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Competitive Differentiation and Value Proposition

This document discusses Ruckus's competitive differentiation and value proposition in networking portfolio sales. It summarizes analysts', customers', and Ruckus's own views on competitors. It then outlines Ruckus's value proposition in why it wins deals and provides case studies. Finally, it lists some key sales strategies like starting small with proof-of-concept opportunities to get invited to larger deals.

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Javier
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61 views20 pages

Competitive Differentiation and Value Proposition

This document discusses Ruckus's competitive differentiation and value proposition in networking portfolio sales. It summarizes analysts', customers', and Ruckus's own views on competitors. It then outlines Ruckus's value proposition in why it wins deals and provides case studies. Finally, it lists some key sales strategies like starting small with proof-of-concept opportunities to get invited to larger deals.

Uploaded by

Javier
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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RUCKUS Portfolio Sales

Competitive Differentiation and


Value Proposition
Competitive Differentiation
• Industry Analysts’ Views
• Customers’ Views
• Our Views

Value Proposition
• Why We Win
• Case Studies
• Key Plays

2 © 2022 CommScope, Inc.


Competitive Overview:
Know Your Competition

3 © 2022 CommScope, Inc. | CommScope Restricted–Highly Confidential


Competition: 3 views

Our
Analysts’
customers’
views
views

Our views
Networking Portfolio
Secure Network Access Network Reporting Assurance & Intelligence Location Analytics

Professional & Education Services | Premium Support


Software
& SaaS
Cloudpath SCI RUCKUS Analytics SPoT

Physical Appliance Virtual Appliance Cloud-managed Controller-less IoT

Control &
Management
SmartZone RUCKUS Cloud
ZoneDirector SmartZone RUCKUS CBRS RUCKUS Unleashed RUCKUS IoT Controller

Access Aggregation Core

Switches

ICX 7150 ICX 7250 ICX 7450 ICX 7550 ICX 7650 ICX 7750 ICX 7850

Outdoor Indoor Specialty LTE

Access
Points
T, P Series R Series H, C, M, E Series Q Series

5 © 2020 ComScope, Inc.


Analyst’s view

6 © 2019 CommScope, Inc.


Our view
Universal competitors Category based competitors
• Cisco Enterprise • Wired only
• Cisco Meraki • Wi-Fi only
• HPE Aruba
• Cloud-managed only
• Extreme
• Controller-less only
• Juniper Mist
• Network Access Control

Low-cost competitors
• Ubiquiti

Regional competitors
• Huawei
7 © 2019 CommScope, Inc.
Our customers’ views

8 © 2019 CommScope, Inc. Source: https://www.gartner.com/reviews/market/wired-wireless-lan-access-infrastructure/vendor/commscope/alternatives


The RUCKUS advantage: Why we win

Easily move between architectures while


protecting existing investment
Add features without rip-and-replace

9 © 2019 CommScope, Inc.


Try the same smile with ONE chopstick

10
11 © 2021 CommScope, Inc. Confidential & Proprietary. FOR INTERNAL USE ONLY
12 © 2021 CommScope, Inc. Confidential & Proprietary. FOR INTERNAL USE ONLY
13 © 2021 CommScope, Inc. Confidential & Proprietary. FOR INTERNAL USE ONLY
CommScope RUCKUS Wins Because We Do More

Performance
Simplicity
Adaptability
Innovation

14
Group 1 Automotive
Houston, Texas

• Fortune 300 company headquartered in


Houston, Texas
• Large chain of auto dealerships
• Started with SmartZone + 800 indoor
access points + Cloudpath
• Recently added ICX switching

15 | © 2021 CommScope, Inc.


For more case studies, visit:
www.CommScope.com/Ruckus

16 © 2017 BROCADE COMMUNICATIONS SYSTEMS, INC. COMPANY PROPRIETARY INFORMATION


Key Plays

Start Small Small opportunities lead to bigger wins!

Get Invited
When we compete, we win!
to a POC

Find Your Get your foot in the door with one thing, and you
Entry Point will be sure to earn more business later!

17 © 2022 CommScope, Inc.


Thank You!
RUCKUS
Portfolio Sales

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