work around the clock and continually fight fires.

• Avaya is the proud sponsor of the 2014 Winter Games in Sochi Russia. This Olympic event is projected to have 3 billion TV viewers, 25,000 volunteers, 3,000 reporters and billions of Internet customers vying for network services. Avaya will be delivering a highly resilient and highly secure backbone that will interconnect the two Data Centers, multiple competition venues and the Olympic Village.

• Repeat business is your best compliment. Critical to securing the contract with the Sochi 2014 Olympic Games was our prior success in Vancouver 2010 Olympic and Paralympics Games. We were the network equipment provider for the first “All IP games”. The games went off flawlessly!

• Healthcare companies are seeking out Avaya to ensure flawless communications. Franciscan Alliance needed a stable network with faster reconvergence times and higher bandwidth to support imaging. After they implemented Avaya Fabric Connect, a core OC-48 link was lost via the carrier - but due to the lightening fast recovery of Avaya Fabric Connect - not a single call dropped and no one even noticed the outage!

• This innovative university wanted to support active / active connectivity between Data Centers located miles apart to enhance their business continuity / disaster recovery solution. They also migrated their existing OSPF core to IS-IS reducing inter-site failovers from seconds to 20 milliseconds.

• As one of the busiest airports in Europe, Schiphol Telmatics needed to support high volumes of traffic without any room for downtime! With Avaya Fabric Connect, they were able to consolidate multiple physically separate networks into one - with the ability to keep different departments completely isolated. They also now have the scale and capacity needed for the future and can deploy applications faster and easier with reduced network downtime.


BACK NEXT

CUSTOMERS START FACTS SAVINGS TECHNOLOGY USE CASES COMPETITION MOMENTUM

14



MOMENTUM “My advice to individuals who are evaluating fabric technologies is to see Avaya’s fabric in the lab. I am a skeptical person, but once you see it you’re going to want to implement it!” Rick Bolt, Network Engineer from Franciscan Alliance “If you take a look at the fabrics that are out there, the fabric can reconverge sub second but if I am still relying on overlaying protocols that still take the same time to converge – what have I gained? With Avaya Fabric Connect we are taking about reconvergence of the fabric that does not rely on 20 year old protocols.” Darren Giacomini – Network Architect for Schneider Electric’s Pelco Division Avaya Networking has a strong track record of innovation…this is the same company that invented stacking in the late 90’s and were the first to market with Active-Active high availability. Over the past year, Avaya Networking has again focused on innovation first and are one of the pioneers of Ethernet Fabrics. Avaya's SPB based solution can re-define the way customers build networks with a simpler, cost-effective, secure, and more intelligent network…..anyone not paying attention to Avaya Networking should take another look.” Zeus Kerravala, principal analyst, ZK Research

“What I really like about Fabric Connect is the upgrade path. Rather than "rip-and-replace," Avaya suggest virtualizing the core switches (using SPB) while clustering the access servers. This provides redundancy, lower latency, and eases management. In phase 2, you move on to virtualize the whole enchilada. Pretty slick.“ Jon Oltsik, Network World Avaya Networking’s future remains bright and is bolstered by its fabric solution, which is positioned as the logical conclusion to the virtualization that is occurring in the data center. Here, Avaya has taken the concept of virtualized computing and applied it across all aspects of enterprise networking, enabling users to connect from anywhere to the content they need, securely and with consistent policy.” Mike Fratto, Senior Analyst, Enterprise Networking, Current Analysis Learn more: Fabric Connect overview on You Tube Whitepaper: Network virtualization using SPB and IP/SPB Franciscan Alliance Video Packet Pushers Podcast

MOMENTUM

BACK

START FACTS SAVINGS TECHNOLOGY USE CASES COMPETITION CUSTOMERS

http://www.youtube.com/watch?v=n7yn6YiwQ8Y�

https://www.avaya.com/usa/registration/network-virtualization-using-shortest-path-bridging-and-ip-spb/�

http://www.avaya.com/usa/case-for-avaya/customer-stories/franciscan-alliance�

http://packetpushers.net/show-136-avaya-considerations-for-turning-your-network-into-an-ethernet-fabric-sponsored/�

avaya fabric connect · 4 avaya networking . sales conversation guide on avaya fabric connect...

Documents