Why Important / Value Props / Tiered Subscription Licensing

At a Glance Guide EC-10104 Model

Business Outcomes / Use Cases
• With 2 license tiers including Foundation • The EdgeConnect model EC-10104 is a
Next Gen Firewall
Connect & Protect • With the addition of the NGFW, Aruba
w/ a lower entry price point, Aruba
EdgeConnect Enterprise can compete with
new cost-effective, EdgeConnect SD-
WAN branch gateway platform that is
Enablement EdgeConnect Enterprise is now the only lower-priced firewall vendors and increases designed for small edge/branch sites
vendor with the ICSA Secure SD-WAN market opportunities with typical WAN bandwidth capacity
certification More on ICSA • Orchestrator is integrated into all tiers ranging from 2-500Mbps, and that can
Aruba EdgeConnect Enterprise • Solidify security posture with EdgeConnect • The Advanced tier is in line with our support up to 100Mbps of WAN
now combines a Secure SD- Enterprise that can now compete with current offerings for enterprise companies Optimization.
WAN and a next gen firewall to Firewall vendors by pairing an Advanced More info • The EC10104 supports superior
strengthen your security Secure SD-WAN with a NGFW bandwidth and is more cost effective
posture, reduce TCO, simplify Use Case – Small to Midsize Company which aligns to small branch sites.
networking management, and Use Case – Small to midsize bank Customer looking to move away from
More info on the EC-10104
accelerate your speed to One EdgeConnect (EC) customer has a expensive MPLS. Foundation tier allows
physical firewall on each side of EC in them to get Best of Breed advanced SD-
market.
their branch offices. This customer will WAN with NGFW, in one offering at a Use Case – Retail operation
remove all the branch firewalls utilizing lower price point. Tip - Get to a PoC A large retail customer needs a cost-
What’s Launching: the NGFW in EC providing them massive where we have never lost to Fortinet. effective alternative than the EC-XS and
• Next Gen firewall now included savings and Aruba expansion. doesn’t need support to 1Gbps, so the
with EdgeConnect Enterprise (Oct Enhanced Scaling EC-10104 is right-sized for the
‘22) • EdgeConnect Enterprise has a 300% larger deployment.
• Identity Context improves security Identity Context fabric to support larger mesh topologies
across EdgeConnect Enterprise • Ads dynamic segmentation to your Zero Target Audience
(Oct ‘22) Trust policy by identifying users and their Use Case – Growing company wanted • Buyers: C-Suite, VP of IT, Networking
role within the business to cut costs leaders, Security leaders
• Enhanced scaling allows for a With EdgeConnect Enterprise, customers
significantly larger fabric (Oct ‘22) • Meet compliance standards like HIPAA/SOX • Geographies: Worldwide
can include more network connected
• Reduce human error w/ automated process • Client Size: Moving beyond enterprise
• Tiered licensing increases market appliances than ever before. Add in
to include SMB and small business
to increase efficiency
opportunity for sellers and partners EdgeConnect virtual deployment and
(Quote Sept ’22 / MVP Nov ‘22) Use Case – HIPAA Compliance don’t worry about buying new servers or
networking hardware to support your
For more information,
• The EC-10104 model is a cost EdgeConnect next-generation firewall
features dramatically simplify network network. Avoid supply chain issues and go to the EdgeConnect
effective, EdgeConnect SD-WAN
branch gateway platform (Quote segmentation and can restrict access to increase your speed to market. Enterprise WinBook
October ‘22 / MVP Nov ’22) systems that handle ePHI.
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 At a Glance Guide Key Competitors Key Competitors Key Competitors

EdgeConnect Fortinet Palo Alto (Prisma SD-WAN) Versa

• The most expensive software • Aruba EdgeConnect tiered licensing
Enterprise subscription tier, 360 Protection, is allows lower point of entry for Advanced
• Versa GUI is difficult to configure and
navigate, its policy configurations is
Competitive Overview required to support SD-WAN SD-WAN and NGFW confusing
orchestration • Multiple add-ons create licensing • Versa Secure requires a separate Versa
• Fortinet software offerings often require complexity and potentially increase cost Analytics subscription
Key Differentiator summary their latest hardware. Customers are • Cloud hosted only controller does not • Versa is not Microsoft O365 certified
• Virtually no supply chain challenges required to follow an aggressive refresh offer deployment flexibility, no on-prem • Versa does not support built-in WAN Opt
allowing customers to increase their schedule in order to take advantage of controller deployment
• Versa has multiple steps and parameters
speed to market (~5 weeks) new functionality including SD-WAN • Even though Prisma SD-WAN talks about to be configured to enable FEC
• Best of Breed strategy pairing • Enabling SD-WAN and other advanced application visibility with Layer 7
• Versa only integrates with Zscaler and
Secure SD-WAN with Next Gen network functions sometimes requires a intelligence, it is not Microsoft 365
has no other partners for Cloud Security
Firewall plus the most automated customer to deploy higher performance certified
choices for SSE Cloud Security – and higher cost – hardware w/ • EdgeConnect Enterprise combines
Versa Battlecard
(Zscaler, Netskope, etc.) potential supply chain challenges Industry first ICSA Certified Secure-SD- Key Questions
• Top-down policies make EC • Fortinet’s SASE solution is based on WAN with one-click integration with • Is the networking performance of your
business driven meaning your OPAQ which is NOT industry leading like leading cloud security providers such as firewall controlling your business?
network will adapt to the priorities Netskope and Zscaler Zscaler, Netskope, and Check Point gives • Are you struggling to get hardware to
of your applications. • Fortinet claim’s industry best TCO, but customers freedom of choice for a SASE support your network?
• QoE unmatched for end user (apps) with foundational pricing for EC, that is architecture
and IT (network mgmt.) in question • Is policy management taking too long?
• Aruba Orchestrator provides a rich and
• Continuous adaptation means EC • Fortinet does not provide single pane of robust set of monitoring and reporting • Is your networking ops team
changes in real time to overcome glass management instrumentation at no additional cost. overwhelmed with finding “needles in
performance drops or black outs • Fortinet lags behind EC when it comes to PAN customers need to pay for historical a haystack?”
• Unified platform allowing you to delivering high application performance data, statistics retention and auto • Are you utilizing separate firewalls and
provision, configure, and monitor and availability across any WAN generated reports. an SD-WAN appliances at your branch
your network & applications w/ ease transport – Aruba has never lost a PoC locations?
• Tiered licensing allows partners to to Fortinet Palo Alto Battlecard • Is your “free” SD-WAN from a firewall
be price competitive Fortinet Battlecard company slowing your network?
Objection Handling Playbook
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