1. ProCurve Switch 2610 Series NPI Sales Training
Launch Date: February 2008

2. Objectives After completing this training, you should be able to:
Identify the market potential for the ProCurve switch 2610 series
Describe the ProCurve switch 2610 series products/solutions
Position these products within the ProCurve family
Describe the key features and benefits of the ProCurve switch 2610 series
Target potential customers by work environments and needs
Articulate
Customer business benefits
IT benefits
Reseller business benefits
Review the competition
Identify the ProCurve switch 2610 series key differentiators
Address customer objections/concerns
Emphasize the ProCurve EDGE ArchitectureTM and value propositions fit

3. Overview

4. Overview
Customers are creating networks or redesigning their current networks to address the needs of adding new convergence functionalities such as:
VoIP Solutions
Video Security Solutions
Unified Communications
Video Multicast
Wireless access
Those customers not adding convergence are looking for an infrastructure that can offer enterprise class functionality at a cost that makes good business sense.
The market is moving into a converged environment. Enterprise customers are building new networks or expanding their existing networks for new convergence functionality. They need to make these changes in the most cost effective manner; and are realizing that a converged solution doesn’t necessarily mean a solution made of entirely high-end products, what is really needed is a purpose built network with flexible and affordable features.
Those not yet adding convergence to their infrastructure still want switches that have the functionality they need to support enterprise class feature set including security, network monitoring and operational flexibility.

5. Market Landscape or Potential

6. Market drivers
The market is looking for value optimized networks that can support solution needs – not just point product needs.
The purchase is all about:
Getting the appropriate technologies for the appropriate solution
Avoiding over-spending; not buying more than what is needed
Creating the most streamlined, flexible solution infrastructure

7. Market potential
According to Dell ‘Oro report in July 2007, the managed 10/100 Layer 2 and Layer 3 space for 2008 is estimated to be in excess of 53 million ports.
Power of Ethernet (PoE) market is growing at an increasing rate, and therefore the PoE portion of the 10/100 space as a percentage is growing even faster.
This equates to a significant market opportunity to continuing the market presence of the 2600 series switches.

8. Products

9. ProCurve Switch 2610 Series Overview
The Next Generation 2600
Robust Enterprise Edge Switches
Enables secure, reliable networks for 10/100 connectivity and convergence applications
Proven/Standards based technology
Wired Infrastructure Solution
24 port 10/100 Switch with 4 Gigabit Uplinks
48 port 10/100 Switch with 4 Gigabit Uplinks
Convergence Solution
24 port 10/100 PoE Switch with 4 Gigabit Uplinks
Supports PoE on 12 ports
Supports PoE on 24 ports
48 port 10/100 PoE Switch with 4 Gigabit Uplinks
Supports PoE on 48 ports
This slide gives an overview of the 2610 as the next generation 2600 and lists the 5 different products - the 2 infrastructure solution focused products and the 3 convergence solution focused products which support PoE.

10. ProCurve Switch 2610 Series Product Overview Wired Infrastructure Solution
The 2610 is a 10/100 switch and has two nonPoE form factors – a 24-port version and a 48-port version. Both products have 4 Gigabit uplink ports – 2 GigT and 2 SFP where a mini-GBIC can be used.
The 2610 is rack-mountable and is less deep than the 2600 to meet the needs of customers with smaller wiring closets.
The 2610 is power supply enabled and uses the RPS 600.
The 2610 supports virtual stacking which allows for managing a stack of up to 16 switches with a single IP address.
This is a good choice for those customers looking for an enterprise class switch with features such as network traffic monitoring with sFlow, network security using ACLs, and uplink flexibility by offering Gigabit uplink ports in both fixed and SFP configurations.
10/100 Edge Switches
24 and 48-port 10/100 with 4 uplink Gigabit ports
1U and shallow form factor allows for operational flexibility
Redundant power supply enabled
24 port Fanless Switch provides Quiet Operation

11. ProCurve Switch 2610-PWR Series Product Overview Convergence Solution
The 2610-PWR is a 10/100 switch and has three form factors – a 24-port version, a 48-port version, and a 24 port version supporting 12 ports of PoE. All three products have 4 uplink ports – 2 GigT and 2 SFP where a mini-GBIC can be used.
The 2610 is rack-mountable and is less deep than the 2600 to meet the needs of customers with smaller wiring closets.
The 2610 supports 600/610 RPS/EPS.
ProCurve Switch /12PWR
10/100 PoE Edge Switches
/12PWR provides PoE support on 12 ports
Provides best value for incremental PoE deployment
24 and 48-port 10/100 PoE with 4 Gigabit uplink ports
1U and shallow form factor allows for operational flexibility
Redundant/External power supply enabled

12. ProCurve 10/100 Edge Switch Portfolio
2610-PWR
2610
Managed - Lite L3
24 & 48 port
Gigabit Uplinks (4), 100FX
Security
No PoE, Partial, Full PoE
2600-PWR
2600
2510
2500
Managed - Layer 2
2 Dual Personality* Uplinks ( )
Fanless
Functionality
1700
This slide shows the range of offerings in the ProCurve 10/100 Stackable Edge product family. Not all of ProCurve’s stackable products are represented, only those appropriate for a 10/100 edge solution are shown. For customers that are seeking an Intelligent Edge stackable switch or a 10/100/1000 stackable edge switch, ProCurve has a number of products including Gig speed Web managed switches in the1800 series, fully managed Gig speed with the 2800 series and Intelligent Edge stackables with the 3400 or 3500 series switches. It is important to know what level of functionality a customer is looking for. Those products towards the bottom of this arrow have less functionality and less manageability than those higher in the graph. A general rule is that those switches at the lower end of this graph are most appropriate for a 40 to 300 seated customer deployment. Larger organizations should deploy those switches with more functionality and manageability found higher on the graph. If those larger organizations are sold a less full-functional switch, solely based on a lower price, we run the risk of satisfaction issues.
Please note, the text on the slide represents some features within the product lines they are near. Please visit the data-sheets for details of the specific functions of each switch family.
2300
2124
Web Managed
8 & 24 port
2 Dual Personality* Uplinks ( )
Fanless
408
Unmanaged
Plug n Play
*Dual Personality - 10/100/1000 ports or mini-GBIC slots for optional fiber
Price/performance

13. ACLs, better performance, sFlow, data driven IGMP, Fanless ( 24 port )
ProCurve Switch 2610 Series Product Details and Comparison Wired Infrastructure Solution
New
New
2626
2650
10/100T RJ-45 Ports 24 48
Uplink Ports
2 Fixed GigT + 2 SFP
2 ( Dual Personality)
2 ( Dual Personality )
Uplink Media Supported
10/100/1000-T, SX, LX, LH, 100-FX
10/100/1000-T, SX, LX, LH
Backplane Capacity
12.8 Gbps
17.6 Gbps
9.6 Gbps
13.6 Gbps
Redundant Power Supply
RPS 600
Product Depth
9 in (22.9 cm)
12.8 in (32.5 cm)
Console Port
RJ-45 on front panel
DB-9 on back panel
New Features
ACLs, better performance, sFlow, data driven IGMP, Fanless ( 24 port )
The primary differences highlighted on this slide are the increased uplinks, 100-FX support, higher backplane capacity, shallower depth, console port differences, and more security then the 2600 offers. Shared buffering provides better performance for bursty traffic and the higher backplane capacity is due to more uplinks.
Since the 2610 is a superset of 2600, there are no unique features in 2600 as compared to 2610.

14. ACLs, Better Performance, sFlow, legacy PoE, Data driven IGMP
ProCurve Switch 2610-PWR Series Product Details and Comparison Convergence Solution
New
New
New
/12PWR
PWR
PWR
2626-PWR
2650-PWR
Uplink Ports
2 Fixed GigT
+ 2 SFP
2 (Dual Personality)
Uplink Media Supported
10/100/1000-T, SX, LX, LH, 100-FX
10/100/1000-T, SX, LX, LH
Backplane Capacity
12.8 Gbps
17.6 Gbps
9.6 Gbps
13.6 Gbps
Product Depth
9 in (22.9 cm)
12.5 in (31.8 cm)
13.5 in (34.3 cm)
18 in (45.7 cm)
Internal PoE Capacity Pool
8 ports Full PoE ( 126W )
24 ports Full PoE ( 400W )
24 ports Full PoE (24*15.4W)
24 ports Full PoE (24*15.4W)
Max PoE Capacity ( with EPS )
12 ports Full PoE
24 ports Full PoE (100% Redundancy)
48 ports Full PoE
New Features
ACLs, Better Performance, sFlow, legacy PoE, Data driven IGMP
The primary differences that are highlighted on this slide are the increased uplinks, 100-FX support, higher backplane capacity, shallower depth, console port differences, and more security that the 2600 offers. The PWR series also supports flexible PoE support – 12, 24 or 48 port PoE support. An external EPS can be added to get extended PoE support.
Shared buffering provides better performance for bursty traffic, and there is a higher backplane capacity due to more uplinks.
Since the 2610 is a superset of 2600, there are no unique features in 2600 as compared to 2610.

15. ProCurve Switch 2610 Series Key Features and Benefits in addition to 2600 Wired Infrastructure and Convergence Solutions
Benefit
Features
Deployment Flexibility
Shallow depth form factor ( 9 – 14 inches )
Fanless or quiet operation
PoE: Pay only for what you need
Flexible PoE choice with 12, 24 or 48 port PoE for office environments that do not require PoE support on every port
Convergence Solution
PoE functionality – IEEE 802.3af compliant
Features: LLDP MED, Advanced QoS, Multi-user 802.1X
Data-driven IGMP
Advanced QoS
Uplink Flexibility
100-FX, 1000Base-T, SX, LX, LH Mini-GBIC support
4 Gigabit uplinks
Easy management / easy integration
PCM integration
Secure Connectivity
Access security features (2900/4200 feature set)
IDM Integration with NI support (sFlow)
ACLs ( 254 entries )
Multi-user 802.1x
Multi role authentication (802.1x, web auth, MAC auth )
There are some similar key features of the ProCurve switch 2610 series when used in either a wired infrastructure or a converged solution are shown in this slide. The new features when compared to the first generation of the 2600 series are in bold. The benefits brought to the customer include deployment flexibility, a choice of PoE capabilities, support for a converged solution, a wide range of uplink flexibility, easy integration and management and secure connectivity.
* Features in bold are new 15

16. ProCurve Switch 2610 PWR series Comparison with 3500yl
New
2610-PWR
3500
Product
24/48 10/100 ports with Gigabit uplinks
24/48 Gigabit ports with 10G uplinks
Features
Moderately Scalable, Lite Layer3,
Highly Scalable, Full Layer3, Enterprise level multicast support
Security
Robust security with ACLs, multi-user 802.1x, port mirroring
Advanced Security with Virus Throttling, Network Immunity, Intelligent mirroring in addition to 2610 security features
Network Control
Flexible Port based
Port and User Based, Flexible, granular and robust settings for QoS and policy management
PoE support
12/24/48 ports
24/48 ports
Convergence Application Support
Robust IP telephony, video surveillance, video streaming and download, power redundancy, Power of access points and basic user based configuration
Enterprise IP telephony with in-line PC, business critical camera surveillance, hi-def video streaming and download, dynamic and advanced identity based configuration
Use Models
Proven technology for cost-effective Medium Enterprise Edge Deployment
Advanced Technology for Medium/Large Enterprise Edge/Distribution
The main point of this slide is to highlight the feature differences in the 2610 and 3500 products which leads to differing application support/use models. Use this slide to know when to offer the feature set of the 2610 over the 3500, and to know when the 3500 feature set would be a better choice for the customers needs.

17. ProCurve Switch 2510 and 2610 Series Product Detail Comparison
Traffic Management
Static Routes No
Yes
VLANs 64
256
Protocol VLANs
Security
Web and MAC Authentication
2 users/port
8 users /port
Supports Web, MAC & RADIUS Authentication
Yes, but not simultaneously
Yes, simultaneously
Protected ports
Yes, through source port filtering
Availability
802.1s Multi-Instance Spanning Tree
802.1w Rapid Reconfiguration Spanning Tree
LACP trunking
Data Prioritization
Data-driven IGMP
Yes, on the 48 port version
Yes, all versions
Traffic prioritization based on 802.1p, IP, UDP/TCP and VLAN
Yes, only based on 802.1p
Shown on this and the following slide are the general features of the ProCurve Switch 2510 series compared to those features in the ProCurve switch 2610 series. The features shown are not a complete list of features of the Switch 2610, it is the list of features that can help you to better position these two new switch series in the ProCurve product line, and to help you to “up sell” the more advanced features of the As you look at the feature comparison, you can see that the 2510 offers features in line with those customers looking for affordable, reliable 10/100 connectivity, but don’t need the advanced features of the 2610 series switches.

18. ProCurve Switch 2510 and 2610 Series Product Detail Comparison - continued
Network Monitoring
RMON
Yes, 4 groups
Yes
Dynamic IP lockdown, DHCP snooping No
sFlow
Operational Flexibility
24/48-port stackable
Yes, and PoE
1U rack-stackable
Quiet fan-less operation
Yes, the 24 port version
Warranty
True lifetime warranty including fans and power supplies
No-cost software updates, phone and support
Ease of Use
Front access console port
Management through ProCurve Manager
Integrates with Network Immunity Manager

19. Ideal Environments

20. 2610 Ideal Customer Environment Wired Infrastructure Solution
Customer needs - Enterprise Feature Set
Easy serviceability with option for more network control
Robust 10/100 connectivity
Quiet operation – fan-less 24 port
Flexible deployment – 24 or 48 ports, port density options, upliniks
Security - ACL
Data prioritization – Data driven IGMP (48 port)
Network monitoring - sFlow
Control over multicast data
Optimized video delivery and streaming applications
Uplink Flexibility
Scalable network when needed
Reliable services and support
ProCurve solution
2610 as edge connectivity
3500yl/5400zl as distribution
8200zl as core option (not shown)
PCM for switch management
This graphic depicts a 2 tiered approach.
Customer Needs for the non PoE version of the 2610 include a wide array of enterprise features.
High performance – the 2610 offers 10/100 connectivity at the edge and has Gigabit uplinks.
The 2610 has been designed for quieter operation, therefore it can be used in an open edge deployment.
Data driven IGMP offers more multicast control and the sFlow capabilities of the 2610 allows for network monitoring.
The network represented is scalable when needed because the 5400zl offers modular flexibility for expanding the network. Additionally the 2610 has both 24- and 48-port version to accommodate a range of density requirements.
This solution, as with all ProCurve solution, offers reliable services and support. This statement is backed by ProCurve’s lifetime warranty, next-business-day-advance replacement, and no-cost phone and support.
Deployment
2- or 3-tiered approach
OpenView/PCM for management
Flexible port density options
Standards-based Connectivity

21. 2610-PWR Ideal Customer Environment Convergence Solution
Customer needs
Integrated Convergence Solutions
secure VOIP communications
Secure wireless access deployment
VoWLAN
Video surveillance
Control over multicast data
Scalable network when needed
Reliable services and support
ProCurve solution
2610 as edge connectivity
3500yl/5400zl as distribution
8200zl as core option (not shown)
PCM for switch management
This graphic depicts a 2 tiered approach.
Customer Needs
High performance – the 2610-PWR offers 10/100 at the edge with Gigabit uplinks.
The 2610-PWR offers more options for configuring data prioritization (classification of data using 802.1p) and security (user security: web auth/MAC auth, MAC address lockdown, 802.1X) parameters. Data prioritization helps to get better quality on latency sensitive traffic like voice and video. The 2610-PWR also allows for network monitoring capabilities with sFlow.
PoE support enables integrated convergence solution deployments including:
VOIP communications
Wireless access overlay network
Video surveillance through security camera deployment
This network represented is scalable when needed because the 5400zl offers modular flexibility for expanding the network. Additionally, to accommodate a wide range of density requirements the 2610-PWR has a 24-port version with PoE on all ports, a 24–port version with PoE on 12 ports and a 48-port with PoE on all ports.
This solution, as with all ProCurve solution, offers reliable services and support. This statement is backed by ProCurve’s lifetime warranty, next-business-day-advance replacement, and no-cost phone and support.
Deployment
2- or 3-tiered approach
OpenView/PCM for management
Flexible port density options
Standards-based connectivity

22. Solution Use Models

23. Medium/Large Enterprise Edge Convergence Solution
Robust network connectivity
Standards based 10/100 connectivity with Gigabit uplinks
scalable PoE deployment
PoE stackable with advanced EDGE features and 802.3af - option of 24 or 48 port or incremental 12 port PoE
Minimizes network downtime
EPS/RPS provides reliable power infrastructure
Single Secure infrastructure
Cost effective, easy to support
Wireless network overlay
Supports mobile workers
Mitel 3300 IP PBX
ProCurve Switch 8200zl
Distribution
Gigabit fiber uplinks
SX, LX, LH, 100-FX
Wiring Closet
ProCurve Switch PWR
ProCurve Switch PWR
The switch 2610 series can be used to provide network connectivity and convergence solutions for both medium/large enterprises.

24. Remote Office Use Model
Internet
The PWR provides cost effective connectivity for different types of devices in small offices
IP phones
Wireless LAN AP
Wired PC’s and wireless laptops
Integrated switching, PoE, and enterprise management in one device
7203dl
ProCurve Switch PWR
The ProCurve Switch 2610 series can also offer an integrated converged network solution in remote office deployments. In smaller offices the 12 ports of PoE on the 24 port version would be the most cost efficient deployment, where in larger offices, the 2610 offers the choice of PoE on all 24 or 48 port of each version.
Server

25. Video Streaming Solutions
Wirespeed 10/100 performance
Supports video streaming applications
Multicast processing
Provides optimized multicast traffic delivery
Network control
Flexible QoS ensures quality of video
Video Streaming use for educational, entertainment applications in enterprises
5400zl
Gigabit fiber uplinks
SX, LX, LH,100-FX
PWR
The wirespeed 10/100 performance and multicast traffic control of the 2610 series allows for video streaming use in educational and entertainment applications. Those customers with an IT department deploying converged communications solutions (VoIP, Video Security, Unified Communications, Teleconferencing, Computer Based Training, etc.)

26. Video Surveillance Solutions
Video surveillance use for security monitoring in enterprises, retail, manufacturing environments
PoE supports powering of video security cameras, card access readers, door locks
Wirespeed 10/100 performance
Supports video streaming applications
Multicast processing
Provides optimized multicast traffic delivery
Network control
Flexible QoS ensures quality of video
5400zl
Gigabit fiber uplinks
SX, LX, LH,100-FX
/12PWR
Video surveillance networks connecting security cameras to servers can be supported by 2610 at the edge and 5400zl series products at the distribution/core.

27. Vertical markets Education Public Sector Government Corporate (campus)
Higher Education
Public Sector
Government
Corporate (campus)
Retail (branch offices)
Healthcare
Financial
All vertical markets can take advantage of the enterprise-class features of the ProCurve Switch 2610 Series. To follow are examples of how the 2610 may be used in three key markets; however the convergence capabilities can be translated to other markets allowing customers to truly value optimize their networking infrastructures..

28. Internet or District Office
Education
Internet or District Office
Easy to deploy and maintain
Small IT staff can support
Secure infrastructure
Maintains students and administration data separate
Cost effective converged network
The 2610 PoE products provide cost savings, PoE capability, enterprise management
Distribution
5400zl
2610-PWR
Closet
Educational institutions can deploy 2610 for deploying networks which are easy to manage and support and provide a secure infrastructure for connecting laptops, IP phones and Access points.

29. Manufacturing, Warehouse, and Retail
Loading Dock
Wireless infrastructure enables critical inventory management, manufacturing and retail service applications
The PWR provides cost savings, PoE capability, enterprise management and other features to expedite deployment wireless LAN infrastructure
Provides the ease and flexibility in installation methods
Provides optional redundant power (with ProCurve 600 RPS/EPS) to ensure continuation of operation in case of power supply failure
Factory/Store floor
ProCurve Switch PWR with ProCurve 600 RPS/EPS
Manufacturing, warehouse and retail operations can deploy 2610 to provide wireless network overlay to enable mobile workforce connectivity.
Warehouse
MRP/Inventory
Servers

30. Healthcare Reliable infrastructure robust hardware
Hospitals
Reliable infrastructure
robust hardware
EPS/RPS power reliability
Secure network
Maintains integrity of patient data
converged VOIP and wireless
Mobile workforce
Off-site
diagnostic labs
5412zl
Distribution
3500yl
ICU/CCU
Admissions
Admin
2610-PWR
2610-PWR
Healthcare networks requiring security and reliability can be supported by a 3 tier network using 2610, 3500 and 5400 series products.
Wireless PDA/Phone
Administrative
Wireless PDA/Phone
Clinical

31. Business benefits Customer IT Reseller

32. ProCurve Switch 2610 Series meets customer business needs
Cost effective integrated PoE to build a single converged network
Flexibility and scalability to optimize the value of the purchase
Robust security and management features to lower operational cost
Lifetime warranty and no-cost phone support
Lower Cost of
Ownership
Mobile application used in a converged network can increase productivity throughout the company. The ease of integration of the 2610 allows for a faster and more efficient deployments of these mobile apps.
Enterprise- class security and management minimizes the chance of lost revenue from security breaches
Increased
Productivity
Remote Office
Support
Cost-effectively integrate PoE into smaller remote offices
Remote management reduces local support needs

33. ProCurve Switch 2610 Series meets customer IT needs
Select most efficient location for PoE devices
Route traffic locally with static IP routing
Cost-effective, compact form factor to allow installation options
Gigabit copper and fiber for network design options
Operational
Flexibility
Improved ability to manage and diagnose Wireless LAN AP’s
Access security features protect against malicious attacks
Ability to monitor networks more closely through capabilities such as mirroring and sFlow
Minimize
Downtime

34. ProCurve Switch 2610 Series meets customer IT needs
Secure
Networks
Robust access security (802.1X, ACLs, source port filtering) and device management security(SSHv2, TACACS+)
Full network visibility through sFlow based traffic monitoring
Static IP routing for logical separation in shared physical locations
Investment
Protection
The ProCurve switch 2610 series can provide PoE to a multitude of vendors PoE device, even Cisco's pre-standard PoE access points and IP phones
The wide array of configurations of the ProCurve 2610 series allows for consistent switch deployment in at the headquarters, remote offices and small workgroups – leveraging training and support needs
Device Continuity

35. ProCurve Switch 2610 Series reseller business benefits
Offer Choice
& Flexibility
Support for a combination of integrated PoE, SNMP management, enterprise level software, cost-effectiveness allow for installation and operational flexibility
The /12 switch offers the most cost-effective PoE capable managed switch for small or remote office deployments
Meet Emerging
Needs
Support for a wide range of customers convergence needs with choices of port densities and PoE options
The 2610 series provides a compelling set of convergence features to support a fully mobile solution that includes IP phones, APs, security cameras, and VoWLAN.
Increase
Revenue
According to Dell’Oro Enterprise-level wireless LAN APs and IP phone shipments are showing increasing growth, the PoE switches to support these device in turn are tracking accordingly
Be more competitive in the bidding process, offer features similar to more expensive high-speed switches

36. Competition

37. Competition
3Com 4500
Cisco 2960
Cisco 3560

38. ProCurve 2610 vs. 3Com 4500 Wired Infrastructure & Convergence Solutions
Port Density
24/48 ports
Uplink Connectivity
2 Fixed GigT + 2 SFP
SFP = SX, LX, LH, 1000T, 100-FX 2
SX, LX, LH
Performance
12.8Gbps/17.6Gbps,
16MB flash, 128MB SDRAM
8.8Gps/13.6Gbps
PoE ports
12, 24, 48
24, 48
PoE Power
126W ( 12 port ), 400W ( 24/48 port )
300W
Traffic Monitoring
RMON, sFlow
RMON
Access Security
ACLs, multi-user 802.1x, WEB Auth, MAC Auth, MAC lockout/lockdown, RADIUS, TACACS+, DHCP snooping
ACL's,Multi-user 802.1x, RADIUS, MAC lockdown
Spanning Tree Support
802.1s Multi-Instance Spanning Tree
RPS
External
Warranty
Lifetime
Limited Lifetime
Lifetime warranty versus limited warranty
Flexible PoE Deployment
Better switching performance
Better and more flexible security
sFlow traffic monitoring means full visibility over the network
Broader range of ease of use features including LLDP-MED simplifies switch operation and management in a multi-vendor environment
Key differentiators vs 3Com: (Comparison based on the latest available datasheet on the 3com website)
ProCurve offers:
Lifetime warranty (including power supply)
sFlow for traffic monitoring and Friendly Port Names and Find-Fix-and-Inform for easier management.
More Gigabit uplinks
Flexible PoE support
Better performance

39. ProCurve 2610 vs. Cisco 2960 Wired Infrastructure
Port Density
24/48 ports
Uplink Connectivity
2 Fixed GigT + 2 SFP
SFP = SX, LX, LH, 1000T, 100-FX
2 Fixed GigT or 2 Dual Purpose
Performance
12.8Gbps/17.6Gbps
16MB flash, 128MB SDRAM
16Gbps
32MB flash, 64MB DRAM
Traffic Monitoring
RMON, sFlow
RMON
Access Security
ACLs, multi-user 802.1x, WEB Auth, MAC Auth, MAC lockout/lockdown, RADIUS, TACACS+, DHCP snooping
ACLs, multi-user 802.1x, WEB Auth, MAC Auth, MAC lockout/lockdown, RADIUS, TACACS+, DHCP snooping,
Rate Limiting/ QoS
Prioritization based on Layer3/Layer 4 fields and ranges
Extensive, highly granular
Forwarding/Routing
Layer 2 + Layer 3 Lite
Layer 2
Warranty
Lifetime
Limited Lifetime
Lifetime warranty versus Limited Lifetime warranty
Layer 3 Lite
sFlow traffic monitoring means full visibility over the network
Robust secure connectivity with proven technology
Key differentiators vs Cisco 2960:
ProCurve offers:
Lifetime warranty (includes power supply)
sFlow for traffic monitoring
More Gigabit uplinks

40. ProCurve 2610-PWR vs. Cisco 3560 Convergence Solution
Port Density
24/48 ports
8/24/48 ports
Uplink Connectivity
2 Fixed GigT + 2 SFP
SFP = SX, LX, LH, 1000T, 100-FX
2 /4 SFP (10G available on 3560E models)
Performance
12.8Gbps/17.6Gbps
16MB flash, 128MB SDRAM
32Gbps
16MB flash, 128MB DRAM
PoE Support
12/24/48 ports, LLDP-MED
24/48 ports, CDP
Traffic Monitoring
RMON, sFlow
RMON
Access Security
ACLs, multi-user 802.1x, WEB Auth, MAC Auth, MAC lockout/lockdown, RADIUS, TACACS+, DHCP snooping
ACLs, multi-user 802.1x, WEB Auth, MAC Auth, MAC lockout/lockdown, RADIUS, TACACS+, DHCP snooping,
Rate Limiting/ QoS
Prioritization based on Layer3/Layer 4 fields and ranges
Extensive, highly granular
Forwarding/Routing
Layer 2 + Layer 3 Lite
Layer 2 + Layer 3 Lite + RIP ( upgradeable to Full )
Warranty
Lifetime
Limited Lifetime
Lifetime warranty versus Limited Lifetime warranty
sFlow traffic monitoring means full visibility over the network
Flexible PoE Deployment
Robust secure connectivity with proven technology
Key differentiators vs Cisco 3560 (PoE products).
ProCurve offers:
Lifetime warranty (includes power supply)
sFlow for traffic monitoring
Flexible PoE support

41. Key Differentiators

42. Key differentiators
The ProCurve Switch 2610 series offers a unique blend of features such as Gig uplinks, manageability, PoE options, redundant power supplies and multicast video support. These enterprise-class features enable customers to value optimize an adaptive edge to their network.

43. Addressing customer questions, concerns or objections

44. Customer questions/concerns/objections and ProCurve responses
Question/concern/objection: I’m just looking for the cheapest PoE switch to work with my VoIP brand.
Answer: The ProCurve Value Proposition related to the switch 2610 series will be a powerful selling tool with these customers. The choice and flexibility of having 3 versions of PoE switch configurations in the 2610 series allows the customer to choose just the right switch for their needs – and not just the cheapest.

45. Customer questions/concerns/objections and ProCurve responses
Question/concern/objection: You say the switch 2610 series is suited for a converged network. The cameras and videos in our business use a lot of bandwidth, can the 10/100 support these applications?
Answer: For bandwidth-hungry applications, such as the use of multiple high resolution cameras, the 3500yl series would be a more appropriate choice. To support less bandwidth bending devices, the 2610 is the appropriate choice to help customers value optimize their network solution.

46. ProCurve Value Proposition and Adaptive EDGE ArchitectureTM fit

47. Continuing to deliver the ProCurve Value Proposition
Affordable technology
Enterprise-class convergence features in a 10/100 switch
Reduced complexity
Integrated PoE, SNMP management and enterprise-class software to simplify the deployment of convergence
Trusted
Over 20 years of delivering network technologies and quality service and support
Reliable
Lifetime next-business day advanced replacement warranty
Choice & flexibility
Various port counts and PoE options to deploy the most cost effective solution

48. Continuing to deliver on the ProCurve Adaptive EDGE Architecture™
Command from the center/control to the edge
Manageability through ProCurve Manager and ProCurve Manger Plus
Security
Robust access security
802.1X, ACLs, source-port filtering
Device management security
SSHv2, TACACS+
Sflow based traffic monitoring providing full network visibility
Mobility
Enables the deployment of wireless LAN infrastructure and support for the associated mobility applications
Convergence
Support for LLDP-MED extends the LLDP standard to enable advanced features at the edge for VoIP endpoint devices

49. Learning Check

50. Learning Check How many products does the 2610 series contain ?
Name the new type of product SKU 2610 supports ?  
How many dual personality ports does the 2610 series contain ?
How many Gigabit ports does 2610 contain ?  
Name 3 new features for 2610 vs 2600 ?  
Five
The hybrid PoE product which has 24 10/100 ports out of which 12 ports support PoE. This enables a compact network deployment where a single device can support laptops, IP phones, access points and security cameras and card readers.
None
Four ( 2 miniGBIC & 2 10/100/1000BASE-T)
ACL, data driven IGMP, sFlow

51. Learning Check (Continued)
Does the 2610 series have a replacement for ?
Does the 2610 support legacy VOIP phones e.g. Cisco?
What new use models does data driven IGMP support?
How does the 2610 POE support enhanced security?
What new miniGBIC connectivity does 2610 support?
Does 2610 series have a fanless product?
The hybrid PoE product is a technical superset of , however it is not a direct replacement as it has a higher port count and slightly higher price
Yes
video streaming/surveillance
It supports ACLs for traffic filtering and sFlow enabling network monitoring
100-FX
Yes. The is fanless.

52. Summary In this training, you have learned how to:
Identify the market potential for the ProCurve switch 2610 series
Describe the ProCurve switch 2610 series products/solutions
Position these products within the ProCurve family
Describe the key features and benefits of the ProCurve switch 2610 series
Target potential customers by work environments and needs
Articulate
Customer business benefits
IT benefits
Reseller business benefits
Review the competition
Identify the ProCurve switch 2610 series key differentiators
Address customer objections/concerns
Emphasize the ProCurve EDGE ArchitectureTM and value propositions fit

53. Additional Resources

54. ProCurve Sales Resources
For collateral, sales tools, and training go to:
ProCurve Sales Resource Center (for ProCurve reps):
ProCurve Partner Portal (for Partner reps):